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　　Conversations

　　Dialogue 3

　　A： Mr. Brown， let‘s have your firm offer now.

　　B： Gladly. Here‘s our offer， 310 Francs per ton， F.O.B. Marseilles. You will notice the quotation is much lower than the current

　　market price.

　　A： I‘m afraid I disagree with you there. We have quotations from other sources too. And， as you well know， we mainly rely on our own resources. Our own chemical industry has expanded rapidly. We import a certain amount of chemical fertilizer only when the price is reasonable.

　　B： Well， then， what‘s your idea of a competitive price？

　　A： As we do business on the basis of mutual benefit， I suggest somewhere around 270 Francs per metric ton F.O.B. Marseilles.B： I‘m sorry the difference between our price and your counter- offer is too wide. It’s impossible for us to entertain your counter- offer， I‘m afraid.

　　A： Mr. Brown， you no doubt have wide contacts. I don‘t think I have to stress that our counter - offer is well founded. It is in line with the international market.

　　B： I don‘t see how I can pull this business through， Mrs. Wang. Let’s meet each other half way. Mutual efforts will carry us a step forward.

　　—— 布朗先生，现在给我们报实盘吧。

　　—— 好的。这是我们的报盘：每吨310法郎，马赛船上交货价。你会注 意到我们的价格比目前市价低很多。

　　—— 恐怕我不能同意这一点。我们也接到了其他地方的报盘。你知道，我们主要靠自己的货源供应，我国的化工工业已迅速扩大。只有在 价格合理时，我们才进口部分化肥。

　　—— 那好吧，你认为什么价格具有竞争力？

　　—— 我们都是在互利的基础上做交易，我建议每公吨马赛船上交货价为 270法郎左右。

　　—— 很遗憾，我们的价格与你方还盘差距太大了，恐怕不可能接受你们 的还盘。

　　—— 毫无疑问，布朗先生，你们的联系很广泛，我无须再三说明我们的 还盘是很有根据的。它符合国际市场的行情。

　　—— 王小姐，我不知道怎样才能把这生意做成。我们各让一半吧，共同努力才能使我们前进一步。

　　A： Now Mr. Brown， what we have given is a fair price.

　　B： Well， how‘s this？ We accept your price provided you take the quantity we offer.

　　A： I‘m surprised， Mr. Brown. Wouldn’t it be better to settle on the

　　price first before going on to the quantity？ If you accept our counteroffer， we‘ll advise our users to buy from you.

　　B： Then perhaps you could give me a rough idea of the amount needed？