Translate into English.

Кожен міжнародний контракт містить декілька обов’язкових розділів. Юридичні адреси сторін, які укладають угоду, є одним з таких. Загалом контракти складаються з багатьох розділів. Розділи контракту зазвичай нумеруються. Іноді одна зі сторін може вважати, що інша сторона не виконує умови контракту. В такому випадку пишуть рекламацію. Цей лист, як правило, містить вимогу про відшкодування збитків. Такі диспути вирішуються арбітражним судом третьої країни.

9. Read the dialogue “discussing prices and terms of payment”: Ukrimport was interested in buying pumps from Bond and Co. After Mr. Stanley and Mr. Petrenko had discussed the time of shipment, the terms of delivery and the number of pumps, they started discussing the price and terms of payment. Say what you have learned about the discussion of the price; the sellers' manner of payment.

Stanley: Good morning, Mr. Petrenko.

Petrenko: Good morning, Mr. Stanley.

Stanley: Happy to meet you again.

Petrenko: The pleasure is mine.

Stanley: Sunny morning, isn't it?

Petrenko: Yes, it's beautiful.

Stanley: The weather will keep fine, I hope.

Petrenko: I hope so too.

Stanley: Good weather is a good way to start business, isn't it?

Petrenko: That's right. Let's get down to business then. I'd like to start with the prices. Mr. Stanley, I'm sorry to say it is not acceptable to us. You have quoted a very high price.

Stanley: Oh, £... per unit is quite a reasonable price. As you know we have improved the model. And besides the price includes export packing.

Petrenko: Yes, we know that. But we also know that the prices on the world market for this type of pumps are lower than yours.

Stanley: But the quality of our pumps is higher and we've delivered a lot of pumps to different countries of the world at that price.

Petrenko: And still, Mr. Stanley, we find the price a bit high. I'd like to stress that it's our trial order with your company and if we are satisfied with our transaction you can expect repeat orders from us.

Stanley: Well, the only thing we can do is to give you a discount of 2% off the value of the contract.

Petrenko: Fine. That settles the price problem.

Stanley: And how about the manner of payment? I hope payment by a letter of credit against shipping documents suits you, doesn't it?

Petrenko: Yes, it does.

Stanley: Good. You are to open a L/C with the National Bank of Ukraine after our Notification of Readiness of the goods for shipment.

Petrenko: All right. One more thing, Mr.Stanley. Our people would like to visit your manufacturing plant, if possible.

Stanley: No problem. We can easily arrange it and I myself will take you here.

Petrenko: Thank you, Mr Stanley.

Stanley: Thank you, Mr Petrenko. We are looking forward to establishing good business relations with your company.

10. Agree or disagree with the following statements. Give your reasons.

1. When Mr. Stanley and Mr. Petrenko met, the weather was very bad. It was raining heavily.

2. The company quoted quite a reasonable price.

3. Bond and Co delivered a lot of pumps to different countries of the world.

4. Their customers were quite satisfied with the quality of the pumps.

5. The Buyers were to make payment for collection.

6. It was difficult for Mr. Stanley to arrange a visit to the manufacturing plant.

11. Think and answer:

1. Why was Ukrimport interested in the pumps of Bond and Co?

2. Why were and Co interested in doing business with Ukrimport?

3. Why did Bond and Co improve the model?

4. Why did Bond and Co give a discount to the Buyers?

5. Why did Mr Petrenko want to visit the manufacturing plant?

12. Ask your groupmates:

- if the Sellers' prices are always acceptable to the Buyers or they often find them high;

- what the Sellers usually do if the prices are not acceptable to them;

- if the Sellers sometimes give a discount of the value of the contract if the prices are not acceptable to their Buyers;

- if the Sellers sometimes change terms of delivery if they are not acceptable to the Buyers.

13. Read the dialogue “talking business: the other day Mr. Pavlenko, General Director of Ukrimport, and Mr.Turnball, a representative of London Tools Ltd met at the Ministry for Foreign Trade to negotiate the purchase of a Flight Information Display System for a new airport being built in Kyiv. Say what you have learned from the dialogue about: the goods Ukrimport was interested in; the price and terms of payment in the offer of London Tools Ltd; subject of negotiation of both sides.

Pavlenko: Good morning, Mr. Turnball. Happy to see you in Kyiv again.

Turnball: Good morning, Mr. Pavlenko. I'm also pleased to meet you.

Pavlenko: Will you take a seat, please. Did you have a nice journey?

Turnball: Yes, thank you, I enjoyed the trip. It was very pleasant indeed.

Pavlenko: I'm glad to hear it. Now I'd like to discuss with you particulars of our transaction. Our customers have studied all the technical characteristics of your system and concluded that they meet their requirements.

Turnball: I'm happy to hear it. We have been selling our equipment to many western countries, it's up to world standards and is in great demand on the world market.

Pavlenko: Well, now we can get down to discussing the commercial side of our transaction, can't we? The first thing I'd like to clarify is the prices.

Turnball: Don't you find them attractive?

Pavlenko: On the whole we do, but the prices for items 3 and 9 are a bit high.

Turnball: I'm afraid I can't agree with you here. These items are completely new in design and they are the best on the world market.

Pavlenko: The competitors offer lower prices for such items and they are 30-40% lower than yours. Could you find it possible to reduce the prices?

Turnball: I'm afraid I must get in touch with my company and I’ll give you the answer tomorrow.

Pavlenko: Good. Now comes the question of payment.

Turnball: I hope payment for collection suits you.

Pavlenko: Yes, it does. And since your terms of delivery and delivery time are acceptable, we'd like to offer you our contract form to study. Could you come here at 10.30 tomorrow?

Turnball: No problem, Mr. Pavlenko. Good bye.

Pavlenko: Good bye, Mr. Turnball.

14. Answer the following questions:

1. What is Mr. Pavlenko's working position at Ukrimport?

2. What firm does Mr. Turnball represent?

3. What is the subject of negotiation between Mr. Pavlenko and Mr. Turnball?

4. What does Mr. Pavlenko inform his counterpart about concerning the system which is purchased?

5. Why does not Mr. Pavlenko agree with the prices for some items?

6. What prices do the competitors propose to the Ukrainian party?

7. Why cannot Mr. Turnball solve the problem of prices himself?

15. Think and answer:

1. Why was Ukrimport interested in goods from London Tools Ltd?

2. Had the representatives of the two companies met before Mr. Turnball came to Kyiv? Why do you think so?

3. Why didn't all the prices of the company suit the Buyers?

4. Why did Pavlenko and Mr. Turnball decide to meet again?

16. Act out dialogues on the basis of the following situations:

1. Tell Mr White you have looked through their latest catalogues and quotation closely. The quality of the machines meets your requirements but you cannot to their price. Tell him you will place a big order with the company if they give you a discount.

2. Green & Co are regular buyers of pumps. They would like to place an order with you. So their representative comes to your office. Discuss the price and terms of delivery and payment.

3. You have just visited the Sellers' plant and have seen the machines you are going to buy in operation. Tell Mr. Blake about your impressions of the machines. Discuss with him delivery dates. You require the goods for immediate shipment.

17. Complete the sentences:

1. Mr. Pavlenko... Director of Ukrimport met Mr Tumball... of London Tools Ltd.

2. They met at the Ministry of Foreign... to negotiate the... of an electronic system.

3. We have studied all the technical... of the system and concluded that they... our requirements.

4. The system is up to world... and it is in great... on the world...

5. I must get in... with my company to... the prices.

6. I think that our terms of... and... time... you.

18. Translate into English:

1. Нам необхідно обговорити питання про закупівлю цієї електронної системи для нового аеропорту в Києві.

2. Переговори між Генеральним директором "Укрімпорта" і представником компанії "Лoндон Тулз Лімітед" відбулися в Міністерстві зовнішньої торгівлі.

3. Ми вивчили технічні характеристики вашої системи і прийшли до висновку, що вони відповідають нашим вимогам.

4. Система відповідає світовим стандартам і користується великим попитом на світовому ринку.

5. Ми хочемо обговорити комерційну сторону нашої угоди.

6. Мені необхідно зв'язатися з моєю фірмою, і я вам дам відповідь завтра.

7. Конкуренти пропонують ціни, що на 30—40 % нижче, ніж ваші.

8. Ваші умови і час постачання прийнятні для нас.

Дата добавления: 2015-11-16