Dialogue 2
    A: I believe you’ve studied our proposal for fertilizers.
    B: Yes, Mr. Smith. And we’re very much interested.
    A: It’s almost twenty years since we first supplied you with ourproducts in 1984. To our regret, for one reason or another, business between us has failed to develop. I hope we’ll succeed in concluding some business this time.
    B: As we’ve repeatedly stated, US does business on the basis of equality, mutual benefit and exchange of needed goods. If these principles are adhered to, I’m certain that mutually beneficial business will result.
    -- 我相信你們已經(jīng)仔細(xì)研究過(guò)了我們的肥料報(bào)盤(pán)。
    -- 是的，史密斯先生，我們對(duì)此很感興趣。
    -- 我們于1984年首次向你方供應(yīng)產(chǎn)品至今差不多已有20年之久。由于種種原因，我們之間的業(yè)務(wù)未能繼續(xù)下去，對(duì)此我們感到很遺 憾。希望我們這次能達(dá)成一些交易。
    -- 我們一再說(shuō)明，美國(guó)是在平等互利、互通有無(wú)的基礎(chǔ)上進(jìn)行貿(mào)易 的。若遵循了這些原則，我確信能夠達(dá)成對(duì)雙方都有利的交易。
    A: May we hear your comments on your products?
    B: We find the quality of your samples well up to standard and suitable for our requirements. On the other hand, we’re received offers for higher quality products. So business depends very much on your prices.
    A: Taking everything into consideration, you’ll find that our prices compare favorably with the quotations you can get elsewhere.
    B: I’m not sure of that. Before coming to the discussion of price, may I point out that we would like to have you quote us on a F. O.B. basis?
    A: I don’t quite understand. For bulk goods such as chemical fertilizers, it’s the sellers who arrange the shipping space. It is more convenient for us, as well as for you.
    B: Well, we prefer to have the US National Chartering Corporation take care of the shipping. It doesn’t make a difference to you, does it?
    A: Well, it does make a slight difference, but we’ll do as you request.
    -- 請(qǐng)對(duì)我們的產(chǎn)品提提意見(jiàn)好嗎?
    -- 我們認(rèn)為你們的樣品質(zhì)量符合標(biāo)準(zhǔn)而且適合我們的需要，但是另一 方面，我們已收到高檔貨的報(bào)盤(pán)，所以業(yè)務(wù)能否成交在很大程度上 要看你方的價(jià)格。
    -- 如果把各種因素都加以考慮，你就會(huì)發(fā)現(xiàn)我們的價(jià)格比別處報(bào)的要 便宜。
    -- 這點(diǎn)我不敢肯定，在談判價(jià)格之前，我想提出，我們希望你方報(bào)船 上交貨的價(jià)格，行嗎?
    -- 我不大明白，象化肥這一類(lèi)的大宗貨得由賣(mài)方安排艙位。這對(duì)你我 都方便。
    -- 喔，我們寧愿由美國(guó)租船公司去負(fù)責(zé)裝船。這對(duì)你方?jīng)]有多大 區(qū)別，對(duì)不對(duì)?
    -- 喔，稍稍有點(diǎn)區(qū)別，但我們可以照你的意見(jiàn)辦。