grye"n Phticing Mai

BAI TAP DAM PHAN TIENG ANH 25 ki nangsnang cao hieu qui trong

giao dich kinh doanh

ENGLISH NEGOTIATION EXERCISE

25 Skills To Improve Effectiveness In Business Transaction

T:ng dia MP3

NHA XUAT BAN HONG DtfC

teajfaff

Trong xu the toan cau h6a gang dien ra ngay tang

soi ct6ng nhu hien nay, nhu cau hoc tieng Anh khong

dew thutin la de' biet them mot ngocti mol, ma v61

nhieu ngzidi no da tr6? thanh mot trong nha'ng ddu kien thu'c can thiet de phat trien tu'o'ng lai va su' nghiep

sau nay.

Vein de dat ra deri vai nhiing ngu'efi thu'o'ng xuyen

phcii lam viec, hop tcic vo'i cetc dOi tdc nu'6'c ngoai trong

moi trithng giao dich biing 66'4 Anh la van dung tieng Anh nhu' the new trong qua trinh dam phcin, thu'o'ng

than de' dat hieu qua cao nheit? Nam bat du'yc nhu cau

do, chUng toi da Nen soon cuon "Beti tap dam phan

tieng Anh".

Vol 25 bai tap dam thoai, tu'o'ng (Pig vdi 25 ky- nang

can thiet trong qua trinh giao dich kinh doanh, du'dc

trinh bay din gicin, that dung (1116i bai g6m 2 phan:

phan 1 la nhting meat cau va thuat ngtz haw dung; phan

2 la bai tap h6i thoai trong chc tinh huong giao dich), se

gitip ngu'ol hoc tu' trau dai du'o'c vein tieng Anh diet minh

not chung, kj, tieing giao dich dam phcin trong kinh

doanh qudc to not rieng.

5

Scich c6 tang kern dia MP3, chat chdn day se la mot tai lieu tham khcio thut su' b'd ich danh cho ban doc.

Trong qua trinh bien soan khong tranh kh6i thieU

sot. Rat mong nhein chto'c .)i kie'n gong gap tie phia ban

doc de' ltin tai bcin cudn scich du'o'c hoan thien ho'n.

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1. MARKET RESEARCH Digu tra thi tru'o'ng

MAU CAU VA THUAT NGU 'au DUNG

1. How will we start selling this new product?

Chang to se belt cldu ban scin phtim mol the 'new?

2. Do you often carry out market research?

Ong c6 thu'o'ng lam nghien caw thi tru'eing khong?

3. What's the objeit of market research?

Muc dich cica nghien ctdu thi tru'Cing la gi?

4. One of the purposes of market research is to find out

whether there's a market for the product.

M6t trong nhfing mizc dich caa nghien cau thi

tru'iing la tim ra thi tru'ang cho sdn

5. Sometimes the companies do their own market research,

and sometimes they employ specialists to do it.

poi khi ding ty thtking tit lam nghien cau thi

nhu'ng c6 doi lzic ho nhCi ccic chuyen gia ben.ngoai.

6. In the early stage, the regional managers do the research.

Trong giai ctoan dau, quern ly yang thu'eing la ngu'di

lam nghien ca'u.

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7. Market research is actually an analysis of a specific market for a particular product. Nghien caw thi tru'dng thu'c ra la su' pha n tich thi tru'dng chi tiet cho mat sdn phdm cu the'.

8. Marketing research is the study of all processes involved in getting goods from the producers to customers. Nghien czi'u thi tru'dng la mat nganh hoc nghien ca'u ccic giai loan czla viec pha n phdi sdn pha m tie nha sdn xudt den khcich hang I ngu'di tieu clang.

9. We forecast that the market for this kind of product will decline rapidly over the next several years. Chang toi du' docin thi tru'dng cho scan phdm nay se gidm manh trong vai nam

10. Marketing research is broader and involves more functions of sales. Nghien thi tru'dng rOng han va bao gam nhieu cha'c nang ho'n ban hang.

11. The preliminary market test is due to start next month. Kiem tra so' ba ve thi tru'dng se bat dciu veto (tau thcing

12. Our sales reached the target and the customers' reaction was good. Doanh so da dat muc tieu va phdn a'ng khcich hang rat khd quan.

13. They have no problems with production during the market test phase. Khong có bat ca' van de gi ve sdn xudt trong suot qua trinh nghiem sdn phdm.

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14. We have to run the market test for two months. Chang ta phcii this' ngh*n thi tru'ang trong yang 2 thang.

15. Everyone knows that there've been some major changes in our market over the last five years. Mai ngu'ai deu bidt rang có vai thay cai to low trong thi tru'ang cUa Wing ta 5 nam tru'ac.

136 TINH HUONG GIAO DICH

Giao dich 1

A: Now, did you look at my proposal? Anh da xem bdn cue xueit cda toi chu'a?

B: Yes, I did. To i dei xem roi.

A: And? Vet?

B: Why do you suggest this length? Sao Lai ctj nghi cda anh lai dai ucty?

A: Short is definitely in. Ro rang la nein ma.

B: Could you explain that in more detail? Anh có the' gidi thich ro han khOng?

A: Certainly. There's this fashion boom now. Dude rOi. Hien tai gang có mot su' bang no trong nganh thai trang.

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B: Boom?

Bang no'?

A: You know how well our workout suits sell.

Anh biet dd tap dm Chungto ban chay nhu' the new

rdi day.

B: People don't look out in miniskirts.

Moi ngu'al khong hang tha vay ngcin.

A: Yes, but after working out, they go to the clubs in

them.

Thing, nhung sau khi tap luyen, ho di den ccic cau lac 14 vol no.

B: I see. So the shape-up boom has created a free-up boom.

Toi ham Vay tile la bang no theo kie'u dcing da tao

ra cuOc bang no khong theo khuon mciu khcic.

A: More or less, but I needed to do more design research.

Da it da nhieu thi toi vein can phdi thvc hien

nghien thiet ke"them da.

B: Okay. Get back to me by Thursday.

Thick roi. Dula no lai cho toi tilt& tha 5 nay nhe.

Giao dich 2

A: How is market research carried out? Nghien thi tru'ang da du'cfc Wert hanh nhu' the nao?

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B: That's a very wide question. But to put it in a very simple way, one of the objects of market research is to find out whether there's a market for the product and whether we can sell the product in the market.

D6 la ca u hOi rat rOng ddy. Nhu'ng do'n gidn ma not

thi mot trong nhieu muc dich caa nghien ca 'u thi

tru'O'ng la tim ra thi tru'eing cho sdn phdm va xem

lieu sdn pha'm co the' ban du'o'c trong thi tru'dng d6

khong.

A: Who does this kind of job then?

Ai se lam cong viec do?

B: Sometimes we carry out our own research, but for major products where development costs are likely to

be high, we employ specialists. Doi lac chang ta tu' thu'c hien viec nghien ca'u, nhu'ng ctoi voi phdn pheim co chi phi ph& triin cao, chang ta se thue ccic chuyen gia

A: Do our own salesman take part? DOi nga ban hang có tham gia khong?

B: In the early stages, only the regional managers do. If we decide to have some test marketing, some of

senior salesmen will be brought in. Lac dd u thi chi cc-) quern 13; yang thoi. Neu chi ng ta quyet Binh this nghiem thi tru'o'ng thi mot vai nha n vier?, ban hang có therm nien se lank dieu do.

A: It seems to me that the salesmen receive some special training. Hinh nhu' dOi ngii nhan vien ban hang phcii duvc tap hudn dOc biet.

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B: Yes, they all have initial training course when they first

join the company, and this includes product training.

Dung vay. Khi ho veto cong ty ho (la clthic tap hudn

ban ddu, trong do bao gOm ca tap huci -n sdn pheina.

A: What is that?

Do la gi vdy?

B: As a salesman, he or she must fully understand the

various applications, designs features, special

advantages and almost everything of the products we

produce.

Nha n vien ban hang phcii thut su' hilu can ke ccic

ang dung, thiet ke-, ccic lo'i the dac biet vet hdu het

ccic scin phdm ma to scin xuat.

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2. APPOINTMENT Hen gap cloY tic

MAU CAU VA THUAT NGIf HUU DUNG

Find right person

Tim citing ngitai

1. Excuse me. Whom am I speaking to? Xin hoi ai dang not chuyen a ddu day the a?

2. Excuse me. Is this Novel Company in Houston, Texas? Xin loi. Day co phdi la cong ty Novel a Houston, Texas khong

3. Excuse me. Is this 713 - 555 - 9999? Xin h6i day có phdi so may 713 555 9999 khOng a?

4. It seems I got the wrong number. Sorry to have bothered you. Hinh nhu toi det goi nhdm so: Xin loi vi da lam phien anh.

5. I was trying to reach another party. Sorry. Toi dang cogoi cho ngu'ai khac. Xin loi.

Wish for meeting

Mong mudn ducic gap mat

1. It is imperative for us to meet as soon as possible. It cannot be put off any longer. Chang to can phdi gap nhau tang sam cang

Vic nay khong the' tri hoan lau ho'n du'o'c nria.

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2. There is a matter of great importance. It can only be

solved by a direct meeting. When is the earliest time we can meet?

Win de nay cue kj, quan trong. Chi c6 the' gidi quyet bang ccich gap tru'c tie-p. Chang to c6 the' gap nhau

sdm nit& la khi nao?

3. I believe it is best to have a face-to-face meeting as

soon as possible. When are you available? Please

suggest a date of your convenience.

Toi tin rang tot nhdt la phdi gap mat tru'c tie'p. Khi

nao thi anh rdnh? Hay cho toi bie-t ngay nao la thuan ti'en nhat cho anh.

4. This matter cannot be dragged on. I am willing to fly to

see you just to resolve this issue. How about the end

of this week? If you cannot make it, please

recommend some other dates.

Vi"ec nay khong the' cha'n chi' ho'n du is na'a. Toi s ern

sang dcip chuye-n bay de-n, gap anh de'gidi quyet van

d6. Cudi tucin nay thi the nao? Neu anh thdy

khong chick thi hay de dat ngay khcic va:y.

Time of appointment

Thai gian hen

1. My preference would be May 1st or 2nd.

Toi muon hen veto ngay mang 1 hock mang 2 thcing 5.

2. Could you make it May 1st and 2nd?

Ngay mang 1 va mang 2 thcing 5 c6 du'o'c khong?

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3. Can you suggest an alternative?

Anh c6 the.'cle xudt mot ngay khcic khong?

4. As an alternative, I wish to propose May 3rd.

Toi mudn thay the vao ngay mang 3 thcing 5.

Nip TiNH HUONG CIAO DICH

Giao dich 1

A: Hello. Is this the Novel Company? Xin chao. Cho hOi day c6 phdi cong ty Novel khOng?

B: Good morning. Yes, this is Novel. May I help you?

Chao Ong. Va ng clang rdi. Toi c6 the9 gizip gi cho Ong?

A: My name is Jack from ABC Company. I would like to

speak with someone who is responsible for imports.

Toi la Jack a cong ty ABC. Toi mudn not chuyen vOi

ngu'efi phu trach mcing nheip khdu.

B: I suppose the person you want is James Smith of our

International Marketing Department. I will transfer

your call to him. TOi cho rang ngu'efi ma Ong mudn gap la Ong James

Smith c phbng Marketing Qudc te: Toi se chuyen

may cho Ong geip "Ong ay.

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A: Thank you. I will speak to him. Ccim do co. Toi se not chuyen vii Ong

B: He is on the line. Ong ay gang nghe r6i day a.

Giao Bich 2

A: I would like to set up an appointment with you,

possibly the later part of April. How does that sound?

Toi muo-n dat mot buoi hen vo'i Ong, co the' vao mai thcing Td. Ong tha:y sao?

B: Let me check my calendar. Unfortunately, I have

plans to travel around that time. How about the first

week of May?

toi kie'm tra lai lich xem sao. That khong may, toi co ke- hoach di du lich vao khocing thal gian

do. Tuan dau tien ctia thcing Nam thi sao?

A: I see some complications. However, I think I can

move it around. I have to check with my colleagues.

Toi thely co mot chat khO khan. Tuy nhien toi nghi

toi có the' chuy'e'n Toi phai h6i d6ng nghiep xem sao.

B: I understand. Will you let me know then?

Toi hieu roi. Vay hay thong bdo cho Vol biet sau nhe?

A: Yes, I will come back to you as soon as possible.

Vang toi se lien lac lai vdi Ong ngay khi có the.

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3. UNDERSTANDING THE

IMPORTANCE OF LOCAL Am hi e9u tam quan trong ctia phong tuc, tap

quan did phuong trong kinh doanh

MAU. CAD VA TWAT NGU HOD DUNG

The iipportance of local culture in business

Tam quan trorig phong tuc tap quern dia phu'o'ng trong kinh doanh

1. Today, international businessmen and businesswomen increasingly find themselves working in Multicultural environments, dealing with real differences in everything from communication styles to social etiquette to core values. Ngdy nay, c6 rat nhieu ccic thu'dng nhan quo-c to lam vi& trong moi tru'O'ng cta van hoci c6 su' khcic bit trong tat ca moi tha' tit giao tie-p den quy u'dc xei hoi

hay ca nhring gici tri nen tang cot loi.

2. Some people often make the mistake of seeing foreign cultures through their own habitual cultural lenses. MO so thu'dng nhiim lan khi nhin nhan van hoci nu'dc ngoai qua Ong kinh van hoci ban dia cUa chinh ho.

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3. Among the issues to consider before entering into

international negotiations are cultural influences,

cultural types, and cultural variables.

Nhiing vein de nen du'dc xem xet can trong tru'dc khi

tie-n hanh dam phcin glide to la nhring dnh hu'dng

van hod, ccic kali van hod, vet ccic khuynh hu'dng

van hod.

4. Globalization has changed the way the world does

business.

Toan edit hoci dd thay &di cung each kinh doanh

tren the gidi.

5. The globalization of economies has created a

confluence of cultures when it comes to business

pratices.

Toan cdu hod cdc nen kinh to da tao ra su' giao

thoa gii-ta ccic nen van hod khi du'a veto thu'c tin

kinh doanh.

6. Cultures shock can hit you both coming and going,

something many individuals and companies take little

notice of.

Nha'ng ca so-c van hod cinh hu'dng trric tie-p den viec

ban gia nhap hay torch ra, do la dui' ma nhieu ca

nhan va ccic tong ty chang may khi cha y tdi.

7. It is far easier to manage your responses than to

change those of others.

Thay dal phdn zing cUa ban de' ho'n la phdi thay doi

dieu ay d Oiling ngu'efi khcic.

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8. A society's culture is far from stagnant; rather, it is

forever evolving and reinventing itself.

n hoci xa hoi khOng phdi la tri tre, ma thay vao

do, no luon luon van ctOng va phcit

9. Cultural identities can stem from the following

differences: race, ethnicity, gender, class, religion,

country of origin, and geographic region.

Ccic chinh clang van hoci có the' bat nguo'n tit nhiing

sit khcic biet nhu' chdng toe, dan tOc, gidi, tang ldp,

ton gicio, nguan go'c xudt va ctia 1Y.

10. Often our own picture of the situation becomes our

own reality, and we dismiss the other sides point

of view.

Thu'dng thi each chicng ta nhin nhan tinh hinh se tra thanh chinh nhan sinh quan cda chang ta, vet ta

thu'dng loaf bo ccic each nhin khcic.

11. People in a national culture also belong to many

different subcultures, such as region, religion, class,

ethnicity, and profession. Sometimes these

subcultures can be just as important in shaping an

individual's behavior as national culture.

Con ngu'di trong cling mot ddt nu'ac cling thuik ve

nhieu nen van hoci n1u3 khcic biet, vi nhu' la yang,

ton gicio, tang lap, dan Vac, nghe nghiep. DOi khi

chinh nhrtng nen van hod nh .6 nay cling gap phdn

quan trong trong viec hinh thanh hanh vi ca nhan

nhu' van hod dan tOc.

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12. It's often not what you say that counts but what you don't say. A wink, a subtle gesture can all be signals that punctuate the spoken words. Thu'eing thi khong phdi nhiing dieu ma ban noi se du'o'c tinh den ma lai chinh nha'ng dieu ma ban khong noi. Mot ccii nhciy mat, mot cu' chi Oleo leo cang có the' la dciu hieu thay cho ngon nga' hay la'i noi.

13. We should try to avoid a slavish adherence to stereotypes and to leave room to evaluate individual behavior in an overall cultural context. Chang to nen trcinh nhring co hilu ma qudng ddi voi viec ddnh dong tat ca ma nen ddnh gid hanh vi cd nhcin trong tong quan van hod.

14. Important aspects of cultural education are cultural awareness. Khia canh quan trong caa gido duc van hod la nhan thac van hod.

Nip TINH HU6NG GIAO DICH

Giao dich 1

A: We seemed to get along great on the telephone. It was a relief after several years in Eastern Europe to actually be doing business with the British. At least we speak the same language. Moi viec du'o'ng nhu' deu rat troi chdy qua dien thoai. Thdt may sau vai nam () Bong Au lai du'yc lam viec thitc sit vdi ngirni Anh. It nhat tOi cang noi cang mat ngon nga'.

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B: I couldn't agree more. The American and the British

are almost alike, aren't they? Ding the: Ngu'iii My va ngu'al Anh gein nhu' la gidng nhau dung khong?

A: We thought so at first. And I trusted this guy I had

developed a phone relationship with. Ban dew chang Col cling nghi the da'-y. Va toi rat tin tu'O'ng et& tele ma toi lien lac trao cai qua den thoai.

B: Until when?

Den lac neto?

A: Until I traveled to London to meet face to face with my British colleague to sign a contract. There was

something that didn't seem right. Den khi toi bay de'n Luan Don gap mat dOng nghiep ngu'di Anh de9 ky, kip dOng. Lac deiy mol tha'c sit' co mot so van de nay sinh.

B: What happened then? Co chuyen gi the?

A: Throughout the presentation none of the Bristish, not even the guy I had developed a phone relationship with, would look us in the eye. It was like they were hiding something. Many of us felt uneasy though we signed the contract later. And I just couldn't get that failure of them to look at me in the eye out of my head. It almost ruined the relationship and sunk the deal. Trong mot buOi thuyet trinh, chang ai trong so nha'ng ngu'ai Anh ay, therm chi den eel ngu'ai ma toi hay trao dOi qua dien thoai, cang khong nhin vao mat chang toi. Gidng nhu' kie'u ho gang the gidu

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this' gi do. Thu'c let chang tai cam thci'y khong thoai mcii clic rang sau cang hop ddng vein dilcic ky ket. Vet Mi. khOng the' ngieng suy nghi ve hanh de)ng do. No gem nhu' lam hang meji quan he va lam suy gicim ccic thoa thudn.

B: You have to understand this, James. Whereas Americans believe that looking at someone directly in the eye during negotiations indicates honesty and sincereity, the British believe such a guesture to be a

mark of rudeness. Anh phcii hdu dieu nay James a. Trong khi ngu'o'i M5, tin rang nhin theing vao mat ai do trong qua trinh dam phcin la bdu thi diet sif thanh theit va chein thanh thi Anh lai cho do la mot cei chi khie'm nhei.

A: I understand it now. I guess I shouldn't have taken it so personally, but I still don't like it. Gib' thi tai hdu rdi. Toi bie't minh khong nen qua cam tinh nhu'ng tai van khong thich dieu do chat nao.

Giao dich 2

A: In my professional career, there are some cases in which cultural differences have led to misunderstandings in business. Trong sit nghiep dia tai, thvc sit dei có vai trilling hop ma su' khcic biet van hoci den tai nhiing hdu nhcim nhdt Binh.

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B: Oh. Go ahead please. 0 the et. Chuyen the new vOy?

A: Koreans, you know, like to have time to think about their response and thus they gain by nodding and simply saying "yes". So if someone says "yes" in Korea, it often means "I hear you" rather than

agreement. Anh biet khong, ngu'di Han Qudc rat thich demh thdi gian suy nghi phdn fing ceta ho vet vi the ho tiet kiem du'dc thdi gian bang each gOt dciu hay chi ctdn gian la not "yang". Neu có ai do not "yang" thi no co nghia let , "v1Ing toi dei nghe anh not

roi" chez' khOng phcii gong y. B: But this can often lead to confusion for Westerners.

Nhu'ng diju nay thu'dng dein tdi szt nheim lan ddi vdi ngu'di phu'dng Tay.

A: Right. I remember a business meeting in Seoul with a sales representative from a French perfume company. Thing the achy. TOi van nha cuOc hop Seoul vdi deti dien ceta mot ding ty nitric hoa Phcip.

B: What did you work at then? The new cd?

A: I was a buyer for a Korean department store. At the beginning of the meeting, the French salesman asked me if his company's perfume was selling well and whether it was competitive in the Korean market. I answered "yes" to indicate that I had understood his questions. Toi la ngu'di mua, dai dien cho mot cel'a hang ceta Han Qudc. Lac deiu, Ong ban hang Pheip ay h6i toi lieu nu'dc hoa ceta cong ty Ong ely c6 ban chay khOng vet d thi tru'dng Han Qudc scin pham ddy c6 khei nang canh tranh kh6ng. Toi trci ldi "yang" de' am chi let toi ca hie'u tau h6i cica Ong to rOi.

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B: But he misunderstood you, right? Nhu'ng Ong ay lcim y anh phcii khOng?

A: Yes. He thought I had answered "yes" to his questions and started to make proposals to increase the price and decrease consumer incentives. Thing day. Ong ay nghi toi del trci let "Vet' ng có" va the la bcit dciu thoci thuan de' tang gici vet giam khuyen meii cho khcich hang.

B: Oh, that's so embarrassing. Oi, that la ngai.

A: Quite. As a matter of fact, his product was not at all competitive and I needed the time to decide how to present this negative information to him. bang the: Van d let san pharrt c .Ua 'Ong ta khong có

canh tranh va toi can thdi gian de' quyet ctinh let nen lam the new de' not vdi Ong ta thong tin hdi tieu c u'c ctay.

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4. PREPARE FOR THE MEETING Chuin bf cho budi gap mat

MAU CAU VA THUAT NW' HUH DUNG

Arrange welcoming schedule

SAp xep lich trinh tie.p dOn

1. I'd like to check with you the program for Monday again to make sure everything is in order. Toi mudrt tra lai chu'o'ng trinh horn this' 2, Vol mart chific chein Wing moi the' deu

2. We've arranged for a car to pick up Mr Johnson and his colleague at the airport. They're due to arrive at 8:30. Chang toi se sap xe'p o to don ngeti Johnson vet gong nghiep caa Ong ay a san bay. Ho se den veto lac 8:30.

3. How will they know who is waiting for them? Sao ho biet ngu'o'i new se cho' ho?

4. The driver will be at the exit to the Customs Hall, holding a placard with Mr Johnson's name on it. Lcii xe se cho a ceta Hai quan, cam tam bcing có ten ngai Johnson et do.

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5. Maybe, I should go to the airport myself... Co the' toi nen tu' minh di den san bay...

6. If there is any problem, he'll ask for an announcement to be made over the public address system, asking Mr Johnson to come to the reception desk. Neu có bdt c' vein de gi, Ong ay se thong brio qua he thong phdt thanh, cte nghi ngai Johnson den ban tie:o tan.

7. If all goes well, they will get to us by 9:30. Neu moi th' mon se , ho se. den day vao lac 9:30.

8. I've arranged for coffee, soft drinks and biscuits to be served in the board room at 9:45. Chang tOi cla clat ca phe, nu'dc ngot va bcinh quy tai phbng hop lac 9:45.

9. Every detail counts, even the coffee. I'll make it myself if necessary. Moi thti deu phdi tinh town can thdn, thdm chi cd ca phe Toi se tu' phuc vu neU can thiet.

Arrange agenda

Sap xe -p to trinh

1. How is it going with the travel arrangement? Lich trinh chuyen di the nao?

2. I've managed to book a seat on the flight you want, and I've made a room reservation for you in a hotel in

yo for five nights. Tokyo is more of a problem. All the hotels have had their rooms reserved. TOi dd ddt chj tren chuyen bay ma ngai nation, va toi cling cla ddt phOng cho ngai tai mot khcich san

kyo trong nam ct,em. Tokyo cuing la clang có van Tat cd cdc khcich san clew did du'vc clat tru'oc cd.

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3. Are you having any luggage problems?

Hanh ly c 'act ngai khong có van cte gi chit a?

4. How to get a room is a problem.

Lam sao c6 du'yc mot ccii phOng that la mot

van, de.

TINH HU6NG GIAO DICH

Gicio dich 1

A: How is it going with the travel arrangements, Susan?

Susan, co sap xep lick trinh di the nao ro'i?

B: I've managed to book a seat on the flight you want,

and I've made a room reservation for you in a hotel in

London for five nights. Berlin is more of a problem.

There is a big trade fair to be held there next week.

All the hotels have had their rooms reserved.

Toi dat mot chi; tren chuyen bay Ong mudn, vet

phOng nghi tai mot khcich san Luan Don trong 5 ngay. Berlin dung la c6 vein c$e. Tucin tai, se có mot

h6i cho' thdang mai low to chic Y do. Tat cd ccic

khcich san deu du'o'c chat chf; het rdi a.

A: You can find me something, surely?

Nhu'ng Mee cang tim du'o'c mot chj chic' hd?

B: Maybe, but it'll be probaly far away from downtown. CO the nhu'ng no han se rat xa trung tam ddy a.

27

A: Well, keep trying. You know, it's a very important meeting and I must keep the appointment. Are you having any language problems? V ay co cr.? co- g'dng tim xem. CO biet ddy buSi hop do rat quan trong va toi thi phdi gii? thing hen. CO co gdp phcii an de gi v'j ngon ngie khong?

B: No, all the hotel receptionists speak good English. How to get a room is a problem. Thu'a khong, tat cd ccic le tan khcich san deu not tie-ng Anh rat tot. That sit thi lam sao de' Wit du'o'c mot phang mai la van ctj.

A: Try some of the smaller ones. Hay thee tim veil ccli nhO how xem.

B: I already have. Toi dci thet ro'i a.

A: Well, if necessary, I'll look for something when I arrive there. Ii, ne-u can V& se tim khi toi den d6 vely.

B: You might end up wandering in the streets.

Co the' Ong se phdi di long thang tren khcip ccic pia mat.

A: I've just come up with an idea. My first appointment is with Mr Brown. His secretary is particularly helpful

when I speak to her. It might be worth giving her a

ring and asking if she has any ideas.

Toi vita nay ra 3; nay. CuOc hen &Ili tien cda Mi la viii Ong Brown. Thu' kji cda Ong ay dek biet rat nhiet tinh khi toi not chuyen vdi co ay. Co the' to n'en goi cho co ay va hOi 3i kie-n co ay xem sao.

28

B: All right, I'll give it a try. Dave roi a. Toi se thii' xem sao.

ft$. Gicio dich 2

A: Hi. I have a reservation. The name's Trang. Xin chao. Toi da dat cho tru9c d day ra Ten Trang.

B: Ms. Trang... You have a double room for three nights. CO Trang... QuY khcich da deit mot phong doi cho

3 dem.

A: Is that non-smoking? Co phcii la phong khong duvc phep hat thudc dung khOng?

B: Yes, it is. Please fill out this form, and I'll need a credit card. Va ng, thing vay. Xin qu); khcich vui lOng dien velo to' gidy nay, va toi can mot the tin dung.

A: Do I need to pay now? Toi c6 can phdi thanh tocin ngay bay gia khong?

B: No, we just need a credit card on file. When you check out, you can use a different card or pay cash if you prefer. KhOng a. Chang toi chi can the tin dung de' nhap so vao file. Khi quY khcich trd phbng, quY khcich co the sit dung the khcic hay trd bang tien mat deu duVc.

A: What time is check-out? Thai gian trd phOng la may gia?

B: Noon. BuSi tru'a a.

29

A: OK. Is breakfast included with the room? Du'o'c r6i. Vay bila sang c6 di kern udi gici phong khOng?

B: No, I'm afraid not. Here's your key. You are in room twelve-o-three. Reit tie/c la khong a. Day let chia khaa quY khcich. Phong so 1203.

A: My friend is coming late this afternoon. Could you leave a key for her, in case I'm not here?

Ban tOi se den clay veto chie'u muan. Co c6 the de' mot chia khoa cho co ay trong tru'eing hop toi khong

'6? day khong?

B: Sure. Just write her name and your room number on this envelope, and I'll see that she gets it. Cheic chan a. Chi can viet ten co ay vet so - phong circa qu3; khcich len phong bi nay. Toi se du'a cho co 61.

30

5. TREAT THE CUSTOMER khach hang

MAU CAU VA THUAT NO HOU DUNG

Welcome for the very first meet

ChaodonchoUndidu geip mef t

1. I'm glad to meet you. Rat vui du'o'c biet Ong.

2. Thank you. I'm glad to meet you too. Ccim dn. TOi cling rat vui du'o'c gap Ong.

3. I'm pleased to meet you, Mr Peterson. ThOt la vinh hanh khi du'o'c gap nged, nged Peterson.

4. It's certainly a pleasure to meet you. Ding let rat vinh du' khi duvc biet nged.

5. The pleasure is mine. That vinh hanh.

6. I'm delighted to meet you, Mr Green. I've heard so much about you from Mr Bush. Toi rat du'qc gap nged, nged Green. Toi da du'o'c nghe Ong Bush lei reit nhieu ve. nged.

Greet the former customer

Chao don hhetch hang ca

1. Hello, Mr Green. It's nice to see you again. Chao Ong Green. Reit vui led du'o'c gap Ong.

31

2. Hello, Mr Hung. Same here.

Chao ong Hang. Toi cang very ddy.

3. It's a pleasure to see you again.

That vinh hanh du'o'c gap lai Ong.

4. Thank you. How have you been? Ccim dn. Dao nay Ong the- new?

5. We've been quite busy, thanks.

Toi khci la ban, cam an Ong quan tam.

6. Good morning, Mr Green. How are you?

Chao biz& sang ngai Green. Ngai klu3e khong?

7. Fine, thanks. How are you? Toi khOe, cam o'n anh. Anh the nem?

8. Fine, thank you.

Toi kh6e cam in ngeti.

Ask about the travel

Hoi therm tinh hinh di du'ang

1. How was your flight? Did everything go all right? Chuye'n bay ci'ia ngeti the new? Moi thz? de'u on chin

2. Yes, I enjoyed it thoroughly. Wing, t6i thdy rat tuy0.

3. Did you have a good flight? Chuye'n bay on chit' a?

4. Yes, it was very pleasant.

Wing, that su' rat thocii mcii.

5. Did you have a safe trip? Ngai di binh an chit' a?

32

6. It was very comfortable, but there was a little bit of turbulence. Rat thocii mai, nhu'ng có ctoi chat ion xOn.

Ask the customer to get on

• nghi khcich hang len xe

1. There's a car waiting for you, so please come this way. Xe dang cho' ngai, xin hay di lai nay.

2. There's a car waiting for you, so please follow me. Xe dang chi ngai, xin hay theo tOi.

3. We have a car waiting just outside the door over here. Co xe o to dang chi chting to ‘O? ngoeti

4. I'll bring my car here, so please wait a moment. ni se cho lcii xe toi day, xin vui long chi mot

5. I've have a car brought here, so please wait a moment. rdi se du'a xe qua day, xin chi chat.

6. Let me call a taxi. De toi goi mot chie'c taxi.

7. Let me get a taxi. • tOi veiy mot chie'c taxi.

8. Please get in the back. Xin hay ngdi lui veto trong.

9. Let me put your bags in the trunk. Dboi hanh ly diet ngai ra dang sau a.

Ask the customer to look at the schedule

Mai khetch hang xem lich trinh

1. I have arranged your schedule. I hope it's suitable.

• sap xe'p lich trinh cho ngai re.i. Hy vong la no

phit hop.

33

2. This is the schedule for you. Mr Hoang from our department will take care of you.

Day la lich trinh dui ngcii. Ong Hoang cteri tit phOng ceza chzing teii se gimp db" ngizi.

3. Let's go over the schedule tomorrow. Chang to se xem qua lich trinh ngely mai nhe.

4. Shall we discuss the schedule in the lobby? Ta se thcio luan ve lich trinh tien scinh nhe?

13* TiNH HUONG CIAO DICH

Giao dich 1

A: Excuse me, but are you Mr Jackson of Citi Bank?

Xin 1z6i, ngai có phcii la ngai Jackson ceza Nga n hang Citi Bank khong ?

B: Yes, I am.

Wing toi clay.

A: How cio you do? I'm Jack of ABC Corp... Rea han hanh. Toi la Jack 6' tap doan ABC...

B: How do you do? Glad to meet you. Rat han hanh? Rat vui duvc gap ngai.

A: Did you have a good flight?

Chuyerz bay ceza ngai on chit a?

34

B: Yes, it was enjoyable, thanks. ng, rat tuyet, cam do ngai.

A: That's good to hear. The thi tot qua.

Gicio cJich 2

A: (Calling out in the crowd) Here I am, Mr Green. (Goi vdi ra dam &Ong) TOi a day, Green.

B: Hi, Mr Duc. How are you? Chao Da'c. Anh khOe chid

A: Fine, thanks. It's nice to see you again. Rat khOe, cam dn. Rat riding du'yc gap lai anh.

B: It's been quite a while, hasn't it? Phdi rat Ulu rdi try nhi?

A: Right. It's been almost 3 years since I saw you in Los Angeles. Dung the: Da 3 nam ke ta' ngay Vol gap anh a Los Angeles.

B: You haven't changed a bit. Anh chcing thay chat nao cd.

A: Thank you. Neither have you Ccim do anh. Anh cang vay day.

35

6. INTRODUCE ABOUT YOUR

PRODUCTS Gidi thieu ye sgin phim coa ban

MAU CAU VA THUAT NC Hub DUNG

Introduce the product catalogue

Giai thieu danh muc sdn pheirn

1. Shall I show you our product information sheet? Toi c6 the' du'a cho ngai xem td thOng tin sdn phdm cda chafing toi du'dc khong a?

2. This is our latest catalog. Day la ca-ta-lo mdi nit& cda chang

3. Here is the catalog you asked for. Day la ca-ta-lo ma ngai da yeu cdu.

4. This catalog shows most of our products. Clan ca-ta-lo nay gidi thi'Ou ve phdn ldn sdn phdm cda chicng Mi.

5. We have a pamphlet in English.

Chang toi ciing c6 mot clan scich gioi thieu scan pheim bang 664 Anh.

36

6. Let me send you our catalog. Hay de' toi gal, cho ngai ca-ta-lO caa chi ng VOL

7. Do you have any printed material on this product? Ccic anh c6 bdn gidi thieu tren gitiy cho sdn pham

nay khong?

8. Is there a catalog for tape recorders? Cac anh c6 ca-ta-lo ve sdn pham may ghi bang khOng?

Introduce the outstanding features of the products

Gioi thi'e'tt nhung deic tinh Uu vift am sit' n phtinz

1. How is your product better than the competition? Scin pham cact cac anh c6 gi tot ho'n caa doi this

canh tranh?

2. What *are the selling points of your product?

Nhiing diem dac sac a sdn pham caa ccic anh la gi?

3. Our product is over and above our rival's products and yet, we're able to sell it at the same price. 9

San pham diet chang toi c6 chat luring Mn han sdn

phdm diet Mi. this canh chi nhu'ng ng toi lai

du'a ra mac gici ngang bang.

4. We can offer a superior product at the same price as our competitors' products in the same class. Chang ail c6 the' du'a ra sdn pham tot ho'n sdn pham cling loai caa doi this canh tranh ma vein girt nguyen intic gia.

5. You will be able to price our products competitively in

the United States. Ccic ngai c6 the' Binh gici canh tranh cho scan phci'm caa chang toi tren thi trdeing Hoa Kji.

37

6. Compared with competing products, ours are smaller and lighter.

So vdi scin phei'm canh tranh tren thi tru'dng, scan phci'm dm chi ng tai gon nhe ho'n.

7. Students and children like this computer because it's easy to operate.

Hoc sinh va tre em u'a thich loai may tinh nay vi no crer set dung.

8. Our products are easier to operate than our competitors'.

Scin phci'm caa. chang tai cre di dung ho'n sem phain cact ccic thin.

9. We take less time for an installation than our competition.

Chang tai mast it thdi gian cho viec lap ctat Mn ddi this canh tranh.

10. The system we have adopted is original. He thong ma chang tai dang cip dung let nguyen ban.

11. This is the most powerful engine in its class.

Day la dOng co' manh nluit tropg clang scin pheim nay.

12. This car gets good mileage. Chie'e 0 to nay rat du'o'c u'a chuOng.

13. It's designed to conserve energy.

Scin pheim nay du'dc thiet ke nham tiet kiem nhien

14. Our equipment can be repaired very quickly.

Gong cu ceta chang tai c6 the' du'o'c seta chi 'a rat nhanh chong.

38

1'.

Introduce the market share of the product

Gidi thieu thi philn eau scin phtim

How is the product selling? &in phain nay du'oc tieu thu nhu' the nao?

2. It's selling well. No dang du'dc tieu thu rat tot.

3. There's a great demand for our new product. Khach hang dang có nhu cdu rat cao ve scin phcim

mdi coca cluing Mi.

4. There's been a big rush for it lately. Gcin day moi ngu'di dang coo xo mua sdn phdm nay.

5. The good is very much in demand. Nhu cdu ve scin phdm nay rat lo'n.

6. There is little demand for the goods. Nhu cdu ye scin phdm nay khong nhieu.

7. It's just come out, so we don't know the outcome yet. San pharn nay mai du'o'c du'a ra thi thu'eing nen

chang toi chu'a nom bdt kei quci.

8. Which brand sells better? Nhan hieu nao du'o'c u'a chueing hdn?

9. The DC-200 is the best selling product of its kind. Nha n hieu DC-200 ban chay nhdt trong cac scin

phdm cling loci.

10. How many sets do you sell a month? Mji thong anh ban bao nhieu bo scan phdm?

39

11. We sell more than 3,000 sets a month.

111Ji thong cluing toi ban dude ho'n 3.000 be) sd n phcfm.

12. We sold 255 sets last month.

Thcing tru'dc chung toi ban du'o'c 255 be) scin phdm.

13. This type of machine is in great demand.

Hien thi trufing gang co nhu cdu cao ve loai may nay.

14. There is a growing demand for it.

-Nhu cau ve sdn phdm nay ngety cang 16'n.

Welcome the customers at the showroom

Chao don /Mach o p hong tru'ng bay scin phain

1. Please step this way. I'd like to show you our showroom.

Xin vui long di 16i nay. Toi mudn gidi thieu vdi ngeti phang tru'ng bay scin phdm cda chung COL

2. I'd glad to show you around, all the exhibits here. Toi flat vui long du'ck chi den cho ngeti, tat cci sem, phdm clew du'o'c tru'ng bay d day.

3. Almost all of my company's products can be seen in this showroom.

H&c het cac scan phdm cua cOng ty chang toi deu c6 the' drive tim phang tru'ng bay nay.

4. Please ask any question.

Neu c6 thac mac gi, xin ngeti cii vui long t ca u h6i.

5. Please take a look at this. It's a new video system we've just developed.

Xin vui long xem he thong video ma cluing toi mdi phcit trien du'dc.

40

TiNH HONG GIAO DICH

Gioo Bich 1

A: These are our new models. Day let nhiing mciu mdi ceta chi -mg toi.

B: What are their strong points?

No có dac diem gi not bat?

A: There's a lot to be said for them. In the first place, they are more durable than any similar ones on the

market. Co rat nhiju di'eu de' not ve chang. Tru'dc het, no có dO be'n cao ho'n bat ca' sdn phaM cling loci neto tren

thi tru'dng.

B: Why does it take longer to wear out than the others?

Tai sao no lai las u sdn rach ho'n ccic san phefm khcic?

A: The yarn is carefully selected for quality and woven

very tightly in this fabric. Chi du'o'c chon loc rat ky ve chat luvng vet du'qc may

rat chac chan veto vdi nay.

B: Can you leave these samples with us? Ccic Ong có the de' lai ccic san phas'm mau cho chicng

toi chit'?

A: How long do you want to keep them?

Cie ngeti mudn giii trong bao letu?

41

B: About two weeks.

Khocing hai tudn.

!tk. Giao dich 2

A: First of all, let me tell you a little bit about our product,

"Collen" Collen is a revoluntary new building material.

It is very easy to assemble and has a reasonable

price. The particulars are given in the brochure.

Tru'ac het cluing toi mudn gioi thieu vq cdc ngeti ve

scin phdm "Colleen" ceta chang Mi. Colleen lci mot loci vat lieu xay dung mang tinh d'Ot phci. No rat clj kip rap vet gici ca hop ly. Ccic ngeti c6 the' tim chi tie't trong guyin gidi thieu.

B: How does Collen compare in cost performarice to Buraface?

Chi phi On heinh caa Collen so vdi Buraface thi nhu' the new?

A: It is difficult to judge by a single standard. Collen is

more expensive than Buraface, but definitely offers a

higher level of performance and aesthetics. Kho ma có the' dcinh gici n'eu chi du'a tren mot tieu

chudn nit& dinh. Collen deft ho'n Bursface nhu'ng cheic cheat co chdt lu'dng cao ho'n vet mdu ma vu'o't tr6i hdn.

B: What kind of end uses does Colleen go into?

Muc tieu set' dung ceza Collen let gi?

42

A: It can be used in most conventional horizontal and

vertical areas in residential houses and can also be

used in high-rise buildings.

No có the' du'o'c dung phein low trong xa'y du'ng nha

thong thu'dng có ket cdu doc hoac ngang va cling co

the' du'dc sic' dung doi vdi nha cao tang.

B: How does the color of Colleen hold up over a period

of time?

DO ben ye mau sac cilia Colleen qua thdi gian nhu'

the- nao ?

A: It holds up quite well. The outdoor exposure tests

show that it is superior to others.

No mau khd tot. Cac this nghie:m ngoai trdi cho they Colleen ben mau hon hcin so vdi ccic san pheim

B: I wonder if it can be bent and joined to other materials.

Toi ban Moan khong biet no có the' uon va ghep vdi

ccic vat lieu khcic du'o'c khong?

A: Yes, it can be bent to a certain extent, and normal

adhesives can be used.

NO co the' uo'n cljo trong mot gidi hen nhat ctinh va

có the' ket dinh.

B: How strong is it against stains?

No có de bi day ban khong?

A: It is not easily stained, and, even if it is, stains can be

removed by a simple wipe with a cloth.

No khong de bi ban, nhu'ng nett co thi nhz-ing vet ban se di* lau sack des- clang bang mot mieng vai.

43

B: You have told us about the merits of Colleen. Now, I

would like to ask about its shortcomings.

Anh da gidi thieu nhfing u'u diem czia Cohen vCiy nhieng khuyet diem dm scin pham nay la gi?

A: To be frank, there is not much that comes to mind.

While it does burn when subjects to flames, almost

everything burns eventually.

Thcing than ma not thi ye diem nay toi khong c6 nhieu lieu noi. N6 de chciy khi bat hitt nhu'ng hciu het moi de'u c6 the chcly ma.

44

7. INTERNAL PREPARE FOR NEGOTIATION

COng tic amain bf n6. 7 b '0' cho

qua trinh darn phan

MAU CAU VA THUAT NG1:10 DUNG

1. I don't think that's a good idea.

Toi khong cho ddy lay kidn hay ctau.

2. I think you misunderstood me on this point.

TO'i nghi Ong hdu nhcim y toi r6i.

3. We're not prepared to accept your proposal at this

time.

Chang toi chu'a seirt sang chcip nhan leii de nghi cita

cac ngeti trong dial diem nay.

4. To be quite honest, we don't believe this product will

sell very well in Vietnam.

Thanh that ma not thi chafing toi khong may tin let sin pheim nay se ban du'dc Viet Nam dau.

5. Can we do it this way?

Chang toi c6 the' lam theo ccich nay khong?

45

6. I'll convey your proposal to my boss and see what he says.

Toi se chuyen ldi de suit cUa anh den 'Ong chic viz xem Ong dy se not

7. We'd like to discuss the details of the contract at our next meeting.

Chang toi man thdo luau chi tiet ve hop &sing 6' cuoc hop tdi.

8. Why do you think so?

Sao Ong nghi the?

9. I'm sorry, but I'm not sure I understand your point.

TOi xin loi nhu'ng toi khong chd c la toi hieu dung circa anh.

10. Could you explain that in more detail?

Ong c6 the gicii thich ky ho'n du'oc khong? 11. What we'd like to do in the immediate future is (to)...

Dieu cluing toi muor,2, thu'c hien ngay khi c6 the la...

12. Let's..., shall we?

Chang to ha y...du'oc chid

13. We haven't agreed on the price.

Chang toi Win chu'a GMng y ve grid

14. We'd like to discuss...

Chang toi man thdo luan ve...

15. Our long-term goal is to increase imports.

Muc tieu dai han ceza chung toi la tang cu'Ong nhCip khdu.

46

TINH HUONG MAO DICH

Giao dich 1

A: So, thank you for coming, everyone. It is really a pleasure to see you all here. First of all, may I suggest you take a look at the agenda I sent you? Would you like to make any comment on that? Cdm do mai ngu'efi da den du'. Day that su' la mat vinh hanh leen cho toi. Tru'dc tien, toi xin de nghi ccic vi xem qua nghi trinh lam viec? Ccic vi c6 gap 3;

gi kitting?

B: Yes, I wonder if we can begin with the shipment question first. We really need to come to an agreement on that before anything else. Wing, cluing ta c6 the bdt ddu trade tien voi vein a van chuyen hang hoa thick khong? Chang ta can phdi thong nit& tru'dc khi ban den nha'ng van de khac.

A: That's true, but it's also a very difficult issue. That's the reason why I put it last. I thought it might be a good idea for us to start with the points we have in common. We'll move on to the shipment issue after that. Ruing la the nhang no cang la mat van de rat kh6. D6 la lY do tai sao toi lai mu& thdo luan ve no sau

Toi cho rang cluing ta nen di tit nhiing diem Wang ddng trade.. Sau do chang ta se chuyen sang van de van chuyen.

47

B: All right. That sounds reasonable. Du'dc r6i. Nhu vdy cang hop

A: Well, before we go any further, I'd like to say how strongly I feel that it's in both our interest to reach an agreement today. The market is becoming even more competitive and our combined strength will give us some big advantages, not least in terms of the dealer network. Now, I think Richard would like to say a few words about that. Tru'dc khi bat dau, cho phep toi du'dc not mot dieu do la toi dim nhan mot ccich manh me rang chang ta nen gong y vdi thoci thudn horn nay vi chinh loi ich ceta chicng ta. Thi tru'dng gang trd nen ngay ding canh tranh hdn vet do do set'c manh tong hop ceta chicng ta se tao ra lo'i the lo'n, chez khong phai don thuCin la mang lu'di buOn ban. Ngay bay gid Richard se có vai ldi phcit

Gicio Bich 2

A: Hello, Mr Hoang, nice to see you again. How are you? Chao anh Hoeing. Rat vui gap lai anh. Anh dao nay c6 kh .6e khong?

B: Fine, thanks. And you? Toi kh6e, cam do anh. Con anh the nay?

A: I'm fine, we just moved in our new house. Everything is in a great mess. It's a nightmare. But I'll appreciate not having to spend so much time commuting to my work everyday. Toi van tot, Chang toi vita chuyin den nha Moi thee dm rat beta bOn. Rang la dc mOng. Nhu'ng toi the:1y rat tot vi kh6ng phdi mat nhiL thdi gian cte' ci lam hang ngay niia.

48

B: Yes, it took me nearly one hour to get here today. But

service in this area is not so good. Dung vay, raj phai mat den gait mot tie -ng de' di den

day horn nay ddy. Nhu'ng dich vu yang nay chang

tot lam.

A: Well, will you like a cup of coffee? A, anh muOn dung mot chat ca phe cha?

B: Thank you. That would be nice.

Cam do anh. That tuye.t.

A: Milk or sugar? Anh clang du'dng hay silo?

B: Black will do, thank you. Cho toi ca phe den nhe. Cam do anh.

A: So, how's business in your section? 'ray bay gid cong vi'ec cUa anh ra sao rOi?

B: Not too bad. We have a lot of work to do as far as our contract with George is concerned this time. Khong qua re. Chung toi c6 kha nhithi vigc de lam

doi vdi hop dOng vdi George la'n nay.

A: Then, I think you can say a few words about that first.

Wry hay Id mOt chat v" no tru'dc nhe.

11)1'1 \ -4 49

8. START TO NEGOTIATE Bat dati dam pith?

MAU CAU VA THUAT NGU HITU DUNG

Take the initiative to raise issues

Chu diing du'a ra vein de 1. Are you negotiable?

Ngai có the' dam phdn khong?

2. I'm sure there is some room for negotiation. Toi cluic rang ta vein có the' dam phcin.

3. Let's negotiate the prices. Hay thi3a thud n gici cd.

4. Before we have anything to negotiate, you have to make me an offer.

Tru'dc khi bu'dc vao detm phcin, toi mudn anh dua ra mot 161 ct nghi.

5. We could add it to the agenda.

Chang ta có the' them no veto lich trinh cong

6. Would anyone like something to drink before we begin? Co ai muon tiong gi do track khi ta bat dfiu khong nhi?

50.

7. I don't have much time to go over details.

Toi khong c6 nhdu gian di veto chi tiet van cite.

8. Thanks for reminding us. Rat cam on cid nhac nhei cluing Mi.

9. We read an article in the June issue of the "European Chemical News" that indicates your interest in waste

recycling. Chang toi da doe mot bai bcio trong td Tin tii'c 1-16a hoc cha u Au thang 6, vet no cho thdy su' quan tam cica ngai trong linh vu'c tai che'rcic thai.

10. We heard from the trade that your company is considering diversifying into communication business. Chang toi nghe not cong ty circa ngai gang can nhac viec da clang h6a trong linh vu'c kinh doanh truyjn thong.

11‘ Trade rumor said it that... CO den rang...

12. If we are not mistaken, it appears that... Neu chung toi khong nhdm, thi...

Go into details of issue

Di stilt veto chi tiet van de 1. I have a question to ask you.

TOi c6 mot cau hoi mudn hOi anh.

2. May I ask you a question? Toi c6 th'e? hOi anh mot cau hai khong?

3. Do you mind if I ask you a question? Anh c6 phijn neit toi hoi anh mot cau hOi khOng?

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4. Would you mind if I ask you a question? Anh co phien nen toi hai anh mat cd u he)i khOng?

5. Would you care to answer my question on warranty? I really need some input from you. Anh có dcim bcio có the' trci lai cel u 1 -16i c eta Vol khong? Toi that sz! can thong tin diet anh.

6. Your answer to my next question will have a great impact on the whole negotiation. Would you give me your frank opinion so that we both can have a clear understanding? Ulu tra leii ceta anh se anh hu'Ong den toan ba cuk dam phan. Anh có the' chea ra y kien thdng than ceta minh di hai ben clew hitu vein de mot cdch ro rang khong?

Talk about reasons of negotiation clearly

Noi ro a lj, do czia dam phan

1. As you know, I have been less than satisfied. Nhu' anh biet clay, toi vein chu'a thu'c sa' hai long.

2. I am not completely satisfied, as you know. Toi hoan toan Hieing heti lOng, anh biet day.

3. I haven't been happy with the situation. Toi khong heti long vai tinh trang nay.

4. If appropriate, we will be happy to give you a refund. Neil hop l Y, cluing toi rat sang icing hoan tien lai cho ngeti.

5. We will be happy to refund you the money if it is appropriate. Chung toi rat- san long hoan tien lai cho ngai nen hop lY.

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6. If appropriate, we will return your money. IV& dieu do hap ly, chang toi se hoan lai tien.

7. I think we should get down to the bottom line right away.

Toi cho rang ta nen di thdng vao vein ngay.

8. We should get to the basic issues immediately.

Chang ta nen ban tdi van, de co' bdn ngay

bay gib'.

9. The root of the problem needs to be addressed right now. Ngudn gek dia vein de can coat xcic ctinh ngay bay gid.

10. Cost is not a consideration here. Chi phi khong phdi la mat van de' can can nil& d day.

11. Cost is not important in this matter. Phi ton khong phdi la van cte quan trong.

12. We are not concerned about cost in this case. Chang ta khong quan tam tdi chi phi trong tru'dng

hap nay.

TINH HUONG GIAO DICH

Giao dich 1

A: According to a report in "Newsweek", we understand that you are interested in a solar energy system. Theo mat brio ccio trong to' "Newsweek", chang toi hiiu rang ccic ngai rat quan tam tai 114 thong ming

lu'ang mat trai.

53

B: Yes, we have been interested in the new system. Vcing, nhu' ccic ngai du'cic biet, thong toi rat quan tam den he thong mdi nay.

A: Have your company done any research in this filed? Gong ty cua ngai dei thu'c hien belt kji nghien eau nao trong link vu'c nay chu'a?

B: Yes, we have done a little. But we have just started and have nothing to show you.

Co, nhteng chi mot chat thoi. Chang toi mdi chi vita bat dciu nen chu'a co gi du'a cho ccic ngai xem.

A: You are too modest. Our survey shows that your company has obtained certain patents which could be attractive.

Ngai that qua khiem ton. Ban die'u tra awl chang toi cho thdy cong ty cua ngai dei clang kji ccic ban quyen sang the co the' la rat hdp can cloi vdi belt ki cong ty nao.

B: If you are interested, I will prepare a list for them.

Vdy neit ngai thu'c stt muon, Vol se cho chudn bi cho ngai mot danh scich de' ngai xem.

Giao dich 2

A: I would like to present our comments in the following order. First of all, I will outline the characteristics of our product. Next, I plan to show you how successful it is in England. Then, I will touch on its general price level and competitive products, which I am sure you are interested in. I intend to close with our

54

observations of the potential market in your country. Now, if it is all right with you, let me start with my

explanation of the product... Toi mudn trinh bay nha'ng dcinh gici ciict chang toi

theo tit sau. Tru'dc nhat, tai se khcii quit ccic dac tinh cita sdn phdm czia chi-mg toi. Ti'dp do, Vol se chi cho ngai thdy su' thanh ding circa cact no d Anh. Sau do, tai se. not tdi ma'c gia chung

rang ccic sari phdm

canh tranh, Mi. chile char' rang ngai rat quan tam. Toi se ket thac vdi ccic quan sat ve tiem Tieing sem phdm tai thi tru'Ong dia ngai. Bay gib', hay di tai bat dciu vdi viec giai thich ve sem phdm...

B: Thank you. That sounds like a very thorough presentation. If I may add one request, could you briefly describe the patent situation in this country? Cam on anh. Day có vJ let mat bai trinh bay rat bao quit. Toi co the' du'a ra them mat de nghi niia hay khOng? Anh có the' mieu to so' lu'dc ve thu'c trang dang 14 ban quyen sang cite- d day du'dc khong?

A: I would be delighted to do so. When I present my views on the competitive products, I will refer to the patent situation. Are there any other questions or

requests? Rat san long thu'a neti. Khi tai trinh bay quan diem ve cac san phdrn canh tranh, toi se de' cap den, dieu do. Ngai con bat ca' tau hai hay yeu cciu nao khcic na'a khong?

B: No, thank you. Please proceed with your presentation.

Khong, cam do anh. Xin hay tie' tuc vdi phan trinh bay cita anh.

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9. HOW TO WIN IN CONTRACT

TERMS AND CONDITIONS Lam the nao de9chi6 thing v'e' diefu khan

trong hop gong

MAU CAU VA THUAT NGllt HOD DUNG

Details of the contract

Chi tiet hop ddng

1. Let's talk about the preparations for the contract. Hay not ye vi'Oc chudn bi cho hop ddng.

2. Let's talk about the schedule for the contract. Hay not ve ke hoach lam viec cho cda bcin hop ddng.

3. I'd like to discuss the details of the contract. Toi muo'n ban bac ve ccic chi tiet cda bdn hop ddng.

4. When can we meet to discuss the contract?

Khi nao chang ta c6 the' gap de' ban bac z4 hop ddng.

5. Shall we draw up a rough draft of the contract? We can talk it over in detail at our meeting.

Chang ta phcic thcio so qua hop ddng chic'? Sau cho c6 the' ban bac chi tiet trong cuac hop.

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6. We will prepare a rough draft of the contract. Please

examine it as quickly as you can. Chang toi se chuein bi ban phcic thd o hop d6ng. Xin

hay kie9m tra lai trong theii gian nhanh nit& c6 the:

Confim the details of the contract

Xac nhtin not dung hdp ddng

Before we sign this contract, may I confirm a couple of

things? Tru'o'c khi ki hop d6ng, toi xcic nhein lai mot so chuyen du'o'c khong.

1. May I ask how you interpret this article? Toi mudn de nghi ong giai thich lieu khodn nay c6

du'vc khong?

2. Does what it say in this article mean that the warranty

is invalid in the third year? Co phcii dieu khodn nay c6 nghia la bdo hanh se het

han vao nam tha' ba phdi khong?

3. This is an important point, so let's go over it again to

be sure. Day la mot vein cue quan trong, vi vdy hay xem xet

lai no mot lan nit'a cho cheic chem.

4. Let's go over the details of this article again to avoid

any confusion. Hay di vao chi tiet cua lieu khodn nay mot Mn nu'a

de' trcinh nheim

5. There are still a few points that we haven't discussed yet. Con mot so lieu chang to chu'a thcio lu an.

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6. There are still a few points that we haven't settled to yet. Con mot so- yein cte chi ng ta vein chu'a thong nhdt.

7. We'd like to talk about this point a little more. Toi !man not them ye vein de nay mot chat.

8. We'd like to discuss the method of delivery in more detail.

Chang toi muon thcio luau chi tiet how ye phu'dng phcip van chuyen.

9. Yes, but I think we should decide upon the length of this contract.

Ding v ety, nhu'ng toi nghi chicng ta nen guy& dinh dO dai caa hap dOng.

General agreement and disagreement

Thong nit& vet bat (long chung

1. Let's reestablish the points we agree on. Hay lap lai nhiing van de ma chang ta dei nhat

2. We are in accord on these points, aren't we? Chang ta gang di theo nhfing die''m nay phcii khong?

3. We agree on everything up to Article three, don't we? Chang ta cta nhdt tri cho tdi dieu khoii n ba phcii khong?

4. We are both in agreement on the points of price and terms of payment. Chang ta deu dong y ccIc dieu khocin ye gici va dieu kien thanh tocin.

5. Just the terms of payment, I believe. Chi có dieu kien thanh tocin thoi, toi nghi vety.

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6. If we could get past that problem, we'd be ready to

sign. Neu chang to giai quyet du'cic not vein de do na'a thi co the' ki hop d6ng

7. The only thing that remains to be discussed in the

question of accident insurance. Dieu duy nhea con can phdi ban bac do let vein de ve

bdo hieM tai Tian.

8. Are there still points that you are not entirely satisfied

with? Con nhring vein de ma Ong van chu'a ham tam heti

lbng u'?

9. Price doesn't present any problem, but we are not happy with the terms of payment. Khong c6 van, de gi vdi gici cd, nhu'ng chang toi khOng heti limg dieu kien thanh tocin.

10. We are satisfied with the terms of this contract for the most part, but we feel that your terms of payment are

too severe. Chang toi heti long vol da so ccic dieu khodn caa hop d6ng, nhu'ng chang toi cam thdy dieu kien thanh toan qua kit& khe.

Think carefully

Suy nghi can he

1. I know it's difficult, but I'd appreciate it if you could

give us a little more of a discount. Toi biet let rat kho, nhu'ng toi dcinh gici rat cao nea Ong c6 the' gicim cho chang toi them mot chat.

59

2. Won't you reconsider the payment terms?

Ong c6 the' xem xet die'u kien thanh town khong?

3. Won't you think over the terms of that article again?

Ong c6 the' nghi lai ve dieu khocin trong khocin muc

do khOng?

4. I think you misunderstood what I was trying to explain.

Toi nghi la Ong cta hdu nhcim nhieng gi toi dang co gidi thich.

5. Oh? Could you explain to me slowly once more?

O? Ong c6 the' gidi thich ch4m ho'n mot Mn na'a khong?

6. Why don't we think it over carefully and meet again in three days?

Tai sao chang to khong suy xet can the.in vet gap lai sau ba ngety nit'a?

7. That's a good idea.

D6 let mot y kien hay My.

Contract validity

Ki han hop deing

1. Do you have any specific period that you would like

the contract to be valid for?

Ong c6 mudn hdp dOng c6 hiOu lu'c trong mot

khocing tho4 gian nlidt Binh new khong?

2. How about one year at the beginning?

Ban dciu thi mot nam c6 du'o'c khong?

60

3. How long shall we make this contract for?

Chang ta se ki hop ddng trong bao lau?

4. We'd like to make a two-year contract.

Toi mudn lam hop ddng hai nam.

5. Would you mind if we make this a two-year contract?

Ong c6 phijn khong neit chang ta ki hop d6ng hai nam?

6. That could be fine. And perhaps we could make it

renewable for two-year period, contingent on the

agreement of both parties.

The cang &loc. vet c6 le chang ta c6 the' gia han hop ddng sau hai nam, tay thu6c vao thoci thuem dm hai"ben.

7. I'm sorry, but I want to discuss a few things with my

boss before I sign.

Toi rat lay lam tie-c nhu'ng toi muon ban bac them mot so- van di vai 'Mg chic ceta toi tru'oc khi chat but lei.

8. I will draw up a contract next week.

Toi se du'a ra hop cidng vao tuein sau.

9. How long is the lease?

Hop ching thue keo dai bao Mu?

10. It's two years and upon expiration will be renewed

every two years subject to mutual agreement.

N6 la hop ddng hai nam vet khi het han c6 the se du'o'c gia han m6i hai nam mot Mn tu5' vao th6a thuan ciia hai ben.

61

TiNH HUONG MAO INCH

Gicio dich 1

A: I was looking over the wording on the contract last night. Do you mind if I ask you to clarify a few points? Toi qua toi dii xem lai eau chi? . trong hyp dthig. Ong có phdn neU có the' gicii thich lai mot so diem cho toi khong?

B: No, not at all. Please ask anything you wish. Khong, khong Xin ca' hoi bat ea' ddu gi Ong muon.

A: Thank you. My question is for clarification's sake, and not meant as a criticism. Cam dn Ong. Cetu 1u3i coca toi nhiim lam ro vein dj, khong có y chi trich.

B: I understand. Toi

A: When the term "ton" is used in the proposed agreement, does it mean long tons, short tons, or metric tons? We cannot accept such fuzzy language in a legal document.

Khi thuat ngi? "tan" du'o'c dc' dung trong hop dung d' thcio, no có nghia la tan dal, tan nein, hay tan met. Chang Val khong the' chap nhan ngon ngri de gay hie'u nhd m nhu' vay trong van kien phcip 1.); duvc.

62

B: Let's agree on "metric tons", shall we? Thanks for pointing that error out. I will change it right away. Hay thong nhat la tan met, duck kh6ng? Cam do vi da chi ra sai sot cho chang toi. Toi se thay ddi ngay lap titc.

A: We definitely should have a clear understanding as to what you mean by the words "beneficial owner". Could you kindly paraphrase it for me? Chang ta nen c6 sit ly gidi ro rang ve cum tU' "Ngu'di chit hu'dng lo'i". Ong c6 the vui lOng dien gidi cho toi du'o'c khong?

B: It means the real owner. N6 c6 nghia la ngu'di chi thy'c

Gioo dich 2

A: The draft of the contract is ready. Please go through it and make sure everything is all right. Bcin du' thdo hdp ddng da seri?. sang. Xin hay xem qua va ddm ha o rang moi thdi deu chinh xac.

B: Well, I think the agreement has covered everything except some minor points. First, the time of shipment... Du'o'c rdi, toi nghi rang hdp ddng da c6 tat cd moi thdi trzl mot so diem nh6. Tru'ac ti'en la thdi gian giao hang...

A: The time of shipment? It is clearly stated that "Shipment is to be made in June, July, and August 2007". That's what we all have agreed, isn't it? Thdi gian giao hang Trong do not ro rang "Viec giao hang dijn ra vao thong 6, thcing 7, va thcing 8 nam 2007". Chang ta da thong nhat nhu' the con gi?

63

B: Yes, that's right but not exact. So I'd like you to

amend it to read: "Shipment is to be made in three

equal lots respectively in the middle of June, July, and

August 2007".

Wing, Bang nhu'ng khong chinh xcic. Vi ydy toi

mudn seta no thanh "Viec giao hang du'o'c chia deu thanh ba do't vao trung tudn thcing 6, thcing 7, ya

thcing 8 nam 2007".

A: OK, I'll see to it right away.

Du'o'c roi , toi se seta lai ngay.

B: Thanks. And secondly, as this is a CIF transaction, I

think it highly necessary to stipulate in the contract

that "The seller should notify the buyer by e-mail after

the loading is completed, and shall be held

responsible for all the losses incurred should he fail to

do so."

Cam dn. Va thz? hai la, vi day la giao dich CIF, toi

nghi can thiet phdi chi ra trong hop ctdng rang

"Ngu'O'i ban nen bcio vdi ngu'o4 mua bang email sau

khi der hoan tat viec chdt hang, va se chiu moi trcich

nhiem ye nh -dng thiet hai xdy ra neu khong thu'c

hien Bang nhu' yay".

A: Thank you for reminding us. I'll add it to the contract.

Have you any more suggestions?

Cam do 'Ong der nhac nhei Chung toi. Toi se them lieu nay veto hop ddng. Ong có them de nghi nao nita khong?

64

B: No, thank you for your friendly cooperation. Another thing, please remember the contract is to be written in

Vietnamese and English and both languages are

equally effective. Khong, cam do vi su' hop tac nhiet tinh cica 'Ong.

Them ctieu nay nila, xin heiy nhd cho ho'p cl-Jng chick

soan bicing tie-ng Viet va tieng Anh va hai ngem ngi?

nay cteu có hieu list ngang nhau.

13TDIY1' \ -5 65

10. TO WIN A NEGOTIATION

ON PRICE D ithdong Irrdng thanh cling ci

MAU CAU VA THUAT NGU HOU DUNG

Ask about the price

Hoi gici

1. What is the price?

Gici ca (cUa ccic anh) nhu' the nao?

2. Please quote us a price for the machine.

Hay niem yet gici cho chie-c may nay.

3. The price depends on quantity.

Gici ci a salt phdm phu thuo:c vao so - lu'dng.

4. I can't say offhand exactly how much.

Toi khong the.' nal ngay gia chinh xcic la bao nhieu.

5. The price is $1.50 per yard.

Gia let 1.50 cola mot thu'dc.

6. The list price is $250 per unit.

Gici niem yet la 250 dola mot

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7. We can give them to you for $185.50 per unit. Chang toi c6 the ban chang cho anh vdi gici 185.50 cola mot chidc.

8. The price is $200 per ton. Gici let 200 Ala mot tart.

Ask for lower prices

De nghi gicim gici

1. I'd. like to discuss the price. Toi mudn th6a thuan ye gici.

2. What about discounts and terms of sale? Dieu khocin chidt khdu va bcin hang nhu' thd nao?

3. The prices and discounts are problems for us.

Gia va chidt khdu khidn chang raj ban khoan.

4. That's a little more than we were expecting to pay. Gici nay cao ho'n fru& ma cluing toi ctinh trci.

5. That's too high.

Gici cao qua.

6. Will you make it a little cheaper?

Anh c6 the' giam gici chat it chide khong?

7. Can't you quote us anything cheaper?

Anh c6 thd du'a ra milt gia new thdp ho'n khOng?

8. Will you reduce the cost? Anh co the' giant chi phi khong?

9. Can't you make it cheaper?

Anh khOng the' bcin re &in sao?

67

10. Could you give us more of a discount? Anh c6 du'a ra mac chiet khdu cao ho'n dadc khong?

11. How much do you think you could bring the price down?

Anh nghi anh c6 the' gicim gici du'qc bao nhieu?

12. Is this your best price?

Day la mac gici u'u diii nhdt sao?

13. How about $180 per unit?

180 d'Ola mot chle'c c6 du'o'c khong?

14. Please cut the price down to $180 per unit.

Xin hay gicim gici xudng 180 dola mat chie -c.

15. A German manufacturer has offered us a price ten percent lower than yours.

M6t nha sem xudt dia Dac du'a ra cho chung toi mac gici thdp ho'n ceza anh 10%.

16. They have just announced a ten percent reduction in their price.

Ho dei thOng bcio gicim gia 10%.

17. Expensive units won't sell in our market.

thi tru'eing coca chang toi , nhling mat hang dcit coo se khong ban dadc.

18. If you won't come down to $ 35 000, we won't buy one.

Neu anh khong gicim gici xuong 35.000 dola, chung t6i se khong mua.

68

Accept to give lower prices

Chdp nhan gidm gia

1. Then, we'll make it $5.50. V4y chi ng toi se ban vai gici 5.50 cola.

2. We can bring the price down to $380 per unit. Chang Vol c6 the' ha gia xudng con 380 cola mot

3. We'll make a ten percent discount. Chang toi se chiet khdu 10%.

4. Ten percent might be possible. 10% la c6 the' dzio'c.

5. If you order a large quantity, I think a discount would be possible. Ndu anh cat hang 66'i so" luring ldn thi toi nghi toi c6 the " chiet khdu cho anh.

6. If you order 100 unit or more, you will receive a ten

percent discount. Ndu anh cat hang 100 chi& hoac ho'n thi anh se dut,c chiet khdu 10%.

7. We'd be ready to give you a three percent special discount if you order 100 units or more. ChUng toi sern lOng chiet khdu a mac dac biet, 3%,

neU anh cat hang tren 100 chie'c.

8. What price do you think would make it competitive? Anh nghi mat gici canh tranh la bao nhieu?

9. I'll ask the main office to accept a discount. Toi se hOi y kidn van phang chinh xem c6 the' chdp

nluftn chiet khdu hay khong.

69

Refuse to reduce the prices

Tit choi gidm gia

1. This is the lowest possible price. y la nui'c gici thdp nhat cc-) the:

2. The price is quite reasonable. Ma'c gici nay let khci hop

3. Ten percent wouldn't be worthwhile for my company. 10% khong có lo'i cho cong ty chang

4. Raw material prices have risen, so we can't sell our product at that price.

Nguyen vat lieu tho dei len gici nen chang toi khong the' ban vai gici coo dthic.

5. We're selling at cost already. Chang toi dei ban bet' ng gici than. h san xuat raj.

6. We're already quoting our lowest price. Chang toi cla du'a ra ma'c gici thdp nhdt

7. We cannot make any further discount. Chang toi khong the' chiet khdu them du'o'c

8. Our prices are supposed to be much lower than other companies. Gici dta cluing toi thdp ho'n rat nhi6i so vai ccic cong ty khcic.

9. I'm afraid that there is no negotiate the price. Toi e rang cluing toi khOng the' dam pilot' them ve gici na'a.

10. My boss says we can't negotiate the price any further. Qucin 4); caa toi not rang cluing toi khOng the' dam phcin them v'j gici.

70

Talk about the price changes

Thay cal gici

1. Will the price vary? Lieu gia c6 thay &di khong?

2. Prices have risen. Gia da tang.

3. Prices have fallen. Gici da gidm.

4. The prices have stayed the same. Gici van nha'

5. The price has gone up $8.50 per unit.

Gici tang 8.50 cola moi chie"c.

6. The price has gone down $8.50 per unit. gidm 8.50 dola mji

7. We had to raise the price because the cost of raw

materials rose. Chung toi phdi tang gici vi chi phi nguyen lieu tho

tang len.

8. Please let us know as soon as the price changes. Hay tiu5ng &Co cho chi ng- toi ngay khi c6 thay

9. Please let us know in detail about price changes. Hay cho chang toi biet chi tiet nhfing thay doi ve gici.

10. Prices may vary, without notice, in accordance with market fluctuations. Gici cd c6 the thay c of khong biet tru'ac do nhi-ing

bier' dOng tren thi tru'emg.

11. We'll sell it this time at the old price. Hien tai chicng toi se ban scan ph&m viii gici cii.

71

TiNH HU6NG CIAO DICK

Gicio dich 1

A: We are interested in some precision machine tools.

We have some inquiries in hand.

Chang toi clang quan tam ten ccic may cong cu

chinh xcic. Chang toi det c6 sgn mot soyeu cdu

B: That's fine. We can supply all kinds of precision

machine tools. Our products are much admired in the

world market and enjoy a wide acceptance in modern

industry.

Du'o'c thoi. Chang toi c6 the' cung cap tat ca ccic loci

may cong cu chinh xcic. Sdn pha'm ctia cluing toi rat

c6 uy tin tren the gidi va dildc chdp nhan rOng reii

trong ding nghiep hien dai.

A: Can I have a look at your catalogue and the

corresponding technical data?

Toi c6 the' xem ca-ta-lo va ccic thong so by thuat lien

quan du'o'c chi??

B: Of course. Here are some that will show you our latest

development. You may select whatever you need.

Tat nhien reSi. Day la mot vai ca-ta-lo gidi thieu st!

phcit triin mai nhat cact chang toi. Anh c6 the' chon

bat ccii nao anh can.

72

A: I think our users have the impression that your prices are always much too high, compared with those of

other suppliers. Toi nghi la nhang ngtidi tieu clang caa chang toi se có an tuvng rang mac giet cua ccic anh thu'dng qua cao so vdi cetc nhet cung cap khcic.

B: Excuse me. It's true that our products do cost slightly more than other makers, but it's only due to our

technological superiority. Ccim phien anh mot chat. Thing la sdn phel'm caa chang Val có dat hdn mot chat so vdi ccic nha sdn xudt khdc nhu'ng di'eu do let do nhang tie'n be) vu'dt trdi ve ding nghe czia thong VOL

A: Your products may have certain advantages but your

prices are too stiff. San pham caa ccic anh có the' cc-) nhang u'u diem

nheit dinh nhu'ng gia cao qua.

B: If you give us your enquiry, I shall go very carefully into the price and try my best to put you on the best of

terms. Area anh du'a ra yeu cciu, thong Vol se can nhac gici cd ky tang vez no lu'c het sac de' du'a ra dieu

kien tot nhat.

A: OK, I'll come back to discuss it to some detail after

our users have studied your catalogues and price list.

Du'dc. Vay V& se quay lai de' thdo luan cu the' hdn sau khi da nghien cau ca-ta-lo vez do'n gici ceta

cac anh.

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B: Yes, surely. We hope to do some substantial business with you. Vang, chac cha n rai. Chang toi by vong se dat du'o'c thO,ct thuan chac chan vo'i tong ty anh.

Giao dich 2

A: Suppose we get down to business now.

CO le chang to nen cang lam viec thoi.

B: Yes, that will be fine. I've come about offer for Hisence Air Conditioners.

Vang, du'vc thoi. Toi mudn de nghi mat hang Dieu hoct khong khi Hisence.

A: We have the offer ready for you. It's something like that: 1000 Hisence Air Conditioners, at 200 pounds sterling per conditioner, CIF European main ports, for

shipment in June, 2007. Since the market is advancing today, the price we offer you is the best, I believe.

Chang toi cla có thu' chew hang son sang cho anh

day. Ccic ddu kien nhu sau: 1000 may diju haa khong khi Hisence vdi gici 200 bang mat chie-c, dieu kien giao hang CIF den tang chinh caa cha u Au,

giao hang veto thong sciu nom 2007. Vi thi tru'eing

ctang tiert triin nen toi tin rang mare gici awl ckang toi la tot nheit.

B: But 1000 is not enough, I'm afraid. Last year, I ordered 1000 but the whole thing rapidly sold out in

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less than three months. As I'm sure we can do better this year, I hope you can offer me at least 3000

conditioners. Nhu'ng toi e so luring 1.000 chieC la khong da. Nam

ngocii cluing toi da dat hang 1 000 chieC va dei het

sach hang chi trong yang chu'a deiy 3 thang. Vi toi

tin rang nam nay chang toi kinh doanh tat hdn nen

toi by vong cac anh se ban cho chang toi it nhdt la

3.000 chiee.

A: As the conditioners are in great demand both at home

and abroad, 1 000 is the most I can offer at the

present.

Vi nhu cdu ca trong nu'ac va ngoeti nuldc vj may

diu hOct ngety ding cao nen hien tai toi chi cung

cap du'dc nhiju nhdt la 1.000 chiee.

B: If you can't suppy our need to the full, our customers

will turn to other suppliers for their requirements. Can

you supply me another 1 000 conditioners?

Mit cac anh khong the' dap a'ng dd y chi mong mudn

ceta chang Vol thi khcich hang clict chang toi se

chuye'n sang nhet cung cap khac c6 the dap ang yeu

cdu ctict ho. Ccic anh c6 the' ban them cho toi 1.000

chieC na'a khong?

A: Well, we'll try our best to satisfy your demand for the

additional 1 000 conditioners.

Dade, vay chang toi se co- gang het sic de' cung cap

cho cac anh them 1.000 chieC may diju /tea naa.

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B: All right, I'll take 2000 conditioners this time. But I hope you could supply the other 1000 when the next supply comes in. D6ng Y. Lein nay chang

rang se lay 2.000 chiee.

Nhu'ng chang toi mong rang ccic anh se cung cap cho chang Mil 1.000 chiee can lai khi c6 dal hang tie-p theo.

A: We'll get in touch with you when our position improves. Chang tai se lien lac vdi cac anh khi chang toi cc') hang.

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11. NEGOTIATION FOR CUSTOM

ENTRIES AND DUTIES Dam phan higp dfrih ve; thug' quan

nhu' the nd°

MAU CAU VA THUAT NO Hit DUNG

1. Have you filled the declaration?

Ong ctei hoan thanh td khai chu'a?

2. I'm submitting the Customs entries for the consignment we're importing on steamship Hoang Long. Toi det nOp bcin khai heti quan hang nhap khdu bang tau ho'i nu'ac Hoang Long.

3. Have you taken measures in respect of the Customs

clearance? Ccic ling dd xem xet thin tuc khai hai quan chu'a?

4. The required formalities are carried out within the

Customs regulations. Ccic thei tuc yeu eau du'ye tie'n hanh theo thing quy ctinh hdi quan.

5. If we wait too long, we'll have to pay dock dues.

Neu chang- ta ddi qua lau, chang- ta se phai trci thug ben.

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6. Have you studied the alterations in the taxation law? Anh dei tim hie'u nhting thay ddi trong Wit thue chu'a?

7. You must abide by the taxation order. Ong phdi tud n theo dung trinh tit thue:

8. Have you got permission for duty-free importation of the equipment? Ong có du'yc phep nhe.ip khdu thiet bi mien thuelhong?

9. We like to ask you to assist us in obtaining permission for duty-free importation.

Chang toi nutort cdc anh ho try chang toi trong viec xin phep nkip khdu mien thue:

10. We hope you will exempt us from taxes. Chang toi by vong cdc ngeti se mien thue- cho chang toi.

11. This consignment is tax-exempt. Hang hoa nay du'yc mien thue:

TiNH HUNG CIAO DICH

/!s. Gicio Bich 1 A: If you don't mind, I want you to explain some basic

concepts of Customs entries and duties. Cotld you spare some time for me? Neu Ong khong phien, toi 'man Ong gidi thich cho mot so khcii niem co' ban ve thue- he'd quan. Ong có th'e' danh chat thal gian cho toi chi??

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B: Sure. I'll try my best to answer your questions. Please go ahead. Tat nhien rdi. Toi se co- g- ing het sa'c cte' giai dcip ccic theic mac. Mdi Ong.

A: Thanks, Mm..., when do we submit the papers to the Customs house? Cam o'n Ong, khi nao chang Vol se nOp gidy td cho Try so' hal quan?

B: You submit the necessary papers to Customs when you are informed of that your freight was arrived. Ong Op gia:y td can thiet cho Hai quan khi du'dc thong brio la hang h&c da den.

A: Can we hand in our papers before we are notified? Chang toi c6 the' nop gidy td tru'dc khi &lye yeu cCiu khong?

B: Yes, you can. Actually, it's wise for you to pay close attention to the schedule of the cargo vessel. Occasionally, you can miss the freight arrival; by the time the Customs officers examine your goods, you'd probably have to pay dock dues on the cargo. Du'dc, Ong c6 the. Theit ra se khon ngoan hdn ne -u nhu Ong cha y theo doi lich trinh caa thuye'n chd hang. NH' Ong ld chuyen tau den; khi nhan vien heti quan ki"e'm tra hang h6a, Ong se phcii tra thue- ben cho hang hoa.

A: I see. If we want to save money and also time, we shouldn't keep the ship waiting to be cleared. Am I right? Toi hi'e'u roi. Neu chang toi muon tiet kiem tie'n bac vet thdi gian, chang toi khong nen chd den khi tau bi kie'm tra. Phcii vay khong?

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B: Yes, you're right. Ming vay.

Gicio dich 2

A: Are you Mr Johnson? I'm Ms. Green, the one whom you are going to talk with. I've been expecting you. Glad you've come. Ong la Ong Johnson pita i khong? Toi let Green, ngu'ai ma Ong se not chuyen. Rat vui vi Ong dei

B: I am very pleased to meet you. Toi rat ha'n hanh durac gap ba .

A: Please tell me what I can do for you? Don't hesitate. Ong ca' not xem toi c6 thi giap du'ac gi? Xin ding ngai.

B: Thank you, Ms. Green. We would like to discuss the problem of Customs clearance today.

Cam o'n, ba Green. Horn nay cluing toi man thdo Juan vj vein ct'J lam this tuc Hdi quan.

A: I'm ready to discuss with you. What do you have in mind? Toi del sgn sang di thdo luan vo'i Ong. Ong dang ban khoein dieu gi way?

B: I think it is your responsibility to clear the Customs, because the construction project is being carried out on a "turn-key" basis. A, toi nghi trach nhiem lam thd tuc he'd quan thuOc ye ben bet, bai vi du' an xely dung nay du'o'c thu'c hien tren co .36? "Chia khoct trao tay".

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A: Sure. It is a "turn-key" project. But I think it will help us both if you take charge of Customs clearance, and we focus our attention on the quality, the cost, and the

design of the project. Chcic chdn roi. Do la du' an "Chia khoa trao tay".

Nhu'ng toi nghi rang se có lo'i cho cd doi ben it& ccic

Ong lam thei tuc hcii quan, con chzing toi tap trung vao chdt lu'o'ng, chi phi va thiet ke c eta du' an.

B: OK, that sounds quite reasonable. We agree to clear the Customs ourselves. But you should take care of

your obligations. Is that all right? Du'o'c roi, nghe hdp lY ddy. Chang toi chdp nhcin lam thei tuc Hdi quan. Nhu'ng ben ba nen chit Y den nghia vu dia minh. Vdy du'o'c chin

A: That's all right. Thank you very much. You see our cooperation is a fruitful one.

VC.iy du'o'c. Cam do ong rat nhieu. Ong se thdy su' hop tcic dict chang to thanh cong.

B: Perfectly right. Just as you said, business partners

should share profit and loss. Hoan toan dung. Nhu' ba da noi, ccic ddi tac kinh doanh nen cling chia se lo'i nhudn va thua

BTDIY1'.1- 6 81

12. NEGOTIATION ABOUT

BENEFITS AND RESPONSIBILITY

OF INSURANCE POLICY Dam phan ve quyen loi va trach nhi?in

chinh sach Ido hie.9m

MAU CAU VA THUAT NGU Mb DUNG

The buyer asks about insurance issue

Ben mua hoi ve van cue bao hie9m

1. For marine insurance on garments, what risks do you cover?

Trong bcio ham hang hdi ctoi vai hang may mac, cac "Mg bcio hie'm nhitng rzii ro nao?

2. What coverage can you provide for my consignment?

Cac "Mg có the: cung cap loai bao ham nhu' the nao cho hang h&c cda toi?

3. For this shipment, our client requests you to insure

against All Risks and War Risk.

Khcich hang clia cluing toi yeu cciu bdo hie'm rdi ro toan bo vet ro chi& tranh cho teeng chuyen hang.

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4. Do you cover risks other than WPA? Cdc 6ng c6 bao ham nha'ng reti ro ngoai WPA (Bao hi'e'm tan that rieng) khong?

5. What is the difference between WPA and FPA? Dam khcic biet gia'a WPA va FPA (Bao hiern, tan that rieng) la gi?

6. What coverage will you take out for the goods if the business is concluded on a CIF basis? Ccic Ong se cung cap pham vi bao ham nhu the new cho hang hoa coca chang toi Tau nhu' thu'o'ng vu du'o'c tien hanh tren cd so' CIF?

7. How do you fix the premium rates? Ccic Ong co Binh ccic mile phi bcio ham nhu' the nao?

8. Do your underwriters offer you any premium rebate? Nha'ng to cluk bao lcinh thanh toan hop gong bcio ham caa cac Ong- c6 &fa ra viec gidm phi bap ham khO'ng?

The seller introduce insuarance issue

Ben ban- giai thi@t ye van des bdo hiern

1. Generally speaking, we insure WPA on CIF sales. Nai Chung thi Chang toi bcio ham WPA v61 nha'ng hang hod dude van chuyin theo di& kien CIF.

2. For transactions concluded on a CIF basis, we usually effect insurance with Bao Viet Insurance company against All Risks. Ddi vdi nhiing giao dich du'a tren cd si) CIF, Chang toi thiking ki hop clang bcio hie'm cho moi loci raj ro vdi Gong ty bcio ham Bdo Viet.

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3. We usually insure the goods against All Risk and War Risk for 110% of the invoice value. Chang toi thu'Ong bcio hie'm rai ro tam b6 va rai ro chi& tranh bang 110 % gid tri hoci ddn.

4. Special risk are not covered unless the buyer asks for them and the extra premium will be for the buyer's account. Rai ro deic biet khong du'dc bao gdm tret phi c6 yeu eau tit ngu'di mua va mot khocin phi phu se du'dc tinh vao tai khocin cda ngu'di mua.

5. We generally insure our export shipments with Bao Viet Insurance Company. Chang toi thzidng bdo hie'm hang xuat Cong ty bdo hiem Bdo Viet.

6. WPA plus Risk of Breakage suits your consignment. WPA cong vdi Rai ro vd h6ng rat hop vdi hang hod cda 6ng.

7. If you prefer to have CIF price instead of CFR price, you only need to add 0.3% to the quoted price to cover the insurance premium. Nel Ong mudn chuyin tit gici CIF sang CFR, Ong chi phdi c6ng them 0.3% vao gici du'dc bcio de' bit dap khodn phi bcio hie'm bd sung.

Discuss about the insurance premium

Ban bac van de' phi bdo hie9m

1. If you want us to insure against a special risk, an extra premium will have to be charged. Neu ccic Ong mudn chang toi bdo ham rici ro c ac biet thi se melt them mot khocin phi bdo hie'rn bd sung.

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2. We may also insure the shipment against any additional risk of your desire, but the extra premium is to be borne to you. Chang toi có the' brio ham bdt ca' loai rai ro nao theo yeu cdu, nhu'ng Ong se phcii chiu khodn phi bdo hie.'m bd sung.

3. If you wish to cover the goods against any additional risk, you should pay the extra premium. Neu Ong mudn chang toi bdo hie'm hang hod ddi vdi loai rai ro them nao thi Ong nen trd khodn phi bdo hie'm, be; sung.

4. Please note that our insurance coverage is for 110% of the invoice value only. Xin hay cha y rang pham vi bdo hie'm caa chicng toi chi bang 110% gici tri hod thoi.

5. The premium for the difference between 110% and 130% of the invoice value should be borne by the buyers. Khocin phi bdo hiem bd sung ddi vo'i khodn chenh tech gia'a 110% va 130% gici tri hod do'n se do ngu'di mua chiu.

6. Usually the amount insured is 110% of the total invoice value. However, if a higher percentage is required, we may do so accordingly but you have to bear extra premium ThOng thu'o'ng thi khodn duvc bdo ham bang 110% gici tri hod cto'n. Tuy nhien n'e -u nhu ti le phdn tram cao ho'n du'yc yeu cdu, chang toi có the' lam theo nhu'ng Ong se phdi chiu khodn phi bdo hie'm bd sung.

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TiNH HUONG CIAO DICH

Giao dich 1

A: May I ask what exactly insurance covers according to

your usual CIF terms?

Toi c6 the' hai chinh xcic khodn bdo hie'm theo di& khodn cda CIF du'qc khong?

B: We generally cover insurance WPA and War Risks in

the absence of instruction from our clients. And we

could add special coverage if you require.

Thong thu'ing chi -mg tai chi bdo hiem WPA va Rdi ro chi& tranh ne-u nhu' khong c6 nghi new tzd phia khcich hang. Va chung tai c6 the' them pham vi •bdo ham dac biet theo yeu ceiu cda Ong.

A: My consignment is easy to be broken, so I'd like to

add the risk of breakage.

Hang hoci dia tai rat de- vd, vi vety tai moon them khodn Rdi ro vd hang.

B: We can get this for you. But breakage is a special risk,

for which an extra premium will have to be charged.

You must bear the premium for this sort of special

coverage.

Chung tai se lam nhu' vety cho Ong, va khodn phi bdo hiern 136:' sung se du'o'c tinh. Ong phcii chiu phi bdo hiem bo sung vo'i loci rdi ro de:ic biet nay.

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A: That's understandable. Please insure the goods at our cost against breakage in transport. Dieu do c6 the' hiiu dack. Xin vui long bdo hie'm hang hod tai md'c chi phi ddi vo'i viec va hang trong quci trinh van chuyen.

B: OK. We'll cover the goods as you require. Dade ref.i. Chang tai se bdo dean hang hod theo yeu edit cda 'Ong.

A: Thank you. Ccim dn.

Giao dich 2

A: Good morning, Miss Smith. Don't you think you could make the price C&F for our future business? And how much will you take off? Chao bit& sang, bet Smith. Bet c6 the' tinh mac gid C&F vi szi hyp tcic trong tuzing lai cda chzing to du'qc khong? Vet bet c6 the' gidrrigici chang neto?

B: The rates quoted by the People's Insurance Company of China are moderate. They have very little effect on our CIF prices. Roughly speaking, the difference between CIF and C&F is about 0.4%. The premium varies with the nature of the goods, the degree of cover desired and the place of destination. Nhiing mac gid du'o'c du'a ra b61 Gong ty bdo hie'm nhein dein Trung Qudc let mac trung binh. Chang c6 cinh hu'Ong reit it den gid CIF. N6i chung, sa khcic biet gid'a CIF vet C&F la khodng 0.4%. Phi bdo hie'm thay doi tiny theo ban chat cita hang hod, md'c de) bdo hiem yeu ceiu vet diem den.

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A: 0.4%, that sounds quite reasonable. I have another question to ask you. 0.4%, c6 ve hop ly. TOi c6 eau nay mudn hOi bd.

B: What is it? I hope I can help you. La gi vely? Toi by vong c6 the giap du'o'c orig.

A: We are given a CIF New York price for some textiles. What coverage should we arrange for? Chang toi du'o'c tinh gici CIF tai New York ddi vdi mot so mat hang det may. Chang t6i nen chon pham vi bcio hiem new?

B: In that case, you don't need All Risks. Trong tru'dng hop nay, 'Ong khong can Bdo hiem tam b6.

A: What's the reason? Vi sao vdy?

B: You see, textiles are not delicate goods, and won't likely be damaged on the voyage. FPA is enough. Ong thdy ddy, hang det may khong phdi la hang de'

vet khong c6 khd neing bi hu' hOng trong (pia trinh vein chuyen. FPA let dd

A: But FPA does not cover partial loss of the goods in transit. Nhu'ng FPA khong bao gdm ten theit tiing phein coca hang &Oa trong qua trinh van chuy'en.

B: Then, what about WPA? WPA policy covers you against partial loss in all cases. In that case, WPA is better for you. Vely WPA thi sao? Hop ctdng bdo hiem WPA bao gdm ton thdt teing phein trong moi tru'eing hop. Trong tru'eing hop nay, WPA se tot him cho orig.

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11 NEGOTIATE ABOUT

COMMISSION

Dam phan 176 Hen hoa hong

MAU CAU VA THUAT NGU WU DUNG

Ask about the commission

Hdi ve tan hoa hdng

1. We would like to know your usual practice in giving

commission.

Chang tot mudn biet ve thong le chia hoa hOng cua

ccic anh.

2. How much commission will you allow us?

Ccic anh ctOng y cho chang toi hu'c'ing mac hoa hOng

la bao nhieu?

3. I'd like to ask how much commission you usually give.

Toi mudn biet ccic anh thithng chia hoa hOng nhu

the nao?

4. What's your usual practice in giving commission?

Ccic anh thu'o'ng chia hoa hOng nhu' the new?

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5. We are anxious to know your usual practice in giving commission. Chang UM rat ban khoan mudn biet thong le ccic Ong trong viec chia hoa hang.

Quote the commission

Disaratylehoa hang

1. Our quotation includes a 5% commission. Gici caa chang toi dei bao gam 5% hoa hang.

2. To be frank, we don't allow any commission* in general. Thang than ma not thi chafing toi thu'emg khong chdp nhdn khocin hoa hang new cd.

3. We usually don't allow any commission. But if the

order. is large enough, we'll perhaps consider your

request.

Chang toi thu'eing khong quy dinh hoa hang nhu'ng ne-u ccic anh c,Tat hang vdi c6 the' chang

toi se xem xet ere nghi ceza ccic anh.

4. Commission depends on the quantity of the goods

ordered.

Hoa hang phu thuOc vao so lu'dng slat hang czia cdc anh.

5. Since the price we quoted is already very low, we are

unable to make any further concession by allowing

you any commission.

Vi gid chafing toi du'a ra c a rat thdp rdi nen chafing toi khong the' gidm gici them na'a bang viec

chia hoa hang cho cci c anh chive.

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6. We'll give a 3% commission for an order of 5000 cases and give 1% more for each additional 1000 cases. Chang toi se cho ccic anh hiding 3% hoa hOng ddi voi dan clat hang vai so lu'ang 5.000 kien va them 1% viii m6 i 1.000 kin bd sung.

Negotiate to increase the commission

Dam phcin ming cao ty le hoa bong

1. As commission agents, we do business on a

commission basis.

Vdi vai tro la dai l); trung gian, chi ng toi kinh

doanh tren co' so' hiding hoa hOng.

2. We usually get a 3 to 5 % commission from American

suppliers. It's the general pratice.

Chang toi thu'o'ng duac hiding 3 den 5% hoa ItOng tie

ccic nha cung cap chau M5. D6 la thong le chung.

3. I do business on commission basis. A commission on

your prices would make it easier for me to promote

sales.

Chang toi kinh doanh tren co sa hiding hoa hOng.

n tram hoa hOng tren gici ban se khieri chi ng

toi de- clang ddy manh ban hang ho'n.

4. Since your products are new in our market, we have

to spend a lot of money on advertising.

Vi scan pham cda ccic anh la scan pharn mdi tren thi

tru'eing cact chung toi nen chi ng toi phdi ton rat

nhijit chi phi qud ng cao.

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5. What do you say if we increase our order to 5000 cases?

Neu cluing Vol tang so lu'o'ng dat hang len 5.000 kien thi the nao?

6. The other customers have established their markets while we have to start from the very beginning. It would cost us a lot to advertise your products. Ccic khcich hang khcic thy dung du'o'c thi tru'dng trong khi chicng toi phai bat dau to bu'dc dciu. Dieu do khiert chi ng toi phai tan nhieu chi phi cho qucing ccio sari pham.

Allow higher commission

Cho phep mut hoa hang cao ho'n

1. We'll give/ allow/ grant you a 3% commission as an exception.

Chung toi du'a ra cho phep I cho anh hu'dng 3% hoa hang nhu' mot ngoai le.

2. We've accommodated you in allowing a 2% commission.

Chang toi city u'u tien cho ccic anh hu'dng 2% hoa hang.

3. In that case, we may consider giving you a 3% commission.

Trong tru'ang hop do, cluing toi c6 the' xem xet cho anh hiding hoa hang 3%.

4. There is something in what you say. Ok, I'll increase the commission to 4%. Ccic anh not cling c6 ly. Thai du'o'c, UM se tang tien hoa hang len 4%.

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5. We can increase the commission by 2% if you place an order for 20 000 dozen. Chang toi c6 the' tang tien hoa /ding len 2% nea cac anh t hang vo'i so luvng la 20.000 ta.

Refuse to allow higher commission

Tic choi nang cao ty le hoa hdng

1. I'm afraid that it goes against the general commercial practice to allow a commission.

Toi e rang chung toi se di nguo'c lai thong le . thu'o'ng mai chung nea chdp nhan hoa hdng.

2. The articles you are going to buy from us are our best sellers. I don't think you'll have any difficulty in selling them.

Mat hang cac anh mua caa chung toi la nhfing mat hang ban chay nhdt. Toi khong nghi la anh se gap kilo khan gi khi ban chung.

3. That's exactly the same we give to other customers. If they get to know that we give you a higher commission, they are likely to complain about it.

D6 ding la mil'c ma chung toi cho cac khcich hang khcic Neu ho biet chung toi cho cac anh hu9ng hoa hdng cao hctn, ho se phan nan.

4. A 10% commission is more than we can bear as the

price we offered you is already the rock-bottom price

and our profit margin is very narrow.

Hoa hdng 10% la quci cao so vo'i chung toi vi mite

gici caa chung toi cia la ma'c thdp nhdt via lob nhua n bien caa chung toi rat hep.

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5. Since a higher commission means a higher price, it could make our product less competitive. Hoa heing cao ho'n se lam gici tang len vet die'u do se lam cho scin pham clict chang toi kern canh tranh.

etio TINH HUONG MAO INCH "

Gicio dich 1

A: Mr Tuan, now let's get down to commission. Anh Tuein, gid chang to hay cang thdo luan ve vein d'j hoa hOng nhe.

B: Well, Mr Smith, you know, our prices are quoted on FOB net basis. As a rule, we don't allow any commission. Anh Smith a, anh biet defy, gici cUct chang toi la girl rOng theo die'u ki'en FOB. Theo nhu' quy dinh thi chung toi khong chap nhan hoa hOng.

A: But, you know, we're a commission agent. We do business on commission basis. Commission transactions will surely push the sale of your products. Nhu'ng anh biet day, chang.toi la mot dai ly hoa hOng. Chang toi kinh doanh tren co' so' hu'O'ng hoa hOng. Nha'ng giao Mich trung gian cheic chan se dets'y manh doanh so ban hang coca ccic anh.

B: But your order is really not a larger one. You know, larger quantity will bring you some exception. Nhu'ng doh dat hang cda ccic anh lai khong du 16'n. Anh biet la alu'o'ng lo'n se cho ccic anh mot so ngoai

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A: What do you mean by a larger one? Y ccic anh la sao khi not den mot clan dat hang low ho'n?

B: I mean that we will consider giving some commission only when the order comes over a total amount of $50 000 or over. Co nghia la chang tai chi xem xet cho phep hu'a'ng hoa hang ddi vo'i do'n dat hang c6 gia tri tren 50.000 do la.

A: $ 50 000? That's really a large order! Mr Lee, it is said that to lose a client is much easier than get one. This is our first transaction. With an eye for our future business, we hope we will be granted more favorable terms. 50.000 do la? Nhit the thi nhieu qua! Anh Lee a, ngu'b'i ta vein not rang lam mat mot doi tcic thi de Mn nhieu viec giu &ice ho. Day la giao dich clau ti'en ceta chang ta. De tao nen tang cho viec hop tcic trong tu'o'ng lai, chang tai by vong anh se cho chang tai hu'eing nhieu dieu khocin u'u hon.

B: Well, Mr Smith, what do you think of this: you increase your order to $45 000 and we grant you 2% commission? The nay anh Smith nhe, anh nghi the nao neu ccic anh tang gia tri chat hang len 45.000 do la va chung tai se cho ccic anh hu'eing 2% hoa hang?

A: Mr Lee, I very much appreciate your concession. But we can only get 3% commission from European suppliers. Anh Lee a, tai rat cam kich tru'ac cue nghi awl anh. Nhu'ng chang tai chi dang y hu'Ong 3% hoa hang tip ccic nha cung ang cha u Au.

95

B: But, Mr Smith, our price is so favorable that it leaves

us almost little or no margin of profit. However, I am

afraid that this is the best we can do. .

Nhu'ng anh Smith a, gici dict chafing toi cta qud u'u

dai den neii chung toi ha' u nhu' khong co lo'i nhu'an

bien. Dic sao chung toi e rang cluing toi chi có the' gicim den mite do thoi.

A: No further discussion?

KhOng c6 them mot th'Oa thuan nao nila sao?

B: I'm sorry. Please make allowance for our difficulties.

Toi rat tie-c. Hay thong cam voz nhithg kh6 khan

caia chafing

A: Ok, let's see it.

Thoi du'ye, de" chang toi xem xet.

!Et. Gioo dich 2

A: I'd like to know how much commission you are

expecting.

Chang toi man biet cdc anh man hiding hoa h6ng

nhu' the new?

B: 8% on the FOB basis.

8% theo dieu kien FOB.

A: 8% would be impossible for us. Our usual practice is 5%.

Chang toi khong the' dcip ang ma'c 8%. Illa'c hoa

h6ng thong thu'eing cluing toi la 5%

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B: I feel 5% is really out of the question. Surely you will agree that a small advertising campaign will go far in paving the way for your products. I'd like to ask who should bear the advertising expense. Can you expect to put them on our account? TOi nghi la mac 5% la khong the du'dc. Ccic anh

civic chan se d6ng y rang mot chien dich marketing

nh6 se c6 tcic dung ldn trong viec and dadng cho sdn

pha'm dia ccic anh. V ay Vol ban khoan ai se chiu chi phi quang cdo? Hay ccic anh by yang chung toi se

chiu?

A: Generally speaking, we are not prepared to go to such expenses at this stage. But as your district is a new market for us, we shall allow 2% of your sales to be appropriated for asvertising purpose. Nai chung giai doan nay chung toi chu'a chuCin bi cho nhi-eng chi phi dó. Nhu'ng vi khu vu'c cad anh la mot thi tradng mdi doi vai chung toi, chung UM se cho cdc anh hating 2% tren doanh thu de' biz dcip cho viec qucing ccio.

B: That's really not much, especially for the start when

advertising is most important. Well, if you can do

better for advertising we can't but agree to 5%

commission and 2% of the sales.

Mac do thu'c sit' khong dcing ke ctac bit khi ma

qucing ccio (long vai tre rat quan trong trong giai

doan &at. Neu cdc anh c6 the' lam tot viec nay,

cluing toi khong the' lam gi khcic hdn la d6ng .); vdi

mac hoa h6ng 5% va 2% tren doanh thu.

BTD1 1 1 . -7 97

14. NEGOTIATION OF TECHNOLOGY TRANSFER

Dam phan ve van cue chuyen giao ki thuOit

MAU CAU VA THUAT NGII Hitu DUNG

Technology transfer

Chuyen giao tong ngh0.

1. We'd like to buy the technology. Chang Val mudn mua cong nghe.

2. We purchase your technology chiefly in order to renovate our old equipment.

Chang toi mua ding nghe cia 'Ong chi ydu la de' cdi tidn thidt bi cit.

3. In what form will you transfer the patent? Ong se" chuye'n giao bang sang chd d clang nao?

4. We hope that the technology to be imported must be advanced and capable of developing and producing new products.

Chang Vol by vong tong nghe du'o'c nhap khclu phcii tien tidn va có khci na ng phcit trim va sdn xueit nhieng sdn phdm mdi.

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5. We'd like to transfer the right to use the patent in the form of license. Chang toi mudn chuyin giao ban quyen sang che-dadi hinh thac giefy phep.

6. The know-how tells one all the details of how to manufacture the equipment. Phu'dng phcip san xudt cho biet moi chi tiet ye viec cite tao thief bi.

7. The licence only gives one the right to manufacture the equipment. Bang sang che- chi cho mot ngu'di quyen che-tao thief bi.

8. How long will you allow us to use the patent? Ong se cho phep chicng toi sa' dung ban quyen sang the trong bao u?

9. Although we don't want to provide you with the equipment, we're quite willing to transfer the patent. Mac da chung toi kh6ng mudn cung cap cho Ong thief bi, cluing toi lai sgn long chuyen giao bcin quyen sang ch/e.

10. The duration of the contract shall conform to the time needed by the recipient to assimilate the technology provided. Thal gian caa hdp dO'ng se phi hdp vdi thdi gian can thief de' ngu'di nhcif-t c6 the lam quen vdi cong nghe du'dc cung cap.

11. The technicians sent by the sellers have the obligation to give the buyers technical guidance in the plant construction. Ccic ky thuat vien ben phia ngu'di ban c6 trcich nhiem cung cap cho ngu'di mua phd n hu'Ong den ki thuat trong viec lap rap may moc.

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12. The suppliers shall ensure that the technology provided is complete, correct, effective and capable of .accomplishing the technical targets specified in the contract. Ccic nhet cung cap se dcim bdo rang cong nghe du'o'c cung dip phdi hoetn thien, chinh xcic, hieu qud va ctic khd nang hoetn thanh nhring muc tieu ki thue2tt du'o'c nett trong hop ddng.

13. You shall offer us the information concerning trade secrets, manufacturing technique and know-how, which is necessary to produce products. Ong se cung cap cho chang toi nhring thOng tin lien quan cten ccic bi mat thu'ang mai, ki thuat sdn xuelf sdn pha''m va phu'o'ng ti& sdn xudt nhiing tha' can thief de' sdn =tit ra ccic sdn phdm.

14. The recipient shall undertake the obligation to keep confidential, in accordance with the scope and duration agreed upon by both parties, the technical secrets contained in the technology provided by the supplier, which have not been made public.

nha n se chiu trcich nhiem bi mat, theo dung pham vi va thbl gian du'yc chdp thuan b.& hai ben, nhi'ing ky thuat sdn xudt sdn phdm bao gdm trong cong nghe du'o'c cung cap b(31 nha cung cap chu'a du'yc cong khai.

15. You should provide the technical know-how in connection with the production of the machine and train our workers how to use it. Ong nen cung cap phuting phap sdn xueit lien quan den viec sdn xueit may moc va deto too Gong nha'n circa chang toi ccich st'z' dung no.

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16. We guarantee that the know-how transferred to us will be kept confidential and not let out or be passed on to a third party. Chang toi dam bcio rang 14 thuat san xudt ctu'ac chuye'n giao cho chang tai se du'o'c girt' bi mat va khong de' la ra ngoeti hoac chuye'n cho ben tha ba.

17. Equipment delivered by you shall be of latest type and brand new. Thiet bi duac 'Ong chuyen cho chang toi se phcii la loai mdi nhdt va hoan toan

18. We agree that any reproductions, notes, summaries, conversions, translations or similar documents containing or relating to the technology shall themselves become -immediately upon their creation a part of the technology. Chang toi gong, y bdt ca' nhiing szzd tai san xudt, ghi cha, torn tat, dich thuat hoac nhiing tai lieu có chaa hoac lien quan dert cong nghe se tra thanh mat pha n ciict cong nghe.

19. During the term of this agreement, any developments, improvements, modifications, or inventions concerning the licensed products and equipment made by you shall become part of the technology. Trong slat thai han hap clang, bdt cic nhiing su' phcit trait, ccii tier, thay ctoi , hoac sang che- lien quan de'n nhi'ng san phel7m du'ac cap bang vet thiet bi cza cac ong se tra thanh mat phcin cUct cong nghe.

20. You should help us to modernize our production through technology transfer. Ong nen giap chang Mi hien dcti h&c san xucit bang cach chuyeh giao cong nghe.

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Delicately wording

Try ngil kit& leo

1. The technicians and experts of both parties should hold meetings from time to time for technical exchange.

Ccic ki thu4t vien va chuyen gia coca hai ben nen hop thu'ang xuyen c e'trao c1.61 ve kj, thuat.

2. We wish to establish long and steady technical cooperative relations.

Chang UM man thiet lap nhring mai quan he hop tcic ki thuat lau dai va o'n Binh.

3. It'll much cheaper to make the equipment with nut -. know-how. See dung ley- thuat scan xudt coca chang toi de' san xulit thiet bi se re han nhieu.

4. The price includes the know-how and the patent as well.

Gici coca san phdm bao g6m ca ky thuat sein xueit va bang sang che:

5. I think buying the know-how is better than buying the right to use the patent. Toi nghi mua 1151 thuat scan xudt tot how la mua quyen set dung bang sang ch'e:

6. I think half a year's on-the-job training will be enough for the new workers to master the skills. Toi nghi cong tcic ciao tao tai ch ;-6 trong neia nam se da de' nhiing cong nha n mai có the' nam du'ac ccic ky riling.

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7. We have had many opportunities to see that your

company is a reliable partner. Chung toi dei có nhieu cd hOi de' thdy rang cong ty

ceta Ong /6 mot ddi tcic tin cay.

8. We'll only consider buying the patent. Ch'ing toi chi xem xet viec mua bang sang the.

9. That's enough to compensate for the sum you pay for

buying patent. Nhu' the dei de' bit clap tam be) so tien Ong trci de' mua bing sang che.

10. In order to get well acquainted with your technology and equipment, we wish to send a delegation to your company to discuss with you about technical cooperation between our two companies.

cO the' theo kip ding nghe ya thiet bi ceta ccic Ong, chang toi man gici mot doan dai bi'eu tdi ding ty ceta Ong de thcio luetn ydi Ong ye sr/ hdp tac kj, thutit

hai cong ty chung ta.

11. Our company is prepared to switch our purchases to you if your terms and conditions are favorable and price is reasonable. Cong ty ceta chung toi gang chuein bi chuyen viec mua hang ceta chang toi sang Ong nett nhu' nhiing dieu khocin yet dieu kie'n ceta ccic Ong det hdp clan vet gici ca hap N.

12. As these technologies are rare in the international market, they may turn out to be goods sellers in your country. Vi nhring cong nghe nay rat hiem tr'en thi tru'drtg quo'c te; chang co le se ban chay nu'dc ccic Ong.

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13. We have been ready to place our satellite-launching service on the international technology market. Chang toi cta san sang de' bcin dich vu ve tinh nha n tao ra thi tru'eing cong nghe qudc te:

14. These technologies and equipment have their own special features and are regarded as advanced by international standards. Nha'ng ding nghe nay va thiet bi c6 nhit'ng d4c dam rieng va check coi la tien tien theo tieu chuoin quo -c te:

15. Cooperation on industry and technology has great potential and can be developed on the basis of mutual needs and mutual efforts. Su' hop toe ve cong nghiep va cong nghe rat co tie'm nang va c6 the' ctu'c'c phcit trien da'a tren cd nhu cdu chung va nha'ng no chung.

TiNH HUONG CIAO DICH

Gioo dich 1

A: Shall we take up business now? Bay giei chung to se not ve chuyen ve cong viec nhe?

B: That's fine with me. I'm ready. Khong co van cte gi. Toi dii san sang.

A: We's like you to provide us with a technical license to improve our present products and develop new ones. Chang toi mudn Ong cung cap cho chung toi gidy phep cong nghe de cal tien nhieng san phei'm hien tai va phcit tri"e'n nhiing san phcim mo'i.

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B: I hope we can meet your requirements. We'll guarantee that machines and technology are of advanced world levels, and the technology provided is intergrated, precise and reliable.

Toi by vong chang toi c6 the' dap zing nhiing nhu

cau caa orig. Chang raj se dam bao rang nhii'ng may mac va cong nghe deu chat trinh de) tien tien

tren the gidi , va cong nghe du'oc cung cap ld tich

hop, chinh xac va clang tin c ay.

A: Very good. What right will the license grant us?

Reit tat. Gidy phep dcim bao cho chang tai

k guy& gi?

B: It will grant rights of both manufacture and sale of our

products. N6 se dam bao quyen san xudt vet ban cac sari phdm caa chang

A: Does the license grant the patent?

Gidy phep ca bao go'm ban quyen sang chelhang?

B: Yes.

Co.

A: How long will you allow us to use the patent?

Ong se cho phep chang tai sei dung ban quyen sang

the trong bao Mu?

B: Three year.

Ba nam.

A: Okey. Duvc.

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Gino dich 2

A: Well, since we've decided to buy the technical license from you, the license should guarantee that machines and technology are of advanced world levels. Vi chang- toi da quyet dinh mua bcin guy& ding rtg-he cua cac Ong, &in quyen nen dcim bcio rang may mot va ding ngh4 O' trinh coo tien tien so viii the-gidi.

B: Of course. Tat nhien rdi.

A: If you fail to deliver technical documentation and the equipment or its spare parts, we shall have the right t9 cancel the contract and ask you to return to us all the payment already made plus interest at a rate of 10% per year. If delivery is delayed a penalty percentage shall be fixed to the duration of delay. Do you agree? Neu nhu' Ong khong the chuyeh cac tai lieu k5,- thuat va thiet bi hoft cac linh kien ceta no, chang toi co quyen cheim dat hop &Fig va yeu cciu Ong trci lai chu chang toi toan be) cac khocin da thanh town Ong viii lai sudt 10% mot nam. Neu viec giao hang bi tri hod n thi phd n tram phat se du'yc co dinh theo thol gian bi tri hocin. Ong dOng y chin

B: Yes, I agree and we alsy should stipulate confidentiality. You should keep condidential all the technical information and know-how offered by us for 10 years. Duvc, toi gong y va chang to nen quy dinh ve stc bcio mat. Ong se phcii bi mat tat ca cac thong tin lej,

thuat va phu'cing phcip sdn xudt do chang toi cung cap trong 10 nam.

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A: Certainly. You should also guarantee the ownership of

the patent, know-how and technology. If any third

party disputes your rights to use the patent and know-

how, you should bear the full responsibility.

Tat nhien rai. Ong cling se phcii bdo dam quyen

caa bang sang che; phdang phcip san xuat va

cong nghe cilia ben 'Ong. Neu nhu' ben a' ba tranh

chdp ban quyen sie dung bang sang che va phu'dng

phcip sdn xuat, Ong se chiu hoan toan trcich nhiem.

B: All right.

DUdc

A: You shall provide us with adequate facilities and

necessary tools to our technicians of rendering

technical assistance. Ong se cung cap cho cluing toi cd sa ha tang day di

va dung cu can thi'et cho cac ki thuctt viers cilia

chang toi tien hanh ho trd ki thud&

B: All the costs for them shall be borne by you. Is that

OK? Tcit ca chi phi cho ho se do ben Ong chiu. Co du'dc

khOng?

A: Oh, yes, we agree.

O, duvc, chicng toi clang .3;.

B: How shall we settle disputes? Chang to se gicii quyet ccic tranh chdp neu co nhu'

the nao ?

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A: All disputes and differences of any kinds arising from the execution of this contract shall be settled amicably by both parties, or shall be submitted to The Vietnam International Arbitration Centre, Hanoi, for arbitration. Tat cci tranh chdp va su' khcic bit d bdt ca' clang new nay sinh trong qua trinh thu'c hiOn hop ddng se du'o'c gicii quyet mot each hiiu nghi hai ben, hoa c du'dc du'a ra Trung tam trong tai Qudc to Viet Nam, tai Ha Ndi, cho trong tai hact gidi.

B: We agree with you. Chang toi ddng y voz (Mg.

A: Any thing else you want to bring up for discussion? Ong can mudil dem vein cue gi ra thdo luelm khong?

B: No, nothing else. Khong, khong can gi.

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15. HOW TO NEGOTIATE BRAND

AND TRADEMARK ISSUE Dam phan nha thinao ve vin cue nhan

hipi hang hoa

MAU CAU VA THUAT Kru DUNG

Trademark issue

Van ca nhan hieu hang hoer

1. We'd like to apply for a registration of our trademark in your country. Chang toi mudn n6p thin gang ki nhiln hieu hang hoa dia chzing toi tai ccic 'Ong.

2. We'd like to register some of our trademarks. Chang toi muon clang ki mot sdnhein hieu hang hoa.

3. How long will it take to obtain the approval from National Trademark Bureau? Se mat bao lau cte' c6 du'vc chap thu6n czia Cuc quern ly Nhein hieu Quo-c gia?

4. How long will the registered trademark remain valid? Nhein hieu du'alc gang ki se c6 hieu lu'c trong bao u?

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5. Since the British Tobacco Company obtained the registration of a "555" brand 3 years ago, we can't have your "555" brand registered now. Vi Gong ty Thudc La Anh da (fang ki nhan "555" ba nam tru'dc day, Ong khong the' gang ki nhan "555" bay gid du'dc

6. Are we allowed to assign the trademark to another company?

Chang toi c6 du'dc phep chuye'n nhu'dng nhan hieu lai cho tong ty khcic khong?

7. What can we do if someone is found infringing on our trademark? Chang toi c6 the' lam gi ne -u phcit hien ai do xa'm pham nhan hieu cda chang toi?

8. The offender must stop the infringement at once and compensate for the loss. Ngu'di pham toi se phdi &sing viec vi pham lai ngay vet be.i thu'dng thiet hai.

9. You've come to realize the importance of trademark registration.

Ong at han del nhan ra tam quan trong dia viec

clang ki bdn quyen rfii.

10. We can do nothing about the offender if your

trademark is not registered.

Chang to khong the' lam gi doi vdi ngu'di vi pham neu nhu' nhan higu cda Ong chu'a diedc clang Id.

11. This matter of labels is entirely our problem. Vein cue ye nhan higu hoan toan la vein de coca cluing Vol.

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12. The Trademark Bureau insists that only two languages be used on the labels. Cuc quern ly nhan hieu khang khang rang chi c6 hai loai ngon du'o'c sei dung tren nhan hieu.

13. The German or Dutch description on the current

labels is to be deleted. Mieu td bang tiertg Dac hoac tierig Ha Lan doi vdi nhiing nhan hieu hien tai da bi loai 136.

14. Your request involved only a slight charge on the lable. We shall give it our immediate attention. Yeu cau dm 'Mg c6 lien quan den mot su' thay ddi nhO trong nhan hieu. Chang Mi se lap tut gidi quyet.

15. Our company will have the labels printed to comply with the FDA regulations. Nhan hieu cda cong ty chi ng toi se du'vc in theo dung cdc quy ctinh cila FDA.

16. It is quite impossible for you to use the label? Ong khong the' set dung nhan hieu nay sao?

17. You are' allowed to transfer the trademark to other

company only on the ground that the assign must

guarantee the quality of the product.

Ong du'o'c quyen chuye'n nhu'o'ng nhan hieu cho cong

ty khcic chi khi cong ty do phdi ddm bdo ve chdt

lu'o'ng cda sem phdm.

18. You need to make new application six months before

the expiry date. Ong phcii lam do'n clang ki mdi sciu thcing tru'ac ngay het han.

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19. We usually do the labeling ourselves as we are responsible for the brand labels of our products. Chang toi thu'eing tu' dcin nhan vi chz ng toi chiu trcich nhiem ye nhan hieu caa ccic sdn phOim caa chang toi.

20. Would you consider quoting us for the order with neutral (unlabeid) cans? Ong co then xem xet viec bcio gici cho chang toi vo'i to h6p chu'a du'yc dcin nhan khOng?

21. We must comply with the label requirements according to our law, or we can't clear the consignment of goods through the customs. Ong phdi tua n theo nhiing yeu cdu ve nhan hieu theo ludt phcip cact chi ng UM, ne-u khong chang toi khong the' n6p thue- hcii quan cho hang hoa.

22. The Sun label has now been accepted by most of oversea customers and importers.

Nita- n hieu Sun du'o'c chdp nhdn hei u het

ccic khcich hang nu'ac ngoai va ccic nha nkip khdu.

23. Is it possible to have a trademark transfered?

Co the' chuyen giao nhan hieu khong?

24. The transferee needs to make the application to the

Trademarkd Bureau, too.

du'dc chuye''n nhu'yng cling cdn phdi gang ki

vdi Cuc qucin 1.); nhan hieu.

25. What shall we do if an imitation of our brand found?

Chang toi se lam gi neic phcit hien c6 su' bat chu'dc nhan hieu caa chang toi?

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26. The counterfeiter ought to compensate for the loss thus suffered. Nhiing lee lam hang gici se phai b6i thang nha'ng thiet hai ma 6ng phai gcinh chiu.

136

TINH HUONG CIAO DICH

Gioo Bich 1

A: Good morning. May I help you? Chao bai sang. Toi c6 the' giap gi cho -Ong?

B: Good morning. We'd like to apply for a registration of

our trademarks in your country.

Chao bai sang. Chang toi man gang ki ccic nhan

hieu coca cluing toi a nu'ot caa ccic (mg.

A: Well, you know that trademark is an inseparable part

of the commodity and an intangible asset to an

enterprise. What brands are you applying for

registration?

Ong biet rang nhan hieu la mot phan khong torch

rai ea hang haa va la mot tai scin vo hinh caa

doanh nghiep. Ong man clang ki nha'ng nhan

hang nao?

B: Green Leaf brand for shirts and Tiger for bicycles. Nhan Green Leaf cho cio so' mi va nhan Tiger cho xe dap.

B11)1E1 -8 113

A: Let me see. Tiger brand was obtained by the Singapore Bicycle Company one year ago. Therefore you can't have your Tiger brand registered. D "e' t xem. Nhein Tiger dei du'dc gang ki bdi Gong ty xe dap Singapore mot nei m tru'dc roi. Vi the 'Ong khong the' dang ki nhan Tiger na'a.

B: What about our Green Leaf brand? The con nhan Green Leaf thi sao?

A: It's quite all right. Cai do thi du'dc.

B: Is it possible for us to assign the trademark to another company when necessary? Chang toi c6 the' chuyin nhuvng nhan hieu lai cho cong ty ;ak khi can thiet khong?

A: Yes, but the transferee needs to make the application to the Trademark Bureau, too.

Co, nhu'ng cong ty du'dc chuyin nhiedng cang can phdi clang ki vdi Cuc qucin 13; nhan hieu.

B: What else is required? Co can yeu cdu gi khong?

A: The transferee must also see to it that the quality of the product is maintained. Ngu'di du'dc chuye.'n nhu'dng nhan hieu phdi hieu Wing chat lu'dng hang hew phdi du'dc nguyen.

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16. NEGOTIATION OF JOINT-

VENTURE BUSINESS Dam phan ye kinh doanh gop von

MAU CAU VA THUAT NGU HUb DUNG

Economic corporation

Hop tac kinh to 1. How to assess patens and trademarks?

Lam the nao de' dinh gici bang sang the va nhein

hieu.

2. How will the value of contribution other than cash be

determined? e

Biing ccich nao có the' xcic dinh gici tri gong gOp

khong plied duoz hinh tha'c la tien?

3. Patens and trademarks shall be assessed by a group

of experts and confirmed by the Vietnames side.

Bang sang the va nhan hieu se dutjc dcinh gici bdi

mot nhom chuyen gia va chive khcing dinh beei phia Viet Nam.

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4. The machinery and equipment you provide shall be assessed by a Vietnamese assessment organization. May moc va thiet bi ma ong cung cap se du'qc Binh gia bai to chi& dcinh gici cact Viet Nam.

5. Our auditor and accounts will ascertain the amount of your investment, and therefore a third party is not necessary. Ccic kiem town va ke- town vien se xcic ctinh khodn ddu to caa "Mg, va vi the ben tha' ba la khong can thiet.

Technical association

Hop tete ki thuCit

1. Importing the advanced technology is capable of

contributing to advancement of scientific and

technical level.

Nhap khdu cong nghe tien tier' có the' clung gop cho sit tie-rt bo caa khoa hoc va trinh ctc3 ki thuat.

2. Technology imports do not mean abandoning Vietnam

own scientific research, but making use of the latest

technology to bridge the gap betweens Vietnam and

developed industrial countries. This policy does not

contradict to the principle of self-reliance.

Nhap khdu cong nghe khong có nghia la tit M nhiing nghien cd'u, khoa hoc caa Viet Nam, ma la tan dung nhiing cong nghe tien tien nlidt cte' rut

ngcin khodng ccich giica Viet Nam va cac nu'dc cong nghiep phcit trien. Chinh sach nay khong di ngu'cic lai vdi nguyen tec ve sit tit cha.

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3. Agreement provide for the following principles of cooperation, equality, mutual benefit, non-interference in the internal affairs, and respect for sovereignty. Hop dOng cung cap nhiing nguyen tcic hop tcic, cong bang, doi ben cling c6 lo'i, khong can thiep tong viec not be) cda nhau, va ton trong chic quyen.

4. In our technological trade with foreign companies and enterprises, we operate on the basis of equality and

mutual benefit. Trong viec kinh doanh cong nghe viii cdc ding ty va xi nghiep nu'dc ngoai, chicng toi hoat dOng tren ca so' ding bang va doi ben cling c6

5. Vietnam is likely to adopt more flexible policies to

quicken technology imports. Viet Nam c6 khd nang ti'ng- dung nhieu chinh scich linh

hoat han des' ddy nhanh viec nha:p khdu cong nghe.

6. The importation of technology and equipment must be done according to careful plans and investigation to

avoid waste. Viec nhe:tp khdu cong nghe va thiet bi phdi du'o'c tie'n hanh &fa tren nhiing ke hoach va dieu tra than

tong de tranh Zang phi.

7. The conclusion of technology import contracts must

conform to the relevant provisions of the Contract

Law and other laws of Socialist Republic of Vietnam.

Viec ki ket hap ct6ng nheip khdu cong nghe phdi tuan theo dung quy ctinh c6 lien quan elk Luat hap dOng va nhiing luat khcic cda nu'dc COng hba Xei hOi

Chd nghia Viet Nam.

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8. We wish to establish long and steady technical cooperative relations. Chang toi mong c6 the' thiet lap nhiing moi quan he hop tcic ki thuat letu dai va on clink.

9. The recipient shall undertake the obligation to keep confidential, in accordance with the scope and duration agreed upon by both parties, the technical secrets contained in the technology provided by the supplier, which have not been made public. Ngu'di mua se phcii chiu trcich nhiem girt' bi theo nhu' pham vi va thdi han dei ctu'o'c thong nhea bc'fi hai ben, nhiing bi mat k.;/- thuat trong cong nghe tit' phia nha cung cap ma chu'a du'o'c cong khai.

10. The know-how transferred to us will be kept confidential and not let out or passed on to a third party. Phu'o'ng thlic sdn xudt du'vc chuye'n giao cho chang toi se du'o'c bi mat va se khong du'o'c chuyen cho ben tha ba.

11. Basing on experiences to be summed up, we are going to take effective measures and promote further growth of technological trade. DUa veto kink nghiep tick lay du'o'c, chang toi se thifc, hien ccic bien phcip dank gici hieu quci va thac day ste phat trien ho'n nit'a cact viec kink doanh cong nghe.

12. In accordance with the agreement, you should provide the technical know-how in connection with the production of the machine and train our workers how to use it. Theo clang hop cong, Ong nen cung cap cho chang toi ccic phu'ang phcip scin xudt lien quan den viec scin xueit may mac va deto tao cling nhcin caa chang toi ccich sic' dung no.

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13. Since the plant installation consists of both imported and Vietnamese made machines and equipment, the experts of both parties should hold technical consultations frequently. Vi viec lap rap may mot 9bao gdm nhi-ing may mac va thiet nhap khel u va ceta Viet Nam, cac chuyen gia ceta cac ben nen to cha'c trao &di 3; kien mot each thuO'ng xuyen.

14. Import and export corporations are engaged in import and export business of commodities, technology and complete equipment. Ccic tap doetn xueit nhap khei9u thu'dng kinh doanh

• xuet't nhap kheiii hang tieu dung, ding nghe va nhictizg thiet bi hoan thien.

15. Economic and Technical Corporations undertake the tasks of granting economic and technical assistance and cooperation to developing countries and contracting for engineering projects and labor services abroad. Ccic tap loan kinh to va ki thuat ddm nhan nhiem va ho try' va hop tac kinh to vet kj) thuat vdi cac nu'dc plait tri'en va k.); cac dzi an khoa hoc va dich vu viec lam nu'dc ngoeti.

16. With a view to expand international economic coopertation and technical exchange, Vietnam permits foreign companies or individuals to join with Vietnamese companies in establishing joint ventures in Vietnam in accordance with the principle of equality and mutual benefit. Nham phcit trie'n hop tac kinh to quo-c to va trao ctoi ky thuat, Viet Nam cho phep cac cong ty hoac cac nha n nu'dc ngoai gap von vai cac cong ty VietNam

cep thetnh lap cac lien doanh Viet Nam theo nguyen tac cong bang va hai ben cling c6 191.

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17. A joint venture can operate only after having obtained approval of the Vietname'se government. Mot cong ty lien doanh chi chive hoat dOng sau khi nhe:i n check su' gong .); ceta chinh phet Viet Nam.

18. In order to absorb foreign capitals, introduce advanced technology and equipment into our country, we shall adopt the regular forms of international economic cooperatidn. Nhiim muc Bich thu hat an nu'ac ngoai, ctu'a cong nghe va thiet bi tien tien veto ddt nu'dc ceta chang chang toi se chdp nhcin hinh thti'c phe; bier' ceta hop hie kinh to qudc te:

19. Joint ventures are a good way to get investment, advanced technology and equipment and management experience from abroad.

Lien doanh la ccich tot de' nhe.in du'o'c cid u tzl, cong nghe, thiet bi tien tien vet nhting kinh nghiem qudn ly ceta nu'o'c ngoai.

20. The main features of joint venture are joint investment,

joint management, and joint shares in profits and losses.

NhCeng deic diem chinh dm lien doanh la cling gop von, cang qudn ly vet cang chia se lo'i nhutin va thua

Manufacturing cooperation

Hop tcic sdn xuift

1. What interests you in particular? Ong 41 c biet hzi'ng tha vo'i di& gi?

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2. Could you fill us in about the manufacturing

cooperation of the firm?

Ccic Ong c6 the' not cho chi ng tOi biet ve viec hyp tcic sdn xudt cica cong ty khong?

3. I wonder which deparment coordinates the

manufacturing cooperation.

Toi khong biet pang new chin trcich nhiem dieu

ph6i viec hop tcic scin xudt.

4. I'll try my best to answer your question.

TOi se ageing het sic cletrci lo'i thcic mac caa Ong.

5. We are willing to build a mutually advantage

manufacturing relationship with your firm.

Chang tOi rat seTn long xay dung mot mai quan he hop tcic scan xuelt doi ben cling c6 voi ding ty 6ng.

6. We have had many opportunities to see that your firm

is a reliable partner.

Chang toi c6 rat nhieu cd h6i thdy dace cong ty

'Mg la mot doi tcic doing tin c4y.

7. The agreements provide for the following principles of

cooperation: equality, mutual benefit, non-interference

in internal affairs and respect for sovereignty.

Hop do'ng du'a ra nhu'ng nguyen tcic hop tcic sau: cong bang, loll ich chung, khong can thiep cong viec

not b6 va ton trong chd quyen.

8. The engineer has the right to reject materials.

c6 quyen khong chdp thuan ccic vat lieu.

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9. All progress reports shall be signed by the engineer.

Tdt cd ccic bdo ccio tien de) phdi du'dc k); bdi kj)

10. He is responsible for the resolution of all matters

which may arise in the manufacturing.

Anh to chiu trcich nhiem gidi quyet tat cd nhfing

van de ndy sinh trong sdn xudt.

11. Commissioning tests shall be performed in the

presence of the engineer or his wpresentative.

Tat cd ccic cuac nghiem thu phdi du'dc ti'en hanh vdi

su' có mat cda ky su' hod c dgi ;lien ceza

12. Since some kinds of operational materials are in short

supply in this country, we ask you to indicate the

minimum quantities of the material required for testing.

Vi mat so loci nguyen lieu sdn xuat gang bi thieU (3?

nu'dc nay, chang toi mudn 'Ong see dung so luting toi

thieu nguyen lieu de' ki‘m tra.

13. You should make maximum use of local equipnient

and materials available on the local market.

Ong nen sei dung toi da thiet bi ceia dia phu'dfig va

nguyen vat lieu sein có tren thi tru'drtg dia phuling.

14. This type of cooperation suits us perfectly, but before

we give our final reply, I'd like to clear up some points.

Loai hop tcic nay hoetn town phut hop vdi chitng toi,

nhu'ng tru'dc khi chung toi có su trci ldi cuoi cling

cho 'Ong, cluing Vol mudn lam ro mat so

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etio TINH HUONG GIAO DICH

Gino dich 1

A: Let's clarify the purpose of this meeting. The main topic of today's agenda is the responsibilities of each side of the joint venture. Xin hay lam ro muc dich ceta cuek hop nay. Chet cte chinh cera cuk hop ngety horn nay let lam ro trach nhiem cera moi ben trong lien doanh.

B: Yes. I think that the responsibilities of our Vietnamese side should include applying for approval, registration and a business license from the relevant authorities. Du' c. Toi nghi rang nha'ng trach nhiem ceta phia Viet Nam nen bao gom viec xin phip, ctang ki va gidy phep kinh doanh nhiing cd quan có therm quy6-1.

A: That's right. Besides, you should also provide factory buildings and labor force. Deng very. Ben canh do, Ong cling nen cung cap nhet may va nhas n cOng.

B: It's obvious that we're responsible for employing Chinese management personel, technical personel and workers. You're responsible for supplying the knowledge and technical information, and for training the personel.

Hien nhien la chang toi se chiu trach nhiem thue nhel n s' qudn ly, nhcin su' kj, thuat va cong nhcin Viet Nan. Ong chiu trach nhiem cung cap kiert thong tin k5 thuat, va ciao tao nhan su.

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A: We need your assistance in matters concerning transportation and Customs declaration of imports of equipment supplied by our side as part of our investment. Chang toi can su' hd try trong nhitng van d'j lien quan d'e'n giao thong van tai va to' khai hdi quan nhdp khdu thiet bi nhu mot phdn ceta su' dciu to dui chang VOL

B: Of course. We'll surely do that. As to the equipment you supply, we'll need necessary technology of the equipment installation, calibration and trial production, and information on manufacturing and testing. Tat nhien, chzing toi se lam nhu' vety. Doi vdi nhitng thiet bi ma ccic Ong cung cap, chang Vol can nhitng cong nghe can thiet trong viec lap dat, Binh cd va scin xudt thee, nhiing thong tin ve scin xueit va thet nghiem.

A: We'll send fitters to help fix the equipment and give technical guidance. Chang toi se geti thy lap rap di gicip ccic Ong seta chita thiet bi va ctu'a ra hu'eing ddn ki thudt.

B: I'd like to ask you a question. What should we do if any disputes arise? Toi man h6i Ong mot ca u h6i. Chang ta nen lam nhu' the new ne-u c6 phcit sinh tranh chdp.

A: I think it is our common responsibility to settle the disputes through friendly consultation between the two sides. Toi nghi rang trcich nhiem thong thu'a'ng c eta cluing ta let gidi quyet tranh chap thong qua su' trao than thien gia'a hai ben.

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B: In case we cannot achieve a satisfying settlement, we could submit the disputes to the Vietnam International Arbitration Centre. Trong tru'eing hop chung ta khong the' dat du'oic gicii quyet hdp l.);, cluing ta c6 the' du'a tranh chdp ra Trung tam trong tai qudc te- Viet Nam.

A: We could also approach one or two lawyers as consultants, for our joint venture. Cluing ta cling se c6 the' szi dung mot hoar hai ludt su' lam ngaii tu' vein, cho su lien doanh circa cluing ta.

B: Yes, yes. I agree with you. This will be of benefit to all of us. Du'o'c c$tddc. Toi ddng y v61 Ong. Dieu nay se c6 cho cd hai chi ng ta.

Gicio dich 2

A: Let's get started, OK? Chung ta hay &it nhe?

B: Yes, the total amount of investment would be $18 million. This figure is large enough to provide the construction funds and circulation capital, for a project producing carpets. Duvc, tong so- ti -en dciu tu' se la 18 trieu do. Con so nay del Mn de' cung cap ngudn von xtly dung va xoay yang von cho du an sdn xudt therm.

A: How much would Vietnam be prepared to invest in this venture? Phia Viet Nam nen chua.'n bi de' c du tu' vao lien doanh nay bao nhieu?

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B: We'll lay out about 51% of the total investment. This includes, of course, cash, factory buildings, the right to use the site, etc. Chung ten se gop khodng 51% tong von ddu tu'. N6 bao gdm, tat nhien, tien mat, nha may, va quyen std dung ddt,...

A: Is there any regulation on the proportion on investment by foreign investors? Co quy dinh nao ye phdn ddu tu' cda nha ddu tu' nu* ngoai khong?

B: The regulation is rather flexible. But the investment by a foreign enterprise should not be less than 25%. Quy dinh khci la thong thocing. Nhzing ddu tu' cda doanh nghiep nudc ngoai khong du'dc it ho'n 25%.

A: I see. How long will a joint venture last? Toi hieu,roi. Su' lien doanh nay se keo dai bao Ulu?

B: How long do you want? Ong muort trong bay kilt?

A: I would suggest 10 years to start with. As long as we can run the plant well, the period can be prolonged later. Theo toi thi md ddu se la 10 nam. Mien la cluing to c6 the' dieu hanh tot nha may, thdi kj, c6 the' du'dc gia han sau.

B: An important matter I should mention is that the technology you provide should be the newest, and during the duration of the joint venture, you should continue offering us your improved technology. M6t van quan trong niia ma toi muon not den let nhiing cong nghe ma ong cung cop phdi mdi nhdt, va trong suot khodng thdi gian lien doanh 'Mg nen tiep tuc cung cap cho chi ng toi nhring ding nghe du'dc ccii tien.

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A: You ask too much, Miss Hang. You certainly realize that technology has a price tag. We spend hundreds of thousands of dollars on scientific research every year. If you ask us to continually offer you improved technology, then you need to pay more for that. Ba dai hOi quci nhieu rai, ba Hang. Ba chac cang nhan ra rang cong nghe co, the gici. Chang toi chi hang tram ngan do la vao viec nghien ca khoa hoc hang na m. Neu ba doi hOi chang toi lien tic du'a ra nhieng cong ngh0 du'o'c ccii tie-n, thi ba phcii trci them cho viec do.

B: You must be very clear that technology should be always improved; otherwise, our products cannot compete with others. Ong phcii hieu ro rang rang ding nghe pita i luon du'o'c cdi tie'n, neu khong, nha'ng sdn plitim caa chang to khong the' canh tranh vdi doi tha duVc.

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17. NEGOTIATION OF SOLE AGENCY ISSUE

Dam phan ye dal lf dOc quyen nhu' thenao

MAU CAU VA THUAT NGU HD11 DUNG

Sole agency request

reu cCiu lam dal ly chic quyen

1. We don't think it proper to consider the matter of sole

agency at present. Chang Vol khong nghi rang vi'ec xem xet vein de dai

ly dac guy& tai thai diem nay la thich Op.

2. I'd like to sign a sole agency agreement with you on

your curtain for a period of three years.

Toi mudn ky hop cldng dai ly d6c quyen Ong cho

mat hang man czia trong thai han ba nei m.

3. In regard to your request for an agency arrangement,

I'm afraid it's still too early for us to come into the

matter. DOI vai yeu eau caa Ong ve th6a thuem dai chang toi e rang con qua sam chang to not tai

van de nay:

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4. We'd like to sign a sole agency agreement with you

on your garments for two years.

Chang tai muort ky hdp dung dai ly dOc quyen yen,

Ong mat hang may mac trong yang hai net' m.

5. Do you represent any other suppliers in this line? Ong có dai dien cho nhet cung cap new khcic na'a

trong cling nganh nay khOng?

6. What is your usual practice in giving commission? Thong le caa ccic Ong ddi vdi viec trci hoa h6ng nhu'

the neto?

7. We are pleased to offer you a sole agency for the

sale of our products in your country. Chang tai rat vui long trao quyen lam dai ly dOc quyen cho cac scin pheim caa chang tai nu'dc ccic

Ong.

8. With the sole agency in your hands, you could easily

control the market. Vdi quyen dai ly dOc quyen trong tay, Ong se de

dang kie'm soat thi tru'dng.

9. I'm afraid we can't appoint you as our sole agent for

your turnover is too low. TOi e rang khong the chi Binh Ong lam dai ly dOc quyen caa chang tOi, vi doanh so caa Ong qua the p.

10. I would like to receive from you a detailed report on current market conditions every month. Chang tOi, mudn nhein chide tit Ong mot bozo cci,o chi

tiet ye tinh hinh thi tru'dng hien tai hang thcing.

11. We are well aquainted with local condition and have

excellent business connection. Chang tai rat quen thuOc vdi dieu kien Ilia phuo'ng vet có nhling moi quan he kinh doanh rat tot.

-9 129

12. We are a well-known, old-established and highly reputable firm with some twenty years' experience of book trade in Vietnam. Chang toi la mot tong ty nai tie-ng, lau c di va c6 uy tin cao vdi kinh nghiem hai mu'ol neim trong nganh buon ban scich Viet Nam.

13. Having been highly reputed as an electric goods dealer in Hanoi, we wish you to avail yourselves of our services as selling agent.

Chang toi c6 uy tin rat cao vii tu' ccich let nhet buon hang h6a dien c;' Ha Noi , chung toi mong rang Ong se trO? thanh dai ly ctia chung toi.

14. We employ a fine staff of salesmen and also have adequate storage facilities. If you give us the agency, we believe we can do a substantial job for you. Chung toi thue mot rioi ngu nha n vien ban hang gi6i, va c6 ccic dung cu lu'u tried thich hcip. Neu Ong cho chung toi lam dai ly , chung toi tin rang cluing toi c6 the' dem lai nguein doanh thu dcing cho Ong.

15. Since we have dealt in cameras for 20 years, we believe that we can offer expertise in obtaining orders and handling sales in this line. Vi chung toi buon ban may cinh trong 20 nam, chung toi tin rang chung toi thanh thao trong viec nhan don dat hang va ban hang trong nganh hang nay.

16. We can play an important part as a buying agent in your overseas trade. Chung toi c6 the' (long vai tra quan trong nhu mot ngu'eti tai dien mua hang trong viec buon ban vii nu'dc ngoezi caa Ong.

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17. We're in a position to take good care of your import business as a buying agent. Chang toi c6 the' chiu trach nhiem quern ly tot cong viec nhap kheiu cUa Ong vOri vai trb la ngu'efi dai dien pua hang.

18. We do have very wide business connections, and our reputation is second to none. Chang toi c6 nhiing mdi lien he lam an rOng khap, va uy tin cUct chung tOi khong thua kern ai cd.

19. We have a number of well-established connections for sale all over the world, and we have branch offices in all main cities of our nation. Chang toi c6 nharng mdi lien he rat lau trong viec ban hang kheip the' gidi, va chang toi c6 chi nhcinh kilt het ccic thanh phd chinh qudc gia cda chang VOL

20. We have an established reputation in South Korea as a main supplier of equipment for hospitals. Chang toi c6 uy tin der du'o'c thiet lap c? Han Quo-c v ii tu' cach la nha cung cap chinh thiet bi cho ccic benh vien.

21. Over a period of five years we have established a well-developed sales organization in Vinh. Trong khoeing thal gian nam nam, chang tOi der thiet lap mot to chic ban hang phcit trier' manh

Vinh. 22. We can assure you that our organization will offer you

first class representation to guarantee the success of your products in this country. Chang toi dam bdo rang to cha'c czia chanztoi se la su' dai dien hang nhat de ddm bdo sad thanh cong cda nhiing scin phlm cda Ong d &it nu'orc nay.

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Benefit and requirement of sole agent

Quyen ldi va diesu kien cica dal

1. Unless you increase the turnover, we can hardly

appoint you as our sole agent.

Tree phi 'Mg tang doanh thu len khong thi chung UM

kho lOng chdp nh6n 'Ong lam dui ly d6c guy& coca chang toi

2. Don't you think the annual turnover for a sole agent is

rather conservative?

Ong c6 nghi rang doanh thu hang nam doi vdi mot

d6c guy& la kha khi'em ton khong?

3. What annual quantity would you like to suggest?

V(ty so lu'o'ng hang nam theo ong se let bao nhieu?

4. As our sole agent, you are not expected to sell any

other competitive line of goods in this market.

Vdi tu' each let mot d6c quyk 'Mg kh6ng du'o'c

ban bast ki nganh hang canh tranh new khcic tren thi tru'eing nay.

5. It would be your job to open a market for us here.

Nhiem vu ceza 'Mg r6ng thi truVng cho cluing toi ef day.

6. Could you let me know your plan for promotion our

goods and the possible annual turnover?

Ong c6 cho chang toi biet ke hoach qudng bci hang hoa czia chang toi vet doanh thu hang nam co the' dat duvc khong?

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7. We'd like to clear up the range of the sole agent's

activities. Chang toi muo'n lam ro pham vi hoot d6ng cUct dcii

l); dOc quyen.

8. What are the obligations/ duties of the agents? Trcich nhiem I nghia vu ceta dal l3; la gi?

9. The agents undertake the obtain orders for the

principals, supervise the execution of them and guarantee payments from the customers.

tai ly dcim trcich do'n Wit hang nkin du'o'c cho ngu'O'i ety thcic, gicim sat viec thu'c hien va dcim brio thanh tocin tit' khcich hang.

10. Will the agents present information about the market

condition? tai lY se cung cap thong tin ve tinh hinh thi trilling chi??

11. Could you give me some idea of your monthly

quantity guarantee? Ong có the' cho toi biet qua ve so lu'ong dcim bcio hang thcing khOng?

12. According to your estimate, what is the maximum

annual turnover you could fulfill?

Theo nhu' u'dc tinh cua Ong, doanh thu ldn nhdt hang nam ma 'Ong c6 the' dat du'oc la bao nhieu?

13. To be a selling agent, what do you think is the minimum annual sales you can guarantee?

De' tr6' thanh c ai lY ban hang, Ong nghi so lu'o'ng toi thie'u minh c6 the' dcim bcio la bao nhieu?

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14. As our sole agent, you should not handle the same or similar products from our competitors. Let dai ly dOc quyen cda chang toi, Ong khong nen ban nhiing scin phdm giong hay tu'dng to tie doi this canh tranh dza chzing toi.

15. Would you let me know under what conditions we can represent you?

Ong c6 the cho toi bidt du'di di& kien new thi Vol c6 the' dai dien cho 'Ong khong?

16. If you can guarantee us a purchase amount of at least $90 000 each year, we'll completely agree with you in as our agent.

Neu Ong c6 the' dcim bdo ydi chzing toi mot lu'dng mua it nheit la 90.000 dO mdi nam, chang toi se hoan town ddng y de' Ong trei thanh dai ly ceta cluing VOL

17. In connection with the question of sole agency, we should like to know your plan for promoting the sales of our products.

Nhan not tdi cau hOi ve dai ly dOc quyen, chung toi man hOi Ong ye ke hoach thac ddy ban hang cho scin phdm dia cluing VOL

18. We suggest a commission rate of 5% of the total value of annual sales.

Chung toi de nghi phi hoa hong se la 5% clict tong gici tri doanh so hang nam.

19. We can agree to the 3% commission in the first year the agency is operating.

Chang toi c6 the' ddng y ma'c hoa hdng la 3% trong nam dau tien ma dai ly hoat dOng.

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20. We shall pay you a commission of 10% on the net values of all shipments, whether orders placed

through you or not. Chang toi se trod hoa hdng 10% gici tri tinh caa toan be) hang gici, cho dic let chin chat hang có qua

Ong hay khong.

21. You will receive a commission of 3% and a 4% share

of the profits at the end of each fiscal year.

Ong se nhem dace mac hoa hdng la 3% va 4% circa

phan chia lo'i nhadn cudi mdi nam tai chinh.

22. We should like to know your plan to push the sale of

our products. Chang toi mudn biet ke hoach caa Ong de thac ddy doanh thu tic viec ban cac san phcfm caa chung toi.

23. We expect an annual turnover of approximately

$100000. Chang toi by vong doanh thu hang nam se xdp xi

100.000 do.

24. We generally represent our principals' agents, with an

initial contract to run for one year, renewable by

mutual agreement. Chang toi thu'iing dui di'en cho nha'ng dui ly ay thcic,

val hip ddng ban dau trong mot nam, có the' gia

han bang thoci thuem chung.

25. We expect our principals to offer advertising support

and spare-parts service. Chang Vol trong do'i nhang ngu'ol icy thcic se du'a ra

su tro' quang cao va dich vu cho cto thay the.

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26. If you are willing to accept this rate, we would sign a

one-year contract to be effective from July 1, 2008.

Area 6ng sein sang chap nhOn ti le nay, chung to se

14 hop dOng mot na. m c6 hien lu'c tit me;ng 1 thcing 7

neim 2008.

27. The agent we are looking for will have resources to

cover the whole area of Central Vietnam in selling our

products.

Dai 13; ma chting toi gang tim kiern se c6 ctrl ngu'Jn

ltic de' c6 the' cung cap cac scin pheim cho toan bO

khu Infc dta mien Trung Viet Nam.

28. As our sole agent you will not have competition from

our products in area specified in the contract.

Let mot dai ly dOc quyen 'Ong se khong c6 canh

tranh tit nha'ng scan pham cUct chang toi tai ccic

yang du'o'c quy ctinh trong hyp clOng.

29. We can offer a 10% commissiqn on net prices, plus

advertising support.

Chang toi c6 the du'a ra 10% hoa hOng tren gici tinh,

cong vdi sit ho try t4 qucing ccio.

30. As sole agent, the territory you offer would be too

restrictive for sales, and this would have to be

extended to the whole province.

La dai ly dOc quye'n, yang liinh tho' ma Ong du'a ra

qua khcit khe ctoi vo'i viec ban hang va vi vay no nen

du'yc and rOng ra toan bc, tinh.

136

TINH HUONG GIAO DICH

Giao Bich 1

A: We'd like to know your plan to push our products

since you'd like to act as our agent. You understand

that an agent will give us a great help to break into a

new market.

Cluing Vol mudn Net ye lee hooch cUa Ong trong viec

thac ddy ccic sd n phdm cica chang toi vi Ong mudn

tr.() thanh dai ly cUa chang Vol. Ong nen hie'u rang dai ly se giz p ich cho chang toi trong viec xam nheip

veto thi tru'o'ng

B: Well, we'll do a lot of advertising in newspapers and

on TV programs. Also we'll send our salesmen

around to promote the sale of your goods. We

propose the guarantee annual amount be 300 000

dollars for a start.

Ming vety, chang toi se thu'c hi'en rat nhieu qucing

ciao tren bdo vet ccic chumg trinh tren ti vi. DO'ng

tha?i cluing toi se gill nhel n vien ban hang di kheip

not de that ddy viec ban scin phdm cua cdc Ong.

Chang toi du'a ra su' dcim bac, mot luring hang mji

neim tri gici 300.000 do cho stf kheii deiu.

A: What is the territory to be covered?

Hang /loci se du'o'c phis khcip khu out new vety?

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B: You know the territory to be covered is all of Europe.

Ong biet ddy, la toan bb khu vu'c chau Au.

A: And the rate of commission you want to charge?

Va ccic ong mudn tinh hoa hbng vo'i ti le bao nhieu?

B: Our commission is quite reasonable. We usually get a

8% commission of the amount on every deal.

Hoa hbng cica cluing Vol khci la hop l.);. Chang toi

thu'b'ng la'y 8% hoa hbng cho mbi giao dich.

A: You know, however, that all our agents in this line are

getting a 6% commission.

Ong biet do, tuy nhien, tat ca ccic dai ly caa chi ng

toi trong nganh hang nay chi lay 6% hoa hbng.

B: Our customers are not familiar with your goods, so

we'll have to spend a lot of money in marketing your

products. Since there is sale resistance to overcome at

the beginning, you should allow us a 8% commission.

Khcich hang caa chang toi khong quen thuOc vdi

sdn phdm caca ong, nen cluing toi can phcii chi rat

nhieu tien cho viec tiep thi sem pheim. Vi có nhieng

can tr(3' trong ban hang phdi vu'at qua lac ban dciu,

ong nen cho phep chicng toi 8% hoa hbng.

A: Our price is worked out according to the cost. A 8%

commission means an increase in our price. Well, to

help you push sales, we could make this an exception

and give you a 7 % commission for a trial period of

one year.

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Gici cUct chung toi du'o'c tinh du'a tren chi phi. a mac 8% hoa hdng nghia la c6 su' tang len trong gici ban. DucthOi, giap Ong that ddy ban hang, chang toi se coi day let ngoai le va cho Ong mot mae hoa h6ng let 7% trong theii gian this nghigm la mot nam.

B: For every 1 000 sets sold in excess of the quota, we'll like to get 2% more in commission. Is that all right? Cho mJi 1.000 bO vu'o't chi tieu, chang toi mudn du'oc nhcin them 2% hoa h6ng. Co du'o'c khOng?

A: OK. For every 1 000 sets sold in excess of the quote you will get 2% more in commission for your efforts. We will send you our catalogues and other promotional materials free of charge. The advertising expense shall be shared between us on fifty-fifty basis. Du'oc thoi. Ca m6i 1.000 136 vu'o't chi tieu 'Ong se duve them 2% hoa h6ng de' dcip lai nhi-eng no lu'c cda Ong. Chang toi se cho Ong ccic bdn catalo vet nhiing tai ligu qudng cdo khcic mien phi. Chi phi qudng

ccio se du'oc chia cho hai ben theo ti le nam mu'ai-nam mu'o'i.

B: Quite reasonable. We look forward to happy and successful coorperation between us. Khci la hop ly. Chang toi mong doi sit hop tcic vui ye vet themh ding gilia chang ta.

Giao dich 2

A: Hi, Mr Duc. Nice to see you again. Xin chew, Ong Dd'c. Rat vui du'oc gap lai Ong.

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B: Hi, Miss White. Nice to see you, too. It's always more convenient to discuss business face-to-face. Xin chao, ba White. TOi ding rat vui du'vc gap ba. Viec ban bac kinh doanh tru'c tie' bao gib' cang thuan tien ho'n.

A: Yes it is. Today I would like to discuss the possibility of an agency for your silk cloth. Dung v(iy. Horn nay toi mudn thcio luan 1.W khd na ng tr() thanh ctai ly cho vdi lua cda Ong.

B: I appreciate your good intentions. Toi dcinh gici cao y dinh tot cda ba.

A: Thank you. Our clients are quite satisfied with your products. They find both the quality and the colors are to their customers' taste. So I am willing to be a sole agent for your products. Cam (in Ong. Khcich hang dia chang toi khci la hai long vo'i nhzdng sdn phdm cda Ong. Ho thery rang ca chat lu'o'ng va meat sac dju hyp val thi hie-u khcich hang dict ho.

B: I really appreciate your great efforts in promoting the sale of our goods. As you know, our silk products are quite famous in the world market and they are very popular wherever they go. Our annual turnover amounts to as much as $120 000. Toi that su danh gia cao nhring no li/c low dal ba trong viec thzic da:y ban hang cda chang toi. Nhu' ba bi'et stay, scin phdm lua cda chang toi kha not tieng tren thi tru'eing the giol va chang pia NA d bat ca' no'i dau ma chang den. Doanh thu hang nam cda chang toi len toi 120.000 do.

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A: Yes, I know that. I believe if you appoint us as your sole agent in this country, the turnover will certainly be doubled what it is now. yang, toi biet cha. Toi tin rang ne-u ong chon chang toi lam dai ly deic gayer' ei day, doanh so chac than se tang gdp &di so vol hien tai.

B: Do you have any special promoting methods? I am

really interested in your idea. Ba có phu'cing phcip tilde ddy ddc biet tido khOng? Toi thu'c ste rat thich y kie-n caa bd.

A: I'll submit a detailed proposal to you and we may discuss this subject the day after tomorrow. Toi se nOp mot ban keloach de xudt chi tiet cho ong vet chang to se tha o luan van de' nay vdo ngdy kia.

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18. NEGOTIATION OF

ASSEMBLING BUSINESS Dam phan nhit the -nao trong giao dich

lip rap gia cong

MAU CAU VA THUAT NGU' HIM DUNG

Processing and assembling business

Giao dich hip rap thi cong

1. We are glad to know that you intend to do business with us on the basis of processing. Chang toi rat vui khi du'o'c biet 'Mg coy Binh giao dich cluing toi khdu gia cong.

2. It takes two months to process the goods. gia ding sdn phdm phdi mat 2 thcing.

3. We'd like to know your rate of processing charges. Chang toi mudn biet Int& gici gia cong cUct ben 'Ong.

4. Tax exemption or reduction for processing in Vietnam will allow you at least 5% more profit. Mijn thug hay gidm gia khdu gia cong d Viet Nam se mang lai lo'i nhuan toi lei 5% cho (Mg.

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5. Tax allowance for damage to materials in the processing course is 3%. Thue chiet khel-u cho thiet hai ddi viii nguyen lieu trong qua trinh gia ding la 3%.

6. Payment for the processing fees and shipping expense is to be made by slight L/C. Tien trci cho phi gia cong va chi phi tau thuyen do L 1 C dam nhan.

7. Processing supplied materials and assembling supplied parts play quite an important role in expanding our company's foreign trade. Nguyen lieu duve cung cap gia cong vet ccic b6 ph6n du'ac cung cap de' lap rap gong vai tra khci quan trong trong viec ma ring link vu'c ngoai thu'ang cho cong ty chang toi.

8. We process with supplied materials, or according to supplied samples, or under designed brand names. Chang toi gia cong vai nhieng nguyen lieu du'ac cung cap, hoac theo meiu chide cung cap, hoac theo nhling nhein hieu dei chive thiel ke.

9. All the materials are provided by you, while our company is only responsible for processing, for which we would charge a processing fee. Ben Ong se cung dip tat ca nguyen lieu can cong ty chicng toi chi chiu trcich nhiem gia cong va chang toi se tinh phi gia cong.

10. We agree to pay for the equipment and technology by installments with the processing fees payable to us. Chang Mi. cong trci gap thiet bi va cong nghe viz phi gia cong triz' cho chzing Mi.

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11. We're thinking of having products processed in

Vietnam. Chang toi gang suy nghi ve viec gia ding scin phdm d Viet Nam.

12. What type of products do you intend to process? Loai sail phdm new ma 'Ong Binh gia cong?

13. You can take advantage of the cheap labour and

production costs. Ong c6 the' tan dung chi phi scin xudt vet nhan cong re.

14. We're also doing business of processing with

materials supplied. Chang toi cang gia cong vdi nguyen lieu duck cung cap.

15. I think the processing fees shall be fixed on the basis of the world labour price.

Toi nghi rang phi gia cong se ctu'dc dinh tren cd se,

gia ca lao dgng thegidi.

16. Assembling in your country can reduce costs sharply.

Lap rap a nu'dc Ong c6 the' gidm rat nhieu chi phi.

17. Let's talk something about assembling.

Chang to hay ban doi ctieu ve viec lap rap.

18. The damage rate for parts and components in

assembling is 2%.

Mk thiet hai cho cac phdn va b6 phgn trong lap

rap la 2%. 19. If you are interested in the assembling business,

please let us know your specific requirements. Neu Ong quan tam den link vide lap rap thi hay cho chang toi biet yeu cdu chi tiet caa Ong.

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20. We hope you to provide us with the necessary technique used in assembling the parts. Chung toi hi vong ong se cung cap cho chang toi

nhi-ing ki thuat can thiet du'o'c sa' dung trong lap rap

ccic b() phan.

21. A reasonable tolerance in the the specifications should be allowed for the finished products.

Dung sai hop li trong chi tiet k51 thuat nen du'o'c cho

phep coi val nhfing sdn phcim hoan thien.

22. You've no doubt noticed the lower cost of labour in

Vietnam, which will greatly reduce the price of the

finished products. Ong cc') the' nhan thdy mot ddu chac chan rang chi phi lao dOng theip 0 Viet Nam se lam gidm manh

gici thanh scin phci'm hoan thien.

23. Before going further, please indicate the rate of processing or assembling charges, and also the

method of payment. Tru'ac khi ban xa how, xin hay du'a ra mii'c phi gia

cong hay kip rap va cach Hu& thanh tocin.

24. The processing and assembling business is a

component part of our company's foreign trade.

Linh vu'c kip rap va gia ding la b0 phan cdu thanh

cac giao dich ngoai thuting ceta cong ty chang

25. Because of the cheap land and labour, assembling in

Southeast Asia will greatly reduce the costs. Do lao cong va mat bang re, lap rap 0 Dong Nam ji

có the' gicim rat nhieu chi phi.

11'11)1Y1' 1-10

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26. The supplied assembly tools shall be re-inspected at this end to ensure that the corresponse to the standards. Nhring cong ca lap rap duVc cung cap se chick kiem tra lai veto cudi cong doan de dcim bdo dcip zing theo tieu chudn.

136 TINH HUONG CIAO DICH

s. Gicio dich 1

A: Let's have a talk on assembling recorders. Chang to hay cling nhau ban ye Wee lcip rap ccic may ghi am.

B: Because of the cheap land and labour, assembling in Vietnam will greatly reduce the costs. Do lao dOng vet mat b -i ng re, Vcip Hip tai Viet Nam se gidm rat nhieu chi phi.

A. That's why I came to Vietnam. Is there any tax exemption or reduction? Do la li do tai sao toi den Viet Nam. Nganh scin xuat nay co duvc hu'eing su' mien thue hay gidm thue nao khong?

B: Yes. The tax exemption or reduction will allow you at least 5% more profit. Wing có. Mien thue hay gicim thue se mang lai them loi nhuan cho Ong MI thieu la 5%.

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A: That's very attractive, are you interested in assembling business? That la heip da'n, Ong c6 quan tam den linh vu'c lap rap khOng?

B: Yes, we're very interested in your proposal that you supply us with assembly line, technical information and complete sets of component parts for us to assemble them into finished products.

ng c6, chang toi rat quan tam den ldi cue nghi caa Ong ye viec phia Ong c6 the cung cap cho chang toi day chuyen hip rap, thong tin lei thueit vet ccic be) phein theo 130 hoetn chinh de' chang toi lap rap chang themh sari pheim ham thien.

A: That's fine. Let's come to the technical matters. We

provide you with materials, components, necessary

equipments and tools as well as the relevant technical

data and blueprint needed for assembling, and you

should assemble strictly finished products according

to the design specified by us without making any

alternation.

That tot. Chang to se not tiep den win de ki thuat.

Chang toi cung cap cho Ong nguyen lieu, themh

phein, thiet bi yea cong cu can thiel cling nhU nititng

di? lieu ky thuat c6 lien quan va lz -e hoach chi tiet

can thiet cho lap rap va Ong nen kip rap mot ccich chinh xcic ccie sari phei'm ham thien theo thiet ke cu the' cact chang toi ma khong c6 bat ki thay ddi neto.

B: We'll accept it. Chang toi chap niuftn.

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A: And how long would you like to make a contract with us? Vet Ong mudn se lam hop dOng vdi thong toi bao Lau?

B: Five years. 5 nd m.

A: That's all right. Du'dc thoi.

Gicio cJich 2

A: Hello, Mr Brown. Nice to see you again. Xin chew 'Ong Brown. Rat viii khi gap lai Ong.

B: Hello, Mr Bao. It's really a pleasure to meet you at the Vietnam Trade Fair. How's business? Xin chew Ong Bao. That vui khi gap Ong a Hai cho' Thuting mai Viet Nam. Gong viec kinh doanh cua Ong the nao ?

A: Fairly good. Is there anything I can book for you right now?

Cling kha on. Toi c6 the' cta t hang gi cho Ong bay gib' nhi?

B: Yes, I want to buy alloy aluminum for our local

manufacturers.

Vcing c6, toi mudn mua hdp kim nhom cho ccic nha

scan xudt ilia phu'o'ng.

A: What quantity do you need?

Ong can so luvng bao nhieu?

B: About four to five thousand metric tons per month. Khocing 4 den. 5 nghin tan. moi thcing.

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A: For such a big quantity I would suggest that you adopt our fabrication method with your materials.

Voi so lu'o'ng lrnn nhu the; toi nghi rang 'Ong nen clang phu'o'ng phdp scin xueit voi nguyen lieu cita

B: We would accept it if your processing charge is

reasonable. Chung toi se chdp nhein n'e -u phi gia cong ctla ong hdp li.

A: Sure, our processing charge can be favourable to you. Cheic chein reSi, phi gia cong diet chang toi có the' co lo'i cho

B: So, what's the processing charge? Vely, phi gia cong la bao nhieu?

A: ... US dollars per metric ton. ...do la 1 tan.

B: That sounds reasonable. How long will it take to process this amount of goods? Nghe có I)J hop li. Gia cong khdi lu'o'ng scin pheim nhu' the mat bao lau?

A: It will take 15-20 days to process the goods from the day we receive the material you supply. Khodng 15 den, 20 ngety de' gia cong sdn ph dm tinh tic ngety Chung toi nhein nguyen lieu ong cung cap.

B: We will supply you the material on time, but you must guarantee you will make delivery of the finished products to us on time. Chang toi se cung cap cho 'Mg nguyen lieu dung ngety nhu'ng ong phdi ddm bdo rang ong se giao scan phdm da hoem thien cho chi ng toi dung han.

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A: The finished goods will be loaded on trucks and transported to Hanoi on the specified date every month and then they'll be loaded on the ship you book and transported to Australia.

Sdn phdm da hoan thien se chick ch6' tren xe tdi va du'o'c chuyen ch6' toi Ha N6i vao ngay cu the' m6i thcing va sau do chi-mg se du'vc chCit len tau ma ong da ckit va ch0 den ac.

B: We'll reserve our right to claim if you fail to deliver the goods on time.

Chang toi se co quyen dbi b6i thdeing neit ong khong giao hang dung han.

A: Well, force majeure, such as the collapse of highways because of floods, must be excluded. Otherwise we assure you that we'll fulfill the contract. Va ng, trithng hop bat khd khcing, chang han nhu' hit hai du'eing xa do lu lut khong du'vc tinh den. Neii khong chung toi khong ddm bdo chang V& se hoan themh hop d6ng.

B: Good. Another point to add is this: you must

guarantee the quality and the specifications of the finished goods.

Tot. M6t diem na'a la ong phdi dcim bdo so lu'o'ng va chi tiet ki thuat cda sdn pham da hoan thien.

A: There's no doubt. But as you know, the quality of finished products will depend greatly on the material you supply. So, if the material you supply is up to standard, we'll meet your request in terms of the quality and specifications.

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Chac chin roi. Nhu'ng nhu' ong biet ddy, so lu'dng san phdm dd ham thien se phu thuOc rat 16'n vao nguyen lieu ma Ong cung cap. B&i vay nesii nguyen lieu Ong cung cap dcip Ong ctang tieu chudn, chang Vol se clap Ong yeu cciu cUct Ong ye so lacing va chi

tiet ky thuOt.

B: Fine. We'll supply you material that meets the

requirements. TOt. Chung toi se cung cap cho Ong nguyen lieu slat

tieu chudn.

A: But a reasonable tolerance in the specifications should be allowed for the finished products.

Nhu'ng dung so- hdp li trong chi tiet ky thudt scin phdm dei hoan thien.

B: That's understandable. Toi hieu dieu do.

A: Okay, I am sure you'll be satisfied with our finished

products. Tot, toi chcic chcin rang Ong se hai lOng vdi scin phdm ham thien ceta chiing

B: Me too. I hope for a pleasant cooperation between us. Toi cling vdy. Toi hi vong vao sy hop tac suon se

giria chang ta.

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19. NEGOTIATION OF GOODS

TRANSACTION Dam phan nint the"mio ye yin de

giao dich hang hoa

MAU CAU VA THUAT NGIIHITU DUNG

Goods transaction

Giao dich hang h6a

1. After confirmation by the two parties, this contract will go into effect from December 2nd, 2007. Sau khi 2 ben cid xac nhan, ban hdp d6ng nay se c6 hieu tit ngety 2/12/2007.

2. Our company has agreed to sell P&G cosmetics during this one year time in our territory. Gong ty ceta chang toi cta ct6ng y ban mj, phdm P&G trong mot nam a khu vu'c cica chang toi.

3. In order to facilitate your work of starting the consignment sales on time, we'll ship the first lot of consignment goods to you before October 1st, 2007. De' tao dieu kien thuan 191 cho tong viec bat dau buon ban 14 get'i dung han, cluing Vol se van chuye'n loin dau nhdu hang 14 geti cho Ong tru'dc ngciy 1/10/2007.

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4. While the goods are in the warehouse and during the course of selling, the consigner will take the responsibility of insurance on behalf of the consignee. Trong khi hang h&c du'dc chat trong kho ya trong qua trinh ban hang, ben 14 girl se chin trcich nhigm bac) ham thay mat cho ben nhan

5. If the total value of goods sold exceeds the amount of $150 000, you should remit the sum in U.S. dollars to us within one month's period of time. Neil tong doanh thu hang hoa da ban vu'o't 150.000 cola, Ong nen gal tiA, bang do la cho chang tOi trong yang mot thcing.

6. During the consignment period, if you wish to increase the quantity of salable items, we shall cooperate on this matter through best efforts. Trong giai doan ne-u Ong mudn tang chat luvng cita nhieng hang clj ban, cluing UN se hop tcic tr" vein dg nay yol tot nhat.

7. For those articles which can not be sold, you should make readjustment, replacement or withdrawal of the goods in questions. Ddi yo'i nhieng mat hang khong the ban, Ong nen die'u chinh lai , thay th'd hay rat lai hang.

8. Within one month after expiration of the consignment period, you should remit us the total sum in U.S dollars based on the contracted unit price for those items which have been sold. Trong yang 1 thcing sau khi het tit& gian Ong se chuyen bang do la du'a yew gig ca tiring phein ca cr4dc ky cho nhring mat hang del du'gc ban.

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9. All disputes arising in the course of the consignment period shall be settled amicably through friendly negotiation. Tat ca nhOng tranh luetn not len trong qua trinh ky gu'i se duVc gicii quyet mot ccich than thie2n thong qua dam phcim hd'u nghi.

10. Under consignment, the consignor sends the goods to foreign consignee who will sell the goods for the consignor according to the agreed terms. Du'di hinh du& ben /4 gd'i hang /loci cho ben nhan ky gd'i a nu'dc ngoai di ban hang hoa cho ben k)i theo nlying dieu khocin eta- thiia thua'n.

11. The essence of consignment trading is that goods exported on the consignment remain the property to the exporter. Bcin chat cda giao dich ky gd'i la hang hoa dadc xuat khdu du'di hinh thii'c ky gici vein la tai sdn cda ben xuat kheiu.

12. Usually, the overseas consignee is advised if the goods being sent to him by means of a proforma invoice.

Thong thu'&ng, ben nhein ki gui nu'dc ngoai du'uc khuyen khich ne'-u hang h&c cho ho being hoa dun u'dc gici.

13. When goods are sold, you should render a sales report which shows the gross proceeds, the expenses incurred and the commission, etc. Khi hang hoa du'uc ban, Ong nen Op bcio ccio kinh doanh chi ra tong ti'en thu du'uc, chi phi va tien hoa

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14. When an importer has his money tied up in inventory, he will make a greater sales effort. Khi mot nha nhap khdu c6 tien bi ctong 6" hang tan kho, anh ta se no lu'c low de' bcin

15. If the exporter wants to control the overseas market price of his products, he can do so under a consignment contract.

Neu nha xudt khdu mudrt kie'm socit gid cd sdn phdm caa ho tren thi tru*ng nitac ngoeti thi anh ta co the' lam dieu do du'di clang hop clang

Nip

TINH HAG GIAO BICH

Gicio dich 1

A: Ms Frey, we've studied your catalogues and price lists and found that your products will be well received in our market, so we've got more confidence to be your consignee in Hanoi. Co Frey a, chang toi dei nghien eau bdng muc lac c co va danh scich gici cd va nhan thdy rang sdn phdm cda co se du'o'c don nhein tich ct/c tren thi tru'o'ng ceta chang toi, boi vdy chang toi có them tif tin di ITO thetnh ben nhan ki giti d Ha N6i.

B: Our cosmetics, toiletries and other products are very popular in other parts of Vietnam. More and more Vietnamese women are fond of our products. You

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know, some of them are particularly produced for oriental women. As our consignee, you'll certainly make beautiful profits. Well, Mr Hung, shall we move to the next point, the terms of consignment? My phdm, ccic vat dung dung khi tam va ccic sdn phdm khcic cda chicng Val rat phd nhieu ndi tai Viet Nam. Ngay ding nhieu phu nil Vi'Ot Nam quan tam tai sdn phdm caa chang Mi. Ong biit ddy, mat vai sdn phdm du'dc sdn xudt dac bi'Ot cho phu nib phu'dng Dong. La ben nhan ki geti cda chzing toi, 'Mg chcic chan se c6 du'o'c ldi nhuan tu'dng doi khci. Thu'a 6ng Hu'ng, chting ta se chuyen sang vein de tiep theo, ky han cda hdp (fang cha'?

A: Okay. Let's start with the "period of time", shall we? Vang. Nao cling bat dciu vai kji han nhe!

B: Good. Usually, the similar contracts signed with other consignees are based on 12 months, why not follow the suit? I suggest the sales commerce on about May 1st 2007 and continue through April 30th 2008. Now, we're in February. There are still more than two months before May 1th. We've got enough time to make all necessary preparations. Tot. Thong thu'dng, nhiing hdp do'ng tu'dng tat chedc ky vai ccic ben nha n ky geti khcic la 12 thcing, vay tai sao Chang ta kh6ng theo thal han do nhi? Toi nghi thdi gian khocing tut 1 thcing 5 nom 2007 din 30 thcing 4 nom 2008. Hi'en gid gang la thcing 2. Chang ta van can ho'n 2 thcing fru* ngay 1 thcing 5. Chang ta c6 di thdi gian chudn bi moi tha' can

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A: I suggest that after starting the operation we two sides

meet around July 15 to decide on acceptable sales

for the remainder of the consignment period. I believe

it will certainly benefit both of us.

Toi cie nghi rang sau khi bat ddu hoat dOng hai ben

nen gap nhau vao ngay 15 thcing 7 de' guy& ctinh

doanh thu chdp niCan du'o'c cho nhiing sdn pheim

con lai trong theii gian kj; Toi tin tu'6'ng no se

dem lai lo'i nhucin cho cd 2 ben.

B: Good idea, Mr Hung! You'd guanrantee that our

products will, by then, be displayed and sold in all big

hotels, large malls in Hanoi.

1-7 kien hay thu'a Ong Hung. Ong phcii dcim bdo rang scin phdm coca chang toi se du'o'c tru'ng bay va ban

tat cd nhi'ng khcich san vez khu pito- kinh doanh ldn

a Ha Mi.

A: So long as your products arrive here before April 15th

2007, we'll be able to manage all the sales to your

entire satisfaction, Ms. Frey.

Khi new sd n phdm ceta co den dely tru'o'c 15 thcing 4

nam 2007, chi ng toi se quern li telt eel doanh thu, co

Frey a.

B: The goods will be delivered from Hai Phong where

we've rented a warehouse, say, by trucks, it's more

convenient than by train.

Hang hoa se du'ac chuye'n bang xe tai tic' Hdi Phong

no'i chung toi thue kho, no thuan tien ho'n la van chuyen bang tau hi3a.

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A: The insurance, no matter what it is, should be covered by your party. Du the nao, ben co nen chiu phan bcio hi‘m.

B: Of course, Mr Hung. It's common practice, isn't it? Di nhien r6i 'Ong Hung. DO la luat chung ma.

zst. Giao dich 2

A: Mr Hung, how's the business going in Hanoi? We haven't met each other since July 15 when we determined the sales level. Thu'a Ong Hu'ng, tong viec lam an 6' Ha Nai din ra nhu' the'nao. Chung ta chu'a gap nhau tie ngay 15 thcing 7 khi chang ta xcic Binh mitt doanh thu.

B: Generally speaking, business is going well, but something unexpected happened and I believe you've learned all this from our e-mails. Nhin chung, tong viec kinh doanh thuan lo'i nhu'ng c6 *St vai dieu khong mong mudn da xd y ra va toi tin rang co da ctoc chung tie thu' then tzl' ma chang toi

A: Do you mean the importer packing and the damage caused by it?

CO phdi Ong gang not ve qua trinh gong goi va thiet hai gay ra no khong?

B: Exactly. According to the contract stipulations, in the case of problems occurring due to quality, damage or any other matter of your responsibility, you should compensate such a loss to us. The way suggested is

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to make deduction from the corresponding remittance to you against the relevant certificate. Chinh xcic la nhu' vei y. Theo quy ctinh cda hdp gong, trong tru'eing hdp nhiing vein de xdy ra lien quan Glen so- thiet hai hay bdt ki vein de khcic thuOc trcich nhiem dia co, co se phdi den bit thiet hai cho cluing toi. Phu'ang thO'c se let khdu tree tien du'o'c chuye'n tu'dng ling cho co vdi chang nhczn thich hdp.

A: But, Mr Hung, the contract also stipulates that during

the course of selling, one percent of the sum from

your remittance to us should be deducted by you as a

damage allowance. You have deducted that sum of money, haven't you?

Nhu'ng thu'a ong Hung, hdp d6ng cling quy dinh trong qua trinh ban hang, 1% dia so tien khodn tien cda Ong gzli cho cluing toi nen ctu'dc Ong khdu tra' nhu' let tro' cap thiet hai. Ong cling del khdu trei khocin tien do dzing khong?

B: We certainly have, but the loss we are suffering is far

more beyond one percent of that deal. The loss

amounted to more than 800 millions VND, equal to about 5 000 dollars.

Chang toi da lam the nhu'ng thiet hai ma chzing toi phdi hang chiu nhieu how con so - 1% cda thOci thuein do. Thi'et hai u'dc tinh let hoz 800 trieu d6ng, tuting duzing vai khocing 5.000 cola.

A: I'm very sorry for the troubles caused by improper packing. I'd like you to give us all the necessary documents concerning the damage.

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Toi rat tie-c vi van de bi gay ra boi qua trinh dOng goi khong clang cach. Toi muorz 'Ong du'a ra cho thong toi tat cci flitting tai lieu can thiet lien quan tdi thiet hai nay.

B: We've had the loss calculated already, and we've got

ready for the remittance. Now that you're here in

person, you'd be able to see that we may justify our

requirements for compensation.

Chang UM, dd ttnh town xong thiet hai vet cluing toi

cang dei sern sang cho so- tien du'dc chuyin. Bay gief

tru'c tie' cod day, co có the' tha:y rang chang toi có

the' chang minh cho nitieng yeu cdu den bit cho chi ng toi.

A: Please rest assured, Mr Hung. The main purpose of

my personal visit is to find out the real course of the

damage and to take necessary measures to prevent

such happening in the future.

Xin hay gcic chuyen nay sang mat ben dei Ong Ming.

Muc dich chinh caa chuyert dert tham nay caa toi la de' tim ra ngudn go-c that sit caa nhfing thiet hai vet

du'a ra nhiTing bien phcip can thiet phang trcinh nhfing dieu tu'dng tit xciy ra trong tu'dng lai.

B: The documentations will be sent here by Miss Linh in a moment. Nhiing tai lieu nay se duVec co Linh den day ngay bay gib'.

A: That's fine. Tot qua.

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20. A PROPER ENDING OF A

NEGOTIATION Ket thtic cuOc dam phan mot cach hop 1p

MAU CAU VA THUAT Hifu DUNG

Move to other issue

Chuyin sang vein ca kha c

1. I am afraid we have to suspend the discussion at this

point. TOi e rang chung ta nen dling cueic thcio Juan ye van de nay tai day.

2. Let's change the subject of conversation.

Chang ta nen chuyen sang mot chi de khac.

3. I am afraid there is a wide discrepancy in our

positions in this matter. TOi e rang girict chang ta gang c6 mot sr' khong

nhdt quern ve vein de nay.

4. Please, let's move to the next item of the agenda.

Nero chang ta hay cling chuyen sang vein de tie -p

theo trong chuzing trinh cita ngety horn nay.

1111)19 -11 161

5. Now, let's focus our discussion on the financial point. Bay gid hay cang tap trung thcio lu6n ve vein de tai chinh.

6. Next, let's discuss deliver time.

Tiep theo chang ta se cling thcio luan ve thdi gian giao hang.

7. The next point is market analysis.

Votn de tiep theo se la phas n tich thi tru'o'ng.

8. I'm sorry. Can I change the subject?

Xin loi, lieu toi c6 the' thay dal chat cle du'o'c khong a?

9. Let's drop the subject and turn to the next matter.

Hay b6 qua chic de nay va chuyen sang van, de tiep theo.

10. We had better not disscuss this matter. Tot hdn het la chang ta khong nen than luan ye van de nay.

11. We may discuss the subject at another meeting. Chang ta c6 the' thdo luan ye chic de nay d mot buSi hop khcic.

12. I see your point. Let's discuss it tomorrow.

Toi hieu rai. Tea y ngay mai chi ng ta hay thcio luan e viec do.

Close the discussion

Kei thzic bu& thcio luCzn

1. I don't think we should draw a conclusion so quickly. Toi nghi chung ta khong nen thta ra ket luan mat ccich v6i yang nhu' the:

162

2. Why don't we summarize what we discussed today? Sao chang ta khong torn hit lai nhfing van de da du'dc thcio luan trong ngay hOm nay nhi?

3. Because we don't have very much agreement on this matter, let's shelve it. Vi chang ta chu'a thu'c sa' thong nhdt ve van de nay nen tot hdn la hay de' no qua mat ben.

4. I learned a lot today from talking with you, and I wish we could talk more. I'm looking forward to the next time we meet. Qua buei not chuyen vai anh ngety horn nay Uri da hoc hOi du'dc rat nhieu dieu, u'dc gi chang ta có the not chuyen nhieu hdn. Toi rat mong sap tdi se du'o'c gap lai anh.

5. Please examine it carefully before our next meeting. Hay tra dieu do can than tru'dc budi gap tiep theo cria chang ta.

6. Well, why don't we stop here today? Du'dc rdi. Vay horn nay chang ta ket that a day dzio'c chit'?

7. Let's stop the negotiations for today. Hay kei thric budi darn phcin horn nay d day.

8. Let's stop here for today and finish the rest tomorrow. Horn nay cluing ta hay tam clling d day va ngety mai chung ta se thcio luan phcin can lai.

9. Let's stop here for today and finish up tomorrow afternoon. Horn nay chang ta hay tam dieng y va vao chieu mai hoan thanh not.

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10. We'll never get anywhere if you insist on talking about this one problem. Why don't we meet again another time? Chang ta se khang di den dttdc thoci thucut nao nett anh cu khang khang not ve duy nheit vein de do. Lcin khcic chang ta gap nhau dace chit?

11. Why don't we stop today's negotiations here and continue the discussion at the next meeting? Sao chang ta khong ket thac buSi dam phcin tai day vet tieP tuc vao buoi hop tiep theo?

12. Why don't we continue our negotiations at a later date? Chang ta se tie''p tuc dam phan vao mot ngety khcic du'dc chin

13. I think we need to talk about this matter again. Toi nghi chang ta nen thdo luan tie van de nay mot lan nita.

14. Why don't we re-open formal negotiations? Tai sao chang ta khong bcit ctdu Wit cue)c dam phcin chinh ti& khcic?

Report about the negotiations

Bcio cdo ve cuOc dam phcin

1. According to the statistics... Theo nhuf so lieu thi...

2. The result is very different from my original idea. Ket qud hoetn town khcic vdi y tu't3'ng ban dau cda

3. When I re-examined the original plan, I found a lot of problems. Khi toi ra socit lai ke hoach ban dciu, toi del phat hien ra rat nhieu vein de.

164

4. We got permission for production only after a strict examination. Chang ta chi du'o'c phep scin xuat sau khi vu'o't qua mot cu6c,kie'm tra gat gao.

5. Since the result was derived from statistics, there could be some exceptions. Vi ket quci du'o'c rat ra ta' so lieu nen se c6 mot vai ngoai

6. We looked at it from all angles and decided this way is our only choice. Chang toi da xem xet tzl moi goc d6 va guy& Binh day se la lila chon duy nheit caa chang VOL

7. I realize I mostly talked about matters that concern only me, but this is how I feel. I apologize if I said anything offensive. TOi nICan tha:y la minh did chi not den nhiing vein de lien quan den ban than cho dist do la nhfing gi Vol cam nkin chtyc. Toi xin loi nea da not dieu gi khong phai.

8. Your proposal does not allow us to continue these negotiations.

nghi caa anh khien chicng toi khong tlz/ tie -p tuc

dam phcin dito'c nita.

9. I'm afraid your'point is unacceptable. Toi e rangy kien nay caa anh se khong duck chdp nh,a2n.

10. I'm sorry to say we already have an agency in your area. TOi rat tie-c phdi thong brio rang chicng toi det có mot dai ly a khu va'c caa anh.

165

11. I'm afraid we can't answer your question right now. Toi e rang khong th'e' trci lot eau hOi cda anh vao lac nay duvc.

T1NH HONG MAO DICH

!st, Giao dich 1

A: How about have a break and resume in the afternoon with a fresh mind? Chang tam nghi d day va se tie-p tuc veto chieu nay khi det tinh tao han du'yc chi??

B: Why not? It happens that I'll have to ask for my boss's opinion about the payment terms. Tai sao khong nhi? Du sao toi cling phdi hOi y kie'n cilia se-p ve chieu khocin thanh town.

A: I'll wait for your good news. Toi se dol tin vui cda anh.

B: See you this afternoon. Hen gap lai vao chieu nay.

A: See you. Hen gap lai.

!tv. Gino dich 2

A: Shall we call it a day? We've finally come to this moment. Ngay horn nay that tuyet. Cuoi cling thong to cling dat du'o'c thod thudn nay.

166

B: Yes. I've been looking forward to it. Ming vay. Chang toi rat mong chi dieu nay.

A: Each of us will sign two formal copies of this contract: the Vietnamese copy and the English copy.

M6i ben se ky veto hai ban sao chinh du& caa hop d6ng nay, mot ban 664 Viet vet mot bcin tie'ng Anh.

B: Both of us deserve a good rest after the energy- consuming negotiations. Chang ta xang clang chto'c nghi ngo'i sau cu6c dam phcin ton tong ton sat nay.

A: We've made it at last. Allow me to propose a toast to the success of our business and to our future cooperation. Cheers! Cudi cling chiung ta du lam duvc. Cho phep t6i du'dc net' ng cdc chat meing su' thanh tong caa giao dich kin nay vet cho sit hop tcic trong tu'o'ng lai. Chat meing!

B: Cheers! Chac titling!

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21. HOW TO SOLVE COMPENSATION ISSUE

Giii quyet nhtt the"nao ve' van cue beii thdang

MAU CAU VA THUAT HITU DUNG

Ask for compensation

Yeu ceiu boi thu'ang

1. As regards inferior quality of your goods, we ask for compensation of $20 000. 17j viec hang hoa kern chat luting, chung ten yeu cdu khocin bdi thu'o'ng la 20.000 do.

2. You should be responsible for all the losses resulting from the delayed shipment. Ong nen chiu trcich nhiem ve nhrtng thiet hai gdy ra b(34 viec geti hang bi tri hod n.

3. We have to lodge a claim against you if we lose money through your failure to deliver in time. Chang toi se dai bdi thu'ling neu nhu' chung toi thua 16 do cac Ong khong the' giao hang dung thal han.

4. This lot of goods is not up to the standard stipulated in the contract, so we are now lodging a claim with you. Lo hang nay khong dat ti,eu chudn da duvc yeu cdu trong hop ddng, nen chung toi se dbi cc'w Ong bdi thufing.

168

5. The cases are damaged due to improper packing; therefore, the losses arising from it should be covered by your company.

Nhiing chie-c ham nay bi hu' hOng do gong gOi khong can thdn, vi v(zy nhiing thiet hai do viec nay gay ra se do cong ty Ong chiu trach nhiem.

6. Any claim in respect of this consignment must be

raised within 30 days after its arrival at the port of

destination, after which no claim will be entertained.

Bat ca' khie-u nai new lien quan den hang hoc' nay phcii du'o'c du'a ra trong yang 30 ngay hi tit khi chang den cong dich, sau thai gian do ccic khi& nai se khong du'ac chdp nkin.

7. We shall be glad to have your explanation of this

discrepancy in the quality, and also to know what you

propose to do in the matter.

Chang toi rat mi.ng vi c a nhdn du'o'c gidi thich

ve viec khOng &rig bei trong chat lu'o'ng, ding nhu'

cac du dinh gicii quyet ddi vai van de nay.

8. Though the goods are very inferior quality, we shall

retain them but only at a substantially reduced price.

Mac da hang hoa có chat lu'ang thdp ho'n, nhu'ng

chi ng toi se chdp nhcin chafing vai di& kien la gid

phdi gidm (king Id.

9. We have lodged a claim on the goods against the

insurance company for $2 000 for short-weight. Chang toi yeu cdu cong ty bcio hiem phdi boi thu'ang 2.000 do cho viec thi& trong lu'o'ng.

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10. Here is a list of damaged items. Day la danh sdch ccic mat hang bi hit h6ng.

11. Please look into the matter promptly and let us know

what you intend to do with the damaged goods.

Xin hay xem xet van de ngay lap tetc va cho chicng toi bi'et ccic ling du' Binh lam gi voz nhitng hang hoc' bi hu hOng.

Reason for compensation

Lj, do boi thu'ang

1. Some goods were found to be in the damaged

condition. This was apparently attributed to faulty packing.

Mat so- hang hoa du'yc phcit hien trong tinh trang bi hzc hai. Day ro rang la do viec gong gai sai.

2. We have taken delivery of our order NO.105, but it is not up to your usual standard.

Chung toi dei nhan du'gc hang ceza do'n &at hang so 105, nhu'ng no khong dat tieu chua'n nhu' binh thu'o'ng.

3. We have lost considerable business on account of your delay in shipment.

Chang toi det thua to khd nhieu trong viec kinh doanh vi sit cham giao hang ceia cdc

4. When unpacking the bales, we found that the materials didn't comply with the original design.

Khi and kien hang ra, chung toi phcit hien nguyen vat lieu khong pita hop vdi thiet ke ban ddu.

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5. You shipped bulk goods not corresponding in quality with the sample. Ccic Ong gU'i hang chat rdi khong ding chat luring vai hang mau.

6. The goods supplied by you are below the quality we require. Hang hoa ccic Ong cung cap khOng dat chat lu'dng ma chang toi yeu cCiu.

7. Unfortunately, case No. 11 contains only 8 pieces instead of 10. That khOng may, thing a 11 chi cha'a 8 ccii thay vi 10.

8. Our reinspection shows that damage was caused by improper packing.

Kie'm tra cua chung toi cho thdy hit hai xciy ra do viec gong goi khong thich hop.

9. Several cases were badly smashed and the contents were seriously damaged. Ra't nhi& thing bi va dap manh va hang ben trong bi hie hOng neing.

10. On unwrapping the cases we found that the goods

partly soaked by rain.

Trong quci trinh and ccic thing ra chang toi phcit

hien hang h6a dei bi ngdm nu'ac mu'a.

11. The goods have been so discolored and heavily

saturated by rain that they are unsaleable.

Hang dei bi doi mau va bi ngCim ?Tit nhdu nitric

mu'a den not chang toi khong the' nao ban du'dc

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12. We found the goods didn't agree with the samples you offered. Chang tai phcit hien hang &Oct khong giong nhu' nhitrtg mciu ma Ong dei ctu'a ra.

13. The quality of this article cannot qualify for first-class. Chat lilting cact hang nay khong- the dat hang nheit thick.

14. Upon arrival, we found the shipment of wool was of poor quality. Veto lac hang tol, chang tai phcit hien len có chtit luting kern.

15. It's really something wrong with the quality of this consignment of bicycles. Chac chan co vein d'e gi do vo'i chat lacing elk chuyen hang xe dap lein nay.

16. In the consignment we received, we found only 200 keyboards, instead of 250 ones we ordered for. Trong chuyen hang chang tai nh(tn, chang tai they chi có 200 ban phim, thay vi 250 nhu' da chat hang.

17. After examining the sweaters supplied to our order of September 5, we were very disappointed at their poor quality. Sau khi kiem tra chat lacing elk nhitng chieec do len du'vc cung cap theo do'n chat hang hang ngay 5 tilting 9, chzing UN rat that vong vi cheit lzio'ng kern caa

18. After a great deal of investigation, we find that the machine's lubricating system is defective. Sau khi dieu tra rat nhieu, chang tai phcit hien he thong boi trot c eta may bi hang.

172

Accept compensation

Gidi quyet khieu nai

1. As requested, we will send you a replacement within

a week and hope you will be pleased with the new lot.

Nhu' du'o'c yeu cau, cluing toi se gd'i hang thay the trong vOng mot tun va by vong Ong se hai lbng vdi

PO hang mdi.

2. We'll contact our insurance company and pay for the

damage.

Cluing toi se lien he v61 cong ty bdo hiem va boi thu'eing thiet hai.

3. I'm afraid we can't give you a refund because the

guarantee has expired. Chang toi e rang se khong the' hoan tien vi han bdo hanh cM het.

4. It would not be fair if the loss will be totally imposed

on us as the liability rest with both parties. We are

merely to pay 50% of the loss. That khong cong bang n'eu toan bo thiet hai do het len deiu cluing toi trong khi trcich nhiem thuOc ve ca hai phia. Chung toi chi chiu 50% thiet hai thoi.

5. We cannot certain your claim.

We are not in a position to entertain your claim.

Chang toi khong the' chat than ve khieit nai cda ccic Ong. Chang Mi khong có khci neing gidi quyet khieu nai

ciict cac 6ng.

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6. We regret being unable to accept your claim because the cases were in perfect condition when the good were loaded on board of the ship. Chang Vol rat tie-c khong the chdp nhetn yeu ceiu ceta ccic Ong vi ccic thitng hang deu trong dieu kien binh thdeing khi hang h6a ctu'dc xep len tau.

7. Your claim for the damage is to be filled with the insurance company. Y'eu ceiu ceta Ong dOi voi viec hu . hang se thick gicii guy& bdi cong ty bdo hdm.

8. Sometimes the shipping company or insurance company is found to be responsible for the claim. Doi khi ding ty tau bier?, hoeic cong ty bdo hie'm se phcii chiu trcich nhiem doi viii khdu nai.

9. Claims that fall within the responsibility of shipping companies and underwriting would not be entertained. Nhi-eng khieit nai thuOc trcich nhiem ceia cong ty van tai ban vet moi giai se khong du'yc gicii quyet.

10. If we were at fault, we should be very glad to compensate for your losses.

Nett chi ng tai c6 loi, chung tai se vui lOng boi thu'eing nhi-eng thiet hai cica Mg.

11. Without sufficient evidence to support, your claim is untenable.

Neu khong c6 bing cheing xcic thu'c de' chang minh, khieit nai did "(mg la khong xcic

12. The wrong pieces may be returned by next available steamer for our account, but it is preferable if you can dispose of them in your market.

174

Nhiing linh kien hang có the' se du'dc tra lai cho chang Vol trong chuyen tau sap tdi, nhu'ng se tot ho'n ne-u "Mg có the' ban chang thi tru'dng coca minh.

13. As the sale was a CIF basis, we suggest you contact the forwarding agent with regard to compensation. Vi viec ban hang du'a tren co' so' CIF, chang toi nghi ?Mg lien lac vdi hang chuyin phcit hang hoci de' dal bdi thu'dng.

14. We will deliver a replacement to you as soon as possible. Chang toi se chuye'n hang thay the tdi cho ong sdm &at có the.

15. You can rest assured that we will take every step necessary to ensure that no similar incident will ever

occur again. Ong ca yen tam la chang toi se tidn hanh ccic bu'dc can thiet cue' dam bao rang nhiing sr' co tu'o'ng tu' se khong bao gid xciy ra

16. It appears that the responsibility should rest with the

shipping company.

Hoci ra la trcich nhiem thuOc ve ding ty van tai Nen.

17. Because we are not responsible for handling damage

after the product leaves our plant, we suggest you

check with your local store for a possible refund.

Vi chang toi khong chiu trach nhiem ddi vdi hi/ hai

sau khi san phdm rdi nha may caa chang tai, chang Vol de nghi ong nen lien he vdi ca'a hang dia

phuo'ng cte' du'dc hoan lai tien.

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TINH WONG MAO DICH

Gicio Bich 1

A: I'm here to settle the claim for the fertilizer. Nearly

10% of the bags are broken. Toi toi day de' khie-u nai ctoi vai phd n bon. Gan nhu' 10% ccic tzii cta bi buc.

B: Have you discovered the exact causes of the packing breakage? So far we haven't had any complaint of

this kind. Ong da nguyen nhan chinh xcic gay ra viec hang bao bi la gi chu'a? Tru'o'c day cluing tai chu'a teing thdy có phan nan new nhu' uay.

A: It is apparently attributed•to faulty packing. NO có the' la do loi khi dong goi. I'm extremely sorry for any unnecessary trouble you suffered, but I would think our company is not to be blamed for the faults of the shipping company. TIM thanh that xin loi vi bat cit rac roi khong can thiet nao ma ong cid gap phcii, nhu'ng tai nghi rang tong ty ceta chzing tai khong phai chin trcich nhiem do nhring loi ma cong ty van tea bie'n gay ra.

A: I don't think the shipping company is liable for the claim. It is quite obvious that the bags were damaged prior to loading, so it is the seller who should be held responsible for the claim.

176

Toi khong nghi cong ty van tai Bien chiu trach nhiem ve viec nay. Ro rang la nhling tai hang dei bi himg truYic khi chat len tau, vi the ngu'al ban se phdi chiu trach nhiem.

B: Believe me, the goods were in perfect order when

they lcJt. I think the damage must have occurred

during transit.

Cit tin toi di, hang hod 6? trong tinh trang hoem hcio

khi chuyen di. Toi nghi sit hit hOng da din ra trong

qua trinh van chuyen.

A: But according to the contract, no second-hand gunny

bags are allowed to be used. To our regret, you had

used 210 second-hanb ones. And poor packing was

the cause of the damage and nothing else.

Theo nhu quy dinh trong hdp &Mg, bao bo da qua

di dung khong du'o'c phep dUng lai. Chang toi rat

tie'c la ccic Ong da dUng 210 bao b6" qua sz'z' dung. Va

chinh su' (tong goi khong can than dei gay ra thiet

hai chit khong vi nguyen nhan gi khcic cd.

B: Are you sure that second-hand bags were used for

the last shipment?

Ong c6 cheic la bao bo del- qua dung da- du'o'c

clang trong lan chuyen hang sau cling chin

A: Here is the survey report issued by the Vietnam

Register.

Day la bien bcin gicim dinh do Cuc clang kiem Viet

Nam cap.

i;IDrI v-12

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B: I wonder how this happened? It's embarrassing how our forwarding company always makes mistakes. I do apologize for any hardship we may have caused you.

Toi khong hie'u sao chuyen nay c6 the' xciy ra? That

Bang ngai la tai sao hang van tai luon gay ra TOi thanh that xin loi vi kho khan ma cluing

toi del gay ra cho Ong.

A: That's ?II right. The repacking didn't take a long time.

The expenses amounted to 3. million VND. We

expect compensation for this amount. I hope you'll

seriously consider the claim.

KhOng sao. Viec clang g6i lai se khong mat nhieu

tho'i gian. Chi phi se khocing 3 trieu ckng. Chang

Vol mong du'o'c den ba so' tien nay. Toi by yang Ong se xem xet yeu cau nay mot ccich ki cang.

B: Certainly. We will compensate you for any expenses you may have incurred. Chac chart rdi. Chang toi se den bic cho Ong nhidrzg chi phi phcit sinh.

Gicio dich 2

A: I have something very unpleasant to talk over with you, Miss Huong. Toi c6 mot viec khong clj chiu chat nao mudn not vol co, co Hu'o'ng a.

B: What's the matter? Co chuyen gi vay?

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A: We exported a lot of small leather bags 40 days ago. Now the goods have arrived at the destination. Unfortunately, most of them are moldy. Chang toi dei xueit khdu rat nhieu tai da 40 ngay tru'dc. Gid hang da den no'i. That khOng may la hail het hang dei bi mdc.

B: Have you asked our agent in that country to take samples and photos? Anh da yeu cau dai dien cact chi ng toi d nude ccic anh lay meiu va chup girth chu'a?

A: Yes. A coot investigation has been made. R6i. Chang toi cling del khcim nghiem hien trudng.

B: What does the survey report say? Bien ban giam Binh not gi?

A: It said it was a chemical reaction that caused the mold. When the bags were stored in the factory, the moisture and the chemical elements in the leather bags resulted in the chemical reaction. Ho not rang phcin zing hat hoc da gay ra mdc. Khi tai dudc trill trong nha may, hdi nu'ac va cac nhan to hoci hoc trong tai da crci gay ra phan (Pig hoci hoc.

B: We reject the claim for the losses. Chang toi tit chdi de nghi b6i thudng thiet hai.

A: Our insurance covered All Risks, so the insurance company should be liable for total loss on land or sea of the insured goods. Bao hiem caa chi ng toi bao g6m Moi rai ro, vi the-cOng ty bao hiem nen chiu trcich nhiem ye nha'ng thiet hai tren &it lien hay tren bien IA nhfing hang dude bao hiem.

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B: The insurance doesn't cover loss or damage from normal loss, inherent vice or nature of the insured goods. Rio hie'm khong bao gdm thiet hai hay ha hang do nhieng ton that thong thu'O'ng, co" tat hay ban chdt dux hang duck bcio hient.

A: But when the goods came out of the factory, they were in goods condition. It was the long voyage that made them mouldy. Nluing khi hang ra kh6i nha may, chi -mg van 6' trong tinh trang tot. Chinh cuOc hanh trinh deli da lam cluing bi mac.

B: Do you have any certification? Anh c6 Vang chli'ng nao khong? Khong, tai khong c6.

A: No, we don't. Anh c6 biing chang nao khong? Khong, tai khong c6.

B: That's why the insurance company refused to admit liability. D6 la N do vi sao cong ty bcio ham tit' choi theta nhan trach nhiem.

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22. NEGOTIATION OF BARTER TRADE

Xi nhir the nao ye; van des cal hang

MAU CAU VA THUAT Hai HUh DUNG

Barter trade Vein des do9i hang

1. We must remind you of your responsibility to provide technical assistance, the performance of the machines and finally a smooth start-up. Chang toi phdi nhac nh6? Ong ye trach nhiem cria Ong trong viec cung cap ccic ho trd kj% thuat, van hanh may m6c yet cuoi cling la sit kheii deing suon se.

2. We hope you meet our requirements regarding the time of shipment for all the products you sell to us. Chang toi hi yang Ong se dap (mg yeu ceiu cda chang toi ye mat theri gian gili hang ddi vdi moi seat pha m Ong cung cap cho chang VOL

3. We'll certainly act in accordance with the agreement. Chung toi chdc chan se hanh dOng phis hyp yo'i th6a thuan.

4. Will we be able to conduct a barter trade? Chang toi se c6 the' quoin ly thu'ang mai trao ctoi hang hoct chid

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5. Is it possible for us to sell our wool as payment for your pork? Chang toi c6 the' ban hang len cho Ong di thanh tocin cho thit low cilia Ong du'ac khong?

6. Imports and exports can be done separately; one is either before or after the other.

Nhap khdu vet xudt khdu c6 thi thu'c hien rieng biet, chang c6 ccii new tru'dc ho a c sau ccii nao.

7. As we are short of foreign exchange, we'd like to do a barter trade with you. Vi chang toi thiea ngoai to nen chang toi man trao tali hang hoa udi Ong.

8. We want to exchange beef and mutton for your cotton. Chang toi mudri trao ddi thit bb va thit ca'u lay yeti bong cact Ong.

9. The two letters of credit shall be opened against each other. Hai lci thu' tin dung se du'dc ma ddi cho nhau.

10. Shall we first sign a barter trade agreement stipulating the general terms and conditions?

Chang to tru'dc het se k3; thi3a thuan thu'ang mai trao ddi hang hoa di quy dinh ccic dieu khocin va diiu kien chung chit?

11. Let's come to the point. The purpose of my current visit here is to explore the possibility of doing barter trade with you. Hay cling nhau di veto van di nay. Muc dich chuyin tha in horn nay cact toi la de tim hiea khci nang thu'dng mai trao ddi hang h6a vdi Ong.

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12. If you agree to our barter trade proposal, we will give you chemical fertilizer in exchange for your wheat.

N'eU Ong cidng y vai de nghi trao del hang hoa, chi ng toi se trao ddi phan b6n h6a hoc vdi laa mi ceta Ong.

13. We should like to place a fairly large order, but I'll

have to consult the manager. Chang Vol mudn dat hang khci 16'n nhu'ng UM, pha i

ban bac vdi ngu'ai quan

14. I think that import and export trade can be done separately and the two letters of credit can be opened

against each other. Toi nghi rang nhap khdu va xudt khdu c6 the' tien hanh tech biet va hai thu tin dung c6 the' chide and de' trao ddi cho nhau.

15. The contract will come into force on July 1. You can't

go back on your word then. Hop ddng se c6 hieu lu'c vao ngay 1 thcing 7. Ong khOng the' thay ddi sau do.

16. We always fulfill our promise. Chang Mi luon the hien ldi haa.

17. The usual tolerance for steel plates of this thickness

is 1/8 inch. Dung sai thong thu'ang cho tam thep vdi di) day nay la 118 insa

18. Vietnamese Kim Son liquor is world renowned. It is named after the place where it is made. Ru'o'u Kim Sdn ceca Viet Nam c6 tieng then the - giai. N6 du'dc dat ten theo dia danh ndi no dddc son xudt.

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19. Owing to our past relationship, we hold our offer valid for another week, after which our price will probably be raised.

Do mdi quan he trong qua kha gia'a chang ta, chang toi cho phep lai de nghi có hieu mot tuCin nita, sau cto gici cci caa chung UN có the' tang.

20. We are among the leading dealers of light industrial products in this city.

Chang toi la mot trong so nhiing nha buan ban hang dciu cact scin pheim tong nghi'ep nhe thanh phd nay.

TINH HUONG GIAU DICH

Gino Bich 1

A: We are sorry to say that we can't import your grain this year because we are short of foreign exchange. Chung toi lay lam ti'ec khi phdi not rang cluing toi khong the' nhCip kheiu nga cdc coca ong trong nam nay vi chang toi gang thieu ngoai te.

B: That's too bad. Your country is a big market for our grain and so we will also suffer a great loss if you import nothing. Maybe we can find a way out. That la dcing tiec. IT& nu'dc coca 'Ong la thi tru'ang low cho nga cdc dia chung toi va do do chung toi se phcii hang chiu ton that Ong ne neu ong khong

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nhap khdu bat ki tilt? gi. Co the' chicng ta se tim ra ccich.

A: What do you think of conducting a barter trade? Ong nghi the nao ve thu'dng mai trao ddi hang hoct?

B: That can be a solution. What commodities do you have to exchange for our grain?

D6 c6 the' la mat gidi phap. Hang h6a ma 'Ong mudn ddi ldy nga coe dia cluing Vol la gi?

A: There are so many goods. Our country exports huge quantities of timber, wool, leather and mutton. Which commodity would you prefer? Co rat nhieu hang h6a. &it nu'dc chicng toi xudt khdu mat lu'o'ng ldn gj, len, da, thit Logi hang nao ong thich hdn ca?

B: We would like to exchange our grain for your timber. Chang toi mudn ddi nga cdc ldy g/5 clict

A: Excellent. The total import of grain would roughly equal your purchase of timber. mi. Tong gici tri nhap khdu nga cdc se tu'ang et& bang vo'i sa'c mua go coca orig.

B: It would be a little difficult for us to sign two contracts simultaneously. Se ho'i kho khan cho chang toi khi ky ddng thal 2 hdp ddng.

A: We could sign to sales contracts in a month, one for grain and the other for timber. Chang ta co the' ky hdp ddng buon ban trong mat thcing, mat cho nga cdc, va mat cho

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B: Then the L/C should be opened against one another though not necessarily at the same time. Sau do tai khod n LIC nen du'o'c md cho tling loai mac dit khOng can thiet cling mot lac.

A: What tolerance will be allowed for the

counterpurchase? Si' sai lech cho phep trong trao ciroi nay let bao nhieu?

B: We usually allow a tolerance of plus or minus 10%. Chang toi thu'eing cho phep sai lech cao ho'n hoac theip ho'n 10%.

A: Then we have solved the problem of our shortage of foreign exchange. Nhu' v(ty chafing to se gidi quyet dzio'c vein thieu ngoai re.

Giao dich 2

A: As we short of foreign exchange, we'd like to do barter trade with you. Vi chafing Cal thieu ngoai to nen Chang Vol mudn trao doi hang hoa vai Ong.

B: Do you have a specific proposal? Ong c6 cue nghi cu the chu'a?

A: We want to exchange beef and mutton for your cotton. Chang toi muort trao doi thit bb vet thit cicu lay vdi bong czla Ong.

B: How will it be arranged?

N6 se du'cic sap xep the new?

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A: Let's sign two conrtract simultaneously. One sales contract for beef and mutton, and the other of equal value for the purchase of cotton. Chang to hay cling kj; d6ng thbl 2 hop d6ng, mot hop &lig buon ban thit ba va thit deli, mot c6 gici tri Wang du'ung mua vcii bong.

B: And how to arrange the payment? Con ccich thii'c thanh town thi sao?

A: Your L/C and our L/C should be opened against each

other. 4C cita 'Ong va cila t6i se mei cho nhau.

B: Well, let's first negotiate a barter trade agreement, stipulating some general terms and conditions. VCiy tru'ac het hely cling nhau ban bac i 4 them thOn trao doi quy Binh nhieng kj, han va die'u kien chung.

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23. NEGOTIATION OF COMPENSATION TRADE

the nao yegiao dfch cling bang

MAU CAU VA THUAT NGIIHirU DUNG

Compensation Trade Giao dich bic trit

1. Which do you prefer, buyback or counterpurchase? Ong muon hinh thac nao ho'n, mua lai hay mua doi lu'u?

2. I think the compensation trade agreement suits us better. Toi cho rang thOct thuan giao dich bit tra' phd hop voz chang Vol how.

3. How long will it take to complete the payment? Mat bao lau de hoan thanh vi'Oc thanh town?

4. It depends upon your payment capacity. No phu thuOc vao khd nang thanh town cda Ong.

5. Compensation trade is a kind of loan, so interest must be paid. Giao dich bit trii let loci cho vay vay phdi trd

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6. Compensation trade benefits both parties who take part in it. Giao dich bit trill lam lyi cho cci hai ben tham gia.

7. You need to pay the interest every year.

Ong can phcii trd la i hang nam.

8. Shall we be able to do a barter trade? Lieu cluing to c6 the' giao dich hang doi hang cluck cha'?

9. We'll certainly act in accordance with the agreement. Chang toi chcic chcin se thu'c hien theo th6a thu6 n.

10. Buyback is probably more convenient than

counterpurchase. Viec mua lai se thu6n tien hdn la mua doi lu'u.

11. How would both parties open their letters of credit? Hai ben se and thud tin dung nhu' the nao?

12. The problem of your shortage of foreign exchange

can be resolved while urgent requirements of both

sides can be met.

Vein de thiesit ngoai to co the' du'* gidi quyet khi

nhiing dai hoi cap thiet cact hai ben du'o'c clap a'ng.

13. We must remind you of your definite responsibility for

technical assistance, the performance of the

machines and finally a smooth start-up. Chang tOi phcii nitd'c nhd 'Mg xcic dinh trcich nhiem tru'ac h6- try ki thutit, van heath may moc va cuoi cling la su khdi d6ng suon se.

14. Will five years be long enough? Nam 'tam lieu c6 da lau kitting?

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TINH HUONG GIAO INCH

Giao dich 1

A: We are just considering a possible purchase of an

engine production line. But we are short of foreign exchange at the moment.

Chang toi con gang can nhac khci Tieing mua mot y chuyA scin xudt may mac. Nhu'ng lac nay

chicng toi gang thie-u ngoai re.

B: Shall we conduct compensation trade? Chung to se tie/n hanh giao dich bit tat' du'yc chit?

A: That's a good idea. How would payment be made

under the arrangement?

D6 la mat y kien hay. Thanh town se coat tie-n hanh nhu' the nao theo ccich thac do?

B: It is to be made in products directly manufactured by

the imported equipment.

N6 se du'qc tiert hanh cho nhi-eng scan phdm clack tru'c tie-p du'vc sdn xuat thiet bi nhap khdu.

A: You mean you provide us with the equipment and get

compensated by the products we've produces with the equipment.

Y Ong la Ong cung cap cho chzing toi thiet bi vet bit lai Ong nhan bang scin phdm ma cluing toi sd n xudt bdng thiet bi do.

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B: Yes. Then we can sell the products in your country or export them to other countries. Vang. Sau do chang toi có the' ban scin phdm d' &it

• nu'dc Ong hay xudt khd'u chang sang ccic nu'ac khcic.

A: That's great. Let's discuss some concrete terms then. How long do you think it shall take us to complete the payment? That tuyet. Nao hay cling nhau ban ve ccic dieu khocin cu the. Ong nghi phdi mat bao lau de' chang toi hoan thanh thanh tocin?

B: The payment period of 3 to 5 years is international practice. Thal gian thanh tocimla 3 cho den 5 nam theo thong le qudc re:

A: How about 4 years? Maybe we will meet some problems in the initial stages of operation of your equipment, such as own yield, unstable quality, etc. so we prefer to fulfil the payment within 4 years strating from the commencement of production. Khodng 4 nam drive khong? Co the' chang toi se gap phcii mot vai van cue trong giai doan ddu van hanh thiet bi nhu' la scan lzidng, so lu'o'ng khong on Befi vay chung toi mudn hoan thanh thanh tocin trong vang 4 nam tinh tie lac bat ddu san xuat.

B: OK. I'll accept your requirements. You should guarantee that the quality of the buyback products will be up to international standard. Du'o'c. Toi se chdp nht.in yeu cdu cda Ong. Ong nen dcim bcio rang so luring cda scan phdm nay se dat tieu chudn qudc

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A: We shall of course adopt strict measures to control the quality of our counter sales products. Di nhien chi ng ail se cip dung ccic Bien phcip kheit khe kie'm socit so- lu'ong cela scin phain d. 2 lu'u.

B: But one thing I have to remind you, since compensation trade is a kind of loan, you have to pay interest every year. Nhu'ng mot dieu ma toi phdi nhac nha Ong la vi giao dich bet tra' la mot loai cho vay nen Ong se phdi trci lai hang nam.

A: Of course. When shall we sign the contract? Di nhien r6i. Khi new chting to se 14 hop d6ng?

B: Next week. Tutin sau.

A: That's great. See you next week. Thtit tuyet. Hen gap lai Ong tucin sau.

B: See you. Hen gap lai.

Giao dich 2

A: As we are short of foreign exchange, we'd like to do barter trade with you. Vi chlcng toi thieU ngoai to nen cluing toi mudn trao ddi hang hoa vdi 6ng.

B: That'd good. What commodities do you have to exchange for your clothes? Tot thoi. Hang haa nao Ong mudn ddi cho qua n cio cda Chung toi?

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A: There are so many goods. Our country exports huge

quantities of leather, wool and mutton. Which

commodity would you prefer?

Co rat nhie'u hang h6a. Nu'dc chicng tOi xueit kheiu lu'o'ng Ian da, len, thit caw. Loai hang nao ong mudn ddi?

B: We want to exchange our clothes for your wool.

ChUng Col mudn ddi quern ao cita chang toi lei)/ len dui Ong.

A: How will it be arranged?

Key hogch chang to se la nhu' the nao?

B: Let's sign simultaneously two contracts, one sales

contract for clothes, and the other of equal value for

purchase of wool.

Hay using lz)% ddng thai hai hop ddng, mot hop ddng

bu6n ban qucin cio va mot c6 gici tri tu'o'ng du'o'ng

buon ban len.

A: And how to arrange the payment?

Can ve thanh toan thi nhu' the nao?

B: Your L/C and our L/C are to be opened against each

other.

Thu' tin dung t6i va diet ong se dace

nhau.

A: What tolerance will be allowed for the

counterpurchase? Chenh Lech nao duvc cho phep trong cuOc giao dich nay?

1111)19 \-1 3

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B: We usually allow a tolerance of plus or minus 5%. Chang t6i thu'b'ng cho pile]) chenh lech cao ho'n hoa. c therp ho'n 5%.

A: Well, let's negotiate first a barter trade agreement, stipulating some general terms and conditions. Vay track het hay cling ban bac cho tiukt thu4n trao cal hang hoa, quy Binh melt vai dieu khocin vet dieu kin chung.

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24. NEGOTIATION OF

COMPENSATION TRADE XII 1p n.huf Mina() trong darn phan

ye buOn ban ba frit'

MAU CAU VA THUAT NO Hitu DUNG

Basic terms of compensation trade Thutit ngii cd bcin a buon ban biz trit

1. Compensation trade benefits both parties.

Buon ban bit trig có lyi cho ca hai ben.

2. One of our main objectives of doing compensation

trade is importing advanced equipment and

technology.

MO trong nhiing muc tieu ceta chang toi trong buon

ban bit trii la nlictp kheiu thiet bi va cong nghg tien Herz.

3. Both the sellers and buyers can broaden the sales

channels in foreign markets and thus increase their

exporting capabilities. Ca ngu'di ban va ngu'di mua et& có the' md r'Ong kenh ban hang .6? ccic thi tru'dng nu'dc ngoai vet vi the ma tang khci nang xudt khdu ctia ho.

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4. Shall we conduct compensation trade? Chung to se tier' hemh &ton ban bit tra' chit'?

5. We're short of foreign exchange at the moment. Tai that' diem nay cluing toi gang thiet ngoai te.

6. Compensation trade is a kind of loan. Buon ban bit tnt' la mot loai vay von.

7. The buyers can overcome their foreign exchange difficulties.

Ngu'al mua c6 the' vu'o't qua nht'ng kh6 khan ve ngoai re.

8. We can get necessary technology and equipment on credit.

Chang toi c6 the mua chile cong nghe va thiet bi can thiet.

9. We can provide the foreign currency required for

importing the equipment and technology by that

earned from exporting the products.

Chang toi c6 the' trci ngoai to du'o'c yeu cd u cho thiet bi va tong nghe nhelp khdu bang nguo'n thu t' nhit'ng sdn phdm xudt khdu.

10. We require that the equipment and technology to be

provided by you should be up to advanced world

standards, reasonable in price and suitable to our

condition of production.

Chang toi yeu cciu rang thiet bi va cong nghe du'o'c cung cap i ben Ong se phcii chip (Mg duw nha'ng tieu chudn qudc to tien tien , gici cci plied cheing va phis hop vol, lieu kien sari xudt cua cluing toi.

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11. Since compensation trade is a kind of loan, you have

to pay interest every year. Vi buOn ban bit trio' la mot clang not; Ong se phcii trci lai hang nam.

12. We agree to complete the payment within 2 years. Chang V& chdp nhan hoan thanh thanh town trong 2 nam.

13. We shall reimburse you the total value of the entire equipment by instalment in 4 years. Chang toi se thanh town cho Ong toan bo gici tri caa toan 130 thiet bi bang hinh thac fret gop trong bon nam.

14. We would like to buyback your cotton as compensation. Chang Vol moon mua lai vdi bong theo hinh thac mua bit trig

15. You will undertake to buyback all the products turned

out with the said equipment.

Ong se dam trcich mua lai toan 130 nhiing scin phdm

chide lam ra thiet bi dei noi.

16. Buyback is more convenient than counterpurchase.

Moo lai thuan ti'On how la trao ctdi hang hoa.

17. We agree to take the compensation by 50% buyback

and 50% counterpurchase of your products.

Chang Vol clang y bit tra' bang 50% mua lai va 50% trao ddi voi scin phdm caa cac Ong.

18. An irrevocable letter of guarantee will be issued in your favour by the Business Bank, to guarantee

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timely payment of the installments with the interest due, provided that you have fulfilled your obligations under the contract. Mot thu' bet° clam khong the' huy ngang du'dc ban hanh vai su ddng y eila mot Nga n hang Thu'dng Mai, de' dcim bcio thdi gian thanh tocin trci g6p vdi lai suCit tdi han, ne-u Ong thu'c hien dung nhieng nghia vu ciza minh theo hop deing.

19. Concerning the import side of this compensation

trade, we agree to make payment by three yearly installments without interest.

poi voi ben nh(ip khdu cita viec buon ban biz trio nay, cluing toi ddng y thanh town bang hinh trci gop trong ba nam khong c6 lai slat.

20. We agree to accept payment for this machinery in the form of buyback of electric toys.

Chung toi ddng y ehdp nhCin thanh town cho may auk nay du'di hinh d& mua lai ccic clo chili dien.

21. Three months after the equipment supplied by you

become operational, you shall establish an

irrevocable resolving L/C in our favour in respect of

the products to be exported to you.

Ba thcing sau khi thiet bi du'dc cung cap bdi ben Ong di vao hoat dOng, Ong se ban hanh mot thu' tin dung khong du'dc hUy ngang vdi su' chdp thutin ceza chang toi cho nhiing scin phcim do Ong xudt khciu.

22. You should undertake the responsibility of assembly, installation, startup and test run the equipment and

machinery within the respectively specified periods.

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Ong se phcii chiu trcich nhiem lcip rap, cai c$at, khdi d'Ong va chay th' cac thiet bi va may m6c trong thai gian cu the' tu'o'ng ang.

23. The machinery and equipment supplied by us will

arrive in time by partial shipment. May m6c va thiet bi du'oc cung cap bdi chang toi se tdi no'i dung thdi gian bang hinh du& giao titng phdn.

24. You should warrant that if the equipment fails to opearate normally due to faulty manufacture, you will send over your technicians to effect repairs or replace the defective article or parts with all expenses to be borne by your side. Ong phcii dam bcio rang neit thiet bi khong hoat d'Ong du'oc binh thu'dng do rai scin xuert, ong se get'i ccic ki thuat vien sd'a chiect hoeic May the nha'ng phd n bi h6ng vdi mai chi phi do ben 'Ong chiu.

25. According to the terms of the compensation trade agreement, we bear responsibility for the erection and maintenance of equipment. Theo ccic dieu khocin cda hop def.ng buon ban bit trit, thong toi chiu track nhi'em ve viec lap dat va bao tri thiet bi.

26. For the purpose of mastering all the techniques of operating your equipment, we request you give technical training /to the personel for operating and servicing the equipment.

c6 the' ncim viing ccic kji thud t van hanh thiet bi cda 'Ong, chicng toi cue nghi ong ciao tao kj, thuat cho nha n sot caa chting toi de van hanh vet bdo du'ang thiet bi.

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27. When the equipment is put into producing, you are to send your technicians to our plant together with our personel and teach them to grasp the entire technology. Khi thiet bi duvc ctu'a vao sdn xudt, eing se gal kji thuat vien tdi nha may cilia chang toi cling nhan su' cilia toi va day cho ho nam du'gc tam be) cling nghe.

28. You should guarantee that the machines to be supplied are in accordance with our requirements and specifications. Ong phcii ddm bdo rang may mac du'o'c cung cap se theo dung nhirng yeu cciu va dac diem ky thuat c act chang

29. We'll submit technical documents to you and guarantee safe operation of the equipment. Chang toi se du'a tai lieu ky thuat cho "Mg va dam bdo an toan trong hoat d'Ong circa thiet bi.

30. We shall of course adopt strict measures to control the quality of our countersale products. Chang toi tat nhien se cip dung nhiing chua'n mu'c nghiem nett cle kiem soot chat luVng caa nhit'ng scan pha'm trao

31. The two parties agree to enter into compensation trade under the terms and conditions set forth below. Hai ben gong j, tie'n hanh buon ban bit trit dual ccic dieu khodn va dieu kien sau.

32. We have agreed upon the major points of the compensation trade agreement. Chang toi gong da so ccic diem trong hop gong buon ban biz

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Delicately wording for compensation trade Tit nga hheo leo di 135 cho hoat di:mg buon ban bit trig

1. I think that the compensation trade arrangement suits us better. TOi nghi rang buon ban biz trig phit hop vo'i chi ng toi hon.

2. I would like you to complete the payment in 2 years if it's not too difficult for you. Toi muon Ong hoan thanh thanh town trong hai nam neu dieu do khong qua kh6 cho Ong.

3. Is it possible to compensate by other products under compensation trade arrangement?

Lieu c6 the' thay the bang nhit'ng sari phdm khac du'ai hinh du& buon ban bit trit khOng?

4. You'll get compensated by the products which you can either sell in your country or export to other countries.

Ong se du'dc den bit nhiring san phdm ma 'Ong c6 the' ban trong nu'o'c caa minh hoac xudt khdu sang nu& khcic.

5. Reference is made to the trademark to be used on the compensation products. As we have to provide all raw materials and spare parts and to devise process designs we propose to use a new trademark. Vi "Oc sic' dung thuzing hieu cho ccic sari pheim bit trill se phai du'dc xem xet va tham khao. Bdi vi chz ng toi phai cung cap nguyen lieu tho vet dd phu tang de' thu'c hien ccic thiet ke ve quy trinh san xudt, Chung toi de nghi se dung mot thu'dng hieu

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6. The degree in marketing our countersale products will denpends on advanced technique in production, constant improvement in design, and the knowledge of market tendency and needs. Mai'c de) marketing sdn pheim trao caa chang to se phu thu6c vao k9 thuett tien tien trong sdn xuat,

cdi tien nheit dinh trong thiet ke- va nhfing biet ve xu hu'Ong cling nhu' nhu cdu cda thi tru'dng.

7. We hope you will let us have an outline of your proposal so that we can make a preliminary evaluation of the economic feasibility of your proposal. Toi hy vong 'Mg se cung cap cho chang Vol cue cu'dng a de xueit caa 'Mg chung toi c6 the' c6 nhiing danh gici so' b6 ve khci na'ng thvc thi trong cm xueit cda

8. We hope you will quote us in detail on cash basis and on buyback basis separately, the prices of the equipment and instruments and the charges of know- how and technical service so that we can give the matter an overall evaluation to arrive at a decision. Chung toi hy vong 'Ong se ctinh gia chi tiet cho chang toi theo cd sd tien mat va cd so' mua lai mot ccich rieng biet, gia ca cda thiet bi va ccic cong cu cling nhu chi phi cho phuting phcip sdn xudt va dich vu kj% thued chang toi c6 the' dcinh gia vein cue mot ccich tong quit vet du'a ra quyet dinh.

9. If you have any difficulty in counter-purchasing our products, we suggest that a reliable and competent partner in a third country be invited to join you in signing the contract with us to help you resolve this problem.

202

Neu 'Ong gap kh6 khan gi khi mua ban trao hang hoct vdi chi -mg toi, Chung toi c6 the' &e nghi mot d6i tcic acing tin cay va c6 det khci na ng 6' mot rid& thd ba tham gia vdi 'Ong trong viec ley Op ddng vdi chung toi de' gitip Ong gidi quyet van de nay.

10. At present, medium-sized compensation trade, expecially those aiming at ensuring quick increase in export earnings for financing the importation of equipment will be given priority. Hien tai nhirng hop d6ng buon , bcin bit trei m trung, &Tic biet nhiing ccii nham ddm brio tang tru'etng nhanh cda thu nhap td hoot &Ong xuat khdu de' cap von cho viec nha p khdu thiet bi se du'o'c du tien.

TINH HUONG CIAO DICH

Gicio dich 1

A: Mr Dick, we've looked at your coal mining equipment and have great interest in buying. But as you know, we're short of foreign exchange at the moment. Ong Dick, chang toi dei xem nhi-eng thiet bi khai thcic than dui 'Ong va rat mudn mua chung. Nhu'ng Ong biet day, hien tai chicng toi Bang thiet ngoai te.

B: How many sets of machines do you need, Ms Lien? Ba can bao nhieu be) may m6c, hd ba Lien?

203

A: Ten sets this time. If the machines prove efficient, we'll probably need more. Mu'a'i be) cho lan nay. Neu nhu' may mac Zan nay chang to du'dc hieu qua, cluing toi chac cheat se can

them.

B: Hmm...shall we undertake compensation trade? I'm

sure it will benefit both of us.

ta co tlzi tievn hanh buon ban bit trig

khong? Toi tin rang no se c6 ldi cho ca hai chang ta.

A: That's great. Let's discuss some concrete terms then.

How will payment be made under the compensation

trade arrangement? Dieu do that tuyet. Hay thcio luan ve mat so" dieu khocin cu the' di. Viec thanh town se du'dc thu'c hien the new dudi hdp d6ng buon ban bit trig?

B: We would like to buy back your coal as compensation.

Chang toi mudn mua lai than caa ba nhu' mot

khocin bit trii.

A: That's all right. But how long do you think it shall take

us to complete the payment?

DI* thoi. Nhu'ng Ong man chang toi hoan thanh viec thanh town trong bao u?

B: Well, the payment of 3 to 5 year is international practice. Let's take the minimum if it's not too difficult for you. Viec thanh town trong khocing tit' 3 tdi 5 nam theo thong le quek te: Hay lay thdi gian ngcin nheit neit khong qua kho khan cho ba.

204

A: OK, we agree to complete the payment within 3 years, starting from the beginning of production. Du'oc thoi, chung toi dOng y hoan thanh thanh town trong 3 neim, bat dau tip khi bat dau viec sem xudt.

B: Yes. But one thing I have to remind you, since compensation trade is a kind of loan, you have to pay interest every year. Du'o'c. Nhu'ng c6 mat viec toi phai nhcic ba, vi buon ban bit trio' la mat hinh thac vay no', ba se phcii trci lai hang nam.

A: Of course. But there are some minor details l's like to mention. Tdt nhien rOi. Nhu'ng c6 mot so- chi ti'et nha toi mudn de cap tai.

B: Yes? Let gi vay?

A: When the equipment is put into production, you're to send your technicians to our plant together with our personel and teach them the entire technology. Khi thiet bi clito'c du'a vao sem xuat, Ong se geti ccic 14 thuat vien tai nha may eta chitng toi cang viii nhan su caa cluing toi va ciao tao ho ve toan ba cong nghe nhe.

B: OK. D dcec thoi.

A: Also, within one month wafter receipt of the L/C issued by our bank, you shall provide us with an irrevocable L/C issued by your bank in our favour guaranteeing payment for our countersale products delivered according to the agreement.

205

Them niza, trong yang mot net m sau khi nh6n du'dc thu tin dung du'o'c phcit hanh bdi ngein hang clict

chung tai, 6ng se cung cap cho chung tai thu' tin

dung khong the htiy ngang du'dc ban hanh bdi ngdn

hang vdi sttl chap thu6n czia ong de' dem bcio thanh

town cho sem phdm trao ddi du'dc chuyen tai theo

hop gong.

B: There is no problem. When shall we sign the contract?

Khong c6 vein de gi. Khi net° chting to c6 the' ki hop

d6ng?

A: At your convenience.

Mien la thuCin tien cho orig.

Gicio dich 2

A: Mr Bell, we've carefully considered your proposal, but

we think the compensation trade arrangement suits

us better.

Ong Bell, chung tai dei xem xet cue xudt ceta Ong,

nhu'ng chung tai nghi rang buon ban bit trig phis

hop vdi chung tai hdn.

B: It suits us fine as well.

N6 cling phis hop vdi chung tai.

A: Is it possible to compensate by other products under

a compensation trade arrangement?

Lieu c6 the' bit trill bang nhring sem phdm khcic theo hop de.ng buon ban bit tn.? khong?

206

B: Are you suggesting that you'll supply us the computer software production line according to our price and take your compensation by counterpurchase? Co phdi Ong gang go'i y rang 'Ong se cung cap cho cluing toi day truyen scan xuelt phcin mem may tinh theo gid cda cluing Vol va nhein bit trill bang viec mua ddi lu'u?

A: Yes, we don't need any computer software right now. Dung vely, hien nay cluing toi khong can plan mem may tinh.

B: What kind of products would you prefer? ly Ong mudn loai sdn phei'm new?

A: We'd like the payment by some raw materials such as cotton, coal and oil.

Cluing toi mudn thanh tocin bdng nht'ng loci nguyen lieu tho nhu' vdi bong, than hod c dciu.

B: Coal and oil are also badly needed in this country. I think we can compensate with cotton.

Than va dCiu cling clang rat can den d deft nu'ac nay.

Toi nghi cluing toi se bit &a' bdng vdi bong.

A: That's fine.

Cling &ice.

B: How long do you expect completion of payment to take?

Ong mudn viec thanh town hoetn thanh trong bao Mu?

A: How about 2 years?

Khocing 2 neim c6 du'yc khong?

207

B: I'm afraid it's too difficult for us. How about 5 years? Toi e rang no qua kh6 cho cluing Mi. Lieu 5 neim c6

duck kitting?

A: All right. But you need to pay interest. ThOi du'o'c. NhUng Ong se phcii tret led sudt.

B: That is no problem. Kitting c6 van de gi.

208

25. SOLVE -TENDER INVITATION

AND BID MATTER vin degoi thdir vã cift thdu

MAU CAU VA THUAT NW HUIJ DUNG

Inviting and bidding Goi thdu va du' theiu

1. Are you interested in our Invitation in Mua&Ban? Ong co quan tam den thong bcio mdi thdu cUa thong tôi tren td Mua & Ban khOng?

2. What's the time set for the bidders to submit their bids? Thdi ccic nha thciu gezi did thciu la bao gib'?

3. Mr James, our government has invited tenders for the Three Gorges Project. Would you like to take part in? Ong James, chinh phez cua chang toi gang mdi thdu cho clz! an Three Gorges. Ong có mudn tham gia khong?

4. We shall get a complete set of tender documents for you. Chang tOi se lay mot 130 he so' mdi thdu hodn chinh cho Ong.

li I DPI t- I 4 209

5. When do you expect to open the tender? And where? Khi nao ccic Mg se mO'deiu theiu tong khai? Vet a dau?

6. You're required to come to our office for the tender documents against payment of 500 dollars.

Ccic 'Ong drat yeu cciu den van phang ceta chi -mg toi mua mat ba ha so' mai theiu gici la 500 do la.

7. Here is a set of tender documents which cover all the

necessary details.

Day la mat b6 ha so' mai theiu vdi dciy chic ccic chi tiet can thiet.

8. As this is a large project, we require a letter of guarantee from an acceptable bank.

Vi day la mat du' an low, Chung toi yeu cciu bcio dcim du' thoiu mot ngan hang chap nhan thanh toan.

9. We hope you'll consider this tender invitation carefully before the closing date. Chang toi by vong 'Ong se xem xet thong bcio mai thtiu mot ccich can than tru'ek khi het han.

evp TIM HONG CIAO DICH

Gicio dich 1

A: I've heart that you're to call for the tender. Toi du'vc biet la ccic 'Ong gang mai thciu.

210

B: Yes. It's for oil development in the East Sea. Dung vay. No hu'Ong den su' phcit trien dciu a Bien Ming.

A: When do you start the invitation? Khi nao ccic Ong se thong bcio thei u?

B: Early next month.

Ddu thcing sau.

A: What kind of equipment would you like to purchase?

Ccic Ong man mua loci thiet bi nao?

B: The advanced drilling equipment.

Thiet bi khoan tien tien.

A: When is the closing date? Thal diem (tong thclu la bao gib'?

B: October 31st.

Ngay 31 thcing 10.

A: And where is the bid to be sent? lid so' du' thciu phcii gill den da u?

B: To our office. Tc)i van pheng dm cluing Mi.

Gino dich 2

A: We've have carefully studied the bid documents and decided to take part in the bid. Chang toi da nghien hO so' ddu thtiu va quyet Binh se tham gia deru thtiu.

211

B: I'm very glad to hear that. Have you prepared your bid? Toi rat vui vi dieu do. Ong del chudn bi hd sd du thd u chu'a?

A: We have prepared a competitive bid. Chang- toi det chuein bi mot hd so' du theiu canh tranh.

B: How do you assess the volume of work on the project? Ong Binh u'ac khdi lu'o'ng ding viec trong du an nhu' the ndo?

A: We assess the volume of work according to the date required. Here is our Submission of Bid together with information on the cost, construction time and volume of work for the project. Chang toi u'dc tinh khdi luting cong viec du'a veto ngdy yeu ceiu. Day la Ho sd du' thciu chi -mg toi cling vdi nhieng thong tin ye gici cd, thal gian thy du'ng vet khdi ludng cong viec cho du an.

B: Are the prices stated in the US dollar? Gici du'o'c ghi bi4ng do la My" cha'?

A: Yes. Wing.

B:, What kind of guarantee will you provide us with? Loai hinh bdo ldnh new Ong se cung cap cho chang COO

A: A standby letter of credit established by Vietcombank. MOt thu tin dung du phong du'vc phcit hanh bdi Ng-an hang ngoai thuling V* Nam.

B: Have you brought the qualification certificate with you? Ong co mang gitlY phep theo khong?

212

MUC LUC

Lai not dgu 5

1. Market research 7

Di6u tra thi trudng

2. Appointment 13

Hen gap d6i tac

3. Understanding the importance of local 17

Am hi6u tam quan trong caa phong tuc, tap quan

dia phtiong trong kinh doanh

4. Prepare for the meeting 25

Chugn bi cho bu6i gap mat

5. Treat the customer 31

Ti6p dal khach hang

6. Introduce about your products 36

Gidi thiau ye sin pha'm caa ban

7. Internal prepare for negotiation 45

Cong tac chugn bi nOi be) cho qua trinh dam phan

8. Start to negotiate 50

Bet dgu dam phan

9. How to win in contract terms and conditions 56

Lam th6 nao de chitin thing ye dieu khosin

trong hop dung

213

10. To win a negotiation on price 66

DO thuong ludng thanh cong v4 gia ca

11. Negotiation for custom entries and duties 77

Dam phan hiep Binh vo thug quan nhu the nao

12. Negotiation about benefits and responsibility of insurance policy 82

Dam phan A quyen idi va trach nhiem chinh sach bao ham

13. Negotiate about commission 89

Dam phan vg tiOn hoa hong

14. Negotiation of technology transfer 98

Dam phan v4 van dO chuyen giao kr thuet

15. How to negotiate brand and trademark issue 109

Dam phan nhu the nao ve van do nhan hieu hang h6a

16. Negotiation of joint-venture business 115

Dam phan v4 kinh doanh gOp Von

17. Negotiation of sole agency issue 128

Dam phan A dal ly d6c quyen nhu the nao

18. Negotiation of assembling business 142

Dam phan nhu the nao trong giao dich lap rap gia cOng

19. Negotiation of goods transaction 152

Dam phan nhu the nao A van de giao dich

hang h6a

214

20. A proper ending of a negotiation 161

Ket th0c cu6c dam phan mot cach hcip ly

21. How to solve compensation issue 168

Giei guy& nhv the nao ye wan de Lc& ,vdng

22. NeGotiation of Barter trade 181

13/ nhV the nao ye van de d6i hang

23. Negotiation of compensation trade 188

Xt.? /3"/ th6 nao ye giao dich c6ng bang

24. Negotiation of compensation trade 195

Xis lk nhti the nao trong dam phan ye buOn ban b0 trif

25. Solve tender invitation and bid matter 209

lk van de gOi theu va dV theu

215

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