W： Well， we've settled the question of price， quality and quantity. Now what about the terms of payment?
B： We only accept payment by irrevocable letter of credit payable against shipping documents.
W： I see. Could you make an exception and accept D/A or D/P?
B： I'm afraid not. We insist on a letter of credit.
W： To tell you the truth， a letter of credit would increase the cost of my import. When I open a letter of credit with a bank， I have to pay a deposit. That'll tie up my money and increase my cost.
B： Consult your bank and see if they will reduce the required deposit to a minimum.
—— 好吧，既然價格、質量和數量問題都已談妥，現在來談談付款方式 怎么樣?
W： Still， there will be bank charges in connection with the credit. It would help me greatly if you would accept D/A or D/P. You can draw on me just as if there were a letter of credit. It makes no great difference to you， but it does to me.
B： Well， Mrs. Wang， you must be aware that an irrevocable letter of cred it gives the exporter the additional protection of the bank er's guarantee. We always require L/C for our exports. And the other way round， we pay by L/C for our imports.
W： To meet you half way， what do you say if 50% by L/C and the balance by D/P?
B： I'm very sorry， Mrs. Wang. But I'm afraid I can't promise you even that. As I’ve said， we require payment by L/C.
—— 即便那樣，開立信用證還是要支付銀行手續費。假如你能接受承兌 交單或付款交單，這就幫我大忙了。你就當作是信用證一樣向我開 匯票。這對你來說區別不大，但是對我來說就大不一樣了。
—— 王小姐，你應該也知道，不可撤消的信用證給出口商增加了銀行的 擔保。我們出口一向要求采用信用證;反過來講，我們進口也是信 用證付款。
—— 我們都各讓一步吧，貨價的百分之五十用信用證，其余的采用付款 交單，你看怎么樣?
—— 對不起，王小姐。即便那樣，我恐怕也不能答應。我都說過了，我 們要求用信用證付款。
A： Well， Mr. Brown， we've settled everything in connection with this transaction except the question of payment in yen. Now can you explain to me how to make payment in yen?
B： Many of our business friends in England， France， Switzerland， Italy and Germany are paying for our exports in Japan currency. It is quite easy to do so.
A： I know some of them are doing that. But this is new to me. I've never made payment in yen before. It is convenient to make pay- ment in pound sterling， but I may have some difficulty in making payment in yen.
B： Many banks in Europe now carry accounts in yen. They are in a position to open letters of credit and effect payment in yen. Con- sult your banks and you'll see that they are ready to offer you this service.
A： Do you mean to say that I can open a letter of credit in yen with a bank in London or Bonn?
B： Sure you can. Several of the banks in London， such as the National Westminster Bank and Barclays Bank are in a position to open letters of credit in yen. They'll do so against our sales confirmation or contract.
A： I see.
—— 布朗先生，除了日元付款問題外，我們已經談妥了有關這筆交易 的所有事項。現在，能不能請你解釋一下如何用日元付款?
—— 我們在英國、法國、瑞士、意大利及德國的許多商界朋友都用日元 支付我們的出口貨物。這很容易做到。
—— 現在歐洲許多銀行都可以開立日元賬戶。他們可以開立信用證并且 用日元支付。你去銀行咨詢就可知道，他們會替你辦理這項業務的。
—— 當然可以。在倫敦有好幾家銀行，如國家威斯敏斯特銀行和巴克 萊銀行等都可以憑我們的銷售確認書或合同開立日元信用證。
W：To get around your difficulty， Mr. Brown， I'd sug gest that you reduce your order by half. You can send in an ad di tion al order later.
B： Well， I'll consider the possibility. By the way， when do I open the L/C if I want the goods to be delivered in June?
W： A month before the time you want the goods to be delivered.
B： Could you possibly effect shipment more promptly?
W： Getting the goods ready， making out the documents and booking the shipping space —— all this takes time， you know. You cannot expect us to make delivery in less than a month.
B： Very well， Mrs.Wang. I'll not reduce my order. I'll take the full quan ti ty you offer. And I'll arrange for the Letter of Credit to be opened in your favor as soon as I get home.
W： When will that be?
B： Early next week. In the meantime， I should be very pleased if you would get everything ready. I hope that the goods can be dispatched promptly after you get my Letter of Credit.
W： You can rest assured of that. We'll book you order and inquire for the shipping space now， so that shipment can be effected within two or three weeks of receipt of your L/C.
B： That'll be fine. I appreciate your cooperation.
—— 布朗先生，我建議你把訂單數量削減一半以擺脫你的困難。你可 以以后再下追加訂單。
—— 喔，我考慮一下這種可能性。順便問一下，如果我想要你們六月份 交貨的話，我需要在什么時候開立信用證呢?
—— 你瞧，備貨、制單證、訂艙位——所有這些都要花時間。你總不 能要求我們在不到一個月的時間內交貨吧。
—— 下周初。與此同時，如果你們能將所有的事情準備好，我會非常 滿意。我希望你們收到我的信用證后能馬上發貨。
—— 這點我們可以保證。我們這就下單生產、訂艙位，這樣在收到你方 信用證的兩、三星期內就能安排裝運。
W： Very good. Well， thanks to your cooperation， our discussion has been very pleasant and fruitful. I sincerely hope that the volume of trade between us will be even greater in the future.
B： By the way， Mrs. Wang， we have a mind to do joint participa- tion with you on Japanese arts and crafts in our market. Would you entertain this proposal?
W： Well， this is something new. A few of our friends from Europe have also suggested that we participate in joint enterprise with them dealing in some of our goods. We think there are a lot of details to go into.
B： If you feel our proposal is attractive， it is estimated that business to the extent of over twenty million marks can be done in this manner.
W： Naturally， I appreciate your efforts in pushing the sale of
Japanese arts and crafts. But I'm not in a position to discuss your proposal today. I must first talk to our director， and discuss it with you some other time.
B： All right. Anyway， I'll be staying here for another two weeks. But I'm looking forward to having something done in this respect.
W： We'll talk about it next time. Now that everything is settled， let's have a cup of tea， and take our minds off business for a change.
—— 太好了。由于你們的合作，我們之間的談判很愉快而且富有成果。 我真誠地希望今后我們之間的貿易額會進一步擴大。
—— 王小姐，順便提一句，我們有意與你方合作，在我國市場上合資 經營日本工藝品。你們愿意接受這個提議嗎?
—— 這是一個新做法。有些歐洲朋友也建議我們與他們一起合資經營我 們的一些產品。不過，這個需要進行詳細地討論。
—— 如果你們覺得我方提議值得考慮采納，估計以這種方式，貿易額 可以達到二千萬馬克以上。
—— 當然，我們很感激貴方為推銷日本工藝品所作的努力，但是我今 天無法與你方討論這一問題。我得先和我們主管商量一下，然后和 您找個時間再談。
—— 好吧，反正我還會再呆兩個星期。不過我期望在這方面能夠取得進 展。
—— 我們下次再談吧。既然所有的問題都解決了，我們喝杯茶，拋開業 務問題休息一下吧。