中方代表：霍尔姆斯先生，很高兴我们在价格和交货方面都达成了一致，今天的谈判效率很高。

British representative:I love the way we worked together. Glad as well that we’ve moved so far. It fully shows the sincerity from both companies.

中方代表：当然，我们都是很有诚意合作的。好，我想下面该看看付款方面的问题了。

British representative:Alright, let’s get to the payment issue. What’s your proposed method of payment?

中方代表：根据我公司的惯例，我们希望贵公司能以电汇方式支付相当于总金额30%的定金，余下的70%以即期、不可撤销信用证的形式支付，这样更能够保证双方的利益。

British representative:Well, that’s not pretty much what we usually practice. I know L/C protects the interests of both parties and sure I also opt for an irrevocable one. But the ratio and combination might not be acceptable to us.

中方代表：我想还是有协商的余地。贵公司通常采用什么样的付款方式？

British representative:We usually take the approach of D/A, which is based on our reputation in UK and worldwide in terms of payment promptness and adequacy. I think our record tells its own story, otherwise we would not be inviting the interests of many global companies.

中方代表：的确，贵公司的声誉毋庸置疑，也算是这个行业的知名企业了。不过您也要考虑我们的难处，这是我们第一次合作，自然会比较谨慎，而且我们一般都会要求买方先下定金，然后再以信用证方式付余款，很难单独为了你们而改变要求。

British representative:You know that in the UK, companies like us, which fail to pay upon receiving the delivered goods, shall be punished severely by law. And usually they are banned from entering the business for an extended period of time.

中方代表：您说的我都相信，对于英国相关法规我也研究过，西方发达国家的公司的确更有诚信。不过做生意这个东西，我们都清楚，空口无凭，尤其是我们没有任何合作的基础。

British representative:Now that I know it, then let’s see whether we can meet each other half way.

中方代表：好的，看看有没有折中的方法。承兑交单对我们来说风险太大了，以前就吃过这方面的亏。您刚才说30/70的比例不太合适，是吗？

British representative:That’s right. You see that we just agreed upon a big order and the price per unit is also high. We are currently negotiating other projects, so our cash flow may be running short.

中方代表：那就是说你还是接受电汇定金加信用证的支付方式了，您认为什么比例比较合适？

British representative:Let me see. Well, we can only guarantee a payment in advance at 20%. That’s the maximum that our cash flow can allow.

中方代表：那么剩下的80%以什么形式支付？还是即期、不可撤销信用证吗？

British representative:I’m afraid not. As I said, an irrevocable L/C can be considered since it bears greater sincerity on our side. But L/C at sight carries too much financial burden on us.

中方代表：那贵方有什么想法？很高兴我们的分歧在一步步缩小。

British representative:I’d like to suggest L/C 60 days after sight. It might be more risky, but for many internationally renowned corporations, it’s become a norm.

中方代表：您不仅调整了比例，还采用了另一种信用证的形式，让我们很为难，毕竟我们也有现金流的压力，而且现在库存大，占用生产用地，消耗很多资金。

British representative:Well, this forward L/C can give you a couple of advantages. It helps you win more international clients and banks love that. You can actually leverage on that for financing purpose.

中方代表：这些我们都明白，但是之前您也说过，这个单量大，金额也高，我们的生产也要大量资金的，万一资金链断了，对双方都不利，是吧？

British representative:So what’s your proposal for that?

中方代表：刚才您不是说双方都让点步，不能只是我们这边让啊，看看贵公司能否在定金方面让步了，先以电汇方式付25%的定金。

British representative:Then that’s a deal. 25% payment in advance by T/T and 75% by L/C 60 days after sight. It’s all for the best of both.

中方代表：就是就是，双赢嘛。我们再看看其它的细节吧。

British representative:No problem! Let’s proceed with the next item.

参考译文：

Chinese representative:Mr. Holmes, glad that we’ve reached agreement on price and delivery. We are very efficient today.

英方代表：我们合作的方式很棒。很高兴谈判取得了如此的进展，这充分表明了双方的诚意。

Chinese representative:Sure, sincerity brings us together. Well, I think we should come to payment now.

英方代表：没问题。你方希望采用何种付款方式？

Chinese representative:In light of our custom, we hope you can pay a 30% deposit in T/T and the remaining 70% in irrevocable L/C at sight, which is for the best interests of both.

英方代表：我们一般不这么做。我知道信用证保护双方的利益，也倾向于使用不可撤销信用证。不过定金的比例和组合方式值得商榷。

Chinese representative:It’s open for further negotiation. What’s your usual practice of payment?

英方代表：我们从不拖欠、克扣款项，在英国和全球的口碑都很好，所以一般采用承兑交单。过往的交易记录就是明证，否则也没有那么多全球性公司愿意与我们合作。

Chinese representative:As a well-known player in this industry, your reputation is beyond any doubt. But, if you place yourself in our shoes, you’ll excuse us for being cautious in our first cooperation. And this is our customary practice: deposit first and balance with L/C. We are not prepared to give you exceptional treatment.

英方代表：要知道，在英国，像我们这样的公司如果收了货却不付款，会受到法律严惩，而且在相当长的时间内都收到禁业条款约束。

Chinese representative:I believe that. I’ve also studied UK regulations and come to know that companies in developed countries have greater integrity. But this is business; it’s proof-based, especially when this is our first shot.

英方代表：既然这样，我们找个折中的办法吧。

Chinese representative:Great, see if we can get one. D/A is too risky for us and we suffered losses from it. You don’t like that 30/70 proportion?

英方代表：是的，我们这笔单不小，单价也高，而且公司还在谈其它项目，所以现金流不太够。

Chinese representative:Then that means you can accept the combination of deposit by T/T and balance by L/C. What’s your proposed proportion?

英方代表：让我想想。定金只能20%，现金流就这么多。

Chinese representative:What about the other 80%? Still in irrevocable L/C at sight?

英方代表：恐怕不行。我刚才也说了，不可撤销信用证体现了我方的诚意，可以考虑，不过即期信用证给我们过多资金压力。

Chinese representative:So what’s in your mind? Great to see our gap narrowing.

英方代表：我方建议采用见票后60天付款信用证，风险大些，不过这是很多国际知名企业的标准做法。

Chinese representative:You just adjusted the proportion AND adopted another type of L/C, which embarrassed us. We also have cash flow pressure, and our large inventory consumes much production space and capital.

英方代表：这个远期信用证有两个优势：帮你吸引更多海外客户，也受银行的青睐。你还可以用它进一步融资。

Chinese representative:I understand. But, as you mentioned, it’s a big order in volume and monetary value. We need capital also in production. If the capital chain breaks down, no one wins, right?

英方代表：那你方的观点是什么？

Chinese representative:You said we should meet each other half way, but you’ve not moved yet. We hope you can make concession on deposit, that is, 25% in T/T.

英方代表：就这么定了。以电汇方式支付25%的定金，余下的75%以见票后60天付款信用证支付。这可是为了两家的利益啊。

Chinese representative:That’s it, a win-win result. Let’s continue with other details.

英方代表：没问题，谈谈下一项吧。