Signing a contract

- We have a few problems to discuss. First comes the problem of delivery terms. As far as I remember you prefer FOB terms.

- You are quite right.

- These terms are acceptable to us.

- What’s your idea of a FOB price?

- It’s 1200 pounds per unit. If you buy on FOB terms then the price will be 1300 pounds.

- Well, I suppose FOB terms suit us. But will you give us a discount if we buy say 50 machines?

- In this case we can give you a 10% discount.

- So, the problem has been settled. When can you deliver the machines?

- Well, we can dispatch the machines in 2 equal lots of 25 machines each. We can promise to deliver the first lot in April.

- And can the second lot be delivered in July?

- Yes, I think we can meet these delivery dates.

- Fine. It seems to me we have settled all the problems and can sign the contract now.

Exercise 6. Work in three groups: fill in the blanks in the replies of the dialogues, read, translate and reproduce these dialogues in roles for the rest two groups.

N 1:

- What shall we … today?

- Please, … us of the delivery dates.

- The … will start in May, I think.

- Could you … the delivery time?

- I think we can reduce it.

- How will deliveries be made?

- In …at a three month interval.

N 2:

- What shall we … first?

- Prices, if you don’t.

- We can’t agree to …. They are overestimated.

- We are ready to grant you a ….

- Well, and in what … will the payments be made?

- I think in US dollars.

N 3:

- Let’s … to the guarantee clause.

- Did you see our model? How did you like it?

- It’s very good. What about the price?

- We sell this model at …. The quality is excellent and it is in ….

- All right. We are always ready … with you. We’ll give you our final … tomorrow.

Exercise 7. Work in pairs. Choose the situation you like and make up your own dialogue:

PROBLEM 1:

- You are a representative of the company, which wants to buy the transporting equipment. Your partners offer you to deliver the goods up to the end of the year. Such terms do not suit you.

PROBLEM 2:

- You are signing the contract with some firm, but you’d like to discuss the question of price. You want to get a discount.

PROBLEM 3:

- You are a representative of the Ukrainian firm. Your firm wants to make business with some English firm. You can offer your future partners to sell the transporting equipment at a very low price in two lots.

LEARN THE ADDITIONAL MATERIAL: