grye n Phticing ai

B A I T A P D A M P H A N T I E N G A N H

25 ki nang

s

nang cao hieu qu i trong

giao dich kinh do anh

ENGLISH NEGOTIATION EXERCISE

25 Skills To Improve Effectiveness

In Business Transaction

T:ng dia MP 3

NHA XUAT BAN HONG DtfC

 

te f ff

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 v i nhiing ngu'efi thu'o'ng uyen

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

t p dam phan

tieng Anh".

ol 25 ai t p 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; pha

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.

6

 

1. M ARKET R ESEARCH

Digu tra thi tru o ng

M U C U V T H U T N G U

' a u

D U N G

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 lz ic ho nhC i ccic chuy en 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.

7

 

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

t i e

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

hi 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.

K i e m

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

ghiem sdn phdm.

8

 

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 t u'ang cUa ing ta 5 nam t u'ac.

3 6

T I N H H U O N G G I A O D I C H

Giao d ich 1

A:

Now, did you look at my proposal?

Anh da xem bdn cue xueit cda toi chu'a?

B: Yes, I did.

T o i dei

xem ro i .

A: And?

V e t ?

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.

9

 

B :

Boom?

ng 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

ay 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.

oi ham V y 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.

a it da nhieu thi toi ein can phdi thvc hien

nghien

hiet 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

hi tru'ang da du'cfc

W e r t

hanh nhu'

the nao?

10

 

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.

1 1

 

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.

12

 

2. APPOINTM ENT

Hen

gap c l o Y tic

M A U C A U V A T H U A T N G I f H U U D U N G

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?

in loi. Day co phdi la cong ty Novel a ouston,

Tex s khong

3.

Excuse me. Is this 713 - 555 - 9999?

in h6i day có phdi so m y 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.

W ish 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

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

13

 

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?

in 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 ake it, please

recommend some other dates.

i"ec nay hong 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

hai gi n 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?

14

 

3.

Can you suggest an alternative?

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

4.

As an alternative, I wish to propose M ay 3rd.

Toi mudn thay the vao ngay mang 3 thcing 5.

N

ip

T i N H H U O N G C I A O D I C H

Giao dich 1

A:

Hello. Is this the Novel Company?

in chao. Cho hOi day c6 phdi cong ty Novel khOng?

B:

Good morning. Yes, this is Nove l. May I help you?

hao Ong. a ng clang

rdi.

Toi c6 the

 

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 tr ch 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.

i cho rang ngu'efi ma ng mudn gap la ng J mes

Smith

c

phbng Marketing Qudc te: Toi se chuyen

m ay cho Ong geip "Ong ay .

15

 

A:

Cc im

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

oi phai h6i d6ng nghiep

xem sao.

B:

I understand. Will you let me know then?

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

A: Yes,

I

will come back to you as soon as possible.

ang

oi se lien lac lai vdi Ong ngay khi có the.

16

 

3. UNDER STANDING TH E

IM P O R T A N C E O F L O C A L

Am hi

e

9u tam quan trong ctia phong

tuc,

tap

quan did phuong trong kinh doanh

M A U . C A D V A T W A T N G U H O D D U N G

The iipportance of local culture in business

m quan trorig

hong tuc t p quern dia

phu'o'ng trong kinh doanh

1.

Today,

nternational

usinessmen

nd

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

hu'dng nhiim lan khi nhin nhan van

hoci nu'dc ngoai qua Ong kinh van hoci ban dia cUa

chinh ho.

17

 

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.

oan cdu hod cdc nen kinh to da t o ra u' gi o

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.

18

 

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

s e

tra thanh chinh nhan sinh quan cda chang ta, vet ta

thu'dng loaf o ccic each nhin khcic.

11.

People in a national culture also belong to many

different subcultures, such as region, religion, class,

ethnicity,

nd

rofession.

ometimes

hese

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 V c, 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.

19

 

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

m a

ban noi se

du'o'c tinh den ma lai chinh nha'ng dieu

m a

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.

N

ip

T I N H H U 6 N G G I A O D I C H

Giao d ich 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'.

2 0

 

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 r t 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 de

  k y ,

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

21

 

this' gi do. Thu'c

et chang tai cam thci'y khong

thoai mcii clic rang sau cang hop ddng vein dilcic

k y

et. Vet Mi. hOng the' ngieng suy nghi ve hanh de)ng

do. No gem nhu' lam hang meji quan

h e 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

M 5

,

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

k hie'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.

22

 

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 i

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

,

"v 1 Ing 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 ques tions.

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.

2 3

 

B: But he misunderstood you, right?

Nhu'ng Ong

y

cim 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

e t "V e t

' 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: V n d let san pha rt

 

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.

24

 

4. PREPAR E FOR THE M EETING

Chuin bf cho budi gap

mat

M A U C A U V A T H U A T N W ' H U H D U N G

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.

T oi m udrt

ra lai chu'o'ng trinh horn this' 2, Vol

m art chif ic chein W ing m oi 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 de n v e to lac 8:30.

3. How will they know who is waiting for them?

S ao ho bie t 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.

L cii x e se cho a

ceta Hai quan, cam tam bcing có ten

ngai Johnson

e t do.

25

 

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

h e

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

oi se tu' phuc vu neU can thiet.

Arrange agenda

Sap xe p

t o trinh

.

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

y

o

for five nights. Tokyo is more of a problem. All

the hotels have had their rooms reserved.

TOi dd ddt chj tren chuyen bay

m a

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 k hcich san clew did du'v c clat tru'oc cd.

2 6

 

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.

am sao

6 du'yc mot ccii phOng that la mot

van, d e .

T IN H H U 6 N G G I A O D I C H

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

at 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. T t

cd

ccic

khcich san deu du'o'c chat chf; het

rdi

a.

A:

You can find me something, surely?

hu'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.

2 7

 

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 c c i c 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.

2 8

 

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. oi da dat cho tru9c d day a en T ng.

B:

Ms. Trang... You have a double room for three nights.

CO Tr ng... QuY hcich

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. in 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 hcich co the

sit dung the khcic hay trd b ng tien mat deu duVc.

A:

What time is check-out?

Thai gian trd phOng la

may gia?

B:

Noon.

BuSi tru'a a.

2 9

 

A:

OK. Is breakfast included with the room?

Du'o'c r6i. y ila 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

uY

k hcich. hong so 1 203.

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 k hong?

B:

Sure. Just write her name and your room number on

this envelope, and I'll see that she gets it.

Che ic chan a. Chi can v iet te n co ay v et so

- phong cir

ca

q u3; k hcich len phong bi nay . T oi se du'a cho co 61 .

30

 

5 . TREAT THE CUSTOM ER

khach hang

M A U C A U V A T H U A T N O H O U D U N G

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?

Cc im

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.

.

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.

e dang cho' ngai, xin hay di lai nay.

2.

There's a car waiting for you, so please follow me.

e 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 di t ngai ra dang s u a.

Ask the customer to look at the schedule

Mai khetch hang em lich trinh

1.

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 cez a chzing tei i se gim p 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?

1 3

T i N H H U O N G C I A O D I C H

Giao d ich 1

A:

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

in 1z6i, ngai có phcii la ngai Jackson ceza ga 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

34

 

B :

Yes, it was enjoyable, thanks.

ng, rat tuyet, cam do ngai.

A:

That's good to hear.

The thi tot qua.

G i c i o c J i c h 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 hi?

A:

Right. It's been almost 3 years since I saw you in Los

Angeles.

Dung the: Da 3 nam ke t ' ngay ol gap anh a Los

Angeles.

B:

You haven't changed a bit.

A:

Thank you. Neither have you

Ccim do anh. Anh cang vay day.

35

 

6 INTRODUCE ABOUT YOUR

PRODUCTS

Gidi

thieu

ye

sgin phim co b n

M A U C A U V A T H U A T N C H u b D U N G

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.

y de' toi gal, cho ngai ca-t -lO caa chi ng V L

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.

San pham diet chang toi c6 chat luring Mn han

sdn

phdm

diet Mi. this canh

chi

hu'ng

g 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 cc ic

hin.

9.

e take less ti e 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

m a

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.

2.

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 dem and for our new product.

Khach hang dang có nhu cdu rat cao ve scin phcim

mdi coca cluing Mi.

4.

There's been a b ig rush for it lately.

Gcin day moi ngu'di dang coo xo mua sdn phdm nay.

5.

The good is very much in dem and.

Nhu cdu ve scin phdm nay rat lo'n.

6.

There is little dem and 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

ei

quci.

8.

W hich brand sells better?

Nhan hieu nao du'o'c u'a chueing hdn?

9.

The D C-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

ao nhieu bo scan phdm?

39

 

11.

We sell more than 3,000 sets a month.

1 1 1 Ji 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.

in vui long di 16i na . 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

hang 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.

4 0

 

T i N H H O N G G I A O D I C H

Gioo B ich 1

A:

These are our new models.

Day let nhiing mciu mdi ceta chi

-

mg toi.

B:

What are their strong points?

No có

ac 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:

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.

t k .

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 Bur face 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?

4 2

 

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 u hd tot. c this nghie:m ngo i trdi cho they

Collee n ben m au hon hcin so v di 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.

4 3

 

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

oi. N6 de chciy khi bat hitt nhu'ng

hciu het m oi

e'u c6 the chcly m a.

44

 

7. INTERNAL PREPARE FOR

NEGOTIATION

COng tic

amain

bf n6

  b

0

cho

qua

trinh darn phan

M A U C A U V A T H U A T N G 1 : 1 0 D U N G

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

d e

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 N m dau.

5.

Can we do it this way?

Chang toi c6 the' lam theo ccich nay khong?

4 5

 

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

cir

ca 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

 

T I N H H U O N G M A O D I C H

Giao d ich 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?

W ould you like to make any com ment on that?

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

v e i n a

van chuyen hang hoa 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

W ng 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 B ich 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.

 

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:

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

d e

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

9

 

8 . START TO NEGOTIAT E

Bat

dati dam pith?

M A U C A U V A T H U A T N G U H I T U D U N G

Take the initiative to raise issues

Chu diing du'a ra vein

d e

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

ian 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 en 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

d e

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?

1

 

4.

Would you mind if I ask you a question?

A nh co phien nen toi hai anh m at cd u he)i k hOng?

5.

Would you care to answer my question on warranty? I

really need some input from you.

A nh có dcim bcio có the' trci lai cel u 1

-

16i c eta V ol k hong?

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

d e n

toan ba cuk

dam phan. Anh có the' chea ra

y

kien thdng than ceta

m inh di hai ben clew hitu v ein de m ot cdch ro rang khong?

Talk about reasons of negotiation clearly

Noi ro

a 

do czia dam phan

1.

As you know, I have been less than satisfied.

N hu' anh bie t clay , toi v e in chu 'a thu 'c sa' hai long.

2.

I am not completely satisfied, as you know.

T oi hoan toan Hie ing 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.

eil hop l Y, cluing toi rat sang icing hoan tien lai

cho nget i.

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 .

52

 

6 .

If

appropriate, we will return your money.

I & dieu do hap l , 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

an, 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.

T I N H H U O N G G I A O D I C H

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

1 1 4

thong ming

lu'ang mat trai.

5 3

 

B :

Yes, we have been interested in the new system.

cing, nhu' ccic ngai du'cic biet, thong toi t quan

tam den he thong mdi nay.

A:

Have your company done any research in this filed?

Gong ty cua ngai

de i

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.

gai that qua khiem ton. n die'u tra wl 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.

dy neit ngai thu'c stt muon, Vol se cho chudn i 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

5 4

 

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

-

m g toi. T i'dp do, V ol 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 t i thi t u'Ong dia ngai. y gib', hay di

tai bat dciu v di v iec giai thich v e 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

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 k hong?

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

k hcic na'a k hong?

B:

No, thank you. Please proceed with your presentation.

Khong, cam do

nh. Xin hay tie' tuc vdi ph n trinh

bay cita anh.

55

 

9. H O W T O W IN IN C O N T R A C T

TER M S AND CONDITIONS

Lam the nao de

9

chi6 thing

v'

e' diefu khan

trong hop

gong

M A U C A U V A T H U A T N G l l t H O D D U N G

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.

5 6

 

6.

We will prepare a rough draft of the contract. Please

examine it as quickly as you can.

hang toi se chuein bi b n phcic thd o hop d6ng. Xin

hay kie

m tra lai trong theii gian nhanh nit& c6 the:

Con fim 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.

5 7

 

6.

There are s till 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 e vein de nay mot ch t.

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 g ng di theo nhfing die''m nay hcii hong?

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.

58

 

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

d e v e

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

ieu 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.

5 9

 

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.

.

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?

ng c6 mudn hdp dOng c6 hi u lu'c trong mot

khocing tho4 gian nlidt Binh new khong?

2.

How about one year at the beginning?

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

6 0

 

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.

v e t

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

m ot so -

v an di v ai 'M g chic ce ta toi tru'oc k hi chat but lei.

8 . I

will draw up a contract next week.

T oi se du 'a ra hop cidng v ao tue in sau.

9.

How long is the lease?

Hop

ching thue k eo dai bao M u?

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

 

T i N H H U O N G M A O I N C H

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

au chi?

trong hyp

dthig. Ong có phdn neU có the' gicii thich lai mot

so

diem cho toi

hong?

B:

No, not at all. Please ask anything you wish.

Khong, khong

in 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:

hen 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. hang V l khong the' chap nhan ngon ngri

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.

cin du' thdo hdp ddng da seri?. sang. Xin hay em

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 ti e 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 ti e of shipment? It is clea ly stated that

"Shipment is to be made in June, July, and August

2007". That's what we all have agreed, isn't it?

hdi gian giao hang Trong do not o r ng "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

5

 

10 TO WIN A NEGOTIATION

ON P RICE

D ithdong Irrdng thanh cling

i

M A U C A U V A T H U A T N G U H O U D U N G

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

66

 

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?

6 7

 

10.

Could you give us more of a discount?

Anh c6

u'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?

1 80 d'Ola m ot chle 'c c6 du'o'c k hong?

14.

Please cut the price down to $180 per unit.

in hay gicim gici udng 180 dola t 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 1 0% .

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.

6 8

 

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 udng 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 ' dz io'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 .

I f

you order 100 unit or more, you will receive a ten

percent discount.

Ndu anh cat hang 100 chi& hoac ho'n thi anh

s e

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 m ac

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

hdp 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.

7 0

 

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

ang 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.

7 1

 

T i N H H U 6 N G C I A O D I C K

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 m ot

vai ca-ta-lo gidi thieu st

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

bat ccii nao anh can.

7 2

 

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.

A ea anh du'a a yeu cciu, thong Vol se can nhac

gici cd ky tang vez no lu'c het sac de' du'a ra dieu

ien 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&

s e

quay lai de' thdo luan cu the' hdn

sau khi da nghien cau ca-ta-lo vez do'n gici ceta

cac anh.

73

 

B :

Yes, surely. We hope to do some substantial

business with you.

ng, chac cha n r i. Chang toi by vong se dat du'o'c

thO ,

ct thuan chac chan vo'i tong ty anh.

Giao d ich 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.

ng, 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 200 . Vi thi t u'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

74

 

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 t ong 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' c 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.

7 5

 

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 l y 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.

7 6

 

11. NEGO TIATION FOR C USTOM

ENTR IES AN D DUTIES

Dam phan higp dfrih

v e ; thug' quan

nhu' the nd °

M A U C A U V A T H U A T N O H i t D U N G

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.

7 7

 

6.

Have you studied the alterations in the taxation law?

nh 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:

.

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

s e

mien thue-

cho chang

toi.

11.

This consignment is tax-exempt.

Hang hoa nay du'yc mien thue:

TiNH HUNG CIAO D ICH

/ s .

Gicio B ich 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??

7 8

 

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?

m 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?

79

 

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

m a

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.

ng 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

. 3 6 ?

"Chia khoct trao tay".

8 0

 

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. hang 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.

V C

.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

1

 

12 . NEG OTIATION AB OUT

B ENEFITS AND RESPON SIB ILITY

OF INSURA NCE PO LICY

Dam phan ve

quyen loi

va trach nhi

?in

chinh sach Ido hie.

9m

M A U C A U V A T H U A T N G U M b D U N G

The buyer asks about insurance issue

Ben

mu

hoi ve van cue bao hie

9m

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

o chi& tranh cho teeng chuyen hang.

8 2

 

4.

Do you cover risks other than WPA?

Cdc 6ng c6 bao ham nha'ng reti ro ngoai WPA ( o

hi'e'm tan that rieng) khong?

5.

What is the difference between WPA and FPA?

Dam khcic biet gia'a PA 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 iec gidm phi bap ham khO'ng?

The seller introduce insuarance issue

Ben ban

 

giai thi@t ye van de

  bdo hiern

1.

Generally speaking, we insure WPA on CIF sales.

N i 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 cio ham Bdo Viet.

83

 

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

1 1 0 %

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

ong 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

an bac

n

de'

phi bdo hie

9

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.

8 4

 

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

hoi.

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.

8 5

 

T i N H H U O N G C I A O D I C H

Giao dich 1

A:

May I ask what exactly insurance covers according to

your usual CIF terms?

Toi c6 the' hai chinh xcic

hodn 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 di

ro chi& tranh ne

-

u nhu' khong c6 nghi

new tzd

hia khcich hang. a 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.

86

 

A:

That's understandable. Please insure the goods at our

cost against breakage in transport.

Dieu do c6 the' hiiu dack. X in 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.

D a d e

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?

hao 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.

87

 

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 PA thi sao? op ctdng bdo hiem WPA o

gdm ton thdt teing phein trong moi tru'eing hop.

Trong tru'eing hop nay, WPA se tot him cho orig.

8 8

 

11 NEGOTIATE ABOUT

COMMISSION

Dam phan 176 Hen hoa hong

M A U C A U V A T H U A T N G U W U D U N G

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

cc ic

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?

C c i c

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

89

 

5.

We are anxious to know your usual practice in giving

commission.

Chang UM rat ban khoan mudn biet thong

le

cic

Ong trong viec chia hoa hang.

Quote the commission

is r tyl o

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

m a

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,T t 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

id chafing toi du'a a c a r t thdp rdi nen

chafing toi khong the' gidm gici them na'a bang viec

chia hoa hang cho cci c anh chive.

90

 

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 com ission agents, e do business on a

commission basis.

Vdi v i 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 sc n 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.

91

 

5.

What do you say if we increase our order to 5000

cases?

eu 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

Ccic khcich hang khcic

hy 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.

e' e 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 l

y .

Thai du'o'c, UM se tang tien

hoa hang len 4%.

92

 

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 gi e you a higher

commission, they are likely to complain about it.

D6 ding la mil'c ma chung toi cho cac khcich hang

khcic

eu 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.

93

 

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.

e t i   T IN H H U O N G M A O I N C H "

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 F B. 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 com ission basis. Co ission

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 det

s 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

94

 

A:

What do you mean by a larger one?

Y ccic anh la sao hi not den mot cl n 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 l ? Nhit the thi nhieu qua nh ee 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 d ich 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%

96

 

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 ol 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 t. eu cdc nh c6 the' l m tot iec na ,

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

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

BTD1

1  

. -7

7

 

14. NEGOT IA TION OF

TECHNOLOGY TRA NSFER

Dam phan ve

v a n c u e c h u y e n

giao ki thuO it

M A U C A U V A T H U A T N G I I

H i t u

D U N G

Technology transfer

Chuyen giao tong ngh0

 

1.

We'd like to buy the technology.

hang V l 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?

.

We hope that the technology to be imported must be

advanced and capable of developing and producing

new products.

hang Vol by vong tong nghe du'o'c nhap khclu phcii

tien tidn a có khci na ng phcit t im va

sdn

xueit nhieng sdn phdm mdi.

98

 

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

v iec

cite tao thief bi.

7.

The licence only gives one the right to manufacture

the equipment.

ng sang che

-

chi cho m ot ngu'di quy en 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.

C c i c

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.

99

 

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

c t i c

khd nang hoetn thanh nhring muc tieu ki thue2tt

du'o'c nett trong hop ddng.

3.

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, i 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

i 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.

100

 

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 elating 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,

odifications,

r

nventions

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

-

quan de'n nhi'ng san phel

m 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.

101

 

Delicately wording

Try

ngil kit

leo

1.

The technicians and experts of both parties should

hold eetings from ti e to ti e 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.

 

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.

i nhring cong nghe nay r t hiem tr'en thi tru'drtg

quo'c te; chang co le se ban chay nu'dc ccic Ong.

103

 

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'e ing cong nghe q udc 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 v a check coi la t ien t ien the o t ieu 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

hu

cdu chung va nha'ng no

hung.

T i N H H U O N G C I A O D I C H

Gioo dich 1

A:

Shall we take up business now?

B ay giei chung to se not ve chuye n v e cong viec nhe?

B:

That's fine with me. I'm ready.

K hong co v an cte gi. T oi 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

d e

cal tien nhieng san phei'm hien

tai v a phcit tri"e 'n nhiing san phcim m o'i.

104

 

B :

I hope we can meet your require ents. e'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

a y .

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.

a nam.

A:

Okey.

Duvc.

105

 

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.

i 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 t ie n so v ii i 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

k 5 ,   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 shou ld 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

i mat tat ca cac thong tin lej  

cap trong 10 nam.

106

 

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

Tcit ca chi phi cho ho se do ben Ong chiu. Co du'dc

khOng?

A:

Oh, yes, we agree.

O ,

duv c, chicng to i clang .3;.

B:

How shall we settle disputes?

Chang to se gicii quyet ccic tranh chdp neu co nhu'

the nao

?

107

 

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

ai ben,

hoa c du'dc du'a a ung 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

hong?

B:

No, nothing else.

Khong, khong can gi.

108

 

15 HOW TO NEGOTIATE BRAND

AND TRAD EM A RK ISSUE

Dam phan nha thinao ve vin c u e nh n

hipi hang hoa

M A U C A U V A T H U A T

r u D U N G

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 cic '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 he registered trademark remain

valid?

Nhein hieu du'alc gang ki se c6 hieu lu'c trong bao u?

109

 

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.

i Gong ty Thudc La nh da (f ng ki nhan "555" ba

nam tru'dc day, Ong khong the' gang ki nhan "555"

bay gid du'dc

.

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

s e 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 v iec

clang ki

bdn quy en rfii.

10. e 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.

ein cue ye nhan higu hoan toan la

vein

d e

coca cluing V ol.

110

 

12.

The Trademark Bureau insists that only t o

languages be used on the labels.

Cuc quern ly nhan hieu khang khang rang chi c6

hai loai ngon

u'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.

eu cau dm ' g c6 lien quan den mot su' thay ddi nhO

trong nhan hieu. Chang Mi se lap tut

gidi q uye t.

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.

111

 

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?

1. e must comply with the label requirements

accor ing to our law, or e 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.

2.

The Sun label has now been accepted by most of

oversea customers and importers.

Nita  n hieu Sun u'o'c chdp nhdn

ei 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

v di 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?

112

 

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.

3 6 T I N H H U O N G C I A O D I C H

Gioo B ich 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. hat brands are you applying for

registration?

Ong biet rang nhan hieu la mot phan khong torch

rai a hang haa a la mot t i in vo hinh caa

doanh nghi p. ng man cl ng 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.

B 1 1 1 E 1

-8

13

 

A:

Let e see. Tiger brand as obtained by the

Singapore Bicycle Company one year ago. Therefore

you can't have your Tiger brand registered.

D e'

t xem. Nhein Tiger

de i

du'dc gang ki bdi Gong ty

xe dap Singa ore 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

hong?

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

ing chat lu'dng hang hew phdi du'dc

guyen.

114

 

16. NE GO TIATION O F JOINT-

VENTUR E B USINESS

Dam phan ye kinh doanh

gop von

M A U C A U V A T H U A T N G U H U b D U N G

Economic corporation

Hop

t c kinh

to

1.

How to assess patens and trademarks?

m the nao de' dinh gici bang sang the va nhein

hieu.

2.

How will the value of contribution other than cash be

determined?

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.

ng sang the va nhan hieu se dutjc dcinh gici bdi

mot nhom chuyen gia va chive khcing dinh beei phia

Viet Nam.

115

 

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 ai to chi& dcinh gici cact iet 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.

Techn ical association

Hop tete ki thuCit

1.

Importing the advanced technology is capable of

contributing to ad ance ent 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 iet Nam,

m a la

tan dung nhiing cong nghe tien tien nlidt cte' rut

ngcin khodng ccich giica iet Nam va cac nu'dc cong

nghiep phcit trien. Chinh sach nay khong di ngu'cic

lai vdi nguyen tec ve sit tit cha.

116

 

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.

iet Nam c6 khd nang ti'ng

 

dung nhieu chinh scich linh

hoat han d e s

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 ng hba ei hOi

Chd nghia Viet N m.

117

 

8.

We wish to establish long and steady technical

cooperative relations.

Chang toi mong c6 the' thiet lap nhiing moi quan

h e

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

m a

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.

DU a v e to

ink 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

d e n v iec

scin xueit may mac va deto tao cling nhcin caa chang

toi

ccich sic' dung no.

118

 

1 .

Since the plant installation consists of both imported

and Vietnamese made machines and equipment, the

experts of both parties should hold technical

consultations frequently.

i viec lap r p m y mot

9 bao

gdm

hi-ing may

mac va thiet

hap khel u va ceta Viet N m, 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 khei

9

u 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

c t o i

k y

thuat, iet Nam cho phep cac cong ty hoac cac

nha n nu'dc ngoai gap von vai cac cong ty iet m

ce p

thetnh l p cac lien doanh iet m theo

nguyen tac cong bang va hai ben cling c6 191.

119

 

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 V iet N am .

18.

In or er to absorb foreign capi als, introduce

advanced technology and equipment into our country,

we shall adopt the regular forms of international

economic

cooperatidn.

Nhi im

muc Bich thu hat n nu'ac ngoai, ctu'a cong

nghe va thiet bi tien

t i e n v e t o

ddt nu'dc ceta chang

chang toi se chdp nhcin

inh thti'c phe; bier'

ceta hop hie kinh to qudc te:

19.

Joint ventures are a good way to get investment,

advanced

echnology

nd

quipment

nd

management experience from abroad.

Lien doanh la ccich tot de' nhe

in du'o'c cid u tz l

 

cong

nghe, thiet bi tien tien vet nhting kinh nghiem qudn

ly

ce ta 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?

120

 

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

4.

I'll try my best to answer your question.

TOi se ageing het sic cletrci lo'i thcic mac caa Ong.

5. e are willing to build a mutually ad antage

manufacturing relationship with your firm.

Chang tOi rat seTn long xay

dung

mot mai quan he

hop tcic scan xuelt doi ben cling c6

oi 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 hdy 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.

121

 

9.

All progress reports shall be signed by the engineer.

Tdt cd ccic bdo ccio tien de) phdi du'dc k); bdi kj)

1 0.

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.

1 1 .

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

1 2.

Since some kinds of operational materials are in short

supply in this country e ask you to indicate the

minimum quantities of the material required for testing.

i 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.

1 4.

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 '

ng, cluing Vol mudn lam ro mat so

122

 

etio

T I N H H U O N G G I A O D I C H

Gino d ich 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. oi 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. ng chiu trach nhiem cung cap kiert

thong tin k5 thuat, va ciao tao nhan su.

123

 

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 V OL

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 ca , 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:

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.

124

 

B :

In case we cannot achieve a satisfying settlem ent, we

could submit the disputes to the Vietnam International

Arb itration 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 d ich 2

A:

Let's get started, OK ?

Chung ta hay &it

he?

B:

Yes, the total amount of investment would be $18

million. This figure is large enough to provide the

construction funds and c irculation cap ital, 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?

125

 

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.

 

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.

a dai hOi quci nhieu rai, ba ang. 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

hong, nha'ng sdn

plitim caa

chang to khong

the'

canh tranh vdi doi tha duVc.

127

 

17 . NEGOTIATION OF SOLE

AGENCY ISSUE

Dam phan

ye

dal lf dOc quyen nhu thenao

M A U C A U V A T H U A T N G U H D 1 1 D U N G

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.

hang 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

ng cho

mat hang

m an cz ia

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:

128

 

4.

We'd like to sign a sole agency agreement with you

on your garments for two years.

Chang tai

m uort 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

2 9

 

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

uon 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 di n c;' Ha oi

 

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.

i chung toi

uon ban may cinh trong 20 nam,

chung

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 ngoe z i caa Ong.

130

 

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 heiu cUa ng vOri v i 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

h e

rat lau

rong

viec ban hang kheip the' gidi, va chang toi c6 chi

nhcinh kilt het ccic thanh phd chinh qudc gia

cda chang V OL

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.

rong khoeing thal gi n nam nam, hang t i

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.

131

 

Benefit and requirement of sole agent

Quyen

ldi va dieu 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?

(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

6c 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

6ng 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

ho chang toi biet

ke hoach

qudng bci

hang hoa czia chang toi vet doanh thu hang nam co

the' dat duvc khong?

132

 

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 e tinh inh 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 an hang, Ong nghi so lu'o'ng toi

thie'u minh c6 the' dcim bcio la bao nhieu?

133

 

4.

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& ien 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

tow n ddng y

de' Ong

trei

thanh dai ly ceta cluing V OL

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 V OL

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.

134

 

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% cir

ca

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.

hang Vol trong do'i nhang ngu'ol icy thcic se du'a ra

su

ro' quang cao va dich vu cho cto thay the.

135

 

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 ien Trung Viet Na .

8.

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

anh

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

 

T I N H H U O N G G I A O D I C H

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.

luing Vol mudn Net e lee hooch cUa ng 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

k heii deiu.

A:

What is the territory to be covered?

Hang /loci se du'o'c phis khcip khu out new vety?

137

 

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?

a 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.

oa 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.

138

 

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.

e will send you our catalogues and other

promotional materials free of charge. The advertising

expense shall be sha red 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 ho 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 t i le nam mu'ai-

nam

mu'o'i.

B: Quite reasonable. We look forward to happy and

successful coorperation between us.

Khci la hop l

y .

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.

139

 

B :

Hi, Miss White. Nice to see you, too. It's always more

convenient to discuss business face-to-face.

in chao, ba hite. TOi ding r t vui du'vc gap .

iec 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. orn nay toi udn thcio luan 1.W hd

na ng tr() thanh ctai ly cho

vdi lua cda Ong.

B:

I appreciate your good intentions.

T oi 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 v o'i nhz dng sdn phdm cda Ong. Ho the ry rang ca

chat lu'o'ng va meat sac dju hyp val thi hie

u k hcich

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 s t a y ,

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.

140

 

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.

a 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.

141

 

18. NEG OT IAT ION OF

ASSEM B LING B USINESS

D a m p h a n n h it t h e

-nao t ron g giao dich

l prap gia cong

M A U C A U V A T H U A T N G U ' H I M D U N G

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.

hang toi rat vui khi du'o'c biet 'Mg coy Binh gia

dich

luing 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 hdu gia cong d Viet Nam

se mang lai lo'i nhuan toi

e i 5% cho (M g.

142

 

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 i portant role in

expanding our company's foreign trade.

Nguyen lieu duve cung cap ia cong vet ccic b6

ph6n du'ac cung cap de' lap rap gong vai tra khci

quan trong trong iec ma ing link u'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 c a nguyen lieu can cong ty

c h i c n g

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. co

ng trci gap thiet bi a cong nghe

v i z

phi gia cong triz' cho chzing Mi.

143

 

11.

We're thinking of having products processed in

Vietnam.

Chang toi gang suy nghi ve viec gia ding scin phdm

d Viet Na .

12.

What type of products do you intend to process?

oai 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.

e'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.

ap 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.

144

 

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 V iet am 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

45

 

26 .

The supplied assembly tools shall be re-inspected at

this end to ensure that the corresponse to the

standards.

hring cong ca lap r p duVc cung cap se chick iem

tra lai veto cudi cong doan de dcim bdo dcip zing theo

tieu chudn.

3 6

T I N H H U O N G C I A O D I C H

s.

Gicio dich 1

A:

Let's have a talk on assembling recorders.

hang 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

v e t

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 am. 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.

ing có. Mien thue hay gicim thue se mang lai them

loi

nhuan cho Ong MI thieu la 5%.

146

 

A:

That's very attracti e, 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.

147

 

A:

And how long would you like to make a contract with us?

Vet Ong mudn se lam hop d ng vdi thong toi bao L u?

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. R t viii khi gap l i Ong.

B:

Hello, Mr Bao. It's really a pleasure to meet you at the

Vietnam Trade Fair. How's business?

in chew Ong Bao. That vui khi gap Ong

a Hai cho'

Thuting mai Viet Nam. Gong viec kinh doanh cua

Ong thenao ?

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.

148

 

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?

ely, 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

t i c

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

d a

hoem thien cho chi ng toi dung han.

149

 

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, t ithng hop bat khd khcing, chang han nhu'

hit

hai du'eing xa do lu lut khong du'vc tinh

d e n .

Neii

khong chung toi hong 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.

150

150

 

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

ol 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.

151

 

19 NEGOTIATION OF GOODS

TRANSACTION

D am p h a n n in t t h e m io

ye

yin de

giao dich hang hoa

M A U C A U V A T H U A T N G I I H I T U D U N G

Goods transaction

Gi o di h 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

it 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 b n 14 get'i dung han, cluing Vol se v n chuye'n

loin dau nhdu hang 14 geti cho Ong tru'dc ngciy

1/10/2007.

152

 

4.

While the goods are in the warehouse and during the

course of selling, the consigner ill 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

e-

u Ong mudn tang chat

luvng cita nhieng hang clj ban, cluing UN se

hop tcic

tr" vein dg nay yol

ot 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.

153

 

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

k y

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&

en /4

d'i hang /loci cho

ben nhan ky gd'i

a

nu'dc ngoai di

ban hang hoa cho

ben k)i

heo 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.

cin 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 a tong ti'en thu du'uc, chi phi va

tien

hoa

154

 

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

T I N H H A G G I A O B I C H

Gicio dich 1

A:

Ms Frey, we've studied your catalogues and price lists

and found that your products will be well received

i n

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

155

 

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 V l t phd nhieu ndi

tai Viet Nam. Ngay ding nhieu phu nil Vi'Ot m

quan tam tai sdn phdm caa chang Mi. Ong biit ddy,

mat vai sdn phdm du'dc sdn xudt dac bi'Ot cho phu

nibphu'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

d e

tiep

theo, ky han cda hdp (f ng cha'?

A: Okay. Let's start with the "period of time", shall we?

V ng. N o 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

k y 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 hudn bi moi tha'

can

156

 

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.

157

 

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

o 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

158

 

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.

159

 

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 m t 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 du ec co Linh

en day

ngay bay gib'.

A: That's fine.

Tot qua.

160

 

20. A PROPER ENDING OF A

NEGOTIATION

Ket

thtic cuOc dam

phan

mot

cac h hop 1p

M A U C A U V A T H U A T

i f u

D U N G

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 wi e discrepancy in our

positions in this matter.

TOi e rang girict chang ta gang c6 mot sr' khong

nhdt quern ve vein de nay.

.

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

61

 

5.

Now, let's focus our discussion on the financial point.

y 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 has n tich thi tru'o'ng.

.

I'm sorry. Can I change the subject?

Xin loi, lieu toi c6 the' thay dal chat cle du'o'c khong ?

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

d e

nay.

11.

We may discuss the subject at another meeting.

Chang ta c6 the' thdo luan ye chic

d e 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?

o chang ta khong torn hit l i nhfing v n 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 v n 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

ra 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

dz io'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

va vao chieu

mai hoan thanh not.

163

 

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.

cin 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

d e nay mot

lan nita.

14.

Why don't we re-open formal negotiations?

i sao chang ta hong 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 d e .

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.

i ket quci du'o'c rat ra ta'

o 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 in 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.

T 1 N H H O N G M A O D I C H

st,

Giao d ich 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.

t v .

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 na , ot ban 664 Viet vet ot 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

167

 

2 1. HOW TO SOLVE

COM P ENSATION ISSUE

Giii quyet

nht t the nao

v e v a n c u e beii thdang

M A U C A U V A T H U A T

I T U D U N G

Ask for compensation

Yeu

ceiu boi thu ang

1.

As regards inferior quality of your goods, we ask for

compensation of $20 000.

17 

iec 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 thuf ing.

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

idi 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.

169

 

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 compen sation

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.

170

 

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

171

 

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 de i 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 chie

ec 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 ieu 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 m di.

2.

We'll contact our insurance company and pay for the

damage.

Cluing toi se lien

h e

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.

173

 

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.

hang Vol r t 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 e were at fault, e 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,

hieit nai did "( g la hong cic

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' CI , 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

u khi n phdm rdi nha may a hang t i,

chang Vol de nghi ong nen lien he vdi ca'a hang dia

phuo'ng cte' du'dc hoan lai tien.

175

 

T I N H W O N G M A O D I C H

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

guyen 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. a

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 ung 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.

7 7

 

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

ang ngai la tai sao hang van tai

luon gay ra

TOi thanh that xin loi vi

ho 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 m t nhieu

tho'i gian. Chi phi se khocing 3 trieu ckng. Chang

Vol mong du'o'c den ba so' tien nay. Toi by y ng

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 d ich 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?

178

 

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 m dc.

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 m e iu v a 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.

o hiem caa chi ng toi bao g6m Moi rai ro, vi the

-

cOng ty bao hiem nen chiu trcich nhiem

y e

nha'ng

thiet hai tren &it lien hay tren bien IA nhfing hang

dude bao hiem.

179

 

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?

nh 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.

180

 

22.

NEGO TIA TION OF

B ARTER TRAD E

Xi

nhir the nao

ye; van de

 

cal

hang

M A U C A U V A T H U A T H a i H U h D U N G

Barter trade

Vein

d s d o

9

i hang

1.

W e

must remind you of your responsibility to provide

technical assistance, the perfor ance 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 V L

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

181

 

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 k hong?

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 ne w 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

t o

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

d e tim hiea khci nang

thu'dng mai trao ddi hang h6a vdi Ong.

182

 

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.

hang 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'

t ien

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.

u'o'u Kim Sdn ceca iet Nam c6 tieng then the

-

giai.

N6 du'dc dat ten theo dia danh ndi no dddc son xudt.

183

183

 

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 g ici cci caa chung U N 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.

T I N H H U O N G G I A U D I C H

Gino B ich 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

184

 

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 m udn

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 v o'i sa'c m ua 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:

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

185

 

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

ill

e llowed

or 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

hieu

ngoai r e .

Giao d ich 2

A:

As we short of foreign exchange, we'd like to do

barter trade with you.

i chafing Cal thieu ngoai t o

nen Chang Vol mudn tr o

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 cz la Ong .

B: How will it be arranged?

N6 se du'cic sap xep the new?

186

 

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 W ng 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.

iy tru'ac het hely cling nhau ban b c i 4 them thOn

trao doi quy Binh nhieng kj

  han va die'u kien chung.

187

 

2 3. NEGOTIAT ION OF

COM P ENSATION TRAD E

the n o ye

giao dfch cling bang

M A U C A U V A T H U A T N G I I H i r U D U N G

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 V ol 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 pa id.

Giao dich bit trii let loci cho vay ay phdi trd

188

 

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 con enient than

counterpurchase.

iec 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.

Ve in d e

thiesit ngo i t o

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 perfor ance 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?

189

 

T I N H H U O N G G I A O I N C H

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

hiet 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 ng la Ong cung cap cho chzing toi thiet i vet bit

lai Ong nhan bang scin phdm ma cluing toi sd n xudt

bdng thiet bi do.

190

 

B :

Yes. Then we can sell the products in your country or

export them to other countries.

ng. S u 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

l 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 x uat.

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

191

 

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

ie'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.

i 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

c i o

cda Chung toi?

192

 

A:

There are so many goods. Our country exports huge

quantities of leather, wool and utton. hich

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?

K ey hogch

hang 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

6i va diet ong se dace

nhau.

A: What

olerance

ill

e llowed

or the

counterpurchase?

Chenh Lech nao duvc cho phep trong cuOc giao

dich nay?

1111)19 \-1

3

93

 

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

A:

Well, let's negotiate first a barter trade agreement,

stipulating some general terms and conditions.

Vay track het hay cling ban b c cho

tiukt thu4n trao

cal hang hoa, quy Binh melt vai dieu khocin vet dieu

kin chung.

194

 

24. NEGOTIATION OF

COM PENSATION TRAD E

X II 1p

n.huf Mina() trong darn phan

ye

buOn ban ba frit

M A U C A U V A T H U A T N O H i t u D U N G

Basic terms of compensation trade

Thutit ngii cd bcin

uon ban biz tr it

1.

Compensation trade benefits both parties.

uon b n bit trig có

lyi cho ca hai ben.

2.

One of our main objectives of doing compensation

trade is i porting a anced 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' m d

r'Ong

kenh ban hang 6? ccic thi tru'dng nu'dc ngoai vet vi the

m a

tang khci nang xudt khdu ctia ho.

195

 

4.

Shall we conduct compensation trade?

Chung to se tier' hemh &ton ban bit tra' chit'?

.

We're short of foreign exchange at the moment.

Tai that' diem nay cluing toi gang thiet ngoai

t e .

.

Compensation trade is a kind of loan.

uon b n bit tnt' la mot loai v y 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

ong 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.

196

 

11.

Since compensation trade is a kind of loan, you have

to pay interest every year.

i 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.

hang 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.

hang 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

197

 

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.

a 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.

198

 

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 b n 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

d e

van hanh vet bdo du'ang

thiet bi.

199

 

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

han

su' cilia

oi 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.

e'll submit technical ocuments 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

a so ccic

diem

trong hop

gong

buon ban biz

200

 

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 O c

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

201

 

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

aa 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 e can make a preli inary

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

hung toi c6 the' c6 nhiing

danh gici so' b6 ve khci na'ng thvc thi trong

c m xue i t

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 m o t

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.

2 0 2

 

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 l e y

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 s e du'o'c du tie n.

T I N H H U O N G C I A O D I C H

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

t e .

B: How many sets of machines do you need, Ms Lien?

a can bao nhieu be) may m6c, hd ba ien?

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 tie

v

n hanh buon ban bit trig

khong? Toi tin rang no se c6 ldi cho

c a 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

hocin cu the' di. iec 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 l

quek te: Hay lay thdi gian ngcin nheit neit

khong qua kho khan cho ba.

2 0 4

 

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

t i p 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?

L e t

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

w

after 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.

luing 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 d iu cling clang r t 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?

2 0 7

 

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 itting?

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. SOLV E -TENDE R INVITATION

A N D B ID M A T T E R

vin degoi

thdir v ã cift t hdu

M A U C A U V A T H U A T N W H U I J D U N G

Inviting and bidding

Goi thdu

va du' theiu

1.

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

cic 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

09

 

5. When do you expect to open the tender? And where?

Khi nao ccic Mg se mO'deiu theiu tong khai? V e t

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 ici la 0 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

T I M H O N G C I A O D I C H

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.

2 1 0

 

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

he i 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 :

W hen is the closing d ate?

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

O 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 m ot 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 n 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 M y " cha'?

A:

Yes.

Wing.

B:,

What kind of guarantee will you provide us with?

Loai hinh bdo ldnh new Ong

cung cap cho chang

C O O

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* N m.

B:

Have you brought the qualification certificate with you?

Ong co m ng gitlY hep theo khong?

212

 

M U C L U C

Lai not dgu

1

Market research

D i6u tra th i t rud ng

2

Appointment

13

Hen gap d 6 i tac

3

Understanding the importance of local

17

Am h i6u tam quan trong caa phong tuc, tap quan

d ia phtiong trong k inh d oanh

4

Prepare for the meeting

5

C hugn b i cho bu6 i gap m at

5

Treat the customer

1

T i6p d a l khach hang

6

Introduce about your products

6

Gidi

thiau ye sin

pha'm caa ban

7

Internal prepare for negotiation

5

C ong tac c hugn bi nO i be) cho qua tr inh d am phan

8

Start to negotiate

0

B e t d g u d a m p ha n

9

How to win in contract terms and conditions

56

Lam th6 nao de chitin thing ye dieu

khosin

trong hop d ung

213

 

10

To win a negotiation on price

6

DO thuong lud ng thanh cong

v4 gia c a

11

Negotiation for custom entries and duties

7

Da m phan h iep Binh vo thug quan nhu the nao

12

Negotiation about benefits and responsibility of

insurance policy

2

Dam phan A quyen idi va trach nhiem chinh sach

bao ham

13

Negotiate about commission

9

D a m p ha n

vg t iO n hoa hong

14

Negotiation of technology transfer

8

D a m p ha n v4

van d O chuy en g iao kr thuet

15

How to negotiate brand and trademark issue

109

Dam phan nhu the nao ve van d o nhan hieu hang h6a

16

Negotiation of joint-venture business

115

D a m p ha n v 4

kinh d oanh gO p 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 d ich lap rap gia cO ng

19

Negotiation of goods transaction

152

Dam phan nhu the nao van de giao dich

hang h6a

2 1 4

 

20

A proper ending of a negotiation

161

Ket th0c cu6c d am phan m ot cach hc ip ly

21

How to solve compensation issue

168

Gie i guy& nhv the nao y e wan d e Lc& ,vd ng

22

NeGotiation of Barter trade

181

13/ nhV the nao y e van d e d 6i hang

23

Negotiation of compensation trade

188

Xt?

/ 3 /

th6 nao ye g iao d ich 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

09

lk van d e gO i

theu va d V theu

215

 

NHA XUAT BAN HONG DU C

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Web: nxbhongduc.vn

* Email: lienhe@nxbhongdu

^.vn

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