Arthur Li, the salesperson of a furniture company in China is talking with Laura Duverney, the buyer from Brazil, on the phone. They are negotiating the price.

场景：双方办公室01    人物： Arthur Li、Laura

Li: Good Morning, Jianwei Furniture, Sales Department. Arthur Li speaking. Can I help you?

Laura: Good morning, this is Laura Duverney from Horseway International. We have read your catalogue and are interested in office furniture. That's desk and chair sets E-23. But I'd like to have more information before placing an order.

Li: Sure, Ms. Duverney, we would be glad to answer your questions.

Laura: There's one problem I think I ought to mention. How about the material of the furniture? Are they eco-friendly furniture? I mean formalderhyde-free.

Li: Actually, we can assure you of this. Our furniture are made of log rather than density board. Besides, the log has been soaked in herbal water for two days and been dried with dehydrated machine. Therefore, it is also bug-free.

Laura: Oh, that sounds very impressive. You are talking about bug-free?

Li: Yes, that's right.

Laura: What about damp-proof during rainy days? You know, some furniture mould easily in wet days especially in our area.

Li: Yeah, we have thought about the weather condition of different end users. In the manufacturing process, a kind of new and high-tech material has been applied in the paint to protect the furniture from humidity and dampness.

Laura: That’s great. Do you have any similar, but smaller chairs ?

Li : Why don't you have a look at model E-44? This is our latest model. It’s 10 cm smaller than E-23, but the design is more beautiful.  

Laura : What are the prices of these models? Do you have any discount?

Li: Of course. But it depends on how many sets you would order. If you order 50 sets, we can have a 5% discount for each set. If it’s over 80 sets, 10% then. The E-23 model goes for $100 a set, and the smaller set E-44 is $90.

Laura: Are those prices the lowest you can offer? I don't know if those prices will work for us. Maybe we cannot take so many sets at present. But what I can assure you is that if the quality is good, we’ll purchase more, for instance, 150-200 sets next year when we have a larger warehouse.

Li: Then what is your maximum number right now?

Laura: 40 sets at most. We also need to compare the price and the quality.

Li: With this amount, I’m afraid we can only offer you a 4% discount.

Laura: As I told you just now, this is only a trial. We might have big orders next year if the quality is satisfied . In fact, it’s just a few months later.

Li : Well, in this case, we might be able to give you 5% off on your initial order. This is about as low as we can go with only 40 sets. We are expecting your following orders.

Laura: OK. That sounds more in line with what we can handle. By the way, what is the earliest date you can deliver?

Li : Well, let me check it and get back to you on it(a moment later). Hello, if you can place an order next week, the earliest date to ship is October 20^th .

Laura: Fine. That’s settled. We’ll fax you an order in a couple of days. It’s a good start, I hope.

Li: Me too. Thank you for calling, goodbye.