The seller, Ms. Hannah Lockwood is representing Taylor’s Trading Co. Ltd.  The buyer Mr. Jason Carpenter representing James Brown Sons Co.，Ltd. They are trying to reach an agreement.
场景：谈判会议室   人物：Hannah、Carpenter、Schwarts 

Lockwood: Good morning, Mr. Carpenter, glad to see you again.
Carpenter: Good morning, Hannah, good to see you again too. This is my assistant, Robert Schwarts.
Lockwood: Nice to meet you, Mr. Schwarts

Schwarts: Nice to meet you too, Ms. Lockwood, please call me Rob.
Lockwood: This is your first visit to LA, right? I hope you’ll find it a very enjoyable place.  　　

Carpenter: Yes, a really nice city.

Schwarts: We found it an amazing city with very beautiful sunshine and lovely flowers everywhere.

Lockwood：Oh, so glad you like our city.  

Carpenter & Schwarts: Thank you.

Lockwood: I also hope through your visit we can settle the agreement of our wine, and conclude the business before long.
Carpenter: Yes, that’s the aim of our visit, Hannah. We’re quite interested in California Red Wine series. Can you show us the price-list and the catalogue please？

Lockwood: Certainly, we have prepared specifically a price-list which covers the flavour most popular in your market.　

Carpenter: OK, you’ve been so considerate. Can we go over the price-list for a moment?

Lockwood: Sure, Jason, just go ahead. Please help yourself to some coffee.

Carpenter& Schwarts: Oh, thank you.

Schwarts: Ms. Lockwood we are quite interested in the Premium Red Wine 1998 and California Reserve 2000, but we find that the prices listed are at least 5% high than those offered by other suppliers. It would be difficult for us to push any sales at such high prices.

Lockwood: I’m so sorry about this. You might understand that the cost of production and the cost of labor has increased dramatically in recent years while our prices of wine basically remain the same. In addition, you should admit that our commodities have always been of super quality and the packages are beautifully designed and printed. Considering there I should say our products are moderately priced.

Carpenter: I’m afraid that’s not quite right, Hannah. You know, I know that your products are attractive in both design and quality but I wish to point out that your offers are higher than those I’ve received from your competitors. So, your price is just not competitive enough in this market.

Lockwood：I’m afraid I have to make it clear that our stress is on quality. We use the best quality grapes for the wine. That makes the difference. So you must take this into consideration, too.

Schwarts: Ms. Lockwood, we agree with what you say, but the price difference should not be so obvious.

Carpenter: We actually want something of good quality but reasonable price. If you want to get the order, a better idea would be to lower the price.

Lockwood: Well, in order to have a good start and help you develop business in this line, we may consider making some concession. If you gave us a long term contract, we would drop the price by 3%.

Carpenter: 3%? I am afraid that’s too far from enough. If you are prepared to cut down your price, say 8%, we might come to terms.

Lockwood: 8%? Jason, you are kidding. I’ m afraid you are asking too much. Actually, we have never offered such low price. For long term cooperation sake, we may exceptionally consider reducing the price by 4%. This is the highest reduction we can afford. We have never offered such low discount.

Carpenter: Ok. Hannah, you certainly have a way of talking me into it. What if I order 100 boxes of each model? That’s 200 boxes in total. There will be subsequent orders soon.

Lockwood: I believe that you’ll find our quality the most favourable. We are sorry to say that we cannot bring our price down still lower level.

Carpenter: Surely this is not what we expect. If you can lower down one more percent, we can have 30 more boxes. Otherwise, we’ll have to turn to other suppliers.

Lockwood: OK, in this case, we can give you another point five discount. That is 4.5% lower. That is our bottom line.  

Carpenter: All right, I can agree to that. Now shall we talk about the terms of payment. Would you accept D/P？

Lockwood: I am sorry, the term of payment we usually adopt is sight L/C.

Schwarts: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.

Lockwood: Payment by L/C is our usual practice of doing business with all customers for such commodities. Can you use L/C for this time?

Carpenter: I can accept it for this time only, but our later regular transactions should be D/P. Is that what you like?

Lockwood: Sure. Maybe, after several smooth transactions, we can switch to D/P terms.

Carpenter: OK, that’s a deal. Is there anything else we need to discuss?

Lockwood: I’m afraid not. I think we have covered everything. What we need to do next is prepare the contract.