- •FOCUS 1. Read and discuss the following
- •Jenifer Jason
- •George Brown
- •George Brown
- •Donald Vance
- •Donald Vance
- •Мы обращаемся к Вам в связи с…
- •Мы заинтересованы в… и хотели бы узнать…
- •В ответ на Ваше письмо (запрос), мы…
- •Подтверждаем получение Вашего письма от…
- •THEY’VE = THEY HAVE
- •Letter 1
- •L.Crane
- •Jann v Oos
- •Kate
- •Jack Smithson
- •Jack Smithson
- •Tim Daldon
- •Ivanov
- •FOCUS 3. Study the notes, written patterns and vocabulary
- •EXHIBITIONS AND CONFERENCES
- •FOCUS 1. Read and discuss the letters
- •Sophie Bolan
- •Brian Hayden
- •Sophie Bolan
- •Sally Turner
- •Mandy Lim
- •WRITTEN PATTERNS
- •INTERNATIONAL COMPUTING SERVICES PLC
- •Peter Keyser
- •INTERNATIONAL COMPUTING SERVICES PLC
- •Peter Keyser
- •ELmVHiggins
- •Michael Doom
- •NOTES
- •WRITTEN PATTERNS
- •LETTER 1.2
- •LETTER 1.3
- •LETTER 2.1
- •LETTER 2.2
- •GETTING THROUGH
- •Repetition of telephone numbers to avoid misunderstanding
- •ICAO PHONETIC ALPHABET
- •BRITISH TELEPHONE ALPHABET
- •THE INTERNATIONAL SPELLING ANALOGY
- •FOCUS 3. Study the vocabulary
- •Time:
- •Time:
- •Time:
- •Time:
- •Memo
- •Caller’s number is
- •Oh, hello, Bill. How are you keeping?
- •EASTLAND BANK
- •OCTOBER
- •Tape 7 – Changing an appointment
- •What day was the appointment fixed on?
- •Why is Miss Simpson calling Mr. Raven?
- •What about 6.00 on Friday. Is that suitable?
- •WEATHERPROOF LTD.
- •Newtown Liverpool L30 7KE
- •James Brown
- •AO TECHNOSERVICE
- •A.Gomonov
- •AO ELECTRONICA-TRADE
- •119511 Moscow Lesnaya st., 8, Russia
- •A.Mishin
- •J.White & Co. Ltd.
- •ENQUIRIES AND REPLIES TO ENQUIRIES 2
- •1951 Benson Street Bronx, New York 10465
- •H.Rosen
- •R.Levine
- •10 Ichiban-cho Tokyo 102, Japan
- •D.R.Dove
- •Delivery
- •S. King
- •Samuel Long
- •Anita Broderick
- •C.Marlow
- •Mr. N. Woods
- •A.Nikitin
- •LEAD-IN 1
- •LEAD-IN 2
- •LEAD-IN 1
- •AO INTERSPORT
- •AO INTERSPORT
- •Maria Kiseljeva
- •ORDER No. IS 2815
- •AO INTERSPORT
- •129511 Russia, Moscow, Universitetsky Prospect, 21
- •Item description
- •Samuel Long
- •842 Seventh Avenue, New York, NY 10018
- •Samuel Long
- •AO TECHNOSERVICE
- •Russia, 126523, Moscow, Leningradsky Prospect, 98
- •A.Gomonov
- •Graham Blunkett
- •AO ELECTRONICA-TRADE
- •P.Adler
- •P.Adler
- •H.Rosen
- •SANDMANN OFFICE SUPPLIES
- •S.Olssen
- •M.York
- •AO MOSKVA-PRESTIGE
- •Russia 109004, Moscow, Volgogradsky Prospect, 8
- •AO INTERSPORT
- •AO INTERSPORT
- •Maria Kiseljeva
- •ORDER No. IS 2815
- •AO INTERSPORT
- •129511 Russia, Moscow, Universitetsky Prospect, 21
- •Item description
- •Samuel Long
- •842 Seventh Avenue, New York, NY 10018
- •Samuel Long
- •AO TECHNOSERVICE
- •Russia, 126523, Moscow, Leningradsky Prospect, 98
- •A.Gomonov
- •Graham Blunkett
- •AO ELECTRONICA-TRADE
- •P.Adler
- •P.Adler
- •H.Rosen
- •SANDMANN OFFICE SUPPLIES
- •S.Olssen
- •M.York
- •AO MOSKVA-PRESTIGE
- •Russia 109004, Moscow, Volgogradsky Prospect, 8
- •AO INTERSPORT
- •AO INTERSPORT
- •Maria Kiseljeva
- •ORDER No. IS 2815
- •AO INTERSPORT
- •129511 Russia, Moscow, Universitetsky Prospect, 21
- •Item description
- •Samuel Long
- •842 Seventh Avenue, New York, NY 10018
- •Samuel Long
- •AO TECHNOSERVICE
- •Russia, 126523, Moscow, Leningradsky Prospect, 98
- •A.Gomonov
- •Graham Blunkett
- •AO ELECTRONICA-TRADE
- •P.Adler
- •P.Adler
- •H.Rosen
- •SANDMANN OFFICE SUPPLIES
- •S.Olssen
- •M.York
- •AO MOSKVA-PRESTIGE
- •Russia 109004, Moscow, Volgogradsky Prospect, 8
- •REVISION OF PRICES.
- •ACCEPTING & DECLINING
- •OFFERS & ORDERS
- •Russia, 341 124, Kaliningrad, Lenin st., 12
- •Victor Pankov
- •INFOGRAFICA
- •LEE PHOTOGRAPHICS
- •Sheila Chin
- •Serge Arzaev
- •K.Hikkleer
- •LETTER 1
- •LETTER 2
- •LETTER 3
- •AO DACHA
- •G.Goncharovsky
- •Regio Scipelli
- •Transportmaschinen
- •Alfred Kroll
- •Transportmaschinen
- •Order No. 789-RF
- •V.Maximov
- •ElBullfinch
- •Continuation sheet No. 2
- •Jacques Piemont
- •Alan Parker
- •James Aniston
- •Mary Canningham
- •M.Pushkina
- •ПРОТОКОЛ ПЕРЕГОВОРОВ
- •M.Wang
- •Sommersby Kuala Lumpur
- •S.Dudko
- •Continuation sheet No. 2
- •LETTER 1.1
- •We operate on additional 3% … commission if required.
- •Hendon Middlesex L13
- •Marina Black
- •Hendon Middlesex L13
- •Marina Black
- •Hendon Middlesex L13
- •STATEMENT
- •Account Rendered
- •M.Proud
- •PAYMENT METHODS
- •Clayfield, Burney GG10 TQ
- •New Terms of Payment –
- •Lola Brown
- •T.Raspletina
- •T.Raspletina
- •SETTLING ACCOUNTS
- •E-69 Ester str. Vienna Austria
- •Longland House 20-25 Hunt str.
- •London EC3P 2BE UK
- •Queens B-78 Cathays Park Cardiff
- •CF1 9UJ Verbaarten
- •REISDEN ING
- •CF1 9UJ Verbaarten Amsterdam
- •Diputación 235, Asuncion, Paraguay
- •78 Jaakaren Katu, HH 8 BBB, Helsinki
- •78 Jaakaren Katu, HH 8 BBB, Helsinki
- •78 Jaakaren Katu, HH 8 BBB, Helsinki
- •EXPORTING COMMODITIES.
- •CRUDE OIL
- •EXPORTING MACHINERY
- •ROSEXPORTNEFT
- •Russia, Moscow, Mytnaya, 11
- •V.Klinov
- •SuperOil Inc.
- •1740 WestEnd Avenue, Chicago, Illinois 60624, USA
- •Ellen Morgan
- •ROSMASHEXPORT
- •13 Suschevskij val Moscow
- •ZAO ELKOM-UNA
- •GENERAL CONDITIONS OF DELIVERY
- •HANDLE WITH CARE
- •ОСТОРОЖНО
- •IMPORTING HARDWARE AND SOFTWARE
- •OLIVER GREEN & Co. Ltd.
- •J.Stevens
- •A.Burtsev
- •STAR DREAMS
- •T.White
- •RODRIGUES y CÍA
- •Los Madrazo, 8 y 10 Madrid Espňa
- •INTERVEHICLE LTD.
- •INTERVEHICLE LTD.
- •BRITISH FILMS LTD.
- •G.Virbocoli
- •CLAIMS 2
- •BEERGHAM PLC.
- •BEERGHAM PLC
- •Continuation Sheet No. 2
- •M.C.Hammer
- •ZAO Rusexport
- •Serge Serov
- •Botch TLD
- •A.B.Spruggen
- •GLOBAL PERFECTION
- •GLOBAL PERFECTION
- •Continuation Sheet No. 2
- •ELECTROOBORUDOVANIE
- •Continuation Sheet No. 2
- •Semen Sidorov
- •Messrs. W.H.Strong and Co.
- •Steven King
- •J.K.Bhatta
- •ZAO ROSMACHINY
- •MOSCOW Chistye Prudy 17 tel. (095) 117 01 02
- •28-30, Totford Avenue,
- •Warmley, Bristol BS1 52X
- •MARUCHAN DESIGNERS Ltd
- •Continuation Sheet No. 2
- •Hafiz Parcham
- •IRASOFT
- •Russia, Moscow, Zeleny pr., 3/10-24
- •A.Konkin
- •Zukerstrauss
- •Olga Vertkova
- •ZOOM ENERGY CORP.
- •Russia, Moscow, Suschevski val, 64-32
- •Garbuzov Alexey
- •Bedix Oil Ltd.
- •Bedix House Richmond Surrey TW9 1DW
- •WEMBELY SHOPFITTERS LTD.
- •J.Tritten
- •DELTA COMPUTERS
- •AMOS PARAN
- •Item
- •Via Matichelli 67-HYT-65 Palermo
- •J.Dupont
- •Transhipment allowed
- •D.Adair
- •Dear Sirs
- •D.Adair
- •23 July 20__
- •Barnley’s Bank Ltd.
- •PART II
- •DOCUMENTARY COLLECTION.
- •STAGE 1
- •STAGE 2
- •STAGE 3
- •BANCA COMMERCIALE ITALIANA
- •16 Via di Pietra Papa 00146 Roma Italy
- •BANCA COMMERCIALE ITALIANA
- •16 Via di Pietra Papa 00146 Roma Italy
- •UNION BANK OF SWITZERLAND
- •Haldenstrasse 118 3000 Bern 22 Switzerland
- •S..Schiller
- •Putney & Raven Merchants Ltd.
- •T.Shurgold
- •UNION BANK OF SWITZERLAND
- •J.Guttenberg
- •J.Guttenberg
- •Messrs. Nolestru & Nolestru
- •Messrs. Nolestru & Nolestru
- •SOUTH BANK
- •PART I
- •PART II
349
3.2 COVERING LETTER WITH MARKET RESEARCH
OAO YOUR MARKET GUIDE
Russia, 121351, Moscow, Partizanskaya st., 11-2-50
Our ref. _______ |
Your ref. ______ |
|
April 18, 20__ |
WHOLESALE HEALTH CO. |
|
430 N.High Street, |
|
P.O. Box 841, |
|
Columbus, Ohio 43085 |
|
Dear Ms Canningham, |
|
We have pleasure in presenting the results of our research into the health food market. You will recall that in your terms of reference you instructed us to report on three main subjects: on the overall size of the market, on the present trends, and on the companies which are currently supplying the market and which might be your competitive rivals if you were to launch your products in Russia.
In broad outline we find that, though static for several years, the market is now expanding. There are seven major firms presently operating on the market, one of which holds 40% of the trade. However, Wholesale Health Co. sells a number of products which are not available here and which might well fill a promising gap.
Our recommendation is that you should sell directly through your existing sales force to supermarket and hypermarket chains. We consider that your products have every chance of success.
Attached you will find a detailed account of our research, including details on retail and wholesale pricing. Naturally, if you have any queries, we remain at your entire disposal.
Sincerely yours,
M.Pushkina
Maria Pushkina Market analyst
350
FOCUS 2. Comprehension questions. LETTER 1.1
?Which party to the contract has written the letter?
?What do the Buyers think about the new line of the goods?
?What terms of payment are offered?
?What terms of delivery are stipulated?
LETTER 1.2
?What information on the product line modification is provided by the Seller?
?What solution is offered?
?What are the arguments for the substitute?
?What publicity campaign is to back the launch?
?What concessions is the Seller willing to grant?
?What terms of delivery are guaranteed and on what condition?
LETTER 1.3
?Is the order confirmed?
?What problems have the Buyers faced?
?What market trend is outlined in the Buyers’ letter?
?What imperative condition for further business is put forward?
LETTER 2.1
?What is sales incentive?
?Which party to a potential contract has written the letter?
?What sales incentive is put forward?
?On what condition are the Sellers ready to grant discounts?
?In what way will further negotiations be held?
LETTER 2.2
?Are the terms accepted?
?What quantity of the products is ordered?
LETTER 3.1
?Where did the writer of the letter obtain the address of OAO Your Market Guide?
?What do Wholesale Health Co. require?
?What is the immediate objective?
?What shall the market research contain?
351
LETTER 3.2
?What are the three main subjects of the market research?
?What is the aim of the market research?
?What is the situation on the market of health food sales?
?Is there a niche to capture by Wholesale Health Co.?
?What forecast is given?
FOCUS 3. Study the writing patterns and vocabulary.
WRITING PATTERNS
1.We would appreciate it if you could Мы были бы признательны, если бы send us as soon as possible… Вы выслали нам … как можно скорее.
2. |
Thank you in advance. |
Заранее благодарим. |
|
3. |
On careful examination of …, we came |
После тщательного |
изучения … мы |
|
to the conclusion that… |
пришли к выводу, что… |
4.We are anxious to hear what your Нас очень интересует Ваша позиция по position is on this matter. этому вопросу.
5. |
Thank you for your letter dated … and |
Благодарим Вас за Ваше письмо от … и |
|
the telephone conversation of the same |
телефонный разговор от того же |
|
date… |
числа… |
6. |
On our part we confirm the acceptance |
Со своей стороны мы подтверждаем |
|
of the terms… |
акцепт условий… |
7. |
We have been referred to you by … for |
Компания … рекомендовала нам |
|
information on… |
обратиться к Вам за информацией о… |
8.Now we intend to enter the Russian В настоящее время мы намереваемся market. выйти на российский рынок.
9.Please contact us rapidly so that we Пожалуйста, срочно свяжитесь с нами, could meet with you in person and чтобы договориться о встрече и discuss… обсудить…
10.Naturally, if you have any queries, we Если у Вас есть какие-либо вопросы, remain at your entire disposal. мы в Вашем полном распоряжении.
11. |
…are fully in line with the market |
…полностью соответствует тенденциям |
||
|
trend (demand)… |
(спросу) на рынке… |
|
|
12. |
We will settle at receipt of the goods |
Мы заплатим против счета-фактуры по |
||
|
against invoice. |
получению товара. |
|
|
13. |
Please let us know your best … (prices, |
Пожалуйста, |
сообщите нам |
наиболее |
|
terms, etc.). |
выгодные … (низкие цены, условия и |
||
|
|
т.д.). |
|
|
14. |
We are quite willing to… |
Мы готовы… |
|
|
15. |
We were wondering whether you would |
Нас интересует, готовы ли Вы |
||
|
welcome a further opportunity… |
воспользоваться возможностью… |
||
16. |
We are at your disposal for any further |
Мы готовы предоставить Вам любую |
||
|
information you may require. |
необходимую |
дополнительную |
|
|
|
информацию. |
|
|
17. |
On our part we (confirm, suggest, etc.) |
Со своей стороны мы (подтверждаем, |
||
|
… |
предлагаем и т.д.)… |
|
|
18. |
Our immediate objective is… |
На сегодняшний день нашей задачей |
||
|
|
является… |
|
|
19. |
If you feel able to handle such a survey |
Если Вы можете провести такого рода |
||
|
(research, etc.), please contact us |
исследование, |
пожалуйста, |
срочно |
|
rapidly (immediately). |
свяжитесь с нами. |
|
20.Attached you will find a detailed В приложении Вы найдете подробные account of… сведения о…
VOCABULARY LETTER 1.1
|
|
|
352 |
|
|
|
|
to be in line with smth |
− |
соответствовать чему-либо |
|
to settle against/on invoice |
− |
рассчитываться, расплачиваться против |
|
|
|
|
счета-фактуры |
∙ to settle an account |
− |
оплачивать счет |
|
dispatch |
− |
отправка |
|
∙ to dispatch |
− |
отправлять |
|
to highlight |
− |
освещать, отводить главное место, |
|
|
|
|
выдвигать на передний план |
to replenish (stocks) |
− |
пополнять (запасы) |
|
|
|
|
|
|
|
|
|
LETTER 1.2 |
|
|
|
|
|
|
|
to dispose of smth |
− |
распоряжаться, избавляться от чего-либо |
|
|
|
− |
зд. сбывать, продавать что-либо |
stocking |
− |
создание запасов |
|
|
|
|
|
facilities |
− |
приспособления, оснащение, |
|
|
|
|
оборудование; технические возможности |
to be fitted with |
− |
зд. подходить, вписываться |
|
|
|
|
|
difference in smth |
− |
разница в чем-либо |
|
|
|
|
|
at the price of $… |
− |
по цене … долларов США |
|
|
|
|
|
publicity campaign |
− |
рекламная кампания |
|
syn |
advertising campaign |
|
|
discontinued |
− |
зд. снятый с производства |
|
|
|
|
|
LETTER 1.3 |
|
|
|
|
|
|
|
Purchase Order |
− |
заказ на поставку |
|
∙ to purchase smth from smb |
− |
покупать что-либо у кого-либо |
|
to secure |
− |
получать, обеспечивать |
|
|
|
|
|
reduction in smth |
− |
уменьшение, снижение |
|
|
|
|
|
to step up |
− |
продвигать, ускорять, активизировать |
|
|
|
|
|
all-round price |
− |
цена, включающая все надбавки |
|
|
|
|
к базисной |
pending |
− |
ожидаемый |
|
|
|
|
|
LETTER 2.1 |
|
|
|
|
|
|
|
quotation for smth |
− |
цена, расценка, котировка на что-либо |
|
|
|
|
|
installation |
− |
установка, монтаж |
|
∙ to install |
− |
устанавливать |
|
syn |
to mount |
|
|
syn |
to erect |
|
|
syn |
to set up |
|
|
to be subject to smth |
− |
подлежащий чему-либо, имеющий силу |
|
|
|
|
или действительный лишь в случае чего- |
|
|
|
либо |
∙ subject to |
− |
при условии |
|
with a view to (doing) |
− |
с целью |
|
sy n with the view of |
|
|
|
∙ in view of |
− |
в связи с, ввиду, принимая во внимание |
|
LETTER 2.2 |
|
|
|
on smb’s part |
− |
с чьей-либо стороны |
|
∙ in smb’s turn |
− |
в свою очередь |
|
|
|
353 |
|
|
|
|
acceptance |
− |
акцепт, согласие, принятие |
|
LETTER 3.1 |
|
|
|
established |
− |
признанный, авторитетный, |
|
|
|
|
заслуживающий доверия |
thorough |
− |
всесторонний, исчерпывающий, полный, |
|
|
|
|
тщательный |
overall size of the market |
− общий объем рынка, (т.е. объем продаж) |
||
market leaders |
− |
лидеры рынка |
|
∙ market followers |
− |
ближайшие конкуренты |
|
scope of activity |
− |
сфера деятельности, полномочия |
|
remuneration |
− |
вознаграждение, оплата, компенсация |
|
LETTER 3.2 |
|
|
|
terms of reference |
− |
компетенция, круг полномочий |
|
to launch the goods on the market |
− выпускать, представлять новые товары |
||
launch |
|
на рынок |
|
sy n roll-out |
− выпуск, внедрение нового товара на |
||
|
|
|
рынок |
static |
|
− |
статический, нединамичный |
to enter a market |
− |
выходить, проникать на рынок |
|
syn |
to penetrate a market |
|
|
syn |
to break into a market |
|
|
to fill a promising gap |
− |
занимать перспективную нишу |
|
sales force |
− |
торговые агенты |
|
an account of smth |
− |
отчет, сведения |
|
∙ to give an account of smth |
− |
предоставлять отчет, сведения |
|
retail |
|
− |
розничный |
wholesale |
− |
оптовый |
|
query |
|
− |
вопрос, запрос, сомнение |
354
FOCUS 4. Fill in the gaps with one of the following words or word combinations. Use the appropriate tense form.
|
competitors |
in line with |
Purchase Order |
to claim |
|||
|
account |
discontinued repeat order to enter |
|
to replenish |
|||
|
to reduce |
|
publicity campaign |
established company |
|||
|
quotation (2) to confirm |
at your disposal |
further to |
||||
to refer |
to launch |
to grant |
to be subject to |
dispatch |
|||
|
wholesale |
invoice |
respectively |
retail |
1.… your offer of October 15th 20__, we are pleased to enclose our revised formal ….
2.As we mentioned previously all orders received before April 1, 20__ … a discount of 15%.
3.Attached you will find a detailed … of our research, including details of … and … pricing.
4.Now we intend … the Russian market.
5.Our new … is due to begin in a few weeks and the goods will be advertised extensively in national media in your country.
6.Overall design, fabrics and colours are fully … both the market trends and our customers’ wishes.
7.Please also let us know your best delivery dates for a …, in case we need … our stock.
8.We … to the … we mailed to you on January 28, 20__.
9.We are … for any further information you may require.
10.We are an … dealing in health food in the USA and EU.
11.We are prepared … prices for Model A8 and Model A9 by 5% and 7% … if you order minimum 100 units of each Model.
12.We shall be happy … you an extra 5% discount for 700 items, and can promise you immediate ….
13.We should be glad if you could … the order for 700 items of Model L21 in place of the … Model K21.
14.We will settle at receipt of the goods against … so that we may … the 2% cash discount mentioned in your ….
15.You instructed us to report on the companies who would be your direct … if you were … your products in Russia.
|
355 |
FOCUS 5. |
Fill in the gaps with prepositions/particles where |
|
necessary. |
1.We refer ... the quotation … electric radiators which we mailed … you … December 12, 20__.
2.We asked our local agent to make an appointment … a view … going … the quotation … detail.
3.We are … your disposal … any further information you may require.
4.It was a pleasure to receive your order … 150 … our Automatic cameras Model B and to hear … your success … disposing … the last consignment.
5.We are sure that there is great demand … your cameras … Eastern Europe as they represent the finest value … the market … cameras … this type.
6.Our customers agreed that the difference … price, $40, … this and the previous Model is quite small … the amazing difference … performance.
7.We would appreciate it if you would confirm the order … Model C … place … the discontinued Model B.
8.People tend to buy increasing quantities … cheap Latin American and Chinese items, and it is more and more difficult to win business … the face … such competition.
9.We will settle … receipt … the goods … invoice so that we may claim the 3% discount mentioned … your quotation.
10.Please let us know your best delivery dates … a repeat order, … case we need to replenish our stock.
11.Overall design, fabrics and colours … your sportswear are fully … line … the market trends.
12.We are willing to step … our advertising, and really make a strong sales drive.
13.Model C has been replaced … Model B … the price … $200.
14.Your stock will reach you … good time … the start … our campaign.
15.We have pleasure … presenting the results … our research … health food market as we know you are going to launch your products … Mexico.
16.Your company sells a number … products which are not available … this market and which might fill a promising gap.
17.Our recommendation is that you should enter … the market … selling directly … your existing sales force … supermarket chains.
18.We have reduced prices … Cameras Model A and Model B … 5% and 6% respectively.
19.All orders received … April 1, 20__ are subject … a discount … 10%.
20.Further … your offer … April 5, 20__ we enclose our formal Purchase Order … Electric Radiators.
21.We managed to secure the order … the cost … a 2.5% reduction … commission … ourselves.
FOCUS 6. Translate into English.
LETTER 1.1
1.Мы произведем оплату по получении товара против счета-фактуры.
2.Мы готовы предоставить Вам скидку в 3% за платеж наличными.
3.Пожалуйста, сообщите нам Ваши сроки поставки для повторного заказа на тот случай, если нам потребуется пополнить запасы товара.
4.Качество товара полностью соответствует рыночным тенденциям и предпочтениям покупателей.
LETTER 1.2
5.Мы рады, что у Вас не было проблем со сбытом предыдущей партии товара.
6.Этот товар – выгодное приобретение по данной цене.
7.Наши эксперты полагают, что на Ваши товары существует устойчивый спрос на рынке Восточной Европы.
8.Мы готовы предоставить Вам 7% скидку и при этом гарантировать немедленную поставку.
9.Наша рекламная кампания начнется через несколько недель, и этот товар будет широко рекламироваться в национальных газетах и журналах.
10.Мы заменили модель А на модель С, обладающую прекрасными техническими характеристиками и приемлемой ценой.
11 Мы считаем, что разница в ценах этих двух моделей вполне обоснована.
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LETTER 1.3
12.Ссылаясь на вашу оферту от 15 апреля 20__ года, мы прилагаем наш заказ на поставку электрических радиаторов.
13.Нам удалось получить этот заказ лишь за счет снижения нашей комиссии на 3%.
14.Нам бы хотелось узнать Вашу позицию по данному вопросу.
15.Мы хотели бы воспользоваться данной ситуацией и подробно изложить нашу позицию по данному вопросу.
16.Эта тенденция становится все более очевидной.
17.Жесткая конкуренция препятствует заключению выгодных контрактов.
18.Мы намерены активизировать рекламную кампанию и направить усилия на продвижение товара на рынок.
19.Судя по тому, как обстоят дела, мы надеемся в будущем заполнить нишу рынка.
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LETTER 2.1
20.Мы ссылаемся на наше коммерческое предложение относительно установки наших радиаторов на Вашем заводе.
21.На все заказы, полученные до 1 апреля 20__ года, предоставляется 10% скидка.
22.Обращайтесь к нам, если Вам потребуется дальнейшая информация.
23.Наш коммерческий директор намерен посетить Лондон с целью обсуждения дальнейшего сотрудничества между нашими компаниями.
24.Мы снизили цены на модели А и С на 5% и 7% соответственно.
25.Мы будем рады предоставить Вам дополнительную 5% скидку, если Вы закажете минимум 250 радиаторов.
LETTER 2.2
26.Со своей стороны, мы готовы закупить у Вас этот товар при условии предоставления специальной 15% скидки.
27.Данным письмом мы подтверждаем согласие на условия, изложенные в Вашем письме от 24 февраля.
28.С нетерпением ждем подтверждения нашего заказа.
LETTER 3.1
29.Если Вы сможете провести такое исследование, пожалуйста, свяжитесь с нами.
30.Мы бы хотели встретиться с Вами лично и обсудить Ваше вознаграждение.
31.Мы собираемся выйти на российский рынок и хотели бы получить информацию из первых рук.
32.Ваша компания была рекомендована нам компанией YoRiK ltd. как первоклассное агентство, занимающееся исследованиями рынка.
33.Мы бы хотели обратиться к Вам за информацией о состоянии рынка труда в Вашей стране.
34.Ваш полный отчет должен быть готов не позднее чем через три недели.
LETTER 3.2
35.В данный момент на рынке действуют восемь основных компаний, на долю которых приходится 60% объема торговли.
36.Мы прилагаем к нашему письму данные о розничных и оптовых ценах, действующих на этом рынке.
37.В настоящее время данный сегмент рынка быстро и успешно развивается.
38.Вы просили нас включить в обзор три основных фактора.
39.Уважаемые господа!
Мы получили Ваше письмо, в котором Вы выражаете готовность приобрести у нас товар при условии предоставления Вам 10% скидки.
Мы рассмотрели Ваше предложение и готовы пойти Вам навстречу, однако на такое значительное снижение цены мы согласиться не можем. Мы готовы предоставить Вам 5% скидку, если Вы купите у нас не менее 150 радиаторов.
С уважением, Дж.Гордон Менеджер по продажам
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40.Уважаемый г-н Джордан!
Ссылаясь на Вашу оферту от 23 января 20__ года, мы прилагаем к данному письму наш официальный заказ на покупку купальных костюмов (позиции по каталогу № № XL16, CH24 и KY96).
Товар должен быть поставлен к 20 апреля 20__ года с тем, чтобы дать нам возможность подготовиться к сезонному повышению спроса. Мы готовы оплатить товар по получении против счета-фактуры и поэтому рассчитываем на предложенную в Вашем письме от 15 января 20__ года скидку за наличный платеж. Также мы хотели бы узнать, предоставляете ли Вы скидки на крупные и повторные заказы.
Снетерпением ожидаем Вашего ответа.
Суважением,
Д.Денисов Менеджер по закупкам
FOCUS 7. Letters to make up.
1.Make up a letter in which you ask to send a new winter Catalogue of Clothes. You are interested in seasonal discounts and the terms of delivery as you are sure you will have to replenish stocks.
2.You have received quotations for radiators from your business partners and think that the prices, offered by them are too high. You ask them to reduce the prices and assure that you will place a large order.
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FOCUS 8. Role play.
1.Hold negotiations following Letters 1.1, 1.2, 1.3. The Buyers (Agents) are ready to place an order with the Sellers. But the Sellers do not have the required items in stock, so they offer a substitute. The Buyers think the Sellers should reduce the price otherwise they will lose the market share.
2.Hold negotiations following Letters 2.1, 2.2. The Sellers offer the goods at a reduced price. The Buyers welcome the incentive.
3.Hold negotiations following Letters 3.1, 3.2. The Sellers (Wholesale Health Co.) want to enter a new market and thus need a market survey. They apply to OAO Your Market Guide for information who advise Wholesale Health Co. of the results of their research.
FOCUS 9. Act as an interpreter.
DIALOGUE 1
–Добрый день, это Мария Пушкина из «Your Market guide». Я хотела бы поговорить с Мэри Кэннингэм.
–Mary Canningham speaking. Hello, Maria, nice to hear you. How are you?
–Спасибо, все отлично. Я звоню по поводу проведения исследования рынка по Вашему запросу. Все документы готовы. Когда мы можем встретиться, чтобы передать бумаги?
–That’s really some work magic. If the survey is ready we can meet in person and discuss the particulars next week.
–Хорошо. Обзор рынка затрагивает все интересующие Вас аспекты: общий объем продаж, компании-лидеры, их ближайшие конкуренты, текущие оптовые и розничные цены.
–I hope we will find some promising gap. We are expanding our operations at the moment.
–Я уверена, что компания с такими традициями, как Ваша, несомненно, добьется успеха. Нам также необходимо окончательно урегулировать вопрос оплаты проведенных исследований.
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MEMORANDUMS AND MINUTES OF MEETING
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FOCUS 1. Read and discuss the following.
LEAD-IN
Negotiating a contract is a complicated business as there are a lot of terms and conditions to be agreed upon. Each party pursues its own goals and wants to protect its interests. That is why the process of negotiation is a way of finding a compromise to reconcile differences. This goal is achieved through a series of negotiations. At all stages various issues are discussed, and parties may come to an agreement on some specific terms and conditions. To summarize the results of each stage of negotiations parties must draw up and sign minutes of meeting (MOM) in which the reached agreements are stated. This document is aimed at facilitating the signing of the contract.
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MINUTES OF MEETING
These Minutes of Meeting (MOM) are drawn up pursuant to the visit of representatives of TELECOM CO. to Moscow and meetings held with V/O ROSEXPORT.
MOSCOW |
January 16, 20__ |
During negotiations which took place within the period from 10 to 16 January 20__ the Parties summarized the results of activity on «STAR» project and reached the following agreements:
1.On technical issues of «STAR» project:
1.1.The basis for technical aspects reports was pre-design phase documentation delivered under Contract No. 68 handed over to ROSEXPORT.
1.2.The Parties have discussed in detail all technical issues raised by the experts of TELECOM CO. While studying pre-design documentation and other issues relating to the project ROSEXPORT have given exhaustive answers and additional information that are described in APPENDIX 1 to the present MOM.
1.3.As a result of technical negotiations the Parties have agreed, that after signing the present MOM, they have completed basic technical reviews as well as determined requirements for the project as per the draft of Contract No. 68.
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1.4. ROSEXPORT |
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«Performance |
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Operational |
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Requirements» and submit to TELECOM CO. the documents in question.
2.Financial issues of «STAR» project:
2.1.As a result of the price negotiations: TELECOM CO. has defined its position concerning the total price of «STAR» project to the extent of 85 million (eighty five million) US dollars.
2.2.ROSEXPORT has defined its position concerning the total price of «STAR» project to the amount of 105 (one hundred oh five million) US
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dollars. This price can be arrived at by granting the 11 (eleven) per cent discount off the total project price to the amount of 121 (one hundred twenty one thousand) US dollars as specified in Financial annex No. 1.
2.3.Any other financial schemes of the project different to those defined in Clause 2.1, 2.2 will be a subject for additional negotiations.
2.4.Notwithstanding the divergence in the Parties’ positions in respect to the price, they have agreed to take positive efforts in making their positions closer in order to come to an agreement on a mutually acceptable price.
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With this purpose it is decided:
a.ROSEXPORT prolongs the validity of its financial offer subject to Clause 2.3 till February 25, 20__.
b.It is agreed by all present that the Parties will hold a meeting in
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Without |
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d. |
Everyone |
agreed |
unanimously |
on |
the |
idea |
that |
all |
the members of the negotiations express their satisfaction with the format of the reports presented.
e.A new system of conducting negotiations is proposed whereby each Party will take it in turn to chair the meeting.
The minutes circulated after the meeting are duly signed.
For and on behalf of ROSEXPORT
For and on behalf of TELECOM CO.
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365
MEMORANDUM OF UNDERSTANDING
This Memorandum of Understanding (MOU) is made on this day of May 31, 20__ by and between: Ministry of Telecommunications of India and ROSTELECOM Agency:
Whereas, TELECOM CO. of India, incorporated in India and ROSEXPORT incorporated in the Russian Federation have decided to conclude Contract No.
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for |
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designing, |
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developing, |
manufacturing, |
testing, |
launching, |
and |
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delivering |
a satellite |
communication |
system, |
hereinafter |
referred to as «Contract»;
Whereas, the parties recognize that the proper fulfilment of the Contract and the satisfactory operation of the satellite system during its lifetime, also depends on
the |
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in accordance with Contract provisions; |
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Whereas, |
the |
complete |
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of |
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importance |
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strengthening |
friendly |
relations |
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and |
economic cooperation between the two countries.
The Parties have agreed on the following:
1. The Contract shall be fulfilled in complete and in accordance with the conditions agreed upon therein and the parties undertake to do their utmost to that effect.
2.The Parties shall respectively encourage TELECOM CO. and ROSEXPORT to perform all their obligations under the Contract in strict accordance with the delivery and payment schedules agreed therein.
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The |
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shall |
provide |
TELECOM |
CO. |
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fulfilment of their obligations under the Contract in strict compliance with |
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the delivery and payment schedules agreed upon therein. |
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The |
Parties |
shall |
grant |
TELECOM |
CO. |
and |
ROSEXPORT all licences, or other authorizations that may be required for meeting their obligations under the Contract.
5.The Parties shall refrain from any action that may hinder the proper fulfilment of the Contract in accordance with conditions agreed upon
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therein and undertake to remove such obstacles.
For and on behalf of
Ministry of Telecommunications of India
For and on behalf of
ROSTELECOM Agency
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FOCUS 2. Comprehension questions. LEAD-IN
?Why is it necessary to draw up minutes of meeting?
?What is this document aimed at?
MINUTES OF MEETING
?What main issues do MOM cover?
?What is the subject of the negotiations?
?What have the Parties agreed upon in the course of technical negotiations?
?What are the results of the price negotiations?
?What possible steps is ROSEXPORT going to take to make the price positions closer?
?What issues are stated in the appendix to the MOM?
MEMORANDUM OF UNDERSTANDING
?What is the aim of this MOU?
?What does the proper fulfilment of the contract depend on?
?Why is the complete fulfilment of the Contract so important?
?What do the Parties undertake to do to facilitate the execution of the Contract?
FOCUS 3. Study the notes, writing patterns and vocabulary.
NOTES
Протоколы переговоров и меморандумы о взаимопонимании являются предконтрактной документацией, фиксируют достигнутые соглашения на различных этапах переговоров и декларируют намерения сторон. Стандартных документов такого типа не существует, поскольку каждый документ отражает специфическую ситуацию.
WRITING PATTERNS |
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These Minutes of Meeting are drawn up |
Данный |
Протокол |
переговоров |
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pursuant to… |
составлен по итогам… |
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The Parties have summarized the results |
Стороны |
подвели |
итог |
по |
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of activity on… |
результатам деятельности… |
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3.The Parties have reached the following Стороны пришли к соглашению по agreements on… следующим вопросам…
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The basis for technical aspects reports |
Основой для докладов по техническим |
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аспектам |
проекта |
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проектные разработки. |
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The Supplier has given exhaustive |
Представители Продавца представили |
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answers |
and |
additional |
information |
исчерпывающие ответы на вопросы и |
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relating to the project. |
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дополнительную |
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по |
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данному проекту. |
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The Buyers have defined their position |
Представители |
свою |
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concerning the total price of the project. |
сформулировали |
позицию |
по |
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финансовой стороне проекта. |
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This price can be arrived at by granting |
Данная цена может быть получена |
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cent |
discount |
off the total |
путем предоставления … скидки с |
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project price to the amount of USD … . |
общей цены проекта в размере … |
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8.Any issues different to those defined in Любые вопросы, не оговоренные в Clause … will be a subject for additional пункте …, должны быть оговорены negotiations. отдельно.
9.Notwithstanding the divergence in the Несмотря на расхождения в позициях Parties positions in respect of …, they по …, стороны согласились agreed to take positive efforts in making предпринять все необходимые меры their positions closer. для нахождения консенсуса.
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The minutes circulated after the meeting |
Протокол, |
переданный |
сторонам |
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are duly signed. |
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после встречи, был должным образом |
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The parties recognize that the |
Стороны признают, что долж- |
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proper/complete fulfilment of |
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Contract is of importance for |
по контракту является необходимым |
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strengthening friendly relations |
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для укрепления дружеских отношений |
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economic cooperation between the two |
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countries. |
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The Contract shall be fulfilled in |
Контракт |
должен быть |
выполнен |
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complete and in accordance with the |
полностью и в соответствии с |
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conditions agreed upon therein. |
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условиями, в нем указанными. |
13.The Parties shall refrain from any action Стороны обязуются воздерживаться that may hinder the proper fulfilment of от любых действий, препятствующих the Contract. должному выполнению контракта.
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VOCABULARY
MINUTES OF MEETING |
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minutes of meeting (MOM) |
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протокол переговоров |
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protocol of negotiations |
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to draw up a document |
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составлять документ |
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pursuant to |
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по |
итогам, |
вытекающий |
из, |
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to summarize results |
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подводить итоги |
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to reach an agreement |
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приходить к соглашению |
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to come to an agreement |
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to arrive at an agreement |
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pre-design phase documentation |
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документация, |
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exhaustive answer |
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проектные разработки |
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исчерпывающий ответ |
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draft contract |
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проект контракта |
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to complete technical review |
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− |
формулировать позицию |
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to the extent of |
− в размере, в пределах, до размера |
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divergence in smth |
− |
расхождение, несоответствие |
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to agree about an acceptable price |
− договариваться о приемлемой цене |
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to prolong the validity of an offer |
− |
продлевать |
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срок |
действия |
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to finalize contract negotiations |
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предложения |
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− завершать переговоры по контракту |
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agenda |
− повестка дня, план мероприятий |
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to adjourn |
− |
приостанавливать, делать перерыв |
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syn to suspend |
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unanimously |
− |
единогласно |
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to express satisfaction with smth |
− |
выражать удовлетворение чем-либо |
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to conduct negotiations |
− |
проводить/вести переговоры |
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syn |
to hold negotiations |
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format |
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− |
формат |
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to circulate |
− |
зд. раздавать |
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duly signed |
− |
должным образом подписанный |
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for and on behalf |
− |
от имени и по поручению |
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MEMORANDUM OF UNDERSTANDING |
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memorandum of understanding (MOU) |
− |
меморандум о взаимопонимании |
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whereas |
− |
принимая |
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во |
внимание |
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(в |
преамбулах |
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официальных |
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to be incorporated in (a country) |
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документов), поскольку |
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− |
быть зарегистрированным в (стране) |
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to conclude a contract |
− |
заключать/подписывать контракт |
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syn |
to sign a contract |
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to perform a contract |
− |
выполнять обязательства по договору |
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syn |
to execute a contract |
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syn |
to fulfil a contract |
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hereinafter referred to as… |
− |
именуемый в дальнейшем… |
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syn |
hereinafter called… |
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to recognize |
− |
зд. признавать |
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contract provisions |
− |
положения контракта |
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to undertake to do smth |
− брать |
на себя |
обязательство |
делать |
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что-либо |
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370
to that effect |
− |
с этой целью, в этом смысле |
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syn to this effect |
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delivery schedule |
− |
график поставок |
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payment schedule |
− |
график платежей |
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to grant a licence |
− |
выдавать лицензию |
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∙ |
to grant authorization |
− |
выдавать разрешение |
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to meet smb’s obligations |
− |
выполнять обязательства |
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syn to fulfil obligations |
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to refrain from an action |
− |
воздерживаться от действия |
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to |
hinder the performance of |
− |
препятствовать |
выполнению |
a contract |
|
контракта |
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to remove obstacles |
− |
устранять препятствия |
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371
FOCUS 4. Fill in the gaps with one of the following words or word combinations. Use the appropriate tense form.
pursuant |
additional negotiations |
to summarize |
draft |
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to reach |
to define |
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pre-design phase documentation |
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financial offer |
mutually acceptable price |
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divergence |
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in detail |
to conduct negotiations |
unanimously |
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satisfactory operation |
to grant |
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proper fulfilment |
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delivery and payment schedules authorizations |
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agenda |
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to adjourn |
to incorporate(2) |
to undertake satisfaction |
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to finalize |
to fulfil |
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to refrain |
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assistance |
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to conclude |
obligations |
obstacles |
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|
1.A new system of … is proposed whereby each Party will take it in turn to chair the meeting.
2.Any other financial schemes of the project different to those defined in Clause 2.1, 2.2 will be a subject for ….
3.As a result of technical negotiations the Parties have completed basic technical reviews as well as determined requirements for the project as per the … of Contract No. 68.
4.As a result of the price negotiations ZAO Romashka … its position concerning the total price of the project.
5.During negotiations the Parties … the results of activity on the project and … the following agreements.
6.Everyone agreed … on the idea that all the members of the negotiations express their … with the format of the reports presented.
7.It is agreed that the Parties will hold a meeting in Moscow … the contract negotiations.
8.Notwithstanding the … in the Parties positions in respect to the price, they have agreed to take positive efforts in making their positions closer in order to achieve a ….
9.ROSEXPORT prolongs the validity of its … till February 25, 20__.
10.TELECOM CO. of India, … in India and ROSEXPORT … in the Russian Federation have decided … Contract No. 69.
11.The basis for technical aspects reports was … delivered under Contract No. 68.
12.The Contract shall … completely and in accordance with the conditions agreed upon therein and the parties … to do their utmost to that effect.
13.The Parties … from any action that may hinder the proper fulfilment of the contract.
14.The Parties have discussed … all technical issues raised by the experts of ZAO Romashka.
15.The parties recognize that the … of the Contract and the … of the equipment during its lifetime, also depends on the proper training of personnel.
16.The Parties shall grant the companies all licences, or other … that may be required for meeting their obligations under the Contract.
17.The Parties shall provide … to the companies that may be required for the proper fulfilment of their … under the Contract in strict compliance with the ….
18.The Parties undertake to remove any … to the proper fulfilment of the contract.
19.These Minutes of Meeting are drawn up … to the visit of representatives of Business Ltd. to Moscow and meetings held with ZAO Romashka.
20.This price can be achieved by … a discount off the total project price.
21.Without coming to any agreement on Point 8 on the … the negotiations … till further meetings between the Parties.
FOCUS 5. |
Fill |
in |
the |
gaps |
with |
prepositions/particles |
where |
|
necessary. |
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|
|
1.Without coming … any agreement … Point 8 … the agenda, the meeting was adjourned.
2.Additional information … «STAR» project is given … Appendix 1 … the present MOM.
3.The mutually acceptable price can be achieved … granting 15% discount … the total price … the extent … $150,600.
4.First meeting … representatives … TELOCOM CO. will take place … the period … the 6th … the 10th … September 20__.
5.… discussing amendments … the document … the Buyer the Seller has prolonged the validity … his offer … January 10.
6.… negotiations the Parties agreed … the following.
372
7.… signing the present MOM the Parties have determined … the requirements … the project … question.
8.A new system was proposed whereby each member … the group took it … turn to chair the meeting.
9.The Agreement … the future … the Unost project was reached … a heated debate lasting
…an hour.
10.It is agreed … all the present that Ben Johnson take the chair … the absence … the CEO.
11.It was reported that some members … the group were dissatisfied … the format … the reports.
12.The authorities will provide the Parties … the Contract … necessary assistance required … the proper fulfilment … their obligations.
13.The basis … price negotiations is financial documents handed … … VO NOVOEXPORT.
14.The Buyer undertakes to refrain … any action that may hinder … the proper fulfilment … the Contract.
15.The Contract … development, manufacturing and delivery… a satellite system was signed
…the 26th … June, 20__.
16.The Contract will be fulfilled … accordance … the conditions agreed … the MOU.
17.The draft contract discussed … detail was drawn pursuant … the talks … ROSEXPORT and TELECOM CO.
18.The minutes, circulated … the meeting, were duly signed.
19.The Parties having summarized the results … the negotiations reached essential agreement both … technical and financial issues.
20.The fulfilment … the Contract … question is … importance … strengthening … friendly relations … the two countries.
21.The satisfactory operation … the equipment … its lifetime depends … the proper training
…the personnel.
22.To fulfil the obligations … the Contract the Parties may require … additional authorization.
23.Who is to sign the Memorandum … Understanding … and … behalf … the Ministry … Foreign Trade?
FOCUS 6. Translate into English.
MINUTES OF MEETING
1.По итогам встреч и переговоров между российской компанией РОСЭКСПОРТ и австралийской компанией ТЕЛЕКОМ КО. был составлен Протокол переговоров и Меморандум о взаимопонимании.
2.Стороны подытожили результаты, достигнутые в ходе работы над проектом STAR, и внесли соответствующие изменения в Требования к работе и эксплуатации объекта.
3.После подробного обсуждения эксперты компании Продавца дали исчерпывающие ответы на технические вопросы, поставленные Покупателем.
4.Продавец и Покупатель сформулировали свои позиции по финансовой стороне проекта.
5.Несмотря на расхождения в позициях по общей стоимости проекта, стороны согласились продолжить переговоры с целью установления цены, приемлемой для обеих сторон.
6.Протокол переговоров был составлен в соответствии с форматом процедуры и передан участникам для подписания.
7.Участники переговоров единогласно пришли к соглашению о том, что представители каждой стороны будут председательствовать во время переговоров поочередно.
8.Стороны выразили удовлетворение форматом представленных докладов.
9.Не достигнув соглашения по пункту 10 повестки дня, стороны прервали заседание.
10.Другие вопросы, не затрагивающие финансовую сторону проекта, станут предметом дополнительных переговоров.
11.Продавец продлевает срок действия предложения на условиях, указанных в пункте 5 настоящего Протокола переговоров.