最全面用实例对话解释什么是COMENSATION TRADE
1.A: Good morning, Mr. Schmidt, How are you this morning?
早上好，施密特先生，今天早上感觉如何？
B: Pretty good. You look great today.
很好，你今天看上去很不错。
A:Thank you, We invite you here to discuss the purchase of some coal cutters from your company.
谢谢，我们今天请你来这儿是想谈谈从你们公司购买一些采煤机的问题。
B:Wonderful, Our coal cutter is very advanced. don't you think so?
好极了，我们的采煤机是相当先进的，不是吗？
A:Yes, It's better than the coal cutters we just purchased from other countries, That's for sure, But your price is skyrocketing.
是的，比我们刚刚从其他国家买的采煤机要好，那是肯定的，但是你们的价格也太高了。
B:Well, It's reasonable to consider the price, but in a long run. the quality and efficiency of the machines are more important, Our machines will certainly make your money's worth.
嗯，考虑价格问题是应该的，但是从长远来说，机器的质量和效率更重要。我们的机器是物有所值。
A: We have no doubt about the quality and efficiency of your machines, but we are lackingin foreign exchanges, and therefore it's rather difficult for us to buy your coal cutters this year.
对你们的机器质量和效率，我们是毫不怀疑的，但是我们缺少外汇，因此，今年购买你们的采煤机有困难。
B:In that case, we may consider undertaking compensation trade.
这样的话，我们或许可以考虑进行补偿贸易。
A: This is great. We like this idea. Which do you prefer, buyback or counter purchase?
这太好了，我们喜欢这个主意，你喜欢那一种形式，是回购还是互购？
B:Buyback would be easier, Since we do import coal from abroad, you can pay for the coal cutter with the coal produced by the cutter.
回购更容易一些，因为我们的确从国外进口煤炭，你们可以用采煤机生产出来的煤炭支付采煤机的费用。
A: Do you wish to have total compensation trade or partial compensation trade?
你想进行全部补偿贸易，还是部分补偿贸易？
B: It all depends on your payment capacity.
这取决于你们的偿还能力。
A: As you see it. it would be better to do total compensation trade.
正如你所见，进行全部补偿贸易会比较好些。
B: Total compensation trade is good, You'll buy from us three sets of coal cutters at the unit price of USD5 million, All the machines will be paid for with the coal produced by the machines.
全部补偿贸易很好，你们购买3套采煤机，每台500万美元，所有金额将由采煤机所生产的煤炭来偿付。
A:Right , How long will it take to complete the payment?
好的，付清全部货款需要多长时间？
B: The sooner the better.
越快越好。
A: On the basis of the cutters' production capacity and the current price of coal, it will take about two years to complete the payment
基于采煤机的生产能力和煤炭现行价格，付清全部款项需要大约两年的时间。
B: Well, your estimation does not seem to be 100% accurate, Compensation trade is in fact. a kind of loan, You also need to pay the interest every year.
嗯，你的估计并非百分百的准确。补偿贸易实际上是一种*款贷**，每年也要支付一定的利息。
A:In this case, the payment can't be completed within two years, I'm afraid.
这样的话，恐怕款项并不能在两年内全部付清。
B:Will three years be long enough?
3年时间够吗？
A:That's close, OK, that's settled, we'll complete the payment within three years from the commencement of production, But we must remind you of your definite responsibilities for techincal assistance, the performance of the machines and finally a smooth start-up.
那样差不多，好的，就这么定了，我们将从投产之日起3年内付清款项，但我们也要提醒一下你们有责任对我们进行技术支持，调试机器，确保能平稳启动。
B: Certianly we'll carry out our obligations.Meanwhile, it's our hope that you'll meet our requirments of shipment for all the coal you sell to us.
我们当然会履行w我们的义务，同时，我们也希望你们能就所有卖给我们的煤炭的装运问题上满足我们的要求。
A:We will surely act in accordance with our agreement.
我们一定会按照协议办事的。
B: Very good, Would you please prepare the draft agreement?
很好，那么麻烦你起草一下协议，好吗？
A: No problem.
没问题。
2。补偿贸易的定价和付款方式如何确定，下面的对话告诉你细节：
A: Now, would you say something more about the way the prices of compensation are fiexed?
下面，你是否能更多地介绍一下补偿的定价方式，
B: For equipments, we shall use sliding price,
对设备而言，我们采用按物价涨落计算法计价。
A: That's a good idea. I propose the fixed price should be applied to technology and design relating to the equipments.
这是个好主意，我建议，对于和设备相关的技术和设计，采用固定价格。
B: I quite agree with you. The prices of counter sale products shall be determined according to the prevailing world market prices at the time of each shipment.
我非常同意你的意见，返销货物的价格将根据出货时的国际市场价格而定。
A: That's what I am going to say. Then what's your opinion regarding the payment terms for equipments and products
这正是我想说的，那么，关于设备以及产品的付款方式，你有什么意见呢？
B: I should like first to know your idea.
我想先听听你的意见。
A: What do you think of sight L/C for counter sale products and deferred terms for equipments?
对返销产品采用即期信用证方式，对设备采用远期付款方式。
B:You mean L/C shall make payment of counter sale products payable at sight and equipments shall be made on deferred terms?
你是说返销产品用即期信用证方式，设备用延期付款方式？
A:That's it.
是的。
B: I think we should prepare a memo, which contains what we have just agreed upon, then we'll discuss further in detail, Is that OK?
我想我们应该准备一个备忘录，记下来我们已经达成协议的部分，然后我们再进一步地谈细节，这样行吗？
A:OK, I am glad to have such an opportunity to exchange our views on compensation trade.
好，有这样一个机会能跟你交换补偿贸易的看法，我非常高兴。
3.全额补偿贸易以及付款时间期限：
A: We could manage to reduce our price by 3% if you are agreeable to accept compensation trade.
如果你方愿意接受补偿贸易，我们可以减价3%。
B:It's better for us to do total compensation trade.
对我们来说，最好全额补偿。
A: We accept total compensation trade then
那么我们接受全额补偿贸易。
B:How long should it take to have the payment completely made?
还清货款需要多久？
A: Two years or so. The sooner the better.
大约两年，越快越好。
B:We'll complete payment within two years from the commencement of production.
从投产算起我们将在两年内全部付清。
A: That sounds reasonable to us.
这很合理。
4.补偿贸易中的回购方式与互购方式：
A: Can we consider the possibility of undertaking compensation trade?
我们能不能考虑采用补偿贸易方式呢？
B:Why not? We'd be happy to negotiate with you for such a deal. Which do you prefer, buy-back or counter purchase?
当然可以，我们很乐意和你洽谈此事，你们愿意采用回购方式，还是互购方式？
A:I guess that buy-back is easier, Since we do often import a lot of coal from abroad, you can pay for the coal cutters with the coal produced by them.
我想回购方式更容易些。因为我们常进口煤炭，你们用由我们的设备采的煤来偿还设备的货款就行了。
B:That sounds very promising. Do you wish to have total compensation trade or a partial one?
这听起来非常可行。你喜欢全额补偿还是部分补偿？
A:It depends very much upon your payment capability.
这就要看你们的支付能力了。
B:I understand the whole process, As for us, It's better to do total compensation trade.
我明白这个交易过程，对于我们来说，最好是全额补偿贸易。
A:Total compensation trade may be good for both of us.
全额补偿贸易也许对我们双方都不错。
B:How long will it take to compelete the payment
那么偿还时间得多长呢？
A: Of course, the sooner the better.
当然是越快越靠。
5.补偿贸易的货款偿还时间的计算：
A: We are satisfied with your quality, but we have to arrange our purchase according to our means, It is difficult for us to buy your brand unless you can consider other possibility.
我们对你的质量很满意，但是我们必须根据我们的财务状况来安排采购，对于我们来说采购你们的品牌比较困难，除非你们能考虑其他可能性。
B: What is that?
什么可能性？
A: We prefer the possibility of buy-back.
我们更倾向于回购的可能性。
B: You mean, you will pay for the rolling mills with the rolled steel produced by our machines? Sounds not bad. We do trade steel a lot. But I need to consult with my boss.
你是说，你们用我们机器生产的钢材来偿付轧钢机货款？听起来不错。我们的确做了很多钢材贸易，但是我需要跟我们老板商量一下。
A: Good, Please consider a total compensation, which will take us 3 years to complete the payment including the interests according to our calculation.
好的，请考虑全部补偿方式，根据我们的技算，这需要我们用3年来付清所有的款项，包括利息。
B: What's your calculation based on?
你们计算的根据是什么？
A: The production capacity of your rolling mills and current prices of steel
你们轧钢机的生产能力和目前钢材的价格。
B: Could I bring back your proposal of buy-back with the detailed calculation? To reach an agreement. I think we have a lot of things to do.
我是否能带回你们的回购计划和详细的计算资料？要达成协议，我想我们有很多事情要做。