Dear Paola,

　Thank you very much for your efforts.

　Regarding the coming order, we really hope you can do more efforts and hope you can support us by L/C at sight for payment term. I can fully understand what you mean by MSN that you have to invest much into three brands in Nola Italy. You must aware that we also have to invest much into materials purchase. If the payment is tied up for a long time, we cannot proceed well for customers. As you know the loader and TFT screen cost much. So L/C at sight is fairer for both of us. Believe we have to support each other for better cooperation.

　On the other hand, the offer is quite competitive. W cannot afford the US currency loss. Currently we have to stare at the exchange rate carefully. Once the order is firm, we could not increase customer’s price for our cost loss. If I ask for cost up suddenly when I told you the US exchange rate is dropping, and we will lose. That would ruin all business. I don’t think you would like to see that happen. And it is not business, mutual benefit business.

　Let’s confirm L/C at sight. Come on, Paola. Thank you.

　Awaiting your comments.

　Best regards,

　Water

　Notes

　1. 客戶不接受提議，公司部接受客戶的要求，這樣談判就進(jìn)入了僵局。第二步，要打開(kāi)僵局，需要進(jìn)一步深入解釋，給予更充分的理由說(shuō)明難處。一次又一次的努力，希望可以用真誠(chéng)感動(dòng)客戶。

　2. 郵件中藥運(yùn)用正面的，積極地語(yǔ)言，也要適時(shí)地強(qiáng)調(diào)付款方式。引導(dǎo)客戶向自己的方向靠近。