中新獼猴桃貿(mào)易商務(wù)談判劇本

1、中新獼猴桃貿(mào)易商務(wù)談判劇本金色陽光農(nóng)業(yè)科技發(fā)展有限公司 新西蘭佳沛國際有限公司Golden Sunshine Agricultural Zespri International Limited CompanyScience and Technology Development Company 1.總經(jīng)理：吳晚霞 1.亞洲區(qū)副總經(jīng)理:弗龍·斯密斯General Manager：Wu Wanxia Deputy General Manager of Asia: Vernon Smith2. 財(cái)務(wù)總監(jiān)：宋沛柯 2.財(cái)務(wù)總監(jiān)：瑪格麗特·墨菲CFO: Song Peike CFO:

2、Margaret Murphy3.市場部部長：蔡英杰 3.采購部部長：Aaliyah WhiteMarket Minister: Cai Yingjie Procurement Minister:艾里亞·懷特4.秘書：周亞 4.秘書：波特Secretary: Zhou Ya Secretary: Potter5.法律顧問：王濤 5.法律顧問：托尼·威廉森Counselor: Wang Tao Counselor: Tony Williamson6.技術(shù)總監(jiān)：周泳淘 6.技術(shù)總監(jiān)：特蕾西·普瑞特CTO: Zhou Yongtao CTO:Tracy Pratt7.

3、翻譯：畢鷺娟 7.翻譯：露西·桑頓Interpretator:Bi Lujuan Interpretator: Lucy Thornton 8.市場顧問：洛麗塔 中方總經(jīng)理：歡迎來自新西蘭佳沛國際有限公司的各位談判代表來都江堰進(jìn)行業(yè)務(wù)洽談，我是金色陽光農(nóng)業(yè)科技發(fā)展有限公司的總經(jīng)理 ，首先，由我來介紹我方的談判代表，這位是 ，這位是 。CGM:Welcome negotiators coming from Zespri International Limited to Dujiangyan for conducting the business negotiation.I am the

4、 General Manager of Golden Sunshine Agricultural Science and Technology Development Company, .First,let me introduce our negotiators.This is . .This is .新方副總：非常高興來到美麗的都江堰。我是新西蘭佳沛國際有限公司亞洲區(qū)副總經(jīng)理 。下面由我來介紹我方談判代表。這位是 ，這位是 。DGM: Very pleased to come to the beautiful Dujiangyan.Im Zespri International Limit

5、ed Companys Deputy General Manager of Asia, .Now,let me introduce our delegates. This is .This is .中方總經(jīng)理：貴方代表從新西蘭遠(yuǎn)道而來，南北半球驟然的氣候變化還適應(yīng)嗎？想必此時的貴國定是艷陽高照吧？CGM:Coming from far New Zealand,have you being adapted to the climate change caused by transferring from Southern hemispheres to the Northern.Is your c

6、ountry immersed in the wonderful sunshine?新方副總：一切都好！四川氣候宜人，山清水秀?！疤旄畤钡拿雷u(yù)果真名不虛傳。DGM：Everything is well! Sichuan is a place with pleasant weather and beautiful scenery. The reputation of"Land of Abundance" is really well-deserved .中方總經(jīng)理：謝謝貴方的稱贊。不知貴方代表對我方安排的都江堰之行還滿意嗎？CGM: Thank you for your

7、praise. I wish all of you could be satisfied with the arrangement of your trip to Dujiangyan? 新方副總：滿意，非常滿意。我們此行真是“問道青城山，拜水都江堰”。貴方考慮的真是周到！不過最讓我方人員稱道的還是貴公司的千畝種植基地，真是蜀中一絕??！DGM: Oh! yes! very excellent. Our trip is really "asked Qingcheng mountain, thanks to the water Dujiangyan." Your conside

8、ration is really thoughtful! However,the most satisfactory for our staff is your company's acres of planting base, which is really a splendiferous located in Shu!中方總經(jīng)理：XX先生過獎了。希望我們此次談判也能夠讓雙方如此滿意！CGM: Mr. XX.It is overpraised.We just hope that we can also enable both parties in the treaty!新方

9、副總：當(dāng)然會的。我方也很期待??！DGM: Oh,yes.Of course. We are also looking forward to!中方總經(jīng)理：（微笑點(diǎn)頭）好的，那么我們開始吧！CGM: Okay, so here we go!（新方副總點(diǎn)頭同意）中方總經(jīng)理：首先，關(guān)于此次談判，我方希望在談判過程中的貿(mào)易解釋規(guī)則為2000年國際貿(mào)易術(shù)語解釋通則，不知XX先生是否同意？CGM：First of all,as to this consultation,we go for <<International Rules for the Interpretation of Trade

10、Terms 2000>>.Does any demurrer exist,Mr XX?新方副總：當(dāng)然可以。DGM:Of course not.（中方總經(jīng)理點(diǎn)頭，并示意對方開始。）新方副總：我方了解到貴公司擁有目前亞洲最大的獼猴桃種植基地，而各品種中屬紅陽獼猴桃名傳四海。我方此次慕名前來就是為了采購一批品質(zhì)優(yōu)良的紅陽獼猴桃。那么，就請貴方詳細(xì)介紹一下吧！DGM: We have informed that your Company owe the most tremendous kiwi fruitplanting base in Asia.While among all the v

11、arieties , Hongyang is the most selebarted brand. Therefore,we come here to purchase a branch of good quality of kiwi fruit of hongyang. So, please describe it in detail!中方市場部部長：下面容我為大家具體介紹我方生產(chǎn)的紅陽獼猴桃：我公司生產(chǎn)的紅陽獼猴桃是四川省自然資源研究所科技人員通過十幾年努力，從秦巴山區(qū)野生獼猴桃實(shí)生單株中選育出來的稀世優(yōu)良品種，其品質(zhì)特點(diǎn)和品種資源的獨(dú)有性具有國際領(lǐng)先水平。CMM：Next,let me

12、introduce our hongyang Kiwifruit.our products of hongyang kiwifruit was selected from rare unparalleled wild species vegetating in Qinba area through more than ten years of hard work of Sichuan Institute of Natural Resources scientists.Its an international leading level in the unique characteristics

13、 of its quality and specialty.新方采購部長：那么，請貴方再詳細(xì)介紹一下您方獼猴桃營養(yǎng)成分方面的詳細(xì)情況！NDGM:Then,please tell us nutritional aspects of your Kiwi in detail中方技術(shù)總監(jiān)：好的。我方生產(chǎn)的紅陽獼猴桃除富含天然維生素和17種游離氨基酸及多種礦物成分。其中維生素和氨基酸含量在各類獼猴桃中首屈一指。每100g果肉中含有維C350毫克，被譽(yù)為“維C之王”。但是由于產(chǎn)品上市時間不長，直到現(xiàn)在，世界上還有很多國家和地區(qū)的人民還沒有機(jī)會品嘗到如此美味的水果呢！CCTO:OK. Our product

14、ion of Hongyang kiwifruitis of rich natural addition in vitamins and 17 kinds of free amino acids and a variety of mineral composition. Among those, vitamins and amino acids is the second to none. Containing dimensional C350 mg per 100g pulp,it is known as "the King of Victoria C." However

15、, because its short time to come into the market , until now, there are still many countries and regions where people cannot have an opportunity to taste this delicious fruit!新方技術(shù)總監(jiān)：那么關(guān)于質(zhì)量認(rèn)證呢？NCTO: What about the accreditation about quality?中方技術(shù)總監(jiān)：我公司生產(chǎn)的紅陽獼猴桃于2006年取得四川省進(jìn)出口檢驗(yàn)檢疫局出口基地認(rèn)證;2008年獲得全球良好農(nóng)業(yè)規(guī)范

16、認(rèn)證(GLOBALG.A.P)及ISO22000食品質(zhì)量安全體系認(rèn)證。農(nóng)業(yè)部頒發(fā)了無公害農(nóng)產(chǎn)品認(rèn)證證書。公司基地園區(qū)被四川省人民政府和四川省科技局評為“標(biāo)準(zhǔn)化出口示范基地”。關(guān)于產(chǎn)權(quán)，貴方完全不必?fù)?dān)心。CCTO: In the year of 2006,hongyang kiwifruit successfully obtain export base for certification from Sichuan Import and Export Inspection and Quarantine Bureau. In 2008 it got a Certification as the g

17、lobal Excellent Agricultural Practices (GLOBALG.AP) and ISO22000 certification of food quality and safety system,and the Ministry of Agriculture issued a pollution-free agricultural products certification. The base of the companywas choosed as "base with standard model of export"by Sichuan

18、 People&apos;s Government and Technology Bureau. As for the property rights, you do not have to worry about! 新方技術(shù)總監(jiān)：看來貴公司的生產(chǎn)是值得信賴的，那么產(chǎn)品的質(zhì)量等級呢？NCTO: It seems that its trustworthy of your production then how about the grade ahout quality?中方技術(shù)總監(jiān)：請大家看相關(guān)資料。（秘書起立分發(fā)資料）我公司根據(jù)四川省質(zhì)量技術(shù)監(jiān)督局制定的關(guān)于獼猴桃的購銷等級的規(guī)定，將紅

19、陽獼猴桃劃分為特級、一級、二級共三個等級。各等級在外形、色澤、果味、果徑、單果重量等均有不同的規(guī)定。不知道貴公司對哪種品質(zhì)的產(chǎn)品感興趣呢？CCTO:Here is some relevant information.According to the stipulation,we devide the product into three ranks,special class. Each grade different in the sensory index, colour,taste,fruitdiameter, single fruit weight and volume with th

20、e different relevant requirements. But which quality are you most interested in?新方技術(shù)總監(jiān)：（向副總點(diǎn)頭示意）新方副總：看來貴公司提供的特級獼猴桃產(chǎn)品很符合我方的采購要求，請問貴方報(bào)價如何？NDGM: It seems your company&apos;s super Kiwi product is in line with our procurement requirements, how much the price of your product?中方總經(jīng)理：不知貴公司此行的采購計(jì)劃?（故意停頓）

21、 CCM: I do not know your company&apos;s procurement plan for this trip新方采購部部長：我方暫定采購特級紅陽獼猴桃2000公噸，目的港為新西蘭皇加雷港口，時間為2009年1月15日之前。NPM: Our tentative purchase super Hongyang kiwifruit 2000 tonnes, the port of destination in New Zealand Port Royal Sangare，and the arrival time should be before January

22、15,2009.中方財(cái)務(wù)總監(jiān)：我方的報(bào)價是,3800美元/公噸CIF皇家雷港。 CCFO: Our offer is 3800 U.S. dollars / tonne CIF Royal Sangare Port.新方副總：朋友，你是在跟我們開玩笑嗎？貴方的報(bào)價實(shí)在太高了。NDGM: Ah my friend,are you kidding with us? Your side&apos;s offer is too high.新方財(cái)務(wù)總監(jiān)：根據(jù)我公司長期的國際采購價格，平均價格也只有2000美元/公噸，況且，你方的紅陽獼猴桃并無特殊之處。NCFO: According to my

23、company&apos;s long-term international purchase price, the average price is only 2000 U.S. dollars / tone. Moreover, your side is not so special about the hongyang kiwi fruit.中方市場部部長：貴方此言差矣。國際上普遍認(rèn)為紅陽獼猴桃口感優(yōu)于國際上選育的任何品種，更以“紅色軟黃金”的美譽(yù)享譽(yù)海內(nèi)外，是無公害、出口型高檔水果的優(yōu)先選擇。請看大屏幕。（示意）CMM: Your side is wrong. The inte

24、rnational community generally agree that Hongyang kiwi fruit tastes better than any of the international breeding species, but also to "red soft gold" reputation is truly a pollution-free,export-oriented high-grade fruit preference. Please look at large-screen.新方市場顧問 ：我看也不怎么樣嘛！NDGM: Well,I

25、 do not think it very excellent!中方技術(shù)總監(jiān)：那么我們就用貴公司暢銷多年的品種進(jìn)行比較。請看（示意）。顯而易見，我方生產(chǎn)的紅陽獼猴桃品質(zhì)明顯高于其他品種。CCTO: Then we will use your company&apos;s best-selling multi-species comparison. See (indicative). It is clear that our productions quality is significantly higher than other varieties of kiwi fruit.新方副

26、總：（沉默不言，放筆背靠椅子）中方總經(jīng)理：XX先生，我方的報(bào)價是非常合理的。CGM: sir, our offer is very reasonable.新方副總：非常合理？貴方的報(bào)價如此離譜，還算合理嗎？我實(shí)在懷疑貴方的誠意。NDGM: Very reasonable? Your offer is so outrageous, fairly reasonable? I really doubt the sincerity of your side.新方采購部部長：貴方一味強(qiáng)調(diào)商品的優(yōu)質(zhì)性，完全忽視我方的利益?？磥恚覀兇舜蔚恼勁懈緹o法繼續(xù)。NPM: Your side keeps emph

27、asizing high-quality goods and completely ignore our interests. It seems that we simply can not continue the negotiation.中方財(cái)務(wù)總監(jiān)：無法繼續(xù)？如此合理的報(bào)價怎么會無法繼續(xù)？CCFO: Can not be continued? How dose such a reasonable offer would not be able to continue?中方總經(jīng)理：XX先生。XX先生。（X回頭不說話）（對秘書低聲示意）百聞不如一見，百說不如一嘗。貴方遠(yuǎn)道而來，想必也不想空手

28、而歸吧！成事者不拘小節(jié)，何必在一個問題上大動干戈呢？讓我們先來品嘗紅陽的美味吧。CGM: Sir sir , Seeing is less than believing, 100 have suggested that a try. Your side come from a far distance, presumably do not want to leave empty-handed! Be brought to fruition by informal section, why it upside down on one issue? Let us to taste the deli

29、cious hongyang fruit first.（禮儀上獼猴桃）新方技術(shù)總監(jiān)：貴方的獼猴桃肉質(zhì)鮮嫩、香甜清爽，果真回味無窮。NCTO: The Kiwi meat is tender, sweet and refreshing which is really food for thought.中方總經(jīng)理：很高興貴方能喜歡我方的獼猴桃，如此的美味想必我們雙方都不愿放棄吧！CGM: Glad that you can enjoy it.As such a delicious taste that we must have both reluctant to give up!新方副總：當(dāng)然。我

30、方不遠(yuǎn)萬里來到貴地，難道貴方認(rèn)為只是為了觀光嗎？CDGM: Of course ! Ccome to your side through thousands of miles, can you believe just for tourists ?新方采購部部長：聽說貴方這一季的獼猴桃早已成熟，收成應(yīng)該不錯吧！如果不盡快尋找銷售渠道，那么貴方所承擔(dān)的成本和風(fēng)險將會更大。相信我方龐大的銷售網(wǎng)絡(luò)和成熟的營銷技能必定能夠給予貴方一定的幫助。NPM: Heard that your kiwifruit has already matured in this season,I guess the har

31、vest should be very good! If you do not find distribution channels as soon as possible, then the cost borne by your side and risk will be even greater. I believe our vast distribution network and proven marketing skills will be able to give some effevtive help.中方市場部部長：謝謝貴方能為我方精打細(xì)算。我們也從未質(zhì)疑貴方的能力。我們知道，

32、貴公司是全球最大的獼猴桃經(jīng)銷商。銷售面覆蓋包括歐盟、美國、日本等國家和地區(qū)在內(nèi)的所有獼猴桃需求市場。我方也希望通過貴公司將我公司的紅陽獼猴桃推向國際市場。CMM: Thank you for your careful calculations. We also never questioned the ability of your party. We know that your companyis the world&apos;s largest distributor of kiwi fruit. Sales surface coverage, including the Eur

33、opean Union, the United States, Japan and other countries and regions, including all the Kiwi market demand. It is also our hope that our red-yang Kiwi can enter the international market through your company.中方財(cái)務(wù)總監(jiān)：考慮到我們雙方的相互需求，為表誠意，我方愿意將原報(bào)價降至3500美元/公噸。CGM: Taking into account of our mutual needs, a

34、s the table sincerity,we are willing to bid down the original quote to 3,500 U.S. dollars / tonne.新方財(cái)務(wù)總監(jiān)：僅僅讓300美元？貴方未免也太小氣了吧！NCFO: Just letting the 300 U.S. dollars? It is too low!中方財(cái)務(wù)總監(jiān)：那么貴方認(rèn)為什么樣的價格才算合理呢？CCFO: So what price is it considered reasonable?新方財(cái)務(wù)總監(jiān)：我方認(rèn)為最合理的報(bào)價應(yīng)該是2100美元/公噸。如果不能以此價格達(dá)成協(xié)議，那么很遺

35、憾，我們就只能去廣元或其他地區(qū)看看了。NCFO: According to our opinion, the most reasonable offer should be 2100 U.S. dollars / tonne. If we can not reach an agreement at this price, then we are sorry that we can only go to Guangyuan, or other areas to hunt for deal.中方市場部部長：貴方的報(bào)價也不見得合理呀！不瞞您說，有很多國外銷售商正在與我方洽談關(guān)于紅陽獼猴桃的采購問題。

36、而且他們開出的條件都比你方優(yōu)越。況且，貴方如在其他地方采購，根本不可能得到向我方這樣大的供應(yīng)量。（動作）CMM: Your party&apos;s offer is still not likely reasonable! By honesty , many other foreign purchasers are actively working with us to negotiate on the issue of procurement of Hongyang kiwi fruit. And their conditions are superior than yours.

37、Moreover, your side, as in other parts of the procurement could not have so much as our supply.市場顧問：即便如此，貴方的報(bào)價也應(yīng)該具有參考性吧？我方的提出的價格是有根有據(jù)的。根據(jù)目前市場情況來看，中高檔獼猴桃平均價格應(yīng)該在1700美元/公噸。有中國大陸海運(yùn)至我國北部港口，運(yùn)費(fèi)大約為400美元/公噸，而一般水果類產(chǎn)品的保險在40美元/公噸。這樣看來，怎么也達(dá)不到貴方剛才的報(bào)價??！NMP: Even that, your offer should also have a referential, rig

38、ht? The price offered by us are is actually founded. According to the current market situation, the average price of high-grade kiwifruitshould be 1700 U.S. dollars / tonne.From Chinese mainland to the north of our sea ports, shipping need about 400 U.S. dollars / tonne, and general insurance produc

39、ts, fruit 40 U.S. dollars / tonne. In this way, how can not be achieved just quote your side !中方財(cái)務(wù)總監(jiān)：1700美元？不知貴公司是從何處采購到如此便宜的高檔獼猴桃呢？我方也進(jìn)行了統(tǒng)計(jì)，根據(jù)我國官方網(wǎng)站披露的可靠信息（示意看屏幕），第三代紅心獼猴桃的平均價格也在2000元人民幣以上。貴方這樣擬算的報(bào)價實(shí)在讓我們很為難。CCFO: 1700 dollars? I do not know how can your companypurchase the high-grade kiwifruitat su

40、ch a low grade? We also had statistics, according to China&apos;s official website disclosure of reliable information , the third-generation heart Kiwi average price is more than 2,000 yuan. How can your recon the market price like that?（新方沉默）新方副總：XX女士，2800美元。您看怎么樣？這確實(shí)是我們能夠承受的最高價格了，超出此價格就不是我職權(quán)范圍

41、所能夠決定的了。不知您方意下如何？DGM: XX President, how about 2800 U.S. dollars. This is indeed the highest price we can afford, and beyond this the price is beyond my remit to decide the scope . How do you square think of it?中方總經(jīng)理：雖然貴方已經(jīng)做出了一定的讓步，但是此價格我方仍然難以接受。通過剛才的分析，相信貴方也明白我方報(bào)價的合理性。如果貴方堅(jiān)持原價格，我們可以以FOB價格成交。CGM: Alt

42、hough you have made concessions to some extent,.But it is still difficult of us to accept the price. Through the analysis earlier, I believe that your side also understand that our offer is reasonable. If you persist in the original price, we can settle a bargain in FOB price.新方副總：那怎么行！更換貿(mào)易術(shù)語，我方堅(jiān)決不同意。不過如果貴方愿意將價格降至我方剛才的報(bào)價，我方愿意將采購數(shù)量提高到2500公噸，并愿意與貴公司建立長期友好的合作關(guān)系。NDD: Oh no!How can you do that?Frankly speaking, we are strongly disagreed with the replacement of trade t