模擬商務談判劇本

1、中新獼猴桃貿易商務談判劇本金色陽光農業(yè)科技發(fā)展有限公司新西蘭佳沛國際有限公司總經理：吳晚霞General Manager： Wu Wanxia 財務總監(jiān)：宋沛柯CFO:Song Peike市場部部長：蔡英杰Market Min ister: Cai Yi ngjie 技術總監(jiān)：周泳淘Golden Sunshine Agricultural Science and Technology DevelopmCOmpany Zespri International Limited Company亞洲區(qū)副總經理：弗龍斯密斯Deputy Gen eral Man ager of Asia: Ver non

2、 Smith財務總監(jiān)：瑪格麗特墨菲CFO: Margaret Murphy采購部部長：Aaliyah WhiteCTO:Tracy PrattProcurement Minister:艾里亞 懷特中方總經理：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行業(yè)務洽談，我是金色陽光農業(yè)科技發(fā)展有限公司的總經理XX，首先，由我來介紹我方的談判代表，這位是，這位是CTO: Zhou Yon gtaoCGM: Welcome n egotiators coming from Zespri Intern ati onal Limited to Dujia ngya n for con duct i

3、ng thebus in ess n egotiati on. I am theGe neral Man ager of Golden Sunshine Agricultural Science and Technology DevelopmentCompa ny.First,let me in troduce our n egotiators.This isXX.This is XX.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 Du

4、jia ngya n.l'm Zespri In ter nati onal Limited Compa ny§ Deputy Gen eral Man ager of Asia .Now,let me in troduce our delegates. This isXX.This is XX.中方總經理：貴方代表從新西蘭遠道而來，南北半球驟然的氣候變化還適應嗎？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 trans

5、ferring from Souther n hemispheres to the Norther n.ls your cou ntry immersed in the won derful sun shi ne?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 Abundan ce" is really well-de

6、served .中方總經理：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 praise. I wish all of you could be satisfied with the arrangement of your trip to Dujia ngya n?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，真是蜀中一絕啊！DGM: Oh! yes! very excelle nt. Our trip is really "asked

7、Qin gche ng mountain, tha nks to the water Dujia ngya n." Your consideration is really thoughtful! However,the most satisfactory for our staff is your company's acres of pla nting base, which is really a sple ndiferous located in Shu!中方總經理：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 overpr

8、aised.We just hope that we can also enable both parties in the treaty!新方副總：當然會的。我方也很期待?。GM: Oh,yes.Of course. We are also looking forward to!中方總經理：（微笑點頭）好的，那么我們開始吧！CGM: Okay, so here we go!（新方副總點頭同意）中方總經理：首先，關于此次談判，我方希望在談判過程中的貿易解釋規(guī)則為2000年國際貿易術語解釋通則，不知XX先生是否同意？CGM : First of all,as to this consultat

9、ion,we go for <<lnternational Rules for the Interpretation of Trade Terms 2000>>.Does any demurrer exist,Mr XX?新方副總：當然可以。DGM:Of course not.（中方總經理點頭，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優(yōu)良的紅陽獼猴桃。那么，就請貴方詳細介紹一下吧！DGM: We have in formed that your Compa ny o

10、we the most treme ndous kiwi fruit pla nti ng base in Asia.While among all the varieties , Hon gya ng is the most selebarted bra nd. Therefore,we come here to purchase a bra nch 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的紅陽獼猴桃：我公司生產的紅陽獼猴桃是四川省自

11、然資源研究所科技人員通過十幾年努力，從秦巴山區(qū)野生獼猴桃實優(yōu)良品種，其品質特點和品種資源的獨有性具有國際領先水平。蔓生單株中選育出來的稀世CMM : Next,let me 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 Natura

12、l Resources 'cientists.It' an international leading level in the unique characteristics of it' quality and specialty.新方副總：那么，請貴方再詳細介紹一下您方獼猴桃營養(yǎng)成分方面的詳細情況！NDGM:The n,please tell us n utriti onal aspects of your Kiwi in detail中方技術總監(jiān)：好的。我方生產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

13、指。每100g果肉中含有維 C350毫克，被譽為“維C之王”。但是由于產品上市時間不長，直到現(xiàn)在，世界上還有很多國家和地區(qū)的 人民還沒有機會品嘗到如此美味的水果呢！CCTO:OK. Our production of Hongyang kiwifruit is 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.

14、Containing dime nsional C350 mg per 100g pulp,it is known as "the King of Victoria C." However, because it '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!NCTO: What about

15、the accreditation about quality?中方技術總監(jiān)：我公司生產的紅陽獼猴桃于2006年取得四川省進岀口檢驗檢疫局岀口基地認證；2008年獲得全球良好農業(yè)規(guī)范認證(GLOBALGAP)及ISO22000食品質量安全體系認證。農業(yè)部頒發(fā)了無公害農產品認證證書。公司基地園區(qū)被四川省人民政府和四川省科技局評為“標準 化出口示范基地”。關于產權，貴方完全不必擔心。CCTO: In the year of 2006,hongyang kiwifruit successfully obtain export base for certification from Sichuan I

16、mport and Export Inspection and Quarantine Bureau. In 2008 it got a Certification as the global Excellent Agricultural Practices (GLOBALG.AP) and ISO22000 certification of food quality and safety system,and the Ministry of Agriculture issued a polluti on -free agricultural products certificati on. T

17、he base of the compa ny was choosed as "base with sta ndard model of export"by Sichua n People's Gover nment and Tech no logy Bureau. As for the property rights, you do not have to worry about!NCTO: It seems that it 'trustworthy of your production then how about the grade ahout qua

18、lity?中方技術總監(jiān)：請大家看相關資料。我公司根據(jù)四川省質量技術監(jiān)督局制定的關于獼猴桃的購銷等級的 規(guī)定，將紅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的產品感興趣呢？CCTO:Here is some releva nt in formatio n.Accordi ng to the stipulati on ,we devide the product into three ran ks,special class. Each grade different in the sensory index, co

19、lour,taste,fruit diameter, single fruit weight and volume with thediffere nt releva nt requireme nts. But which quality are you most in terested in?方副總：看來貴公司提供的特級獼猴桃產品很符合我方的采購要求，請問貴方報價如何?NDGM: It seems your company's super Kiwi product is in line with our procurement requirements, how much the p

20、rice of your product?中方市場部部長：不知貴公司此行的采購計劃（故意停頓）CCM: I do not know your compa ny's procureme nt pla n 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

21、 and the arrival time should be before January15,2009.中方財務總監(jiān)：我方的報價是 ，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？貴方的報價實在太高了。NDGM: Ah my friend,are you kidding with us? Your side's offer is too high.新方財務總監(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

22、，況且，你方的紅陽獼猴桃并無特殊之處。NCFO: According to my company'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 hon gya ng kiwi fruit.中方市場部部長： 貴方此言差矣。國際上普遍認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”的美譽享譽海內外，是無公害、出口型高檔水果的優(yōu)先選擇。CMM:

23、Your side is wrong. The intern ati onal commu nity gen erally agree that Hon gya ng kiwi fruit tastes better tha n any of the international breeding species, but also to "red soft gold" reputation is trulya pollution-free,export-oriented high-grade fruit preferenee.新方副總：我看也不怎么樣嘛！NDGM: Well

24、,I do not think it very excellent!中方技術總監(jiān)：那么我們就用貴公司暢銷多年的品種進行比較。請看（示意）。顯而易見，我方生產的紅陽獼猴桃品質明顯高于其他品種。CCTO: Then we will use your compa ny's best-selli ng multi-species comparis on. See （in dicative）. It is clear that our producti on 'quality is sig nifica ntly higher tha n other varieties of kiwi

25、fruit.新方副總：（沉默不言，放筆背靠椅子）中方總經理：XX先生，我方的報價是非常合理的。CGM: sir, our offer is very reas on able.新方副總：非常合理？貴方的報價如此離譜，還算合理嗎？我實在懷疑貴方的誠意。NDGM: Very reas on able? Your offer is so outrageous, fairly reas on able? I really doubt the sin cerity of your side.新方采購部部長：貴方一味強調商品的優(yōu)質性，完全忽視我方的利益?？磥?，我們此次的談判根本無法NPM: Your si

26、de keeps emphasiz ing high-quality goods and completely ignore our in terests. It seems that we simply can not con ti nue the n egotiati on.中方財務總監(jiān)：無法繼續(xù)？如此合理的報價怎么會無法繼續(xù)?CCFO:Can not be con ti nued? How dose such a reas on able offer would not be able to contin ue?中方總經理:XX先生。XX先生。（X回頭不說話）百聞不如一見，百說不如一嘗。

27、貴方遠道而來，想必也不想空手而歸吧！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 distanee.presumably do not want to leave empty-ha nded! Be brought to fruiti on by in formal secti on, why it upside dow n on one issue? Let us

28、 to taste the delicious hon gya ng fruit first.（禮儀上獼猴桃）NCTO: The Kiwi meat is ten der, sweet and refresh ing which is really food for thought.中方總經理：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 relucta nt to give up!新方副總：當然。我方不遠萬里來到

29、貴地，難道貴方認為只是為了觀光嗎？CDGM: Of course ! Ccome to your side through thousa nds 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，收成應該不錯吧！如果不盡快尋找銷售渠道，那么貴方所承擔的成本和風險將會更大。相信我方龐大的銷售網絡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 seas on,l guess the harvest

30、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算。我們也從未質疑貴方的能力。我們知道，貴公司是全

31、球最大的獼猴桃經銷商。銷售面覆蓋包括歐盟、美國、日本等國家和地區(qū)在內的所 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。斤有獼猴桃需求CMM: Thank you for your careful calculati ons. We also n ever questi oned the ability of your party. We know that your company is the world's largest distributor of kiwi fruit. Sales surface coverage, including the Europea

32、n Union, the Un ited States, Japa n and other cou ntries and regi ons, in clud ing all the Kiwi market dema nd. It is also our hope that our red-ya ng Kiwi can en ter the in ter nati onal market through your compa ny.中方總經理：考慮到我們雙方的相互需求，為表誠意，我方愿意將原報價降至3500美元/公噸。CGM: Taking into account of our mutual

33、needs, as the table sincerity,we are willing to bid down the original quote to 3,500 U.S. dollars / tonne.新方財務總監(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!中方財務總監(jiān)：那么貴方認為什么樣的價格才算合理呢？CCFO: So what price is it con sidered reas on able?新方財務總監(jiān)：我方認為最合理的報價應該是2100美元/公噸。如果不能以

34、此價格達成協(xié)議，那么很遺憾，我們就只能去廣元或其他地區(qū)看看了。NCFO: Accord ing to our opinion, the most reas on able offer should be 2100 U.S. dollars / tonn e. If we can not reach an agreeme nt at this price, the n we are sorry that we can only go to Guan gyua n, or other areas to hunt for deal.中方市場部部長：貴方的報價也不見得合理呀！不瞞您說，有很多國外銷售商

35、正在與我方洽談關于紅陽獼猴桃的采購問題。而且他們開岀的條件都比你方優(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量。（動作）CMM: Your party's offer is still not likely reas on able! By hon esty , many other foreig n purchasers are actively working with us to negotiate on the issue of procurement of Hongyang kiwi fruit. And their conditions are su

36、perior than yours. Moreover, your side, as in other parts of the procurement could not have so much as our supply.新方采購部部長：即便如此，貴方的報價也應該具有參考性吧？我方的提岀的價格是有根有據(jù)的。根據(jù)目前市場情況來看，中高檔獼猴桃平均價格應該在1700美元/公噸。有中國大陸海運至我國北部港口，運費大約為 400美元/公噸，而一般水果類產品的保險在40美元/公噸。這樣看來，怎么也達不到貴方剛才的報價??！NMP: Even that, your offer should also

37、have a referential, right? The price offered by us are is actually founded. According to the current market situation, the average price of high-grade kiwifruit should 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

38、gen eral in sura nee products, fruit 40 U.S. dollars / tonne. In this way, how can not be achieved just quote your side !中方財務總監(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？我方也進行了統(tǒng)計，根據(jù)我國官方網站披露的可靠信息（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。貴方這樣擬算的報價實在讓我們很為難。CCFO: 1700 dollars? I do not know how can your company purchase t

39、he high-grade kiwifruit at such a low grade? We also had statistics, according to China'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?（新方沉默并討論）新方副總：XX女士，2800美元。您看怎么樣？這確實

40、是我們能夠承受的最高價格了，超岀此價格就不是 我職權范圍所能夠決定的了。不知您方意下如何？DGM: XX Preside nt, how about 2800 U.S. dollars. This is in deed the highest price we can afford, and bey ond this the price is beyond my remit to decide the scope . How do you square think of it?中方總經理：雖然貴方已經做岀了一定的讓步，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價的合理性。

41、如果貴方堅持原價格，我們可以以FOB價格成交。CGM: Although you have made concessions to some extent,.But it is still difficult of us to accept the price. Through the an alysis earlier, I believe that your side also un dersta nd that our offer is reas on able. If you persist in the orig inal price, we can settle a bargain

42、 in FOB price.新方副總：那怎么行！更換貿易術語，我方堅決不同意。不過如果貴方愿意將價格降至我方剛才的報價，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系。NDD: Oh no!How can you do that?Frankly speaking, we are strongly disagreed with the replacement of trade terms. However, if you are willi ng to cut dow n the price to our earlier offer, we are happy to

43、in crease the qua ntity to 2,500 metric tons, in the mean time ,we can promise to hold on the long-term friendly relations of cooperation with your compa ny.（中方人員商量，中方市場部部長遞資料給總經理）中方總經理：不好意思，XX先生。我方堅持 3500美元/公噸的報價。并且，我方只能一次性為貴方提供2200公噸的紅陽獼猴桃。但如果貴方愿意另購優(yōu)質綠心“海沃德”300公噸，我方愿意將紅陽價格降至3300美元/公噸，同時按 2000美元/公噸

44、的最低價格岀售海沃德獼猴桃。要知道，這 可是市場上罕見的低價啊！CGM: I beg your pard on, MrXX.We in sist on 3,500 U.S. dollars / tonne 'offer. At the same time ,our side can only provide a on e-off for your 2200 tonnes of hon gya ng kiwi fruit. However, if your side is willi ng to purchase ano ther high-quality green heart &qu

45、ot;Hayward" 300metric tons, we are willing to down red-yang structure to 3300 U.S. dollars / tonne, while 2000 U.S. dollars / tonne minimum price for sale of Hayward kiwifruit. To know, that was a rare low-cost market!新方副總：好吧！我方可以接受。但是為確保合理降低風險，我方要求所有產品按10%加成投保水漬險和淡水雨淋險，保險費用由貴方承擔。NGM : Okay! We

46、 can accept. Whereas, in order to en sure a reas on able risk reducti on all the products should be 10%-plus in sured W. P. A., and freshwater rain in sura nce.A nd your compa ny should bear all the in sura nee premium. 中方總經理：沒有問題。按照我公司岀口慣例，我方將在貨物裝船前向中國人民保險公司辦理投保手續(xù)。請貴方放心！CGM:No problem.Accord ing to

47、 our export traditio n,we will tran sact the policyhold procedure to People's In sura nceCompany of China before shipment.Don 'be worried!新方副總：（點頭同意）那就好。DGM : That will be okay!新方采購部長：同時，在包裝方面我方希望采用小型紙箱包裝，內置帶果窩的托盤。標簽和包裝按DB440300/T24.2的規(guī)定執(zhí)行，班輪運輸采用20'尺集裝箱裝船。ZPM: Mean while,we wish to adopt

48、 small cart on packagi ng, with a fruit tray n est in it. Labeli ng and packag ing requireme nts in accorda nee with DB440300/T24.2 impleme ntati on liner with 20 'feet container shipme nt.中方總經理：我方同意。運輸方面采用班輪運輸一次性到達，兩種獼猴桃共計 2500公噸，分別允許有5%的增減幅度，由買方選擇，增減部分按合同價格計算。CGM : Yes.We agree.And Products ar

49、e shiping by liner at one time,totally 2500M/T,5%more or less,at Buyer's opti on and at con tract price.（副總點頭）新方采購部長：好的。那么我方要求數(shù)量和信用證都允許5%的增減。NMM: We consen t.A nd we dema nd amou nt of credit and qua ntity of mercha ndise 5%more or less acceptable 。中方總經理：嗯，可以。那么現(xiàn)在我們就支付方式進行磋商吧！CGM: OK. Now let &#

50、39;discuss the payment!新方財務總監(jiān)：我方會在簽約后10天內開立以貴方為受益人的不可撤銷遠期信用證，以美元結算。同時，開證行、議付行由我方指定。NCFO: We will sign an irrevocable letter of credit within 10 days after the opening to your side as a long-term beneficiaries， balancing in USD.And it 'our turn to appoint the issuing bank and the advising bank.中方

51、財務總監(jiān)：我方不同意。我們所能接受的是即期信用證支付方式，并且議付行只能為中國工商銀行。CCFO:Sorry,We can not agree. What we can accept is the sight letter of credit payme nt,a nd the advis ing bank should only appo in ted be In dustrial and Commercial Bank of China.新方財務總監(jiān)：貴方對我們的條件實在是太苛刻了，要知道，即期支付會占用我方很大的資金，這實在 是難以實現(xiàn)。NCFO:Oh.Your requirement

52、is too rigourious.It ' nearly can' realized,for a large amounts of money will be impropriated.中方財務總監(jiān)：但我公司規(guī)模不大，無法承受如此大的風險，希望貴方可以考慮我方的難處。CCFO: But,limited by small scale , we can not bear such a big risk.Therefore,we hope that you can consider our difficulties.新方財務總監(jiān)：我們怎么能夠那樣做呢？要不我們各退讓一步，50%的即

53、期信用證，剩下的用承兌交單，如何？NCFO:How can we do that?But how about we all gett ing one step back,that 'to say,50%sight letter and the surplus by accepti on?As to the bank appo in tme nt,we can accept your request,a nd the issu ing bank will be the Bank of New Zeala nd.（中方人員商量）中方總經理：考慮到我們雙方的友好關系和各自的疑慮，我方破例接受

54、貴方提岀的支付方式。CGM: Con sider ing our gain giv ing and the well cooperati on,we can accepe your sight payme nt with break ing rules.NCTO: In terms of in specti on,we hope to adopt the way that the first in specti on goes in Shan ghai Food In specti on and Quarantine Bureau of China,then the reinspection goes in the Royal New Zealand Port.中方技術總監(jiān)：我方同意。這是我國制定的農產品出口檢驗檢疫標準。CCTO: We agree.This is our established standard for inspection and quarantine of agricultural exports.NCTO: This is our cou ntry 'in spect