國(guó)際商務(wù)談判劇本

1、商務(wù)談判劇本總經(jīng)理：sfgX 公司副總理:dfgdfg財(cái)務(wù)總監(jiān)：dfg財(cái)務(wù)總監(jiān)：xcv Chief Financial Officer市場(chǎng)部部長(zhǎng)：ddd采購(gòu)部部長(zhǎng)：vbcfgdMarketing Planning Div Director秘書(shū)：ggggPurchasing department minister secretary法律顧問(wèn)：zvgg法律顧問(wèn)：dfgbxc legal adviser技術(shù)總監(jiān)：gfxb chief technology officer翻譯：gzc翻譯：xcv TRANSLATOR談判記錄：中方總經(jīng)理：歡迎來(lái)自美國(guó)的亞歷山大公司的各位談判代表來(lái)昆明進(jìn)行業(yè)務(wù)洽談，我是

2、昆明絲綢公司的總經(jīng)理石鳳超，首先，由我 來(lái)介紹我方的談判代表，這位是，這位是Welcome from theAmerican Alexander companies fellow negotiator to Kunming businessnegotiations I am Kunming silk company general manager Shi Feng chaofirst of all let me introduce our negotiators this is this is外方副總：我是美國(guó) X 公司副總?cè)A文。下面由我來(lái)介紹我方談 I was the United Stat

3、es Alexander of company判代表。這位是，這位是vise gen eral Chin ese. Here let me in troduce our n egotiators. This is thisis 中方總經(jīng)理：貴方代表從美國(guó)遠(yuǎn)道而來(lái)，我相信貴方有這個(gè)叮叮小文庫(kù)誠(chéng)意完成這次洽談。充分證明你方有意購(gòu)買我方產(chǎn)品。Your representatives from the Un ited States to I believe you have the sin cerity tocomplete the negotiations. Fully proves that yo

4、u are interested in buyingour products.外方副總 :這次我們?cè)俅蝸?lái)到貴國(guó)是帶著百分之百的誠(chéng)意來(lái)的，我們渴望能最終達(dá)成共識(shí)，建立長(zhǎng)久合作關(guān)系。This once again wecame to your country with one hundred percent sincerity we would eventually reach a consen sus the establishme nt of Ion g-term cooperativerelatio ns.中方總經(jīng)理：（微笑點(diǎn)頭）好的，那么我們開(kāi)始吧！Ok let 'sbegin （

5、外方副總點(diǎn)頭同意）外方副總：我方了解到貴公司擁有目前亞洲最大的絲綢生產(chǎn)基地，我方此次慕名前來(lái)就是為了采購(gòu)一批品質(zhì)優(yōu)良的絲綢。那么，就請(qǐng)貴方詳細(xì)介紹一下吧！We understand that yourcompany has Asia ' largest silk production base our thisMuming come hereto purchase a nu mber of good quality silk. So ask you to in troduce indetail中方市場(chǎng)部部長(zhǎng)：下面容我為大家具體介紹我方生產(chǎn)的絲綢：我公司生產(chǎn)的絲綢是我公司下屬專門研究所的

6、科技人員通過(guò)十幾年努力，掌握了先進(jìn)生產(chǎn)技術(shù)，其品質(zhì)特點(diǎn)的獨(dú)有性具有國(guó)際領(lǐng)先水平。 Herelet me as we introduced our silk production: our company is the product onof silk is our compa ny un der the special In stitute of scie ntific and2叮叮小文庫(kù)technical personnel through the efforts of more than 10 years mastered theadva need producti on tech no

7、 logy its quality characteristics unique to aleadi ng intern ati on al level.外方副總：那么，請(qǐng)貴方再詳細(xì)介紹一下您方絲綢在生產(chǎn)指標(biāo)方面的詳細(xì)情況！So please you more information about your silkproducti on in dex in detail市場(chǎng)部部長(zhǎng)： 關(guān)于這一點(diǎn)我方可以非常負(fù)責(zé)的說(shuō)我們絲綢產(chǎn)品的 pH 值、甲醛含量、耐汗?jié)n色牢度等基本安全指標(biāo)以及耐光色牢度、水洗尺寸變化率等重要性能指標(biāo)都是嚴(yán)格符合國(guó)家紡織產(chǎn)品基本安全技術(shù)規(guī)范的要求的。On this point

8、we can very responsible said oursilk products formaldehyde content pH value color fastness and other basicsafety indicators and color fastness dimensional change rate and otherimportant performanee indicators are in strict complianee with the nationaltextile product basic safety technical specificat

9、ions requireme nts.市場(chǎng)部部長(zhǎng)：請(qǐng)大家看相關(guān)資料。（秘書(shū)起立分發(fā)資料）我公司根據(jù)國(guó)家質(zhì)量技術(shù)監(jiān)督局制定的關(guān)于絲綢的購(gòu)銷等級(jí)的規(guī)定，將絲綢劃分為特級(jí)、一級(jí)、二級(jí)共三個(gè)等級(jí)。各等級(jí)在設(shè)計(jì)、色彩、手感等均有不同的規(guī)定。不知道貴公司對(duì)哪種品質(zhì)的產(chǎn)品感興趣呢？Please look at the data. the rose to distribute information my companyaccord ing to the State Bureau of quality and tech ni cal supervisi on on thedevelopme nt of sil

10、k of the purchase and sale level specified the silk isdivided into super a grade two a total of three grades. Each grade in the3叮叮小文庫(kù)design color feel have different regulations. Your company does not knowto what ki nd of quality products of in terest外方技術(shù)總監(jiān)：（向副總點(diǎn)頭示意）外方副總：看來(lái)貴公司提供的特級(jí)絲綢產(chǎn)品很符合我方的采購(gòu)要求，請(qǐng)問(wèn)貴

11、方報(bào)價(jià)如何？It seems your company to provide extra silkproducts are in con formity with our purchase requireme nts would you offer市場(chǎng)部部長(zhǎng)：不知貴公司此行的采購(gòu)計(jì)劃（故意停頓）do notknow your compa ny s procureme nt pla n. Pause deliberately外萬(wàn)米購(gòu)部部長(zhǎng)：我方暫定采購(gòu)特級(jí)絲綢60000 碼，目的港為美國(guó)紐約港，時(shí)間為2012 年 6 月 15 日之前。 Our tentative purchase extras

12、ilk60000 yards the port of destination for the United States of New Yorkport in time for the June 15 2012.中方財(cái)務(wù)總監(jiān)：我方關(guān)于特級(jí)絲綢的報(bào)價(jià)是usd5.36YD, FOB shanghai Im about superfi ne silk price is usd5.3/YD FOB Shan ghai外方財(cái)務(wù)總監(jiān): 根據(jù)我公司長(zhǎng)期的國(guó)際采購(gòu)價(jià)格，平均價(jià)格也只有 4.2 美元/碼，況且，你方的絲綢并無(wú)特殊之處。According toour compa nies Ion g-term i

13、ntern ati onal procureme nt prices the averageprice of on ly 4.2 code moreover your silk no unique.分享至U 市場(chǎng)部部長(zhǎng)：國(guó)際上普遍認(rèn)為絲綢質(zhì)感優(yōu)于國(guó)際上的任何品種，品質(zhì)保證。請(qǐng)看。（示意）那么我們就用貴公司暢銷多年的品種進(jìn)行比較。4叮叮小文庫(kù)請(qǐng)看（示意）。顯而易見(jiàn)，我方生產(chǎn)的絲綢品質(zhì)明顯高于其他品種。 Internati on ally recog ni zed as in ter natio nal silk texture is better than anyvariety quality

14、assuranee. Please see. of then we will use your eompanysold the old varieties eomparison. Please see sketch . Obviously weproduce silk quality was sig nifica ntly higher tha n other varieties.夕卜方畐U 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(jià)是非常合理的。Mr. XX our price is veryreasonable. 。外方技術(shù)總監(jiān)：貴方的絲綢質(zhì)感真的很不錯(cuò)，只是我方

15、對(duì)貴公司的報(bào)價(jià)稍有異議。 Your texture of silk is really good but I in your quotationslightly disagree .中方總經(jīng)理： 很高興貴方能喜歡我方的絲綢，針對(duì)價(jià)格我們可以進(jìn)一步協(xié)商。Very glad you like our silk the price we can be furthercon sultati ons.外方采購(gòu)部部長(zhǎng): 聽(tīng)說(shuō)貴方這一批的絲綢早已出產(chǎn)，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(xiǎn)將會(huì)更大。相信我方龐大的銷售網(wǎng)絡(luò)和成熟的營(yíng)銷技能必定能夠給予貴方一定的幫助。I heard you such

16、 a batch of silk is produced if not as soon as possible tofind sales channels so you assume the costs and risks will be greater. Ibelieve our huge sales n etwork and a mature market ing skills will be ableto give you some help.5叮叮小文庫(kù)中方市場(chǎng)部部長(zhǎng)：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，貴公司是全球最大的絲綢經(jīng)銷商。銷售面覆蓋包括歐盟、美國(guó)、

17、日本等國(guó)家和地區(qū)在內(nèi)的所有絲綢需求市場(chǎng)。我方也希望通過(guò)貴公司將我公司的絲綢推向國(guó)際市場(chǎng)。Tha nkyou for us to be very careful in reckoning. We never doubt your ability .Aswe know your company is theworld 'largest silk dealers. Sales surfacecoverage in cludi ng the Europea n Union the Un ited States Japa n andother coun tries and regi ons al

18、l silk market dema nd. We also hope thatthrough your compa ny will be my compa nys silk to the intern ati onalmarket.中方總經(jīng)理：考慮到我們雙方的相互需求，為表誠(chéng)意，我方愿意將原報(bào)價(jià)降至5.26 美元 /碼。 Considering our mutual needs tablesincerity we are willing to original price falls to 5.26 dollars / code.外方財(cái)務(wù)總監(jiān)：僅僅讓 0.1 美元？從各方面來(lái)看，感覺(jué)有些不合

19、理。、Just let us 0.1 From various aspects feeling some un reas onable.中方財(cái)務(wù)總監(jiān)：那么貴方認(rèn)為什么樣的價(jià)格才算合理呢？Then what price is it reas on able夕卜方財(cái)務(wù)總監(jiān)：我方認(rèn)為最合理的報(bào)價(jià)應(yīng)該是4.3 美元 /碼。希望貴公司能夠考慮考慮吧。I thi nk the most reaso nable price shouldbe 4.3dollars / code. Hope that your compa ny can con sider it.6叮叮小文庫(kù)中方市場(chǎng)部部長(zhǎng)：貴方的報(bào)價(jià)也不見(jiàn)得合

20、理呀！不瞞您說(shuō)，有很多國(guó)外銷售商正在與我方洽談關(guān)于絲綢的采購(gòu)問(wèn)題。而且他們開(kāi)出的條件都比你方優(yōu)越。況且，貴方如在其他地方采購(gòu)，根本不可能得到像我方這樣大的供應(yīng)量。（動(dòng)作）Y our price is n ot reaso nable Totell you the truth there are many foreig n ven dors for being with me tonegotiate the procurement issues on silk. And they offer superior than you.Moreover if you in other place buy

21、 don' be like me so much supply. Actio n外方采購(gòu)部部長(zhǎng)：即便如此，貴方的報(bào)價(jià)也應(yīng)該具有參考性吧？我方的提出的價(jià)格是有根有據(jù)的。根據(jù)目前市場(chǎng)情況來(lái)看，中高檔絲綢平均價(jià)格應(yīng)該在4.4 美元 /碼。 Even so your quotation should bewith referenee Our offer is valid. According to the current market situationhigh-grade silk average price should be4.4 dollars/ code.中方財(cái)務(wù)總監(jiān)：4.4 美元？

22、不知貴公司是從何處采購(gòu)到如此便宜的高檔絲綢呢？我方也進(jìn)行了統(tǒng)計(jì)，根據(jù)我國(guó)官方網(wǎng)站披露的可靠信息（示意看屏幕），絲綢的平均價(jià)格也在4.9 美元以上，貴方這樣擬算的報(bào)價(jià)實(shí)在讓我們很為難。（外方沉默）4.4 dollars I do not know your compa ny isfrom where to buy such expe nsive high-e nd silk We also had statisticsaccording to Chinas official website disclosure of reliable information seescreen of silk

23、average price is more than 4.9 you so to calculate price is letus very embarrassed.外方副總：石總， 4.7 美元。您看怎么樣？這確實(shí)是我們能夠承受7叮叮小文庫(kù)的最高價(jià)格了，超出此價(jià)格就不是我職權(quán)范圍所能夠決定的了。不知您方意下如何？Sto ne total 4.7. What do you thi nk It is our to be able towithstand the highest price exceed this price is not in my power to decide.Do you

24、agree to 。中方談?wù)撨^(guò)程中。中方總經(jīng)理： 雖然貴方已經(jīng)做出了一定的讓步，我們也足夠感受到對(duì)方的購(gòu)買誠(chéng)意，但是此價(jià)格我方仍然難以接受。在經(jīng)過(guò)我方討論之后，我們決定以4.9 美元 /碼的報(bào)價(jià)，并以FOB 成交。當(dāng)然我方能一次性為貴方提供60000 碼的絲綢。要知道，我方此次的報(bào)價(jià)可是市場(chǎng)上罕見(jiàn)的低價(jià)?。∠ＭF公司能夠接受我們的報(bào)價(jià)，建立長(zhǎng)久的合作關(guān)系。同時(shí)這次合作能否成功關(guān)鍵在你方是否可以做出進(jìn)一步的讓步，因?yàn)槲曳揭呀?jīng)做出最大的讓步了。Although you have madecerta in con cessi ons we also feel eno ugh to each othe

25、r to purchase invite but we still find it difficult to accept this price. Afterour discussion wedecided to offer4.9 dollars / code and FOB transaction. Of course I candisposable to provide you with60000 yards of silk. You know I this offer ison the market the infrequent low ah Hope you can accept ou

26、r offer toestablish Iong-term cooperative relations. At the same time this cooperationwhether successful key in whether you can make further con cessi onbecause we have the largest con cessi ons.。外方交頭接耳考慮幾分鐘之后。8叮叮小文庫(kù)外方副總：好的，既然如此，我方愿意為了建立長(zhǎng)久合作關(guān)系做出犧牲，再一次讓步，同意該價(jià)格，同時(shí)在對(duì)包裝、運(yùn)輸?shù)葐?wèn)題需要再進(jìn)一步討論。Well if so we would

27、 like to establish Iong-termcooperative relati on ship sacrifice once aga in agreed to the price concessi ons at the same time for packag ing tran sport and other issues n eedto be further discussed.外方采購(gòu)部長(zhǎng)：我方希望在包裝方面我方希望采用小型紙箱包裝，標(biāo)簽和包裝按DB440300/T242的規(guī)定執(zhí)行，班輪運(yùn)輸采用20'尺集裝箱裝船。I hope that in the packag i

28、ng we hope to adopt smallcart on packag ing labeli ng and packag ing accord ing to the provisi ons ofDB440300/T242 usi ng 20 con tai ner liner shippi ng.中方總經(jīng)理：我方同意。運(yùn)輸方面采用班輪運(yùn)輸一次性到達(dá)，產(chǎn)品共計(jì) 60000 碼，分別允許有5 的增減幅度，由買方選擇，增減部分按合同價(jià)格計(jì)算。（副總點(diǎn)頭）I agree. Tran sport by liner disposablearrived a total of 60000yards r

29、espectivelyallow ing5 more or less chose nby the buyer or at con tract price.外方技術(shù)總監(jiān)：關(guān)于檢驗(yàn)，我方希望采用在中國(guó)上海港檢驗(yàn)檢疫局初檢，在美國(guó)紐約港口局復(fù)檢的方式。On in spection we hopeto adopt in the Chinese port of Shanghai inspection and quarantine bureauexam in ati on in theUn ited States New York PortBureaure-i nspecti on way.9叮叮小文庫(kù)中

30、方法律顧問(wèn)：我方同意。這是我國(guó)制定的關(guān)于絲綢出口檢驗(yàn)檢疫標(biāo)準(zhǔn)。I agree. This is our country formulated on silk exportin specti on and quara nti ne sta ndards外方技術(shù)總監(jiān)：這是我國(guó)的進(jìn)口絲綢檢驗(yàn)檢疫標(biāo)準(zhǔn)，為確保萬(wàn)無(wú)一失，也請(qǐng)貴方嚴(yán)格按照標(biāo)準(zhǔn)的規(guī)定進(jìn)行核查。（雙方交換檢驗(yàn)檢疫標(biāo)準(zhǔn)） This is our country imported silk inspection and quarantine standards to en sure that no dan ger of any thi ng go

31、ing wrong please you instrict accordanee with the standards for verification. Both sides excha ngeof in specti on and quara nti ne sta ndards外方技術(shù)總監(jiān)：（邊看邊點(diǎn)頭）看來(lái)貴國(guó)對(duì)紡織品的檢驗(yàn)要求十分嚴(yán)格，我方也相信貴方在檢驗(yàn)方面不會(huì)存在任何問(wèn)題。Itseems your testi ng requireme nts are very strict we also believe that youwill not have any problems in

32、the exam in ati on.中方法律顧問(wèn)：請(qǐng)貴方放心，我方出口的絲綢質(zhì)量上乘，我相信我公司的絲綢一定能滿足貴國(guó)的檢疫要求。為了讓貴方放心，我方承諾如果檢疫不合格，我方愿承擔(dān)全部責(zé)任，并按規(guī)定賠償貴方損失，您覺(jué)得怎么樣You may rest assured our export silk quality I believe that mycompa ny silk will certa in ly be able to meet your requireme nts forquarantine inspection. In order to let you rest assured

33、I promise if pass thequara nti ne we is willi ng to bear all the resp on sibility and in accordaneewith the provisions of compensation for your loss how do you feel外方技術(shù)總監(jiān)：貴方真是爽快，我方對(duì)此十分滿意，也充分10叮叮小文庫(kù)相信貴方 .絲綢的質(zhì)量。 You are really nice our satisfaction fully believe you.silk quality.中方法律顧問(wèn)： 但我方希望貴方在貨物到達(dá)紐約

34、港口48 小時(shí)內(nèi)進(jìn)行復(fù)檢，超過(guò)檢驗(yàn)期限但未進(jìn)行檢驗(yàn)，由此造成的后果責(zé)任不由我方承擔(dān)。 But I hope you in the arrival of the goods at the port of New Yorkfor 48hours for a retest exceed the testi ng period but not to carry on the inspecti on the con seque nces liability is assumed by us .外方法律顧問(wèn)： 好的，我方同意。關(guān)于合同的履行和索賠，我方希望與貴方訂立合同使用聯(lián)合國(guó)國(guó)際貨物買賣合同公約，由本

35、合同發(fā)生的或與本合同有關(guān)的任何爭(zhēng)議、爭(zhēng)端或請(qǐng)求，或有關(guān)本合同的違約、終止或失敗，應(yīng)當(dāng)按照目前有效的聯(lián)合國(guó)國(guó)際貿(mào)易委員會(huì)仲裁規(guī)則，并由國(guó)際商會(huì)仲裁院予以解決。Yes I agree. On theperforma nee of the con tract and claim for compe nsatio n we hope thatwith your con tract with the Un ited Nati ons Conven ti on on Con tracts forthe intern ati onal sale of goods by the con tract or in

36、 conn ecti on with thiscon tract dispute or request or in conn ecti on with the prese nt con tractbreach term in ati on or failure should accord ing to the effective Un itedNatio ns Intern ati onal Trade Arbitrati on Rules of the Commissi on and bythe ICC International Court of arbitration to resolv

37、e.中方法律顧問(wèn)：我方同意，但是公約中沒(méi)有規(guī)定的事項(xiàng)應(yīng)當(dāng)適用中國(guó)大陸相關(guān)法律。不知貴方有無(wú)異議？I agree but theConven ti on does not require the matter should be applicable to Chinalaws. I won der if you have no objecti on11叮叮小文庫(kù)外方法律顧冋：我方同意貴方的提議。I agree to yourproposal中方法律顧問(wèn)：同時(shí)，我方希望銀行在議付貸款時(shí)扣除不可抗力因素造成的違約金。At the same time we hope that in then egotiati on bank loa n deducted from force majeure factors of breach ofcon tract damages.外方法律顧問(wèn)：好的，我方同意。 Yes I agree.中方總經(jīng)理：下面由我方秘書(shū)總結(jié)此次談判的結(jié)果。Thefollowi ng summary by US Secretary of this n egotiati on result.中方秘書(shū)： 下面由我來(lái)總結(jié)本次談判的結(jié)果：美