第七小組國(guó)際貿(mào)易談判劇本(最后修訂版)(2)

1、黃春燕：進(jìn)口商 彭媛媛：出口商康祖恩：進(jìn)口方經(jīng)理 張磊：出口方經(jīng)理（兼跟單員）何康：工廠代表（兼旁白）旁白：江西輕工藝進(jìn)出口有限公司和紐約日用品進(jìn)出口公司是有多年貿(mào)易往來(lái)的二家公司，合作一直很愉快，紐約日用品進(jìn)出口公司決定在下一年度擴(kuò)大對(duì)中國(guó)扇子的進(jìn)口業(yè)務(wù)，所以其公司的董事長(zhǎng)決定和其總經(jīng)理這次親自來(lái)到中國(guó)與他們談?wù)摼拖乱荒甓鹊暮献饔?jì)劃進(jìn)行在一次的談判。場(chǎng)景一：第一天，江西輕工藝進(jìn)出口有限公司的張經(jīng)理負(fù)責(zé)去機(jī)場(chǎng)接待來(lái)自紐約日用品進(jìn)出口公司的國(guó)外客戶。zhang: Good morning. I'm Zhang Lei, Miss Peng's secretary. Welcome

2、 to China. Kang: Thank you. Mr Zhang. Let me introduce first. This is Miss.Huang, the chief executive officer of our company.Zhang: Its certainly a pleasure to meet you.Huang: My pleasure.Zhang: Theres a car waiting for you just outside the door. Right this way .please.Kang: OK!Zhang: Let me carry y

3、our cases for you, and please get in the back.Kang: Thanks. Thats very kind of you.Zhang: How was your flight? Miss.Huang.Huang: Its comfortable, but now Im a little tired.Zhang：well reach the jiangxi hotel in another ten minutes. When we arrived there, you can go up and have a rest. Its the best ho

4、tel here.Huang: Thank you. Peng: If its convenient for you, Miss.Huang would like to invite you to the banquet in honor of you in the evening.Peng Kang: Thank you!Kang: By the way, when and where will the dinner be?Zhang: At six oclock in the international Hotel. Well pick you up this afternoon. Bes

5、ides, if you care for visting, well arrange some sightseeing for you .Kang: Oh,Thats nice. Thank you for arranging all of this.場(chǎng)景二第二天，江西輕工藝進(jìn)出口有限公司的彭董事長(zhǎng)在公司接待了美國(guó)代表團(tuán)，雙方就下一年度的貿(mào)易合同進(jìn)行了洽談。Peng: Good morning. Miss huang and Mr kang. Welcome to china. I'm sorry to make you wait that long, because just no

6、w I was very busy.Huang and kang: Thats all right.Peng: How nice a day it is!Huang: Yes! It is very nice. Yesterday, its still raining .By the way, Miss Peng, we come here is for a new cooperation.Peng: I have heard about it that you want to order 1000 fans.Huang: Yes, Along with the culture of mutu

7、al infiltration and we are more and more interested in Chinese fan. Therefore, we want to import one thousand fans, do you have any new fund?Peng: Yes, We have prepared for you. Let me see Here they are. There are three new fund, two kinds of folding fans and one round silk fan. You see , folding fa

8、ns are made by the greatest material,the first is also printed beautiful color and The second style is novel so our offer are 20 dollars. However, the silk round fan is made by tough silk,besides, the pattern is draw by hand, so we will offer it by 30 dollars. Trade way as the CIF.Huang: they are al

9、l beautiful, but it would be impossible for us to push any sales at such a price.Peng: I'm a little surprised to hear you say that. You know very well that market for silk has gone up a great deal in recent months. The price we offer compares favourably with quotations you can get elsewhere.Huan

10、g: I'm afraid I can't agree with you there. I must point out that your price is higher than some of the quotations we have received from other sources.Peng: But you must take the quality into consideration. Everyone in the trade knows that China's fans are of superior quality to those fr

11、om other countries.Huang: I agree that yours are of better quality. But there's competition from synthetic products, too. You can't ignore that prices for synthetic silk haven't changed much over the years.Peng: There's practically no substitute for fans for certain uses. That's

12、why demand for fans keeps rising in spite of cheaper synthetic ones. To be frank with you, if it was not for the long-standing relationship between us, we would hardly be willing to make you a from offer at this price. The price of the arts and crafts was high. Huang: Well, we'll have a lot of d

13、ifficulties in persuading our clients to buy at this price. But I'll have to try, I suppose.Peng: Right. Now, its nearly 12:00,how about to have lunch. Our Chinese food is also particularly from other food.Huang: Thats a good idea.場(chǎng)景三：進(jìn)出口雙方在融洽的氣氛中進(jìn)完了午餐，來(lái)自美國(guó)的黃女士與康先生對(duì)中國(guó)的食物表現(xiàn)了極大的興趣與愛(ài)好。私下里趁著休息時(shí)間，康先生

14、與彭董事長(zhǎng)的秘書張先生針對(duì)合作一事進(jìn)行了簡(jiǎn)短的交談。Kang: Im so interested in Chinese culture, especially about fan. Can you introduce it to me?Zhang: Yes, of course. The fan is the Chinese traditional arts and crafts, including many kinds of styles, folding fan and silk round fan is the most classical two paragraphs.Kang: I

15、 have seen your companys fans in the morning, if your company is willing to make concessions on the price, I think that this is a very good cooperation as before we leave China, Miss Huang said We want to order ten thousand fans.Zhang: Thats fine, I will tell Miss Peng.場(chǎng)景四：下午三點(diǎn)，雙方繼續(xù)在會(huì)議室進(jìn)行合同談判，此時(shí)中方在得

16、知美方的大概訂購(gòu)量后提供了一份新的報(bào)價(jià)。Peng: We have made some adjustment on the prices, and this is renewed price list.Huang: Thank you for allowing us 5% reduction, but still we find your price is on the high side.Peng: If so, we find it difficult for us to go on with our talks.Huang: then whats your counter-offer.P

17、eng: We are sincere to make business with you ,but the difference between your counter-offer and our price is too great.Huang: So are we. Our counter-offer is in line with the world market.Peng: How about meeting each other half-way in order to conclude the business.Huang: Agreed.場(chǎng)景五：第二天，雙方談判繼續(xù)。Kang

18、: Good morning Miss. peng.Peng: Good morning Mr. kang.Kang: Miss. Huang is not feeling well this morning due to the jet lag, so she cant come today. And she let me continue to our contract negotiations.Peng: Im sorry to hear that. And What's the problem to the yesterday's talks?Kang: Last ni

19、ght we carefully think about all thing, and we found that you give the price has a big problem? The price is too high, we can't accept it.Peng: But you should know that the quality of our goods is very good, and most customers have the same opinion. Kang: I know this. But your price is unreasona

20、ble, I dont think we will be able to pay the price, Otherwise we will have no interest. So to have this business concluded, you need to lower your price at least by 10%.Peng: 10% is impossible. Im afraid that there is no room for any reduction in price.Kang: If thats the case, Ill have to go somewhe

21、re else to meet my needs. But dont you agree with me that in the long run, moderate prices will bring about large sales and more profit.Peng: I agree with you there, but the prices of the raw materials have been raised , weve already cut down our price to cost level.Kang: I believe that your company

22、 can Offer lower prices price, and some company are offering the same at much lower prices. Besides, the suppliers should be able to reduce their CIF price, even lower than their home price. I wish you could make a reconsideration.Peng: Ok, Lets call it a deal.Kang: Now, Let's check, this price

23、and quantity have no problem. Do you have any questions about the time of shipment and delivery.Peng: Nothing.Kang: Ok. Deal.場(chǎng)景六：經(jīng)過(guò)兩天的艱苦談判，合同細(xì)節(jié)問(wèn)題全部談妥。第三天，由紐約日用品進(jìn)出口公司的康經(jīng)理和江西輕工藝進(jìn)出口有限公司的張經(jīng)理進(jìn)行最后的合同簽訂。Kang: So, now we have covered all the important points.Zhang: Yes, I think so.Kang: Before we draft the

24、contract, lets examine the details.Zhang: Ok, under this contract, well supply you with ten thousand dozen fans, for 3000 dozen the UX-20 types of folding fans, and 3000 dozen the UX-30 types of folding fans and 4000 dozen UX-40 the types of silk round fans, The first and the second price is $9, and

25、 the third is the price of $18.Besides, CIF New York. Payment by irrevocable sight L/C.Kang: Perfect. But what Im concerned about most is the time of delivery.Zhang: You may rest assured that shipment will be effected within the time limit stipulated in the contract. But there is also one point Id like to stress.Kang: Yes?Zhang: Your L/C must be opened at least one month before the time shipment; Otherwise we w