模擬商務(wù)談判劇本雙語(yǔ)版

1、中國(guó)印尼貿(mào)易商務(wù)談判腳本小組成員：09081203 劉振 09081211 崔青華09081213關(guān)雅惠 09081214 韓陽(yáng)09081218 劉建云 09081225 孫雅迪09081237 朱悄然 09081239 王蕾 7 中國(guó)印尼貿(mào)易商務(wù)談判腳本山西大同燕山礦業(yè)有限公司 印尼紅寶國(guó)際有限公司Shangxi Datong Yanshan Mineral Company Hongbao International Limited Company總經(jīng)理：韓陽(yáng) 亞洲區(qū)副總經(jīng)理:桑卓森哈尼亞 General Manager：Han Yang Deputy General Manager of

2、Asia: sanjay singhania財(cái)務(wù)總監(jiān)：朱悄然 財(cái)務(wù)總監(jiān):開(kāi)普拉CFO: Zhu Qiaoran CFO:kalpana市場(chǎng)部部長(zhǎng)：孫雅迪 采購(gòu)部部長(zhǎng)：多莫妮克 Market Minister: Sun Yadi Procurement Minister:Dominique 技術(shù)總監(jiān)：王蕾 技術(shù)總監(jiān)：杰克琳CTO: Wang Lei CTO：Jaclyn中方總經(jīng)理：歡迎來(lái)自印尼紅寶國(guó)際有限公司的各位談判代表來(lái)山西大同進(jìn)行業(yè)務(wù)洽談，我是山西大同燕山礦業(yè)有限公司的總經(jīng)理韓陽(yáng)，首先，由我來(lái)介紹我方的談判代表，這位是財(cái)務(wù)總監(jiān)朱悄然，這位是銷售部部長(zhǎng)孫雅迪，技術(shù)總監(jiān)王蕾。CGM: Welc

3、ome negotiators coming from Hongbao International Limited to Datong for conducting the business negotiation. I am the General Manager of Shanxi Datong Yanshan Mineral Company. First, let me introduce our negotiators. This is CFO miss Zhu.This is market minister miss Sun，and CTO miss Wang.印尼方副總：非常高興來(lái)

4、到美麗的大同。我是印尼紅寶國(guó)際有限公司亞洲區(qū)副總經(jīng)理桑卓森哈尼亞。下面由我來(lái)介紹我方談判代表。這位是財(cái)務(wù)總監(jiān)開(kāi)普拉，這位是采購(gòu)部部長(zhǎng)多莫妮克，這位是技術(shù)總監(jiān)杰克琳。DGM: very pleased to come to the beautiful Datong. Im Hongbao International Limited Companys Deputy General Manager of Asia .Now ,let me introduce our delegates. This is CFO Kalpana This is Procurement Minister Dominiq

5、ue，and this is CTO Jaclyn.中方總經(jīng)理：貴方代表從印度尼西亞遠(yuǎn)道而來(lái)，驟然的氣候變化還適應(yīng)嗎？想必此時(shí)的貴國(guó)定是艷陽(yáng)高照吧？CGM: Coming from far Indonesia ,have you being adapted to the climate change Is your country immersed in the wonderful sunshine?印尼方副總：一切都好！大同氣候宜人，景色優(yōu)美。“云岡石窟”的美譽(yù)果真名不虛傳。DGM：Everything is well! Datong is a place with pleasant wea

6、ther and beautiful scenery. The reputation of Yungang Grottoes is really well-deserved .中方總經(jīng)理：謝謝貴方的稱贊。不知貴方代表對(duì)我方安排的大同之行還滿意嗎？CGM: Thank you for your praise. I wish all of you could be satisfied with the arrangement of your trip to Datong?印尼方副總：滿意，非常滿意。貴方考慮的真是周到！不過(guò)最讓我方人員稱道的還是貴公司專業(yè)化的采礦設(shè)施。DGM: Oh! yes! v

7、ery excellent. Your consideration is really thoughtful! However ,the most satisfactory for our staff is your companys specialized mining facilities.中方總經(jīng)理：桑卓森哈尼亞先生過(guò)獎(jiǎng)了。希望我們此次談判也能夠讓雙方如此滿意！CGM: Mr. Sanjay Singhania .It is over praised .We just hope that we can also enable both parties in the treaty!印尼方副

8、總：當(dāng)然會(huì)的。我方也很期待?。GM: 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(kāi)始吧！CGM: Okay, so here we go!（印尼方副總點(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(guò)程中的貿(mào)易解釋規(guī)則為2000年國(guó)際貿(mào)易術(shù)語(yǔ)解釋通則，不知桑卓森哈尼亞先生是否同意？CGM：First of all, as to this consultation, we go for .Does any demurrer exist ,Mr .Sanjay Singhania?印尼方副總：

9、當(dāng)然可以。DGM:Of course not.（中方總經(jīng)理點(diǎn)頭，并示意對(duì)方開(kāi)始。）印尼方副總：我方了解到貴公司擁有目前亞洲最大的采礦基地，而各品種中屬焦煤名傳四海。我方此次慕名前來(lái)就是為了采購(gòu)一批品質(zhì)優(yōu)良的焦煤。那么，就請(qǐng)貴方詳細(xì)介紹一下吧！DGM: We have informed that your Company owe the most tremendous Mining base in Asia.While among all the varieties , coking coal is the most selebarted brand. Therefore,we come her

10、e to purchase a branch of good quality of coking coal. So, please describe it in detail!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)的焦煤：我公司生產(chǎn)的焦煤是山西省自然資源研究所科技人員通過(guò)多年努力，從燕北地區(qū)中選育出來(lái)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(guó)際領(lǐng)先水平。CMM：Next,let me introduce our products of coking coal was selected from rare unparalleled wild species vegetating

11、in yanbei area through more than several years of hard work of shanxi Institute of Natural Resources scientists.Its an international leading level in the unique characteristics of its quality and specialty. 印尼方副總：那么，請(qǐng)貴方再詳細(xì)介紹一下您方焦煤成分方面的詳細(xì)情況！NDGM:Then,please tell us aspects of your coking coal in deta

12、il中方技術(shù)總監(jiān)：好的。我方生產(chǎn)的焦煤不僅煤化度較高，裂紋少、抗碎強(qiáng)度高，而且耐磨性也好。但是由于產(chǎn)量少，提煉工序復(fù)雜，直到現(xiàn)在，世界上焦煤產(chǎn)量還不是很高呢！CCTO:OK. Our production of coking coal is not only a high degree of coalification, crack less, anti-broken, high strength, wear resistance as well. However, due to low production, refining complex process, until now, the

13、worlds coking coal production is not very high ！印尼方技術(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)的焦煤于2002年取得山西省進(jìn)出口檢驗(yàn)檢疫局出口基地認(rèn)證;2005年獲得及ISO9000質(zhì)量安全體系認(rèn)證。國(guó)家煤炭質(zhì)量監(jiān)督檢驗(yàn)中心頒發(fā)了優(yōu)質(zhì)認(rèn)證證書。公司基地被山西省人民政府和山西省科技局評(píng)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 2002,coking coal successfully

14、obtain export base for certification from shanxi Import and Export Inspection and Quarantine Bureau. In 2005 it got ISO9000 certification. National Coal Quality Supervision and Inspection Center issued a high quality products certification. The base of the company was choosed as base with standard m

15、odel of exportby shanxi Peoples Government and Technology Bureau. As for the property rights, you do not have to worry about!印尼方技術(shù)總監(jiān)：看來(lái)貴公司的生產(chǎn)是值得信賴的，那么產(chǎn)品的質(zhì)量等級(jí)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(qǐng)大家看相關(guān)資料。（秘書起立分發(fā)資料）我公司根據(jù)山西省質(zhì)量技術(shù)監(jiān)督局制定的關(guān)于焦

16、煤的購(gòu)銷等級(jí)的規(guī)定，將焦煤劃分為特級(jí)、一級(jí)、二級(jí)共三個(gè)等級(jí)。各等級(jí)在外形、色澤、雜質(zhì)含量等均有不同的規(guī)定。不知道貴公司對(duì)哪種品質(zhì)的產(chǎn)品感興趣呢？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, Impurities with the different relevant requirements. Bu

17、t which quality are you most interested in? 印尼方技術(shù)總監(jiān)：（向副總點(diǎn)頭示意）印尼方副總：看來(lái)貴公司提供的特級(jí)焦煤很符合我方的采購(gòu)要求，請(qǐng)問(wèn)貴方報(bào)價(jià)如何？NDGM: It seems your companys super coking coal product is in line with our procurement requirements, how much the price of your product?中方市場(chǎng)部部長(zhǎng)：不知貴公司此行的采購(gòu)計(jì)劃（故意停頓）CCM: I do not know your companys procur

18、ement plan for this trip印尼方采購(gòu)部部長(zhǎng)：我方暫定采購(gòu)特級(jí)焦煤100公噸，目的港為印尼雅加達(dá)港口，時(shí)間為2012年2月15日之前。NPM: Our tentative purchase super coking coal 100 tonnes, the port of destination in Indonesia Port Jakarta ，and the arrival time should be before Feb15,2012.中方財(cái)務(wù)總監(jiān)：我方的報(bào)價(jià)是,1650000元 /公噸CIF雅加達(dá)。CCFO: Our offer is1650000 yuan /

19、 tonne CIF Port. Jakarta.印尼方副總：朋友，你是在跟我們開(kāi)玩笑嗎？貴方的報(bào)價(jià)實(shí)在太高了。NDGM: Ah my friend,are you kidding with us? Your sides offer is too high.印尼方財(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1280000元/公噸，況且，你方的焦煤并無(wú)特殊之處。NCFO: According to my companys long-term international purchase price, the average price is only 1280000 yuan/ ton

20、e. Moreover, your side is not so special about the coking coal.中方市場(chǎng)部部長(zhǎng)：貴方此言差矣。國(guó)際上普遍認(rèn)為大同焦煤質(zhì)量?jī)?yōu)于國(guó)際上其他品種，更以“黑色黃金”的美譽(yù)享譽(yù)海內(nèi)外，是出口型高檔煤炭的優(yōu)先選擇。CMM: Your side is wrong. The international community generally agree that coking coal of datong is better than any of the international species in quality, but also to

21、black gold reputation is truly a export-oriented high-grade preference. 印尼方副總：我看也不怎么樣嘛！NDGM: Well,I 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。顯而易見(jiàn)，我方生產(chǎn)的焦煤品質(zhì)明顯高于其他品種。CCTO: Then we will use your companys best-selling multi-species comparison. See (indicative). It is clear that our pro

22、ductions quality is significantly higher than other varieties of coking coal.印尼方副總：（沉默不言，放筆背靠椅子）中方總經(jīng)理：先生，我方的報(bào)價(jià)是非常合理的。CGM: sir, our offer is very reasonable.印尼方副總：非常合理？貴方的報(bào)價(jià)如此離譜，還算合理嗎？我實(shí)在懷疑貴方的誠(chéng)意。NDGM: Very reasonable? Your offer is so outrageous, fairly reasonable? I really doubt the sincerity of you

23、r side.印尼方采購(gòu)部部長(zhǎng)：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?lái)，我們此次的談判根本無(wú)法繼續(xù)。NPM: Your side keeps emphasizing 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(wú)法繼續(xù)？如此合理的報(bào)價(jià)怎么會(huì)無(wú)法繼續(xù)？CCFO: Can not be continued? How dose such a reasonable offer would not

24、be able to continue?中方總經(jīng)理：桑卓森哈尼亞先生。（回頭不說(shuō)話）百聞不如一見(jiàn)，貴方遠(yuǎn)道而來(lái)，想必也不想空手而歸吧！成事者不拘小節(jié)，何必在一個(gè)問(wèn)題上大動(dòng)干戈呢？CGM: Sir Sanjay Singhania , Seeing is less than believing, 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

25、issue?印尼方副總：當(dāng)然。我方不遠(yuǎn)萬(wàn)里來(lái)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 ?印尼方采購(gòu)部部長(zhǎng)：聽(tīng)說(shuō)貴方這一季的焦煤產(chǎn)量堆積很大，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。NPM: Heard that your coking coal has an accumulation of large coking co

26、al output in this season. 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(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，

27、貴公司是中國(guó)最大的焦煤經(jīng)銷商。銷售面覆蓋包括歐盟、美國(guó)、日本等國(guó)家和地區(qū)在內(nèi)的所有煤炭需求市場(chǎng)。我方也希望通過(guò)貴公司將我公司的焦煤推向國(guó)際市場(chǎng)。CMM: Thank you for your careful calculations. We also never questioned the ability of your party. We know that your company is the chinas largest distributor of coking coal Sales surface coverage, including the European Union, t

28、he United States, Japan and other countries and regions, including all the mineral market demand. It is also our hope that our coking coal can enter the international market through your company.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150000元/公噸。CGM: Taking into account of our mutual needs, as the table s

29、incerity,we are willing to bid down the original quote to1500000 yuan / tonne.印尼方財(cái)務(wù)總監(jiān)：僅僅讓150000元？貴方未免也太小氣了吧！NCFO: Just letting the150000 yuan? 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(jià)格才算合理呢？CCFO: So what price is it considered reasonable?印尼方財(cái)務(wù)總監(jiān)：我方認(rèn)為最合理的報(bào)價(jià)應(yīng)該是980000元/公噸。如果不能以此價(jià)格達(dá)成協(xié)議，那么很遺憾，我們就只能去其他地區(qū)看看了。NCFO

30、: According to our opinion, the most reasonable offer should be 980000 yuan / tonne. If we can not reach an agreement at this price, then we are sorry that we can only go to other areas to hunt for deal.中方市場(chǎng)部部長(zhǎng)：貴方的報(bào)價(jià)也不見(jiàn)得合理呀！不瞞您說(shuō)，有很多國(guó)外銷售商正在與我方洽談關(guān)于焦煤的采購(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)，根本不可能得到向我方這樣大的供應(yīng)

31、量。CMM: Your partys 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 coking coal. And their conditions are superior than yours. Moreover, your side, as in other parts of the procurement could not

32、have so much as our supply.印尼方副總：孫女士，1300000元。您看怎么樣？這確實(shí)是我們能夠承受的最高價(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？DGM: miss Sun, how about 1300000 yuan 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

33、讓步，但是此價(jià)格我方仍然難以接受。通過(guò)剛才的分析，相信貴方也明白我方報(bào)價(jià)的合理性。如果貴方堅(jiān)持原價(jià)格，我們可以以FOB價(jià)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 analysis earlier, I believe that your side also understand that our offer is reasonable. If you persist in the orig

34、inal price, we can settle a bargain in FOB price.印尼方副總：那怎么行！更換貿(mào)易術(shù)語(yǔ)，我方堅(jiān)決不同意。不過(guò)如果貴方愿意將價(jià)格降至我方剛才的報(bào)價(jià)，我方愿意將采購(gòu)數(shù)量提高到150公噸，并愿意與貴公司建立長(zhǎng)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 terms. However, if you are willing to cut down the price to ou

35、r earlier offer, we are happy to increase the quantity to 150 metric tons, in the mean time ,we can promise to hold on the long-term friendly relations of cooperation with your company.（中方人員商量，中方市場(chǎng)部部長(zhǎng)遞資料給總經(jīng)理）中方總經(jīng)理：不好意思，桑卓森哈尼亞先生。我方堅(jiān)持1500000美元/公噸的報(bào)價(jià)。并且，我方只能一次性為貴方提供120公噸的焦煤。但如果貴方愿意另購(gòu)優(yōu)質(zhì)精細(xì)煤10公噸，我方愿意將焦煤價(jià)格

36、降至1380000元/公噸，同時(shí)按625000元/公噸的最低價(jià)格出售精細(xì)煤。要知道，這可是市場(chǎng)上罕見(jiàn)的低價(jià)啊！CGM: I beg your pardon, Mr Sanjay Singhania .We insist on 1500000/ tonnes offer. At the same time ,our side can only provide a one-off for your 120 tonnes of coking coal. However, if your side is willing to purchase another high-quality Fine coa

37、l 10 metric tons, we are willing to down coking coal structure to1380000 yuan / tonne, while 625000 yuan / tonne minimum price for sale of Fine coal. To know, that was a rare low-cost market!印尼方副總：好吧！我方可以接受。但是為確保合理降低風(fēng)險(xiǎn)，我方要求所有產(chǎn)品按10%加成火險(xiǎn)，戰(zhàn)爭(zhēng)險(xiǎn)，保險(xiǎn)費(fèi)用由貴方承擔(dān)。NGM：Okay! We can accept. Whereas, in order to ensu

38、re a reasonable risk reduction all the products should be 10%-plus fire insurance, and war insurance.And your company should bear all the insurance premium.中方總經(jīng)理:沒(méi)有問(wèn)題。按照我公司出口慣例，我方將在貨物裝船前向中國(guó)人民保險(xiǎn)公司辦理投保手續(xù)。請(qǐng)貴方放心！CGM:No problem.According to our export tradition,we will transact the policyhold procedure t

39、o Peoples Insurance Company of China before shipment.Dont be worried!印尼方副總：(點(diǎn)頭同意)那就好。DGM：That will be okay!印尼方采購(gòu)部長(zhǎng)：同時(shí)，在包裝方面我方希望依照國(guó)際慣例執(zhí)行，班輪運(yùn)輸采用40尺集裝箱裝船。ZPM: Meanwhile, we wish to be in accordance with international practice and liner with 40feet container shipment.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)，兩種獼猴桃共計(jì)13

40、0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(jià)格計(jì)算。CGM：Yes.We agree.And Products are shiping by liner at one time,totally130 M/T,5%more or less,at Buyers option and at contract price.（副總點(diǎn)頭）印尼方采購(gòu)部長(zhǎng)：好的。那么我方要求數(shù)量和信用證都允許5%的增減。NMM: We consent.And we demand amount of credit and quantity of merchandise 5%more or less accep

41、table。中方總經(jīng)理：嗯，可以。那么現(xiàn)在我們就支付方式進(jìn)行磋商吧！CGM: OK. Now lets discuss the payment!印尼方財(cái)務(wù)總監(jiān)：我方會(huì)在簽約后10天內(nèi)開(kāi)立以貴方為受益人的不可撤銷遠(yuǎn)期信用證，以美元結(jié)算。同時(shí)，開(kāi)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 its our turn to appo

42、int the issuing bank and the advising bank.中方財(cái)務(wù)總監(jiān)：我方不同意。我們所能接受的是人民幣即期信用證支付方式，并且議付行只能為中國(guó)工商銀行。CCFO:Sorry,We can not agree. What we can accept is the sight letter of credit payment by renminbi ,and the advising bank should only appointed be Industrial and Commercial Bank of China.印尼方財(cái)務(wù)總監(jiān)：貴方對(duì)我們的條件實(shí)在是太苛刻

43、了，要知道，即期支付會(huì)占用我方很大的資金，這實(shí)在是難以實(shí)現(xiàn)。NCFO:Oh.Your requirement is too rigourious.Its nearly cant realized,for a large amounts of money will be impropriated.中方財(cái)務(wù)總監(jiān)：但我公司無(wú)法承受如此大的風(fēng)險(xiǎn)，希望貴方可以考慮我方的難處。CCFO: But we can not bear such a big risk.Therefore,we hope that you can consider our difficulties.印尼方財(cái)務(wù)總監(jiān)：我們?cè)趺茨軌蚰菢幼?/p>

44、呢？要不我們各退讓一步，50%的即期信用證，剩下的用承兌交單，如何？NCFO:How can we do that? But how about we all getting one step back,thats to say,50%sight letter and the surplus by acception? As to the bank appointment,we can accept your request,and the issuing bank will be the Bank of New Zealand.（中方人員商量）中方總經(jīng)理：考慮到我們雙方的友好關(guān)系和各自的疑慮

45、，我方破例接受貴方提出的支付方式。CGM: Considering our gain giving and the well cooperation, we can accept your sight payment with breaking rules.印尼方技術(shù)總監(jiān)：關(guān)于檢驗(yàn)，我方希望采用在中國(guó)秦皇島港檢驗(yàn)檢疫局初檢，在印尼雅加達(dá)港口局復(fù)檢的方式。NCTO: In terms of inspection,we hope to adopt the way that the first inspection goes in Qinhuangdao Inspection and Quarant

46、ine Bureau of China,then the reinspection goes in the Indonesia Jakarta Port.中方技術(shù)總監(jiān)：我方同意。這是我國(guó)制定的礦產(chǎn)品出口檢驗(yàn)檢疫標(biāo)準(zhǔn)。CCTO: We agree.This is our established standard for inspection and quarantine of mineral exports.印尼方技術(shù)總監(jiān)：這是我國(guó)的進(jìn)口礦產(chǎn)品檢驗(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。NCTO: This is our countrys inspection and quarantine standard towards mine. To insure foolproof, please check accordance with the provisions of standard strictly.印尼方技術(shù)總監(jiān)：貴方真是爽快，我方對(duì)此十分滿意，也充分相信貴方焦煤的質(zhì)量。NCTO: We are fully satisfied with your frank, and also complet