模擬商務談判劇本

1、【精品文檔】如有侵權(quán)，請聯(lián)系網(wǎng)站刪除，僅供學習與交流模擬商務談判劇本.精品文檔.中新獼猴桃貿(mào)易商務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 Science and Technology Development Company Zespri International Limited Company總經(jīng)理：吳晚霞 亞洲區(qū)副總經(jīng)理:弗龍斯密斯 General Manager：Wu Wanxia Deputy General Manager of Asia: Vernon Smith 財務總監(jiān)：宋沛柯 財務總監(jiān)：瑪格麗特墨菲

2、CFO: Song Peike CFO: Margaret Murphy市場部部長：蔡英杰 采購部部長：Aaliyah White Market Minister: Cai Yingjie Procurement Minister:艾里亞懷特 技術(shù)總監(jiān)：周泳淘 技術(shù)總監(jiān)：特蕾西普瑞特 CTO: Zhou Yongtao CTO:Tracy Pratt 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行業(yè)務洽談，我是金色陽光農(nóng)業(yè)科技發(fā)展有限公司的總經(jīng)理XX，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 Z

3、espri International Limited to Dujiangyan for conducting the business negotiation. I am the General Manager of Golden Sunshine Agricultural Science and Technology Development Company.First,let me introduce our negotiators.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(jīng)理。下面由我來介紹我方談判代表。這位是，

4、這位是DGM: very pleased to come to the beautiful Dujiangyan.Im Zespri International Limited Companys Deputy General Manager of Asia .Now,let me introduce our delegates. This isXX.This is XX.中方總經(jīng)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 c

5、limate change caused by transferring from Southern hemispheres to the Northern.Is your country 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果真名不虛傳。DGM：Everything is well! Sichuan is a place with pleasant weather and beautiful scenery. The reputation ofLand of Abundance is really

6、 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 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，真是蜀中一絕啊！DGM: Oh! yes! very excellent. Our trip is really asked Q

7、ingcheng mountain, thanks to the water Dujiangyan. Your consideration is really thoughtful! However,the most satisfactory for our staff is your companys 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

8、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(jīng)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(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 .Does a

9、ny demurrer exist,Mr XX?新方副總：當然可以。DGM:Of course not.（中方總經(jīng)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(zhì)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 informed that your Company owe the most tremendous kiwi fruit planting base in Asia.While among all the varieties , Hongyang is t

10、he 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)野生獼猴桃實生單株中選育出來的稀世優(yōu)良品種，其品質(zhì)特點和品種資源的獨有性具有國際領先水平。CMM：Next,let me introduce our hongyang K

11、iwifruit.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 of its quality and spec

12、ialty. 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: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)的人民還沒有機會品嘗到如此美味的水果呢！CCTO:OK. Our production of Hongyang kiwifruit

13、 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. Containing dimensional C350 mg per 100g pulp,it is known as the King of Victoria C. However, because its short time to come int

14、o 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年取得四川省進出口檢驗檢疫局出口基地認證;2008年獲得全球良好農(nóng)業(yè)規(guī)范認證(GLOBALG.A.P)及ISO22000食品質(zhì)量安全體系認證。農(nóng)

15、業(yè)部頒發(fā)了無公害農(nóng)產(chǎn)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(guān)于產(chǎn)權(quán)，貴方完全不必擔心。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 global Excellent Agricultural Practic

16、es (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 company was choosed as base with standard model of exportby Sichuan Peoples Government and Technology Bureau. As f

17、or 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。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

18、？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,fruit diameter, single fruit weight and volume with the different relevant requirements. But which quality are you most i

19、nterested in? 新方技術(shù)總監(jiān)：（向副總點頭示意）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，請問貴方報價如何？NDGM: It seems your companys super Kiwi product is in line with our procurement requirements, how much the price 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 companys procurement plan for this trip新方采購部部長：我方暫定

20、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 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 CI

21、F 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 sides 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，況且，你方的紅陽獼猴桃并無特殊之處。NCFO: According to my companys long-term international purchase price, the average price is only 2000 U.S. dollars / to

22、ne. 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(nèi)外，是無公害、出口型高檔水果的優(yōu)先選擇。CMM: Your side is wrong. The international community generally agree that Hongyang kiwi fruit tastes better than any of the international breeding spe

23、cies, but also to red soft gold reputation is truly a pollution-free,export-oriented high-grade fruit preference. 新方副總：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 companys best-selling multi-species com

24、parison. See (indicative). It is clear that our productions quality is significantly higher than other varieties of kiwi fruit.新方副總：（沉默不言，放筆背靠椅子）中方總經(jīng)理：XX先生，我方的報價是非常合理的。CGM: sir, our offer is very reasonable.新方副總：非常合理？貴方的報價如此離譜，還算合理嗎？我實在懷疑貴方的誠意。NDGM: Very reasonable? Your offer is so outrageous, fair

25、ly reasonable? I really doubt the sincerity of your side.新方采購部部長：貴方一味強調(diào)商品的優(yōu)質(zhì)性，完全忽視我方的利益。看來，我們此次的談判根本無法繼續(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 conti

26、nued? 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）百聞不如一見，百說不如一嘗。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 distance, presumably do not want to

27、leave empty-handed! Be brought to fruition by informal section, why it upside down on one issue? Let us to taste the delicious 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

28、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：當然。我方不遠萬里來到貴地，難道貴方認為只是為了觀光嗎？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

29、風險將會更大。相信我方龐大的銷售網(wǎng)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 season,I guess the harvest 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 distribu

30、tion 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(zhì)疑貴方的能力。我們知道，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 k

31、now that your company is the worlds largest distributor of kiwi fruit. Sales surface coverage, including the European 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 t

32、hrough your company.中方總經(jīng)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 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

33、么貴方認為什么樣的價格才算合理呢？CCFO: So what price is it considered reasonable?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: 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

34、can only go to Guangyuan, 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，有很多國外銷售商正在與我方洽談關(guān)于紅陽獼猴桃的采購問題。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量。（動作）CMM: Your partys offer is still not likely reasonable! By honesty , many other foreign purchasers are actively working with us to negoti

35、ate on the issue of procurement of Hongyang kiwi fruit. And their conditions are superior 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/

36、公噸，而一般水果類產(chǎn)品的保險在40美元/公噸。這樣看來，怎么也達不到貴方剛才的報價??！NMP: Even that, your offer should also 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

37、 to the north of our sea ports, shipping need about 400 U.S. dollars / tonne, and general insurance 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(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

38、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 the high-grade kiwifruit at such a low grade? We also had statistics, according to Chinas official website disclosure of reliable information , the third-generation heart Kiwi average price is more than 2,000 yuan. How can

39、 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 t

40、hink 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價的合理性。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 analysis earlier, I believe that your side also understand that our offer is reasonabl

41、e. 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(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 willin

42、g to cut down the price to our earlier offer, we are happy to increase the quantity to 2,500 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，中方市場部部長遞資料給總經(jīng)理）中方總經(jīng)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。

43、但如果貴方愿意另購優(yōu)質(zhì)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/公噸的最低價格出售海沃德獼猴桃。要知道，這可是市場上罕見的低價?。GM: I beg your pardon, MrXX.We insist on 3,500 U.S. dollars / tonnes offer. At the same time ,our side can only provide a one-off for your 2200 tonnes of hongyang kiwi fruit. However, if your side is willing to

44、purchase another high-quality green heart 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(chǎn)品按10%加成投保水

45、漬險和淡水雨淋險，保險費用由貴方承擔。NGM：Okay! We can accept. Whereas, in order to ensure a reasonable risk reduction all the products should be 10%-plus insured W. P. A., and freshwater rain insurance.And your company should bear all the insurance premium.中方總經(jīng)理:沒有問題。按照我公司出口慣例，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 pr

46、oblem.According to our export tradition,we will transact the policyhold procedure to Peoples Insurance Company of China before shipment.Dont 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(nèi)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: Meanwhile,we wish to adopt s

47、mall carton packaging, with a fruit tray nest in it. Labeling and packaging requirements in accordance with DB440300/T24.2 implementation liner with 20 feet container shipment.中方總經(jīng)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 are shiping by liner a

48、t one time,totally 2500M/T,5%more or less,at Buyers option and at contract 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 consent.And we demand amount of credit and quantity of merchandise 5%more or less acceptable。中方總經(jīng)理：嗯，可以。那么現(xiàn)在我們就支付方式進行磋商吧！CGM: OK. Now lets discuss the payment!新方財務總監(jiān)：我方會在簽約后1

49、0天內(nèi)開立以貴方為受益人的不可撤銷遠期信用證，以美元結(jié)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 its our turn to appoint the issuing bank and the advising bank.中方財務總監(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

50、。CCFO:Sorry,We can not agree. What we can accept is the sight letter of credit payment,and the advising bank should only appointed be Industrial 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 is too rigourious.Its nearly cant realized,for a l

51、arge 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%的即期信用證，剩下的用承兌交單，如何？NCFO:How can we do that?But how about we a

52、ll 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，我方破例接受貴方提出的支付方式。CGM: Considering our gaingiving and the well cooperation,we c

53、an accepe your sight payment with breaking rules.新方技術(shù)總監(jiān)：關(guān)于檢驗，我方希望采用在中國上海港食品檢驗檢疫局初檢，在新西蘭皇家雷港口局復檢的方式。NCTO: In terms of inspection,we hope to adopt the way that the first inspection goes in Shanghai Food Inspection and Quarantine Bureau of China,then the reinspection goes in the Royal New Zealand Port.

54、中方技術(shù)總監(jiān)：我方同意。這是我國制定的農(nóng)產(chǎn)品出口檢驗檢疫標準。CCTO: We agree.This is our established standard for inspection and quarantine of agricultural exports.新方技術(shù)總監(jiān)：這是我國的進口食品檢驗檢疫標準，為確保萬無一失，也請貴方嚴格按照標準的規(guī)定進行核查。NCTO: This is our countrys inspection and quarantine standard towords food. To insure foolproof, plesase check accordance with the provisions of standard