模擬商務(wù)談判劇本雙語版最終

1、中新獼猴桃貿(mào)易商務(wù)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：戴斯揚 亞洲區(qū)副總經(jīng)理:麻玉涵 General Manager：Dai siyang Deputy General Manager of Asia: Ma yuhan談判代表1：李宙 談判代表:黃秋婷Negotiator1：Li zhou Negotiator:Huang qiuting談判代表2

2、:陳來Negotiator：Chen lai戴：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(wù)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，這位是戴: Welcome negotiators coming from Zespri International Limited to Dujiangyan for conducting the business negotiation. I am the General Manager of Golden Sunshine Agricultural Science and Technolog

3、y Development Company.First,let me introduce our negotiators.This is李宙.This is 陳來.麻：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。這位是黃秋婷麻: very pleased to come to the beautiful Dujiangyan.Im Zespri International Limited Companys Deputy General Manager of Asia .Now,let me introduce our delegates. T

4、his isXX.戴：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(yīng)嗎？想必此時的貴國定是艷陽高照吧？戴:Coming from far New Zealand,have you being adapted to the climate 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 i

5、s well! Sichuan is a place with pleasant weather and beautiful scenery. The reputation of"Land of Abundance" is really well-deserved .戴：謝謝貴方的稱贊。不知貴方代表對我方安排的千畝種植基地之行還滿意嗎？戴：Thank you for your praise. I wish all of you could be satisfied with the arrangement of your trip to our company's

6、acres of planting base新方副總：滿意，非常滿意。！DGM: Oh! yes! very excellent. 戴：XX先生過獎了。希望我們此次談判也能夠讓雙方如此滿意！戴：Mr. XX.It is overpraised.We just hope that we can also enable both parties in the treaty!新方副總：當(dāng)然會的。我方也很期待啊！DGM: Oh,yes.Of course. We are also looking forward to!戴：（微笑點頭）好的，那么我們開始吧！戴: Okay, so here we go!

7、（新方副總點頭同意）戴：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女士是否同意？戴：First of all,as to this consultation,we go for <<International Rules for the Interpretation of Trade Terms 2000>>.Does any demurrer exist,Mrs XX?新方副總：當(dāng)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

8、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 the most selebarted brand. Therefore,we come here to purchase a branch of good quality of kiwi fru

9、it of hongyang. So, please describe it in detail!李：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(lǐng)先水平。李：Next,let me introduce our hongyang Kiwifruit.our products of hongyang kiwifruit was selected from rare unparalleled wild species vegetating i

10、n 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 specialty. 黃：那么關(guān)于質(zhì)量認證呢？黃: What about the accreditation about quality?李：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;關(guān)

11、于產(chǎn)權(quán)，貴方完全不必擔(dān)心。李: In the year of 2006,hongyang kiwifruit successfully obtain export base for certification from Sichuan Import and Export Inspection and Quarantine Bureau. As for the property rights, you do not have to worry about!麻：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？麻： It seems your company's sup

12、er Kiwi product is in line with our procurement requirements, how much the price of your product?陳：不知貴公司此行的采購計劃（故意停頓）陳 I do not know your company's procurement plan for this trip黃：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2014年6月15日之前。黃：Our tentative purchase super Hongyang kiwifruit 2000 tonnes, the

13、port of destination in New Zealand Port Royal Sangare，and the arrival time should be before June,15,2014.陳：我方的報價是,3800美元/公噸CIF皇家雷港。陳: Our offer is 3800 U.S. dollars / tonne CIF Royal Sangare Port.麻：朋友，你是在跟我們開玩笑嗎？貴方的報價實在太高了。麻: Ah my friend,are you kidding with us? Your side's offer is too high.黃：

14、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。黃: 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 hongyang kiwi fruit.陳：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

15、害、出口型高檔水果的優(yōu)先選擇。陳：international breeding species, but also to "red soft gold" reputation is truly a pollution-free,export-oriented high-grade fruit preference.麻：我看也不怎么樣嘛！麻: Well,I do not think it very excellent!陳：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。陳: Then we will use your

16、 company's best-selling multi-species comparison. See (indicative). It is clear that our productions quality is significantly higher than other varieties of kiwi fruit.麻：（沉默不言，放筆背靠椅子）戴：XX女士，我方的報價是非常合理的。戴: madam, our offer is very reasonable.麻：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。麻: Very reasonable? Y

17、our offer is so outrageous, fairly reasonable? I really doubt the sincerity of your side.黃：貴方一味強調(diào)商品的優(yōu)質(zhì)性，完全忽視我方的利益?？磥恚覀兇舜蔚恼勁懈緹o法繼續(xù)。黃 Your side keeps emphasizing high-quality goods and completely ignore our interests. It seems that we simply can not continue the negotiation.李：無法繼續(xù)？如此合理的報價怎么會無法繼續(xù)？李: C

18、an not be continued? How dose such a reasonable offer would not be able to continue?戴：XX女士。XX女士。（X回頭不說話）（對秘書低聲示意）百聞不如一見，百說不如一嘗。讓我們先來品嘗紅陽的美味吧。戴: Sir sir , Seeing is less than believing, 100 have suggested that a try. Let us to taste the delicious hongyang fruit first.麻：貴方的獼猴桃肉質(zhì)鮮嫩、香甜清爽，果真回味無窮。麻: The K

19、iwi meat is tender, sweet and refreshing which is really food for thought.戴：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！戴: Glad that you can enjoy it.As such a delicious taste that we must have both reluctant to give up!麻：當(dāng)然。我方不遠萬里來到貴地，難道貴方認為只是為了觀光嗎？麻: Of course ! Ccome to your side through thousands of miles,

20、 can you believe just for tourists ?黃：聽說貴方這一季的獼猴桃早已成熟，收成應(yīng)該不錯吧！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)險將會更大。相信我方龐大的銷售網(wǎng)絡(luò)和成熟的營銷技能必定能夠給予貴方一定的幫助。黃: 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

21、 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.陳：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。陳: Thank you for your careful calculations. We also never questioned the ability

22、 of your party. States, . It is also our hope that our red-yang Kiwi can enter the international market through your company.戴：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。戴: 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

23、/ tonne.麻：XX先生，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？麻: 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 think of it?戴：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

24、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。戴: 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 original price, we can set

25、tle a bargain in FOB price.麻：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。麻: 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 our earlier offer, we are hap

26、py 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）戴：不好意思，XX女士。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。戴 I beg your pardon, MrXX.We insist on 3,500 U.S. dollars /

27、tonnes offer. At the same time ,our side can only provide a one-off for your 2200 tonnes of hongyang kiwi fruit. 麻：好吧！我方可以接受。但是為確保合理降低風(fēng)險，我方要求所有產(chǎn)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(dān)。麻：Okay! We can accept. Whereas, in order to ensure a reasonable risk reduction all the products should be 10%-plus insured W. P

28、. A., and freshwater rain insurance.And your company should bear all the insurance premium.戴: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！戴:No problem.According to our export tradition,we will transact the policyhold procedure to People's Insurance Company of China before shipment.Dont be worri

29、ed!麻：(點頭同意)那就好。DGM：That will be okay!戴：嗯，可以。那么現(xiàn)在我們就支付方式進行磋商吧！戴: OK. Now lets discuss the payment!黃：我方會在簽約后10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、黃: 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

30、to appoint the issuing bank and the advising bank.李：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。李: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.黃：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

31、在是難以實現(xiàn)。黃：Oh.Your requirement is too rigourious.Its nearly cant realized,for a large amounts of money will be impropriated.李：但我公司規(guī)模不大，無法承受如此大的風(fēng)險，希望貴方可以考慮我方的難處。李: But,limited by small scale , we can not bear such a big risk.Therefore,we hope that you can consider our difficulties.黃：我們怎么能夠那樣做呢？要不我們各退讓一

32、步，50%的即期信用證，剩下的用承兌交單，如何？黃: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）戴：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。戴:

33、 Considering our gaingiving and the well cooperation,we can accepe your sight payment with breaking rules.黃：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(fù)檢的方式。黃: 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

34、 reinspection goes in the Royal New Zealand Port.陳：我方同意。這是我國制定的農(nóng)產(chǎn)品出口檢驗檢疫標(biāo)準。黃: This is our countrys inspection and quarantine standard towords food. To insure foolproof, plesase check accordance with the provisions of standard strictly.（雙方交換檢驗檢疫標(biāo)準）陳 we are willing to take full responsibility for the

35、loss in accordance with the provisions of compensation for your side.What about it?黃：貴方真是爽快，我方對此十分滿意，也充分相信貴方紅陽獼猴桃的質(zhì)量。黃:We are fully satisfied with your frank, and also completely believe that your Hongyang kiwifruit is of good quality.李：但我方希望貴方在貨物到達皇家雷港口48小時內(nèi)進行復(fù)檢，超過檢驗期限但未進行檢驗，由此造成的后果,責(zé)任不由我方承擔(dān)。李: But

36、 we request that your reinspect should be progressed within 48 hours after the goods reaching the port of the Royal Sangare Port.If beyond this term, we would not assume any of the resulting consequences or the responsibility.麻：好的，我方同意。麻: Yes, we agree. 戴：下面由我方秘書總結(jié)此次談判的結(jié)果。戴: Now next,our secretary w

37、ill conclude the outcome for the negotiation.s李：下面由我來總結(jié)本次談判的結(jié)果：李: Now let me sum up the results of this negotiation. 新西蘭佳沛國際有限公司向我公司一次性采購特級紅陽獼猴桃2200公噸，3300美元/公噸，海沃德獼猴桃300公噸，2000美元/公噸。小型紙箱包裝，內(nèi)置帶果窩的托盤。采用班輪運輸，20尺集裝箱裝船。數(shù)量和信用證都允許5%的增減。到達新西蘭皇家雷港口時間為2009年1月15日以前。采用50%的即期信用證，50%承兌交單的支付方式,以美元結(jié)算。我方將在貨物裝船前向中國人

38、民保險公司辦理投保手續(xù)，所有產(chǎn)品按10%加成投保水漬險和淡水雨淋險，保險費用由我方承擔(dān)。貴方在合同簽訂以后10天內(nèi)開立信用證，我方立即做裝船準備。貴方在貨物到達皇家雷港后48小時內(nèi)進行復(fù)檢。合同適用聯(lián)合國國際貨物買賣合同公約，公約中沒有規(guī)定的事項適用中國大陸相關(guān)法律。仲裁交國際商會仲裁院按聯(lián)合國國際貿(mào)易委員會仲裁規(guī)則解決。New Zealand, ZESPRI International Limited Company purchases at one-time 2500 tonne of kiwifruit from our company,including super hongyang 2200 tonne, 3300 U.S. dollars / tone; Hayward 300 tonnes, 2000 U.S. dollars / tonne. The package built-in nest with a fruit tray will be a small carton.Products are adopted the liner, 20 'feet container shipment. Amount of credit an