模擬商務(wù)談判劇本雙語(yǔ)版

中新獼猴桃貿(mào)易商務(wù)談判劇本金色陽(yáng)光農(nóng)業(yè)科技發(fā)展有限公司新西蘭佳沛國(guó)際有限公司GoldenSunshineAgriculturalScienceandTechnologyDevelopmentCompanyZespriInternationalLimitedCompany總經(jīng)理：吳晚霞亞洲區(qū)副總經(jīng)理:弗龍·斯密斯GeneralManager：WuWanxiaDeputyGeneralManagerofAsia:VernonSmith財(cái)務(wù)總監(jiān)：宋沛柯財(cái)務(wù)總監(jiān)：瑪格麗特·墨菲CFO:SongPeikeCFO:MargaretMurphy市場(chǎng)部部長(zhǎng)：蔡英杰采購(gòu)部部長(zhǎng)：AaliyahWhiteMarketMinister:CaiYingjieProcurementMinister:艾里亞·懷特秘書(shū)：周亞秘書(shū)：波特Secretary:ZhouYaSecretary:Potter法律顧問(wèn)：王濤法律顧問(wèn)：托尼·威廉森Counselor:WangTaoCounselor:TonyWilliamson技術(shù)總監(jiān)：周泳淘技術(shù)總監(jiān)：特蕾西·普瑞特CTO:ZhouYongtaoCTO:TracyPratt翻譯：畢鷺娟翻譯：露西·桑頓Interpretator:BiLujuanInterpretator:LucyThornton中方總經(jīng)理：歡迎來(lái)自新西蘭佳沛國(guó)際有限公司的各位談判代表來(lái)都江堰進(jìn)行業(yè)務(wù)洽談，我是金色陽(yáng)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(lái)介紹我方的談判代表，這位是~~，這位是~~CGM:WelcomenegotiatorscomingfromZespriInternationalLimitedtoDujiangyanforconductingthebusinessnegotiation.IamtheGeneralManagerofGoldenSunshineAgriculturalScienceandTechnologyDevelopmentCompany.First,letmeintroduceournegotiators.ThisisXX.ThisisXX.新方副總：非常高興來(lái)到美麗的都江堰。我是新西蘭佳沛國(guó)際有限公司亞洲區(qū)副總經(jīng)理~~。下面由我來(lái)介紹我方談判代表。這位是~~，這位是~~DGM:verypleasedtocometothebeautifulDujiangyan.I’mZespriInternationalLimitedCompany’sDeputyGeneralManagerofAsia.Now,letmeintroduceourdelegates.ThisisXX.ThisisXX.中方總經(jīng)理：貴方代表從新西蘭遠(yuǎn)道而來(lái)，南北半球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:ComingfromfarNewZealand,haveyoubeingadaptedtotheclimatechangecausedbytransferringfromSouthernhemispherestotheNorthern.Isyourcountryimmersedinthewonderfulsunshine?新方副總：一切都好！四川氣候宜人，山清水秀?！疤旄畤?guó)”的美譽(yù)果真名不虛傳。DGM：Everythingiswell!Sichuanisaplacewithpleasantweatherandbeautifulscenery.Thereputationof"LandofAbundance"is中方總經(jīng)理：謝謝貴方的稱(chēng)贊。不知貴方代表對(duì)我方安排的都江堰之行還滿意嗎？CGM:Thankyouforyourpraise.IwishallofyoucouldbesatisfiedwiththearrangementofyourtriptoDujiangyan?新方副總：滿意，非常滿意。我們此行真是“問(wèn)道青城山，拜水都江堰”。貴方考慮的真是周到！不過(guò)最讓我方人員稱(chēng)道的還是貴公司的千畝種植基地，真是蜀中一絕啊！DGM:Oh!yes!veryexcellent.Ourtripisreally"askedQingchengmountain,thankstothewaterDujiangyan."Yourconsiderationisreallythoughtful!However,themostsatisfactoryforourstaffisyourcompany'sacresofplantingbase,whichisreallyasplendiferouslocatedinShu!中方總經(jīng)理：XX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.XX.Itisoverpraised.Wejusthopethatwecanalsoenablebothpartiesinthetreaty!新方副總：當(dāng)然會(huì)的。我方也很期待??！DGM:Oh,yes.Ofcourse.Wearealsolookingforwardto!中方總經(jīng)理：（微笑點(diǎn)頭）好的，那么我們開(kāi)始吧！CGM:Okay,soherewego!（新方副總點(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XX先生是否同意？CGM：Firstofall,astothisconsultation,wegofor<<InternationalRulesfortheInterpretationofTradeTerms2000>>.Doesanydemurrerexist,MrXX?新方副總：當(dāng)然可以。DGM:Ofcoursenot.（中方總經(jīng)理點(diǎn)頭，并示意對(duì)方開(kāi)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(yáng)獼猴桃名傳四海。我方此次慕名前來(lái)就是為了采購(gòu)一批品質(zhì)優(yōu)良的紅陽(yáng)獼猴桃。那么，就請(qǐng)貴方詳細(xì)介紹一下吧！DGM:WehaveinformedthatyourCompanyowethemosttremendouskiwifruitplantingbaseinAsia.Whileamongallthevarieties,Hongyangisthemostselebartedbrand.Therefore,wecomeheretopurchaseabranchofgoodqualityofkiwifruitofhongyang.So,pleasedescribeitindetail!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)的紅陽(yáng)獼猴桃：我公司生產(chǎn)的紅陽(yáng)獼猴桃是四川省自然資源研究所科技人員通過(guò)十幾年努力，從秦巴山區(qū)野生獼猴桃實(shí)生單株中選育出來(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,letmeintroduceourhongyangKiwifruit.ourproductsofhongyangkiwifruitwasselectedfromrareunparalleledwildspeciesvegetatinginQinbaareathroughmorethantenyearsofhardworkofSichuanInstituteofNaturalResources’scientists.It’saninternationalleadinglevelintheuniquecharacteristicsofit’squalityandspecialty.新方副總：那么，請(qǐng)貴方再詳細(xì)介紹一下您方獼猴桃營(yíng)養(yǎng)成分方面的詳細(xì)情況！NDGM:Then,pleasetellusnutritionalaspectsofyourKiwiindetail中方技術(shù)總監(jiān)：好的。我方生產(chǎn)的紅陽(yáng)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(lèi)獼猴桃中首屈一指。每100g果肉中含有維C350毫克，被譽(yù)為“維C之王”。但是由于產(chǎn)品上市時(shí)間不長(zhǎng)，直到現(xiàn)在，世界上還有很多國(guó)家和地區(qū)的人民還沒(méi)有機(jī)會(huì)品嘗到如此美味的水果呢！CCTO:OK.OurproductionofHongyangkiwifruitisofrichnaturaladditioninvitaminsand17kindsoffreeaminoacidsandavarietyofmineralcomposition.Amongthose,vitaminsandaminoacidsisthesecondtonone.ContainingdimensionalC350mgper100gpulp,itisknownas"theKingofVictoriaC."However,becauseit’sshorttimetocomeintothemarket,untilnow,therearestillmanycountriesandregionswherepeoplecannothaveanopportunitytotastethisdeliciousfruit!新方技術(shù)總監(jiān)：那么關(guān)于質(zhì)量認(rèn)證呢？NCTO:Whatabouttheaccreditationaboutquality?中方技術(shù)總監(jiān)：我公司生產(chǎn)的紅陽(yáng)獼猴桃于2006年取得四川省進(jìn)出口檢驗(yàn)檢疫局出口基地認(rèn)證;2008年獲得全球良好農(nóng)業(yè)規(guī)范認(rèn)證(GLOBALG.A.P)及ISO22000食品質(zhì)量安全體系認(rèn)證。農(nóng)業(yè)部頒發(fā)了無(wú)公害農(nóng)產(chǎn)品認(rèn)證證書(shū)。公司基地園區(qū)被四川省人民政府和四川省科技局評(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:Intheyearof2006,hongyangkiwifruitsuccessfullyobtainexportbaseforcertificationfromSichuanImportandExportInspectionandQuarantineBureau.In2008itgotaCertificationastheglobalExcellentAgriculturalPractices(GLOBALG.AP)andISO22000certificationoffoodqualityandsafetysystem,andtheMinistryofAgricultureissuedapollution-freeagriculturalproductscertification.Thebaseofthecompanywaschoosedas"basewithstandardmodelofexport"bySichuanPeople'sGovernmentandTechnologyBureau.Asforthepropertyrights,youdonothavetoworryabout!新方技術(shù)總監(jiān)：看來(lái)貴公司的生產(chǎn)是值得信賴(lài)的，那么產(chǎn)品的質(zhì)量等級(jí)呢？NCTO:Itseemsthatit’strustworthyofyourproductionthenhowaboutthegradeahoutquality?新方采購(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，中高檔獼猴桃平均價(jià)格應(yīng)該在1700美元/公噸。有中國(guó)大陸海運(yùn)至我國(guó)北部港口，運(yùn)費(fèi)大約為400美元/公噸，而一般水果類(lèi)產(chǎn)品的保險(xiǎn)在40美元/公噸。這樣看來(lái)，怎么也達(dá)不到貴方剛才的報(bào)價(jià)?。MP:Eventhat,youroffershouldalsohaveareferential,right?Thepriceofferedbyusareisactuallyfounded.Accordingtothecurrentmarketsituation,theaveragepriceofhigh-gradekiwifruitshouldbe1700U.S.dollars/tonne.FromChinesemainlandtothenorthofourseaports,shippingneedabout400U.S.dollars/tonne,andgeneralinsuranceproducts,fruit40U.S.dollars/tonne.Inthisway,howcannotbeachievedjustquoteyourside!中方財(cái)務(wù)總監(jiān)：1700美元？不知貴公司是從何處采購(gòu)到如此便宜的高檔獼猴桃呢？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），第三代紅心獼猴桃的平均價(jià)格也在2000元人民幣以上。貴方這樣擬算的報(bào)價(jià)實(shí)在讓我們很為難。CCFO:1700dollars?Idonotknowhowcanyourcompanypurchasethehigh-gradekiwifruitatsuchalowgrade?Wealsohadstatistics,accordingtoChina'sofficialwebsitedisclosureofreliableinformation,thethird-generationheartKiwiaveragepriceismorethan2,000yuan.Howcanyourreconthemarketpricelikethat?（新方沉默）新方副總：XX女士，2800美元。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:XXPresident,howabout2800U.S.dollars.Thisisindeedthehighestpricewecanafford,andbeyondthisthepriceisbeyondmyremittodecidethescope.Howdoyousquarethinkofit?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(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:Althoughyouhavemadeconcessionstosomeextent,.Butitisstilldifficultofustoaccepttheprice.Throughtheanalysisearlier,Ibelievethatyoursidealsounderstandthatourofferisreasonable.Ifyoupersistintheoriginalprice,wecansettleabargaininFOBprice.新方副總：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2500公噸，并愿意與貴公司建立長(zhǎng)期友好的合作關(guān)系。NDD:Ohno!Howcanyoudothat?Franklyspeaking,wearestronglydisagreedwiththereplacementoftradeterms.However,ifyouarewillingtocutdownthepricetoourearlieroffer,wearehappytoincreasethequantityto2,500metrictons,inthemeantime,wecanpromisetoholdonthelong-termfriendlyrelationsofcooperationwithyourcompany.（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，XX先生。我方堅(jiān)持3500美元/公噸的報(bào)價(jià)。并且，我方只能一次性為貴方提供2200公噸的紅陽(yáng)獼猴桃。但如果貴方愿意另購(gòu)優(yōu)質(zhì)綠心“海沃德”300公噸，我方愿意將紅陽(yáng)價(jià)格降至3300美元/公噸，同時(shí)按2000美元/公噸的最低價(jià)格出售海沃德獼猴桃。要知道，這可是市場(chǎng)上罕見(jiàn)的低價(jià)??！CGM:Ibegyourpardon,MrXX.Weinsiston3,500U.S.dollars/tonne’soffer.Atthesametime,oursidecanonlyprovideaone-offforyour2200tonnesofhongyangkiwifruit.However,ifyoursideiswillingtopurchaseanotherhigh-qualitygreenheart"Hayward"300metrictons,wearewillingtodownred-yangstructureto3300U.S.dollars/tonne,while2000U.S.dollars/tonneminimumpriceforsaleofHaywardkiwifruit.Toknow,thatwasararelow-costmarket!新方副總：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%加成投保水漬險(xiǎn)和淡水雨淋險(xiǎn)，保險(xiǎn)費(fèi)用由貴方承擔(dān)。NGM：Okay!Wecanaccept.Whereas,inordertoensureareasonableriskreductionalltheproductsshouldbe10%-plusinsuredW.P.A.,andfreshwaterraininsurance.Andyourcompanyshouldbearalltheinsurancepremium.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:Noproblem.Accordingtoourexporttradition,wewilltransactthepolicyholdproceduretoPeople'sInsuranceCompanyofChinabeforeshipment.Don’tbeworried!新方副總：(點(diǎn)頭同意)那就好。DGM：Thatwillbeokay!新方采購(gòu)部長(zhǎng)：同時(shí)，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(pán)。標(biāo)簽和包裝按DB440300/T24.2的規(guī)定執(zhí)行，班輪運(yùn)輸采用20’尺集裝箱裝船。ZPM:Meanwhile,wewishtoadoptsmallcartonpackaging,withafruittraynestinit.LabelingandpackagingrequirementsinaccordancewithDB440300/T24.2implementationlinerwith20'feetcontainershipment.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)2500公噸，分別允許有5%的增減幅度，由買(mǎi)方選擇，增減部分按合同價(jià)格計(jì)算。CGM：Yes.Weagree.AndProductsareshipingbylineratonetime,totally2500M/T,5%moreorless,atBuyer’soptionandatcontractprice.（副總點(diǎn)頭）新方采購(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:Weconsent.Andwedemandamountofcreditandquantityofmerchandise5%moreorlessacceptable。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.Nowlet’sdiscussthepayment!新方財(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(xiāo)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:Wewillsignanirrevocableletterofcreditwithin10daysaftertheopeningtoyoursideasalong-termbeneficiaries，balancinginUSD.Andit’sourturntoappointtheissuingbankandtheadvisingbank.中方財(cái)務(wù)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(guó)工商銀行。CCFO:Sorry,Wecannotagree.Whatwecanacceptisthesightletterofcreditpayment,andtheadvisingbankshouldonlyappointedbeIndustrialandCommercialBankofChina.新方財(cái)務(wù)總監(jiān)：貴方對(duì)我們的條件實(shí)在是太苛刻了，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.Yourrequirementistoorigourious.It’snearlycan’trealized,foralargeamountsofmoneywillbeimpropriated.中方財(cái)務(wù)總監(jiān)：但我公司規(guī)模不大，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,limitedbysmallscale,wecannotbearsuchabigrisk.Therefore,wehopethatyoucanconsiderourdifficulties.新方財(cái)務(wù)總監(jiān)：我們?cè)趺茨軌蚰菢幼瞿?？要不我們各退讓一步?0%的即期信用證，剩下的用承兌交單，如何？NCFO:Howcanwedothat?Buthowaboutweallgettingonestepback,that’stosay,50%sightletterandthesurplusbyacception?Astothebankappointment,wecanacceptyourrequest,andtheissuingbankwillbetheBankofNewZealand.（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:Consideringourgaingivingandthewellcooperation,wecanaccepeyoursightpaymentwithbreakingrules.新方技術(shù)總監(jiān)：關(guān)于檢驗(yàn)，我方希望采用在中國(guó)上海港食品檢驗(yàn)檢疫局初檢，在新西蘭皇家雷港口局復(fù)檢的方式。NCTO:Intermsofinspection,wehopetoadoptthewaythatthefirstinspectiongoesinShanghaiFoodInspectionandQuarantineBureauofChina,thenthereinspectiongoesintheRoyalNewZealandPort.中方技術(shù)總監(jiān)：我方同意。這是我國(guó)制定的農(nóng)產(chǎn)品出口檢驗(yàn)檢疫標(biāo)準(zhǔn)。CCTO:Weagree.Thisisourestablishedstandardforinspectionandquarantineofagriculturalexports.新方技術(shù)總監(jiān)：這是我國(guó)的進(jìn)口食品檢驗(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:Thisisourcountry’sinspectionandquarantinestandardtowordsfood.Toinsurefoolproof,plesasecheckaccordancewiththeprovisionsofstandardstrictly.（雙方交換檢驗(yàn)檢疫標(biāo)準(zhǔn)）新方技術(shù)總監(jiān)：（邊看邊點(diǎn)頭）看來(lái)貴國(guó)對(duì)時(shí)鮮水果的檢驗(yàn)檢疫要求十分嚴(yán)格，我方也相信貴方在檢驗(yàn)檢疫方面不會(huì)存在任何問(wèn)題，不過(guò)我也善意提醒貴方：我國(guó)對(duì)獼猴桃檢疫中對(duì)獼猴桃中重金屬參留量為≤0.001，對(duì)有機(jī)磷農(nóng)藥殘留量?jī)H為≤0.01，而貴國(guó)為≤0.02，這兩方面我國(guó)檢疫較為嚴(yán)格，請(qǐng)貴方慎重準(zhǔn)備。NCTO:Itseemsthatyourcountryhasverystrictinspectionandquarantinerequirementstoseasonalfruits,wealsobelievethatyoursideintheinspectionandquarantinewouldnothaveanyproblems,butIalsoremindyouofgoodfaith:inNewzealand,quarantinetokiwifruitintherightamountofBullionismresidueswouldbelessthan0.001,theamountoforganicphosphoruspesticideresidueswouldberestrictedlessthan0.01,whileyourstandardisnotmorethan0.02,bothofthemaremorestrictthanyours,pleasebecareful.中方技術(shù)總監(jiān)：請(qǐng)貴方放心，我方出口的獼猴桃質(zhì)量上乘，在運(yùn)用滴滴涕、有機(jī)磷農(nóng)藥方面十分慎重，其含量均遠(yuǎn)遠(yuǎn)低于國(guó)家要求水平，我相信我公司的紅陽(yáng)獼猴桃一定能滿足貴國(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?CCTO:Justrestassured.Ourexportsofkiwifruitareallingoodquality,theuseofDDT,organicphosphoruspesticidesareverycareful,andcontentsareallfarbelownationalrequirements.Sothatwebelieveourcompany'shongyangkiwifruitmustbeabletomeetthequarantinerequirementsofyourcountry.Inordertomakeyouassurethatwepromisethatoncethequarantinefailed,wearewillingtotakefullresponsibilityforthelossinaccordancewiththeprovisionsofcompensationforyourside.Whataboutit?新方技術(shù)總監(jiān)：貴方真是爽快，我方對(duì)此十分滿意，也充分相信貴方紅陽(yáng)獼猴桃的質(zhì)量。NCTO:Wearefullysatisfiedwithyourfrank,andalsocompletelybelievethatyourHongyangkiwifruitisofgoodquality.中方法律顧問(wèn)：但我方希望貴方在貨物到達(dá)皇家雷港口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)。CC:Butwerequestthatyourreinspectshouldbeprogressedwithin48hoursafterthegoodsreachingtheportoftheRoyalSangarePort.Ifbeyondthisterm,wewouldnotassumeanyoftheresultingconsequencesortheresponsibility.新方法律顧問(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(mǎi)賣(mài)合同公約》，由本合同發(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。NC:Yes,weagree.Asfortheperformanceofthecontractandconpensation,wedemandtoenterintoacontractwithyouaccordingto<<UnitedNationsConventionontheInternationalSaleofGoods>>.Anydisputerelatingtothiscontract,disputesorrequests,orthebreachofthiscontract,terminationorfailureshouldbeeffectiveinaccordancewiththecurrentArbitrationRulesoftheUnitedNationsInternationalTradeCommissionanddelieveredtotheInternationalChamberofCommerceCourtofArbitrationtoresolveit.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？CC:OK.Noproblem.ButweshoulddeclarethatmatterswithoutprovidedforintheConventionshallbeapplicablefortherelevantlawsinChinamainland.Andanyobjection?新方法律顧問(wèn)：我方同意貴方的提議。NC:Er,wecanaccept.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。CC:Atthesametime,wehopesthatthecorrelactedbanknegotiateloansasliquidateddamagescausedbyforcemajeurefactors.新方法律顧問(wèn)：好的，我方同意。NC:OK!Weagree.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。CGM:Nownext,oursecretarywillconcludetheoutcomeforthenegotiation.s中方秘書(shū)：下面由我來(lái)總結(jié)本次談判的結(jié)果：CS:Nowletmesumuptheresultsofthisnegotiation.新西蘭佳沛國(guó)際有限公司向我公司一次性采購(gòu)特級(jí)紅陽(yáng)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(pán)。采用班輪運(yùn)輸，20’尺集裝箱裝船。數(shù)量和信用證都允許5%的增減。到達(dá)新西蘭皇家雷港口時(shí)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(guó)人民保險(xiǎn)公司辦理投保手續(xù)，所有產(chǎn)品按10%加成投保水漬險(xiǎn)和淡水雨淋險(xiǎn)，保險(xiǎn)費(fèi)用由我方承擔(dān)。NewZealand,ZESPRIInternationalLim