國際商務(wù)談判策劃案(美國迪士尼公司)-30-

談判領(lǐng)導(dǎo)人員/談判領(lǐng)導(dǎo)人員/1415761136億元進(jìn)行基57%23億商業(yè)借款，卻擁20%廣東奧飛動(dòng)漫文化股份有限公司：2004年，是奧飛股份旗下以三維動(dòng)畫制作、漫畫制作、動(dòng)畫形象設(shè)計(jì)、版權(quán)4-5為了實(shí)現(xiàn)產(chǎn)業(yè)的規(guī)模擴(kuò)張和促進(jìn)企業(yè)的現(xiàn)代化管理進(jìn)程，20076月，在原廣12000萬元，下轄四家子公司和三個(gè)事業(yè)部，分奧迪動(dòng)漫玩具所設(shè)計(jì)銷售的"AULDEY雙鉆"品牌系列玩具是國內(nèi)玩具行業(yè)的領(lǐng)導(dǎo)品牌，擁有國內(nèi)最強(qiáng)的玩具研發(fā)、營銷團(tuán)隊(duì)，四驅(qū)車、悠悠球、陀螺等動(dòng)漫市場(chǎng)營銷模式及廣闊的營銷網(wǎng)絡(luò)，"AULDEY雙鉆"產(chǎn)品暢銷國內(nèi)、東南亞及歐廣州迪文文化傳播有限公司是與香港一家知名動(dòng)漫圖書出版社合作成立的年。20079月，由迪文文化策劃制作的青少年漫畫期刊《少年漫畫王》在全6萬冊(cè)，創(chuàng)下行業(yè)的一個(gè)新記錄。北京中奧影迪動(dòng)畫制作有限公司是奧飛股份與中國電影集團(tuán)合資成立的控份的內(nèi)容創(chuàng)作能力和規(guī)模。1000余人，自創(chuàng)立以來，保持了業(yè)務(wù)的快速增長，2006200750%以上，20075億元。在自我發(fā)奧飛娛樂官方網(wǎng)站360百科“廣東奧飛動(dòng)漫股份有限公司預(yù)先準(zhǔn)備：（談判之前全面查閱中方資料知己知彼：（談判前調(diào)查對(duì)方情況，同時(shí)也針對(duì)自身情況進(jìn)行分析贈(zèng)送小禮物（如迪士尼毛絨樣品）：PPT展示，介紹我方產(chǎn)品概況，公司經(jīng)營情況，給自己打廣告，開局樹立我方還價(jià)策略：后發(fā)制人，不開先例（中方首先報(bào)價(jià)，然后我方再接招達(dá)成最后通牒（我方亮出底盤，告知我方最后接受的最高報(bào)價(jià)握手（肢體動(dòng)作，微笑中方領(lǐng)導(dǎo)人員：Welcometoourcompanyforbusinessnegotiation.IamthegeneralmanagerofGuangdong（中方公司名）.Atfirst,letmeintroduceournegotiator.Thisisthechieffinancialofficerofourcompany.Thisisourtechnicaldirector.Legaladviser.Theinterpreter.Andrecordpersonnel.美方領(lǐng)導(dǎo)人員：Thankyouforyourwarmreception,verypleasedtocometoChina'smostdevelopedeconomy,themostopencultureofGuangdong.IamthegeneralmanageroftheAsiaPacificregionofDisneytoysco..Iwouldliketointroduceournegotiator.Thisis,chieffinancialofficerofourcompany.Thisistechnicaldirector.Heisalegaladviserto.Ournegotiationis,andthisisourrecordkeeper.中方領(lǐng)導(dǎo)人員：GuangzhouisoneofthebiggestcitiesinChina,thecentralcityofthecountry.Ibelieveourcooperationwillbeacompletesuccess.美方領(lǐng)導(dǎo)人員：Lookforwardtoworkingwithyour中方領(lǐng)導(dǎo)人員：Okay,let'sgetstarted.Ourcompany'sinternationalreputationandbrandinfluenceyoumustunderstand.Thenegotiations,duetomycompany'sMickeyMousePlushtoysinthemarketinshortsupply,solookingforChinesetoycompaniestosampleprocessingtrade.LiPing,ourtechnicaldirector,willintroduceyoutoourproducts.美方技術(shù)人員：Pleasetakealookatoursamples.中方法律人員：Yourcompany'sbrandimageandbrandvitalitytoenjoythereputationoftheworld,Ithinkyouhavedonemarketresearch,inthesampleprocessingtrade,mycompanyissecondtononeinchina.美方領(lǐng)導(dǎo)人員：Wehavesomeknowledgeofyourstrength.ourcompanyiswillingtogiveprioritytocooperatewithyourcompany.中技術(shù)人員：Iamverypleasedtohavetheopportunitytocooperatewithyourcompany,althoughwehavenotdealtwithbeforethetwocompanies,buthavemutualunderstanding.Mycompany'sproducts,notonlyintermsofqualityimpeccable,intermsofcredibilityhasalsobeenconsistentwithcustomers.美記錄人員：Thesampleofourcompanyismadeofhigh-gradetowelvelvetfabric,thequalityandcredibilitymustbenecessary,atthesametime,thepriceshouldbereasonable,Idonotknowwhatyouroffer?中領(lǐng)導(dǎo)人員：就目前中國的行情來報(bào)價(jià)，工繳費(fèi)：25元/中領(lǐng)導(dǎo)人員：QuoteonthecurrentChinesemarket,thepublicpayment25/美領(lǐng)導(dǎo)人員：Youarejoking,theinternationalaveragepriceisonly12yuan/only,yourpriceistoohigh.中財(cái)務(wù)人員：12元/只？這是很久以前的行情了吧。（感到意外，語氣要強(qiáng)）貴中財(cái)務(wù)人員：12yuan/only?Itwasalongtimeago.Youhavetovisitmeyesterdayonbehalfofthecompany'sproductionworkshop,ourcompanyproductionequipmentandprocessingtechnologyaretheinternationalfirst-classlevel,inChinesenosecondcompaniescanbecompared,wewanttotakeyourcompany'sinternationalreputation,qualityandprocessingtechnology,itcertainlyrequiresfirst-class.美財(cái)務(wù)人員：Weacknowledgeyourcompany'sfirst-classprocessingtechnology,butthepriceof25yuan/only,wereallycannotaccept.（CQC）ISO9001質(zhì)量管理體系認(rèn)證；ISO14000環(huán)境管理體系認(rèn)證；HSPMQC0800003C認(rèn)證。這些條件中技術(shù)人員：OurChinaiscurrentlythemoststrengthanddevelopmentpotentialoftheanimationcultureindustrygroupcompany,aprofessionaltalentteam;bytheGermanRhineTechnologySupervisionCompany(TUV)andChineseQualityCertificationCenter(CQC)ISO9001qualitymanagementsystemcertification;ISO14000environmentalmanagementsystemcertification;IECQHSPMQC080000managementsystemcertification,hasbeenChinathefirstelectrictoys3Ccertification.Theseconditionsarebeyondthereachofothercompanies,andIhopeyouwillconsiderit.美領(lǐng)導(dǎo)人員：TherearealotoftoysprocessingenterprisesinChina,andthereisacertainguaranteeinquality.中領(lǐng)導(dǎo)人員：Ibelievethatyouarewithsincerity,consideringyoursincerityandwearetogetherforthefirsttime,wewouldliketoproceedfromthelong-term,giveyourcompanyoffer23yuan/only,thisisthebiggestconcessionwecanmake.15元/只的價(jià)格，這已經(jīng)比國際一般水平高很多了。美方領(lǐng)導(dǎo)人員：Itseemsthatyoursincerityisnotenough,consideringyourgoodproductionequipmentandtechnicallevel,wearewillingtoacceptthepriceof15yuan/only,whichhasbeenmuchhigherthantheinternationalaveragelevel.中方領(lǐng)導(dǎo)人員：23元/只已是我方能夠接受的最便宜的價(jià)格了，在此基礎(chǔ)上不能中方領(lǐng)導(dǎo)人員：Ihaveonly23yuan/squarecanacceptthecheapestprice,onthisbasiscannotgofurther,Ihopeyourcompanyfromthepointofviewofallaspectsofprocessingtechnologyandproductqualityofproducts,acceptthisprice.美法律人員：Our15yuan/onlythepriceisnotlow,youalsoknowthatthereareanumberofothercompaniesarealsoworkingwithmycompanytonegotiate,ifyourcompany'ssincerityisnotenough,Iamafraidthecooperationbetweenuswillbedifficulttocontinue.美方財(cái)務(wù)人員：Youalsoknowmycompany'sinternationalreputation,ifyourcompanyissincere,ourcompanyiswillingtoestablishlong-termcooperativerelationshipwithyourcompany,intheorderofthenumberofyourcompanydonothavetoworryabout.中方領(lǐng)導(dǎo)人員：不知貴公司這次合作的訂單量是多少？（迂回前進(jìn)策略中方領(lǐng)導(dǎo)人員：Theothersideofthedemandismorethantheaveragepartnerto23yuan/onlyoffer,ourprofitistoolittle.Asyouknow,inChina,thecostofrawmaterials,labor,andtheappreciationoftherenminbi,itisdifficulttoreducethecostofourcompany.Idonotknowhowmuchtheamountoftheorderofthis40000件/批，10美方領(lǐng)導(dǎo)人員：Expected40000piecesbatch,the10中財(cái)務(wù)人員：Theothersideofthedemandismorethantheaveragepartnerto23yuan/onlyoffer,ourprofitistoolittle.Asyouknow,inChina,thecostofrawmaterials,labor,andtheappreciationoftherenminbi,itisdifficulttoreducethecostofourcompany.18元/只的價(jià)格，這是我方能夠接受的最高價(jià)格。美方領(lǐng)導(dǎo)人：Youhaveadmittedthatweareinhighdemand,consideringthedifficultiesinyourcosts,wearewillingtoacceptthepriceof18yuan/,whichisthehighestpricewecanaccept.中技術(shù)人員：18元/只的價(jià)格？我方毫無利潤，在原材料質(zhì)量方面貴公司不用擔(dān)中技術(shù)人員：18yuanonlyprice?Wedonothaveanyprofit,youdon'thavetoworryaboutthequalityofrawmaterials.Iguaranteethatthecompanyfullyinaccordancewiththerequirementsofyourprocessing,theuseofimportedtowelvelvetfabricproduction,andallareharmlesstothebodyofenvironmentallyfriendlyInthecaseofsamples,yourcompanymustcomplywithourrequirements,ourcompanywillbeaccepted,butintermsofprice,youstillhavetomakeconcessions.中方領(lǐng)導(dǎo)人：Forthesuccessofourcooperation,inordertoshowsincerity,tothesizeofourcompany,wearewillingtousetheproductionefficiencyadvantagetomakeupforthecost,giveyourcompany21yuan/onlyoffer.Thisisthelowestpricewehaveevermade.美財(cái)務(wù)人員：Wehavelearnedthatyourcompanyissincereandwillingtocooperatewithus,butitisnotunreasonableforustokeepthepricedown.Thisisthepricequotedbyseveralothercompanies.12批，但20元/只。美方領(lǐng)導(dǎo)人：Consideringyoursincerityandlong-termcooperation,wewouldliketoincreasethequantityoftheordertothe12lot,butaskyoutoreduceyourprice中方領(lǐng)導(dǎo)人：Nowthatyouhaveincreasedthequantityofyourorder,weaccepttheterms,butwerequirethattheRMBbeusedasthecurrencyofthebill.Otherwise,wecannotacceptyourrequestforareductioninprice.美方領(lǐng)導(dǎo)人：Wearewillingtoacceptthisconditiononthebasisofyourcooperation.中方財(cái)務(wù)人員：Nowthatwehaveagreedontheprice,let'stalkaboutthepaymentmethod.Whatarethemostcommonformsofpaymentforyourpartnerandyour美方技術(shù)人員:Atpresent,weareworkingwithyouinthisfieldforthefirsttimein50%，我方再進(jìn)行加工生產(chǎn)。中方領(lǐng)導(dǎo)人:Ourproposalisthatyoupayinadvancethetotalamountoffootwereprocessing.Nowthatwearepartners,wearewillingtomakeconcessionsinaccordancewiththeprincipleofmutualbenefit,youpayatotalof50%ofthetotalcontribution,wereprocessing.美方記錄人員：Wehavesomedoubtaboutyoursincerityandyourrequestdoesnottakeintoaccountourfinancialpressure.中記錄人員：Asfarasyourstrengthisconcerned,ourrequestwillnotaffecttheoperationofyourcompany.美財(cái)務(wù)人員：Pleasereviewourfinancialstatements.中財(cái)務(wù)人員：Ifyoudon'tagreetoourplan,whatisyourrequest?50%工繳費(fèi)，再進(jìn)行下一輪生產(chǎn)。美財(cái)務(wù)人員：Onthecontrary,wehopethatthegoodscanbeprocessedinyour6batch,andthepaymentofthe50%workwillbepaidafterthecompletionofthe中法律人員：Yourtermsaretooharsh,the6batchofgoodswilltakeupmostofthefundsofourcompany,willhaveanadverseimpactontheoperationofthecompany,wecannotguaranteethenormalproduction.美方領(lǐng)導(dǎo)人員：Youcanalsounderstandourdifficulties.Ourproposalisforyou.Weareallingoodfaith.Whatdoyouthinkofit?中領(lǐng)導(dǎo)人員：Thatbeingthecase,thenwewillcomeupwithgreatersincerity,werequireworkerstopayinstallments,buteachbatcharepaidtopayforproduction.美方領(lǐng)導(dǎo)人員：Wearenotinapositiontoacceptyourrequest.Wehopethattheothersidewillconsideritcarefullyandputforwardafeasibleplan.中方領(lǐng)導(dǎo)人員：Wewouldliketotakeastepback,youwillbepaidinadvanceforeachbatchof60%workers,theremainingpartoftheinspectionwithin5daysafterdelivery,theamountofmoneytothenextbatchofproductsaftertheproductionandprocessing.Asastrongcompany,wearelookingforwardtoourdifficulties.Thisisthebestwaytoensurethenormaloperationofourcompany.20%5天內(nèi)交付。美方法律人員：Wecanunderstandyourdifficulties,butyourconcessionissmall,wecanacceptaminimumof20%foreachbatchofthefirstpayment,theremainingpartoftheinspectionwithin5daysafterdelivery.35%工繳費(fèi)。Itseemsthatyouarenotreallyawareofourdifficulties.Thereasonwhyweputforwardthe60%paymentinadvanceisthatwecannotgobacktothedifficultiesinconsideringthepurchasepriceofrawmaterials,thecostofmanagement,thecostofthestock,thewagesandsoon.GeneralmanageroftheUnitedStates:thenwewillmakeaconcession,eachbatchof35%prepaid.55%中方領(lǐng)導(dǎo)人員：Ourminimumacceptancelimitis55%workersper15%5%Wehavemade15%concessions,butyouonlymakeaconcessionof5%,whichisunfair.50%5天內(nèi)交付。中方領(lǐng)導(dǎo)人員：Thisisnotfairandunfair,weletmeeverystepistotryourbesttoconsiderpossible,wearetogetherforthefirsttime,thelasttimewemadeconcessions,themanagementexpensededuction,weaccepteachbatchofprepaidfees50%,delivered5daysafterinspectionwithintheremainingpart.美方領(lǐng)導(dǎo)人員：（討論一下）美方領(lǐng)導(dǎo)人員：Wearewillingtoacceptthisconditiononthebasisofyour中方領(lǐng)導(dǎo)人員：HowdoyoufeelaboutthepaymentbyL/美方領(lǐng)導(dǎo)人員：Weaccept.124000020元/只，采用信用證支中方領(lǐng)導(dǎo)人員：OurtalksreachedaconsensusfromyourcompanytosampleprocessingcoupleMitchMiniplushtoys12batches,eachbatchof40000,RMBdenominatedprice20yuan/only,bymeansofcredit,youhavenoobjection?美方領(lǐng)導(dǎo)人員：No中方領(lǐng)導(dǎo)人員：Thisnegotiationtalkingisverysuccessful,wewilltalkabouttheothermattersofcooperationnexttime.美方領(lǐng)導(dǎo)人員：Good（此時(shí)雙方法律人員互換合同協(xié)議書，并交由雙方領(lǐng)導(dǎo)人簽字，一起鼓掌。12016101131.431.76億美27.45億美元。131.42135.123%。31.7635.3410%。1.10.9516%若以年度計(jì)算，2016財(cái)年，華特迪士尼公司營收為556.32億美元，較去年上漲6%,凈93.91億美元,12%17%。156.5858.26243.8643.611%318.1117.832%412.8715.4217%445.25473.23億美元，略低于細(xì)分市場(chǎng)，歐洲業(yè)績減少較多，歐洲游客數(shù)量減少約10%，歐元貶值拉低營收。而咱們6%556億美元。12%94億美元。17%5.731.10.9516%?？鄢绊懣杀容^性項(xiàng)目后556.326%。附件二（中英文法律合同簽約時(shí)間：2017年5月18ContractNo:SigningDate:TheBuyer:TheWaltDisney買方：Address:Burbank,CaliforniaintheUnitedTel：(818)560-電話：(818)560-TheSeller:GuangdongAustrianflyinganimationcultureLimitedbyShare賣方:廣東奧飛動(dòng)漫文化股份有限公司Address：GuangzhouCityPlaza,CityAvenue,Guangzhou 0754-電話 0754-ThisContract,madeoutbyandbetweentheBuyerandtheSeller,wherebytheBuyeragreetobuyandtheSelleragreetoselltheunder-mentionedcommodityaccordingtothetermsandconditionsstipulatedbelow.(Accordingtothepracticalpriceofinvoice)（根據(jù)發(fā)票的實(shí)際金額）商 規(guī)UnitPrice)（人民幣Amount（人民幣MitchMiniplushTOTALVALUE:C.I.F.GUANGCOUNTRYOFORIGINANDMANUFACTURER:Guangzhou Avenue,GuangzhouGuangdongAustrianflyinganimationcultureLimitedbyShare原產(chǎn)地和制造商：廣州市廣州大道北新達(dá)城廣場(chǎng),TRANSPORTATION:MarinecontainerTobepackedbynewstrongwoodencasessuitableforlongdistanceoceantransportationandwellprotectedagainstdampness,moisture,shock,rustandroughhandling.TheSellershallbeliableforanydamageofthecommodityandexpensesincurredonaccountofimproperpackingandforanyrustdamageattributabletoinadequateorimproperprotectivemeasurestakenbythesellersinregardtothepacking.SHIPPINGTheSellershallmarkoneachpackagewithfacelesspaintthepackagenumber,grossweight,netweight,measurementandthewordings:"RIGHTSIDEUP","HANDLEWITHCARE","KEEPAWAYFROMMOISTUE",andtheshippingmark.賣方應(yīng)在每件包裝箱上用不褪色的油漆刷TIMEOFTRANSPORTATION:BEFORE裝貨時(shí)間：20141130PLACEOFTRANSPORTATION:PLACEOFDESTINATION:California，UnitedStatesofTobecoveredbytheSellerfor110%(onehundredandtenpercent)oftotalcontractvalueagainstALLRisks.110%ByL/C.ThepaymentshallbeeffectedafterreceiptthecontractgoodsandthedocumentstipulatedinClauseDOCUMENTFORThesellershallpresentfollowingdocumentstoBuyertoeffecttheTwocopiesofCommercialTwocopiesofPackingThreecopiesofCertificatesofQualityissuedbyOnecopyofcertificateofOnecopyofHealthAfillingcertificatefromFumigationCertificateorNon-woodPackingMaterialTherelevantinsurancepolicywhichbecovered110%ofthetotalcontractvalueagainstALLRFivecopiesoflabels(frontandIncaseofbyseatransportation,thesellershallsendsimultaneouslywithshipmentonecopyeachoftheabovementioneddocumentstoXXXCO.LTD.原產(chǎn)地證一份（正本衛(wèi)生證一份（正本110%標(biāo)簽五份（正面、背面xxxDATEOFThedateofBillofLadingshallberegardedastheactualdateofGUARANTEEOFTheSellerguaranteethatcompliesinallrespectswiththequalityandspecificationsstipulatedinthisContract.Thesellerguaranteesthatchoosetherightmeansoftransportationwillbethegoodsarrivedattheportofdestination.(1)Suchasthequalityofthegoodsinconformitywiththecontractandspecification,thebuyerofthecommodityinspectionbureaushouldbeinvitedforinspection,andshallhavetherighttoclaimagainsttheselleraccordingtoareportissuedbythecommodityinspectionbureauIncasethattheSellerareliableforthediscrepanciesandaclaimismadebyBuyerwithinthe-limitofinspectionandqualityguaranteeperiodasstipulatedinClause14ofthisContract,theSellershallsettletheclaimupontheagreementoftheBuyersinoneorthecombinationofthefollowingways:AgreetotherejectionofthegoodsandrefundtotheBuyersthevalueofthegoodssorejectedinthesamecurrencyascontractedherein,andtobearalldirectlossesandexpensesinconnectiontherewithincludinginterestaccrued,bankingcharges,freight,insurancepremium,inspectioncharges,storage,stevedorechargesandallothernecessaryexpensesrequiredforthecustodyandprotectionoftherejectedgoods.Devaluethegoodsaccordingtothedegreeofinferiority,extentofdamageandamountoflossessufferedbytheBuyers.TheclaimsmentionedaboveshallberegardedasbeingacceptediftheSellersfailtoreplywithin30daysafterreceivingtheBuyers'claim.1430天內(nèi)沒有答復(fù)將被認(rèn)為接受上述索賠。FORCEThesellershallnotbeheldresponsibleforthedelayinshipmentornon-deliveryofthego