國際商務(wù)談判劇本

1、商務(wù)談判劇本總經(jīng)理：sfgX 公司副總理:dfgdfg財務(wù)總監(jiān)：dfg財務(wù)總監(jiān)：xcv Chief Financial Officer市場部部長：ddd采購部部長：vbcfgdMarketing Planning Div Director秘書：gggg Purchasing department minister secretary法律顧問：zvgg法律顧問：dfgbxc legal adviser 技術(shù)總監(jiān)：gfxb chief technology officer翻譯：gzc翻譯：xcv TRANSLATOR談判記錄：中方總經(jīng)理：歡迎來自美國的亞歷山大公司的各位談判代表來昆明進行業(yè)務(wù)洽談，

2、我是昆明絲綢公司的總經(jīng)理石鳳超，首先，由我來介紹我方的談判代表，這位是，這位是Welcome from the American Alexander companies fellow negotiator to Kunming business negotiations I am Kunming silk company general manager Shi Feng chao first of all let me introduce our negotiators this is this is外方副總：我是美國 X 公司副總?cè)A文。下面由我來介紹我方談判代表。這位是，這位是I was t

3、he United States Alexander of company vise general Chinese. Here let me introduce our negotiators. This is this is中方總經(jīng)理：貴方代表從美國遠道而來，我相信貴方有這個誠意完成這次洽談。充分證明你方有意購買我方產(chǎn)品。 Your representatives from the United States to I believe you have the sincerity to complete the negotiations. Fully proves that you are

4、 interested in buying our products.外方副總：這次我們再次來到貴國是帶著百分之百的誠意來的，我們渴望能最終達成共識，建立長久合作關(guān)系。This once again we came to your country with one hundred percent sincerity we would eventually reach a consensus the establishment of long-term cooperative relations.中方總經(jīng)理：（微笑點頭）好的，那么我們開始吧！Ok lets begin（外方副總點頭同意）外方副總

5、：我方了解到貴公司擁有目前亞洲最大的絲綢生產(chǎn)基地，我方此次慕名前來就是為了采購一批品質(zhì)優(yōu)良的絲綢。那么，就請貴方詳細介紹一下吧！ We understand that your company has Asias largest silk production base our thisMuming come here to purchase a number of good quality silk. So ask you to introduce 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)的絲綢：我公司生產(chǎn)的絲綢是我公司下屬專門研究所的科技人員通過十幾年努力，掌握了先

6、進生產(chǎn)技術(shù)，其品質(zhì)特點的獨有性具有國際領(lǐng)先水平。Here let me as we introduced our silk production: our company is the production of silk is our company under the special Institute of scientific and technical personnel through the efforts of more than 10 years mastered the advanced production technology its quality character

7、istics unique to a leading international level.外方副總：那么，請貴方再詳細介紹一下您方絲綢在生產(chǎn)指標(biāo)方面的詳細情況！So please you more information about your silk production index in detail市場部部長：關(guān)于這一點我方可以非常負責(zé)的說我們絲綢產(chǎn)品的 pH 值、甲醛含量、耐汗?jié)n色牢度等基本安全指標(biāo)以及耐光色牢度、水洗尺寸變化率等重要性能指標(biāo)都是嚴格符合國家紡織產(chǎn)品基本安全技術(shù)規(guī)范的要求的。On this point we can very responsible said our

8、 silk products formaldehyde content pH value color fastness and other basic safety indicators and color fastness dimensional change rate and other important performance indicators are in strict compliance with the national textile product basic safety technical specifications requirements.市場部部長：請大家看

9、相關(guān)資料。（秘書起立分發(fā)資料）我公司根據(jù)國家質(zhì)量技術(shù)監(jiān)督局制定的關(guān)于絲綢的購銷等級的規(guī)定，將絲綢劃分為特級、一級、二級共三個等級。各等級在設(shè)計、色彩、手感等均有不同的規(guī)定。不知道貴公司對哪種品質(zhì)的產(chǎn)品感興趣呢？Please look at the data. the rose to distribute information my company according to the State Bureau of quality and technical supervision on the development of silk of the purchase and sale level

10、 specified the silk is divided into super a grade two a total of three grades. Each grade in the design color feel have different regulations. Your company does not know to what kind of quality products of interest外方技術(shù)總監(jiān)：（向副總點頭示意）外方副總：看來貴公司提供的特級絲綢產(chǎn)品很符合我方的采購要求，請問貴方報價如何？ It seems your company to provi

11、de extra silk products are in conformity with our purchase requirements would you offer市場部部長：不知貴公司此行的采購計劃（故意停頓） do not know your company s procurement plan . . Pause deliberately 外方采購部部長：我方暫定采購特級絲綢 60000 碼，目的港為美國紐約港，時間為 2012 年6 月 15 日之前。 Our tentative purchase extra silk60000 yards the port of desti

12、nation for the United States of New York port in time for the June 15 2012.中方財務(wù)總監(jiān)：我方關(guān)于特級絲綢的報價是usd5.36/YD，F(xiàn)OB shanghai Im about superfine silk price is usd5.36/YD FOB Shanghai外方財務(wù)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 4.2 美元/碼，況且，你方的絲綢并無特殊之處。 According to our companies long-term international procurement prices t

13、he average price of only 4.2/ code moreover your silk no unique.分享到市場部部長：國際上普遍認為絲綢質(zhì)感優(yōu)于國際上的任何品種，品質(zhì)保證。請看。（示意）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)的絲綢品質(zhì)明顯高于其他品種。Internationally recognized as international silk texture is better than any variety quality assurance. Please see. of then we will use your co

14、mpany sold the old varieties comparison. Please see sketch . Obviously we produce silk quality was significantly higher than other varieties.外方副總：（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。 Mr. XX our price is very reasonable. 。外方技術(shù)總監(jiān)：貴方的絲綢質(zhì)感真的很不錯，只是我方對貴公司的報價稍有異議。 Your texture of silk is really good but I

15、 in your quotation slightly disagree.中方總經(jīng)理：很高興貴方能喜歡我方的絲綢，針對價格我們可以進一步協(xié)商。Very glad you like our silk the price we can be further consultations.外方采購部部長：聽說貴方這一批的絲綢早已出產(chǎn)，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。 I heard you such a batch of silk is produced if not as soon as possible

16、to find sales channels so you assume the costs and risks will be greater. I believe our huge sales network and a mature marketing skills will be able to give you some 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絲綢經(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)的所有絲綢需求市場。我方也希望通過貴公司將我公司的絲綢推向國際市場。 Thank you for us

17、 to be very careful in reckoning. We never doubt your ability .As we know your company is the worlds largest silk dealers. Sales surface coverage including the European Union the United States Japan and other countries and regions all silk market demand. We also hope that through your company will b

18、e my companys silk to the international market.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 5.26 美元/碼。Considering our mutual needs table sincerity we are willing to original price falls to 5.26 dollars / code.外方財務(wù)總監(jiān)：僅僅讓 0.1 美元？從各方面來看，感覺有些不合理。、 Just let us 0.1 From various aspects feeling some unreasonable. 中方

19、財務(wù)總監(jiān)：那么貴方認為什么樣的價格才算合理呢？Then what price is it reasonable 外方財務(wù)總監(jiān)：我方認為最合理的報價應(yīng)該是 4.3 美元/碼。希望貴公司能夠考慮考慮吧。 I think the most reasonable price should be 4.3dollars / code. Hope that your company can consider it. 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)于絲綢的采購問題。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，根本不可能得到像我方這樣大的供應(yīng)

20、量。（動作） Your price is not reasonable To tell you the truth there are many foreign vendors for being with me to negotiate the procurement issues on silk. And they offer superior than you. Moreover if you in other place buy dont be like me so much supply. Action外方采購部部長：即便如此，貴方的報價也應(yīng)該具有參考性吧？我方的提出的價格是有根有據(jù)

21、的。根據(jù)目前市場情況來看，中高檔絲綢平均價格應(yīng)該在 4.4 美元/碼。 Even so your quotation should be with reference Our offer is valid. According to the current market situation high-grade silk average price should be4.4 dollars/ code.中方財務(wù)總監(jiān)：4.4 美元？不知貴公司是從何處采購到如此便宜的高檔絲綢呢？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），絲綢的平均價格也在 4.9 美元以上，貴方這樣擬算的報價

22、實在讓我們很為難。（外方沉默） 4.4 dollars I do not know your company is from where to buy such expensive high-end silk We also had statistics according to Chinas official website disclosure of reliable information see screen of silk average price is more than 4.9 you so to calculate price is let us very embarrass

23、ed.外方副總：石總，4.7 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？Stone total 4.7. What do you think It is our to be able to withstand the highest price exceed this price is not in my power to decide. Do you agree to 。中方談?wù)撨^程中。中方總經(jīng)理：雖然貴方已經(jīng)做出了一定的讓步，我們也足夠感受到對方的購買誠意，但是此價格我方仍然難以接受。在經(jīng)過我方討論之后，我們決定以 4.

24、9 美元/碼的報價，并以 FOB成交。當(dāng)然我方能一次性為貴方提供 60000 碼的絲綢。要知道，我方此次的報價可是市場上罕見的低價??！希望貴公司能夠接受我們的報價，建立長久的合作關(guān)系。同時這次合作能否成功關(guān)鍵在你方是否可以做出進一步的讓步，因為我方已經(jīng)做出最大的讓步了。 Although you have made certain concessions we also feel enough to each other to purchase invite but we still find it difficult to accept this price. After our discu

25、ssion we decided to offer4.9 dollars / code and FOB transaction. Of course I can disposable to provide you with60000 yards of silk. You know I this offer is on the market the infrequent low ah Hope you can accept our offer to establish long-term cooperative relations. At the same time this cooperati

26、on whether successful key in whether you can make further concession because we have the largest concessions. 。外方交頭接耳考慮幾分鐘之后。外方副總：好的，既然如此，我方愿意為了建立長久合作關(guān)系做出犧牲，再一次讓步，同意該價格，同時在對包裝、運輸?shù)葐栴}需要再進一步討論。Well if so we would like to establish long-term cooperative relationship sacrifice once again agreed to the pr

27、ice concessions at the same time for packaging transport and other issues need to be further discussed.外方采購部長：我方希望在包裝方面我方希望采用小型紙箱包裝，標(biāo)簽和包裝按DB440300/T242 的規(guī)定執(zhí)行，班輪運輸采用 20尺集裝箱裝船。 I hope that in the packaging we hope to adopt small carton packaging labeling and packaging according to the provisions of DB

28、440300/T242 using 20 container liner shipping.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，產(chǎn)品共計 60000 碼，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。（副總點頭）I agree. Transport by liner disposable arrived a total of 60000yards respectivelyallowing5 more or less chosen by the buyer or at contract price.外方技術(shù)總監(jiān)：關(guān)于檢驗，我方希望采用在中國上海港檢驗檢疫局初檢，

29、在美國紐約港口局復(fù)檢的方式。 On inspection we hope to adopt in the Chinese port of Shanghai inspection and quarantine bureau examination in the United States New York Port Bureaure-inspection way.中方法律顧問：我方同意。這是我國制定的關(guān)于絲綢出口檢驗檢疫標(biāo)準(zhǔn)。 I agree. This is our country formulated on silk export inspection and quarantine stan

30、dards外方技術(shù)總監(jiān)：這是我國的進口絲綢檢驗檢疫標(biāo)準(zhǔn)，為確保萬無一失，也請貴方嚴格按照標(biāo)準(zhǔn)的規(guī)定進行核查。（雙方交換檢驗檢疫標(biāo)準(zhǔn)）This is our country imported silk inspection and quarantine standards to ensure that no danger of anything going wrong please you in strict accordance with the standards for verification. Both sides exchange of inspection and quaranti

31、ne standards 外方技術(shù)總監(jiān)：（邊看邊點頭）看來貴國對紡織品的檢驗要求十分嚴格，我方也相信貴方在檢驗方面不會存在任何問題。 It seems your testing requirements are very strict we also believe that you will not have any problems in the examination.中方法律顧問：請貴方放心，我方出口的絲綢質(zhì)量上乘，我相信我公司的絲綢一定能滿足貴國的檢疫要求。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，您覺得怎么樣 You may rest ass

32、ured our export silk quality I believe that my company silk will certainly be able to meet your requirements for quarantine inspection. In order to let you rest assured I promise if pass the quarantine we is willing to bear all the responsibility and in accordance with the provisions of compensation

33、 for your loss how do you feel外方技術(shù)總監(jiān)：貴方真是爽快，我方對此十分滿意，也充分相信貴方.絲綢的質(zhì)量。 You are really nice our satisfaction fully believe you.silk quality.中方法律顧問：但我方希望貴方在貨物到達紐約港口 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)。But I hope you in the arrival of the goods at the port of New York for 48hours for a retest exceed t

34、he testing period but not to carry on the inspection the consequences liability is assumed by us.外方法律顧問：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)合國國際貨物買賣合同公約，由本合同發(fā)生的或與本合同有關(guān)的任何爭議、爭端或請求，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)合國國際貿(mào)易委員會仲裁規(guī)則，并由國際商會仲裁院予以解決。Yes I agree. On the performance of the contract and claim for compensa

35、tion we hope that with your contract with the United Nations Convention on Contracts for the international sale of goods by the contract or in connection with this contract dispute or request or in connection with the present contract breach termination or failure should according to the effective U

36、nited Nations International Trade Arbitration Rules of the Commission and by the ICC International Court of arbitration to resolve.中方法律顧問：我方同意，但是公約中沒有規(guī)定的事項應(yīng)當(dāng)適用中國大陸相關(guān)法律。不知貴方有無異議？ I agree but the Convention does not require the matter should be applicable to China laws. I wonder if you have no objecti

37、on外方法律顧問：我方同意貴方的提議。 I agree to your proposal中方法律顧問：同時，我方希望銀行在議付貸款時扣除不可抗力因素造成的違約金。 At the same time we hope that in the negotiation bank loan deducted from force majeure factors of breach of contract damages.外方法律顧問：好的，我方同意。 Yes I agree.中方總經(jīng)理：下面由我方秘書總結(jié)此次談判的結(jié)果。 The following summary by US Secretary of this negotiation result.中方秘書：下面由