模擬商務(wù)談判劇本雙語版-2

1、模擬商務(wù)談判劇本雙語版-2中美永興冰糖橙貿(mào)易商務(wù)談判劇本8郴州冰糖橙果業(yè)發(fā)展有限公司Chenzhou Bing Tang Cheng Fruit IndustryDevelopmentCompany總經(jīng)理：張佳General Manager ： Zhangjia財(cái)務(wù)總監(jiān)：李冬冬CFO:Li Dongdong法律顧問：湯春桃Counselor:Tang Chuntao銷售部長(zhǎng)：羅旭CTO: Luo Xu翻譯：李明英Interpreter:Li Mingying美國(guó)COC(®際有限公司COCO International Limited Company亞洲區(qū)副總經(jīng)理: 覃蕭鈺Deputy

2、 General Manager of Asia: 財(cái)務(wù)總監(jiān)：周璐Chief financial officer:法律顧問：唐蔚l Legal Counselor:采購(gòu)部部長(zhǎng)：鄒彧霞Procurement Minister:翻譯：沈夢(mèng)婷Interpreter: Cherry中方總經(jīng)理：歡迎來自美國(guó)COCO 國(guó)際有限公司的各位談判代表來湖南郴州進(jìn)行業(yè)務(wù)洽談，我是郴州冰糖橙果業(yè)發(fā)展有限公司的總經(jīng)理張佳，首先，由我來介紹我方的談判代表，這位是我方財(cái)務(wù) 總監(jiān)李冬冬女士，這位是我方法律顧問湯春桃女士，這位是我方技術(shù)總監(jiān)羅旭女士。CGM: Welcome negotiators coming from C

3、OCO International Limited to Chenzhou for conducting the business negotiation. I am the General Manager ofChenzhou Bing Tang ChengFruitIndustry Development Company. First,let me introduce ournegotiators.This is our CFO Mrs Li, t his is our Counselor,Mrs Tang , and this is our CTO Mrs Luo.I am Interp

4、reter,Li Mingying.美方副總：非常高興來到美麗的郴州。我是美國(guó)COCO 國(guó)際有限公司中國(guó)分公司的副總經(jīng)理。 下面由我來介紹我方談判代表。這位是我方財(cái)務(wù)總監(jiān)周璐女士，這位是我方法律顧問唐蔚女士，這 位是我方采購(gòu)部部長(zhǎng)鄒彧霞女士。DGM:I mvery pleased to come to the beautiful city Chenzhou. Im COCO International Limited Companys Deputy General Managerof Asia 覃蕭鈺 .Now,let me introduce our delegates. This is C

5、hief financial officer 周璐 .This is legal Counselor 唐蔚 .This is Procurement Minister 鄒玉 霞。中方總經(jīng)理：貴方代表從美國(guó)遠(yuǎn)道而來，郴州驟然的氣候變化還適應(yīng)嗎？CGM:Coming from America ,have you being adapted to the changeable climate ?美方副總：一切都好！郴州氣候宜人，山清水秀。 “福城”的美譽(yù)果真名不虛傳。DGM： Everything is well! Chenzhou is a place with pleasant weather

6、and beautiful scenery. The reputation of"Land of Blessed" is really well-deserved.中方總經(jīng)理：覃女士過獎(jiǎng)了。希望我們此次談判也能夠讓雙方如此滿意！CGM: Mrs Qin, It is overpraised.We just hope that we can also enable both parties in the treaty!美方副總：當(dāng)然會(huì)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

7、笑點(diǎn)頭）好的，那么我們開始吧！CGM: Okay, so here we go!（美方副總點(diǎn)頭同意）中方法律顧問：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2010年國(guó)際貿(mào)易術(shù)語解釋通則，不知覃女士是否同意？CGM: First of all,as to this consultation,we go forInternational Rules for the Interpretation of Trade Terms 2000>>.Does any demurrer exist,Mrs Qin?美方副總：當(dāng)然可以。DGM:Of course not.（中方總經(jīng)理點(diǎn)

8、頭，并示意對(duì)方開始。）美方采購(gòu)部：我方了解到貴公司擁有目前中國(guó)最大的冰糖橙種植基地，而且你們所獨(dú)有的永興冰糖橙名 傳四海。我方此次慕名前來就是為了采購(gòu)一批品質(zhì)優(yōu)良的永興冰糖橙。那么，就請(qǐng)貴方詳細(xì)介 紹一下吧！DGM: We have informed that your Company owe the most tremendous Yongxing Orange planting base in Asia.While among all the varieties , Yongxing is the most celebrated brand. Therefore,we come here

9、to purchase a branch of good quality of Yongxing Orange . So, please describe it in detail!中方銷售部長(zhǎng)：下面容我為大家具體介紹我方生產(chǎn)的永興冰糖橙：我公司生產(chǎn)的永興冰糖橙是郴州自然 資源研究所科技人員通過十幾年努力，從中國(guó)南方所有冰糖橙產(chǎn)地選育出來的稀世優(yōu)良品種， 加上永興獨(dú)有的地理位置和獨(dú)特的氣候條件，使其品質(zhì)具有國(guó)際領(lǐng)先水平。每100g果肉中含有維C500毫克，被譽(yù)為“維C之王”。CMM: Next,let me introduce our Yongxing Orange.our products

10、of Yongxing Orange was selected from rare unparalleled wild species vegetating in Southern area of China through more than ten years of hard work of Chenzhou Institute of Natural Resources ' scientiststs an international leading level in the unique characteristics of it ' s qualOyid specialt

11、y. Containing dimensional C500mg per 100g pulp,it is known as "the King of Victoria C."美方副總：那么關(guān)于質(zhì)量認(rèn)證呢？NCTO: What about the accreditation about quality?中方法律顧問：請(qǐng)貴公司放心，我們的產(chǎn)品已獲得農(nóng)業(yè)部頒發(fā)的無公害農(nóng)產(chǎn)品認(rèn)證證書。關(guān)于產(chǎn)權(quán)，貴方完全不必?fù)?dān)心。CCTO: Please rest assured that about it.Our product has got the certification of food

12、quality and safety system. As for the property rights, you do not have to worry about!美方副總：看來貴公司的生產(chǎn)是值得信賴的，很符合我方的采購(gòu)要求，請(qǐng)問貴方報(bào)價(jià)如何？NDGM: It seems that it ' trustworthy of your production .And your company's Yongxing Orange product is in line with our procurement requirements.How about your quoted

13、 price?中方財(cái)務(wù)總監(jiān)：不知貴公司此行的采購(gòu)計(jì)劃（故意停頓）CCM: I do not know your company's procurement plan for this trip美方采購(gòu)部部長(zhǎng)：我方暫定采購(gòu)永興冰糖橙2000公噸，目的港為美國(guó)阿姆斯特丹港，到達(dá)時(shí)間為 2015年2月15日之前。NPM: Our tentative purchase Yongxing Orange 2000 tonnes.The destination is the port of Amsterdam in America.And the arrival time should be bef

14、ore February15,2015.中方財(cái)務(wù)總監(jiān)：我方的報(bào)價(jià)是 ，3800美元/公噸CIF阿姆斯特丹港。CCFO: Our offer is 3800 U.S. dollars / tonne CIF Amsterdam Port.美方副總：朋友，你是在跟我們開玩笑嗎？貴方的報(bào)價(jià)實(shí)在太高了。NDGM: Ah my friend,are you kidding with us? Your side's offer is too high.美方財(cái)務(wù)總監(jiān)：根據(jù)我公司長(zhǎng)期的國(guó)際采購(gòu)價(jià)格，平均價(jià)格也只有2000美元/公噸，況且，你方的永興冰糖橙并無特殊之處。NCFO: According t

15、o my company's long-term international purchase price, the average price is only 2000 U.S. dollars per tone. Moreover, the Yongxing Orange is not so special .中方銷售部長(zhǎng)：貴方此言差矣。國(guó)際上普遍認(rèn)為永興冰糖橙口感優(yōu)于國(guó)際上選育的任何品種，更以“軟 黃金”的美譽(yù)享譽(yù)海內(nèi)外，是無公害、出口型高檔水果的優(yōu)先選擇。CMM Your words are wrong. The international community generall

16、y agree that Yongxing Orange tastes better than any of the international breeding species, but also to " soft gold" reputation is truly a pollution-free,export-oriented high-grade fruit preference.美方副總：（沉默不言，放筆背靠椅子）美方采購(gòu)部部長(zhǎng)：貴方一味強(qiáng)調(diào)商品的優(yōu)質(zhì)性，完全忽視我方的利益?？磥恚F方還需要再考慮一下。NPM: Your side keeps emphasizi

17、ng high-quality of the goods and completely ignore our profits. It seems that your side should think over again.中方財(cái)務(wù)總監(jiān)：我方是經(jīng)過充分的考慮才報(bào)出這個(gè)價(jià)的。CCFOwe have thought it over before we gave this offer.美方采購(gòu)部部長(zhǎng)：聽說貴方這一季的冰糖橙早已成熟，收成應(yīng)該不錯(cuò)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(xiǎn)將會(huì)更大。相信我方龐大的銷售網(wǎng)絡(luò)和成熟的營(yíng)銷技能必定能夠給予貴方一 定的幫助。NPM: Heard t

18、hat your Yongxing Orange has already matured in this season,I guess the harvest should be very good! If you don t find distribution channels as soon as possible, then the cost borne by your side and risk will be even greater. I believe our vast distribution network and proven marketing skills will b

19、e able to give some effective help. 中方銷售部長(zhǎng)：謝謝貴方能為我方精打細(xì)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冰糖橙經(jīng)銷商。銷售面覆蓋包括歐盟、美國(guó)、日本等國(guó)家和地區(qū)在內(nèi)的所有冰糖橙需求市 場(chǎng)。我方也希望通過貴公司將我公司的永興冰糖橙推向國(guó)際市場(chǎng)。CMM: Thank you for your careful calculations. We also never questioned the ability of your party. We know that your company is the world's large

20、st distributor of Yongxing Orange. Your sales covers the European Union, the United States, Japan and other countries and regions all the Orange market demanding. It is also our hope that our Yongxing Orange can enter the international market through your company.中方總經(jīng)理：考慮到我們雙方的相互需求，為表誠(chéng)意，我方愿意將原報(bào)價(jià)降至35

21、00 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.美方財(cái)務(wù)總監(jiān)：我方認(rèn)為最合理的報(bào)價(jià)應(yīng)該是2100 美元/公噸。如果不能以此價(jià)格達(dá)成協(xié)議，那么很遺憾，我們就只能去其他地區(qū)看看了。NCFO: According to our opinion, the most reasonable offer should be 2100 U.S. doll

22、ars per tonne. If we can not reach an agreement at this price, then we are sorry that we can only go to other areas to hunt for deal.中方財(cái)務(wù)總監(jiān)：貴方的報(bào)價(jià)也不見得合理呀！況且，貴方如在其他地方采購(gòu)，根本不可能得到向我方這 樣大的供應(yīng)量。（動(dòng)作）CMM: Your party's offer is still not likely reasonable! Moreover,if you purchase from other company could

23、not have so much as our supply.美方采購(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？我方提出的價(jià)格是有根有據(jù)的。根據(jù)目前市場(chǎng)情況來看，中高檔冰糖橙平均價(jià)格應(yīng)該在1700 美元/公噸。由中國(guó)大陸海運(yùn)至我國(guó)東北部港口，運(yùn)費(fèi)大約為400 美元/公噸，而一般水果類產(chǎn)品的保險(xiǎn)在40 美元/公噸。這樣看來，怎么也達(dá)不到貴方剛才的報(bào)價(jià)啊！NMP: Even that, your offer should also have a referential, right? The price offered by us is actually well-founded. Acco

24、rding to the current market situation, the average price of high-grade orange should be 1700 U.S. dollars per tonne.From Chinese mainland to the northeast of our sea ports, shipping need about 400 U.S. dollars per tonne, and general insurance of fruit products is 40 U.S. dollars per tonne. In this w

25、ay, it can not be achieved just quote of your side !中方財(cái)務(wù)總監(jiān)：1700 美元？我方也進(jìn)行了統(tǒng)計(jì)，普通冰糖橙平均價(jià)格也在1800 美元。貴方這樣擬算的報(bào)價(jià)實(shí)在讓我們很為難。CCFO: 1700 dollars? We also had statistics, the average price of normal orange is more than 2,000 yuan. How can your recon the market price like that?（美方沉默）美方副總：2800 美元。您看怎么樣？這確實(shí)是我們能夠承受的最

26、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: How about 2800 U.S. dollars. This is indeed the highest price we can afford, and beyond the price is beyond my remit to decide the scope . How do you square think of it?中方法律顧問：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。如果貴方堅(jiān)持原價(jià)格，我們可以以FOB 價(jià)格成交。CGM: Although you have made con

27、cessions to some extent,.But it is still difficult of us to accept the price. If you persist in the original price, we can settle a bargain in FOB price.美方副總：那怎么行！更換貿(mào)易術(shù)語，我方堅(jiān)決不同意。不過如果貴方愿意將價(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: Oh no!How can you do that?Frankly speaking, we are strong

28、ly disagreed with the replacement of trade terms. However, if you are willing 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，

29、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，覃女士。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 公噸的永興冰糖橙。但如果貴方愿意給我們提供新媒體的宣傳，我方愿意將價(jià)格降至3300 美元/公噸。要知道，這可是市場(chǎng)上罕見的低價(jià)啊！CGM: I beg your pardon, Mrs Qin.We insist on 3,500 U.S. dollars / tonne s offer. A t the same time ,our side can only provide a one-off for your 2200 tonnes of Yongxin

30、g Orange. However, if your side is willing to 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 lo

31、w-cost market!美方副總：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! 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.

32、中方法律顧問: 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(guó)人民保險(xiǎn)公司辦理投保手續(xù)。請(qǐng)貴方放心！CGM:No problem.According to our export tradition,we will transact the policy hold procedure to People's Insurance Company of China before shipment.Don t be worried!美方副總：（點(diǎn)頭同意）那就好。DGM ： That will be okay!美方采購(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。標(biāo)簽

33、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。5%的增減幅度，由買方選擇，ZPM: Meanwhile,we wish to adopt small 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.中方財(cái)務(wù)總監(jiān)：我方同意。運(yùn)輸方面采用班輪運(yùn)輸一次性到達(dá)，允許有 增

34、減部分按合同價(jià)格計(jì)算。CGM： Yes.We agree.And Products are shipping by liner at one time,5%more or less,at Buyer s option and at contract price.（美副總點(diǎn)頭）美方采購(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: 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(jìn)行磋商吧

35、！CGM: OK. Now let s discuss the payment!美方財(cái)務(wù)總監(jiān)：我方會(huì)在簽約后10 天內(nèi)開立以貴方為受益人的不可撤銷遠(yuǎn)期信用證，以美元結(jié)算。同時(shí)，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 negotiation to your side as a long-term beneficiaries， balancing in USD. And its our turn to appoint the issuing bank and t

36、he advising bank.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,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.美方財(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.Your

37、requirement is too rigorous .It s nearly can t realized for a large amounts of money will be impropriated due to the payment at sight.中方財(cái)務(wù)總監(jiān)：但我公司規(guī)模不大，無法承受如此大的風(fēng)險(xiǎn)，希望貴方可以考慮我方的難處。CCFO: But,limited by small scale , we can not bear such a big risk.Therefore,we hope that you can consider our difficulties.美

38、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:How can we do that?But how about we all getting one step back,that s to say, 50% sight letter and the rest by D/P（Documents against Payment ）?（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 cooperati

39、on,we can accept your sight payment with breaking rules.美方副總：貴方真是爽快，我方對(duì)此十分滿意，也充分相信貴方永興冰糖橙的質(zhì)量。NCTO:We are fully satisfied with your frank, and also completely believe that your Yongxing Orange is of good quality.但我方希望貴方在貨物到達(dá)阿姆斯特丹港48 小時(shí)內(nèi)進(jìn)行復(fù)檢，超過檢驗(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: But we request that your reinspect should be progressed within 48 hours after the goods reaching the port of the Amsterdam Port.If beyond this term, we would not assume any of the resulting consequences or the responsibility.美方法律顧問：好的，我