國(guó)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(cái)務(wù)總監(jiān)： dfg財(cái)務(wù)總監(jiān)： xcv Chief Financial Officer市場(chǎng)部部長(zhǎng)： ddd采購(gòu)部部長(zhǎng)： 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(lái)自美國(guó)的亞歷山大公司的各

2、位談判代表來(lái) 昆明進(jìn)行業(yè)務(wù)洽談，我是昆明絲綢公司的總經(jīng)理石鳳超，首先，由我 來(lái)介紹我方的談判代表， 這位是， 這位是 Welcomefrom the American Alexander companies fellow negotiator to Kunming business negotiations I amKunming silk companygeneral manager Shi Feng chao first of all let meintroduce our negotiators this is this is外方副總 ：我是美國(guó) X 公司副總?cè)A文。下面由我來(lái)介紹我方談

3、判代表。這位是，這位是 I was the 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(guó)遠(yuǎn)道而來(lái)，我相信貴方有這個(gè) 誠(chéng) 意完 成這 次洽談 。充 分證 明你方 有意 購(gòu)買 我方產(chǎn) 品。 Your representatives from the United States to I believe you have the sincerity to complete the negotia

4、tions. Fully proves that you are interested in buying our products.外方副總： 這次我們?cè)俅蝸?lái)到貴國(guó)是帶著百分之百的誠(chéng)意來(lái)的， 我們渴望能最終達(dá)成共識(shí)，建立長(zhǎng)久合作關(guān)系。 This once again we cameto 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(diǎn)頭）好的，

5、那么我們開始吧！ Ok let 's begin （外方副總點(diǎn)頭同意）外方副總：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(lái)就是為了采購(gòu)一批品質(zhì) 優(yōu)良的絲綢。那么，就請(qǐng)貴方詳細(xì)介紹一下吧！ Weunderstand that your company has Asia 's largest silk production base our thisMuming comehere to purchase a number of good quality silk. So ask you to introduce in detail 中方市場(chǎng)部部長(zhǎng)： 下面容

6、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，掌握了先進(jìn)生產(chǎn)技術(shù)， 其品質(zhì)特點(diǎn)的獨(dú)有性具有國(guó)際領(lǐng)先水 平。Here let meas weintroduced our silk production:our companyis 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 a

7、dvanced production technology its quality characteristics unique to a leading international level.外方副總： 那么，請(qǐng)貴方再詳細(xì)介紹一下您方絲綢在生產(chǎn)指標(biāo) 方面的詳細(xì)情況！ So please you more information about your silk production index in detail市場(chǎng)部部長(zhǎng)： 關(guān)于這一點(diǎn)我方可以非常負(fù)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(yán)格符合 國(guó)家紡織產(chǎn)品

8、基 本安全技術(shù)規(guī)范 的要求的。 Onthis point wecan very responsible said our 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 b

9、asic safety technical specifications requirements. 市場(chǎng)部部長(zhǎng)： 請(qǐng)大家看相關(guān)資料。 （秘書起立分發(fā)資料）我公 司根據(jù)國(guó)家質(zhì)量技術(shù)監(jiān)督局制定的關(guān)于絲綢的購(gòu)銷等級(jí)的規(guī)定， 將絲 綢劃分為特級(jí)、一級(jí)、二級(jí)共三個(gè)等級(jí)。各等級(jí)在設(shè)計(jì)、色彩、手感等均有不同的規(guī)定。不知道貴公司對(duì)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 sup

10、ervision on the development of silk of the purchase and sale level 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 companydoes not know to what kind of quality products of interest 外方技術(shù)總監(jiān)： （向副總點(diǎn)頭示意） 外方

11、副總：看來(lái)貴公司提供的特級(jí)絲綢產(chǎn)品很符合我方的采購(gòu)要求， 請(qǐng)問貴方報(bào)價(jià)如何？ It seemsyour companyto provide extra silk products are in conformity with our purchase requirements would you offer市場(chǎng)部部長(zhǎng)：不知貴公司此行的采購(gòu)計(jì)劃（故意停頓）do not know your company s procurement plan . . Pause deliberately外方采購(gòu)部部長(zhǎng) ：我方暫定采購(gòu)特級(jí)絲綢 60000 碼，目的 港為美國(guó)紐約港， 時(shí)間為 2012 年 6 月 1

12、5 日之前。 Our tentative purchase extra silk60000 yards the port of destination for the United States of New York port in time for the June 15 2012. 中方財(cái)務(wù)總監(jiān)： 我方關(guān)于特級(jí)絲綢的報(bào)價(jià)是 usd5.36/YD， FOB shanghai Im about superfine silk price is usd5.36/YD FOBShanghai外方財(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 4.2 美元 / 碼，況且，你方的絲綢并無(wú)特

13、殊之處。 According to our companies long-term international procurement prices the average price of only 4.2/ code moreover your silk no unique. 分享到市場(chǎng)部部長(zhǎng)： 國(guó)際上普遍認(rèn)為絲綢質(zhì)感優(yōu)于國(guó)際上的任何品 種，品質(zhì)保證。請(qǐng)看。 （示意）那么我們就用貴公司暢銷多年的品種 進(jìn)行比較。請(qǐng)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 i

14、s better than any variety quality assurance. Please see. of then we will use your company 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(bào) 價(jià) 是 非 常 合 理 的 。 Mr. XX our price

15、is very reasonable. 。外方技術(shù)總監(jiān)： 貴方的絲綢質(zhì)感真的很不錯(cuò)， 只是我方對(duì)貴公司的報(bào) 價(jià)稍有異議。 Your texture of silk is really good but I 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(duì)價(jià)格我們 可以進(jìn)一步協(xié)商。 Very glad you like our silk the price we can be further consultations.外方采購(gòu)部部長(zhǎng) ：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(xiǎn)將會(huì)更

16、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。I heard you such a batch of silk is produced if not as soon as possible 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(chǎng)部部長(zhǎng)： 謝謝貴方能為我方精

17、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絲綢經(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)的所有絲綢需求市 場(chǎng)。我方也希望通過貴公司將我公司的絲綢推向國(guó)際市場(chǎng)。 Thank you for us to be very careful in reckoning. Wenever doubt your ability .As we know your company is the world's largest silkdealers. Sales surface coverage including the European Union the Uni

18、ted States Japan and other countries and regions all silk market demand. We also hope that through your company will be 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(chéng)意，我方 愿意將原報(bào)價(jià)降至 5.26 美元/ 碼。 Considering our mutual needs table sincerity we are willing to original price falls t

19、o 5.26 dollars / code. 外方財(cái)務(wù)總監(jiān)： 僅僅讓 0.1 美元？從各方面來(lái)看，感覺有 些不合理。、 Just let us 0.1 From various aspects feeling some unreasonable.中方財(cái)務(wù)總監(jiān)： 那么貴方認(rèn)為什么樣的價(jià)格才算合理呢？ Then what price is it reasonable外方財(cái)務(wù)總監(jiān)： 我方認(rèn)為最合理的報(bào)價(jià)應(yīng)該是 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 tha

20、t your company can consider it.中方市場(chǎng)部部長(zhǎng)： 貴方的報(bào)價(jià)也不見得合理呀！ 不瞞您說， 有很多國(guó)外銷售商正在與我方洽談關(guān)于絲綢的采購(gòu)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(gòu)，根本不可能 得到像我方這樣大的供應(yīng)量。 （動(dòng)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 offe

21、r superior than you. Moreover if you in other place buy don't be like me so much supply. Action外方采購(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 高檔絲綢平均價(jià)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-grad

22、esilk average price should be4.4 dollars/ code.中方財(cái)務(wù)總監(jiān)：4.4 美元？不知貴公司是從何處采購(gòu)到如此 便宜的高檔絲綢呢？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） ，絲綢的平均價(jià)格也在 4.9 美元以上，貴方這 樣擬算的報(bào)價(jià)實(shí)在讓我們很為難。 （外方沉默） 4.4 dollars I do not know your companyis from where to buy such expensive high-end silk We also had statistics according to Chinas off

23、icial 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 embarrassed.外方副總： 石總， 4.7 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？ Stone total 4.7. What do you think It is our to be able to withstand the hi

24、ghest 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(duì)方的購(gòu)買誠(chéng)意， 但是此價(jià)格我方仍然難以接受。 在經(jīng)過我方 討論之后，我們決定以 4.9 美元/碼的報(bào)價(jià)，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(bào) 價(jià)可是市場(chǎng)上罕見的低價(jià)啊！ 希望貴公司能夠接受我們的報(bào)價(jià)， 建立 長(zhǎng)久的合作關(guān)系。 同時(shí)這次合作能否成功關(guān)鍵在你方是否可以做出進(jìn) 一步的讓步，因?yàn)槲曳揭呀?jīng)做出最大的讓步了

25、。 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 discussion we decided to offer4.9 dollars / code and FOBtransaction. Of course I can disposable to provide you with60000 yards of silk. You

26、 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 cooperation 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

27、的，既然如此，我方愿意為了建立長(zhǎng)久合作關(guān)系 做出犧牲，再一次讓步，同意該價(jià)格，同時(shí)在對(duì)包裝、運(yùn)輸?shù)葐栴}需 要再進(jìn)一步討論。 Well if so wewould like to establish long-term cooperative relationship sacrifice once again agreed to the price concessions at the same time for packaging transport and other issues need to be further discussed. 外方采購(gòu)部長(zhǎng)：我方希望在包裝方面我方希望采用小型紙

28、箱 包裝，標(biāo)簽和包裝按 DB440300/T242 的規(guī)定執(zhí)行， 班輪運(yùn)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 DB440300/T242using 20 container liner shipping.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)， 產(chǎn)品共計(jì) 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(jià)格計(jì)

29、算。 （副總點(diǎn)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(yàn)，我方希望采用在中國(guó)上海港檢驗(yàn) 檢疫局初檢， 在美國(guó)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 burea

30、u 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(guó)制定的關(guān)于絲綢出口檢 驗(yàn)檢疫標(biāo)準(zhǔn)。 I agree. This is our country formulated on silk export inspection and quarantine standards 外方技術(shù)總監(jiān)： 這是我國(guó)的進(jìn)口絲綢檢驗(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。 （雙方交換檢驗(yàn) 檢疫標(biāo)準(zhǔn)） This is our country imported silk i

31、nspection 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 quarantine standards 外方技術(shù)總監(jiān)： （邊看邊點(diǎn)頭）看來(lái)貴國(guó)對(duì)紡織品的檢驗(yàn)要 求十分嚴(yán)格，我方也相信貴方在檢驗(yàn)方面不會(huì)存在任何問題。 It seemsyour testing requirement

32、s are very strict we also believe that you will not have any problems in the examination. 中方法律顧問： 請(qǐng)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(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，您覺得怎么樣 You may rest assured our export silk quality I believe that my company silk will certainly be able to meet

33、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 for your loss how do you feel 外方技術(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 . 絲綢的質(zhì)量。 You are really nic

34、e 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(dá)紐約港口 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)。 But I hope you in the arrival of the goods at the port of New York for 48hours for a retest exceed the testing period but not to carry on the inspection the consequences liability

35、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(guó)國(guó)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(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。Yes I agree. On theperformance of the contract and claim for compensation we hope that with your contract with the United Nations Convention on

36、 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 United Nations International Trade Arbitration Rules of the Commission and

37、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(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？I agree but theConvention does not require the matter should be applicable to China laws. I wonder if you have no objection 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(shí)，我方希望銀行在議付貸款時(shí)扣除不可

38、 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： 下面由我來(lái)總結(jié)本次談判的結(jié)果：美國(guó) xxxxx 向我 公司一次性采購(gòu)特級(jí) . 絲綢 600