國際貿易實務最終版

1、 國際貿易實務 情景模擬三 商務談判與合同簽訂外商代表：郭陽(經(jīng)理)、張翼、鄧思敏、任巧潔麗雅公司代表：劉絲麗（總經(jīng)理）、葉道興、陳帥、魏湘秀談判記錄人員：謝巧燕（潔麗雅公司法律顧問） 場景模擬對話外商代表們與公司代表們一一進入會議室，雙方互相握手致意，然后一一在談判桌旁坐下。Represents from foreign company and Grace Corporation are coming into the meeting room. They are shaking hands with each other to express their loyalty and passi

2、on, and then sitting beside the negotiation table.郭陽：很高興能跟貴公司合作，上次考察的時候我們對貴公司非常滿意，今天在這里坐下，希望我們能取得雙贏的結果 。We are very happy to cooperate with your Grace Corporation, we are so satisfied with it after visited your workshops, now we also hope that we can make bear a rich fruit on this negotiation.劉絲麗：當然

3、，我們也希望能跟貴方有著雙贏的合作，愿我們合作愉快！ Of course，we also hope that we have a happy cooperation!郭陽：客套話我就不多說了，我們美國人一向講究實在，關于上次考察我們訂購貴公司十萬條高檔毛巾一事，我方覺得還有幾個問題要跟貴公司商榷一下。Lets dont stand on ceremony，we are very concerned about something wordily in America. Our parties think its necessary for us to negotiate with you th

4、at we ordered the one hundred thousand towels after we visited your factory. 劉絲麗：好的，沒問題，郭總請講。Ok ,no problem，Mr.Guo, Please!郭陽：我公司預訂購貨號為A6型76*34cm的100%竹漿纖維毛巾，藍白與粉白各3萬條、貨號為6946型76*33cm的100%竹漿纖維毛巾，淺綠色與橘黃色各2萬條，共是十萬條毛巾。產(chǎn)品質量確實不錯，但是我想我們有必要再商榷一下價格。Our company wants to order item for type A6 76 multiplies 34

5、 centimeters 100% bamboo fiber towels, blue and white towels altogether 60000, number 6946 in 763 multiplies 33 centimeters 100% bamboo fiber towels, light green and orange towels altogether 40000, the total number is one hundred thousand towels. But I think we have to talk about the price once agai

6、n.劉絲麗：之前貴方不是談好了45RMB每條的嗎？上次貴方來考察之后就定了，為何還要商榷？We have discussed about the price of towels, it is around 45RMB each one, right? After you visited our factory, we are sure that, why do you have to negotiate it? 郭陽：您也知道，我們美國這陣子經(jīng)濟不景氣，美元又貶值不少，如果按照上次說的價格，我方要多付不少錢，所以我覺得價格應該在你原來的基礎上降低一點。You know, there are s

7、ome bad situation on economic in America, furthermore, the dollar depreciated a lot again, if we are in accordance with the last price, we have to pay a lot of money, so I think the price should be in your original basis down a bit.劉絲麗：既然如此，您可以重新開個價，我可以考慮一下。If so, you can set a price, I can consider

8、 it again.郭陽：我覺得40RMB每條比較合適，您看怎么樣？I think it is appropriate price for each towel, namely 40 RMB, what do you think about it?劉絲麗：哦，我恐怕不能接受，我也看了這陣子美元的走勢，即使美元貶值，貴方照原來的單價，也不過多支付三四萬RMB而已，貴方進口十萬條高檔毛巾，每條減少5RMB，就少了50萬，試問我方怎能接受？Oh, Im not afraid that I can accept, I also saw this trendy of the dollar, even t

9、hough the dollar is facing the bad situation, according to the origin of your price, you should just pay to at most thirty thousand or forty thousand RMB, you import one hundred thousand high-qualified towels, each towel should reduce 5RMB, less 500000, I wonder we can accept it?郭陽：陳總真是精明人，但是我方實在不能接

10、受45RMB每條，還希望貴方削減一點。Mr. Chen is a smart man, but I really cant accept 45RMB each towel, I do hope that you can lower the a little point on the price.劉絲麗：就算開到44RMB每條，貴方依然節(jié)省了10萬RMB，較之美元貶值，貴方依然收益頗大；另隨著中國經(jīng)濟的發(fā)展，人力成本和原材料價格的不斷上漲，使我公司營業(yè)利潤有所下降。綜合考慮，我方的定價是不低于44RMB每條。Even though we order the price at 44RMB for

11、each towel , you still can save about one hundred thousand RMB, compared with the depreciation of the dollar, your profit is still quite large; whats more, with the development of Chinas economy, the costs of labor and raw material prices continue to rise, so that my company operating profit will de

12、cline. After we take it into consideration carefully, our price is not less than 44RMB for each towel.郭陽：陳總不愧是精打細算的生意人，跟您打交道的話就不能斤斤計較了，這樣，44RMB每條拍板，然后我方追加2萬條訂單，并且我方還將與貴公司建立長期貿易的伙伴關系。中國有句古話，叫做：細水長流，薄利廣銷，我相信陳總比我更明白。(Mr. Chen is worthy of be very careful in reckoning the business person, we wont be abl

13、e to square accounts in every detail when we do business with you .so lets clapper it at 44RMB for each towel, then we add 20000 orders, and I will be with your company to establish long-term trade partnership. There is an old saying in China, namely, “The long, small profits with quick pin”, I firm

14、ly believe that Mr. Chen knows it more than I do.)劉絲麗：您也不愧是商場上的高手，好吧，成交！這樣貨物的總價值就是528萬RMB，折合成美元就是847784$，是吧!(You are also the market master, okay, transaction! Total value says RMB Yuan five point two eight million only, its equal to total value, and say USD Dollar eight hundred and forty seven thou

15、sand seven hundred and eighty four only, is it? )郭陽：這是按照即期的人民幣匯率換算的結果吧！那總價值就確定為847784$。所有的款項將由美元進行支付。(This is in accordance with the present RMB exchange rate conversion results! The total value is determined as eight hundred and forty seven thousand seven hundred and eighty four dollars .All paymen

16、ts should be paid by dollars.)劉絲麗：好，這個我方?jīng)]有異議。(Well, we dont have no objection about it.）鄧思敏：我方還有一些細節(jié)要跟貴方商榷一下，比如說，貴方的貨物裝運以及交貨期限等等。There are still some retails for us to negotiate. Such as goods shipment, delivery period and so on.）葉道興：關于裝運方式，不知貴方有何要求？Mode of shipment, I wonder if you have any request

17、）鄧思敏：我方希望是CIF洛杉磯，不知貴方能否接受，當然增加的費用可以相應平攤到商品的單價上。We hope we can adopt CIF Los Angeles，but we do not know whether it is suitable for you? The extra fee you can average it on unit price.）葉道興：CIF洛杉磯？如此以來我方將承當非常大的貿易風險與高額的海上運費和保險費。(CIF Los Angeles? In that case, we have to endure great risk and higher frei

18、ght fee as well as Insurance premium.)鄧思敏：表面上是這樣！但最終的運費與保險都是由我方承擔的。(It is just like that, but the real cost is at our expense.)葉道興：那貴公司想要我方投哪種險別?”(Well, what kind of risk do you want me to buy?)鄧思敏：考慮到毛巾的特殊性質，我方要求將貨物按發(fā)票金額110%投保WPA與一般附加險，盡量減少因外來原因所造成貨物損失的風險。(Take the special characters of towel into

19、consideration, you are asked that insurance should to be covered by the seller for 110% of the invoice value against WPA and general additional risk.)葉道興：我方贊成您方所選的險別，但相關保險費用的增加也會提高貨物的單價，您方?jīng)]有異議吧！(We approve of it. but at buyers expense. Do you have any disagreement?)鄧思敏：這是國際慣例，我方?jīng)]有異議。我方還想知道有關貨物的具體包裝細

20、節(jié)。(That is always the case, I have no objection. And we also want to know the details of package about towels.)葉道興：我公司毛巾出口的包裝都有一套固定的程序，到目前為止包裝都沒有出過問題。一般做法是毛巾每三十打裝一紙箱。(Our company has a fixed procedure of packing to export, and we havent come across any complaints. The general method is towel every 3

21、0 dozen to one carton)鄧思敏：你認為紙箱的強度適合長途海運么？(Do you think cartons are strong enough for a long sea voyage?)葉道興：這沒關系，我們在紙箱上用了三道尼龍加固帶。(It does not matter. We strengthen the cartons with three Nylon reinforcing tape outside.)鄧思敏：但是，要知道在海運過程中，潮氣有可能滲漏進紙箱，弄得毛巾斑斑點點，那將給我們帶來很大損失。(But you should know that dampn

22、ess may get into cartons during long distance shipping. And it may bring us a great deal of loss.)葉道興：貴方大可放心，紙箱內襯有防水的塑料布，另外，每條毛巾外套一只透明的聚乙烯口袋。(You can be assured. All the cartons are lined with waterproof plastic) 鄧思敏：那太好了，透明包裝可以使消費者對毛巾一目了然。另外，我們討論一下交貨的具體細節(jié)吧！(Thats too great! Transparency package is

23、good for consumers to be clear at a glance. Well, lets talk about the delivery in details.）葉道興：好的，不知道貴方是否允許轉運？(Ok, Does transshipment is allowed?)鄧思敏：轉運？轉運將會帶來更大的海上風險，因此我們是不允許轉運的，希望貴公司在找貨代時能明示我方要求。(Transshipment? Transshipment means great Marine risk，so you are not allowed transshipment. Please keep

24、 our requirements in mind when finding a forwarder。)葉道興：好的，但是否允許分批裝運呢？考慮到貴方較大的訂單數(shù)目，我方建議是分批裝運，來年1月份首次交貨8萬條，剩下的4萬條在3月份交清，不知道貴方是否同意？(Absolutely agreed, then does partial shipments is allowed? Because this is a large order, I recommend partial shipments, we will deliver 80000 pieces of towel for the fir

25、st time in January next year, the rest will be delivered before march, what do you about this idea?）鄧思敏：一般而言我們也不允許分批裝運的，這樣會增加運輸成本。(In most occasions, we cant allow partial shipments, it will make expense rising)葉道興：確實如此，但考慮到集裝箱的容積與貨物的包裝，采用20尺的柜剛好裝運8萬條；另分批裝運也方便我方的生產(chǎn)預期定量，有更好的保證質量。(Thats exactly the ca

26、se, but when we choose 20 feet ark, we will have a better arrangements; in addition, it would give us more time to produce towels at a higher quality.)鄧思敏：嗯、毛巾也不屬于什么季節(jié)性產(chǎn)品，但考慮到我公司的庫存情況，我方希望貴方能在來年的2月份將貨物全部交清。(Yeah.in that case, I will accept your suggestion. But considering for my company stock situat

27、ion, we hope you can be delivered all goods before February in the next year.)葉道興：這個沒有問題。(Thats no problem!)張翼：關于結算方式，不知道貴公司有什么要求？(Regarding the terms of payment, do you have any requirements?)魏湘秀：為了保證貨物的下線生產(chǎn)，我方希望貴公司能預先支付全部貨款30%的定金，余款在我方將全部貨物裝船運輸?shù)臅r候再一次交清吧！(First of all, we need 30% deposit of the to

28、tal value to ensure the production of the order, and then the rest should be paid clearly after the shipment of goods.)張翼：具體的結算方式呢？貴方是希望采用電匯或信用證結算亦或是其他的方式？(What about the terms? T/T or by credit of letter?)魏湘秀：這個由貴方?jīng)Q定，但是相應的手續(xù)費也由貴方承擔。(Its up to you, but the corresponding commission also should be bor

29、ne by you)張翼：我方覺得30%的定金比預期要高，我方不能接受。在無法保證貨物按期到達的情況下，30%的定金對我方而言風險太大。(As for me, 30% deposit is much higher than I expected, we cant agree on it. When you cant promise the delivery of the goods on time, our company have to take great risk at 30% deposit!)魏湘秀：我公司是一家大型的生產(chǎn)性企業(yè)，您可以到我公司的開戶銀行去查詢我公司的往來賬目，對我公

30、司的信用您大可放心！不出意外情況，我公司保證按期交貨。(You can be assured of it. Our company is a large productive enterprise, regarding our financial position, credit standing and trade reputation, you can refer to our bank. So we can make the delivery on time.)張翼：即使是這樣，30%的訂金對我方還是不利的，希望貴公司可以降到20%。(But 30% deposit is still c

31、ounter with me, we expect it decrease to 20%)魏湘秀：20%的定金太少了，我方要為12萬條的毛巾下線生產(chǎn)，原材料的采購成本、人力成本、運費、保險費等等相關的費用，30%已經(jīng)是比較低的定金標準了。(20% deposit is so low that we cant agree, we have to pay the purchase cost of raw material, human cost, freight and insurance cost and so on. So much expense we need to pay before

32、the shipment. Actually, 30% is a lower standard for deposit.)張翼：貴公司這樣的要求與國際慣例是不相符的，通常我公司與其他公司合作的時候都是預付20%的定金。(Your requirement isnt coincide with International practice, I often pay 20% deposit when I cooperate with others.)魏湘秀：30% T/T確實是較低的定金標準，貴方的考量是否欠妥？為了雙方的長期利益，我方仍然希望是30%的定金，這個要求我方將不會再做讓步。(To be

33、 frank with you, we always charge 30% deposit, so is it considerate for you to reject？No matter what happen, we will never make a concession, Please think it over for us!)謝巧艷：已經(jīng)過去1個多小時了，大家中場休息下吧！(We have negotiated for almost an hour, now lets have a break!)我方代表內部會議魏湘秀：劉總，貴方不接受我方30%的定金要求，我方是否可以適當降低要

34、求，然后在其他方面的要求相應提高一點？劉絲麗：他方既然堅持不同意的話，我方可以適當?shù)慕档鸵?，但是不能降低太多，減少我方所承受的風險。陳帥：這是我們第一次與他們公司合作，所以各個細節(jié)部分要謹慎。魏湘秀：好的，最低的定金要求是25%T/T，這樣可以接受嗎？劉絲麗：原則上是不能下降這么多，不過為了雙方的長久合作考慮，我方這次就答應吧！魏湘秀：嗯，那我就再與他們洽談。休息結束張翼：我方經(jīng)過內部商議之后，愿意提高定金到25%T/T，愿貴方也能相應的做出讓步。(After our internal deliberation, we want to raise the deposit to the 25%

35、T/T, and wish you can make concessions)魏湘秀：退一步海闊天空，為了長久的貿易關系，我方就接受25%T/T吧！(Ok, take a step back, wed like to accept the deposit at 25% for our future cooperation.）張翼：不知道貴方具體要求的電匯行是？(Then what bank as your telegraphic transfer line?）魏湘秀：中央銀行浙江分行吧！稍后我會將我公司的銀行賬號告知貴方。(The central bank of Zhejiang branch

36、 and I will give you our account number later.)張翼：余款的話我方的通用做法是信用證付款，不知貴方意見如何？(Well, we used to pay by letter of credit for the rest, do you have any objection?)魏湘秀：這個我方可以接受，但不知貴方開來的信用證的具體類型？(No, we have no objection, but whats the kind of your credit?)張翼：我公司開來的信用證是保兌的、不可撤銷、可轉移的信用證。信用證的有效期是實際貨物裝船以后的1

37、5天以內議付。需提供的單證有：原始已簽字的發(fā)票、全套已裝船的清潔海運提單原件、裝箱單、提單、報檢單、貨物運輸保險單、以及原產(chǎn)地證明。(By confirmed, irrevocable and transferable letter of credit in favour of 15days payable at sight with TT reimbursement, and the list needed as follow: original signed invoice plus three copies, full set of original clean marine bill

38、of lading made out to shippers order and blank endorsed marked freight prepaid, original packing list plus three copies, original certificate of origin plus one copy, invoice, bill of exchange and packing list.)魏湘秀：貴方需要我方提供原產(chǎn)地證明？一般進口商是沒有要求的。(Certificate of origin? We often neednt to afford when expo

39、rt.)張翼：確實，但我國現(xiàn)在對進出口業(yè)務的管制較嚴，海關要求提供原產(chǎn)地證明。(Maybe, but now our country has carry on strict regulations on export, so it is a must list when it comes to marine)魏湘秀：嗯，我方可以提供，但我方要求開來的信用證是即期付款信用證。(Now that you have a requirement, we will make it. But your credit is asked the kind of at sight to pay. )張翼：即期的

40、？不知貴方可否接受見票后15內付款？這樣有利于我方的資金融通。(At sight? Thats a hard question and its so inconvenient for us to do so.)魏湘秀：我方保證在無意外情況下如期交貨，當然也希望貴方能如期付清余款。(Well, its fair that we deliver the goods on time, and contrary, you are responsible for paying it clearly on time)張翼：好吧！初次合作，貴方有諸多考量，我方可以接受。但我方希望在日后的合作中貴方能給予較多

41、的資金融通余地。(Thats all right! we can understand that you have such considerate for this is the first time for us to cooperate. And is it possible for you to allow us a long deadline for later cooperation?)魏湘秀：嗯，好的。(Well, thats depends.)任巧：為了雙方的友好合作，關于索賠、不可抗力與仲裁的相關內容我們也有必要洽談一番。(And I think wed better hav

42、e an agreement on some other terms for our friendly cooperation)陳帥：是的，品質異議須于貨到目的口岸之日起30天內提出，數(shù)量異議須于貨到目的口岸之日起15天內提出，但均須提供經(jīng)我方同意的公證行出具的檢驗證明。如責任屬于我方者，我方于收到異議20天內答復貴方并提出處理意見。(Yes, its necessary. In case of quality discrepancy, claim should be lodged by the Buyers within 30 days after the arrival of the go

43、ods at the port of destination, while for quantity discrepancy; claim should be lodged by the Buyers within 15 days after the arrival of the goods at the port of destination. In all cases, claims must be accompanied by Survey Reports of Recognized Public Surveyors agreed to by the Sellers. Should th

44、e responsibility of the subject under claim be found to rest on the part of the Sellers, the Sellers shall, within 20 days after receipt of the claim, send their reply to the Buyers together with suggestion for settlement?)任巧：同意，信用證內應明確規(guī)定貴方有權可多裝或少裝所注明的百分數(shù)，并按實際裝運數(shù)量議付。(I have no objection. The coverin

45、g Letter of Credit shall stipulate the Sellerss option of shipping the indicated percentage more or less than the quantity hereby contracted and be negotiated for the amount covering the value of quantity actually shipped. (The Buyers are requested to establish the L/C in amount with the indicated p

46、ercentage over the total value of the order as per this Sales Contract.)陳帥：這是當然的，信用證內容須嚴格符合本售貨合約的規(guī)定，否則修改信用證的費用由貴方負擔，我方并不負因修改信用證而延誤裝運的責任，并保留因此而發(fā)生的一切損失的索賠權。(Sure, the contents of the covering Letter of Credit shall be in strict conformity with the stipulations of the Sales Contract. In case of any var

47、iation there of necessitating amendment of the L/C, the Buyers shall bear the expenses for effecting the amendment. The Sellers shall not be held responsible for possible delay of shipment resulting from awaiting the amendment of the L/C and reserve the right to claim from the Buyers for the losses

48、resulting from there.)任巧：可以。(Ok.)陳帥：因人力不可抗拒事故使我方不能在本售貨合約規(guī)定期限內交貨或不能交貨，我方不負責任，但是我方會立即以電報通知貴方。如果貴方提出要求，我方應以掛號函向貴方提供由中國國際貿易促進委員會或有關機構出具的證明，證明事故的存在。貴方不能領到進口許可證，不能被認為系屬人力不可抗拒范圍。(The Sellers shall not be held responsible if they fail, owing to Force Majeure cause or causes, to make delivery within the time

49、 stipulated in this Sales Contract or cannot deliver the goods. However, the Sellers shall inform immediately the Buyers by cable. The Sellers shall deliver to the Buyers by registered letter, if it is requested by the Buyers, a certificate issued by the China Council for the Promotion of International Trade or by any co