模拟商务谈判剧本双语版-2

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　中美永兴冰糖橙贸易商务谈判剧本 郴州冰糖橙果业发展有限公司 美国 COCO 国际有限公司 Chenzhou Bing Tang Cheng Fruit Industry COCO International Limited Company Development Company

　总经理：

　亚洲区副总经理 ：

　General Manager：Zhangjia Deputy General Manager of Asia: 财务总监：

　财务总监：

　CFO: Li Dongdong Chief financial officer: 法律顾问：

　法律顾问：

　Counselor:Tang Chuntao l

　Legal Counselor: 销售部长：

　采购部部长：

　CTO:

　 Procurement Minister: 翻译：

　翻译：

　Interpreter:Li Mingying Interpreter: Cherry

　中方总经理：欢迎来自美国 COCO 国际有限公司的各位谈判代表来湖南郴州进行业务洽谈，我是郴州冰糖橙果业发展有限公司的总经理张佳，首先，由我来介绍我方的谈判代表，这位是我方财务总监李冬冬女士，这位是我方法律顾问汤春桃女士，这位是我方技术总监罗旭女士。

　CGM: Welcome negotiators coming from COCO International Limited to Chenzhou for conducting the business negotiation. I am the General Manager of Chenzhou Bing Tang Cheng Fruit Industry Development Company. First,let me introduce our negotiators.This is our CFO Mrs Li, t his is our Counselor,Mrs Tang , and this is our CTO Mrs Luo.I am Interpreter,Li Mingying.

　美方副总：非常高兴来到美丽的郴州。我是美国 COCO 国际有限公司中国分公司的副总经理~~。下面由我来介绍我方谈判代表。这位是我方财务总监周璐女士，这位是我方法律顾问唐蔚女士， 这位是我方采购部部长邹彧霞女士。

　DGM: I’m very pleased to come to the beautiful city Chenzhou. I’m COCO International Limited Company’s Deputy General Manager of Asia 覃萧钰 .Now,let me introduce our delegates. This is Chief financial officer 周璐 .This is legal Counselor 唐蔚 .This is Procurement Minister 邹玉霞。

　中方总经理：贵方代表从美国远道而来，郴州骤然的气候变化还适应吗？ CGM:Coming from America ,have you being adapted to the changeable climate ?

　 美方副总：一切都好！郴州气候宜人，山清水秀。“福城”的美誉果真名不虚传。

　DGM ：

　Everything is well! Chenzhou is a place with pleasant weather and beautiful scenery. The reputation of"Land of Blessed" is really well-deserved.

　中方总经理：覃女士过奖了。希望我们此次谈判也能够让双方如此满意！

　CGM: Mrs Qin ， It is overpraised.We just hope that we can also enable both parties in the treaty!

　 美方副总：当然会的。我方也很期待啊！

　DGM: Oh,yes.Of course. We are also looking forward to!

　 中方总经理：（微笑点头）好的，那么我们开始吧！

　CGM: Okay, so here we go!

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　（美方副总点头同意）

　中方法律顾问：首先，关于此次谈判，我方希望在谈判过程中的贸易解释规则为《 2010

　年国际贸易术语 解释通则》，不知覃女士是否同意？ CGM ：

　First of all,as to this consultation,we go for <<International Rules for the Interpretation of Trade Terms 2000>>.Does any demurrer exist,Mrs Qin?

　 美方副总：当然可以。

　DGM:Of course not.

　 （中方总经理点头，并示意对方开始。）

　美方采购部：我方了解到贵公司拥有目前中国最大的冰糖橙种植基地，而且你们所独有的永兴冰糖橙名传四海。我方此次慕名前来就是为了采购一批品质优良的永兴冰糖橙。那么，就请贵方详细介绍一下吧！

　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 to purchase a branch of good quality of Yongxing Orange . So, please describe it in detail!

　 中方销售部长：下面容我为大家具体介绍我方生产的永兴冰糖橙：我公司生产的永兴冰糖橙是郴州自然资源研究所科技人员通过十几年努力，从中国南方所有冰糖橙产地选育出来的稀世优良品种， 加上永兴独有的地理位置和独特的气候条件，使其品质具有国际领先水平。每 100g 果肉中含有维 C500 毫克，被誉为“维 C 之王”。

　CMM ：

　Next,let me introduce our Yongxing Orange.our products 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 ’scientists.It’s an international leading level in the unique characteristics of it’s quality and specialty. Containing dimensional C500mg per 100g pulp,it is known as "the King of Victoria C."

　美方副总：那么关于质量认证呢？ NCTO: What about the accreditation about quality?

　 中方法律顾问：请贵公司放心，我们的产品已获得农业部颁发的无公害农产品认证证书。关于产权，贵方完全不必担心。

　CCTO: Please rest assured that about it.Our product has got the certification of food quality and safety system. As for the

　property rights, you do not have to worry about!

　 美方副总：看来贵公司的生产是值得信赖的，很符合我方的采购要求，请问贵方报价如何？ NDGM: It seems that it’s trustworthy of your production .And your company"s Yongxing Orange product is in line with our procurement requirements.How about your quoted price?

　 中方财务总监：不知贵公司此行的采购计划„„（故意停顿）

　CCM: I do not know your company"s procurement plan for this trip…

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　美方采购部部长：我方暂定采购永兴冰糖橙 2000 公吨，目的港为美国阿姆斯特丹港，到达时间为 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 before February15,2015.

　 中方财务总监：我方的报价是,3800 美元/公吨 CIF 阿姆斯特丹港。

　CCFO: Our offer is 3800 U.S. dollars / tonne CIF Amsterdam Port.

　 美方副总：朋友，你是在跟我们开玩笑吗？贵方的报价实在太高了。

　NDGM: Ah my friend,are you kidding with us? Your side"s offer is too high.

　 美方财务总监：根据我公司长期的国际采购价格，平均价格也只有 2000 美元/公吨，况且，你方的永兴冰糖橙并无特殊之处。

　NCFO: According to 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 .

　 中方销售部长：贵方此言差矣。国际上普遍认为永兴冰糖橙口感优于国际上选育的任何品种，更以“软黄金”的美誉享誉海内外，是无公害、出口型高档水果的优先选择。

　CMM: Your words are wrong. The international community generally 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.

　 美方副总：（沉默不言，放笔背靠椅子）

　 美方采购部部长：贵方一味强调商品的优质性，完全忽视我方的利益。看来，贵方还需要再考虑一下。NPM: Your side keeps emphasizing high-quality of the goods and completely ignore our profits. It seems that your side should think over again.

　中方财务总监：我方是经过充分的考虑才报出这个价的。

　CCFO:we have thought it over before we gave this offer.

　美方采购部部长：听说贵方这一季的冰糖橙早已成熟，收成应该不错吧！如果不尽快寻找销售渠道，那么贵方所承担的成本和风险将会更大。相信我方庞大的销售网络和成熟的营销技能必定能够给予贵方一定的帮助。

　NPM: Heard that 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 be able to give some effective help.

　中方销售部长：谢谢贵方能为我方精打细算。我们也从未质疑贵方的能力。我们知道，贵公司是全球最 大的冰糖橙经销商。销售面覆盖包括欧盟、美国、日本等国家和地区在内的所有冰糖橙需求市场。我方也希望通过贵公司将我公司的永兴冰糖橙推向国际市场。

　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 largest 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.

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　中方总经理：考虑到我们双方的相互需求，为表诚意，我方愿意将原报价降至 3500 美元/公吨。

　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.

　美方财务总监：我方认为最合理的报价应该是 2100 美元/公吨。如果不能以此价格达成协议，那么很遗憾，我们就只能去其他地区看看了。

　NCFO: According to our opinion, the most reasonable offer should be 2100 U.S. dollars 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.

　 中方财务总监：贵方的报价也不见得合理呀！况且，贵方如在其他地方采购，根本不可能得到向我方这样大的供应量。（动作）

　CMM: Your party"s offer is still not likely reasonable! Moreover,if you purchase from other company could not have so much as our supply.

　 美方采购部部长：即便如此，贵方的报价也应该具有参考性吧？我方提出的价格是有根有据的。根据目前市场情况来看，中高档冰糖橙平均价格应该在 1700 美元/公吨。由中国大陆海运至我国东 北部港口，运费大约为 400 美元/公吨，而一般水果类产品的保险在 40 美元/公吨。这样看来， 怎么也达不到贵方刚才的报价啊！

　NMP: Even that, your offer should also have a referential, right? The price offered by us is actually well-founded. According 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 way, it can not be achieved just quote of your side !

　 中方财务总监：1700 美元？我方也进行了统计，普通冰糖橙平均价格也在 1800 美元。贵方这样拟算的报价实在让我们很为难。

　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）

　美方副总：2800 美元。您看怎么样？这确实是我们能够承受的最高价格了，超出此价格就不是我职权范围所能够决定的了。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?

　 中方法律顾问：虽然贵方已经做出了一定的让步，但是此价格我方仍然难以接受。如果贵方坚持原价格， 我们可以以 FOB 价格成交。

　CGM: Although you have made concessions 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.

　 美方副总：那怎么行！更换贸易术语，我方坚决不同意。不过如果贵方愿意将价格降至我方刚才的报价， 我方愿意将采购数量提高到 2500 公吨，并愿意与贵公司建立长期友好的合作关系。

　NDD: Oh no!How can you do that?Frankly speaking, we are strongly disagreed with the replacement of trade terms.

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　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.

　 （中方人员商量，中方市场部部长递资料给总经理）

　中方总经理：不好意思，覃女士。我方坚持 3500 美元/公吨的报价。并且，我方只能一次性为贵方提供 2200 公吨的永兴冰糖橙。但如果贵方愿意给我们提供新媒体的宣传，我方愿意将价格降至 3300 美元/公吨。要知道，这可是市场上罕见的低价啊！

　CGM: I beg your pardon, Mrs Qin.We insist on 3,500 U.S. dollars / tonne’s offer. At the same time ,our side can only provide a one-off for your 2200 tonnes of Yongxing 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 low-cost market!

　 美方副总：好吧！我方可以接受。但是为确保合理降低风险，我方要求所有产品按 10%加成投保水渍险和淡水雨淋险，保险费用由贵方承担。

　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.

　 中方法律顾问:没有问题。按照我公司出口惯例，我方将在货物装船前向中国人民保险公司办理投保手续。请贵方放心！

　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!

　 美方副总：(点头同意)那就好。

　DGM：That will be okay!

　美方采购部长：同时，在包装方面我方希望采用小型纸箱包装，内置带果窝的托盘。标签和包装按 DB440300/T24.2 的规定执行，班轮运输采用 20’尺集装箱装船。

　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.

　 中方财务总监：我方同意。运输方面采用班轮运输一次性到达，允许有 5%的增减幅度，由买方选择， 增减部分按合同价格计算。

　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.

　 （美副总点头）

　美方采购部长：好的。那么我方要求数量和信用证都允许 5%的增减。

　NMM: We consent.And we demand amount of credit and quantity of merchandise 5% more or less acceptable 。

　 中方总经理：嗯，可以。那么现在我们就支付方式进行磋商吧！

　CGM: OK. Now let’s discuss the payment!

　 美方财务总监：我方会在签约后 10 天内开立以贵方为受益人的不可撤销远期信用证，以美元结算。同时，开证行、议付行由我方指定。

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　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 it’s our turn to appoint the issuing bank and the advising bank.

　 中方财务总监：我方不同意。我们所能接受的是即期信用证支付方式，并且议付行只能为中国工商银行。

　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.

　 美方财务总监：贵方对我们的条件实在是太苛刻了，要知道，即期支付会占用我方很大的资金，这实在是难以实现。

　NCFO:Oh.Your 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.

　 中方财务总监：但我公司规模不大，无法承受如此大的风险，希望贵方可以考虑我方的难处。

　CCFO: But,limited by small scale , we can not bear such a big risk.Therefore,we hope that you can consider our difficulties.

　 美方财务总监：我们怎么能够那样做呢？要不我们各退让一步，50%的即期信用证，剩下的用承兑交单， 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 )?

　 （中方人员商量）

　中方总经理：考虑到我们双方的友好关系和各自的疑虑，我方破例接受贵方提出的支付方式。

　CGM: Considering our gaingiving and the well cooperation,we can accept your sight payment with breaking rules.

　 美方副总：贵方真是爽快，我方对此十分满意，也充分相信贵方永兴冰糖橙的质量。

　NCTO:We are fully satisfied with your frank, and also completely believe that your Yongxing Orange is of good quality.

　 中方法律顾问：但我方希望贵方在货物到达阿姆斯特丹港 48 小时内进行复检，超过检验期限但未进行检验，由此造成的后果,责任不由我方承担。

　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.

　 美方法律顾问：好的，我方同意。关于合同的履行和索赔，我方希望与贵方订立合同使用《联合国国际货物买卖合同公约》，由本合同发生的或与本合同有关的任何争议、争端或请求，或有关本合同的违约、终止或失败，应当按照目前有效的联合国国际贸易委员会仲裁规则，并由国际商会仲裁院予以解决。

　NC:Yes, we agree. As for the performance of the contract and compensation,we demand to enter into a contract with you according to<<United Nations Convention on the International Sale of Goods>>.Any dispute relating to this contract, disputes or requests, or the breach of this contract, termination or failure should be effective in accordance with the current Arbitration Rules of the United Nations International Trade Commission and delivered to the International Chamber of Commerce Court of Arbitration to resolve it.

　 中方法律顾问：我方同意，但是公约中没有规定的事项应当适用中国大陆相关法律。不知贵方有无异议？

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　CC: OK.No problem. But we should declare that matters without provided for in the Convention shall be applicable for the relevant laws in China mainland.And any objection ?

　 美方法律顾问：我方同意贵方的提议。

　NC:Er ,We agree to your proposal.

　 中方法律顾问：同时，我方希望银行在议付贷款时扣除不可抗力因素造成的违约金。

　CC: At the same time, we hopes that the correlated bank negotiate loans as liquidated damages caused by force majeure factors.

　 美方法律顾问：好的，我方同意。

　NC: OK! We agree.

　中方总经理：接下来进行签约仪式。（起立）合作愉快！

　CGM: Then please go to the meeting room for a short break, following is the signing ceremony conducted. Good cooperation!

　 美方副总：合作愉快！

　NDGM:

　Good cooperation!

　 （两老总握手，双方代表起立鼓掌）

　签字仪式，合影

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