模拟商务谈判剧本.doc

_中新猕猴桃贸易商务谈判剧本金色阳光农业科技发展有限公司 新西兰佳沛国际有限公司Golden Sunshine Agricultural Science and Technology Development Company Zespri International Limited Company总经理：吴晚霞 亚洲区副总经理:弗龙斯密斯 General Manager：Wu Wanxia Deputy General Manager of Asia: Vernon Smith 财务总监：宋沛柯 财务总监：玛格丽特墨菲CFO: Song Peike CFO: Margaret Murphy市场部部长：蔡英杰 采购部部长：Aaliyah White Market Minister: Cai Yingjie Procurement Minister:艾里亚怀特 技术总监：周泳淘 技术总监：特蕾西普瑞特 CTO: Zhou Yongtao CTO:Tracy Pratt 中方总经理：欢迎来自新西兰佳沛国际有限公司的各位谈判代表来都江堰进行业务洽谈，我是金色阳光农业科技发展有限公司的总经理XX，首先，由我来介绍我方的谈判代表，这位是，这位是CGM: Welcome negotiators coming from Zespri International Limited to Dujiangyan for conducting the business negotiation. I am the General Manager of Golden Sunshine Agricultural Science and Technology Development Company.First,let me introduce our negotiators.This isXX.This is XX.新方副总：非常高兴来到美丽的都江堰。我是新西兰佳沛国际有限公司亚洲区副总经理。下面由我来介绍我方谈判代表。这位是，这位是DGM: very pleased to come to the beautiful Dujiangyan.Im Zespri International Limited Companys Deputy General Manager of Asia .Now,let me introduce our delegates. This isXX.This is XX.中方总经理：贵方代表从新西兰远道而来，南北半球骤然的气候变化还适应吗？想必此时的贵国定是艳阳高照吧？CGM:Coming from far New Zealand,have you being adapted to the climate change caused by transferring from Southern hemispheres to the Northern.Is your country immersed in the wonderful sunshine?新方副总：一切都好！四川气候宜人，山清水秀。“天府之国”的美誉果真名不虚传。DGM：Everything is well! Sichuan is a place with pleasant weather and beautiful scenery. The reputation ofLand of Abundance is really well-deserved .中方总经理：谢谢贵方的称赞。不知贵方代表对我方安排的都江堰之行还满意吗？CGM: Thank you for your praise. I wish all of you could be satisfied with the arrangement of your trip to Dujiangyan?新方副总：满意，非常满意。我们此行真是“问道青城山，拜水都江堰”。贵方考虑的真是周到！不过最让我方人员称道的还是贵公司的千亩种植基地，真是蜀中一绝啊！DGM: Oh! yes! very excellent. Our trip is really asked Qingcheng mountain, thanks to the water Dujiangyan. Your consideration is really thoughtful! However,the most satisfactory for our staff is your companys acres of planting base, which is really a splendiferous located in Shu!中方总经理：XX先生过奖了。希望我们此次谈判也能够让双方如此满意！CGM: Mr. XX.It is overpraised.We just hope that we can also enable both parties in the treaty!新方副总：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!（新方副总点头同意）中方总经理：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2000年国际贸易术语解释通则，不知XX先生是否同意？CGM：First of all,as to this consultation,we go for .Does any demurrer exist,Mr XX?新方副总：当然可以。DGM:Of course not.（中方总经理点头，并示意对方开始。）新方副总：我方了解到贵公司拥有目前亚洲最大的猕猴桃种植基地，而各品种中属红阳猕猴桃名传四海。我方此次慕名前来就是为了采购一批品质优良的红阳猕猴桃。那么，就请贵方详细介绍一下吧！DGM: We have informed that your Company owe the most tremendous kiwi fruit planting base in Asia.While among all the varieties , Hongyang is the most selebarted brand. Therefore,we come here to purchase a branch of good quality of kiwi fruit of hongyang. So, please describe it in detail!中方市场部部长：下面容我为大家具体介绍我方生产的红阳猕猴桃：我公司生产的红阳猕猴桃是四川省自然资源研究所科技人员通过十几年努力，从秦巴山区野生猕猴桃实生单株中选育出来的稀世优良品种，其品质特点和品种资源的独有性具有国际领先水平。CMM：Next,let me introduce our hongyang Kiwifruit.our products of hongyang kiwifruit was selected from rare unparalleled wild species vegetating in Qinba area through more than ten years of hard work of Sichuan Institute of Natural Resources scientists.Its an international leading level in the unique characteristics of its quality and specialty. 新方副总：那么，请贵方再详细介绍一下您方猕猴桃营养成分方面的详细情况！NDGM:Then,please tell us nutritional aspects of your Kiwi in detail中方技术总监：好的。我方生产的红阳猕猴桃除富含天然维生素和17种游离氨基酸及多种矿物成分。其中维生素和氨基酸含量在各类猕猴桃中首屈一指。每100g果肉中含有维C350毫克，被誉为“维C之王”。但是由于产品上市时间不长，直到现在，世界上还有很多国家和地区的人民还没有机会品尝到如此美味的水果呢！CCTO:OK. Our production of Hongyang kiwifruit is of rich natural addition in vitamins and 17 kinds of free amino acids and a variety of mineral composition. Among those, vitamins and amino acids is the second to none. Containing dimensional C350 mg per 100g pulp,it is known as the King of Victoria C. However, because its short time to come into the market , until now, there are still many countries and regions where people cannot have an opportunity to taste this delicious fruit!新方技术总监：那么关于质量认证呢？NCTO: What about the accreditation about quality?中方技术总监：我公司生产的红阳猕猴桃于2006年取得四川省进出口检验检疫局出口基地认证;2008年获得全球良好农业规范认证(GLOBALG.A.P)及ISO22000食品质量安全体系认证。农业部颁发了无公害农产品认证证书。公司基地园区被四川省人民政府和四川省科技局评为“标准化出口示范基地”。关于产权，贵方完全不必担心。CCTO: In the year of 2006,hongyang kiwifruit successfully obtain export base for certification from Sichuan Import and Export Inspection and Quarantine Bureau. In 2008 it got a Certification as the global Excellent Agricultural Practices (GLOBALG.AP) and ISO22000 certification of food quality and safety system,and the Ministry of Agriculture issued a pollution-free agricultural products certification. The base of the company was choosed as base with standard model of exportby Sichuan Peoples Government and Technology Bureau. As for the property rights, you do not have to worry about!新方技术总监：看来贵公司的生产是值得信赖的，那么产品的质量等级呢？NCTO: It seems that its trustworthy of your production then how about the grade ahout quality?中方技术总监：请大家看相关资料。我公司根据四川省质量技术监督局制定的关于猕猴桃的购销等级的规定，将红阳猕猴桃划分为特级、一级、二级共三个等级。各等级在外形、色泽、果味、果径、单果重量等均有不同的规定。不知道贵公司对哪种品质的产品感兴趣呢？CCTO:Here is some relevant information.According to the stipulation,we devide the product into three ranks,special class. Each grade different in the sensory index, colour,taste,fruit diameter, single fruit weight and volume with the different relevant requirements. But which quality are you most interested in? 新方技术总监：（向副总点头示意）新方副总：看来贵公司提供的特级猕猴桃产品很符合我方的采购要求，请问贵方报价如何？NDGM: It seems your companys super Kiwi product is in line with our procurement requirements, how much the price of your product?中方市场部部长：不知贵公司此行的采购计划（故意停顿）CCM: I do not know your companys procurement plan for this trip新方采购部部长：我方暂定采购特级红阳猕猴桃2000公吨，目的港为新西兰皇加雷港口，时间为2009年1月15日之前。NPM: Our tentative purchase super Hongyang kiwifruit 2000 tonnes, the port of destination in New Zealand Port Royal Sangare，and the arrival time should be before January15,2009.中方财务总监：我方的报价是,3800美元/公吨CIF皇家雷港。CCFO: Our offer is 3800 U.S. dollars / tonne CIF Royal Sangare Port.新方副总：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 sides offer is too high.新方财务总监：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，你方的红阳猕猴桃并无特殊之处。NCFO: According to my companys long-term international purchase price, the average price is only 2000 U.S. dollars / tone. Moreover, your side is not so special about the hongyang kiwi fruit.中方市场部部长：贵方此言差矣。国际上普遍认为红阳猕猴桃口感优于国际上选育的任何品种，更以“红色软黄金”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 side is wrong. The international community generally agree that Hongyang kiwi fruit tastes better than any of the international breeding species, but also to red soft gold reputation is truly a pollution-free,export-oriented high-grade fruit preference. 新方副总：我看也不怎么样嘛！NDGM: Well,I do not think it very excellent!中方技术总监：那么我们就用贵公司畅销多年的品种进行比较。请看（示意）。显而易见，我方生产的红阳猕猴桃品质明显高于其他品种。CCTO: Then we will use your companys best-selling multi-species comparison. See (indicative). It is clear that our productions quality is significantly higher than other varieties of kiwi fruit.新方副总：（沉默不言，放笔背靠椅子）中方总经理：XX先生，我方的报价是非常合理的。CGM: sir, our offer is very reasonable.新方副总：非常合理？贵方的报价如此离谱，还算合理吗？我实在怀疑贵方的诚意。NDGM: Very reasonable? Your offer is so outrageous, fairly reasonable? I really doubt the sincerity of your side.新方采购部部长：贵方一味强调商品的优质性，完全忽视我方的利益。看来，我们此次的谈判根本无法继续。NPM: Your side keeps emphasizing high-quality goods and completely ignore our interests. It seems that we simply can not continue the negotiation.中方财务总监：无法继续？如此合理的报价怎么会无法继续？CCFO: Can not be continued? How dose such a reasonable offer would not be able to continue?中方总经理：XX先生。XX先生。（X回头不说话）百闻不如一见，百说不如一尝。贵方远道而来，想必也不想空手而归吧！成事者不拘小节，何必在一个问题上大动干戈呢？让我们先来品尝红阳的美味吧。CGM: Sir sir , Seeing is less than believing, 100 have suggested that a try. Your side come from a far distance, presumably do not want to leave empty-handed! Be brought to fruition by informal section, why it upside down on one issue? Let us to taste the delicious hongyang fruit first.（礼仪上猕猴桃）新方技术总监：贵方的猕猴桃肉质鲜嫩、香甜清爽，果真回味无穷。NCTO: The Kiwi meat is tender, sweet and refreshing which is really food for thought.中方总经理：很高兴贵方能喜欢我方的猕猴桃，如此的美味想必我们双方都不愿放弃吧！CGM: Glad that you can enjoy it.As such a delicious taste that we must have both reluctant to give up!新方副总：当然。我方不远万里来到贵地，难道贵方认为只是为了观光吗？CDGM: Of course ! Ccome to your side through thousands of miles, can you believe just for tourists ?新方采购部部长：听说贵方这一季的猕猴桃早已成熟，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 kiwifruit has already matured in this season,I guess the harvest should be very good! If you do not 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 effevtive help.中方市场部部长：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猕猴桃经销商。销售面覆盖包括欧盟、美国、日本等国家和地区在内的所有猕猴桃需求市场。我方也希望通过贵公司将我公司的红阳猕猴桃推向国际市场。CMM: Thank you for your careful calculations. We also never questioned the ability of your party. We know that your company is the worlds largest distributor of kiwi fruit. Sales surface coverage, including the European Union, the United States, Japan and other countries and regions, including all the Kiwi market demand. It is also our hope that our red-yang Kiwi can enter the international market through your company.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.新方财务总监：仅仅让300美元？贵方未免也太小气了吧！NCFO: Just letting the 300 U.S. dollars? It is too low! 中方财务总监：那么贵方认为什么样的价格才算合理呢？CCFO: So what price is it considered reasonable?新方财务总监：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，我们就只能去广元或其他地区看看了。NCFO: According to our opinion, the most reasonable offer should be 2100 U.S. dollars / tonne. If we can not reach an agreement at this price, then we are sorry that we can only go to Guangyuan, or other areas to hunt for deal.中方市场部部长：贵方的报价也不见得合理呀！不瞒您说，有很多国外销售商正在与我方洽谈关于红阳猕猴桃的采购问题。而且他们开出的条件都比你方优越。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 partys offer is still not likely reasonable! By honesty , many other foreign purchasers are actively working with us to negotiate on the issue of procurement of Hongyang kiwi fruit. And their conditions are superior than yours. Moreover, your side, as in other parts of the procurement could not have so much as our supply.新方采购部部长：即便如此，贵方的报价也应该具有参考性吧？我方的提出的价格是有根有据的。根据目前市场情况来看，中高档猕猴桃平均价格应该在1700美元/公吨。有中国大陆海运至我国北部港口，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 are is actually founded. According to the current market situation, the average price of high-grade kiwifruit should be 1700 U.S. dollars / tonne.From Chinese mainland to the north of our sea ports, shipping need about 400 U.S. dollars / tonne, and general insurance products, fruit 40 U.S. dollars / tonne. In this way, how can not be achieved just quote your side !中方财务总监：1700美元？不知贵公司是从何处采购到如此便宜的高档猕猴桃呢？我方也进行了统计，根据我国官方网站披露的可靠信息（示意看屏幕），第三代红心猕猴桃的平均价格也在2000元人民币以上。贵方这样拟算的报价实在让我们很为难。CCFO: 1700 dollars? I do not know how can your company purchase the high-grade kiwifruit at such a low grade? We also had statistics, according to Chinas official website disclosure of reliable information , the third-generation heart Kiwi average price is more than 2,000 yuan. How can your recon the market price like that?（新方沉默并讨论）新方副总：XX女士，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: XX President, how about 2800 U.S. dollars. This is indeed the highest price we can afford, and beyond this the price is beyond my remit to decide the scope . How do you square think of it?中方总经理：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。通过刚才的分析，相信贵方也明白我方报价的合理性。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. Through the analysis earlier, I believe that your side also understand that our offer is reasonable. If you persist in the original price, we can settle a bargain in FOB price.新方副总：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. 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，XX先生。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公吨的红阳猕猴桃。但如果贵方愿意另购优质绿心“海沃德”300公吨，我方愿意将红阳价格降至3300美元/公吨，同时按2000美元/公吨的最低价格出售海沃德猕猴桃。要知道，这可是市场上罕见的低价啊！CGM: I beg your pardon, MrXX.We insist on 3,500 U.S. dollars / tonnes offer. At the same time ,our side can only provide a one-off for your 2200 tonnes of hongyang kiwi fruit. 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!新方副总：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.中方总经理: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 policyhold procedure to Peoples Insurance Company of China before shipment.Dont be worried!新方副总：(点头同意)那就好。DGM：That will be okay!新方采购部长：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.中方总经理：我方同意。运输方面采用班轮运输一次性到达，两种猕猴桃共计2500公吨，分别允许有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 shiping by liner at one time,totally 2500M/T,5%more or less,at Buyers option and at contract price.（副总点头）新方采购部长：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 lets discuss the payment!新方财务总监：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。NCFO: We will sign an irrevocable letter of credit within 10 days after the opening to your side as a long-term beneficiaries，balancing in USD.And its 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.新方财务总监：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 rigourious.Its nearly cant realized,for a large amounts of money will be impropriated.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.新方财务总监：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,thats to say,50%sight letter and the surplus by acception?As to the bank appointment,we can accept your request,and the issuing bank will be the Bank of New Zealand.（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 accepe your sight payment with breaking rules.新方技术总监：关于检验，我方希望采用在中国上海港食品检验检疫局初检，在新西兰皇家雷港口局复检的方式。NCTO: In terms of inspection,we hope to adopt the way that the first inspection goes in Shanghai Food Inspection and Quarantine Bureau of China,then the reinspection goes in the Royal New Zealand Port.中方技术总监：我方同意。这是我国制定的农产品出口检验检疫标准。CCTO: We agree.This is our established standard for inspection and quarantine of agricultural exports.新方技术总监：这是我国的进口食品检验检疫标准，为确保万无一失，也请贵方严格按照标准的规定进行核查。NCTO: This is our countrys inspection and quarantine standard towords food. To insure foolproof, plesase check accordance with the provisions of standard strictly.（双方交换检验检疫标准）新方技术总监：（边看边点头）看来贵国对