模拟商务谈判剧本.doc

第一场中：欢迎到我们公司来。我叫XX，负责出口部。这是我的名片。译：. My name is XX. Im in charge of the export department. Let me give you my business card.新: Ill give you mine too.：译：这是我的名片。中： 你的航行顺利吗？译:How was your flight?新: Not bad, but Im little tired.译:还行，不过我有点累。中：这是你的日程安排。开完会后，我们去参观工厂，再跟生产部经理开个会。晚上你将和我们总经理共进晚餐。 译:Heres your schedule. After this meeting, we will visit the factory and have another meeting with the production manager. And youll be having dinner with our director.新: Could you arrange a meeting with your boss?译:你能安排我跟你们老板开个会吗？中： 当然可以，我会安排在明天早上10点钟。译:Of course, Ive arranged it at 10 oclock tomorrow morning.第二场中：欢迎来都江堰进行业务洽谈，我是公司的总经理XX，译: Welcome to Dujiangyan for conducting the business negotiation. I am the General Manager 新: very pleased to come to the beautiful Dujiangyan. 译：非常高兴来到美丽的都江堰。中：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？译: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：Everything is well! Sichuan is a place with pleasant weather and beautiful scenery. The reputation ofLand of Abundance is really well-deserved .译：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。中：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？译: Thank you for your praise. I wish all of you could be satisfied with the arrangement of your trip to Dujiangyan?新：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!译：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！ 中：XX先生过奖了。希望我们此次谈判也能够让双方如此满意！译: Mr. XX.It is overpraised.We just hope that we can also enable both parties in the treaty!新：Oh,yes.Of course. We are also looking forward to!译: 好的，那么我们开始吧！新：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!译: 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！中：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，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。译：Next,let me introduce our hongyang Kiwifruit.our products of hongyang kiwifruit 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：What about the accreditation about quality?译：: 那么关于质量认证呢？中：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及ISO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。关于产权，贵方完全不必担心。译： 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 and ISO certification of food quality and safety system,and the Ministry of Agriculture issued a pollution-free agricultural products certification. As for the property rights, you do not have to worry about!新： It seems that its trustworthy of your production then how about the grade ahout quality?译：:看来贵公司的生产是值得信赖的，那么产品的质量等级呢？中：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？译：.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：It seems your companys super Kiwi product is in line with our procurement requirements, how much the price of your product?译：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？中：不知贵公司此行的采购计划（故意停顿）译: I do not know your companys procurement plan for this trip新：Our tentative purchase super Hongyang kiwifruit 2000 tonnes, and the arrival time should be before January15,2009.译:：我方暂定采购特级红阳猕猴桃2000公吨，时间为2009年1月15日之前。中：我方的报价是,3800美元。译: Our offer is 3800 U.S. dollars.新：Ah my friend,are you kidding with us? Your sides offer is too high.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.译：朋友，你是在跟我们开玩笑吗？贵方的报价实在太高了。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。中：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。译:it 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：Well,I do not think it very excellent译：我看也不怎么样嘛！中：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。译: 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.中：XX先生，我方的报价是非常合理的。译: sir, our offer is very reasonable.新：Very reasonable? Your offer is so outrageous, fairly reasonable? I really doubt the sincerity of your side.译：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。 新：Your side keeps emphasizing high-quality goods and completely ignore our interests. It seems that we simply can not continue the negotiation.译：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。中：无法继续？如此合理的报价怎么会无法继续？译: Can not be continued? How dose such a reasonable offer would not be able to continue?中：XX先生。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。译: 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：The Kiwi meat is tender, sweet and refreshing which is really food for thought.译：贵方的猕猴桃肉质鲜嫩、香甜清爽，果真回味无穷。中：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！译: Glad that you can enjoy it.As such a delicious taste that we must have both reluctant to give up!新：Of course ! Ccome to your side through thousands of miles, can you believe just for tourists ?译：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？新：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.译：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。 中：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。译: 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：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。译: 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：Just letting the 300 U.S. dollars? It is too low! 译：仅仅让300美元？贵方未免也太小气了吧！中：那么贵方认为什么样的价格才算合理呢？译: So what price is it considered reasonable?新：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 other areas to hunt for deal译：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。中：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）译: 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：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 !译：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！中：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，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。译: 1700 dollars? I do not know how can your company purchase the high-grade kiwifruit at such a low grade?the third-generation heart Kiwi average price is more than 2,000 yuan. How can your recon the market price like that?新：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?译：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？中：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。译: 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. 新：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.译：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。商量一段时间后中：不好意思，XX先生。我方只能一次性为贵方提供2200公吨的红阳猕猴桃。并愿意将红阳价格降至3300美元/公吨，要知道，这可是市场上罕见的低价啊！译: I beg your pardon,our side can only provide a one-off for your 2200 tonnes of hongyang kiwi fruit. we are willing to down red-yang structure to 3300 U.S. dollars / tonne,to know, that was a rare low-cost market!新：Okay! We can accept. .And your company should bear all the insurance premium.译：好吧！我方可以接受。但是保险费用由贵方承担。中: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！译: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：That will be okay!译：那就好。新：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。译: Meanwhile,we wish to adopt small carton packaging, with a fruit tray nest in it. 中：我方同意。运输方面采用班轮运输一次性到达，共计2500公吨，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。译：Yes.We agree.And Products are shiping by liner at one time,totally 2500T,5%more or less,at Buyers option and at contract price.（副总点头）新：We consent.And we demand amount of credit and quantity of merchandise 5%more or less acceptable。译：好的。那么我方要求数量和信用证都允许5%的增减。新：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。译: In terms of inspection,we hope to adopt the way that the first inspection goes in Sha