口译商务谈判.doc

A:欢迎贵公司的各位代表来我方进行商务洽谈。我是xxx公司的CEOxxx.首先由我来介绍我方的谈判代表。Im Flower,ceo of abc company. Please accept our warmest welcome. Wish all had a pleasant trip. Now, please allow me to introduce presented stuffB:感谢贵方的热情款待，非常高兴来到中国，并有机会与贵公司合作。我是xxx公司的总经理，下面由我来介绍我方谈判代表。Thanks for your hospitality. weve had a journey and are looking forward to cooperating with your company.IM the general manager and this is .A:欢迎来到中国，不知对这边的天气饮食是否适应？B:这边风景宜人，食物也很有特色，如果时间允许，我们一定好好参观一下这里。We are impressed with fascinating scenery and exquisite dishes. We are hoping to have a visit if time permitted.A:我方已特地为贵方安排了本地最具代表新的晚宴,期待贵方能赴宴。We have arranged a banquette with indigenous cuisines; we will be honored if u come .B:好的，贵公司在空调制造业上声誉良好，我们期待此次能够达成合作。We are pleased to receive your invitation. Your company has received a favorable reputation. We hope we can settle the deal.A好的，那我们开始洽谈吧。Ok .shall we begin?：看来贵公司提供的儿童空调很符合我方的采购要求，请问贵方报价如何？ It seems your companys product is in line with our procurement requirements, 我方的报价是,3500美元/台。 CCFO: Our offer is 3500 U.S. dollars /set;朋友，你是在跟我们开玩笑吗？贵方的报价实在太高了，这远远超出 我们的财政预算。:Your offer is way too much and it exceeds our financial budget.：根据我公司长期的国际采购价格，平均价格也只有2000美元/台，NCFO: According to mycompanys long-term international purchase price, the average price is only 2000 U.S. dollars / set.美方：我方的报价是非常合理的，这种儿童空调是最新型的，世界上其他国家都还未研发出这种空调。sir, our offer is very reasonable. 中饭：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。我国最近正在研发这个项目，国家对此还有津贴补助。我们所能接受的价格为2200美元，台，Your offer is so outrageous; I really doubt the sincerity of your company.Moreover, China have a special policy over researching this techonology.therefore, 2200 dollars is acceptable.美方：这个价格我们不能接受，我们对这个产品的研发投入了大量的人力物力财力。为了表示我们的诚意，我们将价格降到3200美元/台。We really cant take your offer.we ve invested huge amounts of man power ,material resources and finantial support. To show our sincerity, we could lower our price to 3200.中方：我们已经感受到你们的诚意。我们有意订购2000台，贵方可否将价格降到2500美元We appreciate your good faith.Could 2500 be possible if we order 2000 pieces?美方：（讨论）我们愿意将价格改为3000美元，这已经是我们的最低价了。Considering the costs wevepaid, 3000 is really our bottom line.中方：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。中国市场需求量大，我们公司愿意帮忙宣传，打响你们产品的知名度。并且将订单提高到3000台，你们看2800美元能接受吗？Though you have made concession, it is still unacceptable.As u know, there isgreat demands in china.we would like to increase the reputation and brand awareness.besides, we will increase the order to 3000 sets,could u take 2800?美方：好吧，我们可以接受这个价格。但是我们要求以CIF北京成交。Fine. That sounds reasonable.but we insists .中方：我方希望贵方能在最低险别的基础上加上。We demand .美方：不好意思，我们已经给贵公司最低的价格，如需要投保其他险别，贵公司需要额外出资。Were afraid we cant accpt it.we ve already offered u the lowest price.if u 中方：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，保险费用由我方承担。NGM：Okay! 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 we will bear all the insurance premium.PackingA:We want to know how your company pack the goods?我们想了解贵公司如何包装货物？B:We usually pack one air-conditioner in a carton ,and put each in a wooden case to avoid impact,then place the wooden cases in the container.我们通常把一个空调装入一个纸箱，再装入木箱以避免挤压,然后把木箱装进集装箱。A:The air-conditioner is metal-made,does the carton is durable enough to protect it?空调是金属制品，用来保护空调，纸箱足够坚固么？B:Definitely,we would put foam in the carton to fix and protect the air-conditioner.当然，我们会在纸箱内放泡沫来固定和保护空调。A:OK,as the indicative mark,we hope you can print “Handle with care,This side up,and Guard against damp”好的，关于指示性标志，我们希望你能打印“轻拿轻放，此端向上，防止潮湿”的文字和图形。B:OK,we will.好的，我们会照做。Commodity inspectionA:Lets talk about the commodity inspection.We would like to inspect the quality and quantity in your country before the shipment and re-inspect in our country after we take delivery of goods.我们来讨论商品检验吧。我们想，货物运输前，在你们国家进行质量和数量检验，我们提货后，在我们国家进行复检。B:We agree,it is fare and reasonable for both of us to regulate the inspection time and inspection place in this way.And do you have any requirement of the inspection authority?我们同意，这种检验时间，地点的规定方法对我们双方都公平合理。对于检验机构，你们有什么要求呢？A:We only recognize the inspection from the AQSIQ(General Administration of Quality Supervision,Inspection and Quarantine of the Peoples Republic of China).我们只认可中华人民共和国质量监督检验检疫总局的检验。B:OK,We will provide the inspection certificate of quality,quantity,packing and sanitation issued by the AQSIQ,do you need other inspection certificate?好的。我们将提供中华人民共和国质量监督检验检疫总局开具的质量，数量，包装以及卫生检验证书，你们还需要其他的检验证书吗？A:The inspection certificate of origin and value.原产地和质量检验证书。W:Well,wevesettledthequestionofprice,qualityandquantity.Nowlets talkaboutthetermsofpayment?好吧，既然价格、质量和数量问题都已谈妥，现在来谈谈付款方式，怎么样？B:Weonlyacceptpaymentbyirrevocableletterofcreditpayableagainstshippingdocuments.我们只接受不可撤消的、凭装运单据付款的信用证。W:Isee.CouldyoumakeanexceptionandacceptD/AorD/P?我明白。你们能不能破例接受承兑交单或付款交单？B:Imafraidnot.Weinsistonaletterofcredit.恐怕不行，我们是坚决要求采用信用证付款。W:Totellyouthetruth,aletterofcreditwouldincreasethecostofmyimport.WhenIopenaletterofcreditwithabank,Ihavetopayadeposit.Thatlltieupmymoneyandincreasemycost.老实说，信用证会增加我方进口货的成本。要在银行开立信用证，我得付一笔押金。这样会占压我的资金，因而会增加成本。B:Consultyourbankandseeiftheywillreducetherequireddeposittoaminimum你和开证行商量一下，看他们能否把押金减少到最低限度。W:Tomeetyouhalfway,whatdoyousayif50%byL/CandthebalancebyD/P?我们都各让一步吧，货价的百分之五十用信用证，其余的采用付款交单，你看怎么样？B:Ok,sure.好吧。Claim and ArbitrationA:Lets move on to the claims.As our two countries have different law about the claims,so we think we can apply the CISG(United nations convention on contracts for the international sale of goods) for the dispute and claims.让我们谈论一下索赔吧。由于我们两个国家对于仲裁的法律不同，我们认为我们可以应用公约来解决争议与索赔。B:Its a good idea.There are two kinds of claim clauses in contract of import and export:one is the clause of dispute and claim for compensation,the other is penalty clause.Which one do you want to choose?好主意，进出口合同中的索赔条款有两种规定方式：一种是异议和索赔条款，另一种是罚金条款。你们想选择哪一个？A:We can employ the clause of dispute and claim for compensation as well as penalty clause,this can well guarantee both of our interests.我们可以采用异议和索赔条款和罚金条款，这样能更好的保证我们双方的权益。B:We cant agree more.Its a win-win strategy.One party is entitled to lodge claim against the other party who breaches a contract.As for the effective period for filing a claim