模拟商务谈判拟稿（葡萄酒进口）.doc

中方主谈：尊敬的法国拉图酒庄进出口贸易有限公司的先生和小姐们，晚上好！首先，我谨代表我公司的全体成员对贵方的到来表示热烈的欢迎和由衷的感谢！也感谢在上次谈判中法国朋友的盛情款待和热情的迎接！中国有句古话，有朋自远方来，吾亦乐呼！Ladies and Gentlemen: Good evening! First of all ,on the behalf of our corporation ,Id like to extend our warm welcome and express our heartleft appreciation to you ,for your good receiving and warm welcoming last time in France .there is an old saying in china ,as long as the friends come ,we surely become very happy . 为尽地主之仪，让我们盛满绿茶，为远来的贵客接尘！也提前预祝我们谈判圆满成功！In order to show our honesty ,lets raise the glasses of green tea to welcome our friends again and wish our cooperation a fully success .下面由我向大家介绍我方成员： Nest ,please allow me to introduce our members .孔智宇，本人，广州经典贸易有限公司总裁，全权负责本次谈判。许佳郦，技术鉴定员，负责本次产品质量和葡萄酒技术指标方面的问题质疑和解答欣馨，陈夕雨，我方商务代表陈晨，我方法律顾问，负责本次合同的签定，以及法律方面所要面临的问题罗大，李嘉宣，负责本次谈判翻译工作这就是我们团结向上，英勇善战的团队！很高兴在这里和大家一一相识，谢谢大家！At first ,I am high honored to introduce myself ,kong zhi yu presidenr of Guangzhou Classic trade company and fully responsible for this negotiationA 许佳莉:the teachician is responsible for product introduction in this negotiation and answer your question about sherry .B 欣馨、陈夕雨our business representativesC 陈晨chief legal advisor ,fully authorized for singing the contract and resolving the problem of laws .D 罗大、李嘉宜responsible for the translation work in this negotiability . This is our united and bravery team .it is very nice for me to introduce our members to the guests presents ,thank you very much .法方主谈：First of all , please allow me to introduce myself and our team .Im Louis ,vice-president of French Latour ,president of the Asian filiale,and fully authorized for this negotiation.Dasiy and Qchi are the managers of the department of distribution.Mike and Fainy are our technical advisersTinan and Ade are the interpreters尊敬的女士们,先生们:首先请允许我向大家隆重介绍我和我的团队:我叫路易斯,法国拉图酒庄副总裁,亚洲分公司总裁,全权负责本次谈判Daisy和Qchi,销售部经理Mike和Fainy，技术顾问Anna,法律顾问Tina和Ade,负责本次谈判翻译工作Well just like what youve said that we have pleasant cooperations , we hope that this negotiation will be a rewarding one for all of us .Now ,please allow our technicial advisers to give you a introduction of our products and answer the technologic questions.是的，正如你方所说，我们有过令人愉快的合作，那么希望这次谈判也能取得让大家都高兴的成果，下面将由我方技术顾问向你方介绍产品，并回答你们关于制作工艺方面的问题。卖方：For many,when they think of wine,they will think of Fance.对于许多人来说,每当他们想到葡萄酒,他们就会想到法国.Fance has a lon g and fascinating hariage as the mother of all wine-producing countries.法国作为葡萄酒生产的发源地,有着悠久的历史和美德.Hello,everyone!Im.Well,now let me give you a brief introduction of the Barry series,which is honored Vors.大家好,我是.现在就让我为你们做一个有关巴莱系列葡萄酒的简短介绍吧,它获得了优良产区葡萄 酒的称号.The dry red wine of Barry Series is made from the wrold-noted-grape Cabernet Sauvighon which grows in Latour Vinayard by applying traditional winemaking technology of Bordeaux and is storing in oak barrel.巴莱系列的干红葡萄酒是生长在拉图庄园的世界知名葡萄品种,用传统的波尔多葡萄酒酿造技术酿造而成的,而且是用橡胶箱装储的.This time the dry red wine of Barry Series is mainly divided into three different grades:101 for the average people ,201 for white collars and 301 for luxuries.本次巴莱干红系列主要分成三档次-市民普通型101,白领轻松型201,尊重享受型301101:Pale yellow with slight green in color, crystal clear in appearance, fruity, refreshing and perfect in taste, well balanced and full body.颜色201:Ruby blue in color and crystal clear in appearance, rich in grape flavor and wine bouquet, this wine is smooth and soft with a round and long finish.301:This wine is made from the high-quality grape by applying traditional winemaking technology then aged in French oak barrels for more than 2 years. Its dark red color, ock flavor and nutritional value are in perfect harmony.卖方：And my friend, the three projects has considered a lot about your actual instance, so we want to get your opinions.朋友们，我们的三套方案已经充分考虑了你们的实际情况，下面想听听你们的意见。买方：基于中国现在的国情和市场供求考虑,我们比较中意对方介绍的201,但还有些技术方面的问题请教.Considering about the present situation in China and the supply and demand in the market, we favor 201 you introduced . However, Id like you to tell us something about technology.买方：请问201 的酒精度是多少?Whats the percentage of 201?卖方： 15%买方： 通常葡萄酒的酒精度介于7%16.2%,因为酒精度一旦超过16.2%,酵母就停止活动了.那么,你们如何保证质量呢?As a rule ,the percentage of alcohol in wine is between 7% and 16.2%. Because once it passes 16.2%,barm will not work. So how to guarantee the quality?卖方：Please take it easy .Firstly, as is known to us all, these are 6 factors determined the quality of the wine. They are as follows the kind of grape, climate, soil, temperature, the management of grape garden and technology of making wine .Latour wine takes great advantages in the above factors.The grapes are handpicked at the peak of their maturity,After being carefully selected de-stemmed and broken, they are fermanted on skins in stainless steel tanks of controlled temperature.:这请你们放心.首先,大家都知道,决定葡萄酒的好坏的6大因素:葡萄品种,气候,土壤,温度,葡萄园管理和酿酒技术.拉图酒庄在上述6大因素上具有得天独厚的优势.买方：下面我们来谈一下价格的问题。我想在确定一下贵方的贸易条件，是CIF吗？Now lets talk about the price. Id like to make sure whether your side of the terms of trade is CIF?卖方：Yes, it is CIF.是的，是CIF买方：对于贵公司的报价我方不能接受。我们也了解其他公司的情况，对价格也有一定的尺度。我们认为，CIF价是绝对不能接受的。如果贵公司有诚意的话，我们希望可以考虑FOB价。For your companys offers, we cant accept. We also understand the situation of other companies to have a certain measure of the price. We believe that CIF Georgia is absolutely unacceptable. If your company is sincere, we hope that we can consider FOB.卖方：I think you may know what we manage is wine. Its packaging for sales is made of class which is easy to be damaged, especially during the long time of ocean shipping which will be full of lots of risks. All the above factors make it not work without excellent transportation technology. On the other hand, we always had good cooperation with the shipping company-Danish company. There has been seldom damage in our usual foreign trade in the past. So in the transportation of products, you can totally rest assured.我想贵方应该知道，我公司经营的酒类，它的销售包装是玻璃制品，易损坏。尤其是海运时间长，风险多，没有过硬的运输技术是不行的。我方长期与运输业巨头马士基公司有良好的业务关系，在我们以前的对外贸易中极少有产品损坏的事情发生。所以在运输方面贵方可以完全放心买方：我们相信贵方可以提供安全的运输，但我方同样也可以找到价格适中服务到位的货运公司，比如说中国远洋运输公司。一直与我公司有长期的合作关系。而且我国的劳动力价格低廉，费用相对较低，可以再次作出优惠。We believe that your company can provide safe transportation. But I can find such similar prices, companies and services. For instance,Ocean transportation company Of China has been working with our company for a longstanding cooperation. Moreover, the labor force in our country is very cheap and the expense will relatively be much lower. So they can compromise again.卖方：We can understand your standpoint. But please notice that you ask us to pack with 12 small bottles per box. And as to the red wine 201 that you order, we always pack with 6 big bottles per box for transportation. That you temporarily change the package condition has much influence on our package according to the class of wine. We will satisfy your special demands in package and wed like you to consider our terms of trade CIF.我们完全明白对方的意思。但是请贵方注意，你方要求运输包装为12瓶小瓶装每箱，而在我酒庄的包装标准中，你方订购的型号为201型的散装红葡萄酒，一直是以6瓶大瓶装为运输包装。你方临时改变包装条件对我方分校包装影响很大。我方将尽量满足你方在包装上的特殊要求，但也请你方考虑我方CIF的贸易条件。买方：讨论。那好，我方同意以CIF为贸易条件。但要求给与45$/箱的降价。Ok, we accept the term of the trade of CIF. But wed like you to decrease 45$/box卖方：Oh , I cant believe my ears. We cant accept your require. We insist on our price. 哦，天哪！我们无法接受你们的价格。我方坚持180$/箱的报价。买方：这次引进，我们从几家公司中选中了贵公司，这说明了我们成交的诚意。次价虽比贵公司销往韩日两国的价格低一些，但由于运往广州口岸要比运往韩日的费用低。所以利润并没有减少。另外一点，诸位也知道我有关部门的外汇政策规定，这笔生意允许我们使用的外汇只有这些，要增加须在审批。如果这样，那就只好等下去，改日再谈。卖方：I think you must have known well of our products. Our prouucts are traditional “Barry dry red grape wine series” , its qulity is first-classed, which is totally unsubstituted. Your company choose us because of our perfect qulity. Since workers salary has risen by 2% and the rent of land in France is high , we cant make a reduction any more.我想贵公司对我们的产品一定也很了解，我们的产品是正宗的“巴莱干红系列”，它的品质是一流的，在同行业中享有很好的声誉，或许其它公司也有类似的产品，但是决不可能完全替代的。贵公司今天能坐在这里，也主要是看中了我们的高品质吧。所以我们产品价格高是有原因的，年初我公司工人工资上升了2%，而且法国现在土地的租金是相当的昂贵,所以希望贵公司将价格再让一些。买方：但是据我们了解，现在法国葡萄酒产量大于销量，急需寻找市场。而中国呢，经济持续增长，人民生活水平不断提高，追求高品质的生活方式，这也就带动了对于葡萄酒的需求量。同时随着2008年北京奥运会，中国人对于外国的产品尤感兴趣。很显然，我们中国已经成为你们最大的进口国之一。卖方：讨论。同意降价30$/箱。OK.买方：表示高兴。卖方：好的，看来我们在这个问题上达成共识了是吗？买方：是的。买方：下面我们来讨论一下保险方面的问题。Now lets talk about the insurance.卖方：In insurance we are VIP customers all the time in Ansheng insurance companythe second excellent insurance company in the world. We are enjoying a set of the favorable menus. It can save you a large sum of premium. So if we are responsible for the transportation and insurance business, I think it will be a mutual benefit particularly for you.在保险方面，我们一直都是全球第二大保险公司安盛保险的大客户，我公司目前正在享受优惠套餐，可以为你方节省一大笔保费。所以由我们来做运输与保险对双方尤其是你方是非常常有利的。买方：我方认为贵方比较了解中国的情况，所以同意CIF贸易方式，但我方希望贵方的价格可以再降10$/箱。We learn that you know a lot about the market in China. So we accept the term of the trade of CIF.But well appreciate it if you can decrease ten dollars each.卖方：It seem that your requirement is too harsh. Our CIF offers are already very low.Nowadays the crude oil price increasingly rise in international market. The freight charges go up continuously too .Whats worse ,the unstability of Iraqi situation and constantly happening of terrorist incidents in recent years cause Arabian countries to the contagonistic mood of America European countries .We insure you all these risks .In view of these factors ,we cant accept to the requirement to decrease 10 dollars indeed .Since you are really sincere ,we could consider louing 3 dollars.我们觉得贵方的要求太过苛刻，我们的CIF报价已经很低了，目前国际市场上原油价格上升，运费也持续上涨，而且近年来伊拉克局势的不稳定和恐怖事件的不断发生，造成阿拉伯国家及地区对欧美国家的敌视情绪。给贵方投保的一切险，考虑到这些因素，所以再降10美元我方不能接受。如果贵方有诚意的话，我们可以考虑给你们降3美元。买方：5美元？Five dollars?卖方：讨论中方：我方经过讨论，如果贵方不接受10美元降价。我方要求为我方投保平安险外加易碎易破险而非一切险。After our discussion ,if you cant decrease ,we require to insure F.P.A and clash and breakage instead of all risks.卖方：We agree your requirement ,well insure F. P. A. and clash and breakage and insurance and freight are 35dollars in total .我方同意贵方要求，为贵方投保平安险外加易碎易破险。保险和运费是35美元。买方：好的。我们接着来谈谈货物的数量问题。OK! Lets talk about the specific products.卖方：What is you quantity you order?你们的订购量是多少?买方：18000瓶，1500箱。对于我们来说，由于以前优质合作的信任和贵公司的优秀品牌，我们如此大的订货数量，希望贵公司在价格方面能再优惠一些。18000 bottles, 1500 boxes. To us as the trust of good relationship between our cooperation before and also the excellent quality of your company, and the quantity we order, we expect you could give us a preference on price.卖方：我们已经提供了最低的价格，实在不能降价。买方：对于葡萄酒的进口，中国的关税正逐渐递减。关税、增加税、消费税三项之和从调整之前的114.5%降低为目前的63%左右。小包装的葡萄酒（两升以下容器）关税税率有43%降到14%。其他包装的关税税率由43%下降到20%。鉴于中国的一系列优惠，不知贵公司能否在价格方面给予一定的优惠呢？The duty for grape wine import is going down annually. The total cost of tariff、VAT、CT is reduced from 114.5% before reset to 63% present. The duty for small battles (containers of smaller than two liter) drops from 43% to 14%, and others from 43% to 20% .waved your company give us some discounts in respond to our.卖方：In terms of the duty of china having decreased, we have compromised very much in the price which shows our great sincerity. Meanwhile, we will make sure the quality of our products .products of good quality will benefit your company more. Therefore, we will not bring down the price again.正是鉴于中国税率的调整，我方已经在价格上已经做出了极大的让步，这也体现了我们对此次谈判的最大诚意。同时，我们将保证我们的产品质量，而优质的产品将会给贵公司带来更多的利润。因此，对于价格问题，我方无法做出让步。买方：那好吧！OK！买方：那我们来谈一下结汇方式的问题吧，贵方有什么特殊的要求？Now lets 卖方：In order to save time and capital turnover of us ,we hope adopt telegraphic remittance.为便于节省时间，以及我们的资金周转，我们希望采用电汇的方式。买方：当然可以按对方的要求用T/T方式结汇，但是此结汇方式的成本相对较高，所以我方希望贵方让利1%。Of course , we could use T/T settlement , but this will increase more cost, so we hope you could give us 1% discount.卖方：(讨论) Ok，同意Ok卖方：Ok, Do you have any other matters we should take care of this now ？那好，请问贵方还有什么需要我们协助解决的吗？买方：我方要求贵方用非木质包装，并出示非木质材料包装证书，每个集装箱不能超过顿。As to the package , we demand non-wooden material package and certificate enclose .