模拟商务谈判剧本双语版

1 中新猕猴桃贸易商务谈判剧本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 秘书 周亚 秘书 波特 Secretary Zhou Ya Secretary Potter 法律顾问 王涛 法律顾问 托尼 威廉森 Counselor Wang Tao Counselor Tony Williamson 技术总监 周泳淘 技术总监 特蕾西 普瑞特 CTO Zhou Yongtao CTO Tracy Pratt 翻译 毕鹭娟 翻译 露西 桑顿 Interpretator Bi Lujuan Interpretator Lucy Thornton 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 I m Zespri International Limited Company s 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 of Land 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 company s 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 2 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 It s an international leading level in the unique characteristics of it s 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 it s 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 export by Sichuan People s 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 it s trustworthy of your production then how about the grade ahout quality 3 中方技术总监 请大家看相关资料 秘书起立分发资料 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 company s 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 company s 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 side s 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 company s 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 请看大屏幕 示意 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 Please look at large screen 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 company s best selling multi species comparison See indicative It is clear that our production s 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 4 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 对秘书低声示意 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 world s 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 party s 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 5 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 China s 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 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 tonne s 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 6 CGM No problem According to our export tradition we will transact the policyhold procedure to People s Insurance Company of China before shipment Don t 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 Buyer s 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 let s 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 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 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 It s nearly can t 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 that s 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 7 NCTO This is our country s 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 看来贵国对时鲜水果的检验检疫要求十分严格 我方也相信贵方在检验 检疫方面不会存在任何问题 不过我也善意提醒贵方 我国对猕猴桃检疫中对猕猴桃中重金 属参留量为 0 001 对有机磷农药残留量仅为 0 01 而贵国为 0 02 这两方面我国检疫 较为严格 请贵方慎重准备 NCTO It seems that your country has very strict inspection and quarantine requirements to seasonal fruits we also believe that your side in the inspection and quarantine would not have any problems but I also remind you of good faith in Newzealand quarantine to kiwifruit in the right amount of Bullionism residues would be less than 0 001 the amount of organic phosphorus pesticide residues would be restricted less than 0 01 while your standard is not more than 0 02 both of them are more strict than yours please be careful 中方技术总监 请贵方放心 我方出口的猕猴桃质量上乘 在运用滴滴涕 有机磷农药方面十分慎重 其含量均远远低于国家要求水平 我相信我公司的红阳猕猴桃一定能满足贵国的检疫要求 为了让贵方放心 我方承诺如果检疫不合格 我方愿承担全部责任 并按规定赔偿贵方损失 您觉得怎么样 CCTO Just rest assured Our exports of kiwifruit are all in good quality the use of DDT organic phosphorus pesticides are very careful and contents are all far below national requirements So that we believe our company s hongyang kiwifruit must be able to meet the quarantine requirements of your country In order to make you assure that we promise that once the quarantine failed we are willing to take full responsibility for the loss in accordance with the provisions of compensation for your side What about it 新方技术总监 贵方真是爽快 我方对此十分满意 也充分相信贵方红阳猕猴桃的质量 NCTO We are fully satisfied with your frank and also completely believe that your Hongyang kiwifruit is of good quality 中方法律顾问 但我方希望贵方在货物到达皇家雷港口 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 wit