国际贸易实务最终版

1、 国际贸易实务 情景模拟三 商务谈判与合同签订外商代表：郭阳(经理)、张翼、邓思敏、任巧洁丽雅公司代表：刘丝丽（总经理）、叶道兴、陈帅、魏湘秀谈判记录人员：谢巧燕（洁丽雅公司法律顾问） 场景模拟对话外商代表们与公司代表们一一进入会议室，双方互相握手致意，然后一一在谈判桌旁坐下。Represents from foreign company and Grace Corporation are coming into the meeting room. They are shaking hands with each other to express their loyalty and passi

2、on, and then sitting beside the negotiation table.郭阳：很高兴能跟贵公司合作，上次考察的时候我们对贵公司非常满意，今天在这里坐下，希望我们能取得双赢的结果 。We are very happy to cooperate with your Grace Corporation, we are so satisfied with it after visited your workshops, now we also hope that we can make bear a rich fruit on this negotiation.刘丝丽：当然

3、，我们也希望能跟贵方有着双赢的合作，愿我们合作愉快！ Of course，we also hope that we have a happy cooperation!郭阳：客套话我就不多说了，我们美国人一向讲究实在，关于上次考察我们订购贵公司十万条高档毛巾一事，我方觉得还有几个问题要跟贵公司商榷一下。Lets dont stand on ceremony，we are very concerned about something wordily in America. Our parties think its necessary for us to negotiate with you th

4、at we ordered the one hundred thousand towels after we visited your factory. 刘丝丽：好的，没问题，郭总请讲。Ok ,no problem，Mr.Guo, Please!郭阳：我公司预订购货号为A6型76*34cm的100%竹浆纤维毛巾，蓝白与粉白各3万条、货号为6946型76*33cm的100%竹浆纤维毛巾，浅绿色与橘黄色各2万条，共是十万条毛巾。产品质量确实不错，但是我想我们有必要再商榷一下价格。Our company wants to order item for type A6 76 multiplies 34

5、 centimeters 100% bamboo fiber towels, blue and white towels altogether 60000, number 6946 in 763 multiplies 33 centimeters 100% bamboo fiber towels, light green and orange towels altogether 40000, the total number is one hundred thousand towels. But I think we have to talk about the price once agai

6、n.刘丝丽：之前贵方不是谈好了45RMB每条的吗？上次贵方来考察之后就定了，为何还要商榷？We have discussed about the price of towels, it is around 45RMB each one, right? After you visited our factory, we are sure that, why do you have to negotiate it? 郭阳：您也知道，我们美国这阵子经济不景气，美元又贬值不少，如果按照上次说的价格，我方要多付不少钱，所以我觉得价格应该在你原来的基础上降低一点。You know, there are s

7、ome bad situation on economic in America, furthermore, the dollar depreciated a lot again, if we are in accordance with the last price, we have to pay a lot of money, so I think the price should be in your original basis down a bit.刘丝丽：既然如此，您可以重新开个价，我可以考虑一下。If so, you can set a price, I can consider

8、 it again.郭阳：我觉得40RMB每条比较合适，您看怎么样？I think it is appropriate price for each towel, namely 40 RMB, what do you think about it?刘丝丽：哦，我恐怕不能接受，我也看了这阵子美元的走势，即使美元贬值，贵方照原来的单价，也不过多支付三四万RMB而已，贵方进口十万条高档毛巾，每条减少5RMB，就少了50万，试问我方怎能接受？Oh, Im not afraid that I can accept, I also saw this trendy of the dollar, even t

9、hough the dollar is facing the bad situation, according to the origin of your price, you should just pay to at most thirty thousand or forty thousand RMB, you import one hundred thousand high-qualified towels, each towel should reduce 5RMB, less 500000, I wonder we can accept it?郭阳：陈总真是精明人，但是我方实在不能接

10、受45RMB每条，还希望贵方削减一点。Mr. Chen is a smart man, but I really cant accept 45RMB each towel, I do hope that you can lower the a little point on the price.刘丝丽：就算开到44RMB每条，贵方依然节省了10万RMB，较之美元贬值，贵方依然收益颇大；另随着中国经济的发展，人力成本和原材料价格的不断上涨，使我公司营业利润有所下降。综合考虑，我方的定价是不低于44RMB每条。Even though we order the price at 44RMB for

11、each towel , you still can save about one hundred thousand RMB, compared with the depreciation of the dollar, your profit is still quite large; whats more, with the development of Chinas economy, the costs of labor and raw material prices continue to rise, so that my company operating profit will de

12、cline. After we take it into consideration carefully, our price is not less than 44RMB for each towel.郭阳：陈总不愧是精打细算的生意人，跟您打交道的话就不能斤斤计较了，这样，44RMB每条拍板，然后我方追加2万条订单，并且我方还将与贵公司建立长期贸易的伙伴关系。中国有句古话，叫做：细水长流，薄利广销，我相信陈总比我更明白。(Mr. Chen is worthy of be very careful in reckoning the business person, we wont be abl

13、e to square accounts in every detail when we do business with you .so lets clapper it at 44RMB for each towel, then we add 20000 orders, and I will be with your company to establish long-term trade partnership. There is an old saying in China, namely, “The long, small profits with quick pin”, I firm

14、ly believe that Mr. Chen knows it more than I do.)刘丝丽：您也不愧是商场上的高手，好吧，成交！这样货物的总价值就是528万RMB，折合成美元就是847784$，是吧!(You are also the market master, okay, transaction! Total value says RMB Yuan five point two eight million only, its equal to total value, and say USD Dollar eight hundred and forty seven thou

15、sand seven hundred and eighty four only, is it? )郭阳：这是按照即期的人民币汇率换算的结果吧！那总价值就确定为847784$。所有的款项将由美元进行支付。(This is in accordance with the present RMB exchange rate conversion results! The total value is determined as eight hundred and forty seven thousand seven hundred and eighty four dollars .All paymen

16、ts should be paid by dollars.)刘丝丽：好，这个我方没有异议。(Well, we dont have no objection about it.）邓思敏：我方还有一些细节要跟贵方商榷一下，比如说，贵方的货物装运以及交货期限等等。There are still some retails for us to negotiate. Such as goods shipment, delivery period and so on.）叶道兴：关于装运方式，不知贵方有何要求？Mode of shipment, I wonder if you have any request

17、）邓思敏：我方希望是CIF洛杉矶，不知贵方能否接受，当然增加的费用可以相应平摊到商品的单价上。We hope we can adopt CIF Los Angeles，but we do not know whether it is suitable for you? The extra fee you can average it on unit price.）叶道兴：CIF洛杉矶？如此以来我方将承当非常大的贸易风险与高额的海上运费和保险费。(CIF Los Angeles? In that case, we have to endure great risk and higher frei

18、ght fee as well as Insurance premium.)邓思敏：表面上是这样！但最终的运费与保险都是由我方承担的。(It is just like that, but the real cost is at our expense.)叶道兴：那贵公司想要我方投哪种险别?”(Well, what kind of risk do you want me to buy?)邓思敏：考虑到毛巾的特殊性质，我方要求将货物按发票金额110%投保WPA与一般附加险，尽量减少因外来原因所造成货物损失的风险。(Take the special characters of towel into

19、consideration, you are asked that insurance should to be covered by the seller for 110% of the invoice value against WPA and general additional risk.)叶道兴：我方赞成您方所选的险别，但相关保险费用的增加也会提高货物的单价，您方没有异议吧！(We approve of it. but at buyers expense. Do you have any disagreement?)邓思敏：这是国际惯例，我方没有异议。我方还想知道有关货物的具体包装细

20、节。(That is always the case, I have no objection. And we also want to know the details of package about towels.)叶道兴：我公司毛巾出口的包装都有一套固定的程序，到目前为止包装都没有出过问题。一般做法是毛巾每三十打装一纸箱。(Our company has a fixed procedure of packing to export, and we havent come across any complaints. The general method is towel every 3

21、0 dozen to one carton)邓思敏：你认为纸箱的强度适合长途海运么？(Do you think cartons are strong enough for a long sea voyage?)叶道兴：这没关系，我们在纸箱上用了三道尼龙加固带。(It does not matter. We strengthen the cartons with three Nylon reinforcing tape outside.)邓思敏：但是，要知道在海运过程中，潮气有可能渗漏进纸箱，弄得毛巾斑斑点点，那将给我们带来很大损失。(But you should know that dampn

22、ess may get into cartons during long distance shipping. And it may bring us a great deal of loss.)叶道兴：贵方大可放心，纸箱内衬有防水的塑料布，另外，每条毛巾外套一只透明的聚乙烯口袋。(You can be assured. All the cartons are lined with waterproof plastic) 邓思敏：那太好了，透明包装可以使消费者对毛巾一目了然。另外，我们讨论一下交货的具体细节吧！(Thats too great! Transparency package is

23、good for consumers to be clear at a glance. Well, lets talk about the delivery in details.）叶道兴：好的，不知道贵方是否允许转运？(Ok, Does transshipment is allowed?)邓思敏：转运？转运将会带来更大的海上风险，因此我们是不允许转运的，希望贵公司在找货代时能明示我方要求。(Transshipment? Transshipment means great Marine risk，so you are not allowed transshipment. Please keep

24、 our requirements in mind when finding a forwarder。)叶道兴：好的，但是否允许分批装运呢？考虑到贵方较大的订单数目，我方建议是分批装运，来年1月份首次交货8万条，剩下的4万条在3月份交清，不知道贵方是否同意？(Absolutely agreed, then does partial shipments is allowed? Because this is a large order, I recommend partial shipments, we will deliver 80000 pieces of towel for the fir

25、st time in January next year, the rest will be delivered before march, what do you about this idea?）邓思敏：一般而言我们也不允许分批装运的，这样会增加运输成本。(In most occasions, we cant allow partial shipments, it will make expense rising)叶道兴：确实如此，但考虑到集装箱的容积与货物的包装，采用20尺的柜刚好装运8万条；另分批装运也方便我方的生产预期定量，有更好的保证质量。(Thats exactly the ca

26、se, but when we choose 20 feet ark, we will have a better arrangements; in addition, it would give us more time to produce towels at a higher quality.)邓思敏：嗯、毛巾也不属于什么季节性产品，但考虑到我公司的库存情况，我方希望贵方能在来年的2月份将货物全部交清。(Yeah.in that case, I will accept your suggestion. But considering for my company stock situat

27、ion, we hope you can be delivered all goods before February in the next year.)叶道兴：这个没有问题。(Thats no problem!)张翼：关于结算方式，不知道贵公司有什么要求？(Regarding the terms of payment, do you have any requirements?)魏湘秀：为了保证货物的下线生产，我方希望贵公司能预先支付全部货款30%的定金，余款在我方将全部货物装船运输的时候再一次交清吧！(First of all, we need 30% deposit of the to

28、tal value to ensure the production of the order, and then the rest should be paid clearly after the shipment of goods.)张翼：具体的结算方式呢？贵方是希望采用电汇或信用证结算亦或是其他的方式？(What about the terms? T/T or by credit of letter?)魏湘秀：这个由贵方决定，但是相应的手续费也由贵方承担。(Its up to you, but the corresponding commission also should be bor

29、ne by you)张翼：我方觉得30%的定金比预期要高，我方不能接受。在无法保证货物按期到达的情况下，30%的定金对我方而言风险太大。(As for me, 30% deposit is much higher than I expected, we cant agree on it. When you cant promise the delivery of the goods on time, our company have to take great risk at 30% deposit!)魏湘秀：我公司是一家大型的生产性企业，您可以到我公司的开户银行去查询我公司的往来账目，对我公

30、司的信用您大可放心！不出意外情况，我公司保证按期交货。(You can be assured of it. Our company is a large productive enterprise, regarding our financial position, credit standing and trade reputation, you can refer to our bank. So we can make the delivery on time.)张翼：即使是这样，30%的订金对我方还是不利的，希望贵公司可以降到20%。(But 30% deposit is still c

31、ounter with me, we expect it decrease to 20%)魏湘秀：20%的定金太少了，我方要为12万条的毛巾下线生产，原材料的采购成本、人力成本、运费、保险费等等相关的费用，30%已经是比较低的定金标准了。(20% deposit is so low that we cant agree, we have to pay the purchase cost of raw material, human cost, freight and insurance cost and so on. So much expense we need to pay before

32、the shipment. Actually, 30% is a lower standard for deposit.)张翼：贵公司这样的要求与国际惯例是不相符的，通常我公司与其他公司合作的时候都是预付20%的定金。(Your requirement isnt coincide with International practice, I often pay 20% deposit when I cooperate with others.)魏湘秀：30% T/T确实是较低的定金标准，贵方的考量是否欠妥？为了双方的长期利益，我方仍然希望是30%的定金，这个要求我方将不会再做让步。(To be

33、 frank with you, we always charge 30% deposit, so is it considerate for you to reject？No matter what happen, we will never make a concession, Please think it over for us!)谢巧艳：已经过去1个多小时了，大家中场休息下吧！(We have negotiated for almost an hour, now lets have a break!)我方代表内部会议魏湘秀：刘总，贵方不接受我方30%的定金要求，我方是否可以适当降低要

34、求，然后在其他方面的要求相应提高一点？刘丝丽：他方既然坚持不同意的话，我方可以适当的降低要求，但是不能降低太多，减少我方所承受的风险。陈帅：这是我们第一次与他们公司合作，所以各个细节部分要谨慎。魏湘秀：好的，最低的定金要求是25%T/T，这样可以接受吗？刘丝丽：原则上是不能下降这么多，不过为了双方的长久合作考虑，我方这次就答应吧！魏湘秀：嗯，那我就再与他们洽谈。休息结束张翼：我方经过内部商议之后，愿意提高定金到25%T/T，愿贵方也能相应的做出让步。(After our internal deliberation, we want to raise the deposit to the 25%

35、T/T, and wish you can make concessions)魏湘秀：退一步海阔天空，为了长久的贸易关系，我方就接受25%T/T吧！(Ok, take a step back, wed like to accept the deposit at 25% for our future cooperation.）张翼：不知道贵方具体要求的电汇行是？(Then what bank as your telegraphic transfer line?）魏湘秀：中央银行浙江分行吧！稍后我会将我公司的银行账号告知贵方。(The central bank of Zhejiang branch

36、 and I will give you our account number later.)张翼：余款的话我方的通用做法是信用证付款，不知贵方意见如何？(Well, we used to pay by letter of credit for the rest, do you have any objection?)魏湘秀：这个我方可以接受，但不知贵方开来的信用证的具体类型？(No, we have no objection, but whats the kind of your credit?)张翼：我公司开来的信用证是保兑的、不可撤销、可转移的信用证。信用证的有效期是实际货物装船以后的1

37、5天以内议付。需提供的单证有：原始已签字的发票、全套已装船的清洁海运提单原件、装箱单、提单、报检单、货物运输保险单、以及原产地证明。(By confirmed, irrevocable and transferable letter of credit in favour of 15days payable at sight with TT reimbursement, and the list needed as follow: original signed invoice plus three copies, full set of original clean marine bill

38、of lading made out to shippers order and blank endorsed marked freight prepaid, original packing list plus three copies, original certificate of origin plus one copy, invoice, bill of exchange and packing list.)魏湘秀：贵方需要我方提供原产地证明？一般进口商是没有要求的。(Certificate of origin? We often neednt to afford when expo

39、rt.)张翼：确实，但我国现在对进出口业务的管制较严，海关要求提供原产地证明。(Maybe, but now our country has carry on strict regulations on export, so it is a must list when it comes to marine)魏湘秀：嗯，我方可以提供，但我方要求开来的信用证是即期付款信用证。(Now that you have a requirement, we will make it. But your credit is asked the kind of at sight to pay. )张翼：即期的

40、？不知贵方可否接受见票后15内付款？这样有利于我方的资金融通。(At sight? Thats a hard question and its so inconvenient for us to do so.)魏湘秀：我方保证在无意外情况下如期交货，当然也希望贵方能如期付清余款。(Well, its fair that we deliver the goods on time, and contrary, you are responsible for paying it clearly on time)张翼：好吧！初次合作，贵方有诸多考量，我方可以接受。但我方希望在日后的合作中贵方能给予较多

41、的资金融通余地。(Thats all right! we can understand that you have such considerate for this is the first time for us to cooperate. And is it possible for you to allow us a long deadline for later cooperation?)魏湘秀：嗯，好的。(Well, thats depends.)任巧：为了双方的友好合作，关于索赔、不可抗力与仲裁的相关内容我们也有必要洽谈一番。(And I think wed better hav

42、e an agreement on some other terms for our friendly cooperation)陈帅：是的，品质异议须于货到目的口岸之日起30天内提出，数量异议须于货到目的口岸之日起15天内提出，但均须提供经我方同意的公证行出具的检验证明。如责任属于我方者，我方于收到异议20天内答复贵方并提出处理意见。(Yes, its necessary. In case of quality discrepancy, claim should be lodged by the Buyers within 30 days after the arrival of the go

43、ods at the port of destination, while for quantity discrepancy; claim should be lodged by the Buyers within 15 days after the arrival of the goods at the port of destination. In all cases, claims must be accompanied by Survey Reports of Recognized Public Surveyors agreed to by the Sellers. Should th

44、e responsibility of the subject under claim be found to rest on the part of the Sellers, the Sellers shall, within 20 days after receipt of the claim, send their reply to the Buyers together with suggestion for settlement?)任巧：同意，信用证内应明确规定贵方有权可多装或少装所注明的百分数，并按实际装运数量议付。(I have no objection. The coverin

45、g Letter of Credit shall stipulate the Sellerss option of shipping the indicated percentage more or less than the quantity hereby contracted and be negotiated for the amount covering the value of quantity actually shipped. (The Buyers are requested to establish the L/C in amount with the indicated p

46、ercentage over the total value of the order as per this Sales Contract.)陈帅：这是当然的，信用证内容须严格符合本售货合约的规定，否则修改信用证的费用由贵方负担，我方并不负因修改信用证而延误装运的责任，并保留因此而发生的一切损失的索赔权。(Sure, the contents of the covering Letter of Credit shall be in strict conformity with the stipulations of the Sales Contract. In case of any var

47、iation there of necessitating amendment of the L/C, the Buyers shall bear the expenses for effecting the amendment. The Sellers shall not be held responsible for possible delay of shipment resulting from awaiting the amendment of the L/C and reserve the right to claim from the Buyers for the losses

48、resulting from there.)任巧：可以。(Ok.)陈帅：因人力不可抗拒事故使我方不能在本售货合约规定期限内交货或不能交货，我方不负责任，但是我方会立即以电报通知贵方。如果贵方提出要求，我方应以挂号函向贵方提供由中国国际贸易促进委员会或有关机构出具的证明，证明事故的存在。贵方不能领到进口许可证，不能被认为系属人力不可抗拒范围。(The Sellers shall not be held responsible if they fail, owing to Force Majeure cause or causes, to make delivery within the time

49、 stipulated in this Sales Contract or cannot deliver the goods. However, the Sellers shall inform immediately the Buyers by cable. The Sellers shall deliver to the Buyers by registered letter, if it is requested by the Buyers, a certificate issued by the China Council for the Promotion of International Trade or by any co