模拟商务谈判剧本双语版

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新西兰佳沛国际有限公司GoldenSunshineAgriculturalScienceandTechnologyDevelopmentCompanyZespriInternationalLimitedCompany总经理：江健亚洲区副总经理:魏运科GeneralManager：JiangJianDeputyGeneralManagerofAsia:WeiYunke市场部部长：蔡自清采购部部长：王捷MarketMinister:CaiziqingProcurementMinister:WangJie金色阳光农业科技发展有限公司简介Locatedindujiangyanforestrygroupinsichuanprovince.AsoneoftheleadingthefruitandvegetableenterprisesinChina,theGroupprimarilymainlyengagedinvariousfruits,plantsandothermodernecologicalagricultureresearchanddevelopmentWecansupplymorethan20millionkilogramsofallkindsproductsannuallybecauseofwehavealargeandeffectiveresource.Throughunremittingefforts,wehasbecomethelargestcollectionproductionandmarketingdirectioninaagricultureenterprise.Sofar,wehasthebiggestretailnetworkathomeandabroad.wehaveoutletsworldwideinmorethantencountriesandregions.TheGrouphasestablishedextensivedistributionnetworkandnationwideretailoutletsinChinaunderthemanagementofthedistributors.ItsfruitrhasbeenledinChinacomposedindexonmarketsharesfor8consecutiveyears.WiththeAdvancedTechnology,ScientificManagementandexcellentServices,weassuretheQualityofallourproducts,serviceandCreditofourcompany.Uptonow,wehaveestablishedlongbusinessrelationshipswithmanytradersinmanycountries,speciallyintheEuropeanorwholesalesonbasisofmutualbenefitandtrust.Westicktotheprincipleof”Quality,Service,CreditComeFirst”inourbusiness.新西兰佳沛国际有限公司简介ZespriInternationalLimitedCompanywasfoundedin1992locatedin194St.LouisStreet,Wellington（惠灵顿），NewZealand.,thegeographicalpositionissuperior,thetransportationisconvenient,thecompanythroughcloseofyearsofefforts,nowhasastaffof1000people,fixedassets92milliondollars,floatingcapitalreached68milliondollars,,runbytheprojecthasthefruitandvegetableprocessing.FromtheAngleofsocialservices,andcontinuetodevelophealthyandgreenproducts,theproductswonseveralawardsinternationalgreenfood.ourcompany’sreputationisgoodinglobal,theprocessingdegreeishighinproduct,.wehaveavastmarket,withthegoodfaithforthisbusinessprinciplewillcontinuouslymoveforward!江键：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，这位是蔡先生。江键:WelcomenegotiatorscomingfromZespriInternationalLimitedtoDujiangyan,IamtheGeneralManagerofGoldenSunshineAgriculturalScienceandTechnologyDevelopmentCompanyJIANGJIAN.First,letmeintroduceournegotiators.ThisisMr.CAI.运科：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魏运科。这位是我方代表王捷。运科:verypleasedtocomehere.I’mZespriInternationalLimitedCompany’sDeputyGeneralManagerofAsiaWEIYUNKE.ThisisourdelegatesMiss.Wang.江键：不知贵方代表对我方安排的都江堰之行还满意吗？江键：IwishyoucouldbesatisfiedwiththetriptoDujiangyan?运科：满意，非常满意。贵方考虑的真是周到！运科:Oh!Yes!Veryexcellent.Yourconsiderationisreallythoughtful!江键：谢谢。希望我们此次谈判也能够让双方如此满意！江键:Thankyou.Wejusthopethatwecanalsoenablebothpartiesinthetreaty!运科：当然会的。我方也很期待啊！运科:Ofcourse.Lookingforward!江键：（微笑点头）好的，那么我们开始吧！江键:Okay,soherewego!（新方副总点头同意）运科：我方了解到贵公司拥有目前亚洲最大的猕猴桃种植基地。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。运科:WehaveinformedthatyourCompanyowethemosttremendouskiwifruitplantingbaseinAsia.Wecomeheretopurchaseabranchofgoodqualityofkiwifruitofhongyang.自清：不知贵公司此行的采购计划……（故意停顿）CCM:Idonotknowyourplan.王捷：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2012年1月15日NPM:wewanttobuyHongyangkiwifruit2000tonnes,theportofdestinationisNewZealandPortRoyalSangare，andthearrivaltimeshouldbebeforeJanuary15,2012.自清：我方的报价是,3800美元/公吨CIF皇家雷港。CCFO:Ourofferis3800U.S.dollars/tonneCIFRoyalSangarePort.运科：你是在开玩笑吗？NDGM:Areyoukidding?王捷：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:Accordingtomycompany'slong-terminternationalpurchaseprice,theaveragepriceisonly2000U.S.dollars/tone.Moreover,youhavenospecialaboutthehongyangkiwifruit.自清：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。CMM:Yoursideiswrong.Theinternationalcommunitygenerallyagreethatourgoodsaredeliciousthananyothers.运科：我看也不怎么样嘛！NDGM:Well,Idonotthinkso.江键：魏先生，我方的报价是非常合理的。CGM:sir,ourofferisveryreasonable.运科：贵方的报价如此离谱，我实在怀疑贵方的诚意。NDGM:Yourofferissooutrageous.Ireallydoubtthesincerityofyourside.王捷：贵方一味强调商品的优质性，完全忽视我方的利益。NPM:Yoursidekeepsemphasizinghigh-qualitygoodsandcompletelyignoreourinterests.自清：无法继续？如此合理的报价怎么会无法继续？CCFO:Cannotbecontinued?Howdosesuchareasonableofferwouldnotbeabletocontinue?江键：先生。让我们先来品尝红阳的美味再讨论吧。CGM:Sir,howabouthaveatastefirst.（上猕猴桃）王捷：贵方的猕猴确实美味。NCTO:TheKiwimeatisreallydilicious.江键：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:Gladthatyoucanenjoyit.Assuchadelicioustastethatwemusthavebothreluctanttogiveup!运科：当然。CDGM:Ofcourse!江键：为表诚意，我方愿意将原报价降至3500美元/公吨。CGM:Asthetablesincerity,wearewillingtobiddowntheoriginalquoteto3,500U.S.dollars/tonne.王捷：仅仅让300美元？贵方未免也太小气了吧！NCFO:Justlettingthe300U.S.dollars?Itistoolow!自清：那么贵方认为什么样的价格才算合理呢？CCFO:Sowhatpriceisitconsideredreasonable?王捷：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。NCFO:themostreasonableoffershouldbe2100U.S.dollars/tonne.Ifwecannotreachanagreementatthisprice,thenwewillbesorry.江键：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。CMM:Byhonesty,manyotherforeignpurchasersareactivelyworkingwithustonegotiateontheissueofprocurementofHongyangkiwifruit.Andtheirconditionsaresuperiorthanyours.运科：江先生，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:MRJIANG,howabout2800U.S.dollars.Thisisindeedthehighestpricewecanafford.江键：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。如果贵方坚持原价格，我们可以以FOB价格成交。CGM:Althoughyouhavemadeconcessionstosomeextent,Butitisstilldifficultofustoaccepttheprice.Ifyoupersistintheoriginalprice,wecansettleabargaininFOBprice.运科：那怎么行！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:Ohno!ifyouarewillingtocutdownthepricetoourearlieroffer,wearehappytoincreasethequantityto2,500metrictons,andwecanpromisetoholdonthelong-termfriendlyrelationsofcooperationwithyourcompany.（中方人员商量，中方市场部部长递资料给总经理）江键：我方坚持3500美元/公吨的报价。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。CGM:.Weinsiston3,500U.S.dollars/tonne’soffer.However,ifyoursideiswillingtopurchaseanotherhigh-qualitygreenheart"Hayward"300metrictons,wearewillingtodownred-yangstructureto3300U.S.dollars/tonne,while2000U.S.dollars/tonneminimumpriceforsaleofHaywardkiwifruit.运科：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!Wecanaccept.Werequestalltheproductsshouldbe10%-plusinsuredW.P.A.,andfreshwaterraininsurance.Andyourcompanyshouldbearalltheinsurancepremium.江键: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！CGM:Noproblem.Accordingtoourexporttradition,wewilltransactthepolicyholdproceduretoPeople'sInsuranceCompanyofChinabeforeshipment.Don’tbeworried!运科：(点头同意)那就好。DGM：Thatwillbeokay!江键：那么现在我们就支付方式进行磋商吧！CGM:Nowlet’sdiscussthepayment!王捷：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:Wewillsignanirrevocableletterofcreditwithin10daysaftertheopeningtoyoursideasalong-ter