國際商務(wù)談判策劃書 保溫瓶

1、關(guān)于FLAG TRADING CO.,LTD購買廣州星辰的保溫瓶的策劃書一、談判主體 中方：廣州市星辰國際貿(mào)易有限公司 外方：FLAG TRADING CO.,LTD學(xué)號姓名職位在談判策劃書寫作中的分工201313007061李子蔚總經(jīng)理策劃書制作與總體規(guī)劃201313007068魏傳洋財(cái)務(wù)總監(jiān)資料查找 201313007025于志航商務(wù)人員A資料查找 201313007024陳歡濤商務(wù)人員B資料查找201313007016黃曦技術(shù)總監(jiān)資料查找201313007014楊佳博法律顧問資料查找二、談判主要人員二一六年六月一日3、 談判主要目標(biāo)達(dá)到合作目的，爭取簽下我們預(yù)期合作條件下的合同四、談判主

2、要內(nèi)容（1）中方公司背景出口商：廣州市星辰國際貿(mào)易有限公司（Guangzhou Stars International Trading .Co.Ltd）成立于1999年，依法在廣州市辦理了工商登記及其他職業(yè)手續(xù)，是一家綜合性貿(mào)易公司，其經(jīng)營范圍包括金屬材料。五金，家具等，公司于多家制造廠商有固定的業(yè)務(wù)往來，貨源可靠。 （2）外方公司背景進(jìn)口商：Flag trading Co.,Ltd.是一家綜合性貿(mào)易公司，其經(jīng)營范圍是生活用品。公司與多家代理商有固定的往來業(yè)務(wù)，客源穩(wěn)定。 旗貿(mào)易有限公司有意從中國廣州市星辰國際貿(mào)易有限公司購買一批保溫瓶，英方于訂購前去往中方廣州市星辰國際貿(mào)易有限公司進(jìn)行談判。

3、(在抵達(dá)中國廣州次日，中方與英方進(jìn)行了會面并就采購進(jìn)行會談:)中方總經(jīng)理陳女士在首次見到英方總經(jīng)理李先生時進(jìn)行了一番寒暄，緊接著馬上開始了談判工作。1、 產(chǎn)品質(zhì)量談判 中方總經(jīng)理陳女士首先強(qiáng)調(diào)了本次談判過程中需要遵守的貿(mào)易通則為2000年國際貿(mào)易術(shù)語解釋通則，外方總經(jīng)理欣然同意。緊接著外方總經(jīng)理李先生對廣州市星辰國際貿(mào)易有限公司的保溫瓶表示出了濃厚的興趣，并希望貴公司能對該產(chǎn)品進(jìn)行詳細(xì)專業(yè)的介紹。中方總經(jīng)理陳女士便請她所帶領(lǐng)團(tuán)隊(duì)中的財(cái)務(wù)總監(jiān)楊女士對保溫瓶進(jìn)行了一個大概的介紹。在聽完羅女士的簡單介紹后，外方技術(shù)總監(jiān)黃先生便向中方提出了保溫瓶質(zhì)量等問題羅女士對于梁先生的提問進(jìn)行了耐心的解答，告知外

4、方該保溫瓶抗碎強(qiáng)度高、保溫效果很好；也于2002年取得了廣州進(jìn)口檢驗(yàn)檢疫局出口基地認(rèn)證、2005年獲得ISO9000質(zhì)量安全體系認(rèn)證等一系列榮譽(yù)，在外方技術(shù)總監(jiān)梁先生對資料進(jìn)行查閱之后，決定對該公司保溫瓶進(jìn)行初步采購并詢問了中方的報價。二、數(shù)量、價格談判外方商務(wù)人員于先生告知中方商務(wù)人員陳女士我方暫時確定采購no.s1162 5000 件 ，s2173 3000件，目的港為倫敦港口，時間為2012年2月15日之前。中方商務(wù)人員陳女士便對于先生進(jìn)行了no.s1162 9美元每件，s2173 11美元每件CIF倫敦的報價，顯然外方無法接受如此高的報價并進(jìn)行了還價。中方財(cái)務(wù)總監(jiān)楊女士在對該保溫瓶進(jìn)行

5、一番質(zhì)量與級別上的解釋后外方然無法接受高報價，于是談判陷入僵局。旗公司遠(yuǎn)道而來，最合理的報價應(yīng)該是7.5美元每件no.s1162 7.5美元，s2173 9.5美元，否則此次交易很遺憾將不能進(jìn)行。中方商務(wù)人員施女士認(rèn)為為雙方的共同利益著想，雙方都應(yīng)該做出讓步，很顯然外方商務(wù)人員施女士的此次還價并不合理，于是向外方說明了關(guān)于中方在保溫瓶供應(yīng)方面的優(yōu)勢。外方財(cái)務(wù)總監(jiān)魏先生在聽到施女士的一番論述后，權(quán)衡利弊決定作出必要的讓步，將還價交易將在no.s1162 8 美元每件，s2173 10美元每件，并表示該還價已經(jīng)是本公司最低限度的讓步。外方內(nèi)部經(jīng)過討論決定接受中方報價。接著于先生表示本公司我們想訂n

6、o.s1162 5000 件 ，s2173 3000件，但是如果星辰國際貿(mào)易有限公司恐怕不能提供所需要的，很難得到大量的貨物，也很難及時裝運(yùn)。外方公司經(jīng)過討論之后決定定S1162 2000件，S2173 2000件，三、保險、包裝談判外方法律顧問楊先生表示，在此報價中為降低風(fēng)險希望所有產(chǎn)品按10加成一切險、破碎險用并由賣方承擔(dān)。中方法律顧問丘女士表示沒有問題，按照公司慣例將會在貨物裝船前向中國保險公司辦理投保手續(xù)。（外方總經(jīng)理李先生對于中方的做法很是滿意不禁連連點(diǎn)頭。）緊接著外方財(cái)務(wù)總監(jiān)魏先生告知中方希望在包裝方面能按照國際慣例執(zhí)行，班輪運(yùn)輸采用40英尺的集裝箱裝船。中方總經(jīng)理陳女士同意并表示

7、運(yùn)輸方面采用班輪運(yùn)輸一次性到達(dá)，且分別有5的增減幅度，由外方選擇，增減部分按合同價格計(jì)算。外方財(cái)務(wù)總監(jiān)魏先生接受并表示在數(shù)量和信用證允許的5%的增減。四、支付方式談判 外方商務(wù)人員于先生與中方商務(wù)人員于女士商量希望開立以貴方為受益人不可撤銷的遠(yuǎn)期信用證以美元結(jié)算，同時開證行議付行有我方?jīng)Q定。由于中方不同意這種方式。我方?jīng)Q定退讓一步，接受付款方式是 裝船后15天內(nèi)有效期的信用證。 （中方總經(jīng)理在考慮雙方利益后接受外方提出的支付方式。）五、檢驗(yàn)檢疫談判在商談完畢關(guān)于支付方式之后，外方技術(shù)總監(jiān)黃先生提出了關(guān)于檢驗(yàn)方面的問題，黃先生提出希望采用在中國秦皇島港檢驗(yàn)檢疫局初檢，在倫敦港口復(fù)檢的方式。中方技

8、術(shù)總監(jiān)李女士同意并和外方技術(shù)總監(jiān)黃先生交換了兩國各自的國制定的礦產(chǎn)品進(jìn)出口檢驗(yàn)檢疫標(biāo)準(zhǔn)。在進(jìn)行查閱后中方法律顧問丘女士表示希望外方能在貨物到達(dá)倫敦港口48小時內(nèi)進(jìn)行復(fù)檢，否則造成的責(zé)任中方將不進(jìn)行任何承擔(dān)。外方法律顧問楊先生同意并且就關(guān)于合同的履行和賠索發(fā)表了外方的要求，希望和中方簽訂合同使用聯(lián)合國國際貨物買賣合同公約。接著在商討中同意中方的要求，既公約中沒有規(guī)定的事項(xiàng)應(yīng)當(dāng)適用中國大陸相關(guān)法律和銀行議付貨款時扣除不可抗力因素造成的違約金。六、在長時間的談判后，中外雙方就談攏的各項(xiàng)要求進(jìn)行了簽約儀式，合作圓滿成功！Business Negotiation Planning Book Seller

9、: Guangzhou star international trade co., LTDBuyer:FLAG TRADING CO.,LTDFlag trade co., LTD from China guangzhou star international trade co., LTD., to buy a batch of vacuum flask, the British side in order to to China talks guangzhou star international trade co., LTD.Arrived in guangzhou, China (in

10、the next day, China and the UK met and purchasing talks:)Ms Chen, general manager of China meet for the first time in the UK general manager Mr. Li had a greet, then immediately began negotiations.A, product qualityChina general manager chan first emphasized the need to abide by the general principl

11、es of the trade in the course of the negotiation for the incoterms 2000, the foreign general manager readily agreed. Followed by the foreign party to guangzhou star international trade co., LTD. General manager Mr Lis thermos expressed strong interest, and hope your company can to the professional i

12、ntroduction in detail. Ms Chen, general manager of China was the chief financial officer of her team, please ms Yang for a introduction about vacuum flask. After listening to ms after a brief introduction of the foreign technical director Mr. Huang was put forward to China for vacuum flask quality p

13、roblems such as ms to the patient answers questions from Mr Beam, told the foreign the vacuum flask high crushing strength, thermal insulation effect is very good; Also in 2002 the import inspection and quarantine bureau of guangzhou export base certification, ISO9000, 2005 quality and safety system

14、 certification, and a series of honor, in the foreign technical director Mr Liang to consult materials, decided to the vacuum flask for initial procurement and inquired about the Chinese offer.Second, quantity, price negotiationsForeign business people in Mr Chan told China business people we tempor

15、arily determines purchasing no. 5000 s1162, s2173 3000 pieces, the port of destination for the port of London, on February 15, 2012 before. Mr Chan is for Chinese business people for no. S1162 $9 per piece, s2173 $11 per piece CIF London offer, obviously the foreign party can not accept such a high

16、price and bargain. China finance director ms Yang in the vacuum flask is after some time the foreign quality and level of interpretation but cannot accept high price, so the negotiations impasse.Flag company from afar, the most reasonable price should be $7.5 per piece no. S1162 $7.5, $9.5 s2173, ot

17、herwise the deal I regret will not be performed. Chinese business people argues ms shi for the sake of the common interests of both sides, both parties should make concessions, obviously the foreign business people of ms the bargain is not reasonable, and explained to the foreign party of China in t

18、he vacuum flask supply advantage. Foreign finance director Mr. Wei after hearing ms shi of a piece of paper, weigh the pros and cons to make necessary concessions, will bargain deal would be in no. S1162 $8 per piece, s2173 $10 each, and said the bargain is minimum concessions. The company. The fore

19、ign internal as a result of the discussion decided to accept the offer.Then yu said the company we want to order no. 5000 s1162, s2173 3000 pieces, but if the star international trade co., LTD., Im afraid we cant provide the required, it is difficult to get a lot of goods, it is hard to shipment in

20、time. The foreign company decided to set S1162 2000, after discussion S2173 2000.Three, insurance, packingForeign legal adviser to Mr Yang said that in order to reduce risk in this quotation hope all products according to the 10% bonus to all risks, the risk of breakage is borne by the seller. Ms Ch

21、ina legal counsel hill said there is no problem, according to the company practice before shipment of the goods will be to the Chinese insurance company to deal with the formalities. (the foreign general manager Mr. Li for was so pleased with the practice of China can not help nodding.)Followed by t

22、he foreign party chief financial officer, Mr Wei told China hopes that the matter of packing can be implemented according to the international practice, the liner using 40 ft container shipment. Ms Chen, general manager of China agreed to use liner shipping once arrived, and said the transport secto

23、r and 5% increase or decrease amplitude, chosen by the foreign party, part of the increase or decrease according to the contract price. The foreign finance director Mr. Wei in number and accept and said the l/c to allow 5% of the increase and decrease.Fourth, payment negotiationForeign business peop

24、le discuss it with Chinese business people to ms yu want to open an irrevocable usance l/c in your favour in dollars, at the same time, the issuing bank the negotiating bank with our decision. Because China does not agree with this way. We decided to compromise, accepting the terms of payment is the

25、 period of validity of the l/c within 15 days after shipment.Five, the inspection and quarantineAfter finished to discuss about the payment, the foreign technical director Mr. Huang puts forward the problem about inspection, Mr. Huang puts forward hope to adopt in China at the beginning of qinhuangdao port inspection and quarantine inspection, the port of London review. Chinas technical director ms li agree and and foreign technical director Mr. Huang, the exchange of the respective countries formulated the minerals import and export inspection an