模擬商務(wù)談判劇本雙語版

中新獼猴桃貿(mào)易商務(wù)談判劇本金色陽光農(nóng)業(yè)科技發(fā)展有限公司新西蘭佳沛國際有限公司GoldenSunshineAgriculturalScienceandTechnologyDevelopmentCompanyZespriInternationalLimitedCompany總經(jīng)理：江健亞洲區(qū)副總經(jīng)理:魏運(yùn)科GeneralManager：JiangJianDeputyGeneralManagerofAsia:WeiYunke市場(chǎng)部部長：蔡自清采購部部長：王捷MarketMinister:CaiziqingProcurementMinister:WangJie金色陽光農(nóng)業(yè)科技發(fā)展有限公司簡(jiǎn)介Locatedindujiangyanforestrygroupinsichuanprovince.AsoneoftheleadingthefruitandvegetableenterprisesinChina,theGroupprimarilymainlyengagedinvariousfruits,plantsandothermodernecologicalagricultureresearchanddevelopmentWecansupplymorethan20millionkilogramsofallkindsproductsannuallybecauseofwehavealargeandeffectiveresource.Throughunremittingefforts,wehasbecomethelargestcollectionproductionandmarketingdirectioninaagricultureenterprise.Sofar,wehasthebiggestretailnetworkathomeandabroad.wehaveoutletsworldwideinmorethantencountriesandregions.TheGrouphasestablishedextensivedistributionnetworkandnationwideretailoutletsinChinaunderthemanagementofthedistributors.ItsfruitrhasbeenledinChinacomposedindexonmarketsharesfor8consecutiveyears.WiththeAdvancedTechnology,ScientificManagementandexcellentServices,weassuretheQualityofallourproducts,serviceandCreditofourcompany.Uptonow,wehaveestablishedlongbusinessrelationshipswithmanytradersinmanycountries,speciallyintheEuropeanorwholesalesonbasisofmutualbenefitandtrust.Westicktotheprincipleof”Quality,Service,CreditComeFirst”inourbusiness.新西蘭佳沛國際有限公司簡(jiǎn)介ZespriInternationalLimitedCompanywasfoundedin1992locatedin194St.LouisStreet,Wellington（惠靈頓），NewZealand.,thegeographicalpositionissuperior,thetransportationisconvenient,thecompanythroughcloseofyearsofefforts,nowhasastaffof1000people,fixedassets92milliondollars,floatingcapitalreached68milliondollars,,runbytheprojecthasthefruitandvegetableprocessing.FromtheAngleofsocialservices,andcontinuetodevelophealthyandgreenproducts,theproductswonseveralawardsinternationalgreenfood.ourcompany’sreputationisgoodinglobal,theprocessingdegreeishighinproduct,.wehaveavastmarket,withthegoodfaithforthisbusinessprinciplewillcontinuouslymoveforward!江鍵：歡迎來自新西蘭佳沛國際有限公司的各位談判代表來都江堰進(jìn)行業(yè)務(wù)洽談，我是金色陽光農(nóng)業(yè)科技發(fā)展有限公司的總經(jīng)理XX，首先，由我來介紹我方的談判代表，這位是蔡先生。江鍵:WelcomenegotiatorscomingfromZespriInternationalLimitedtoDujiangyan,IamtheGeneralManagerofGoldenSunshineAgriculturalScienceandTechnologyDevelopmentCompanyJIANGJIAN.First,letmeintroduceournegotiators.ThisisMr.CAI.運(yùn)科：非常高興來到美麗的都江堰。我是新西蘭佳沛國際有限公司亞洲區(qū)副總經(jīng)理魏運(yùn)科。這位是我方代表王捷。運(yùn)科:verypleasedtocomehere.I’mZespriInternationalLimitedCompany’sDeputyGeneralManagerofAsiaWEIYUNKE.ThisisourdelegatesMiss.Wang.江鍵：不知貴方代表對(duì)我方安排的都江堰之行還滿意嗎？江鍵：IwishyoucouldbesatisfiedwiththetriptoDujiangyan?運(yùn)科：滿意，非常滿意。貴方考慮的真是周到！運(yùn)科:Oh!Yes!Veryexcellent.Yourconsiderationisreallythoughtful!江鍵：謝謝。希望我們此次談判也能夠讓雙方如此滿意！江鍵:Thankyou.Wejusthopethatwecanalsoenablebothpartiesinthetreaty!運(yùn)科：當(dāng)然會(huì)的。我方也很期待?。∵\(yùn)科:Ofcourse.Lookingforward!江鍵：（微笑點(diǎn)頭）好的，那么我們開始吧！江鍵:Okay,soherewego!（新方副總點(diǎn)頭同意）運(yùn)科：我方了解到貴公司擁有目前亞洲最大的獼猴桃種植基地。我方此次慕名前來就是為了采購一批品質(zhì)優(yōu)良的紅陽獼猴桃。運(yùn)科:WehaveinformedthatyourCompanyowethemosttremendouskiwifruitplantingbaseinAsia.Wecomeheretopurchaseabranchofgoodqualityofkiwifruitofhongyang.自清：不知貴公司此行的采購計(jì)劃……（故意停頓）CCM:Idonotknowyourplan.王捷：我方暫定采購特級(jí)紅陽獼猴桃2000公噸，目的港為新西蘭皇加雷港口，時(shí)間為2012年1月15日NPM:wewanttobuyHongyangkiwifruit2000tonnes,theportofdestinationisNewZealandPortRoyalSangare，andthearrivaltimeshouldbebeforeJanuary15,2012.自清：我方的報(bào)價(jià)是,3800美元/公噸CIF皇家雷港。CCFO:Ourofferis3800U.S.dollars/tonneCIFRoyalSangarePort.運(yùn)科：你是在開玩笑嗎？NDGM:Areyoukidding?王捷：根據(jù)我公司長期的國際采購價(jià)格，平均價(jià)格也只有2000美元/公噸，況且，你方的紅陽獼猴桃并無特殊之處。NCFO:Accordingtomycompany'slong-terminternationalpurchaseprice,theaveragepriceisonly2000U.S.dollars/tone.Moreover,youhavenospecialaboutthehongyangkiwifruit.自清：貴方此言差矣。國際上普遍認(rèn)為紅陽獼猴桃口感優(yōu)于國際上選育的任何品種。CMM:Yoursideiswrong.Theinternationalcommunitygenerallyagreethatourgoodsaredeliciousthananyothers.運(yùn)科：我看也不怎么樣嘛！NDGM:Well,Idonotthinkso.江鍵：魏先生，我方的報(bào)價(jià)是非常合理的。CGM:sir,ourofferisveryreasonable.運(yùn)科：貴方的報(bào)價(jià)如此離譜，我實(shí)在懷疑貴方的誠意。NDGM:Yourofferissooutrageous.Ireallydoubtthesincerityofyourside.王捷：貴方一味強(qiáng)調(diào)商品的優(yōu)質(zhì)性，完全忽視我方的利益。NPM:Yoursidekeepsemphasizinghigh-qualitygoodsandcompletelyignoreourinterests.自清：無法繼續(xù)？如此合理的報(bào)價(jià)怎么會(huì)無法繼續(xù)？CCFO:Cannotbecontinued?Howdosesuchareasonableofferwouldnotbeabletocontinue?江鍵：先生。讓我們先來品嘗紅陽的美味再討論吧。CGM:Sir,howabouthaveatastefirst.（上獼猴桃）王捷：貴方的獼猴確實(shí)美味。NCTO:TheKiwimeatisreallydilicious.江鍵：很高興貴方能喜歡我方的獼猴桃，如此的美味想必我們雙方都不愿放棄吧！CGM:Gladthatyoucanenjoyit.Assuchadelicioustastethatwemusthavebothreluctanttogiveup!運(yùn)科：當(dāng)然。CDGM:Ofcourse!江鍵：為表誠意，我方愿意將原報(bào)價(jià)降至3500美元/公噸。CGM:Asthetablesincerity,wearewillingtobiddowntheoriginalquoteto3,500U.S.dollars/tonne.王捷：僅僅讓300美元？貴方未免也太小氣了吧！NCFO:Justlettingthe300U.S.dollars?Itistoolow!自清：那么貴方認(rèn)為什么樣的價(jià)格才算合理呢？CCFO:Sowhatpriceisitconsideredreasonable?王捷：我方認(rèn)為最合理的報(bào)價(jià)應(yīng)該是2100美元/公噸。如果不能以此價(jià)格達(dá)成協(xié)議，那么很遺憾。NCFO:themostreasonableoffershouldbe2100U.S.dollars/tonne.Ifwecannotreachanagreementatthisprice,thenwewillbesorry.江鍵：不瞞您說，有很多國外銷售商正在與我方洽談關(guān)于紅陽獼猴桃的采購問題。而且他們開出的條件都比你方優(yōu)越。CMM:Byhonesty,manyotherforeignpurchasersareactivelyworkingwithustonegotiateontheissueofprocurementofHongyangkiwifruit.Andtheirconditionsaresuperiorthanyours.運(yùn)科：江先生，2800美元。您看怎么樣？這確實(shí)是我們能夠承受的最高價(jià)格了，超出此價(jià)格就不是我職權(quán)范圍所能夠決定的了。不知您方意下如何？DGM:MRJIANG,howabout2800U.S.dollars.Thisisindeedthehighestpricewecanafford.江鍵：雖然貴方已經(jīng)做出了一定的讓步，但是此價(jià)格我方仍然難以接受。如果貴方堅(jiān)持原價(jià)格，我們可以以FOB價(jià)格成交。CGM:Althoughyouhavemadeconcessionstosomeextent,Butitisstilldifficultofustoaccepttheprice.Ifyoupersistintheoriginalprice,wecansettleabargaininFOBprice.運(yùn)科：那怎么行！不過如果貴方愿意將價(jià)格降至我方剛才的報(bào)價(jià)，我方愿意將采購數(shù)量提高到2500公噸，并愿意與貴公司建立長期友好的合作關(guān)系。NDD:Ohno!ifyouarewillingtocutdownthepricetoourearlieroffer,wearehappytoincreasethequantityto2,500metrictons,andwecanpromisetoholdonthelong-termfriendlyrelationsofcooperationwithyourcompany.（中方人員商量，中方市場(chǎng)部部長遞資料給總經(jīng)理）江鍵：我方堅(jiān)持3500美元/公噸的報(bào)價(jià)。但如果貴方愿意另購優(yōu)質(zhì)綠心“海沃德”300公噸，我方愿意將紅陽價(jià)格降至3300美元/公噸，同時(shí)按2000美元/公噸的最低價(jià)格出售海沃德獼猴桃。CGM:.Weinsiston3,500U.S.dollars/tonne’soffer.However,ifyoursideiswillingtopurchaseanotherhigh-qualitygreenheart"Hayward"300metrictons,wearewillingtodownred-yangstructureto3300U.S.dollars/tonne,while2000U.S.dollars/tonneminimumpriceforsaleofHaywardkiwifruit.運(yùn)科：好吧！我方可以接受。但是為確保合理降低風(fēng)險(xiǎn)，我方要求所有產(chǎn)品按10%加成投保水漬險(xiǎn)和淡水雨淋險(xiǎn)，保險(xiǎn)費(fèi)用由貴方承擔(dān)。NGM：Okay!Wecanaccept.Werequestalltheproductsshouldbe10%-plusinsuredW.P.A.,andfreshwaterraininsurance.Andyourcompanyshouldbearalltheinsurancepremium.江鍵:沒有問題。按照我公司出口慣例，我方將在貨物裝船前向中國人民保險(xiǎn)公司辦理投保手續(xù)。請(qǐng)貴方放心！CGM:Noproblem.Accordingtoourexporttradition,wewilltransactthepolicyholdproceduretoPeople'sInsuranceCompanyofChinabeforeshipment.Don’tbeworried!運(yùn)科：(點(diǎn)頭同意)那就好。DGM：Thatwillbeokay!江鍵：那么現(xiàn)在我們就支付方式進(jìn)行磋商吧！CGM:Nowlet’sdiscussthepayment!王捷：我方會(huì)在簽約后10天內(nèi)開立以貴方為受益人的不可撤銷遠(yuǎn)期信用證，以美元結(jié)算。同時(shí)，開證行、議付行由我方指定。NCFO:Wewillsignanirrevocableletterofcreditwithin10daysaftertheopeningtoyoursideasalong-ter