国际商务谈判剧本

商务谈判剧本

总经理：sfg

X 公司副总理:dfgdfg

财务总监：dfg

财务总监：xcv Chief Financial Officer

市场部部长：ddd

采购部部长：vbcfgdMarketing Planning Div Director

秘书：gggg Purchasing department minister secretary

法律顾问：zvgg

法律顾问：dfgbxc legal adviser

技术总监：gfxb chief technology officer

翻译：gzc

翻译：xcv TRANSLATOR

谈判记录：

中方总经理：欢迎来自美国的亚历山大公司的各位谈判代表来昆明进行业务洽谈，我是昆明丝绸公司的总经理石凤超，首先，由我来介绍我方的谈判代表，这位是，这位是Welcome from the American Alexander companies fellow negotiator to Kunming business negotiations I am Kunming silk company general manager Shi Feng chao first of all let me introduce our negotiators this is this is

外方副总：我是美国 X 公司副总华文。下面由我来介绍我方谈判代表。这位是，这位是I was the United States Alexander of company

vise general Chinese. Here let me introduce our negotiators. This is this is 中方总经理：贵方代表从美国远道而来，我相信贵方有这个诚意完成这次洽谈。充分证明你方有意购买我方产品。 Your representatives from the United States to I believe you have the sincerity to complete the negotiations. Fully proves that you are interested in buying our products.

外方副总：这次我们再次来到贵国是带着百分之百的诚意来的，我们渴望能最终达成共识，建立长久合作关系。This once again we came to your country with one hundred percent sincerity we would eventually reach a consensus the establishment of long-term cooperative relations.

中方总经理：（微笑点头）好的，那么我们开始吧！Ok let’s begin（外方副总点头同意）外方副总：我方了解到贵公司拥有目前亚洲最大的丝绸生产基地，我方此次慕名前来就是为了采购一批品质优良的丝绸。那么，就请贵方详细介绍一下吧！ We understand that your company has Asia’s largest silk production base our thisMuming come here to purchase a number of good quality silk. So ask you to introduce 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丝绸：我公司生产的丝绸是我公司下属专门研究所的科技人员通过十几年努力，掌握了先进生产技术，其品质特点的独有性具有国际领先水平。Here let me as we introduced our silk production: our company is the

production of silk is our company under the special Institute of scientific and technical personnel through the efforts of more than 10 years mastered the advanced production technology its quality characteristics unique to a leading international level.

外方副总：那么，请贵方再详细介绍一下您方丝绸在生产指标方面的详细情况！So please you more information about your silk production index in detail

市场部部长：关于这一点我方可以非常负责的说我们丝绸产品的 pH 值、甲醛含量、耐汗渍色牢度等基本安全指标以及耐光色牢度、水洗尺寸变化率等重要性能指标都是严格符合《国家纺织产品基本安全技术规范》的要求的。On this point we can very responsible said our silk products formaldehyde content pH value color fastness and other basic safety indicators and color fastness dimensional change rate and other important performance indicators are in strict compliance with the national textile product basic safety technical specifications requirements.

市场部部长：请大家看相关资料。（秘书起立分发资料）我公司根据国家质量技术监督局制定的关于丝绸的购销等级的规定，将丝绸划分为特级、一级、二级共三个等级。各等级在设计、色彩、手感等均有不同的规定。不知道贵公司对哪种品质的产品感兴趣呢？Please look at the data. the rose to distribute information my company according to the State Bureau of quality and technical supervision on the

development of silk of the purchase and sale level specified the silk is divided into super a grade two a total of three grades. Each grade in the design color feel have different regulations. Your company does not know to what kind of quality products of interest

外方技术总监：（向副总点头示意）

外方副总：看来贵公司提供的特级丝绸产品很符合我方的采购要求，请问贵方报价如何？ It seems your company to provide extra silk products are in conformity with our purchase requirements would you offer

市场部部长：不知贵公司此行的采购计划……（故意停顿） do not know your company s procurement plan ... ... Pause deliberately 外方采购部部长：我方暂定采购特级丝绸 60000 码，目的港为美国纽约港，时间为 2012 年6 月 15 日之前。 Our tentative purchase extra silk60000 yards the port of destination for the United States of New York port in time for the June 15 2012.

中方财务总监：我方关于特级丝绸的报价是usd5.36/YD，FOB shanghai Im about superfine silk price is usd5.36/YD FOB Shanghai 外方财务总监：根据我公司长期的国际采购价格，平均价格也只有 4.2 美元/码，况且，你方的丝绸并无特殊之处。 According to our companies long-term international procurement prices the average price of only 4.2/ code moreover your silk no unique.分享到

市场部部长：国际上普遍认为丝绸质感优于国际上的任何品种，品质保证。请看。（示意）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，我方生产的丝绸品质明显高于其他品种。Internationally recognized as international silk texture is better than any variety quality assurance. Please see. of then we will use your company sold the old varieties comparison. Please see sketch . Obviously we produce silk quality was significantly higher than other varieties.

外方副总：（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。 Mr. XX our price is very reasonable. 。。。 外方技术总监：贵方的丝绸质感真的很不错，只是我方对贵公司的报价稍有异议。。。 Your texture of silk is really good but I in your quotation slightly disagree......

中方总经理：很高兴贵方能喜欢我方的丝绸，针对价格我们可以进一步协商。Very glad you like our silk the price we can be further consultations.

外方采购部部长：听说贵方这一批的丝绸早已出产，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。 I heard you such a batch of silk is produced if not as soon as possible to find sales channels so you assume the costs and risks will be greater. I

believe our huge sales network and a mature marketing skills will be able to give you some 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丝绸经销商。销售面覆盖包括欧盟、美国、日本等国家和地区在内的所有丝绸需求市场。我方也希望通过贵公司将我公司的丝绸推向国际市场。 Thank you for us to be very careful in reckoning. We never doubt your ability .As we know your company is the world’s largest silk dealers. Sales surface coverage including the European Union the United States Japan and other countries and regions all silk market demand. We also hope that through your company will be my companys silk to the international market

.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 5.26 美元/码。Considering our mutual needs table sincerity we are willing to original price falls to 5.26 dollars / code. 外方财务总监：仅仅让 0.1 美元？从各方面来看，感觉有些不合理。、 Just let us 0.1 From various aspects feeling some unreasonable.

中方财务总监：那么贵方认为什么样的价格才算合理呢？Then what price is it reasonable

外方财务总监：我方认为最合理的报价应该是 4.3 美元/码。

希望贵公司能够考虑考虑吧。 I think the most reasonable price should be 4.3dollars / code. Hope that your company can consider it. 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丝绸的采购问题。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，根本不可能得到像我方这样大的供应量。（动作） Your price is not reasonable To tell you the truth there are many foreign vendors for being with me to negotiate the procurement issues on silk. And they offer superior than you. Moreover if you in other place buy don’t be like me so much supply. Action

外方采购部部长：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，中高档丝绸平均价格应该在 4.4 美元/码。 Even so your quotation should be with reference Our offer is valid. According to the current market situation high-grade silk average price should be4.4 dollars/ code. 中方财务总监：4.4 美元？不知贵公司是从何处采购到如此便宜的高档丝绸呢？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），丝绸的平均价格也在 4.9 美元以上，贵方这样拟算的报价实在让我们很为难。（外方沉默） 4.4 dollars I do not know your company is from where to buy such expensive high-end silk We also had statistics according to Chinas official website disclosure of reliable information see screen of silk average price is more than 4.9 you

so to calculate price is let us very embarrassed.

外方副总：石总，4.7 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？Stone total 4.7. What do you think It is our to be able to withstand the highest price exceed this price is not in my power to decide. Do you agree to 。。

中方谈论过程中。。

中方总经理：虽然贵方已经做出了一定的让步，我们也足够感受到对方的购买诚意，但是此价格我方仍然难以接受。在经过我方讨论之后，我们决定以 4.9 美元/码的报价，并以 FOB成交。当然我方能一次性为贵方提供 60000 码的丝绸。要知道，我方此次的报价可是市场上罕见的低价啊！希望贵公司能够接受我们的报价，建立长久的合作关系。同时这次合作能否成功关键在你方是否可以做出进一步的让步，因为我方已经做出最大的让步了。 Although you have made certain concessions we also feel enough to each other to purchase invite but we still find it difficult to accept this price. After our discussion we decided to offer4.9 dollars / code and FOB transaction. Of course I can disposable to provide you with60000 yards of silk. You know I this offer is on the market the infrequent low ah Hope you can accept our offer to establish long-term cooperative relations. At the same time this cooperation whether successful key in whether you can make further concession because we have the largest concessions. 。。

外方交头接耳考虑几分钟之后。。。

外方副总：好的，既然如此，我方愿意为了建立长久合作关系做出牺牲，再一次让步，同意该价格，同时在对包装、运输等问题需要再进一步讨论。Well if so we would like to establish long-term cooperative relationship sacrifice once again agreed to the price concessions at the same time for packaging transport and other issues need to be further discussed.

外方采购部长：我方希望在包装方面我方希望采用小型纸箱包装，标签和包装按DB440300/T242 的规定执行，班轮运输采用 20’尺集装箱装船。 I hope that in the packaging we hope to adopt small carton packaging labeling and packaging according to the provisions of DB440300/T242 using 20 container liner shipping.

中方总经理：我方同意。运输方面采用班轮运输一次性到达，产品共计 60000 码，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。（副总点头）I agree. Transport by liner disposable arrived a total of 60000yards respectivelyallowing5 more or less chosen by the buyer or at contract price.

外方技术总监：关于检验，我方希望采用在中国上海港检验检疫局初检，在美国纽约港口局复检的方式。 On inspection we hope to adopt in the Chinese port of Shanghai inspection and quarantine bureau examination in the United States New York Port

Bureaure-inspection way.

中方法律顾问：我方同意。这是我国制定的关于丝绸出口检验检疫标准。 I agree. This is our country formulated on silk export inspection and quarantine standards

外方技术总监：这是我国的进口丝绸检验检疫标准，为确保万无一失，也请贵方严格按照标准的规定进行核查。（双方交换检验检疫标准）This is our country imported silk inspection and quarantine standards to ensure that no danger of anything going wrong please you in strict accordance with the standards for verification. Both sides exchange of inspection and quarantine standards

外方技术总监：（边看边点头）看来贵国对纺织品的检验要求十分严格，我方也相信贵方在检验方面不会存在任何问题。 It seems your testing requirements are very strict we also believe that you will not have any problems in the examination.

中方法律顾问：请贵方放心，我方出口的丝绸质量上乘，我相信我公司的丝绸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 You may rest assured our export silk quality I believe that my company silk will certainly be able to meet your requirements for quarantine inspection. In order to let you rest assured I promise if pass the quarantine we is willing to bear all the responsibility and in

accordance with the provisions of compensation for your loss how do you feel

外方技术总监：贵方真是爽快，我方对此十分满意，也充分相信贵方..丝绸的质量。 You are really nice our satisfaction fully believe you..silk quality.

中方法律顾问：但我方希望贵方在货物到达纽约港口 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。But I hope you in the arrival of the goods at the port of New York for 48hours for a retest exceed the testing period but not to carry on the inspection the consequences liability is assumed by us

.外方法律顾问：好的，我方同意。关于合同的履行和索赔，我方希望与贵方订立合同使用《联合国国际货物买卖合同公约》，由本合同发生的或与本合同有关的任何争议、争端或请求，或有关本合同的违约、终止或失败，应当按照目前有效的联合国国际贸易委员会仲裁规则，并由国际商会仲裁院予以解决。Yes I agree. On the performance of the contract and claim for compensation we hope that with your contract with the United Nations Convention on Contracts for the international sale of goods by the contract or in connection with this contract dispute or request or in connection with the present contract breach termination or failure should according to the effective United Nations International Trade Arbitration Rules of the Commission and by

the ICC International Court of arbitration to resolve.

中方法律顾问：我方同意，但是公约中没有规定的事项应当适用中国大陆相关法律。不知贵方有无异议？ I agree but the Convention does not require the matter should be applicable to China laws. I wonder if you have no objection

外方法律顾问：我方同意贵方的提议。 I agree to your proposal

中方法律顾问：同时，我方希望银行在议付贷款时扣除不可抗力因素造成的违约金。 At the same time we hope that in the negotiation bank loan deducted from force majeure factors of breach of contract damages.

外方法律顾问：好的，我方同意。 Yes I agree.

中方总经理：下面由我方秘书总结此次谈判的结果。 The following summary by US Secretary of this negotiation result.

中方秘书：下面由我来总结本次谈判的结果：美国xxxxx向我公司一次性采购特级..丝绸 60000 码，4.9 美元/码。小型纸箱包装。采用班轮运输，20’尺集装箱装船。数量和信用证都允许 5的增减。到达美国纽约港口时间为 2012 年 6 月 18 日以前。承兑交单的支付方式以美元结算。贵方在货物到达纽约港后 48 小时内进行复检。合同适用《联合国国际货物买卖合同公约》，公约中没有规定的事项适用中国大陆相关法律。仲裁交国际商会仲裁院按联合国国际贸易委

员会仲裁规则解决。 Now let me sum up the negotiation results: the United States xxxxx to my company one-time purchase extra.. silk 60000 yards4.9 U.S. dollars / code. Small carton packaging. The liner 20 container shipment. Number and letter of credit is allowed 5 more or less. The United States of New York port to arrive before June 18 2012. Payment by D / A to be settled in us dollars. You in the arrival of the goods at the port of New York within 48 hours after their. Contract applies to United Nations Convention on Contracts for the international sale of goods the Convention does not require the matter for China related laws. Arbitration International Chamber of Commerce by the United Nations Commission on international trade arbitration rules to solve.

中方总经理：不知贵方有无异议？ I wonder if you have no objection

外方副总：没有异议。 No objection.

中方总经理：那么请贵方到会议室休息片刻，接下来进行签约仪式。（起立）合作愉快！ Please you to the conference room to rest for a moment then signing ceremony. up a pleasant cooperation 外方副总：合作愉快！ Pleasant cooperation （两老总握手，双方代表起立鼓掌）

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