国际商务谈判策划书保温瓶

1、关于FLAG TRADING CO.,LTD购买广州星辰的保温瓶的策划书一、谈判主体 中方：广州市星辰国际贸易有限公司 外方：FLAG TRADING CO.,LTD学号姓名职位在谈判策划书写作中的分工201313007061李子蔚总经理策划书制作与总体规划201313007068魏传洋财务总监资料查找 201313007025于志航商务人员A资料查找 201313007024陈欢涛商务人员B资料查找201313007016黄曦技术总监资料查找201313007014杨佳博法律顾问资料查找二、谈判主要人员二一六年六月一日3、 谈判主要目标达到合作目的，争取签下我们预期合作条件下的合同四、谈判主

2、要内容（1）中方公司背景出口商：广州市星辰国际贸易有限公司（Guangzhou Stars International Trading .Co.Ltd）成立于1999年，依法在广州市办理了工商登记及其他职业手续，是一家综合性贸易公司，其经营范围包括金属材料。五金，家具等，公司于多家制造厂商有固定的业务往来，货源可靠。 （2）外方公司背景进口商：Flag trading Co.,Ltd.是一家综合性贸易公司，其经营范围是生活用品。公司与多家代理商有固定的往来业务，客源稳定。 旗贸易有限公司有意从中国广州市星辰国际贸易有限公司购买一批保温瓶，英方于订购前去往中方广州市星辰国际贸易有限公司进行谈判。

3、(在抵达中国广州次日，中方与英方进行了会面并就采购进行会谈:)中方总经理陈女士在首次见到英方总经理李先生时进行了一番寒暄，紧接着马上开始了谈判工作。1、 产品质量谈判 中方总经理陈女士首先强调了本次谈判过程中需要遵守的贸易通则为2000年国际贸易术语解释通则，外方总经理欣然同意。紧接着外方总经理李先生对广州市星辰国际贸易有限公司的保温瓶表示出了浓厚的兴趣，并希望贵公司能对该产品进行详细专业的介绍。中方总经理陈女士便请她所带领团队中的财务总监杨女士对保温瓶进行了一个大概的介绍。在听完罗女士的简单介绍后，外方技术总监黄先生便向中方提出了保温瓶质量等问题罗女士对于梁先生的提问进行了耐心的解答，告知外

4、方该保温瓶抗碎强度高、保温效果很好；也于2002年取得了广州进口检验检疫局出口基地认证、2005年获得ISO9000质量安全体系认证等一系列荣誉，在外方技术总监梁先生对资料进行查阅之后，决定对该公司保温瓶进行初步采购并询问了中方的报价。二、数量、价格谈判外方商务人员于先生告知中方商务人员陈女士我方暂时确定采购no.s1162 5000 件 ，s2173 3000件，目的港为伦敦港口，时间为2012年2月15日之前。中方商务人员陈女士便对于先生进行了no.s1162 9美元每件，s2173 11美元每件CIF伦敦的报价，显然外方无法接受如此高的报价并进行了还价。中方财务总监杨女士在对该保温瓶进行

5、一番质量与级别上的解释后外方然无法接受高报价，于是谈判陷入僵局。旗公司远道而来，最合理的报价应该是7.5美元每件no.s1162 7.5美元，s2173 9.5美元，否则此次交易很遗憾将不能进行。中方商务人员施女士认为为双方的共同利益着想，双方都应该做出让步，很显然外方商务人员施女士的此次还价并不合理，于是向外方说明了关于中方在保温瓶供应方面的优势。外方财务总监魏先生在听到施女士的一番论述后，权衡利弊决定作出必要的让步，将还价交易将在no.s1162 8 美元每件，s2173 10美元每件，并表示该还价已经是本公司最低限度的让步。外方内部经过讨论决定接受中方报价。接着于先生表示本公司我们想订n

6、o.s1162 5000 件 ，s2173 3000件，但是如果星辰国际贸易有限公司恐怕不能提供所需要的，很难得到大量的货物，也很难及时装运。外方公司经过讨论之后决定定S1162 2000件，S2173 2000件，三、保险、包装谈判外方法律顾问杨先生表示，在此报价中为降低风险希望所有产品按10加成一切险、破碎险用并由卖方承担。中方法律顾问丘女士表示没有问题，按照公司惯例将会在货物装船前向中国保险公司办理投保手续。（外方总经理李先生对于中方的做法很是满意不禁连连点头。）紧接着外方财务总监魏先生告知中方希望在包装方面能按照国际惯例执行，班轮运输采用40英尺的集装箱装船。中方总经理陈女士同意并表示

7、运输方面采用班轮运输一次性到达，且分别有5的增减幅度，由外方选择，增减部分按合同价格计算。外方财务总监魏先生接受并表示在数量和信用证允许的5%的增减。四、支付方式谈判 外方商务人员于先生与中方商务人员于女士商量希望开立以贵方为受益人不可撤销的远期信用证以美元结算，同时开证行议付行有我方决定。由于中方不同意这种方式。我方决定退让一步，接受付款方式是 装船后15天内有效期的信用证。 （中方总经理在考虑双方利益后接受外方提出的支付方式。）五、检验检疫谈判在商谈完毕关于支付方式之后，外方技术总监黄先生提出了关于检验方面的问题，黄先生提出希望采用在中国秦皇岛港检验检疫局初检，在伦敦港口复检的方式。中方技

8、术总监李女士同意并和外方技术总监黄先生交换了两国各自的国制定的矿产品进出口检验检疫标准。在进行查阅后中方法律顾问丘女士表示希望外方能在货物到达伦敦港口48小时内进行复检，否则造成的责任中方将不进行任何承担。外方法律顾问杨先生同意并且就关于合同的履行和赔索发表了外方的要求，希望和中方签订合同使用联合国国际货物买卖合同公约。接着在商讨中同意中方的要求，既公约中没有规定的事项应当适用中国大陆相关法律和银行议付货款时扣除不可抗力因素造成的违约金。六、在长时间的谈判后，中外双方就谈拢的各项要求进行了签约仪式，合作圆满成功！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 Li's thermos expressed strong interest, and hope your company can to t

12、he professional introduction 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 vacuu

13、m flask quality problems 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

14、and safety system 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

15、 people we temporarily 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 ac

16、cept such a high 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.

17、5, $9.5 s2173, otherwise 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 pa

18、rty of China in the 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

19、company. The foreign 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., I'm afraid we can't provide the required, it is difficult to get a lot of goods,

20、 it is hard to shipment in 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

21、 borne by the seller. Ms China 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

22、help nodding.)Followed by the 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, a

23、nd said the transport sector 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 negot

24、iationForeign business people 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

25、the terms of payment is the 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. China's 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