国际商务谈判剧本

1、商务谈判剧本总经理：sfgX 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：ggggPurchasing 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

2、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 theAmerican Alexander companies fellow negotiator to Kunming businessnegotiations I am Kunming silk company general manager Shi Feng chaofirst 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 I was the United Stat

3、es Alexander of company判代表。这位是，这位是vise gen eral Chin ese. Here let me in troduce our n egotiators. This is thisis 中方总经理：贵方代表从美国远道而来，我相信贵方有这个叮叮小文库诚意完成这次洽谈。充分证明你方有意购买我方产品。Your representatives from the Un ited States to I believe you have the sin cerity tocomplete the negotiations. Fully proves that yo

4、u are interested in buyingour 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 wecame to your country with one hundred percent sincerity we would eventually reach a consen sus the establishme nt of Ion g-term cooperativerelatio ns.中方总经理：（微笑点头）好的，那么我们开始吧！Ok let 'sbegin （

5、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 yourcompany has Asia ' largest silk production base our thisMuming come hereto purchase a nu mber of good quality silk. So ask you to in troduce indetail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

6、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。 Herelet me as we introduced our silk production: our company is the product onof silk is our compa ny un der the special In stitute of scie ntific and2叮叮小文库technical personnel through the efforts of more than 10 years mastered theadva need producti on tech no

7、 logy its quality characteristics unique to aleadi ng intern ati on al 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 silkproducti on in dex 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

8、we can very responsible said oursilk products formaldehyde content pH value color fastness and other basicsafety indicators and color fastness dimensional change rate and otherimportant performanee indicators are in strict complianee with the nationaltextile product basic safety technical specificat

9、ions requireme nts.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 companyaccord ing to the State Bureau of quality and tech ni cal supervisi on on thedevelopme nt of sil

10、k of the purchase and sale level specified the silk isdivided into super a grade two a total of three grades. Each grade in the3叮叮小文库design color feel have different regulations. Your company does not knowto what ki nd of quality products of in terest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

11、方报价如何？It seems your company to provide extra silkproducts are in con formity with our purchase requireme nts 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 notknow your compa ny s procureme nt pla n. Pause deliberately外万米购部部长：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 extras

12、ilk60000 yards the port of destination for the United States of New Yorkport 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usd5.36YD, FOB shanghai Im about superfi ne silk price is usd5.3/YD FOB Shan ghai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 toour compa nies Ion g-term i

13、ntern ati onal procureme nt prices the averageprice of on ly 4.2 code moreover your silk no unique.分享至U 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。4叮叮小文库请看（示意）。显而易见，我方生产的丝绸品质明显高于其他品种。 Internati on ally recog ni zed as in ter natio nal silk texture is better than anyvariety quality

14、assuranee. Please see. of then we will use your eompanysold the old varieties eomparison. Please see sketch . Obviously weproduce silk quality was sig nifica ntly higher tha n other varieties.夕卜方畐U 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 veryreasonable. 。外方技术总监：贵方的丝绸质感真的很不错，只是我方

15、对贵公司的报价稍有异议。 Your texture of silk is really good but I in your quotationslightly 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 furthercon sultati ons.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

16、 a batch of silk is produced if not as soon as possible tofind sales channels so you assume the costs and risks will be greater. Ibelieve our huge sales n etwork and a mature market ing skills will be ableto give you some help.5叮叮小文库中方市场部部长：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、

17、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。Tha nkyou for us to be very careful in reckoning. We never doubt your ability .Aswe know your company is theworld 'largest silk dealers. Sales surfacecoverage in cludi ng the Europea n Union the Un ited States Japa n andother coun tries and regi ons al

18、l silk market dema nd. We also hope thatthrough your compa ny will be my compa nys silk to the intern ati onalmarket.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 tablesincerity 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

19、理。、Just let us 0.1 From various aspects feeling some un reas onable.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 reas on able夕卜方财务总监：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 thi nk the most reaso nable price shouldbe 4.3dollars / code. Hope that your compa ny can con sider it.6叮叮小文库中方市场部部长：贵方的报价也不见得合

20、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）Y our price is n ot reaso nable Totell you the truth there are many foreig n ven dors for being with me tonegotiate the procurement issues on silk. And they offer superior than you.Moreover if you in other place buy

21、 don' be like me so much supply. Actio n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 bewith referenee Our offer is valid. According to the current market situationhigh-grade silk average price should be4.4 dollars/ code.中方财务总监：4.4 美元？

22、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 compa ny isfrom where to buy such expe nsive high-e nd silk We also had statisticsaccording to Chinas official website disclosure of reliable information seescreen of silk

23、average price is more than 4.9 you so to calculate price is letus 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7叮叮小文库的最高价格了，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？Sto ne total 4.7. What do you thi nk It is our to be able towithstand the highest price exceed this price is not in my power to decide.Do you

24、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 madecerta in con cessi ons we also feel eno ugh to each othe

25、r to purchase invite but we still find it difficult to accept this price. Afterour discussion wedecided to offer4.9 dollars / code and FOB transaction. Of course I candisposable to provide you with60000 yards of silk. You know I this offer ison the market the infrequent low ah Hope you can accept ou

26、r offer toestablish Iong-term cooperative relations. At the same time this cooperationwhether successful key in whether you can make further con cessi onbecause we have the largest con cessi ons.。外方交头接耳考虑几分钟之后。8叮叮小文库外方副总：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

27、 like to establish Iong-termcooperative relati on ship sacrifice once aga in agreed to the price concessi ons at the same time for packag ing tran sport and other issues n eedto 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 packag i

28、ng we hope to adopt smallcart on packag ing labeli ng and packag ing accord ing to the provisi ons ofDB440300/T242 usi ng 20 con tai ner liner shippi ng.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. Tran sport by liner disposablearrived a total of 60000yards r

29、espectivelyallow ing5 more or less chose nby the buyer or at con tract 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 in spection we hopeto adopt in the Chinese port of Shanghai inspection and quarantine bureauexam in ati on in theUn ited States New York PortBureaure-i nspecti on way.9叮叮小文库中

30、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 exportin specti on and quara nti ne sta ndards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 en sure that no dan ger of any thi ng go

31、ing wrong please you instrict accordanee with the standards for verification. Both sides excha ngeof in specti on and quara nti ne sta ndards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。Itseems your testi ng requireme nts are very strict we also believe that youwill not have any problems in

32、the exam in ati on.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 mycompa ny silk will certa in ly be able to meet your requireme nts forquarantine inspection. In order to let you rest assured

33、I promise if pass thequara nti ne we is willi ng to bear all the resp on sibility and in accordaneewith 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10叮叮小文库相信贵方 .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

34、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 Yorkfor 48hours for a retest exceed the testi ng period but not to carry on the inspecti on the con seque nces 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

35、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 theperforma nee of the con tract and claim for compe nsatio n we hope thatwith your con tract with the Un ited Nati ons Conven ti on on Con tracts forthe intern ati onal sale of goods by the con tract or in

36、 conn ecti on with thiscon tract dispute or request or in conn ecti on with the prese nt con tractbreach term in ati on or failure should accord ing to the effective Un itedNatio ns Intern ati onal Trade Arbitrati on Rules of the Commissi on and bythe ICC International Court of arbitration to resolv

37、e.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 theConven ti on does not require the matter should be applicable to Chinalaws. I won der if you have no objecti on11叮叮小文库外方法律顾冋：我方同意贵方的提议。I agree to yourproposal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 then egotiati on bank loa n deducted from force majeure factors of breach ofcon tract 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。Thefollowi ng summary by US Secretary of this n egotiati on result.中方秘书： 下面由我来总结本次谈判的结果：美