国际商务谈判策划案(美国迪士尼公司)-30-

谈判领导人员/谈判领导人员/1415761136亿元进行基57%23亿商业借款，却拥20%广东奥飞动漫文化股份有限公司：2004年，是奥飞股份旗下以三维动画制作、漫画制作、动画形象设计、版权4-5为了实现产业的规模扩张和促进企业的现代化管理进程，20076月，在原广12000万元，下辖四家子公司和三个事业部，分奥迪动漫玩具所设计销售的"AULDEY双钻"品牌系列玩具是国内玩具行业的领导品牌，拥有国内最强的玩具研发、营销团队，四驱车、悠悠球、陀螺等动漫市场营销模式及广阔的营销网络，"AULDEY双钻"产品畅销国内、东南亚及欧广州迪文文化传播有限公司是与香港一家知名动漫图书出版社合作成立的年。20079月，由迪文文化策划制作的青少年漫画期刊《少年漫画王》在全6万册，创下行业的一个新记录。北京中奥影迪动画制作有限公司是奥飞股份与中国电影集团合资成立的控份的内容创作能力和规模。1000余人，自创立以来，保持了业务的快速增长，2006200750%以上，20075亿元。在自我发奥飞娱乐官方网站360百科“广东奥飞动漫股份有限公司预先准备：（谈判之前全面查阅中方资料知己知彼：（谈判前调查对方情况，同时也针对自身情况进行分析赠送小礼物（如迪士尼毛绒样品）：PPT展示，介绍我方产品概况，公司经营情况，给自己打广告，开局树立我方还价策略：后发制人，不开先例（中方首先报价，然后我方再接招达成最后通牒（我方亮出底盘，告知我方最后接受的最高报价握手（肢体动作，微笑中方领导人员：Welcometoourcompanyforbusinessnegotiation.IamthegeneralmanagerofGuangdong（中方公司名）.Atfirst,letmeintroduceournegotiator.Thisisthechieffinancialofficerofourcompany.Thisisourtechnicaldirector.Legaladviser.Theinterpreter.Andrecordpersonnel.美方领导人员：Thankyouforyourwarmreception,verypleasedtocometoChina'smostdevelopedeconomy,themostopencultureofGuangdong.IamthegeneralmanageroftheAsiaPacificregionofDisneytoysco..Iwouldliketointroduceournegotiator.Thisis,chieffinancialofficerofourcompany.Thisistechnicaldirector.Heisalegaladviserto.Ournegotiationis,andthisisourrecordkeeper.中方领导人员：GuangzhouisoneofthebiggestcitiesinChina,thecentralcityofthecountry.Ibelieveourcooperationwillbeacompletesuccess.美方领导人员：Lookforwardtoworkingwithyour中方领导人员：Okay,let'sgetstarted.Ourcompany'sinternationalreputationandbrandinfluenceyoumustunderstand.Thenegotiations,duetomycompany'sMickeyMousePlushtoysinthemarketinshortsupply,solookingforChinesetoycompaniestosampleprocessingtrade.LiPing,ourtechnicaldirector,willintroduceyoutoourproducts.美方技术人员：Pleasetakealookatoursamples.中方法律人员：Yourcompany'sbrandimageandbrandvitalitytoenjoythereputationoftheworld,Ithinkyouhavedonemarketresearch,inthesampleprocessingtrade,mycompanyissecondtononeinchina.美方领导人员：Wehavesomeknowledgeofyourstrength.ourcompanyiswillingtogiveprioritytocooperatewithyourcompany.中技术人员：Iamverypleasedtohavetheopportunitytocooperatewithyourcompany,althoughwehavenotdealtwithbeforethetwocompanies,buthavemutualunderstanding.Mycompany'sproducts,notonlyintermsofqualityimpeccable,intermsofcredibilityhasalsobeenconsistentwithcustomers.美记录人员：Thesampleofourcompanyismadeofhigh-gradetowelvelvetfabric,thequalityandcredibilitymustbenecessary,atthesametime,thepriceshouldbereasonable,Idonotknowwhatyouroffer?中领导人员：就目前中国的行情来报价，工缴费：25元/中领导人员：QuoteonthecurrentChinesemarket,thepublicpayment25/美领导人员：Youarejoking,theinternationalaveragepriceisonly12yuan/only,yourpriceistoohigh.中财务人员：12元/只？这是很久以前的行情了吧。（感到意外，语气要强）贵中财务人员：12yuan/only?Itwasalongtimeago.Youhavetovisitmeyesterdayonbehalfofthecompany'sproductionworkshop,ourcompanyproductionequipmentandprocessingtechnologyaretheinternationalfirst-classlevel,inChinesenosecondcompaniescanbecompared,wewanttotakeyourcompany'sinternationalreputation,qualityandprocessingtechnology,itcertainlyrequiresfirst-class.美财务人员：Weacknowledgeyourcompany'sfirst-classprocessingtechnology,butthepriceof25yuan/only,wereallycannotaccept.（CQC）ISO9001质量管理体系认证；ISO14000环境管理体系认证；HSPMQC0800003C认证。这些条件中技术人员：OurChinaiscurrentlythemoststrengthanddevelopmentpotentialoftheanimationcultureindustrygroupcompany,aprofessionaltalentteam;bytheGermanRhineTechnologySupervisionCompany(TUV)andChineseQualityCertificationCenter(CQC)ISO9001qualitymanagementsystemcertification;ISO14000environmentalmanagementsystemcertification;IECQHSPMQC080000managementsystemcertification,hasbeenChinathefirstelectrictoys3Ccertification.Theseconditionsarebeyondthereachofothercompanies,andIhopeyouwillconsiderit.美领导人员：TherearealotoftoysprocessingenterprisesinChina,andthereisacertainguaranteeinquality.中领导人员：Ibelievethatyouarewithsincerity,consideringyoursincerityandwearetogetherforthefirsttime,wewouldliketoproceedfromthelong-term,giveyourcompanyoffer23yuan/only,thisisthebiggestconcessionwecanmake.15元/只的价格，这已经比国际一般水平高很多了。美方领导人员：Itseemsthatyoursincerityisnotenough,consideringyourgoodproductionequipmentandtechnicallevel,wearewillingtoacceptthepriceof15yuan/only,whichhasbeenmuchhigherthantheinternationalaveragelevel.中方领导人员：23元/只已是我方能够接受的最便宜的价格了，在此基础上不能中方领导人员：Ihaveonly23yuan/squarecanacceptthecheapestprice,onthisbasiscannotgofurther,Ihopeyourcompanyfromthepointofviewofallaspectsofprocessingtechnologyandproductqualityofproducts,acceptthisprice.美法律人员：Our15yuan/onlythepriceisnotlow,youalsoknowthatthereareanumberofothercompaniesarealsoworkingwithmycompanytonegotiate,ifyourcompany'ssincerityisnotenough,Iamafraidthecooperationbetweenuswillbedifficulttocontinue.美方财务人员：Youalsoknowmycompany'sinternationalreputation,ifyourcompanyissincere,ourcompanyiswillingtoestablishlong-termcooperativerelationshipwithyourcompany,intheorderofthenumberofyourcompanydonothavetoworryabout.中方领导人员：不知贵公司这次合作的订单量是多少？（迂回前进策略中方领导人员：Theothersideofthedemandismorethantheaveragepartnerto23yuan/onlyoffer,ourprofitistoolittle.Asyouknow,inChina,thecostofrawmaterials,labor,andtheappreciationoftherenminbi,itisdifficulttoreducethecostofourcompany.Idonotknowhowmuchtheamountoftheorderofthis40000件/批，10美方领导人员：Expected40000piecesbatch,the10中财务人员：Theothersideofthedemandismorethantheaveragepartnerto23yuan/onlyoffer,ourprofitistoolittle.Asyouknow,inChina,thecostofrawmaterials,labor,andtheappreciationoftherenminbi,itisdifficulttoreducethecostofourcompany.18元/只的价格，这是我方能够接受的最高价格。美方领导人：Youhaveadmittedthatweareinhighdemand,consideringthedifficultiesinyourcosts,wearewillingtoacceptthepriceof18yuan/,whichisthehighestpricewecanaccept.中技术人员：18元/只的价格？我方毫无利润，在原材料质量方面贵公司不用担中技术人员：18yuanonlyprice?Wedonothaveanyprofit,youdon'thavetoworryaboutthequalityofrawmaterials.Iguaranteethatthecompanyfullyinaccordancewiththerequirementsofyourprocessing,theuseofimportedtowelvelvetfabricproduction,andallareharmlesstothebodyofenvironmentallyfriendlyInthecaseofsamples,yourcompanymustcomplywithourrequirements,ourcompanywillbeaccepted,butintermsofprice,youstillhavetomakeconcessions.中方领导人：Forthesuccessofourcooperation,inordertoshowsincerity,tothesizeofourcompany,wearewillingtousetheproductionefficiencyadvantagetomakeupforthecost,giveyourcompany21yuan/onlyoffer.Thisisthelowestpricewehaveevermade.美财务人员：Wehavelearnedthatyourcompanyissincereandwillingtocooperatewithus,butitisnotunreasonableforustokeepthepricedown.Thisisthepricequotedbyseveralothercompanies.12批，但20元/只。美方领导人：Consideringyoursincerityandlong-termcooperation,wewouldliketoincreasethequantityoftheordertothe12lot,butaskyoutoreduceyourprice中方领导人：Nowthatyouhaveincreasedthequantityofyourorder,weaccepttheterms,butwerequirethattheRMBbeusedasthecurrencyofthebill.Otherwise,wecannotacceptyourrequestforareductioninprice.美方领导人：Wearewillingtoacceptthisconditiononthebasisofyourcooperation.中方财务人员：Nowthatwehaveagreedontheprice,let'stalkaboutthepaymentmethod.Whatarethemostcommonformsofpaymentforyourpartnerandyour美方技术人员:Atpresent,weareworkingwithyouinthisfieldforthefirsttimein50%，我方再进行加工生产。中方领导人:Ourproposalisthatyoupayinadvancethetotalamountoffootwereprocessing.Nowthatwearepartners,wearewillingtomakeconcessionsinaccordancewiththeprincipleofmutualbenefit,youpayatotalof50%ofthetotalcontribution,wereprocessing.美方记录人员：Wehavesomedoubtaboutyoursincerityandyourrequestdoesnottakeintoaccountourfinancialpressure.中记录人员：Asfarasyourstrengthisconcerned,ourrequestwillnotaffecttheoperationofyourcompany.美财务人员：Pleasereviewourfinancialstatements.中财务人员：Ifyoudon'tagreetoourplan,whatisyourrequest?50%工缴费，再进行下一轮生产。美财务人员：Onthecontrary,wehopethatthegoodscanbeprocessedinyour6batch,andthepaymentofthe50%workwillbepaidafterthecompletionofthe中法律人员：Yourtermsaretooharsh,the6batchofgoodswilltakeupmostofthefundsofourcompany,willhaveanadverseimpactontheoperationofthecompany,wecannotguaranteethenormalproduction.美方领导人员：Youcanalsounderstandourdifficulties.Ourproposalisforyou.Weareallingoodfaith.Whatdoyouthinkofit?中领导人员：Thatbeingthecase,thenwewillcomeupwithgreatersincerity,werequireworkerstopayinstallments,buteachbatcharepaidtopayforproduction.美方领导人员：Wearenotinapositiontoacceptyourrequest.Wehopethattheothersidewillconsideritcarefullyandputforwardafeasibleplan.中方领导人员：Wewouldliketotakeastepback,youwillbepaidinadvanceforeachbatchof60%workers,theremainingpartoftheinspectionwithin5daysafterdelivery,theamountofmoneytothenextbatchofproductsaftertheproductionandprocessing.Asastrongcompany,wearelookingforwardtoourdifficulties.Thisisthebestwaytoensurethenormaloperationofourcompany.20%5天内交付。美方法律人员：Wecanunderstandyourdifficulties,butyourconcessionissmall,wecanacceptaminimumof20%foreachbatchofthefirstpayment,theremainingpartoftheinspectionwithin5daysafterdelivery.35%工缴费。Itseemsthatyouarenotreallyawareofourdifficulties.Thereasonwhyweputforwardthe60%paymentinadvanceisthatwecannotgobacktothedifficultiesinconsideringthepurchasepriceofrawmaterials,thecostofmanagement,thecostofthestock,thewagesandsoon.GeneralmanageroftheUnitedStates:thenwewillmakeaconcession,eachbatchof35%prepaid.55%中方领导人员：Ourminimumacceptancelimitis55%workersper15%5%Wehavemade15%concessions,butyouonlymakeaconcessionof5%,whichisunfair.50%5天内交付。中方领导人员：Thisisnotfairandunfair,weletmeeverystepistotryourbesttoconsiderpossible,wearetogetherforthefirsttime,thelasttimewemadeconcessions,themanagementexpensededuction,weaccepteachbatchofprepaidfees50%,delivered5daysafterinspectionwithintheremainingpart.美方领导人员：（讨论一下）美方领导人员：Wearewillingtoacceptthisconditiononthebasisofyour中方领导人员：HowdoyoufeelaboutthepaymentbyL/美方领导人员：Weaccept.124000020元/只，采用信用证支中方领导人员：OurtalksreachedaconsensusfromyourcompanytosampleprocessingcoupleMitchMiniplushtoys12batches,eachbatchof40000,RMBdenominatedprice20yuan/only,bymeansofcredit,youhavenoobjection?美方领导人员：No中方领导人员：Thisnegotiationtalkingisverysuccessful,wewilltalkabouttheothermattersofcooperationnexttime.美方领导人员：Good（此时双方法律人员互换合同协议书，并交由双方领导人签字，一起鼓掌。12016101131.431.76亿美27.45亿美元。131.42135.123%。31.7635.3410%。1.10.9516%若以年度计算，2016财年，华特迪士尼公司营收为556.32亿美元，较去年上涨6%,净93.91亿美元,12%17%。156.5858.26243.8643.611%318.1117.832%412.8715.4217%445.25473.23亿美元，略低于细分市场，欧洲业绩减少较多，欧洲游客数量减少约10%，欧元贬值拉低营收。而咱们6%556亿美元。12%94亿美元。17%5.731.10.9516%。扣除影响可比较性项目后556.326%。附件二（中英文法律合同签约时间：2017年5月18ContractNo:SigningDate:TheBuyer:TheWaltDisney买方：Address:Burbank,CaliforniaintheUnitedTel：(818)560-电话：(818)560-TheSeller:GuangdongAustrianflyinganimationcultureLimitedbyShare卖方:广东奥飞动漫文化股份有限公司Address：GuangzhouCityPlaza,CityAvenue,Guangzhou 0754-电话 0754-ThisContract,madeoutbyandbetweentheBuyerandtheSeller,wherebytheBuyeragreetobuyandtheSelleragreetoselltheunder-mentionedcommodityaccordingtothetermsandconditionsstipulatedbelow.(Accordingtothepracticalpriceofinvoice)（根据发票的实际金额）商 规UnitPrice)（人民币Amount（人民币MitchMiniplushTOTALVALUE:C.I.F.GUANGCOUNTRYOFORIGINANDMANUFACTURER:Guangzhou Avenue,GuangzhouGuangdongAustrianflyinganimationcultureLimitedbyShare原产地和制造商：广州市广州大道北新达城广场,TRANSPORTATION:MarinecontainerTobepackedbynewstrongwoodencasessuitableforlongdistanceoceantransportationandwellprotectedagainstdampness,moisture,shock,rustandroughhandling.TheSellershallbeliableforanydamageofthecommodityandexpensesincurredonaccountofimproperpackingandforanyrustdamageattributabletoinadequateorimproperprotectivemeasurestakenbythesellersinregardtothepacking.SHIPPINGTheSellershallmarkoneachpackagewithfacelesspaintthepackagenumber,grossweight,netweight,measurementandthewordings:"RIGHTSIDEUP","HANDLEWITHCARE","KEEPAWAYFROMMOISTUE",andtheshippingmark.卖方应在每件包装箱上用不褪色的油漆刷TIMEOFTRANSPORTATION:BEFORE装货时间：20141130PLACEOFTRANSPORTATION:PLACEOFDESTINATION:California，UnitedStatesofTobecoveredbytheSellerfor110%(onehundredandtenpercent)oftotalcontractvalueagainstALLRisks.110%ByL/C.ThepaymentshallbeeffectedafterreceiptthecontractgoodsandthedocumentstipulatedinClauseDOCUMENTFORThesellershallpresentfollowingdocumentstoBuyertoeffecttheTwocopiesofCommercialTwocopiesofPackingThreecopiesofCertificatesofQualityissuedbyOnecopyofcertificateofOnecopyofHealthAfillingcertificatefromFumigationCertificateorNon-woodPackingMaterialTherelevantinsurancepolicywhichbecovered110%ofthetotalcontractvalueagainstALLRFivecopiesoflabels(frontandIncaseofbyseatransportation,thesellershallsendsimultaneouslywithshipmentonecopyeachoftheabovementioneddocumentstoXXXCO.LTD.原产地证一份（正本卫生证一份（正本110%标签五份（正面、背面xxxDATEOFThedateofBillofLadingshallberegardedastheactualdateofGUARANTEEOFTheSellerguaranteethatcompliesinallrespectswiththequalityandspecificationsstipulatedinthisContract.Thesellerguaranteesthatchoosetherightmeansoftransportationwillbethegoodsarrivedattheportofdestination.(1)Suchasthequalityofthegoodsinconformitywiththecontractandspecification,thebuyerofthecommodityinspectionbureaushouldbeinvitedforinspection,andshallhavetherighttoclaimagainsttheselleraccordingtoareportissuedbythecommodityinspectionbureauIncasethattheSellerareliableforthediscrepanciesandaclaimismadebyBuyerwithinthe-limitofinspectionandqualityguaranteeperiodasstipulatedinClause14ofthisContract,theSellershallsettletheclaimupontheagreementoftheBuyersinoneorthecombinationofthefollowingways:AgreetotherejectionofthegoodsandrefundtotheBuyersthevalueofthegoodssorejectedinthesamecurrencyascontractedherein,andtobearalldirectlossesandexpensesinconnectiontherewithincludinginterestaccrued,bankingcharges,freight,insurancepremium,inspectioncharges,storage,stevedorechargesandallothernecessaryexpensesrequiredforthecustodyandprotectionoftherejectedgoods.Devaluethegoodsaccordingtothedegreeofinferiority,extentofdamageandamountoflossessufferedbytheBuyers.TheclaimsmentionedaboveshallberegardedasbeingacceptediftheSellersfailtoreplywithin30daysafterreceivingtheBuyers'claim.1430天内没有答复将被认为接受上述索赔。FORCEThesellershallnotbeheldresponsibleforthedelayinshipmentornon-deliveryofthego