*模擬商務(wù)談判劇本PERSONALRESUME中新獼猴桃貿(mào)易商務(wù)談判劇本金色陽(yáng)光農(nóng)業(yè)科技發(fā)展有限公司新西蘭佳沛國(guó)際有限公司金色陽(yáng)光農(nóng)業(yè)科技發(fā)展有限公司新西蘭佳沛國(guó)際有限公司GoldenSunshineAgriculturalScienceandTechnologyDevelopmentCompanyZespriInternationalLimitedCompany總經(jīng)理：吳晚霞亞洲區(qū)副總經(jīng)理：弗龍?斯密斯GeneralManager：WuWanxiaDeputyGeneralManagerofAsia:VernonSmith財(cái)務(wù)總監(jiān)：宋沛柯財(cái)務(wù)總監(jiān)：瑪格麗特?墨菲CFO:SongPeikeCFO:MargaretMurphy總經(jīng)理：吳晚霞亞洲區(qū)副總經(jīng)理：弗龍?斯密斯GeneralManager：WuWanxiaDeputyGeneralManagerofAsia:VernonSmith財(cái)務(wù)總監(jiān)：宋沛柯財(cái)務(wù)總監(jiān)：瑪格麗特?墨菲CFO:SongPeikeCFO:MargaretMurphy市場(chǎng)部部長(zhǎng)：蔡英杰采購(gòu)部部長(zhǎng)：AaliyahWhiteProcurementMinister:艾CTO:TracyPrattProcurementMinister:艾CTO:TracyPratt里亞?懷特技術(shù)總監(jiān)：周泳淘CTO:ZhouYongtao中方總經(jīng)理：歡迎來自新西蘭佳沛國(guó)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(yáng)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，這位是一，這位是??CGM:WelcomenegotiatorscomingfromZespriInternationalLimitedtoDujiangyanforconductingthebusinessnegotiation.IamtheGeneralManagerofGoldenSunshineAgriculturalScienceandTechnologyDevelopmentCompany.First,letmeintroduceournegotiators.ThisisXX.ThisisXX.新方副總：非常高興來到美麗的都江堰。我是新西蘭佳沛國(guó)際有限公司亞洲區(qū)副總經(jīng)理~~。下面由我來介紹我方談判代表。這位是~~,這位是~~DGM:verypleasedtocometothebeautifulDujiangyan.I'mZespriInternationalLimitedCompany'sDeputyGeneralManagerofAsia.Now,letmeintroduceourdelegates.ThisisXX.ThisisXX.中方總經(jīng)理：貴方代表從新西蘭遠(yuǎn)道而來，南北半球驟然的氣候變化還適應(yīng)嗎想必此時(shí)的貴國(guó)定是艷陽(yáng)高照吧CGM:ComingfromfarNewZealand,haveyoubeingadaptedtotheclimatechangecausedbytransferringfromSouthernhemispherestotheNorthern.Isyourcountryimmersedinthewonderfulsunshine?新方副總：一切都好！四川氣候宜人，山清水秀。“天府之國(guó)”的美譽(yù)果真名不虛傳。DGM：Everythingiswell!Sichuanisaplacewithpleasantweatherandbeautifulscenery.Thereputationof"LandofAbundance"isreallywell-deserved.中方總經(jīng)理：謝謝貴方的稱贊。不知貴方代表對(duì)我方安排的都江堰之行還滿意嗎CGM:Thankyouforyourpraise.IwishallofyoucouldbesatisfiedwiththearrangementofyourtriptoDujiangyan?新方副總：滿意，非常滿意。我們此行真是“問道青城山，拜水都江堰”。貴方考慮的真是周到！不過最讓我方人員稱道的還是貴公司的千畝種植基地，真是蜀中一絕??！DGM:Oh!yes!veryexcellent.OurtripisreallyaskedQingchengmountain,thankstothewaterDujiangyan."Yourconsiderationisreallythoughtful!However,themostsatisfactoryforourstaffisyourcompany,sacresofplantingbase,whichisreallyasplendiferouslocatedinShu!中方總經(jīng)理：XX先生過獎(jiǎng)了。希望我們此次談判也能夠讓雙方如此滿意！CGM:Mr.XX.Itisoverpraised.Wejusthopethatwecanalsoenablebothpartiesinthetreaty!新方副總：當(dāng)然會(huì)的。我方也很期待?。GM:Oh,yes.Ofcourse.Wearealsolookingforwardto!中方總經(jīng)理：（微笑點(diǎn)頭）好的，那么我們開始吧！CGM:Okay,soherewego!（新方副總點(diǎn)頭同意）中方總經(jīng)理：首先，關(guān)于此次談判，我方希望在談判過程中的貿(mào)易解釋規(guī)則為《2000年國(guó)際貿(mào)易術(shù)語解釋通則》，不知XX先生是否同意CGM：Firstofall,astothisconsultation,wegofor<<InternationalRulesfortheInterpretationofTradeTerms2000>>.Doesanydemurrerexist,MrXX?新方副總：當(dāng)然可以。DGM:Ofcoursenot.（中方總經(jīng)理點(diǎn)頭，并示意對(duì)方開始。）新方副總：我方了解到貴公司擁有目前亞洲最大的獼猴桃種植基地，而各品種中屬紅陽(yáng)獼猴桃名傳四海。我方此次慕名前來就是為了采購(gòu)一批品質(zhì)優(yōu)良的紅陽(yáng)獼猴桃。那么，就請(qǐng)貴方詳細(xì)介紹一下吧！DGM:WehaveinformedthatyourCompanyowethemosttremendouskiwifruitplantingbaseinAsia.Whileamongallthevarieties,Hongyangisthemostselebartedbrand.Therefore,wecomeheretopurchaseabranchofgoodqualityofkiwifruitofhongyang.So,pleasedescribeitindetail!中方市場(chǎng)部部長(zhǎng)：下面容我為大家具體介紹我方生產(chǎn)的紅陽(yáng)獼猴桃：我公司生產(chǎn)的紅陽(yáng)獼猴桃是四川省自然資源研究所科技人員通過十幾年努力，從秦巴山區(qū)野生獼猴桃實(shí)生單株中選育出來的稀世優(yōu)良品種，其品質(zhì)特點(diǎn)和品種資源的獨(dú)有性具有國(guó)際領(lǐng)先水平。CMM：Next,letmeintroduceourhongyangKiwifruit.ourproductsofhongyangkiwifruitwasselectedfromrareunparalleledwildspeciesvegetatinginQinbaareathroughmorethantenyearsofhardworkofSichuanInstituteofNaturalResources'scientists.It'saninternationalleadinglevelintheuniquecharacteristicsofit'squalityandspecialty.新方副總：那么，請(qǐng)貴方再詳細(xì)介紹一下您方獼猴桃營(yíng)養(yǎng)成分方面的詳細(xì)情況！NDGM:Then,pleasetellusnutritionalaspectsofyourKiwiindetail中方技術(shù)總監(jiān)：好的。我方生產(chǎn)的紅陽(yáng)獼猴桃除富含天然維生素和17種游離氨基酸及多種礦物成分。其中維生素和氨基酸含量在各類獼猴桃中首屈一指。每100g果肉中含有維C350毫克，被譽(yù)為“維C之王”。但是由于產(chǎn)品上市時(shí)間不長(zhǎng)，直到現(xiàn)在，世界上還有很多國(guó)家和地區(qū)的人民還沒有機(jī)會(huì)品嘗到如此美味的水果呢！CCTO:OK.OurproductionofHongyangkiwifruitisofrichnaturaladditioninvitaminsand17kindsoffreeaminoacidsandavarietyofmineralcomposition.Amongthose,vitaminsandaminoacidsisthesecondtonone.ContainingdimensionalC350mgper100gpulp,itisknownas〃theKingofVictoriaC.〃However,becauseit'sshorttimetocomeintothemarket,untilnow,therearestillmanycountriesandregionswherepeoplecannothaveanopportunitytotastethisdeliciousfruit!NCTO:Whatabouttheaccreditationaboutquality?中方技術(shù)總監(jiān)：我公司生產(chǎn)的紅陽(yáng)獼猴桃于2006年取得四川省進(jìn)出口檢驗(yàn)檢疫局出口基地認(rèn)證;2008年獲得全球良好農(nóng)業(yè)規(guī)范認(rèn)證及ISO22000食品質(zhì)量安全體系認(rèn)證。農(nóng)業(yè)部頒發(fā)了無公害農(nóng)產(chǎn)品認(rèn)證證書。公司基地園區(qū)被四川省人民政府和四川省科技局評(píng)為“標(biāo)準(zhǔn)化出口示范基地”。關(guān)于產(chǎn)權(quán)，貴方完全不必?fù)?dān)心。CCTO:Intheyearof2006,hongyangkiwifruitsuccessfullyobtainexportbaseforcertificationfromSichuanImportandExportInspectionandQuarantineBureau.In2008itgotaCertificationastheglobalExcellentAgriculturalPractices(GLOBALG.AP)andISO22000certificationoffoodqualityandsafetysystem,andtheMinistryofAgricultureissuedapollution-freeagriculturalproductscertification.Thebaseofthecompanywaschoosedasbasewithstandardmodelofexport〃bySichuanPeople,sGovernmentandTechnologyBureau.Asforthepropertyrights,youdonothavetoworryabout!NCTO:Itseemsthatit'strustworthyofyourproductionthenhowaboutthegradeahoutquality?中方技術(shù)總監(jiān)：請(qǐng)大家看相關(guān)資料。我公司根據(jù)四川省質(zhì)量技術(shù)監(jiān)督局制定的關(guān)于獼猴桃的購(gòu)銷等級(jí)的規(guī)定，將紅陽(yáng)獼猴桃劃分為特級(jí)、一級(jí)、二級(jí)共三個(gè)等級(jí)。各等級(jí)在外形、色澤、果味、果徑、單果重量等均有不同的規(guī)定。不知道貴公司對(duì)哪種品質(zhì)的產(chǎn)品感興趣CCTO:Hereissomerelevantinformation.Accordingtothestipulation,wedevidetheproductintothreeranks,specialclass.Eachgradedifferentinthesensoryindex,colour,taste,fruitdiameter,singlefruitweightandvolumewiththedifferentrelevantrequirements.Butwhichqualityareyoumostinterestedin?新方副總：看來貴公司提供的特級(jí)獼猴桃產(chǎn)品很符合我方的采購(gòu)要求，請(qǐng)問貴方報(bào)價(jià)如何NDGM:ItseemsyourcompanyssuperKiwiproductisinlinewithourprocurementrequirements,howmuchthepriceofyourproduct?中方市場(chǎng)部部長(zhǎng)：不知貴公司此行的采購(gòu)計(jì)劃……（故意停頓）CCM:Idonotknowyourcompany,sprocurementplanforthistrip…新方采購(gòu)部部長(zhǎng)：我方暫定采購(gòu)特級(jí)紅陽(yáng)獼猴桃2000公噸，目的港為新西蘭皇加雷港口，時(shí)間為2009年1月15日之前。NPM:OurtentativepurchasesuperHongyangkiwifruit2000tonnes,theportofdestinationinNewZealandPortRoyalSangare,andthearrivaltimeshouldbebeforeJanuary15,2009.中方財(cái)務(wù)總監(jiān)：我方的報(bào)價(jià)是,3800美元/公噸CIF皇家雷港。CCFO:Ourofferis3800U.S.dollars/tonneCIFRoyalSangarePort.新方副總：朋友，你是在跟我們開玩笑嗎貴方的報(bào)價(jià)實(shí)在太高了。NDGM:Ahmyfriend,areyoukiddingwithus?Yourside,sofferistoohigh.新方財(cái)務(wù)總監(jiān)：根據(jù)我公司長(zhǎng)期的國(guó)際采購(gòu)價(jià)格，平均價(jià)格也只有2000美元/公噸，況且，你方的紅陽(yáng)獼猴桃并無特殊之處。NCFO:Accordingtomycompany,slong-terminternationalpurchaseprice,theaveragepriceisonly2000U.S.dollars/tone.Moreover,yoursideisnotsospecialaboutthehongyangkiwifruit.中方市場(chǎng)部部長(zhǎng)：貴方此言差矣。國(guó)際上普遍認(rèn)為紅陽(yáng)獼猴桃口感優(yōu)于國(guó)際上選育的任何品種，更以“紅色軟黃金”的美譽(yù)享譽(yù)海內(nèi)外，是無公害、出口型高檔水果的優(yōu)先選擇。CMM:Yoursideiswrong.TheinternationalcommunitygenerallyagreethatHongyangkiwifruittastesbetterthananyoftheinternationalbreedingspecies,butalsotoredsoftgoldreputationistrulyapollution-free,export-orientedhigh-gradefruitpreference.新方副總：我看也不怎么樣嘛！NDGM:Well,Idonotthinkitveryexcellent!中方技術(shù)總監(jiān)：那么我們就用貴公司暢銷多年的品種進(jìn)行比較。請(qǐng)看（示意）。顯而易見，我方生產(chǎn)的紅陽(yáng)獼猴桃品質(zhì)明顯高于其他品種。CCTO:Thenwewilluseyourcompany,sbest-sellingmulti-speciescomparison.See（indicative）.Itisclearthatourproduction'squalityissignificantlyhigherthanothervarietiesofkiwifruit.新方副總：（沉默不言，放筆背靠椅子）中方總經(jīng)理：XX先生，我方的報(bào)價(jià)是非常合理的。CGM:sir,ourofferisveryreasonable.新方副總：非常合理貴方的報(bào)價(jià)如此離譜，還算合理嗎我實(shí)在懷疑貴方的誠(chéng)意。NDGM:Veryreasonable?Yourofferissooutrageous,fairlyreasonable?Ireallydoubtthesincerityofyourside.新方采購(gòu)部部長(zhǎng)：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。看來，我們此次的談判根本無法繼續(xù)。NPM:Yoursidekeepsemphasizinghigh-qualitygoodsandcompletelyignoreourinterests.Itseemsthatwesimplycannotcontinuethenegotiation.中方財(cái)務(wù)總監(jiān)：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?中方總經(jīng)理：XX先生。XX先生。（X回頭不說話）百聞不如一見，百說不如一嘗。貴方遠(yuǎn)道而來，想必也不想空手而歸吧！成事者不拘小節(jié)，何必在一個(gè)問題上大動(dòng)干戈呢讓我們先來品嘗紅陽(yáng)的美味吧。CGM:Sirsir,Seeingislessthanbelieving,100havesuggestedthatatry.Yoursidecomefromafardistance,presumablydonotwanttoleaveempty-handed!Bebroughttofruitionbyinformalsection,whyitupsidedownononeissue?Letustotastethedelicioushongyangfruitfirst.（禮儀上獼猴桃）NCTO:TheKiwimeatistender,sweetandrefreshingwhichisreallyfoodforthought.中方總經(jīng)理：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!新方副總：當(dāng)然。我方不遠(yuǎn)萬里來到貴地，難道貴方認(rèn)為只是為了觀光嗎CDGM:Ofcourse!Ccometoyoursidethroughthousandsofmiles,canyoubelievejustfortourists?新方采購(gòu)部部長(zhǎng)：聽說貴方這一季的獼猴桃早已成熟，收成應(yīng)該不錯(cuò)吧！如果不盡快尋找銷售渠道，那么貴方所承擔(dān)的成本和風(fēng)險(xiǎn)將會(huì)更大。相信我方龐大的銷售網(wǎng)絡(luò)和成熟的營(yíng)銷技能必定能夠給予貴方一定的幫助。NPM:Heardthatyourkiwifruithasalreadymaturedinthisseason,Iguesstheharvestshouldbeverygood!Ifyoudonotfinddistributionchannelsassoonaspossible,thenthecostbornebyyoursideandriskwillbeevengreater.Ibelieveourvastdistributionnetworkandprovenmarketingskillswillbeabletogivesomeeffevtivehelp.中方市場(chǎng)部部長(zhǎng)：謝謝貴方能為我方精打細(xì)算。我們也從未質(zhì)疑貴方的能力。我們知道，貴公司是全球最大的獼猴桃經(jīng)銷商。銷售面覆蓋包括歐盟、美國(guó)、日本等國(guó)家和地區(qū)在內(nèi)的所有獼猴桃需求市場(chǎng)。我方也希望通過貴公司將我公司的紅陽(yáng)獼猴桃推向國(guó)際市場(chǎng)。CMM:Thankyouforyourcarefulcalculations.Wealsoneverquestionedtheabilityofyourparty.Weknowthatyourcompanyistheworld,slargestdistributorofkiwifruit.Salessurfacecoverage,includingtheEuropeanUnion,theUnitedStates,Japanandothercountriesandregions,includingalltheKiwimarketdemand.Itisalsoourhopethatourred-yangKiwicanentertheinternationalmarketthroughyourcompany.中方總經(jīng)理：考慮到我們雙方的相互需求，為表誠(chéng)意，我方愿意將原報(bào)價(jià)降至3500美元/公噸。CGM:Takingintoaccountofourmutualneeds,asthetablesincerity,wearewillingtobiddowntheoriginalquoteto3,500U.S.dollars/tonne.新方財(cái)務(wù)總監(jiān)：僅僅讓300美元貴方未免也太小氣了吧！NCFO:Justlettingthe300U.S.dollars?Itistoolow!中方財(cái)務(wù)總監(jiān)：那么貴方認(rèn)為什么樣的價(jià)格才算合理呢CCFO:Sowhatpriceisitconsideredreasonable?新方財(cái)務(wù)總監(jiān)：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，我們就只能去廣元或其他地區(qū)看看了。NCFO:Accordingtoouropinion,themostreasonableoffershouldbe2100U.S.dollars/tonne.Ifwecannotreachanagreementatthisprice,thenwearesorrythatwecanonlygotoGuangyuan,orotherareastohuntfordeal.中方市場(chǎng)部部長(zhǎng)：貴方的報(bào)價(jià)也不見得合理呀！不瞞您說，有很多國(guó)外銷售商正在與我方洽談關(guān)于紅陽(yáng)獼猴桃的采購(gòu)問題。而且他們開出的條件都比你方優(yōu)越。況且，貴方如在其他地方采購(gòu)，根本不可能得到向我方這樣大的供應(yīng)量。（動(dòng)作）CMM:Yourparty,sofferisstillnotlikelyreasonable!Byhonesty,manyotherforeignpurchasersareactivelyworkingwithustonegotiateontheissueofprocurementofHongyangkiwifruit.Andtheirconditionsaresuperiorthanyours.Moreover,yourside,asinotherpartsoftheprocurementcouldnothavesomuchasoursupply.新方采購(gòu)部部長(zhǎng)：即便如此，貴方的報(bào)價(jià)也應(yīng)該具有參考性吧我方的提出的價(jià)格是有根有據(jù)的。根據(jù)目前市場(chǎng)情況來看，中高檔獼猴桃平均價(jià)格應(yīng)該在1700美元/公噸。有中國(guó)大陸海運(yùn)至我國(guó)北部港口，運(yùn)費(fèi)大約為400美元/公噸，而一般水果類產(chǎn)品的保險(xiǎn)在40美元/公噸。這樣看來，怎么也達(dá)不到貴方剛才的報(bào)價(jià)?。MP:Eventhat,youroffershouldalsohaveareferential,right?Thepriceofferedbyusareisactuallyfounded.Accordingtothecurrentmarketsituation,theaveragepriceofhigh-gradekiwifruitshouldbe1700U.S.dollars/tonne.FromChinesemainlandtothenorthofourseaports,shippingneedabout400U.S.dollars/tonne,andgeneralinsuranceproducts,fruit40U.S.dollars/tonne.Inthisway,howcannotbeachievedjustquoteyourside!中方財(cái)務(wù)總監(jiān)：1700美元不知貴公司是從何處采購(gòu)到如此便宜的高檔獼猴桃呢我方也進(jìn)行了統(tǒng)計(jì)，根據(jù)我國(guó)官方網(wǎng)站披露的可靠信息（示意看屏幕），第三代紅心獼猴桃的平均價(jià)格也在2000元人民幣以上。貴方這樣擬算的報(bào)價(jià)實(shí)在讓我們很為難。CCFO:1700dollars?Idonotknowhowcanyourcompanypurchasethehigh-gradekiwifruitatsuchalowgrade?Wealsohadstatistics,accordingtoChina,sofficialwebsitedisclosureofreliableinformation,thethird-generationheartKiwiaveragepriceismorethan2,000yuan.Howcanyourreconthemarketpricelikethat?（新方沉默并討論）新方副總：XX女士，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:XXPresident,howabout2800U.S.dollars.Thisisindeedthehighestpricewecanafford,andbeyondthisthepriceisbeyondmyremittodecidethescope.Howdoyousquarethinkofit?中方總經(jīng)理：雖然貴方?經(jīng)做出了一定的讓步，但是此價(jià)格我方仍然難以接受。通過剛才的分析，相信貴方也明白我方報(bào)價(jià)的合理性。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.Throughtheanalysisearlier,Ibelievethatyoursidealsounderstandthatourofferisreasonable.Ifyoupersistintheoriginalprice,wecansettleabargaininFOBprice.新方副總：那怎么行！更換貿(mào)易術(shù)語，我方堅(jiān)決不同意。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(gòu)數(shù)量提高到2500公噸，并愿意與貴公司建立長(zhǎng)期友好的合作關(guān)系。NDD:Ohno!Howcanyoudothat?Franklyspeaking,wearestronglydisagreedwiththereplacementoftradeterms.However,ifyouarewillingtocutdownthepricetoourearlieroffer,wearehappytoincreasethequantityto2,500metrictons,inthemeantime,wecanpromisetoholdonthelong-termfriendlyrelationsofcooperationwithyourcompany.（中方人員商量，中方市場(chǎng)部部長(zhǎng)遞資料給總經(jīng)理）中方總經(jīng)理：不好意思，XX先生。我方堅(jiān)持3500美元/公噸的報(bào)價(jià)。并且，我方只能一次性為貴方提供2200公噸的紅陽(yáng)獼猴桃。但如果貴方愿意另購(gòu)優(yōu)質(zhì)綠心“海沃德”300公噸，我方愿意將紅陽(yáng)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。要知道，這可是市場(chǎng)上罕見的低價(jià)??！CGM:Ibegyourpardon,MrXX.Weinsiston3,500U.S.dollars/tonne’soffer.Atthesametime,oursidecanonlyprovideaone-offforyour2200tonnesofhongyangkiwifruit.However,ifyoursideiswillingtopurchaseanotherhigh-qualitygreenheart〃Hayward”300metrictons,wearewillingtodownred-yangstructureto3300U.S.dollars/tonne,while2000U.S.dollars/tonneminimumpriceforsaleofHaywardkiwifruit.Toknow,thatwasararelow-costmarket!新方副總：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.Whereas,inordertoensureareasonableriskreductionalltheproductsshouldbe10%-plusinsuredW.P.A.,andfreshwaterraininsurance.Andyourcompanyshouldbearalltheinsurancepremium.中方總經(jīng)理: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(guó)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!新方副總：（點(diǎn)頭同意）那就好。DGM：Thatwillbeokay!新方采購(gòu)部長(zhǎng)：同時(shí)，在包裝方面我方希望采用小型紙箱包裝，內(nèi)置帶果窩的托盤。標(biāo)簽和包裝按DB440300/T24.2的規(guī)定執(zhí)行，班輪運(yùn)輸采用20’尺集裝箱裝船。ZPM:Meanwhile,wewishtoadoptsmallcartonpackaging,withafruittraynestinit.LabelingandpackagingrequirementsinaccordancewithDB440300/T24.2implementationlinerwith20'feetcontainershipment.中方總經(jīng)理：我方同意。運(yùn)輸方面采用班輪運(yùn)輸一次性到達(dá)，兩種獼猴桃共計(jì)2500公噸，分別允許有5%的增減幅度，由買方選擇，增減部分按合同價(jià)格計(jì)算。CGM：Yes.Weagree.AndProductsareshipingbylineratonetime,totally2500M/T,5%moreorless,atBuyer'soptionandatcontractprice.（副總點(diǎn)頭）新方采購(gòu)部長(zhǎng)：好的。那么我方要求數(shù)量和信用證都允許5%的增減。NMM:Weconsent.Andwedemandamountofcreditandquantityofmerchandise5%moreorlessacceptableo中方總經(jīng)理：嗯，可以。那么現(xiàn)在我們就支付方式進(jìn)行磋商吧！CGM:OK.Nowlet'sdiscussthepayment!新方財(cái)務(wù)總監(jiān)：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-termbeneficiaries，balancinginUSD.Andit’sourturntoappointtheissuingbankandtheadvisingbank.中方財(cái)務(wù)總監(jiān)：我方不同意。我們所能接受的是即期信用證支付方式，并且議付行只能為中國(guó)工商銀行。CCFO:Sorry,Wecannotagree.Whatwecanacceptisthesightletterofcreditpayment,andtheadvisingbankshouldonlyappointedbeIndustrialandCommercialBankofChina.新方財(cái)務(wù)總監(jiān)：貴方對(duì)我們的條件實(shí)在是太苛刻了，要知道，即期支付會(huì)占用我方很大的資金，這實(shí)在是難以實(shí)現(xiàn)。NCFO:Oh.Yourrequirementistoorigourious.It?snearlycan'trealized,foralargeamountsofmoneywillbeimpropriated.中方財(cái)務(wù)總監(jiān)：但我公司規(guī)模不大，無法承受如此大的風(fēng)險(xiǎn)，希望貴方可以考慮我方的難處。CCFO:But,limitedbysmallscale,wecannotbearsuchabigrisk.Therefore,wehopethatyoucanconsiderourdifficulties.新方財(cái)務(wù)總監(jiān)：我們?cè)趺茨軌蚰菢幼瞿匾晃覀兏魍俗屢徊剑?0%的即期信用證，剩下的用承兌交單，如何NCFO:Howcanwedothat?Buthowaboutweallgettingonestepback,that'stosay,50%sightletterandthesurplusbyacception?Astothebankappointment,wecanacceptyourrequest,andtheissuingbankwillbetheBankofNewZealand.（中方人員商量）中方總經(jīng)理：考慮到我們雙方的友好關(guān)系和各自的疑慮，我方破例接受貴方提出的支付方式。CGM:Consideringourgaingivingandthewellcooperation,wecanaccepeyoursightpaymentwithbreakingrules.NCTO:Intermsofinspection,wehopetoadoptthewaythatthefirstinspectiongoesinShanghaiFoodInspectionandQuarantineBureauofChina,thenthereinspectiongoesintheRoyalNewZealandPort.中方技術(shù)總監(jiān)：我方同意。這是我國(guó)制定的農(nóng)產(chǎn)品出口檢驗(yàn)檢疫標(biāo)準(zhǔn)。CCTO:Weagree.Thisisourestablishedstandardforinspectionandquarantineofagric