1、中美永興冰糖橙貿(mào)易商務(wù)談判劇本郴州冰糖橙果業(yè)發(fā)展有限公司 美國(guó)COCO國(guó)際有限公司Chenzhou Bing Tang Cheng Fruit Industry COCO International Limited CompanyDevelopment Company 總經(jīng)理：張佳 亞洲區(qū)副總經(jīng)理:覃蕭鈺 General Manager：Zhangjia Deputy General Manager of Asia: 財(cái)務(wù)總監(jiān)：李冬冬 財(cái)務(wù)總監(jiān)：周璐CFO: Li Dongdong Chief financial officer: 法律顧問(wèn)：湯春桃 法律顧問(wèn)：唐蔚Counselor:Tang

2、Chuntao l Legal Counselor: 銷售部長(zhǎng)：羅旭 采購(gòu)部部長(zhǎng)：鄒彧霞 CTO: Luo Xu Procurement Minister:翻譯：李明英 翻譯：沈夢(mèng)婷Interpreter:Li Mingying Interpreter: Cherry中方總經(jīng)理：歡迎來(lái)自美國(guó)COCO國(guó)際有限公司的各位談判代表來(lái)湖南郴州進(jìn)行業(yè)務(wù)洽談，我是郴州冰糖橙果業(yè)發(fā)展有限公司的總經(jīng)理張佳，首先，由我來(lái)介紹我方的談判代表，這位是我方財(cái)務(wù)總監(jiān)李冬冬女士，這位是我方法律顧問(wèn)湯春桃女士，這位是我方技術(shù)總監(jiān)羅旭女士。CGM: Welcome negotiators coming from COCO I

3、nternational Limited to Chenzhou for conducting the business negotiation. I am the General Manager of Chenzhou Bing Tang Cheng Fruit Industry Development Company. First,let me introduce our negotiators.This is our CFO Mrs Li, this is our Counselor,Mrs Tang , and this is our CTO Mrs Luo.I am Interpre

4、ter,Li Mingying.美方副總：非常高興來(lái)到美麗的郴州。我是美國(guó)COCO國(guó)際有限公司中國(guó)分公司的副總經(jīng)理。下面由我來(lái)介紹我方談判代表。這位是我方財(cái)務(wù)總監(jiān)周璐女士，這位是我方法律顧問(wèn)唐蔚女士，這位是我方采購(gòu)部部長(zhǎng)鄒彧霞女士。DGM:Im very pleased to come to the beautiful city Chenzhou. Im COCO International Limited Companys Deputy General Manager of Asia 覃蕭鈺.Now,let me introduce our delegates. This is Chief

5、financial officer 周璐.This is legal Counselor 唐蔚.This is Procurement Minister 鄒玉霞。中方總經(jīng)理：貴方代表從美國(guó)遠(yuǎn)道而來(lái)，郴州驟然的氣候變化還適應(yīng)嗎？CGM:Coming from America ,have you being adapted to the changeable climate ?美方副總：一切都好！郴州氣候宜人，山清水秀?！案３恰钡拿雷u(yù)果真名不虛傳。DGM：Everything is well! Chenzhou is a place with pleasant weather and beauti

6、ful scenery. The reputation ofLand of Blessed is really well-deserved.中方總經(jīng)理：覃女士過(guò)獎(jiǎng)了。希望我們此次談判也能夠讓雙方如此滿意！CGM: Mrs Qin，It is overpraised.We just hope that we can also enable both parties in the treaty!美方副總：當(dāng)然會(huì)的。我方也很期待?。GM: Oh,yes.Of course. We are also looking forward to!中方總經(jīng)理：（微笑點(diǎn)頭）好的，那么我們開始吧！CGM: Oka

7、y, so here we go!（美方副總點(diǎn)頭同意）中方法律顧問(wèn)：首先，關(guān)于此次談判，我方希望在談判過(guò)程中的貿(mào)易解釋規(guī)則為2010年國(guó)際貿(mào)易術(shù)語(yǔ)解釋通則，不知覃女士是否同意？CGM：First of all,as to this consultation,we go for .Does any demurrer exist,Mrs Qin?美方副總：當(dāng)然可以。DGM:Of course not.（中方總經(jīng)理點(diǎn)頭，并示意對(duì)方開始。）美方采購(gòu)部：我方了解到貴公司擁有目前中國(guó)最大的冰糖橙種植基地，而且你們所獨(dú)有的永興冰糖橙名傳四海。我方此次慕名前來(lái)就是為了采購(gòu)一批品質(zhì)優(yōu)良的永興冰糖橙。那么，就請(qǐng)貴

8、方詳細(xì)介紹一下吧！DGM: We have informed that your Company owe the most tremendous Yongxing Orange planting base in Asia.While among all the varieties , Yongxing is the most celebrated brand. Therefore,we come here to purchase a branch of good quality of Yongxing Orange . So, please describe it in detail!中方銷售

9、部長(zhǎng)：下面容我為大家具體介紹我方生產(chǎn)的永興冰糖橙：我公司生產(chǎn)的永興冰糖橙是郴州自然資源研究所科技人員通過(guò)十幾年努力，從中國(guó)南方所有冰糖橙產(chǎn)地選育出來(lái)的稀世優(yōu)良品種，加上永興獨(dú)有的地理位置和獨(dú)特的氣候條件，使其品質(zhì)具有國(guó)際領(lǐng)先水平。每100g果肉中含有維C500毫克，被譽(yù)為“維C之王”。CMM：Next,let me introduce our Yongxing Orange.our products of Yongxing Orange was selected from rare unparalleled wild species vegetating in Southern area of

10、 China through more than ten years of hard work of Chenzhou Institute of Natural Resources scientists.Its an international leading level in the unique characteristics of its quality and specialty. Containing dimensional C500mg per 100g pulp,it is known as the King of Victoria C. 美方副總：那么關(guān)于質(zhì)量認(rèn)證呢？NCTO:

11、 What about the accreditation about quality?中方法律顧問(wèn)：請(qǐng)貴公司放心，我們的產(chǎn)品已獲得農(nóng)業(yè)部頒發(fā)的無(wú)公害農(nóng)產(chǎn)品認(rèn)證證書。關(guān)于產(chǎn)權(quán)，貴方完全不必?fù)?dān)心。CCTO: Please rest assured that about it.Our product has got the certification of food quality and safety system. As for the property rights, you do not have to worry about!美方副總：看來(lái)貴公司的生產(chǎn)是值得信賴的，很符合我方的采購(gòu)要求，

12、請(qǐng)問(wèn)貴方報(bào)價(jià)如何？NDGM: It seems that its trustworthy of your production .And your companys Yongxing Orange product is in line with our procurement requirements.How about your quoted price?中方財(cái)務(wù)總監(jiān)：不知貴公司此行的采購(gòu)計(jì)劃（故意停頓）CCM: I do not know your companys procurement plan for this trip美方采購(gòu)部部長(zhǎng)：我方暫定采購(gòu)永興冰糖橙2000公噸，目的港為美國(guó)

13、阿姆斯特丹港，到達(dá)時(shí)間為2015年2月15日之前。NPM: Our tentative purchase Yongxing Orange 2000 tonnes.The destination is the port of Amsterdam in America.And the arrival time should be before February15,2015.中方財(cái)務(wù)總監(jiān)：我方的報(bào)價(jià)是,3800美元/公噸CIF阿姆斯特丹港。CCFO: Our offer is 3800 U.S. dollars / tonne CIF Amsterdam Port.美方副總：朋友，你是在跟我們開玩

14、笑嗎？貴方的報(bào)價(jià)實(shí)在太高了。NDGM: Ah my friend,are you kidding with us? Your sides offer is too high.美方財(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，你方的永興冰糖橙并無(wú)特殊之處。NCFO: According to my companys long-term international purchase price, the average price is only 2000 U.S. dollars per tone. Moreover, the Yongxing Orange i

15、s not so special .中方銷售部長(zhǎng)：貴方此言差矣。國(guó)際上普遍認(rèn)為永興冰糖橙口感優(yōu)于國(guó)際上選育的任何品種，更以“軟黃金”的美譽(yù)享譽(yù)海內(nèi)外，是無(wú)公害、出口型高檔水果的優(yōu)先選擇。CMM: Your words are wrong. The international community generally agree that Yongxing Orange tastes better than any of the international breeding species, but also to soft gold reputation is truly a pollution

16、-free,export-oriented high-grade fruit preference.美方副總：（沉默不言，放筆背靠椅子）美方采購(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(lái)，貴方還需要再考慮一下。NPM: Your side keeps emphasizing high-quality of the goods and completely ignore our profits. It seems that your side should think over again.中方財(cái)務(wù)總監(jiān)：我方是經(jīng)過(guò)充分的考慮才報(bào)出這個(gè)價(jià)的。CCFO:we have thought

17、 it over before we gave this offer.美方采購(gòu)部部長(zhǎng)：聽(tīng)說(shuō)貴方這一季的冰糖橙早已成熟，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: Heard that your Yongxing Orange has already matured in this season,I guess the harvest should be very good! If you dont find distribution channels as soon as possibl

18、e, then the cost borne by your side and risk will be even greater. I believe our vast distribution network and proven marketing skills will be able to give some effective help.中方銷售部長(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冰糖橙經(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)的所有冰糖橙需求市場(chǎng)。我方也希望通過(guò)貴公司將我公司的永興冰糖橙推向國(guó)際市場(chǎng)。CMM: Than

19、k you for your careful calculations. We also never questioned the ability of your party. We know that your company is the worlds largest distributor of Yongxing Orange. Your sales covers the European Union, the United States, Japan and other countries and regions all the Orange market demanding. It

20、is also our hope that our Yongxing Orange can enter the international market through your company.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: Taking into account of our mutual needs, as the table sincerity,we are willing to bid down the original quote to 3,500 U.S. dollars / tonne.美方財(cái)務(wù)總監(jiān)：我方認(rèn)為最合

21、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，我們就只能去其他地區(qū)看看了。NCFO: According to our opinion, the most reasonable offer should be 2100 U.S. dollars per tonne. If we can not reach an agreement at this price, then we are sorry that we can only go to other areas to hunt for deal.中方財(cái)務(wù)總監(jiān)：貴方的報(bào)價(jià)也不見(jiàn)得合理呀！況且，貴方如在其他地方采購(gòu)，根

22、本不可能得到向我方這樣大的供應(yīng)量。（動(dòng)作）CMM: Your partys offer is still not likely reasonable! Moreover,if you purchase from other company could not have so much as our supply.美方采購(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？我方提出的價(jià)格是有根有據(jù)的。根據(jù)目前市場(chǎng)情況來(lái)看，中高檔冰糖橙平均價(jià)格應(yīng)該在1700美元/公噸。由中國(guó)大陸海運(yùn)至我國(guó)東北部港口，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(lái)，怎么也達(dá)不到貴方剛才的報(bào)

23、價(jià)?。MP: Even that, your offer should also have a referential, right? The price offered by us is actually well-founded. According to the current market situation, the average price of high-grade orange should be 1700 U.S. dollars per tonne.From Chinese mainland to the northeast of our sea ports, ship

24、ping need about 400 U.S. dollars per tonne, and general insurance of fruit products is 40 U.S. dollars per tonne. In this way, it can not be achieved just quote of your side !中方財(cái)務(wù)總監(jiān)：1700美元？我方也進(jìn)行了統(tǒng)計(jì)，普通冰糖橙平均價(jià)格也在1800美元。貴方這樣擬算的報(bào)價(jià)實(shí)在讓我們很為難。CCFO: 1700 dollars? We also had statistics, the average price of n

25、ormal orange is more than 2,000 yuan. How can your recon the market price like that?（美方沉默）美方副總：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: How about 2800 U.S. dollars. This is indeed the highest price we can afford, and beyond the price is beyond my remit to decide the scope . H

26、ow do you square think of it?中方法律顧問(wèn)：雖然貴方已經(jīng)做出了一定的讓步，但是此價(jià)格我方仍然難以接受。如果貴方堅(jiān)持原價(jià)格，我們可以以FOB價(jià)格成交。CGM: Although you have made concessions to some extent,.But it is still difficult of us to accept the price. If you persist in the original price, we can settle a bargain in FOB price.美方副總：那怎么行！更換貿(mào)易術(shù)語(yǔ)，我方堅(jiān)決不同意。不過(guò)如

27、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: Oh no!How can you do that?Frankly speaking, we are strongly disagreed with the replacement of trade terms. However, if you are willing to cut down the price to our earlier offer, we are happy to increase the quantity to 2,500 metric tons.

28、In the mean time ,we can promise to hold on the long-term friendly relations of cooperation with your company.（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，覃女士。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公噸的永興冰糖橙。但如果貴方愿意給我們提供新媒體的宣傳，我方愿意將價(jià)格降至3300美元/公噸。要知道，這可是市場(chǎng)上罕見(jiàn)的低價(jià)?。GM: I beg your pardon, Mrs Qin.We insist on 3,500 U

29、.S. dollars / tonnes offer. At the same time ,our side can only provide a one-off for your 2200 tonnes of Yongxing Orange. However, if your side is willing to purchase another high-quality green heart Hayward 300metric tons, we are willing to down red-yang structure to 3300 U.S. dollars / tonne, whi

30、le 2000 U.S. dollars / tonne minimum price for sale of Hayward kiwifruit. To know, that was a rare low-cost market!美方副總：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! We can accept. Whereas, in order to ensure a reasonable risk reduction, all the products should be 10%-plus insu

31、red W. P. A., and freshwater rain insurance.And your company should bear all the insurance premium.中方法律顧問(wèn):沒(méi)有問(wèn)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:No problem.According to our export tradition,we will transact the policy hold procedure to Peoples Insurance Company of China before shipment.Do

32、nt be worried!美方副總：(點(diǎn)頭同意)那就好。DGM：That will be okay!美方采購(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DB/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,we wish to adopt small carton packaging with a fruit tray nest in it. Labeling and packaging requirements in accordance with DB/T24.2 implementation liner with 20

33、 feet container shipment.中方財(cái)務(wù)總監(jiān)：我方同意。運(yùn)輸方面采用班輪運(yùn)輸一次性到達(dá)，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.We agree.And Products are shipping by liner at one time,5%more or less,at Buyers option and at contract price.（美副總點(diǎn)頭）美方采購(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: We consent.And we demand amount of credit and quantity of

34、 merchandise 5% more or less acceptable。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. Now lets discuss the payment!美方財(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: We will sign an irrevocable letter of credit within 10 days after the negotiation to your side as a long-term beneficiaries，bala

35、ncing in USD. And its our turn to appoint the issuing bank and the advising bank.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,We can not agree. What we can accept is the sight letter of credit payment,and the advising bank should only appointed be Industrial and Commercial Bank of China.

36、美方財(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.Your requirement is too rigorous .Its nearly cant realized for a large amounts of money will be impropriated due to the payment at sight.中方財(cái)務(wù)總監(jiān)：但我公司規(guī)模不大，無(wú)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,limited by small scale , we can not bear such a big r

37、isk.Therefore,we hope that you can consider our difficulties.美方財(cái)務(wù)總監(jiān)：我們?cè)趺茨軌蚰菢幼瞿?？要不我們各退讓一步?0%的即期信用證，剩下的用承兌交單，如何？NCFO:How can we do that?But how about we all getting one step back,thats to say, 50% sight letter and the rest by D/P(Documents against Payment )?（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

38、的支付方式。CGM: Considering our gaingiving and the well cooperation,we can accept your sight payment with breaking rules.美方副總：貴方真是爽快，我方對(duì)此十分滿意，也充分相信貴方永興冰糖橙的質(zhì)量。NCTO:We are fully satisfied with your frank, and also completely believe that your Yongxing Orange is of good quality.中方法律顧問(wèn)：但我方希望貴方在貨物到達(dá)阿姆斯特丹港48小時(shí)內(nèi)進(jìn)行復(fù)檢，超過(guò)檢驗(yàn)期限但未進(jìn)行檢驗(yàn)，由此造成的后果,責(zé)任不由我方承擔(dān)。CC: But we request that your reinspect should be progressed within 48 hours after the goods reaching the port of the Amsterdam Port.If beyond this term, we would not assume any of the resulting co