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中新猕猴桃贸易商务谈判剧本
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####
金色阳光农业科技发展有限公司
Golden Sunshine Agricultural Science
and Technology Development Company
总经理：李平
General
Manager
：
Floria
秘书：
赵冬雪
Secretary:
Kelsey
Zespri
International Limited Company
新西兰佳沛国际有限公司
General Manager of Asia: Nikita
亚洲区总经理
:
朱娜娜
Secretary:
Cheryl
秘书：王婷菲
1
Floria:
欢迎来自新西兰佳沛国际有限公司的各位谈判代表来金色阳光
进行业
务洽谈，我是金色阳光农业科技发展有限公司的总经理李平。
Kelsey:
Welcome negotiators coming from
Zespri International Limited to Golden
Sunshine
for
conducting
the
business
negotiation.
I
am
the
General
Manager
of
Golden
Sunshine
Agricultural
Science
and
Technology
Development
Company.
Nikita:
Very pleased to come to the beautiful
Dujiangyan. I am Zespri International
Limited Company’s General Manager of
Asia.
Cheryl:
非常高兴来到美丽的都江堰。我是新西兰佳沛国际有限公司亚
洲区
.
Floria
：
贵方代表从新西兰远道而来，
南北半球骤然的气候变化还适应吗？想此
时的贵国定是艳阳高照吧？
Kelsey:
Coming
from
far
New
Zealand,
have
you
being
adapted
to
the
climate
change caused by
transferring from Southern hemispheres to the
Northern.
Is your country
immersed in the wonderful sunshine?
Nikita:
Everything is well! Sichuan is a place
with pleasant weather and beautiful
scenery. The reputation of “Land of
Abundance
-deserved.
Cheryl
：
一切都好！四川气候宜人，山清水秀。
“
天府之国
”
的美誉果真名不虚
传。
Floria
：
谢谢贵方的称赞。不知贵方代表对我方安排的都江堰之行还满
意吗？
Kelsey:
Thank
you
for
your
praise.
I
wish
all
of
you
could
be
satisfied
with
the
arrangement of your trip
to Dujiangyan?
Nikita:
Oh! Yes, Very excellent.
Your consideration is really thoughtful! However,
the most satisfactory for our staff is
your company's acres of planting base,
which is really a splendiferous,
located in Sichuan.
Cheryl
：
满意，非常满意。贵方考虑的真是周到！不过最让我方人员称道的还
是贵公司的千亩
种植基地，真是蜀中一绝啊！
Floria
：
过奖了。希望我们此次谈判也能够让双方如此满意！
Kelsey:
It is overprized. We just hope that we
can also enable both parties in the
treaty!
2
Nikita:
Of
course. We are also looking forward to!
Cheryl
：当然会的。我方也很期待啊！
Floria
：
好的，那么我们开始吧！
Kelsey:
Okay, so
here we go!
Nikita;
（新方副总点头同意）
Floria
：
首先，关于此次谈判，我方希望在谈判过程中的贸易解释规则为《
2000
Kelsey
：
Nikita:
Cheryl
：
Floria;
Nikita:
Cheryl
：
Floria
：
Kelsey
：
Nikita:
年国
际贸易术语解释通则》
，不知李小姐是否同意？
好的。我方生产的红阳猕猴桃除富含天然维生素和
我公司生产的红阳猕猴桃于 请大家看相关资料。 （向副总点头示意） <
br>2009
First of all, as to this negotiation,
we go for <
Interpretation of Trade Terms
2000>>.Does any demurrer exist, Miss lee?
Of course not
当然可以。
）
We have
informed that your Company owes the most
tremendous kiwi fruit
planting base in
Asia. While among all the varieties, Hongyang is
the most
celebrated brand. Therefore,
we come here to purchase a branch of good
quality of kiwi fruit of hongyang. So,
please describe it in detail!
我方了解到贵公司拥
有目前亚洲最大的猕猴桃种植基地，而各品种中
属红阳猕猴桃名传四海。我方此次慕名前
来就是为了采购一批品质优
良的红阳猕猴桃。那么，就请贵方详细介绍一下吧！
下面容我为大家具体介绍我方生产的红阳猕猴桃：我公司生产的红阳<
/p>
猕猴桃是四川省自然资源研究所科技人员通过十几年努力，从秦巴山
区野生猕猴桃实生单株中选育出来的优良品种，其品质特点和品种资
源的独有性具有国
际领先水平。
Next, let me
introduce our hongyang Kiwifruit. Our products of
hongyang
kiwifruit were selected from
wild species vegetating in Qinba area through
more
than
ten
years
of
hard
work
of
Sichuan
Institute
of
Natural
Resources
’scientists.
It’s
an
international
leading
level
in
the
unique
characteristics of its quality and
specialty.
Then, please
tell us nutritional aspects of your Kiwi in detail
3
（中方总经理点头，并示意对方开始。
Cheryl
：那么，请贵方再详细介绍一下您方猕猴桃营养成分方
面的详细情况！
Floria
：
17
种游
离氨基酸及
多种矿物成分。
其中维生素和氨基酸含量在各类猕猴
桃中首屈一指。
每
100g
果肉中含有
维
C350
毫克，
被誉为
“
维
C
之王
”
。
但是由于产品上市
时间不
长，
直到现在，
世界上还有很多国家和地区的人民还没有机会品
尝到如此美味的水果呢！
Kelsey:
OK. Our
production of Hongyang kiwifruit is of rich
natural vitamins and
17 kinds of free
amino acids and a variety of mineral composition.
Among
those,
vitamins
and
amino
acids
is
the
second
to
none.
Containing
dimensional C350
mg per 100g pulp, it is known as
C.
However,
because
it’s
short
time
to
come
into
the
market,
until
now,
there
are
still
many
countries
and
regions
where
people
cannot
have
an
opportunity to taste this delicious
fruit!
Nikita:
What about the accreditation about
quality?
Cheryl
：那么关于质量认证呢？
Floria
：
2006
年取得四川省进出口检
验检疫局出口
基地认证
;2008
年获
得全球良好农业规范认证
(GLOBALG.A.P)
及
ISO22000
食品质量安全体系认证。农业部颁发了无公害农产品
认证证
书。公司基地园区被四川省人民政府和四川省科技局评为
“
标准化出口
示范基地
”
。关于产权，贵方完全不必担心。
Kelsey:
In the year of
2006,hongyang kiwifruit successfully obtain export
base for
certification
from
Sichuan
Import
and
Export
Inspection
and
Quarantine
Bureau.
In 2008 it got
a
Certification as
the
global
Excellent
Agricultural
Practices (GLOBALG
.AP) and
ISO22000 certification of food quality and
safety
system,
and
the
Ministry
of
Agriculture
issued
a
pollution-free
agricultural
products
certification.
The
base
of
the
company
was
chose
as
Technology
Bureau.
As
for
the
property
rights,
you
do
not
have
to
worry
about!
Nikita;
It seems that it’s trustworthy of your
production then how about the grade
4
about quality?
Cheryl
：
看来贵公司的生产是值得信赖的，那么产品的质量等级呢？
Floria
：
（秘书起立分发资料）我公司根据四川省质量技术
监督局制定的关于猕猴桃的购销等级的规定，将红阳猕猴桃划分
为特级、一级
、二级共三个等级。各等级在外形、色泽、果味、
果径、单果重量等均有不同的规定。不
知道贵公司对哪种品质的
产品感兴趣呢？
Kelsey: Here is some relevant
information. According to the stipulation, we
divide the
product into three ranks,
special class. Each grade different in the
appearance, color,
taste,
fruit
diameter,
single
fruit
weight
and
volume
has
the
different
relevant
requirements. But
which quality are you most interested in?
Nikita
：
Nikita: It seems
your company's super Kiwi product is in line with
our procurement
requirements, how much
the price of your product?
Cheryl
：看来贵公司提供的特级猕猴桃产品很符合我方的采购要求，请问贵方报
何？
Floria
：不知贵公司此行的采
购计划
……
Kelsey:
I do not know your
company's procurement plan for this
trip…
Nikita:
Our
tentative
purchase
super
Hongyang
kiwifruit
2000
tones,
the
port
of
destination in New
Zealand Port Royal
Sangare
，
and the arrival time
should be before
January15,2009.
Cheryl
：我方暂定采购特级红阳猕猴桃
200
0
公吨，目的港为新西兰皇加雷港口，
时间为
年
1
月
15
日之前。
Floria
：我方的报价是
,3800
美元
/
公吨
CIF
皇家雷
港。
Kelsey: Our offer is
＄
3800
/ tonne CIF Royal Sangare Port.
Nikita: Ah my friend, are you kidding
with us? Your side's offer is too high.
Cheryl:
朋友，你是在跟我们开玩笑吗？贵方的报价实在太高了
Nikita:
According
to
my
company's
long-term
international
purchase
price,
the
average price is only
2000 U.S. dollars / tone. Moreover, your side is
not so special
about the hongyang kiwi
fruit.
5
Cheryl<
/p>
：根据我公司长期的国际采购价格，平均价格也只有
2000
美元
/
公吨，况
且
，你方的红阳猕猴桃并无特殊之处。
Floria
：贵方此言差矣。国际上普遍认为红阳猕猴桃口感优于国际上选育的任何
品
种，更以
“
红色软黄金
”
的美誉享誉海内外，是无公害、出口型高档
水果的优先选择。请看大屏幕。<
/p>
（示意）
Kelsey:
Your
side
is
wrong.
The
international
community
generally
agrees
that
Hongyang kiwi fruit
tastes better than any of the international
breeding species, but
also to
fruit preference. Please look at large-
screen.
Nikita: Well, I do not think it
very excellent!
Cheryl
：我看也不怎么样嘛！
Floria
：
那么我们就用贵公司畅
销多年的品种进行比较。
请看
（示意）
。
显而易见，
我方生产的红阳猕猴桃品质明显高于其他品种。<
/p>
Kelsey: Then we will use
your company's best-selling multi-species
comparison. See
(indicative). It is
clear that our production’s quality is
significantly higher than other
varieties of kiwi fruit.
Nik
ita
：
（沉默不言，放笔背靠椅子）
Floria
：我方的报价是非常合理的。
Kelsey: Our offer is very
reasonable.
Nikita: Very reasonable?
Your offer is so outrageous, fairly reasonable? I
really doubt
the
sincerity
of
your
side.
Your
side
keeps
emphasizing
high-quality
goods
and
completely
ignores
our
interests.
It
seems
that
we
simply
can
not
continue
the
negotiation.
Cheryl
：
非常合理？贵方的报价如此离谱，
还算合理吗？我实在怀
疑贵方的诚意。
贵方一味强调商品的优质性，完全忽视我方的
利益。看来，我们此次的
谈判根本无法继续。
Floria
：无法继续？如此合理
的报价怎么会无法继续？
Kelsey:
Can not be continued? How
dose such a reasonable offer would not be able
to continue?
Nikita: Seeing
is less than believing, 100 have suggested that a
try. Your side come
6
from
a far distance,
presumably do not
want
to
leave empty-handed! Be brought
to
fruition
by
informal
section,
why
it
upside
down
on
one
issue?
Let
us
to
taste
the
delicious Hongyang fruit first.
Cheryl:
（回头不说话）
（对秘书低声示意）百
闻不如一见，百说不如一尝。方远
道而来，
想必也不想空手而归
吧！
成事者不拘小节，
何必纠结于一个问题呢？让
我们先来品尝红阳的美味吧。
（礼仪上猕猴桃）
Nikita:
The Kiwi meat is tender, sweet and refreshing
which is really food for thought.
Chery
l
：贵方的猕猴桃肉质鲜嫩、香甜清爽，果真回味无穷。
Floria
：
很高兴贵方能喜欢我方的猕
猴桃，
如此的美味想必我们双方都想拥有吧！
Kelsey:
Glad
that
you
can
enjoy
it.
As
such
a
delicious
taste
that
we
must
have
enjoyed it!
Nikita: Of course! Come to your side
through thousands of miles, can you believe just
for tourists?
Cheryl
< br>：当然。我方不远万里来到贵地，难道贵方认为只是为了观光吗？
Nikita:
Heard
that
your
kiwifruit
has
already
matured
in
this
season,
I
guess
the
harvest
should
be
very
good!
If
you
do
not
find
distribution
channels
as
soon
as
possible, 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.
Cheryl
：听说贵方这一季的猕猴桃早已成熟，收成应该不错吧！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。
<
/p>
Floria
：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猕猴桃经销商。销售面覆盖包括欧盟、美国、日
本等国家和地区在内的所有猕猴桃需求市场。我方也希望通过贵公司
将我公司的红阳猕猴桃推向国际市场。
Kelsey:
Thank you for your careful calculations. We also
never questioned the ability
of your
party. We know that your company is the world's
largest distributor of kiwi
fruit.
Sales
regions
include the
European Union, the United States,
Japan and other
7
countries and regions,
including all the Kiwi market demand. It is also
our hope that
our red-yang Kiwi can
enter the international market through your
company.
Floria
：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
3500
美元
/
公吨
Kelsey:
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 /
metric ton
Nikita: Just letting the 300
U.S. dollars? It is too low!
Cheryl
：仅仅让
300
美元
？贵方未免也太小气了吧！
Floria
：那么贵方认为什么样的价格才算合理呢？
Kelsey: So what price is it considered
reasonable?
Nikita:
According
to
our
opinion,
the
most
reasonable
offer
should
be
2100
U.S.
dollars / metric ton
.If we can not reach an agreement at this price,
and then we are
sorry that we can only
go to Guangyuan, or other areas to hunt for deal.
Cheryl
：我方认为最合理的报
价应该是
2100
美元
/
公吨。如果不能以此价格达成
协议，那么很遗憾，我们就只能去广元或其他地
区看看了。
Floria
：贵方的报
价也不见得合理呀！不瞒您说，有很多国外销售商正在与我方
洽谈关于红阳猕猴桃的采购
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，根本不可能得到向我方这样大的供应
量。
Kelsey:
Your
party's
offer
is
still
not
likely
reasonable!
To
be
honest,
many
other
foreign
purchasers
are
actively
contacting
with
us
to
negotiate
on
the
issue
of
procurement
of
Hongyang
kiwi
fruit.
And
their
conditions
are
superior
to
yours.
Moreover,
if
you
purchase
the
products
in
other
places,
you
could
not
get
the
substantial supply.
Nikita: Even that, your offer should
also have a reference, right? The price offered by
us is actually founded. According to
the current market situation, the average price of
high-grade kiwifruit should be 1700
U.S. dollars / tonne. From Chinese mainland to
the north of our sea ports, shipping
need about 400 U.S. dollars / tonne, and general
insurance products, fruit 40 U.S.
dollars / tonne. In this way, how can not be
achieved
8
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