模拟商务谈判

Miya：亲爱的的美国劳伦斯酒庄进出口贸易有限公司的朋们，早上好！我谨代表我公司的全体成员对贵方的到来表示热烈的欢迎和由衷的感谢。也提前预祝我们谈判圆满成功！

Dear friends, Good morning! on the behalf of our corporation ,I’d like to extend our warm welcome and express our heartleft appreciation to you, also wish our cooperation a fully success .

Miya: 下面由我向大家介绍我方成员

Next , please allow me to introduce our members .

Miya: 王雪莲，本人，广州经典贸易有限公司总裁，全权负责本次谈判。 陈方元，我方技术鉴定员，谢伊，我方商务代表，唐飞，我方翻译员。

At first ,I am high honored to introduce myself ,Wangxuelian, president of Guangzhou Classic trade company and fully responsible for this negotiation. Chenfangyuan, the technician. Xieyi , business representative. Tangfei, the interpreter .

李：First of all , please allow me to introduce myself and our team . I’m top,president of America laraunce ,and fully authorized for this negotiation. Shell is the managers of the department of distribution. Amber is our technical advisers Gladys is the interpreters

首先请允许我向大家隆重介绍我和我的团队: 我叫top,美国劳伦斯酒庄总裁,全权负责本次谈判 Shell销售部经理 Amber，技术顾问,Gladys负责本次谈判翻译工作

李：Now ,please allow our sales maneger to give you a introduction of our products and answer the technologic questions.

李：下面将由我方销售部经理向你方介绍产品，并回答你们关于制作工艺方面的问题。 Hello, everyone! I'ms hell Well, now let me give you a brief introduction of the Aliphy series 敏：大家好,我是shell现在就让我为你们做一个有关艾丽菲系列葡萄酒的简短介绍吧

This time the dry red wine of Aliphy Series is mainly divided into three different grades:101 for the average people ,201 for white collars and 301 for luxuries.more details please turn to page 5 本次艾丽菲干红系列主要分成三档次-----市民普通型101,白领轻松型201,尊重享受型301 详情请翻到第5页

敏：then we want to get your opinions. 下面想听听你们的意见。

Circle: 基于中国现在的国情和市场供求考虑,我们比较中意对方介绍的 201,但还有些技术方面的问题请教.

Considering about the present situation in China and the supply and demand in the market, we favor 201 you introduced . However, I'd like you to tell us something about technology.

Circle:请问201 的酒精度是多少?

What's the percentage of 201?

慧： 15%

Circle:葡萄酒的酒精度一旦超过了16.2%，酵母就停止活动了。那么,你们如何保证质量呢?

Once the percentage of alcohol in wine it passes 16.2%, barm will not work. So how to guarantee the quality?

慧：Please take it easy .Firstly, as is known to us all, these are 6 factors determined the quality of the wine. They are as follows the kind of grape, climate, soil, temperature, the management of grape garden and technology of making wine .Latour wine takes great advantages in the above factors. 这请你们放心.首先,大家都知道,决定葡萄酒的好坏的 6 大因素:葡萄品种,气候,土壤,

温度,葡萄园管理和酿酒技术.劳伦斯酒庄在上述6 大因素上具有得天独厚的优势.

Eva: 下面我们来谈一下价格的问题。我想再确定一下贵方的贸易条件，是CIF 吗？

Now let’s talk about the price. I’d like to make sure whether your side of the terms of trade is CIF?

敏：Yes, it is CIF. 是的，是CIF

Eva：对于贵公司的报价我方不能接受。我们也了解其他公司的情况，对价格也有一定的尺度。我们认为，CIF 价是绝对不能接受的。如果贵公司有诚意的话，我们希望可以考虑FOB 价。

For your company’s offers, we can’t accept. We also understand the situation of other companies to have a certain measure of the price. We believe that CIF Georgia is absolutely unacceptable. If your company is sincere, we hope that we can consider FOB.

敏：I think you may know what we manage is wine. It’s packaging for sales is made of class which is easy to be damaged but please do not worry about the transportation

我想贵方应该知道，我公司经营的酒类，它的销售包装是玻璃制品，易损坏.但是在运输方面贵方可以完全放心

Eva：我们相信贵方可以提供安全的运输，但我方同样也可以找到价格适中服务到位的货运公司，而且我国的劳动力价格低廉，可以再次作出优惠。

We believe that your company can provide safe transportation. But I can find such similar prices, companies and services. Moreover, the labor force in our country is very cheap. So they can compromise again.

敏：We can understand your standpoint.but you temporarily change the package condition has much influence on our package according to the class of wine. We will satisfy your special demands in package and we’d like you to consider our terms of trade CIF. 我们完全明白对方的意思。但你方临时改变包装条件对我方分校包装影响很大。我方将尽量满足你方在包装上的特殊要求，但也请你方考虑我方CIF 的贸易条件。

Miya:（讨论）那好，我方同意以CIF 为贸易条件。但要求给予每箱45美元的降价。

Ok, we accept the term of the trade of CIF. But we’d like you to decrease 45$/box李：Oh , I can’t believe my ears. We can’t accept your require. We insist on our price. 哦，天哪！我们无法接受你们的价格。我方坚持180$/箱的报价。

Miya：这次引进，我们从几家公司中选中了贵公司，这说明了我们成交的诚意。果贵方不能在价格上做些让步的话，那我们只好改日再谈了。

This import, we selected your company from several companies. it shows our sincerity. if you insist, we can wait for another day for discussion

慧：I think you must have known well of our products. Our products are traditional ―aliphy dry red grape wine series‖ , it’s qulity is first-classed, which is totally unsubstituted. Your company choose us because of our perfect qulity. 我想贵公司对我们的产品一定也很了解，我们产品正宗，品质一流或许其它公司也有类似的产品，贵公司今天能坐在这里，也主要是看中了我们的高品质吧所以希望贵公司将价格再让一些。

Circle：但是据我们了解，现在美国葡萄酒产量大于销量，急需寻找市场。而近些年中国的经济水平持续增长，对葡萄酒的的需求量也越来越高。

But as we know, the production of American wine is greater than sales, the wine

need to find market. While in china with the economy growing, this has led to the demand for wine

李：讨论。OK We agree to decrease 30$/box 好吧，我方同意降价30$/箱。 .

买方：（表示高兴）

Miya：那好吧。Ok

Circle：好的。我们接着来谈谈货物的数量问题。

OK! Let’s talk about the specific products.

敏：What is you quantity you order? 你们的订购量是多少?

Circle：18000 瓶，1500 箱。我们如此大的订货数量，希望贵公司在价格方面能

再优惠一些。

18000 bottles, 1500 boxes. such the great quantity we order, we expect you could give us a preference on price.

李：we have provided a lowest price and cannot make a reduction any more我们已经提供了最低的价格，实在不能降价。

Miya：那好吧！ OK！

李：Ok, Do you have any other matters we should take care of this now ？ 那好，请问贵方还有什么需要我们协助解决的吗？

Eva：我方要求贵方用非木质包装，每个集装箱不能超过２０顿。 As to the package , we demand non-wooden material package. Besides, every container’s volume should be less than 20 Ton.

慧：Please be assured that we adopt the latest packing technology , totally fit your requirement . 这个问题对方可以完全放心，我们采用的最新的包装技术，完全符合对方的要求。 Miya：非常满意。 Ok , That’s great !

李：Is there any other questions? 还有什么问题吗？

Miya：没有了。

李：We are so glad that we have agreed on the substantial terms of the contract ,let us sign the contract ok?很高兴在这么短的时间内我们双方就就合同实质性内容达成了共识,可以签合同了吗？

Miya：让我们开始签合同吧。Let’s sign it.