发布时间 : 星期四 文章中新猕猴桃贸易商务谈判剧本更新完毕开始阅读536e4dafa5e9856a561260dc
中方技术总监：请大家看相关资料。（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？
CCTO:Here is some relevant information.According to the stipulation,we devide the product into three ranks,special class. Each grade different in the sensory index, colour,taste,fruitdiameter, single fruit weight and volume with the different relevant requirements. But which quality are you most interested in? 新方技术总监：（向副总点头示意）
新方副总：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，请问贵方报价如何？
NDGM: It seems your company's super Kiwi product is in line with our procurement requirements, how much the price of your product?
中方总经理：不知贵公司此行的采购计划??（故意停顿） CCM: I do not know your company's procurement plan for this trip…
新方采购部部长：我方暂定采购特级红阳猕猴桃2000公吨，目的港为新西兰皇加雷港口，时间为2009年1月15日之前。
NPM: Our tentative purchase super Hongyang kiwifruit 2000 tonnes, the port of destination in New Zealand Port Royal Sangare，and the arrival time should be before January15,2009.
中方财务总监：我方的报价是,3800美元/公吨CIF皇家雷港。 CCFO: Our offer is 3800 U.S. dollars / tonne CIF Royal Sangare Port. 新方副总：朋友，你是在跟我们开玩笑吗？贵方的报价实在太高了。 NDGM: Ah my friend,are you kidding with us? Your side's offer is too high.
新方财务总监：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。
NCFO: 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.
中方市场部部长：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。（示意）
CMM: Your side is wrong. The international community generally agree that Hongyang kiwi fruit tastes better than any of the international breeding species, but also to \high-grade fruit preference. Please look at large-screen. 新方市场顾问 ：我看也不怎么样嘛！ NDGM: Well,I do not think it very excellent!
中方技术总监：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。
CCTO: 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. 新方副总：（沉默不言，放笔背靠椅子）
中方总经理：XX先生，我方的报价是非常合理的。 CGM: sir, our offer is very reasonable.
新方副总：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。
NDGM: Very reasonable? Your offer is so outrageous, fairly reasonable? I really doubt the sincerity of your side.
新方采购部部长：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。
NPM: Your side keeps emphasizing high-quality goods and completely ignore our interests. It seems that we simply can not continue the negotiation. 中方财务总监：无法继续？如此合理的报价怎么会无法继续？
CCFO: Can not be continued? How dose such a reasonable offer would not be able to continue?
中方总经理：XX先生。XX先生。（X回头不说话）（对秘书低声示意）百闻不如一见，百说不如一尝。贵方远道而来，想必也不想空手而归吧！成事者不拘小节，何必在一个问题上大动干戈呢？让我们先来品尝红阳的美味吧。
CGM: Sir sir , Seeing is less than believing, 100 have suggested that a try. Your side come 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. （礼仪上猕猴桃）
新方技术总监：贵方的猕猴桃肉质鲜嫩、香甜清爽，果真回味无穷。 NCTO: The Kiwi meat is tender, sweet and refreshing which is really food for thought.
中方总经理：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不愿放弃吧！
CGM: Glad that you can enjoy it.As such a delicious taste that we must have both reluctant to give up!
新方副总：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？ CDGM: Of course ! Ccome to your side through thousands of miles, can you believe just for tourists ?
新方采购部部长：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。
NPM: 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 effevtive help.
中方市场部部长：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。
CMM: Thank you for your careful calculations. We also never questioned the ability of your party. We know that your companyis the world's largest distributor of kiwi fruit. Sales surface coverage, including the European Union, the United States, Japan and other 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.
中方财务总监：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。
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. 新方财务总监：仅仅让300美元？贵方未免也太小气了吧！ NCFO: Just letting the 300 U.S. dollars? It is too low! 中方财务总监：那么贵方认为什么样的价格才算合理呢？ CCFO: So what price is it considered reasonable?
新方财务总监：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。
NCFO: According to our opinion, the most reasonable offer should be 2100 U.S. dollars / tonne. If we can not reach an agreement at this price, then we are sorry that we can only go to Guangyuan, or other areas to hunt for deal. 中方市场部部长：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。（动作） CMM: Your party's offer is still not likely reasonable! By honesty , many other foreign purchasers are actively working with us to negotiate on the issue of procurement of Hongyang kiwi fruit. And their conditions are superior than yours. Moreover, your side, as in other parts of the procurement could not have so much as our supply.
市场顾问：即便如此，贵方的报价也应该具有参考性吧？我方的提出的价格是有根有据的。根据目前市场情况来看，中高档猕猴桃平均价格应该在1700美元/公吨。有中国大陆海运至我国北部港口，运费大约为400美元/公吨，而一般水果类产品的保险在40美元/公吨。这样看来，怎么也达不到贵方刚才的报价啊！ NMP: Even that, your offer should also have a referential, right? The price offered by us are is actually founded. According to the current market situation, the average price of high-grade kiwifruitshould be 1700 U.S. dollars / tonne.From Chinese mainland to the north of our sea ports, shipping need