第七小组国际贸易谈判剧本(最后修订版)(2)(7页).doc

-第七小组国际贸易谈判剧本(最后修订版)(2)-第 7 页黄春燕：进口商 彭媛媛：出口商康祖恩：进口方经理 张磊：出口方经理（兼跟单员）何康：工厂代表（兼旁白）旁白：江西轻工艺进出口有限公司和纽约日用品进出口公司是有多年贸易往来的二家公司，合作一直很愉快，纽约日用品进出口公司决定在下一年度扩大对中国扇子的进口业务，所以其公司的董事长决定和其总经理这次亲自来到中国与他们谈论就下一年度的合作计划进行在一次的谈判。场景一：第一天，江西轻工艺进出口有限公司的张经理负责去机场接待来自纽约日用品进出口公司的国外客户。zhang: Good morning. I'm Zhang Lei, Miss Peng's secretary. Welcome to China. Kang: Thank you. Mr Zhang. Let me introduce first. This is Miss.Huang, the chief executive officer of our company.Zhang: Its certainly a pleasure to meet you.Huang: My pleasure.Zhang: Theres a car waiting for you just outside the door. Right this way .please.Kang: OK!Zhang: Let me carry your cases for you, and please get in the back.Kang: Thanks. Thats very kind of you.Zhang: How was your flight? Miss.Huang.Huang: Its comfortable, but now Im a little tired.Zhang：well reach the jiangxi hotel in another ten minutes. When we arrived there, you can go up and have a rest. Its the best hotel here.Huang: Thank you. Peng: If its convenient for you, Miss.Huang would like to invite you to the banquet in honor of you in the evening.Peng Kang: Thank you!Kang: By the way, when and where will the dinner be?Zhang: At six oclock in the international Hotel. Well pick you up this afternoon. Besides, if you care for visting, well arrange some sightseeing for you .Kang: Oh,Thats nice. Thank you for arranging all of this.场景二第二天，江西轻工艺进出口有限公司的彭董事长在公司接待了美国代表团，双方就下一年度的贸易合同进行了洽谈。Peng: Good morning. Miss huang and Mr kang. Welcome to china. I'm sorry to make you wait that long, because just now I was very busy.Huang and kang: Thats all right.Peng: How nice a day it is!Huang: Yes! It is very nice. Yesterday, its still raining .By the way, Miss Peng, we come here is for a new cooperation.Peng: I have heard about it that you want to order 1000 fans.Huang: Yes, Along with the culture of mutual infiltration and we are more and more interested in Chinese fan. Therefore, we want to import one thousand fans, do you have any new fund?Peng: Yes, We have prepared for you. Let me see Here they are. There are three new fund, two kinds of folding fans and one round silk fan. You see , folding fans are made by the greatest material,the first is also printed beautiful color and The second style is novel so our offer are 20 dollars. However, the silk round fan is made by tough silk,besides, the pattern is draw by hand, so we will offer it by 30 dollars. Trade way as the CIF.Huang: they are all beautiful, but it would be impossible for us to push any sales at such a price.Peng: I'm a little surprised to hear you say that. You know very well that market for silk has gone up a great deal in recent months. The price we offer compares favourably with quotations you can get elsewhere.Huang: I'm afraid I can't agree with you there. I must point out that your price is higher than some of the quotations we have received from other sources.Peng: But you must take the quality into consideration. Everyone in the trade knows that China's fans are of superior quality to those from other countries.Huang: I agree that yours are of better quality. But there's competition from synthetic products, too. You can't ignore that prices for synthetic silk haven't changed much over the years.Peng: There's practically no substitute for fans for certain uses. That's why demand for fans keeps rising in spite of cheaper synthetic ones. To be frank with you, if it was not for the long-standing relationship between us, we would hardly be willing to make you a from offer at this price. The price of the arts and crafts was high. Huang: Well, we'll have a lot of difficulties in persuading our clients to buy at this price. But I'll have to try, I suppose.Peng: Right. Now, its nearly 12:00,how about to have lunch. Our Chinese food is also particularly from other food.Huang: Thats a good idea.场景三：进出口双方在融洽的气氛中进完了午餐，来自美国的黄女士与康先生对中国的食物表现了极大的兴趣与爱好。私下里趁着休息时间，康先生与彭董事长的秘书张先生针对合作一事进行了简短的交谈。Kang: Im so interested in Chinese culture, especially about fan. Can you introduce it to me?Zhang: Yes, of course. The fan is the Chinese traditional arts and crafts, including many kinds of styles, folding fan and silk round fan is the most classical two paragraphs.Kang: I have seen your companys fans in the morning, if your company is willing to make concessions on the price, I think that this is a very good cooperation as before we leave China, Miss Huang said We want to order ten thousand fans.Zhang: Thats fine, I will tell Miss Peng.场景四：下午三点，双方继续在会议室进行合同谈判，此时中方在得知美方的大概订购量后提供了一份新的报价。Peng: We have made some adjustment on the prices, and this is renewed price list.Huang: Thank you for allowing us 5% reduction, but still we find your price is on the high side.Peng: If so, we find it difficult for us to go on with our talks.Huang: then whats your counter-offer.Peng: We are sincere to make business with you ,but the difference between your counter-offer and our price is too great.Huang: So are we. Our counter-offer is in line with the world market.Peng: How about meeting each other half-way in order to conclude the business.Huang: Agreed.场景五：第二天，双方谈判继续。Kang: Good morning Miss. peng.Peng: Good morning Mr. kang.Kang: Miss. Huang is not feeling well this morning due to the jet lag, so she cant come today. And she let me continue to our contract negotiations.Peng: Im sorry to hear that. And What's the problem to the yesterday's talks?Kang: Last night we carefully think about all thing, and we found that you give the price has a big problem? The price is too high, we can't accept it.Peng: But you should know that the quality of our goods is very good, and most customers have the same opinion. Kang: I know this. But your price is unreasonable, I dont think we will be able to pay the price, Otherwise we will have no interest. So to have this business concluded, you need to lower your price at least by 10%.Peng: 10% is impossible. Im afraid that there is no room for any reduction in price.Kang: If thats the case, Ill have to go somewhere else to meet my needs. But dont you agree with me that in the long run, moderate prices will bring about large sales and more profit.Peng: I agree with you there, but the prices of the raw materials have been raised , weve already cut down our price to cost level.Kang: I believe that your company can Offer lower prices price, and some company are offering the same at much lower prices. Besides, the suppliers should be able to reduce their CIF price, even lower than their home price. I wish you could make a reconsideration.Peng: Ok, Lets call it a deal.Kang: Now, Let's check, this price and quantity have no problem. Do you have any questions about the time of shipment and delivery.Peng: Nothing.Kang: Ok. Deal.场景六：经过两天的艰苦谈判，合同细节问题全部谈妥。第三天，由纽约日用品进出口公司的康经理和江西轻工艺进出口有限公司的张经理进行最后的合同签订。Kang: So, now we have covered all the important points.Zhang: Yes, I think so.Kang: Before we draft the contract, lets examine the details.Zhang: Ok, under this contract, well supply you with ten thousand dozen fans, for 3000 dozen the UX-20 types of folding fans, and 3000 dozen the UX-30 types of folding fans and 4000 dozen UX-40 the types of silk round fans, The first and the second price is $9, and the third is the price of $18.Besides, CIF New York. Payment by irrevocable sight L/C.Kang: Perfect. But what Im concerned about most is the time of delivery.Zhang: You may rest assured that shipment will be effected within the time limit stipulated in the contract. But there is also one point Id like to stress.Kang: Yes?Zhang: Your L/C must be opened at least one month before the time shipment; Otherwise we wont be able to catch the ship.Kang: NO problem. Ill have the covering L/C opened as soon as I get back. Zhang: Thats fine. Do you have any other questions？Kang: NO, Nothing. Now, Lets Sign the contract.场景七：在与外商签订合同后，江西轻工艺进出口有限公司的跟单员张磊就开始联系洛阳扇艺制造厂的何经理，两人开始了一轮新的谈判博弈。张：何经理，您好.我是江西轻工艺进出口公司的跟单员，我姓张，你可以叫我小张。何：小张，你好。这次来是有什么事啊？张：是这样的，我们想到您公司订一批扇子，型号UX系列的三种扇子，你能给我看看这三种扇子的详细介绍吗？何：哦，可以，没问题。（给出三种扇子描述和样本）装运期是多少。大概什么时候交货？张：12月份交货。那，张经理，您看，这价格该如何算呢？何：前两种型号的扇子最低出厂价70块钱，后一种140块钱。张：哦。这价格太高了，比我从别处得到的报价高多了。何：您也知道我们工厂的产品质量相当的过硬，比别处好多了，而且这些都是非常畅销的货啊。张：这个我都知道，如果你能给个更好的价格优惠，我们可以订一个大单。何：哦？我们的报价取决于于您的数量多少，如果您超过五千打的单子，我可以给你优惠9%。张：那超过一万打的单子呢？何：最高优惠20%，（看了一眼张跟单眼在努力计算，很犹豫）你也知道现在是生产旺季，你的这批产品又特别赶时间，那我们得加班几点，生产成本提高了很多啊。张：（停止计算，仔细想了想）不能再低吗？何：已经是最低了。张：那包装呢？何：包装按国际惯例，统一规格包装，另外每把扇子加上一份中国特色的包装卡片。张：好，那就按这个价格一万打的单子成交，你务必确保这批货物的质量，另外需要提供出厂商业发票和产品检验检疫证书，其他方面老规矩。何：No problem！