国际贸易谈判

一开场双方握手。

【Shake hands】

管：陈总辛苦了昨天晚上休息的怎样？

Hello, Mr. Chen. It’s my pleasure to talk with you. Glad to meet you. Y ou must be very tired. How about your sleep last night?

陈：你们的住宿安排非常舒适

I am appreciated that you give us comfortable accommodation , we have a good rest

管：饮食习惯么？

Do you accustomed to Chinese diet?

陈：中国饮食博大进深。

we like Chinese cuisine very much, it is wonderful

管：我们公司为你们准备了一份具有中国特色的小礼物，希望你能喜欢。

We prepared a special gift which has strong Chinese characteristics and I hope you like it.

陈：管总，您太客气。恰好我们也为你们准备了一份礼物，只是这份礼物不太方便携带，会后再给你。

thank you very much! W e have prepared the traditional Japanese preset ether , we will ask my secretary to sent you later

正式开始！【Start negotiation】

管：好，陈总，您大老远过来也是为了一个共同利益，希望我们这次

合作愉快。

Mr. Chen. Thank you for coming all the way down here. We both have the same goal, to create shared interests. Wish we can make it come true successfully.

询问开始

由各自助理介绍人员毛和施

第一轮磋商。

管：首先看一下我们公司准备的方案包括了应您特别要求的产品和价格。

Now please look at our program which contains the product which meets your specific demand, also its price is included.

陈：这个方案非常具有重要性

I have already went through it, it is very important for us to discuss it again

俞：在前期谈判中，我们队产品的质量和价格并不是十分满意，在接下来的谈判中我们希望能达成一致的意见。

In the early negotiations, our corporation is not satisfied with the price of product, we hope to reach a consensus in the ensuing negotiations.

管：近几年，我公司与贵公司有过很多良好的合作，贵公司给我留下了很好印象。希望我们这一次能够取得圆满的结果取得双赢。

Our company has a lot of successful cooperation with your company in recent years, and your company left me with

a good impression. And this time, I hope we can gain a successful outcome of a win-win.

陈：感谢贵公司对我们的照顾。

you are very welcome, and thank for your cooperation again

管：太客气了，下面由我的财务部洪总监来介绍一下近几年我公司的发展状况以及贵公司对我们产品质量提出的一些问题做出的一些改变方案。

It’s so kind of you. Next step, our Finance Supervisor Miss Hong will introduce the state of development of our company in recent years and some revised scheme to meet your company’s special demand of the quality issues of our products.

毛：首先由我来介绍一下我们公司的发展状况，各位可以在前面的资料上看到，我公司在市郊建立了新的生产基地扩大了生产规模。针对贵公司对我公司产品提出的透气度质量问题。上个月，我公司从德国引进了先进的仪器设备（）。这种高端设备对产品的质量有很大提升。而且我们也引进了几位国内外专家人士对设备的运用进行了调试，目前各项指标都是正常。生产出的产品也得到了极大的提高。谢谢、毛：First, I will introduce our company’s development state. As everyone can see in the previous statistics, we have expanded our plant to improve production. And with the quality problem, we bought the Germany facility POC4000 which help to enhance the quality. In addition, we hire several experts home and abroad to regulate and adjust the facility. Now,

every index is normal. We have confidence to provide the best service. 陈：我们看到了贵公司的发展情况，相信贵公司在过去的一段时间里的实力有了很大的提升。希望我们这次合作能够取得最后的成功。Miss Guan, I could not agree with you at this point. Although you have good quality and sustainable resource, however, according to my latest marketing research , I think you should cut a little bit prices , which is a reasonable way to further discuss . Don’t you think so ?

管：相信贵公司对我们的肯定，我们一定能够为你们提供质量上乘的产品。下面由我们的市场总监毛介绍一下我们的产品特点。

I’m so appreciate for your affirmation and we will do our best to afford the best qualified products for you. Let our Marketing Director recommend our products’ traits.

毛：根据贵公司的要求，我们再三斟酌，发现某某。。

毛：According to your requirements, we consider repeatedly. We could provide this sort of polyester –DTY. This design uses Germany engineering. It is excellent with its high technology content, good elasticity and abrasion resistance. It is widely used in clothing manufacturing and industrial products. I think it is really suitable for your demand.

陈：管总，恕我们对这次报价很难认同。我们认为。。。。下面由我公司的市场总监给出最新的市场调查情况。

何：好下面由我来说一下，国际经济危机的影响还未完全消除，原材料的市场价格持续波动，2011年下半年原材料的价格是有所上涨的，在2011年10月到达最高峰，并随后持续下降。经我公司的市场分析，涤纶的价格将持续下跌。

Well, here is my survey that the influences of the international economic crisis have not been completely eliminated, the market prices of raw materials continue fluctuating. There is a great increase in the price of raw materials in the second half of 2011 and it reached its peak in October 2011, and then continue to decline. Following this trend, dacron prices will continue to fall by my market analysis.

毛：首先非常感谢贵公司市场分析，我来谈一下我们的看法。当前，金融危机的影响还未完全消失，但是各国都采取了强有力的经济措施，取得不错效果。这是大家有目共睹的。并且呢现在各国人民对经济的复苏都在慢慢拾回信心。尽管当前涤纶的价格在走低，但是我们相信在之后的日子里涤纶的价格会有强有力的反弹。

毛：Firstly, I am really grateful for your company’s analysis. Here is our opinion. Nowadays, the influence of economic crisis has not been eliminated. Every country has taken proactive economic measures which actually work on. And this is what we have seen. Besides, people have restored confidence in economic recovery. Though the price of polyester goes down, we believe the price of polyester will have a rebound in the

future days.

何：鉴于贵公司的答复，我方认为在金融危机的影响下，很多小型企业都面临破产的危险。像我方这种有规模的大公司也所剩无几。相信我方一定会成为贵公司最大的客户。

何：In view of your company’s anwser, we think that many small businesses are facing the danger of bankruptcy under the influence of the financial crisis. There left a small number of the big companies Like us. We trust that we will become your biggest customers.

毛：对于这个我来回答下，其实并不如此。我们已经与各个公司进行了有效的沟通。我们的营销渠道一直保持着广泛和畅通的状态。所以除了你们公司，我们还有很多比较大的客户。

毛：OK, for this question, that is not true. We have communicated effectively with several countries. Our sale channel is always in a wide and open state. We have a lot big customers except you.

何：是这样么。但是经过我们市场部的调查，正在与贵公司的进行接洽的美国企业正在申请倒闭申请。相比贵公司一定受到不少影响吧。我想贵公司也不希望逝去与我方这次的合作机会。更重要的是我方与贵公司同在亚洲。我们也一直有限考虑与贵公司的合作。

何：Is that the case? According to our marketing survey, the American enterprise working with your company is applying for closing down.

I consider that your company must be much affected by it. I think you do not want to lose the opportunity to work with us, either. It is of much

more importance that our presence in Asia, the same place with yours . We also have been considering doing business cooperation with your company.

毛：尽管如此，你们也应该知道，我公司一直是中国涤纶最大的供应出口商。所以区区一个营销渠道的堵塞并不是一个很大的问题。毛：In spite of this, I think you should know that our company is always the biggest polyester exporter in China. The sale channel jam is not a problem at all.

何：不错，话虽如此。相比贵公司也不会忘了海外也有很多大公司吧。说实话她们很多的报价已经低于贵公司的价格，但是由于运输方面不变导致运费稍高。所以我们正在进行近一步的协商。并且经过我方的分析，只要她们再降一步，我们边有可能和她们达成协议。只是考虑到与贵公司的深厚友谊。所以我们希望贵公司能降低报价，请贵公司慎重考虑。

何：Well, maybe that’s the case. I think your company will not forget that we also have a lot of big companies overseas. To tell you the truth, many of them have an offer lower than yours, while, because of the transportation inconvenience, they have a little higher freight. So we are doing further negotiations. According to our analysis, as long as they drop a step, we may come to an agreement with them. Just as we consider the deep friendship with your company, we hope that your company can reduce the offer. Wait for your careful

consideration.

9次后(何结尾)

管：额。陈总。我想我们在产品的价格上产生了较大的分歧，请容我们进行进一步的考虑，我想提前休会，尽请见谅。

Mr. Chen. Maybe we come into some trouble in fixing a price. Please forgive us, we need a further discussion. I would like to advance the rest. 管：好，陈总。在上一轮谈判中，由于我们双方产生了较大的分歧。但是经过我方的商议，基于我们是长期合作伙伴，而且以往合作也十分愉快。我们决定给予你们一定程度上的优惠，每吨降价XX元。现在的报价是XX不知道贵公司意下如何。

Mr. Chen. In the last round of negotiation, we have big differences, but after our deliberations, as we two companies are long-termed partners and our previous cooperation is full of pleasure, we decide to give you a certain extent discount, per ton price cut of $ XX. The offer now is XX. What’s your opinion?

陈：刚才我详细地听了对方市场部经理和我们俞的分析。我们依然坚持最初的报价。XX元一吨。因为我们之前对贵公司的产品进行过质量检测。在实用过程中，贵公司的产品存在着一些不稳定的现象。希望贵公司对此作出相应的降价。

just now , I have listened carefully to your marketing manager and our Miss yu’ s analysis , we still insist on the initial price . xxx RMB per ton. W e have made quality test for your goods previously , but

results turn out to be not good, there is some unstable phenomenon . so you should give us lower price accordingly.

管：对于此问题，请我们的财务总监洪来回答。

For this problem, please listen to Miss Hong.

洪：相信在刚才的展示中，已经看到了我公司已经从德国引进了先进的设备，这套先进设备对产品质量的提高和稳定性的提高有很大作用。

洪：I believe that you have seen the advanced part of the equipment. It has a great effect in raising the stability and improving the quality of the products.

俞：在曾经交易中我们确实看到了高质量的产品。但是据我所知，目前的确存在着一些不稳定的问题。希望贵公司对此作出近一步的让步。

俞: we do see high quality products in the early transaction. However, as far as I know, there exists some unstable. I hope your company to make concessions.

洪：对此，我想我方可以提供国际质量保证书。

洪：In this regard, I think that we can provide international quality guarantee.

俞：感谢贵公司的努力，但是我公司对涤纶的产品质量还是存在着顾虑的，况且现在国际市场涤纶的价格变动还是很大的。如果我们大量

的购买，会造成资金占养。我们考虑能否把购买的数量由1500吨降低到1000吨。不知道你们能否接受呢？

俞: Thank you for your efforts, but our company worries about the product of polyester, now price of polyester has great changes in the international market. If we purchase will result in funds accounted for the raise. We are considering whether to purchase the number reduced from 1500 tons to 1000 tons. We are confused whether you can accept it?

何;鉴于贵公司在我国本土知名度不是很高，若我们的订单量太大，可能我们的风险会加大。

As the fame of your company in our local country is not very high, if the order sum is too big, it probably will increse our risks.

洪：既然贵公司提到减少产品购买量，我想这会对我方造成很大的影响，会增加生产和销售成本，而且还要考虑到质检方面费用。所以希望贵公司能够提高报价。

洪：If you reduce the purchase volume, it will have a big impact on us. In addition, the production cost and marketing cost will also increase. What's more, we should take the quality testing fee into account.

陈：管总，针对这个问题，我们希望再考虑一下。

Miss guan, we need some private time to discuss on this issue.

6次．陈泽结尾。

管：好我们回避下。

OK. We will give you a moment.

管：陈总，不知商量如何。

Mr. Chen, what do you think?

陈：管总。经过我方商量，在原来基础上每吨提高500元。但是我们仍然坚持1000吨的购买量。

Miss guan, we finally make discussion that we can add 500RMB per ton on the basis of previous price, but our purchasing amount is 1000 ton , that is our bottom line

管：既然如此，双方都给退一步。好，贵公司的报价我们接受。对支付方式问题，我方希望按照国际支付方式，希望贵公司以信用方式付款。

Under these circumstances, I think we’d better retreat one step both. we will accept your offer but for the payment problems, I hope you can pay us in accordance with the international payment method, just pay by credit.

陈：同意。我相信在互利互信的基础上，我们未来的合作会非常顺利。下面还有一些细节问题想请我的助理施来说明。

OK. I believe our collaboration in the future will have success on the basis of mutual benefits and trust. Now, I will ask my financial manager shi to give more explanation on the specific issues

施：我方希望以日元作为起价货币。不知管总意下如何？

施：we hope that yen can be the price currency

王：在国际货币市场上日元货币汇率波动比较大，由于我公司对此受

影响比较大，很抱歉对此不能接受。伴随着中国的发展，人民币越来越坚挺。我方希望以人民币作为起价货币。

王：In international monetary market, yen currency exchange rate is bigger, as far as we concerned because we company is influenced by this, I’m sorry we can’t accept this. With the development of China, RMB is getting more and more strong. Premier Wen Jiabao said on 2012-03-14 that China will intensify its currency regime reform and the foreign exchange rate has possibly reached "equilibrium", a signal that there is little room for the renminbi to appreciate soon. So We hope that above quotation is based on RMB.

2012-03-15 7.5445

2012-03-14 7.6157

2012-03-13 7.6766

2012-03-12 7.6929

2012-03-09 7.7272

2012-03-08 7.7823

2012-03-07 7.8287

2012-03-06 7.7512

2012-03-05 7.7378

2012-03-02 7.749

2012-03-01 7.763

2012-02-29 7.8107

In 2012-02-29, the exchange between RMB and Yen is 1 to 7.8107 施：大家都知道最近人民币虚强如果以人民币起价货币将十分不利于

我方。我们希望能够以第三方货币，美元，作为国际贸易流通货币（看视频）

施：As we all know, recent RMB floats largely, if the currency of price is RMB, it is not beneficial for us. And we hope that the third currency dollar can be the international trade of money in circulation. What’s more, we should be based on the intraday exchange rate

洪：另外我希望贵公司能向以往合作一样，先预付成本百分之30通过当天汇率基准支付到我们账户上。

In addition, I hope your company can advance 30 percent of the cost to our account paid by the day of the exchange rate benchmark as usual do.

施：以前我们的确是用此方式来支付，但是最近我公司资金大量占养，所以只能支付百分之20的预付款。当然这并不是我们的经营管理不善，相信大家对我们的实力都有所耳闻。而且我们的信誉也一直很好，这一点请放心。

施：We use this method to pay it, however, recently our purchasing is frequent. And our funds are taken up. So we can only pay 20% payment. Of course it is not our poor management. In fact, our management mode is more advanced. I believe that our strength has been well known. Our reputation is always been good. Please be at ease on this point.

洪：对于贵公司的信誉我们当然没有质疑。但是由于这笔订单数额巨大，保险费也随之增加。所以贵公司的提议我们不能接受。

There is no doubt on your reputation. As it is a big order, considering the accrued insurance. We can't accept the proposal.

施：保险费这些本来就应该你们出，请恕我们很难接受这一点

施：It’s your responsibility for the insurance. So please forgive us that we cannot accept this point.

洪：但是在包装费方面，我们收取别家4%的费用，对你们只收取3.5%的费用。

洪：We collect 4% as packing charge from other companies，but for you，the rate is only 3.5%.

施：那我们就各退一步吧，我们先付25%

施：So let’s compromise 25%.

管：好我方愿意接受。

We agree with it.

陈：感谢贵公司的支持，在运货方面，我方建议封闭无透支的方式。如何？

thanks. About the freight costs , we prefer to the CIF, it is very safe and convenient for us , and of course is beneficial to you. What is your opinion?

俞：Our main products is leisure clothing.before shipping,you should ensure the quality and during the transportation, preventing damaged and draped.

管：我们尊重你们的意见，并由于出口退税率的降低以及沉重的海

关税，请另付运费。

Of course we will respect your opinion. In addition, with the decreasing of the export rebate rate and heavy customs duty, we need freight about 550$.

王：Now, i will focus on the insurance to make a supplement: we will transport by sea and it includes free fromparticular average, with particular average, all risks, fresh water rain damage and so on. It's all in the rregulation insurance time.

陈：鉴于我们不是第一次合作，为了大家长久合作，我们接受你们的要求，中国有句老话说得好“和气生财”，希望日后咱们还能合作。Since it is not the first time that we have done business with each other. In order to develop longer cooperation ,we accept your request. There is an old Chinese saying“和气生财”，I hope we can have another chance to work together.

管：相信我们的友谊已经更加的深厚并且我们的合作能够更加持久。Obviously, there is no doubt that our friendship is deep now and our cooperation can be more lasting.

好下面我想请我的助理宣读本次谈判结果。

Well, now please welcome to my lawyer to read out the result of negotiation.

王：现在，请允许我来宣读一下刚才的谈判结果，谈判结果如下。根据刚才商议产品价格定为人命币xxx采用信用证方式付款，贵公司先行付款百分之20.

交合同，这是我方的。。。。请您过目。

王：Now, please allow me to read about the negotiating result just now. According to our negotiation, the product price is set to 价格，the payment is with a letter of credit. Esprit is agreed to pay 25% of all the money at first by sea.

陈：很好

管：根据我们的谈判结果。合同由工作人员制作，请你们先去休息。According to our result, workers will prepare the contract in writing. Y ou can go to have a rest.

握手。

签字仪式。。。

管：陈总，根据谈判结果，合同已经制作出来，请过目。

Mr. Chen. According to the results of negotiations, the contract has been produced, please have a look.

陈：好开始签字。

管：陈总，合作愉快快、下面由我工作人员带您去休息。

Good. Wish Our Cooperation Happy. Now please enjoy yourself.