出国留学GPA如何计算(出国留学必备)

中美米老鼠毛绒玩具来样加工贸易商务谈判剧本第七组：罗晓玲广东奥飞动漫文化股份有限公司总经理：账务总监：生产部经理：技术总监：翻译：美国迪斯尼玩具有限公司亚太区总经理：账务总监：销售部经理：技术总监：翻译：中方总经理：欢迎美国迪斯尼玩具有限公司的各位代表来我公司进行业务洽谈，我是广东奥飞动漫文化股份有限公司的总经理XX，首先，由我来介绍我方的谈判代表，这位是我方公司财务总监XX，这位是技术总监XX，这位是生产部经理XX。

这位是行政部经理XX，是这次谈判翻译。

（坐的时候按顺序）美方总经理：感谢贵方的热情接待，非常高兴来到中国经济最发达、文化最开放的广东。

我是美国迪斯尼玩具有限公司亚太区的总经理~~。

下面由我来介绍我方谈判代表。

这位是我方公司财务总监XX，这位是技术总监XX，这位是销售部经理XX。

我们这次谈判翻译是人事部经理XX。

中方总经理：贵方远道而来，不知对广州的天气是否适应?美方总经理：贵地的亚热带季风气候虽有点热，但是在贵方的周到接待下，我方代表还比较适应。

中方总经理：广州市是我国最大的城市之一，是国家的中心城市。

相信我们的合作一定会圆满成功。

美方总经理：期待与贵公司的合作。

中方总经理：好的，那么我们开始协商吧！美方总经理：我公司的国际知名度和品牌影响力，贵方也一定有所了解。

此次谈判，由于我公司的米老鼠毛绒玩具在市场上供不应求，所以寻找中国的玩具公司进行来样加工贸易。

下面请我们的销售部X经理给贵方介绍一下我们的合作产品。

美销售部经理：贵方代表请看我方的样品（PPT 展示），情侣米奇米妮毛绒玩具在国际市场上一直供不应求，此次合作，我公司就该产品进行来样加工贸易谈判，我公司的样品采用高档的毛巾绒面料制作。

中生产部经理：贵公司米老鼠的品牌形象和品牌活力享兴誉世界，想必贵公司已做过市场调查，在来样加工贸易方面，我公司在中国是首屈一指的。

美方总经理：对于贵公司的实力，我方已有所了解。

目前，已有几家中国玩具公司获得我方欲进行加工贸易的资讯，并表示出浓厚的兴趣，正在积极地与我公司洽淡。

当然了，如果贵公司条件比较合理，价格比较优惠，我公司还是愿意优先与贵公司合作的。

（开篇明题）中技术总监：很高兴能与贵公司有合作的机会，我们两公司之前虽然没有打过交道，但相互已有所了解。

我公司加工的产品，不仅在质量方面无可挑剔，在信誉方面也得到客户的一致好评。

美销售部经理：我公司的样品是采用高档的毛巾绒面料制作，质量和信誉肯定是必须的，同时在价格方面也要合理，不知贵方的报价如何？中生产部经理：就目前中国的行情来报价，工缴费：25元/只美销售部经理：贵方是在开玩笑吧，国际平均价格也才12元/只，贵公司的价格也太高了吧。

中生产部经理：12元/只？这是很久以前的行情了吧。

（感到意外，语气要强）贵方代表昨天已参观我公司的生产车间，我公司的生产设备和加工技术都是国际一流水平，在中国无第二个公司能比，我们想以贵公司的国际知名度，在质量和加工技术方面肯定要求一流吧。

美销售部经理：我方承认贵公司一流的加工技术，但25元/只的价格，我方实在不能接受。

美技术总监：我公司同样有一流的生产设备，以贵方的报价，我公司完全可以寻找另一家中国加工贸易公司，给予他们生产设备和技术支持，成本远比25元/只低。

中技术总监：我方是中国目前最具实力和发展潜力的动漫文化产业集团公司，有专业的人才团队；通过了德国莱茵技术监理公司（TUV）和中国质量认证中心（CQC）ISO9001 质量管理体系认证； ISO14000 环境管理体系认证； IECQ HSPM QC080000管理体系认证，取得了中国首个电动玩具3C认证。

这些条件是其它公司无法达到的，希望贵方好好考虑考虑。

美销售部经理：贵国玩具加工企业众多，在质量方面也有一定的保证，贵方的报价，我方无法接受。

中方总经理：我方相信贵方是带着诚意来的，考虑到贵方的合作诚意和我们是首次合作，我方愿意从长远出发，给予贵公司23元/只的报价，这已是我方能做出的最大让步了。

美方总经理：看来贵公司的诚意不够啊，考虑到贵方好的生产设备和技术水平，我方愿意接受15元/只的价格，这已经比国际一般水平高很多了。

中方总经理：23元/只已是我方能够接受的最便宜的价格了，在此基础上不能再降了，希望贵公司从产品的加工工艺和产品质量各方面着眼，接受这一价格。

美账务总监：我方15元/只的价格已不算低，贵方也已了解，有几家其他公司也正在和我公司进行洽谈，如果贵公司的诚意不够，恐怕我们之间的合作将难以继续。

（黑脸）美方总经理：贵公司也了解我公司的国际知名度，如果贵公司有诚意，我公司也愿意和贵公司建立长期合作的关系，在订单数量上贵公司完全不用担心。

（白脸）中方总经理：不知贵公司这次合作的订单量是多少？（迂回前进策略）美方总经理：预计40000件/批，10批左右。

中账务总监：对方这次的需求量是比一般的合作伙伴要多，以23元/只报价，我方利润的确太少。

贵方也知道，目前在中国，原材料、劳动力成本上升，人民币升值，在成本方面我公司实在难以降低。

美方总经理：贵方已承认我方需求量高，考虑到贵方在成本方面的困难，我方愿意接受18元/只的价格，这是我方能够接受的最高价格。

中账务总监：18元/只的价格？我方毫无利润，在原材料质量方面贵公司不用担心。

我公司保证完全按照贵公司的要求进行加工，采用进口毛巾绒面料制作，并且是全部对身体无害的环保材料。

美账务总监：在样品方面，贵公司肯定要符合我方的要求，我公司才予接受，但是，在价格方面，贵方还须做出让步才行。

中方总经理：为了我们的合作成功，为表诚意，以我们公司目前的规模，我方愿意用生产效率优势来弥补成本，给予贵公司21元/只的报价。

这已是我公司有史以来最低的报价了。

美销售部经理：我们已了解到贵公司的合作诚意，也愿意合作成功，但是并非我方无理压价，这是最近的其它几家公司给我方的报价，贵方可以看看价目表。

中生产部经理：在加工工艺和产品质量上，这几家公司远不及我公司的水平，所以他们的报价与我们的完全没有可比性。

美销售部经理：没有可比性？贵方的口气太大了点吧。

中方总经理：贵方远道而来，天气又有点炎热，想必贵方代表也谈累了，不如双方都稍做休息，让我们先来品尝广州四大名果之一，黄登菠萝吧。

美方总经理：刚休息间，我方代表讨论了一下，考虑到贵方的诚意和长远合作，我方愿意增加订货量到12批，但要求贵方将单价降至20元/只。

中方总经理：（讨论）既然贵方增加了订货量，所以我方接受这一条件，但我方要求以人民币作为计价货币，不然贵方的降价要求，我方坚决不能接受。

美方总经理：基于贵方的合作诚意，我方愿意接受这一条件。

（互惠互利策略）中方总经理：既然我们双方在价格上已达成一致，接下来我们谈谈工缴费的支付方式。

贵方的合作伙伴众多，那贵方与合作伙伴最常用的支付方式是什么？美方总经理:目前，我方在中国与贵方在该领域是首次合作，不知贵方所能接受什么支付方式？中方总经理，我方的方案是，贵方预付足工缴费总额，我方再进行加工生产。

美方总经理：（哈哈……），贵方真是会开玩笑。

以上方案对我方资金占用太多，我方不接受。

中方总经理：（笑笑……点点头），既然我们已是合作伙伴，我方愿意本着互惠互利的原则，做出让步，贵方先付工缴费总额的50%，我方再进行加工生产。

美账务总监：我方有点怀疑贵方的诚意，贵方的要求完全不考虑我方的资金压力问题。

中账务总监：以贵方的实力而言，我方的要求完全不影响贵公司的运作。

美账务总监：……中账务总监：贵方不同意我方方案，那贵方的要求是什么？美账务总监：我方要求与对方恰恰相反，我方希望能在贵方6批货物加工，并通过验收完成后支付50%工缴费，再进行下一轮生产。

中生产部经理：贵方条件太苛刻了点，6批货物将占用我方公司大部分资金，将会对公司运营产生不利影响，我方根本不能保证生产的正常进行。

美方总经理：贵方也能体会到我们的难处了吧。

我方的方案是针对贵方提出的，我们双方都诚意点，贵方意下如何？中方总经理：既然这样，那我方就拿出更大的诚意，我方要求工缴费分期支付，但是每一批都先付工缴费再进行生产。

美账务总监：收到钱之后才进行下一轮的生产？这期间不是要浪费很多时间，如果出现意外没在规定时间收到钱,我公司不是就不能按时收到货了，贵方要知道时间就是金钱。

美方总经理：我们充分理解贵公司在资金周转方面的压力，为了让贵方有充足的资金进入下轮生产，我方愿意接受在我方验收每批货品合格后，5天之内交付款项。

中方总经理：贵方每批的订货量比较大，在原材料方面要求又比较高，对我公司的资金占用量太多，贵方这样的付款方式，我方无法接受。

美方总经理：贵方的要求，我方也无法接受，希望对方好好考虑一下，提出一个可行的方案。

中方总经理：（细声讨论后）我方再退一步，贵方每批预付60%工缴费，剩余部分验货后5天内交付，款项到账后再进行下一批产品的生产加工。

贵方作为实力雄厚的大公司，希望能体会我方的难处，这是在保证我方公司正常运营下做出的最大让步。

美方总经理：贵方的难处我们能体谅，但贵方的让步也太小气了点吧，我方能接受最低限度为先每批预付20%工缴费，剩余部分验货后5天内交付。

中生产部经理：看来贵方没有真正体谅到我们的难处。

我们提出预付60%工缴费的原因是考虑到原材料购买价格，管理费用，库存费用，工资等等困难，这些都是固定支出，我方无法再退步了。

美方总经理：那我方再做出一次让步，每批预付35%工缴费。

中方总经理：我方最低接受限度为每批预付55%工缴费。

美账务总监：我方已做出15%的让步，而贵方只做出5%的让步，这不公平。

中方总经理：这根本不是公平不公平的问题，我们所让我每一步都是尽我们最大的可能，考虑我们是首次合作，我们做出最后一次让步，把管理费用扣除，我们接受每批预付50%工缴费，剩余部分验货后5天内交付。

美方总经理：（讨论一下）基于贵方的合作诚意，我方愿意接受这一条件。

中方总经理：我们采用信用证支付方式，贵方意下如何？美方总经理：我方接受。

中方总经理：我们此次谈判达成的共识是贵公司向我方来样加工情侣米奇米妮毛绒玩具12批，每批40000件，以人民币计价，单价20元/只，采用信用证支付方式，贵方还有无异议？. 美方总经理：没有异议。

中方总经理：此次谈判非常愉快，今天天色已晚，关于合作的其他事宜，我们下次再谈，预祝我们合作成功。

（起身握手）美方总经理：合作愉快。

三一口语四级讲义1.GreetingsGood morning / afternoon!How are you?/ How are you doing?Fine. Thank you very much.Nice to meet you. / Nice to meet you, too.Glad to see you./ Me, too.Which school / grade are you in?Why do you take GESE exam?Nice day, isn’t it? Yeah, it’s warm and sunny.：hafo.yeryy/2.If you don’t understand the examiner’s question, don’t worry and you can say:Would you please rephrase that?What do you mean by XX?I’m sorry, I can’t catch you.Would you please repeat that?Would you please say that again?3.Gap Fillers①表示正在思考：Let me see./ How to say/ It is not easy to say/ It is hard to say②表示陈述事实：you know/ to be honest/ to be frank/ to tell you the truth/ in fact③表示要表达自己的看法：in my opinion/ I think④表示解释自己的句子：what I mean is / that is to say / what I want to say is4.Brain storm and Talk aroundI’ve got an egg in my hand. So imagine how many ways you can use it in.You don’t know the word “watch”, but you should say something to make the people understand what you mean.5.四级对话话题范例：6.Five Steps FormG----T----S----T----FGap filler---topic sentence---supporting details----transitions---feeling7.Difficult Question FormWell, it’s a very interesting question. I have never thought about it.But I think ……For example, …….So……Section1 Holiday (假日)1.What do you often do on summer vacation or winter holidays？2.Do you like summer holiday/vacation holiday?3.Where are you going to go next winter vacation?4.Where do you usually go onsummer/winter holidays？Who will you go with？How did you think of the trip?5.Where did you go last summer holiday?What was the weather like there?What did the place look like?How did you go there?6.What’s your favorite holiday? What do people do on this holiday?7.What did you do during this National Day?8.What did you do last summer vacation?9.Was your last summer vocation a pleasant one?10.How did you spend your last summer holiday?Where did you go?11.Were you busy with your homework?12.What’s your plan for the next holiday?13.What are you going to do next weekend?14.Did you enjoy your last summer holiday? Why or why not?15.How did you feel when you saw the sea for the first time?16.Did you meet someone or something unforgettable?Section 2 Shopping1.When did you go shopping?2.What kind of goods did you buy? Where do you usually go shopping?3.Where can you do your shopping near your house?There is a small grocery shop near my house. My mum and I often buy things like chicken and vegetables.4.What's the difference between a Department Store and a Supermarket?5.Who do you go shopping with?6.How often do you go shopping?7.What kind of goods do you often buy?8.What do you often buy when you go shopping?9.Where do you often go shopping?10.Do you like going shopping?11.What are the differences between shopping centers and supermarkets?12.How often do you go shopping in a week?13.Did you do shopping on line?14.Do you usually go shopping with your mother or father?15.Do you prefer to buy something online or at department store?16.Do you compare prices at different stores when you shop?17.Do you ever buy second-hand things? ("used things")18.Where do you prefer to shop?19.What do you think of shopping on line?20.Who do you prefer to go shopping，your parents ,your friends or alone?21.Where is your favorite shopping place? Which do you prefer, large stores or small stores?22.When you go shopping which do you like to buy better, food or clothes?23.Do you like bargaining when you are shopping? Why?24.Do you often buy things on discount? Why?25.What are the advantages of window shopping?Section 3 School and Work (工作)1.How is your school life?2.What’s your favorite book?3.Which is your first book you read?4.What about your English teacher?5.What subjects did you do at school last year?6.What subjects are you going to have?7.Who is the busiest in your family?8.What does your father do?9.What does your mother do?10.Where does your father/mother go towork? Is he busy?11.What time does your father/mother go to work in the morning?12.What subject do you like?13.What subject don’t you like?14.What do/don’t you enjoy doing at school?15.What do you enjoy doing at school？16.What don’t you like doing?17.What interesting things are you going to do next year?Section 4 Hobbies/ Sports (业余爱好/体育运动)1.What's your hobby?Well, to be frank, I like to play table tennis / playing table tennis. First, playing table tennis is very interesting, and it can make me relaxed. Second, I spend lots of my spare time playing table tennis, and it can make my life more colorful. So I enjoy it very much. (Sir, what’s your hobby?)2.How often do you play tennis? About oncea month.3.Who do you often play with?4.What’s your favorite sport?5.Who taught you?My father taught me three years ago. At first, I could not play it very well. But I often practice it after school. So now I can play it very well6.Where did you learn it?I learned to play table tennis in Haidian Sports Center with my father. You know, the sports center is very big and beautiful. It is bigger than the gym in my school. I like the sports center very much.7.What’s your parents’ favorite sport?8.Do you like playing computer games? Why?9.How often do you play football?：hafo.yeryy/10.Which book did you read yesterday?Yesterday I read Green Channel. You know, it is a very good book. It is interesting and helpful. It can improve my oral English.Where did you buy it?I bought it in Zhongguancun Book Store. It is a very big book store. There are lots of interesting books. You know, reading books cangive me lots of knowledge. So I like reading books very much.11.Do you like playing computer games? Why?12.What do you like to do in your free time?13.What's your favorite sport? Did you do it yesterday?14. Do you have any hobbies?15.When did you start it? What do you like about it?16. How much time do you spend on it?17. What do you like to do in your sparetime?18.Do many people have the same hobby?Well, let me see. It is a very interesting question. I have never thought about it. But I think different people have different hobbies. For example, I like swimming very much, but my parents don’t like swimming. So I don’t think people have the same hobby.19. What do you enjoy/ like doing?20. How do you spend your weekends?21.Do you like sports? / What do you often play?22.How do you like football?/ Why do youvery much like it?23.Do you play tennis? / Who do you often play it with?Section 5 Food (食物)1.Do you like western food or Chinese Food?Well, in my opinion, I like Chinese food. First, Chinese food is healthier than western food. You know, western food is too rich. It is not good to my body. Second, Chinese food is more delicious. Dumpling is my favorite food. So I like Chinese food better.2.Do you like fruit?Yes, I do. I like fruits. Fruits are sweet and juicy, and fruits are good to my body. You know, fruits have lots of vitamins, minerals and nutrition. Fruits are healthy food. So I like fruits very much.3.What do you like to cook?4.When did you go to eat KFC/Macdonald’s last time?Last Sunday I went to eat KFC food with my mother. KFC food is not good to my body, but I like eating it very much. I think the KFC food is very delicious and tasty. Next week I am going to eat KFC food again.5.What's your favorite food?6.What food don’t you like?Well, to be frank, I hate noodles. You know, noodles are tasteless. I like rice better. Rice is more delicious than noodles.7.What did you eat last supper?8.What’s your favorite food? Why?How often do you eat it?Where do you go for eating it?9.Would you like to go out for dinner or just stay at home?Well, to be frank, I like eating at home. First, it is very noisy in restaurants, and the food in restaurants is not very healthy. Second, the food at home is more delicious and nutritious.And it is good to my body. So I like eating at home.10.Which one do you prefer, western food or Chinese food?11.What do you think of KFC or MacDonald’s?12.Is western food healthy food?13.What do you usually have for breakfast?14.What did you have for lunch yesterday?15.What are you going to have for supper this evening?16.How often do you eat out in restaurants?17.How often do you have western food like McDonald’s and KFC?18.How often do you have snacks?19.How often does your mother make dumplings for you?20.How often do you have meals with your friends?21.What's your favorite food?22.What's the difference between Chinese food and western food?Well, let me see. It is a very hard question.I have never thought about it. But I think there are lots of differences between Chinese food andsteamed bread, but western people like baked bread.I like steamed bread.23.What did you have for lunch yesterday?24.Do you have same food for breakfast?25.What do English-speaking people usually have for breakfast?26.What are you going to have for supper?27.Do you like drinking coffee/ cola?28.Which food is healthier, Chinese food or foreign food?In my opinion, Chinese food is healthiereating vegetables and rice. They are nutritious and healthy. But western people like eating hamburgers and chips. They are too rich. It is not good to my body. So I think Chinese food is healthier.Section 6 Weekend/ Seasonal Activities (周末活动/季节性活动)1.What did you study in your school?2.What (kind of) subject do you like?3.What do you often do on weekends?4.What will you do tomorrow?5.What did you do yesterday?6.What are you going to do this afternoon?7.What do you often play in the park?8.What do you often do on weekends?9.What are you going to do this afternoon?10.What do you like to do on the internet?11.Tell me what you did last weekend.12.What do you usually do during the summer holiday?13.What do you usually do at weekends?14.What did you do last weekend?15.What are you going to do next weekend?16.What are you going to do next summer holiday?17.Tell me what you did last summer holiday?三一口语考试中需要注意的几个细节1. Say hello and goodbye to the examiner. Just tell the examiner your Chinese name.( 首先要和考官打招呼, 只需要告诉考官你的中文名字即可.)2. When answering questions, do not only say " yes" or " no". Try to keep talkin g and not to stop.( 在回答问题的时候,不要单纯只说"是",或"不是", 要围绕这一话题尽可能多的论述.)3. Meanwhile, don't be nervous when you interrupted by the eximiner.( 同时, 如果在论述的过程中被考官打断了,也不要紧张.)4. If you do not hear the questions clearly just ask the examiner to repeat that.( 如果你没有听清楚考官的问题, 可以让他重复一次.)5. Don't tell lies and give original and interesting ideas.( 不要说谎, 要给出考官比较新颖的和有趣的观点National Day is coming,and we can have a seven-day.My family are going to Hainan.It's a good seaside city.We are staying there for a week. We are going to the beach and going swimming in the sea.We're visiting Tianya Haijiao,Wanquan River and many other beautiful places.I think we'll have a good time there.The Mid-Autumn Festival The Mid-Autumn Festival is a very important Chinese festival. It’s on the fifth of August. We can hang lanterns in the house. In the evening, we have a big dinner.Look, there is lots of food on the table. They are chicken, fish, crabs and so on. They’re very delicious. We can drink a glass of juice. We stand beside the table and we say, “Cheers, cheers, happy Mid-Autumn Festival!”We make a wish to each other. At night, the moon is usually round and bright. It looks like a ball. We can enjoy the moon. Moon cakes are the special food for this festival. We can eat moon cakes, too. In the Mid-Autumn Festival, my parents and I are all very happy and excited：hafo.yeryy/八年级下册第三单元✤重点词汇：UFO bathroom, bedroomkitchen land shirtwhile experience aroundstrange follow kidclimb jumpshoutcat anywhere happenaccident plane modernkill murder brightplayground bell closesilence meaning earthhero✤重点词组：1. in front of 在……（范围之外）的前面 in the front of 在……（范围之内）的前面2. barber shop 理发店3. get out of 到……外，离开4. walk down/along 沿……走5. call the police 报警6. take off (飞机)起飞；脱（衣帽）7. an unusual experience 一次不寻常的经历8. the Museum of Flight 航空博物馆。