在交易会进行商品出口谈判

脚本一　在交易会进行商品出口谈判

中美猕猴桃贸易商务谈判剧本(双语)

人物表

陕西金盛果业有限公司美国加州新奇士饮品有限公司

Shaanxi Golden Sunshine FruitSunkist Beverage Corp.，Ltd.，California，

Industry CompanyU.S.A.

总经理:陶亦凡行政总裁:约翰·基

General Manager: Tao Yifan CEO: John Key

财务总监:孙伊娜财务总监:艾米·斯图尔特

CFO: Sun Yina CFO: Amy Stuart

市场部经理:陈昊然采购部经理:吉米·怀特

Market Manager: Chen Haoran Procurement Manager: Jimmy White

秘书:高倩译员:威廉斯小姐

Secretary: Gao Qian Secretary: MissWilliams

法律顾问:雷正法律顾问:托尼·吉布森

Counselor: Lei Zheng Counselor: Tony Gibson

质量总监:严冰涛技术总监:特蕾西·沃特森

CQO: Yan Bingtao CTO: Tracy Waltson

时间: 2012年3月

地点:陕西杨凌中国杨凌农业高新科技成果博览会号国际馆5号谈判室

陶亦凡:欢迎来自美国加州新奇士饮品有限公司的各位谈判代表来杨凌进行业务洽谈，我是陕西金盛果业有限公司的总经理陶亦凡。首先，请允许我介绍我方的谈判代表，这位是财务总监孙伊娜女士，这位是市场部经理陈昊然先生，孙女士旁边是质量总监严冰涛先生，陈先生旁边是法律顾问雷正先生，挨着雷先生的是秘书高倩小姐。

Tao Yifan: Welcome the ladies and gentlemen coming from Sunkist Beverage Corp.，Ltd. to Yangling for conducting the businessnegotiation with us. Iam the GeneralManager of Shaanxi Golden Sunshine Fruit Industry Company. First，letme introduce my collegues. This is our CFO，Ms. Sun Yina. And this is our MarketManager，Mr. Chen Haoran. Next to Ms. Sun is our CQO，Mr. Yan Bingtao. Then next to Mr. Chen is our Couselor，Mr. Lei Zheng. My secretary，Miss Gao Qian sits next to Mr. Lei.

约翰·基:首先感谢各位的盛情。非常高兴来到美丽的杨凌。我是新奇士饮品有限公司行政总裁约翰·基。下面由我来介绍我方谈判代表。这位是我公司财务总监艾米·斯图尔特小姐，这位是采购部经理吉米·怀特。那位是我公司法律顾问托尼·吉布森，他旁边是技术总监特蕾西·沃特森。我右边坐着的是行政助理兼翻译员威廉姆斯小姐。

CEO: First，letme express our thanks for your hospitality. We're very pleased to be here in the beautiful city Yangling. I'm John Key，the Chief Executive Officer of Sunkist Beverage Corp.，Ltd. Now，I'd like to introduce our delegates. This is our CFO，Miss Amy Stuart. And this is our Procurement Manager，Jimmy White. That is our counselor，Tonny Gibson. Beside him is our CTO Tracy Waltson. On my right is my executive assistant aswell as our interpreter，MissWilliams.

陶亦凡:贵方代表从美国加州远道而来，时差还适应吗?想必此时的贵国还是半夜吧?

Tao Yifan: Coming from the distant California，have you adapted yourselves to the time lag? Is it stillmidnight in your country at thismoment?

约翰·基:一切都好!作为一名“空中飞人”，我已经不需要倒时差了。

CEO: Everything iswell! As aman flying here and there all around the year，I'm fine with the time lag.

陶亦凡:那就好。不知贵方代表对我方事先传真的在华日程安排还满意吗?我的秘书高倩小姐已事先将日程传真给您。

Tao Yifan: That's great. Iwish all of you could be satisfied with the itinerary of your stay in China. Ibelievemy secretary Miss Gao Qian has faxed it to you in advance.

约翰·基:满意，非常满意。我们非常欣赏贵方周到的考虑和效率性。从机场来农高会的路上，我们已经绕道参观了贵公司在周至县的种植基地。一万亩!真是印象深刻啊!

CEO: Oh! Yes! Excellent. We very much appreciate your thoughtfulness and efficiency! However，themost satisfaction for us is your company's planting base，which we paid a special visit to on our way from the airport to here. Ten thousand acres! Impressive!

陶亦凡:谢谢基先生的盛誉。希望我们此次谈判也能够让双方如此满意!

Tao Yifan: Thank you for your high praise，Mr. Key. We just hope that we can enable both parties in the treaty!

约翰·基:当然会的。我方也很期待啊!

CEO: Oh，yes. Of course. We are also looking forward to that!

陶亦凡:(微笑点头)好的，那么我们开始吧!

Tao Yifan: Okay. So here we go!(约翰·基点头同意)

陶亦凡:首先，关于此次谈判，我方希望在谈判过程中的贸易解释规则为《2010年国际贸易术语解释通则》，不知基先生是否同意?

Tao Yifan: First of all，as to this consultation，we go for International Rules for theInterpretation of Trade Terms2010. Is that OK with you，Mr. Key?

约翰·基:当然可以。

CEO: Sure. No problem.(中方总经理点头，并示意对方开始。)

约翰·基:我方了解到贵公司拥有目前亚洲最大的猕猴桃种植基地，而各品种中属金盛一号猕猴桃名扬四海。我方此次慕名前来就是为了采购一批品质优良的金盛一号猕猴桃。那么，就请贵方详细介绍一下吧!

CEO: We have learned that your company owns themost tremendous kiwi fruit planting base in Asia. And among all your varieties，Golden Sunshine No. 1 is themost popular brand. Therefore，we are here to purchase high quality kiwi fruit of the above brand from you. So，please give us some detailed description of your Golden Sunshine No. 1.

陈昊然:那么，下面容我为大家具体介绍我方生产的金盛一号猕猴桃:我公司生产的猕猴桃是陕西省自然资源研究所科技人员通过十几年努力，从秦巴山区野生猕猴桃实生单株中选育出来的稀世优良品种，其品质特点和品种资源的独有性具有国际领先水平。

Chen Haoran:Well，letme introduce our Golden Sunshine No. 1 Kiwifruit. Our productwas selected from rare unparalleled wild species vegetating in Qinba Mountain Area through more than ten years of hard work by the scientists at Shaanxi Institute of Natural Resources. It's of international leading level as far as its unique characteristics of its quality and species.

约翰·基:那么，请贵方再详细介绍一下贵方猕猴桃营养成分方面的详细情况。

CEO: Then please tell us the nutritional aspects of your Kiwi in detail.

严冰涛:好的。我方生产的金盛一号猕猴桃除富含天然维生素和17种游离氨基酸及多种矿物成分。其中维生素和氨基酸含量在各类猕猴桃中首屈一指。每100克果肉中含有维生素C 350毫克，被誉为“维C之王”。但是由于产品上市时间不长，直到现在，世界上还有很多国家和地区的人民还没有机会品尝到如此美味的水果呢!

Yan Bingtao: Sure. Our Golden Sunshine No. 1 kiwifruit is rich in natural vitamins and 17 kinds of free amino acids as well as a variety of mineral composition. Among those，the content of vitamins and amino acids is the second to none. Containing 350 mg VC in every 100 g pulp，it is known as“the King of Vitamin C”. However，because it's rather a new comer to the market，until now，there are stillmany countries and regionswhere people cannot even have an opportunity to taste this delicious fruit!

特蕾西·沃特森:印象深刻。那么关于质量认证呢?

CTO: Impressed. What about the accreditation about quality?

严冰涛:我公司生产的金盛一号猕猴桃于2006年取得陕西省进出口检验检疫局出口基地认证; 2008年获得全球良好农业规范认证(GLOBALG.A.P)及ISO22000食品质量安全体系认证。农业部颁发了无公害农产品认证证书。公司基地园区被陕西省人民政府和陕西省科技局评为“标准化出口示范基地”。关于产权，贵方完全不必担心。

Yan Bingtao: As to this，I can tell you that in the year of 2006，Golden Sunshine No. 1 kiwifruit successfully obtained Export Base Certificate issued by Shaanxi Import and Export Inspection and Quarantine Bureau. Also，in 2008 it got a Certification as the Global Excellent Agricultural Practices(GLOBALG.AP) and passed ISO22000 certification of food quality and safety system. And the Ministry of Agriculture of China issued a pollution-free agricultural products certification to it. What's more，the planting base was chosen as“Base with Standard Model of Export”by both Shaanxi Provincial Government and Shaanxi Science and Technology Bureau. As for the property rights，you have nothing to worry about!

特蕾西·沃特森:看来贵公司的生产是值得信赖的，那么产品的质量等级呢?

CTO: It seems that it's trustworthy of your production. Then how about the grades of quality?

严冰涛:请大家看相关资料。(秘书高倩起立分发资料)我公司根据陕西省质量技术监督局制定的关于猕猴桃的购销等级的规定，将金盛一号猕猴桃划分为特级、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?

Yan Bingtao: Here are some leaflets including the relevant information. According to the stipulation regarding sales and purchasing of Kiwifruit by SIQ，we divide the product into three grades，which are Special Grade，First Grade and Second Grade. The three grades are different with each other in sensory index，color，taste，fruit diameter and single fruit weight. But which quality are you most interested in?(美方技术总监特蕾西·沃特森向行政总裁点头示意)

约翰·基: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?

CEO: It seems your company's Special Grade Kiwi product is in line with our requirements. Then how much is the price?

陈昊然:不知贵公司此行的采购计划……(故意停顿)

Chen Haoran: I'd like to know your company's procurement plan for this time…

吉米怀特:我方暂定采购特级金盛一号猕猴桃2 000公吨，目的港为美国加州洛杉矶港，时间为2013年1月15日之前。

PM: We'd like to order Golden Sunshine No. 1 kiwifruit，Special Grade，for 2，000 metric tons. The port of destination will be Los Angeles，U.S.A. and the arrival time should be before January 15，2013.

孙伊娜:我方的报价是3 800美元/公吨CIF美国洛杉矶港。

Sun Yina: Our offer is3，800 U.S.dollars/MT CIF Los Angeles Port，U.S.A.

约翰·基:朋友，你是在跟我们开玩笑吗?贵方的报价实在太高了。

CEO: Are you kidding us? Your offer is rather on the high side.艾米·斯图尔特:根据我公司长期的国际采购价格，平均价格也只有2 000美元/公吨，况且，你方的金盛一号猕猴桃并无特殊之处。CFO: According to my company's long-term international purchase price，the average price is only 2，000 U.S. dollars/MT. Moreover，there is barely anything special with your product.

陈昊然:贵方此言差矣。国际买家普遍认为金盛一号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。(示意大家观看PPT)

Chen Haoran: I'm afraid you havemade amistake. Golden Sunshine No. 1 is truly pollutionfree breed for export purpose. Buyers from all over theworld generally agree that Golden Sunshine No. 1 kiwifruit tastes better than any other species they ever find in the internationalmarket. Furthermore，they award it such fame as“red soft gold”. If you want to buy something of high-grade，you bet Golden Sunshine No. 1 is your best choice. Please look at the screen. I'll show you a PPT.(中方秘书播放PPT)

约翰·基:我看不出特别之处!

CEO:Well，I can find nothing special.

严冰涛:那么我们就用贵公司畅销多年的品种进行比较。请看(示意美方看另一张图片)。显而易见，我方生产的金盛一号猕猴桃品质明显高于其他品种。

Yan Bingtao: Then we will make a comparison between your company's best-selling multispecies and our Golden Sunshine No. 1. Please look at another picture. It is clear that our product's quality is significantly higher than other varieties of kiwi fruit.(约翰·基沉默不言，放下笔，背靠椅子)

陶亦凡:你看，基先生，我方的报价是非常合理的。

Tao Yifan: You can see，Mr. Key，our offer is fairly reasonable.

约翰·基: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。

CEO: Fairly reasonable? Your offer is so outrageous and I'm afraid I can see nothing fairly reasonable here. I really doubt the sincerity of your side.

吉米·怀特: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。

PM: You keep emphasizing the high quality of your goods and completely ignore our interests. It seems thatwe simply can not continue the negotiation.

孙伊娜:无法继续?如此合理的报价怎么会无法继续?

Sun Yina: Can not be continued? How could a negotiation not be able to be continued at such a reasonable quotation?

陶亦凡:怀特先生。怀特先生。(吉米·怀特回头不说话)(陶亦凡对秘书高倩低语)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?让我们先来品尝金盛一号的美味吧。

Tao Yifan:Mr. White. Mr. White. Well，seeing is less than believing. 100 words cannot beat a try. Nobody who came from a place as far as your country is willing to leave for home empty-handed! Have you ever heard a Chinese saying“Winners see no small things.”?Why do wemake a fuss on one single matter but not taste the delicious Golden Sunshine No. 1 kiwifruit first?(两位礼仪小姐分别端上一盘完整的猕猴桃和一盘挖成球状的猕猴桃果肉)

特蕾西·沃特森:贵方的猕猴桃肉质鲜嫩、香甜清爽，果真回味无穷。

CTO: The Kiwimeat is tender，sweet and refreshing. Ibelieve I'll alwaysmiss its taste.

陶亦凡: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!

Tao Yifan: Glad that you can enjoy it. For such a delicious taste how could we both call the talk an end?

约翰·基:当然。我方不远万里来到贵地参加杨凌农交会，贵方不会认为我们只是为了观光吧?

CEO: Of course not! You won't assume our trip to Yangling as just a sightseeing tour，will you? After all，we came across the Pacific Ocean!

吉米怀特: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。

PM:We heard that your kiwifruithas alreadymatured in this season. Iguess the harvest should be very good! But if you do not find distribution channels as soon as possible，then the cost and risk borne by your side will be even greater. I believe our distribution network and marketing skillswill be helpful.

陈昊然: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金盛一号猕猴桃推向国际市场。

Chen Haoran: Thank you for your careful consideration. We never questioned the ability of your party. We know that your company is the world's largest distributor of kiwi fruit. Your network covers the European Union，the United States，Japan and other countries and regions. It is also our wish that our Golden Sunshine No. 1 Kiwi can enter the internationalmarket through your effort.

陶亦凡: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3 500美元/公吨。

Tao Yifan: Taking into accountof ourmutual needs，as the table sincerity，we intend to reduce the original quotation to 3，500 U.S. dollars permetric ton.

艾米·斯图尔特:仅仅让300美元?贵方未免也太小气了吧!

CFO: Just cutting your price by 300 U.S. dollars? Your offer is too generous to accept!

孙伊娜:那么贵方认为什么样的价格才算合理呢?

Sun Yina: So what price you think is reasonable enough?艾米·斯图尔特:我方认为最合理的报价应该是2 100美元/公吨。如果不能以此价格达成协议，那么很遗憾，我们就只能去四川或其他地区看看了。

CFO: Our price indication is 2，100 U.S. dollars/MT. If we can not reach an agreement at this level，we are sorry that we can only go to Sichuan or other areas to hunt for our needs.

陈昊然: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金盛一号猕猴桃的采购问题。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，根本不可能得到像我方这样大的供应量。(张开双臂比划)

Chen Haoran: Your counter-offer is not necessarily reasonable! Honestly speaking，many other foreign purchasers are actively working with us on the issue of procurement of Golden Sunshine No. 1 kiwi fruit. And their conditions are superior to yours. Moreover，you can get such a big supply like ours nowhere in China except from us.

吉米·怀特:即便如此，贵方的报价也应该可以商量吧?我方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1 700美元/公吨。有中国大陆海运至我国西海岸港口，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!

PM: Even that，your offer should be negotiable，right? The price offered by us iswell-founded. According to the current market，the average price of high-grade kiwifruit should be around 1，700 U.S. dollars/MT. From Chinese mainland to the west coast of U.S.A.，shipping freight is atabout400 U.S. dollars/MT. And the insurance premium for general fruit products is around 40 U.S. dollars/ MT. In no way can we add up to your quotation!

孙伊娜: 1 700美元?不知贵公司是从何处采购到如此便宜的高档猕猴桃呢?我方也进行了统计，根据我国官方网站披露的可靠信息(示意看屏幕)，第三代红心猕猴桃的平均价格也在2 000美元以上。贵方这样拟算的报价实在让我们很为难。

Sun Yina: 1，700 dollars? I wonder where your company can purchase such high-grade kiwifruits at such a low price. We also have our own statistics. According toChinese official website's disclosure of reliable information，the third-generation red-heart Kiwi fruit's average price is higher than 2，000 US Dollars. So you see how ridiculous your counteroffer is!(美方沉默)

约翰·基(转向陶亦凡):陶总，2 800美元。您看怎么样?这确实是我们能够承受的最高价格了，超出此价格就不是我职权范围所能够决定的了。不知你方意下如何?

CEO:Miss Tao，how about2，800 U.S. dollars per ton? This is indeed the highest price we can afford，beyond which Ihave no authority tomake a decision. How do you think of it?

陶亦凡:虽然贵方已经作出了一定的让步，但是此价格我方仍然难以接受。通过刚才的分析相信贵方也明白我方报价的合理性。如果贵方坚持原价格，我们可以按FOB价格成交。

Tao Yifan: Although you have made concessions to some extent，it is still difficult for us to accept your new counter-offer. Through the earlier analysis，Ibelieve that you also understand that our original offer is reasonable. If you persist in your opinion，we can settle a bargain on FOB basis.

约翰·基:那怎么行!我方绝不同意更换贸易术语。不过如果贵方愿意将价格降至我方报价，我方愿意将采购数量提高到2 500公吨，并愿意与贵公司建立长期友好的合作关系。

CEO: Oh no! How can you do that? Frankly speaking，we are strongly disagreeing to the replacement of trade terms. However，if you are willing to cut down the price to our present bid，we are happy to increase the quantity to 2，500 metric tons. In the mean time，we can promise to retain long-term friendly relationship with your company.(中方人员商量，中方市场部经理陈昊然递资料给总经理陶亦凡)

陶亦凡:不好意思，基先生。我方坚持3 500美元/公吨的报价。并且，我方只能一次性为贵方提供2 200公吨的金盛一号猕猴桃。但如果贵方愿意另购300公吨优质绿心“海沃德”猕猴桃，我方愿意将“金盛一号”价格降至3 300美元/公吨，同时按2 000美元/公吨的最低价格出售海沃德猕猴桃。要知道，这可是市场上罕见的低价啊!

Tao Yifan: I'm afraid Ihave to beg your pardon，Mr. Key. We insist on 3，500 U.S. dollars/ MT. And we can only provide you with only 2，200 metric tons of Golden Sunshine No. 1 kiwi fruit from stock in one lot. However，if you're willing to purchase another 300 metric tons of“Hayward”kiwifruit，high-quality green heart，we are prepared to shade our price for Golden Sunshine No. 1 kiwi fruit to 3，300 U.S. dollars/ ton，while quoting at 2，000 U.S. dollars/ MT minimum for Hayward kiwifruit. You know，that is a really low price rarely known in themarket!

约翰·基:好吧!我方可以接受。但是为确保合理降低风险，我方要求所有产品按发票金额加成10%投保水渍险和淡水雨淋险，且保险费用由贵方承担。

CEO: Okay!We can accept it. But for the sake of risk control，all the products should be covered for the invoice value plus 10% against W.P.A. and F.W.R.D. And the entire insurance premium should be for your account.

陶亦凡:没有问题。按照我公司出口惯例，我方通常在货物装船前向中国人民保险公司办理投保手续。请贵方放心!

Tao Yifan: No problem. According to our general practice，we cover insurance for goods with People's Insurance Company of China before shipment. Don'tworry!

约翰·基:(点头同意)那就好。

CEO: Thatwill be okay!

吉米怀特:同时，在包装方面我方希望采用小型纸箱包装，内置带果窝的托盘。标签和包装按DB440300/T24.2的规定执行，班轮运输，采用20英尺集装箱装船。

PM: Meanwhile，wewish the goods to be packed in small cartonswith a fruit-nest tray in each. Labeling and packaging requirements are in accordancewith DB440300/T24.2. Shipment is to bemade with 20 feet container by liner.

陶亦凡:我方同意。运输方面采用班轮运输一次性到达，两种猕猴桃共计2 500公吨，分别允许有5%的增减幅度，由买方选择，增减部分按合同价格计算。

Tao Yifan:We agree with you. And the two items are shipped by liner in one lot，totally 2，500M/T，5% more or less allowed at Buyer's option and at contract prices.(约翰·基点头)

吉米怀特:好的。那么我方要求数量和信用证都允许5%的增减。

PM: Great. And we demand 5% more or less acceptable for both the amount of the letter of credit and the quantity of themerchandise.

陶亦凡:嗯，可以。那么现在我们就支付方式进行磋商吧!

Tao Yifan: OK. That's cool. Now let's discuss the payment!

艾米·斯图尔特:我方会在签约后十天内开立以贵方为受益人的不可撤销远期信用证，以美元结算。同时，开证行、议付行由我方指定。

CFO: We will open an irrevocable deferred US Dollar letter of credit in your favor within 10 days after the signing of the contract. And both the issuing bank and the negotiating bank will be at our option.

孙伊娜:我方不同意。我们所能接受的是即期信用证支付方式，并且议付行只能为中国工商银行。

Sun Yina: Sorry，we can not agree to that. The utmostwe can do is sight L/C payment，and the negotiating bank should only be appointed as the Industrial and Commercial Bank of China.

艾米·斯图尔特:天哪!贵方对我们的条件实在是太苛刻了。要知道，即期支付会占用我方很大的资金，这实在是难以实现。

CFO: Oh my god! Your term is too harsh. Sight paymentwill involve us in occupation of largeamount of fund，which is really hard for us to accept.

孙伊娜:但我公司规模不大，无法承受如此大的风险，希望贵方可以考虑我方的难处。

Sun Yina: But a limited scale aswe are on，we can not bear such a huge risk. Therefore，we hope that you can understand our difficulties.

艾米·斯图尔特:我们怎能不理解呢?要不我们各退让一步，50%的金额凭即期信用证，剩下的余额用后电汇支付，如何?至于开证行和议付行，可以遵照你方指示。

CFO: You can rest assured with our understanding. So how about ourmeeting each other half way，namely 50% of the contract value paid by sight L/C and the balance by T/T after shipment? As to the bank appointment，we can meet your request.(中方人员商量)

陶亦凡:考虑到我们双方的友好关系和各自的疑虑，我方破例接受贵方提出的支付方式。

Tao Yifan: Considering the misgivings of both parties as well as our friendship，we exceptionally accept your suggested payment terms.

特蕾西·沃特森:关于检验，我方希望采用在中国上海港食品检验检疫局初检，在洛杉矶港复检的方式。

CTO: In terms of inspection，we hope to adopt that the first inspection goeswith Shanghai Food Inspection and Quarantine Bureau of China while the reinspection will be done at Los Angeles port.

严冰涛:我方同意。这是我国制定的农产品出口检验检疫标准。

Yan Bingtao:We share the same idea with you. Here is the established standard for inspection and quarantine of agricultural exports of China.

特蕾西·沃特森:这是我国的进口食品检验检疫标准，为确保万无一失，也请贵方严格按照标准的规定进行核查。

CTO: This is the USA's inspection and quarantine standard towards foods. To ensure foolproof，please execute inspection strictly in accordance with the provisions of Chinese standard.(双方交换检验检疫标准)

特蕾西·沃特森:(边看边点头)看来贵国对时鲜水果的检验检疫要求十分严格，我方也相信贵方在检验检疫方面不会存在任何问题，不过我也善意提醒贵方:我国猕猴桃检验中对猕猴桃中重金属残留量规定为小于或等于0.001，对有机磷农药残留量规定仅为≤0.01，而贵国均为≤0.02，这两方面我国检疫较为严格，请贵方慎重备货。

CTO: It seems that your country has very strict inspection and quarantine requirements to seasonal fruits. We also believe that there would be no problem in the inspection and quarantine on your side，but Ihave to remind you in your interest that in the States，the heavymetal residues are to be less than 0.001 inclusive，and the organic phosphorus pesticide residues are restricted to be less than 0.01 while your standard is notmore than0.02 for both. Please be careful in your supply.

严冰涛:请贵方放心，我方出口的猕猴桃质量上乘，在运用DDT和有机磷农药方面十分慎重，其含量均远远低于国家标准。我相信我公司的金盛一号猕猴桃一定能满足贵国的检疫要求。为了让贵方放心，我方承诺如果检疫不合格，我方愿承担全部责任，并按合同规定赔偿贵方损失，您觉得怎么样?

Yan Bingtao: Please rest assured that our exported kiwifruits are all of good quality because we have been using DDT or organic phosphorus pesticides very carefully so that the contents of both are far below the nationalminimum requirements. Therefore，I believe our productsmust be able to meet the quarantine requirements of your country. In order tomake you rest at ease，we promise that once the quarantine failed，we take full responsibility for your loss in accordance with the contracted provisions of compensation. Is it all right?

特蕾西·沃特森:贵方真是爽快，我方对此十分满意，也充分相信贵方金盛一号猕猴桃的质量。

CTO: We are fully satisfied with your frankness and completely believe in your Golden Sunshine No. 1 kiwi fruit's quality.

雷正:但我方要求贵方在货物到达洛杉矶港48小时内进行复检，超过检验期限但未进行检验，由此造成的后果，责任不由我方承担。

Lei Zheng: Butwe request that your reinspection should be donewithin 48 hours after the goods reaching the port of Los Angeles. Beyond the date，we would assume no responsibility for any of the consequences.

托尼·吉布森:好的，我方同意。关于合同的履行和索赔，我方希望与贵方订立合同使用《联合国国际货物买卖合同公约》，由本合同发生的或与本合同有关的任何争议、争端或请求，或有关本合同的违约、终止或失败，应当按照目前有效的联合国国际贸易委员会仲裁规则，并由国际商会仲裁院予以解决。

Conselor: Yes，we agree. As for the performance of the contract and compensation issue，we demand to enter into a contractwith you according to United Nations Convention on the International Sale of Goods. Any dispute relating to this contract，disputes or requests，or the breach of this contract，termination or failure should be settled in accordance with the current Arbitration Rules of the United Nations International Trade Commission submitted to the International Chamber of Commerce Court of Arbitration for solution.

雷正:我方同意，但是公约中没有规定的事项应当适用中国大陆相关法律。不知贵方有无异议?

Lei Zheng: OK. No problem. But we should declare that for matters not covered in the Convention，the relevant Chinese laws shall be applicable. Any objection?

托尼·吉布森:我方同意贵方的提议。

Conselor: Er，we accept your idea.

雷正:同时，我方希望银行在议付货款时扣除不可抗力因素造成的违约金。

Lei Zheng: At the same time，we suggest that the bank deduct the fines caused by force majeure factorswhen negotiating the L/C.

托尼·吉布森:好的，我方同意。

Conselor: OK!We agree.

陶亦凡:下面由我方秘书总结此次谈判的结果。

Tao Yifan: Next，my secretary Miss Gao will conclude the outcomes of the negotiation.

高倩:下面由我来总结本次谈判的结果。我公司向美国加州新奇士饮品公司一次性出售:特级金盛一号猕猴桃2 200公吨，3 300美元/公吨;海沃德猕猴桃300公吨，2 000美元/公吨。小型纸箱包装，内置带果窝的托盘。采用班轮运输，20英尺集装箱装船。数量和信用证都允许5%的增减。到达美国洛杉矶港时间为2013年1月15日以前。采用50%的即期信用证+ 50%装船后电汇的支付方式，以美元结算。我方将在货物装船前向中国人民保险公司办理投保手续，所有产品按发票金额加成10%投保水渍险和淡水雨淋险，保险费用由我方承担。贵方在合同签订以后十天内开立信用证，我方立即作装船准备。贵方在货物到达洛杉矶港后48小时内进行复检。合同适用《联合国国际货物买卖合同公约》，公约中没有规定的事项适用中国相关法律。仲裁交国际商会仲裁院按联合国国际贸易委员会仲裁规则解决。

Gao Qian: Now letme sum up the results of this negotiation. Shaanxi golden Sunshine Fruit Industry Company agrees to sell Sunkist Beverage Corporation Limited，California，USA 2，500 metric tons of kiwifruits from stock including 2，200 metric tons Special Grade Golden Sunshine No. 1 at 3，300 U.S. dollars/ MT and 300 metric tons Hayward at 2，000 U.S．dollars/ MT. The goods are to be packaged in small cartonswith built-in nest tray，then in 20 feet containers and shipped by liner. 5% more or less is acceptable for both the amount of credit and the quantity of merchandise. The time of arrival for Los Angeles Port，USA is no later than January 15，2013. Payment should bemade in US Dollars by 50% sight letter of credit and 50% T/T after shipment. Insurance is to be covered by us for 110% of the invoice value with PICC before shipment against W.P.A. and F.W.R.D. The insurance premium will be borne by us. Within 10 days after concluding the contract，you should apply for the letter of credit in our favor，upon which we will immediately make the shipment ready. You should reinspect the goodswithin 48 hours after the liner arrives at the destination port. The contract is subject to United Nations Convention on the International Sale of Goods. And matters unmentioned in the Convention shall be subject to the relevant laws of China. Arbitration is to besubmitted to the Court of Arbitration of International Chamber of Commerce as per the United Nations Commission on International Trade Arbitration Rules for solution.

陶亦凡:不知贵方有无异议?

Tao Yifan: Do you have any objection?

约翰·基:没有异议。成交!

CEO: No objection. It's a deal!

陶亦凡:好极了。那么请贵方到休息室享用茶点，容高秘书准备中文和英文两种文本的合同。然后我们举行签约仪式。(起立)各位女士和先生，我们去休息室好吗?

Tao Yifan: Great! Then please go to the meeting room for a tea break while Miss Gao is preparing the contract in both Chinese language and English language. The following will be the signing ceremony. Ladies and gentlemen，shallwe?

约翰·基:好啊!女士优先。

CEO: Sure. Ladies first.

(陶亦凡示意约翰·基一道走，双方代表起立鱼贯离开会议室)

【实训第一步】教师带领学生回顾国际商务谈判需应用的阶段性策略与技巧;

【实训第二步】由教师对上面案例中的部分策略与技巧进行分析;

【实训第三步】学生自主对上面案例中的国际商务谈判阶段性策略与技巧进行补充分析和角色分析;

【实训第四步】学生自行分组、分配角色并排练，利用课堂空间和时间进行角色扮演;

【实训第五步】学生撰写实训报告;

【实训第六步】指导教师、学生本人、同伴评价实训效果。

请应用下面提供的《实训效果三维评价表》，从指导教师、学生、同伴三个角度对学生实训效果的各个方面——理论应用度、团队合作度、个人参与度、表演投入度和实训成果(实训报告)——进行三维立体评价。实训报告须附在评价表后。

实训效果三维评价表