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1、中美永兴冰糖橙贸易商务谈判剧本郴州冰糖橙果业发展有限公司 美国COCO国际有限公司Chenzhou Bing Tang Cheng Fruit Industry COCO International Limited CompanyDevelopment Company 总经理：张佳 亚洲区副总经理:覃萧钰 General Manager：Zhangjia Deputy General Manager of Asia: 财务总监：李冬冬 财务总监：周璐CFO: Li Dongdong Chief financial officer: 法律顾问：汤春桃 法律顾问：唐蔚Counselor:Tang
2、Chuntao l Legal Counselor: 销售部长：罗旭 采购部部长：邹彧霞 CTO: Luo Xu Procurement Minister:翻译：李明英 翻译：沈梦婷Interpreter:Li Mingying Interpreter: Cherry中方总经理：欢迎来自美国COCO国际有限公司的各位谈判代表来湖南郴州进行业务洽谈，我是郴州冰糖橙果业发展有限公司的总经理张佳，首先，由我来介绍我方的谈判代表，这位是我方财务总监李冬冬女士，这位是我方法律顾问汤春桃女士，这位是我方技术总监罗旭女士。CGM: Welcome negotiators coming from COCO I
3、nternational Limited to Chenzhou for conducting the business negotiation. I am the General Manager of Chenzhou Bing Tang Cheng Fruit Industry Development Company. First,let me introduce our negotiators.This is our CFO Mrs Li, this is our Counselor,Mrs Tang , and this is our CTO Mrs Luo.I am Interpre
4、ter,Li Mingying.美方副总：非常高兴来到美丽的郴州。我是美国COCO国际有限公司中国分公司的副总经理。下面由我来介绍我方谈判代表。这位是我方财务总监周璐女士，这位是我方法律顾问唐蔚女士，这位是我方采购部部长邹彧霞女士。DGM:Im very pleased to come to the beautiful city Chenzhou. Im COCO International Limited Companys Deputy General Manager of Asia 覃萧钰.Now,let me introduce our delegates. This is Chief
5、financial officer 周璐.This is legal Counselor 唐蔚.This is Procurement Minister 邹玉霞。中方总经理：贵方代表从美国远道而来，郴州骤然的气候变化还适应吗？CGM:Coming from America ,have you being adapted to the changeable climate ?美方副总：一切都好！郴州气候宜人，山清水秀。“福城”的美誉果真名不虚传。DGM：Everything is well! Chenzhou is a place with pleasant weather and beauti
6、ful scenery. The reputation ofLand of Blessed is really well-deserved.中方总经理：覃女士过奖了。希望我们此次谈判也能够让双方如此满意！CGM: Mrs Qin，It is overpraised.We just hope that we can also enable both parties in the treaty!美方副总：当然会的。我方也很期待啊！DGM: Oh,yes.Of course. We are also looking forward to!中方总经理：（微笑点头）好的，那么我们开始吧！CGM: Oka
7、y, so here we go!（美方副总点头同意）中方法律顾问：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，不知覃女士是否同意？CGM：First of all,as to this consultation,we go for .Does any demurrer exist,Mrs Qin?美方副总：当然可以。DGM:Of course not.（中方总经理点头，并示意对方开始。）美方采购部：我方了解到贵公司拥有目前中国最大的冰糖橙种植基地，而且你们所独有的永兴冰糖橙名传四海。我方此次慕名前来就是为了采购一批品质优良的永兴冰糖橙。那么，就请贵
8、方详细介绍一下吧！DGM: We have informed that your Company owe the most tremendous Yongxing Orange planting base in Asia.While among all the varieties , Yongxing is the most celebrated brand. Therefore,we come here to purchase a branch of good quality of Yongxing Orange . So, please describe it in detail!中方销售
9、部长：下面容我为大家具体介绍我方生产的永兴冰糖橙：我公司生产的永兴冰糖橙是郴州自然资源研究所科技人员通过十几年努力，从中国南方所有冰糖橙产地选育出来的稀世优良品种，加上永兴独有的地理位置和独特的气候条件，使其品质具有国际领先水平。每100g果肉中含有维C500毫克，被誉为“维C之王”。CMM：Next,let me introduce our Yongxing Orange.our products of Yongxing Orange was selected from rare unparalleled wild species vegetating in Southern area of
10、 China through more than ten years of hard work of Chenzhou Institute of Natural Resources scientists.Its an international leading level in the unique characteristics of its quality and specialty. Containing dimensional C500mg per 100g pulp,it is known as the King of Victoria C. 美方副总：那么关于质量认证呢？NCTO:
11、 What about the accreditation about quality?中方法律顾问：请贵公司放心，我们的产品已获得农业部颁发的无公害农产品认证证书。关于产权，贵方完全不必担心。CCTO: Please rest assured that about it.Our product has got the certification of food quality and safety system. As for the property rights, you do not have to worry about!美方副总：看来贵公司的生产是值得信赖的，很符合我方的采购要求，
12、请问贵方报价如何？NDGM: It seems that its trustworthy of your production .And your companys Yongxing Orange product is in line with our procurement requirements.How about your quoted price?中方财务总监：不知贵公司此行的采购计划（故意停顿）CCM: I do not know your companys procurement plan for this trip美方采购部部长：我方暂定采购永兴冰糖橙2000公吨，目的港为美国
13、阿姆斯特丹港，到达时间为2015年2月15日之前。NPM: Our tentative purchase Yongxing Orange 2000 tonnes.The destination is the port of Amsterdam in America.And the arrival time should be before February15,2015.中方财务总监：我方的报价是,3800美元/公吨CIF阿姆斯特丹港。CCFO: Our offer is 3800 U.S. dollars / tonne CIF Amsterdam Port.美方副总：朋友，你是在跟我们开玩
14、笑吗？贵方的报价实在太高了。NDGM: Ah my friend,are you kidding with us? Your sides offer is too high.美方财务总监：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，你方的永兴冰糖橙并无特殊之处。NCFO: According to my companys long-term international purchase price, the average price is only 2000 U.S. dollars per tone. Moreover, the Yongxing Orange is not so special .中方销售部长：贵方此言差矣。国际上普遍认为永兴冰糖橙口感优于国际上选育的任何品种，更以“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。CMM: Your words are wrong. The international community generally agree that Yongxing Orange tastes better than any of the inter
