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1、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. Im Zhang Lei, Miss Pengs secretary. Welcome to China.
2、 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
3、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.H
4、uang: 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 y
5、ou 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. Im sorry to make you wait that long, because just now I was very bu
6、sy.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
7、 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
8、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, bu
9、t it would be impossible for us to push any sales at such a price.Peng: Im 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: Im afraid I cant
10、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 Chinas fans are of superior quality to those from other countries.Huang: I agree t
11、hat yours are of better quality. But theres competition from synthetic products, too. You cant ignore that prices for synthetic silk havent changed much over the years.Peng: Theres practically no substitute for fans for certain uses. Thats why demand for fans keeps rising in spite of cheaper synthet
12、ic 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, well have a lot of difficulties in persuading our clients to buy at this price. But I
13、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, e
14、specially 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 willi
15、ng 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,
16、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
