管理专业英语-国际贸易对话经典案例.ppt

管理专业英语-国际贸易对话经典案例.ppt

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中新猕猴桃贸易商务谈判中新猕猴桃贸易商务谈判小组成员：

韩鼎小组成员：

韩鼎12112001马增世马增世1211200136杨文华杨文华1211200122中新猕猴桃贸易商务谈判中新猕猴桃贸易商务谈判中方（中方（Seller）：

）：

金色阳光农业科技发展有限公司金色阳光农业科技发展有限公司中方代表：

中方代表：

GeneralManager：

MaZengshi新方（新方（buyer）：

）：

新西兰佳沛国际有限公司新西兰佳沛国际有限公司新方代表：

新方代表：

GeneralManager：

HanDingM:

WelcomenegotiatorcomingfromZespriInternationalLimitedtoDujiangyanforconductingthebusinessnegotiation.IamtheGeneralManagerofGoldenSunshineAgriculturalScienceandTechnologyDevelopmentCompany.H:

ImverypleasedtocometothebeautifulDujiangyan.ImZespriInternationalLimitedCompanysDeputyGeneralManagerofAsia.M:

IwishallofyoucouldbesatisfiedwiththearrangementofyourtriptoDujiangyan?

谈判者谈判者安排安排客套话。

客套话。

H:

Oh!

yes!

veryexcellent,However,themostsatisfactoryforourstaffisyourcompanysacresofplantingbase,whichisreallyasplendiferouslocatedinShu!

M:

Mr.Han.Itisoverpraised.Ijusthopethatwecanalsoenablebothpartiesinthetreaty!

H:

Oh,yes.Ofcourse.Imalsolookingforwardto!

M:

Okay,soherewego!

M:

Firstofall,astothisconsultation,wegofor.Doesanydemurrerexist,MrHan?

亩亩条约条约2000年国际贸易术语解释通则年国际贸易术语解释通则，异议异议开始谈判开始谈判H:

Ofcoursenot.H；WehaveinformedthatyourCompanyowethemosttremendouskiwifruitplantingbaseinAsia.Whileamongallthevarieties,Hongyangisthemostselebartedbrand.Therefore,wecomeheretopurchaseabranchofgoodqualityofkiwifruitofhongyang.So,pleasedescribeitindetail!

M:

Next,letmeintroduceourhongyangKiwifruit.ourproductsofhongyangkiwifruitwasselectedfromrareunparalleledwildspeciesvegetatinginQinbaareathroughmorethantenyearsofhardworkofSichuanInstituteofNaturalResourcesscientists.Itsaninternationalleadinglevelintheuniquecharacteristicsofitsqualityandspecialty.泥猴桃泥猴桃极好的极好的四川省自然资源研究所四川省自然资源研究所介绍产品介绍产品H:

Then,pleasetellusnutritionalaspectsofyourKiwiindetailM:

OK.OurproductionofHongyangkiwifruitisofrichnaturaladditioninvitaminsand17kindsoffreeaminoacidsandavarietyofmineralcomposition.Amongthose,vitaminsandaminoacidsisthesecondtonone.ContainingdimensionalC350mgper100gpulp,itisknownastheKingofVictoriaC.However,becauseitsshorttimetocomeintothemarket,untilnow,therearestillmanycountriesandregionswherepeoplecannothaveanopportunitytotastethisdeliciousfruit!

H:

Whatabouttheaccreditationaboutquality?

游离氨基酸游离氨基酸矿物成分矿物成分首屈一指首屈一指维维c认证认证产品成分产品成分M:

Intheyearof2006,hongyangkiwifruitsuccessfullyobtainexportbaseforcertificationfromSichuanImportandExportInspectionandQuarantineBureau.In2008itgotaCertificationastheglobalExcellentAgriculturalPractices（GLOBALG.AP）andISO22000certificationoffoodqualityandsafetysystem,andtheMinistryofAgricultureissuedapollution-freeagriculturalproductscertification.ThebaseofthecompanywaschoosedasbasewithstandardmodelofexportbySichuanPeoplesGovernmentandTechnologyBureau.Asforthepropertyrights,youdonothavetoworryabout!

H:

Itseemsthatitstrustworthyofyourproductionthenhowaboutthegradeahoutquality?

无公害农产品认证证书无公害农产品认证证书认证认证四川省进出口检验检疫局四川省进出口检验检疫局ISO22000食品质量安全体系认证食品质量安全体系认证四川省科技局四川省科技局质量保证质量保证M:

Hereissomerelevantinformation.Accordingtothestipulation,wedevidetheproductintothreeranks,specialclass.Eachgradedifferentinthesensoryindex,colour,taste,fruitdiameter,singlefruitweightandvolumewiththedifferentrelevantrequirements.Butwhichqualityareyoumostinterestedin?

H:

ItseemsyourcompanyssuperKiwiproductisinlinewithourprocurementrequirements,howmuchthepriceofyourproduct?

M:

Idonotknowyourcompanysprocurementplanforthistrip规定规定相关的相关的感官指标感官指标采购要求采购要求采购量采购量新方初次谈价新方初次谈价H:

OurtentativepurchasesuperHongyangkiwifruit2000tonnes,theportofdestinationinNewZealandPortRoyalSangare，andthearrivaltimeshouldbebeforeJanuary15,2009.M:

Ourofferis3800U.S.dollars/tonneCIFRoyalSangarePort.H:

Ahmyfriend,areyoukiddingwithme?

YoursidesofferistoohighH:

Accordingtomycompanyslong-terminternationalpurchaseprice,theaveragepriceisonly2000U.S.dollars/tone.Moreover,yoursideisnotsospecialaboutthehongyangkiwifruit.初步采购初步采购新西兰皇加雷港口新西兰皇加雷港口成本加保险费、运费成本加保险费、运费新方采购计划新方采购计划中方首次报价中方首次报价新方回绝新方回绝M:

Yoursideiswrong.TheinternationalcommunitygenerallyagreethatHongyangkiwifruittastesbetterthananyoftheinternationalbreedingspecies,butalsotoredsoftgoldreputationistrulyapollutionfree,exportorientedhigh-gradefruitpreference.H:

Well,Idonotthinkitveryexcellent!

M:

ThenIwilluseyourcompanysbest-sellingmulti-speciescomparison.See（indicative）.Itisclearthatourproductionsqualityissignificantlyhigherthanothervarietiesofkiwifruit.M:

sir,ourofferisveryreasonable.国际社会国际社会畅销畅销红色软黄金红色软黄金示意示意中方辩解中方辩解中方对比中方对比H:

Veryreasonable?

Yourofferissooutrageous,fairlyreasonable?

Ireallydoubtthesincerityofyourside.H:

Yoursidekeepsemphasizinghigh-quali