管理专业英语-国际贸易对话经典案例.ppt

1、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：General Manager：Ma Zengshi 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：General Manager：Han Ding M:Welcome negotiator coming from Zespri Inte

2、rnational Limited to Dujiangyan for conducting the business negotiation.I am the General Manager of Golden Sunshine Agricultural Science and Technology Development Company.H:Im very pleased to come to the beautiful Dujiangyan.Im Zespri International Limited Companys Deputy General Manager of Asia.M:

3、I wish all of you could be satisfied with the arrangement of your trip to Dujiangyan?谈判者谈判者安排安排客套话。客套话。H:Oh!yes!very excellent,However,the most satisfactory for our staff is your companys acres of planting base,which is really a splendiferous located in Shu!M:Mr.Han.It is overpraised.I just hope tha

4、t we can also enable both parties in the treaty!H:Oh,yes.Of course.Im also looking forward to!M:Okay,so here we go!M:First of all,as to this consultation,we go for.Does any demurrer exist,Mr Han?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:Of course not.H；We have informed that your Company owe the

5、 most tremendous kiwi fruit planting base in Asia.While among all the varieties,Hongyang is the most selebarted brand.Therefore,we come here to purchase a branch of good quality of kiwi fruit of hongyang.So,please describe it in detail!M:Next,let me introduce our hongyang Kiwifruit.our products of h

6、ongyang kiwifruit was selected from rare unparalleled wild species vegetating in Qinba area through more than ten years of hard work of Sichuan Institute of Natural Resources scientists.Its an international leading level in the unique characteristics of its quality and specialty.泥猴桃泥猴桃极好的极好的四川省自然资源研

7、究所四川省自然资源研究所介绍产品介绍产品H:Then,please tell us nutritional aspects of your Kiwi in detailM:OK.Our production of Hongyang kiwifruit is of rich natural addition in vitamins and 17 kinds of free amino acids and a variety of mineral composition.Among those,vitamins and amino acids is the second to none.Conta

8、ining dimensional C350 mg per 100g pulp,it is known as the King of Victoria C.However,because its short time to come into the market,until now,there are still many countries and regions where people cannot have an opportunity to taste this delicious fruit!H:What about the accreditation about quality

9、?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:In the year of 2006,hongyang kiwifruit successfully obtain export base for certification from Sichuan Import and Export Inspection and Quarantine Bureau.In 2008 it got a Certification as the global Excellent Agricultural Practices(GLOBALG.AP)and ISO22000 c

10、ertification of food quality and safety system,and the Ministry of Agriculture issued a pollution-free agricultural products certification.The base of the company was choosed as base with standard model of exportby Sichuan Peoples Government and Technology Bureau.As for the property rights,you do no

11、t have to worry about!H:It seems that its trustworthy of your production then how about the grade ahout quality?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:Here is some relevant information.According to the stipulation,we devide the product into th

12、ree ranks,special class.Each grade different in the sensory index,colour,taste,fruit diameter,single fruit weight and volume with the different relevant requirements.But which quality are you most interested in?H:It seems your companys super Kiwi product is in line with our procurement requirements,

13、how much the price of your product?M:I do not know your companys procurement plan for this trip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:Our tentative purchase super Hongyang kiwifruit 2000 tonnes,the port of destination in New Zealand Port Royal Sangare，and the arrival time should be before Jan

14、uary15,2009.M:Our offer is 3800 U.S.dollars/tonne CIF Royal Sangare Port.H:Ah my friend,are you kidding with me?Your sides offer is too highH:According to my companys long-term international purchase price,the average price is only 2000 U.S.dollars/tone.Moreover,your side is not so special about the

15、 hongyang kiwi fruit.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:Your side is wrong.The international community generally agree that Hongyang kiwi fruit tastes better than any of the international breeding species,but also to red soft gold reputation is truly a pollut

16、ionfree,exportoriented high-grade fruit preference.H:Well,I do not think it very excellent!M:Then I will use your companys best-selling multi-species comparison.See(indicative).It is clear that our productions quality is significantly higher than other varieties of kiwi fruit.M:sir,our offer is very reasonable.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:Very reasonable?Your offer is so outrageous,fairly reasonable?I really doubt the sincerity of your side.H:Your side keeps emphasizing high-quali