中新猕猴桃贸易商务谈判剧本
金色阳光农业科技发展有限公司 新西兰佳沛国际有限公司
Golden Sunshine Agricultural Zespri International Limited Company Science and Technology Development Company
1.总经理：吴晚霞 1.亚洲区副总经理:弗龙·斯密斯 General Manager：Wu Wanxia Deputy General Manager of Asia: Vernon Smith
2. 财务总监：宋沛柯 2.财务总监：玛格丽特·墨菲 CFO: Song Peike CFO: Margaret Murphy 3.市场部部长：蔡英杰 3.采购部部长：Aaliyah White Market Minister: Cai Yingjie Procurement Minister:艾里亚·怀特 4.秘书：周亚 4.秘书：波特 Secretary: Zhou Ya Secretary: Potter 5.法律顾问：王涛 5.法律顾问：托尼·威廉森 Counselor: Wang Tao Counselor: Tony Williamson 6.技术总监：周泳淘 6.技术总监：特蕾西·普瑞特 CTO: Zhou Yongtao CTO:Tracy Pratt 7.翻译：毕鹭娟 7.翻译：露西·桑顿
Interpretator:Bi Lujuan Interpretator: Lucy Thornton 8.市场顾问：洛丽塔
中方总经理：欢迎来自新西兰佳沛国际有限公司的各位谈判代表来都江堰进行业务洽谈，我是金色阳光农业科技发展有限公司的总经理 ，首先，由我来介绍我方的谈判代表，这位是 ，这位是 。 CGM:Welcome negotiators coming from Zespri International Limited to Dujiangyan for conducting the business negotiation.I am the General Manager of Golden Sunshine Agricultural Science and Technology Development Company, .First,let me introduce our negotiators.This is . .This is . 新方副总：非常高兴来到美丽的都江堰。我是新西兰佳沛国际有限公司亚洲区副总经理 。下面由我来介绍我方谈判代表。这位是 ，这位是 。
DGM: Very pleased to come to the beautiful Dujiangyan.I’m Zespri International Limited Company’s Deputy General Manager of Asia, .Now,let me introduce our delegates. This is .This is . 中方总经理：贵方代表从新西兰远道而来，南北半球骤然的气候变化还适应吗？想必此时的贵国定是艳阳高照吧？
CGM:Coming from far New Zealand,have you being adapted to the climate change caused by transferring from Southern hemispheres to the Northern.Is your country immersed in the wonderful sunshine?
新方副总：一切都好！四川气候宜人，山清水秀。“天府之国”的美誉果真名不虚传。
DGM：Everything is well! Sichuan is a place with pleasant weather and beautiful scenery. The reputation of\well-deserved .
中方总经理：谢谢贵方的称赞。不知贵方代表对我方安排的都江堰之行还满意吗？
CGM: Thank you for your praise. I wish all of you could be satisfied with the arrangement of your trip to Dujiangyan?
新方副总：满意，非常满意。我们此行真是“问道青城山，拜水都江堰”。贵方考虑的真是周到！不过最让我方人员称道的还是贵公司的千亩种植基地，真是蜀中一绝啊！
DGM: Oh! yes! very excellent. Our trip is really \thanks to the water Dujiangyan.\However,the most satisfactory for our staff is your company's acres of planting base, which is really a splendiferous located in Shu!
中方总经理：XX先生过奖了。希望我们此次谈判也能够让双方如此满意！ CGM: Mr. XX.It is overpraised.We just hope that we can also enable both parties in the treaty!
新方副总：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: Okay, so here we go! （新方副总点头同意）
中方总经理：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《2000年国际贸易术语解释通则》，不知XX先生是否同意？
CGM：First of all,as to this consultation,we go for <
（中方总经理点头，并示意对方开始。）
新方副总：我方了解到贵公司拥有目前亚洲最大的猕猴桃种植基地，而各品种中属红阳猕猴桃名传四海。我方此次慕名前来就是为了采购一批品质优良的红阳猕猴桃。那么，就请贵方详细介绍一下吧！
DGM: We have informed that your Company owe the most tremendous kiwi
fruitplanting 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!
中方市场部部长：下面容我为大家具体介绍我方生产的红阳猕猴桃：我公司生产的红阳猕猴桃是四川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。
CMM：Next,let me introduce our hongyang Kiwifruit.our products of hongyang 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.It’s an international leading level in the unique characteristics of it’s quality and specialty.
新方采购部长：那么，请贵方再详细介绍一下您方猕猴桃营养成分方面的详细情况！
NDGM:Then,please tell us nutritional aspects of your Kiwi in detail
中方技术总监：好的。我方生产的红阳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100g果肉中含有维C350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！
CCTO:OK. Our production of Hongyang kiwifruitis 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. Containing dimensional C350 mg per 100g pulp,it is known as \However, because it’s 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!
新方技术总监：那么关于质量认证呢？
NCTO: What about the accreditation about quality?
中方技术总监：我公司生产的红阳猕猴桃于2006年取得四川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。公司基地园区被四川省人民政府和四川省科技局评为“标准化出口示范基地”。关于产权，贵方完全不必担心。
CCTO: 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 certification of food quality and safety system,and the Ministry of Agriculture issued a pollution-free agricultural products certification. The base of the companywas choosed as \standard model of export\Technology Bureau. As for the property rights, you do not have to worry about! 新方技术总监：看来贵公司的生产是值得信赖的，那么产品的质量等级呢？ NCTO: It seems that it’s trustworthy of your production then how about the grade ahout quality?
中方技术总监：请大家看相关资料。（秘书起立分发资料）我公司根据四川省质量技术监督局制定的关于猕猴桃的购销等级的规定，将红阳猕猴桃划分为特级、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？
CCTO:Here is some relevant information.According to the stipulation,we devide the product into three ranks,special class. Each grade different in the sensory index, colour,taste,fruitdiameter, single fruit weight and volume with the different relevant requirements. But which quality are you most interested in? 新方技术总监：（向副总点头示意）
新方副总：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？
NDGM: It seems your company's super Kiwi product is in line with our procurement requirements, how much the price of your product?
中方总经理：不知贵公司此行的采购计划??（故意停顿） CCM: I do not know your company's procurement plan for this trip…
新方采购部部长：我方暂定采购特级红阳猕猴桃2000公吨，目的港为新西兰皇加雷港口，时间为2009年1月15日之前。
NPM: 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 January15,2009.
中方财务总监：我方的报价是,3800美元/公吨CIF皇家雷港。 CCFO: Our offer is 3800 U.S. dollars / tonne CIF Royal Sangare Port. 新方副总：朋友，你是在跟我们开玩笑吗？贵方的报价实在太高了。 NDGM: Ah my friend,are you kidding with us? Your side's offer is too high.
新方财务总监：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，你方的红阳猕猴桃并无特殊之处。
NCFO: According to my company's long-term international purchase price, the average price is only 2000 U.S. dollars / tone. Moreover, your side is not so special about the hongyang kiwi fruit.