模拟商务谈判剧本双语版
中国印尼贸易商务谈判脚本
小组成员:
09081203 刘振 09081211 崔青华 09081213关雅惠 09081214 韩阳 09081218 刘建云 09081225 孙雅迪 09081237 朱悄然 09081239 王蕾
1
中国印尼贸易商务谈判脚本
山西大同燕山矿业有限公司 印尼红宝国际有限公司
Shangxi Datong Yanshan Mineral Company Hongbao International Limited Company 总经理:韩阳 亚洲区副总经理:桑卓森哈尼亚
General Manager:Han Yang Deputy General Manager of Asia: sanjay singhania 财务总监:朱悄然 财务总监:开普拉
CFO: Zhu Qiaoran CFO:kalpana 市场部部长:孙雅迪 采购部部长:多莫妮克
Market Minister: Sun Yadi Procurement Minister:Dominique
技术总监:王蕾 技术总监:杰克琳
CTO: Wang Lei CTO:Jaclyn
中方总经理:欢迎来自印尼红宝国际有限公司的各位谈判代表来山西大同进行业务洽谈，我是山西大
同燕山矿业有限公司的总经理韩阳，首先，由我来介绍我方的谈判代表，这位是财务总监
朱悄然，这位是销售部部长孙雅迪，技术总监王蕾。
CGM: Welcome negotiators coming from Hongbao International Limited to Datong for conducting the business negotiation. I am the General Manager of Shanxi Datong Yanshan Mineral Company. First, let me introduce our
negotiators. This is CFO miss Zhu.This is market minister miss Sun，and CTO miss Wang.
印尼方副总:非常高兴来到美丽的大同。我是印尼红宝国际有限公司亚洲区副总经理桑卓森哈尼亚。下
面由我来介绍我方谈判代表。这位是财务总监开普拉，这位是采购部部长多莫妮克，这位是
技术总监杰克琳。
DGM: very pleased to come to the beautiful Datong. I’m Hongbao International Limited Company’s Deputy General
Manager of Asia .Now ,let me introduce our delegates. This is CFO Kalpana This is Procurement Minister Dominique，and this is CTO Jaclyn.
中方总经理:贵方代表从印度尼西亚远道而来，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 Indonesia ,have you being adapted to the climate change Is your country immersed in the wonderful
sunshine?
印尼方副总:一切都好～大同气候宜人，景色优美。“云冈石窟”的美誉果真名不虚传。
DGM:Everything is well! Datong is a place with pleasant weather and beautiful scenery. The reputation of" Yungang
Grottoes" is really 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大同之行还满意吗,
CGM: Thank you for your praise. I wish all of you could be satisfied with the arrangement of your trip to Datong?
印尼方副总:满意，非常满意。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专业化的采
矿设施。
DGM: Oh! yes! very excellent. Your consideration is really thoughtful! However ,the most satisfactory for our staff is your
company's specialized mining facilities.
中方总经理:桑卓森哈尼亚先生过奖了。希望我们此次谈判也能够让双方如此满意～
CGM: Mr. Sanjay Singhania .It is over praised .We just hope that we can also enable both parties in the treaty!
印尼方副总: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!
(印尼方副总点头同意)
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
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为《2000年国际贸易术语解
释通则》，不知桑卓森哈尼亚先生是否同意,
2
CGM:First of all, as to this consultation, we go for <
>.Does any demurrer exist ,Mr .Sanjay Singhania?
印尼方副总:当然可以。
DGM:Of course not.
(中方总经理点头，并示意对方开始。)
印尼方副总:我方了解到贵公司拥有目前亚洲最大的采矿基地，而各品种中属焦煤名传四海。我方此次
慕名前来就是为了采购一批品质优良的焦煤。那么，就请贵方详细介绍一下吧～
DGM: We have informed that your Company owe the most tremendous Mining base in Asia.While among all the varieties , coking coal is the most selebarted brand. Therefore,we come here to purchase a branch of good quality of coking coal. 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焦煤:我公司生产的焦煤是山西省自然资源研究
所科技人员通过多年努力，从燕北地区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 products of coking coal was selected from rare unparalleled wild species vegetating in yanbei area through more than several years of hard work of shanxi Institute of Natural Resources ’scientists.It’s an
international leading level in the unique characteristics of it’s quality and specialty.
印尼方副总:那么，请贵方再详细介绍一下您方焦煤成分方面的详细情况～
NDGM:Then,please tell us aspects of your coking coal in detail
中方技术总监:好的。我方生产的焦煤不仅煤化度较高，裂纹少、抗碎强度高，而且耐磨性也好。但是
由于产量少，提炼工序复杂，直到现在，世界上焦煤产量还不是很高呢～
CCTO:OK. Our production of coking coal is not only a high degree of coalification, crack less, anti-broken, high strength, wear resistance as well. However, due to low production, refining complex process, until now, the world's coking coal production is not very high ～
印尼方技术总监:那么关于质量认证呢,
NCTO: What about the accreditation about quality?
中方技术总监:我公司生产的焦煤于2002年取得山西省进出口检验检疫局出口基地认证;2005年获得及
ISO9000质量安全体系认证。国家煤炭质量监督检验中心颁发了优质认证证
书
关于书的成语关于读书的排比句社区图书漂流公约怎么写关于读书的小报汉书pdf
。公司基地
被山西省人民政府和山西省科技局评为“
标准
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化出口示范基地”。关于产权，贵方完全不
必担心。
CCTO: In the year of 2002,coking coal successfully obtain export base for certification from shanxi Import and Export Inspection and Quarantine Bureau. In 2005 it got ISO9000 certification. National Coal Quality Supervision and Inspection Center issued a high quality products certification. The base of the company was choosed as "base with standard model of export"by shanxi People's Government and Technology Bureau. As for the property rights, you do not have to worry about! 印尼方技术总监: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)我公司根据山西省质量技术监督局制定的关于
焦煤的购销等级的规定，将焦煤划分为特级、一级、二级共三个等级。各等级在外形、色
泽、杂质含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, Impurities with the different relevant requirements. But which quality are you most interested in?
印尼方技术总监:(向副总点头示意)
印尼方副总:看来贵公司提供的特级焦煤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 coking coal product is in line with our procurement requirements, how much the price of your product?
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中方市场部部长: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…
印尼方采购部部长:我方暂定采购特级焦煤100公吨，目的港为印尼雅加达港口，时间为2012年2月
15日之前。
NPM: Our tentative purchase super coking coal 100 tonnes, the port of destination in Indonesia Port Jakarta ，and the arrival
time should be before Feb15,2012.
中方财务总监:我方的报价是,1650000元 /公吨CIF雅加达。
CCFO: Our offer is1650000 yuan / tonne CIF Port. Jakarta.
印尼方副总: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.
印尼方财务总监:根据我公司长期的国际采购价格，平均价格也只有1280000元/公吨，况且，你方的焦
煤并无特殊之处。
NCFO: According to my company's long-term international purchase price, the average price is only 1280000 yuan/ tone. Moreover, your side is not so special about the coking coal.
中方市场部部长:贵方此言差矣。国际上普遍认为大同焦煤质量优于国际上其他品种，更以“黑色黄金”
的美誉享誉海内外，是出口型高档煤炭的优先选择。
CMM: Your side is wrong. The international community generally agree that coking coal of datong is better than any of the
international species in quality, but also to "black gold" reputation is truly a export-oriented high-grade preference. 印尼方副总:我看也不怎么样嘛～
NDGM: Well,I do not think it very excellent!
中方技术总监:那么我们就用贵公司畅销多年的品种进行比较。显而易见，我方生产的焦煤品质明显高
于其他品种。
CCTO: Then we will use your company's best-selling multi-species comparison. See (indicative). It is clear that our production’s quality is significantly higher than other varieties of coking coal.
印尼方副总:(沉默不言，放笔背靠椅子)
中方总经理:先生，我方的报价是非常合理的。
CGM: sir, our offer is very reasonable.
印尼方副总:非常合理,贵方的报价如此离谱，还算合理吗,我实在怀疑贵方的诚意。
NDGM: Very reasonable? Your offer is so outrageous, fairly reasonable? I really doubt the sincerity of your side. 印尼方采购部部长:贵方一味强调商品的优质性，完全忽视我方的利益。看来，我们此次的谈判根本无
法继续。
NPM: Your side keeps emphasizing high-quality goods and completely ignore our interests. It seems that we simply can not continue the negotiation.
中方财务总监:无法继续,如此合理的报价怎么会无法继续,
CCFO: Can not be continued? How dose such a reasonable offer would not be able to continue? 中方总经理:桑卓森哈尼亚先生。(回头不说话)百闻不如一见，贵方远道而来，想必也不想空手而归吧～
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上大动干戈呢,
CGM: Sir Sanjay Singhania , Seeing is less than believing, Your side come from a far distance, presumably do not want to leave empty-handed! Be brought to fruition by informal section, why it upside down on one issue? 印尼方副总:当然。我方不远万里来到贵地，难道贵方认为只是为了观光吗,
CDGM: Of course ! Ccome to your side through thousands of miles, can you believe just for tourists ? 印尼方采购部部长:听说贵方这一季的焦煤产量堆积很大，如果不尽快寻找销售渠道，那么贵方所承担
的成本和风险将会更大。相信我方庞大的销售网络和成熟的营销技能必定能够给予贵方一定的
帮助。
NPM: Heard that your coking coal has an accumulation of large coking coal output in this season. If you do not find
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distribution channels as soon as possible, then the cost borne by your side and risk will be even greater. I believe our vast distribution network and proven marketing skills will be able to give some effevtive help.
中方市场部部长:谢谢贵方能为我方精打细算。我们也从未质疑贵方的能力。我们知道，贵公司是中国
最大的焦煤经销商。销售面覆盖包括欧盟、美国、日本等国家和地区在内的所有煤炭需求市场。
我方也希望通过贵公司将我公司的焦煤推向国际市场。
CMM: Thank you for your careful calculations. We also never questioned the ability of your party. We know that your company is the china's largest distributor of coking coal Sales surface coverage, including the European Union, the United States, Japan and other countries and regions, including all the mineral market demand. It is also our hope that our coking coal can enter the international market through your company.
中方总经理:考虑到我们双方的相互需求，为表诚意，我方愿意将原报价降至150000元/公吨。
CGM: Taking into account of our mutual needs, as the table sincerity,we are willing to bid down the original quote to1500000 yuan / tonne.
印尼方财务总监:仅仅让150000元,贵方未免也太小气了吧～
NCFO: Just letting the150000 yuan? It is too low!
中方财务总监:那么贵方认为什么样的价格才算合理呢,
CCFO: So what price is it considered reasonable?
印尼方财务总监:我方认为最合理的报价应该是980000元/公吨。如果不能以此价格达成协议，那么很
遗憾，我们就只能去其他地区看看了。
NCFO: According to our opinion, the most reasonable offer should be 980000 yuan / tonne. If we can not reach an agreement at this price, then we are sorry that we can only go to other areas to hunt for deal. 中方市场部部长:贵方的报价也不见得合理呀～不瞒您说，有很多国外销售商正在与我方洽谈关于焦煤
的采购问题。而且他们开出的条件都比你方优越。况且，贵方如在其他地方采购，根本不可能
得到向我方这样大的供应量。
CMM: Your party's offer is still not likely reasonable! By honesty , many other foreign purchasers are actively working with us
to negotiate on the issue of procurement of coking coal. And their conditions are superior than yours. Moreover, your side, as in other parts of the procurement could not have so much as our supply.
印尼方副总:孙女士，1300000元。您看怎么样,这确实是我们能够承受的最高价格了，超出此价格就
不是我职权范围所能够决定的了。不知您方意下如何,
DGM: miss Sun, how about 1300000 yuan This is indeed the highest price we can afford, and beyond this the price is beyond my remit to decide the scope . How do you square think of it?
中方总经理:虽然贵方已经做出了一定的让步，但是此价格我方仍然难以接受。通过刚才的
分析
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，相信
贵方也明白我方报价的合理性。如果贵方坚持原价格，我们可以以FOB价格成交。
CGM: Although you have made concessions to some extent,.But it is still difficult of us to accept the price. Through the analysis earlier, I believe that your side also understand that our offer is reasonable. If you persist in the original price, we
can settle a bargain in FOB price.
印尼方副总:那怎么行～更换贸易术语，我方坚决不同意。不过如果贵方愿意将价格降至我方刚才的报
价，我方愿意将采购数量提高到150公吨，并愿意与贵公司建立长期友好的合作关系。
NDD: Oh no!How can you do that?Frankly speaking, we are strongly disagreed with the replacement of trade terms. However, if you are willing to cut down the price to our earlier offer, we are happy to increase the quantity to 150 metric tons,
in the mean time ,we can promise to hold on the long-term friendly relations of cooperation with your company. (中方人员商量，中方市场部部长递资料给总经理)
中方总经理:不好意思，桑卓森哈尼亚先生。我方坚持1500000美元/公吨的报价。并且，我方只能一次
性为贵方提供120公吨的焦煤。但如果贵方愿意另购优质精细煤10公吨，我方愿意将焦煤价
格降至1380000元/公吨，同时按625000元/公吨的最低价格出售精细煤。要知道，这可是市
场上罕见的低价啊～
5
CGM: I beg your pardon, Mr Sanjay Singhania .We insist on 1500000/ tonne’s offer. At the same time ,our side can only
provide a one-off for your 120 tonnes of coking coal. However, if your side is willing to purchase another high-quality Fine
coal 10 metric tons, we are willing to down coking coal structure to1380000 yuan / tonne, while 625000 yuan / tonne minimum price for sale of Fine coal. To know, that was a rare low-cost market!
印尼方副总:好吧～我方可以接受。但是为确保合理降低风险，我方要求所有产品按10%加成火险，战
争险，保险费用由贵方承担。
NGM:Okay! We can accept. Whereas, in order to ensure a reasonable risk reduction all the products should be 10%-plus fire insurance, and war insurance.And your company should bear all the insurance premium. 中方总经理:没有问题。按照我公司出口惯例，我方将在货物装船前向中国人民保险公司办理投保手续。
请贵方放心～
CGM:No problem.According to our export tradition,we will transact the policyhold procedure to People's Insurance Company
of China before shipment.Don’t be worried!
印尼方副总:(点头同意)那就好。
DGM:That will be okay!
印尼方采购部长:同时，在包装方面我方希望依照国际惯例执行，班轮运输采用40’尺集装箱装船。
ZPM: Meanwhile, we wish to be in accordance with international practice and liner with 40'feet container shipment. 中方总经理:我方同意。运输方面采用班轮运输一次性到达，两种猕猴桃共计130公吨，分别允许有5%
的增减幅度，由买方选择，增减部分按合同价格计算。
CGM:Yes.We agree.And Products are shiping by liner at one time,totally130 M/T,5%more or less,at Buyer’s option and at
contract price.
(副总点头)
印尼方采购部长:好的。那么我方要求数量和信用证都允许5%的增减。
NMM: We consent.And we demand amount of credit and quantity of merchandise 5%more or less acceptable。
中方总经理:嗯，可以。那么现在我们就支付方式进行磋商吧～
CGM: OK. Now let’s discuss the payment!
印尼方财务总监:我方会在签约后10天内开立以贵方为受益人的不可撤销远期信用证，以美元结算。同
时，开证行、议付行由我方指定。
NCFO: We will sign an irrevocable letter of credit within 10 days after the opening to your side as a long-term beneficiaries，
balancing in USD.And it’s our turn to appoint the issuing bank and the advising bank.
中方财务总监:我方不同意。我们所能接受的是人民币即期信用证支付方式，并且议付行只能为中国工
商银行。
CCFO:Sorry,We can not agree. What we can accept is the sight letter of credit payment by renminbi ,and the advising bank
should only appointed be Industrial and Commercial Bank of China.
印尼方财务总监:贵方对我们的条件实在是太苛刻了，要知道，即期支付会占用我方很大的资金，这实
在是难以实现。
NCFO:Oh.Your requirement is too rigourious.It’s nearly can’t realized,for a large amounts of money will be impropriated. 中方财务总监:但我公司无法承受如此大的风险，希望贵方可以考虑我方的难处。
CCFO: But we can not bear such a big risk.Therefore,we hope that you can consider our difficulties. 印尼方财务总监:我们怎么能够那样做呢,要不我们各退让一步，50%的即期信用证，剩下的用承兑交
单，如何,
NCFO:How can we do that? But how about we all getting one step back,that’s to say,50%sight letter and the surplus by
acception? As to the bank appointment,we can accept your request,and the issuing bank will be the Bank of New Zealand. (中方人员商量)
中方总经理:考虑到我们双方的友好关系和各自的疑虑，我方破例接受贵方提出的支付方式。
CGM: Considering our gain giving and the well cooperation, we can accept your sight payment with breaking rules.
6
印尼方技术总监:关于检验，我方希望采用在中国秦皇岛港检验检疫局初检，在印尼雅加达港口局复检
的方式。
NCTO: In terms of inspection,we hope to adopt the way that the first inspection goes in Qinhuangdao Inspection and Quarantine Bureau of China,then the reinspection goes in the Indonesia Jakarta Port.
中方技术总监:我方同意。这是我国制定的矿产品出口检验检疫标准。
CCTO: We agree.This is our established standard for inspection and quarantine of mineral exports. 印尼方技术总监:这是我国的进口矿产品检验检疫标准，为确保万无一失，也请贵方严格按照标准的规
定进行核查。
NCTO: This is our country’s inspection and quarantine standard towards mine. To insure foolproof, please check accordance with the provisions of standard strictly.
印尼方技术总监:贵方真是爽快，我方对此十分满意，也充分相信贵方焦煤的质量。
NCTO: We are fully satisfied with your frank, and also completely believe that your coking coal is of good quality. 中方市场部部长:但我方希望贵方在货物到达雅加达港口48小时内进行复检，超过检验期限但未进行检
验，由此造成的后果,责任不由我方承担。
CCM: But we request that your reinspect should be progressed within 48 hours after the goods reaching the port of the Jakarta
Port .If beyond this term, we would not assume any of the resulting consequences or the responsibility. 印尼方采购部部长:好的，我方同意。关于合同的履行和索赔，我方希望与贵方订立合同使用《联合国
国际货物买卖合同公约》，由本合同发生的或与本合同有关的任何争议、争端或请求，或有关
本合同的违约、终止或失败，应当按照目前有效的联合国国际贸易委员会仲裁规则，并由国际
商会仲裁院予以解决。
PM: Yes, we agree. As for the performance of the contract and conpensation,we demand to enter into a contract with you according to<>.Any dispute relating to this contract, disputes or requests, or the breach of this contract, termination or failure should be effective in accordance with the current Arbitration
Rules of the United Nations International Trade Commission and delievered to the International Chamber of Commerce Court of Arbitration to resolve it.
中方市场部部长:我方同意，但是公约中没有规定的事项应当适用中国大陆相关法律。不知贵方有无异
议,
CCM: OK.No problem. But we should declare that matters without provided for in the Convention shall be applicable for the relevant laws in China mainland.And any objection ?
印尼方采购部长:我方同意贵方的提议。
PM: Er ,we can accept.
中方市场部部长:同时，我方希望银行在议付贷款时扣除不可抗力因素造成的违约金。
CCM: At the same time, we hopes that the correlacted bank negotiate loans as liquidated damages caused by force majeure factors.
印尼方采购部长:好的，我方同意。
PM: OK! We agree.
中方总经理:那么接下来我们进行签约仪式。(起立)合作愉快～
CGM: Then following is the signing ceremony conducted. Good cooperation!
印尼方副总:合作愉快～
NDGM: Good cooperation!
(两老总签字，握手，双方代表起立鼓掌)
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