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 Science and Technology Development Company Zespri International Limited Company
总经理：江健 亚洲区副总经理:魏运科
General Manager：JiangJian Deputy General Manager of Asia: Wei Yunke
市场部部长：蔡自清 采购部部长：王捷
Market Minister: Cai ziqing Procurement Minister: WangJie
金色阳光农业科技发展有限公司简介
Located in dujiangyan forestry group in sichuan province. As one of the leading the fruit and vegetable enterprises in China, the Group primarily mainly engaged in various fruits, plants and other modern ecological agriculture research and development
We can supply more than 20 million kilograms of all kinds products annually because of we have a large and effective resource. Through unremitting efforts, we has become the largest collection production and marketing direction in a agriculture enterprise. So far, we has the biggest retail network at home and abroad . we have outlets worldwide in more than ten countries and regions. The Group has established extensive distribution network and nationwide retail outlets in China under the management of the distributors. Its fruitr has been led in China composed index on market shares for 8 consecutive years.
With the Advanced Technology, Scientific Management and excellent Services, we assure the Quality of all our products, service and Credit of our company . Up to now, we have established long business relationships with many traders in many countries ,specially in the European or wholesales on basis of mutual benefit and trust .We stick to the principle of ”Quality ,Service ,Credit Come First” in our business.
新西兰佳沛国际有限公司简介
Zespri International Limited Company was founded in1992 located in 194 St. Louis Street, Wellington（惠灵顿）， New Zealand., the geographical position is superior, the transportation is convenient, the company through close of years of efforts, now has a staff of 1000 people, fixed assets 92 million dollars, floating capital reached 68 million dollars,, run by the project has the fruit and vegetable processing. From the Angle of social services, and continue to develop healthy and green products, the products won several awards international green food. our company’s reputation is good in global, the processing degree is high in product,. we have a vast market, with the good faith for this business principle will continuously move forward!
江键：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XX，首先，由我来介绍我方的谈判代表，这位是蔡先生。
江键: Welcome negotiators coming from Zespri International Limited to Dujiangyan , I am the General Manager of Golden Sunshine Agricultural Science and Technology Development Company JIANGJIAN. First, let me introduce our negotiators. This is Mr. CAI.
运科：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魏运科。这位是我方代表王捷。
运科: very pleased to come here. I’m Zespri International Limited Company’s Deputy General Manager of Asia WEIYUNKE . This is our delegates Miss.Wang.
江键：不知贵方代表对我方安排的都江堰之行还满意吗？
江键：I wish you could be satisfied with the trip to Dujiangyan?
运科：满意，非常满意。贵方考虑的真是周到！
运科: Oh! Yes! Very excellent. Your consideration is really thoughtful!
江键：谢谢。希望我们此次谈判也能够让双方如此满意！
江键: Thank you. We just hope that we can also enable both parties in the treaty!
运科：当然会的。我方也很期待啊！
运科: Of course. Looking forward!
江键：（微笑点头）好的，那么我们开始吧！
江键: Okay, so here we go!
（新方副总点头同意）
运科：我方了解到贵公司拥有目前亚洲最大的猕猴桃种植基地。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。
运科: We have informed that your Company owe the most tremendous kiwi fruit planting base in Asia. We come here to purchase a branch of good quality of kiwi fruit of hongyang.
自清：不知贵公司此行的采购计划……（故意停顿）
CCM: I do not know your plan .
王捷：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2012年1月15日之前。
NPM: we want to buy Hongyang kiwifruit 2000 tonnes, the port of destination is New Zealand Port Royal Sangare，and the arrival time should be before January15,2012.
自清：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.
运科：你是在开玩笑吗？
NDGM: Are you kidding?
王捷：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, you have no special about the hongyang kiwi fruit.
自清：贵方此言差矣。国际上普遍认为红阳猕猴桃口感优于国际上选育的任何品种。
CMM: Your side is wrong. The international community generally agree that our goods are delicious than any others.
运科：我看也不怎么样嘛！
NDGM: Well,I do not think so.
江键：魏先生，我方的报价是非常合理的。
CGM: sir, our offer is very reasonable.
运科：贵方的报价如此离谱，我实在怀疑贵方的诚意。
NDGM: Your offer is so outrageous. I really doubt the sincerity of your side.
王捷：贵方一味强调商品的优质性，完全忽视我方的利益。
NPM: Your side keeps emphasizing high-quality goods and completely ignore our interests.
自清：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?
江键：先生。让我们先来品尝红阳的美味再讨论吧。
CGM: Sir, how about have a taste first.
（上猕猴桃）
王捷：贵方的猕猴确实美味。
NCTO: The Kiwi meat is really dilicious.
江键：很高兴贵方能喜欢我方的猕猴桃，如此的美味想必我们双方都不愿放弃吧！
CGM: Glad that you can enjoy it.As such a delicious taste that we must have both reluctant to give up!
运科：当然。
CDGM: Of course !
江键：为表诚意，我方愿意将原报价降至3500美元/公吨。
CGM: As the table sincerity,we are willing to bid down the original quote to 3,500 U.S. dollars / tonne.
王捷：仅仅让300美元？贵方未免也太小气了吧！
NCFO: Just letting the 300 U.S. dollars? It is too low!
自清：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?
王捷：我方认为最合理的报价应该是2100美元/公吨。如果不能以此价格达成协议，那么很遗憾。
NCFO: the most reasonable offer should be 2100 U.S. dollars / tonne. If we can not reach an agreement at this price, then we will be sorry.
江键：不瞒您说，有很多国外销售商正在与我方洽谈关于红阳猕猴桃的采购问题。而且他们开出的条件都比你方优越。
CMM: By honesty , many other foreign purchasers are actively working with us to negotiate on the issue of procurement of Hongyang kiwi fruit. And their conditions are superior than yours.
运科：江先生，2800美元。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: MR JIANG, how about 2800 U.S. dollars. This is indeed the highest price we can afford.
江键：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。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. If you persist in the original price, we can settle a bargain in FOB price.
运科：那怎么行！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2500公吨，并愿意与贵公司建立长期友好的合作关系。
NDD: Oh no! if you are willing to cut down the price to our earlier offer, we are happy to increase the quantity to 2,500 metric tons, and 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）
江键：我方坚持3500美元/公吨的报价。但如果贵方愿意另购优质绿心“海沃德”300公吨，我方愿意将红阳价格降至3300美元/公吨，同时按2000美元/公吨的最低价格出售海沃德猕猴桃。
CGM:.We insist on 3,500 U.S. dollars / tonne’s offer. However, if your side is willing to purchase another high-quality green heart "Hayward" 300metric tons, we are willing to down red-yang structure to 3300 U.S. dollars / tonne, while 2000 U.S. dollars / tonne minimum price for sale of Hayward kiwifruit.
运科：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%加成投保水渍险和淡水雨淋险，保险费用由贵方承担。
NGM：Okay! We can accept. We request all the products should be 10%-plus insured W. P. A., and freshwater rain insurance.And your company should bear all the insurance premium.
江键: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!
运科：(点头同意)那就好。
DGM：That will be okay!
江键：那么现在我们就支付方式进行磋商吧！
CGM: Now let’s discuss the payment!
王捷：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.
自清：我方不同意。我们所能接受的是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, and the advising bank should only appointed be Industrial and Commercial Bank of China.
王捷：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 about we all getting one step back,that’s to say,50%sight letter and the surplus by acception?
（中方人员商量）
江键：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 gaingiving and the well cooperation, we can accepet your sight payment with breaking rules.
王捷：我方同意贵方的提议。
NC: we can accept.
江键：那么请贵方到会议室休息片刻，接下来进行签约仪式。（起立）合作愉快！
CGM: Then please go to the meeting room for a short break, following is the signing ceremony conducted. Good cooperation!
运科：合作愉快！
NDGM: Good cooperation!
（两老总握手，双方代表起立鼓掌）
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