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（背景）host:中国与墨西哥就中国在墨西哥高铁建设，高速列车供货以及运营维护服务相关价格谈判。中国南车承担在墨西哥计划全长210公里中60%的高铁建设并且100%运营维护服务报价为185亿人民币约合30亿美元。中国南车提供高速列车供货报价为28亿人民币约合4.55亿美元。在原有谈判基础上双方就价格问题进一步进行谈判。
（, CCFO，MCFO,CGM ,MGM, CL/T,ML/T ，,MI分别代表中方财务总监、总经理、法律以及技术顾问，翻译）
中方到墨西哥谈判，墨西哥代表欢迎中方到来，谈判开始以前双方的财务总监介绍各自谈判人员，顺序依次为总经理，法律顾问/技术顾问，翻译。相互问候以后开始正式谈判。
CGM：我们非常高兴来到墨西哥与贵公司进行进一步的价格谈判。下面让我方技术顾问介绍一下我们的高铁产品的技术以及服务优势并且由财务总监来做出一个合理报价。
翻译:We are very glad to come to Mexico have a further negotiation with your company on the issue of price. Now let our technical adviser to introduce the advantages of our high - speed rail technology and service then let our chief financial officer make a reasonable offer .
CL/T：首先简单介绍一下中国高铁基本情况中国是世界上高速铁路发展最快、系统技术最全、集成能力最强、运营里程最长、运营速度最高、在建规模最大的国家。
翻译：Firstly let me briefly introduce the general situation of high speed railway in China,.
china’s high-speed railway is developing with the fastest growing in the world. It has the most complete technology System ,the most integrated capacity, the longest operating mileage, and the highest operating speed. in a word ,China is the largest country of high speed railway construction .
CL/T:在运行速度上，目前最高设计最低时速可达350公里，在运输能力上，一个长编组的列车可以运送1000多人，每隔5分钟就可以开出一趟列车，运力强大；在适应自然环境上，高速列车可以全天候运行，基本不受雨雪雾的影响；在列车开行上，采取“公交化”的模式，旅客可以随到随走；在节能环保上，高速铁路是绿色交通工具，非常适应节能减排的要求。
翻译：In the aspect of running speed, the best design of China’s high peed railway with the speed of 350 km an hour at least. As for transport capacity, it has strong capacity that a long group train can transport more than 1000 people, and a train can be sent each 5 minutes .
to adapt to the natural environment, the high speed train can operation in any kinds of weather, barely influenced by fog, rain and snow. On the train line, it take the "bus oriented" mode that visitors can get on the train any time ; in the aspect of energy saving and environmental protection, high-speed railway is a kind of green transportation, which adapt to the requirements of energy saving and emission reduction well.
CCFO：下面由我介绍一下我方提供的服务以及产品。我们将提供在墨西哥全长210公里中60%的高铁基础建设以及100%运营维护服务，基础建设包括铁路设计，开发以及运营。
翻译: Now let me introduce our services and products. We will provide 60% of the total length of 210 kilometers of high-speed railway infrastructure and all the operational maintenance services. The infrastructure of railway including railway’s design, development and operation..
CCFO:对于此我方报价为185亿元约合30亿美元。再有，我国南车将提供全部高速列车，对此我方报价为28亿元RMB约合4.55亿美元。
翻译For this we offer 18.5 billion yuan about 3 billion American dollars. Furthermore, owing to china southern locomotive will provide all the high-speed train, we offer 2.8 billion yuan about 455 million American dollars for this..
MCFO：It is vastly beyond our expectation ，there are many international companies that provides high-speed rail services ，I'm afraid that the price has not competitive advantages.
翻译：这大大超出了我们的预期，国际上提供高铁服务的公司很多，恐怕这样的价格并不具备竞争优势.
MT/l:we are afriad that yours technique is still unfamiliar,compared with Janpan and Germany,there is a long distance
翻译：恐怕贵方的高铁技术还不是很成熟与日本、德国相比可能还一段距离。
CL/T;：恐怕你们对我国高铁的技术还是没有完全了解，经过十几年的技术积累和大规模应用，我国高铁技术已经非常成熟达到国际领先水平，在国际上有到欧洲，人们可以坐“欧洲之星”；在日本，有新干线；来中国，有“和谐号”一说，而且中国高铁与日本相比速度更快、网络更密。
翻译：I'm afraid you are not fully understood on China's high-speed rail technology .after ten years of technology accumulation and large-scale application, China's high-speed rail technology is already very mature which have reached the international advanced level. in the international there is a saying goes: in Europe, people can sit in the "star of the European"; in Japan, there is Shinkansen .In China, we have China Railway high speed”. compared to Japan China's high-speed rail have faster speed and more dense network.
MT/L：we think your offer is too high, which is difficult for us to accept.
翻译：你们报价太高，我方无法接受。
CCFO:：我方报价是合理的，现实的，并且符合国际市场的。
翻译：Our offer is reasonable , practical . And it’s based upon international market .
MGM：We have cooperated with the Japanese on the construction of high-speed trains,Japan provides a more attractive price than that of yours.The acceptable price of high-speed trains is 2.5 billion yuan (about $410 million), including infrastructure construction and subsequent operation and maintenance, in a total of 18 billion yuan ($2.9 billion).
翻译：关于高铁建设我们与日本有过合作，日本方面却是能提供比你们更为诱人的价格，我们可以接受的价格为高速列车价格25亿元约合4.1亿美元，基础建设以及后续运营维护一共180亿元约合29亿美元。
CCFO:根据国际上平均铁路造价2亿多元一公里的价格而言，我们的价格已经很优惠了。
翻译：According to the international cost of railway that more than 200million US dollars per kilometer .Our offer is the very favorable .
MCFO:If you insist on your price and refuse to make any concession there will be not much point in further discussion, we will consider and cooperate with the Japanese Shinkansen, it’s really difficult for us to accept your price.
翻译：如果你方坚持自己的价格，不能有所让步，我觉得我们没有必要再继续谈下去了，我们会考虑与日本新干线开展合作,贵方的价格实在难以接受。
中国总经理与财务总监讨论一下
CGM ：我方愿意在高速列车上的价格做出让步，报价为28亿元约合4.55亿美元，在基础建设以及运营服务方面报价184亿元约合29.91亿。但这已经很优惠了。要知道，在高铁建成以后会给贵国带来极大地便利以及经济利益。
翻译：Our side agree to make some concession. The offer is 2.8billion yuan about 455million Us dollars and 18.4billion yuan about 2.991billion Us dollars in the infrastructure construction and managing service .the offer is the most favorable .You should notice that if the high-speed rail were constructed , it will be very convenient and make great economic interest for you .
MCFO：Such price is much different than our expectation, in order to make a deal, let us meet each other half way, the price of 2.6 billion yuan about $423 million America dollar for high-speed trains, 18.2 billion yuan about $2.96 billion America dollars covering infrastructure construction and subsequent operation and maintenance,you know, you just take 60% of the railway construction, and 40% is on us.
翻译：这样的价格还是与我们预期差异较大，为了做成这单生意，我们双方各让一步，26亿元约合4.23亿美元高速列车的价格，182亿元约合29.6亿美元的基础建设以及后续运营维护，要知道，你们只是承担了60%的铁路建设，还有40%的要我方承担。
ML/T: Japan's Shinkanse have cooperated with our company,they were familiar with our country's railway's construction.Obviously,they are preponderant.
翻译：日本的新干线铁路与我们有过合作，对于我国铁路建设地形更加熟悉，与你们相比会更加有优势。
MGM： We promise if the high-speed trains are of good qualities, we will give priority to cooperation with you in the future, we hope you can think about the price. On the payment of the high-speed train, what about by 50% by L/C, 50% by D / P?
翻译：我们承诺如果对方高铁产品质量不错，我们下次将会优先考虑与你们合作，这个价格希望你们能考虑一下。在高速列车的付款问题上我们希望以50%信用付款，50%付款交单，怎么样？
CGM：既然你们诚心与我们合作，我们就各让一步，在价格上我们可以再优惠0.1%，但这已经是底价了，因为铁路修建我们需要在你们国家雇佣劳动力，这远远比在中国成本要高，我相信我们的价格绝对比德国西门子，以及日本新干线优惠很多了。
翻译：Due to your sincere cooperation , we agree to make some concession that we can reduce the price by 0.1% .And it our last offer .You should aware that the price using to employ labor in Mexico is higher than that in China ,but we need to hire many labors in your country . I believe our offer is more favorable than that of Germanic Siemens and Japanese Bullet Train .
ML/T：3.Please give us time to think about it.
翻译：给我们几分钟时间考虑一下
MCFO：According the international average price, and we will take 40% of railway infrastructure, we sincerely hope you can make concession again, unless you reduce our price by 0.1%, otherwise we can't accept your offer.
翻译:鉴于国际上平均价格，以及我方还要在承担40%铁路基础建设的考虑，我们希望你们能够再做出让步，除非你们再降价0.1%，否则我们无法接受报盘。
总经理此时与财务总监交流讨论了一下
CGM:：我们同意再把价格降低0.1%，以金额约合26.5亿元约合4.31亿美元提供高速列车。以约合182.5亿元约合29.67亿美元提供60%铁路基础建设服务以及后续100%运营维护服务。但是在高速列车付款方式上我们不接受50%付款交单。
翻译:：we agree to reduce the price by 0.1% again , that providing the high-speed train in 2.65billion yuan about 431million us dollars , 60%infrastructural service and 100%managing and maintenance service in 18.25biliion yuan about 2.967bilion us dollars .But ,on the terms of payment on high-speed train we don’t accept the 50% d/p(document against payment).
CCFO：在结算问题上，处于民族利益考虑，我们希望对方能够接受全额人民币结算，并且预付60%的金额。
翻译：on the issue of settlement, considering the national interest , we hope you can accept RMB settlement in full and 60% of the amount payable in advance .
MGM: We agree to settle the trade in RMB, but can not accept prepayment. We insist on the settlement issues of high-speed trains in 50% D/P, this is a large amount business. It would be unfair if we were not share the risk together.
翻译：我们同意以人民币进行结算，但是无法接受预付，我们坚持在高速列车结算问题上50%的付款交单，这单生意金额太大，风险应该共同承担，否则对我方不公平。
总经理与财务总监交流讨论一下
CGM：我方同意对方在高速列车结算问题上50%的付款交单，合作愉快！
翻译：In the issue of settlement on high-speed train,we accept your 50%d/p . May we have a happy cooperation !
双方法律顾问念一下双方违约的后果（法律顾问自己想想一下，我已经词穷）。
墨西哥法律顾问： As for the performance of the contact and compensation , we demand to enter into a contract with you according United Nations Convention on Traffic. 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 Chamber of Commerce Court of Arbitration to resolve it.关于合同的履行和索赔。 我方希望与贵方订立合同使用（联合国国际交通法），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。
中国法律顾问： 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？We agree .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?
墨西哥法律顾问：We can accept. Once a contract is signed ,it has legal effect.我方同意贵方的提议。合同一旦签署，即具有法律效力。（准备签约）
中墨（同时起立握手）合作愉快！签约
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