Mr. A=王先生 | Mr.B=张先生 | Interpreter=Susan |
王先生：张先生，上午好！首先，衷心感谢您对我们公司一直以来的关注和支持，也期望这
次的谈判能取得双赢的结果。
Susan: Good morning, Mr. Zhang! First of all, sincerely appreciate yourconcern and support for ourcompany. We are looking forward to achieving a win-win deal for thisnegotiation.
张先生：Wehave had many happy collaborations with your company over theseyears. And I alsohope that we can develop a more lasting relationship.
Susan: 之前和贵公司的合作都很愉快，我也希望我们之间能发展一个更为持久的合作关系。
王先生：是的，这也是我们今天要商讨的一件重大事项。如您所知，我们公司一直以研发电
子产品为主，目前经济竞争激烈，即使是向来胸有成竹的我们也不得不开始寻求新
的市场定位，进行一场大改革。
Susan: Yes, it’s also one of the most important events we are going tonegotiate. As you know, our company has always put the electronicproducts on the research and development.
Atpresent, the economy competition is so fierce that we have no otherchoice but to reform. Even though we are confident all the time, wemust begin to seek new market positioning.
张先生：Ican’t agree with you more. As the saying goes, “Be prepared fordanger in times of peace.” We cannot improve ourselves if we don’tchallenge change. As such a strong company, you can still regard itas an important point.. I have to say, I have gained much moreconfidence for your company. Then which aspect is the reform mainlyabout?
Susan: 我很赞同您的观点，正所谓“居安思危”，不思变就不能进步。作为一个实力如此
雄厚的公司，仍然能重视这一点，我对贵公司的信心又增加了不少。那么请问，这
一次的改革主要是关于哪一方面呢？
王先生：此次改革主要是要调整市场定位，我方公司准备主攻手机市场。一方面，由于手机
的功能越来越多，堪比小电脑，人们对它的需求也越来越大；另一方面，虽然手机
市场上升空间很大，但实际上能做好它的公司并没有几个。对于我们公司的实力，
贵公司也有目共睹，我们很有信心能做出一番不斐的成绩。
Susan: The reform is mainly to adjust the market positioning. Our companyis going to focus its main strength on the mobile phone market. Onone hand, with the growing number of mobile phone functionality,comparable to a small computer, its market demands are becominglarger and larger. On the other hand, while the mobile phone markethas much more increased space, those outstanding companies which areable to do it to the best are very few. The strength of our companyis obvious for all to see, and we have the confidence to make adifference.
.张先生：That’strue. In fact, the negotiation with you is another way to recognizethe strength of your company. I absolutely trust in your company. Butbusiness is business, we can’t take blind investment. It’snecessary for me to have a general idea about the possibilities ofour cooperation.
Susan:不错，此次商谈事实上也是对你们实力的一种认可，我对你们公司绝对有信心。但 在商言商，我们不可能盲目投资，我需要先了解一下此次合作的可能性。
王先生：没问题，那么我先给您介绍一下我们此次可能的合作方式。经过认真分析，我认为
此次可行的主要有合作开发和合资经营两种方式。您怎么看？
Susan: That’s ok. Firstly, I’d like to introduce the possible means ofour cooperation. After careful analysis, I think there are twopossible ways—jointdevelopment and joint venture. What’s your opinion?
张先生：Onour company’s standpoint, it is more likely to choose jointventure. But how to allocate shares of the newly established jointventure and how to arrange the leadership of the company is a bigproblem. Please explain the two aspects in details.
Susan:以我方公司的立场来看，更倾向于选择合资经营。有关合资经营后新成立的的合资 公司的股份如何分配，以及公司领导层怎么安排这两个方面，还请具体说明一下。
王先生：其实这两方面在合同没签署之前都是可调节的，既然是合资经营，我们肯定会拿出
足够的诚意。您对哪一方面有要求请尽管提出来，只要我认为合理，都是可以接受
的。不过，由于我们始终是这次合作的发起者，所以我们坚持我方公司在新的合资公司中占有股份55％，是第一大股东。
Susan: Actually these two aspects are adjustable before the contract issigned. Since it is a joint venture, we will certainly take outenough sincerity. Come up with your requirements.
Aslong as I think they are reasonable, all can be accepted. However,because we are the initiator of this collaboration, we insist thatour company holds a 55% equity stake in the new joint venture and weare the majority management owner.
张先生：Thiscondition is pretty reasonable and I can still accept it.. But jointventure pays attention to a win-win deal. Since you hold the largestshares, the company’s chief executive officer must be dispatched byour company. How do you think about it?
Susan: 这个条件也很合理，尚能接受。不过合资经营讲究的是双赢，既然你们持最大股， 那么该公司的首席执行官就必须是由我方公司派出的，您觉得如何？
王先生：这也不难接受，我说过我们公司向来是非常有诚意的，那就这么定了吧！既然主要
方面都谈妥了，不知您对其他方面还有什么疑问？
Susan: It’s not too difficult to accept. As I have said, our company hasalways been very sincere.
That’sa deal. Do you have any questions about other aspects since the mainproblems are settled?
张先生：Ihave had a knowledge of other aspects and I think they are allreasonable.
Susan: 其他方面我也都了解了，觉得都很合理。
这是按照要求新打印出来的合同，如果对上面的内容都没有异议，我们就可以签署王先生：
这份合同了。
Susan: This is a newly sprinted contract with all the requirements. If youhave no objection to thecontents, we can sign the contract.
张先生：Ok.Good co-operation!
Susan: 好的，合作愉快！
王先生：非常感谢，合作愉快！
Susan: Thank you very much! Good co-operation!
