一：合資股份占有比例的談判：

A：We'd like to share the largest, Our company have been in business longer and our company is much larger than yours.

我們公司要占大股份，因為我們公司入行時間長公司規模也比你們大。

B:I won'd agree with you. The major point is not who's been in business longer or is bigger, but the value that we add.

我不同意你的觀點，關鍵不是誰入行時間長誰的規模更大，而是我們增加的價值。

A: Could you explain what you mean?

你能解釋一下你的意思嗎？

B:Well, the major point is not whose value is more, I'm afraid we won't place ourselves in an inferior position, or we'd lose the influence in making decisions, We're a small company but it looks promising, That's what you're interested in.

好的，重要的不是誰的價值更大，恐怕我們不能把自己放在不利地位，否則我們將失去做決定的影響力，我公司雖然很小但是前景不可限量，這也是你對我們公司感興趣的原因。

A:How could I negotiate the deal on the benefit?

我如何才能談成這筆有利可圖的生意呢？

B:If you took a 70% position in the venture we'd never live with the position.

如果你們在合資中占70%的股份，那我們公司就無利可圖。

A:Well, what about advancing your ante to 45%?

嗯，如果讓你們公司提高到45%如何？

B: A 55/45 split in your favor is reasonable. I'm confident we'll reach agreement.

55/45這個比例貴方占優勢是合理的，我對達成協議抱有信心。

二：合資的具體事項談判：

A: Let's started, OK?

我們開始吧， 好嗎？

B:Yes, The total amount of investment would be USD20 million.

好的，合資的總投資是2千萬美元。

A:How much would you be prepared to invest in this venture?

你方準備投資多少？

B:We'll lay out about 55% of the total investment. This includes, of course, cash, factory buildings, the right to use the site, etc.

我們預備投資總投資的55%，當然包括現金，廠房，場地使用權等。

A: Is there any regulation on the proportaion of investment by foreign investors?

對外商投資比例有什么規定嗎？

B:The regulation is rather flexible, but the investment by a foreign enterprise should not be less than 25%。

規定很靈活，一般來說，外商投資不能少于25%。

A: I see, How long will joint ventures last?

我明白的，合資的期限是多長？

B:How long do you want?

呢希望多長？

A: I would suggest 5 years to start with. As long as we can run the plant well, the period can be prolonged later.

我想建議開始先5年，只要我們經營的不錯，期限可以延長。

三：合資合作經營項目的談判：

A: We are very pleased to have received your faxed proposal to join hands with us in producing Vitamin C in your factory.

我們很高興收到你方的傳真，建議我們合資在你方生產維生素C。

B: The lower cost and the fine quality of your products actually prompte this decision of my firm.

你們的產品價格低質量好是我們決定的因素。

A: What type of joint venture do you have in mind?

你們打算成立那種合資企業？

B:We'd like an equity joint venture, Each of the two firms will invest a certain portion of the capital and share profits or losses in proportion with our respective contributions. Are there any regulations on the foreign proportion of investment?

我們想建立股份制合資經營企業，雙方公司各投入一定股份的資金，并按股份比例承擔盈損。規定外商的投資比例是多少？

A:Our joint venture law provides that the lowest foreign investment proportion shall be 25%, but there isn't an upper limit, What percentage do you intend to invest?

我們的合資法規定外商的投資比例不得少于25%，但無上限，你方準備投資的比例是多少？

B: Doesn't the Chinese side always want to hold a bigger portion?

中方是否總想占大股份？

A:Not always. But, it is so in this case. Because our capital contribution will include the use of land, the existing workshops and a new building in addition to production equipment, water, electricity and teachnology.

并不一定總想這樣，但是對于這個項目確實如此，因為我們投資包括土地，現有廠房和新廠房，此外還包括設備水電和技術。

B:We'd like to contribute 25% to 45% of the total capital, including production equipment and testing instruments.

我們愿意投資總金額的25%到45%，包括設備，檢驗儀器等。

A:I agree in principle to the rough proportion of capital contribution.

我原則上同意這個投資的大致比例。