一：合资股份占有比例的谈判：
A：We'd like to share the largest, Our company have been in business longer and our company is much larger than yours.
我们公司要占大股份，因为我们公司入行时间长公司规模也比你们大。
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.
我不同意你的观点，关键不是谁入行时间长谁的规模更大，而是我们增加的价值。
A: Could you explain what you mean?
你能解释一下你的意思吗？
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，重要的不是谁的价值更大，恐怕我们不能把自己放在不利地位，否则我们将失去做决定的影响力，我公司虽然很小但是前景不可限量，这也是你对我们公司感兴趣的原因。
A:How could I negotiate the deal on the benefit?
我如何才能谈成这笔有利可图的生意呢？
B:If you took a 70% position in the venture we'd never live with the position.
如果你们在合资中占70%的股份，那我们公司就无利可图。
A:Well, what about advancing your ante to 45%?
嗯，如果让你们公司提高到45%如何？
B: A 55/45 split in your favor is reasonable. I'm confident we'll reach agreement.
55/45这个比例贵方占优势是合理的，我对达成协议抱有信心。
二：合资的具体事项谈判：
A: Let's started, OK?
我们开始吧， 好吗？
B:Yes, The total amount of investment would be USD20 million.
好的，合资的总投资是2千万美元。
A:How much would you be prepared to invest in this venture?
你方准备投资多少？
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.
我们预备投资总投资的55%，当然包括现金，厂房，场地使用权等。
A: Is there any regulation on the proportaion of investment by foreign investors?
对外商投资比例有什么规定吗？
B:The regulation is rather flexible, but the investment by a foreign enterprise should not be less than 25%。
规定很灵活，一般来说，外商投资不能少于25%。
A: I see, How long will joint ventures last?
我明白的，合资的期限是多长？
B:How long do you want?
呢希望多长？
A: I would suggest 5 years to start with. As long as we can run the plant well, the period can be prolonged later.
我想建议开始先5年，只要我们经营的不错，期限可以延长。
三：合资合作经营项目的谈判：
A: We are very pleased to have received your faxed proposal to join hands with us in producing Vitamin C in your factory.
我们很高兴收到你方的传真，建议我们合资在你方生产维生素C。
B: The lower cost and the fine quality of your products actually prompte this decision of my firm.
你们的产品价格低质量好是我们决定的因素。
A: What type of joint venture do you have in mind?
你们打算成立那种合资企业？
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?
我们想建立股份制合资经营企业，双方公司各投入一定股份的资金，并按股份比例承担盈损。规定外商的投资比例是多少？
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?
我们的合资法规定外商的投资比例不得少于25%，但无上限，你方准备投资的比例是多少？
B: Doesn't the Chinese side always want to hold a bigger portion?
中方是否总想占大股份？
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.
并不一定总想这样，但是对于这个项目确实如此，因为我们投资包括土地，现有厂房和新厂房，此外还包括设备水电和技术。
B:We'd like to contribute 25% to 45% of the total capital, including production equipment and testing instruments.
我们愿意投资总金额的25%到45%，包括设备，检验仪器等。
A:I agree in principle to the rough proportion of capital contribution.
我原则上同意这个投资的大致比例。