国际贸易实用英语 作者 姜宏 Unit 1 Business____ Negotiations.pptVIP

Unit I Business Negotiations 商务谈判 Objectives To master the skills of making inquiry and offer To master the skills of making counteroffer and acceptance To know the legal meaning of offer and acceptance in business law To know what price terms like FOB, CFR, and CIF mean to sellers and buyers in terms of their obligations, risks and expenses To understand the major clauses in an international sales contract and be able to draft such an S/C Outline 1.1 Making Inquiry and Offer 1.2 Making Counteroffer and Acceptance 1.3 Understanding Terms of Contract 1.4 Drafting Sales Contract 1.1 Making Inquiry and Offer Dialogue Reading and Comprehension Technical Words and Phrases Dialogue Please read this dialogue by yourself, then try to do exercises I on Page 8. Now let’s check your answer. Exercise I 1.CIF Seattle means a. the price including freight and insurance b. the price including freight c. the price of the goods produced in Seattle Key: a 2.The CIF price is related to a. distance from the country where the buyer is located b. the quantity of goods that the buyer orders c. FOB price Key: abc 3.The prices on the list given by Mr. Zhang is a. firm offer b. non-firm offer c. not mentioned Key: b Reading and Comprehension Please read this letter by yourself and try to do exercise II on Page 8. Now let’s check your answer. Exercise II 1.The buyer must pay for the goods by cash. ( ) Key: F 2.The buyer can get a discount of 2% if he places an immediate order. ( ) Key: F 3.The seller only accepts confirmed, irrevocable letter of credit. ( ) Key: T 4.All products will be individually packed and put in bags. ( ) Key: F 5.If the buyer agrees to all the conditions in the above email, he can always conclude the contract. ( ) Key: F 6.This is a firm offer. ( ) Key: T Technical Words and Phrases 1.Exhibit [igzibit] object or collection of objects displayed for the public 展品 2.Catalogue