第八章交易磋商和合同签订解决方案.ppt

第八章 交易磋商和合同签订 （（业务流程4项）1交易准备―2磋商谈判签订合同―3履行合同----4 争议解决） （合同条款11项） 　　　　　１、价格-术语 　　　　　２、质量 3、数量 4、包装 　　　　　 5、运输 　　　　　 6、保险 　　　　　 7、结算-支付 　　　　　 8、争议解决（检验、索赔、 不可抗力、仲裁） 第二节 磋商步骤(Negotiation of Contract) ①询盘(Inquiry) ②发盘(Offer) 递盘(Bid) ③还盘(Counter-offer) (4)接受(Acceptance) 订立合同(Sign a contract) 订立国际货物买卖合同的一般步骤(General procedure of signing contract) 一、询盘 Inquiry Buyer Inquiry Seller Seller Invitation to offer buyer (卖方－中国黄海龙询盘) Dear Sirs Throuph the courtesy of our Commercial Counciler’s office in America. we notice That you are interested in doing business with us . Our lines are mainly exp imp, of light industrial products. We wish to establish business relations by some practical transactions. To give you a general idea of the viarious kinds of shoes now available for export .we enclose a copy of our latest catalogue and a price list for your reference .We hope some of these will interest you .It will be a great pleasure to receive your inquiries for any of the items against which we will send you our favorable quotations . We would appreciate receiving your specific inquiries. Yours faithfully, Huang Helong (Mr) Shoes Department 　 （买方—Villard Henry询盘） Date : Feb 6., 2001 Dear Mr. Huang. We are pleased to receive your fax of Feb 5, and are glad to do business with you. At present we are in the market for excelleng working boots, please quote us Art No. JB601 In your catalogue with indications of packing , May shipment ,CIF New York, including our 3% commission. We await your early reply. Yours sincerely, Villard Henry Purchasing division 二、发盘Offer ㈠发盘定义(Definition) Offer也称发