EpisodeTheNegotiationStarts解析.pptVIP

实用经贸英语口语Spoken English for International Business Episode 7 The Negotiation Starts Terms for International Business Inquiry（询盘） Offer（发盘） Counteroffer（还盘） Acceptance（接受） Contract（合同） An inquiry is a request for information. Buyer/Importer → Seller/Exporter 询盘（Inquiry）又称询价，是指买方或卖方 向对方询问以价格为中心的各种相关的交易条 件 What does the importer usually inquire the exporter about? 一般询价（General Inquiry）一般询价是指买方或卖方向对方索取商品目录、价目表样品等。 具体询价（Specific Inquiry）。具体询价则是指买方或卖方就指定商品要求对方发盘。 Offer An offer refers to a formal presentation (promise) to supply goods on the terms and conditions specified for the buyer’s acceptance. 　在国际贸易中，发盘（Offer）又称发价，在法律上又称“要约”，是指买方或卖方向对方提出的各项交易条件。发盘通常是一方收到对方的询盘之后所提出的，但也可不经过对方询盘而主动向对方提出。 从法律责任上来区分,offer 可分为有约束力(with engagement)和无约束力(without engagement)的报盘: Firm offer(实盘） Non-firm offer（虚盘） A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time. The terms stated in a firm offer is binding on the sellers if they are accepted by the buyers within its validity. Once it has been accepted it cannot be withdrawn. In a firm offer, an exact description of the goods, the time of shipment and the mode of payment should be included. 　Non-firm offer are usually made by means of sending catalogues, pricelist, and quotations. Unlike a firm offer, a non-firm offer is not binding upon the sellers. In other words, a non-firm offer can be withdrawn or changed by the sellers. 　 Several kinds of counter-offers: Counter-offer on price Asks for reduction of minimum quantities Counter-offer on payment terms Asks for earlier delivery Asks for changing the package Counter-offer on the discount of the goods Asks for more commission An acceptance is a fact that the buyers or sellers agree completely to all the terms and conditions in an offer (or a counter-offer as a new offer). A positive reply to a counter-offer is actually an acceptance. Terms for International Business FOB…named port of shipment (装