BusinessNegotiationEnglis1.备课手册分析.docVIP

中级/高级商务谈判课程须知 The basic process of international sale of goods (For reference供参考) (国际货物买卖基本流程) I.Preparations before trading交易前准备： Exporters:出口商： Through the market survey, advertising, participating in the exhibition, trade fair, institution or clients’recommendation， promotion abroad, online marketing information etc seeking the buyers overseas via E-mail or fax to express requirement to establish business relationship 通过市场调查， 广告宣传，参加展览会，交易会，机构推荐，客户介绍，出国推销， 网上供货信息发布等方式寻找国外买家，通过邮件或传真表达要求建立业务关系 Importers: (进口商) Through the market survey, consignation for domestic buyers; etc. Browse through the supply information, participate in the exhibition, trade, agency recommended, as for the customers, vendors information via E-mail or fax to express requirement to establish business relationship 通过市场调查，接受客户委托等方式寻找国内买家；通过浏览卖家的供货信息，参加展览会，交易会，机构推荐，客户介绍等方式寻找卖家信息，通过邮件或传真表达要求建立业务关系 II 交易磋商阶段： Phases of trade negotiations Enquiries information for trading terms issued by the buyer 询盘（Inquiry）交易的买方向卖方询问所进行的交易条件。 Sellers Offer terms of transaction 发盘（Offer）交易的卖方向买方提出达成交易的条件。 Counter-offer means the seller or buyer put forward a trading conditions or modified terms which were raised by the other side. 还盘（Counter offer）交易的一方对另一方提出达成交易条件提出变更或修改 Acceptance means the seller or the buyer agree the terms of trade 接盘（Acceptance）交易的一方对另一方提出达成交易条件表示同意 III．Contract signing合同签订 Importers send purchase order, and exporters countersign 进口商寄送订单(Purchase Order，P／O) 出口商会签(countersign) Or Exporters send sales Confirmation (S/C), the importers countersign 出商寄售货确认书(Sale Confirmation，S／C) 进口商会签 Or Importers mail Confirmation of Purchase (C), P/exporters sign 进口商寄购货确认书(Purchase Confirmation，P／C) 出口商会签 Basic steps of fulfilling export contract based on CIF , such as container liner shipping, payment by L/C 以CIF术语成交、集装箱班轮运输、凭信用证付