2014《国际贸易实战操作教程》第03章.ppt

第三章 出口还价核算与还盘操作 【引例3-1】 2007年10月27日，湖北天和国际贸易股份有限公司(Hubei Tianhe International Trading Co.，Ltd.)外贸业务员张磊收到阿联酋太阳公司经理Peter White的回复，具体如下。 SUN CORPORATION 5 KING ROAD, DUBAI, UAE TEL: +971-4-3535111 FAX: +971-4-3535112 E-MAIL: PETER@SUN.COM TO: HUBEI TIANHE INTERNATIONAL TRADING CO.，LTD. ATTN: ZHANG LEI DATE: OCT. 27, 2007 Dear Sir, Thanks for your efficient work. We have received your sample which has passed our customer’s test. Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd. For your offer on Oct. 23, 2007, we think that the price is too high and some terms are not very reasonable. We will purchase 5000 pieces of Boys Jacket BJ123 (The half is white and the other is red), and send you the order in detail if you can accept the following before Nov. 1, 2007: 1. Unit price: USD 10.60/pc CIF C5% DUBAI 2. Payment: By L/C at 60 days after sight 3. Insurance: To be effected by the seller for 110% invoice value covering ALL Risks and War Risk as per CIC of PICC dated 01/01/1981. The other terms of offer on Oct. 23, 2007 remain valid. Besides, according to this order, certificate of origin and commercial invoice should be required to legalize by UAE embassy/consulate in China. Best regards, Yours sincerely, Peter White Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile . Copyright 2004-2011 Aspose Pty Ltd. 第一节 操作原理及步骤 一、出口还价依据与策略 (一)还价分析 了解对方还盘的全部内容后，以此可判断出对方的真实意图，弄清双方分歧之所在。谈判双方的分歧一般可分为实质性分歧和假性分歧。所谓实质性分歧是原则性的根本利益的真正分歧；所谓假性分歧是由于谈判中的一方或双方为了达到某种目的人为设置的难题或障碍，是人为制造的分歧，其目的是使自己在谈判中有较多的回旋余地。对待实质性分歧，要反复研究做出某种让步是否有可能性，并做出是否让步的决定。同时，根据预期的目标决定让步的阶段和步骤。 Evaluation only. Created with A