3-贸易磋商与合同订立.pptVIP

主要内容Main contents 1.交易磋商概述 Outline of Business Negotiation 2.交易磋商的一般程序 （重点） The Process of Negotiation 询盘 Enquiry 发盘 Offer 还盘 Counter-offer 接受 Acceptance 3.合同的订立 Signing of Business Contract 8.1 交易磋商概述Business Negotiation 1.含义（Definition） 进出口方就商品的各项条件进行谈判，以达成交易的过程。 Business Negotiation is the dealings between the importer and exporter in order to reach an agreement on quality, quantity, price, payment and other terms and conditions of a contract. 2.形式 Forms of International Business Negotiation 口头磋商（Verbal Negotiation） 书面磋商（ Written Negotiation ） 3.交易磋商的内容Contents of Business Negotiation 质量 quality 数量 quantity 包装 packing 运输 shipment 保险 insurance 商检 inspection 索赔 claims 仲裁 arbitration 不可抗力 force majeure 8.2 交易磋商的步骤The Process of Business Negotiation 询盘 Inquiry 1.询盘 Enquiry 询盘——买方或卖方为了购买或销售某项商品，向对方询问有关交易条件，表示交易愿望的一种行为。 例如，英国某买主9月8日向我轻工业品进出口公司发来询盘。 9月8日来电：拟订购美加净牙膏大号1000罗请电告最低价格最快交货期。 BOOKABLE MAXAM DENTAL CREAM LARGE SIZE 1000 GROSS PLEASE CABLE LOWEST PRICE EARLIEST DELIVERY. 2.发盘 Offer 发盘——买卖双方中的一方向对方提出各项交易条件，并且愿意按照这些条件与受盘人达成交易，成立合同的一种肯定的表示。 例如，我轻工业进出口公司根据英国买方9月8日的询盘，作出下列发盘： 9月10日去电：你9月8日电发盘限15日复到我方美加净牙膏货号101纸箱装每箱6打每罗32英镑CIF伦敦12月装即期不可撤销信用证。 YOURS EIGHTH OFFER SUBJECT REPLY REACHING US FIFTEENTH MAXAM TOOTHPASTE ARTNO 101 PACKED IN CARTONS OF SIX DOZ EACH STERLING THIRTY TWO PERGROSS CIF LONDON DECEMBER SHIPMENT IRREVOCABLE SIGHT CREDIT. 现代化的通信手段Communication Tools 信件样本：Sample of offer Dear Sirs, we thank you for your inquiry of July 10th, asking us to make you a firm offer for black tea. We are now offering you 50 metric tons of black tea, at USD1800 net per metric ton CFR Shanghai for shipment during November/December. This offer is firm, subject to your reply reaching here before July 30th of our time. As you know, there is a large demand for the above goods, such a growing demand can only result in increased price. However, you may benefit from the advancing market if you s