Responsetooffers.ppt

Response to offers sequence of business negotiation Buyer seller enquiry → (A request for trade terms) ← offer (Statement about trade terms) counter-offer → (After analyzing the offer) ← counter-counter offers (After analyzing the counter-offer) Section 1 decline an offer and counter-offer To understand that “counter-offer” is an expression of modifying the contents because the beneficial is not completely satisfied with the offer; To understand that “declining an offer” is a kind of counter-offer. Declining an offer Silence or inactivity during the validity of the offer amounts to declining an offer. Declining an offer is to convey the unpleasant news yet maintain goodwill. Counter-offer In the course of international business negotiation, after receiving the offer made by the seller, if the buyer may not agree with the price, or packing, or shipment or other important trade terms stated in the original offer and then put forward the counter-proposal on those trade terms unacceptable. counter-offer: partial rejection of the original offer and counter proposal counter-counter-offer: partial rejection of counter-offer and counter proposal Counter-offer CISG article 19 “(1) a reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications is a rejection of the offer and constitutes a counter-offer. (2)however, a reply to an offer which purports to be an acceptance but contains additional or different terms which do not materially alter the terms of the offer constitutes an acceptance, unless the offeror, without undue delay, objects orally to the discrepancy or dispatches a notice to that effect. If he does not so object, the terms of the offer are the laws of the offer with the modification contained in the acceptance. Additional or different terms