国际贸易Chapter_2_Business_Negotiation_and.pptVIP

 The Contents of Chapter 2 The procedure of a transaction for the international sale of goods Three stages: Preparation before business negotiation Business negotiation and the conclusion of a sales contract The implementation of a sales contract. Negotiations are used as means of deciding the terms by which a company may initiate, carry on, or terminate operations in a foreign country. They have been extended to other operating arrangements, such as licensing agreements, debt repayment, and large-scale export sales. The sales contract offers guidelines for the international business practice. But before business contract is concluded, much work has to be done in business negotiation. And before we undergo business negotiation, we also need to do some preparations. 2.1 Form and Contents of Business Negotiation Written communication for international transactions ? letter ? cable ? telex ? fax ? e-mail ? MSN Verbal communication for international transactions  Business negotiation in international trade is the process by which the seller and the buyer negotiate about the terms of trade of a transaction with the intent of reaching an agreement about the sales of goods. The terms of trade of a sales contract can be classified as major terms and conditions (or specific terms) and general terms and conditions: 2.2 General Procedures of Business Negotiation Sample Enquiry Letter Dear Sirs, We are interested in buying large quantities of steel screws in all size. We would be obliged if you would give us a quotation per kilogram CIF London. It would also be appreciated if you could forward samples and your price list to us. We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products. We look forward to hearing from you by r