第3部分课件：谈判以及外贸业务基本程序.pptVIP

Negotiation  Procedures of Foreign Trade International Trade Procedure 外贸函电的通常内容 1.信头（发函人全称、地址和联系方式）。 2.参考号（案号）和日期：可以出现在函电顶端。 3.收信人姓名和地址。 4.注意事项。 5.事由（可以有主标题和分标题）。 6.称呼。 7.函电正文。 8.结尾敬语。 9.签署。 10.经办人代号，附件，抄送，附言。 （外贸函电的具体格式请参考Word文档） Establishment of Business Relations 外贸洽商的基本步骤 Enquiry Offer Offer / Quotation Validity of an Offer Validity of an Offer Validity of an Offer CISG Article 20 (2) Official holidays or non-business days occurring during the period for acceptance are included in calculating the period. However, if a notice of acceptance cannot be delivered at the address of the offeror on the last day of the period because that day falls on an official holiday or a non-business day at the place of business of the offeror, the period is extended until the first business day which follows. When an offer becomes invalid？ Revocability of an offer Counter offer Counter-offer Acceptance Acceptance / Confirmation Late Acceptance Acceptance with modifications 3) Additional or different terms relating, among other things, to the price, payment, quality and quantity of the goods, place and time of delivery, extent of one partys liability to the other or the settlement of disputes are considered to alter the terms of the offer materially. Manner for indicating assent When acceptance becomes effective? CISG Article 22 An acceptance may be withdrawn if the withdrawal reaches the offeror before or at the same time as the acceptance would have become effective. Conclusion of a contract CISG Article 23 A contract is concluded at the moment when an acceptance of an offer becomes effective in accordance with the provisions of this Convention. Conclusion of contract Modification and Termination of Contract CISG Article 29 (1) A contract may be modified or terminated by the mere agreement of the parties. (2) A contract in writing which contains a provision requiring any modification or termination by agreement to be in writing may not be otherwise modi