国际贸易Unit_02.ppt

To improve the success rate of the transction,the following preparations shouldo be made before the business negotiation. 1.arrange sound trade negotiations personnel. 2.select target market 3.select transaction object 4.work out import and export mangagement plan. Offer, and acceptance are two indispensable links for reaching an agreement and concluding a contract. The ways of Negotiation: Oral Written (letter, fax, email, telex, etc.) What should be negotiated while negotiating includes all the terms based on which the contract is going to be concluded: the name of the commodity, quality or specifications,quantity,packing, price,shipment,insurance,payment, inspection,claims,adjustment, force majeure,etc. the essential terms in a transactions Price Packing Insurance Payment Shipment Quantity Name Quality or specifications规格 Contract Name of commodity Quality Quantity Package Price Payment Transport and insurance The time limit and place of performance 履行地 The prevention and handling of dispute预防与处理 Body The rest are general transaction terms, which can be printed on the back of the contract. Such as inspection . claims, arbitration , force majeure. What is an enquiry? An enquiry is a request for business information, such as price lists, catalogue, samples, and details about the goods or trade terms(贸易条款determine at what points the seller has fulfilled his obligations so that the goods in legal sense could be said to have been delivered to the buyers). It can be made by either the importer or the exporter. On receiving the enquiry, it is a regular practice that the exporter should reply to it without delay. The seller and the buyer both can make an inquiry. Usually, the inquiry made by the buyer is also called bid递盘, and the inquiry made by the seller is also ca