chapter12谈判与合同订立.pptVIP

Export Business Negotiation and Conclusion of Contract The export business negotiation is one of the most important step in foreign trade since it is the foundation of the contract ,while the contract is the result of the business negotiation. Key sentence:the two parties shall negotiate amicably on the basis of equality and mutual benefit . A.Making preparation for export business: Question: 1)Do you know how to build up business relations with overseas customers? 2)Is it possible for the exporter to go to every country to find out whether his products can sell on a particular market? Market research is very important for exporter and importer.(E180) Important information sources include:national trade statistics which indicate a number of importing houses(机构）,wholesalers(批发商）， retailers and other kinds of marketing intermediaries,trade journals(期刊）and directories(姓名地址录），International Chamber of Commerce,and the China Council for Promotion of International Trade. B.General Procedure in Business Negotiation. In international practices,the business negotiation will usually go through 4 steps,I.e., enquiry,offer,counteroffer and acceptance. Question: How many steps will the business negotiation go through in international practices? Which of them are necessary? Enquiry Enquiry 1.Definition:In foreign trade,enquiries are usually made by the buyers without engagement (保证） to get information about the goods to be ordered,such as quality,quantity ,price ,delivery date and other terms. Questions: 1.What is the purpose of enquiry? 2.Who makes enquiry in international trade? For example : FROM A BUYER（invitation to offer 邀请发盘） INTERESTED IN CREAMY CANDY(奶糖）, WHITE RABBIT BRAND , PLEASE OFFER Please quote the best price of CFR Singapore for 20,000 meters Chinese brocade(锦缎）at the earliest delivery. From a seller(invitation to bid 邀请递盘) CAN SUPPLY NORTHEAST SOYBEAN,MARCH SHIPMENT , PLEASE BID. We can offer Chinese brocade with shipment in May .Please fax us if you are int