国际贸易理论与实务（英文版）Ch.17Negotiation教材教学课件.pptVIP

  CHAPTER 17 NEGOTIATION AND FORMATION OF THE CONTRACT International Trade Negotiation Formation of Contract §1 INTERNATIONAL TRADE NEGOTIATION  ENQUIRY OFFER COUNTER OFFER ACCEPTANCE Enquiry Invitation to offer By the seller or the buyer Not bind the two parties Not a necessary step But usually start of a deal e.g. “We are interested in your Butterfly Brand sewing machines. Please make us a quotation at your earliest convenience.” 2. Offer Proposal Definite in its terms Indicates the offeror’s intention to make a deal Bi