商务英语谈判5.pptVIP

Business Negotiation English Modules of Business Negotiation Objectives Offer and Counter-offer Learn how to bargain Simulated negotiation Offer and Counter-offer Offer: A proposal for concluding a contract addressed to one or more specific persons constitutes an offer if it is sufficiently specific and indicates the intention of the offeror to be bound in case of acceptance. -----create a legal relationship, if accepted. -----be capable of being acceptable -----be complete -----not merely advertising Invitation for Offer/Invitation to Tender ---quotations --- auction announcement --- prospectus(内容说明书) --- commercial advertisements --- tender notices A firm offer and a soft offer A firm offer is a promise made to a specific person or persons to express or imply a definite intention of the offeror to make a contract under clear, complete and final trade terms. Once it is unconditionally accepted by the offeree within its validity, it cannot be revoked or amended and is binding on both parties. A firm offer and a soft offer A soft offer is an offer without engagement. It has no binding force upon the offeror. A satisfactory offer will include the following: Name of the commodities, quality, quantity and specifications. Unit price and type of currency. Terms of payment and discounts. Indication of what the price covers. Packing conditions and date of delivery. The terms of validity of the offer. An offer becomes ineffective in 3 circumstances: The offeror receives a rejection notice from the offeree. Lawful revocation of the offer Expiration of the offer. Counter-offer doubt/ change the terms---counter-offer( destroys the original offer) A substantial change: a change in the main contents of a contract including the objects, quality, quantity, price or compensation, time, place and method for performance, remedies for breach and dispute resolution. Guidelines for Making offers Counter-offers Be sure you understand their offers and counter-offers, and seek clari