国际商务谈判 Chapter 8International Sales Negotiation.ppt

Chapter 8 International Sales Negotiation To achieve satisfying results in a sales negotiation, one must consider a variety of factors: quality, quantity, packing, shipment, quotation, offer and counter offer, insurance, payment, inspection, claim and arbitration… Knowing these terms well will assist in clearly stating what specifications and conditions the counterpart must offer during the negotiation. In this chapter you will learn: the contents of international sales negotiation the process of international sales and purchases negotiation strategies and applications 8.1The contents of international sales negotiation There are unlimited numbers of items that could be listed as factors to be considered for setting targets and objectives for any given negotiation. However, most factors can generally be derived from the following categories: 8.1.1Quality In international trade, buyers and sellers usually live far from each other and this creates a problem. It is impossible for the buyers to examine the quality of the imported goods. Thus there needs to be some means for the sellers to inform the buyers of the quality. In international trade, four means are generally used to express the quality of products. They are sales by sample, sales by specification, grade or standard, sales by trademark or brand, and sales by description. 8.1.2 Quantity Since quantity plays a very important part in foreign trade, it is necessary to find out the units of measurement to be adopted in foreign trade. That is because different products require different kinds of measurement and different countries may use their own units of measurement. Some of the units of measurement commonly used in foreign trade are as follows: Weight: metric ton, long ton, short ton, kilogram, pound, ounce, gram, etc. Numbers: piece, pair, set, dozen, gross, ream, etc. Length: meter, foot, yard, mile, inch, etc. Area: acre, square yard, square foot, square inch, etc, Volume: cubic meter, cubic foot,