《国际商贸》英语Chapter 2 Business Negotation and the Establishment of the Contract.ppt

Chapter 2 Business Negotiation and Establishment of Contract 2.1 Business Negotiation . The Meaning . Making Preparation for Export Business 2.2 General Procedure in Business Negotiation . Enquiry . Offer . Counter-offer . Acceptance . Contract Overview of Business Negotiation The meaning: Business negotiation is a series of dealings between the seller/exporter and the buyer/importer in order to reach an agreement on price, payment, quantity, quality and other terms of conditions of a sale. Overview of Business Negotiation Some principles: The contents of business negotiation shall not only include the basic contractual rights and duties of both parties, but also include the likely arisen disputes and the relative measures to prevent and handle them. the two parties shall negotiate amicably on the basis of the principles of equality and mutual benefit. The contract shall be in conformity with the regulations and requirements of relative laws and international practices. Business negotiations are carried out either by writing or verbally By writing: traders communication by letter, by cable, by telex or by e-mail Verbally : traders talk about the terms or conditions of a sale with each other, in person or by telephone. Overview of Business Negotiation Making Preparation for Export Business Market research is very useful for both the newly established trading companies to build up business relations with overseas customers, and the early established ones which have regular customers to expand their business. The market research mainly includes the analysis of marketing opportunities, investigation as to the needs of customers or end-users for the products and market forecasting. Making Preparation for Export Business Making Preparation for Export Business First of all, the exporter should use various trade statistics and literature published by most countries and Wo