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国际贸易实务讲义 Chapter 8 Export Business Negotiation and Conclusion of Contract Abstract: This chapter tells the general procedures of business negotiation, the basical contents and establishment of contract, etc. Section 1: Form and content of business negotiation 1. The form of business negotiation Two forms: Oral form and written form 2. Main contents of business negotiation （1）Main terms of trade It includes quality, quantity, packaging, price, delivering and terms of payment, etc. （2）General Terms and Conditions Section 2: general procedure in business negotiation 1. Inquiry The seller and the buyer both can make an inquiry. Usually, the inquiry made by the buyer is also called bid, and the inquiry made by the seller is also called selling inquiry. Inquiry will not bind upon both parties, but usually when you received an inquiry, you should reply it as soon as possible 2. Offer （1）The meaning of an offer the definition of offer stipulated in“convention” The party who makes an offer is called an offeror, in the case of the seller, the offer is called a selling offer, while in the case of the buyer, and it is called a buying offer. 2. Contents of the offer shall be sufficiently definite, i.e., trade terms of the offer shall be complete, clear and final （1）The “Convention” stipulates that a sufficiently definite offer should include three basic elements: name, quantity and price （2）In our foreign trade practice, a complete offer shall include the quality, quantity, packing, price, terms of delivery of the goods and terms of payment. 3. The offer shall indicate the intention of the offeror to be bound in case of acceptance This intention may be indicated by terms as “firm” offer, “offer with engagement”, etc. If the offer has a restrictive condition, i.e.,” subject to our final confirmation”, then it’s a non-firm offer regarded as an invitation for offer. (3) Time of Validity or Duration of Offer 1 Stipulate the term of validity clearly The term of v
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