第六章-国际贸易磋商课件.ppt

1、International Trade Practice与客户联系建立业务关系开展国际营销活动国际市场调研发 盘接受（合同成立）签订书面合同国外开来信用证备货出运（商检、报关、保险、装船）制单结汇处理争议询盘还盘交易前准备阶段交易磋商阶段签约阶段履约阶段Dear Sirs:We have been in touch with your Chamber of Commerce,who recommended you as a possible importer for our products in your country.We manufacture the Bright brand cam

2、eras,which have proved highly successful wherever they have been introduced and wish to extend sales over the whole Europe.We have got to know that you import from Asia various kinds of cameras for a large amount annually,and are confident that you will be able to build up a good market for our came

3、ras at your end in a short time.You will be obliged if you let us know your general trade terms for cameras.In case it is ok,we would like to enter into long-term business relations with you with equality and mutual benefit.We look forward to receiving your early and favorable reply.与客户联系建立业务关系开展国际营

4、销活动国际市场调研发 盘接受（合同成立）签订合同国外开来信用证备货出运（商检、报关、保险、装船）制单结汇处理争议询盘还盘交易前准备阶段交易磋商阶段签约阶段履约阶段11 clauses of contract：quality,quantity,package,price,transport,insurance,payment,commodity inspection,claim,arbitration and force majeure与客户联系建立业务关系开展国际营销活动国际市场调研发 盘接受（合同成立）签订合同国外开来信用证备货出运（商检、报关、保险、装船）制单结汇处理争议询盘还盘交易前准备

5、阶段交易磋商阶段签约阶段履约阶段Chapter 6 Negotiation接受接受Acceptance还盘还盘Counteroffer发发盘盘Offer询盘询盘Inquiry合同合同Contract交易一方向交易另一方发出的关于交易条件的询问。交易一方向交易另一方发出的关于交易条件的询问。The activity of the importer or exporter to inquire for sales information or to ask for the price of a product.Dear Sir/Madam,We are very much interested i

6、n your Changhong Brand TV sets of the latest model.Could you please send us your latest product catalogue,price list as well as other trading terms and conditions?If we place a large order,can you give us a discount?We would very much appreciate it if you could answer us as soon as possible.交易一方向交易另

7、一方发出的关于交易条件的询问。交易一方向交易另一方发出的关于交易条件的询问。The activity of the importer or exporter to inquire for sales information or to ask for the price of a product.E.g.:PLS QUOTE CIF N.Y.SHPMT QLY QTY PAYMT PACKG ETCBuying inquiry:Please offer Flying Pigeon brand bicycles.Selling inquiry:Can supply 1000 pieces Fly

8、ing Pigeon brand bicycles May shipment please bid.是对询盘的肯定答复，或者交易一方主动提出交易条件，是对询盘的肯定答复，或者交易一方主动提出交易条件，并且表明愿意按此条件与对方成交的肯定表示。并且表明愿意按此条件与对方成交的肯定表示。An affirmative reply to an inquiry,or an affirmative willingness of the seller or the buyer to sign a contract according to the terms and conditions offered.E

9、.g.:USD 100/DOZEN CIF N.Y.，SHPMT JULY，QLY GOLDLION，QTY 1000 DOZEN，PAYMT L/C，PACKG POLYBAGS。Dear Sirs，Thank you very much for your inquiry dated 15,Nov.We are very pleased to inform you that we have sufficient products of high quality in stock you inquired.We usually offer a good discount to our cust

10、omer on a large order.We normally deal with our new customer on a basis of USD 300,CIF N.Y.,with confirmed irrevocable letter of credit.The shipping date is 15 days after we receive the letter of credit.Ours is a firm offer which is valid until the end of the following December.Looking forward to yo

11、ur earliest answer.Firm offer Free offer2发盘人必须有明发盘人必须有明确的订立合同的确的订立合同的意图意图The offerer must h a v e a c l e a r intention of signing a contract.1发盘必须向一个发盘必须向一个或一个以上特定或一个以上特定的人发出的人发出The offer must be made to one or more than one specific persons.3发盘的内容必须发盘的内容必须是明确的、完整是明确的、完整的、无保留条件的、无保留条件The content of

12、 the offer must be clear,complete and final.公约：联合国国际货物买卖合同公约公约：联合国国际货物买卖合同公约United Nations Convention on United Nations Convention on Contracts for the International Contracts for the International Sale of GoodsSale of Goods惯例：国际贸易术语解释通则惯例：国际贸易术语解释通则 INCOTERMSINCOTERMS 跟单信用证统一惯例跟单信用证统一惯例 UCPUCP2发盘人必

13、须有明发盘人必须有明确的订立合同的确的订立合同的意图意图The offerer must h a v e a c l e a r intention of signing a contract.1发盘必须向一个发盘必须向一个或一个以上特定或一个以上特定的人发出的人发出The offer must be made to one or more than one specific persons.3发盘的内容必须发盘的内容必须是明确的、完整是明确的、完整的、无保留条件的、无保留条件The content of the offer must be clear,complete and final.4

14、发盘必须在有效发盘必须在有效期内送达到受盘期内送达到受盘人人The offer must be delivered to the offeree within the validity time.This offer is valid within this monthReply reaching us 15 days.This offer is valid until the 14th of October our time有效期：This offer is valid within a reasonable period of time 2发盘人必须有明发盘人必须有明确的订立合同的确的订立

15、合同的意图意图The offerer must h a v e a c l e a r intention of signing a contract.1发盘必须向一个发盘必须向一个或一个以上特定或一个以上特定的人发出的人发出The offer must be made to one or more than one specific persons.3发盘的内容必须发盘的内容必须是明确的、完整是明确的、完整的、无保留条件的、无保留条件The content of the offer must be clear,complete and final.4发盘必须在有效发盘必须在有效期内送达到受盘

16、期内送达到受盘人人The offer must be delivered to the offeree within the validity time.（1）有效期届满（2）得到拒绝通知时失效（3）发盘的合理撤销（4）还盘使原发盘失效（5）发生不可抗力不完全同意原发盘的内容而对原发盘内容进行某些限制、不完全同意原发盘的内容而对原发盘内容进行某些限制、修改或添加的行为。修改或添加的行为。A reply to an offer that adds to,limits,or modifies the terms of the offer.E.g.:Yours 13th acceptable if

17、shipment November，reply 22nd here。We are writing to confirm that we accept your letter dated 15 November.完全同意原发盘内容的肯定表示。完全同意原发盘内容的肯定表示。The activity of the offeree to show his willingness or intention to accept the terms and conditions in the offer.（1）接受必须由受盘人作出（2）接受的意思必须明确表示出来（3）必须完全同意原发盘的内容（4）必须在有效

18、期内送达到发盘人 E.g.接受你方16日发盘，但是包装袋由塑料袋改为纸箱。Conditional acceptance Overdue acceptance Withdrawal 。Review:2.Inquiry3.Offer4.The requisite conditions of a firm offer5.Withdrawal of an offer6.Revocation of an offer1.Four steps of negotiationReview:1.Four steps of negotiation3.Offer4.The requisite conditions for a firm offer2.Inquiry