《国际贸易磋商》课件.ppt

1、精选PPT1International Trade Practice精选PPT2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阶段交易磋商阶段签约阶段履约阶段精选PPT311 clauses of contract：quality,quantity,package,price,transport,insurance,payment,commodity inspection,claim,arbitration and force majeure精选PPT4Chapter 6 Neg

2、otiation精选PPT5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.E.g.:PLS QUOTE CIF N.Y.SHPMT QLY QTY PAYMT PACKG ETC精选PPT6 精选PPT7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

3、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.g.:USD 100/DOZEN CIF N.Y.，SHPMT JULY，QLY GOLDLION，QTY 1000 DOZEN，PAYMT L/C，PACKG POLYBAGS。精选PPT8精选PPT9 Firm offer

4、 Free offer精选PPT102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 the offer must be cle

5、ar,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期内送达到受盘人人The offer must be delivered to the offeree within the validity time.精选PPT11This 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 t

6、ime 精选PPT12 精选PPT13 精选PPT14 精选PPT15 精选PPT16 精选PPT17 精选PPT18（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）发生不可抗力精选PPT19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 shipment No

7、vember，reply 22nd here。精选PPT20精选PPT21We 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.精选PPT22精选PPT23（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

8、全同意原发盘的内容（4）必须在有效期内送达到发盘人 E.g.接受你方16日发盘，但是包装袋由塑料袋改为纸箱。精选PPT24 Conditional acceptance 精选PPT25 精选PPT26Overdue acceptance 精选PPT27 精选PPT28 Withdrawal 。精选PPT29 精选PPT30Review:2.Inquiry3.Offer4.The requisite conditions of a firm offer5.Withdrawal of an offer6.Revocation of an offer1.Four steps of negotiation7.Termination of an offer