第六章 國(guó)際貿(mào)易磋商

1、International Trade Practice與客戶聯(lián)系建立業(yè)務(wù)關(guān)系開展國(guó)際營(yíng)銷活動(dòng)國(guó)際市場(chǎng)調(diào)研發(fā) 盤接受（合同成立）簽訂書面合同國(guó)外開來(lái)信用證備貨出運(yùn)（商檢、報(bào)關(guān)、保險(xiǎn)、裝船）制單結(jié)匯處理爭(zhēng)議詢盤還盤交易前準(zhǔn)備階段交易磋商階段簽約階段履約階段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

2、cameras, 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 ou

3、r cameras 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. 與客戶聯(lián)系

4、建立業(yè)務(wù)關(guān)系開展國(guó)際營(yíng)銷活動(dòng)國(guó)際市場(chǎng)調(diào)研發(fā) 盤接受（合同成立）簽訂合同國(guó)外開來(lái)信用證備貨出運(yùn)（商檢、報(bào)關(guān)、保險(xiǎn)、裝船）制單結(jié)匯處理爭(zhēng)議詢盤還盤交易前準(zhǔn)備階段交易磋商階段簽約階段履約階段11 clauses of contract ：quality, quantity, package, price, transport, insurance, payment, commodity inspection, claim, arbitration and force majeure與客戶聯(lián)系建立業(yè)務(wù)關(guān)系開展國(guó)際營(yíng)銷活動(dòng)國(guó)際市場(chǎng)調(diào)研發(fā) 盤接受（合同成立）簽訂合同國(guó)外開來(lái)信用證備貨出運(yùn)（商檢、報(bào)關(guān)、保險(xiǎn)

5、、裝船）制單結(jié)匯處理爭(zhēng)議詢盤還盤交易前準(zhǔn)備階段交易磋商階段簽約階段履約階段Chapter 6 Negotiation接受接受Acceptance還盤還盤Counteroffer發(fā)發(fā)盤盤Offer詢盤詢盤Inquiry合同合同Contract交易一方向交易另一方發(fā)出的關(guān)于交易條件的詢問。交易一方向交易另一方發(fā)出的關(guān)于交易條件的詢問。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

6、very much interested in 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

7、soon as possible.交易一方向交易另一方發(fā)出的關(guān)于交易條件的詢問。交易一方向交易另一方發(fā)出的關(guān)于交易條件的詢問。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 inqui

8、ry: Can supply 1000 pieces Flying Pigeon brand bicycles May shipment please bid. 是對(duì)詢盤的肯定答復(fù)，或者交易一方主動(dòng)提出交易條件，是對(duì)詢盤的肯定答復(fù)，或者交易一方主動(dòng)提出交易條件，并且表明愿意按此條件與對(duì)方成交的肯定表示。并且表明愿意按此條件與對(duì)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 t

9、he terms and conditions offered. E.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

10、usually offer a good discount to our customer 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 o

11、f the following December. Looking forward to your earliest answer. Firm offer Free offer2發(fā)盤人必須有明發(fā)盤人必須有明確的訂立合同的確的訂立合同的意圖意圖The offerer must h a v e a c l e a r intention of signing a contract.1發(fā)盤必須向一個(gè)發(fā)盤必須向一個(gè)或一個(gè)以上特定或一個(gè)以上特定的人發(fā)出的人發(fā)出The offer must be made to one or more than one specific persons. 3發(fā)盤的內(nèi)容必須

12、發(fā)盤的內(nèi)容必須是明確的、完整是明確的、完整的、無(wú)保留條件的、無(wú)保留條件The content of the offer must be clear, complete and final.公約：聯(lián)合國(guó)國(guó)際貨物買賣合同公約公約：聯(lián)合國(guó)國(guó)際貨物買賣合同公約United Nations Convention on United Nations Convention on Contracts for the International Contracts for the International Sale of GoodsSale of Goods慣例：國(guó)際貿(mào)易術(shù)語(yǔ)解釋通則慣例：國(guó)際貿(mào)易術(shù)語(yǔ)解釋通則

13、 INCOTERMSINCOTERMS 跟單信用證統(tǒng)一慣例跟單信用證統(tǒng)一慣例 UCPUCP2發(fā)盤人必須有明發(fā)盤人必須有明確的訂立合同的確的訂立合同的意圖意圖The offerer must h a v e a c l e a r intention of signing a contract.1發(fā)盤必須向一個(gè)發(fā)盤必須向一個(gè)或一個(gè)以上特定或一個(gè)以上特定的人發(fā)出的人發(fā)出The offer must be made to one or more than one specific persons. 3發(fā)盤的內(nèi)容必須發(fā)盤的內(nèi)容必須是明確的、完整是明確的、完整的、無(wú)保留條件的、無(wú)保留條件The cont

14、ent of the offer must be clear, complete and final.4發(fā)盤必須在有效發(fā)盤必須在有效期內(nèi)送達(dá)到受盤期內(nèi)送達(dá)到受盤人人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

15、reasonable period of time 2發(fā)盤人必須有明發(fā)盤人必須有明確的訂立合同的確的訂立合同的意圖意圖The offerer must h a v e a c l e a r intention of signing a contract.1發(fā)盤必須向一個(gè)發(fā)盤必須向一個(gè)或一個(gè)以上特定或一個(gè)以上特定的人發(fā)出的人發(fā)出The offer must be made to one or more than one specific persons. 3發(fā)盤的內(nèi)容必須發(fā)盤的內(nèi)容必須是明確的、完整是明確的、完整的、無(wú)保留條件的、無(wú)保留條件The content of the offer mu

16、st be clear, complete and final.4發(fā)盤必須在有效發(fā)盤必須在有效期內(nèi)送達(dá)到受盤期內(nèi)送達(dá)到受盤人人The offer must be delivered to the offeree within the validity time. （1）有效期屆滿（2）得到拒絕通知時(shí)失效（3）發(fā)盤的合理撤銷（4）還盤使原發(fā)盤失效（5）發(fā)生不可抗力不完全同意原發(fā)盤的內(nèi)容而對(duì)原發(fā)盤內(nèi)容進(jìn)行某些限制、不完全同意原發(fā)盤的內(nèi)容而對(duì)原發(fā)盤內(nèi)容進(jìn)行某些限制、修改或添加的行為。修改或添加的行為。 A reply to an offer that adds to, limits, or modi

17、fies the terms of the offer. E.g.: Yours 13th acceptable if shipment November，reply 22nd here。We are writing to confirm that we accept your letter dated 15 November. 完全同意原發(fā)盤內(nèi)容的肯定表示。完全同意原發(fā)盤內(nèi)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）接受必須由受盤人作出（2）接受的意思必須明確表示出來(lái)（3）必須完全同意原發(fā)盤的內(nèi)容（4）必須在有效期內(nèi)送達(dá)到發(fā)盤人 E.g.接受你方16日發(fā)盤，但是包裝袋由塑料袋改為紙箱。 Conditional acceptance O