《國際貿(mào)易磋商》PPT課件

1、2021/4/21International Trade Practice2021/4/22與客戶聯(lián)系建立業(yè)務(wù)關(guān)系開展國際營銷活動國際市場調(diào)研發(fā) 盤接受（合同成立）簽訂合同國外開來信用證備貨出運（商檢、報關(guān)、保險、裝船）制單結(jié)匯處理爭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2021/4/2311 clauses of contract ：quality, quantity, package, price, transport, insurance, payment, commodity inspection, claim, arbitration and force majeure

2、2021/4/24Chapter 6 Negotiation2021/4/25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 ETC2021/4/26 2021/4/27是對詢盤的肯定答復(fù)，或者交易一方主動提出交易條件，是對詢盤的

3、肯定答復(fù)，或者交易一方主動提出交易條件，并且表明愿意按此條件與對方成交的肯定表示。并且表明愿意按此條件與對方成交的肯定表示。 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

4、，PACKG POLYBAGS。 2021/4/282021/4/29 Firm offer Free offer2021/4/2102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)盤必須向一個發(fā)盤必須向一個或一個以上特定或一個以上特定的人發(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

5、的、無保留條件的、無保留條件The content 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.2021/4/211This offer is valid within this monthReply reaching us 15 days.This offer is valid until the 14th of October our time有

6、效期：This offer is valid within a reasonable period of time 2021/4/212 2021/4/213 2021/4/214 2021/4/215 2021/4/216 2021/4/217 2021/4/218（1）有效期屆滿（2）得到拒絕通知時失效（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2021/4/219不完全同意原發(fā)盤的內(nèi)容而對原發(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, lim

7、its, or modifies the terms of the offer. E.g.: Yours 13th acceptable if shipment November，reply 22nd here。2021/4/2202021/4/221We 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 acc

8、ept the terms and conditions in the offer.2021/4/2222021/4/223（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（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。2021/4/224 Conditional acceptance 2021/4/225 2021/4/226Overdue acceptance 2021/4/227 2021/4/228 Withdrawal 。2021/4/229 2021/4/230Review:2. Inquiry3. Offer4. The requisite conditions of a firm offer5. Withdrawal of an offer6. Revocation of an offer1. Four steps of negotiation7. Terminati