主講教師夏夕美

主講教師：夏夕美InternationaltradepracticesImport&ExportPractices主講教師：夏夕美Internationaltradepr1WorksbeforesigningcontractcontractFulfillcontractOthertypeoftrade13452briefintroductiontointernationaltradediagramoftheCourseImport&ExportPracticesWorksbeforesigningcontractc2主講教師：夏夕美businessnegotiation主講教師：夏夕美businessnegotiation3主講教師夏夕美4主講教師夏夕美5相關(guān)網(wǎng)站中國外經(jīng)貿(mào)

阿里巴巴

商務(wù)部

中國國際市場貿(mào)易網(wǎng)

中國出口商品貿(mào)易網(wǎng)

中國進(jìn)出口貿(mào)易網(wǎng)

中國國際貿(mào)易發(fā)展網(wǎng)

中國出口商品交易

中國航貿(mào)網(wǎng)

相關(guān)網(wǎng)站中國外經(jīng)貿(mào)www.chinamarket.c6BusinessNegotiation

isthedealingsbetweentheexporterandtheimporterinordertoreachanagreementonprice,payment,quantity,quality,andothertermsorconditionsofasale.BusinessNegotiationBusinessNegotiationisthede7Theconclusionofasalescontractresultsfromthebusinessnegotiationtothesatisfactionofbothparties.BusinessNegotiationTheconclusionofasalescont8

theformsofnegotiationBusinessnegotiationsarecarriedouteitherby---writing書面（傳真、信函等）---verbally口頭theformsofnegotiationBu9verbalNegotiation

Intheverbalcase,traderstalkaboutthetermsorconditionsofasalewitheachother,inpersonorbytelephone.Theforeignmerchantmaycallonthedomestictraderuponinvitation,ortheexporterwillmakeavisittoanoverseasimporteronhisownaccount.verbalNegotiationIntheverb10Businesstalksarealsoheldatinternationalfairs(theChinaExportCommoditiesFairinGuangzhou)verbalNegotiationBusinesstalksarealsohelda11Whenbusinessnegotiationisdonebywriting,communicationsbyletter,bycableorbytelexaretheusualmeanstradersuse.WrittenNegotiationInpractice,letter-writingplaysavitalpart,andthat'swhyaprosperoustraderalwayshasagreatdealofcorrespondencetodealwith.Whenbusinessnegotiationisd12NegotiationSometimesbothtypes,communicationsinwritingandinspokenwords,areusedinterchangeablyinonesingletransaction.NegotiationSometimesbothtype13Toreachanagreement,thefollowingterms(mainterms&generalconditions)aretalkedoverduringabusinessnegotiation.ThecontentsofNegotiationToreachanagreement,thefo14Mainterms:thedescriptionofthegoods,quality,quantity,packing,price,delivery,paymentThecontentsofNegotiationGeneralterms:insurance,inspection,arbitration,claimsanddisputes,andforcemajeure.Mainterms:thedescriptionof151Offer--發(fā)盤13Counter-offer--還盤4Acceptance--接受12Enquiry--詢盤conclusionofacontractBusinessnegotiation,inmostcases,needsgoingthroughfourstages:1Offer--發(fā)盤13Counter-offer--還盤416Anbuyerinquiriesuponthetermsofasaletoaseller.Aninquiryincludesthecommodity'sname,quality,mode,thedesiredquantityanddeliverydateetc.

BuyerInquirySellerSellerInvitationtoofferbuyer

EnquiryAnbuyerinquiriesuponthete17詢盤示例WeareinterestedinyourDCcamera,detailsasperourinquirynote5678attached,andwewillbegladtoreceiveyourlowestquotationASAP.詢盤示例Weareinterestedinyour18Itisworthyofnotethatwhoevermakesanenquiryisnotliableforthebuyingortheselling,and,theoppositeparty,atthesametime,canmakenoreplyatall.Accordingtothecommercialpractice,thereceiverofanenquirywillrespondwithoutdelayintheusualformofaquotation,anoffer,orabid.

EnquiryItisworthyofnotethatwhoe19最常見的是詢盤。詢盤的內(nèi)容可涉及：價(jià)格、品質(zhì)、數(shù)量、包裝、裝運(yùn)以及索取樣品等，而多數(shù)只是詢問價(jià)格，所以，業(yè)務(wù)上常把詢盤稱作詢價(jià)。買賣雙方均可發(fā)出詢盤，買方詢盤又叫遞盤（Bid），賣方詢盤又叫索盤（SellingInquiry）。詢盤對(duì)買賣雙方無法律約束力，但在商業(yè)習(xí)慣上，被詢盤一方接到詢盤后應(yīng)盡快給予答復(fù)。最常見的是詢盤。詢盤的內(nèi)容可涉及：價(jià)格、品質(zhì)、數(shù)量、包裝20

Offer--Definitionanofferisonethatclearlyexpressestheofferor’swillingnessinconcludingacontract.Offer--Definitionanofferis21

thepartiesinvolvedin

Offeraproposaloftermsandconditionspresentedinapotentialcontractbyoneparty,calledtheofferor,toanotherparty,calledtheofferee.thepartiesinvolvedinOffer22accordingto

theUnitedNationsConventiononContractsforInternationalSaleofGoods,

“aproposalforconcludingacontractaddressedtooneormorespecificpersonsconstituteanofferifitissufficientlydefiniteandindicatestheintentionoftheofferertobeboundincaseofacceptance.”

《聯(lián)合國國際貨物銷售合同公約對(duì)發(fā)盤的解釋為：“向一個(gè)或一個(gè)以上特定的人提出的訂立合同的建議，如果十分確定并且表明發(fā)盤人在得到接受時(shí)承受約束的意旨，即構(gòu)成發(fā)盤”。accordingtotheUnitedNation23*Indefiniteoffer=Offer

WithoutEngagement(non-firmoffer虛盤)

Offer--kinds*Definiteoffer=OfferwithEngagement(firmoffer;irrevocableoffer實(shí)盤)(unconditionallyaccepted;bindingonbothparties.)*Indefiniteoffer=OfferWitho242.Contentsbedefinite1.bemadetooneormorespecificpersons.發(fā)盤的條件

Conditionstheformationofanoffershallpossess3.indicatetheintentionoftheofferortobeboundincaseofacceptance.4.theofferwillbeeffectivewhenitreachtheofferee2.Contentsbedefinite1.bema25

1.bemadetooneormorespecificpersons.Isthebusinessadvertisementanoffer？Thedifferencebetweenofferandbusinessadvertisment（invitationtoanoffer）。1.bemadetooneormorespec26

2.Contentsoftheoffershallbedefinitetradetermsoftheoffershallbecomplete,clear,andfinal.1)Tobeclear:Themaintradingtermsshouldbecompletelydenoted.2)Tobefinal:withoutreservation2.Contentsoftheoffershall27

2.Contentsoftheoffershallbedefinite3)Tobecomplete:allmainitemsshouldratherbecompletelystatedintheoffer.Itincludesallthenecessaryitemsfortransaction.2.Contentsoftheoffershall28accordingtotheUnitedNationsConventiononContractsfortheInternationalSaleofGoods,anofferbecomesdefiniteorfirmaslongasithasthename,quantityandthepriceofthegoods

2.ContentsoftheoffershallbedefiniteaccordingtotheUnitedNation29*Suchanofferwillbebindingontheoffereriftheofferisacceptedbytheofferee.

3.Theoffershallindicatetheintentionoftheofferortobeboundincaseofacceptance.

*Suchanofferwillbebinding301)Offerbyoral,itiseffectivefromthetimetheoffereeknowscontentsoftheoffer.2)Offerinwritten,therearetwoopinions:postingopinionandarrivalopinion.

4.theofferwillbeeffectivewhenreachingofferee1)Offerbyoral,itiseffecti31TextTextTextwhenitisreceived

astheofferisdispatchedcommonlaw英美civillaw和《公約》

4.theofferwillbeeffectivewhenreachingoffereeTextTextTextwhenitisreceive32*Thefirmofferspecifiesthetimebywhichtheofferisvalidandthetimeacceptancemustbereceived(“ourtime”).*theofferorcannotrevokeoramendwhathehasofferedduringthevalidityoftheoffer.

validityoftheoffer*Thefirmofferspecifiesthe331、明確規(guī)定有效期1)Stipulatethelatestdateforacceptance.ThisofferisfirmsubjecttotheacceptancereachingusnotlaterthanJuly15thThisofferisvalidtillFridayourtime2)StipulateaperiodoftimeWewillkeeptheoffervalidforonemonth存在如何計(jì)算“一段接受期間”的起訖問題1、明確規(guī)定有效期342.未規(guī)定有效期Notstipulateclearlythetimeofvalidity.合理時(shí)間(ReasonableTime)

:口頭發(fā)盤應(yīng)當(dāng)場表示接受。validityoftheoffer

makeitpossiblefortheoffereetoacceptortodeclinetheoffer.Theacceptancemadebytheoffereebeforethevalidityexpiresiseffectivelegally.2.未規(guī)定有效期Notstipulateclearly35案例分析H公司有一批羊毛待售，4月2日公司銷售部以信件的形式向某市第一紡織廠發(fā)出要約，將羊毛的數(shù)量、質(zhì)量、價(jià)格等主要條款做了規(guī)定，約定若發(fā)生爭議將提交某仲裁委員會(huì)仲裁。并特別注明希望在15日內(nèi)得到答復(fù)。但由于工作人員疏忽，信件沒有說明要約的起算日期，信件的落款也沒有寫日期。4月4日公司人員將信件投出，4月17日紡織廠收到信件。恰巧紡織廠急需一批羊毛，第二天即拍發(fā)電報(bào)請(qǐng)其準(zhǔn)備盡快發(fā)貨。郵局于4月19日送達(dá)H公司。不料H公司卻在4月18日由于未收到紡織廠的回信，已將羊毛賣給另一紡織廠。第一紡織廠幾次催貨未果，向仲裁委員會(huì)提請(qǐng)仲裁，要求H公司賠償其損失。試對(duì)此案例進(jìn)行分析。案例分析H公司有一批羊毛待售，4月2日公司銷售部以信件的形式36

Withdrawalandrevocationoftheofferwithdrawal:thewithdrawalnoticereachestheoffereebeforeoratthesametimeastheoffer.andwithdrawalofofferisineffectiveuntilitarrives.一般只在適用信件或電報(bào)向國外發(fā)盤時(shí)才適用？《公約》規(guī)定：“一項(xiàng)發(fā)盤，即使是不可撤銷的，也可撤回，如果撤回的通知在發(fā)盤到達(dá)受盤人之前或同時(shí)到達(dá)受盤人。”Withdrawalandrevocationof37

Withdrawalandrevocationoftheofferrevocation:revocationreachestheoffereebeforehehasdispatchedanacceptance.Generallyspeaking,anoffer,oncemade,canberevokedbeforeacceptance.Butanofferisirrevocableifitstatesafixedtimeforacceptanceortheoffeehastakenactionaccodingtotheoffer.Withdrawalandrevocationof38

WithdrawalandrevocationoftheofferWhileIncommonlaw(英美法)countries,theruleisthatanofferwhichstatesafixedtimeforacceptanceisineverycasetobetreatedasrevocable.

*英美法和大陸法對(duì)撤回和撤銷有不同意見Withdrawalandrevocationof39

Anofferisterminatedinthefollowingforms:

Thepartyofferingmayrevoketheofferifnoconsiderationhasbeengiven.Theoffermaylapse(eitherafteraspecifiedtime,oritmayjustbecomestale).

Terminationofoffer

Anofferisterminatedint40Offermaycometoanendafterastipulatedeventoccursordoesnotoccur.Offermaylapseondeathofthepartyoffering.Offeriskilledbyacounter-offer.

Terminationofoffer

Offermaycometoanendafter41unclear,incompleteandwithreservationsnotbindingontheofferor

theofferonlyincludespartoftheterms.Themaintermsarenotcompletelylisted.Besides,theofferissubjecttotheofferor’sfinalconfirmation.

Indefiniteofferunclear,incompleteandwithr42若發(fā)盤中附有保留條件，如：“thisofferissubjecttoourfinalconfirmation”，或“priortoselling”等，則此建議不能構(gòu)成發(fā)盤，只能視為邀請(qǐng)發(fā)盤（InvitationforOffer）。若發(fā)盤中附有保留條件，如：“thisofferissu43Weareofferingyou120metrictonsofblackteaatUSD958netM/TCFRshanghaiforshipmentduringNovember/DecembersubjecttoyourorderreachingherebyJuly30th.

發(fā)盤示例Weareofferingyou120metric44theoffereedoesn'taccepttheofferwhollyandputforwardsomeadditions,modification,limitations,etcastothebasictermsandconditionscontainedintheoffer.Counter-Offertheoffereedoesn'tacceptthe45materialmodification:price,payment,quality,quantity,placeandtimeof

delivery,settlementofdisputes.還盤的形式non-materialmodificationCounter-Offermaterialmodification:price,46kindsof

Counter-OfferAcounter-offer,infact,isarejectionoftheoffer.Hence,itisanewofferandatthesametime,theoriginalofferlapses.kindsofCounter-OfferAcounte47kindsof

Counter-OfferInacounter-offeranewpriceaswellasothernewtermsissuggested.Itisoftensimplywordedwithonlythenewsuggestedtermsstatedandtheothertermsembodied包含intheoriginalofferremainunchanged,kindsofCounter-OfferInacou48Wefindyourpriceisonthehigherside,somecomputerofsimilarqualityfromothercountrieshavebeensoldhereatalevelaboutlowerthanyours.Shouldyoubereadytoreduceyourpriceby10%sothatwecancometoanagreement.還盤示例Wefindyourpriceisontheh49還盤案例分析一：我某公司向美國A公司發(fā)盤出售一批大宗商品，對(duì)方在發(fā)盤有效期內(nèi)復(fù)電表示接受，同時(shí)指出：“凡發(fā)生爭議，雙方應(yīng)通過友好協(xié)商解決；如果協(xié)商不能解決，應(yīng)將爭議提交中國國際經(jīng)濟(jì)貿(mào)易仲裁委員會(huì)仲裁?！钡谌?，我方收到A公司通過銀行開來的信用證。因獲知該商品的國際市場價(jià)格已大幅度上漲，我公司當(dāng)天將信用證退回，但A公司認(rèn)為其接受有效，合同成立。雙方意見不一，于是提交仲裁機(jī)構(gòu)解決。試問：如果你是仲裁員，你將如何裁決？還盤案例分析一：我某公司向美國A公司發(fā)盤出售一批大宗商品，對(duì)50案例分析參考《公約》規(guī)定：受盤人對(duì)貨物的價(jià)格、付款、品質(zhì)、數(shù)量、交貨時(shí)間與地點(diǎn)、一方當(dāng)事人對(duì)另一方當(dāng)事人的賠償責(zé)任范圍或解決爭端的辦法等提出添加或更改均視為實(shí)質(zhì)性變更發(fā)盤條件。案例分析參考《公約》規(guī)定：受盤人對(duì)貨物的價(jià)格、付款、品質(zhì)、數(shù)51還盤案例分析二：我某公司于5月20日以電傳發(fā)盤，并規(guī)定“限5月25日復(fù)到”。國外客戶于5月23日復(fù)電至我方，要求將即期信用證改為遠(yuǎn)期見票后30天。我公司正在研究中，次日又接到對(duì)方當(dāng)天發(fā)來的電傳，表示無條件接受我5月20日的發(fā)盤。問此筆交易是否達(dá)成？受盤人還盤后又接受原來的發(fā)盤，合同不成立。還盤案例分析二：我某公司于5月20日以電傳發(fā)盤，并規(guī)定“限552*Itreferstoastatementmadebyoralorwrittenorotherconductoftheoffereeindicatingassenttoanoffer.*itisrequiredbeforeacontractcanbevalid.

Acceptance*Itreferstoastatementma531.Acceptanceshallbemadeonlybyaspecificofferee.2.Acceptanceshallbedeclaredinwaysstipulatedintheoffer,eitherorallyorinawrittenform.3.Anacceptance,asarule,takeseffectwhenitreachestheofferorwithinthetimeofvalidity..TheconditionofAcceptance1.Acceptanceshallbemadeon544.Anoffereeshouldmakeanacceptancewithinthelifeofafirmoffer.5.Acceptanceshallbeinaccordancewiththeoffer.解釋：Anacceptancemustbeunconditionalandbeanunreservedassenttoallthetermsdesignatedintheoffer.TheconditionofAcceptance4.Anoffereeshouldmakeana55TextTextTextwhenitisreceived

astheacceptanceisdispatchedcommonlaw英美civillaw和《公約》AcceptanceTextTextTextwhenitisreceive56Silencedoesnotmakeanacceptance.Silencedoesnotmakeanaccep57案例分析香港某中間商A，就某商品以電傳方式邀請(qǐng)我方發(fā)盤，我于6月8日向A方發(fā)盤并限6月15日復(fù)到有效。12日我方收到美國B商人按我方發(fā)盤條件開來的信用證，同時(shí)收到中間商A的來電稱：“你8日發(fā)盤已轉(zhuǎn)美國B商”。經(jīng)查該商品的國際市場價(jià)格猛漲，于是我將信用證退回開證銀行，再按新價(jià)直接向美商B發(fā)盤，而美商B以信用證于發(fā)盤有效期內(nèi)到達(dá)為由，拒絕接受新價(jià)并要求我方按原價(jià)發(fā)貨，否則將追究我方的責(zé)任。問對(duì)方的要求是否合理？為什么？案例分析香港某中間商A，就某商品以電傳方式邀請(qǐng)我方發(fā)盤58*Anacceptancebeyondthevalidtyofanofferwouldbealateacceptance

LateAcceptance*Anacceptancebeyondtheval59*LateAcceptanceisuptotheofferertoinformtheoffereeiftheoffererwantstotakethelateacceptanceasaneffectiveacceptance.Orthelateacceptancecanbetakenasanewoffer.

LateAcceptance*LateAcceptanceisuptothe60LateAcceptanceAddYourTitleAddYourTitleAddYourTitle受盤人主觀上有過錯(cuò)，導(dǎo)致接受逾期受盤人主觀上沒有過錯(cuò)，而接受逾期逾期接受是否有效關(guān)鍵看發(fā)盤人如何表態(tài)LateAcceptanceAddYourTitleA61LateAcceptanceAddYourTitleifthetransmissionhadbeennormal,