第八章交易磋商和合同签订

第八章交易磋商和合同签订•（（业务流程4项）1交易准备―2磋商谈判签订合同―3履行合同----4争议解决）（合同条款11项）•１、价格-术语•２、质量•3、数量•4、包装•5、运输•6、保险•7、结算-支付•8、争议解决（检验、索赔、•不可抗力、仲裁）对国外市场调查研究制定出口方案发展客户广告宣传二谈判订合同交易洽商询盘发盘还盘接受签合同备货催证审证改证(审核发现的修改)租船订舱报验(商检)货发码头报关装船取得单证投保(必须在发货以前)所有单据送银行议付四发生争议处理索赔三合同履行一交易前的准备工作横向---业务流程第二节磋商步骤(NegotiationofContract)•①询盘(Inquiry)•②发盘(Offer)•递盘(Bid)•③还盘(Counter-offer)•(4)接受(Acceptance)•订立合同(Signacontract)buyerseller合同成立的时间（Effectivetimeofcontract）合同生效的要件（Effectiveconditionsofcontract）合同的形式（Formsofcontract）合同的内容（Contentsofcontract）返回目录订立国际货物买卖合同的一般步骤(Generalprocedureofsigningcontract)•一、询盘InquiryBuyerInquirySellerSellerInvitationtoofferbuyer(卖方－中国黄海龙询盘)•DearSirs•ThrouphthecourtesyofourCommercialCounciler’sofficeinAmerica.wenoticeThatyouareinterestedindoingbusinesswithus.Ourlinesaremainlyexp&imp,oflightindustrialproducts.Wewishtoestablishbusinessrelationsbysomepracticaltransactions.Togiveyouageneralideaoftheviariouskindsofshoesnowavailableforexport.weencloseacopyofourlatestcatalogueandapricelistforyourreference.Wehopesomeofthesewillinterestyou.Itwillbeagreatpleasuretoreceiveyourinquiriesforanyoftheitemsagainstwhichwewillsendyouourfavorablequotations.•Wewouldappreciatereceivingyourspecificinquiries.•Yoursfaithfully,•HuangHelong(Mr)ShoesDepartment•返回目录•（买方—VillardHenry询盘）•Date:Feb6.,2001•DearMr.Huang.•WearepleasedtoreceiveyourfaxofFeb5,•andaregladtodobusinesswithyou.Atpresentweareinthemarketforexcellengworkingboots,pleasequoteusArtNo.JB601Inyourcataloguewithindicationsofpacking,Mayshipment,CIFNewYork,includingour3%commission.•Weawaityourearlyreply.•Yourssincerely,•VillardHenry•Purchasingdivision二、发盘Offer㈠发盘定义(Definition)Offer也称发价，法律称“要约”———指交易的一方向另一方提出各项条件，并愿意按此条件达成交易的一种表示。在发盘的有效期内，发盘人受该发盘条件的约束。发盘有：实盘(Firmoffer)虚盘(Non-firmoffer)•(黄海龙发盘)DATE:FEB7,2001•DearMr.VillardHenry.•WehavereceivedyourfaxofFeb6,askingustoofferthesubjectworkingbootsforshipmenttoAmericaandappreciatedverymuchyourinterestinourproduct.Nowweofferyouatyourrequestasfollows:（1）Commodity:workingbootsArtNo.JB601sizerun:40—45（2）Packing:tobepackedinabox,12pairstoacarton.（3）Quantity:20000pairs.（4）Price:U.S.Dollarstwenty(USD20.00)perpairCIFC3%NewYork.（5）Payment:byirrevocablesightL/C.（6）Shipment:FromDaliantoNewYorkinMay,2001.•Pleasepayattentiontothefactthatwehavenotmuchreadystockonhand.SoyourL/CshouldbeopenedbeforeMarch15,2001ifourpricemeetswithyourapproval.OurofferremainseffectiveuntilFeb16,2001ourtimeWewillsendyouoursampleofJB601workingbootsintwodaysuponreceiptofitpleaseadviseus.•Lookingforwardtoyourearlyreply.•Yoursfaithfully,•HuangHelong•ShoesDepartment1.Theoffershallbemadetooneormorespecificpersons.㈡构成发盘的条件(Conditionstheformationofanoffershallpossess)•1、Haveaspecialofferee有受盘人•2、Theoffershallindicatetheintentionoftheofferortobeboundincaseofacceptance.规定有效期。3.Contentsoftheoffershallbedefinite,内容完整、确定i.e.,tradetermsoftheoffershallbecomplete,clear,andfinal.㈢发盘有效性规定(validityofoffer)1.Stipulatethelatestdateforacceptance.接受最后期限2.Stipulateaperiodoftimeforacceptance.一段时间返回目录•㈣发盘生效的时间(EffectiveTimeofoffer)•1.Offerbyoral,itiseffectivefromthetimetheoffereeknowscontentsoftheoffer.口头—得知发盘内容•2.Offerinwritten,therearetwoopinions:postingopinionandarrivalopinion.文字--投邮生效到达生效（中国）•㈤发盘的撤回与撤消（Withdrawalandrevocationoftheoffer）withdrawal:thewithdrawalreachestheoffereebeforeoratthesametime.发盘送达受盘人前撤回㈥发盘效力的终止（撤销）（Terminationofanoffer’seffectiveness）（1）过了有效期•（2）对方拒绝（3）对方还盘•（4）合法失效（发盘人失去行为能力）三、还盘Counter-offer•也称还价，即受盘人不同意发盘中的交易条件而提出修改或变更的意见，法律称“反要约”。Counter-offermeansthattheoffereedoesn'taccepttheofferwhollyandputforwardsomeadditions,modifications,limitations,etc.astothebasictermsandconditionscontainedintheoffer.materialmodification:price,payment,quality,quantity,placeandtimeofdelivery,settlementofdisputes.non-materialmodification:•（1）还盘是受盘人对发盘的拒绝（发盘失效）。•（2）还盘又是受盘人发出的一个新盘。（受盘人成新•发盘人；原发盘人成新受盘人。反复还盘双方角•色反复改变。）••（VillardHanry还盘）DearMr.Huang,•Wehavereceivedyourofferandyoursampleofworkingbootswiththanks.Whileappreciatingthegoodqualityofyourboots,wefindyourpriceisrathertoohighforthemarketwewishtosupply.WealsopointoutthatveryexcellentworkingbootsisavailableinourmarketfromseveralEuropeanmanufacturers,allofthemareatpricesfrom10%--15%belowyours.Suchbeingthecase,wehavetoaskyoutoconsiderifyoucanmakea10%reduction(USD18.00)inyourprice.ourorderwouldbearound25000pairs.•Yourconcessionwouldbehighlyappreciated.Wearelookingforwardtoyourearlyreply.•Yourssincerely,•VillardHery•PurchasingDivision四、接受Acceptance（一）定义(Definition)Itreferstoastatementmadebyoralorwrittenorotherconductoftheofferree，indicatingassenttoanoffer.（二）接受的条件（Thecondition)Acceptanceshallbemadebyaspecificofferree.接受必须是受盘人作出Acceptanceshallbedeclaredinwaysstipulatedintheoffer,eitherorallyorinawrittenform.表示出来（口头、书面、行为均有效,合同成立）Acceptanceshallreachtheofferrorwithinthetimeofvalidity.在发盘有效期内接受Acceptanceshallbeinaccordancewiththeoffer.接受与最后发盘相符•DearMr.VillardHenry.(黄海龙接受)•Thankyouforyourfaxoftoday.•Afterdueconsideration,wedecidetoacceptyourprice.Nowweconfirmsupplyingtheworkingbootsonthefollowingtermsandconditions:（1）Commodity:workingbootsArtNom.JB601（2）Packing:tob