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CHAPTER3INTERNATIONALTRADENEGOTIATIONSection1ProcedureofNegotiationLearningObjectives●togettoknowthemeaningofdifferentstagesofbusinessnegotiation●tograspthecontent,relativedetailsofeachstage●toknowhowtocompleteabusinessnegotiationSection1ProcedureofNegotiation1.1PreparationforBusinessNegotiation商务谈判前的准备DoingmanyinvestigationsabouttheinternationalmarketMakingcarefulmarketingplans.Doingsomepopularizationsoastohavebusinesscontacts.Section1ProcedureofNegotiation1.2WhattoBeNegotiated谈判的内容Businessnegotiationininternationaltradeistheprocessinwhichthesellerandthebuyernegotiateaboutthetradetermsinordertoreachanagreementaboutthesalesofgoods.Businessnegotiationsusuallyundergofourstages:inquiry,offer,counter-offer,andacceptance.Amongthem,offerandacceptancearethetwonecessarystageswhicharerequiredfortheformationofasalescontract.Section1GettingFamiliarwithaCommodity1.3Inquiry询盘Businessnegotiationsininternationaltradeusuallybeginwithaninquirybyanoverseasbuyertoseller,inquiringaboutthetermsorconditionsofasale.Itmaybemadebyletter,telegram,telexorfaxorevenbytelephoneorthroughface-to-facetalk.Accordingtothecontent,inquiriesmaybedividedintotwotypes:generalinquiriesandspecificinquiries.Section1ProcedureofNegotiation1.4Offer发盘Anofferfromoneindividualorfirmtoanotherisadeclarationthatheoritiswillingtosellorbuyacertainamountofspecifiedgoods,atspecifiedprice,andunderspecifiedterms.Anofferbecomeslegallybindinguponthepartiesinvolveduponitsacceptance.Anoffercanbemadeverbally(adv.口头地)orbywrittenforms.1.4.1Whatisanoffer?什么是发盘？Section1ProcedureofNegotiation1.4Offer发盘1.4.2Requirementsforanoffer发盘的要求Theoffereemustbespecified.Theofferermustshowhisintentiontoconcludeacontractandabidebythecontract.Theoffermustbedefinite.Theoffermustreachtheofferee.Section1ProcedureofNegotiation1.4Offer发盘1.4.3Differencesbetweenanon-firmofferandafirmoffer虚盘和实盘的区别Afirmofferisakindofofferwhichismadetoaspecificpersonorpersonstoexpressorimplyadefiniteintentionoftheofferertomakeacontractunderclear,completeandfinaltradeterms.Anon-firmofferisanofferwithoutengagement.Section1ProcedureofNegotiation1.4Offer发盘1.4.4Timeofvalidityofanoffer发盘的有效期Anyofferhasatimeofvalidity.Thetimeofvalidityisclearlygiveninanoffer.Anofferexpireswithinareasonableperiodoftime.Averbalofferexpiresattheendoftheconferenceunlessithasbeenotherwiseagreedbetweenthesellerandthebuyer.Section1ProcedureofNegotiation1.4Offer发盘1.4.4Timeofvalidityofanoffer发盘的有效期◆Offersubjecttoreplytenth◆Offersubjecttoreplytenthhere◆Offersubjecttoreplytenthourtime◆Offervalidfivedays◆Offerreplyintendays◆Offer...reply◆Offer...cablereply◆Offer...replyurgentlySection1ProcedureofNegotiation1.4Offer发盘1.4.5Withdrawalandrevocationofanoffer发盘的撤销和撤回Afterthedeliveryofanoffer,theofferercanwithdrawhisofferifthewithdrawalhasreachedtheoffereebeforeoratthesametimeastheoffer.withdrwalAnofferercanrevokehisofferbeforeitisacceptedeventhoughtheoffererhadexpresslypromisedthattheofferwouldbegoodforastatedperiodandthatperiodhadnotyetexpired.revocationSection1ProcedureofNegotiation1.4Offer发盘1.4.6Terminationofanoffer发盘的失效Anofferterminatesorbecomesineffectivewhen:(1)theperiodofvalidityexpires;(2)theoffererhasreceivedarefusalorcounter-offeroftheofferee;(3)theoffererhaseffectivelywithdrawnorrevokedtheoffer.Section1ProcedureofNegotiation1.5Counter-offer还盘Acounter-offerisanoffermadeinresponsetoapreviousofferbytheotherpartyduringnegotiationsforafinalcontract.Inotherwords,whentheoffereerejectsaquotationoranotheroffer,orfindspartoftheofferunacceptable,heproposesamendmentsonthetermsoftheoriginalofferandraisesnewonesinhiscounter-offer.Section1ProcedureofNegotiation1.6Acceptance接受1.6.1Whatisanacceptance?什么是接受？Theofferandacceptancearethetworequiredelements.Anacceptanceoraconfirmationisinfactanunreservedassentofthebuyersorthesellers,whoaftermutualnegotiationsarewillingtoenterintoacontractinaccordancewiththetermsandconditionsagreedupon.Section1ProcedureofNegotiation1.6Acceptance接受1.6.2Requirementsforanacceptance接受的要点(1)Itmustbemadebythepersonorfirmtowhomtheofferhasbeendelivered,thatis,theacceptancemustbemadebytheofferee.(2)Anacceptancemustbeshowneitherbywordsoractionsorinwrittenform.Section1ProcedureofNegotiation1.6Acceptance接受1.6.2Requirementsforanacceptance接受的要点(3)Anacceptancemustreachtheoffererwithinthetimeofvalidityoftheoffer.(4)Anacceptanceshouldnotbeconditional.Section1ProcedureofNegotiation1.6Acceptance接受1.6.3Alateacceptance延迟接受Alateacceptanceisonewhicharrivesatanoffereraftertheexpiryofthetimeofvalidity.(1)Alateacceptanceisneverthelesseffectiveasanacceptanceif,withoutdelay,theoffererorallysoinformstheoffereeordispatchesanoticetothateffect.(2)Ifaletterorotherwritingcontainingalateacceptanceshowsthatithasbeensentinsuchcircumstancesthatifitstransmissionhadbeennormalitwouldhavereachedtheoffererinduetime,thelateacceptanceiseffectiveasanacceptanceunless,withoutdelay,theoffererorallyinformstheoffereethatheconsidershisofferashavingelapsedordispatchesanoticetothateffect.Section1ProcedureofNegotiation1.6Acceptance接受1.6.4Withdrawalofanacceptance接受的撤销Anacceptancebecomeseffe