课程资料21

Offerandcounteroffer2福建农林大学张云清CounterOfferAcceptanceYES/NONoYesInquiryOfferBarginProceduresofBusinessNegotiationEstablishingbusinessrelationsLetter1:EstablishingbusinessrelationsTo:[e-mail]:[e-mail]:October29,2015Subject:EstablishingbusinessrelationsonElectricCookerDearMr.Chen,•WehaveobtainedyournameandemailaddressfromCantonFairin2015.Weareveryinterestedinyourproduct,especially“Diamond”brandElectricCooker.Weareamajorcompanywithyears’experienceinhouseholdelectricapplianceinCanada,andweenjoyagoodreputationinthisfield.Wearewritingtoyouforbuildingbusinessrelationswithyou.Wouldyoupleasesendusyourcatalogueandsamplestousforourreference?Lookingforwardtoyourearlyreply.•Yourssincerely,BellySmithS-26CompanyLimited,CanadaHeadingLetter2To:[e-mail]:[e-mail]:Oct.30,2015Subject:ReplytoestablishingbusinessrelationsDearMr.Smith,ThankyouforyourletterofOct.29,2015,fromwhichwelearnthatyoushowinterestin“Diamond”brandElectricCooker.•G-STARCompany,Guangzhouiswellexperiencedintheexportofgreatvarietiesofhouseholdelectricapplianceandhashighreputationintheworld.•Asrequested,wearesendingourlatestcatalogueandsamplesforyourreference.•Awaitingyourfavorablereply.•Yourssincerely,JamesChen,G-STARCOMPANY,GUANGZHOU•PromptresponseLetter3Specificenquiry•3.询盘•To:[e-mail]•From:[e-mail]•Date:November1,2015•Subject:Enquiryfor“Diamond”brandElectricCooker••DearMr.Chen,••Thankyouforyourcatalogueandsamples.Afterwecheckthesamples,weareverysatisfiedwiththem.••Wearekeenlyinterestedinthefollowingitemsof“Diamond”brandElectricCooker,andshallbegladifyoucanquoteusthelowestpriceonCFRVancouverbasis.Quantities200PCS200PCS200PCS200PCS••ArticlesNos.•TR-EC110V2.5L•TR-EC110V3L•TR-EC110V3.5L•TR-EC110V4L••Ifwefindyourofferacceptabletous,wewillplaceanorderwithyou.••Yourearlyreplywillbehighlyappreciated.••Sincerely,•BellySmith•S-26CompanyLimited,CanadaGoodsandquantity•To:[e-mail]•From:[e-mail]•Date:Nov.2,2015•Subject:Quotationfor“Diamond”brandElectricCooker••DearMr.Smith,••YourenquiryofNov.1hasbeendulyreceived.OurproductenjoysgreatpopularityintheEuropeanmarket.Ifpossible,pleaseincreasethequantitiesofeachitemto300piecessothatwecanpacktheminacontainerof20’,Asrequested,weareofferingyouafirmofferasfollows:UnitPrice(CFRVANCOUVER)USD25.00/PCQuantities200PCSUSD30.00/PCUSD35.00/PCUSD40.00/PC200PCS200PCS200PCS••Commodity:“Diamond”brandElectricCooker•Packing:tobepackedincartonsof10pieceseach••ArticlesNos.•TR-EC110V2.5L•TR-EC110V3L•TR-EC110V3.5L•TR-EC110V4L••Termsofpayment:irrevocableL/Cinourfavor(以我方为抬头的不可撤销信用证).•Shipment:fromGuangzhoutoVancouverinDecember,2015,allowingpartialshipmentandtransshipment（部分装船和转船）.••OurofferstandsvalidbeforeNovember7,2015.Awaitingyourearlyreply.••Sincerely,•JamesChen,•G-STARCOMPANY,GUANGZHOU•QuantityoforderThesellerisbeneficiary(受益人）PortofloadingPortofdischarge•To:[e-mail]•From:[e-mail]•Date:November6,2015•Subject:Loweryourprice••DearMr.Chen,••WewishtothankyouforyouremailofNov2,offeringusthe“Diamond”brandElectricCooker.••Weagreetoincreasethequantitiesofeachitemto300pieces,butwefindyourpricestoohightobeacceptable.SincewehaveathoroughknowledgeofthemarketandanexcellentsalesorganizationinCanada,weassureyouofthesalesofyourproducts.Therefore,canyougiveamorefavorableprice?••Astothetermsofpayment,wouldyouaccept60daysD/P?••Weanticipateyourearlyreply.••Yours•Belly•S-26CompanyLimited,Canada••To:[e-mail]•From:[e-mail]•Date:Nov.9,2015•Subject:Agreeingtolowerprice••ThanksforyouremailofNov.6.Wearesurprisedtolearnthatyoufindourpricetoohightoworkon.Infact,wealwaysselltheseitemsintheEuropeatthepricenolowerthanthatwequotedtoyou.Butconsideringthefirstcooperationbetweenus,wemakeyouanotherofferasfollows.UnitPrice(CFRVANCOUVER)QuantitiesUSD20.00/PC200PCSUSD25.00/PCUSD30.00/PCUSD35.00/PC200PCS200PCS200PCS••Commodity:“Diamond”brandElectricCooker•Packing:tobepackedincartonsof10pieceseach••ArticlesNos.•TR-EC110V2.5L•TR-EC110V3L•TR-EC110V3.5L•TR-EC110V4L••Asausualpractice,werequirethepaymenttobemadebyirrevocableL/Catsight,whichisgoodtobothofus.••Meanwhile,ifyouplaceanorderbeforetheendofthismonth,wewillguaranteethedeliveryinDecemberthisyear.••PleasereplyASAP.••Yours,•James•G-STARCOMPANY,GUANGZHOU•Threedays•To:[e-mail]•From:[e-mail]•Date:November11,2015•Subject:Acceptance••DearMr.Chen,••Afterwereceivedyouremail,wecontactedourclientsimmediately.TheycandothebusinessifyoumakeshipmentinDecember.••Meanwhile,pleasenotethatshippingadvicemustbefaxedtous40hoursbeforeshipment,includingnumberofpackages,grossandnetweight,vesselname,B/LNo.anddate,ContractNo.andvaluesothatwecancovertheinsuranceintime.••PleasesendusyourS/Cassoonaspossible.Shouldthisorderprovesatisfactory,wewillplacesubstantialordersinthefuture.•Belly•S-26CompanyLimited,Canada•••••Effectinsurance(购买保险）Questions1.Howcanyoufindthechangeofrelationshipbetweentwoparties?2.Isitawin-windeal?Why?ComplimentaryCloseYourssincerely,BellySmithYourssincerely,JamesChen,Sincerely,BellySmithSincerely,JamesChen,YoursBellyYours,JamesBelly