4.Business Negotiation.pptx
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1、,Part II. Business Negotiation,I.Business Negotiation: enquiry and offer【询盘和报盘】,Lead-in Lecture Business negotiation(商业谈判) plays a very important role in conducting an export or import transaction. The conclusion of a satisfactory contract results largely from the careful and meticulous business neg
2、otiation taking place between the exporter and importer. The negotiation is the dealings between seller and buyer in order to reach an agreement on the terms in respect of quality(品质), quantity(数量), packing(包装), price(价格), shipment(装运), insurance(保险), payment(支付), inspection(检察), claims and disputes
3、(索赔争议), arbitration(仲裁), etc. Business negotiation can be conducted through correspondence(信件), telephone, cable(电报)or telex(电传).,Generally, four stages or links should be gone through in the business negotiation to reach an agreement of the various terms mentioned above. They are enquiry and reply(
4、询盘与回复), offer and counter-offer(报盘与还盘), acceptance and conclusion(受盘与签约) of a contract. In practice, it is not necessary for every transaction to cover these four stages. In some cases, only offer and acceptance will serve the purpose.,In this part, our focus is on enquiry and offer. Enquiry and off
5、er are two types of business negotiation, which may be done in written or oral ways. An enquiry is a request for seeking information about certain commodity inclusive of price and trade terms. There are two kinds of enquiry: general enquiry(一般询盘) and specific enquiry(具体询盘). Enquiries mean potential
6、business. An offer is an affirmative reply(肯定的回复)to an inquiry, with which the seller promises to supply goods on stipulated terms(规定的条款). It contains not only the price but also the trade terms and conditions, such as quantity(数量), quality(品质), payment terms(支付条款), delivery date(交货日期), time of ship
7、ment(装运时间), packing(包装). There are two kinds of offers: firm offer(实盘)and non-firm offer(虚盘). A firm offer holds the seller responsible for the business once it is accepted by the buyer. A non-firm offer should be confirmed by the seller after being accepted by the buyer.,Now, lets com to read two s
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