国际贸易实务 Chapter2

•
•
Contents
1 2
Case study Section 1 The General Process of Export/Import Transaction Section 2 Enquiry (Inquiry) Section 3 Offer Section 4 Counter offer Section 5 Acceptance Key Terms

In the course of transaction negotiation , making an offer is a most important step. An offer, a promise of the seller to supply goods on the terms and conditions stated, indicates all the other necessary terms of sales for the buyer’s consideration and acceptance as well as the price of the goods he wishes to sell. The following rules are required for an offer: An offer is addressed to one or more specific persons; an offer must be definite; an offer is a proposal indicating the offeror to be bound in case of acceptance by the offeree.
3
4 5 6 7

1.What is Negotiations?
1. 1Definition Negotiations can be described in broad terms as discussions between two or more parties----aimed at reaching a mutually acceptable agreement．


1.2.The form of business negotiation
Two forms: Oral form and written form
Business negotiations can be done either in writing or verbally. “In writing’’ : traders conduct business negotiations through the exchange of business letters． **How about electronic mail? “Verbally”: negotiations are done on the telephone or through face to face talks with foreign customers．
Enquiries
may be made by post, e-mail, even face-to-face talk. Although an enquiry is not legally binding upon either the exporter or the importer, it is the first step towards successful business and should be handled with great care.
2.1.1 Inquiry can be of two types: ◆bid: the inquiry made by the buyer is also called bid ◆ selling inquiry: the inquiry made by the seller. ◆

Ladies’ 100%cotton blouse 400 dozes ,please cable lowest price earliest delivery

2.2.3 The basic conditions of an offer
1) The offer shall be made to one person or more specific people

The offer shall be the definite representation in which the offeror expresses that he shall conclude transaction on the terms and conditions stipulated therein. --- The offer shall be made to one persons or more specific people
Inquiry Offer Countoffer
Acceptance
indispens able
Sign a contract
1.5 EXAMPLE



12th MAY.2013. (Invitation to Offer):”Please cable offer groundnuts 1ST grade most favorable price” 14 th MAY.2013. (Outgoing:)YC12 Offering firm here before may 18 Beijing time 250MTS groundnuts in-wooden-cases RMB1800/MT CFR New York June shipment irrevocable” 17th MAY.2013.(Incoming) :”RYC14 counter offer RMB1500/MT CFR New York Other terms as Per 14th cable. subject reply here 20 TH 19th MAY.2014. (Outgoing ):”YC17 price reasonable demand brisk lowest price USD1600 Reply 22nd here.” 21th MAY.2013. :”YC19 accept please send contract soon .”


1.3 Contents of Business Negotiations
Name of commodity

quality

quantity
Main terms:
price

,
delivery
payment
Settlement of dispute
1.4General Procedures of Business Negotiations
2.2 OFFER
2.2.1 The meaning of an offer
•
An offer is a proposal made by one party to others in order to enter into a contract. In other words, it refers to trading terms put forward by offerers to offerees, on which the offerers are willing to conclude business with the offerers.
*
2.2.2
who makes an Offer The party who makes an offer is called an offeror, in the case of the seller, the offer is called a selling offer, while in the case of the buyer, and it is called a buying offer.
2 THE PROCEDURE OF NEGOTIATIONS


2.1 Inquiry An enquiry is a request for business information, such as price lists, catalogue, samples, and details about the goods or trade terms. It can be made by either the importer or the exporter. On receiving the enquiry, it is a regular practice that the exporter should reply to it without delay .
Chapter Two
Business Negotiation
Learning objectives
• Know the preparations for business negotiation and the principles followed. Familiar with the procedures of business negotiation. Master the necessary conditions for a valid offer and acceptance in law.
would also like to know if it is possible to make purchases
online.

Yours faithfully,
SAMPLE 2
Hale Waihona Puke Baidu


Dear Sirs, We are glad to note from your letter of 1st September that, as exporters of Chinese Cotton Piece Goods, you are desirous of entering into direct business relations with us. This happens to coincide with our desire. At present, we are interested in Printed Shirting and shall be pleased to receive from you by airmail catalogues, sample books and all necessary information regarding these goods so as to acquaint us with the quality and workmanship of your supplies. Meanwhile please quote us your lowest price. C.I.F. Vancouver, inclusive of our 5% commission, stating the earliest date of shipment. Should your price be found competitive and delivery date acceptable, we intend to place a large order with you. We trust you will give us an early reply. Yours faithfully,
(bid）

◆ Can supply Ladies’ 100%cotton blouse 400 dozes DEC shipment cable if interested （ selling inquiry ）
SAMPLE 1

Dear Sirs, With reference to your advertisement in Business World, August 12, could you send us a copy of your latest catalogue. I