国际贸易实务-第二讲.ppt

,国际贸易实务INTERNATIONALTRADEPRACTICE,主讲：高健,1.TheformofbusinessnegotiationTwoforms:Oralformandwrittenform2.Maincontentsofbusinessnegotiation（1）MaintermsoftradeItincludesthenameofcommodity,quality,quantity,packaging,price,shipmentandtermsofpayment,etc.（2）GeneralTermsandConditionsInspection,claims,arbitration,forcemajeure,ChapterTwo:BusinessNegotiation,Formality:InquiryOfferCounter-offerAcceptanceConclusionofContractOffer,andacceptancearetwoindispensablelinksforreachinganagreementandconcludingacontract.,1.InquiryAnenquiryisarequestforbusinessinformation,suchaspricelists,catalogue,samples,anddetailsaboutthegoodsortradeterms.Itcanbemadebyeithertheimporterortheexporter.Inquirywillnotbinduponbothparties,butusuallywhenyoureceiveaninquiry,youshouldreplyitassoonaspossible,TYPESOFENQUIRY,1)Generalenquiry:askingforcommondata,suchascatalogue,pricelist,sample,andpicture,etc.2)SpeCFRicenquiry:inquireaboutnameofcommodity,speCFRications,quantity,unitprice,dateofshipment,paymenttermsandpacking,etc.,SPECIMENLETTERS,MakeanInquiryafterObtainingInformationfromtheInternetDearSirs,W.Weareinterestedinoffersfor2000metrictonsofMelonseedsofthisyearcrop.Willyoupleaseletushaveyouroffersforthemelonseedsingunnybagswithfulldetailsofdescriptionandorigin.Weawaityournewswithinterest,EnquiryfromImporterDearSirs,Wearegladtoinformyouthatweareinterestedinhand-madeglovesinavarietyofgenuineleather.Thereisasteadydemandhereforglovesofhighqualityand,althoughsalesarenotparticularlyhigh,goodpricescanbeobtained.Willyoupleasesendusacopyofyourcatalogueforgloves,withdetailsofyourpricesandtermsofpayment.Weshouldfinditmosthelpfulifyoucouldalsosupplysamplesofthevariousleatherofwhichtheglovesaremade.Yoursfaithfully,2.Offer（1）ThemeaningofanofferAnofferisaproposalmadebysellerstobuyersinordertoenterintoacontract.Inotherwords,itreferstotradingtermsputforwardbyofferorstoofferees,onwhichtheofferersarewillingtoconcludebusinesswiththeofferees.Therearetwokindsofoffers,oneisthefirmoffer,theother,non-firmoffer.,(2)THEBASICCONDITIONSOFAFIRMOFFER,I)TheoffershallbemadetooneormorespeCFRicpersonsII)Contentsoftheoffershallbesufficientlydefinite,i.e.,tradetermsoftheoffershallbecomplete,clearandfinalThe“Convention”stipulatesthatasufficientlydefiniteoffershouldincludethreebasicelements:name,quantityandprice.Inourforeigntradepractice,acompleteoffershallincludethequality,quantity,packing,price,deliveryandtermsofpayment.,III)Theoffershallindicatetheintentionoftheofferortobeboundincaseofacceptance*Thisintentionmaybeindicatedbytermsas“firm”offer,“offerwithengagement”,etc.*Iftheofferhasarestrictivecondition,i.e.,“subjecttoourfinalconfirmation”,thenitsanon-firmofferregardedasaninvitationforoffer.IV)Theoffereeshouldreceivetheofferwithinitsvalidity.,StipulatethetermofvalidityclearlyThetermofvalidityisnotanindispensableconditionofanofferA.StipulatethelatestdateforacceptanceB.StipulateaperiodoftimeforacceptanceIfanofferdoesntclearlystipulatethetimeofvalidity,itwillbevalidwithinareasonabletime.Anoraloffer,unlessotherwiseagreed,mustbeacceptedimmediatelyunlessthecircumstancesindicateotherwise.,TIMEOFVALIDITYORDURATIONOFOFFER,TIMETHATANOFFERBECOMESEFFECTIVE,Differentviewsofthetimethatawrittenformofferbecomeseffective：A.DespatchTheoryB.ArrivalTheoryBoth“convention”andour“contractlaw”adoptarrivaltheory.,A.WithdrawalThespiritof“Convention”Suitableoccasionforwithdrawal:TheofferissentbymailortelegramB.RevocationAstowhetheranoffercanberevokedornot,differentlawshavedifferentexplanationsThe“Convention”adoptsacompromiseregulation,WITHDRAWALORREVOCATIONOFANOFFER,发盘流程,发盘,送达生效,发盘失效,撤回,撤销,发盘无效,YES,YES,TERMINATIONOFANOFFER,Inthefollowingcases,anofferisterminated:TheoffereerejectsormakesacounterofferTheofferhasbeenlawfullywithdrawnorrevokedbeforeacceptanceThetimevaliditystipulatedintheofferbecomesdueTheappearsforcemajeure,suchaswar,bankrupt,death.,Dearsirs,Weconfirmyourfaxof10thaugust,askingustomakeyouanofferforthecaptionedpersonalcomputers,FOBXingang.Nowwearemakingyouanofferasfollows:Commodity:DELLPersonalComputerSpeCFRication:CPUInterPentium2.8GQuantity:2,000setsPacking:Eachsetispackedinastandardexportcardboardcarton.Price:US$730.00persetFOBXingang,China.Shipment:September/October,2004Payment:byconfirmed,irrevocableL/CThisofferissubjecttoyourreplyhereonorbefore25thAugust.Pleasenotethatwehavegivenyouourmostfavourablepriceandwetrustthattheabovewillbeacceptabletoyou.Wehighlyappreciateyourearlyreply.Yoursfaithfully,3.Counter-Offer,Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectionoftheofferandconstitutesacounteroffer.(1)Areplytoanofferwhichalterthetermsoftheoffermateriallyconstitutesacounter-offer.(price,payment,quality,quality,timeandplaceofdelivery,extentofonepartysliabilitytotheother,thesettlementofdisputes)(2)Ifoffereeacceptstheoriginalofferafterhemadeacounter-offer,thecontractisinvalid,SPECIMENLETTERS,DearSirs,WehavereceivedyourofferofJuly15thandthankforthesamplesofthemensshirts.Inreply,weareregretfultosaythatourcustomersfindyourpriceisonthehighsideandoutoflinewiththeprevailingmarket,althoughweappreciatethehighqualityofyourshirts.Suchbeingthecase,wearenotinapositiontopersuadeourcustomerstoacceptthisprice,astheproductsofthesamequalitycanbeobtainedatamuchlowerprice.Shouldyoubepreparedtomakeapricereductionby,say10%,wemightputthedealthrough.Wetrustthatyouwillfindourcounter-offerreasonableandweareawaitingyourpromptreply.,Anacceptanceisastatementmadebyoralorwrittenformoranactionconductedbytheoffereeindicatingassenttoanofferorcounter-offer.AcceptanceshallbemadebyaspeCFRicofferee.Acceptanceshallbedeclaredinwaysstipulatedintheoffer,eitherorallyorinawrittenformoranaction.Acceptanceshallreachtheofferorwithinthetimeofvalidity.Acceptanceshallbeinaccordancewiththeoffer.,4.Acceptance,SPECIMENLETTERS,DearSirs,WehaveacknowledgementforyourletterofJuly18th,askingustomakea10%reductioninourpriceformensshirts.Inreply,muchtoourregret,wefinditintolerabletomeetyourrequestbecauseourpriceleavesuswithasmallprofitandifitwerenotfortheregularorderswereceivefromvarioussources,wecouldnothavequotedevenatthoseprices.However,inordertodevelopourmarketinyourplace,wehavedecidedtoacceptyourcounter-offerasanexceptionalcase.Wehopewecancometotermsandawaityourpromptreplywithgreatinterest.,Summary:NEGOTIATIONOFCONTRACT,询盘(Inquiry)发盘(Offer)递盘(Bid)还盘(Counter-offer)接受(Acceptance)订立合同(Signacontract),buyer,seller,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,CASESTUDY,AnexportcompanyinChinamadeanofferonanagriculturalproducttoanAmericanimporter.Asidefromalltheessentialconditions,itwasalsoindicatedintheofferthatpackinginsoundbags.Withinthevalidityperiod,theAmericanimportergaveareply:refertoyourtelexfirstaccepted,packinginnewbags.Afterreceivingthis,theexportcompanystartedtopreparethegoods.,Afewdayslater,whenthepriceoftheagriculturalproductplummetedintheinternationalmarket,theAmericanimporterclaimedinitstelex:thecontractisinvalidbecauseyouhavenotconfirmedouralterationtotheoffer.Buttheexportcompanyinsistedthatthecontractwasvalid.Adisputewasthusaroused.,Analysis,BothChinaandtheUSaretreatypowersofCISG.Inthiscase,bothpartiesdidnotexcludetheapplicationofCISGandwereconsequentlyboundbytherelevantclausesofCISG.AccordingtoCISGArticle19,areplytoanofferwhichpurportstobeanacceptancebutcontainsadditionalordifferenttermswhichdonotmateriallyalterthetermsoftheofferconstitutesanacceptance,unlesstheofferor,witho