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 Inquiry Offer Counter offer Acceptance ConclusionofContractOffer 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 thenit sanon firmofferregardedasaninvitationforoffer IV Theoffereeshouldreceivetheofferwithinitsvalidity StipulatethetermofvalidityclearlyThetermofvalidityisnotanindispensableconditionofanofferA StipulatethelatestdateforacceptanceB StipulateaperiodoftimeforacceptanceIfanofferdoesn tclearlystipulatethetimeofvalidity 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 CPUInterPentium 2 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 extentofoneparty sliabilitytotheother thesettlementofdisputes 2 Ifoffereeacceptstheoriginalofferafterhemadeacounter offer thecontractisinvalid SPECIMENLETTERS DearSirs WehavereceivedyourofferofJuly15thandthankforthesamplesofthemen sshirts Inreply weareregretfultosaythatourcustomersfindyourpriceisonthehighsideandoutoflinewiththeprevailingmarket althoughweappreciatethehighqualityofyourshirts Suchbeingthecase wearenotinapositiontopersuadeourcustomerstoacceptthisprice astheproductsofthesamequalitycanbeobtainedatamuchlowerprice Shouldyoubepreparedtomakeapricereductionby say10 wemightputthedealthrough Wetrustthatyouwillfindourcounter offerreasonableandweareawaitingyourpromptreply Anacceptanceisastatementmadebyoralorwrittenformoranactionconductedbytheoffereeindicatingassenttoanofferorcounter offer AcceptanceshallbemadebyaspeCFRicofferee Acceptanceshallbedeclaredinwaysstipulatedintheoffer eitherorallyorinawrittenformoranaction Acceptanceshallreachtheofferorwithinthetimeofvalidity Acceptanceshallbeinaccordancewiththeoffer 4 Acceptance SPECIMENLETTERS DearSirs WehaveacknowledgementforyourletterofJuly18th askingustomakea10 reductioninourpriceformen sshirts 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 itwasalsoindicatedintheofferthat packinginsoundbags Withinthevalidityperiod theAmericanimportergaveareply refertoyourtelexfirstaccepted packinginnewbags Afterreceivingthis theexportcompanystartedtopreparethegoods Afewdayslater whenthepriceoftheagriculturalproductplummetedintheinternationalmarket theAmericanimporterclaimedinitstelex thecontractisinvalidbecauseyouhavenotconfirmedouralterationtotheoffer Buttheexportcompanyinsistedthatthecontractwasvalid Adisputewasthusaroused Analysis BothChinaandtheUSaretreatypowersofCISG Inthiscase bothpartiesdidnotexcludetheapplicationofCISGandwereconsequentlyboundbytherelevantclausesofCISG AccordingtoCISGArticle19 areplytoanofferwhichpurportstobeanacceptancebutcontainsadditionalordifferenttermswhichdonotmateriallyalterthetermsoftheofferconstitutesanacceptance unlesstheoff