第3部分课件：谈判以及外贸业务基本程序.ppt

Negotiation ProceduresofForeignTrade InternationalTradeProcedure contractprovisions Preparation Contracting Implementation findingmarketsandsources establishingbusinessrelations advising creditenquiries etc exportcontract importcontract 外贸函电的通常内容 1 信头 发函人全称 地址和联系方式 2 参考号 案号 和日期 可以出现在函电顶端 3 收信人姓名和地址 4 注意事项 5 事由 可以有主标题和分标题 6 称呼 7 函电正文 8 结尾敬语 9 签署 10 经办人代号 附件 抄送 附言 外贸函电的具体格式请参考Word文档 EstablishmentofBusinessRelations Havingobtainedyournameandaddressfrom Wearewritingyouinthehopeofestablishingbusinessrelationswithyou We self introduction Inordertoacquaintyouwithourbusinesslines weencloseacopyofourExportListcoveringthemainitemssuppliableatpresent Shouldanyoftheitemsbeofinteresttoyou pleaseletusknow weshallbegladtogiveyouourlowestquotationsuponreceiptofyourdetailedrequirements Welookforwardtoreceivingyourenquiriessoon Price Contractprovisions insurance transport quality package payment inspection forcemajeure claims adjustments quantity arbitration 外贸洽商的主要内容 外贸洽商的基本步骤 Inquiry Offer Counter offer Acceptance SalesContract Enquiry Wethankyouforyourletterof andshallbegladtoenterintobusinessrelationswithyou Complyingwithyourrequest wenowsendyouourlatestcataloguesandpricelistcoveringourexports Paymentshouldmadeby Alltheaboveconditionsisonlyforyourreference ifyoufindbusinesspossible pleasegiveusyouroffer Alltheaboveconditionsissubjecttoourfinalconfirmation ifyoufindbusinesspossible pleasecontactusforourconfirmation Wetrustyouwillgiveusanearlyreply Offer CISGArticle14 1 Aproposalforconcludingacontractaddressedtooneormorespecificpersonsconstitutesanofferifitissufficientlydefiniteandindicatestheintentionoftheofferortobeboundincaseofacceptance Aproposalissufficientlydefiniteifitindicatesthegoodsandexpresslyorimplicitlyfixesormakesprovisionfordeterminingthequantityandtheprice Offer Quotation Inreplytoyourletterof wearegivingyouanofferasfollows weofferyouasfollows Commodity Specifications Packing Quantity Price Shipment Payment Thisofferisfirm subjecttothereceiptofreplybyusbefore Welookforwardtoreceivingyouracceptancesoon ValidityofanOffer Anofferbecomeseffectivewhenitreachestheofferee 2 Anoffer evenifitisirrevocable maybewithdrawnifthewithdrawalreachestheoffereebeforeoratthesametimeastheoffer CISGArticle15 ValidityofanOffer CISGArticle20 Aperiodoftimeforacceptancefixedbytheofferorinatelegramoraletterbeginstorunfromthemomentthetelegramishandedinfordispatchorfromthedateshownontheletteror ifnosuchdateisshown fromthedateshownontheenvelope Aperiodoftimeforacceptancefixedbytheofferorbytelephone telexorothermeansofinstantaneouscommunication beginstorunfromthemomentthattheofferreachestheofferee ValidityofanOffer CISGArticle20 2 Officialholidaysornon businessdaysoccurringduringtheperiodforacceptanceareincludedincalculatingtheperiod However ifanoticeofacceptancecannotbedeliveredattheaddressoftheofferoronthelastdayoftheperiodbecausethatdayfallsonanofficialholidayoranon businessdayattheplaceofbusinessoftheofferor theperiodisextendeduntilthefirstbusinessdaywhichfollows Whenanofferbecomesinvalid Overthetime limits Rejectedbytheofferee RefusedtodobusinessCounteroffer Revokedbytheofferor Expressionofvalidityinanoffer Subjectreplyherebefore date ourtime Replyimmediately Notime limitsinoffer Oraloffer fromwhen Honglong CISGarticle18 2 Anoraloffermustbeacceptedimmediatelyunlessthecircumstancesindicateotherwise Validityforthisoffer 8daysThisofferisvalidfor8daysOurofferwillkeepopenedtill date Revocabilityofanoffer CISGArticle16 1 Untilacontractisconcludedanoffermayberevokediftherevocationreachestheoffereebeforehehasdispatchedanacceptance 2 However anoffercannotberevoked a ifitindicates whetherbystatingafixedtimeforacceptanceorotherwise thatitisirrevocable or b ifitwasreasonablefortheoffereetorelyontheofferasbeingirrevocableandtheoffereehasactedinrelianceontheoffer Counteroffer Rejectionofanoriginaloffer Anewoffer Counter offer Weareinreceiptofyourletterof andweregrettoinformyouthatthepricequotedbyyouistoolowtoworkon Weareoftheopinionthatthequalityofothermakesdoesnotmakeuptothatofourproducts Thelowestpricewecanacceptis Wehopetohearfromyousoon Silenceorinactivitydoesnotinitselfamounttoacceptance Acceptance indicating Astatement orotherconduct madeby oftheofferee assenttoanoffer isanacceptance CISGArticle18 1 Acceptance Confirmation Wethankyouforyourletterof andagreewithallconditionsmentionedonthatletter Nowwearepleasedtoconfirmhavingconcludedwithyouatransactionof EnclosedyouwillfindourSalesContractNo induplicateofwhichpleasecounter signandreturnonetousforourfile LateAcceptance 1 Alateacceptanceisneverthelesseffectiveasanacceptanceifwithoutdelaytheofferororallysoinformstheoffereeordispatchesanoticetothateffect 2 Ifaletterorotherwritingcontainingalateacceptanceshowsthatithasbeensentinsuchcircumstancesthatifitstransmissionhadbeennormalitwouldhavereachedtheofferorinduetime thelateacceptanceiseffectiveasanacceptanceunless withoutdelay theofferororallyinformstheoffereethatheconsidershisofferashavinglapsedordispatchesanoticetothateffect CISGArticle21 Acceptancewithmodifications 1 Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions limitationsorothermodificationsisarejectionoftheofferandconstitutesacounter offer 2 However areplytoanofferwhichpurportstobeanacceptancebutcontainsadditionalordifferenttermswhichdonotmateriallyalterthetermsoftheofferconstitutesanacceptance unlesstheofferor withoutunduedelay objectsorallytothediscrepancyordispatchesanoticetothateffect Ifhedoesnotsoobject thetermsofthecontractarethetermsoftheofferwiththemodificationscontainedintheacceptance CISGArticle19 3 Additionalordifferenttermsrelating amongotherthings totheprice payment qualityandquantityofthegoods placeandtimeofdelivery extentofoneparty sliabilitytotheotherorthesettlementofdisputesareconsideredtoalterthetermsoftheoffermaterially Mannerforindicatingassent CISGArticle18 1 Astatementmadebyorotherconductoftheoffereeindicatingassenttoanofferisanacceptance Silenceorinactivitydoesnotinitselfamounttoacceptance 3 However if byvirtueoftheofferorasaresultofpracticeswhichthepartieshaveestablishedbetweenthemselvesorofusage theoffereemayindicateassentbyperforminganact suchasonerelatingtothedispatchofthegoodsorpaymentoftheprice withoutnoticetotheofferor theacceptanceiseffectiveatthemomenttheactisperformed providedthattheactisperformedwithintheperiodoftimelaiddownintheprecedingparagraph Whenacceptancebecomeseffective CISGArticle18 2 Anacceptanceofanofferbecomeseffectiveatthemomenttheindicationofassentreachestheofferor Anacceptanceisnoteffectiveiftheindicationofassentdoesnotreachtheofferorwithinthetimehehasfixedor ifnotimeisfixed withinareasonabletime dueaccountbeingtakenofthecircumstancesofthetransaction includingtherapidityofthemeansofcommunicationemployedbytheofferor Anoraloffermustbeacceptedimmediatelyunlessthecircumstancesindicateotherwise CISGArticle22 Anacceptancemaybewithdrawnifthewithdrawalreachestheofferorbeforeoratthesametimeastheacceptancewouldhavebecomeeffective Conclusionofacontract CISGArticle23AcontractisconcludedatthemomentwhenanacceptanceofanofferbecomeseffectiveinaccordancewiththeprovisionsofthisConvention CISGArticle11Acontractofsaleneednotbeconcludedinorevidencedbywritingandisnotsubjectt