部分谈判以及外贸业务基本程序PPT课件.ppt

Negotiation ProceduresofForeignTrade 1 InternationalTradeProcedure contractprovisions Preparation Contracting Implementation findingmarketsandsources establishingbusinessrelations advising creditenquiries etc exportcontract importcontract 2 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 3 EstablishmentofBusinessRelations Havingobtainedyournameandaddressfrom Wearewritingyouinthehopeofestablishingbusinessrelationswithyou We self introduction Inordertoacquaintyouwithourbusinesslines weencloseacopyofourExportListcoveringthemainitemssuppliableatpresent Shouldanyoftheitemsbeofinteresttoyou pleaseletusknow weshallbegladtogiveyouourlowestquotationsuponreceiptofyourdetailedrequirements Welookforwardtoreceivingyourenquiriessoon 4 Price Contractprovisions insurance transport quality package payment inspection forcemajeure claims adjustments quantity arbitration 外贸洽商的主要内容 5 外贸洽商的基本步骤 Inquiry Offer Counter offer Acceptance SalesContract 6 Enquiry Wethankyouforyourletterof andshallbegladtoenterintobusinessrelationswithyou Complyingwithyourrequest wenowsendyouourlatestcataloguesandpricelistcoveringourexports Paymentshouldmadeby Alltheaboveconditionsisonlyforyourreference ifyoufindbusinesspossible pleasegiveusyouroffer Alltheaboveconditionsissubjecttoourfinalconfirmation ifyoufindbusinesspossible pleasecontactusforourconfirmation Wetrustyouwillgiveusanearlyreply 7 Offer CISGArticle14 1 Aproposalforconcludingacontractaddressedtooneormorespecificpersonsconstitutesanofferifitissufficientlydefiniteandindicatestheintentionoftheofferortobeboundincaseofacceptance Aproposalissufficientlydefiniteifitindicatesthegoodsandexpresslyorimplicitlyfixesormakesprovisionfordeterminingthequantityandtheprice 8 Offer Quotation Inreplytoyourletterof wearegivingyouanofferasfollows weofferyouasfollows Commodity Specifications Packing Quantity Price Shipment Payment Thisofferisfirm subjecttothereceiptofreplybyusbefore Welookforwardtoreceivingyouracceptancesoon 9 ValidityofanOffer Anofferbecomeseffectivewhenitreachestheofferee 2 Anoffer evenifitisirrevocable maybewithdrawnifthewithdrawalreachestheoffereebeforeoratthesametimeastheoffer CISGArticle15 10 ValidityofanOffer CISGArticle20 Aperiodoftimeforacceptancefixedbytheofferorinatelegramoraletterbeginstorunfromthemomentthetelegramishandedinfordispatchorfromthedateshownontheletteror ifnosuchdateisshown fromthedateshownontheenvelope Aperiodoftimeforacceptancefixedbytheofferorbytelephone telexorothermeansofinstantaneouscommunication beginstorunfromthemomentthattheofferreachestheofferee 11 ValidityofanOffer CISGArticle20 2 Officialholidaysornon businessdaysoccurringduringtheperiodforacceptanceareincludedincalculatingtheperiod However ifanoticeofacceptancecannotbedeliveredattheaddressoftheofferoronthelastdayoftheperiodbecausethatdayfallsonanofficialholidayoranon businessdayattheplaceofbusinessoftheofferor theperiodisextendeduntilthefirstbusinessdaywhichfollows 12 Whenanofferbecomesinvalid Overthetime limits Rejectedbytheofferee RefusedtodobusinessCounteroffer Revokedbytheofferor 13 Expressionofvalidityinanoffer Subjectreplyherebefore date ourtime Replyimmediately Notime limitsinoffer Oraloffer fromwhen Honglong CISGarticle18 2 Anoraloffermustbeacceptedimmediatelyunlessthecircumstancesindicateotherwise Validityforthisoffer 8daysThisofferisvalidfor8daysOurofferwillkeepopenedtill date 14 Revocabilityofanoffer CISGArticle16 1 Untilacontractisconcludedanoffermayberevokediftherevocationreachestheoffereebeforehehasdispatchedanacceptance 2 However anoffercannotberevoked a ifitindicates whetherbystatingafixedtimeforacceptanceorotherwise thatitisirrevocable or b ifitwasreasonablefortheoffereetorelyontheofferasbeingirrevocableandtheoffereehasactedinrelianceontheoffer 15 Counteroffer Rejectionofanoriginaloffer Anewoffer 16 Counter offer Weareinreceiptofyourletterof andweregrettoinformyouthatthepricequotedbyyouistoolowtoworkon Weareoftheopinionthatthequalityofothermakesdoesnotmakeuptothatofourproducts Thelowestpricewecanacceptis Wehopetohearfromyousoon 17 Silenceorinactivitydoesnotinitselfamounttoacceptance Acceptance indicating Astatement orotherconduct madeby oftheofferee assenttoanoffer isanacceptance CISGArticle18 1 18 Acceptance Confirmation Wethankyouforyourletterof andagreewithallconditionsmentionedonthatletter Nowwearepleasedtoconfirmhavingconcludedwithyouatransactionof EnclosedyouwillfindourSalesContractNo induplicateofwhichpleasecounter signandreturnonetousforourfile 19 LateAcceptance 1 Alateacceptanceisneverthelesseffectiveasanacceptanceifwithoutdelaytheofferororallysoinformstheoffereeordispatchesanoticetothateffect 2 Ifaletterorotherwritingcontainingalateacceptanceshowsthatithasbeensentinsuchcircumstancesthatifitstransmissionhadbeennormalitwouldhavereachedtheofferorinduetime thelateacceptanceiseffectiveasanacceptanceunless withoutdelay theofferororallyinformstheoffereethatheconsidershisofferashavinglapsedordispatchesanoticetothateffect CISGArticle21 20 Acceptancewithmodifications 1 Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions limitationsorothermodificationsisarejectionoftheofferandconstitutesacounter offer 2 However areplytoanofferwhichpurportstobeanacceptancebutcontainsadditionalordifferenttermswhichdonotmateriallyalterthetermsoftheofferconstitutesanacceptance unlesstheofferor withoutunduedelay objectsorallytothediscrepancyordispatchesanoticetothateffect Ifhedoesnotsoobject thetermsofthecontractarethetermsoftheofferwiththemodificationscontainedintheacceptance CISGArticle19 21 3 Additionalordifferenttermsrelating amongotherthings totheprice payment qualityandquantityofthegoods placeandtimeofdelivery extentofoneparty sliabilitytotheotherorthesettlementofdisputesareconsideredtoalterthetermsoftheoffermaterially 22 Mannerforindicatingassent CISGArticle18 1 Astatementmadebyorotherconductoftheoffereeindicatingassenttoanofferisanacceptance Silenceorinactivitydoesnotinitselfamounttoacceptance 3 However if byvirtueoftheofferorasaresultofpracticeswhichthepartieshaveestablishedbetweenthemselvesorofusage theoffereemayindicateassentbyperforminganact suchasonerelatingtothedispatchofthegoodsorpaymentoftheprice withoutnoticetotheofferor theacceptanceiseffectiveatthemomenttheactisperformed providedthattheactisperformedwithintheperiodoftimelaiddownintheprecedingparagraph 23 Whenacceptancebecomeseffective CISGArticle18 2 Anacceptanceofanofferbecomeseffectiveatthemomenttheindicationofassentreachestheofferor Anacceptanceisnoteffectiveiftheindicationofassentdoesnotreachtheofferorwithinthetimehehasfixedor ifnotimeisfixed withinareasonabletime dueaccountbeingtakenofthecircumstancesofthetransaction includingtherapidityofthemeansofcommunicationemployedbytheofferor Anoraloffermustbeacceptedimmediatelyunlessthecircumstancesindicateotherwise 24 CISGArticle22 Anacceptancemaybewithdrawnifthewithdrawalreachestheofferorbeforeoratthesametimeastheacceptancewouldhavebecomeeffective 25 Conclusionofacontract CISGArticle23AcontractisconcludedatthemomentwhenanacceptanceofanofferbecomeseffectiveinaccordancewiththeprovisionsofthisConvention CISGArticle11Acontractofsaleneednotbeconcludedinorevidencedbywritingandisnotsubjecttoanyotherre