商务交际与谈判(答案）

1、商务交际与谈判作业答案平时作业：chapter onei. please answer the following questions briefly.1. what are the major features of international business negotiation?1) in international negotiations the parties must deal with the laws, policies and political authorities of more than one nation. these laws and policies m

2、ay be inconsistent, or even directly opposed.2) a second factor unique to international business is the presence of different currencies.3) a third element common to international business negotiations is the participation of governmental authorities4) international ventures are vulnerable to sudden

3、 and drastic changes in their circumstances.5) international business negotiators also encounter very different ideologies.6) cultural differences are an important factor in international negotiations.2. what problems different currencies might give rise to in the international trade?1) exchange rat

4、e varies over time, which may result in unexpected losses or gains. 2) each government generally seeks to control the flow of domestic and foreign currencies across their national boundaries. 3. please list some possible sudden and drastic risks that international ventures are vulnerable to in their

5、 circumstances, and then give some suggestions to combat these risks. risks: war or revolution, changes in government, currency devaluation, means to combat these risks: -employing political risk analysts, -by foreign investment insurance, -and by force majeure clauses.4. please list the 3 steps inv

6、olved in practical negotiations.1) -preparation for negotiation;2) -process of negotiation;3) -signing a business contract5. how to make preparations for international negotiation?1) set the target for negotiation;2）establish business relations3) get as much information as possible;4) make a feasibl

7、e negotiation plan 6. what items does a complete contract usually include?title 契约名称 preamble 约首 names and statutory addresses objectives and principles text 正文 specifies the concrete rights and obligations of the parties concerned concluding clause 结尾 effectiveness, expiration, signature7. what are

8、 the basic principles of negotiation? -equality principle -sincere cooperation -keep it flexible and fluid ii. translate the following english sentences into chinese.1.thepartiesheretoshall,firstofall,settleanydisputearisingfromorinconnectionwiththe contractbyfriendlynegotiations. shouldsuchnegotiat

9、ionsfail,suchdisputemaybereferredtothepeoplescourthaving jurisdictiononsuchdisputeforsettlement双方首先应通过友好协商，解决因合同而发生的或与合同有关的争议。如果协商未果，可将争议提交有管辖权的人民法院解决。2. the board meeting shall be convened and presided over by the chairman. should the chairman be absent, the vice-chairman shall, in principle, conve

10、ned and preside over the board meeting.董事会会议应由董事长召集、主持；如董事长缺席，原则上应由副董事长召集、主持。3. on the fob basis, the buyer shall book shipping space in accordance with the date of shipment specified in the contract.按照fob条件，由买方负责根据合同规定的装运日期洽定舱位。4. whereas party b has the right and agrees to grant party a the right

11、to use, manufacture and sell the contract products of patented technology;鉴于乙方有权并同意将专利技术的合同产品的使用权、制造权和销售权授予甲方；5. whereas party a desires to use the patented technology of party b to manufacture and sell the contract products;鉴于甲方希望利用乙方的专利技术制造并销售合同的产品；6. thissharepurchaseagreementismadeonthe3rddayofm

12、ay,1991byandbetween&： （1）enterpriseshojaecsa,acompanyorganizedandexisting&underthelawsoffranceandhavingitsregisteredoffice&at89ruealbertthomas,75010parisand （2）markgilberthanderson,anindividualwithnationalityoftheunitedstatesofamerica（passportno.12345678）,residingat2199palmstreet,pleasanthill,califo

13、rnia94509,usa. 本股份收购契约订立于公元一九九一年五月三日，双方当事人为： （1）依法国法律组织设立的enterpriseshojaecsa公司，注册所在地为48ruealbertthomas,75010paris （2）美国籍的markgilberthanderson（护照号码12345678），居住于2199palmstreet,pleasanthill,california94509,usa.7. at the request of party b, party a agrees to send technicians to assist party b to instal

14、l the equipment. 应乙方要求，甲方同意派遣技术人员帮助乙方安装设备。 8. the personnel shall not to partake in any political activities in iraq. 所有人员不得参加伊拉克国内的任何政治活动。 9. the employer shall render correct technical guidance to the personnel. 雇主应该对有关人员给予正确技术指导。 10. party a shall repatriate the patient to china and bear the cost

15、 of his passage to guangzhou. 甲方应将病人遣返中国并负责其返回广州的旅费。 11. this contract shall be governed by and construed in accordance with the laws of china. 本合同受中国法律管辖，并按中国法律解释。 12. the employer may object to and require the contractor to replace forthwith any of its authorized representatives who is incompetent

16、. 雇主认为承包人委派的授权代表不合格时，可以反对并要求立即撤换。 13. the chairperson may convene an interim meeting based on a proposal made by one-third of the total number of directors. 董事长可以根据董事会过1/3董事的提议而召集临时董事会议。 14. in case one party desires to sell or assign all or part of its investment subscribed, the other party shall h

17、ave the preemptive right. 如一方想出售或转让其投资之全部或部分，另一方有优先购买权。 15. in processing transactions, the manufacturers shall never have title either to the materials or the finished products. 加工贸易中，厂方无论是对原料还是成品都无所有权。 16. the term effective date means the date on which this agreement is duly executed by the parti

18、es hereto. “生效期”指双方合同签字的日子。chapter two and three price negotiation i. please answer the following questions briefly.1. please give some suggestions that are helpful in price negotiation.a. be aware that the negotiation starts when you say hello.b. dont lead with your wallet and leave yourself room t

19、o negotiate some more.c.think like the buyer. d. be brutally honest with yourself as to what your added value is really worth. (value-added analysis sheet)e. finally, and most important, be patient.2. what do inquiries usually involve? the supply of commodities the price the catalogue the packing th

20、e delivery date terms of payment other terms concerned3. what is a firm offer? and what does it usually include?a firm offer is a promise to sell goods at a stated price, usually within a stated period of time. it must be clear, definite, complete and final.it usually includes:the name, price, quali

21、ty and quantity of the goods;the date of delivery and/or the time of shipmentthe terms of paymentthe validity of the offerother things concerned, such as packing, discount, insurance, etc.4. what are the differences between quotations and firm offers?1) quotation can be withdrawn by the seller witho

22、ut previous notice.2) a firm offer, although not a contractual obligation, cannot be withdrawn by the seller within its validity. it is the buyers option to accept or reject or counter-offer during the validity period. 3) if the buyer accepts an offer, then it is a contractual obligation. so no repu

23、table seller would risk his reputation by withdrawing his offer before the stated or agreed time. 5. what points should a letter of rejection cover?1) thank the seller for his offer.2) express regret at inability to accept.3) make a counter-offer if it is appropriate. 4) suggest other opportunities

24、to do business together. 6. what is a good order?an order should be accurate and clear. it should: include all details of description, quantities and prices and quote article numbers, if any; state mode of packing, port of destination and time of shipment; confirm the terms of payment as agreed upon

25、 in preliminary negotiations.7. what is a good first order expected to convey? express pleasure at receiving the order; add a favorable comment on the goods ordered; include an assurance of prompt and careful attention; draw attention to other products likely to be of interest; hope for further orde

26、rs.8. what are price terms? price terms , also called trade terms or delivery terms, are an important component of a unit price in international trade, representing specific obligations of the buyer and the seller. price terms are those english abbreviated letters used to represent relevant formalit

27、ies, expenses, risks and obligations between sellers and buyers during the period of delivery of goods. 9. please briefly explain the price term exw. exw - ex works 工厂交货（指定地点） exw means that the seller delivers when he places the goods at the disposal of the buyer at the sellers premises or another

28、named place (i.e. works, factory, warehouse, etc.) not cleared for export and not loaded on any collecting vehicle. - title and risk pass to buyer including payment of all transportation and insurance cost from the sellers door. used for any mode of transportation. 10. please briefly explain the pri

29、ce term fca. fca - free carrier 货交承运人 - free carrier means that the seller delivers the goods, cleared for export, to the carrier nominated by the buyer at the named place. the seller is obligated to load the goods on the buyers collecting vehicle if the delivery occurs at the sellers premise. used

30、for any mode of transportation. 11. please briefly explain the price term fas. fas - free alongside ship 船边交货 -title and risk pass to buyer including payment of all transportation and insurance cost once delivered alongside ship by the seller. the export clearance obligation rests with the seller. u

31、sed for sea or inland waterway transportation. 12. please briefly explain the price term fob. fob - free on board 船上交货 fob means that the seller delivers when the goods pass the ships rail at the named port of shipment. the fob term requires the seller to clear the goods for export. used for sea or

32、inland waterway transportation.13. please briefly explain the price term cfr. cfr - cost and freight 成本加运费 cfr means that the seller delivers when the goods pass the ships rail at the named port of shipment. the seller must pay the cost and freight necessary to bring the goods to the named port of d

33、estination. but the risk of loss of or damage to the goods, as well as any additional costs due to events occurring after the time of delivery, are transferred from the seller to the buyer. it requires the seller to clear the goods for export. used for sea or inland waterway transportation. 14. plea

34、se briefly explain the price term cif. cif - cost, insurance and freight 成本、保险费加运费付至 cif means that the seller delivers when the goods pass the ships rail at the named port of shipment. the seller pays transportation and insurance cost to destination port. but the risk of loss of or damage to the go

35、ods, as well as any additional costs due to events occurring after the time of delivery, are transferred from the seller to the buyer. it requires the seller to clear the goods for export. used for sea or inland waterway transportation. 15. please briefly explain the price term cpt. cpt - carriage p

36、aid to 运费付至 - title, risk and insurance cost pass to buyer when delivered to carrier by seller who pays transportation cost to destination. it requires the seller to clear the goods for export. used for any mode of transportation.16. please briefly explain the price term cip. cip - carriage and insu

37、rance paid to 运费、保险费付至 -title and risk pass to buyer when delivered to carrier by seller who pays transportation and insurance cost to destination. it requires the seller to clear the goods for export. used for any mode of transportation. 17. please briefly explain the price term daf. daf - delivere

38、d at frontier 边境交货 - title, risk and responsibility for import clearance pass to buyer when delivered to named border point by seller. it requires the seller to clear the goods for export. used for any mode of transportation.18. please briefly explain the price term des. des - delivered ex ship 目的港船

39、上交货 - title, risk, responsibility for vessel discharge and import clearance pass to buyer when seller delivers goods on board the ship to destination port. used for sea or inland waterway transportation.19. please briefly explain the price term deq. deq - delivered ex quay (duty paid) 目的港码头交货 - titl

40、e and risk and import clearance pass to buyer when delivered on board the ship at the destination point by the seller who delivers goods on dock at destination point. the seller has to bear costs and risks involved in bringing the goods to the named port of destination and discharging the goods on t

41、he quay. used for sea or inland waterway transportation. 20. please briefly explain the price term ddu. ddu - delivered duty unpaid 未完税交货 - title, risk and responsibility of import clearance pass to buyer when seller delivers goods to named destination point. the seller has to bear costs and risks i

42、nvolved in bringing the goods to the named destination point, other than any duty for import in the country of destination. buyer is obligated for import clearance. used for any mode of transportation. 21. please briefly explain the price term ddp. ddp - delivered duty paid 完税后交货 - title and risk pa

43、ss to buyer when seller delivers goods to named destination point cleared for import. the seller has to bear costs and risks involved in bringing the goods to the named destination point， including any duty for import in the country of destination. used for any mode of transportation. ii. translate

44、the following english sentences or paragraphs into chinese.1. a: how much are you asking per unit?b: our factory price is $4.50 per unit. but it depends on quantity.a: assume i order 30 000 outright?b: then i could bring it down to $4.48.a: that doesnt seem like much of a reduction. how about $4.45?

45、b: ill tell you what. if you double the order, i suppose we could consider it.a: 请问单价多少?b: 我们工厂单价为4.5美元.但可依据量来调整.a: 假设我总共要订购30 000件呢?b: 那么可以降价到$4.48.a: 折扣不怎么多嘛,$4.45怎么样?b: 这么说好了,如果定单量加倍,我想我们可以考虑的.3. dear sirs messrs. brown & clark of this city inform us that you are exporters of all cotton bed-sheet

46、s and pillowcases. we would like you to send us details of your various ranges, including sizes, colours and prices, and also samples of the different qualities of material used. we are large dealers in textiles and believe there is a promising market in our area for moderately priced goods of the k

47、ind mentioned. when replying, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100 dozen of individual items. prices quoted should include insurance and freight to liverpool. yours faithfullyunited textiles limited manager 先生：本市brown&clark公司

48、告知我们，你们是全棉床单及枕套的出口商。请你寄下你方经营的各种商品的详情，包括尺寸、颜色及价格，以及所用的各种材料的样品。我们是纺织品的大贸易商，相信价格适中的上述商品在本地区有良好的市场。请在答复时说明你方付款以及单项商品的购买量不少于100打所能给与的折扣。所报价格需包括到利物浦的保险及运费。united textiles limited经 理4. dear sirswe are very pleased to receive your enquiry of 15th january and enclose our illustrated catalogue and price list

49、giving the details you ask for. also by separate post we are sending you some samples and feel confident that when you have examined them you will agree that the goods are both excellent in quality and reasonable in price.on regular purchases in quantities of not less than 100 dozen of individual it

50、ems we would allow you a discount of 2%. payment is to be made by irrevocable l/c at sight.because of their softness and durability, our all cotton bed-sheets and pillowcases are rapidly becoming popular and after studying our prices you will learn that we are finding it difficult to meet the demand

51、. but if you place your order not later than the end of this month, we would ensure prompt shipment.we invite your attention to our other products such as table-cloth and table napkins, details of which you will find in the catalogue, and look forward to receiving your first order.yours sincerelychi

52、na national import & export corpmanager先生：收到你放1月15日询价殊为欣慰。今附上你所要求的具有详细内容的附图目录及价格单。另邮寄上一些样品，我们相信在你细查这些样品后，你将会同意，这些货物是价廉物美的。对于定期购买单项商品数量不少于100打，我们可给予2%的折扣。用不可撤销的即期信用证付款。由于品质柔软而耐用，我们的全棉床单及枕套很快成了畅销商品。你们在研究了我方价格之后，对我们为什么甚难满足需求这一事实你方就不难做知道了。但你方如能在本月底前向我们订货，我们将保证迅速发货。同时我们也请你注意我们的其他产品，如台布及台巾，其详细情况也可以从目录上找到，

53、等候你方首次定单。中国进出口公司经理5. dear sirswe are glad to inform you that we are interested in hand-made gloves in a variety of genuine leather. there is a steady here for glover of high quality and, although sales are not particularly high, good prices can be obtained.will you please send us a copy of your cata

54、logue for gloves, with details of your prices and terms of payment. we should find it most helpful if you could also supply samples of the various leather of which the gloves are made.yours faithfullycasio & pomponio co., ltdmanager先生：我们愉快地告诉你们，我们对各种真皮手工制的手套有兴趣。对高质量的手套这里有稳定的需求，虽然销售数量不特别多，但能卖到好价格。请寄一

55、份你们的手套目录，并说明价格及付款条款。如能寄来各种用于制手套的皮样将是极为有帮助的。6. gentlemen: the price quotes contained in your e-mail of may 20, 2002 gained favorable attention with us. we would like to order the following items consisting of various colors, patterns and assortments: large 2000 dozen medium 4000 dozen small 2000 doze

56、n as the sales season is approaching, the total order quantity should be shipped in july. at that time an irrevocable l/c for the total purchase value will be opened. please confirm the order and e-mail a shipping schedule. sincerely, xxx 先生们： 2002年5月20日电子邮件报价深受欢迎。 我拟选各种颜色、式样、品种的衬衫如下： 大号 2000打 中号 4000打 小号 2000打 售季将至，全部货物应于7月登轮。届时全额