主讲教师夏夕美

主讲教师：夏夕美InternationaltradepracticesImport&ExportPractices主讲教师：夏夕美Internationaltradepr1WorksbeforesigningcontractcontractFulfillcontractOthertypeoftrade13452briefintroductiontointernationaltradediagramoftheCourseImport&ExportPracticesWorksbeforesigningcontractc2主讲教师：夏夕美businessnegotiation主讲教师：夏夕美businessnegotiation3主讲教师夏夕美4主讲教师夏夕美5相关网站中国外经贸

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相关网站中国外经贸www.chinamarket.c6BusinessNegotiation

isthedealingsbetweentheexporterandtheimporterinordertoreachanagreementonprice,payment,quantity,quality,andothertermsorconditionsofasale.BusinessNegotiationBusinessNegotiationisthede7Theconclusionofasalescontractresultsfromthebusinessnegotiationtothesatisfactionofbothparties.BusinessNegotiationTheconclusionofasalescont8

theformsofnegotiationBusinessnegotiationsarecarriedouteitherby---writing书面（传真、信函等）---verbally口头theformsofnegotiationBu9verbalNegotiation

Intheverbalcase,traderstalkaboutthetermsorconditionsofasalewitheachother,inpersonorbytelephone.Theforeignmerchantmaycallonthedomestictraderuponinvitation,ortheexporterwillmakeavisittoanoverseasimporteronhisownaccount.verbalNegotiationIntheverb10Businesstalksarealsoheldatinternationalfairs(theChinaExportCommoditiesFairinGuangzhou)verbalNegotiationBusinesstalksarealsohelda11Whenbusinessnegotiationisdonebywriting,communicationsbyletter,bycableorbytelexaretheusualmeanstradersuse.WrittenNegotiationInpractice,letter-writingplaysavitalpart,andthat'swhyaprosperoustraderalwayshasagreatdealofcorrespondencetodealwith.Whenbusinessnegotiationisd12NegotiationSometimesbothtypes,communicationsinwritingandinspokenwords,areusedinterchangeablyinonesingletransaction.NegotiationSometimesbothtype13Toreachanagreement,thefollowingterms(mainterms&generalconditions)aretalkedoverduringabusinessnegotiation.ThecontentsofNegotiationToreachanagreement,thefo14Mainterms:thedescriptionofthegoods,quality,quantity,packing,price,delivery,paymentThecontentsofNegotiationGeneralterms:insurance,inspection,arbitration,claimsanddisputes,andforcemajeure.Mainterms:thedescriptionof151Offer--发盘13Counter-offer--还盘4Acceptance--接受12Enquiry--询盘conclusionofacontractBusinessnegotiation,inmostcases,needsgoingthroughfourstages:1Offer--发盘13Counter-offer--还盘416Anbuyerinquiriesuponthetermsofasaletoaseller.Aninquiryincludesthecommodity'sname,quality,mode,thedesiredquantityanddeliverydateetc.

BuyerInquirySellerSellerInvitationtoofferbuyer

EnquiryAnbuyerinquiriesuponthete17询盘示例WeareinterestedinyourDCcamera,detailsasperourinquirynote5678attached,andwewillbegladtoreceiveyourlowestquotationASAP.询盘示例Weareinterestedinyour18Itisworthyofnotethatwhoevermakesanenquiryisnotliableforthebuyingortheselling,and,theoppositeparty,atthesametime,canmakenoreplyatall.Accordingtothecommercialpractice,thereceiverofanenquirywillrespondwithoutdelayintheusualformofaquotation,anoffer,orabid.

EnquiryItisworthyofnotethatwhoe19最常见的是询盘。询盘的内容可涉及：价格、品质、数量、包装、装运以及索取样品等，而多数只是询问价格，所以，业务上常把询盘称作询价。买卖双方均可发出询盘，买方询盘又叫递盘（Bid），卖方询盘又叫索盘（SellingInquiry）。询盘对买卖双方无法律约束力，但在商业习惯上，被询盘一方接到询盘后应尽快给予答复。最常见的是询盘。询盘的内容可涉及：价格、品质、数量、包装20

Offer--Definitionanofferisonethatclearlyexpressestheofferor’swillingnessinconcludingacontract.Offer--Definitionanofferis21

thepartiesinvolvedin

Offeraproposaloftermsandconditionspresentedinapotentialcontractbyoneparty,calledtheofferor,toanotherparty,calledtheofferee.thepartiesinvolvedinOffer22accordingto

theUnitedNationsConventiononContractsforInternationalSaleofGoods,

“aproposalforconcludingacontractaddressedtooneormorespecificpersonsconstituteanofferifitissufficientlydefiniteandindicatestheintentionoftheofferertobeboundincaseofacceptance.”

《联合国国际货物销售合同公约对发盘的解释为：“向一个或一个以上特定的人提出的订立合同的建议，如果十分确定并且表明发盘人在得到接受时承受约束的意旨，即构成发盘”。accordingtotheUnitedNation23*Indefiniteoffer=Offer

WithoutEngagement(non-firmoffer虚盘)

Offer--kinds*Definiteoffer=OfferwithEngagement(firmoffer;irrevocableoffer实盘)(unconditionallyaccepted;bindingonbothparties.)*Indefiniteoffer=OfferWitho242.Contentsbedefinite1.bemadetooneormorespecificpersons.发盘的条件

Conditionstheformationofanoffershallpossess3.indicatetheintentionoftheofferortobeboundincaseofacceptance.4.theofferwillbeeffectivewhenitreachtheofferee2.Contentsbedefinite1.bema25

1.bemadetooneormorespecificpersons.Isthebusinessadvertisementanoffer？Thedifferencebetweenofferandbusinessadvertisment（invitationtoanoffer）。1.bemadetooneormorespec26

2.Contentsoftheoffershallbedefinitetradetermsoftheoffershallbecomplete,clear,andfinal.1)Tobeclear:Themaintradingtermsshouldbecompletelydenoted.2)Tobefinal:withoutreservation2.Contentsoftheoffershall27

2.Contentsoftheoffershallbedefinite3)Tobecomplete:allmainitemsshouldratherbecompletelystatedintheoffer.Itincludesallthenecessaryitemsfortransaction.2.Contentsoftheoffershall28accordingtotheUnitedNationsConventiononContractsfortheInternationalSaleofGoods,anofferbecomesdefiniteorfirmaslongasithasthename,quantityandthepriceofthegoods

2.ContentsoftheoffershallbedefiniteaccordingtotheUnitedNation29*Suchanofferwillbebindingontheoffereriftheofferisacceptedbytheofferee.

3.Theoffershallindicatetheintentionoftheofferortobeboundincaseofacceptance.

*Suchanofferwillbebinding301)Offerbyoral,itiseffectivefromthetimetheoffereeknowscontentsoftheoffer.2)Offerinwritten,therearetwoopinions:postingopinionandarrivalopinion.

4.theofferwillbeeffectivewhenreachingofferee1)Offerbyoral,itiseffecti31TextTextTextwhenitisreceived

astheofferisdispatchedcommonlaw英美civillaw和《公约》

4.theofferwillbeeffectivewhenreachingoffereeTextTextTextwhenitisreceive32*Thefirmofferspecifiesthetimebywhichtheofferisvalidandthetimeacceptancemustbereceived(“ourtime”).*theofferorcannotrevokeoramendwhathehasofferedduringthevalidityoftheoffer.

validityoftheoffer*Thefirmofferspecifiesthe331、明确规定有效期1)Stipulatethelatestdateforacceptance.ThisofferisfirmsubjecttotheacceptancereachingusnotlaterthanJuly15thThisofferisvalidtillFridayourtime2)StipulateaperiodoftimeWewillkeeptheoffervalidforonemonth存在如何计算“一段接受期间”的起讫问题1、明确规定有效期342.未规定有效期Notstipulateclearlythetimeofvalidity.合理时间(ReasonableTime)

:口头发盘应当场表示接受。validityoftheoffer

makeitpossiblefortheoffereetoacceptortodeclinetheoffer.Theacceptancemadebytheoffereebeforethevalidityexpiresiseffectivelegally.2.未规定有效期Notstipulateclearly35案例分析H公司有一批羊毛待售，4月2日公司销售部以信件的形式向某市第一纺织厂发出要约，将羊毛的数量、质量、价格等主要条款做了规定，约定若发生争议将提交某仲裁委员会仲裁。并特别注明希望在15日内得到答复。但由于工作人员疏忽，信件没有说明要约的起算日期，信件的落款也没有写日期。4月4日公司人员将信件投出，4月17日纺织厂收到信件。恰巧纺织厂急需一批羊毛，第二天即拍发电报请其准备尽快发货。邮局于4月19日送达H公司。不料H公司却在4月18日由于未收到纺织厂的回信，已将羊毛卖给另一纺织厂。第一纺织厂几次催货未果，向仲裁委员会提请仲裁，要求H公司赔偿其损失。试对此案例进行分析。案例分析H公司有一批羊毛待售，4月2日公司销售部以信件的形式36

Withdrawalandrevocationoftheofferwithdrawal:thewithdrawalnoticereachestheoffereebeforeoratthesametimeastheoffer.andwithdrawalofofferisineffectiveuntilitarrives.一般只在适用信件或电报向国外发盘时才适用？《公约》规定：“一项发盘，即使是不可撤销的，也可撤回，如果撤回的通知在发盘到达受盘人之前或同时到达受盘人。”Withdrawalandrevocationof37

Withdrawalandrevocationoftheofferrevocation:revocationreachestheoffereebeforehehasdispatchedanacceptance.Generallyspeaking,anoffer,oncemade,canberevokedbeforeacceptance.Butanofferisirrevocableifitstatesafixedtimeforacceptanceortheoffeehastakenactionaccodingtotheoffer.Withdrawalandrevocationof38

WithdrawalandrevocationoftheofferWhileIncommonlaw(英美法)countries,theruleisthatanofferwhichstatesafixedtimeforacceptanceisineverycasetobetreatedasrevocable.

*英美法和大陆法对撤回和撤销有不同意见Withdrawalandrevocationof39

Anofferisterminatedinthefollowingforms:

Thepartyofferingmayrevoketheofferifnoconsiderationhasbeengiven.Theoffermaylapse(eitherafteraspecifiedtime,oritmayjustbecomestale).

Terminationofoffer

Anofferisterminatedint40Offermaycometoanendafterastipulatedeventoccursordoesnotoccur.Offermaylapseondeathofthepartyoffering.Offeriskilledbyacounter-offer.

Terminationofoffer

Offermaycometoanendafter41unclear,incompleteandwithreservationsnotbindingontheofferor

theofferonlyincludespartoftheterms.Themaintermsarenotcompletelylisted.Besides,theofferissubjecttotheofferor’sfinalconfirmation.

Indefiniteofferunclear,incompleteandwithr42若发盘中附有保留条件，如：“thisofferissubjecttoourfinalconfirmation”，或“priortoselling”等，则此建议不能构成发盘，只能视为邀请发盘（InvitationforOffer）。若发盘中附有保留条件，如：“thisofferissu43Weareofferingyou120metrictonsofblackteaatUSD958netM/TCFRshanghaiforshipmentduringNovember/DecembersubjecttoyourorderreachingherebyJuly30th.

发盘示例Weareofferingyou120metric44theoffereedoesn'taccepttheofferwhollyandputforwardsomeadditions,modification,limitations,etcastothebasictermsandconditionscontainedintheoffer.Counter-Offertheoffereedoesn'tacceptthe45materialmodification:price,payment,quality,quantity,placeandtimeof

delivery,settlementofdisputes.还盘的形式non-materialmodificationCounter-Offermaterialmodification:price,46kindsof

Counter-OfferAcounter-offer,infact,isarejectionoftheoffer.Hence,itisanewofferandatthesametime,theoriginalofferlapses.kindsofCounter-OfferAcounte47kindsof

Counter-OfferInacounter-offeranewpriceaswellasothernewtermsissuggested.Itisoftensimplywordedwithonlythenewsuggestedtermsstatedandtheothertermsembodied包含intheoriginalofferremainunchanged,kindsofCounter-OfferInacou48Wefindyourpriceisonthehigherside,somecomputerofsimilarqualityfromothercountrieshavebeensoldhereatalevelaboutlowerthanyours.Shouldyoubereadytoreduceyourpriceby10%sothatwecancometoanagreement.还盘示例Wefindyourpriceisontheh49还盘案例分析一：我某公司向美国A公司发盘出售一批大宗商品，对方在发盘有效期内复电表示接受，同时指出：“凡发生争议，双方应通过友好协商解决；如果协商不能解决，应将争议提交中国国际经济贸易仲裁委员会仲裁。”第三天，我方收到A公司通过银行开来的信用证。因获知该商品的国际市场价格已大幅度上涨，我公司当天将信用证退回，但A公司认为其接受有效，合同成立。双方意见不一，于是提交仲裁机构解决。试问：如果你是仲裁员，你将如何裁决？还盘案例分析一：我某公司向美国A公司发盘出售一批大宗商品，对50案例分析参考《公约》规定：受盘人对货物的价格、付款、品质、数量、交货时间与地点、一方当事人对另一方当事人的赔偿责任范围或解决争端的办法等提出添加或更改均视为实质性变更发盘条件。案例分析参考《公约》规定：受盘人对货物的价格、付款、品质、数51还盘案例分析二：我某公司于5月20日以电传发盘，并规定“限5月25日复到”。国外客户于5月23日复电至我方，要求将即期信用证改为远期见票后30天。我公司正在研究中，次日又接到对方当天发来的电传，表示无条件接受我5月20日的发盘。问此笔交易是否达成？受盘人还盘后又接受原来的发盘，合同不成立。还盘案例分析二：我某公司于5月20日以电传发盘，并规定“限552*Itreferstoastatementmadebyoralorwrittenorotherconductoftheoffereeindicatingassenttoanoffer.*itisrequiredbeforeacontractcanbevalid.

Acceptance*Itreferstoastatementma531.Acceptanceshallbemadeonlybyaspecificofferee.2.Acceptanceshallbedeclaredinwaysstipulatedintheoffer,eitherorallyorinawrittenform.3.Anacceptance,asarule,takeseffectwhenitreachestheofferorwithinthetimeofvalidity..TheconditionofAcceptance1.Acceptanceshallbemadeon544.Anoffereeshouldmakeanacceptancewithinthelifeofafirmoffer.5.Acceptanceshallbeinaccordancewiththeoffer.解释：Anacceptancemustbeunconditionalandbeanunreservedassenttoallthetermsdesignatedintheoffer.TheconditionofAcceptance4.Anoffereeshouldmakeana55TextTextTextwhenitisreceived

astheacceptanceisdispatchedcommonlaw英美civillaw和《公约》AcceptanceTextTextTextwhenitisreceive56Silencedoesnotmakeanacceptance.Silencedoesnotmakeanaccep57案例分析香港某中间商A，就某商品以电传方式邀请我方发盘，我于6月8日向A方发盘并限6月15日复到有效。12日我方收到美国B商人按我方发盘条件开来的信用证，同时收到中间商A的来电称：“你8日发盘已转美国B商”。经查该商品的国际市场价格猛涨，于是我将信用证退回开证银行，再按新价直接向美商B发盘，而美商B以信用证于发盘有效期内到达为由，拒绝接受新价并要求我方按原价发货，否则将追究我方的责任。问对方的要求是否合理？为什么？案例分析香港某中间商A，就某商品以电传方式邀请我方发盘58*Anacceptancebeyondthevalidtyofanofferwouldbealateacceptance

LateAcceptance*Anacceptancebeyondtheval59*LateAcceptanceisuptotheofferertoinformtheoffereeiftheoffererwantstotakethelateacceptanceasaneffectiveacceptance.Orthelateacceptancecanbetakenasanewoffer.

LateAcceptance*LateAcceptanceisuptothe60LateAcceptanceAddYourTitleAddYourTitleAddYourTitle受盘人主观上有过错，导致接受逾期受盘人主观上没有过错，而接受逾期逾期接受是否有效关键看发盘人如何表态LateAcceptanceAddYourTitleA61LateAcceptanceAddYourTitleifthetransmissionhadbeennormal,