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1、1 教材 商务谈判 理论篇 什么是商务谈判 谈判双方为达成一笔生意 提出交易的内容和条件 通过洽谈协商达成一致的行为和过程 语言运用得当与否是成败的关键e g I IwouldifIcould Idon tagreeII Ican tagree Idon tlikeit Isthereanythingelse 谈判前应该有哪些准备 TargetCountryBusinessPartnerQualifiedNegotiatorsProperPlan TargetCountry CulturebackgroundandeconomicsituationsPoliticalclimateofthec
2、ountryCurrentimportandexportstatisticsGovernmentpolicyoninternationaltradeInformationontradebarriersandrestrictions MOFTEC 对外贸易经济合作部 foreigntradecorporations banks newspapers journalarticles ChineseEmbassy localbanks theagent localnewspaper journalarticles BusinessPartner CreditreferenceBackgroundin
3、formationBusinessrangeAnnualsalesvolumeMajorcustomersBusinessculture bywritingtothereferencesprovidedbythecounterpart byemployingaconsultingfirm Negotiatorhasanoverallpictureoftheopponent QualifiedNegotiators familiarinternationaltradingprocess experiencedindealingwithforeigncustomers quickinmakingd
4、ecisions wellinformedofthetransactiontheyaregoingtodealwith Commercial price deliverytermsTechnical specification programandmethodsofworkFinancial termsofpayment creditinsurance bondsandfinancialguaranteesLegal contractdocuments termsofcontract insurance legalinterpretationHowmanymembersdoesateamnee
5、d ProperPlan goodinformationandassessment DefinethespecificnegotiatingobjectiveStatetheminimumacceptablelevelforeachofthemajoritemsIdentifytheteamleaderandothermembersofthenegotiatingteamSetforthtimeschedulesforimplementationEstablishthetimeperiodwithinwhichthenegotiationsshouldbeconcluded 商务谈判的一般步骤
6、有哪些 1 InvitationtoOffer2 TheOffer3 TheCounter offer4 Acceptance InvitationtoOffer Inquiry initiateapotentialtransaction Promotionalcommunication advertisementsbemadethroughvariousmedias salesliteratureandpricelistbedistributed tradefairsbeusedtoexhibitcommodities Inquiry eachoneisasaleopportunitytof
7、osterapotentiallong termrelationship soshowyourefficiencyandsincerity commodity sname quality mode thedesiredquantityanddeliverydate InvitationtoOffer Inquiry initiateapotentialtransaction Fromabuyer PleasequotethelowestpriceofCFRSingaporefor1000boxesoflargesizeMaxamDentalCreamattheearliestdelivery
8、Fromaseller WecansupplyFlyingPigeonbrandbicycleswithshipmentinMay Pleasefaxusifyouareinterested Pleaseadvise pleasefaxadvice Interestedin please Pleasequote pleaseoffer Wecansupply 2 TheOffer expressionofthewishesofthesellerorbuyertosell buyparticulargoodsunderstatedtermssuchasquantity price timeofs
9、hipment termofpayment Sellingoffer卖方发盘buyingoffer bid买方发盘Definiteoffer firmoffer实盘 adetaileddescriptionoftheitem price currency packaging minimumormaximumquantity quality shippingdate mode termsofpayment atimeframeduringwhichyourofferisavailableIndefiniteoffer non firmoffer subjecttoourfinalconfirma
10、tion forreferenceonly Firmoffer DearMr Satin Wearegladtohavereceivedyourfaxof10April inquiringforFlyingPigeonbrandbicycles Inreply wewouldliketooffer subjectstoyourreplyreachingusbeforetheendofthismonth thefollowing 20 Men sstyle US 25perset Paymentterm ByL Catsighttobeopenedthroughabanktobeapproved
11、byus Shipment October November1998 providedthecoveringL Creachesusbytheendofthismonth TheabovepricesareunderstoodtobeonCIFCairobasisnet Pleasenotethatwedonotallowanycommissiononourbicycles butadiscountof5 maybeallowedifthequantityforeachspecificationismorethan1 000sets Owingtothedurabilityandcompeti
12、tiveprices ourFPbicycleshavewonpopularityallovertheworld Wesuggestyourplacingorderswithoutdelay sothatwemayguaranteethesupply andyouwouldnotmissthechance Welookforwardtoyourpromptreply Non firmoffer DearMr SatinThankyouforyourfaxof10April inquiringforFPbrandbicyclesBasedonyourrequirement wearequotin
13、gasfollows 20 Men sstyle US 25persetPaymentterms ByL Catsighttobeopenedthroughabanktobeapprovedbyus Shipment October November1998 providedthecoveringL Creachesusbytheendofthismonth TheabovepricesareunderstoodtobeonCIFCairobasisnet Pleasenotethatwedonotallowanycommissiononourbicycles butadiscountof5
14、maybeallowedifthequantityforeachspecificationismorethan1 000sets Theabovequotationismadewithoutengagementandissubjecttoourfinalconfirmation Welookforwardtoyourearlyreply 3 TheCounter offer proposeanewsetoftermsforthetransactionormakeaconditionalacceptancebymakingsomechangesintheoffer DearMr Jones We
15、areinreceiptofyourletterdatedonMay2 offeringus50metrictonsofthecaptionedgoodsatUS 350permetrictonontheusualterms Inreply weregrettoinformyouthatourbuyersinLondonfindyourpricemuchtoohigh InformationindicatesthatsomeparcelsofIndianoriginhavebeensoldhereatalevelabout30 lowerthanyours Wedonotdenythatthe
16、quantityofChineseKernelsisbetter butthedifferenceinpriceshouldnotbesobig Tostepupthetrade wecounterofferasfollows subjecttoyourreplyreceivedbyusonorbefore30thMay 50metrictonsofgroundnutkernelsFAQ1998cropatUS 320perM TCIFLondon othertermsasperyourletterofMay2 Asthemarketisdeclining werecommendyourimmediateacceptance 4 Acceptance sendawrittenacceptance indicateacceptanceoftheofferbyopeningaletterofcreditissuedinthecounterpart sfavor Sample astandardformtoacknowledgetheofferThisistoacknowledgewitht