主講教師夏夕美

主講教師：夏夕美InternationaltradepracticesImport&ExportPractices主講教師：夏夕美Internationaltradepr1WorksbeforesigningcontractcontractFulfillcontractOthertypeoftrade13452briefintroductiontointernationaltradediagramoftheCourseImport&ExportPracticesWorksbeforesigningcontractc2主講教師：夏夕美businessnegotiation主講教師：夏夕美businessnegotiation3主講教師夏夕美4主講教師夏夕美5相關網(wǎng)站中國外經貿

阿里巴巴

商務部

中國國際市場貿易網(wǎng)

中國出口商品貿易網(wǎng)

中國進出口貿易網(wǎng)

中國國際貿易發(fā)展網(wǎng)

中國出口商品交易

中國航貿網(wǎng)

相關網(wǎng)站中國外經貿www.chinamarket.c6BusinessNegotiation

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

theformsofnegotiationBusinessnegotiationsarecarriedouteitherby---writing書面（傳真、信函等）---verbally口頭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--發(fā)盤13Counter-offer--還盤4Acceptance--接受12Enquiry--詢盤conclusionofacontractBusinessnegotiation,inmostcases,needsgoingthroughfourstages:1Offer--發(fā)盤13Counter-offer--還盤416Anbuyerinquiriesuponthetermsofasaletoaseller.Aninquiryincludesthecommodity'sname,quality,mode,thedesiredquantityanddeliverydateetc.

BuyerInquirySellerSellerInvitationtoofferbuyer

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

EnquiryItisworthyofnotethatwhoe19最常見的是詢盤。詢盤的內容可涉及：價格、品質、數(shù)量、包裝、裝運以及索取樣品等，而多數(shù)只是詢問價格，所以，業(yè)務上常把詢盤稱作詢價。買賣雙方均可發(fā)出詢盤，買方詢盤又叫遞盤（Bid），賣方詢盤又叫索盤（SellingInquiry）。詢盤對買賣雙方無法律約束力，但在商業(yè)習慣上，被詢盤一方接到詢盤后應盡快給予答復。最常見的是詢盤。詢盤的內容可涉及：價格、品質、數(shù)量、包裝20

Offer--Definitionanofferisonethatclearlyexpressestheofferor’swillingnessinconcludingacontract.Offer--Definitionanofferis21

thepartiesinvolvedin

Offeraproposaloftermsandconditionspresentedinapotentialcontractbyoneparty,calledtheofferor,toanotherparty,calledtheofferee.thepartiesinvolvedinOffer22accordingto

theUnitedNationsConventiononContractsforInternationalSaleofGoods,

“aproposalforconcludingacontractaddressedtooneormorespecificpersonsconstituteanofferifitissufficientlydefiniteandindicatestheintentionoftheofferertobeboundincaseofacceptance.”

《聯(lián)合國國際貨物銷售合同公約對發(fā)盤的解釋為：“向一個或一個以上特定的人提出的訂立合同的建議，如果十分確定并且表明發(fā)盤人在得到接受時承受約束的意旨，即構成發(fā)盤”。accordingtotheUnitedNation23*Indefiniteoffer=Offer

WithoutEngagement(non-firmoffer虛盤)

Offer--kinds*Definiteoffer=OfferwithEngagement(firmoffer;irrevocableoffer實盤)(unconditionallyaccepted;bindingonbothparties.)*Indefiniteoffer=OfferWitho242.Contentsbedefinite1.bemadetooneormorespecificpersons.發(fā)盤的條件

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《公約》

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

validityoftheoffer*Thefirmofferspecifiesthe331、明確規(guī)定有效期1)Stipulatethelatestdateforacceptance.ThisofferisfirmsubjecttotheacceptancereachingusnotlaterthanJuly15thThisofferisvalidtillFridayourtime2)StipulateaperiodoftimeWewillkeeptheoffervalidforonemonth存在如何計算“一段接受期間”的起訖問題1、明確規(guī)定有效期342.未規(guī)定有效期Notstipulateclearlythetimeofvalidity.合理時間(ReasonableTime)

:口頭發(fā)盤應當場表示接受。validityoftheoffer

makeitpossiblefortheoffereetoacceptortodeclinetheoffer.Theacceptancemadebytheoffereebeforethevalidityexpiresiseffectivelegally.2.未規(guī)定有效期Notstipulateclearly35案例分析H公司有一批羊毛待售，4月2日公司銷售部以信件的形式向某市第一紡織廠發(fā)出要約，將羊毛的數(shù)量、質量、價格等主要條款做了規(guī)定，約定若發(fā)生爭議將提交某仲裁委員會仲裁。并特別注明希望在15日內得到答復。但由于工作人員疏忽，信件沒有說明要約的起算日期，信件的落款也沒有寫日期。4月4日公司人員將信件投出，4月17日紡織廠收到信件。恰巧紡織廠急需一批羊毛，第二天即拍發(fā)電報請其準備盡快發(fā)貨。郵局于4月19日送達H公司。不料H公司卻在4月18日由于未收到紡織廠的回信，已將羊毛賣給另一紡織廠。第一紡織廠幾次催貨未果，向仲裁委員會提請仲裁，要求H公司賠償其損失。試對此案例進行分析。案例分析H公司有一批羊毛待售，4月2日公司銷售部以信件的形式36

Withdrawalandrevocationoftheofferwithdrawal:thewithdrawalnoticereachestheoffereebeforeoratthesametimeastheoffer.andwithdrawalofofferisineffectiveuntilitarrives.一般只在適用信件或電報向國外發(fā)盤時才適用？《公約》規(guī)定：“一項發(fā)盤，即使是不可撤銷的，也可撤回，如果撤回的通知在發(fā)盤到達受盤人之前或同時到達受盤人。”Withdrawalandrevocationof37

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

WithdrawalandrevocationoftheofferWhileIncommonlaw(英美法)countries,theruleisthatanofferwhichstatesafixedtimeforacceptanceisineverycasetobetreatedasrevocable.

*英美法和大陸法對撤回和撤銷有不同意見Withdrawalandrevocationof39

Anofferisterminatedinthefollowingforms:

Thepartyofferingmayrevoketheofferifnoconsiderationhasbeengiven.Theoffermaylapse(eitherafteraspecifiedtime,oritmayjustbecomestale).

Terminationofoffer

Anofferisterminatedint40Offermaycometoanendafterastipulatedeventoccursordoesnotoccur.Offermaylapseondeathofthepartyoffering.Offeriskilledbyacounter-offer.

Terminationofoffer

Offermaycometoanendafter41unclear,incompleteandwithreservationsnotbindingontheofferor

theofferonlyincludespartoftheterms.Themaintermsarenotcompletelylisted.Besides,theofferissubjecttotheofferor’sfinalconfirmation.

Indefiniteofferunclear,incompleteandwithr42若發(fā)盤中附有保留條件，如：“thisofferissubjecttoourfinalconfirmation”，或“priortoselling”等，則此建議不能構成發(fā)盤，只能視為邀請發(fā)盤（InvitationforOffer）。若發(fā)盤中附有保留條件，如：“thisofferissu43Weareofferingyou120metrictonsofblackteaatUSD958netM/TCFRshanghaiforshipmentduringNovember/DecembersubjecttoyourorderreachingherebyJuly30th.

發(fā)盤示例Weareofferingyou120metric44theoffereedoesn'taccepttheofferwhollyandputforwardsomeadditions,modification,limitations,etcastothebasictermsandconditionscontainedintheoffer.Counter-Offertheoffereedoesn'tacceptthe45materialmodification:price,payment,quality,quantity,placeandtimeof

delivery,settlementofdisputes.還盤的形式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.還盤示例Wefindyourpriceisontheh49還盤案例分析一：我某公司向美國A公司發(fā)盤出售一批大宗商品，對方在發(fā)盤有效期內復電表示接受，同時指出：“凡發(fā)生爭議，雙方應通過友好協(xié)商解決；如果協(xié)商不能解決，應將爭議提交中國國際經濟貿易仲裁委員會仲裁。”第三天，我方收到A公司通過銀行開來的信用證。因獲知該商品的國際市場價格已大幅度上漲，我公司當天將信用證退回，但A公司認為其接受有效，合同成立。雙方意見不一，于是提交仲裁機構解決。試問：如果你是仲裁員，你將如何裁決？還盤案例分析一：我某公司向美國A公司發(fā)盤出售一批大宗商品，對50案例分析參考《公約》規(guī)定：受盤人對貨物的價格、付款、品質、數(shù)量、交貨時間與地點、一方當事人對另一方當事人的賠償責任范圍或解決爭端的辦法等提出添加或更改均視為實質性變更發(fā)盤條件。案例分析參考《公約》規(guī)定：受盤人對貨物的價格、付款、品質、數(shù)51還盤案例分析二：我某公司于5月20日以電傳發(fā)盤，并規(guī)定“限5月25日復到”。國外客戶于5月23日復電至我方，要求將即期信用證改為遠期見票后30天。我公司正在研究中，次日又接到對方當天發(fā)來的電傳，表示無條件接受我5月20日的發(fā)盤。問此筆交易是否達成？受盤人還盤后又接受原來的發(fā)盤，合同不成立。還盤案例分析二：我某公司于5月20日以電傳發(fā)盤，并規(guī)定“限552*Itreferstoastatementmadebyoralorwrittenorotherconductoftheoffereeindicatingassenttoanoffer.*itisrequiredbeforeacontractcanbevalid.

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

astheacceptanceisdispatchedcommonlaw英美civillaw和《公約》AcceptanceTextTextTextwhenitisreceive56Silencedoesnotmakeanacceptance.Silencedoesnotmakeanaccep57案例分析香港某中間商A，就某商品以電傳方式邀請我方發(fā)盤，我于6月8日向A方發(fā)盤并限6月15日復到有效。12日我方收到美國B商人按我方發(fā)盤條件開來的信用證，同時收到中間商A的來電稱：“你8日發(fā)盤已轉美國B商”。經查該商品的國際市場價格猛漲，于是我將信用證退回開證銀行，再按新價直接向美商B發(fā)盤，而美商B以信用證于發(fā)盤有效期內到達為由，拒絕接受新價并要求我方按原價發(fā)貨，否則將追究我方的責任。問對方的要求是否合理？為什么？案例分析香港某中間商A，就某商品以電傳方式邀請我方發(fā)盤58*Anacceptancebeyondthevalidtyofanofferwouldbealateacceptance

LateAcceptance*Anacceptancebeyondtheval59*LateAcceptanceisuptotheofferertoinformtheoffereeiftheoffererwantstotakethelateacceptanceasaneffectiveacceptance.Orthelateacceptancecanbetakenasanewoffer.

LateAcceptance*LateAcceptanceisuptothe60LateAcceptanceAddYourTitleAddYourTitleAddYourTitle受盤人主觀上有過錯，導致接受逾期受盤人主觀上沒有過錯，而接受逾期逾期接受是否有效關鍵看發(fā)盤人如何表態(tài)LateAcceptanceAddYourTitleA61LateAcceptanceAddYourTitleifthetransmissionhadbeennormal,