6.1交易磋商 江西外语外贸职业学院 国际商务专业 课件.pptVIP

学习情境二 交易磋商 交易磋商实例 上海新龙股份有限公司(SHANGHAI NEW DRAGON CO. , LTD.)与美国CRYSTAL KOBE LTD.洽谈含55%丙烯酸树脂45%棉的女士短衫(LADIES’ 55% ACRYLIC 45% COTTON KNITTED BLOUSE),其往来的电传如下: Aug 8, 2016 Incoming Telex INTERESTED IN LADIES’ 55% ACRYLIC 45% COTTON KNITTED BLOUSE 400 DOZS PROMPT SHIPMENT PLEASE QUOTE Aug 12, 2016 Outgoing Telex LADIES’ 55% ACRYLIC 45% COTTON KNITTED BLOUSE 400 DOZS PACKED IN CARTONS USD 50 PER DOZ CIF LESS 3% DISCOUNT N.Y. SHIPMENT ON OR BEFOR DEC.20,2016 SIGHT CREDIT SUBTECT REPLY HERE SIXTEENTH. Aug 15, 2016 Incoming Telex YOUR TLX TWELFTH REGRET UNABLE ACCEPT COMPETITORS QUOTING SIMILAR QUALITY USD 45 PLEASE REPLY IMMEDIATELY. Aug 18,2016 Outgoing Telex OURS TWELFTH RENEW OFFER SUBTECT REPLY TWENTIETH OUR TIME Aug 20, 2016 Incoming Telex YOURS EIGHTEENTH ACCEPT PROVIDED USD 45 CIF LESS 3% DISCOUNT D/P AT SIGHT SHIPMENT IN NOV PLEASE CONFIRM. Aug 23, 2016 Outgoing Telex YOURS TWENTIETH BEST USD 48.5 SIGHT CREDIT SUBTECT REPLY REACHING HERE TWENTY-FIFTH. Aug 24, 2016 Incoming Telex YOURS TWENTY-THIRD ACCEPT BOOK ADDITIONAL 100 DOZS SAME TERMS REPLY PROMPTLY. Aug 26, 2016 Outgoing Telex YOURS TWENTY-FOURTH CONFIRMED PLEASE OPEN L/C IMMEDIATELY Aug 28, 2016 Incoming Telex YOURS TWENTY-SIXTH CREDIT WILL BE OPENED BY CRYSTAL KOBE LTD. N.Y. U.S.A. 交易磋商的四个步骤 以上是交易磋商的一般程序。 但值得注意的是，在实际业务中，询盘并不是每笔交易磋商所不可缺少的环节，买方或卖方都可不经对方提出询盘，而直接向对方作出发盘。还盘也不是交易磋商的必经环节，如受盘人接到发盘后，立即接受，那么也不存在还盘；即使受盘人作出还盘，它实际上是对原发盘人作出的一项新的发盘。对还盘作再还盘同样是一项新的发盘。 因此，在法律上，发盘和接受是交易磋商不可缺少的两个基本环节。 发盘－还盘－发盘－还盘 一般来说，对于一方的发盘，对方往往不会立即接受，而是会进行还盘。对于还盘，对方还可能再还盘，这样双方往来的函件就构成了交易磋商的主要过程，而双方磋商的条款主要包括价格，支付方式，装运期等内容。 一般而言，双方总是在有所让步的基础上尽可能地说服对方，并最终达成一致意见。 外贸函电中的买方询盘 Dear Sirs, We learn that you are manufacturing and exporting a variety of Chinese all cotton bed-sheets and pillowcases. As there is a steady demand here for high-quality Chinese all cotton bed-sheets and pillowcases. We want to establish direct business relationship with you. We will appreciate it very much if you can send us details of your prices and