国际贸易实务\国际贸易实务课件\Chapter_2_Business_Negotiation_and

ChapterTwoBusinessNegotiationandConclusionoftheContracttheformandcontentsofbusinessnegotiationthegeneralproceduresofbusinessnegotiationtherelevantlegalrulesonbusinessnegotiationthemaincontentsofthecontracthowtointerpretclausesinthecontractAttheendofthischapter,youshouldbeabletounderstand:TheContentsofChapter22.1FormandContentsofBusinessNegotiation2.2GeneralProceduresofBusinessNegotiation2.3ConclusionoftheContract2.4FormandContentsoftheContractTheprocedureofatransactionfortheinternationalsaleofgoodsThreestages:PreparationbeforebusinessnegotiationBusinessnegotiationandtheconclusionofasalescontractTheimplementationofasalescontract.Negotiationsareusedasmeansofdecidingthetermsbywhichacompanymayinitiate,carryon,orterminateoperationsinaforeigncountry.Theyhavebeenextendedtootheroperatingarrangements,suchaslicensingagreements,debtrepayment,andlarge-scaleexportsales.Thesalescontractoffersguidelinesfortheinternationalbusinesspractice.Butbeforebusinesscontractisconcluded,muchworkhastobedoneinbusinessnegotiation.Andbeforeweundergobusinessnegotiation,wealsoneedtodosomepreparations.2.1FormandContentsofBusinessNegotiationWrittencommunicationforinternationaltransactionslettercabletelexfaxe-mailMSNVerbalcommunicationforinternationaltransactionsinpersonbytelephoneBusinessnegotiationininternationaltradeistheprocessbywhichthesellerandthebuyernegotiateaboutthetermsoftradeofatransactionwiththeintentofreachinganagreementaboutthesalesofgoods.(1)thesubjectmatterofthecontract(2)thepriceofthegoods;(3)theliabilitiesoftheseller;(4)theliabilitiesofthebuyer;(5)themethodstopreventtheoccurrenceofdisputesandmethodstosettledisputesincasethereisanyThetermsoftradeofasalescontractcanbeclassifiedasmajortermsandconditions(orspecificterms)andgeneraltermsandconditions:InspectionClaimArbitrationForcemajeureGeneraltermsandconditionsNameofcommodityQualityQuantityPackingPriceShipmentPaymentMajortermsandconditions2.2GeneralProceduresofBusinessNegotiationEnquiryOfferAcceptanceSalesContractCounter-offerSampleEnquiryLetterDearSirs,Weareinterestedinbuyinglargequantitiesofsteelscrewsinallsize.WewouldbeobligedifyouwouldgiveusaquotationperkilogramCIFLondon.Itwouldalsobeappreciatedifyoucouldforwardsamplesandyourpricelisttous.Weusedtopurchasetheseproductsfromothersources.Wemaynowprefertobuyfromyourcompanybecauseweunderstandthatyouareabletosupplylargerquantitiesatmoreattractiveprices.Inaddition,wehaveconfidenceinthequalityofyourproducts.Welookforwardtohearingfromyoubyreturn.Yoursfaithfully,PeterBrownOfferTwokindsofoffer:afirmofferorofferwithengagementanon-firmofferorofferwithoutengagement.2.Whatisanoffer?AccordingtoUnitedNationsConventiononContractsforSalesofGoods,aproposalforconcludingacontractaddressedtooneormorespecificpersonsconstitutesanofferifitissufficientlydefiniteandindicatestheintentionoftheofferortobeboundincaseofacceptance.“凡是向一个或一个以上的特定的人提出订立的建议，如果其十分确定，并且表明发盘人在发盘一旦得到接受就受其约束的意思，即构成发盘。”Afirmoffermustsatisfythefollowingrequisiteconditions:Itmustbesenttooneormorespecificpersons;Thecontentsoftheoffermustbedefinite,thatis,theconditionsgivenmustbecomplete,clearandfinal.Afirmoffershouldincludeatleastthreespecificconditions:thename,thequantity,thepriceofthecommodity;Itmustindicatethatonceithasbeenunconditionallyacceptedbytheofferedwithinitsvalidity,theofferisbindingonbothparties;Ittakeseffectonlyaftertheofferreachestheofferee.Itisalwaysnecessarytostatethespecifictimezonewhenspecifyingthetimeofarrival.SamplefirmofferDearSirs,Inresponsetoyourenquiryof20May,wewishtoinformyouthatwehaveairmailedyou,underseparatecover,onecatalogueandtwosamplebooksforourPrintedShirting.Wehopetheywillreachyouinduecourseandwillhelpyouinmakingyourselection.Inordertostartaconcretetransactionbetweenus,wetakepleasureinmakingyouaspecialoffer.Thisofferisfirmsubjecttothereceiptofyourreplyattheendofthismonth.1.Art.No.81000PrintedShirting2.DesignNo.72435-2A3.Specifications:30x36x72x6035/6”x42yds4.Quantity:18,000yds5.Packing:Inbalesorinwoodencases,atseller’soption6.Price:USD…peryardCIFHamburg7.Shipment:Tobemadeintwoequalmonthlyinstallments,beginningfromJuly8.Payment:Byconfirmed,irrevocableL/Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment.Wetrusttheabovewillbeacceptabletoyouandawaitwithkeeninterestyourtrialorder.Yoursfaithfully,Counter-offerAproposalmadebyanoffereewhodoesnotfullyaccepttheoffermadebytheofferorandmakesmodificationoralterationtotheoffer.AccordingCISG,areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectionoftheofferandconstitutesacounter-offer.Samplecounter-offerDearSirs,Thankyouforyourletterabouttheofferforthebicycles.Althoughweappreciatethequalityofyourbicycles,weregrettosaythattheirpriceistoohightobeacceptable.ReferringtotheSalesConfirmationNo.89SP-754,youwillfindthatweordered1000bicycleswiththesamebrandasperthetermsandconditionsstipulatedinthatSalesConfirmation,butthepricewas10%lowerthanyourpresentprice.Sinceweplacedthelastorder,priceforrawmaterialshasdecreasedconsiderablyRetailingpriceforyourbicyclesherehasalsobeenreducedby5%.Acceptingyourpresentpricewillmeangreatlosstous,letaloneprofit.Wewouldliketoplacerepeatorderswithyouifyoucouldreduceyourpriceatleastby2%.Otherwise,wehavetoshifttotheothersuppliersforoursimilarrequest.Wehopeyoutakeoursuggestionintoseriousconsiderationandgiveusyourreplyassoonaspossible.Yourstruly,AcceptanceAlegallyvalidacceptancemustmeetthefollowingrequirements:Theacceptancemustbemadebytheofferee.Theacceptancemustbeshowneitherbywordsoractionsorinwrittenform.Theacceptancemustreachtheofferorwithinthetimeofvalidityoftheoffer.Theacceptancemustbeunconditional.2.3ConclusionoftheContractContract?Acontractisanagreementthatcreatesanobligation,thatisbinding,legallyenforceableagreementbetweentwoormorecompetentparties.Acontractofsaleneednotbeconcludedinorevidencedbywritingandisnotsubjecttoanyotherrequirementastoform.Itmaybeprovedbyanymeans,includingwitnesses.CISGWhyisitimportanttosignawrittencontractorconfirmation?evidencethatthetwopartieshavecometoanagreement.anecessaryconditionfortheformationofacontract.thebasisuponwhichthepartiesconcernedperformthecontract.2.4FormandContentsoftheContractasalescontractasalesconfirmationContractequallybindingonthepartiesconcerned.1.ReviewandDiscussionQuestions1)Beforebusinessnegotiationswhatpreparationsdoyouthinkthesellershouldmake?2)Howmanystagesdoesabusinessnegotiationusuallyundergo?Whichareindispensablestagesfortheformationofasalescontract?Why?3)Whatdothesellerandbuyernegotiateininternationaltradenegotiation?4)Whyshouldtherebegeneraltermsandconditions?5)Whatisafirmofferandwhatisnon-firmoffer?6)Canyoutellbrieflytherequisiteconditionsthatafirmoffermustsatisfy?7)Whatdoesanacceptancemean?8)Whyisawrittencontractsoimportant?2.Completethefollowingsentenceswithappropriatetermsorwords.__________istheprocessinwhichthesellerandthebuyerdiscussabout_________inordertoreachanagreementaboutthesalesofgoods.2)Internationalbusinessnegotiation,generally,needsgoingthroughfivestagesorlinks:________,_______,_______,________,and_______.3)_________isaproposaloftermsandconditionspresentedinapotentialcontractbyoneparty,calledthe________toanotherparty,calledthe________.4)Anoffercanbemadeeitherby_______orby_______.Theformeriscustomarilycalled“________”.5)Offerswithphrasessuchas“subjecttoourfinalconfirmation”,“subjecttopriorsale”,orsubjecttothegoodsbeingunsoldcanbetaken_________.6)Afirmoffershouldbe_______,_________and________initswording.7)Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisa_________oftheofferandconstitutesa________.8)Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditionalordifferenttermswhichdonotmateriallyalterthetermsoftheofferconstitutes_________,unless________,withoutunduedelay,objectsorallytothediscrepancyordispatchesanoticetothateffect.9)Ininternationaltrade,writtencontractscantaketwoforms:__________and__________.________isappropriatetotransactionsoflargeamountandhugequantity.10)Accordingtodifferentregulationsandlaws,theconclusionofacontractdependsontheprocedureofmaking_______byonepartyandmaking________bytheother,andsigningacontractinwritingisnot________fortheformationofacontract.3.Decidewhetherthefollowingstatementsaretrueorfalse.1)Anofferwithoutengagementismadewhenasellerpromisestosellgoodsatastatedpricewithinastatedperiodoftime.()2)AccordingtotheUNConventiononContractsfortheInternationalSaleofGoods,anoffershouldberegardedasadefiniteofferunlessitexpresslyindicatesallthedetailsrelatingtothetransaction,includingthevalidityforacceptanceandthephrasestoindicatethefinality.()3)Ininternationaltrade,theeffectiveformationofasalescontractmustgothroughfivelinks,namely,enquiry,offer,counter-offer,acceptanceandconclusionofasalescontract.()4)AccordingtotheUNConventiononContractsfortheInternationalSaleofGoods,asalecontractneednotbeconcludedinorevidencedbywritingandisnotsubjecttoanyotherrequirementastoform.Itmaybeprovedbyanymeans,includingwitnesses.()5)Itisawidelyacceptedruleininternationaltradethatsilenceandinactivityonthepartofoffereeconstituteacceptance.()6)Whenacceptinganoffer,thereshouldbenoconditionsofacceptanceoranymaterialmodification,additionorrestrictionintheacceptance.Otherwisesuchanofferwouldberegardedasarejectionoftheofferandconstitutesacounter-offer.()7)Accordingtointernationaltradeconvention,undernocircumstancecananofferberevokedonceitismadebytheofferer.()8)Anoffercontainingsuchphrasesas“subjecttoourfinalconfirmation”,“subjecttopriorsale”canonlybetakenasanofferwithoutengagementandcanberevokedevenafterithasbeenacceptedbytheofferee.()9)Whenacounter-offerhasbeenrejectedbytheofferor,theoffereecanstillaccepttheoriginalofferbeforethetimeofvalidityoftheoriginalofferexpires.()10)Legally,thereisnodifferencebetweenthesalescontract(orthepurchasecontract)andthesalesconfirmation(orthepurchaseconfirmation).Bothareequallybindingontheparties.()CaseStudyAChineseinternationaltradecompanymadeanofferforanagriculturalproducttoanAmericancompany.Inadditiontoalltheessentialtermsandconditions,thepackingcondition“Packinginsoundbags”wasalsoindicatedintheoffer.Withinthetimeofvalidityoftheoffer,theAmericancompanygaveareply:“Refertoyourfaxfirstaccepted,packinginnewbags.”Afterreceiptofthereply,theChinesecompanystartedtopreparethegoods.Afewdayslater,whenthepriceoftheagriculturalproductplummetedintheinternationalmarket,theAmericancompanyclaimedinitsfax:“Thecontractisinvalidbecauseyouhavenotconfirmedouralterationtotheoffer.”ButtheChinesecompanyinsistedthatthecontractwasvalid.Adisputewasthusaroused.Whatdoyouthinkthecaseshouldbesettled?Pleasegiveyourreasons.CaseStudyOnJuly16,2006aChinesecompany(CompanyA)receivedanofferfromaFrenchcompany(CompanyB)reading:“WetakepleasureinmakingyouanoffersubjecttoyourreplyreachingusbeforeJuly20for500metrictonsoftinplatesUS$545M/TCFRChinaPort,paymentbysightL/C,whichmustreachusonemonthbeforethetimeofshipmentinAugust.”CompanyArepliedonJuly17asfollows:“WecanacceptanofferUS$545M/TCFRChinaPortfor500MTtinplates.AnydisputearisingfromtheexecutionofthecontractshallbesettledbyarbitrationinChina.”CompanyBrepliedonthesamedayasfollows:“Asthemarketisfirm,wecan’treducethepricebutacceptyourarbitrationcondition.Plsreplyasap.”Asthepricefortinplateswasadvancingthistime,CompanyArepliedonJuly19asfollows:“WeacceptyourofferdatedJuly16.TherelevantL/ChasbeenissuedbyBankofChina.Wearelookingforwardtoyourconfirmation.”ButCompanyBdidnotconfirmandinsteadreturnedtheL/C.Canyoutellwhetherthecontractisformedornotinthiscaseandwhy?WhatmistakesdidCompanyAmake?