国际商务谈判英文版课件PPT罗伯特 马士澳978 7 81134 561 2Lecture 5.pptVIP

International Team Negotiation Week 5  Modules of Business Negotiation商务谈判的环节 ①enquiry and reply询价与答复 ②offer and counter-offer报盘与还盘 ③acceptance接受报盘 ④conclusion of a contract签订合同 Offer Counter-offer报盘与还盘 1. An offer is an expression to enter into a contract. 2. A firm offer and a soft offer 4. Ineffectiveness of an offer 5. How to make a counter-offer 6. An example of an offering letter Offer Counter-offer报盘与还盘 2. An firm offer and a soft offer A firm offer is a promise made to a specific person or persons to express or imply a definite intention of the offeror to make a contract under clear, complete and final trade terms. Once it is unconditionally accepted by the offeree within its validity, it can not be revoked or amended and is binding on both parties. A soft offer is an offer without engagement. It is made with reservation bearing such wording as “ the offer is subject to our final confirmation”, or “ the prices are subject to change without notice” Offer Counter-offer报盘与还盘 3. Must-have items of a satisfactory offer ※ Name of commodities, quality, quantity and specifications ※ Unit price and type of currency ※ Terms of payment and discount ※ Indication of what the price covers ※ Packing conditions and date of delivery ※ The terms of validity of the offer 4. Ineffectiveness of an offer An offer becomes ineffective in three circumstances： ※ A rejection notice from the offeree ※ Lawful revocation of the offer ※ Expiration of the offer Offer Counter-offer 报盘与还盘 5. How to make a counter-offer Express thanks for the offer Regret at the inability to accept Explain reasons for non-acceptance Suggest amendments to the former offer 6. Read the following offering letter. Discuss in groups the underlying purpose for the four specific statements and afterwards select a person from each group to present your group’s opinion. (10 minutes) Acceptance Conclusi