预览加载中，请您耐心等待几秒...

国际商务谈判Chapter8InternationalSalesNegotiation.ppt

预览
1/10
2/10
3/10
4/10
5/10
6/10
7/10
8/10
9/10
10/10

亲，该文档总共31页，到这已经超出免费预览范围，如果喜欢就直接下载吧～

下载提示 文本预览

如果您无法下载资料，请参考说明：

1、部分资料下载需要金币，请确保您的账户上有足够的金币

2、已购买过的文档，再次下载不重复扣费

3、资料包下载后请先用软件解压，在使用对应软件打开

Chapter8InternationalSalesNegotiation8.1Thecontentsofinternationalsalesnegotiation8.1.1Quality8.1.2Quantity8.1.3PackingInnegotiatingthepackingclausesofasalescontract,boththesellerandthebuyershouldpayattentiontothefollowingitems: Asthepackingmaterialandpackingmethodaregenerallyprovidedforinthepackingclausesofacontract,theuseofsomelessthancleartermssuchas“seaworthypacking”and“customspacking”shouldbeavoided. Packingcostisusuallyincludedintheprice,butitcanbeprovidedforinthecontractthatthecostistobepaidbythebuyerifthebuyermakesspecialrequestwithregardtopacking. Accordingtointernationaltradepractices,theshippingmarkingsaredesignedanddeterminedbytheseller.However,theycanalsobesuppliedbythebuyerwithinaperiodoftimebeforethedateofshipmentifthecontractsostipulates.8.1.4Shipment8.1.5Quotation8.1.6Offerandcounteroffer8.1.7Insurance8.1.8Payment8.1.9Inspection8.1.10Claimingfordamagesandarbitration8.2Theprocessofinternationalsalesandpurchasesnegotiation8.2.2Thenegotiationprocess8.3StrategiesandapplicationsIII.PracticalSentences2.Answerthefollowingquestions5.TranslatethefollowingintoEnglish6.Trueorfalse:1)Thewin-losestrategyisthebestthateverynegotiatorcanpursue.F 2)Anexperiencednegotiatortalksmuchandrarelypausestolisten.F 3)Personswhofirmlymaintainthedesiredobjectivestotheendcangetthebestdeal.T 4)Withoutinformation,youcan’tmakeeffectivestrategiesandtactics.T 5)Quotationisanindicationofpricewithcontractualobligation.F 6)Arbitrationisjustamicableconsultationbetweenthesellerandthebuyer.F 7)Thefirststepinmostsuccessfulsalesnegotiationiseffectiveplanning.T 8)Onceyourplanismade,youneedn’tmodifyit.F 9)Yourtargetsshouldnotbeexposedtoyourcounterpartatthebeginningofanegotiation.T 10)Whendesigningstrategies,youshouldonlythinkaboutyourstrengthswithouttakingcareofyourweaknesses.F