国际贸易实务教案操作题的磋商

1、操作题出口合同的磋商JOHNSON向我方定购牌草莓酱，纸箱包装，每箱 4 听，每听 650 克。双方交换电文如下：MAY 4(GREATWALLING)BRANDSTRAWBERRYJAMCNTSLARGEHEREORDERENDFOR QUOTEPLACINGPROMPTSHIPMENTPLSCIFC5 LOS ANGELES. MAY 5(OUTGOING)YOURS FOURTH PROMPT SHIPMENTUNAVAILABLESEPTEMBERSHIPMENT 26.40PER ANGELES MAY 7(YOURSREFRERECEPRICEC3USDLOSCARTONCIFIN

2、G)ERESTEDINPLS30000CARTONSOFFERJULYSHIPMENTMAY 9(OUTGOING)YOURS7OFFERSUBJECTREPLYREACHING US MAY 19,20000 CARTONSUSD 26.40 PER CARTON CIFC3 AUGUSTSHIPMENT CREDITMAY 11(IRREVOCABLESIGHTING)YOURS SIMILARCARTONCOMPETITORSQUOTINGQUALITYUSD22.80PERSAMECIFC5D/PSIGHTIFTERMSJULYSHIPMENTBOOKABLE28000CARTONS

3、PLS REPLY HERE 16.MAY 12(OUTGOING)YOURSDEMANDBRISKCANONLYUSDSUPPLY26.00CIFC3 MONTHLY24000CARTONSJULY/AUGUST SHIPMENT SIGHTEQUALCREDITREPLY HERE 18MAY 14(YOURSING)ACCEPTABLE12PROVIDED SHIPMENTSHIPMENT14000CARTONS12000CARTONSJULYAUGUSTUSD24.00PERCTND/PYSIGHTPLSREPLY IMMEDIAMAY 15(OUTGOING)YOURS14CONSI

4、DERINGYOUAREOLD CUSTOMER WILL SATISFY YOURREQUIREMENTJULY/AUGUST USD25.00CIFC326000CTNSMONTHLYEQUALPAYMENTASUSUALSIGHT CREDIT REPLY HERE 20.MAY 17(YOURSING)WE ACCEPT L/C1530DAYSSIGHT CREDIT WILL BE OPENED BYBROWN COMPANY1/MAY 18 (OUTGOING).YOURS 17 S/C NO 9943895 AIRMILLED PLS OPEN ON TIME.2/MAY 18(

5、OUTGOING)YOURS17WECANONLYACCEPTSIGHT CREDIT.REPLY HERE 25.MAY 28(YOURSING)ACCEPTED,L/C18WILLBEOPENED BY THE ACTUAL BUYER.问：（1）.1 和 2 两种情况是否属于有效接受？为什么？（2）.第二种情况下，若该产品的国际市场价格下跌趋势，我方应该如何处理，为什么？（3）.列举磋商过程中的属于发盘打上“”（4）.按照磋商结果列举主要交易条件，并制作合同一份。星光公司销 售 确 认 书SALES CONFIRMATIONTO：S/C NO：DATE:兹确认售于你方下列货物, 其条款如下：We hereby confirm having sold to you the followinggoods on terms and conditions as sed bellow:函电 / （letter/fax/）我方 Ours:你方 Yours:(5)装运(Shipment):(6)保险(Insurance):(7)付款(Payment):备注( Remarks):请签署并退回一份以供存档Please sign and return one copy for our file( 买方Buyer )( 卖方 Seller )(1)货物名称及规格.包装N