《跨境电商实务》课件-Chapter02 Negotiation and Perfromance of Business Contract

InternationalTradePracticesChapter2

BusinessCommunication2.1BusinessNegotiation2.1.1MarketResearch

2.1BusinessNegotiation2.1.1MarketResearch

2.1BusinessNegotiation2.1.1MarketResearch

2.1BusinessNegotiation2.1.2BusinessNegotiationStrategies2.1.2BusinessNegotiationStrategies2.1BusinessNegotiation

2.1.3SixImportantStrategiesA.Thenegotiatingprocessiscontinual,notanindividualevent.

Goodnegotiatingoutcomesarearesultofgoodrelationshipsandrelationshipsmustbedevelopedovertime.

2.1BusinessNegotiation

2.1.3SixImportantStrategiesB.Thinkpositive.

Manynegotiatorsunderestimatethemselvesbecausetheydon’tperceivethepowertheyhaveinsideofthemselvesaccurately.Youmustbelievethattheotherpartyneedswhatyoubringtothetableasmuchasyouwantthenegotiationtobeasuccess.Also,besurethatthatpositivityisvisibleduringthenegotiation.Beawareofthetoneofyourvoiceandnon-verbalbodylanguagewhileinteractingwiththeotherparty.2.1BusinessNegotiation2.1.3SixImportantStrategiesC.Prepare.

Informationiscrucialfornegotiation.Researchthehistory,pastproblemsoranysensitivepointsoftheotherparty.Themoreknowledgeyouhaveaboutthesituationoftheotherparty,thebetterpositionyou’llbeintonegotiate.ThemostimportantpartofpreparationisPractice!Thestudyofnegotiationislikegolforkarate.Youhavetopracticetoexecutewell.2.1BusinessNegotiation2.1.3SixImportantStrategiesD.Thinkaboutthebest&worstoutcomebeforethenegotiationsbegin.Don’tbeupsetifthingsdon’tgoyourway.Intheseinstances,it’sagoodtimetoreevaluateallpositionsandreturntothetable.Inmostcases,aslongasyouknowthehighestandlowestexpectationsofeachpartyamiddlegroundcanusuallybereachedintheoverlappingareas.2.1BusinessNegotiation2.1.3SixImportantStrategiesE.Bearticulate&buildvalue.Thisiskey,andit’swhatseparatesthegoodnegotiatorsfromthemasters.Whenyouhaveastrongbeliefinwhatyou’renegotiatingfor,youwillshine.Becomeamasteratpresentingyourthoughtsandideassothatothersseethevalue.2.1BusinessNegotiation2.1.3SixImportantStrategiesF.

Give&Take.

Whenapersongivessomethinguporconcedesonpartofanegotiation,alwaysmakesuretogetsomethinginreturn.Otherwise,you’reconditioningtheotherpartytoaskformorewhilereducingyourpositionandvalue.Maintainingabalancewillestablishthatbothpartiesareequal.2.1BusinessNegotiation

2.1.4EnquiryininternationaltradeAnenquiryisarequstforbusinessinformation,suchaspricelists,catalogue,samples,anddetailsaboutthegoodsortradeterms.Itcanbemadebyeithertheimporterorexporter.2.1BusinessNegotiation

2.1.5OfferA.Definition:Ininternationaltrade,aproposalthatismadetoaforeignindividualorlegalentitytoenterintoacontract,thatisdefinitiveinitsterms,andthatindicatestheoffer´sintenttobeboundbyacceptance.B.BasicConditionsofanOffer(1)theoffershallbemadetoonemorespecificpeople(2)Contentsoftheoffershallbesufficientlydefinite;tradetermsoftheoffershallbecomplete,clearandfinalized.(3)theoffershallindicatetheintentionoftheofferertobeboundincaseofacceptance2.1BusinessNegotiation2.1.5OfferC.TimeoftheValidityorDurationofanOffer(1)Stipulatethelatestdateforacceptance(2)Stipulateaperiodoftimeforacceptance(3)ArrivaltheoryD.Offerwithengagementandofferwithoutengagement(1)Offerwithengagement:theoferer'sintentionofreachingacontractisdefinitelyindicated,whichisalsocalled“firmoffer”,“irrevocableoffer”(2)Itshouldinclude:detailddescriptionoftheitme,price,currency,packaging,mimimumormaximumquantity,quality,shippingdate,mode,termsofpaymentChapter2BusinessCommunication2.1BusinessNegotiation2.1.5Offer(发盘）(3)Offerwithoutengagement:anofferwhichisunclear,incompletedorbeingwithreservations.Itisnotbindinguponbohtparties.E.Counter-offer（还盘）Anoffermadeinresponsetoapreviousofferbytheotherpartyduringnegotiationsforafinalcontract.Makingacounterofferautomaticallyrejectstheprioroffer,andrequiresanacceptanceunderthetermsofthecounterofferorthereisnocontract.Example:SusanSellerofferstosellherhousefor$150,000,tobepaidin60days;BruceBuyerreceivestheofferandgivesSelleracounterofferof$140,000,payablein45days.Theoriginalofferisdead,despitetheshortertimeforpaymentsincethepriceislower.Sellerthencanchoosetoacceptat$140,000,counteragainatsomecompromiseprice,rejectthecounteroffer,orletitexpire2.1Bu