商务交际与谈判作业答案.docx

商务交际与谈判作业答案.docx

《商务交际与谈判作业答案.docx》由会员分享，可在线阅读，更多相关《商务交际与谈判作业答案.docx（30页珍藏版）》请在冰点文库上搜索。

商务交际与谈判作业答案

《商务交际与谈判》作业答案

平时作业：

ChapterOne

.Pleaseanswerthefollowingquestionsbriefly.

1.Whatarethemajorfeaturesofinternationalbusinessnegotiation?

1）Ininternationalnegotiationsthepartiesmustdealwiththelaws,policiesandpoliticalauthoritiesofmorethanonenation.Theselawsandpoliciesmaybeinconsistent,orevendirectlyopposed.

2）Asecondfactoruniquetointernationalbusinessisthepresenceofdifferentcurrencies.

3）Athirdelementcommontointernationalbusinessnegotiationsistheparticipationofgovernmentalauthorities

4）Internationalventuresarevulnerabletosuddenanddrasticchangesintheircircumstances.

5）Internationalbusinessnegotiatorsalsoencounterverydifferentideologies.

6）Culturaldifferencesareanimportantfactorininternationalnegotiations.

2.Whatproblemsdifferentcurrenciesmightgiverisetointheinternationaltrade?

1）Exchangeratevariesovertime,whichmayresultinunexpectedlossesorgains.

2）Eachgovernmentgenerallyseekstocontroltheflowofdomesticandforeigncurrenciesacrosstheirnationalboundaries.

3.Pleaselistsomepossiblesuddenanddrasticrisksthatinternationalventuresarevulnerabletointheircircumstances,andthengivesomesuggestionstocombattheserisks.

Risks:

Warorrevolution,changesingovernment,currencydevaluation,…

Meanstocombattheserisks:

-employingpoliticalriskanalysts,

-byforeigninvestmentinsurance,

-andbyForceMajeureclauses.

4.Pleaselistthe3stepsinvolvedinpracticalnegotiations.

1）-Preparationfornegotiation;

2）-Processofnegotiation;

3）-Signingabusinesscontract

5.Howtomakepreparationsforinternationalnegotiation?

1）setthetargetfornegotiation;

2）establishbusinessrelations

3）getasmuchinformationaspossible;

4）makeafeasiblenegotiationplan

6.Whatitemsdoesacompletecontractusuallyinclude?

title契约名称

preamble约首

namesandstatutoryaddresses

objectivesandprinciples

text正文

specifiestheconcreterightsandobligationsofthepartiesconcerned

concludingclause结尾

effectiveness,expiration,signature

7.Whatarethebasicprinciplesofnegotiation?

-equalityprinciple

-sincerecooperation

-keepitflexibleandfluid

.TranslatethefollowingEnglishsentencesintoChinese.

1.The parties hereto shall, first of all, settle any dispute arising from or in connection with the contract by friendly negotiations. Should such negotiations fail, such dispute may be referred to the People's Court having jurisdiction on such dispute for settlement 

双方首先应通过友好协商，解决因合同而发生的或与合同有关的争议。

如果协商未果，可将争议提交有管辖权的人民法院解决。

2.TheboardmeetingshallbeconvenedandpresidedoverbytheChairman.Shouldthechairmanbeabsent,thevice-Chairmanshall,inprinciple,convenedandpresideovertheboardmeeting.

董事会会议应由董事长召集、主持；如董事长缺席，原则上应由副董事长召集、主持。

3.OntheFOBbasis,theBuyershallbookshippingspaceinaccordancewiththedateofshipmentspecifiedinthecontract.

按照FOB条件，由买方负责根据合同规定的装运日期洽定舱位。

4.WhereasPartyBhastherightandagreestograntPartyAtherighttouse,manufactureandselltheContractProductsofPatentedTechnology;

鉴于乙方有权并同意将专利技术的合同产品的使用权、制造权和销售权授予甲方；

5.WhereasPartyAdesirestousethePatentedTechnologyofPartyBtomanufactureandselltheContractProducts;

鉴于甲方希望利用乙方的专利技术制造并销售合同的产品；

6.This Share Purchase Agreement is made on the 3rd day of May, 1991 by and between&：

（1） ENTERPRISES HOJAEC SA, a company organized and existing& under the laws of France and having its registered office& at 89 rue Albert Thomas, 75010 Paris and 

（2） Mark Gilbert Handerson, an individual with nationality of the United States of America （Passport No.12345678）, residing at 2199 Palm Street, Pleasant Hill, California 94509, USA. 

　　本股份收购契约订立于公元一九九一年五月三日，双方当事人为：

（1） 依法国法律组织设立的ENTERPRISES HOJAEC SA公司， 注册所在地为48 rue Albert Thomas, 75010 Paris 

（2） 美国籍的Mark Gilbert Handerson （护照号码12345678 ），居住于2199 Palm Street, Pleasant Hill, California 94509, USA. 

7.AttherequestofPartyB,PartyAagreestosendtechnicianstoassistPartyBtoinstalltheequipment.

应乙方要求，甲方同意派遣技术人员帮助乙方安装设备。

8.ThepersonnelshallnottopartakeinanypoliticalactivitiesinIraq.

所有人员不得参加伊拉克国内的任何政治活动。

9.TheEmployershallrendercorrecttechnicalguidancetothepersonnel.

雇主应该对有关人员给予正确技术指导。

10.PartyAshallrepatriatethepatienttoChinaandbearthecostofhispassagetoGuangzhou.

甲方应将病人遣返中国并负责其返回广州的旅费。

11.ThisContractshallbegovernedbyandconstruedinaccordancewiththelawsofChina.

本合同受中国法律管辖，并按中国法律解释。

12.TheEmployermayobjecttoandrequiretheContractortoreplaceforthwithanyofitsauthorizedrepresentativeswhoisincompetent.

雇主认为承包人委派的授权代表不合格时，可以反对并要求立即撤换。

13.TheChairpersonmayconveneaninterimmeetingbasedonaproposalmadebyone-thirdofthetotalnumberofdirectors.

董事长可以根据董事会过1/3董事的提议而召集临时董事会议。

14.Incaseonepartydesirestosellorassignallorpartofitsinvestmentsubscribed,theotherpartyshallhavethepreemptiveright.

如一方想出售或转让其投资之全部或部分，另一方有优先购买权。

15.Inprocessingtransactions,themanufacturersshallneverhavetitleeithertothematerialsorthefinishedproducts.

加工贸易中，厂方无论是对原料还是成品都无所有权。

16.Theterm"Effectivedate"meansthedateonwhichthisAgreementisdulyexecutedbythepartieshereto.

“生效期”指双方合同签字的日子。

ChapterTwoandThreePricenegotiation

.Pleaseanswerthefollowingquestionsbriefly.

1.Pleasegivesomesuggestionsthatarehelpfulinpricenegotiation.

a.Beawarethatthenegotiationstartswhenyousayhello.

b.Don’tleadwithyourwalletandleaveyourselfroomtonegotiatesomemore.

c.Thinklikethebuyer.

d.Bebrutallyhonestwithyourselfastowhatyouraddedvalueisreallyworth.（value-addedanalysissheet）

e.Finally,andmostimportant,bepatient.

2.Whatdoinquiriesusuallyinvolve?

Thesupplyofcommodities

Theprice

Thecatalogue

Thepacking

Thedeliverydate

Termsofpayment

Othertermsconcerned

3.Whatisafirmoffer?

Andwhatdoesitusuallyinclude?

Afirmofferisapromisetosellgoodsatastatedprice,usuallywithinastatedperiodoftime.Itmustbeclear,definite,completeandfinal.

Itusuallyincludes:

thename,price,qualityandquantityofthegoods;

thedateofdeliveryand/orthetimeofshipment

thetermsofpayment

thevalidityoftheoffer

otherthingsconcerned,suchaspacking,discount,insurance,etc.

4.Whatarethedifferencesbetweenquotationsandfirmoffers?

1）Quotationcanbewithdrawnbythesellerwithoutpreviousnotice.

2）Afirmoffer,althoughnotacontractualobligation,cannotbewithdrawnbythesellerwithinitsvalidity.Itisthebuyer’soptiontoacceptorrejectorcounter-offerduringthevalidityperiod.

3）Ifthebuyeracceptsanoffer,thenitisacontractualobligation.Sonoreputablesellerwouldriskhisreputationbywithdrawinghisofferbeforethestatedoragreedtime.

5.Whatpointsshouldaletterofrejectioncover?

1）Thankthesellerforhisoffer.

2）Expressregretatinabilitytoaccept.

3）Makeacounter-offerifitisappropriate.

4）Suggestotheropportunitiestodobusinesstogether.

6.Whatisagoodorder?

Anordershouldbeaccurateandclear.Itshould:

includealldetailsofdescription,quantitiesandpricesandquotearticlenumbers,ifany;

statemodeofpacking,portofdestinationandtimeofshipment;

confirmthetermsofpaymentasagreeduponinpreliminarynegotiations.

7.Whatisagoodfirstorderexpectedtoconvey?

expresspleasureatreceivingtheorder;

addafavorablecommentonthegoodsordered;

includeanassuranceofpromptandcarefulattention;

drawattentiontootherproductslikelytobeofinterest;

hopeforfurtherorders.

8.Whatarepriceterms?

¡Priceterms,alsocalledtradetermsordeliveryterms,areanimportantcomponentofaunitpriceininternationaltrade,representingspecificobligationsofthebuyerandtheseller.

¡PricetermsarethoseEnglishabbreviatedlettersusedtorepresentrelevantformalities,expenses,risksandobligationsbetweensellersandbuyersduringtheperiodofdeliveryofgoods.

9.Pleasebrieflyexplainthepriceterm–EXW.

¡EXW-ExWorks工厂交货（……指定地点）

¡EXWmeansthatthesellerdeliverswhenheplacesthegoodsatthedisposalofthebuyerattheseller’spremisesoranothernamedplace（i.e.works,factory,warehouse,etc.）notclearedforexportandnotloadedonanycollectingvehicle.

¡--Titleandriskpasstobuyerincludingpaymentofalltransportationandinsurancecostfromtheseller'sdoor.

¡Usedforanymodeoftransportation.

10.Pleasebrieflyexplainthepriceterm–FCA.

¡FCA-FreeCarrier货交承运人

¡--FreeCarriermeansthatthesellerdeliversthegoods,clearedforexport,tothecarriernominatedbythebuyeratthenamedplace.ThesellerisobligatedtoloadthegoodsontheBuyer'scollectingvehicleifthedeliveryoccursattheseller’spremise.

¡Usedforanymodeoftransportation.

11.Pleasebrieflyexplainthepriceterm–FAS.

¡FAS-FreeAlongsideShip船边交货

¡--Titleandriskpasstobuyerincludingpaymentofalltransportationandinsurancecostoncedeliveredalongsideshipbytheseller.Theexportclearanceobligationrestswiththeseller.

¡Usedforseaorinlandwaterwaytransportation.

12.Pleasebrieflyexplainthepriceterm–FOB.

¡FOB-FreeOnBoard船上交货

¡FOBmeansthatthesellerdeliverswhenthegoodspasstheship’srailatthenamedportofshipment.

¡TheFOBtermrequiresthesellertoclearthegoodsforexport.

¡Usedforseaorinlandwaterwaytransportation.

13.Pleasebrieflyexplainthepriceterm–CFR.

¡CFR-CostandFreight成本加运费

¡CFRmeansthatthesellerdeliverswhenthegoodspasstheship’srailatthenamed