商务交际与谈判作业.docx

商务交际与谈判作业.docx

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商务交际与谈判作业

《商务交际与谈判》作业

平时作业：

ChapterOne

.Pleaseanswerthefollowingquestionsbriefly.

1.Whatarethemajorfeaturesofinternationalbusinessnegotiation?

2.Whatproblemsdifferentcurrenciesmightgiverisetointheinternationaltrade?

3.Pleaselistsomepossiblesuddenanddrasticrisksthatinternationalventuresarevulnerabletointheircircumstances,andthengivesomesuggestionstocombattheserisks.

4.Pleaselistthe3stepsinvolvedinpracticalnegotiations.

5.Howtomakepreparationsforinternationalnegotiation?

6.Whatitemsdoesacompletecontractusuallyinclude?

7.Whatarethebasicprinciplesofnegotiation?

.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 

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

3.OntheFOBbasis,theBuyershallbookshippingspaceinaccordancewiththedateofshipmentspecifiedinthecontract.

4.WhereasPartyBhastherightandagreestograntPartyAtherighttouse,manufactureandselltheContractProductsofPatentedTechnology;

5.WhereasPartyAdesirestousethePatentedTechnologyofPartyBtomanufactureandselltheContractProducts;

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. 

7.AttherequestofPartyB,PartyAagreestosendtechnicianstoassistPartyBtoinstalltheequipment.

8.ThepersonnelshallnottopartakeinanypoliticalactivitiesinIraq.

9.TheEmployershallrendercorrecttechnicalguidancetothepersonnel.

10.PartyAshallrepatriatethepatienttoChinaandbearthecostofhispassagetoGuangzhou.

11.ThisContractshallbegovernedbyandconstruedinaccordancewiththelawsofChina.

12.TheEmployermayobjecttoandrequiretheContractortoreplaceforthwithanyofitsauthorizedrepresentativeswhoisincompetent.

13.TheChairpersonmayconveneaninterimmeetingbasedonaproposalmadebyone-thirdofthetotalnumberofdirectors.

14.Incaseonepartydesirestosellorassignallorpartofitsinvestmentsubscribed,theotherpartyshallhavethepreemptiveright.

15.Inprocessingtransactions,themanufacturersshallneverhavetitleeithertothematerialsorthefinishedproducts.

16.Theterm"Effectivedate"meansthedateonwhichthisAgreementisdulyexecutedbythepartieshereto.

ChapterTwoandThreePricenegotiation

.Pleaseanswerthefollowingquestionsbriefly.

1.Pleasegivesomesuggestionsthatarehelpfulinpricenegotiation.

2.Whatdoinquiriesusuallyinvolve?

3.Whatisafirmoffer?

Andwhatdoesitusuallyinclude?

4.Whatarethedifferencesbetweenquotationsandfirmoffers?

5.Whatpointsshouldaletterofrejectioncover?

6.Whatisagoodorder?

7.Whatisagoodfirstorderexpectedtoconvey?

8.Whatarepriceterms?

9.Pleasebrieflyexplainthepriceterm–EXW.

10.Pleasebrieflyexplainthepriceterm–FCA.

11.Pleasebrieflyexplainthepriceterm–FAS.

12.Pleasebrieflyexplainthepriceterm–FOB.

13.Pleasebrieflyexplainthepriceterm–CFR.

14.Pleasebrieflyexplainthepriceterm–CIF.

15.Pleasebrieflyexplainthepriceterm–CPT.

16.Pleasebrieflyexplainthepriceterm–CIP.

17.Pleasebrieflyexplainthepriceterm–DAF.

18.Pleasebrieflyexplainthepriceterm–DES.

19.Pleasebrieflyexplainthepriceterm–DEQ.

20.Pleasebrieflyexplainthepriceterm–DDU.

21.Pleasebrieflyexplainthepriceterm–DDP

.TranslatethefollowingEnglishsentencesorparagraphsintoChinese.

1.a:

Howmuchareyouaskingperunit?

b:

Ourfactorypriceis$4.50perunit.Butitdependsonquantity.

a:

AssumeIorder30000outright?

b:

ThenIcouldbringitdownto$4.48.

a:

Thatdoesn'tseemlikemuchofareduction.Howabout$4.45?

b:

I'lltellyouwhat.Ifyoudoubletheorder,Isupposewecouldconsiderit.

2.

DearSirs

Messrs.Brown&Clarkofthiscityinformusthatyouareexportersofallcottonbed-sheetsandpillowcases.Wewouldlikeyoutosendusdetailsofyourvariousranges,includingsizes,coloursandprices,andalsosamplesofthedifferentqualitiesofmaterialused.

Wearelargedealersintextilesandbelievethereisapromisingmarketinourareaformoderatelypricedgoodsofthekindmentioned.

Whenreplying,pleasestateyourtermsofpaymentanddiscountyouwouldallowonpurchasesofquantitiesofnotlessthan100dozenofindividualitems.PricesquotedshouldincludeinsuranceandfreighttoLiverpool.

Yoursfaithfully

UnitedTextilesLimited

3.

DearSirs

Weareverypleasedtoreceiveyourenquiryof15thJanuaryandencloseourillustratedcatalogueandpricelistgivingthedetailsyouaskfor.Alsobyseparatepostwearesendingyousomesamplesandfeelconfidentthatwhenyouhaveexaminedthemyouwillagreethatthegoodsarebothexcellentinqualityandreasonableinprice.

Onregularpurchasesinquantitiesofnotlessthan100dozenofindividualitemswewouldallowyouadiscountof2%.PaymentistobemadebyirrevocableL/Catsight.

Becauseoftheirsoftnessanddurability,ourallcottonbed-sheetsandpillowcasesarerapidlybecomingpopularandafterstudyingourpricesyouwilllearnthatwearefindingitdifficulttomeetthedemand.Butifyouplaceyourordernotlaterthantheendofthismonth,wewouldensurepromptshipment.

Weinviteyourattentiontoourotherproductssuchastable-clothandtablenapkins,detailsofwhichyouwillfindinthecatalogue,andlookforwardtoreceivingyourfirstorder.

Yourssincerely

ChinaNationalImport&ExportCorp

Manager

4.DearSirs

Wearegladtoinformyouthatweareinterestedinhand-madeglovesinavarietyofgenuineleather.Thereisasteadyhereforgloverofhighqualityand,althoughsalesarenotparticularlyhigh,goodpricescanbeobtained.

Willyoupleasesendusacopyofyourcatalogueforgloves,withdetailsofyourpricesandtermsofpayment.Weshouldfinditmosthelpfulifyoucouldalsosupplysamplesofthevariousleatherofwhichtheglovesaremade.

Yoursfaithfully

Casio&PomponioCo.,Ltd

Manager

5.

Gentlemen:

ThepricequotescontainedinyourE-mailofMay20,2002gainedfavorableattentionwithus.

Wewouldliketoorderthefollowingitemsconsistingofvariouscolors,patternsandassortments:

Large2000dozen

Medium4000dozen

Small2000dozen

Asthesalesseasonisapproaching,thetotalorderquantityshouldbeshippedinJuly.AtthattimeanirrevocableL/Cforthetotalpurchasevaluewillbeopened.

PleaseconfirmtheorderandE-mailashippingschedule.

Sincerely,

Xxx

6.DearSir,

WethankyouforyourOrderNo.222receivedthismorningfor8000dozencottonshirts,butregrettohavetodisappointyou.

Atpresentwehavenostockofshirtsinthesizerequiredanddonotexpectfurtherdeliveriesforatleastanotherfiveweeks.Beforethenyoumayhavebeentoobtaintheshirtselsewhere,butifnotwewillnotifyyouimmediatelyournewstockscomein.

Yoursfaithfully,

Xxx

7.Icangiveyouadefiniteansweronthepriceterms.  

8.Youwishtohaveadiscussionofthepricetermsofwashers.  

9.Yes,allofthepricetermsareacceptable.  

10.C.I.F.isthepricetermnormallyadoptedbyyou,right?

11.SometimesF.O.B.andC&Farealsoemployed.  

12.Yousaidyesterdaythatthepricewas$60/mt,C.I.F.Brussels.  

13.IncaseF.O.B.isused,risksandchargesaretobepassedovertothebuyersoncethecargoisputonboardtheship.  

14.YourpriceisquotedC&FXingangatUSD200perwasher,right?

.Completethefollowingdialogueswithappropriatesentences.

1.ATaiwanexportertalkswithaCanadianimporter.

Importer:

I'minterestedinyourportableelectricheater.ButI'dlikemoreinformationbeforeplacinganorder.

Exporter:

I'dbehappytoansweryourquestions.

Importer:

There'soneproblemIthinkIoughttomention.Howabouttheenergyefficiencyratingoftheheater?

Exporter:

Asyouknow,heaterstendtobehighenergyusers.OurmodelE22isnoexception.Butalthoughthisheaterisnotasenergy-efficientassome,itdoeshavethemostdurable,problem-freeelectricmotorofanyheaterwe'vetested.

Importer:

Thatsoundsveryimpressive.You'retalkingaboutthemotorthatpowerstheblower?

Exporter:

Yes,that'sright.

Importer:

_________________________________________________________________________________________________________________________________________________________________________________________________________________________

Exporter:

Thelargemodelgoesfor$60.00,andthesmallerunitis$25.00.

Importer:

Arethosepricesthelowestyoucanoffer?

Idon'tknowifthosepriceswillworkforus.

Exporter:

_____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

Importer:

Thatsoundsmoreinlinewithwhatwecanhan