商务交际与谈判作业.docx
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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
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