3.1Introduction（课件）-《国际商务英语》同步教学（北京理工大学出版社）

Chapter Three Basic Links of International Business Negotiations Section 1 Introduction Section 2 Inquiries Section 3 Offers Section 4 Counter-offers Section 5 Acceptance Section 6 Conclusion of a Business Contract Section 7 Case Study: Shopping Tote Bag Negotiations 返回 1 Section 1 Introduction After China joined WTO in 2001, the volume of international trade in China has increased substantially.When a cross鄄border transaction is conducted, the international business negotiation plays a significant role in bridging the buyers and sellers to reach a fair deal of mutual satisfaction.A successful negotiation means serving both parties’ common and conflicting interests in terms of price, payment, quality, quantity and so on.Hence it will lead to the signing of a contract. International economic transactions are conducted both verbally and by writing.In either case international business negotiation is an indispensable process.When the communication between traders is carried out orally, they either negotiate or through telephone. 下一页 返回 2 Section 1 Introduction The foreign trader may take the opportunity to participate in a trade fair to visit the domestic trader.Therefore, lots of business negotiations take place in the international exhibition.Additionally, exporters can also travel overseas to meet their trade partners.In some cases both parties will arrange business negotiations in a third country.When the traders communicate by writing, business negotiations can take the form of the e-mail, fax or letter.In most cases e-mails are the most popular means that explains why a dynamic businessman always has a full e-mail inbox. 上一页 下一页 返回 Section 1 Introduction In order to enter into a contract both parties may go through a difficult and lengthy negotiation due to the complexity of the contract . Every single term in the international trade contract should be negotiated carefully and thoroughly, such as the description of the commodity, quantity, q