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

Chapter Nine International Business Price Negotiations Section 1 Formation of the Price in International Business Negotiations Section 2 Features of International Business Price Negotiations Section 3 Targets of International Business Price Negotiations Section 4 Essentials of International Business Price Negotiations 下一页 返回 1 Chapter Nine International Business Price Negotiations Section 5 Skills of International Business Price Negotiations Section 6 Cases of International Business Price Negotiations 上一页 返回 2 Section 1 Formation of the Price in International Business Negotiations 1.1 Introduction to price terms in brief Price terms, also referred to as “trade terms”or “delivery terms”, are a set of uniform rules defining the pric composition and the rights and obligations of the buyer and the seller in international transactions.The use of international price terms facilitates the conduct of global trade.Since the creation of the Incoterms 2000 by ICC (The International Chamber of Commerce) in 1936, this globally accepted contractual standard has been regularly updated to keep pace with the development of international trade.The Incoterms 2010 rules update and consolidate the “delivered”rules, reducing the total number of rules from 13 to 11, and offer a simpler and clearer presentation of all the rules. 下一页 返回 Section 1 Formation of the Price in International Business Negotiations Two new Incoterms rules — DAT, Delivered at Terminal, and DAP, Delivered at Place, which may be used irrespective of the agreed mode of transport— have replaced the Incoterms 2000 rules DAF, DES, DEQ and DDU.Under both new rules, delivery occurs at a named destination: in DAT, at the buyer’s disposal unloaded from the arriving vehicle (as under the former DEQ rule); in DAP, likewise at the buyer’s disposal, but ready for unloading (as under the former DAF, DES and DDU rules). The reference to an Incoterms 2010 rule in a sale contract clearly defines the parties’respective obligat