Unit 1（课件）-《国际商务英语》同步教学（西南交通大学出版社）

Unit 1 Business Negotiation in International Trade Business negotiation is the process by which the seller and the buyer fix the terms and conditions of a business deal with the intention of reaching an agreement. The contents of a business negotiation mainly include: name of commodity, quality, quantity, packing, price, shipment, insurance and terms of payment. terms of payment: 支付方式 Business negotiation can be carried out either by writing or verbally. In most cases, four stages are involved in this process: inquiry, offer, counter-offer and acceptance. inquiry: 询盘 offer: 报盘 counter-offer: 还盘 1 2 3 Professional Knowledge Language skills Resource bank Contents  International Business English  Professional Knowledge  International Business English  1 Inquiry 1.1 Definition of inquiry By making an inquiry, the buyer reveals his interest in a particular product of the seller’s and is keen to know the key information about it to conclude a deal, for instance, the price, shipment, terms of payment, etc.  International Business English  1.2 Key elements in inquiry International pricing You can extend the invitation by telephone. For very formal dinners or banquets, you would extend the invitation by written letters.  International Business English  Notes: Trade terms Trade terms are key elements of unit price of a certain commodity in international trade. They explain the division of costs between the seller and buyer such as freight, insurance premium and so on. The main trade terms often used in international trade are: 1)FOB+ port of shipment The buyer contracts shipment and insurance. Example: FOB Shanghai trade terms: 贸易术语 freight: 运费 insurance premium : 保费  International Business English  2)CFR+ port of destination Different from FOB, it is the seller who effects shipment on CFR basis. Still the buyer contracts insurance. Example: CFR Shanghai 3) CIF+ port of destination The seller has to effect shipment and insurance both on