谈判程序案例练习

NegotiationproceduresInquiryandReplyCase1我方是哥本哈根东部的一家纺织品经销商，有着多年的从业经验。在从我驻外使馆商务参赞处了解到对方是全棉床罩和枕套的主要出口商之后，写信给对方以建立业务关系并索要对方的商品目录和价目单。KeyPoints1.从事纺织品进口2.求购高质量的全棉床罩和枕套3.进行询盘LetteroneGeneralInquiryDearSirs,WelearnfromtheCommercialCounselor’sOfficeofourEmbassyinyourcountrythatyouarealeadingexporterofallcottonbedsheetsandpillowcasesinyourcountry.Wetakethisopportunitytoapproachyouinthehopeofestablishingbusinessrelationswithyou.Wearelargedealersintextiles,locatedattheeastofCopenhagen,havingmanyyearsofexperienceinthislineofbusinessandthereisapromisingmarketinourcountryforyourproducts.We’dasktosendusyourcatalogueandpricelistatyourearliestconvenience.Wehopethiswillbeagoodstartforourlongandprofitablebusinessrelations.Yoursfaithfully,MarkMatthewsMarkMatthewsCase2出口商在收到询盘信后，给予答复。随信寄了几本带有插图的商品目录和一份价目单，另外为了证明产品的质量及工艺，单独邮寄了一些样品。信中还提出对成批购买给予3%优惠，凭不可撤消信即期用证付款。KeyPoints1.给予答复2.寄出目录、价目单和样品3.对付款方式和折扣优惠进行询问LetterTwoReplytoaGeneralInquiryDearMr.Cameer,WewelcomeyouforyourenquiryofMay16andthankyourinterestinourexportcommodities.Weareenclosingsomecopiesofourillustratedcataloguesandapricelistgivingthedetailsyouaskfor.Alsobyseparatepost,wearesendingyousomesampleswhichwillshowyouclearlythequalityandcraftsmanship.You’llfindthatourproductsarebothexcellentinqualityandreasonableinprice.Weoffera3%discountforbulkpurchase.PaymentistobemadebyirrevocableL/Cpayablebydraftatsight.Thankyouagainforyourinterestinourproducts.Ifyouwouldliketohavemoreinformation,pleaseletusknowassoonaspossible.We’llbegladtoassistyouinanywaywecan.Yoursfaithfully,JaneStottJaneStottCase3我方是韩国一家毛衣的主要进口商。在一次交易会上看到对方的毛衣后，就有意购买对方商品号为GE-0756的毛衣。因此写信给对方，询问CIF到釜山的最低价（包括5%的佣金）、最早的装船日期及付款方式，同时要对方提供不同颜色的毛衣样品。KeyPoints1.有意购买毛衣2.对CIF、装船日期和付款方式等进行具体询价LetterThreeSpecificInquiryDearSir,WeareoneoftheleadingimportersofsweatersinKorea.WehaveseenyourproductsdisplayedattheCantonFair.Atpresent,weareinthemarketforyoursweater,ItemNo.GE-0756.WillyoupleasequotethelowestpriceCIFPusan,inclusiveofour5%commission,statingtheearliestdateofshipmentandtermsofpayment?Wewouldfinditthemosthelpfulifyoucouldprovideuswiththesamplesofdifferentcolors.Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.Anearlyreplywillbeappreciated.YoursfaithfullyCase4在收到上述询盘信后，对商品号为GE-0756女式毛衣的可供货尺寸、最小出口量、价格、装船日期和付款方式给予答复。KeyPoints1.可供货2.及时给予答复Letter4ReplytoaSpecificInquiryDearSir,ThankyouforyourinquiryofMay8andwearePleasedtosendyouourquotationforthegoodsyourequiredasfollows:Commodity:Women’ssweaterinassortedcolors,ItemNo.GE-0756Size:Large(L),Medium(M),Small(S)MaximumExportQuantity:100dozenpercolorPrice:US$40.00perdozen,CIFC5%PusanShipment:within25daysafterreceiptofL/CPayment:beirrevocableL/CatsightYouarecordiallyinvitedtotakeadvantageofthisattractiveoffer.WeareanticipatingalargeorderfromJapan,andthatwillcauseasharpriseinprice.Welookforwardtoreceivingyourfirstorder.YoursFaithfully,ExerciseReplytoaSpecificInquiry（具体询盘的回函：不可供货）WriteareplytotheaboveSpecificInquiry,tellingtheinquirertherequiredspecificationisnotavailableandhopingtheinquirertotakeitemNo.GE-0578intoaccount.OfferandCounter-offerCase1在收到对方关于熊猫牌彩电的询盘信后，公司对该彩电发出实盘报价。KeyPoints1.收到有关彩电的询盘信2.发出实盘报价Letter1AFirmOfferDearSir,Thankyouforyourenquiryfor“Panda”BrandColorTVSetsdatedMay16.Asrequested,wearenowmakingyou,subjecttoourreplyreachinguswithin10days,thefollowingoffer:Commodity:“Panda”BrandColorTVSetsItemNo:Gb-8907Quantity:1,500setsPrice:USD450.00persetCIFAlexandriaPayment:ByconfirmedirrevocableL/Cpayablebydraftatsightintheseller’sfavorShipment:tobeeffectedwithin28daysafterreceiptofL/COurproductsaresellingfastbecauseoftheiruniquedesignandsuperiorquality,whichwillappealtodiscriminatingbuyers.Wehavesomeregularordersathand.Ifyou’reinterestedinourproducts,pleaseplaceyourorderassoonaspossible.Wearelookingforwardtohearingfromyousoon.Yoursfaithfully,Case2在收到对方关于熊猫牌彩电的询盘信后，公司对该彩电发出虚盘报价。KeyPoints1.收到有关彩电的询盘信2.发出虚盘报价Letter2ANon-firmOfferDearSir,WithreferencetoyourenquiryofMay16,wetakepleasureinmakingthefollowingoffer.“1,500setsof‘Panda’BrandColorTVSets,atUSD450.00persetCIFAlexandriaforshipmenteffectedwithin28daysafterreceiptofL/CforpaymentbyconfirmedirrevocableL/Cpayablebydraftatsight,whichwehopeyouwillfindinorder.Pleasenotethatthisofferissubjecttogoodsbeingunsold.”Aswehavereceivedlargenumberofordersfromourclients,itisquiteprobablethatourpresentstockmaysoonrunout.Wewouldthereforesuggestthatyoutakeadvantageofthisattractiveoffer.Welookforwardtoreceivingyourorder.Yoursfaithfully,Case3价格是贸易双方极为关注的交易条件。我方在收到有关彩电的报盘信后，认为其报价太高，于是对其价格进行了还盘。KeyPoints1.收到有关彩电的报盘信2.进行还盘Letter3ACounterOfferDearSir,Weacknowledgereceiptofyourofferfor“Panda”BrandColorTVSetsdatedMay18.Regrettably,weareunabletoacceptyourofferasyourpricesaretoohigh.WealsohavesimilaroffersfromKoreanmake.Theirpricesare5%lowerthanyours.Weappreciatethegoodqualityofyourproducts.Weacceptthatthequalityofyourproductsisbetter,butitdoesnotjustifysuchalargedifferenceinprice.Wemightdobusinesswithyouifyoucouldmakeussomeallowance,say5%,onyourprices.Otherwisewehavetodeclineyouroffer.Weshallappreciateitverymuchify