主讲教师：夏夕美
Import & Export Practices
diagram of the Course
1
brief introduction to
international trade
2
Works before signing
contract
3
4
5
contract
Fulfill contract
Other type of trade
Import & Export Practices
主讲教师：夏夕美
Import & Export Practices
知识点回顾
交易前的准备工作
取得出口权
出
口
准
备
货源
客户
广告宣传
商标注册
Import & Export Practices
The ways to get
potential customers
Advertisements could be
made through various mass
media.
 Sales literature and price lists
can be distributed.
 Trade fairs could be used to
exhibit commodities.
 Exporters may also send out
Invitation to Offer directly to
potential customers.

Import & Export Practices
相关网站
中国外经贸 www.chinamarket.com.cn
阿里巴巴
www.alibaba.com
商务部
www.mofcom.gov.cn
中国国际市场贸易网 www.cnmark.com
中国出口商品贸易网 www.365export.com
中国进出口贸易网
www.cnie.cn
中国国际贸易发展网 www.itdn.com.cn
中国出口商品交易 www.cantonfair.org.cn
中国航贸网
www.snet.com.cn
Import & Export Practices
Business Negotiation
Business Negotiation is the
dealings between the exporter
and the importer in order to
reach an agreement on price,
payment, quantity, quality, and
other terms or conditions of a
sale.
Import & Export Practices
Business Negotiation
The conclusion of a
sales contract results
from the business
negotiation to the
satisfaction of both
parties.
Import & Export Practices
the forms of
negotiation
Business negotiations are
carried out either by
---writing 书面（传真、信函等）
---verbally 口头
Import & Export Practices
verbal Negotiation
In the verbal case, traders talk about
the terms or conditions of a sale with
each other, in person or by telephone.
The foreign merchant may call on
the domestic trader upon invitation,
or the exporter will make a visit to
an overseas importer on his own
account.
Import & Export Practices
verbal Negotiation
Business talks are also held at
international fairs (the China
Export Commodities Fair in
Guangzhou )
Import & Export Practices
Written Negotiation
When business negotiation is
done by writing, communications
by letter, by cable or by telex are
the usual means traders use.
In practice, letter-writing plays a vital
part, and that's why a prosperous
trader always has a great deal of
correspondence to deal with.
Import & Export Practices
Negotiation
Sometimes both types,
communications in writing and
in spoken words, are used
interchangeably in one single
transaction.
Import & Export Practices
The contents of
Negotiation
To reach an agreement , the
following terms (main terms
& general conditions) are
talked over during a business
negotiation.
Import & Export Practices
The contents of
Negotiation
Main terms: the description of the
goods, quality, quantity, packing,
price, delivery , payment
General terms: insurance, inspection,
arbitration, claims and disputes, and
force majeure.
Import & Export Practices
Business negotiation, in most cases,
needs going through four stages :
Enquiry--询盘
1
1
2
Offer--发盘
3
Counter-offer--还盘
4
Acceptance--接受
conclusion of a contract
Import & Export Practices
Enquiry
An buyer inquiries upon the
terms of a sale to a seller.
An inquiry includes the
commodity's name, quality,
mode, the desired quantity and
delivery date etc.
 Buyer
Inquiry
Seller
Seller Invitation to offer buyer
Import & Export Practices
询盘示例
We are interested in
your DC camera, details
as per our inquiry note
5678 attached, and we
will be glad to receive
your lowest quotation
ASAP.
Import & Export Practices
Enquiry
It is worthy of note that whoever
makes an enquiry is not liable for
the buying or the selling, and, the
opposite party, at the same time,
can make no reply at all.
According to the commercial
practice, the receiver of an
enquiry will respond without
delay in the usual form of a
quotation, an offer, or a bid.
Import & Export Practices
最常见的是询盘。询盘的内容可涉及：
价格、品质、数量、包装、装运以及索取
样品等，而多数只是询问价格，所以，业
务上常把询盘称作询价。
买卖双方均可发出询盘，买方询盘又叫
递盘（Bid），卖方询盘又叫索盘
（Selling Inquiry）。
询盘对买卖双方无法律约束力，但在
商业习惯上，被询盘一方接到询盘后应尽
快给予答复。
Import & Export Practices
Offer--Definition
an offer is one that
clearly expresses the
offeror’s willingness in
concluding a contract.
Import & Export Practices
the parties
involved in Offer
a proposal of terms and
conditions presented in
a potential contract by
one party, called the
offeror, to another party,
called the offeree.
Import & Export Practices
according to the United Nations
Convention on Contracts for
International Sale of Goods, “a
proposal for concluding a
contract addressed to one or
more specific persons constitute
an offer if it is sufficiently
definite and indicates the
intention of the offerer to be
bound in case of acceptance.”
《联合国国际货物销售合同公约对发盘的解释为
：“向一个或一个以上特定的人提出的订立合同
的建议，如果十分确定并且表明发盘人在得到接
受时承受约束的意旨，即构成发盘”。
Import & Export Practices
Offer--kinds
* Definite offer=Offer with
Engagement (firm offer; irrevocable
offer实盘 ) (unconditionally accepted;
binding on both parties. )
* Indefinite offer=Offer Without
Engagement (non-firm offer虚盘)
Import & Export Practices
Conditions the formation
of an offer shall possess
1.be made to
one or more
specific
persons.
2. Contents
be definite
发盘
的
条件
4. the offer will be
effective when it
reach the offeree
3. indicate the
intention of the
offer or to be
bound in case of
acceptance.
Import & Export Practices
1.be made to one or
more specific persons.
(1)Is the business
advertisement an offer？
(2)The difference between
offer and business
advertisment（invitation
to an offer）。
Import & Export Practices
2.Contents of the
offer shall be
definite
trade terms of the offer shall be
complete, clear, and final.
1) To be clear: The main trading
terms should be completely
denoted.
2) To be final: without reservation
Import & Export Practices
2.Contents of the
offer shall be
definite
3) To be complete: all main items
should rather be completely stated in
the offer. It includes all the necessary
items for transaction.
Import & Export Practices
2.Contents of the
offer shall be
definite
according to the United
Nations Convention on
Contracts for the
International Sale of Goods,
an offer becomes definite or
firm as long as it has the
name, quantity and the price
of the goods
Import & Export Practices
3. The offer shall indicate
the intention of the offer or
to be bound in case of
acceptance.
*Such an offer will be
binding on the offerer if the
offer is accepted by the
offeree.
Import & Export Practices
4.the offer will be
effective when reaching
offeree
1)Offer by oral, it is effective from
the time the offeree knows
contents of the offer.
2)Offer in written, there are two
opinions: posting opinion and
arrival opinion.
Import & Export Practices
4.the offer will be
effective when reaching
offeree
common law英美
when it is
received
Text
Text
Text
as the
offer is
dispatched
civil law和《公约》
Import & Export Practices
validity of the offer
*The firm offer specifies the
time by which the offer is valid
and the time acceptance must
be received (“our time”).
*the offeror cannot revoke or
amend what he has offered
during the validity of the offer.
Import & Export Practices
1、明确规定有效期
1)Stipulate the latest date for
acceptance.
This offer is firm subject to the
acceptance reaching us not later than
July 15th
This offer is valid till Friday our time
2)Stipulate a period of time We will keep
the offer valid for one month
存在如何计算“一段接受期间”的起讫问题
Import & Export Practices
2.未规定有效期Not stipulate
clearly the time of validity.
合理时间(Reasonable Time) :口
头发盘应当场表示接受。
validity of the offer make it
possible for the offeree to accept
or to decline the offer.
The acceptance made by the
offeree before the validity expires
is effective legally.
Import & Export Practices
案例分析

H公司有一批羊毛待售，4月2日公司销售部以信件
的形式向某市第一纺织厂发出要约，将羊毛的数
量、质量、价格等主要条款做了规定，约定若发
生争议将提交某仲裁委员会仲裁。并特别注明希
望在15日内得到答复。但由于工作人员疏忽，信
件没有说明要约的起算日期，信件的落款也没有
写日期。4月4日公司人员将信件投出，4月17日纺
织厂收到信件。恰巧纺织厂急需一批羊毛，第二
天即拍发电报请其准备尽快发货。邮局于4月19日
送达H公司。不料H公司却在4月18日由于未收到纺
织厂的回信，已将羊毛卖给另一纺织厂。第一纺
织厂几次催货未果，向仲裁委员会提请仲裁，要
求H公司赔偿其损失。试对此案例进行分析。
Import & Export Practices
Withdrawal and
revocation of the offer
withdrawal: the withdrawal notice
reaches the offeree before or at the
same time as the offer.
and withdrawal of offer is ineffective
until it arrives.
一般只在适用信件或电报向国外发盘时才适
用？《公约》规定：“一项发盘，即使是不
可撤销的，也可撤回，如果撤回的通知在发
盘到达受盘人之前或同时到达受盘人。”
Import & Export Practices
Withdrawal and
revocation of the offer
revocation: revocation reaches the
offeree before he has dispatched an
acceptance.
Generally speaking, an offer, once made,
can be revoked before acceptance.
But an offer is irrevocable if it states a
fixed time for acceptance or the offee
has taken action accoding to the offer.
Import & Export Practices
Withdrawal and
revocation of the offer
While In common law (英美法)countries,
the rule is that an offer which states a
fixed time for acceptance is in every
case to be treated as revocable.
*英美法和大陆法对撤回和撤销有不同意见
Import & Export Practices
Termination of offer
An offer is terminated in the
following forms:
The party offering may revoke
the offer if no consideration has
been given.
The offer may lapse (either after
a specified time, or it may just
become stale).
Import & Export Practices
Termination of offer
Offer may come to an end
after a stipulated event
occurs or does not occur.
Offer may lapse on death of
the party offering.
Offer is killed by a counteroffer.
Import & Export Practices
Indefinite offer
unclear, incomplete and with
reservations
not binding on the offeror
the offer only includes part of
the terms. The main terms are
not completely listed.
Besides, the offer is subject to
the offeror’s final
confirmation.
Import & Export Practices
若发盘中附有保留条件，如：
“this offer is subject to
our final confirmation” ，或
“prior to selling” 等，则此
建议不能构成发盘，只能视为邀
请发盘（Invitation for
Offer）。
Import & Export Practices
发盘示例
We are offering you
120metric tons of black
tea at USD958 net M/T
CFR shanghai for
shipment during
November/ December
subject to your order
reaching here by July 30th.
Import & Export Practices
Counter-Offer
the offeree doesn't accept
the offer wholly and put
forward some additions,
modification, limitations,
etc as to the basic terms
and conditions contained
in the offer.
Import & Export Practices
Counter-Offer
还盘的形式
material
modification:
price, payment,
quality,quantity,
place and time
of delivery,
settlement of
disputes.
nonmaterial
modification
Import & Export Practices
kinds of Counter-Offer
A counter-offer, in fact, is a
rejection of the offer. Hence, it is
a new offer and at the same time,
the original offer lapses.
Import & Export Practices
kinds of Counter-Offer
In a counter-offer a new price as
well as other new terms is
suggested. It is often simply
worded with only the new
suggested terms stated and the
other terms embodied包含 in the
original offer remain unchanged,
Import & Export Practices
还盘示例
We find your price is on the
higher side, some computer of
similar quality from other
countries have been sold here at
a level about lower than yours.
Should you be ready to reduce
your price by 10% so that we
can come to an agreement.
Import & Export Practices
还盘案例分析一：
我某公司向美国A公司发盘出售一批大宗
商品，对方在发盘有效期内复电表示接受
，同时指出：“凡发生争议，双方应通过
友好协商解决；如果协商不能解决，应将
争议提交中国国际经济贸易仲裁委员会仲
裁。”第三天，我方收到A公司通过银行开
来的信用证。因获知该商品的国际市场价
格已大幅度上涨，我公司当天将信用证退
回，但A公司认为其接受有效，合同成立。
双方意见不一，于是提交仲裁机构解决。
试问：如果你是仲裁员，你将如何裁决？
Import & Export Practices
案例分析参考
《公约》规定：受盘人对货物的价格、付
款、品质、数量、交货时间与地点、一
方当事人对另一方当事人的赔偿责任范
围或解决争端的办法等提出添加或更改
均视为实质性变更发盘条件。
Import & Export Practices
还盘案例分析二：
我某公司于5月20日以电传发盘，并规
定“限5月25日复到”。国外客户于5
月23日复电至我方，要求将即期信用
证改为远期见票后30天。我公司正在
研究中，次日又接到对方当天发来的
电传，表示无条件接受我5月20日的发
盘。问此笔交易是否达成？
受盘人还盘后又接受原来的发
盘，合同不成立。
Import & Export Practices
Acceptance
*It refers to a
statement made by oral
or written or other
conduct of the offeree
indicating assent to an
offer.
*it is required before a
contract can be valid.
Import & Export Practices
The condition of
Acceptance
1. Acceptance shall be made only
by a specific offeree.
2. Acceptance shall be declared in
ways stipulated in the offer,
either orally or in a written form.
3. An acceptance, as a rule, takes
effect when it reaches the offeror
within the time of validity..
Import & Export Practices
The condition of
Acceptance
4. An offeree should make an
acceptance within the life of a
firm offer.
5. Acceptance shall be in
accordance with the offer.
解释：An acceptance must be
unconditional and be an
unreserved assent to all the
terms designated in the offer.
Import & Export Practices
Acceptance
common law英美
when it is
received
Text
Text
Text
as the
acceptance
is
dispatched
civil law和《公约》
Import & Export Practices

Silence does not
make an acceptance.
Import & Export Practices
案 例 分 析
香港某中间商A，就某商品以电传方式邀请
我方发盘，我于6月8日向A方发盘并限6月15
日复到有效。12日我方收到美国B商人按我
方发盘条件开来的信用证，同时收到中间商
A的来电称：“你8日发盘已转美国B商”。
经查该商品的国际市场价格猛涨，于是我将
信用证退回开证银行，再按新价直接向美商
B发盘，而美商B以信用证于发盘有效期内到
达为由，拒绝接受新价并要求我方按原价发
货，否则将追究我方的责任。问对方的要求
是否合理？为什么？
Import & Export Practices
Late Acceptance
*An acceptance
beyond the validty
of an offer would be
a late acceptance
Import & Export Practices
Late Acceptance
* Late Acceptance is up to
the offerer to inform the
offeree if the offerer
wants to take the late
acceptance as an
effective acceptance. Or
the late acceptance can
be taken as a new offer.
Import & Export Practices
Late Acceptance
Add Your Title
Add Your Title
Add Your Title
受盘人主
观上有过
错，导致
接受逾期
受盘人主
观上没有
过错，而
接受逾期
逾期接受
是否有效
关键看发
盘人如何
表态
Import & Export Practices
Late Acceptance
if the transmission hadAddbeen
Your Title
normal, the acceptance would
have reached the offeror in
due time, the late acceptance
is effective. unless, without
delay, the offeror informs the
offeree that he consider his
offer as having lapsed
Import & Export Practices
Withdrawal of acceptance
An acceptance can be withdrawn
if the withdrawal reaches the
Add Your Title
offerer before or at the same time
with the acceptance.
According to the Convention, an
acceptance becomes effective
when it is received and a contract
is concluded at the moment when
an acceptance of an offer becomes
effective.
Import & Export Practices
案例分析一
我国某公司对外作出一项发盘，其中
规定“限8月15日复到”。外商接受通
知于8月17日上午到达我方。
根据《联合国国际货物销售合同公
约》，如我国公司同意接受并立即
予以确认，合同仍可成立。
Import & Export Practices
案例分析二
我国某出口公司于2月1日向美商报出某农产
品，在发盘中除列明各项必要条件外，还表
示“用坚固的麻袋包装”。在发盘有效期内美
商复电称“接受你方2月1日传真， 但包装改
为新麻袋包装”。我方收到上述复电后，即
着手备货数日后，该农产品国际市场价格猛
跌，美商来电称“我方对包装条件作了变更
，你方未确认，合同并未成立”。而我出口
公司则坚持合同已经成立，于是双方对此发
生争执。你认为，此案应如何处理？
Import & Export Practices
案例分析三
我某公司于4月15日向外商A发盘，限20
日复到我方，外商于17日上午发出电传，
但该电传在传递中延误，21日才到达我
方。我公司以对方答复逾期为由，不予
置理。当时该货物的市价已上涨，我公
司遂以较高价格于22日将货物售予外商B。
25日外商A来电称：信用证已开出，要求
我方尽早装运。我方立即复电外商A：接
受逾期，合同不成立。分析合同是否成
立？
Import & Export Practices
本讲小结
一
The definition of
negotiation
二
The forms of
negotiation
1
The negotiation
三
stages
21
3
4
Import & Export Practices
inquiry
offer
Counter-offer
acceptance
Import & Export Practices