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1、PartOneNegotiationofSalesContract销售合同的谈判从本质上看,谈判既是冲突管理的过程,又是不断调整的动态过程。在进出口贸易中,买卖双方为在共同利益上达成协议而进行磋商,因为在贸易中各方都有自己的□标,如卖方欲以高价出售自己的商品或服务,而买房却像以低价买进。Negotiationis,accordingtoitsnature,aconflictmanagementprocessoradynamicprocessofadjustment・Inimportandexport
2、tradecorporations,thebuyerandsellerconfertogethertoreachamutuallysatisfyingagreementonamatterofcommoninterest・Thisisbecauseeachofthepartieshasitsownobjectiveintradeoperations,e.g.thesellerintendstosellthegoods/servicesatahigherprice,whilethebuyerintend
3、stobuythesamegoods/servicesatalowerprice・买卖双方需要就共同利益交换意见,不断地进行调整,从而开始贸易谈判。经过一段时间的谈判,双方最终达成协议。虽然双方不是完全满意,但都能意识到:意见一致此比意见分歧更有益。谈判的最终目的是双方都受益。Thetwopartiesneedtoadjustthemselvesbyexchangingtheirideasonthecommoninterest,andthenthenegotiationbegins・Overaspa
4、noftime,afinalagreementisreached・Maybeneitherofthepartiesiswhollysatisfiedbutbothrecognizethatitismorebeneficialforthemtoagreethantodisagree・Negotiationhasitsendresultonabasisprofitabletobothparties・商品买卖谈判是围绕着合同的主要条款进行的。在进口业务中,买方可同时和几家外国公司进行谈判,也可分别进行磋商
5、。由于买卖双方地位不同,卖方应首先分析国际市场供求关系并制定恰当的战略目标,然后进行出口谈判,取得预定目标。总之,谈判者的目的是在恰当的时候、恰当地点以恰当的价格售出或买到恰当的商品。対出口商来说,他必须确保能够拿到货款;对进口商来说,他能得到所订购的商品。Theconductofnegotiationonsalesofgoodsisaroundthemainclausesofthecontract・Thebuyershalldiscusswithseveralforeigncompaniessim
6、ultaneouslyorseparatelyinimportbusiness・Duetothestatusdifferencesofthetwoparties,generallythesellershalldiscusstheinternationalmarket,marketingproperstrategicobjective,toachievethedesiredresults・Nomatterinwhatsituation,thegoalofthenegotiatorsistoprovid
7、e/gettherightproductintherightplaceattherighttimeattherightprice・Fortheexporter,hemustmakesurethathegetspaidfortheproduct,andfortheimporter,hemustbeassuredthatwhathewillgetisexactlywhatheorders・国际货物买卖谈判的内容一般包括产品、质量、数量、包装、价格、装运、保险、支付、索赔和仲裁等。买卖谈判可以通过信函往来
8、、电话交谈或面对面磋商等方式来进行,然而通过信函往来进行贸易谈判是很普遍的。Thecontentsofnegotiationonsalesofgoodsgenerallyinelude:product,quality,quantity,packing,price,shipping,insuranee,payment,claimandarbitration,etc・Internationalsalesnegotiationcanbeconductedthroughcor