国际商务谈判课件肖文萍Unit 04SpecificationIntroduction.doc

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1、IntroductionNowadays，moreandmoretradedisputeshappenbecauseofmanyreasons．Somearebecauseofthequality；somearebecauseofthespecificationsorsomethingdifferent．Andwecanlearnthatmostofthedisputesareduetotheimproperdescriptionofthegoods’specificationsinthecontracts．Thinkaboutthefollowingquestions:1.What

2、isspecification?2.Whatshouldwepayattentiontowhennegotiateonspecification?3.Howtonegotiatewithyourcounterpartonspecification?Whatisspecification?Specificationisdetaileddescriptionsofthegoodstobesold．Theyincludethecomposition，content，purity，strength，size，etc．ofthegoods．Commonlyusedmethodsofexpres

3、singqualityintheinternationaltrade：1．Salesbysamples(byseller'sorbuyer'ssample)2．Salesbydescription(byspecifications／grade／standard)．3．Salesbybrand／trademark／description／illustration．Methodsofstatingqualitytolerance：1．Flexiblearea．2．Maximumandminimum．3．Alloweddeviations．