国际商务谈判课件肖文萍Unit 03PurchaseIntroduction.doc

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1、IntroductionPurchaseisnotoneofthestipulationsinacontractlikepayment,deliveryandinsurance,etc.Itreferstothewholeprocessthatabuyerpurchasesproductsorservicesfromaseller.Usuallywhenthecontractismadebytheseller,itiscalledasalescontract,andwhenmadebythebuyer,apurchasecon

2、tract.Makingpurchaseiscloselymarketrelated.Onabuyer’smarket,makingapurchaseisjustajoboffollowingtherulesofthebusinesswhereascompletingapurchaserequisitiononaseller’smarketisatoughjobforapurchaser.Usuallythepurchaserhastotellthesellerthathisorhercompanyisinurgentneed

3、ofthegoods;ifthesellermentionssomedifficultiesinofferingthegoods,thepurchasershouldbeflexibleonhispositionbyofferingahigherpriceormakesomeconcessionsinsomeaspectsandemphasizesthefriendshipandlong-runcooperation.