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1、InternationalBusinessNegotiation1Chapter5Offerofinternationalbusinessnegotiation2TeachingObjectivesAfterstudyingthismodule,youshouldbeabletoknow:1.Whatareinquiryandoffer；2.Formsandbasiccontentsofoffers3.Strategiesformakingoffers4.Whoshouldmakethefirstofferanddefence
2、forthefirstoffer3IntroductionOfferStrategiesformakingoffers4123ContentsInquiry4Introduction:distributivestage--InquiryandIntroduction:distributiveofferNeartheconclusionoftheInformationExchange,thefocuschangesfromtheothersidebacktoourownsides.Negotiatorsstopaskingthe
3、otherpartywhatitwantsandbegintostatewhattheymustobtainorwhattheyarewillingtogivetheotherside.AtthispointtheyentertheDistributiveStage.55.1InquiryEitherbuyersorsellerscanmakeinquiryabouttermsofabusinessdeal.Usually,theinquirymadebythebuyerisalsocalledbid,andtheinquir
4、ymadebythesellerisalsocalledsellinginquiry.Itisusuallymadebybuyerstogetinformation,suchasprice,quality,volume,packing,shipment,insurance,termsofpayment,deliverydate,inspection,arbitrationandsoon.65.2Offer5.2.1ThedefinitionoftheofferAnofferorquotationisaproposalthati
5、smadetoacertainindividualorlegalentitytoenterintoacontract,whichisdefiniteinitsterms,andwhichindicatestheofferor’sintenttobebound.75.2.2Thebasicconditionsofanoffer(1)Theoffershallbemadetooneormorespecificpersons(2)Contentsoftheoffershallbesufficientlydefinite(3)Time
6、ofvalidityordurationofoffer85.2.3Formsofoffer(1)Oraloffer(2)Writtenoffer(3)Combinationoralandwrittenoffer95.3Strategiesformakingoffers5.3.1GettingyourfirstofferreadyForeverynegotiationyouplantoenter,yourinitialoffershouldstandonitsownmeritwithintheprevailingcontexts
7、urroundingthediscussions.Enteringthenegotiationsunderfalsepretencesorunfoundedpremisescanprovecostlyorresultindeadlocks.Makeyourfirstoffercompetitiveintheeyesoftheotherpartyandbereadytodefenditwithvalidarguments.105.3.2Don'tbeafraidtobeaggressive Howextremeshouldyou
8、rfirstofferbe?Aresearchsuggeststhatfirstoffersshouldbequiteaggressivebutnotabsurdlyso.Manynegotiatorsfearthatanaggressivefirstofferwillsca
