国际商务谈判课件肖文萍Unit 02OfferIntroduction.doc

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1、IntroductionAssoonastheenquiryiscompleted，aquotationoranofferfollows．Itusuallytakesaveryshorttimetomakeaquotationoranoffer，yetmakingaproperquotationoroffermeansalottothesellersandbuyers．Inthisunit，youarerequiredtounderstandthedifferencebetweenanofferandaquotationaswellastheskillsandta

2、cticsofmakinganofferoraquotation．Whatisanoffer?Offeristheexpressionoftheseller’swishtosellparticulargoodsunderstatedtermsincludingquantity,price,timeofshipment,termsofpayment,etc.Anofferisusuallymadewhenasellerpromisestosellgoodsatastatedpricewithinastatedperiodoftime.Itcandevelopinto

3、acontractualobligation.Onceanofferisacceptedbyabuyer,thesellercannotrevokeit.Sometimesabuyermaymakeabuyingoffer,whichcanbecalledabid.Anofferisaproposalforconcludingadealonsometermsandconditions，whichincludesnameofcommodity，specifications，quantity，price，termsofpayment，timeofshipment，et

4、c．Thefactorsthatformanoffer1.nameofcommodity2.specifications3.quantity4.price5.termsofpayment6.timeofshipmentWhatisaquotation?Tomakeaquotationistoofferaunitprice．FirmoffervsNon—firmofferInbusinessnegotiation，thesellerscanmakeanofferandthebuyerscanmakeabid．Anofferwithengagementiscalled

5、afirmoffer，whileanofferwithoutengagementiscalledanon—firmoffer．Howtomakeaproperofferorquotation?Herearesomepointsweshouldconsiderinadvance．1．Costofpurchaseofgoods．2．Otherexportcharges．3．Marketsituation．4.Customers.5．Characteristicsoftheproductitself．6．Properpriceterms．7．Othertermsandc

6、onditionsthatmayaffecttheprice