商务英语谈判Chapter five.ppt

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1、ChapterFourTypesofBusinessNegotiationStructureSalesofGoodsInvestmentTechnologyTransferBulkcommodities散装货Seaworthypacking耐航包装Customarypacking习惯包装Promissorynote本票Mailtransfer信汇Partialshipment分批装运Multimode多式联运OnSalesofGoodsWhatShouldBeNegotiatedQualityQuantityPackingPaymentsShi

2、pmentInsuranceClaimandArbitrationTipsforsalesnegotiationWhatShouldBeNegotiatedAlltermsconcerningthetransactionSpecificclausesinacontractQualitySalebysample;Salebydescriptionandillustration;Salebytrademarkorbrand;Salebyplaceoforigin;Salebyspecification,gradeorstandard.Methods

3、ofStipulatingQualityofCommodityMethodsSalebyDescription（凭说明买卖）SalebySample（凭样品买卖）Saleasitis(看货成交)Case案例某公司与日本某会社签定一单凭我样品出口“土纸”合同。货抵横滨港后，经开箱检验，日方即以货品不符合同品质约定为由，向我提出异议索赔。我方：复验，与样品相符，拒付日方：部分工序为机械操作，继续索赔我方：同意酌情给予赔偿1.致损原因：二个质量标准2.风险：多个标准同时存在，交叉约束3.规避方法：样品是表示品质的唯一依据SalebyDescripti

4、onSalebySpecification,GradeorStandard（凭规格，等级，标准）SalebyBrandNameorTradeMark（凭品牌或商标）SalebyNameofOrigin（凭产地名称）SalebyDescriptionandIllustration（凭说明书和图样）GradeContentGradeTungstenTrioxide(Min.)Tin(Max.)Arsenic(Max.)Sulphur(Max.)Superior1270%65%65%0.2%0.2%0.1%0.2%0.2%0.2%0.8%0.8%0.

5、8%QualitynegotiationtipsOrderasamplebeforecommittingtoapurchaseorderUsePre-ShipmentInspectionServices.PackingIncasefailuretoensurethatthequalityofthegoodsdeliveredisinaccordancewiththecontractorsample.UnitsofmeasurementforquantityWeight:metricton,kilogram,pound,ounce,gram,Nu

6、mbers:piece,pair,set,dozen,grossLength:meter,foot,yard,mile,inch,Area:acre,squareyard,squarefootVolume:cubicmeter,cubicyardCapacity:liter,gallon,bushel,etc.PackingImportanceofpacking：Preventingorminimizingthedamageofshipment;Promotingproductsales;Avoidingpossiblerejectionoft

7、heshipmentbythebuyer.TypesofPackingThreetypesofcommoditiesBulkCommoditiesNudePackedCommoditiesPackedCommoditiesThreetypesofpackingTransportPackingSalesPackingNeutralPackingSpecialRequestforpackingTransportPacking外包装AlsocalledbigpackingorouterpackingCharacteristicsofTransport

8、PackingBesolidanddurableandadaptabletochangingclimates;BeuniformAssmallandl