Chapter 17 Negotiation and Formation of Contract

外贸基本流程英语Outline of the Basic Foreign Trade Process.Foreign trade, also known as international trade or global trade, involves the buying and selling of goods and services between countries. It is a crucial aspect of globalization and plays a pivotal role in the economic growth of nations. The basic process of foreign trade typically involves several stages, from identifyingpotential markets and products to finalizing contracts, production, shipping, and customs clearance.Market Research and Product Development.The first step in any foreign trade operation is market research. This involves analyzing demand, identifying trends, and evaluating the competition in the target market. Based on this research, companies develop products that are tailored to meet the specific needs and preferences oftheir target customers.Pricing and Quotation.Once the product is ready, the next step is to determine the pricing strategy. This involves considering various factors such as cost of production, shipping expenses, tariffs and taxes, and the desired profit margin.A quotation is then prepared, which details the product specifications, pricing, terms of payment, and other relevant information.Negotiation and Contract Formation.The quotation is then sent to potential buyers, who may negotiate on price, quantity, delivery terms, and other aspects of the deal. Once an agreement is reached, a contract is drawn up and signed by both parties. The contract outlines the specific terms and conditions of the transaction, including product specifications, pricing, delivery schedule, and payment terms.Production and Quality Control.After the contract is signed, the seller proceeds with production. During this phase, strict quality control measures are implemented to ensure that the products meet the specified standards and quality requirements. This is crucial to maintaining the reputation of the exporter and maintaining customer satisfaction.Packing and Shipping.Once production is complete, the products are packed and prepared for shipping. The packaging should be sturdy enough to protect the products during transit and comply with any specific packaging requirements of the importer or the destination country. The products are then shipped to the designated port or airport for further transportation to the final destination.Customs Clearance and Documentation.Upon arrival at the destination country, the products undergo customs clearance. This process involves submittingthe necessary documents to the customs authorities, paying any applicable tariffs or duties, and complying with any other regulatory requirements. Once customs clearance is complete, the products can be released and delivered to the buyer.Payment and Settlement.Finally, the payment for the goods is settled according to the terms and conditions agreed upon in the contract. Common payment methods include letter of credit (L/C), wire transfer (T/T), and payment against documents. The settlement of payment marks the completion of the foreign trade transaction.In conclusion, the foreign trade process is a complex and multifaceted endeavor that requires careful planning and execution. It involves market research, product development, pricing and quotation, negotiation and contract formation, production and quality control, packing and shipping, customs clearance and documentation, and payment and settlement. Understanding and navigating thesestages effectively is crucial for successful foreign trade operations.。

《国际商务谈判》 课程报告a process i n which two or more partiesNegotiation isresolve a dispute or come to a mutual agreement. It is aimed t resolve points of difference, to gain advantage for an individu or collective, or to craft outcomes to satisfy various interest is o ften c onducted b y putting forward a position and makingwhich the concessions to achieve an agreement. The degree tonegotiating parties trust each other to implement the negotiat solution is a major factor in determining whether negotiationsincludingNegotiation occurs i n organizations,are successful.businesses, non-profits, and within and between governments as well as in sales and legal proceedings, and in personal situatiNegotiation in businesssuch as marriage, divorce, parenting, etc.require a good legal education and a good financial education s that the parties can understand each other, make sound decision and understand the potential consequences of those decisions.the important points o fillustratesThe art o f negotiating’s important to know the party negotiating. At peroration stage, it’re negotiatingand familiar with the product or service that youwith so that to establish a negotiation goal. As for the strateg negotiating,the first offer n eeds to be aggressive and bepresented by writing. You need to know the negotiation position that in great demand and low supply or much supply and lowerdemand and do not disclose the budget or other l imitationsinthe negotiation position in order to establish a solid foundat early by demonstrating your knowledge and expertise on theprocess. However, understanding thetopic i n the negotiationother side's priorities is just as important as understanding own and be prepared to give up the little things in exchange fo the big things you don't want to concede. T hat’s to say, s omepoint collaborationand compromise are needed to reach awin-win solution.for s uccessful business In my opinion, there are 5 tacticsnegotiations.issues and point o f1.Listen a nd understand the other p arty’sview. Basically, in any conversation or discussion o rlistening is just a s important, or even more negotiation,important, than talking. You should listen to understandinstead o f listening to respond. The key to gatheringinformation effectively is the process of active listening.to understand what the important points o f the other s ide,and what limitations identify where they may be flexible,they may have. Y ou've got to take a ll o f your assumptionsand test them.2.Be prepared. The preparation of negotiating require t hefollowing points:1)Check whether you're in a negotiating s ituation.(Advantages and disadvantages.)you and your2)Clarify your aims. (Achieve t he objectiveshave set, getting a good deal a nd improving constituentsyour relationship with the other side etc.)(Gather i nformation about the other3)Gather information.with party, the company, the person y ou are negotiatingand the similar deals have been completed etc.)[Who? who is to take part a nd do4)Prepare t he setting.what?; Where? (i.e. our place or theirs?); When? (i.e. what is the time scale?); Why? (i.e. what are we negotiatingabout?); and How? (i.e. how are we to present our case?).]5)Prepare Y ourself M entally. (Don't p ut yourself above orbelow them; stay relaxed and unhurried; don't reveal your feelings at any point etc.)3.Understand the deal dynamics. Less negotiation can be dealtat once, thus, t here m ay be some changes during severalnegotiations. It is essential to understand the deal dynamic for example, who wants the deal more, who has the leveragein the negotiation, what alternatives does the other side ha and so on.by continually4.Avoid the bad strategy o f “negotiatingImagine that you have a potential client who will conceding.”greatly benefit from your business. T his client hasunreasonable demands that will create more losses than wins for you, however you accept t hese d emands in hopes ofgetting close to a beneficial deal. If you continue to give the client will learn that they can continue with unreasonabl demands, and that you will always accept. Instead of giving in to these requests, make sure that the situation will lead future benefits for you.5.Never accept the first offer. Most buyers will leave room itheir f irst offer t o go up by at least 5%-15% in price,One of the most common depending on the situation.techniques:Don’t ever accept t he first offer, or negotiationand perhaps u nknowingly giving risk “showing your cards”away some of the bargaining zone. S ome experts providedexperimental and real-world examples of negotiationthe p eople who m ade first offers did better in evidence thateconomic terms than those w ho did not. T herefore, there isflexibilityand possible to bargain a fter rejecting the first offer.Negotiation is a fundamental element i n the social life ofskills can be of great b enefit inand negotiationorganizationsthat a rise between you and others.resolving any differencesTake accepting a new job as an example, t he employer's first compensation offer is often not a company's best offer, and th employee can negotiate different terms such as higher pay, more vacation t ime, b etter retirement benefits,and so on. In theis a growing needdeal-b ased economy of today’s world, therefor companies to collaborate with each other. As a consequence needs, w ants, a ims, o pinions, and beliefs of theof the varyingparties b rought together, conflicts and disagreements a re inevitable. Thus, negotiation plays an important role in busine world. The benefits of negotiation can be showed that help buil because the aim is to foster goodwill despite relationshipsdifference in interests,andhelp in avoiding f uture c onflictswith noproblem by leaving b oth parties equally s atisfiedbarriers to communication for the future etc.。