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1、ChapterFourContentofNegotiation(I)Anyoneengagecinforeigntradeknowsthatnegotiationisaveryimportantcomponentininternationalbusinessactivities.Asfarasinternationalinvestment,importandexportofproducts,machineryandequipmentareconcerned,negotiationoninternationalbusinessan
2、deconomyisaconsultativeprocessbetweengovernments,tradeorganizations,nuliinaiioienterprisesorprivatefirms.Inshort,itisaprocessbetweenthebuyersandthesellers,sonegotiationisoneoftheimportantstepstakentowardcompletingimportandexporttradeagreements・4.1InquiryandReplyInint
3、ernationalbusinessactivities,makingiyistheinstageofbusinessnegotiationbetweenthebuyersandsellers,thepurposeofwhichistoseekasupplyofproducts,serviceorinformation.Usually,thebuyersmakeinquirieswithoutanyn屮itogetinformationaboutthegoodstobeordered.Thesellers,however,can
4、alsomakeinquiriestogetinformationaboutthegoodstosold,withoutanyengagement,too.Theinformationwantedbythebuyersorthesellersusuallyincludesthefollowingelements:Thesupplyof;Theprice;Thealaloj;Thepackaging;Thedeliverydate;Termsofpaymentandothertermsconcerned.Inquirycanbem
5、adejorinwrittenfomi.Ifthewrittenformisadopted,thepersonwhomakesinquiriesshouldremembertoconsidercarefullytowhichtheinquiriesaretobesentandhowmanysuppliesor)urch;iscsaretobeipproachcdinoneandthesame・Failuretotakeinto)nsiclcrationthe、situationwouldleadtoeffectonfuture
6、・Whenwritingenquiryletterstoyourounierpart,thereisonneedtochoosewordsandirasescarefullytodrawthereaders5attention.Arequestforapricelistorcataloguecanbemadeinasinglesentence.Arequestforaquotaiioiofpriceandothertradetermsmayneedalittlelonger」es(丨，whichshouldbeclearande
7、xact.Butrememberthereisnoneedforlong,over-politephrasesandstilllesshumbleness・Ifitisthefirsttransactionbetweenthepartiesconcerned,thefirstenquirylettershouldbeginbytellingthereceiverhowhisnameandaddressisknown.Then,somegenerallyinformationaboutyourownbusiness,suchast
8、hekindofgoodscllec,quantisesneededortobesold,usualtermsoftradeandanyinformationlikelytoenablethesuppliersorthebuyerstodecidewhatthe
