浅论合同中的谈判-毕设论文.doc
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1、中国某某信息学校学生毕业设计(论文)题 目: 浅论合同中的谈判 姓 名 : 0000 班级、学号 : 00000班、00号 系 (部) : 经济管理系 专 业 : 商务英语 指导教师 : 0000 开题时间 : 2009-4-10 完成时间 : 2009-11-12 2009 年 11 月 12 日22目 录毕业设计任务书 1毕业设计成绩评定表 2答辩申请书 3-5正文6-23答辩委员会表决意见24答辩过程记录表25 课 题 浅论合同中的谈判 一、 课题(论文)提纲前言 1合同谈判的定义2商务谈判在合同中的地位21 谈判可以保护合同双方的利益22谈判是实现商品价值的跳跃23 所有商品的交换都是
2、以谈判为前提的 3合同谈判的前提和步骤3.1合同谈判的前提32合同谈判的步骤4 合同谈判的内容41合同谈判中的价格条款42合同谈判中的包装条款43合同中的支付条款5 谈判中的出现的问题51谈判双方的争议52不同文化所引起的问题53合同中的软条款 6 如何解决合同中的问题结束语二、内容摘要在国际贸易买卖中,买卖双方的磋商是销售合同鉴定的基础。交易磋商工作的好坏直接影响到合同的签订及以后的履行,关系到交易双方的经济利益。所以我认为对合同中的商务谈判的进一步学习是有必要的。通过了解合同中的谈判的价格条款,支付条款等,从而掌握一定的贸易技巧。懂得如何去处理国际贸易合同中的索赔。通过对合同中的商务谈判的
3、学习能让我们更好的和社会接轨。促进我国的经济发展。让自己成为一名合格的外贸人员。三、 参考文献1杨丽华、董俊英 贸易实务英语G 北京:首都经济贸易大学出版社 2000;2杰弗里.吉特默著 张烨译 销售圣经M修订版 北京:电子工业出版社,2004; 3汤秀莲. 国际商务谈判G.天津:南开大学出版社,2005;4后东社 打造成交高手M经济管理出版社 2005;5 井润田,席酉民. 国际商务谈判G . 北京:机械工业出版社,2007;6吴思乐,胡秋华主编 世纪商务英语谈判口语G 大连:大连理工大学出版社,2007; 7罗杰,道森 优势谈判M重庆:重庆出版社 On The Sales Contract
4、 NegotiationTan ZhenhuiAbstract: In international trade, business negotiation, which has direct influence on the conclusion and implementation of a contract, plays a basic part in the conclude of a sales contract and has great bearing on the economic interest of the parties concerned.Keywords:busine
5、ss; international trade; contract; negotiation IntroductionAs china join in the WTO, there more and more international trade since 2001. So many business trade led to our country developing, at the same time, we must do something to meet the international trade. Negotiation and implementation of sal
6、es contract is the most important part of international trade. after the two parts though negotiation, conclude to the contract then they sign the contract as the reference to the right and obligation of two parts. Once the contract is efficiency according to the low, the respect party must on sched
7、ule, on quality and on quantity complement the contract stipulation.1.the definition of the contract negotiationBusiness negotiation is conducted for the purpose of reaching an agreement and is a process of discussing the relevant term and conditions of a transaction between the buyer and the seller
8、, It is the most important part of international trade and a legal proceeding to conclusion a contract.2.The situation of the negotiation in the contract Roger Dawson says the most useful way to earn money is negotiation .and the negotiation is also the basic of economic to final the countrys develo
9、pment. So how important the negotiation is. You can see from the follow obviously:2.1 The negotiation can protect both two parties benefit.The negotiation of the contract not only a policy or skil , but also relevant the low. It can protect the two parties benefit. When you negotiation, you can poin
10、t out some term will bad for you, or some conditional is not allowed on your parties and so on. It shall be final and binding upon both parties.2.2 The negotiation was a leap to come true the value of commoditiesMarx says:”the value of products is a breathtaking leap , and the negotiation was the ke
11、yboard to come true the leap.”That means, if the product want be there value, to come true the final value, they must through negotiation .this is the only way to get the goal2.3 Every products exchange must basis on the negotiation.If there were negotiation, there will no success, if the world neve
12、r have get benefit, and come true the value, and the social will never have develop. The world will be all black.3.The prepare and step of business negotiation Business contract needs abundant prepare, can protect both benefit come true.3.1 the prepare of the business contractbefore business negotia
13、tion must do four sides prepare.First, choose person who in upper stuff business negotiation:Second, choose perfect end market;Third, choose the advisable cooperation And the end is made right business negotiation project.3.2 the step of business negotiation Generally speaking, business negotiation
14、involves four steps; inquiry, offer, counter-offer and acceptance, among which, offer and acceptance are two indispensable steps for reaching an agreement and concluding a contract. 3.2.1 invitation to offer: is either an inquiry made to get information about the terms and conditions of a modify tra
15、ding, or a conditional suggestion about the transaction. Inquiry is a usual form of invitation to offer involving quality, quantity, price, packing, shipment, asking for samples and catalogue etc. Inquiry can be made by the buyer or the seller, and be made orally or in writing.3.2.2 offer: is a suff
16、iciently definite proposal for concluding a contract addressed to one or more specific persons indicating the intention of the offer to be bound in case of acceptance by the offeree.The following rules are required for an offer:a. the offer is addressed to one or more specific person. b. the offer m
17、ust be definite. such as name and specifications of commodity, quantity, packing, price, shipment, and payment are required in an offer.c. a proposal indicating the offeror to be bound in case of acceptance by the offeree.d. fxing in general terms. General terms such as “prompt reply ”, “immediate r
18、eply” etc. are ambiguous and indefinite and should be avoided. An offer, once accepted, is irrevocable, But rules about whether or not an offer an be withdrawn, altered or revoked differ from country. According to the relevant stipulations of the , an offer, even if it is irrevocable, may be withdra
19、wn if the withdrawal reaches the offeree before or at the same time as the offer. Until a contract is concluded an offer may be revoked if the revocation reaches the offeree before he has dispatched an acceptance. However, an offer cannot be revoked under the following circumstances:First, if it ind
20、icates, whether by stating a fixed time for acceptance or otherwise, that it is irrevocable; or Second, if it was reasonable for the offeree to rely on the offer as being irrevocable and the offeree has act in reliance on the offer.An offer terminates under the following circumstances :a, by non-acc
21、eptance within the time-limit, by non-acceptance within a reasonable time if no time limit is specified ;b, when revoked before acceptance; c, when rejected by the offeree.3.2.3 Acceptance: Acceptance becomes effective when the buyer or the seller unconditionally agrees the offer made by their count
22、erpart .A contract is conclude once the offer is accepted.An effective acceptance should:a. Be made by the offeree;b. Be in accordance with the offer;c. Be made in validity period.According to the relevant article of , an acceptance of an offer becomes effective at the moment the indication of assen
23、t reaches the offeror. An acceptance is not effective if the indication of assent does not reach the offeror within the time he has fixed or, if no time is fixed, within a reasonable time. An acceptance may be withdrawn if the withdrawn reaches the of feror before or at the same time as the acceptan
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