法国HTL公司与泰佛进出口公司达成大米出口交易：交易磋商的示例

【经典案例】

法国HTL公司是天津泰佛进出口公司的多年老客户。该公司每年都向泰佛进出口公司订购大量整船装运的大米，转口非洲。2008年底，该公司又来邮件，询问我方是否愿意按每吨245/250美元价格出售35%碎粒的籼米（水分：最高15%；杂质：最高1%）。泰佛进出口公司在收到该商电传后，根据国际市场及我方货源等情况，制定了详细的出口商品经营方案，经磋商最终与该公司达成一笔新的大米出口交易。

●12月20日对方来函

PLEASE ADVISE IF YOU ARE INTERESTED IN THE VICINITY OF 245/250 US DOLLARS FOR 35 PERCENT BROKENS LONG SHAPED RICE 50 KILOS BAGS REGARDS.

（请电告是否有兴趣，35%碎粒245/250美元左右，籼米50千克袋装。致意。）

●12月31日我方去函

YOUR TELEX THIRTIETH LONGSHAPED RICE TOO LOW NOT INTERESTED.

（你30日电传籼米价太低无兴趣）

●1月3日对方来函

THANKS FOR YOUR TELEX 31ST PLEASE ADVISE AT WHAT PRICE LEVEL YOU WOULD BE INTERESTED FOR 40/60 000 TONS 35 PERCENT LONGRICE SHIPMENT FEB/MAY EQUAL MONTHLY STOP PLEASE REPLY URGENTLY STOP BEST WISHES.

（你31日电传谢悉。请告在何价格水平你有兴趣40/60 000吨35%籼米二月/五月平均装运。请急复。良好祝愿。）

●1月4日我方去函

TO FACILITATE YOUR WORK OUR REFERENCE PRICE LONG RICE 35 PERCENT BROKENS USD 292 FOBS TIANJIN STOP BEST WISHES.

（便于你工作，我参考价格籼米35%碎粒292美元FOBS天津。良好祝愿。）

●1月5日对方来函

ON BEHALF OF OUR PRINCIPALS WE EXCEPTIONALLY BID FIRM 60 000 TONS 10 PERCENT MORELESS BUYERS OPTION LONGSHAPED WHITERICE 35 PERCENT BROKENS USD 277 FOB STOWED TIANJIN GROSS FOR NET 50 KILOS NEW GUNNY BAGS STOP SHIPMENT FEB/JUNE ABOUT EQUAL MONTHLY BUYERS OPTION PAYMENT BY CONFIRMED IRREVOCABLE SIGHT L/C STOP REPLY REACHING US MONDAY SEVENTH JANUARY PARIS OUR OPENING TIME STOP THANKS IN ADVICE BEST REGARDS.

（代委托人例外递实盘60 000吨10%上下买方决定籼米35%碎粒277美元FOB并理舱天津，毛作净，50千克新麻袋，二月/六月大约平均装运，由买方决定，付款保兑不可撤销即期信用证。巴黎时间1月7日星期一工作时间复到我方。预致谢意。）

●1月7日我方去函

YOUR TELEX FIFTH YOUR PRICE TOO LOW REGRET UNABLE COUNTEROFFER.

（你5日电传价太低，很抱歉难以还盘。）

●1月7日对方来函

REFERRING YOURS SEVENTH HAVE FINALLY CONVINCED PRINCIPALS IMPROVE BID 35 PERCENT USD 284 OTHER TERMS UNCHANGED PLEASE RUSH REPLY OUR OPENING EIGHTH JANUARY.

（你7日电传已最后说服委托人改进递盘，35%284美元，其他条件不变。请速复1月8日我方工作时间。）

●1月8日我方去函

YOUR TELEX SEVENTH COUNTEROFFER TILL NINTH OUR TIME LONGRICE 35 PERCENT BROKENS 60 000 TONS SHIPMENT FEB/MAR/APR 20 000 TONS MONTHLY USD 291 FOBS TIANJIN GROSS FOR NET CONTRACT DESTINATION ABIDJAN EXCLUDING MADAGASCAR AND MAURITIUS NEW SINGLE GUNNY BAGS ABOUT 50 KILOS EACH.

（你7日电传还盘有效至9日我方时间，籼米35%碎粒60 000公吨，装运二/三/四月每月20 000吨，291美元，FOBS天津，毛作净，目的港阿比让（马达加斯加和毛里求斯除外），单层麻袋每袋约50千克。）

●1月8日对方来函

BEHALF PRINCIPALS BID SUBJECT REPLY OUR OPENING 9TH JAN 45 000 TONS 10 PERCENT MORELESS BUYERS OPTION LONGSHAPED WHITERICE 35 PERCENT BROKENS FEB/MAR/APR ABOUT 15 000 TONS EACH USD 288 FOB STOWED TIANJIN 50 KILOS NEW BAGS STOP ATTENTION STIFF COMPETITION FROM OTHER ASIAN SELLERS.

（代委托人递盘1月9日工作时间回复，45 000 吨10%上下买方决定，籼米35%碎粒二/三/四月每月约15 000吨288美元FOB并理舱天津，50千克新袋。注意来自其他亚洲卖户竞争激烈。）

●1月9日我方去函

YOUR TELEX EIGHTH LONGRICE COUNTEROFFER TILL TENTH OUR TIME 35 PERCENT BROKENS 35 000 TONS 5 PERCENT MORELESS USD 291 SHIPMENT ABOUT 12 000 TONS MONTHLY OTHER TERMS AS PER OUR TELEX JANUARY EIGHTH.

（你8日电传籼米还盘有效至10日我方时间，35%碎粒35 000吨5%上下291美元装运每月约12 000吨，其他条件按我1月8日电传。）

●1月9日对方来函

BEHALF PRINCIPALS SUBJECT REPLY OUR OPENING TENTH JANUARY WE BID FIRM AS PER OUR YESTERDAYS TELEX BUT PRICES 35 PERCENT USD 289 STOP AS YOU ARE AWARE MODERN VESSELS RANGE ABOUT 12 000 TONS 10 TONS ONLY REASON WHY WE MAINTAIN QUANTITY 10 PERCENT MORELESS BUYERS OPTION TO SUIT CAPACITY OF VESSELS STOP KINDLY ACCOMMODATE IN ORDER TO TERMINATE BUSINESS STOP THANKS REGARDS.

（代委托人限1月10日工作时间回复，递实盘按我昨日电传价格35%碎粒289美元。如你所知现代船舶容量约在12 000吨10%上下之间，此系我坚持数量10%上下由买方决定唯一理由，以便适应船舶容量。请融通达成交易。致谢并问候。）

●1月10日我方去函

YOUR TELEX NINTH CONSIDERING FRIENDLY RELATIONS AND COOPERATING WITH YOU WE CONFIRM EXCEPTIONALLY 35 PERCENT BROKENS 36 000 TONS USD 289 10PCT MORELESS BUYERS OPTION CONTRACT CR81008 AIRMAILING.

（你9日电传考虑到友好关系并配合你方，我例外确认35%碎粒35 000公吨289美元，10%上下买方决定，合同CR81008航寄。）

任务示范

本组经过市场调研和搜集市场资料，得知荷兰首都阿姆斯特丹的一家贸易公司有意采购一批自行车，因此结合我方市场情况做了如下交易准备。

1.商品名称：Bicycle A100 WHITE and BLACK Bicycle A200 BLUE AND RED

2.目标市场：荷兰阿姆斯特丹

目标客户：大洋贸易公司（DAYANG TRADING CO.，LTD.）

3.报价：Bicycle A100 WHITE and BLACK的报价为：

FOB SHANGHAI USD 45.563/Bicycle CFR AMSTERDAM USD 81.878/Bicycle CIF AMSTERDAM USD 86.869/Bicycle Bicycle A200 BLUE AND RED的报价为：

FOB SHANGHAI USD 44.143/Bicycle CFR AMSTERDAM USD 80.458/Bicycle CIF AMSTERDAM USD 85.433/Bicycle

请根据以上交易准备进行交易磋商，以下为磋商内容。

1.大洋贸易公司根据我方的业务介绍进行询盘如下：

Oct 14，2016

SHIJIA TAICANG CO.，LTD.(www.xing528.com)

1#JINAN ROAD TAICANG CHINA

TEL：（0512）82588666

FAX：（0512）82588999

ZIP CODE：215400

Dear Mr.Zhao，

Thank you for your letter of Oct 12，2016 and your latest catalogue.

We are much impressed by your commodity especially AT series，AT 100，AT 101 and AT 200，AT 201.It would be appreciated if you could quote us your best price on FOB Shanghai，CFR AMSTERDAM & CIF AMSTERDAM.

Meanwhile we would like to have some samples of the above items for our customers to test before we could place a firm order.

If the lab tests go well，and your prices are competitive，we'd certainly be able to place a substantial order.

We are looking forward to your early reply.

Yours faithfully，DAYANG TRADING CO.，LTD.

Jason

2.我方作出如下发盘：

Oct 16，2016

Dear Mr.Jason，

We are pleased to receive your inquiry of Oct 14，2016 and to hear that you are interested in our AT series.

We would like to quote as follows based on per 6 meters FCL.

Packing：All of the Commodity，57 bicycles per cartons.

Payment：By sight L/C.

Shipment：To be effected within 2 months from receipt of the relevant L/C.

Insurance：For 110%invoice value covering WPA，Risk of Rust and War Risk as per Ocean Marine Cargo Clause of the People's Insurance Company of China dated 01/01 1981.We will keep this offer valid only for 7 days.

In addition，we have airmailed to you the samples you requested.

If you find the above acceptable，please fax us for confirmation.

Yours faithfully，SHIJIA TRADING Co.，Ltd.

Zhao

3.大洋贸易公司作出还盘如下：

Oct 17，2016

SHIJIA TRADING CO.LTD TEL NO.：（0512）82588666 FAX NO.：（0512）82588999

Dear Mr.Zhao，

Thank you for your letter of Oct 16，2016 and your samples.

For your information，our customers are quite satisfied with the test result of your samples but they are still holding back.

After careful examining and comparison with similar products of other makes，we find your quotationis really much higher.Unless the prices could match with the market level，it is difficult to persuade customers to purchase from you.

So，we would counter offer as follows：

Bicycle A100 WHITE AT 100 USD 75 CIF AMSTERDAM

Bicycle A100 BLACK AT 101 USD 75 CIF AMSTERDAM

Bicycle A200 BLUE AT 200 USD 80 CIF AMSTERDAM

Bicycle A200 RED AT 201 USD 80 CIF AMSTERDAM

Actually，competitive prices for a trial order can often lead to a high market share with enormous profits in future.We hope you will consider our counter-offer favorably and let us have your acceptance by telex.

Yours faithfully，DAYANG TRADING CO.，LTD.

Jason

4.大洋贸易公司作出接受如下：

Oct 21，2016

Dear Mr.Jason，

Thank you for your letter of Oct 17，2016.We really appreciate your effort to pave the way of our business.

We are pleased to accept your prices and terms stated in your previous letter.And the contract No.BG091109 enclosed.

We expect to find a good market for the products and hope to place further and larger orders with you in the near future.

Yours faithfully，SHIJIA TRADING CO.，LTD.

Zhao