3.2 General Procedures of Business Negotiations商务磋...

3.2 General Procedures of Business Negotiations商务磋商的一般程序

Generally speaking,you go through four stages in a typical business negotiation—enquiry,offer,counter-offer,and acceptance,though some stages might be skipped or repeated under certain circumstances.Among the four stages,only “offer”and “acceptance”are indispensable.If your negotiations turn out well,hopefully,you’ll make a deal.According to CISG,a deal is concluded the moment an acceptance of an offer becomes effective.In what follows,let’s examine the key points for each stage from your perspective as an exporter,but as each stage can be initiated by both you and the importer,rules or suggestions in each stage for you also apply to the importer.