国际商务谈判课件肖文萍Unit03PurchaseIntroduction

Introduction Purchase is not one of the stipulations in a contract like payment, delivery and insura

Introduction Purchase is not one of the stipulations in acontract like payment, delivery and insurance, etc. It refers to the whole process that abuyer purchases products or services from a seller. Usually when the contract is made by the seller, it is called asales contract, and when made by the buyer, a purchase contract. Making purchase is closely market related. On abuyer’s market, making apurchase is just ajob of following the rules of the business whereas completing a purchase requisition on aseller’s market is atough job for a purchaser. Usually the purchaser has to tell the seller that his or her company is in urgent need of the goods; if the seller mentions some difficulties in offering the goods, the purchaser should be flexible on his position by offering ahigher price or make some concessions in some aspects and emphasizes the friendship and long-run cooperation.