The content of commodity trade negotiations is centered on commodities. It mainly includes the quality, quantity, packaging, transportation, price, payment method, insurance, commodity inspection and claim, arbitration and force majeure. Commodity quality refers to the internal quality and appearance of commodities. It is often the most concerned issue of both parties to the transaction, and it is also the main issue of negotiation. The quality of a commodity depends on its natural attributes, and its intrinsic quality is embodied in its chemical composition, biological characteristics, physical and mechanical properties, etc. Its external form is embodied in the shape, structure, color, taste and other technical indicators or characteristics of goods.
There are various representations of these features, and the commonly used representations are as follows:
1) Sample representation. Samples refer to a small number of physical objects that are originally designed and processed or extracted from a batch of goods and can represent the quality of traded goods. Samples can be submitted by either buyer or seller. As long as both parties confirm, the seller should supply the goods consistent with the samples, and the buyer should also receive the goods consistent with the samples. In order to avoid disputes, the general samples should be made in triplicate, one for each buyer and seller, and the other for the commodity inspection authorities or other notarization institutions stipulated in the contract to keep, so as to check the quality in case of disputes between buyers and sellers. In the practice of buying and selling goods, generally, when samples are confirmed, the quality indicators of one or several aspects of the goods should be stipulated as the basis.
2) specification representation. Commodity specifications are technical indicators that reflect the quality of commodities such as composition, content, purity, size, length and thickness. Because of the different quality characteristics of various commodities, the specifications are also different. If both parties to the transaction use specifications to express the quality of goods and use them as negotiation conditions, it is called "buying and selling by specifications". Generally speaking, it is more accurate to buy and sell by specifications, and this method is mostly used in ordinary commodity trading activities.
3) hierarchical representation. Commodity grade is a classification of the quality differences of similar commodities, and it is one of the methods to express the quality of commodities. This representation is based on specification representation, and similar goods have different specifications due to different manufacturers, so the quality connotation of the same grade represented by numbers, characters and symbols is not the same. The negotiation between buyers and sellers on the quality of goods can be expressed by means of the established commodity grades.
4) standard representation. Commodity quality standards refer to specifications or grades uniformly formulated and published by government agencies or relevant organizations. Different standards reflect the different characteristics and differences of commodity quality. In commodity trade, there are common international standards recognized by all countries, namely "international standards"; China has "national standards" formulated by the State Bureau of Technical Supervision and "ministerial standards" formulated by relevant state departments. In addition, there are "agreement standards" for negotiation between the supply and demand sides. Clarify commodity quality standards to express the requirements and recognition of commodity quality put forward by both supply and demand sides.
5) brand name or trademark representation. The brand name is the name of the commodity, and the trademark is the mark of the commodity. Some goods are well-known among users because of their high quality and stability, high popularity and reputation, and are familiar and praised by the majority of users. In the negotiation, both parties can make clear the quality of the goods as long as the brand name or trademark is stated. However, when negotiating, we should pay attention to whether the goods with the same brand name or trademark come from different manufacturers, and whether these goods are damaged or deteriorated for some reasons, and pay more attention to the goods with counterfeit trademarks.
in actual transactions, the above methods of expressing commodity quality can be used together. For example, some transactions use both brand names and specifications; Some transactions use both specifications and reference samples. In addition, we should also pay attention to the following points:
First, when multiple methods of expressing commodity quality are used together, we should avoid ambiguity and ambiguity, and sometimes the terms should indicate which method is the basis and which method is the supplement.
second, when the quality of traded goods is easy to cause changes, we should try our best to collect the reasons for the changes so as to prevent them before they happen. As for the quality tolerance, which is the range that the quality of the goods delivered by the supplier can be higher or lower than the quality terms, the quality tolerance recognized by the same industry can be adopted, or the limit, that is, the upper and lower difference range, can be agreed in consultation.
thirdly, the quality standards of commodities will change with the development of science and technology. During the negotiation, attention should be paid to the latest provisions of commodity quality standards, and the terms should be clear about what kind, country (region), time and version of the quality standards for traded commodities are based on, so as to avoid misunderstandings and disputes in the future.
fourthly, the negotiation of other main indicators of commodity quality, such as commodity life, reliability, safety and economy, should be made clear to facilitate the determination of testing operation.
fifthly, the negotiation of commodity quality terms should be closely linked with commodity price terms and restrict each other. The quantity of commodity transactions is the main content of business negotiations. The number of goods sold is not only related to whether the seller's sales plan and the buyer's purchase plan can be completed, but also related to the price of the goods. The more goods are purchased after payment in the same currency, the cheaper the goods are, so the number of commodity transactions directly affects the economic interests of both parties.
to determine the quantity of commodities to be bought and sold, we must first make clear the units of measurement adopted according to the nature of commodities. The unit of measurement of commodities means tons, kilograms, pounds, etc.; There are pieces, pairs, sets, dozens, etc. that represent the number unit; The units of area are square meters and square feet; Unit of volume has cubic meters and cubic feet. In international trade, because different countries adopt different systems of weights and measures, the number represented by the same unit of measurement is also different. Therefore, it is necessary to master the conversion relationship between various weights and measures and clearly stipulate which system of weights and measures to use in negotiations to avoid misunderstanding and controversy.
in trade practice, it is the weight of goods that is easily disputed. Because the weight of goods will not only change due to the influence of nature, but also many goods have their own packaging and weight problems. If there is no clear weight calculation method between the two parties in the negotiation, there will be disputes over the weight at the time of delivery.
there are two commonly used weight calculation methods: one is based on gross weight; The second is calculated by net weight. Gross weight is the total weight of goods and packages, and net weight is the weight of goods themselves. Since the net weight does not include the weight of the package, it must be the gross weight MINUS the weight of the package according to the net weight.
The package weight is generally called tare weight, and there are four main methods to calculate tare weight:
1) Calculate according to actual tare weight. This is to measure the actual weight of all packages, not to estimate, nor to calculate only the weight of some packages.
2) calculated according to the average tare weight. This is to calculate the weight of packages with uniform specifications by average.
3) according to the customary tare weight. This is a package of recognized specifications, calculated according to the determined unit weight. Such as the determination of the weight of machine-made sacks for packaging grain and flour bags for packaging flour.
4) Calculate according to the agreed tare weight. This is the calculation made by both parties in the negotiation based on the package weight determined through negotiation.
in business activities, most of the traded goods measured by weight are priced by net weight. Therefore, in business negotiations, how to calculate the weight of goods and how to deduct tare weight must be clearly negotiated to avoid disputes during delivery. In commodity trading, except for bulk goods and naked goods, most goods need to be packaged. Packaging has the functions of promoting commodities, protecting commodities, facilitating storage and transportation and facilitating consumption. In recent years, with the increasingly fierce market competition in China, manufacturers have changed the traditional packaging method of "first-class products, third-class packaging" in order to improve their competitiveness and expand their sales. In the market, the packaging of goods not only changes rapidly, but also the design level is getting higher and higher. From this point of view, packaging is also an important part of commodity trading. As a business negotiator, in order to satisfy both parties, we must be proficient in packaging materials, packaging forms, decoration design, shipping marks and other issues.
in order to reasonably choose the packaging of goods and avoid disputes caused by packaging problems, both parties should pay attention to the following when negotiating the terms of commodity packaging:
First, make clear the types, materials, specifications, costs, technologies and methods of packaging according to the characteristics of the traded goods themselves. Commodity management packaging includes domestic sales, export and special commodity packaging; Commodity circulation packaging includes transportation packaging (outer packaging) and sales packaging (inner packaging); According to the number of goods contained in the package, there are single packaging and collective packaging; According to the scope of use of packaging, there are special packaging and general packaging; According to the packaging materials, there are paper, plastic, metal, wood, glass, ceramics, fiber, composite materials, other materials packaging and so on. These different packages also have differences in volume, volume, size and weight, which all affect commodity trade.
second, according to the different requirements and special requirements of the negotiating party or users on the packaging types, materials, specifications and decoration of similar goods and the changing trends in different periods, we will negotiate and identify them. In commodity trading, the seller's collection of payment from the buyer is based on the delivery of the goods, so the mode of transportation, transportation costs and delivery place are still important contents of business negotiations.
1) mode of transportation. The mode of transportation of commodities refers to the methods and forms used to transfer commodities to their destinations. Divided by means of transport, the modes of transport include road transport, water transport, railway transport, air transport and pipeline transport. According to the mode of operation, it can be divided into self-transportation, consignment and combined transportation.
At present, railway transportation, road transportation, waterway transportation, self-transportation and consignment are mainly used in domestic trade. Shipping, shipping, consignment and leasing are mainly used in foreign trade. In business activities, the key to how to make goods reach their destination quickly and economically lies in choosing a reasonable mode of transportation. To choose a reasonable mode of transportation, we should consider the following factors: First, according to the characteristics of goods, the size of freight volume, natural conditions, loading and unloading locations and other specific conditions; Second, according to the characteristics of various modes of transportation, they should be selected through comprehensive analysis.
2) transportation costs. The calculation standards of transportation cost include: according to the weight of goods, according to the volume of goods, according to the number of goods, according to the price of goods, etc. In addition, other surcharges will be added for special reasons in transportation. During the negotiation, both parties shall comprehensively consider the weight, volume, number of pieces and the preciousness of the goods, make reasonable plans, change the packaging of the goods under possible conditions, reduce the volume, stack them scientifically, select reasonable calculation standards, demonstrate and determine the rationality of the change of additional expenses, clarify the delivery conditions of both parties, and draw a clear line between the scope and boundaries of the expenses they bear.
3) Time and place of shipment and time and place of delivery. These not only directly affect whether the buyer can receive the goods on time, meet the demand or put them on the market, and recover the funds, but also cause price fluctuations and possible differences in economic benefits due to changes in delivery time and space. During the negotiation, we should make a comprehensive analysis based on the transportation conditions, market demand, transportation distance, transportation tools, docks, stations, ports, airports and other facilities, as well as the natural attributes and climatic conditions of the goods, and make clear the place of shipment and delivery, and the specific date of shipment and delivery. Insurance is a method that the insurance fund is composed of the insurance premiums paid by the insured to compensate the economic losses caused by accidents or natural disasters, or to provide material security for individuals who are killed or disabled. The insurance we refer to here mainly refers to cargo insurance. The main contents of cargo insurance include: the insurance liability of both parties to the trade, and specifying the undertaker who handles the insurance formalities and pays the insurance expenses.
China's commodity trade does not explicitly stipulate who should bear the insurance liability, and only through negotiation, the two sides can solve it through consultation. However, in international trade, after the price terms in the commodity price clauses are determined, the insurance responsibilities of both parties are clarified. For example, FOB price and CIF price in foreign trade, after the goods are shipped and delivered, the seller does not bear the insurance, and the responsibility is borne by the buyer. The cif price means that the insurance liability of the goods during transportation after shipment is still borne by the seller. In foreign trade business, we should try our best to use CIF when exporting, and strive for insurance in China, where the insurance premium will be collected. For similar commodities, the common practices of various countries in terms of insurance risks, insurance methods and insurance amount, or the special requirements and provisions on commodity insurance must be clarified by both parties to the negotiation. The relevant provisions of major insurance companies in the world in terms of insurance procedures and methods, coverage, types of insurance documents, insurance rates, payment methods of insurance fees, insurance liability period and scope, and insurance compensation principles and procedures are considered and screened, and finally determined. Attention should be paid to the differences in terms of insurance business and the different interpretations of terms and concepts to avoid disputes. Commodity price is the most important content in business negotiation, and its level directly affects the economic interests of both sides of trade. Whether the commodity price is reasonable or not is an important condition to determine the success or failure of business negotiations.
commodity prices are determined according to different pricing bases, pricing objectives, pricing methods and pricing strategies. The composition of commodity prices is generally influenced by many factors, such as commodity cost, commodity quality, transaction volume, supply-demand relationship, competitive conditions, mode of transportation and price policy. Only by deeply understanding the market situation, grasping the facts and paying attention to the changes of the above factors can the negotiations be successful.
price is the monetary expression of value. If you are familiar with cost accounting, you can grasp the price level and determine the profit of the other party, so as to bargain in a targeted manner.
pricing by quality is a common method in price negotiation. Negotiators should shop around and determine reasonable prices on the basis of commodity quality.
the quantity of goods is a bargaining chip. At present, most buyers and sellers have batch pricing. Generally speaking, if the quantity of goods is large, the price will be low. If the quantity is small, the price will be high.
commodity prices are also affected by market supply and demand. When the supply of goods exceeds demand, the price falls; On the contrary, commodity prices will rise. In the negotiation, we should analyze the current and future demand of commodities in the market. In addition, negotiators should also consider the market life cycle, market positioning, market purchasing power and other factors of the commodity, judge the changing trend of market supply and demand and the possible price changes after signing the contract, so as to determine the transaction price of the commodity, and determine the treatment methods for price changes. Generally speaking, delivery within the delivery date stipulated in the contract, no matter how the price changes, is still carried out according to the contract pricing (in state price, it is carried out according to the regulations after adjustment). If the delivery is overdue and the market price rises at the time of delivery, the contract price shall prevail; If the market price falls, it shall be executed according to the market price at the time of falling. In short, the losses caused by price changes should be borne by the party at fault to urge the contract to be fulfilled on schedule.
the business strategy of competitors will also directly affect the price of commodity trading. In the market competition, sometimes in order to obtain the supply, the commodity price will be higher; Sometimes in order to seize the market and increase the market share, the price will be lower. Negotiators must pay close attention to the market competition when negotiating prices.
the policies, decrees and pricing principles of different countries in different periods will also affect the price negotiations between the two parties. When negotiating, buyers and sellers should abide by the national price policies and decrees, and determine the price form, price fluctuation range and profit rate according to the policies and decrees.
In international business negotiations, both parties should also clearly stipulate what kind of currency and monetary unit to use. Generally speaking, we should strive to use "hard currency" in export trade and "soft currency" in import trade or not during settlement period.