đề tài đàm phán bằng thư trong kinh doanh

BỘ GIÁO DỤC VÀ ĐÀO TẠO TRƯỜNG ĐẠI HỌC KINH TẾ TP . HCM Khoa Thương mại- Du lịch- Marketing ĐỀ TÀI: ĐÀM PHÁN BẰNG THƯ Giảng viên hướng dẫn : GS.TS Đoàn Thị Hồng Vân Sinh viên thực hiện : Nguyễn Thị Kim Hoa Lớp: TM01 MSSV :31091021552 Seller: PETEC COFFEE JOINT STOCK COMPANY Street :194 Nam Ky Khoi Nghia, Dist.3, Suburb: HO CHI MINH CITY Country: VIET NAM Mail:coffee@petecof.vn Telephone :(84) - (8) - 39305215 / 39300904 Fax : (84) - (8) - 39301377 Website: http://Petecof.vn Buyer: Leelanau Coffee Roasting Corporation 6443 Western Avenue, P.O. Box 143 , Glen Arbor, Michigan 49636, USA; Tel 231/334-3365 Fax 231/334-7680; Website: http://www.leelanaucoffee.com Email: qu estion@leelaunau.com 1. The enquiry Leelanau Coffee Roasting Corporation 6443 Western Avenue, P.O. Box 143 , Glen Arbor, Michigan 49636, USA; Tel 231/334-3365 Fax 231/334-7680; Website: http://www.leelanaucoffee.com Email: qu estion@leelaunau.com Your ref: Our ref: Inq F123 22 Jan, 2013 The Sales Director PETEC COFFEE JOINT STOCK COMPANY Street :194 Nam Ky Khoi Nghia, Dist.3, Suburb: HO CHI MINH CITY Country: VIET NAM Mail:coffee@petecof.vn Telephone :(84) - (8) - 39305215 / 39300904 Fax : (84) - (8) - 39301377 Website: http://Petecof.vn Dear sir or madam, We have read an article on Internet about your raw Robusta coffee beans. We would like to have a long-standing relationship with your company We would be grateful if you could send us some sample of Vietnam Robusta coffee. We would also appreciate your letting us have full information regarding FOB Ho Chi Minh port prices, terms of payment and earliest delivery date If the price offered are competitive and the quality is of the standard we require, we shall place large orders with you in future. We look forward very much to receiving samples and quotation from you soon, Yours faithfully General Director, Justine Johns 2. Offer PETEC COFFEE JOINT STOCK COMPANY Street :194 Nam Ky Khoi Nghia, Dist.3, Suburb: HO CHI MINH CITY Country: VIET NAM Mail:coffee@petecof.vn Telephone :(84) - (8) - 39305215 / 39300904 Fax : (84) - (8) - 39301377 Website: http://Petecof.vn Your ref: Inq F123 Our ref: 456/ AB 24 Jan, 2013 Dear Sir, Thank you for your letter on 22, Jan 2013. We wish to inform you that we have Vietnam Robusta coffee in which we think you may be interested. After reading your enquiry and your requirements, We are pleased to send our offer sheet with terms and conditions as follow 1. Commodity: Vietnam Robusta Coffee Bean • FOB/ CIF Price: /Metric Ton • Port: Ho Chi Minh • Minimum Order Quantity: 50 Metric Ton/Metric Tons • Supply Ability: 5000 Metric Ton/Metric Tons per Month • Payment Terms: L/C,T/T,D/P 2. Quick Details: • Type: Coffee Bean • Cultivation Type: Common • Processing Type: Raw • Style: Dried • Grade: Vietnam Robusta Coffee Bean Grade 1, Screen18; Grade 1, Screen 16; Grade 2, Screen 13 • Color: Natural Color • Packaging: Jute Bags • Certification: ISO • Brand Name: FOCOCEV BRAND • Place of Origin: Vietnam 3. Specifications: VIETNAM ROBUSTA COFFEE BEANS Common Criteria VietnamRobusta Coffee Grade1 Screen No.18 VietnamRobusta Coffee Grade1 Screen No.16 Vietna mRobu sta Coffee Grade1 Screen No.16 Moisture 12.5 % maximum 12.5 % maximum 13.0 % maximu m Black & Broken Beans 2.0 % maximum 2.0 % maximum 5.0 % maximu m Foreign Matters 0.5 % maximum 0.5 % maximum 1.0 % maximu m Excelsa Beans 0.5 % maximum 0.5 % maximum 1.0 % maximu m Minimum90%OverScreen No. 18 (7.1 mm) 16 (6.3 mm) 13 (5.0 mm) Packing Conditions in bags : 18 MT per container min. in bags : 18 MT per container min. in bags : 18 MT per containe r min. in bulk : 21 MT per container in bulk : 21 MT per container in bulk : 21 MT per containe r 4. Price: VietnamRobusta Coffee Grade1 Screen No.18: 5,050.00USD /MT FOB, HCM port (Incoterm 2010) VietnamRobusta Coffee Grade1 Screen No.16:2,324.00 USD /MT FOB, HCM port (Incoterm 2010) VietnamRobusta Coffee Grade1 Screen (black and broken beans: 5% maximum)No.16: 2,124 USD /MT FOB, HCM port( Incoterm 2010) 5. Payment: By CAD 6. Packaging Detail: 50Kg or 60 Kg in single or double Jute Bags/,19 Metric Tons per 20’ Container 7. Delivery Detail: 15-30 days from the date of confirmation. We have sent you 4 samples by DHL on 23 Jan, 2013 We feel sure that our offer will be of interest and assistance to you and we shall be glad to send you further information should you require it. This offer is made without engagement on your part. Yours faithfully, Ho Quyet Thang General Director 3. Counter- offer. Leelanau Coffee Roasting Corporation 6443 Western Avenue, P.O. Box 143 , Glen Arbor, Michigan 49636, USA; Tel 231/334-3365 Fax 231/334-7680; Website: http://www.leelanaucoffee.com Email: question@leelaunau.com Your ref: 456/AB Our ref: Inq F123 26 Jan, 2013 Dr. Ho Quyet Thang General Director PETEC COFFEE JOINT STOCK COMPANY Street :194 Nam Ky Khoi Nghia, Dist.3, Suburb: HO CHI MINH CITY Country: VIET NAM Mail:coffee@petecof.vn Telephone :(84) - (8) - 39305215 / 39300904 Fax : (84) - (8) - 39301377 Website: http://Petecof.vn Dear Dr Ho Quyet Thang Thank for sending us your samples and quotations We are interested in the Vietnam Robusta Coffee Grade 1. Screen No.18 at USD 5050.00 /FOB stowed HCM port (Incoterms 2010). We find this kind of product suitable for our market, but the price is not much competitive compared with other suppliers, and payment term is not much convenient for us. If you could come down to Price USD 5000/ MT, and let we pay by irrevocable L/C at sight, we might be able to order 30,000MT. Your consideration of this matter and immediate reply would be appreciated. Your sincerely Justine Johnson General Director 4. Acceptance PETEC COFFEE JOINT STOCK COMPANY Street :194 Nam Ky Khoi Nghia, Dist.3, Suburb: HO CHI MINH CITY Country: VIET NAM Mail:coffee@petecof.vn Telephone :(84) - (8) - 39305215 / 39300904 Fax : (84) - (8) - 39301377 Website: http://Petecof.vn Your ref: Inq F123 Our ref: 456/AB 27, Jan 2013 Dr Justine Johnson General Director Leelanau Coffee Roasting Corporation 6443 Western Avenue, P.O. Box 143 , Glen Arbor, Michigan 49636, USA; Tel 231/334-3365 Fax 231/334-7680; Website: http://www.leelanaucoffee.com Email: qu estion@leelaunau.com Dear Dr. Justine Johnson Thank you for your letter on 26, Jan, 2013, in which you suggested to reduce the coffee unit price. We can accept your suggested unit price for Vietnam Robusta Coffee Grade 1. Screen No.18 at USD 5000/ MT FOB stowed HCM port. We also accept you wil pay by L/C at sight. We look forward to having your order in the soonest to arrange the cargo in good time. Yours truly Ho Quyet Thang General Director 5. Order Leelanau Coffee Roasting Corporation 6443 Western Avenue, P.O. Box 143 , Glen Arbor, Michigan 49636, USA; Tel 231/334-3365 Fax 231/334-7680; Website: http://www.leelanaucoffee.com Email: question@leelaunau.com Your ref: 456/AB Our ref: Inq F123 29 January, 2013 Dr Ho Quyet Thang PETEC COFFEE JOINT STOCK COMPANY Street :194 Nam Ky Khoi Nghia, Dist.3, Suburb: HO CHI MINH CITY Country: VIET NAM Mail:coffee@petecof.vn Telephone :(84) - (8) - 39305215 / 39300904 Fax : (84) - (8) - 39301377 Website: http://Petecof.vn Dear Dr Ho Quyet Thang, We thank you for your reply on 27 Jan, 2013. We are pleased to order the coffee as per you offer and your samples 1. Commodity: VietnamRobusta Coffee Grade1 Screen No.18 2. Quantity:30,000 MT (more or less 5% tolerance ar buyer’s option) 3. Specification: a. Moisture: 12.5% Max b. Admixture: 0.5 – 1% Max. c. Black beans and broken: 1% Max d. Foreign matter: 0.5% Max e. Above screen 18: 95%. f. Crop year: 2012/2013 . BỘ GIÁO DỤC VÀ ĐÀO TẠO TRƯỜNG ĐẠI HỌC KINH TẾ TP . HCM Khoa Thư ng mại- Du lịch- Marketing ĐỀ TÀI: ĐÀM PHÁN BẰNG THƯ Giảng viên hướng dẫn : GS.TS Đoàn Thị Hồng Vân Sinh