ChapterTenGeneralproceduresforbusinessnegotiation（教材，P.199）PleasequotethelowestpriceofCFRSingaporefor1000boxesoflargesizeMaxamDentalCreamattheearliestdelivery.WecansupplyFlyingPigeonbrandbicycleswithshipmentinMay.Pleasefaxusifyouareinterested.Note:ProformaInvoice（形式发票）AProformaInvoiceisusu.astructureresponsetoaninquiry,whichisusu.issuedbytheexporterattherequestoftheimporter.AProformaInvoiceisONLYameanstofacilitatetheimportertoapplyeitherforopeningacreditorforobtainingforeignexchangeforpayment,andhasNOlegalstatus.形式发票是卖方对潜在的买方报价的一种形式。买方常常需要形式发票，以作为申请信用证、获得进口许可和外汇付款的非正式发票。Offer（发盘）(CISG,Article14-16)Anofferisthestatementofthewishesoftheseller/buyertosell/buyparticulargoodsunderstatedterms,whichusu.includequantity,price,timeofshipment,paymentmethods,etc.Anofferusu.fallsinto2types:Definite/firmoffer（实盘）Itclearlyexpressestheofferor’sreadinesstoconcludeacontract,thustheofferorislegallyboundbyhisoffer.Itusu.becomesvoidwhenitisrejected,counter-offeredorexceedsitsperiodofvalidity.Indefinite/infirmoffer（虚盘）Itfailstoclearlyexpressestheofferor’sreadinesstoconcludeacontract,thustheofferorisNOTlegallyboundbyhisoffer.CISG,Article15Anofferbecomeseffectivewhenitreachestheofferee.Anoffer,evenifitisirrevocable,maybewithdrawnifthewithdrawalreachestheoffereebeforeoratthesametimeastheoffer.Counter-offer（还盘）ItreferstothefactthattheoffereeisNOTsatisfiedwiththeoriginalofferandproposestotheofferoranewofferusu.withnewlyvariedterms.Acceptance（接受）Anacceptancereferstothestatementbytheofferee,indicatinghisassenttoanofferorcounter-offer.Note:TheacceptancemustbeabsoluteandwithNOconditionsattached,otherwiseitturnsacounter-offer.