外貿(mào)談判-insurance

1、外貿(mào)英語談判外貿(mào)英語談判第九章、保險(xiǎn)條款談判第九章、保險(xiǎn)條款談判123學(xué)習(xí)目標(biāo)學(xué)習(xí)目標(biāo) 背景知識(shí)背景知識(shí) 方法介紹方法介紹教學(xué)方法設(shè)計(jì)教學(xué)方法設(shè)計(jì)456實(shí)戰(zhàn)演練實(shí)戰(zhàn)演練案例分析案例分析知識(shí)拓展知識(shí)拓展Payment Term NegotiationPayment Term NegotiationvObjectivesvTo learn the negotiating skillsvLearn words and expressions on insurancevImitate the situation of insurance negotiation31 1、學(xué)習(xí)目標(biāo)、學(xué)習(xí)目標(biāo)v Warmi

2、ng-up Questionsv Q1: What are the functions of insurance in the foreign trade?v Q2: What types of risk there would be?v Q3: What should be discussed about the insurance during the negotiation?v ：由誰辦理（由誰辦理（the insuredthe insured）、向誰辦理）、向誰辦理 (the insurer)(the insurer)、投保險(xiǎn)別、投保險(xiǎn)別 (coverage)(coverage)、投保

3、金額、投保金額 (insurance amount)(insurance amount)、責(zé)任條款。、責(zé)任條款。Background informationrisksrisksNatural Calamities自然災(zāi)害自然災(zāi)害Marine Perils海上風(fēng)險(xiǎn)海上風(fēng)險(xiǎn)Fortuitous Accidents 意外事故意外事故vMake a list of natural calamities and fortuitous accidentsNatural CalamitiesFortuitous accidentsearthquakehurricanelightningbad weather

4、Volcanic eruptionv意外事故（意外事故（Fortuitous Accidents)It includes: stranding 擱淺, striking a reef觸礁Sunk沉船, Collision碰撞, fire 著火explosion爆炸 etc.v 外來風(fēng)險(xiǎn)（外來風(fēng)險(xiǎn)（Extraneous Risk）v It means the perils caused by other reasons except marine perils.vgeneral extraneous risks vspecial extraneous riskscaused by theft偷竊

5、, rain淡水雨淋, leakage滲漏,breakage 破損, dampness受潮, heating受熱, taint of odor 串味caused by war戰(zhàn)爭(zhēng), strikes罷工, failure of delivery交貨不著 and rejection貨物拒收, etc.海洋運(yùn)輸貨物保險(xiǎn)保障的風(fēng)險(xiǎn)海洋運(yùn)輸貨物保險(xiǎn)保障的風(fēng)險(xiǎn)海上風(fēng)險(xiǎn)海上風(fēng)險(xiǎn)外來風(fēng)險(xiǎn)外來風(fēng)險(xiǎn)自然災(zāi)害自然災(zāi)害意外事故意外事故一般外來風(fēng)險(xiǎn)一般外來風(fēng)險(xiǎn)特殊外來風(fēng)險(xiǎn)特殊外來風(fēng)險(xiǎn)LOSS Partial loss部分損失部分損失 Total loss全部損失全部損失 actual total loss實(shí)際全損實(shí)際全

6、損 constructive total loss推推定全損定全損 general average共同海共同海損損 particular average單獨(dú)單獨(dú)海損海損我國海運(yùn)貨物保險(xiǎn)條款我國海運(yùn)貨物保險(xiǎn)條款Basic risk coverage 平安險(xiǎn)平安險(xiǎn) 水漬險(xiǎn)水漬險(xiǎn) 一切險(xiǎn)一切險(xiǎn) 基本險(xiǎn)的承保責(zé)任范圍基本險(xiǎn)的承保責(zé)任范圍 FPAWA/WPAAll risks區(qū)別區(qū)別水漬險(xiǎn)水漬險(xiǎn)= = 平安險(xiǎn)平安險(xiǎn)+ +單獨(dú)海損（自然災(zāi)害造成的部單獨(dú)海損（自然災(zāi)害造成的部分損失）分損失）一切險(xiǎn)一切險(xiǎn)= = 水漬險(xiǎn)水漬險(xiǎn)+ 11+ 11種一般附加險(xiǎn)種一般附加險(xiǎn)案例講解案例講解v Example 1:Exa

7、mple 1: Background: Mr. White (the buyer) purchasing manager of a Camera Accessories Company in England，Susan (the seller), manager of Sales & Marketing Department of a Digital Products Company in China. Now they are negotiating the insurance termsMr. White (以下稱為A) Susan (以下稱為B)Questions-Answers

8、: 1) what the coverage of insurance will the seller buy from the insurance company?2) Whats the buyers opinion for the insurance and why?3)Whats the buyers request for the invoice value covered?4)who will pay the extra insurance premium according to the seller?5) Did the buyer agree to pay for the e

9、xtra premium and why?6)what is their final decision on the premium?7) whats the terms of payment? A： We would like to ask you some details of this agreement. Have you taken out （開出） insurance yet on this shipment? B: Yeah, I talked about it with our underwriter（保險(xiǎn)代理商） and I think we should get a pol

10、icy（保險(xiǎn)單） for total loss（全損） only. A: why TLO? That only helps if the goods are destroyed or damaged so badly that they cant be used. B: We have shipped a lot of goods. We think TLO is the best policy for this shipment. Trust us. A: Ok, I know you have been in this business longer than we have. But i

11、n my opinion, this type of coverage is not enough for a cargo of this nature. You see, the accuracy of camera lens（鏡頭） is ready to be destroyed by dampness under such weather. In this case, well lose a big fortune. May I suggest insurance against damage of dampness?案例講解案例講解 B: Well, there is really

12、no need to worry. Our company has never lost money because of underinsurance（保險(xiǎn)不足）. You shipment is secure. A: Fine, Ill buy it this time. But I would like to get cover for 130% of this invoice value. B: However, it is our usual practice to insure shipments for the full invoice value plus 10%.I dont

13、 know why you ask for more. A: Well, I know that a range from 0% to 50% is reasonably（合理地） accepted in the extra insurance value by Chinese insurance company. Besides, we are expecting 20%profit from this deal. So if theres any wrong with this shipment, we want to get full covered. B: ok, I see. Wel

14、l comply with your request. But the extra premium（保險(xiǎn)費(fèi)） will be for your account（由你方付款）. A: Im sorry I couldnt agree with you. I think the premium is already included in the CIF price. B: Thats true. But you ask for an extra insurance value, for which part you should take the bill. If we covered that

15、 extra expense, we couldnt make any profit from this transaction. A: Would you please tell me whats your premium rate（費(fèi)率）? B: 0.2%of insurance value, our underwriter said. A: Oh, thats a little expensive. As a rule, it should be charged at only 0.12% of insurance value. Perhaps your underwriter asks

16、 you for more. B: Not really. According to the route of this transportation and nature of this shipment, you should allow a small rise on premium rate.If you join the organization，you must comply with its rules If you need to cover the risk of breakage, it is the buyers account to pay for the extra

17、premium A: Well, we are on very good terms with an insurance company in London. We usually receive from our underwriter quite a handsome（可觀的） premium rebate（回扣） at regular intervals（通常）. B: In this case, I suggest you should take our CFR price. Perhaps you can get insurance done with your own underw

18、riter and we could save a lot of energy. A: Thats a good idea. But how can we do about the letter of credit? We have asked the bank to issue it and would be arriving at you end （在你處）in a few days. B: Well, we will deduct the premium from the total value and remit（匯寄） the leftover（剩余）to you as soon a

19、s the proceeds（收款） have been collected from the letter of credit.Translation to Chinesev 1.Insurance: To be covered by the Sellers for 110% of invoice value against F.P.A and War Risk, as per CIC dated 1981/1/1.v 2.Insurance is to be effected by the Seller for 110% of invoice value covering ICC(A),

20、as per ICC dated 2009/1/1v 1.由賣方按發(fā)票金額的110% 投保平安險(xiǎn)和戰(zhàn)爭(zhēng)險(xiǎn)，以中國人民保險(xiǎn)公司1981年1月1日制定生效的中國保險(xiǎn)條款為準(zhǔn)v 2.保險(xiǎn)由賣方按發(fā)票金額的110% A 條款，以倫敦協(xié)會(huì)2009年1月1日修訂的協(xié)會(huì)貨物保險(xiǎn)條款為準(zhǔn)方法介紹方法介紹v 詢問保險(xiǎn)險(xiǎn)別詢問保險(xiǎn)險(xiǎn)別 1. For marine insurance on garments, what risks do you cover? 2. What coverage can you provide for my consignment? 3. May I ask what exactly

21、insurance covers according to your usual CIF terms? 4. What coverage will you take out for the goods if the business is concluded on a CIF basis? 5. Do you cover risks other than WPA? 6. What kind of risks does the Peoples Insurance Company of China cover? 7. What is the difference between WPA and F

22、PA? 8 .The risk of breakage is covered by marine insurance, isnt it?方法介紹方法介紹v 介紹保險(xiǎn)險(xiǎn)別介紹保險(xiǎn)險(xiǎn)別2. For transactions concluded on a CIF basis, we usually effect insurance with the Peoples Insurance Company of China against All Risks.3. We usually insure the goods against All Risks and War Risks for 110% of

23、 the invoice value.4. Special risks are not covered unless the buyer asks for them and the extra premium will be for the buyers account.5. WPA plus Risk of Breakage suits your consignment.6. If you prefer to have CIF price instead of CFR price, you need only to add 0.2% to the quoted price to cover

24、the insurance premium.7. We can serve you with a broad range of coverage against all kinds of risks for sea transport.9. After loading the goods on board the ship, I go to the insurance company to have them insured.10. An FPA policy only covers you against total loss in the case of minor perils.（較小危

25、險(xiǎn)）12. I dont think that the WPA insurance covers more risks than the FPA.方法介紹方法介紹v 保險(xiǎn)費(fèi)及保險(xiǎn)費(fèi)率保險(xiǎn)費(fèi)及保險(xiǎn)費(fèi)率1. The cover paid for （保險(xiǎn)費(fèi)）will vary according to the type of goods and the circumstances.2. The insurance rate(保險(xiǎn)費(fèi)率)for such kind of risk will vary according to the kind.3. Please insure the shipment

26、for RMB 4,000 against All Risks.4. Weve cover insurance on these goods for 110% above the invoice value against All Risks.5. If you want us to insure against a special risk, an extra premium（額外的保險(xiǎn)費(fèi) ）will have to be charged.6. We may also insure the shipment against any additional risks of your desir

27、e, but the extra premium is to be borne by you.7. Usually the amount insured is 110% of the total invoice value. However, if a higher percentage is required, we may do so accordingly but you have to bear the extra premium.v Interpret the following sentence into Englishv 1）按發(fā)票金額加一成投是國際貿(mào)易的慣例v 2）我認(rèn)為損失是

28、由貨物的特性引起的，不在承保范圍之內(nèi)v 3）我們常常定期從保險(xiǎn)商那里拿到一筆可觀的保險(xiǎn)回扣v 4）如果采用CIF術(shù)語交易，你方會(huì)為貨物投保什么險(xiǎn)種？v 5） 對(duì)于服裝，一般是投保什么風(fēng)險(xiǎn)？v 6）我們通常按110%發(fā)票金額投保一切險(xiǎn)和戰(zhàn)爭(zhēng)險(xiǎn)v 7）除非買方要求，否則不投保特殊風(fēng)險(xiǎn)，額外的保費(fèi)由買方承擔(dān)v 8）你的貨物適合投保水漬險(xiǎn)加破損險(xiǎn)v 9）水漬險(xiǎn)比平安險(xiǎn)承保更多的風(fēng)險(xiǎn)，因此保費(fèi)也就更高v 10)如果你想投保特殊風(fēng)險(xiǎn)，會(huì)收取額外的保險(xiǎn)費(fèi)v 11) 如果采用CIF交易，我們通常在中國人民保險(xiǎn)公司投保一切險(xiǎn)vAnswer:Answer:5 5、知識(shí)拓展、知識(shí)拓展v 1 1、常用相關(guān)詞匯、常用相

29、關(guān)詞匯v（1）Risks & Coverage 險(xiǎn)別險(xiǎn)別 free from particular average (F.P.A.) 平安險(xiǎn) with particular average (W.A.) 水漬險(xiǎn)（基本險(xiǎn)） all risk 一切險(xiǎn)（綜合險(xiǎn)） risk of clash and breakage 碰損破碎險(xiǎn)risk of rust生銹險(xiǎn)risk of hook damage鉤損險(xiǎn)risk of contamination (tainting)污染險(xiǎn)insurance against total loss only (TLO)全損險(xiǎn)risk of deterioration

30、變質(zhì)險(xiǎn)risk of packing breakage 包裝破碎險(xiǎn)risk of inherent vice內(nèi)在缺陷險(xiǎn)risk of normal loss (natural loss) 途耗或自然損耗險(xiǎn)risk of spontaneous combustion自燃險(xiǎn)risk of continent import duty進(jìn)口關(guān)稅險(xiǎn)insurance against strike，riot and civil commotion (SRCC)罷工，暴動(dòng)，民變險(xiǎn)insurance against extraneous risks, insurance against additional r

31、isks附加險(xiǎn)5 5、知識(shí)拓展、知識(shí)拓展v 1 1、常用相關(guān)詞匯、常用相關(guān)詞匯v （1）Risks & Coverage 險(xiǎn)別險(xiǎn)別 risk of theft, pilferage and non-delivery (TPND)盜竊提貨不著險(xiǎn)risk of fresh and/ of rain water damage (wetting)淡水雨淋險(xiǎn)risk of leakage滲漏險(xiǎn)risk of shortage in weight/ quantity短量險(xiǎn)risk of sweating and/ or heating受潮手熱險(xiǎn)risk of bad odor (change of

32、 flavor)惡味險(xiǎn)，變味險(xiǎn)risk of mould發(fā)霉險(xiǎn)on deck risk艙面險(xiǎn)Particular Average (P.A)單獨(dú)海損General Average (G.A)共同海損Marine Losses海損partial loss部分損失total loss only (T.L.O.) 全損險(xiǎn) war risk 戰(zhàn)爭(zhēng)險(xiǎn) Cargo (extended cover) clauses 貨物（擴(kuò)展）條款 from warehouse to warehouse clauses 倉至倉條款 5 5、知識(shí)拓展、知識(shí)拓展v 1 1、常用相關(guān)詞匯、常用相關(guān)詞匯v （2）the stipu

33、lations for insurance 保險(xiǎn)條款保險(xiǎn)條款 marine insurance policy 海運(yùn)保險(xiǎn)單 specific policy 單獨(dú)保險(xiǎn)單 voyage policy 航程保險(xiǎn)單time policy 期限保險(xiǎn)單 floating policy (or open policy) 流動(dòng)保險(xiǎn)單 ocean marine cargo clauses 海洋運(yùn)輸貨物保險(xiǎn)條款 overland transportation insurance clauses (train, trucks) 陸上運(yùn)輸貨物保險(xiǎn)條款（火車、汽車） parcel post insurance claus

34、es 郵包保險(xiǎn)條款 v2 2、談判小貼士、談判小貼士(1)保險(xiǎn)險(xiǎn)別多多益善 W.P.A coverage is too narrow for a shipment of this nature, please extend the coverage to include TPND. 針對(duì)這種性質(zhì)的貨物只保水漬險(xiǎn)是不夠的，請(qǐng)加保盜竊遺失險(xiǎn)。(2).保險(xiǎn)費(fèi)精打細(xì)算 As our usual practice, insurance covers general risks only, at 110 percent of the invoice value. If coverage against o

35、ther risks is required, such as breakage, leakage, TPND, hook and contamination damages, the extra premium involved would be for the buyers account. 按照我們的慣例，只?；倦U(xiǎn)，按發(fā)票金額110%投保。如果要加保其他險(xiǎn)別，例如破碎險(xiǎn)、滲漏險(xiǎn)、盜竊遺失險(xiǎn)、鉤損和污染險(xiǎn)等，額外保險(xiǎn)費(fèi)由買方負(fù)擔(dān)。(3) 保險(xiǎn)條款步步為營 You should study not only the benefits but also the terms and limit

36、ations of an insurance agreement that appears best suited to your needs. 你不僅要研究各種保險(xiǎn)所標(biāo)明的給予保險(xiǎn)人的賠償費(fèi)用，還要研究它的條件與限制，然后選出最適合你需要的一種。(4).保險(xiǎn)金額要仔細(xì) 10% above the invoice value is the usual practice in international trade. 按發(fā)票金額加一成投保是國際貿(mào)易的慣例。 (5).免費(fèi)條款要銘記 I understand that the loss is caused by inherent vice or n

37、ature of the subject matter insured, which is outside the scope of the coverage. 我認(rèn)為所造成的損失是由于貨物的內(nèi)在缺陷或特征，不在承保范圍之類。5 5、知識(shí)拓展、知識(shí)拓展6 6、實(shí)戰(zhàn)演練、實(shí)戰(zhàn)演練v Situation: Party A (the buyers), representatives of ABC Corporation in England are meeting with Party B (the sellers), representatives of Sales & Marketing Department of AA Jewelry company Corporation Ltd, China. They have reached agreement on CIF basis. Now they are negotiating about Insurance. Party A: The buyers, representatives of ABC Corporation in England -Greet B -Suggest talking about the insurance. -Ask what risks the insurance covers a