乳清粉質(zhì)量索賠的談判

1、乳清粉質(zhì)量索賠的談判賣方背景：荷蘭飛利飼料公司（以下簡(jiǎn)稱飛利公司）系飼料的專業(yè)生產(chǎn)企業(yè)，尤其是精飼料及飼料添加劑產(chǎn)量較大，在荷蘭本土及歐洲市場(chǎng)占有一席之地。亞洲市場(chǎng)是其市場(chǎng)開拓的目標(biāo)之一。幾年前即也在北京開設(shè)了辦事處，積極與中國(guó)的代理商及最終用戶進(jìn)行接觸。幾年來，由于其代表處的不懈努力，逐漸將其精飼料與飼料添加劑擠入中國(guó)市場(chǎng)。與北京世紀(jì)通進(jìn)出口公司的乳清粉業(yè)務(wù)是當(dāng)年市場(chǎng)開拓的重要成果之一。其駐京代表處和荷蘭總部均予以高度重視。買方背景：北京世紀(jì)通進(jìn)出口公司（以下簡(jiǎn)稱世紀(jì)通公司）系綜合性進(jìn)出口公司，其母公司系大型的跨國(guó)企業(yè)集團(tuán)，在國(guó)內(nèi)外市場(chǎng)均有一定的信譽(yù)。該公司與農(nóng)牧業(yè)聯(lián)系較多，為農(nóng)牧業(yè)進(jìn)口的精

2、制飼料量較大。尤其乳豬飼養(yǎng)的乳清粉，世紀(jì)通公司從歐洲采購較多，國(guó)內(nèi)的用戶對(duì)其采購的乳清粉質(zhì)量反映很好。該項(xiàng)業(yè)務(wù)也成了該公司的一項(xiàng)重要的長(zhǎng)線業(yè)務(wù)。產(chǎn) 品：乳清粉分食品與飼料兩類。食品級(jí)的乳清粉主要用作冰激凌的原料。其酸度、細(xì)菌、灰份等指標(biāo)要求很嚴(yán)格。飼料級(jí)的乳清粉，主要作為飼養(yǎng)乳豬的精飼料。為了加工需要，從其包裝運(yùn)輸要求上必須使其保持粉狀?？蛻絷P(guān)系：買方世紀(jì)通公司與賣方荷蘭飛利飼料公司系先從第三者處知道對(duì)方的經(jīng)營(yíng)實(shí)力、彼此互有敬重與信用。后經(jīng)飛利公司在北京代表處的努力，終于成交了第一批業(yè)務(wù)。雖然第一次做生意，但決心均很大，在一個(gè)月中就簽訂兩份總計(jì)數(shù)量為400噸，18萬美元的飼料級(jí)乳清粉合同，可以

3、表明雙方渴望在中國(guó)市場(chǎng)把該項(xiàng)業(yè)務(wù)做大。索賠事由：買賣雙方6月已簽了兩個(gè)合同，共400噸乳清粉。買方于當(dāng)月開出兩份信用證。信用證條款要求，賣方第一批200噸乳清粉，最晚于7月15日前從荷蘭鹿特丹港發(fā)運(yùn)，第二批200噸貨，最晚于8月31日前發(fā)運(yùn)。第一批貨200噸（9萬美元）于8月中旬到中國(guó)天津港，買方向開證行承兌后取得了單據(jù)并辦理了接貨手續(xù)，但當(dāng)打開貨柜時(shí)發(fā)現(xiàn)部分貨物已結(jié)塊。買方立即與船公司聯(lián)系，排除了船倉進(jìn)水的可能性及保險(xiǎn)公司責(zé)任后，認(rèn)為是貨物質(zhì)量問題，并就此問題向賣方交涉。買方談判目標(biāo)：買方要依照國(guó)際慣例，就合同違約向出口方索取合理賠償。在第一批貨已接收且信用證已承兌的情況下，要處理好乳清粉結(jié)

4、塊的質(zhì)量損失問題，爭(zhēng)取換貨或降價(jià)收進(jìn)。由于夏季雨水多，結(jié)塊現(xiàn)象會(huì)加重，應(yīng)爭(zhēng)取盡快結(jié)束談判。賣方談判目標(biāo)：賣方在確認(rèn)質(zhì)量與責(zé)任的前提下，適當(dāng)降價(jià)或以換貨的方式給予進(jìn)口方補(bǔ)償。由于中國(guó)北方夏季雨水亦多，結(jié)塊現(xiàn)象會(huì)加重，應(yīng)盡快結(jié)束談判，確保第二個(gè)合同的繼續(xù)履行。談判地點(diǎn)、時(shí)間： 中國(guó)北京，某年8月。要求模擬：談判組織（人員調(diào)配及分工安排），談判方案的準(zhǔn)備，談判主持及展開。Negotiation on the Claim due to Whey Powder Quality ProblemThe sellers background: Holland Filly Feedstuff Co., Ltd

5、(hereinafter referred to as “Filly”) is a professional feedstuff manufacturer that produces extractive feedstuff and addictive at large scale and takes up a remarkable market share in the domestic market and the European market. The Asian market is one of its target markets. Several years ago, it es

6、tablished office in Beijing, which actively contacts the agents and end users in China. For years, due to the continuous efforts of this office, it has taken up a certain market share with its extractive feedstuff and addictive. The whey powder business with Beijing Shijitong Import and Export Co.,

7、Ltd was one of the most achievements in its market exploration in China. For this issue, its office in Beijing and head office in Holland pay much attention to. The buyers background:Beijing Shijitong Import and Export Co., Ltd (hereinafter referred to as “Shijitong”) is a comprehensive import and e

8、xport company whose parent company is a large multinational and that enjoys high reputation in the markets at home and abroad. It mainly contacts the sectors of agriculture and animal husbandry and imports a great amount of extractive feedstuff. Especially, it imports much whey powder for breeding o

9、f porkets from Europe. The domestic users have a positive feedback on the whey powder for breeding of porkets it imports. This business has become one of its long-term businesses. Product: Whey powder is classified into food and feedstuff. The former one is mainly used for the raw material for ice c

10、ream so the requirements are strict with its acidity, bacteria and grey etc; the latter one is mainly used as the feedstuff for the breeding of porkets. For processing purpose, it must keep in powder during packing and transportation. Customer relation: Shijitong and Filly know mutual operation stre

11、ngth from the third party and show respect and credit to each other. Afterward, with the office of Filly in Beijing, the first business between them was done. Although it was the first business, the scale was large, within one month, they signed two feedstuff class whey powder contracts with total q

12、uantity up to 400t and total amount up to USD180,000. This indicated that both parties desired to have large business in the Chinese market. Claim cause: In June, the buyer and the seller signed two contracts with the total quantity up to 400t and the buyer opened two letters of credit that month. A

13、ccording to the terms and conditions of the letters of credit, the seller should delivery first batch of goods, i.e. 200t whey powder before July 15 from Rotterdam Port, while the second batch of goods, i.e. 200t whey powder before August 31. In fact, the first batch with amount up to USD90,000 reac

14、hed Tianjin Port in the mid of August, and the buyer obtained the related bills after accepting to pay the goods money, and transacted delivery pickup procedures; however, when opening the containers, the buyer found some of the goods had been agglomerated. The buyer immediately contacted the forwar

15、der; after excluding the possibility of water penetration into the ship and the responsibility of the insurance company, the buyer deemed that this was the quality problem and contacted they seller for such issue. Negotiation target: The buyer should lodge a claim to the contract violator for reason

16、able compensation in conformity with the usual international practice. The seller must argue on reasonable ground to reduce the compensation pressure, but the follow-on contract must be fulfilled well. Negotiation place and time: Beijing China; August, Simulation requirements:Complete negotiation or

17、ganization (personnel arrangement and staffing), prepare negotiation scheme and hold and have negotiation.案例解析這是一場(chǎng)有關(guān)貿(mào)易合同糾紛的索賠談判。乳清是乳制品企業(yè)利用牛奶生產(chǎn)干酪時(shí)所得的一種天然副產(chǎn)品，它是液態(tài)的，將乳清直接烘干后就得到了乳清粉。乳清粉能提供大量的乳糖，在仔豬消化道內(nèi)發(fā)酵可產(chǎn)生大量的乳酸，幫助消化，抑制細(xì)菌的生長(zhǎng)，這對(duì)仔豬健康有重要意義。爭(zhēng)議雙方表面上看來都沒有什么過錯(cuò)。北京世紀(jì)通公司作為進(jìn)口方，在第一次按合同接貨200噸乳清粉之后發(fā)現(xiàn)，貨物已經(jīng)結(jié)塊，給自己造成了實(shí)際損

18、失，這是不爭(zhēng)的事實(shí)，因此向荷蘭菲力公司要求賠償理所當(dāng)然。菲力公司按照信用證結(jié)算的規(guī)定，在貨物裝船之前并沒有發(fā)現(xiàn)結(jié)塊，按照“單單一致”和“單證一致”的原則，不愿意承擔(dān)對(duì)于第一批200噸乳清粉的賠償，這也是合理的主張。所以，雙方在談判的過程中很容易陷入“公說公有理，婆說婆有理”的局面，事實(shí)上談判中要去追究乳清粉為什么結(jié)塊是很困難的。當(dāng)然我們事后知道，這是生產(chǎn)廠家在生產(chǎn)過程中沒有添加防止結(jié)塊的原料，加上夏季高溫濕熱所造成的，但這都是后話，查明這些都需要很多時(shí)間。這筆進(jìn)出口貿(mào)易合同一共400噸分兩次交貨，信用證是同一次開的，第一批200噸貨物的損失怎么處理，關(guān)系到第二批貨物能否順利交接，合同能否履行到底，這個(gè)關(guān)聯(lián)性談判雙方要注意到。這次談判要有一個(gè)滿意的結(jié)果，前期準(zhǔn)備必須充分，特別是了解貿(mào)易慣例、結(jié)算、索賠等國(guó)際貿(mào)易知識(shí)，作為進(jìn)口方世紀(jì)通公司，應(yīng)該在談判中拿出第一批乳清粉結(jié)塊的證據(jù)，比如照片、檢驗(yàn)數(shù)據(jù)等，而且應(yīng)該算一筆賬。當(dāng)初結(jié)塊的乳清粉降價(jià)一半都沒有賣完，因此貨值應(yīng)該低于50% 以下，按照貨值的60%，也就是要求對(duì)方補(bǔ)償9萬元的損失是合理的索賠，具體數(shù)字同學(xué)們不必苛求一致，但就是要做一個(gè)損失的明細(xì)帳，以使自己在談判中處于一個(gè)主動(dòng)的地位。此次談判不僅涉及到這200