國際貿(mào)易實(shí)務(wù)雙語教程(第三版)Chapter-4-Trade-Terms課件

1、Chapter 4 Trade Terms Review1. What is the definition for contract? What may happen if any party fail to fulfill his contractual obligations?2. What are the two parties of business negotiations? And give examples as you can.3. Why do the trading parties usually prefer a written contract? 4. What doe

2、s the contract proper usually include?Main pointsMeaning of trade terms Components of Trade Terms Incoterms 2000Incoterms 2010Usages /Case StudyRole of international trade terms IntroductionThe buying and selling of goods internationally is conducted around the contract. Both buyers and sellers not

3、only enjoy the rights conferred by the contract, but also should assume various obligations under the contract. In international trade, price term lies at the core of the terms and conditions of a contract and often results in some of the key problems for which an exporter and in importer have to st

4、rive. Name of commodity Quality QuantityPackagePricePaymentTransport and insuranceThe time limit and place of performance The prevention and handling of disputeBodyWhat are Trade Terms The trade terms, are the short terms or abbreviations or brief English concept(3 English characters in Incoterms200

5、0) to indicate/explain the composition/formation of the unit price and determine the (1)responsibilities/rights and obligations, (2)expenses and (3)risks borne by two parties as well as the time of the passing of the property in the goods(貨權(quán)轉(zhuǎn)移). Under no circumstance can a buyer get a quotation with

6、out trade terms in international trade. Trade terms are short terms and abbreviations which are used to explain the price composition, to define the delivery of the goods, to indicate which party bear the freight, insurance and other relevant charges, and assume the liability in case damage or loss

7、of the goods occurs. What are Trade Terms Trade terms ensure both exporter and importer know their own responsibilities. In foreign trade, there are various prices for the same commodity. Granting that the cost of certain commodities is the same ex-factory, the prices quoted by the seller will vary

8、with the place of delivery. For example, in the case of a contract based on CIF terms as “CIF London” stated above, that means the seller bears all the cost, freight and insurance up to the named port of destination, here is “London”.THE DEFINITION OF TRADE TERMS（貿(mào)易術(shù)語的定義 ）:FOB LONDON CIF New York Th

9、e trade terms refer to using a brief English concept or abbreviation of English letters to indicate the formation of the unit price and determine the responsibilities, expenses and risks borne by two parties as well as the time of the passing of the property in the goods.THE MOST INFLUENTIAL TRADE C

10、ONVENTIONS1、Warsaw-Oxford Rules(W.O.Rules)1932 華沙牛津公約2、Revised American Foreign Trade Definitions 1941 1941美國對外貿(mào)易定義修訂本 3、International Rules For the Interpretation of Trade Terms國際貿(mào)易術(shù)語解釋通則 It has been amended and modernized in 1953, 1967,1980,1990 , 2000 and 2010Brief Introduction of Custom Practice

11、NameIssued byTime Trade Terms1941年美國對外貿(mào)易定義修正本 (Revised American Foreign Trade Definitions 1941)美國商業(yè)團(tuán)體American Commerce AssociationIn1919Ex Point of Origin,FOB(6 variations), FAS Vessel, C&F, CIF, Ex Dock1932年華沙 牛津規(guī)則 （Warsaw-Oxford Rules）國際法協(xié)會(huì)International Law InstituteIn1928CIF2000年國際貿(mào)易術(shù)語解釋通則(Intern

12、ational Rules for the Interpretation of Trade Terms)國際商會(huì)International Chamber of CommerceIn1936E、F、C、D四組13個(gè)貿(mào)易術(shù)語1941年美國對外貿(mào)易定義修訂本簡介：對ExPoint、 FOB 、FAS、 C&F、 CIF 、Ex Dock等6種貿(mào)易術(shù)語進(jìn)行統(tǒng)一解釋。美國九大商業(yè)團(tuán)體首先制定1941年進(jìn)行了修改1941年美國對外貿(mào)易定義修訂本Trade TermsAbbreviationsChineseEXWFOBFASCFRCIF DEQEX WorksFree on BoardFree on Bo

13、ardFree on BoardFree on BoardFree on Board VesselFree on BoardFree Along Side (named port of shipment)Cost and Freight (named point of destination)Cost, Insurance and Freight (named point of destination)Delivery Ex Quay (duty paid)工廠交貨指定起運(yùn)地點(diǎn)交貨指定裝運(yùn)港船邊交貨成本加運(yùn)費(fèi)（指定目的地）成本加保險(xiǎn)、運(yùn)費(fèi)（指定目的地）進(jìn)口港碼頭交貨（關(guān)稅已付）FOB Free

14、 on Board FOB: Free on Board (Named inland carrier at named inland point of departure) 國內(nèi)指定起運(yùn)地點(diǎn)運(yùn)輸工具上交貨 FOB: Free on Board (Named inland carrier at named inland point of departure freight prepaid tonamed point of exportation) 國內(nèi)指定起運(yùn)地點(diǎn)運(yùn)輸工具上交貨，運(yùn)費(fèi)付至指定出口地點(diǎn) FOB: Free on Board (Named inland carrier at name

15、d inland point of departure freight allowed tonamed point) 國內(nèi)指定起運(yùn)地點(diǎn)運(yùn)輸工具上交貨，扣除至指定地點(diǎn)運(yùn)費(fèi) FOB: Free on Board (Named inland carrier at named inland point of exportation) 國內(nèi)指定出口地運(yùn)輸工具上交貨 FOB: Free on Board Vessel (named port of shipment 指定裝運(yùn)港船上交貨 FOB: Free on Board (named inland point in country of importat

16、ion) 進(jìn)口國指定國內(nèi)地點(diǎn)運(yùn)輸工具上交貨 1928年，國際法協(xié)會(huì)在華沙制1928年華沙規(guī)則，對CIF作了解釋，共22條。1932年華沙-牛津規(guī)則（Warsaw-Oxford Rules 1932）后在1930年的紐約會(huì)議、1931年的巴黎會(huì)議和1932年的牛津會(huì)議上作了修訂，沿用至今。E 組啟 運(yùn)EXW EX Works 工廠交貨FCA Free Carrier 貨交承運(yùn)人 FAS Free Alongside Ship 船邊交貨FOB Free On Board 裝運(yùn)港船上交貨F 組主運(yùn)費(fèi)未付C組主運(yùn)費(fèi)已付D組到達(dá)CFR Cost and Freight 成本加運(yùn)費(fèi)CIF Cost,Ins

17、urance 成本加保險(xiǎn)費(fèi)、 and Freight 運(yùn)費(fèi)CPT Carriage Paid To 運(yùn)費(fèi)付至CIP Carriage and Insurance Paid ToDAF Delivered At Frontier 邊境交貨DES Delivered Ex Ship 目的港船上交貨 DEQ Delivered Ex Quay 目的港碼頭交貨DDU Delivered Duty UnpaidDDP Delivered Duty Paid 完稅后交貨未完稅交貨 運(yùn)費(fèi)、保險(xiǎn)費(fèi)付至適用于各種運(yùn)輸方式，包括多式聯(lián)運(yùn)同上適用于海運(yùn)及內(nèi)河運(yùn)輸同上適用于各種運(yùn)輸方式，包括多式聯(lián)運(yùn)同上同上同上同上同

18、上同上適用于海運(yùn)及內(nèi)河運(yùn)輸適用于各種運(yùn)輸方式，包括多式聯(lián)運(yùn)2000年通則 四組術(shù)語(共13種)TRADE TERMS IN INCOTERMS 2000 The following terms can be used only for sea or inland waterway transport: FAS, FOB, CFR, CIF, DES, DEQThe following terms can be used for multimodal transport EXW, CIP, CPT, FCA, DAF, DDU, DDPSix main international trade t

19、erms FOB, CFR, CIF, FCA, CPT, CIPSection Two IncotermsUnder some systems of law, trade terms have, at least traditionally, been used only to determine the division of costs between the parties. However, in present international custom, the main purpose of trade terms is to determine at what points t

20、he seller has fulfilled his obligations so that the goods in legal sense could be said to have been delivered to the buyer. The terms have been grouped in four basically different categories :(1) Namely starting with the only terms where-by the seller makes the goods available to the buyer at the se

21、llers own premises (the “E” terms Ex-works).(2) Then the second group where-by the seller is called upon to deliver the goods to a carrier appointed by the buyer ( the “F” terms FCA, FAS and FOB). Classifications of Trade Terms in Incoterms 2000(3) Then the “C” terms where-by the seller has to contr

22、act for carriage, but without assuming the risk of, loss of, or damage to the goods or additional costs due to events occurring after shipment and dispatch (CFR, CIF, CPT and CIP), but the seller need not shoulder the risk or extra payment caused by goods loss after shipment. If by CIF and CIP terms

23、 the seller have to cover insurance for the goods shipped and pay the premium as well. The contract based on the “C” terms is a shipment contract, in which the delivery term is shipment time or delivery time, but not the arrival destination port or destination time. (4) And finally, the “D” terms wh

24、ere-by the seller has to bear all costs and risks needed to carry the goods to the country of destination (DAF, DES, DEQ, DDU and DDP). So we say the contract based on these terms can be called arrival contract, in which, both the place and the time of destination should be stipulated clearly in the

25、 contract. The “D” terms can be divided into two groups: DAF,DES,DEQ and DDU, the seller is not responsible for customs clearance; DDP, the seller is responsible for customs clearance. Six Main Trade Terms FOB (Free on Board,named port of shipment) 船上交貨(指 定裝運(yùn)港) CFR (Cost and Freight，named port of de

26、stination)成本加運(yùn) 費(fèi)(指定目的港)CIF (Cost，Insurance and Freight，named port of destination)成本加保險(xiǎn)費(fèi)、運(yùn)費(fèi)(指定目的港) CIP: Carriage and Insurance Paid to (named place of destination)（運(yùn)費(fèi)和保險(xiǎn)費(fèi)付至（指定目的地） FCA: Free Carrier at(named place)（貨交承運(yùn)人（指定地 點(diǎn)） CPT: Carriage Paid to (named place of destination)（運(yùn)費(fèi)付至（指定目的地） ReviewIntro

27、duction of Trade TermsThe most Influential Trade ConventionsThe Incoterms 2000The Six Main Trade TermsFOBIncoterms 2010 The INCOTERMS 2010 became effective January 1, 2011. The new Incoterms accomplish the followings: (a) significantly revises Group D listed in INCOTERMS 2000; (b) reduce Incoterms f

28、rom four groups to two groups, allowing trade experts to choose the most suitable rule related to the mode of transport; and (c) reduces the absolute number of Incoterms from 13 to 11. Moreover, INCOTERMS 2010 offer additional guidance which assists users in selecting the most appropriate Incoterms

29、for each transaction. The revised terms also spell out rules regarding the use of electronic procedures; detail information on security-related clearances for shipments; and offer advice with respect to domestic trade.Incoterms 2010 INCOTERMS 2010Group 1. Incoterms that apply to any mode of transpor

30、t are:第一組：適用于任何運(yùn)輸方式的術(shù)語EXW FCACPTCIPDATDAPDDPEx WorksFree CarrierCarriage Paid ToCarriage And Insurance Paid ToDelivered At TerminalDelivered At PlaceDelivered Duty Paid工廠交貨貨交承運(yùn)人運(yùn)費(fèi)付至目的地運(yùn)費(fèi)/保險(xiǎn)費(fèi)付至目的地目的地或目的港的集散站交貨目的地交貨完稅后交貨Group 2. Incoterms that apply to sea and inland waterway transport only:第二組：適用于水上運(yùn)

31、輸方式的術(shù)語FASFOBCFRCIFFree Alongside ShipFree On BoardCost And FreightCost, Insurance, and Freight裝運(yùn)港船邊交貨裝運(yùn)港船上交貨成本加運(yùn)費(fèi)成本、保險(xiǎn)費(fèi)加運(yùn)費(fèi)NotesEven though from Jan.1st, 2011, the new Incoterms entered into force, the Incoterms 2000 can still be used in doing international trade. So if you want the Incoterms(R) 2010

32、 rules to apply to your contract, you should make this clear in the contract, through such words as, “the chosen Incoterms rule including the named place, followed by Incoterms(R) 2010”.Review1 Please show us the conventions you have got2 Please tell us the basic difference between Incoterms 2000 an

33、d Incoterms 2010 3 The most Influential Trade ConventionsReview Exercise1 “Warsaw-Oxford Rules1932” is made out by International Law Institute for _. a FOB b CRF c CIF d FCA2 “Incoterms” is made out by _. a International Law Association 國際法協(xié)會(huì) b International Chamber of Commerce 國際商會(huì) c The United Uni

34、on World Trade Development Center 聯(lián)合國貿(mào)發(fā)會(huì) d The United Nations International Law Commission 聯(lián)合國國際法委員會(huì)Six Main Trade Terms in Incoterms (R) 20101FOB-Free on Board (insert named port of shipment)船上交貨（插入制定裝運(yùn)港）2CFR: Cost And Freight (insert named port of destination) 成本加運(yùn)費(fèi)（插入指定目的港） This rule is to be use

35、d only for sea or inland waterway transport. “Free on Board” means that the seller delivers the goods on board the vessel nominated by the buyer at the named port of shipment or procures the goods already so delivered. The risk of loss of or damage to the goods passes when the goods are on board the

36、 vessel, and the buyer bears all costs from that moment onwards. The seller is required either to deliver the goods on board the vessel or to procure goods already so delivered for shipment. 1FOB-Free on Board (insert named port of shipment)船上交貨（插入制定裝運(yùn)港） The reference to “procure” here caters for mu

37、ltiple sales down a chain (string sales), particularly common in the commodity trades. FOB may not be appropriate where goods are handed over to the carrier before they are on board the vessel, for example goods in containers, which are typically delivered at a terminal. In such situations, the FCA

38、rule should be used. FOB requires the seller to clear the goods for export, where applicable. However, the seller has no obligation to clear the goods for import, pay any import duty or carry out any import customs formalities.1FOB-Free on Board (insert named port of shipment)船上交貨（插入制定裝運(yùn)港）FOB = EXW

39、+ risks and expenses before the cargoes are loaded on the named ship + risks and expenses for export customs clearance + charges for commodity inspection before loading stipulated by the government.When adopting the FOB terms, we shall pay attention to the following points:1) Delivery of the goods o

40、n board the vessel.2) Link-up of vessel and goods.3) Expense for loading the goods on board the vessel.4) The transfer of the risks.1FOB-Free on Board (insert named port of shipment)船上交貨（插入制定裝運(yùn)港）Under the FOB terms, in case the buyer charters a liner to carry the goods, since liner charges contain l

41、oading and unloading expenses, therefore the loading expense is actually borne by the buyer. In case the goods are carried by a chartered vessel, the two parties shall negotiate who shall bear the loading expense and stipulate it clearly in the contract.1FOB-Free on Board (insert named port of shipm

42、ent)船上交貨（插入制定裝運(yùn)港） On FOB term basis, Seller A prepared the goods at the stipulated time, meanwhile , Buyer B informed A of the name of vessel and the date of shipment ,when the goods is lifted to the ship, it fell down on the deck, now： Who shall take responsibility? Seller or Buyer? CASEANSWERUnder

43、 FOB terms , the risk separation was the rail of the ship , during the shipment of goods, if they didnt across the ships rail, and fell to the sea, the seller should bear the risk . When the goods across the ships rail, fall in the deck, the buyer should bear the corresponding risks. In this case, f

44、alling into the cargo deck, the buyer can assume the risk is no doubt.2CFR: Cost And Freight (insert named port of destination) 成本加運(yùn)費(fèi)（插入指定目的港）/news/hy/ddeb6d160286aa72/This rule is to be used only for sea or inland waterway transport. “Cost and Freight” means that the seller delivers the goods on bo

45、ard the vessel or procures the goods already so delivered. The risk of loss of or damage to the goods passes when the goods are on board the vessel. The seller must contract for and pay the costs and freight necessary to bring the goods to the named port of destination. When CPT, CIP, CFR or CIF are

46、 used, the seller fulfils its obligation to deliver when it hands the goods over to the carrier in the manner specified in the chosen rule and not when the goods reach the place of destination. This rule has two critical points, because risk passes and costs are transferred at different places. Whil

47、e the contract will always specify a destination port, it might not specify the port of shipment, which is where risk passes to the buyer. If the shipment port is of particular interest to the buyer, the parties are well advised to identify it as precisely as possible in the contract.2CFR: Cost And

48、Freight (insert named port of destination) 成本加運(yùn)費(fèi)（插入指定目的港）The parties are well advised to identify as precisely as possible the point at the agreed port of destination, as the costs to that point are for the account of the seller. The seller is advised to procure contracts of carriage that match this

49、 choice precisely. If the seller incurs costs under its contract of carriage related to unloading at the specified point at the port of destination, the seller is not entitled to recover such costs from the buyer unless otherwise agreed between the parties.The seller is required either to deliver th

50、e goods on board the vessel or to procure goods already so delivered for shipment to the destination.2CFR: Cost And Freight (insert named port of destination) 成本加運(yùn)費(fèi)（插入指定目的港）In addition, the seller is required either to make a contract of carriage or to procure such a contract. The reference to “proc

51、ure” here caters for multiple sales down a chain (string sales), particularly common in the commodity trades. CFR may not be appropriate where goods are handed over to the carrier before they are on board the vessel, for example goods in containers, which are typically delivered at a terminal. In su

52、ch circumstances, the CPT rule should be used. CFR requires the seller to clear the goods for export, where applicable. However, the seller has no obligation to clear the goods for import, pay any import duty or carry out any import customs formalities.2CFR: Cost And Freight (insert named port of de

53、stination) 成本加運(yùn)費(fèi)（插入指定目的港）CFR = FOB + responsibilities of shipping space and charter + main freight.When adopting the CFR term, we shall pay attention to the following points:1) Bearing unloading expenses.2) Responsibilities of chartering.3) Shipping advice.CFR = FOB + 租船訂艙責(zé)任 + 主運(yùn)費(fèi)2CFR: Cost And Frei

54、ght (insert named port of destination) 成本加運(yùn)費(fèi)（插入指定目的港） 我國對新加坡CFR合同出口一批化肥，合同規(guī)定13月份裝運(yùn)，國外來證也如此，別無其他字樣。但我方在租船訂艙時(shí)發(fā)生困難，因出口量大一時(shí)租不到足夠的艙位，需分3次裝運(yùn)。問在這種情況下，是否需要國外修改信用證得裝運(yùn)條款？ CASEANSWER 1、CFR術(shù)語下，出口商（賣方）負(fù)責(zé)辦理租船訂艙，裝船作業(yè)并支付到目的港的運(yùn)費(fèi)，買方無權(quán)干涉（但買方可在買賣合同中事先與賣方協(xié)商） 2、本案例中賣方“因出口量大一時(shí)租不到足夠的艙位，需分3次裝運(yùn)。”屬于分批裝運(yùn)；仔細(xì)分析合同及信用證，并無禁止分批裝運(yùn)的條款

55、約定。 3、按國際慣例，若合同和信用證無相反約定，分批裝運(yùn)是允許的。 4、合同和信用證僅僅要求在1-3月份裝運(yùn)，所以，只要賣方在分批裝運(yùn)的時(shí)候保證3次裝運(yùn)都在1-3月份之內(nèi)就可以理解為符合合同約定和信用證條款， 所以不需要修改信用證裝運(yùn)條款。 4FCA-Free Carrier (insert named place of delivery) 貨交承運(yùn)人（插入指定交貨地點(diǎn)）3Cost Insurance and Freight（insert named port of destination） 成本、保險(xiǎn)費(fèi)加運(yùn)費(fèi) （插入指定目的港）This rule is to be used only fo

56、r sea or inland waterway transport.“Cost, Insurance and Freight” means that the seller delivers the goods on board the vessel or procures the goods already so delivered. The risk of loss of or damage to the goods passes when the goods are on board the vessel. The seller must contract for and pay the

57、 costs and freight necessary to bring the goods to the named port of destination.3Cost Insurance and Freight（insert named port of destination） 成本、保險(xiǎn)費(fèi)加運(yùn)費(fèi) （插入指定目的港）The seller also contracts for insurance cover against the buyers risk of loss of or damage to the goods during the carriage. The buyer sho

58、uld note that under CIF the seller is required to obtain insurance only on minimum cover. Should the buyer wish to have more insurance protection, it will need either to agree as much expressly with the seller or to make its own extra insurance arrangements. When CPT, CIP, CFR, or CIF are used, the

59、seller fulfils its obligation to deliver when it hands the goods over to the carrier in the manner specified in the chosen rule and not when the goods reach the place of destination.3Cost Insurance and Freight（insert named port of destination） 成本、保險(xiǎn)費(fèi)加運(yùn)費(fèi) （插入指定目的港）This rule has two critical points, be

60、cause risk passes and costs are transferred at different places. While the contract will always specify a destination port, it might not specify the port of shipment, which is where risk passes to the buyer. If the shipment port is of particular interest to the buyer, the parties are well advised to