商務(wù)英語談判Types of BN

ChapterFourTypesofBusinessNegotiation

StructureSalesofGoodsInvestment

TechnologyTransfer

Bulkcommodities散裝貨Seaworthypacking耐航包裝Customarypacking習(xí)慣包裝Promissorynote本票Mailtransfer信匯Partialshipment分批裝運Multimode多式聯(lián)運

OnSalesofGoodsWhatShouldBeNegotiated

Quality

QuantityPackingPayments

Shipment

Insurance

ClaimandArbitrationTipsforsalesnegotiationWhatShouldBeNegotiatedAlltermsconcerningthetransactionSpecificclausesinacontractQualitySalebysample;Salebydescriptionandillustration;Salebytrademarkorbrand;Salebyplaceoforigin;Salebyspecification,gradeorstandard.MethodsofStipulatingQualityofCommodityMethodsSalebyDescription（憑說明買賣）SalebySample（憑樣品買賣）Saleasitis(看貨成交)Case案例

某公司與日本某會社簽定一單憑我樣品出口“土紙”合同。貨抵橫濱港后，經(jīng)開箱檢驗，日方即以貨品不符合同品質(zhì)約定為由，向我提出異議索賠。我方：復(fù)驗，與樣品相符，拒付日方：部分工序為機械操作，繼續(xù)索賠我方：同意酌情給予賠償

1.致?lián)p原因：二個質(zhì)量標(biāo)準(zhǔn)

2.風(fēng)險：多個標(biāo)準(zhǔn)同時存在，交叉約束

3.規(guī)避方法：樣品是表示品質(zhì)的唯一依據(jù)SalebyDescriptionSalebySpecification,GradeorStandard（憑規(guī)格，等級，標(biāo)準(zhǔn)）SalebyBrandNameorTradeMark（憑品牌或商標(biāo)）SalebyNameofOrigin（憑產(chǎn)地名稱）SalebyDescriptionandIllustration（憑說明書和圖樣）GradeContentGradeTungstenTrioxide(Min.)Tin(Max.)Arsenic(Max.)Sulphur(Max.)Superior1270%65%65%0.2%0.2%0.1%0.2%0.2%0.2%0.8%0.8%0.8%QualitynegotiationtipsOrderasamplebeforecommittingtoapurchaseorderUsePre-ShipmentInspectionServices.PackingIncasefailuretoensurethatthequalityofthegoodsdeliveredisinaccordancewiththecontractorsample.UnitsofmeasurementforquantityWeight:metricton,kilogram,pound,ounce,gram,Numbers:piece,pair,set,dozen,grossLength:meter,foot,yard,mile,inch,Area:acre,squareyard,squarefootVolume:cubicmeter,cubicyardCapacity:liter,gallon,bushel,etc.Packing

Importanceofpacking：Preventingorminimizingthedamageofshipment;Promotingproductsales;Avoidingpossiblerejectionoftheshipmentbythebuyer.TypesofPackingThreetypesofcommodities

BulkCommoditiesNudePackedCommoditiesPackedCommoditiesThreetypesofpackingTransportPackingSalesPackingNeutralPackingSpecialRequestforpackingTransportPacking外包裝

AlsocalledbigpackingorouterpackingCharacteristicsofTransportPackingBesolidanddurableandadaptabletochangingclimates;BeuniformAssmallandlightaspossibleTypesofTransportPackingTypesofTransportPackingBags/SackCarton件CaseCrateDrumBale捆CanCarboy大玻璃瓶ContainerPallet運貨板TypesofContainers干貨集裝箱（Dry

Cargo

Container）罐式集裝箱（Tank

Container）

20′SteelReeferwithMeatHangSystem20′鋼質(zhì)掛肉冷藏箱

SalesPackingSalespacking(innerpacking,smallpackingorimmediatepacking)ismainlyusedforthepurposeof

promotingsales.AsilentsalesmanFunctionsofsalespackingForDisplayandsaleForIdentificationofthecommodityForconsumerconvenienceinuseForDisplayandSalePiling-upPatternHanging-upPatternSpreading-upPatternForIdentificationofthecommodityTransparentpatternandwindowedpatternCustomaryPackingPatternForConsumerConveniencePatternforCarryingaboutPatternforEasyOpeningPatternforSprayingoutPatternforFormingaCompleteSet（套裝）PatternforShowingoffaGiftSpecialrequestforpackingAvoidusinguncleartermssuchas‘seaworthypacking’and‘customarypacking’SpecialrequestforpackingTheshippingmarksIndicativemarksShippingMarksTheimportanceofandconsistencyinusingshippingmarksPacking,invoice,insurancepolicy（保險單）,certificate,billsoflading（提貨單）,etc.ISOstandardshippingmarks:SimpleandclearProperposition,durablecolorNoadvertisingallowedComponentsofShippingMarksConsignee收件人orConsigner’sCodeAbbreviations:TEC,ITCReferenceNumber

Numberofsalescontract,L/C,etc.PortofDestination

PackageNumberThetotalnumberofthewholelotofconsignmentandindividualpackagenumbere.g.NO.28/800IndicativeMarksIndicativeMarksrefertotherequirementsandmatterswhichneedseriousattentionfortheprocessoftransporting,loading,unloadingandstoringgoods.TypicalMarks:Payments

PaymentTerms

HowtoProtectYourselfAgainstPaymentRisk

PaymentTermsAmountofpaymentTimeofpaymentConditionsofpaymentMethodsofpaymentMethodsofpaymentRemittance匯款

mailtransfer(M/T)telegraphictransfer(T/T),remittancebybanker’sdemanddraft（即期匯票）,D/DCollection

Documentsagainstpayment(D/P)付款交單Documentsagainstacceptance(D/A)承兌交單Letterofcredit(L/C)信用證Beneficiary收款人

RemittingBank匯出行

PayingBank付款行Remitter匯款人123WorkflowofM/T,T/T1applicationandpayment2.telegraphormailtheorder3.payment143WorkflowofD/D1.Applicationandpayment（申請及付款）2.DrawtheBanker’sDemandDraft3.SendtheDraft4.Demandforpaymentofdraft2Remitter

RemittingBank

PayingBankBeneficiary3DocumentaryCollection跟單托收

Documentarycollectionisamethodofeffectingpaymentforgoodswherebythesellershipsgoodstothebuyer,butinstructshisbanktocollectacertainsumfromthebuyerinexchangeforthetransferofrelevantdocuments.Drawee/importerRemitting

bank

Collecting

bank123Workflow：D/P(1)shipment(2)presentdocuments(3)senddocumentsand

Instructions(4)advisetheimporter7456(5)makepaymentor

acceptanceandget

documents(6)sendfunds(7)paytheexporterPrincipal/exporter

TermsPrincipalistheonewhodrawsthebillofexchangeandauthorizeshisbanktoeffectthecollection.Remittingbankisthebankauthorizedbythedrawerofthedrafttoeffectcollectionfromthebuyer.Usuallyattheseller’splace.Collectingbankisthebankauthorizedbytheremittingbanktocollectthepaymentfromthedrawee.Usuallyinbuyer’scountry.Draweeisusuallythebuyerofthegoodswhoshouldmakepaymentofthegoodsintime.DocumentaryCollectionDocumentsagainstpaymentatsight(D/Patsight)Documentsagainstpaymentaftersight/date(D/Paftersight/date)DocumentagainstAcceptance(D/A)D/Patsight即期付款交單Thesellerhandstheshippingdocumentswithadrafttotheremittingbank,whichwillpresentthemtothebuyer.Thebuyeruponsightmakesthepaymentandgetthedocuments.Thecollectingbankgetthepaymentandnotifiestheremittingbanktopaytheseller.Theshippingdocumentstobedeliveredagainstpaymentonly.D/Paftersight/dateThebuyerwillpaythedraftamountonthespecifiedtime.XXdaysaftersightXXdaysafterdateofB/LXXdaysafterdateofthedraftThedocumentswillbereleaseduntilthepaymentismade.Thesellerhastowaitforaperiodoftimetogetthepayment.D/AUnderD/A,thebuyercangetthedocumentsfromthecollectingbankafterhehasdulyacceptedthedraft.Insomecountries,D/Paftersight/dateisregardedasD/A.ThenatureofL/CTheissuingbankhasprimaryliabilityforpayment.開證銀行負(fù)第一付款責(zé)任。L/Cisaself-sufficientinstrument.信用證是一項自足文件。Documentarycreditisapuredocumentarytransaction.信用證方式是純單據(jù)業(yè)務(wù)WorkflowofL/CAAAAApplicantAdvisingbankBeneficiary①③Issuingbank⑦⑥⑧④⑤②Thegeneralprocedure

ofusingaL/C1.Thebuyerandsellerconcludeasalescontractspecifyingdocumentarycreditasthemethodofpayment.2.Thebuyerinstructshisbank,theissuingbanktoissueacreditinfavoroftheseller.3.Theissuingbankopensthecreditandsendsittotheadvisingbank.4.Theadvisingbankinformsthesellerthatthecredithasbeenissued.Assoonasthesellerreceivesthecreditandissatisfiedwiththetermsandconditions,heisinapositiontoloadthegoodsanddispatchthem.5.thesellerthensendthedocumentsevidencingtheshipmenttothenegotiatingbankandthebankwillnegotiateaccordingtothetermsofthecredit.6.Thebanksendsthedocumentstotheissuingbank.7.Thebankeffectspaymentinaccordancewiththecreditifthedocumentsmeettherequirements.8.Theissuingbankreleasesthedocumentstothebuyeruponpaymentoftheamountdue,oruponotheragreedtermsbetweenthebuyerandtheissuingbank.Thegeneralprocedure

ofusingaL/C(Cont.)HowtoProtectYourselfAgainstPaymentRisk

Avoidopen-accountwithnewpartnerandaletterofcreditissuggested.Sufficientbackgroundchecks.Ifthesellerseemsmorefocusedonpaymentthananyotherissue,orindicatesthatcashpaymentmustbemadeurgently,morecautionshouldbegiventothetransaction.Todevelopalong-termrelationshipwithourcustomersbasedonmutualtrust.Shipment

Shippingdocumentscomparedtodomesticonesthenameoftheexportingcarrier

thelatestallowedarrivaldateattheportofexport.instructionsfortheinlandcarriertonotifytheinternationalfreightforwarderonarrival.各種運輸方式一覽表運輸方式國際聯(lián)運航空運輸多式聯(lián)運多式聯(lián)運經(jīng)營人民航公司或外運鐵路始發(fā)站簽發(fā)人海運提單（B/L）船長或船公司或其代理外運公司郵局郵政運輸港、澳海洋運輸送銀行辦理議付的運輸憑證貨物收據(jù)（CargoReceipt）郵包收據(jù)（ParcelPostReceipt）鐵路運單副本航空運單（MAWB或HAWB）多式聯(lián)運單據(jù)（MTD）或集裝箱聯(lián)運提單（CTB/L）鐵路DifferenttransportationmodesTransportationmodeAirInternationalMTMTOAirlinesorFreightforwarderDepartingRailwaystationissuerOceanB/LShippingcompanySino-transPostofficeParcelpostHK,MacaoMarineShippingdocumentforbanknegotiationCargoReceiptParcelPostReceiptCopyofrailwaybill

MAWBorHAWBMTDRailwayInternationalcombinedPointsofconsiderationinshipmentAthroughbillofladingunderamultimodecontractConsultwithafreightforwarderwhendeterminingthemethodofinternationalshipping,Consideringthecostofshipment,deliveryschedule,andaccessibilitytotheshippedproductAfree-tradezoneorafreeportAgreementbetweensellerandbuyerWhoisresponsiblefordeliveringthegoodsPlaceofshipmentanddestinationThedateandtimeofdeliveryWhoisresponsibleifthegoodsarelostordamagedduringdelivery,orifthegoodsaredelayed?Partialshipmentandtransshipment

Insurance

Exportshipmentsareusuallyinsuredagainstloss,damage,anddelayintransitbycargoinsurance.Forairshipment,airwaybillservesasinsurancecertificate;forseashipment,insurancecertificateisissuedasevidenceoftheexistenceofthemarineinsurancepolicy.Themarineinsurancepolicyisacontractbetweentheinsuredandtheinsurer,anditsprincipalpurposeistodefinethetermsoftheagreementbetweentheinsuredandtheinsurer.

ItemsofnegotiationWhobuysinsuranceabuyershouldstrivetosignacontractinFOBandCFRtermsandasellershouldstrivetosignacontractinCIFterms.Whatkindofinsurance

Theamounttobeinsured我國海運貨物保險險別基本險別BasicRisks附加險別AdditionalRisks一切險（AR）平安險（FPA）水漬險（WPA/WA）一般附加險Generaladditionalrisks特殊附加險SpecialadditionalrisksGeneralAdditionalRisksTheft,Pilferage,andNon-Delivery(T.P.N.D)(偷竊，提貨不著)Freshwaterand/orraindamage（淡水雨淋險）Shortage（短量險）Intermixtureandcontamination（混雜、玷污險）Leakage（滲漏險）Clashandbreakage（碰損、破碎險）Taintofodor（串味險）Hookdamage（鉤損險）Breakageofpacking（包裝破裂險）Rust（銹損險）Heatingandsweating（受潮、受熱險）

ClaimandArbitration

Breachofacontractariseswhereanypartydoesnotabidebythestipulationsofthecontract.Claim（索賠）referstothatininternationaltrade,onepartybreaksthecontractandcauseslossesordamagestotheotherpartydirectlyorindirectly,theinjuredpartymayaskforcompensationforthelossesordamages.MakingclaimMakeclearwhattheclaimisDonotletangershowandavoidsarcasmGivethefactscalmly,specificallyandthoroughlyRequestaction:areplacement,repair,refundorcompensationDisputessettlement協(xié)商Consultation(twoparties)調(diào)解Mediation(athirdpartyasmediator)仲裁

Arbitration

訴訟LitigationArbitrationArbitrationisameansofsettlingadisputebetweentwopartiesthroughthemediumofathirdpartywhosedecisiononthedisputeisfinalandbinding.TheplaceofarbitrationOrganizationofarbitrationApplicablerulesofarbitrationThebindingforceofarbitrationTipsforsalesnegotiationsReducethebuyer'spowerwithdifferentiationTakeastrategicview—frombothsidesManagePowerwithaSWOT(strengths,weaknesses,opportunitiesandthreats)analysis.EvaluatetheprioritiesTrade;don'tmakeunilateralconcessionsGroupWorkDiscussionSimulatedNegotiationOnArbitrationDoyouthinkitnecessarytoaddarbitrationclausetothecontract?Whatarethespecificelementsthatneedtobenegotiatedinthisclause?Whataretheotherresortstosolvedisputes?Whataretheadvantagesofarbitrationovertheothersolutions?InvestmentJointventureAdvantagesToexpandresources,exportexperienceandmarketknowledgewhilespreadingtheriskandlayingadistributionframework.Taxadvantagesorwaiversofferedbyforeigncountriesforjointventures.NegotiationproblemsJointventurecontracthasmuchmorepotentialforcausingdifficultiesanddisputesJointventureinvolvesmoreresourcescommitmentandhighermutualdependence.InvestmentTotalinvestmentandregisteredcapital

LabormanagementLanduseForeignexchangecontrolsTermandTerminationTotalinvestmentandregisteredcapitalRegisteredcapitalTotalinvestmentRatioofcapitaldistribution:theforeignpartyholdsnolessthan25%oftheregisteredcapitalofthejointventurewithnomaximum.Thecapitalcontributionsmaytakeavarietyofforms.Thecompositionoftheboardofdirectorsistobedeterminedbydiscussionbetweentheparties.Thedistributionofseatsistobefixedbyreferencetotheratioofcapitalcontribution.LabormanagementProvisionsregar