国际贸易实务课堂案例.docx

国际贸易实务双语课堂案例剖析ChapterTwoandThreeGeneralProceduresofExportandImportTransaction&ContractsfortheInternationalTradeCaseOne案例一1.Mr.Smith,anAmericanbusinessman,soldabatchofIBMcomputerstoaHongKongimporter,Mr.Chen.ThesaleswasconcludedintheUnitedStatesofAmericaonthetermsofCIFHongKong.Duringexecutionofthecontract,disputesarosebetweenthesellerandthebuyerontheformaninterpretationofthecontract.Insuchacase,didthelawoftheUSAorthelawofHongKongapplytothedisputes?Why?CaseTwo案例二2.Mr.AndersonintendedtosellaplanetoMr.Johnson.Inhiscable,Mr.Andersonoffered:“ConfirmsaleofaplanePleasesend5000poundsbytelegraphictransfer.”Mr.Johnsoncabledbackimmediately:“Confirmpurchaseofyourplane,termsandconditionssameasyourcable.Ivesentthe5000poundstoyourAccountBankwhokeepsyourmoneyonyourbehalfuntildeliveryoftheplane.Pleaseconfirmdeliverywithin30daysfromthedateofthiscable.”Mr.Andersondidnotreplyandsoldtheplanetoanotherbuyeratamuchhigherprice.Disagreementsoccurredbetweenthetwopartiesaboutwhetherthecontractwasconcludedeffectively.Insuchacase,wasthecontractconcluded?Why?CaseThree案例三3.AChineseexportcompanysentonJuly1anoffertoaFrenchtradingcompany,stipulatingforthereplytoreachthembeforeJuly10.TheFrenchtradingcompanycableditsacceptanceoftheofferonJuly8.Becauseofthedelaybythepostoffice,theacceptancedidnotreachtheChinesecompanytillonthemorningofJuly11.Andbeforereceivingtheacceptance,theChinesecompanywasinformedthatthepricesofthesaidproductswererisingrapidly，thesellerrefusedtheacceptanceimmediately.Question:Wastheacceptanceeffective?Why?CaseFour案例四4.AFrenchbuyervisitedaChinesetradingcompanytobuysomegoodsinthemorning.WhenChinesesellerofferedtheprice,hedidntsayanything.Butintheafternoon,theFrenchbuyervisitedagainandacceptedthemorningsoffer.Atthismoment,Chinesecompanyfoundthepriceofthisgoodsontheinternationalmarketwasrising,sohowcouldtheChinesetradingcompanydealwith?Why?CaseFive案例五5.OurcompanymadeanofferwithItalianbuyer,whichisvalidbefore10thofthismonth.Becauseofthepostbureauslateindelivery,wehavereceivedtheacceptanceon11th.Atthismoment,wefoundthepriceofthesegoodsonthemarketwasrising,Howcanwedo?CaseSix案例六6.CompanyAmadeanofferforafarmproducttoCompanyBstating:“Packinginsoundbags”.Withinthevalidity,CompanyBreplied“Refertoyourtelexfirstaccepted,packinginnewbags”.Onreceivingthereply,CompanyAbegantopurchasethegoodsforexport.Dayslater,asmarketpriceofthecommoditywasfalling,CompanyBwrotetoCompanyA“Nocontractisenteredbetweenus,asyoufailedtoconfirmourchangingofthepackingrequirement.”CompanyAarguedthatCompanyBsacceptancewaseffectiveandthecontractwasestablishedthen.Question:1)Whatisyouropinion?2)Givethereasontosupportyouropinion3)Howtopreventsuchdispute.CaseSeven案例七7.In1996,acertainexportcompanyofChinasentagroupofbusinessmantotheUnitedStatesforpurchaseofequipment.InNewYork,bothpartiesreachedanoralagreementonsuchitemsasspecifications,unitprice,andquantity.Uponleaving,thegroupindicatedtotheotherpartythat,whentheygobacktoBeijing,theywoulddrawacontract,whichwouldbecomeeffectiveafterbeingsignedbybothparties.AftergoingbacktoBeijing,thegroupfoundthattheclientswithdrewtheirimportoftheequipment,andthusthecontractwasnotsignedandtheL/Cwasnotopenedeither.TheUSsideurgedtheChinesesidetoperformthecontract;otherwisetheywouldlodgeaclaimwiththeChinesesideintheUS.PleaseanalyzethecaseandgiveanopiniononhowtheChineseexportcompanywastodealwiththiscaseandwhy?CaseEight案例八8.AChineseexportcompanysentonJune1anoffertoabusinessmanlivinginItaly,stipulatingforthereplytoreachthembeforeJune10.TheItalianbusinessmancabledhisacceptanceoftheofferonJune8.Becauseofthedelaybythepostoffice,theacceptancedidnotreachtheChinesecompanytillonthemorningofJune11.Andbeforereceivingtheacceptance,theChinesecompanywasinformedthatthepricesofthesaidproductswererisingrapidly.WhatdoyouthinkisthebestwayfortheChinesecompanytodealwiththiscase?Why?ChapterTwoandThreeGeneralProceduresofExportandImportTransaction&ContractsfortheInternationalTradeAnalysis:案例分析1ThelawoftheUnitedStatesofAmericaappliestothiscontractbecause:(a)thiswasaCIFcontract;(b)theplaceofconclusionofthecontractwasintheUSA;(c)theplaceoftheexecutionofthecontractwasalsointheUSA.ThesellercompletedtheseresponsibilitiesafterhedeliveredthegoodsattheportoftheUSA.2.Thiscontractwasnotconcludedeffectively.Item1ofArticle19oftheCISGindicates,Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectiontotheofferandconstitutesacounter-offer.Inthiscase,thoughMr.JohnsonacceptedMr.Andersonsoffer,hisacceptancecontainedsomeadditionstoandmodificationsoftheoffer;forexample,Mr.Andersonaskedfortelegraphictransfer,Mr.Johnsonsentthemoneytothebanktobekeptthere.AccordingtoItem3ofArticle19oftheCISG,alterationtothemodeofpaymentismaterialone,thusMr.Johnsonmightkeepsilentandrejecttheacceptance.3.AccordingtoItem2ofArticle21ofCISG:“Ifaletterorotherwritingcontainingalateacceptanceshowsthatithasbeensentinsuchcircumstancesthatifitstransmissionhadbeennormalitwouldhavereachedtheofferorinduetime,thelateacceptanceiseffectiveasanacceptanceunless,withoutdelay,theofferororallyinformstheoffereethatheconsidershisofferashavinglapsedordispatchesanoticetothateffect.Inthiscase,inordertoavoidunnecessaryloss,theChinesecompanyshouldtelephoneordispatchimmediatelyanoticeinformingthattheacceptanceisineffectiveasitislate.4.中国与法国均系联合国国际货物销售合同公约缔约国，洽谈过程中，双方对公约均未排除或作出任何保留。因此，双方当事人均应受该公约约束。按公约规定：对口头要约，须立即接受方能成立合同。据此，我方鉴于市场有趋涨迹象，可以予以拒绝或提高售价继续洽谈。5.中国与意大利均系联合国国际货物销售合同公约缔约国，该案双方洽谈过程中，均未排除或作出任何保留，因此，双方当事人均应受公约约束。我方于11日收到意商的接受电报属因传递延误而造成的逾期接受。因此，如我方不能同意此项交易，应即复电通知对方：我方原发盘已经失效。如我方鉴于其他原因，愿按原发盘达成交易，订立合同，可回电确信，也可不予答复，此时接受即告失效。6.A公司与B公司的第一封信函可视为发盘，在该发盘中A公司对包装做出了要求。而B公司对该发盘中包装条款进行了修改，可视为还盘，或新的发盘，B公司发出还盘后A公司未进行回复，虽然它用行动表明受B公司发盘约束，但没有明确向B公司表示接受，此时认为合同未成立。因此，B公司以此为由，拒不履行合同。A公司将陷入被动。为了避免出现此情况，A公司在收到B公司发盘时，应及时表示接受。7.AccordingtoArticle11ofCISG:“Acontractofsaleneednotbeconcludedin,orevidencedby,writingandisnotsubjecttoanyotherrequirementastoform.Itmaybeprovedbyanymeans,includingwitnesses.”ThoughChinaandtheUSarebothmembercountriesoftheCISG,ChinadeclaredthatitwontbeboundbyArticle11anditsrelatedarticles.Thatistosay,anykindofcontractsinChinamustbeevidencingbywriting.Inthiscase,thoughbothcompaniesagreedorallyastothemaintermsofthesalescontract,thereisnowritingevidencingthecontract.Thiscontract,accordingtoChineselaw,isnoteffective.8.AccordingtoItem2ofArticle21ofCISG:“Ifaletterorotherwritingcontainingalateacceptanceshowsthatithasbeensentinsuchcircumstancesthatifitstransmissionhadbeennormalitwouldhavereachedtheofferorinduetime,thelateacceptanceiseffectiveasanacceptanceunless,withoutdelay,theofferororallyinformstheoffereethatheconsidershisofferashavinglapsedordispatchesanoticetothateffect.Inthiscase,inordertoavoidunnecessaryloss,theChinesecompanyshouldtelephoneordispatchimmediatelyanoticeinformingthattheacceptanceisineffectiveasitislate.ChapterFourTradeTermCaseOne案例一1.AChineseimportandexportcompanyconcludedaSaleContractwithaHollandfirmonAugust5,2000,sellingabatchofcertaincommodity.ThecontractwasbasedonCIFRotterdamatUSD2500permetricton.TheChinesecompanydeliveredthegoodsincompliancewiththecontractandobtainedacleanonboardBillofLading.Duringtransportation,however,100metrictonsofgoodsgotlostbecauseofroughsea.Uponarrivalofthegood,thepriceofthecontractedgoodswentdownquickly.Thebuyerrefusedtotakedeliveryofthegoodsandeffectpaymentandclaimeddamagesfromtheseller.Howwouldyoudealwiththecase?CaseTwo案例二2.AChinesetradingcompanyEconcludedatransactioninsteelwithaHongKongcompanyWonthebasisofFOBChinaPort.CompanyWimmediatelyresoldthesteeltoCompanyHinLibyaonthetermsofCFRLiberia.TheL/CformWrequiredthepricetermtobeFOBChinaPortandthegoodstobedirectlydeliveredtoLiberia.TheL/Calsorequired“FreightPrepaid”tobeindicatedonBillofLading.WhydidCompanyWperformso?Whatshouldwedoaboutit?CaseThree案例三3.AChineseimportandexportcompanyconcludedaSaleContractwithaGermanfirmonOctober5,2006,sellingabatchofcertaincommodity.ThecontractwasbasedonCIFHamburgatUSD2500permetricton;TheChinesecompanydeliveredthegoodsincompliancewiththecontractandobtainedacleanonboardB/L.Duringtransportation,however,100metrictonsofthegoodsgotlostbecauseofroughsea.Uponarrivalofthegoods,thepriceofthecontractedgoodswentdownquickly.Thebuyerrefusedtotakedeliveryofthegoodsandeffectpaymentandclaimeddamagesfromtheseller.Question:(1)Isthebuyersrefusalreasonable?Why?(2)Howshouldthebuyertodealwiththeloss?CaseFour案例四4CompanyAsignedasalescontractwithaforeignbuyerforexportingTeaSets,underFOBterm.Atthebuyersrequest,theselleragreedtocharteravesselatbuyersaccount.Whenthedateofshipmentbecamedue,thesellerwasstillunabletogetavesselforshipment.Thebuyernotonlydisagreedtomodifythedateofshipment,butalsocancelledthecontractandclaimedforloss,becausethesellerfailedtoeffectshipmentwithinthetimestipulatedinthecontract.Isthesellerresponsibleforfailuretoeffectshipmentforhisinabilitytocharteraship?CaseFive案例五5.AfirmimportedashipmentofbedsheetsunderCIFterm.Onreceivingthegoods,theimporterfoundthatsomeofbedsheetsweredampduringtransport.Meanwhile,thesellerhadnegotiateddocuments,andtheimporterwasrequestedtomakepaymentfortheimports.Whetherthebuyershouldmakepayment,ifthegoodsaredamagedduringtransport?CaseSix案例六6.OnFOBtermbasis,SellerApreparedthegoodsatthestipulatedtime,meanwhile,BuyerBinformedAofthenameofvesselandthedateofshipment,whenthegoodsisliftedtotheship,itfelldownonthedeck,sonowwhoshalltakeresponsibility?SellerorBuyer?CaseSeven案例七7.AmerchantinSouthAmericaplacedanorderwithaChineseexportcompanyforacertaincommodityonCFRAsuncionterms.Withaviewtodevelopnewmarkets,theexportcompanyimmediatelymadeanofferabroadonthebasisofCFRAsuncion,andthetransactionwassoonconcluded.Whenshippingthegoods,however,thiscompanycametorealizethatAsuncionisaninlandcity.Aswasthecase,ifthecompanyhadthegoodstransportedtoAsuncion,ithadto,firstofall,havethegoodstransportedbyseatoaseaportinArgentinaorsomeotherSouthAmericanneighboringcountry.Afterthat,thegoodsmightbetransporttoAsuncionthroughrivertransportationorinlandtransportation.Asaresult,thiscompanyhadtopayaconsiderablesumoffreightcharges.Whatcanwelearnfromthiscase?ChapterFourTradeTermAnalysis:案例分析1.Itwasnotrightforthebuyernottotakedeliveryofthegoods.Inthiscase,thecontractconcludedbetweenthesellerandthebuyerwasonCIFterms,accordingtowhich,thesellersresponsibilitiesendedwhenheloadedthegoodsonboardtheshipandpaidthefreightandinsurancepremium;theriskseparationwasthesideoftheship;thatistosay,therisksweretransferredtothebuyerortheotherpartiesconcernedafterthesellerputthegoodsonboardtheship.Sincethedocumentspresentedbythesellerwererightandproper,thesellercoulddirectlygetpaidformtheIssuingBankoftheL/C.However,partofthegoodsgotlostbecauseofroughsea.Doesthismeanthatthebuyersufferedloss?Itisdefinitelynotthecasebecausethereareothertwosub-contractsexistingonCIFterms-I/PandBillofLading.Inthiscasethebuyercouldclaimdamageswiththeinsurancecompany,buthehadtotakedeliveryofthegoods.Obviously,theactualreasonforthebuyersrefusaltoacceptthegoodsinthiscasewasthatthepricesofthegoodsweregoingdown.Thisis,certainly,unjustified.2.InthiscasethecontractwasconcludedbetweenCompanyEandCompanyWonFOBterm,accordingtowhichtheseller(CompanyE)endedhisresponsibilitieswhenhedeliveredthegoodsonboardtheshipattheportofshipment.Hedidnotneedtopayfortransportationofthegoodsortheinsurancepremium.Therefore,itwasnotrightforWtoaskEtopaythefreightandindicate“FreightRepaid”ontheBillofLading.ThereasonwhyWaskedEtodothatmightbethathewantedtotransferthefreightchargestoE.However,inpracticaldealings,foreigntradecompaniesoftencomeacrosssuchsituations,especiallywhenacontractisconcludedwithanagent,whowantstoresellsthegoods.Inthiscase,EmightcomplywithWsrequest,buthehadtoindicatedthatthefreightshouldbebornebyW.3.(1)Itwasnotrightforthebuyernottotakedeliveryofthegoods.Inthiscase,thecontractconcludedbetweenthesellerandthebuyerwasonCIFterms,accordingtowhich,thesellersresponsibilitiesendedwhenheloadedthegoodsonboardtheshipandpaidthefreightandinsurancepremium;theriskseparationwasthesideoftheship;thatistosay,therisksweretransferredtothebuyerortheotherpartiesconcernedafterthesellerputthegoodsonboardtheship.Sincethedocumentspresentedbythesellerwererightandproper,thesellercoulddirectlygetpaidformtheIssuingBankoftheL/C.(2)Inthiscasethebuyercouldclaimdamageswiththeinsurancecompany,buthehadtotakedeliveryofthegoods.4.在FOB术语下，作为买方必须负责租船订舱。此案，买方要求卖方代其租船订舱，卖方仅为代办性质，租船产生的法律后果由买方承担。因此，卖方为能租船的责任应该有买方自己承担。买方要求取消合同，赔偿损失的请求是不合理的。5.在CIF术语下，货物的风险划分以启运港的船舷为界，当货物越过船舷后，买方就必须承担货物的一切风险。此案中，合同双方签订了CIF合同，卖方提供了全套清洁单据，且床单潮湿发生在货损途中。因此，买方必须履行付款义务。对于货物的损失，买方可向包厢公司提出索赔。如果买方能够举证床单潮湿是由于包装不良所致，他可向卖方提出索赔。6.FOB,CFR与CIF风险划分都是以船舷为界，当货物在装运过程中，未越过船舷，跌落海中，则风险应由卖方承担，当货物越过船舷，跌落在甲板，买方应承担相应风险。本案中，货物跌落入甲板，买方能够承担风险是毫无疑问的。7.Inthiscasethelosswascausedsimplybecauseoftheignoranceonthepartoftheexportbusinessman.Whatwecanlearnfromthiscaseisthat,whenofferingabroad,wemustmakeexactcalculationsofthetotalfreightandotherrelevantcharges.Mostimportantly,itisverybeneficialforeveryexportbusinessmantolearngeography.ChapterFiveSixandSevenQuantityQualityandPackingoftheGoodsCaseOne案例一1.AChineseexportcompanyexportedsomeboxesofappletoJapan,accordingtothecontracttwopartiesconcluded,theappleshouldbeGradeTwo.Butwhenthesellermaketheshipment,theyfoundsomeoftheapplewascorruptbecauseofdampweather,soinordertodeliverthegoodsintime,thesellerarrangegoodsimmediatelyandsenttheapple(GradeOne)instead,andtheChinesecompanystillmarked“PricebestillfixedonGradeTwo.”Question:Doyouthinkwhethertheexporterfulfillthedutyoncontract?Why?CaseTwo案例二2.OurcompanyexportedsomekindsofagriculturalproductstoGermany,itisstipulatedinthecontractthat:“Moisture-11%Max,Impurity-3%Max”.Butwesentthesampletobuyerbeforeconcluded,andinformthebuyerbyfaxthatthegoodswedeliveredissimilartothesample.WhenthegoodsarrivedinGermany,thebuyerinspectedthegoodsandfoundthequalityofgoodsislowerthanthesample,andofcoursetheyraiseaclaimforUSD6000.Question:Doyouthinkthebuyersclaimisreasonable,why?CaseThree案例三3.Acompanypurchasedfourkindsofsteelplate:4000M/T.andthetypeis6inch,8inch,10inchand12inch.Thequantityis100M/Teachsize,andthecontractmarkedthat:“5%moreorlessforeachsize,atsellersoption”Whenthesellerdeliveredthegoods,thequantityis:6inch-70M/T;8inch-80M/T;10inch-60M/T;12inch-210M/T.Andthetotalquantityis420M/T.Whentheexportersubmitsthefullsetofdocument,theimporterrefusestoreceivethegoodsowingtoquantityproblems.Question:Doyouthinktheimportersactionisreasonable?ListyourreasonsCaseFour案例四4.ABritaincompanypurchased300casesoffruitcanswithanAustraliancompany,thecontractisstipulatedasfollow:“