贸易谈判之其他合同条款.ppt

Words Expressions sea worthy 船 适用于航海 经得起风浪的transparentpolybag透明塑料袋tocatchthecustomer seye吸引顾客眼球soliddesign单一花色assortedcolors混色mailorderhouse邮购商行trailsale试销consumerpacks消费包装 cover保险 险种tocoverinsurance保险tohold sth covered对 某货 保险coverage保险费率premium保险费premiumrebate保险费回扣rateofpremium保险费率surveyor 保险 公证人 鉴定人openpolicy预约保单underwriter保险商arbitration仲裁 AdditionalWords Expressions 1 Insurance AllRisks综合险 一切险 W A Withaverage 水渍险WarRisk战争险BreakageofPackingRisk包装破裂险Clash BreakageRisks碰损 破碎险FailuretoDeliverRisk交货不到险F P A FreefromParticularAverage 平安险Freshand orRainWaterDamageRisks淡水 雨淋险HookDamageRisk钩损险ImportDutyRisk进口关税险 Intermixture ContaminationRisks混杂 玷污险LeakingRisk渗漏险OnDeckRisk舱面货物险RejectionRisk拒收险RustRisk锈损险ShortageRisk短量险S R C C Strike Riots CivilCommotions 罢工 暴动 民变险Sweating HeatingRisks受潮受热险TaintofOdourRisk串味险T P N D Theft Pilferage Non delivery 偷窃 提货不着险 2 Packing containersbag袋polybag塑料袋clothbag布袋bale包barrel桶bottle瓶carboy球形玻璃瓶flask长颈瓶box盒cardboardbox纸板盒corrugatedpaperbox瓦楞纸盒bundle捆 扎sealinto密封lining内衬carton纸箱case箱plywoodbox胶合纸箱woodenbox木箱crate板条箱cask桶 装液体用 container集装箱cylinder圆筒容器 钢瓶drum桶irondrum铁桶hogshead大桶jar坛keg小桶woodenkeg小木桶pallet托盘stuffing paddingmaterial填料tin can铁皮罐 3 Inspection arbitrationcommodityinspectionbureau商品检验局CustomsHouse海关qualitysupervision质量监督quarantine检疫sanitaryinspection卫生检疫conciliation调解S G S 瑞士通用公证行 检验鉴定 UnitSevenOtherContractTerms其他合同条款Conversations1 PackingandPackagingProperpackagingisalmostasimportantasthequalityoftheproductitself Poorpackagingcandamagethechanceofsuccessjustasmuchasabadproductcan Mr JefferyisaregularbuyerofChina sexports Heoftencommentsonthepackagingoftheproducts Ms YuanMingfromtheshanghaiHomeTaxtilesCorporationisonewhoisreceptivetonewideasandsuggestions Jeffery Examiningsomeofthecartonsinthecorner Mm Cartonsofthissortarenotquitesea worthy Ms Yuan youmayrememberweoncehadaseriousproblemwithashipmentofyourtowels Mostofthecartonswerebrokenanddamaged Wehadtorepackthegoods Justthinkofthetroublethatcausedus Yuan AssoonasIgotyourfaxIwenttothefactoryandaskedthemtousestrongercartonsanddoublestraps Latershipmentswereallright weren tthey Jeffery Theywereperfect You reverycooperative Ms Yuan Yuan Itisaminimumrequirementtoensurethatthegoodsaresafefrombreakage Jeffery ManyforeignershavegreatrespectforthequalityofChina sproducts Youcancompetesuccessfullyontheworldmarketinagoodmanycommodities butyouloseouttoothersjustbecauseyoufailtopackthegoodsnicely Lookatthis It sagoodone Butifacustomercanseethegoodsorapictureofthegoodsonyourboxorpackage ithelpshimseewhathe sbuying Yuan That sonlytheouterpacking Insidethere satransparentpolybag TaketheCottonVelvetBedcoverout Thisshouldcatchthecustomer seye Salesappealiscertainlyquiteimportant Thebuyerseesthepackageanditscontentsasawhole Jeffery That sright Awell designedpackagehelpssellthegoods Thebuyerwillprobablybeveryinfluencedbythepackage Yuan Heshouldalsolearnthatappearancesaredeceptivesometimes Bothlaugh Jeffery That strue Andnaturally whenmarketingproducts thequalityofthegoodsisstillmostimportant Yuan We vemadesomeimprovementsinourpackaginglately Forinstance withbathtowels we veintroducedtwopackaginglines eachhandlinggoodsforspecificsalesrequirements Wecaneitherofferyounormalpacking thatissoliddesignbutassortedcolors orassorteddesignsandcolors Jeffery Ms Yuan youmentionedassorteddesigns Howmanycanyouputinapolybag Yuan Twoorthree Forfourormoredesigns wechargeextra Jeffery Andyournormalpackingisstilltendozenpercarton Yuan That sright Jeffery ButMs Yuan thatisn tenough Youknow nowadaysmanyfirmshaveopenedupnewsellingchannelsovertheNet whichmeanscommoditiesaresoldthroughmailorderhouses Therefore packingshouldbeimprovedaccordingly Yuan Iunderstandthatmanyconsumerproductsarebeingsoldthroughmailorderhouses Jeffery Ohyes themailorderbusinessisbooming Soyou llneedtochangeyourpackingtosuitthisnewdevelopment Yuan Whattypeofpackingdoyouwant Imeanforbathtowels Jeffery Wepreferspecialcartonsof30cmX60cmwithtwoorthreedozentoeachcartonbecauseit sconvenientandeasytohandle Canyoumakethisadaptation Ms Yuan Yuan Yes wecan butI mafraidthecostwillgoupby5 8percentandthere salsothefreightrate Jeffery Ithinkit sworthit MaybeIcanorderasmallquantityforatrialsalenexttime Onemorepoint aseconddevelopmentinpackagingisthatsomecustomersareaskingfor consumerpacks thatis apackwhichallowstheproductstobeputdirectlyontothestoreshelves Yuan Yes Iknow Withtheboomofhypermarketsorsupermarketsandconveniencestores therehasbeenatrendtowardprevailingsmallerpackagestosuitcostumers needsandrequirements Jeffery Packagingisarealskill Onelivesandlearns Allright Ms Yuan thankyouforgivingmesomuchofyourtime Imustleavenow Yuan It sapleasuretalkingwithyou Mr Jeffery 2 InsuranceInsuranceofgoodsintransitplaysavitalroleinforeigntrade Amongthedocumentspresentedforpayment aninsurancepolicyisessentialforaCIFcontract Thebuyerwantstobesureheisgettingthefullvalueoftheshipmenthehasalreadyarrangedtopayfor That swhyMr JamesisnowcarefullystudyingthesalesconfirmationgivenbyMr LiuHao manageroftheexportsectionofShanghaiLanshengGroupLtd Liu Mr James isthereanythingthat snotclearinthesalesconfirmation James Oh yes Thereareafewpointswhichneedtobeclarified Ithinkit sbettertogetaclearideaofthetermsbeforesigningsothattherewillbenomisunderstanding Liu That sright Let sgooverthemonebyone James Thefirstthingconcernsinsurance Whatdoes I coveraccordingtoyourusualCIFterms Liu ItcoversAllRisksandWarRiskfor110percentoftheinvoicevalue James Sosuchrisksasbreakage leakage TPND hookandcontaminationdamagesareallincluded Liu Yes James You llalsocoverSRCCrisks won tyou Liu Ifyoudesire James Don tyouthinkyoucouldmakethepriceCFRforourfuturebusiness Andhowmuchwillyoutakeoff Liu TheratesquotedbythePeople sInsuranceCompanyofChinaaremoderate TheyhaveverylittleeffectonourCIFprices Roughlyspeaking thedifferencebetweenCIFandCFRisabout0 3percent Ofcourse thepremiumvarieswiththenatureofthegoods thedegreeof cover requiredandtheplaceofdestination James 0 3percents Thatsoundsreasonable Liu ThePeople sInsuranceCompanyhasafinereputationforitsgoodcreditaswellasitsreasonablerates Ithasmorethan300surveyorsandagentsallovertheworld James Uhhuh theyhaveverygoodconnections Mr Liu youseethereasonIaskedyouabouttheratesisthatwehaveanopenpolicywiththeABCInsuranceCompanyinLondon Allwehavetodowhenashipmentismadeistoadvisethemoftheparticulars Itsavesusalotoftediousformalities What smore weareonverygoodtermswiththiscompany Usuallywereceiveahandsomepremiumrebatefromourunderwritersatregularintervals Liu Icanassureyouthatwecouldprovidethesameservice OurrelationswiththePeople sInsuranceCompanyareamicable Theirwayofhandingbusinessisflexibleandformalitiesaresimple Ifyou dletuseffecttheinsurance I msurethingswillturnouttoourmutualbenefit James OK Mr Liu I llbuyonCIFforthisfirsttransactionasatrial Well somuchforinsurance ThenextpointIwouldliketodiscussis 3 InspectionandArbitrationMr JameshasscannedtheSalesConfirmationforquitesometime Hebelievesonecanneverbetoocareful Anyhow thediscussionisdrawingtoanend Thereareonlytwominorpointsleft James Mr Liu here underArticle3 Quality Weight youphraseitlikethis BasedontheinspectioncertificateissuedbytheShanghaiCommodityInspectionBureau Doyoumeanthatyousellonshippedqualityandquantity Ifthegoodsarefounddisqualifiedorshortonarrival areweentitledtolodgeclaims Liu Youhavetherightorreinspection Andyoumaylodgeclaimsagainstusifyoufindthatthequalityorquantitydoesnotconformtocontractorhebilloflading There snoriskinvolved James No Ihopenot Howdoyoustipulatetheinspectionclauseforyourimports Liu Inspectionmustbeconductedbeforeshipmentbyrecognizedsurveyors Theirreportsmaybetakenasthebasisfornegotiatingpayment Afterthegoodsarrive ourbureauattheportofdestinationshallreinspectthegoods Theinspectioncertificationissuedbythemshallserveasthebasisforfilingaclaim James Veryreasonable Theinterestsofboththebuyerandtheselleraretakenintoaccount Oh Inearlyforgot Whyistherenomentionofarbitration Liu Wehavethearbitrationclauseinourgeneraltermsandconditions butnotinthesalesconfirmation Asamatteroffact mostdisputescanbesettledinafriendlyway withaviewtodevelopingalong0termrelationship Arbitrationisgenerallythelastresort James Iagree Ialsobelieveindevelopingfriendlybusinessrelations Well Isupposethat sallIwanttoknow Mr Liu thankyouverymuchforbeingsopatientwithme Ihopeyoudon tthinkI mabore It sbusiness Liu No notatall That swhatI mherefor Youmustbeverytiredafterawholemorning stalk Ifyoulike Isuggestwegoto XinTianDi thisafternoontorelax itisoneofthemostfamousresortsforentertainmentandleisureinShanghai Maybeyouhavealreadyheardofit James Fabulous Thankyouforyourthoughtfularrangementforme Liu Pleasewaitinthehotellobbyat1 30p m Wewillsendourcartopickyouup James Thankyou Seeyouthisafternoon Liu Seeyou II Sentencetranslation1 我们要求工厂用牢固的纸箱装 并用双道箱带捆扎 2 买主把包装和里面的商品看作是一个整体 3 你们要求一般包装还是10打一纸箱 4 保险费根据商品的性质 所要投保的范围以及目的地而有所不同 5 我们常定期从保险公司那里拿到一笔可观的保险费回扣 6 请为已装 丰庆号 轮的货投保一切险 金额为27000欧元 7 如果到货后发现品质不合格或短缺 我们是否有权提出索赔 8 上海商品检验局出具的检验证书作为索赔的依据 9 从发展长期关系的目的出发 多数争议都能以友好的方式解决 10 仲裁通常是解决问题的下策 1 Weaskedfactorytousestrongcartonsanddoublestraps 2 Buyersseethepackageanditscontentsasawhole 3 Doyourequirenormalpackingortendozenpercarton 4 Thepremiumvarieswiththenatureofthegoods thedegreeofthecoverdesiredandthedestinations 5 Weusuallygetahandsomepremiumrebatefromourinsurersatregularintervals 6 PleaseinsurethegoodsonSSFengqingfortheamountofeuro27 000 7 Ifthegoodsaredisqualifiedorshortonarrival areweentitledtolodgeclaims 8 TheinspectioncertificateissuedbytheShanghaiCommodityInspectionBureaushallserveasthebasisforfilingclaims 9 Mostdisputescanbesettledinafriendlyway withaviewtodevelopingalong termrelationship 10