商务英语谈判Types of BNPPT课件

ChapterFour,TypesofBusinessNegotiation,Structure,SalesofGoodsInvestmentTechnologyTransfer,Bulkcommodities散装货Seaworthypacking耐航包装Customarypacking习惯包装Promissorynote本票Mailtransfer信汇Partialshipment分批装运Multimode多式联运,OnSalesofGoods,WhatShouldBeNegotiatedQualityQuantityPackingPaymentsShipmentInsuranceClaimandArbitrationTipsforsalesnegotiation,WhatShouldBeNegotiated,AlltermsconcerningthetransactionSpecificclausesinacontract,Quality,Salebysample;Salebydescriptionandillustration;Salebytrademarkorbrand;Salebyplaceoforigin;Salebyspecification,gradeorstandard.,MethodsofStipulatingQualityofCommodity,Methods,SalebyDescription（凭说明买卖）SalebySample（凭样品买卖）Saleasitis(看货成交),Case,案例某公司与日本某会社签定一单凭我样品出口“土纸”合同。货抵横滨港后，经开箱检验，日方即以货品不符合同品质约定为由，向我提出异议索赔。我方：复验，与样品相符，拒付日方：部分工序为机械操作，继续索赔我方：同意酌情给予赔偿,1.致损原因：二个质量标准2.风险：多个标准同时存在，交叉约束3.规避方法：样品是表示品质的唯一依据,SalebyDescription,SalebySpecification,GradeorStandard（凭规格，等级，标准）SalebyBrandNameorTradeMark（凭品牌或商标）SalebyNameofOrigin（凭产地名称）SalebyDescriptionandIllustration（凭说明书和图样）,Grade,Qualitynegotiationtips,OrderasamplebeforecommittingtoapurchaseorderUsePre-ShipmentInspectionServices.PackingIncasefailuretoensurethatthequalityofthegoodsdeliveredisinaccordancewiththecontractorsample.,Unitsofmeasurementforquantity,Weight: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.,TypesofPacking,ThreetypesofcommoditiesBulkCommoditiesNudePackedCommoditiesPackedCommoditiesThreetypesofpackingTransportPackingSalesPackingNeutralPackingSpecialRequestforpacking,TransportPacking外包装,AlsocalledbigpackingorouterpackingCharacteristicsofTransportPackingBesolidanddurableandadaptabletochangingclimates;BeuniformAssmallandlightaspossibleTypesofTransportPacking,TypesofTransportPacking,Bags/SackCarton件CaseCrateDrum,Bale捆CanCarboy大玻璃瓶ContainerPallet运货板,TypesofContainers,干货集装箱（DryCargoContainer）,罐式集装箱（TankContainer）,SalesPacking,Salespacking(innerpacking,smallpackingorimmediatepacking)ismainlyusedforthepurposeofpromotingsales.AsilentsalesmanFunctionsofsalespackingForDisplayandsaleForIdentificationofthecommodityForconsumerconvenienceinuse,ForDisplayandSale,Piling-upPatternHanging-upPatternSpreading-upPattern,ForIdentificationofthecommodity,TransparentpatternandwindowedpatternCustomaryPackingPattern,ForConsumerConvenience,PatternforCarryingaboutPatternforEasyOpeningPatternforSprayingoutPatternforFormingaCompleteSet（套装）PatternforShowingoffaGift,Specialrequestforpacking,AvoidusinguncleartermssuchasseaworthypackingandcustomarypackingSpecialrequestforpackingTheshippingmarksIndicativemarks,ShippingMarks,TheimportanceofandconsistencyinusingshippingmarksPacking,invoice,insurancepolicy（保险单）,certificate,billsoflading（提货单）,etc.ISOstandardshippingmarks:SimpleandclearProperposition,durablecolorNoadvertisingallowed,ComponentsofShippingMarks,Consignee收件人orConsignersCodeAbbreviations:TEC,ITCReferenceNumberNumberofsalescontract,L/C,etc.PortofDestinationPackageNumberThetotalnumberofthewholelotofconsignmentandindividualpackagenumbere.g.NO.28/800,IndicativeMarks,IndicativeMarksrefertotherequirementsandmatterswhichneedseriousattentionfortheprocessoftransporting,loading,unloadingandstoringgoods.TypicalMarks:,Payments,PaymentTermsHowtoProtectYourselfAgainstPaymentRisk,PaymentTerms,AmountofpaymentTimeofpaymentConditionsofpaymentMethodsofpayment,Methodsofpayment,Remittance汇款mailtransfer(M/T)telegraphictransfer(T/T),remittancebybankersdemanddraft（即期汇票）,D/DCollectionDocumentsagainstpayment(D/P)付款交单Documentsagainstacceptance(D/A)承兑交单Letterofcredit(L/C)信用证,Beneficiary收款人,RemittingBank汇出行,PayingBank付款行,Remitter汇款人,1,2,3,WorkflowofM/T,T/T,1applicationandpayment2.telegraphormailtheorder3.payment,1,4,3,WorkflowofD/D,1.Applicationandpayment（申请及付款）2.DrawtheBankersDemandDraft3.SendtheDraft4.Demandforpaymentofdraft,2,Remitter,RemittingBank,PayingBank,Beneficiary,3,DocumentaryCollection跟单托收,Documentarycollectionisamethodofeffectingpaymentforgoodswherebythesellershipsgoodstothebuyer,butinstructshisbanktocollectacertainsumfromthebuyerinexchangeforthetransferofrelevantdocuments.,Drawee/importer,Remittingbank,Collectingbank,1,2,3,Workflow：D/P,(1)shipment(2)presentdocuments(3)senddocumentsandInstructions(4)advisetheimporter,7,4,5,6,(5)makepaymentoracceptanceandgetdocuments(6)sendfunds(7)paytheexporter,Principal/exporter,Terms,Principalistheonewhodrawsthebillofexchangeandauthorizeshisbanktoeffectthecollection.Remittingbankisthebankauthorizedbythedrawerofthedrafttoeffectcollectionfromthebuyer.Usuallyatthesellersplace.Collectingbankisthebankauthorizedbytheremittingbanktocollectthepaymentfromthedrawee.Usuallyinbuyerscountry.Draweeisusuallythebuyerofthegoodswhoshouldmakepaymentofthegoodsintime.,DocumentaryCollection,Documentsagainstpaymentatsight(D/Patsight),Documentsagainstpaymentaftersight/date(D/Paftersight/date),DocumentagainstAcceptance(D/A),D/Patsight即期付款交单,Thesellerhandstheshippingdocumentswithadrafttotheremittingbank,whichwillpresentthemtothebuyer.Thebuyeruponsightmakesthepaymentandgetthedocuments.Thecollectingbankgetthepaymentandnotifiestheremittingbanktopaytheseller.Theshippingdocumentstobedeliveredagainstpaymentonly.,D/Paftersight/date,Thebuyerwillpaythedraftamountonthespecifiedtime.XXdaysaftersightXXdaysafterdateofB/LXXdaysafterdateofthedraftThedocumentswillbereleaseduntilthepaymentismade.Thesellerhastowaitforaperiodoftimetogetthepayment.,D/A,UnderD/A,thebuyercangetthedocumentsfromthecollectingbankafterhehasdulyacceptedthedraft.Insomecountries,D/Paftersight/dateisregardedasD/A.,ThenatureofL/C,Theissuingbankhasprimaryliabilityforpayment.开证银行负第一付款责任。L/Cisaself-sufficientinstrument.信用证是一项自足文件。Documentarycreditisapuredocumentarytransaction.信用证方式是纯单据业务,WorkflowofL/C,A,A,A,A,Applicant,Advisingbank,Beneficiary,Issuingbank,ThegeneralprocedureofusingaL/C,1.Thebuyerandsellerconcludeasalescontractspecifyingdocumentarycreditasthemethodofpayment.2.Thebuyerinstructshisbank,theissuingbanktoissueacreditinfavoroftheseller.3.Theissuingbankopensthecreditandsendsittotheadvisingbank.4.Theadvisingbankinformsthesellerthatthecredithasbeenissued.Assoonasthesellerreceivesthecreditandissatisfiedwiththetermsandconditions,heisinapositiontoloadthegoodsanddispatchthem.,5.thesellerthensendthedocumentsevidencingtheshipmenttothenegotiatingbankandthebankwillnegotiateaccordingtothetermsofthecredit.6.Thebanksendsthedocumentstotheissuingbank.7.Thebankeffectspaymentinaccordancewiththecreditifthedocumentsmeettherequirements.8.Theissuingbankreleasesthedocumentstothebuyeruponpaymentoftheamountdue,oruponotheragreedtermsbetweenthebuyerandtheissuingbank.,ThegeneralprocedureofusingaL/C(Cont.),HowtoProtectYourselfAgainstPaymentRisk,Avoidopen-accountwithnewpartnerandaletterofcreditissuggested.Sufficientbackgroundchecks.Ifthesellerseemsmorefocusedonpaymentthananyotherissue,orindicatesthatcashpaymentmustbemadeurgently,morecautionshouldbegiventothetransaction.Todevelopalong-termrelationshipwithourcustomersbasedonmutualtrust.,Shipment,Shippingdocumentscomparedtodomesticonesthenameoftheexportingcarrierthelatestallowedarrivaldateattheportofexport.instructionsfortheinlandcarriertonotifytheinternationalfreightforwarderonarrival.,各种运输方式一览表,运输方式,国际联运,航空运输,多式联运,多式联运经营人,民航公司或外运,铁路始发站,签发人,海运提单（B/L）,船长或船公司或其代理,外运公司,邮局,邮政运输,港、澳,海洋运输,送银行办理议付的运输凭证,货物收据（CargoReceipt）,邮包收据（ParcelPostReceipt）,铁路运单副本,航空运单（MAWB或HAWB）,多式联运单据（MTD）或集装箱联运提单（CTB/L）,铁路,Differenttransportationmodes,Transportationmode,Air,InternationalMT,MTO,AirlinesorFreightforwarder,DepartingRailwaystation,issuer,OceanB/L,Shippingcompany,Sino-trans,Postoffice,Parcelpost,HK,Macao,Marine,Shippingdocumentforbanknegotiation,CargoReceipt,ParcelPostReceipt,Copyofrailwaybill,MAWBorHAWB,MTD,Railway,Internationalcombined,Pointsofconsiderationinshipment,AthroughbillofladingunderamultimodecontractConsultwithafreightforwarderwhendeterminingthemethodofinternationalshipping,Consideringthecostofshipment,deliveryschedule,andaccessibilitytotheshippedproductAfree-tradezoneorafreeport,Agreementbetweensellerandbuyer,WhoisresponsiblefordeliveringthegoodsPlaceofshipmentanddestinationThedateandtimeofdeliveryWhoisresponsibleifthegoodsarelostordamagedduringdelivery,orifthegoodsaredelayed?Partialshipmentandtransshipment,Insurance,Exportshipmentsareusuallyinsuredagainstloss,damage,anddelayintransitbycargoinsurance.Forairshipment,airwaybillservesasinsurancecertificate;forseashipment,insurancecertificateisissuedasevidenceoftheexistenceofthemarineinsurancepolicy.Themarineinsurancepolicyisacontractbetweentheinsuredandtheinsurer,anditsprincipalpurposeistodefinethetermsoftheagreementbetweentheinsuredandtheinsurer.,Itemsofnegotiation,WhobuysinsuranceabuyershouldstrivetosignacontractinFOBandCFRtermsandasellershouldstrivetosignacontractinCIFterms.WhatkindofinsuranceTheamounttobeinsured,我国海运货物保险险别,基本险别BasicRisks,附加险别AdditionalRisks,一切险（AR）,平安险（FPA）,水渍险（WPA/WA）,一般附加险Generaladditionalrisks,特殊附加险Specialadditionalrisks,GeneralAdditionalRisks,Theft,Pilferage,andNon-Delivery(T.P.N.D)(偷窃，提货不着)Freshwaterand/orraindamage（淡水雨淋险）Shortage（短量险）Intermixtureandcontamination（混杂、玷污险）Leakage（渗漏险）Clashandbreakage（碰损、破碎险）Taintofodor（串味险）Hookdamage（钩损险）Breakageofpacking（包装破裂险）Rust（锈损险）Heatingandsweating（受潮、受热险）,ClaimandArbitration,Breachofacontractariseswhereanypartydoesnotabidebythestipulationsofthecontract.Claim（索赔）referstothatininternationaltrade,onepartybreaksthecontractandcauseslossesordamagestotheotherpartydirectlyorindirectly,theinjuredpartymayaskforcompensationforthelossesordamages.,Makingclaim,MakeclearwhattheclaimisDonotletangershowandavoidsarcasmGivethefactscalmly,specificallyandthoroughlyRequestaction:areplacement,repair,refundorcompensation,Disputessettlement,协商Consultation(twoparties)调解Mediation(athirdpartyasmediator)仲裁Arbitration诉讼Litigation,Arbitration,Arbitrationisameansofsettlingadisputebetweentwopartiesthroughthemediumofathirdpartywhosedecisiononthedisputeisfinalandbinding.TheplaceofarbitrationOrganizationofarbitrationApplicablerulesofarbitrationThebindingforceofarbitration,Tipsforsalesnegotiations,ReducethebuyerspowerwithdifferentiationTakeastrategicviewfrombothsidesManagePowerwithaSWOT(strengths,weaknesses,opportunitiesandthreats)analysis.EvaluatetheprioritiesTrade;dontmakeunilateralconcessions,GroupWork,DiscussionSimulatedNegotiationOnArbitrationDoyouthinkitnecessarytoaddarbitrationclausetothecontract?Whatarethespecificelementsthatneedtobenegotiatedinthisclause?Whataretheotherresortstosolvedisputes?Whataretheadvantagesofarbitrationovertheothersolutions?,Investment,JointventureAdvantagesToexpandresources,exportexperienceandmarketknowledgewhilespreadingtheriskandlayingadistributionframework.Taxadvantagesorwaiversofferedbyforeigncountriesforjointventures.NegotiationproblemsJointventurecontracthasmuchmorepotentialforcausingdifficultiesanddisputesJointventureinvolvesmoreresourcescommitmentandhighermutualdependence.,Investment,TotalinvestmentandregisteredcapitalLabormanagementLanduseForeignexchangecontrolsTermandTermination,Totalinvestmentandregisteredcapital,RegisteredcapitalTotalinvestmentRatioofcapitaldistribution:theforeignpartyholdsnolessthan25%oftheregisteredcapitalofthejointventurewithnomaximum.Thecapitalcontributionsmaytakeavarietyofforms.Thecompositionoftheboardofdirectorsistobedeterminedbydiscussionbetweentheparties.Thedistributionofseatsistobefixedbyreferencetotheratioofcapitalcontribution.,Labormanagement,Provisionsregardingemploym