外贸谈判-insurance

1、外贸英语谈判外贸英语谈判第九章、保险条款谈判第九章、保险条款谈判123学习目标学习目标 背景知识背景知识 方法介绍方法介绍教学方法设计教学方法设计456实战演练实战演练案例分析案例分析知识拓展知识拓展Payment Term NegotiationPayment Term NegotiationvObjectivesvTo learn the negotiating skillsvLearn words and expressions on insurancevImitate the situation of insurance negotiation31 1、学习目标、学习目标v Warmi

2、ng-up Questionsv Q1: What are the functions of insurance in the foreign trade?v Q2: What types of risk there would be?v Q3: What should be discussed about the insurance during the negotiation?v ：由谁办理（由谁办理（the insuredthe insured）、向谁办理）、向谁办理 (the insurer)(the insurer)、投保险别、投保险别 (coverage)(coverage)、投保

3、金额、投保金额 (insurance amount)(insurance amount)、责任条款。、责任条款。Background informationrisksrisksNatural Calamities自然灾害自然灾害Marine Perils海上风险海上风险Fortuitous Accidents 意外事故意外事故vMake a list of natural calamities and fortuitous accidentsNatural CalamitiesFortuitous accidentsearthquakehurricanelightningbad weather

4、Volcanic eruptionv意外事故（意外事故（Fortuitous Accidents)It includes: stranding 搁浅, striking a reef触礁Sunk沉船, Collision碰撞, fire 着火explosion爆炸 etc.v 外来风险（外来风险（Extraneous Risk）v It means the perils caused by other reasons except marine perils.vgeneral extraneous risks vspecial extraneous riskscaused by theft偷窃

5、, rain淡水雨淋, leakage渗漏,breakage 破损, dampness受潮, heating受热, taint of odor 串味caused by war战争, strikes罢工, failure of delivery交货不着 and rejection货物拒收, etc.海洋运输货物保险保障的风险海洋运输货物保险保障的风险海上风险海上风险外来风险外来风险自然灾害自然灾害意外事故意外事故一般外来风险一般外来风险特殊外来风险特殊外来风险LOSS Partial loss部分损失部分损失 Total loss全部损失全部损失actual total loss实际全损实际全损

6、constructive total loss推推定全损定全损general average共同海损共同海损particular average单独海单独海损损我国海运货物保险条款我国海运货物保险条款Basic risk coverage 平安险平安险 水渍险水渍险 一切险一切险 基本险的承保责任范围基本险的承保责任范围 FPAWA/WPAAll risks区别区别水渍险水渍险= = 平安险平安险+ +单独海损（自然灾害造成的部单独海损（自然灾害造成的部分损失）分损失）一切险一切险= = 水渍险水渍险+ 11+ 11种一般附加险种一般附加险案例讲解案例讲解v Example 1:Example

7、 1: Background: Mr. White (the buyer) purchasing manager of a Camera Accessories Company in England，Susan (the seller), manager of Sales & Marketing Department of a Digital Products Company in China. Now they are negotiating the insurance termsMr. White (以下称为A) Susan (以下称为B)Questions-Answers: 1) wha

8、t the coverage of insurance will the seller buy from the insurance company?2) Whats the buyers opinion for the insurance and why?3)Whats the buyers request for the invoice value covered?4)who will pay the extra insurance premium according to the seller?5) Did the buyer agree to pay for the extra pre

9、mium and why?6)what is their final decision on the premium?7) whats the terms of payment? A： We would like to ask you some details of this agreement. Have you taken out （开出） insurance yet on this shipment? B: Yeah, I talked about it with our underwriter（保险代理商） and I think we should get a policy（保险单）

10、 for total loss（全损） only. A: why TLO? That only helps if the goods are destroyed or damaged so badly that they cant be used. B: We have shipped a lot of goods. We think TLO is the best policy for this shipment. Trust us. A: Ok, I know you have been in this business longer than we have. But in my opi

11、nion, this type of coverage is not enough for a cargo of this nature. You see, the accuracy of camera lens（镜头） is ready to be destroyed by dampness under such weather. In this case, well lose a big fortune. May I suggest insurance against damage of dampness?案例讲解案例讲解 B: Well, there is really no need

12、to worry. Our company has never lost money because of underinsurance（保险不足）. You shipment is secure. A: Fine, Ill buy it this time. But I would like to get cover for 130% of this invoice value. B: However, it is our usual practice to insure shipments for the full invoice value plus 10%.I dont know wh

13、y you ask for more. A: Well, I know that a range from 0% to 50% is reasonably（合理地） accepted in the extra insurance value by Chinese insurance company. Besides, we are expecting 20%profit from this deal. So if theres any wrong with this shipment, we want to get full covered. B: ok, I see. Well comply

14、 with your request. But the extra premium（保险费） will be for your account（由你方付款）. A: Im sorry I couldnt agree with you. I think the premium is already included in the CIF price. B: Thats true. But you ask for an extra insurance value, for which part you should take the bill. If we covered that extra e

15、xpense, we couldnt make any profit from this transaction. A: Would you please tell me whats your premium rate（费率）? B: 0.2%of insurance value, our underwriter said. A: Oh, thats a little expensive. As a rule, it should be charged at only 0.12% of insurance value. Perhaps your underwriter asks you for

16、 more. B: Not really. According to the route of this transportation and nature of this shipment, you should allow a small rise on premium rate.If you join the organization，you must comply with its rules If you need to cover the risk of breakage, it is the buyers account to pay for the extra premium

17、A: Well, we are on very good terms with an insurance company in London. We usually receive from our underwriter quite a handsome（可观的） premium rebate（回扣） at regular intervals（通常）. B: In this case, I suggest you should take our CFR price. Perhaps you can get insurance done with your own underwriter an

18、d we could save a lot of energy. A: Thats a good idea. But how can we do about the letter of credit? We have asked the bank to issue it and would be arriving at you end （在你处）in a few days. B: Well, we will deduct the premium from the total value and remit（汇寄） the leftover（剩余）to you as soon as the pr

19、oceeds（收款） have been collected from the letter of credit.Translation to Chinesev 1.Insurance: To be covered by the Sellers for 110% of invoice value against F.P.A and War Risk, as per CIC dated 1981/1/1.v 2.Insurance is to be effected by the Seller for 110% of invoice value covering ICC(A), as per I

20、CC dated 2009/1/1v 1.由卖方按发票金额的110% 投保平安险和战争险，以中国人民保险公司1981年1月1日制定生效的中国保险条款为准v 2.保险由卖方按发票金额的110% A 条款，以伦敦协会2009年1月1日修订的协会货物保险条款为准方法介绍方法介绍v 询问保险险别询问保险险别 1. For marine insurance on garments, what risks do you cover? 2. What coverage can you provide for my consignment? 3. May I ask what exactly insuranc

21、e covers according to your usual CIF terms? 4. What coverage will you take out for the goods if the business is concluded on a CIF basis? 5. Do you cover risks other than WPA? 6. What kind of risks does the Peoples Insurance Company of China cover? 7. What is the difference between WPA and FPA? 8 .T

22、he risk of breakage is covered by marine insurance, isnt it?方法介绍方法介绍v 介绍保险险别介绍保险险别2. For transactions concluded on a CIF basis, we usually effect insurance with the Peoples Insurance Company of China against All Risks.3. We usually insure the goods against All Risks and War Risks for 110% of the inv

23、oice value.4. Special risks are not covered unless the buyer asks for them and the extra premium will be for the buyers account.5. WPA plus Risk of Breakage suits your consignment.6. If you prefer to have CIF price instead of CFR price, you need only to add 0.2% to the quoted price to cover the insu

24、rance premium.7. We can serve you with a broad range of coverage against all kinds of risks for sea transport.9. After loading the goods on board the ship, I go to the insurance company to have them insured.10. An FPA policy only covers you against total loss in the case of minor perils.（较小危险）12. I

25、dont think that the WPA insurance covers more risks than the FPA.方法介绍方法介绍v 保险费及保险费率保险费及保险费率1. The cover paid for （保险费）will vary according to the type of goods and the circumstances.2. The insurance rate(保险费率)for such kind of risk will vary according to the kind.3. Please insure the shipment for RMB

26、4,000 against All Risks.4. Weve cover insurance on these goods for 110% above the invoice value against All Risks.5. If you want us to insure against a special risk, an extra premium（额外的保险费 ）will have to be charged.6. We may also insure the shipment against any additional risks of your desire, but t

27、he extra premium is to be borne by you.7. Usually the amount insured is 110% of the total invoice value. However, if a higher percentage is required, we may do so accordingly but you have to bear the extra premium.v Interpret the following sentence into Englishv 1）按发票金额加一成投是国际贸易的惯例v 2）我认为损失是由货物的特性引起

28、的，不在承保范围之内v 3）我们常常定期从保险商那里拿到一笔可观的保险回扣v 4）如果采用CIF术语交易，你方会为货物投保什么险种？v 5） 对于服装，一般是投保什么风险？v 6）我们通常按110%发票金额投保一切险和战争险v 7）除非买方要求，否则不投保特殊风险，额外的保费由买方承担v 8）你的货物适合投保水渍险加破损险v 9）水渍险比平安险承保更多的风险，因此保费也就更高v 10)如果你想投保特殊风险，会收取额外的保险费v 11) 如果采用CIF交易，我们通常在中国人民保险公司投保一切险vAnswer:Answer:5 5、知识拓展、知识拓展v 1 1、常用相关词汇、常用相关词汇v（1）R

29、isks & Coverage 险别险别 free from particular average (F.P.A.) 平安险 with particular average (W.A.) 水渍险（基本险） all risk 一切险（综合险） risk of clash and breakage 碰损破碎险risk of rust生锈险risk of hook damage钩损险risk of contamination (tainting)污染险insurance against total loss only (TLO)全损险risk of deterioration变质险risk of p

30、acking breakage 包装破碎险risk of inherent vice内在缺陷险risk of normal loss (natural loss) 途耗或自然损耗险risk of spontaneous combustion自燃险risk of continent import duty进口关税险insurance against strike，riot and civil commotion (SRCC)罢工，暴动，民变险insurance against extraneous risks, insurance against additional risks附加险5 5、知

31、识拓展、知识拓展v 1 1、常用相关词汇、常用相关词汇v （1）Risks & Coverage 险别险别 risk of theft, pilferage and non-delivery (TPND)盗窃提货不着险risk of fresh and/ of rain water damage (wetting)淡水雨淋险risk of leakage渗漏险risk of shortage in weight/ quantity短量险risk of sweating and/ or heating受潮手热险risk of bad odor (change of flavor)恶味险，变味险r

32、isk of mould发霉险on deck risk舱面险Particular Average (P.A)单独海损General Average (G.A)共同海损Marine Losses海损partial loss部分损失total loss only (T.L.O.) 全损险 war risk 战争险 Cargo (extended cover) clauses 货物（扩展）条款 from warehouse to warehouse clauses 仓至仓条款 5 5、知识拓展、知识拓展v 1 1、常用相关词汇、常用相关词汇v （2）the stipulations for insu

33、rance 保险条款保险条款 marine insurance policy 海运保险单 specific policy 单独保险单 voyage policy 航程保险单time policy 期限保险单 floating policy (or open policy) 流动保险单 ocean marine cargo clauses 海洋运输货物保险条款 overland transportation insurance clauses (train, trucks) 陆上运输货物保险条款（火车、汽车） parcel post insurance clauses 邮包保险条款 v2 2、谈

34、判小贴士、谈判小贴士(1)保险险别多多益善 W.P.A coverage is too narrow for a shipment of this nature, please extend the coverage to include TPND. 针对这种性质的货物只保水渍险是不够的，请加保盗窃遗失险。(2).保险费精打细算 As our usual practice, insurance covers general risks only, at 110 percent of the invoice value. If coverage against other risks is re

35、quired, such as breakage, leakage, TPND, hook and contamination damages, the extra premium involved would be for the buyers account. 按照我们的惯例，只保基本险，按发票金额110%投保。如果要加保其他险别，例如破碎险、渗漏险、盗窃遗失险、钩损和污染险等，额外保险费由买方负担。(3) 保险条款步步为营 You should study not only the benefits but also the terms and limitations of an ins

36、urance agreement that appears best suited to your needs. 你不仅要研究各种保险所标明的给予保险人的赔偿费用，还要研究它的条件与限制，然后选出最适合你需要的一种。(4).保险金额要仔细 10% above the invoice value is the usual practice in international trade. 按发票金额加一成投保是国际贸易的惯例。 (5).免费条款要铭记 I understand that the loss is caused by inherent vice or nature of the sub

37、ject matter insured, which is outside the scope of the coverage. 我认为所造成的损失是由于货物的内在缺陷或特征，不在承保范围之类。5 5、知识拓展、知识拓展6 6、实战演练、实战演练v Situation: Party A (the buyers), representatives of ABC Corporation in England are meeting with Party B (the sellers), representatives of Sales & Marketing Department of AA Jewelry company Corporation Ltd, China. They have reached agreement on CIF basis. Now they are negotiating about Insurance. Party A: The buyers, representatives of ABC Corporation in England -Greet B -Suggest talking about the insurance. -Ask what risks the insurance covers