国际贸易实务课堂案例

《国际贸易实务》双语课堂案例剖析ChapterTwoandThreeGeneralProceduresofExportandImportTransaction＆ContractsfortheInternationalTradeCaseOne案例一Mr.Smith,anAmericanbusinessman,soldabatchofIBMcomputerstoaHongimporter，Mr。Chen.ThesaleswasconcludedintheUnitedStatesofAmericaonthetermsofCIFHongKong.Duringexecutionofthecontract，disputesarosebetweenthesellerandthebuyerontheformaninterpretationofthecontract.Insuchacase,didthelawoftheUSAorthelawofHongKongapplytothe？Why？CaseTwo案例二Mr。AndersonintendedtosellaplanetoMr.Johnson.InhisMr.Andersonoffered:“Confirmsaleofaplane…Pleasesend5000poundsbytelegraphictransfer.”Mr.Johnsoncabledbackimmediately:“Confirmpurchaseofyourtermsandconditionssameasyourcable.I’vesentthe5000poundstoyourAccountBankwhokeepsyourmoneyonyourbehalfuntildeliveryoftheplane.Pleaseconfirmdeliverywithin30daysfromthedateofthiscable。Mr。Andersondidnotreplyandsoldtheplanetoanotherbuyeratamuchhigherprice。Disagreementsoccurredbetweenthetwopartiesaboutwhetherthecontractwasconcludedeffectively.Insuchacase,wasthecontractconcluded?Why?CaseThree案例三3。AChineseexportcompanysentonJuly1anoffertoaFrenchtradingcompany,stipulatingforthereplytoreachthembeforeJuly。TheFrenchtradingcompanycableditsacceptanceoftheofferonJuly8.BecauseofthedelaybytheposttheacceptancedidnotreachtheChinesecompanytillonthemorningofJuly11.Andbeforereceivingtheacceptance,theChinesecompanywasinformedthatthepricesofthesaidproductswererisingrapidly，thesellerrefusedtheacceptanceimmediately.Question:Wastheacceptanceeffective?Why?CaseFour案例四4。AFrenchbuyervisitedaChinesetradingcompanytobuysomegoodsinthemorning.WhenChinesesellerofferedtheprice,hedidn'tsayanything。Butintheafternoon,theFrenchbuyervisitedagainandacceptedthemorning’s。Atthismoment,Chinesecompanyfoundthepriceofthisgoodsontheinternationalmarketwasrising,sohowcouldtheChinesetradingcompanydeal？Why？CaseFive案例五OurcompanymadeanofferwithItalianbuyer，whichisvalidbefore10thofthismonth.Becauseofthepostbureau’slateindelivery,wehavereceivedtheacceptanceon11th.Atthismoment,wefoundthepriceofthesegoodsonthemarketwasHowcanweCaseSix案例六CompanyAmadeanofferforafarmproducttoCompanyB“Packinginsoundbags”.Withinthevalidity，CompanyBreplied“Refertoyourtelexfirstaccepted,packinginnewbags".OnreceivingtheCompanyAbegantopurchasethegoodsfor。Dayslater，asmarketpriceofthecommoditywasfalling,CompanyBwrotetoCompanyA “Nocontractisenteredbetweenus,asyoufailedtoconfirmourchangingofthepackingrequirement."CompanyAarguedthatCompanyB'sacceptancewaseffectiveandthecontractwasestablishedthen.Question:Whatisyouropinion?GivethereasontosupportyouropinionHowtopreventsuch。CaseSeven 案例七7。InacertainexportcompanyofChinasentagroupofbusinessmantotheUnitedStatesforpurchaseofequipment。InNewYork,bothpartiesreachedanoralagreementonsuchitemsasspecifications,unitprice，andquantity.Upongroupindicatedtotheotherpartythat,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）theplaceofconclusionofthecontractwasinthetheplaceoftheexecutionofthecontractwasalsointheUSA。ThesellercompletedtheseresponsibilitiesafterhedeliveredthegoodsattheportoftheUSA。Thiscontractwasnotconcludedeffectively。Item1ofArticle19oftheCISGindicates，"Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditionslimitationsorothermodificationsisarejectiontotheofferandconstitutesacounter—offer。Inthiscase,thoughMr。JohnsonacceptedMr.Anderson’soffer,hisacceptancecontainedsomeadditionstoandmodificationsoftheoffer;forexample,Mr。Andersonaskedfor"telegraphictransfer"，Mr.Johnsonsentthemoneytothebanktobekeptthere。AccordingtoItem3ofArticle19oftheCISG，alterationtothemodeofpaymentismaterialone,thusMr。Johnsonmightkeepsilentandrejecttheacceptance。AccordingtoItem2ofArticle21ofCISG:“Ifaletterorotherwritingcontainingalateacceptanceshows thatithasbeensent insuchcircumstances thatiftransmissionhadbeennormalitwouldhavereachedtheofferorinduetime，theacceptanceiseffectiveasanacceptanceunless，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。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:,.AB公司的第一封信函可视为发盘，在该发盘中A.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,但没有明确向BA.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。AccordingtoArticle11ofCISG：“Acontractofsaleneednotbeconcludedin,orevidencedby，writingandisnotsubjecttoanyotherrequirementastoform。Itbeprovedbyanymeans，includingwitnesses”ThoughChinaandtheUSarebothmembercountriesoftheCISG,Chinadeclaredthatitwon’tbeboundbyArticle11anditsrelatedarticles。Thatistosay,anykindofcontractsinChinamustbeevidencingbywriting.Inthiscase，thoughbothcompaniesagreedorallyastothemaintermsofthesalescontract,thereisnowritingevidencingthecontract 。contract,accordingtoChineselaw，isnoteffective。8。AccordingtoItem2ofArticle21ofCISG：“Ifaletterorotherwritingcontainingalateacceptanceshowsthatithasbeensentinsuchcircumstancesthatifitstransmissionhadbeennormalitwouldhavereachedtheofferorinduetime,thelateacceptanceiseffectiveasanacceptanceunless,withoutdelay,theofferororallyinformstheoffereethatheconsidershisofferashavinglapsedordispatchesanoticetothateffectInthiscaseinordertoavoidunnecessaryloss,theChineseshouldtelephoneordispatchimmediatelyanoticeinformingthattheacceptanceisineffectiveasitis。ChapterFour TradeTermCaseOne案例一1。AChineseimportandexportcompanyconcludedaSaleContractwithaHollandfirmonAugust5,2000,sellingabatchofcertain。ThecontractwasbasedonCIFRotterdamatUSD2500permetricton.TheChinesecompanydeliveredthegoodsincompliancewiththecontractandobtainedacleanonboardBillofLading。Duringtransportation，however，100metrictonsofgoodsgotlostbecauseofroughsea 。Uponarrivalofthegood,thepriceofthecontractedgoodswentdownquickly.Thebuyerrefusedtotakedeliveryofthegoodsandeffectpaymentandclaimeddamagesfromtheseller.HowwouldyoudealwiththeCaseTwo案例二2。AChinesetradingcompanyEconcludedatransactioninsteelwithaHongKongcompanyWonthebasisof FOBChinaPort。CompanyWimmediatelyresoldthesteel toCompanyHinLibyaonthetermsofCFRLiberia。TheL/CformWrequiredthepricetermtobeFOBChinaPortandthegoodstobedirectlydeliveredtoLiberia.TheL/Calsorequired “FreightPrepaid"tobeindicatedonBillof。WhydidCompanyWperformWhatshouldwedoaboutit?CaseThree案例三3。AChineseimportandexportcompanyconcludedaSaleContractwithaGermanfirmonOctober5，2006，sellingabatchofcertaincommodity.ThecontractwasbasedonCIFHamburgatUSD2500permetricton;TheChinesecompanydeliveredthegoodsincompliancewiththecontractandobtainedacleanonboardB/L.Duringtransportation,however，100metrictonsofthegoodsgotbecauseofroughsea.Uponarrivalofthegoods，thepriceofthecontractedgoodswentdownquickly。Thebuyerrefusedtotakedeliveryofthegoodsandeffectpaymentandclaimeddamagesfromthe。Question:(1)Isthebuyer’srefusalreasonable？Why？（2）Howshouldthebuyertodealwiththeloss?4．Case Four4．CompanyAsignedasalescontractwithaforeignbuyerforexportingTeaSets,underFOBterm.Attherequest,theselleragreedtocharteravesselataccount.Whenthedateofshipmentbecamedue，thesellerwasstillunabletogetavesselforshipment.Thebuyernotonlydisagreedtomodifythedateofshipment，butalsocancelledthecontractandclaimedforloss，becausethesellerfailedtoeffectshipmentwithinthetimestipulatedinthe。IsthesellerresponsibleforfailuretoeffectshipmentforhisinabilitytocharteraCaseFive案例五5。AfirmimportedashipmentofbedsheetsunderCIFterm.Onreceivingthegoods,theimporterfoundthatsomeofbedsheetsweredampduringtransport。Meanwhile，thesellerhadnegotiateddocuments，andtheimporterwasrequestedtomakepaymentfortheimports。Whetherthebuyershouldmakepayment,ifthegoodsaredamagedduringtransport？CaseSix案例六6.OnFOBtermbasis,SellerApreparedthegoodsatthestipulatedmeanwhile，BuyerBinformedAofthenameofvesselandthedateofshipment，whenthegoodsisliftedtotheitfelldownonthedeck，sonowwhoshalltakeSellerorCaseSeven案例七7。AmerchantinSouthAmericaplacedanorderwithaChineseexportcompanyforacertaincommodityonCFRAsuncionterms。Withaviewtodevelopnewmarkets,theexportcompanyimmediatelymadeanofferabroadonthebasisofCFRAsuncion,andthetransactionwassoonconcluded.Whenshippingthegoods,however,thiscompanycametorealizethatAsuncionisaninlandcity。Aswasthecase,ifthecompanyhadthegoodstransportedtoAsuncion,ithadto，firstofall,havethegoodstransportedbyseatoaseaportinArgentinaorsomeotherSouthAmericanneighboringcountry。Afterthat,thegoodsmightbetransporttoAsuncionthroughrivertransportationorinlandtransportation.Asaresult，thiscompanyhadtopayaconsiderablesumoffreightcharges.Whatcanwelearnfromthiscase？ChapterFour TradeTermAnalysis:案例分析Itwasnotrightforthebuyernot totakedeliveryofthegoods.Inthiscase,thecontractconcludedbetweenthesellerandthebuyerwasonCIFterms,accordingtowhich,theseller’sresponsibilitiesendedwhenheloadedthegoodsonboardtheshipandpaidthefreightandinsurancepremium；theriskseparationwasthesideoftheship；thatistosay，therisksweretransferredtothebuyerortheotherpartiesconcernedafterthesellerputthegoodsonboardtheship。Sincethedocumentspresentedbythesellerwererightandproper，thesellercoulddirectlygetpaidformtheIssuingBankoftheL/C.However，partofthegoodsgotlostbecauseofroughsea.Doesthismeanthatthebuyersufferedloss？Itisdefinitelynotthecasebecausethereareothertwosub—contractsexistingonCIFterms—I/PandBillofLading。Inthiscasethebuyercouldclaimdamageswiththeinsurancecompany，buthehadtotakedeliveryofthegoods.Obviously,theactualreasonforthebuyer’srefusaltoacceptthegoodsinthiscasewasthatthepricesofthegoodsweregoingdown.Thisis,certainly,unjustified。InthiscasethecontractwasconcludedbetweenCompanyEandCompanyWonFOBterm，accordingtowhichtheseller（CompanyE）endedhisresponsibilitieswhenhedeliveredthe goodsonboardtheship attheportofshipment. Hedidnotneedtopayfortransportationofthegoodsortheinsurancepremium。Therefore,itwasnotrightforWtoaskEtopaythefreightandindicat e“FreightRepaid”ontheBillofLading.ThereasonwhyWaskedEtodothatmightbethathewantedtotransferthefreightchargesto。However,inpracticaldealings,foreigntradecompaniesoftencomeacrosssuchsituations，especiallywhenacontractisconcludedwithanagent,whowantstoresellsthegoods.Inthiscase，EmightcomplywithW’srequest，buthehadtoindicatedthatthefreightshouldbebornebyW.wasnotrightforthebuyernottotakedeliveryofthegoods.InthiscasecontractconcludedbetweenthesellerandthebuyerwasonCIFterms，accordingwhich,theseller’sresponsibilitiesendedwhenheloadedthegoodsonboardtheshipandpaidthefreightandinsurancepremium；theriskseparationwasthesideoftheship；thatistosay,therisksweretransferredtothebuyerortheotherpartiesconcernedafterthesellerputthegoodsonboardtheship.Sincethedocumentspresentedbythesellerwererightandproper，thesellercoulddirectlygetpaidformtheIssuingBankoftheL/C。（2)Inthiscasethebuyercouldclaimdamageswiththeinsurancecompany,buthehadtotakedeliveryofthegoods。在FOB自己承担。买方要求取消合同，赔偿损失的请求是不合理的。在CIF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,未越过船舷，跌,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AChineseexportcompanyexportedsomeboxesofappletoJapan，accordingtothecontracttwopartiesconcluded，theappleshouldbeGrade。Butwhenthesellermaketheshipment,theyfoundsomeoftheapplewascorruptbecauseofdampweather,soinordertodeliverthegoodsintime，thesellerarrangegoodsimmediatelyandsenttheapple(GradeOne)theChinesecompanystillmarked“PricebestillfixedonGrade。"Question:DoyouthinkwhethertheexporterfulfillthedutyonWhy？CaseTwo案例二OurcompanyexportedsomekindsofagriculturalproductstoGermany,itisstipulatedinthecontracttha: Moistur——11％Max,Impurity——3%”Butwesentthesampletobuyerbeforeconcluded,andinformthebuyerbyfaxthatthegoodswedeliveredsimilartothesample.WhenthegoodsarrivedinGermany，thebuyerinspectedthegoodsandfoundthequalityofgoodsislowerthanthesample,andofcoursetheyraiseaclaimforUSD6000.Question：Doyouthinkthebuyer’sclaimisreasonable，why？CaseThree案例三Acompanypurchasedfourkindsofsteelplate:4000M/T.andthetypeis68inch，10inchand12inch。Thequantityis100M/Teachthecontractmarkedthat:“5％moreorlessforeachsize，atseller’soption”Whenthesellerdeliveredthegoods，thequantityis:6inch---——70M/T；8inch——-—-80M/T；10inch-——-—--—60M/T;12inch-———--—-210M/T。Andthetotalquantityis420M/T