商务英语谈判Types of BN

ChapterFourTypesofBusinessNegotiation

StructureSalesofGoodsInvestment

TechnologyTransfer

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

OnSalesofGoodsWhatShouldBeNegotiated

Quality

QuantityPackingPayments

Shipment

Insurance

ClaimandArbitrationTipsforsalesnegotiationWhatShouldBeNegotiatedAlltermsconcerningthetransactionSpecificclausesinacontractQualitySalebysample;Salebydescriptionandillustration;Salebytrademarkorbrand;Salebyplaceoforigin;Salebyspecification,gradeorstandard.MethodsofStipulatingQualityofCommodityMethodsSalebyDescription（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SalebyDescriptionSalebySpecification,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）GradeContentGradeTungstenTrioxide(Min.)Tin(Max.)Arsenic(Max.)Sulphur(Max.)Superior1270%65%65%0.2%0.2%0.1%0.2%0.2%0.2%0.8%0.8%0.8%QualitynegotiationtipsOrderasamplebeforecommittingtoapurchaseorderUsePre-ShipmentInspectionServices.PackingIncasefailuretoensurethatthequalityofthegoodsdeliveredisinaccordancewiththecontractorsample.UnitsofmeasurementforquantityWeight: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.TypesofPackingThreetypesofcommodities

BulkCommoditiesNudePackedCommoditiesPackedCommoditiesThreetypesofpackingTransportPackingSalesPackingNeutralPackingSpecialRequestforpackingTransportPacking外包装

AlsocalledbigpackingorouterpackingCharacteristicsofTransportPackingBesolidanddurableandadaptabletochangingclimates;BeuniformAssmallandlightaspossibleTypesofTransportPackingTypesofTransportPackingBags/SackCarton件CaseCrateDrumBale捆CanCarboy大玻璃瓶ContainerPallet运货板TypesofContainers干货集装箱（Dry

Cargo

Container）罐式集装箱（Tank

Container）

20′SteelReeferwithMeatHangSystem20′钢质挂肉冷藏箱

SalesPackingSalespacking(innerpacking,smallpackingorimmediatepacking)ismainlyusedforthepurposeof

promotingsales.AsilentsalesmanFunctionsofsalespackingForDisplayandsaleForIdentificationofthecommodityForconsumerconvenienceinuseForDisplayandSalePiling-upPatternHanging-upPatternSpreading-upPatternForIdentificationofthecommodityTransparentpatternandwindowedpatternCustomaryPackingPatternForConsumerConveniencePatternforCarryingaboutPatternforEasyOpeningPatternforSprayingoutPatternforFormingaCompleteSet（套装）PatternforShowingoffaGiftSpecialrequestforpackingAvoidusinguncleartermssuchas‘seaworthypacking’and‘customarypacking’SpecialrequestforpackingTheshippingmarksIndicativemarksShippingMarksTheimportanceofandconsistencyinusingshippingmarksPacking,invoice,insurancepolicy（保险单）,certificate,billsoflading（提货单）,etc.ISOstandardshippingmarks:SimpleandclearProperposition,durablecolorNoadvertisingallowedComponentsofShippingMarksConsignee收件人orConsigner’sCodeAbbreviations:TEC,ITCReferenceNumber

Numberofsalescontract,L/C,etc.PortofDestination

PackageNumberThetotalnumberofthewholelotofconsignmentandindividualpackagenumbere.g.NO.28/800IndicativeMarksIndicativeMarksrefertotherequirementsandmatterswhichneedseriousattentionfortheprocessoftransporting,loading,unloadingandstoringgoods.TypicalMarks:Payments

PaymentTerms

HowtoProtectYourselfAgainstPaymentRisk

PaymentTermsAmountofpaymentTimeofpaymentConditionsofpaymentMethodsofpaymentMethodsofpaymentRemittance汇款

mailtransfer(M/T)telegraphictransfer(T/T),remittancebybanker’sdemanddraft（即期汇票）,D/DCollection

Documentsagainstpayment(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123WorkflowofM/T,T/T1applicationandpayment2.telegraphormailtheorder3.payment143WorkflowofD/D1.Applicationandpayment（申请及付款）2.DrawtheBanker’sDemandDraft3.SendtheDraft4.Demandforpaymentofdraft2Remitter

RemittingBank

PayingBankBeneficiary3DocumentaryCollection跟单托收

Documentarycollectionisamethodofeffectingpaymentforgoodswherebythesellershipsgoodstothebuyer,butinstructshisbanktocollectacertainsumfromthebuyerinexchangeforthetransferofrelevantdocuments.Drawee/importerRemitting

bank

Collecting

bank123Workflow：D/P(1)shipment(2)presentdocuments(3)senddocumentsand

Instructions(4)advisetheimporter7456(5)makepaymentor

acceptanceandget

documents(6)sendfunds(7)paytheexporterPrincipal/exporter

TermsPrincipalistheonewhodrawsthebillofexchangeandauthorizeshisbanktoeffectthecollection.Remittingbankisthebankauthorizedbythedrawerofthedrafttoeffectcollectionfromthebuyer.Usuallyattheseller’splace.Collectingbankisthebankauthorizedbytheremittingbanktocollectthepaymentfromthedrawee.Usuallyinbuyer’scountry.Draweeisusuallythebuyerofthegoodswhoshouldmakepaymentofthegoodsintime.DocumentaryCollectionDocumentsagainstpaymentatsight(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/dateThebuyerwillpaythedraftamountonthespecifiedtime.XXdaysaftersightXXdaysafterdateofB/LXXdaysafterdateofthedraftThedocumentswillbereleaseduntilthepaymentismade.Thesellerhastowaitforaperiodoftimetogetthepayment.D/AUnderD/A,thebuyercangetthedocumentsfromthecollectingbankafterhehasdulyacceptedthedraft.Insomecountries,D/Paftersight/dateisregardedasD/A.ThenatureofL/CTheissuingbankhasprimaryliabilityforpayment.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/CAAAAApplicantAdvisingbankBeneficiary①③Issuingbank⑦⑥⑧④⑤②Thegeneralprocedure

ofusingaL/C1.Thebuyerandsellerconcludeasalescontractspecifyingdocumentarycreditasthemethodofpayment.2.Thebuyerinstructshisbank,theissuingbanktoissueacreditinfavoroftheseller.3.Theissuingbankopensthecreditandsendsittotheadvisingbank.4.Theadvisingbankinformsthesellerthatthecredithasbeenissued.Assoonasthesellerreceivesthecreditandissatisfiedwiththetermsandconditions,heisinapositiontoloadthegoodsanddispatchthem.5.thesellerthensendthedocumentsevidencingtheshipmenttothenegotiatingbankandthebankwillnegotiateaccordingtothetermsofthecredit.6.Thebanksendsthedocumentstotheissuingbank.7.Thebankeffectspaymentinaccordancewiththecreditifthedocumentsmeettherequirements.8.Theissuingbankreleasesthedocumentstothebuyeruponpaymentoftheamountdue,oruponotheragreedtermsbetweenthebuyerandtheissuingbank.Thegeneralprocedure

ofusingaL/C(Cont.)HowtoProtectYourselfAgainstPaymentRisk

Avoidopen-accountwithnewpartnerandaletterofcreditissuggested.Sufficientbackgroundchecks.Ifthesellerseemsmorefocusedonpaymentthananyotherissue,orindicatesthatcashpaymentmustbemadeurgently,morecautionshouldbegiventothetransaction.Todevelopalong-termrelationshipwithourcustomersbasedonmutualtrust.Shipment

Shippingdocumentscomparedtodomesticonesthenameoftheexportingcarrier

thelatestallowedarrivaldateattheportofexport.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DifferenttransportationmodesTransportationmodeAirInternationalMTMTOAirlinesorFreightforwarderDepartingRailwaystationissuerOceanB/LShippingcompanySino-transPostofficeParcelpostHK,MacaoMarineShippingdocumentforbanknegotiationCargoReceiptParcelPostReceiptCopyofrailwaybill

MAWBorHAWBMTDRailwayInternationalcombinedPointsofconsiderationinshipmentAthroughbillofladingunderamultimodecontractConsultwithafreightforwarderwhendeterminingthemethodofinternationalshipping,Consideringthecostofshipment,deliveryschedule,andaccessibilitytotheshippedproductAfree-tradezoneorafreeportAgreementbetweensellerandbuyerWhoisresponsiblefordeliveringthegoodsPlaceofshipmentanddestinationThedateandtimeofdeliveryWhoisresponsibleifthegoodsarelostordamagedduringdelivery,orifthegoodsaredelayed?Partialshipmentandtransshipment

Insurance

Exportshipmentsareusuallyinsuredagainstloss,damage,anddelayintransitbycargoinsurance.Forairshipment,airwaybillservesasinsurancecertificate;forseashipment,insurancecertificateisissuedasevidenceoftheexistenceofthemarineinsurancepolicy.Themarineinsurancepolicyisacontractbetweentheinsuredandtheinsurer,anditsprincipalpurposeistodefinethetermsoftheagreementbetweentheinsuredandtheinsurer.

ItemsofnegotiationWhobuysinsuranceabuyershouldstrivetosignacontractinFOBandCFRtermsandasellershouldstrivetosignacontractinCIFterms.Whatkindofinsurance

Theamounttobeinsured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SpecialadditionalrisksGeneralAdditionalRisksTheft,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.MakingclaimMakeclearwhattheclaimisDonotletangershowandavoidsarcasmGivethefactscalmly,specificallyandthoroughlyRequestaction:areplacement,repair,refundorcompensationDisputessettlement协商Consultation(twoparties)调解Mediation(athirdpartyasmediator)仲裁

Arbitration

诉讼LitigationArbitrationArbitrationisameansofsettlingadisputebetweentwopartiesthroughthemediumofathirdpartywhosedecisiononthedisputeisfinalandbinding.TheplaceofarbitrationOrganizationofarbitrationApplicablerulesofarbitrationThebindingforceofarbitrationTipsforsalesnegotiationsReducethebuyer'spowerwithdifferentiationTakeastrategicview—frombothsidesManagePowerwithaSWOT(strengths,weaknesses,opportunitiesandthreats)analysis.EvaluatetheprioritiesTrade;don'tmakeunilateralconcessionsGroupWorkDiscussionSimulatedNegotiationOnArbitrationDoyouthinkitnecessarytoaddarbitrationclausetothecontract?Whatarethespecificelementsthatneedtobenegotiatedinthisclause?Whataretheotherresortstosolvedisputes?Whataretheadvantagesofarbitrationovertheothersolutions?InvestmentJointventureAdvantagesToexpandresources,exportexperienceandmarketknowledgewhilespreadingtheriskandlayingadistributionframework.Taxadvantagesorwaiversofferedbyforeigncountriesforjointventures.NegotiationproblemsJointventurecontracthasmuchmorepotentialforcausingdifficultiesanddisputesJointventureinvolvesmoreresourcescommitmentandhighermutualdependence.InvestmentTotalinvestmentandregisteredcapital

LabormanagementLanduseForeignexchangecontrolsTermandTerminationTotalinvestmentandregisteredcapitalRegisteredcapitalTotalinvestmentRatioofcapitaldistribution:theforeignpartyholdsnolessthan25%oftheregisteredcapitalofthejointventurewithnomaximum.Thecapitalcontributionsmaytakeavarietyofforms.Thecompositionoftheboardofdirectorsistobedeterminedbydiscussionbetweentheparties.Thedistributionofseatsistobefixedbyreferencetotheratioofcapitalcontribution.LabormanagementProvisionsregar