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商务谈判高手--保险要求婉姑娘保险要求保险知识概述谈判小贴士谈判实例--保险要求实战练习：我们必须确保我们的货物能完全被保险实战练习：我认为我们首先要向保险公司提出索赔与“科威特人”做生意保险知识概述保险种类：空运，陆运。海运三种。保险依据：中国人民保险公司制定的中国保险条款中的中国海燕运货保险条款（平安险，水渍险，综合险）。伦敦保险协会的货物条款（A险，B险，C险）。谈判小贴士W.P.Acoverageistoonarrowforashipmentisnature,pleaseextendtheoveragetoincludeTPND.Asourusualpractice,insurancecoversbasicrisksonly,at110percentoftheinvoicevalue.Ifcoverageagainstotherrisksisrequired,suchasbreakage,leakage,TPND,hookandcontaminationdamages.theextrapremiuminvolvedwouldbeforthebuyer'saccount.Youshouldstudynotonlythebenefitsbutalsothetermsandlimitationsofaninsuranceagreementthatappearsbeststuitedtoyourneeds.10%abovetheinvoicevalueistheusualpracticeininternationaltrade.Iunderstandthatthelossiscausedbyinherentviceornatureofthesubjectmatterinsured,whichisoutsidethescopeofthecoerage.谈判实例--保险要求Whit:Wewouldliketoaskyousomedetailsofthisagreement.Haveyoutakenoutinsuranceyetonthisshipment?Shen:Yeah,ItalkedaboutitwithourunderwriterandIthinkweshouldgetapolicyfortotallossonly.Whit:WhyTLO?Thatonlyhelpsifthegoodsaredestoryedordamagedsobadlythattheycan'tbeused.Shen:Wehaveshippedalotofgoods.WethinkTLOisthebostpolicyforthisshipment.Trustus.谈判实例--保险要求Whit:Ok.Iknowyouhavebeeninthisbusinesslongerthanwehave.Butinmyopinion,thistypeofcoverageisnotenoughforacargoofthisnature.Yousee,theaccuracyofcameralensisreadytobedestoryedbydampnessundersuchweather.Inthiscase,we'llloseabigfortune.MayIsuggestinsuranceagainstdamageofdampness?Shen:Well,there'srealltnoneedtoworry.Ourcompanyhasneverlostmoneybecauseofunderinsurance.Yourshipmentissecure.Whit:Fine,I'llbuyitthistime.ButIwouldliketogetcoverfor130%oftheinvoicevalue.Shen:However,itisourusualpracticetoinsureshipmentforthefullinvoicevalueplus10%.Idon'tknowwhyyouaskformore.谈判实例--保险要求Whit:Well,Iknowthatarangefrom0%to50%isreasonablyacceptedintheextrainsurancevaluebyChineseinsurancecompany.Besides,weareexpecting20%profitfromthisdeal.Soifthere'sanywrongwiththisshipment,wewanttogetfullcovered.Shen:OK.Isee.We'llcomplywithyourrequest.Buttheextrapremiumwillbeforyouraccount.Whit:IamsorryIcouldn'tagreewithyou.IthinkthepremiumisalreadyincludedintheCIFprice.Shen:That'strue.Butyouaskforanextrainsurancevalue,forwhichpartyoushouldtakethebill.Ifwecoveredthatextraexpense,wecouldn'tmakeanyprofitfromthistransaction.谈判实例--保险要求Whit:Wouldyoupleasetellmewhat'syourpremiumrate?Shen:0.2%ofinsurancecalue,ourunderwrittersaid.Whit:Oh,tht'salittleexpensiv.Asarule,itshouldbechargedatonly0.12%ofinsurancevalue.Perhapsyourunderwriterasksyouformore.Shen:Notreally.Accordingtotherouteofthistransporationandnatureofthisshipment,youshouldallowasmallriseonpremiumarate.谈判实例--保险要求Whit:Well,weareonverygoodtermswithaninsurancecompanyinLondon.Weusuallyreceivefromourunderwirterquiteahandsomepremiumrebateatregularintervals.Shen:Inthiscase.IsuggestyoushouldtakeourCFRprice.Perhapsyoucangetinsurancedonewithyourownunderwriterandwecouldsavealotofenergy.Whit:That'sagoodidea.Buthowcanwedoabouttheletterofcredit?We'veaskedthebanktoissueitandwouldbearrivingatyourendinafewdays.Shen:Well,we'lldeductthepremiumfromthetotalvalueandremittheleftovertoyouassoonastheproceedshavebeencollectedfromtheletterofcredit.实战练习：我们必须确保我们的货物能完全被保险Sean:Whatkindofinsurancedoyouhaveinmind?Wemustbesuretahtwehavecomprehensivecoverage.Yuyu:Iagree.Ifthegoodsarelostordamagedandwecouldn'tfileaninsuranceclaimbecasuewehavethewronginsurancepolicy,we'llbeinbigtrouble.Sean:Iknowthevalueofthegoodsisjusttoohigh.Ifwelosethem,ourcompanywilllosealotofmoneyandmayhavetoclose.SoIthinkweshouldgetAllRiskinsurancepolicy.Inthatway,we'llbecoveredforanykindoflossordamage.Yuyu:Goodidea.AllRiskinsurancepolicywillcoveranyproblmesthatwillhappen.Butasourusualpractice,insurancecoversbasicrisksonly,at110percentoftheinvoicevalue.Ifcoverageagainstotherrisksisrequired,forexampleAllRisk,theextrapremiuminvolvedwouldbeforthebuyer'saccount.实战练习：我们必须确保我们的货物能完全被保险Sean:MayIaskwhatexactlyinsurancecoversinyourBasicRisk?Yuyu:Accordingtoourunderwriter'sinstruction,weshouldinsureFPAandTPND.That'susualinsurancecoverageforvaluablegoodslikejade.Sean:WouldyoutellmepleaseifthebreakageisincludedinthisFPA?Yuyu:Well,FPAwillcoveryouifshipsinks,orburns,ItisincludedintheFPAwhenthebrakeageresultsfromnaturalcalamitiesandmaritimeaccidents,suchasstandingandsinkingofthecarryingvessal,orisattributabletofire,explosionorcollision.实战练习：我们必须确保我们的货物能完全被保险Sean:Ok,Isee.Whatifthesejewelrieswerebrokenwhenunderroughhandling?Yuyu:Well,thisbelongstotheRiskofBreakage.It'sanadditionalriskitem,thesameasTPND.Butwenormallydon'tinsurethisriskfortworeasons.Oneisthatjadesareseldombrokenduringtransitaccordingtoourpreviousexperience.Theotehristhatwepackthegoodsverywellsothattheycanstandroughhandlingexpectdeliberatedamage.Sean:Soundsreasonable.Butgiventhatthisbatchofjadesbelongstochalchiguite,whichismorefragilethannephrite,Isuggestyou'dbetterinsuretheBreakageRisk.Yuyu:Well,there'snoquestionforustocoveronemoreadditionalrisk,butasIhavesaid,thisshouldbeforyouraccount,Asyoucansee,thisisourspecialaccommodationtoinsureFPAonlyforotherdeals.实战练习：我们必须确保我们的货物能完