商务英语谈判Chapter five

ChapterFourTypesofBusinessNegotiationStructureSalesofGoodsInvestmentTechnologyTransfer外语教学与研究出版社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WhatShouldBeNegotiatedQualityQuantityPackingPaymentsShipmentInsuranceClaimandArbitrationTipsforsalesnegotiationWhatShouldBeNegotiatedAlltermsconcerningthetransactionSpecificclausesinacontractQualitySalebysample;Salebydescriptionandillustration;Salebytrademarkorbrand;Salebyplaceoforigin;Salebyspecification,gradeorstandard.MethodsofStipulatingQualityofCommodityMethodsSalebyDescription（凭说明买卖）SalebySample（凭样品买卖）Saleasitis(看货成交)外语教学与研究出版社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）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%QualitynegotiationtipsOrderasamplebeforecommittingtoapurchaseorderUsePre-ShipmentInspectionServices.PackingIncasefailuretoensurethatthequalityofthegoodsdeliveredisinaccordancewiththecontractorsample.UnitsofmeasurementforquantityWeight:metricton,kilogram,pound,ounce,gram,Numbers:piece,pair,set,dozen,grossLength:meter,foot,yard,mile,inch,Area:acre,squareyard,squarefootVolume:cubicmeter,cubicyardCapacity:liter,gallon,bushel,etc.PackingImportanceofpacking：Preventingorminimizingthedamageofshipment;Promotingproductsales;Avoidingpossiblerejectionoftheshipmentbythebuyer.TypesofPackingThreetypesofcommoditiesBulkCommoditiesNudePackedCommoditiesPackedCommoditiesThreetypesofpackingTransportPackingSalesPackingNeutralPackingSpecialRequestforpackingTransportPacking外包装AlsocalledbigpackingorouterpackingCharacteristicsofTransportPackingBesolidanddurableandadaptabletochangingclimates;BeuniformAssmallandlightaspossibleTypesofTransportPackingTypesofTransportPackingBags/SackCarton件CaseCrateDrumBale捆CanCarboy大玻璃瓶ContainerPallet运货板TypesofContainers干货集装箱（DryCargoContainer）罐式集装箱（TankContainer）20′SteelReeferwithMeatHangSystem20′钢质挂肉冷藏箱SalesPackingSalespacking(innerpacking,smallpackingorimmediatepacking)ismainlyusedforthepurposeofpromotingsales.AsilentsalesmanFunctionsofsalespackingForDisplayandsaleForIdentificationofthecommodityForconsumerconvenienceinuseForDisplayandSalePiling-upPatternHanging-upPatternSpreading-upPatternForIdentificationofthecommodityTransparentpatternandwindowedpatternCustomaryPackingPatternForConsumerConveniencePatternforCarryingaboutPatternforEasyOpeningPatternforSprayingoutPatternforFormingaCompleteSet（套装）PatternforShowingoffaGiftSpecialrequestforpackingAvoidusinguncleartermssuchas‘seaworthypacking’and‘customarypacking’SpecialrequestforpackingTheshippingmarksIndicativemarksShippingMarksTheimportanceofandconsistencyinusingshippingmarksPacking,invoice,insurancepolicy（保险单）,certificate,billsoflading（提货单）,etc.ISOstandardshippingmarks:SimpleandclearProperposition,durablecolorNoadvertisingallowedComponentsofShippingMarksConsignee收件人orConsigner’sCodeAbbreviations:TEC,ITCReferenceNumberNumberofsalescontract,L/C,etc.PortofDestinationPackageNumberThetotalnumberofthewholelotofconsignmentandindividualpackagenumbere.g.NO.28/800IndicativeMarksIndicativeMarksrefertotherequirementsandmatterswhichneedseriousattentionfortheprocessoftransporting,loading,unloadingandstoringgoods.TypicalMarks:外语教学与研究出版社外语教学与研究出版社PaymentsPaymentTermsHowtoProtectYourselfAgainstPaymentRiskPaymentTermsAmountofpaymentTimeofpaymentConditionsofpaymentMethodsofpaymentMethodsofpaymentRemittance汇款mailtransfer(M/T)telegraphictransfer(T/T),remittancebybanker’sdemanddraft（即期汇票）,D/DCollection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/T1applicationandpayment2.telegraphormailtheorder3.payment143WorkflowofD/D1.Applicationandpayment（申请及付款）2.DrawtheBanker’sDemandDraft3.SendtheDraft4.Demandforpaymentofdraft2RemitterRemittingBankPayingBankBeneficiary3DocumentaryCollection跟单托收•Documentarycollectionisamethodofeffectingpaymentforgoodswherebythesellershipsgoodstothebuyer,butinstructshisbanktocollectacertainsumfromthebuyerinexchangeforthetransferofrelevantdocuments.Drawee/importerRemittingbankCollectingbank123Workflow：D/P(1)shipment(2)presentdocuments(3)senddocumentsandInstructions(4)advisetheimporter7456(5)makepaymentoracceptanceandgetdocuments(6)sendfunds(7)paytheexporterPrincipal/exporterTermsPrincipalistheonewhodrawsthebillofexchangeandauthorizeshisbanktoeffectthecollection.Remittingbankisthebankauthorizedbythedrawerofthedrafttoeffectcollectionfromthebuyer.Usuallyattheseller’splace.Collectingbankisthebankauthorizedb