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国际贸易实务（英文版）InternationalTradePracticeChapterone1Whydonationsconducttradewithoneanothe？r答：Anationconductsinternationaltradebecaus：eithastheproductsandresourcesthatexceeditsdomesticdema；nditwantstogetmoreeconomicbenefitsinalargerinternationalmarketthanwhatcanbegainedindomesticmarke；titwantstowinpoliticalsupport；oritneedstosatisfydifferenttastes，preferencesandconsumptionpatternsamongitspeople.2Howmanyformsareadoptedintheprocessofnegotiatio？nBusinessnegotiationscanbeconductedintwoform：sinwords，i.e.face-to-facenegotiationornegotiationthroughtelephone，andinwriting，i.e.businesscorrespondencewhichincludeslette，rsfaxes，e-mails，telexes，etc.Whateverischosenforthenegotiationofacontract，fourmainstepsaregenerallyfollowedbeforeacontractisconcluded：enquiry，offer，counter-offerandacceptance.ChaptertwoIIIExplainthefollowingterms1shipmentcontract答：ShipmentcontractisacontractusinganIncotermwhichindicatesthatthedeliveryhappensatthetimeorbeforethetimeofshipment.2symbolicdeliverySymbolicdeliveryisadeliverysituationinwhichwhenthesellerdeliversthebuyerdoesnotphysicallyreceivethegoods.Thiskindofdeliveryisprovedbythesubmissionoftransportdocumentbythesellertothebuyer.3arrivalcontractArrivalcontractmeansacontractusinganIncotermwhichindicatesthatthedeliveryhappenswhenthegoodsarriveatthedestination.4actualdeliveryActualdeliveryreferstoadeliverysituationinwhichwhenthesellerdeliversthebuyerdoesphysicallyreceivethegoods.IV.Shortquestions1Whatarethetwotypesoftradetermsconcerningthetransferofrisks?答：Shipmentcontracttermsvs.arrivalcontractterms.Undershipmentcontracttermsseller'sriskwillbetransferredtothebuyerbeforethegoodsdepartfromtheplace/portofshipment.Underarrivalcontracttermssellerwillbeartheriskofthegoodsuntilthegoodsarrivethedestination.2WhatarethedifferencesandsimilaritiesbetweenCIPandCIF?答：Majorsimilarities:a.sellershouldcontractandpayforthemajorcarriage.b.Sellerisnottakingtheriskoflossordamagetothegoodsduringthetransportation.c.Sellermustobtaininsuranceagainstbuyer'srisk.Difference:a.CPTisapplicabletoanykindoftransportationmodewhileCFRisonlyusedforwaterwaytransport.b.UnderCPTseller'sriskwillbetransferredtothebuyerwhenthegoodsarehandedovertothefirstcarriernominatedbyseller.UnderCFRseller'sriskwillbetransferredwhenthegoodspassovertheship'srail.3WhoisresponsibleforcarryingoutcustomsformalitiesforexportsunderanFOBcontract?答：Seller.AccordingtoIncoterms2000,exceptEXWandDDPthesetwoterms,alltheothereleventermsrequirethesellertohandletheexportcustomsformalities,whilebuyertheimportcustomsformalities.4IfaChinesetradersignsaFOBHamburgcontract,isheexportingorimporting?答：Importing.FOBshouldbeusedwitha“namedportofshipment”,ifHamburgistheportofshipment,fromtheChinesetrader'sperspective,heisimporting.V．CaseStudies1.(变形)AnFOBcontractstipulated,TheshipmentwillbeeffectedinMarch2008.Ifthevesselfailstoarriveattheportofshipmentontime,theselleragreestosetasidethegoodsforadditional27days,andthebuyerwillbearallcostsofdelay.itturnedoutthatundertheseller'srepeatedrequests,thevesselnamedbythebuyerfinallyarrivedattheportofshipmentonMay1.Asaresult,thesellerrefusedtomaketheshipment.(1)Wasthesellerentitledtocompensationforthewarehouserent,insuranceandinterestduetothedelay?(2)IfthesellerhadsoldthegoodstoathirdpartyonApril25,shouldthebuyerpayforthedelay?(3)IfthesellerhadsoldthegoodstoathirdpartyonMay1withabetterprice,washeentitledtoanycompensation?析：a案例中提到“shipmentwillbeeffectedinMarch2008”,这种确定装运时间的方式允许在整个3月份期间的任何时间进行装运。也即是说，装运的最后期限为08年3月31日。b文中提到的“additional27days”,根据合同卖方同意在买方船期延误的情况下为其将货物保留到4月27日1）答案：Yes。答题切入点：aFOB术语关于双方费用划分的规定；b合同本身的条款规定。（2）答案：No。答题切入点：合同本身的条款规定。（3）这题与第一题相比，不同的一点在于“withabetterprice解答时应对＞这一点进行分析：在卖方卖出货物获得更高利润的情况下，他是否还应获得相关赔偿？答案：Yes。答题切入点：合同本身的条款规定。4.（日期变形）AShanghaicompanysignedaCIFcontracttosellChristmasgoodstoaBritishcompany.The$1millioncontractstipulated,ThesellerguaranteesthatthegoodsarriveattheportofdestinationbyDecember1,2008.Ifthecarriageislate,thebuyercancancelthepurchase,andgettherefundforthepayment.Sotheshipmentwasmade.Unfortunately,duetomechanicalproblems,thevesselarrivedatthedestinationafewhourslate.Thebuyerrefusedtoacceptthegoods.Asaresult,thegoodshadtobesoldonthespot,andthesellerlost$700,000.（1）WasthearrivaldateclauseconsistentwithCIFtermunderIncoterms2000?（2）Whattradetermisproperfortheobligationconcerningarrivaltime?析：卖方受损的原因是货物达到目的港的时间晚于合同规定的时间，因此买方拒收货物。从表面上看，似乎问题就是出在卖方违约上，但如果仔细分析就会发现，该合同本身的内容就存在自相矛盾的问题。合同用的是CIF术语，卖方在货过船舷时风险就转移。卖方既不承担运输途中的风险，也不保加上一条保证到岸时间的条款后，合同的性质发生了变化：它变成了一个“arrivalcontract”。也就是说，在货物按时抵达目的港之前的一切风险都由卖方承担，否则卖方就是违约。（1）答案：No.答题切入点：aCIF术语对双方风险及义务的划分，点出“shipmentcontract这一概念；b解释证货物是否能抵达目的港。CIF合同本质上是一个shipmentcontract但“arrivaldate”对合US性质的改变。（2）答案：DES。答题切入点：对比两个术语在义务、费用划分上的相似程度。ChapterthreeIIIExplainthefollowingterms1inquiry答：Aninquiryistheactofapotentialclientaskingforinformationfromthecounterparttohisintentioninbuyingorsellingacertaincommodity.2offer答：Anofferisasufficientlydefiniteproposaladdressedtooneormorespecificpersonsforconcludingacontrac，tnecessarilyindicatingtheintentionoftheofferortobeboundincaseofacceptance.IVSho