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1、国际贸易实务（英文版）InternationalTradePracticeChapterone1 Whydonationsconducttradewithoneanother？答：Anationconductsinternationaltradebecause：ithastheproductsandresourcesthatexceeditsdomesticdemand；itwantstogetmoreeconomicbenefitsinalargerinternationalmarketthanwhatcanbegainedindomesticmarket；itwantstowinpolit
2、icalsupport；oritneedstosatisfydifferenttastes，preferencesandconsumptionpatternsamongitspeople.2 Howmanyformsareadoptedintheprocessofnegotiation？Businessnegotiationscanbeconductedintwoforms：inwords，i.e.face-to-facenegotiationornegotiationthroughtelephone，andinwriting，i.e.businesscorrespondencewhichin
3、cludesletters，faxes，e-mails，telexes，etc.Whateverischosenforthenegotiationofacontract，fourmainstepsaregenerallyfollowedbeforeacontractisconcluded：enquiry，offer，counter-offerandacceptance.ChaptertwoIII Explainthefollowingterms1 shipmentcontract答：ShipmentcontractisacontractusinganIncotermwhichindicates
4、thatthedeliveryhappensatthetimeorbeforethetimeofshipment.2 symbolicdeliverySymbolicdeliveryisadeliverysituationinwhichwhenthesellerdeliversthebuyerdoesnotphysicallyreceivethegoods.Thiskindofdeliveryisprovedbythesubmissionoftransportdocumentbythesellertothebuyer.3 arrivalcontractArrivalcontractmeansa
5、contractusinganIncotermwhichindicatesthatthedeliveryhappenswhenthegoodsarriveatthedestination.4 actualdeliveryActualdeliveryreferstoadeliverysituationinwhichwhenthesellerdeliversthebuyerdoesphysicallyreceivethegoods.IV.Shortquestions1 Whatarethetwotypesoftradetermsconcerningthetransferofrisks?答：Ship
6、mentcontracttermsvs.arrivalcontractterms.Undershipmentcontracttermssellersriskwillbetransferredtothebuyerbeforethegoodsdepartfromtheplace/portofshipment.Underarrivalcontracttermssellerwillbeartheriskofthegoodsuntilthegoodsarrivethedestination.2 WhatarethedifferencesandsimilaritiesbetweenCIPandCIF?答：
7、Majorsimilarities:a.sellershouldcontractandpayforthemajorcarriage.b.Sellerisnottakingtheriskoflossordamagetothegoodsduringthetransportation.c.Sellermustobtaininsuranceagainstbuyersrisk.Difference:a.CPTisapplicabletoanykindoftransportationmodewhileCFRisonlyusedforwaterwaytransport.b.UnderCPTsellersri
8、skwillbetransferredtothebuyerwhenthegoodsarehandedovertothefirstcarriernominatedbyseller.UnderCFRsellersriskwillbetransferredwhenthegoodspassovertheshipsrail.3 WhoisresponsibleforcarryingoutcustomsformalitiesforexportsunderanFOBcontract?答：Seller.AccordingtoIncoterms2000,exceptEXWandDDPthesetwoterms,
9、alltheothereleventermsrequirethesellertohandletheexportcustomsformalities,whilebuyertheimportcustomsformalities.4 IfaChinesetradersignsaFOBHamburgcontract,isheexportingorimporting?答：Importing.FOBshouldbeusedwitha“namedportofshipment”,ifHamburgistheportofshipment,fromtheChinesetradersperspective,heis
10、importing.VCaseStudies1.(变形)AnFOBcontractstipulated,TheshipmentwillbeeffectedinMarch2008.Ifthevesselfailstoarriveattheportofshipmentontime,theselleragreestosetasidethegoodsforadditional27days,andthebuyerwillbearallcostsofdelay.itturnedoutthatunderthesellersrepeatedrequests,thevesselnamedbythebuyerfi
11、nallyarrivedattheportofshipmentonMay1.Asaresult,thesellerrefusedtomaketheshipment.(1) Wasthesellerentitledtocompensationforthewarehouserent,insuranceandinterestduetothedelay?(2) IfthesellerhadsoldthegoodstoathirdpartyonApril25,shouldthebuyerpayforthedelay?(3) Ifthesellerhadsoldthegoodstoathirdpartyo
12、nMay1withabetterprice,washeentitledtoanycompensation?析：a案例中提至【“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至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
13、“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,thebuyer
14、cancancelthepurchase,andgettherefundforthepayment.Sotheshipmentwasmade.Unfortunately,duetomechanicalproblems,thevesselarrivedatthedestinationafewhourslate.Thebuyerrefusedtoacceptthegoods.Asaresult,thegoodshadtobesoldonthespot,andthesellerlost$700,000.(1) WasthearrivaldateclauseconsistentwithCIFtermu
15、nderIncoterms2000?(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，也不保证货物是否能抵达目的港。CIF合同本质上是一个“shipmentcontract”。但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“arrivalcont
16、ract，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“arrivaldate”clause对合同性质的改变。(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。ChapterthreeIIIExplainthefollowingterms1 inquiry答：Aninquiryistheactofapotentialclientaskingforinformationfromthecounterparttohisintentioninbuyingorsellingacertaincommodity.2 offer答：Anofferisasufficientlydefinitepropo
