国际贸易实务(英文版)专门讲 International trade Terms
国际贸易实务 (2)
国际贸易实务(英文版)InternationalTradePracticeChapterone1Whydonationsconducttradewithoneanother？答：Anationconductsinternationaltradebecause：ithastheproductsandresourcesthatexceeditsdomesticdemand；itwantstogetmoreeconomicbenefitsinalargerinternationalmarketth anwhatcanbegainedindomesticmarket；itwantstowinpoliticalsupport；oritneedstosatisfydifferenttastes，preferencesandconsumptionpatternsamongitspeople.2Howmanyformsareadoptedintheprocessofnegotiation？Businessnegotiationscanbeconductedintwoforms：inwords，i.e.face-to-facenegotiationornegotiationthroughtelephone，andinwriting，i.e.businesscorrespondencewhichincludesletters，faxes，e-mails，telexes，etc.Whateverischosenforthenegotiationofacontract，fourmainstepsaregenerallyfollowedbeforeacontractisconcluded：enquiry，offer，counter-offerandacceptance.ChaptertwoIIIExplainthefollowingterms1shipmentcontract答：ShipmentcontractisacontractusinganIncotermwhichindicatesthatth edeliveryhappensatthetimeorbeforethetimeofshipment.2symbolicdelivery Symbolicdeliveryisadeliverysituationinwhichwhenthesellerdelive rsthebuyerdoesnotphysicallyreceivethegoods.Thiskindofdeliveryi sprovedbythesubmissionoftransportdocumentbythesellertothebuyer .3arrivalcontract ArrivalcontractmeansacontractusinganIncotermwhichindicatesthat thedeliveryhappenswhenthegoodsarriveatthedestination.4actualdelivery Actualdeliveryreferstoadeliverysituationinwhichwhenthesellerde liversthebuyerdoesphysicallyreceivethegoods.IV.Shortquestions1Whatarethetwotypesoftradetermsconcerningthetransferofrisks 答：Shipmentcontracttermsvs.arrivalcontractterms.Undershipmentcont racttermsseller’sriskwillbetransferredtothebuyerbeforethegood sdepartfromtheplace/portofshipment.Underarrivalcontracttermsse llerwillbeartheriskofthegoodsuntilthegoodsarrivethedestination .2WhatarethedifferencesandsimilaritiesbetweenCIPandCIF答：Majorsimilarities:a.sellershouldcontractandpayforthemajorcarri age.b.Sellerisnottakingtheriskoflossordamagetothegoodsduringth etransportation.c.Sellermustobtaininsuranceagainstbuyer’srisk .Difference:a.CPTisapplicabletoanykindoftransportationmodewhil eCFRisonlyusedforwaterwaytransport.b.UnderCPTseller’sriskwill betransferredtothebuyerwhenthegoodsarehandedovertothefirstcarr iernominatedbyseller.UnderCFRseller’sriskwillbetransferredwhe nthegoodspassovertheship’srail.3Whoisresponsibleforcarryingoutcustomsformalitiesforexportsund eranFOBcontract答：Seller.AccordingtoIncoterms2000,exceptEXWandDDPthesetwoterms,a lltheothereleventermsrequirethesellertohandletheexportcustomsf ormalities,whilebuyertheimportcustomsformalities.4IfaChinesetradersignsaFOBHamburgcontract,isheexportingorimpor ting答：Importing.FOBshouldbeusedwitha“namedportofshipment”,ifHambur gistheportofshipment,fromtheChinesetrader’sperspective,heisim porting.V．CaseStudies1.(变形)AnFOBcontractstipulated,"TheshipmentwillbeeffectedinMarch2008.Iftheves selfailstoarriveattheportofshipmentontime,theselleragreestosetasidethegoodsforadditional27days,andthebuyerwillbearallcostsofdelay."itturnedoutthatun dertheseller'srepeatedrequests,thevesselnamedbythebuyerfinallyarrivedatthe portofshipmentonMay1.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。
国际贸易实务双语教案
Chapter 1 International Trade Terms and Customs国际贸易术语与国际贸易惯例1.1 Trade Terms and Customs国际贸易术语与国际贸易惯例Definitions and functions of international trade terms国际贸易术语的概念及作用International commodity prices are consisted of not only unit price and amount but also related liabilities, costs and risks between the seller and buyer.国际贸易商品价格构成中，除了要表明每一计量单位的价格、金额外，还要表明买卖双方在货物交接过程中有关责任、费用、风险的划分问题。
DefinitionTrade terms, also called price terms or price conditions, are abbreviations of letters or words specifying specific certain liabilities, costs and risks between the seller and buyer.国际贸易术语（Trade Terms）也称为价格术语、价格条件，它是指用短语或英文缩写来说明商品的价格构成及买卖双方在货物的交接过程中有关的风险、责任和费用划分问题的专门用语。
It covers two basic elements: 1) trade terms indicate commodity price composition, for instance, whether the seller’s quotation includes freight, insurance premium or discharge. FOB excludes freight and insurance premium which are paid by the buyer. And CIF is the opposite. 2) Trade terms are specified terms concerning place of delivery, risks, obligations and costs during delivery of goods between the seller and the buyer.这一定义包含两层意思，第一层含义：贸易术语说明了商品的价格构成，卖方所报价格是否包含运费、保费、装缷费是离岸价还是到目的港的价格。
国际贸易实务(英)教案
课程名称 授课学期 授课教师 教学单位
国际贸易实务(英) 2016-2017 第二学期
YLL 外国语系
教务处制
《国际贸易实务》教案
授课专业 授课内容
教学目标
商务英语
授课班级
15 级商英 05,06 班
Chapter 1 international 课时安排
2
trade
To get to know the terms .
各组贸易术语总结 E 组术语（启运术语，Departure） F 组术语（主运费未付术语，Main Carriage Unpaid) C 组术语（主运费已付术语，Main Carriage Paid) D 组术语（到达术语，Arrival) 注：C 组术语的风险划分界限和费用划分界限相分离 注：以 F 组和 C 组术语成交的合同都属于装运合同。
15 级商英 05,06 班 4
教学目标
To acquire the basic knowledge of terms To know how to use the terms
Master the definition of 13 trade terms.
Know the difference and same among them
教学方 法、手段
教师讲授，PPT 演示，师生互动
教学条件 多媒体教室；实验实训室
引入 新课
教学设计
Teaching Aims, Plans and Methods of Chapter1
教
教学设计
学
1. Reasons for international trade
内 容 与
教学 2. benefits of international trade 内容 3. problems in international trade
国际贸易实务(英文版)(第二版)周瑞琪1Gerneral_int
SEIB OF GDUFS
13
1.4 Export and import procedures
The preparation of a transaction The negotiation of the contract The performance of the contract The settlement of disputes
Direct trade
Two parties involved: the importer and the exporter
Indirect trade
Three parties involved: the exporter, the importer and the intermediate party
SEIB OF GDUFS
15
1.4.1 The preparation of a transaction
Finding the potential partner
Sources of information
Reference provided by the foreign partners The nearest consulate office International or local chamber of commerce Consulting firms Foreign exchange banks Trade directories and publications
trade realize the importance of contract
SEIB OF GDUFS
4
Concept of international trade
International trade / world trade / foreign trade / overseas trade
国际贸易实务(双语)
CIF (Cost，Insurance and Freight，…named port of destination)成本加保险费、运费(……指 定目的港)
It means that the seller has the obligation to procure marine insurance against the risks of, losses of, or damage to the goods during the carriage.
under the CIF term. The seller delivered the goods on board the vessel on time and prepared all necessary documents. But the
vessel stranded and sank in a few hours after departure. The
The buyer shall pay the price against the documents
The seller fulfills his duty of delivering goods against the documents
返回目录
Ⅲ 货交承运人的三个贸易术语
1)FCA(Free Carrier,…named place) 货交承运 人(…… 指定地点)
2)CIP(Carriage insurance Paid to，…named place of destination)运费、保险费付至 (……指定目的地)。
3) CPT (Carriage Paid To．…named place of destination)运费付至(……指定目的地)
国际贸易实务(英语)-教学大纲
Outline of International Trade Practice（English）Course Code: 030243ACourse Mode:required coursePeriods: 48 lecturing: 32 Experiment: 16 Credits: 3Preparatory Courses：International Trade (English)Majors: International Trade一、Objectives of LecturingInternational Trade Practices (English) is a main course for students majoring in international trade. This course focuses on the basic procedures involved in international trade. This course should help the students have a general idea of the basic procedures involved in international trade and grasp the basic operating techniques concerned.二、Basic Requirement of Lecturing and its relationship with graduationThe contents involve international trade terms, terms of commodities, international cargo transport, cargo insurance, terms of price, international payment and settlement, claims, force majeure and arbitration, business negotiation and establishment of contract, etc. Among these, we should emphasize on international trade terms, terms of commodities, international cargo transport, cargo insurance.The lecturing methods of this course are the com bination of the teacher’s lecturing and the students’ imitative practices, based on the multi-medias. The students can learn the difficulties and the major parts through the lecturing and the practice.The students should analyze the cases based on the knowledge they have grasped. They should improve their abilities through imitative practices. Meanwhile they should practice trade forms by themselves.三、The allocation of periods for the contentsAllocation四、Contents of LecturingChapter 1 International Trade Terms1.1Generalization1.2 A Guide to Incoterms 2000 and 20101.3Incoterms and ContractsThe difficulties and the major parts: the definition of trade terms, the responsibilities and obligations born by the buyer and the seller in each trade terms.Learning criterion: After learning the chapter, the students should have a general idea of the function of the trade terms, understand the implication and features of each trade terms and grasp the differences among certain trade terms.Exercises: Case studyChapter 2 Terms of Commodity2.1 Name of Commodity2.2 Quality of Commodity2.3 Quantity of Commodity2.4 Packing of Commodity2.5 Commodity Inspection and Customs FormalitiesThe difficulties and the major parts: the methods to stipulate the name of the commodity and the quality, calculation of weight, neutral packing.Learning criterion: After learning the chapter, the students should have a general idea of the name of commodity, the quality, the quantity and the packing, understand the methods to describe the name of commodities and the quality, and grasp the techniques to describe the name of commodities the quality, the quantity and the packing in the international contract.Exercise: Case studyChapter 3 International Cargo Transport3.1 Modes of Transport3.2 Clause of Shipment3.3 Major Shipping DocumentsThe difficulties and the major parts: ocean transport, clause of shipment, the function and the type of the bill of ladingLearning criterion: After learning the chapter, the students should have a general idea of the mode of transport and its features, understand the clause of shipment and grasp the function and the type of the B/L.Exercise: Case studyChapter 4 Cargo Insurance4.1 Parties to the Insurance4.2 Marine Insurance4.3 Insurance of Land, Air and Postal Transportation4.4 Fundamental Principles of Cargo InsuranceThe difficulties and the major parts: types of risks, losses and expenses covered, scope of insurance coverageLearning criterion: After learning the chapter, the students should have a general idea of the scope of insurance coverage, understand the implication of basic coverage and additional coverage and their respective scope of insurance coverage, and grasp the methods to cover insurance in international trade.Exercise: Case studyChapter 5 Terms of Price5.1 Conversion of Major Trade Terms5.2 Exchange Cost5.3 Money of Account and Avoidance of Foreign Exchange Risk5.4 Use of Commission and Discount5.5 Clause of PriceThe difficulties and the major parts: conversion of major trade terms, exchange cost, use of commission and discountLearning criterion: After learning the chapter, the students should have a general idea of the pricing strategies, understand the implication and use of commission and discount, and grasp the conversion of major trade term, exchange cost and clause of price.Exercise: Case studyChapter 6 International Payment and Settlement6.1 Payment Currency6.2 Credit Instruments6.3 Payment Methods6.4 Risk Level Assessment of PaymentsThe difficulties and the major parts: collection and letter of creditLearning criterion: After learning the chapter, the students should have a general idea of the flow of a documentary credit and a collection, understand the implication and features of remittance, collection and L/C, and grasp the chief contents and the varieties of the L/C.Exercise: Case studyChapter 7 Claims, Force Majeure and Arbitration7.1 Claims7.2 Force Majeure7.3 ArbitrationThe difficulties and the major parts: claims, force majeure and arbitrationLearning criterion: After learning the chapter, the students should have a general idea of the definition of the terms such as claims, force majeure and arbitration, understand the function of the clause of force majeure, and grasp the force majeure clause in the contract.Exercise: Case studyChapter 8 Business Negotiation and Establishment of Contract8.1 Enquiry8.2 Offer8.3 Counter-offer8.4 Acceptance8.5 Conclusion of ContractThe difficulties and the major parts: offer with engagement, conclusion of contractLearning criterion: After learning the chapter, the students should have a general idea of the stages in the business negotiation, understand the two required factors, and grasp the meaning of acceptance and conclusion of contract.Exercise: Case study五、ExaminationThis subject adopts a written examination, with the final score accounting for 70% and imitative practices accounting for 30%.六、Bibliography[1] William G. Nickels, James M. McHugh, Susan M. McHugh. Understanding Business. 6th ed. McGraw-Hill. 2002[2] Paul R. Krugman and Maurice Obstfeld. International Economics---theory and Policy. 5th ed. Addison Wesley Longman & 清华大学出版社，2002[3] Lillian H. Channey and Jeanette S. Martin. Intercultural Business Communication. 2nd ed. Pearson Education. 2002[4] 帅建林.International Trade Practices (Second Edition). Beijing: University of International Business and Economics Press. 2012[5]帅建林.International Trade Practices (Third Edition). Beijing: University of International Business and Economics Press. 2015执笔人：于晓云教研室主任：系教学主任审核签名：。
国际贸易实务英文版第二版ppt周瑞琪2TradeTerms
To give the businessmen a set of international rules for the interpretation of the most commonly used trade terms
To clarify the obligations of the buyer and the seller To simplify the contract negotiations To save time and cost Revised in 1953、1967、1976、1980、1990、2000 Incoterms 2000 includes 13 terms under 4 groups
Ex Point of Origin FOB (free on board) FAS (free along side)
C&F (Cost and Freight) CIF (Cost, Insurance and Freight) Ex Dock (Named Port of Importation)
货交承运人（…指定地点） 船边交货（ …指定装运港） 船上交货（ …指定装运港）
Main Carriage paid
Cost and Freight (…named port of destination)
成本加运费（ …指定目的港）
Cost, Insurance and Freight (…named port of destination)
13 terms into four categories
"E"-term—the seller only makes the goods available to the buyer at the seller's own premises.
国际贸易实务双语教程Chapter 9 Force Majeure and Arbitration in International Trade-文档资料31页
9.2 Arbitration
Characteristics › To settle trade disputes, neither a governmental power nor with a coercive jurisdiction. › The settlement of the case is based on the will of both parties involved. › The parties involved shall sign an arbitral agreement before resorting to arbitration. › The parties involved are granted with the right to choose the arbitrators. › The procedures of arbitration are simple, settling the disputes more quickly, with a low cost.
Scope of Force Majeure Events
Natural disasters such as flood, fire, ice damage, storm, heavy snow, earthquake, etc.
Social disasters such as war, strike, the governmental ban, etc.
9.1 Force Majeure
Definition
Force Majeure, also called Act of God, refers to an event that can neither be anticipated nor be preventable, avoidable and controllable after the conclusion of the contract, not resulted from the fault or neglect of the parties involved, leading to the failure or the delay of the fulfillment of contract; the party who fails or delays to fulfill the contract due to such event can be free from the liabilities, or to be given an option of terminating the contract or postponing the performance of the contract.
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卖方
卖方
买方
买方 买方 买方 买方 买方 买方 买方 买方 买方 买方 卖方
任何方式
水上运输 水上运输 水上运输 水上运输 任何方式 任何方式 任何方式 水上运输 水上运输 任何方式 任何方式
装运港货交船边后 货物越过装运港船舷 货物越过装运港船舷 货物越过装运港船舷
出口国内地、港口货交承运人处置时 出口国内地、港口货交承运人处置时
EXW
Ex Works (…named place)工厂交货 P50
Ex works means that the seller fulfils his obligation to deliver when he has made the goods available at his premises (i.e. works, factory, warehouse, etc.) to the buyer. In particular, he is not responsible for loading the goods on the vehicle provided by the buyer or for clearing the goods for export.
2) The trade terms used in a contract have the function of naming the •exact point at which the ownership of the merchandise is transferred • from the seller to the buyer. 3）The use of trade terms greatly simplifies the contract negotiations, and thus saves time and cost.
• It has been amended and revised
in 1953, 1982,1990 and 2000
Terms-INCOTERMS)
Trade
Terms《国际贸易术语解释通则》(International Commercial
Brief Introduction of Custom Practice
同上
适用于海运及内河运输 同上 适用于各种运输方式， 包括多式联运 同上
D组 到达
DES Delivered Ex Ship DEQ Delivered Ex Quay
DDU Delivered Duty Unpaid 未完税交货 DDP Delivered Duty Paid 完税后交货
贸易 术语 EXW
卖方
卖方 卖方 卖方 卖方 卖方 卖方 卖方 卖方 卖方
边境指定地点货交买方处置时 目的港船上货交买方处置时 目的港码头货交买方处置时 指定目的地货交买方处置时 指定目的地货交买方处置时
卖方 卖方 卖方 卖方
3. A guide E-term to Incoterm2000 TRADE TERMS IN INCOTERMS 2000
Name
《1941年美国对外贸易定义 修正本》 (Revised American Foreign Trade Definitions 1941)
Issued by
美国商业团体 American commercial groups
Establishing time
In 1919
trade terms
１、THE ROLES OF TRADE TERMS（贸易术语 的作用）:
4）Trade terms are beneficial for the calculation of price
5) Trade terms offer rules to settle disputes in the fulfillment of contract .
“送货上门”是针对“1888元”这项价格，对买 卖双方所承担的责任、风险、费用的划分。
１、THE DEFINITION OF TRADE TERMS（贸易 术语的定义）:P46
• The trade terms, are the short terms or abbreviations
or brief English concept (3 English characters in Incoterms2000) to indicate/explain the composition/formation of a unit price ， standing for specific obligations of the buyer and the seller.
FOB LONDON
CIF JIUJIANG
返回目录
１、THE ROLES OF TRADE TERMS（贸易术语 的作用）: P46
1） The trade terms can define the responsibilities/(rights and obligations), risks and expenses of both the seller and the buyer.
International Trade Terms
Main points to be understood in this chapter
1. Definition and role of international trade terms 2. Application of 8 trade terms 3. 3 main trade terms and their derived forms（衍生的形式） 4. Comparison among different terms
The buyer’s obligations payment for goods licenses, official documents and customs formalities ， customs duties risks after delivery freight and insurance Taking delivery (收货）……
开篇案例： 吴先生在商场购买彩电，29吋彩电的标价是“1888元，送 货上门”
解读“送货上门”： 商场负责安排市内运输,搬运到家——责任（responsibility) 商场承担彩电上门以前的风险——风险(risk) 商场支付市内运费——费用（expense） 交货地点-上门----物权转移（transferring of ownership )
US$ 100 per dozen EXW Ningbo
TRADE TERMS IN INCOTERMS 2000
• EXW
Ex Works (…named place)工厂交货
按E组术语成交的合同属启运合同/发货合同， 按E组术语成交，卖方在自已 的地点（工厂仓库等所在地）为买方备妥货物，即在其工厂仓库所在地将 货物交付至买方即履行了交货义务。
Key Points
•
(1) The seller doesn’t hold any responsibilities of the export and import clearances.
(2)Revised American Foreign Trade Definitions 1941 1941年美国对外贸易定义修订本 P47
• •
Originally The US Export Quotations and Abbreviations in 1919 美国出口报价及缩写条例 Revised and renamed in 1941 Six trade terms: Ex Port of Origin, Ex Dock, Free on Board, Free Along Side Vessel, Cost & Freight, Cost, Insurance and Freight. Applicable in the USA, Canada and other countries in America.
The seller’s obligations provision of goods in compliance with the contract cost of basic packing notice to the buyer assistance on customs formalities（手续） risks before delivery
THE MOST INFLUENTIAL TRADE USAGES
• 1、Warsaw-Oxford Rules(W.O.Rules)1932
《华沙牛津公约》
• 2、Revised American Foreign Trade Definitions
《1941美国对外贸易定义修订本》
1941
• 3、International Rules For the Interpretation of
装运港船上交货
成本加运费 成本加保险费、 运费
同上
同上 同上 适用于各种运输方式， 包括多式联运 同上
C组 主运费 已付
CPT Carriage Paid To
CIP Carriage and Insurance Paid To DAF Delivered At Frontier
运费付至
运费、保险费付至 边境交货 目的港船上交货 目的港码头交货
•
• •
(3) International Commercial Terms 贸易术语解释通则 P48
•
Also abbreviated as Incoterms Established by the International Chamber of Commerce (ICC) in 1936, revised in 1953, 1982, 1990 and 2000.