《國際貿(mào)易實務》雙語課堂案例剖析ChapterTwoandThreeGeneralProceduresofExportandImportTransaction＆ContractsfortheInternationalTradeCaseOne案例一Mr.Smith,anAmericanbusinessman,soldabatchofIBMcomputerstoaHongimporter，Mr。Chen.ThesaleswasconcludedintheUnitedStatesofAmericaonthetermsofCIFHongKong.Duringexecutionofthecontract，disputesarosebetweenthesellerandthebuyerontheformaninterpretationofthecontract.Insuchacase,didthelawoftheUSAorthelawofHongKongapplytothe？Why？CaseTwo案例二Mr。AndersonintendedtosellaplanetoMr.Johnson.InhisMr.Andersonoffered:“Confirmsaleofaplane…Pleasesend5000poundsbytelegraphictransfer.”Mr.Johnsoncabledbackimmediately:“Confirmpurchaseofyourtermsandconditionssameasyourcable.I’vesentthe5000poundstoyourAccountBankwhokeepsyourmoneyonyourbehalfuntildeliveryoftheplane.Pleaseconfirmdeliverywithin30daysfromthedateofthiscable。Mr。Andersondidnotreplyandsoldtheplanetoanotherbuyeratamuchhigherprice。Disagreementsoccurredbetweenthetwopartiesaboutwhetherthecontractwasconcludedeffectively.Insuchacase,wasthecontractconcluded?Why?CaseThree案例三3。AChineseexportcompanysentonJuly1anoffertoaFrenchtradingcompany,stipulatingforthereplytoreachthembeforeJuly。TheFrenchtradingcompanycableditsacceptanceoftheofferonJuly8.BecauseofthedelaybytheposttheacceptancedidnotreachtheChinesecompanytillonthemorningofJuly11.Andbeforereceivingtheacceptance,theChinesecompanywasinformedthatthepricesofthesaidproductswererisingrapidly，thesellerrefusedtheacceptanceimmediately.Question:Wastheacceptanceeffective?Why?CaseFour案例四4。AFrenchbuyervisitedaChinesetradingcompanytobuysomegoodsinthemorning.WhenChinesesellerofferedtheprice,hedidn'tsayanything。Butintheafternoon,theFrenchbuyervisitedagainandacceptedthemorning’s。Atthismoment,Chinesecompanyfoundthepriceofthisgoodsontheinternationalmarketwasrising,sohowcouldtheChinesetradingcompanydeal？Why？CaseFive案例五OurcompanymadeanofferwithItalianbuyer，whichisvalidbefore10thofthismonth.Becauseofthepostbureau’slateindelivery,wehavereceivedtheacceptanceon11th.Atthismoment,wefoundthepriceofthesegoodsonthemarketwasHowcanweCaseSix案例六CompanyAmadeanofferforafarmproducttoCompanyB“Packinginsoundbags”.Withinthevalidity，CompanyBreplied“Refertoyourtelexfirstaccepted,packinginnewbags".OnreceivingtheCompanyAbegantopurchasethegoodsfor。Dayslater，asmarketpriceofthecommoditywasfalling,CompanyBwrotetoCompanyA “Nocontractisenteredbetweenus,asyoufailedtoconfirmourchangingofthepackingrequirement."CompanyAarguedthatCompanyB'sacceptancewaseffectiveandthecontractwasestablishedthen.Question:Whatisyouropinion?GivethereasontosupportyouropinionHowtopreventsuch。CaseSeven 案例七7。InacertainexportcompanyofChinasentagroupofbusinessmantotheUnitedStatesforpurchaseofequipment。InNewYork,bothpartiesreachedanoralagreementonsuchitemsasspecifications,unitprice，andquantity.Upongroupindicatedtotheotherpartythat,whentheygobacktoBeijing,theywoulddrawacontract,whichwouldbecomeeffectiveafterbeingsignedbybothparties。AftergoingbacktoBeijing,thegroupfoundthattheclientswithdrewtheirimportoftheequipment,andthusthecontractwasnotsignedandtheL/Cwasnotopenedeither。TheUSsideurgedtheChinesesidetoperformthecontract;otherwisetheywouldlodgeaclaimwiththeChinesesideintheUS.PleaseanalyzethecaseandgiveanopiniononhowtheChineseexportcompanywastodealwiththiscaseandwhy?CaseEight案例八8.AChineseexportcompanysentonJune1anoffertoabusinessmanlivinginItaly,stipulatingforthereplytoreachthembeforeJune10.TheItalianbusinessmancabledhisacceptanceoftheofferonJune8。Becauseofthedelaybythepostoffice,theacceptancedidnotreachtheChinesecompanytillonthemorningofJune11。Andbeforereceivingtheacceptance,theChinesecompanywasinformedthatthepricesofthesaidproductswererisingrapidly.WhatdoyouthinkisthebestwayfortheChinesecompanytodealwiththiscase?Why？ChapterTwoandThreeGeneralProceduresofExportandImportTransaction＆ContractsfortheInternationalTradeAnalysis：案例分析1ThelawoftheUnitedStatesofAmericaappliestothiscontractbecause:（a）thiswasaCIFcontract;（b）theplaceofconclusionofthecontractwasinthetheplaceoftheexecutionofthecontractwasalsointheUSA。ThesellercompletedtheseresponsibilitiesafterhedeliveredthegoodsattheportoftheUSA。Thiscontractwasnotconcludedeffectively。Item1ofArticle19oftheCISGindicates，"Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditionslimitationsorothermodificationsisarejectiontotheofferandconstitutesacounter—offer。Inthiscase,thoughMr。JohnsonacceptedMr.Anderson’soffer,hisacceptancecontainedsomeadditionstoandmodificationsoftheoffer;forexample,Mr。Andersonaskedfor"telegraphictransfer"，Mr.Johnsonsentthemoneytothebanktobekeptthere。AccordingtoItem3ofArticle19oftheCISG，alterationtothemodeofpaymentismaterialone,thusMr。Johnsonmightkeepsilentandrejecttheacceptance。AccordingtoItem2ofArticle21ofCISG:“Ifaletterorotherwritingcontainingalateacceptanceshows thatithasbeensent insuchcircumstances thatiftransmissionhadbeennormalitwouldhavereachedtheofferorinduetime，theacceptanceiseffectiveasanacceptanceunless，withoutdelay，theofferororallyinformstheoffereethatheconsidershisofferashavinglapsedordispatchesanoticetothateffect.Inthiscase,inordertoavoidunnecessaryloss，theChinesecompanyshouldtelephoneordispatchimmediatelyanoticeinformingthattheacceptanceisineffectiveasitislate。4。中國與法國均系《聯(lián)合國國際貨物銷售合同公約》締約國，洽談過程中，雙方對《公約》均未排除或作出任何保留。因此，雙方當事人均應受該《公約》約束。按《公約》規(guī)定：對口頭要約，須立即接受方能成立合同。據(jù)此，我方鑒于市場有趨漲跡象,可以予以拒絕或提高售價繼續(xù)洽談。中國與意大利均系《聯(lián)合國國際貨物銷售合同公約》締約國，該案雙方洽談過程中，均未排除或作出任何保留，因此，雙方當事人均應受《公約》約束。我方于11日收到意商的接受電報屬因傳遞延誤而造成的逾期接受。因此,如我方不能同意此項交易，應即復電通知對方:,.AB公司的第一封信函可視為發(fā)盤，在該發(fā)盤中A.B公司發(fā)出還盤后A公司未進行回復，雖然它用行動表明受B,但沒有明確向BA.為了避免出現(xiàn)此情況，A公司在收到B公司發(fā)盤時，應及時表示接受。AccordingtoArticle11ofCISG：“Acontractofsaleneednotbeconcludedin,orevidencedby，writingandisnotsubjecttoanyotherrequirementastoform。Itbeprovedbyanymeans，includingwitnesses”ThoughChinaandtheUSarebothmembercountriesoftheCISG,Chinadeclaredthatitwon’tbeboundbyArticle11anditsrelatedarticles。Thatistosay,anykindofcontractsinChinamustbeevidencingbywriting.Inthiscase，thoughbothcompaniesagreedorallyastothemaintermsofthesalescontract,thereisnowritingevidencingthecontract 。contract,accordingtoChineselaw，isnoteffective。8。AccordingtoItem2ofArticle21ofCISG：“Ifaletterorotherwritingcontainingalateacceptanceshowsthatithasbeensentinsuchcircumstancesthatifitstransmissionhadbeennormalitwouldhavereachedtheofferorinduetime,thelateacceptanceiseffectiveasanacceptanceunless,withoutdelay,theofferororallyinformstheoffereethatheconsidershisofferashavinglapsedordispatchesanoticetothateffectInthiscaseinordertoavoidunnecessaryloss,theChineseshouldtelephoneordispatchimmediatelyanoticeinformingthattheacceptanceisineffectiveasitis。ChapterFour TradeTermCaseOne案例一1。AChineseimportandexportcompanyconcludedaSaleContractwithaHollandfirmonAugust5,2000,sellingabatchofcertain。ThecontractwasbasedonCIFRotterdamatUSD2500permetricton.TheChinesecompanydeliveredthegoodsincompliancewiththecontractandobtainedacleanonboardBillofLading。Duringtransportation，however，100metrictonsofgoodsgotlostbecauseofroughsea 。Uponarrivalofthegood,thepriceofthecontractedgoodswentdownquickly.Thebuyerrefusedtotakedeliveryofthegoodsandeffectpaymentandclaimeddamagesfromtheseller.HowwouldyoudealwiththeCaseTwo案例二2。AChinesetradingcompanyEconcludedatransactioninsteelwithaHongKongcompanyWonthebasisof FOBChinaPort。CompanyWimmediatelyresoldthesteel toCompanyHinLibyaonthetermsofCFRLiberia。TheL/CformWrequiredthepricetermtobeFOBChinaPortandthegoodstobedirectlydeliveredtoLiberia.TheL/Calsorequired “FreightPrepaid"tobeindicatedonBillof。WhydidCompanyWperformWhatshouldwedoaboutit?CaseThree案例三3。AChineseimportandexportcompanyconcludedaSaleContractwithaGermanfirmonOctober5，2006，sellingabatchofcertaincommodity.ThecontractwasbasedonCIFHamburgatUSD2500permetricton;TheChinesecompanydeliveredthegoodsincompliancewiththecontractandobtainedacleanonboardB/L.Duringtransportation,however，100metrictonsofthegoodsgotbecauseofroughsea.Uponarrivalofthegoods，thepriceofthecontractedgoodswentdownquickly。Thebuyerrefusedtotakedeliveryofthegoodsandeffectpaymentandclaimeddamagesfromthe。Question:(1)Isthebuyer’srefusalreasonable？Why？（2）Howshouldthebuyertodealwiththeloss?4．Case Four4．CompanyAsignedasalescontractwithaforeignbuyerforexportingTeaSets,underFOBterm.Attherequest,theselleragreedtocharteravesselataccount.Whenthedateofshipmentbecamedue，thesellerwasstillunabletogetavesselforshipment.Thebuyernotonlydisagreedtomodifythedateofshipment，butalsocancelledthecontractandclaimedforloss，becausethesellerfailedtoeffectshipmentwithinthetimestipulatedinthe。IsthesellerresponsibleforfailuretoeffectshipmentforhisinabilitytocharteraCaseFive案例五5。AfirmimportedashipmentofbedsheetsunderCIFterm.Onreceivingthegoods,theimporterfoundthatsomeofbedsheetsweredampduringtransport。Meanwhile，thesellerhadnegotiateddocuments，andtheimporterwasrequestedtomakepaymentfortheimports。Whetherthebuyershouldmakepayment,ifthegoodsaredamagedduringtransport？CaseSix案例六6.OnFOBtermbasis,SellerApreparedthegoodsatthestipulatedmeanwhile，BuyerBinformedAofthenameofvesselandthedateofshipment，whenthegoodsisliftedtotheitfelldownonthedeck，sonowwhoshalltakeSellerorCaseSeven案例七7。AmerchantinSouthAmericaplacedanorderwithaChineseexportcompanyforacertaincommodityonCFRAsuncionterms。Withaviewtodevelopnewmarkets,theexportcompanyimmediatelymadeanofferabroadonthebasisofCFRAsuncion,andthetransactionwassoonconcluded.Whenshippingthegoods,however,thiscompanycametorealizethatAsuncionisaninlandcity。Aswasthecase,ifthecompanyhadthegoodstransportedtoAsuncion,ithadto，firstofall,havethegoodstransportedbyseatoaseaportinArgentinaorsomeotherSouthAmericanneighboringcountry。Afterthat,thegoodsmightbetransporttoAsuncionthroughrivertransportationorinlandtransportation.Asaresult，thiscompanyhadtopayaconsiderablesumoffreightcharges.Whatcanwelearnfromthiscase？ChapterFour TradeTermAnalysis:案例分析Itwasnotrightforthebuyernot totakedeliveryofthegoods.Inthiscase,thecontractconcludedbetweenthesellerandthebuyerwasonCIFterms,accordingtowhich,theseller’sresponsibilitiesendedwhenheloadedthegoodsonboardtheshipandpaidthefreightandinsurancepremium；theriskseparationwasthesideoftheship；thatistosay，therisksweretransferredtothebuyerortheotherpartiesconcernedafterthesellerputthegoodsonboardtheship。Sincethedocumentspresentedbythesellerwererightandproper，thesellercoulddirectlygetpaidformtheIssuingBankoftheL/C.However，partofthegoodsgotlostbecauseofroughsea.Doesthismeanthatthebuyersufferedloss？Itisdefinitelynotthecasebecausethereareothertwosub—contractsexistingonCIFterms—I/PandBillofLading。Inthiscasethebuyercouldclaimdamageswiththeinsurancecompany，buthehadtotakedeliveryofthegoods.Obviously,theactualreasonforthebuyer’srefusaltoacceptthegoodsinthiscasewasthatthepricesofthegoodsweregoingdown.Thisis,certainly,unjustified。InthiscasethecontractwasconcludedbetweenCompanyEandCompanyWonFOBterm，accordingtowhichtheseller（CompanyE）endedhisresponsibilitieswhenhedeliveredthe goodsonboardtheship attheportofshipment. Hedidnotneedtopayfortransportationofthegoodsortheinsurancepremium。Therefore,itwasnotrightforWtoaskEtopaythefreightandindicat e“FreightRepaid”ontheBillofLading.ThereasonwhyWaskedEtodothatmightbethathewantedtotransferthefreightchargesto。However,inpracticaldealings,foreigntradecompaniesoftencomeacrosssuchsituations，especiallywhenacontractisconcludedwithanagent,whowantstoresellsthegoods.Inthiscase，EmightcomplywithW’srequest，buthehadtoindicatedthatthefreightshouldbebornebyW.wasnotrightforthebuyernottotakedeliveryofthegoods.InthiscasecontractconcludedbetweenthesellerandthebuyerwasonCIFterms，accordingwhich,theseller’sresponsibilitiesendedwhenheloadedthegoodsonboardtheshipandpaidthefreightandinsurancepremium；theriskseparationwasthesideoftheship；thatistosay,therisksweretransferredtothebuyerortheotherpartiesconcernedafterthesellerputthegoodsonboardtheship.Sincethedocumentspresentedbythesellerwererightandproper，thesellercoulddirectlygetpaidformtheIssuingBankoftheL/C。（2)Inthiscasethebuyercouldclaimdamageswiththeinsurancecompany,buthehadtotakedeliveryofthegoods。在FOB自己承擔。買方要求取消合同，賠償損失的請求是不合理的。在CIF承擔貨物的一切風險。此案中，合同雙方簽訂了CIF合同，賣方提供了全套清潔單據(jù)，且因此,買方必須履行付款義務。對于貨物的損失，買方可向包廂公司提出索賠。如果買方能夠舉證床單潮濕是由于包裝不良所致，他可向賣方提出索賠。6。FOB，CFR與CIF,未越過船舷，跌,買方能夠承擔風險是毫無疑問的。7。Inthiscasethelosswascausedsimplybecauseoftheignoranceonthepartoftheexportbusinessman.Whatwecanlearnfromthiscaseisthat，whenofferingabroad,wemustmakeexactcalculationsofthetotalfreightandotherrelevantcharges.Mostimportantly，itisverybeneficialforeveryexportbusinessmantolearngeography.ChapterFiveSixandSevenQuantityQualityandPackingoftheGoodsCaseOne案例一AChineseexportcompanyexportedsomeboxesofappletoJapan，accordingtothecontracttwopartiesconcluded，theappleshouldbeGrade。Butwhenthesellermaketheshipment,theyfoundsomeoftheapplewascorruptbecauseofdampweather,soinordertodeliverthegoodsintime，thesellerarrangegoodsimmediatelyandsenttheapple(GradeOne)theChinesecompanystillmarked“PricebestillfixedonGrade。"Question:DoyouthinkwhethertheexporterfulfillthedutyonWhy？CaseTwo案例二OurcompanyexportedsomekindsofagriculturalproductstoGermany,itisstipulatedinthecontracttha: Moistur——11％Max,Impurity——3%”Butwesentthesampletobuyerbeforeconcluded,andinformthebuyerbyfaxthatthegoodswedeliveredsimilartothesample.WhenthegoodsarrivedinGermany，thebuyerinspectedthegoodsandfoundthequalityofgoodsislowerthanthesample,andofcoursetheyraiseaclaimforUSD6000.Question：Doyouthinkthebuyer’sclaimisreasonable，why？CaseThree案例三Acompanypurchasedfourkindsofsteelplate:4000M/T.andthetypeis68inch，10inchand12inch。Thequantityis100M/Teachthecontractmarkedthat:“5％moreorlessforeachsize，atseller’soption”Whenthesellerdeliveredthegoods，thequantityis:6inch---——70M/T；8inch——-—-80M/T；10inch-——-—--—60M/T;12inch-———--—-210M/T。Andthetotalquantityis420M/T