1、International trade termsl EUR500.00 per M/T FOB ShanghaiCurrencyUnit pricemeasurementInternational trade termslT-shirtat USD3.50/pc.CIF New York?Why International trade terms are neededlEach transaction involves numerous procedures including customs clearance,transportation,insurance,inspection and
2、 so forth.Each procedure must be completed by either the seller or the buyer.There must be a clear specification regarding the following issues:lResponsibilities and costslThere must be no ambiguity in the interpretation by either party of the terms,particularly in costs and expenses.Otherwise,probl
3、ems or disputes will be caused.It is therefore essential for both the buyer and the seller to agree on the terms of delivery and their interpretations.lTime and place of deliverylTime and place of delivery are crucial in defining the point where the responsibilities and the risks pass from the selle
4、r to the buyerl documents and expenselInternational trade transactions require a lot of documents.Almost each procedure has a document and nearly each of the documents entails a cost.It needs to be clear what documents both parties should prepare and who should pay the expense.lTitle to goods 货物所有权货
5、物所有权lAccording to different terms of delivery,title to goods will pass over from the seller to the buyer at different time and places.Both parties need to know when and how they will lose or acquire the title to the goods.lSo it is important to clearly define the cut-off point to show responsibiliti
6、es and risk end.DefinitionlTrade terms,also known as price terms or delivery terms in international trade,are the short terms or abbreviations used in international sales contracts to clearly divide the costs,risks and responsibilities of buyers and sellers with regard to the movement of goods betwe
7、en both parties.lThe main roles of trade terms are:l to simplify the contract negotiationl to clarify the obligations of the seller and the buyer in relation to the delivery of goods and the division of costs and risks.l to eliminate uncertainties and differences arising from the different interpret
8、ation of such terms in different countries.lAttentionlInternational business regulations are not imperative.Both parties can amend them by the way of contract.(Example)l Regulations contractlawsl有关贸易术语的国际惯例有关贸易术语的国际惯例 l 1932年华沙-牛津规则 Warsaw-Oxford Rules l 1932(W.O.Rules 1932)l by International Law As
9、sociation l for CIF terms l 1941年美国对外贸易定义修订本 Revised American l Foreign Trade Definitions 1941 l Ex point of origin,FOB,FAS,C&F,CIF,Ex dock l 2000年国际贸易术语解释通则年国际贸易术语解释通则 International Rules for l the Interpretation of Trade Terms (Incoterms 2000)l by International Chamber of Commerce,ICClIncoterms(13
10、)l Incoterms 1936 l Revised in 1953,1967,1976,1980,1990,1999 l Incoterms 2000 l 1999年9月13日颁布 sellers resposibiliesl 2000年1月1日生效 minimuml Group E:EXW l 启运 departure l Group F:FCA,FAS,FOB l 主运费未付 main carriage unpaid l Group C:CFR,CIF,CPT,CIP l 主运费已付 main carriage paid l Group D:DAF,DES,DEQ,DDU,DDP ma
11、ximuml 到达 arrivall A1.提供合同规定的货物A2.许可证、批准文件及海关手续A3.运输合同和保险合同A4.交付货物A5.风险转移A6.费用划分A7.通知买方A8.交货凭证、运输单证或相等的电子单证A9.核查、包装及标记A10.其他义务B1.支付货款B2.许可证、批准文件及海关手续B3.运输合同和保险合同B4.受领货物B5.风险转移B6.费用划分B7.通知卖方B8.交货凭证、运输单证或相等的电子单证B9.货物检验B10.其他义务卖方义务卖方义务买方义务买方义务l E组组启运启运EXW Ex Works工厂交货工厂交货F组组主运费未付主运费未付装运合同装运合同FCA Free C
12、arrierFAS Free Alongside ShipFOB Free On Board货交承运人货交承运人装运港船边交货装运港船边交货装运港船上交货装运港船上交货 C组组主运费已付主运费已付装运合同装运合同CFR Cost and FreightCIF Cost Insurance and FreightCPT Carriage Paid ToCIP Carriage Insurance Paid To成本加运费成本加运费成本保险费加运费成本保险费加运费运费付至运费付至运费保险费付至运费保险费付至 D组组到达到达到货合同到货合同DAF Delivered At FrontierDES D
13、elivered Ex ShipDEQ Delivered Ex QuayDDU Delivered Duty UnpaidDDP Delivered Duty Paid边境交货边境交货目的港船上交货目的港船上交货目的港码头交货目的港码头交货未完税交货未完税交货完税后交货完税后交货INCOTERMS 2000出口方出口方码头码头进口方进口方一、一、FOB(named port of shipment)（装运港船上交货（装运港船上交货)Maritime and inland waterway transport onlyFree on BoardlCarrier承运人Any person who
14、,in a contract of carriage,undertakes to perform or to procure the performance of carriage by rail,road or by a combination of such modeslFOB means that the seller fulfils his obligation to deliver the goods when they pass the ships rail at the named port of shipment within the contractual time.lThe
15、 seller is responsible for all costs and risks until the goods pass the ships rail.This means that the buyer has to bear all subsequent costs and risks of loss of or damage to the goods from that point.lThe seller has to clear the goods for export.lBoth parties obligationslThe seller must:l obtain e
16、xport license,carry out all customs formalities for the export of goods and pay all export duties;l deliver the contracted goods on board the vessel at the named port of shipment within the agreed period and give the delivery notice to the buyer;l bear all risks of loss of or damage to the goods unt
17、il they have passed the ships rail;l pay all the costs relating to the goods until have passed the ships rail.lThe buyer must:l take delivery of the goods and pay the agreed upon price;l obtain import licenses,carry out all customs formalities for the import of goods and pay all import duties.lcontr
18、act for the carriage of the goods and pay the freightl pay the cost relating to goods and bear all risks of loss or damage to the goods from the time they have passed the ships rail;l l attentionl 1.when the lighters(驳船）are needed,the transfer expenses are paid by the seller.l2The time of the arriva
19、l of the carrying ship is important to both partieslAvoiding Dead Freight and warehousing expensesl3.different intepretations:lEx:Amerian countries plus“Vessel”under FOB:FOB Vessel New York lCase:l我某公司以FOB条件出口一批冻鸡，合同签订后接到买方来电，称租船较为困难，委托我方代为租船，有关费用由买方负担。为了方便合同履行，我方接受了对方的要求，但时间已到了装运期，我方在规定的装运港无法租到合适的船
20、，且买方又不同意改变装运港，因此到装运期满时，货仍未装船。买方因销售期即将结束，便来函以我方未按期租船履行交货义务为由撤销合同。问：我方应如何处理？l1、我方应拒绝撤销合同的无理要求。2、这个安全涉及FOB术语总是根据FOB术语，买方负责租船订舱、输运输、支付运费。为了卖方装船交货方便，卖方也可以接受买方的委托，代为租船订舱，但费用和风险应由买方承担，卖方不承担租不到船的责任。3、结合本案例，因为卖方代买方租船没有租到，买方又不同意改变装运港，因此卖方不承担因自己未租到船而延误装运的责任。买方也不能因此撤销合同。FOB的变形：的变形：装船费装船费The tackle of the vessel
21、出口方出口方码头码头进口方进口方二、二、CFR+指定目的港：成本加运费指定目的港：成本加运费 Maritime and inland waterway transport onlyCost And FreightlCFR means that the seller finishes delivery when the goods pass the ships rail in the port of shipment.The seller must undertake the costs and freight necessary to bring the goods to the named
22、port of destination.However,the risk of loss of or damage to the goods,as well as any additional costs occurred after the time of delivery,are transferred from the seller to the buyer at the same point as under FOB(at the ships rail)lBoth parties obligationslThe seller must:l obtain export licenses,
23、carry out all customs formalities for the export goods and pay all the export duties.l contract at his own expense for the carriage of goods to the agreed port of destination by the usual rout.l deliver the contracted goods on board the vessel at the named port of shipment within the agreed period a
24、nd give the shipment notice to the buyer.lBear all risks of loss of or damage to the goods until they have passed the ships rail;lPay all costs relating to the goods until they have passed the ships rail.lThe buyer must:l take delivery of the goods and pay the agreed upon price;l obtain import licen
25、ses,carry out all customs formalities for the imported goods and pay all the import duties;lbear all risks of loss of or damage to the goods from the time they have passed the ships rail;lpay all costs relating to the goods from the time they have passed the ships rail.l Attention:lUnder CFR,it is t
26、he seller who charters ships or books shipping space and pay the freight.When the goods are loaded on board the vessel,the seller should send shipping advice to the buyer so as to enable the buyer to make insurance Arrangement.If the seller fails to send the shipping advice in time,he will be respon
27、sible for any loss of or damage to the goods.2 any additional expenses occurred during the transportation are still born by the buyer.3.The place of delivery?still at the port of shipment CFR的变形：的变形：卸货费卸货费 discharging expense1、CFR Liner Term 船方（即卖方）船方（即卖方）2、CFR Ex tackle 吊钩下吊钩下交付交付3、CFR landed CFR卸至
28、码头（岸上）卸至码头（岸上）4、CFR Ex ships hold 舱底交付（买方负责）舱底交付（买方负责）仅指卖方承担的费用到此为止The buyer pays the cost for discharging the goods from the shipsholdThe seller bears the expenses for unloading the goods onto the dock at the port of destinationCFR vs FOBlThe main difference between CFR and FOB is that l the seller
29、 has to additionally contract for carriage of the goods l pay for their transportation to the agreed destination port.lThe seller has no obligation to insure the cargo regardless of payment.l CFR=FOB+freightCase studylA French company imported a batch of wheat on CFR basis.The contract stipulated th
30、at the landing quality of the goods should be taken as final.However,when the goods arrived at the destination,the import quarantine bureau detained the goods as they found that the goods contained a great deal of bacteria fobidden to enter the country,Unfortunately,the goods were consumed by a fire
31、 while in detainment.l?Who should bear the losseslCase studyl1.美国出口商与韩国进口商签订了一份CFR合同。合同规定，由卖方出售2000公吨小麦给买方。小麦在装运港装船时是混装的，共装运了5000公吨，准备在目的地由船公司负责分拨2000公吨给买方。但载货船只在途中遇高温天气发生变质，共损失2500公吨。卖方声称其出售给买方的2000公吨小麦在运输途中全部损失，并认为根据CFR合同，风险在装运港越过船舷时已经转移给买方，故卖方对损失不负责任。买方则要求卖方履行合同。双方发生争议，后将争议提交仲裁解决。问：仲裁机构将如何裁决？l根据C
32、FR，风险的转移应当在装货港“越过船舷”一刻，故基本同意卖方说法。文中没有提到卖方装船后是否通知Shipment Advice给买方，实务中应当通知，否则假如买方因此没有购买保险，卖方也有责任。出口方出口方码头码头进口方进口方3、CIF(named port of destination成本、运费加保成本、运费加保险险)Maritime and inland waterway transport onlyCost、Insurance And FreightlCIF means that the seller has the same obligations as under CFR but w
33、ith the addition that he has to procure marine insurance against the buyers risk of loss or damage to the goods during the carriage.l The seller contracts for insurance and pays the insurance premium.But the buyer bear all risks of loss or damage to the goods from the time they have passed the ships
34、 rail.l Attention!lIf the buyer asks for buying additional insurance,the extra costs will be born by the buyer himselflCIF的变形：卸货费的变形：卸货费l在在CIF条件下，买卖双方容易在卸货费由何方条件下，买卖双方容易在卸货费由何方负担的问题上引起争议负担的问题上引起争议 CIF Vs CFRl The only difference between them lies in that the seller is responsible for the payment of
35、insurance premium and arranging the necessary coverage with an insurance company under CIF term.case1l出口公司按CIF伦敦向英商出售一批核桃仁，由于该商品季节性较强，双方在合同中规定；买方须于9月底前将信用证开到，卖方保证运货船只不迟于12月2日驶抵目的港。如货轮迟于12月2日抵达目的港买方有权取消合同，如货款已收，卖方必须将货款退还买方。问这一份合同的性质是否属于CIF合同?l分析：这一合同的性质不再属于CIF合同。因为合同条款内容与CIF本身的解释相抵触。抵触有二；一是合同在C1F条件下竟
36、规定了“到货日期”这与CIF价格术语所赋予的风险界限划分的本意相抵，按CIF是装运港交货，货物超越船舷后的一切风险均由买方负责。如果限定到货日期，岂不是要卖方承担超越船舷后的一切风险?l二是CIF是“象征性交货”，只要卖方提供齐全、正确的货运单据，买方不能拒收单据，拒付货款。而该合同竞规定如货运船只不能如期到达，买方将收回货款，实际上成了货到付款。由此看来，该合同的一些主要条款已与CIF价格术语的本意相抵触。尽管名义上是按CIF成交，但实质上并不是CIF合同性质。Symbolic delivery象征性交货象征性交货lUnder CIFlThe seller fulfils his oblig
37、ation of delivery of the goods against documents,and the buyer pays against documents as well.(the shipping documents include commercial invoice,insurance policy,packing list,bill of lading,etc.)lAs long as the seller presents a full set of documents in conformity with the contract,the buyer shall f
38、ullfill the duty of payment.Even if the goods delivered are lost or damaged,the buyer is not entitled to reject payment.case2l我国山东某出口公司按我国山东某出口公司按CIF条件与韩国某进口公司签条件与韩国某进口公司签订了一笔初级产品的交易合同。在合同规定的装运期订了一笔初级产品的交易合同。在合同规定的装运期内，卖方备妥了货物，安排好了从装运港到目的港的内，卖方备妥了货物，安排好了从装运港到目的港的运输事项。在装船时，卖方考虑到从装运港到目的港运输事项。在装船时，卖方考虑
39、到从装运港到目的港距离较近，且风平浪静，不会发生什么意外，因此，距离较近，且风平浪静，不会发生什么意外，因此，没有办理海运货物保险。实际上，货物也安全及时抵没有办理海运货物保险。实际上，货物也安全及时抵达目的港，但卖方所提交的单据中缺少了保险单，买达目的港，但卖方所提交的单据中缺少了保险单，买方因市场行情发生了对自己不利的变化，就以卖方所方因市场行情发生了对自己不利的变化，就以卖方所交的单据不全为由，要求拒收货物拒付货款。请问，交的单据不全为由，要求拒收货物拒付货款。请问，买方的要求是否合理？此案应如何处理？买方的要求是否合理？此案应如何处理？l从交货方式上来看，从交货方式上来看，CIF 是一
40、种典型的象征性交货是一种典型的象征性交货(Symbolic Delivery)。象征性交货是针对实际交货。象征性交货是针对实际交货而言。在象征性交货方式下，卖方是凭单交货，买方而言。在象征性交货方式下，卖方是凭单交货，买方是凭单付款。只要卖方如期向买方提交了合同规定的是凭单付款。只要卖方如期向买方提交了合同规定的全套合格单据，即使货物在运输途中损坏或灭失，买全套合格单据，即使货物在运输途中损坏或灭失，买方也必须履行付款义务。反之，如果卖方提交的单据方也必须履行付款义务。反之，如果卖方提交的单据不符合要求，即使货物完好无损地运达目的港，买方不符合要求，即使货物完好无损地运达目的港，买方仍有权拒收
41、单据并拒付货款。还需指出，按仍有权拒收单据并拒付货款。还需指出，按CIF术语术语成交，卖方履行其交单义务只是得到买方付款的前提成交，卖方履行其交单义务只是得到买方付款的前提条件，除此之外，他还必须履行交货义务。因此，本条件，除此之外，他还必须履行交货义务。因此，本案中，买方提出的要求是合理的，卖方必须提交符合案中，买方提出的要求是合理的，卖方必须提交符合规定的全套单据，买方可以拒收货物拒付货款，或向规定的全套单据，买方可以拒收货物拒付货款，或向卖方提出索赔。卖方提出索赔。Case studyl我国北方我国北方A化工进出口公司与美国加利福尼亚化工进出口公司与美国加利福尼亚B化学制品公司按照化学制
42、品公司按照FOB大连条件签订了一笔化工原料的买卖合同。大连条件签订了一笔化工原料的买卖合同。A公司在规定的公司在规定的装运期届满前三天将货物装上装运期届满前三天将货物装上B公司指派的某新加坡轮船公司的海公司指派的某新加坡轮船公司的海轮上，且装船前检验时，货物的品质良好，符合合同的规定。货轮上，且装船前检验时，货物的品质良好，符合合同的规定。货到目的港旧金山，到目的港旧金山，B公司提货后经目的港商检机构检验发现部分货公司提货后经目的港商检机构检验发现部分货物结块，品质发生变化。经调查确认原因是货物包装不良，在运物结块，品质发生变化。经调查确认原因是货物包装不良，在运输途中吸收空气中的水分导致原颗
43、粒状的原料结成硬块。于是，输途中吸收空气中的水分导致原颗粒状的原料结成硬块。于是，B公司向公司向A公司提起索赔。但公司提起索赔。但A公司认为，货物装船前经检验是合格公司认为，货物装船前经检验是合格的，品质变化是在运输途中发生的，也就是越过船舷之后才发生的，品质变化是在运输途中发生的，也就是越过船舷之后才发生的，按照国际贸易惯例，其后果应由买方承担，因此，的，按照国际贸易惯例，其后果应由买方承担，因此，A公司拒绝公司拒绝赔偿。试问，赔偿。试问，A公司的申辩是否有理？此争议应如何处理公司的申辩是否有理？此争议应如何处理?并请说并请说明理由。明理由。l本案中卖方本案中卖方A公司应承担赔偿责任，其引用
44、国际贸易公司应承担赔偿责任，其引用国际贸易惯例，以货物越过风险已转移给买方惯例，以货物越过风险已转移给买方B公司为由而拒公司为由而拒绝赔偿是没有道理的。理由是，虽然货物品质发生变绝赔偿是没有道理的。理由是，虽然货物品质发生变化，导致买方损失的情况是发生在运输途中，即越过化，导致买方损失的情况是发生在运输途中，即越过船舷之后，但损失是由于包装不良造成的，这就说明船舷之后，但损失是由于包装不良造成的，这就说明致损的原因是在装船前已经存在了，因此，货物发生致损的原因是在装船前已经存在了，因此，货物发生损失已带有必然性。这属于卖方履约中的过失，应构损失已带有必然性。这属于卖方履约中的过失，应构成违约。
45、而根据国际贸易惯例对成违约。而根据国际贸易惯例对FOB的风险转移的解的风险转移的解释，如果途中由于突然发生的意外事件导致货物的损释，如果途中由于突然发生的意外事件导致货物的损失由买方承担。本案所说的情况显然不属于惯例规定失由买方承担。本案所说的情况显然不属于惯例规定的范围，所以卖方的范围，所以卖方A公司拒赔是没有道理的。公司拒赔是没有道理的。l某公司出口一批货物以FOB条件成交。结果在目的港卸货时，发现货物有两件外包装破裂，里面的货物有的被水浸的痕迹。经查证，外包装是货物在装船时因吊钩不牢掉到船甲板上摔破的，因包装破裂导致里面的货物被水浸泡。问：在这种情况下，进口方能否以卖方没有完成自己的交货
46、义务为由向卖方索赔？分析：进口方不能向卖方索赔；按FOB条件成交，卖方承担货物在装运港越过船舷以前的风险；本案例中，包装物破裂是在越过船舷后发生的，该项损失按风险划分界限，理应由进口方自己承担。l risk transfer procedure expensel after loading booking ship insurance freight insurance FOB ships rail buyer buyer buyer buyer CFR ships rail seller buyer seller buyerCIF ships rail seller seller selle
47、r sellerThree kinds of Trade Terms Delivered to Named CarrierlFCA-any mode of transportlDefinition:see the booklDelivery of the goods,including customs clearance,is completed at the named place in either of the following ways:l a.if the named place of delivery is the sellers premises,delivery is com
48、pleted when the goods are loaded onto the transport vehicle provided by they buyer,orlb.in other cases,delivery is completed when the goods are placed at the carriers disposal,but not unloaded from the sellers delivery vehicle.lThe risk transfers from the seller to the buyer upon delivery completion
49、 to the first carrier involved in the transaction if several carriers are involved.l FAV vs FOB?CPT-any mode of transportlCPT means that the seller has the duty to deliver the goods to the carrier nominated by him and pay the costs of carriage necessary to transport the goods to the named destinatio
50、n.lThe risk transfer?l from the seller to buyer once the goods to the been delivered into the custody of the first carrier if several carriers involved.lCPT requires the seller to clear the goods for export.lCPT vs CFR?CIP-any mode of transportlDefinition:see the bookl The sellers liability ceases w
