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。
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$1 millioncontractstipulated,"Thesellerguaranteesthatthegoodsarriveattheportofde stinationbyDecember1,2008.Ifthecarriageislate,thebuyercancancelthepurchase,an dgettherefundforthepayment."Sotheshipmentwasmade.Unfortunately,duetomechanica lproblems,thevesselarrivedatthedestinationafewhourslate.Thebuyerrefusedtoacce ptthegoods.Asaresult,thegoodshadtobesoldonthespot,andthesellerlost$700,000.(1)Wasthe"arrivaldate"clauseconsistentwithCIFtermunderIncoterms2000(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。