商务谈判之交货和索赔

Business Negotiation Background Information

Dafa Garments Co.---a garments making firm in China Mr. Kang Li, marketing manager

Mr. Zhonghua Yang, assistant manager of Mr. Li Wilshire Fashion, Inc.---a Los Angeles based American firm Mr. Richard Bowen, purchasing manager

Miss Diana Cade, his secretary

Mr. Guy Dewey, assistant manager.

Delivery & Claim

Focus: Delivery

Quality control

Penalty

Terms of International Business

商品检验（Commodity Inspection）

由官方的商检机构（或经官方注册的、以第三者份运作的独立鉴定机构）对进出口货物的规格、数量、质量、安全、检疫、包装等进行检验，并签发证书。商检是国际贸易的重要环节，它体现了国家进出口货物的品质管制。商检机构出具的有关证书是海关查验的重要依据，在买卖双方交接货物、结算货款和索赔理赔等环节中也起着重要作用。

索赔（Claim）

索赔是指交易中有一方未能履行合同所规定的责任和义务给另一方造成损害，受害方向违约方提出赔偿要求。卖方违约的行为有：不交货，或不按合同规定的期限交货，或所交货物的规格、数量、质量、包装等与合同规定不符，或所提供的货单种类不齐、份数不足等。买方违约的行为有：使用信用证作为支付手段但不按期开证或不开证，不按合同规定付款赎单，无理拒收货物等；在FOB条件下，不按合同规定如期派船接货等。索赔条款是合同的重要部分，应规定索赔的依据和期限、处理索赔的方法和索赔金额。

不可抗力（Force Majeure）

当事人不能预见又无法采取措施预防的事故，发生后使得当事人不能履行或不能如期履行合同。此时可按合同中不可抗力条款免除当事人责任。不可抗力可以是自然现象（Acts of God），如火灾、水灾、地震、灾难性天气等，也可以是人的行为，如罢工、战争、政府禁令等。在国际贸易合同中订入不可抗力条款至关重要，其内容应包括不可抗力的明确定义、事故发生后通知方的方式，如期限、事故的证明文件及出具证明的机构、事故后果的处理方法（如解除合同或展延合同的履行期限等）。

仲裁（Arbitration）

合同双方在合同执行过程中发生争议，不能自行和解，也不愿通过讼方式解决，可采取仲裁方式解决。如双方同意，可在争议发生前在合同中加进仲裁条款（arbitration clause），也可在争议发生后达成协

议将争议提交仲裁（submission）。仲裁条款和协议应包括以下内容：仲裁地点（力争在本国或第三国）、仲裁机构（我国的常设仲裁机构为中国国际经济贸易仲裁委员会和海事仲裁委员会）、仲裁程序、仲裁效力（一般是终局性的，双方都有约束力并不得向法院起诉要求变更裁决）、仲裁费用的负担（一般由败诉方负担）和仲裁条款的格式。

Offer:

--- We are pleased to offer you 120,000 cotton poplin blouses at US$ 16.80 each, FOB Xingang. The blouses will be packed in plastic bags, each four dozens in a corrugated cardboard box. They will be delivered in two consignments of 60,000 each, the first by August 20 and the second by September 10. The terms of payment will be the same as those in the previous contract, that is, sight letter of credit.

Section 1 Reason for early delivery

delivery 交货

claim 索赔

bounce （支票）被退回

---I can’t give you a check which I know will bounce.

reverse timetable 倒数时间表

retailer 零售商

clear the customs 清关，过海关

---Look at this reverse timetable. The goods must clear the Customs before September 20 if they are to reach our retailers by October.

outrageously 令人发疯地，令人无法容忍地

time-consuming 费时的

---The procedures the imported textiles have to go through can be outrageously time-consuming.

picky 挑剔的---be picky on sth

---The Customs has in the past few months become very picky on imported textiles. It takes ten days on average.

Section 2 Problem for early delivery & early order

The near the season draws 季节越是临近…

---In order to make a better prediction as to which design will win us customers, we have to wait until just two or three months before the season. The nearer the season draws, the better we can predict.

---that is why garment makers are now competing not only in quality and price, but also in speed of delivery. The sooner you can make the delivery, the more orders you will have.

work at full capacity 满负荷工作

---I’d like to make early delivery, but my factories are already working at full capacity.

---Can you rearrange your schedule and make my order your top priority?