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国际贸易实务课堂案例教学提纲
《国际贸易实务》双语课堂案例剖析
ChapterTwoandThree
GeneralProceduresofExportandImportTransaction&
ContractsfortheInternationalTrade
CaseOne案例一
1.Mr.Smith,anAmericanbusinessman,soldabatchofIBMcomputerstoaHongKongimporter,Mr.Chen.ThesaleswasconcludedintheUnitedStatesofAmericaonthetermsofCIFHongKong.Duringexecutionofthecontract,disputesarosebetweenthesellerandthebuyerontheformaninterpretationofthecontract.Insuchacase,didthelawoftheUSAorthelawofHongKongapplytothedisputes?
Why?
CaseTwo案例二
2.Mr.AndersonintendedtosellaplanetoMr.Johnson.Inhiscable,Mr.Andersonoffered:
“Confirmsaleofaplane…Pleasesend5000poundsbytelegraphictransfer.”Mr.Johnsoncabledbackimmediately:
“Confirmpurchaseofyourplane,termsandconditionssameasyourcable.I’vesentthe5000poundstoyourAccountBankwhokeepsyourmoneyonyourbehalfuntildeliveryoftheplane.Pleaseconfirmdeliverywithin30daysfromthedateofthiscable.”Mr.Andersondidnotreplyandsoldtheplanetoanotherbuyeratamuchhigherprice.Disagreementsoccurredbetweenthetwopartiesaboutwhetherthecontractwasconcludedeffectively.Insuchacase,wasthecontractconcluded?
Why?
CaseThree案例三
3.AChineseexportcompanysentonJuly1anoffertoaFrenchtradingcompany,stipulatingforthereplytoreachthembeforeJuly10.TheFrenchtradingcompanycableditsacceptanceoftheofferonJuly8.Becauseofthedelaybythepostoffice,theacceptancedidnotreachtheChinesecompanytillonthemorningofJuly11.Andbeforereceivingtheacceptance,theChinesecompanywasinformedthatthepricesofthesaidproductswererisingrapidly,thesellerrefusedtheacceptanceimmediately.
Question:
Wastheacceptanceeffective?
Why?
CaseFour案例四
4.AFrenchbuyervisitedaChinesetradingcompanytobuysomegoodsinthemorning.WhenChinesesellerofferedtheprice,hedidn’tsayanything.Butintheafternoon,theFrenchbuyervisitedagainandacceptedthemorning’soffer.Atthismoment,Chinesecompanyfoundthepriceofthisgoodsontheinternationalmarketwasrising,sohowcouldtheChinesetradingcompanydealwith?
Why?
CaseFive案例五
5.OurcompanymadeanofferwithItalianbuyer,whichisvalidbefore10thofthismonth.Becauseofthepostbureau’slateindelivery,wehavereceivedtheacceptanceon11th.Atthismoment,wefoundthepriceofthesegoodsonthemarketwasrising,Howcanwedo?
CaseSix案例六
6.CompanyAmadeanofferforafarmproducttoCompanyBstating:
“Packinginsoundbags”.Withinthevalidity,CompanyBreplied“Refertoyourtelexfirstaccepted,packinginnewbags”.Onreceivingthereply,CompanyAbegantopurchasethegoodsforexport.Dayslater,asmarketpriceofthecommoditywasfalling,CompanyBwrotetoCompanyA“Nocontractisenteredbetweenus,asyoufailedtoconfirmourchangingofthepackingrequirement.”CompanyAarguedthatCompanyB’sacceptancewaseffectiveandthecontractwasestablishedthen.
Question:
1)Whatisyouropinion?
2)Givethereasontosupportyouropinion
3)Howtopreventsuchdispute.
CaseSeven案例七
7.In1996,acertainexportcompanyofChinasentagroupofbusinessmantotheUnitedStatesforpurchaseofequipment.InNewYork,bothpartiesreachedanoralagreementonsuchitemsasspecifications,unitprice,andquantity.Uponleaving,thegroupindicatedtotheotherpartythat,whentheygobacktoBeijing,theywoulddrawacontract,whichwouldbecomeeffectiveafterbeingsignedbybothparties.AftergoingbacktoBeijing,thegroupfoundthattheclientswithdrewtheirimportoftheequipment,andthusthecontractwasnotsignedandtheL/Cwasnotopenedeither.TheUSsideurgedtheChinesesidetoperformthecontract;otherwisetheywouldlodgeaclaimwiththeChinesesideintheUS.PleaseanalyzethecaseandgiveanopiniononhowtheChineseexportcompanywastodealwiththiscaseandwhy?
CaseEight案例八
8.AChineseexportcompanysentonJune1anoffertoabusinessmanlivinginItaly,stipulatingforthereplytoreachthembeforeJune10.TheItalianbusinessmancabledhisacceptanceoftheofferonJune8.Becauseofthedelaybythepostoffice,theacceptancedidnotreachtheChinesecompanytillonthemorningofJune11.Andbeforereceivingtheacceptance,theChinesecompanywasinformedthatthepricesofthesaidproductswererisingrapidly.WhatdoyouthinkisthebestwayfortheChinesecompanytodealwiththiscase?
Why?
ChapterTwoandThree
GeneralProceduresofExportandImportTransaction&
ContractsfortheInternationalTrade
Analysis:
案例分析
1ThelawoftheUnitedStatesofAmericaappliestothiscontractbecause:
(a)thiswasaCIFcontract;(b)theplaceofconclusionofthecontractwasintheUSA;(c)theplaceoftheexecutionofthecontractwasalsointheUSA.ThesellercompletedtheseresponsibilitiesafterhedeliveredthegoodsattheportoftheUSA.
2.Thiscontractwasnotconcludedeffectively.Item1ofArticle19oftheCISGindicates,"Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectiontotheofferandconstitutesacounter-offer.
Inthiscase,thoughMr.JohnsonacceptedMr.Anderson'soffer,hisacceptancecontainedsomeadditionstoandmodificationsoftheoffer;forexample,Mr.Andersonaskedfor"telegraphictransfer",Mr.Johnsonsentthemoneytothebanktobekeptthere.AccordingtoItem3ofArticle19oftheCISG,alterationtothemodeofpaymentismaterialone,thusMr.Johnsonmightkeepsilentandrejecttheacceptance.
3.AccordingtoItem2ofArticle21ofCISG:
“Ifaletterorotherwritingcontainingalateacceptanceshowsthatithasbeensentinsuchcircumstancesthatifitstransmissionhadbeennormalitwouldhavereachedtheofferorinduetime,thelateacceptanceiseffectiveasanacceptanceunless,withoutdelay,theofferororallyinformstheoffereethatheconsidershisofferashavinglapsedordispatchesanoticetothateffect.Inthiscase,inordertoavoidunnecessaryloss,theChinesecompanyshouldtelephoneordispatchimmediatelyanoticeinformingthattheacceptanceisineffectiveasitislate.
4.中国与法国均系《联合国国际货物销售合同公约》缔约国,洽谈过程中,双方对《公约》均未排除或作出任何保留。
因此,双方当事人均应受该《公约》约束。
按《公约》规定:
对口头要约,须立即接受方能成立合同。
据此,我方鉴于市场有趋涨迹象,可以予以拒绝或提高售价继续洽谈。
5.中国与意大利均系《联合国国际货物销售合同公约》缔约国,该案双方洽谈过程中,均未排除或作出任何保留,因此,双方当事人均应受《公约》约束。
我方于11日收到意商的接受电报属因传递延误而造成的逾期接受。
因此,如我方不能同意此项交易,应即复电通知对方:
我方原发盘已经失效。
如我方鉴于其他原因,愿按原发盘达成交易,订立合同,可回电确信,也可不予答复,此时接受即告失效。
6.A公司与B公司的第一封信函可视为发盘,在该发盘中A公司对包装做出了要求。
而B公司对该发盘中包装条款进行了修改,可视为还盘,或新的发盘,B公司发出还盘后A公司未进行回复,虽然它用行动表明受B公司发盘约束,但没有明确向B公司表示接受,此时认为合同未成立。
因此,B公司以此为由,拒不履行合同。
A公司将陷入被动。
为了避免出现此情况,A公司在收到B公司发盘时,应及时表示接受。
7.AccordingtoArticle11ofCISG:
“Acontractofsaleneednotbeconcludedin,orevidencedby,writingandisnotsubjecttoanyotherrequirementastoform.Itmaybeprovedbyanymeans,includingwitnesses.”ThoughChinaandtheUSarebothmembercountriesoftheCISG,Chinadeclaredthatitwon’tbeboundbyArticle11anditsrelatedarticles.Thatistosay,anykindofcontractsinChinamustbeevidencingbywriting.Inthiscase,thoughbothcompaniesagreedorallyastothemaintermsofthesalescontract,thereisnowritingevidencingthecontract.Thiscontract,accordingtoChineselaw,isnoteffective.
8.AccordingtoItem2ofArticle21ofCISG:
“Ifaletterorotherwritingcontainingalateacceptanceshowsthatithasbeensentinsuchcircumstancesthatifitstransmissionhadbeennormalitwouldhavereachedtheofferorinduetime,thelateacceptanceiseffectiveasanacceptanceunless,withoutdelay,theofferororallyinformstheoffereethatheconsidershisofferashavinglapsedordispatchesanoticetothateffect.Inthiscase,inordertoavoidunnecessaryloss,theChinesecompanyshouldtelephoneordispatchimmediatelyanoticeinformingthattheacceptanceisineffectiveasitislate.
ChapterFourTradeTerm
CaseOne案例一
1.AChineseimportandexportcompanyconcludedaSaleContractwithaHollandfirmonAugust5,2000,sellingabatchofcertaincommodity.ThecontractwasbasedonCIFRotterdamatUSD2500permetricton.TheChinesecompanydeliveredthegoodsincompliancewiththecontractandobtainedacleanonboardBillofLading.Duringtransportation,however,100metrictonsofgoodsgotlostbecauseofroughsea.Uponarrivalofthegood,thepriceofthecontractedgoodswentdownquickly.Thebuyerrefusedtotakedeliveryofthegoodsandeffectpaymentandclaimeddamagesfromtheseller.Howwouldyoudealwiththecase?
CaseTwo案例二
2.AChinesetradingcompanyEconcludedatransactioninsteelwithaHongKongcompanyWonthebasisofFOBChinaPort.CompanyWimmediatelyresoldthesteeltoCompanyHinLibyaonthetermsofCFRLiberia.TheL/CformWrequiredthepricetermtobeFOBChinaPortandthegoodstobedirectlydeliveredtoLiberia.TheL/Calsorequired“FreightPrepaid”tobeindicatedonBillofLading.WhydidCompanyWperformso?
Whatshouldwedoaboutit?
CaseThree案例三
3.AChineseimportandexportcompanyconcludedaSaleContractwithaGermanfirmonOctober5,2006,sellingabatchofcertaincommodity.ThecontractwasbasedonCIFHamburgatUSD2500permetric
ton;TheChinesecompanydeliveredthegoodsincompliancewiththecontractandobtainedacleanonboardB/L.Duringtransportation,however,100metrictonsofthegoodsgotlostbecauseofroughsea.Uponarrivalofthegoods,thepriceofthecontractedgoodswentdownquickly.Thebuyerrefusedtotakedeliveryofthegoodsandeffectpaymentandclaimeddamagesfromtheseller.
Question:
(1)Isthebuyer’srefusalreasonable?
Why?