国际贸易实务课堂案例.docx

国际贸易实务课堂案例.docx

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国际贸易实务课堂案例

《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?