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？
（2）Howsh
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