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1、2023/9/7,Zhou Ruiqi,1,2023/9/7,Zhou Ruiqi,2,INTERNATIONAL TRADE PRACTICE国际贸易实务,Presented by Zhu Rundong,2023/9/7,Zhou Ruiqi,3,Chapter One,General Introduction简要介绍,2023/9/7,Zhou Ruiqi,4,1.1 Concept of international trade国际贸易的概念,International trade/world trade/foreign trade/overseas trade国际贸易，又称世界贸易、对
2、外贸易或海外贸易，The fair and deliberate exchange of goods and services across national boundaries.是一种平等的、有意识的、跨国界的商品和服务的交换行为。Concerning trade operations of both import and export 国际贸易是有关于进出口的贸易业务Including the purchase and sale of both visible and invisible goods.包括购买或者出售有形和无形商品,2023/9/7,Zhou Ruiqi,5,1.2 Re
3、asons for international trade产生国际贸易的原因,Resource reasons资源方面的原因Natural resources自然资源Human resources人力原因Technology科技Economic reasons经济方面的原因Benefits利益Comparative advantage(David Ricardo)比较优势(如果一个国家在本国生产一种产品的机会成本（用其他产品来衡量）低于在其他国家生产该产品的机会成本的话，则这个国家在生产该种产品上就拥有比较优势。)Economies of scale规模经济,(给定技术的条件下，对于某一产品，
4、如果在某些产量范围内平均成本是下降或上升的话，我们就认为存在着规模经济或不经济)Other reasons(become more and more important now)其他原因(现在变得越来越重要),2023/9/7,Zhou Ruiqi,6,1.3 Differences from domestic trade与国内贸易的区别,Deals transacted in foreign languages and Cultural differences 交易过程中使用外语且存在文化差异Under foreign laws,customs and regulations or inte
5、rnational rules交易需要遵守外国法规,海关规章制度及法令或者国际法规Foreign currency is used,therefore easily influenced by the fluctuation of foreign exchange rate,interest rate,etc.使用外国货币,所以贸易容易受到外汇汇率及利率的波动的影响Higher risks:Political risks,Commercial risks,Financial risks,Transportation risks高风险:政治风险,商业风险,金融风险和运输风险More comple
6、x business procedures therefore managers need a broader range of management skills交易过程更加复杂,因此管理需要更高的管理能力,2023/9/7,Zhou Ruiqi,7,1.4 Export Procedures,2023/9/7,Zhou Ruiqi,8,2023/9/7,Zhou Ruiqi,9,About the contract 关于合同,Two forms of business negotiation:商业谈判的两种方式in words,i.e.face-to-face negotiation or
7、 negotiation through telephone使用语言谈判,比如:面对面谈判或者通过电话谈判in writing,i.e.business correspondence which includes letters,faxes,e-mails,telex,etc.书面谈判,比如:商业通信(包括信件,传真,电子邮件,电报)four main steps involved:enquiry,offer,counter-offer and acceptance.四个主要步骤:询价,报价,议价和验收A trade contract is an agreement which is conc
8、luded between seller and buyer based on an accepted offer and which sets forth biding obligations of the parties concerned.贸易合同是包括买卖双方建立在双方接受的报价基础上,同时规定签订合同双方的义务的达成一致的合约subject to United Nations Convention on Contracts for International Sale of Goods(CISG)a contract can be formal,informal,simple or
9、complicated,written or oral.贸易双方要遵守联合国公约中对国际货物销售中与合同有关的条款-一份合同可以使正式或者非正式的,可以简单或复杂,可以使书面形式或者口头形式._,2023/9/7,Zhou Ruiqi,10,About the sales contract 关于销售合同,Contract:also named confirmation 合同,也叫做确认书a sales contract/confirmation vs.a purchase contract/confirmation比较销售合同/确认书和购买合同/确认书的区别A contract is more
10、 formal and contains more details than a confirmation but equally binding on the parties concerned 合同比确认书更加正式,包含更多细节,但同样对当事人具有约束力A sales contract normally includes:(see Specimen 1.1-1.2)一份销售合同一般包括:full name,address and other necessary information of the seller and the buyer全称,地址和其他一些卖方双方所需要的信息descri
11、ption of the commodity involved,including name,quality,quantity and packaging etc.贸易商品说明,包括商品的名字,质量,数量和包装all terms agreed upon,including price,delivery,transportation,insurance,payment,inspection,claims,force majeure,arbitration,etc.所有条款达成一致,包括价格,交付,运输,保险,付款,检查,索赔,不可抗力的规定,仲裁等date on and place at whi
12、ch the contract is signed and the signature of the buyer and the seller签订合同的时间和地点,以及买卖双方的签名Importance of a written contract 签订合同的重要性it is the only document between S and B that evidences their respective rights and obligations.这是唯一能够证明贸易相应的双方权利和义务的文件It serves as the basis for the performance of the contract and also the settlement of disputes.合同是履行合同和解决争议的基础,
