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1、Chapter2InternationalTradeTermsContentsIntroductiontotradetermsIntroductiontoIncoterms2000BriefintroductiontoIncoterms2010IncotermsandcontractTeaching objectives Bystudyingthischapter,studentsshouldbeabletomaster:TheroleoftradetermsinInternationaltradeTheIncoterms2000TheIncoterms2010Thedifferencesbe
2、tweenIncoterms2000and2010TherelationsbetweenIncotermsandcontractOverview For hundreds of years,businessmen havelearnedthebusinessfrompracticeandbegantoformthebaseofinternationalsalescontracts.Theforms of contract have been developed to thestandards and always contain a code of certainconditionsofwha
3、tisknowntodayastradeterms.Trade terms ldefinetheplaceofrisktransfer；ldistributebetweenthesellerandthebuyerthelogisticandadministrativeexpensesatthevariousstageoftheprocess；lspecifywhereandhowthesellermustmakethegoodsavailabletothebuyerandhowthebuyermusttakedeliveryofthegoods.Trade terms are combinat
4、ions of letters or words,specifyingtheresponsibilitiesandobligationsofasellerandabuyerunderinternationaltradeagreements.SEIBofGDUFS62.1 Three sets of ruleslWarsaw-Oxford Rules 1932lRevised American Foreign Trade Definitions 1941lInternational Rules for the Interpretation of Trade Terms 20001、Brief I
5、ntroduction of Custom PracticeNameIssued bytime trade terms1941年美国对外贸易定义修正本年美国对外贸易定义修正本(Revised American Foreign Trade Definitions 1941)美国商业团体美国商业团体In1919Ex Point of Origin,FOB(6 variations),FAS Vessel,C&F,CIF,Ex Dock1932年华沙年华沙 牛津规则牛津规则（Warsaw-Oxford Rules）国际法协会国际法协会International Law InstituteIn1928
6、CIF2000年国际贸易术语解释通则年国际贸易术语解释通则(International Rules for the Interpretation of Trade Terms)国际商会国际商会International Chamber of CommerceIn1936E、F、C、D四组四组13个贸个贸易术语易术语SEIBofGDUFS8Warsaw-Oxford Rules 1932lInitially in 1928-“Warsaw Rules,1928”22provisionsgoverningtherightsandobligationsofthepartiestoasaleofgoo
7、dsonCIF(Cost,InsuranceandFreight)contractterms.lRevised in 1932-the“Warsaw-Oxford Rules 1932”21provisionsagainmainlyaboutCIF台州学院外国语学院国际贸易实务Warsaw-Oxford Rules 1932 1932年华沙牛津规则 l由国际法协会专门针对由国际法协会专门针对CIF制定的。制定的。l1928年，年，国际法协会国际法协会在华沙开会，制定关于在华沙开会，制定关于CIF买卖合同的统一规则；经数次修订，在买卖合同的统一规则；经数次修订，在1932年牛年牛津会议上定型。津
8、会议上定型。l协议以英国的贸易惯例和案例为基础，对协议以英国的贸易惯例和案例为基础，对CIF买买卖合同的性质、买卖双方承担的费用、责任、风卖合同的性质、买卖双方承担的费用、责任、风险作了说明。险作了说明。10Revised American Foreign Trade Definitions 1941lDefines 6 terms:ExPointofOriginFOB(freeonboard)FAS(freealongside)l6 variants of FOBFOB(namedinlandcarrieratnamedinlandpointofdeparture)FOB(namedinla
9、ndcarrieratnamedinlandpointofdeparture)FreightPrepaidto(namedpointofexportation)FOB(namedinlandcarrieratnamedinlandpointofdeparture)FreightAllowedto(namedpointofexportation)FOB(namedinlandcarrieratnamedinlandpointofexportation)FOBVessel(namedportofshipment)IncotermsFOBFOB(namedinlandpointincountryof
10、importation)C&F(CostandFreight)CIF(Cost,InsuranceandFreight)ExDock(NamedPortofImportation)台州学院外国语学院国际贸易实务1941美国对外贸易定义修订本美国对外贸易定义修订本对对FOB规定的六种情况规定的六种情况lFOB(named inland carrier at named inland point of departure)（在指定国起运地点的指定国内运输工具上交货）（在指定国起运地点的指定国内运输工具上交货）lFOB(named inland carrier at named inland poi
11、nt of exportation)Freight Paid to(named point of exportation)（在（在指定国内起运地点的指定运输工具上交货，运费预付至指定出指定国内起运地点的指定运输工具上交货，运费预付至指定出口地点）口地点）lFOB(named inland carrier at named inland point of departure)Freight Allowed to(named point)（在指定国内起运地点的指定（在指定国内起运地点的指定运输工具上交货，扣除至指定地点运费）运输工具上交货，扣除至指定地点运费）lFOB(named inland c
12、arrier at named point of exportation)（在指定出口地点的指定国内运输工具上交货）（在指定出口地点的指定国内运输工具上交货）l lFOB Vessel(named port of shipment)FOB Vessel(named port of shipment)（指定装货港船上交货）（指定装货港船上交货）（指定装货港船上交货）（指定装货港船上交货）lFOB(named inland point in country of importation)（进口国指（进口国指定国内地点运输工具上交货）定国内地点运输工具上交货）台州学院外国语学院国际贸易实务 1941
13、年美国对外贸易定义修正本年美国对外贸易定义修正本l1919在美国举行泛美贸易会议时所制定的出口报在美国举行泛美贸易会议时所制定的出口报价定义价定义,原名原名美国出口报价及其缩写美国出口报价及其缩写。l 1941年经美国商会、全国对外贸易委员会年经美国商会、全国对外贸易委员会National Council of American Importers,Inc.等等三个民间团体所组成的联合委员会修订并改名。三个民间团体所组成的联合委员会修订并改名。l本规则主要在北美大陆使用，因其本规则主要在北美大陆使用，因其FOB的定义与的定义与INCOTERMS不同，所以不同，所以在同该区域客户贸易时在同该区域
14、客户贸易时应注意贸易术语应注意贸易术语的定义。的定义。案例案例案例案例五五五五SEIBofGDUFS13International Rules for the Interpretation of Trade Terms 2000(Incoterms 2000)l1936-first created by International Chamber of Commerce(ICC)lThe purposes of incoterms:Togivethebusinessmenasetofinternationalrulesfortheinterpretationofthemostcommonlyu
15、sedtradetermsToclarifytheobligationsofthebuyerandthesellerTosimplifythecontractnegotiationsTosavetimeandcostlRevised in 1953、1967、1976、1980、1990、2000lIncoterms 2000 includes 13 terms under 4 groupsSEIBofGDUFS142.2 Basics of Incoterms 20002.2.1 Scope of Governance lParties involved:concerning only 2
16、parties-seller&buyerlDocument applied:only to the contract of salelSpecific aspects governed:only settle matters concerning the delivery of tangibles goods sold FocusingonlyonthedeliveryoftangiblegoodsDeliveryalsoindicatingthetransferofobligations,costandriskdistributionbetweenthepartiesSEIBofGDUFS1
17、52.2.1 Scope of Governance lObligationObligation-alegaldutytodosomethingaccordingtoacertainagreement.universallyacceptedobligation,eg:ltheseller-providegoodsinconformitywiththecontractlThebuyer-paythepriceasstipulatedinthecontractotherobligations:handlethecustomsclearance,carriageofgoods,insuranceSE
18、IBofGDUFS162.2.1 Scope of Governance lCost localandoverseastransportationandinsurancecostsgoodscheckingandinspectionexpenses,customsclearancechargesloadingandunloadingchargesofthegoodsatsomeparticulartransportpointslTransfer of risk“Risk”referstoaccidentaldamagetothegoods.time:whendoestheriskpassfro
19、mthesellerstothebuyers?SEIBofGDUFS172.2.2 Categorization of TermslTerms into four categories E-termtheselleronlymakesthegoodsavailabletothebuyeratthesellersownpremises.F-termstheselleriscalledupontodeliverthegoodstoacarrierappointedbythebuyer.C-termsthesellerhastocontractforcarriage,butwithoutassumi
20、ngtheriskoflossordamagetothegoodsoradditionalcostsduetoeventsoccurringaftershipmentordispatch.D-termsthesellerhastobearallcostsandrisksneededtobringthegoodstotheplaceofdestination.Incoterms 2000The“E”term(Departure)EXWExWorksThe“F”term(MainCarriageUnpaid)FCAFreeCarrierFASFreeAlongShipFOBFreeOnBoardI
21、ncoterms 2000The“C”term(MainCarriagePaid)CFRCostandFreightCIFCost,InsuranceandFreightCPTCarriagePaidToCIPCarriageandInsurancePaidToThe“D”term(Arrival)DAFDeliveredatFrontierDESDeliveredExShipDEQDeliveredExQuayDDUDeliveredDutyUnpaidDDPDeliveredDutyPaidObligations of buyer and seller in Incoterms 2000A
22、1ProvisionofgoodsinconformitywiththecontractB1PaymentofthepriceA2License,AuthorizationandFormalitiesB2License,AuthorizationandFormalitiesA3ContractofCarriageandInsuranceB3ContractofCarriageandInsuranceA4DeliveryB4TakingDeliveryA5TransferofRisksB5TransferofRisksA6DivisionofcostsB6DivisionofcostsA7Not
23、icetothebuyerB7NoticetothesellerA8ProofofDelivery,TransportDocumentorEquivalentElectronicMessageB8ProofofDelivery,TransportDocumentorEquivalentElectronicMessageA9Checking-packing-MarkingB9InspectionofGoodsA10OtherObligationsB10OtherObligationsThe mode of transport of Incoterms 2000Mode of Transport
24、IncotermsSeaRoadRailAirCombinedtransportEXWFCAFASFOBCFRCIFCPTCIPDAFDESDEQDDUDDPSEIBofGDUFS22Incoterms 2000Group E DepartureEXWExWorks(namedplace)工厂交货（指定地点）Group FMain Carriage unpaidFCAFreeCarrier(namedplace)货交承运人（指定地点）FASFreeAlongsideShip(namedportofshipment)船边交货（指定装运港）FOBFreeonBoard(namedportofshi
25、pment)船上交货（指定装运港）Group CMain Carriage paidCFRCostandFreight(namedportofdestination)成本加运费（指定目的港）CIFCost,InsuranceandFreight(namedportofdestination)成本、保险费加运费（指定目的港）CPTCarriagePaidto(namedplaceofdestination)运费付至（指定目的地）CIPCarriageandInsurancePaidto(namedplaceofdestination)运费保险费付至（指定目的地）Group DArrivalDAF
26、DeliveredatFrontier(namedplace)边境交货（指定地点）DESDeliveredExShip(namedportofdestination)目的港船上交货（指定目的港）DEQDeliveredExQuay(namedportofdestination)目的港码头交货（指定目的港）DDUDeliveredDutyUnpaid(namedplaceofdestination)未完税交货（指定目的地）DDPDeliveredDutyPaid(namedplaceofdestination)完税后交货（指定目的地）EXW(Ex Worksnamed place)InExWor
27、ks,thesellerfulfillshisobligationtodeliverwhenhehasmadethegoodsavailableathispremisesoranothernamedplace(i.e.works,factory,warehouse,etc.).SEIBofGDUFS24The“E”term(EXW)lSellers obligation min.lPlacing the goods at the disposal of the buyer at the agreed place usually his own premiseslIn practice,also
28、 including assisting the buyer in loading the goods on the buyers collecting vehicle without charging a loading fee lFor the buyer to get lower price,but too demanding for him,therefore only applied to buyers having offshore branches SEIBofGDUFS25EXWlDelivery:at sellers premiseslTransfer of risks:go
29、ods at the disposal of the buyerlPackaging and loading:Usu.sellernoobligationforexportpackagingandloading;lExport customs clearanceUsu.buyersresponsibility,sometimesbuyerdoitforbuyer,butbearnorisks台州学院外国语学院国际贸易实务A4 Delivery The seller must deliver the goods to the carrier or another person nominated
30、 by the buyer at the agreed point,if any at the named place on the agreed date or within the agreed period.Delivery is completed:a)if the named place is the sellers premises,when the goods have been loaded on the means of transport provided by the buyer.b)In any other case,when the goods are placed
31、at the disposal of the carrier or another person nominated by the buyer on the sellers means of transport ready for unloading.FCA-卖方交货卖方交货EXWA4 Delivery The seller must deliver the goods by placing them at the disposal of the buyer at the agreed point,if any,at the named place of delivery,not loaded
32、 on any collecting vehicle.复习复习台州学院外国语学院国际贸易实务EXW其他注意事项其他注意事项n卖方应将交货时间、地点及时通知买方。n若买方不按约定收取货物，或交货时间、地点由买方决定时买方没有做出及时决定，交货时间一到，货物风险与费用得以提前转移，但前提是货物已划货物已划归本合同项下，归本合同项下，而且卖方仍有保全货物数量、质量的义务。n包装问题：卖方应自费作运输包装。前提是，买方及时通知卖方运输情况。n卖方不办理主要运输和保险，交易价格未包含主要运费及保险费，但是应买方请求，卖方须提供买方投保所需的信息（风险和费用在于买方）。SEIBofGDUFS28The“F
33、”terms(FCA,FAS,FOB)lShipment contractlSeller delivers the goods for carriage as instructed by the buyerlbuyer pays freight and signs carriage contract with carrier and notify sellerlFAS&FOB only for sea or inland waterway transportation modelSellers obligation,cost and risk transfers to buyer after
34、delivery of the goodslSeller exporting license and export customs clearancelBuyer importing license and import customs clearanceFCA(Free Carriernamed place)InFreeCarrier,thesellerdeliversthegoodstothecarriernominatedbythebuyeratthenamedplace.台州学院外国语学院国际贸易实务FCA术语特点术语特点 FCA是在是在FOB的基础上发展起来的，适用于各的基础上发展起
35、来的，适用于各种运输方式，特别是集装箱和多式运输的一种术种运输方式，特别是集装箱和多式运输的一种术语。采用该术语应注意以下问题：语。采用该术语应注意以下问题：1.交货点和风险转移交货点和风险转移；2.卖方代为安排运输卖方代为安排运输；3.货物集合化的费用负担。货物集合化的费用负担。台州学院外国语学院国际贸易实务FCA交货点和风险转移交货点和风险转移n风险转移 以货交承运人为界,但交货地点的选择直接影响到装卸货物的责任划分。n 特例：因买方责任，使卖方无法按时交货，自规定交货约定日期起，买方应承担相应费用和风险，但前提是卖方要明确将货物划归买方（货物特定化）。台州学院外国语学院国际贸易实务 A4
36、 Delivery The seller must deliver the goods to the carrier or another person nominated by the buyer at the agreed point,if any at the named place on the agreed date or within the agreed period.Delivery is completed:a)if the named place is the sellers premises,when the goods have been loaded on the m
37、eans of transport provided by the buyer.b)In any other case,when the goods are placed at the disposal of the carrier or another person nominated by the buyer on the sellers means of transport ready for unloading.FCA-卖方交货卖方交货EXWEXWA4 Delivery A4 Delivery The seller must deliver the goods by placing t
38、hem at The seller must deliver the goods by placing them at the disposal of the buyer at the agreed point,if any,at the disposal of the buyer at the agreed point,if any,at the named place of delivery,not loaded on any the named place of delivery,not loaded on any collecting vehicle.collecting vehicl
39、e.SEIBofGDUFS33FCA Free Carrier(.Named place)lTransfer of risksgoodsatthedisposalofthe(1st)carrierlDelivery pointIfatsellerssite,sellerresponsibleforloadingIfanywhereelse,sellerresponsiblefordeliveringthegoodstothepointrequired,butnotresponsibleforunloadingorreloading台州学院外国语学院国际贸易实务INCOTERMS 2000的一个
40、实质性变更：明确了FCA术语项下当货物交付至买方指定承运人时的装货和卸货义务。-如果指定地点是在卖方所在地，则卖方必须将货物装上买方指定的承运人或其代理人提供的运输工具上，这时装货义务是卖方，有关费用也由卖方承担。-如果指定地点是在其他任何地点，则当货物在卖方的运输工具上，尚未卸货而交给买方指定的承运人或其代理人处置时，这时卸货义务是买方，有关费用由买方承担。台州学院外国语学院国际贸易实务 卖方代为安排运输卖方代为安排运输 A3 a）运输合同）运输合同 无义务。但是，如果买方请求，或如果这是一无义务。但是，如果买方请求，或如果这是一种商业惯例以及买方未在适当的时间内给予相反的种商业惯例以及买方
41、未在适当的时间内给予相反的指示，卖方可按通常条件订立运输合同，而由买方指示，卖方可按通常条件订立运输合同，而由买方负担风险和费用。在任何一种情况下，卖方可以拒负担风险和费用。在任何一种情况下，卖方可以拒绝订立运输合同，如果他拒绝，则须立即通知买方。绝订立运输合同，如果他拒绝，则须立即通知买方。台州学院外国语学院国际贸易实务FCA交货点和风险转移交货点和风险转移n风险转移 以货交承运人为界,但交货地点的选择直接影响到装卸货物的责任划分。n 特例：因买方责任，使卖方无法按时交货，自规定交货约定日期起，买方应承担相应费用和风险，但前提是卖方要明确将货物划归买方（货物特定化）。FAS(Free alo
42、ngside Shipnamed port of shipment)InFreealongsideShip,thesellerfulfillshisobligationtodeliverwhenthegoodshavebeenplacedalongsidethevesselatthenamedporttheshipment.SEIBofGDUFS38FAS Free Alongside Ship(named port of shipment)lDelivery point:at port of shipmentlTransfer of risk:goodsputalongsidethevess
43、elIf vesselunabletoentertheportduetoforcemajeure,thesellerisresponsibleforarrangingandpayingforthelighterstosendthegoodsalongsidethevesseloffshore.(sellerpaysforlightercharges)Attentionl1.According to INCOTERMS，FAS is Free Alongside ship（named port of shipment），），this term can be used only for sea o
44、r inland waterway transport.lAccording to Revised American Foreign Trade Definitions，1941，FAS is free along side，this term can be used for any transport。lThere are differences in the rights and the obligations of the parties concerned and the transfer of risks between them.Therefore,when we trade wi
45、th America，Canada，or other American country，we should pay more attention to these differences.lThis term means the seller delivers when the goods are placed alongside the vessel at the named port of shipment。l2.According to INCOTERMS 2000，FAS requires the seller to clear the goods for export，which i
46、s a reversal from previous INCOTERMS。l3.The transfer of risks in advance.Normally，when the goods are placed alongside the vessel at the named port of shipment，the risk of loss of or damage to the goods is transferred from the seller to the buyer.If the buyer fails to notify the seller of the name of
47、 the vessel，and the port of shipment within the prescribed period，the buyer would bear all the consequential cost and risk from the expiry date of the notification period.FOB(Free on Boardnamed port of shipment)InFreeOnBoard,thesellerfulfillshisobligationwhenthegoodsareplacedontotheshipbythesellerat
48、aportofshipmentnamedinthesalescontract.SEIBofGDUFS42FOB Free on Board(named port of shipment)lDelivery point:at port of shipmentlTransfer of risks:goods pass over the ships rail lCost and obligation:the seller is paying for the necessary handling of goods until they are loaded onboard the vessel.lSt
49、rictly speaking,transfer of risks transfer of obligation and cost“Free on Board”means that the seller delivers when the goods pass the ships rail at the named port of shipment.This means that the buyer has to bear all costs and risks of loss of or damage to the goods from that point.The FOB term req
50、uires the seller to clear the goods for export.This term can be used only for sea or inland waterway transport.If the parties do not intend to deliver the goods across the ships rail,the FCA term should be used.FOB 是指卖方在指定装运港于货是指卖方在指定装运港于货物越过船舷时完成交付。这意味着买物越过船舷时完成交付。这意味着买方应当自该交货点起，承担一切费用方应当自该交货点起，承担一