外贸谈判-insurance教材

外贸英语谈判第九章、保险条款谈判123学习目标背景知识方法介绍教学方法设计456实战演练案例分析知识拓展PaymentTermNegotiationObjectivesTolearnthenegotiatingskillsLearnwordsandexpressionsoninsuranceImitatethesituationofinsurancenegotiation31、学习目标Warming-upQuestionsQ1:Whatarethefunctionsofinsuranceintheforeigntrade?Q2:Whattypesofrisktherewouldbe?Q3:Whatshouldbediscussedabouttheinsuranceduringthenegotiation?：由谁办理（theinsured）、向谁办理(theinsurer)、投保险别(coverage)、投保金额(insuranceamount)、责任条款。BackgroundinformationrisksNaturalCalamities自然灾害MarinePerils海上风险FortuitousAccidents

意外事故MakealistofnaturalcalamitiesandfortuitousaccidentsNaturalCalamitiesFortuitousaccidentsNaturalcalamitiesBECDAearthquakehurricanelightningbadweatherVolcaniceruption意外事故（FortuitousAccidents)Itincludes:

stranding搁浅,strikingareef触礁Sunk沉船,Collision碰撞,fire着火explosion爆炸etc.外来风险（ExtraneousRisk）Itmeanstheperilscausedbyotherreasonsexceptmarineperils.generalextraneousrisks

specialextraneousriskscausedbytheft偷窃,rain淡水雨淋,leakage渗漏,breakage破损,dampness受潮,heating受热,taintofodor串味…causedbywar战争,strikes罢工,failureofdelivery交货不着andrejection货物拒收,etc.海洋运输货物保险保障的风险海上风险外来风险自然灾害意外事故一般外来风险特殊外来风险LOSS

Partialloss部分损失

Totalloss全部损失actualtotalloss实际全损constructivetotalloss推定全损generalaverage共同海损particularaverage单独海损我国海运货物保险条款Basicriskcoverage

平安险水渍险一切险基本险的承保责任范围FPAWA/WPAAllrisks区别水渍险=平安险+单独海损（自然灾害造成的部分损失）一切险=水渍险+11种一般附加险案例讲解Example1:

Background:

Mr.White(thebuyer)purchasingmanagerofaCameraAccessoriesCompanyinEngland，Susan(theseller),managerofSales&MarketingDepartmentofaDigitalProductsCompanyinChina.NowtheyarenegotiatingtheinsurancetermsMr.White(以下称为A)Susan(以下称为B)Questions-Answers:1)whatthecoverageofinsurancewillthesellerbuyfromtheinsurancecompany?2)What’sthebuyer’sopinionfortheinsuranceandwhy?3)What’sthebuyer’srequestfortheinvoicevaluecovered?4)whowillpaytheextrainsurancepremiumaccordingtotheseller?5)Didthebuyeragreetopayfortheextrapremiumandwhy?6)whatistheirfinaldecisiononthepremium?7)what’sthetermsofpayment?A：Wewouldliketoaskyousomedetailsofthisagreement.Haveyoutakenout

（开出）insuranceyetonthisshipment?B:Yeah,Italkedaboutitwithourunderwriter（保险代理商）andIthinkweshouldgetapolicy（保险单）fortotalloss（全损）only.A:whyTLO?Thatonlyhelpsifthegoodsaredestroyedordamagedsobadlythattheycan’tbeused.B:Wehaveshippedalotofgoods.WethinkTLOisthebestpolicyforthisshipment.Trustus.A:Ok,Iknowyouhavebeeninthisbusinesslongerthanwehave.Butinmyopinion,thistypeofcoverageisnotenoughforacargoofthisnature.Yousee,theaccuracyofcameralens（镜头）isreadytobedestroyedbydampnessundersuchweather.Inthiscase,we’llloseabigfortune.MayIsuggestinsuranceagainstdamageofdampness?案例讲解B:Well,thereisreallynoneedtoworry.Ourcompanyhasneverlostmoneybecauseofunderinsurance（保险不足）.Youshipmentissecure.A:Fine,I’llbuyitthistime.ButIwouldliketogetcoverfor130%ofthisinvoicevalue.B:However,itisourusualpracticetoinsureshipmentsforthefullinvoicevalueplus10%.Idon’tknowwhyyouaskformore.A:Well,Iknowthatarangefrom0%to50%isreasonably（合理地）acceptedintheextrainsurancevaluebyChineseinsurancecompany.Besides,weareexpecting20%profitfromthisdeal.Soifthere’sanywrongwiththisshipment,wewanttogetfullcovered.B:ok,Isee.We’llcomplywithyourrequest.Buttheextrapremium（保险费）willbeforyouraccount（由你方付款）.A:I’msorryIcouldn’tagreewithyou.IthinkthepremiumisalreadyincludedintheCIFprice.B:That’strue.Butyouaskforanextrainsurancevalue,forwhichpartyoushouldtakethebill.Ifwecoveredthatextraexpense,wecouldn’tmakeanyprofitfromthistransaction.A:Wouldyoupleasetellmewhat’syourpremiumrate（费率）?B:0.2%ofinsurancevalue,ourunderwritersaid.A:Oh,that’salittleexpensive.Asarule,itshouldbechargedatonly0.12%ofinsurancevalue.Perhapsyourunderwriterasksyouformore.B:Notreally.Accordingtotherouteofthistransportationandnatureofthisshipment,youshouldallowasmallriseonpremiumrate.Ifyoujointheorganization，youmustcomplywithitsrules

Ifyouneedtocovertheriskofbreakage,itisthebuyer’saccounttopayfortheextrapremiumA:Well,weareonverygoodtermswithaninsurancecompanyinLondon.Weusuallyreceivefromourunderwriterquiteahandsome（可观的）premiumrebate（回扣）

atregularintervals（通常）.B:Inthiscase,IsuggestyoushouldtakeourCFRprice.Perhapsyoucangetinsurancedonewithyourownunderwriterandwecouldsavealotofenergy.A:That’sagoodidea.Buthowcanwedoabouttheletterofcredit?Wehaveaskedthebanktoissueitandwouldbearrivingatyouend（在你处）inafewdays.B:Well,wewilldeductthepremiumfromthetotalvalueandremit（汇寄）theleftover（剩余）toyouassoonastheproceeds（收款）havebeencollectedfromtheletterofcredit.TranslationtoChinese1.Insurance:TobecoveredbytheSellersfor110%ofinvoicevalueagainstF.P.AandWarRisk,asperCICdated1981/1/1.2.InsuranceistobeeffectedbytheSellerfor110%ofinvoicevaluecovering

ICC(A),asperICCdated2009/1/11.由卖方按发票金额的110%投保平安险和战争险，以中国人民保险公司1981年1月1日制定生效的《中国保险条款》为准2.保险由卖方按发票金额的110%A条款，以伦敦协会2009年1月1日修订的《协会货物保险条款为准》方法介绍询问保险险别1.Formarineinsuranceongarments,whatrisksdoyoucover?2.Whatcoveragecanyouprovideformyconsignment?3.MayIaskwhatexactlyinsurancecoversaccordingtoyourusualCIFterms?4.WhatcoveragewillyoutakeoutforthegoodsifthebusinessisconcludedonaCIFbasis?5.DoyoucoverrisksotherthanWPA?6.WhatkindofrisksdoesthePeople'sInsuranceCompanyofChinacover?7.WhatisthedifferencebetweenWPAandFPA?8.Theriskofbreakageiscoveredbymarineinsurance,isn'tit?方法介绍介绍保险险别2.FortransactionsconcludedonaCIFbasis,weusuallyeffectinsurancewiththePeople’sInsuranceCompanyofChinaagainstAllRisks.3.WeusuallyinsurethegoodsagainstAllRisksandWarRisksfor110%oftheinvoicevalue.4.Specialrisksarenotcoveredunlessthebuyerasksforthemandtheextrapremiumwillbeforthebuyer’saccount.5.WPAplusRiskofBreakagesuitsyourconsignment.6.IfyouprefertohaveCIFpriceinsteadofCFRprice,youneedonlytoadd0.2%tothequotedpricetocovertheinsurancepremium.7.Wecanserveyouwithabroadrangeofcoverageagainstallkindsofrisksforseatransport.9.Afterloadingthegoodsonboardtheship,Igototheinsurancecompanytohavetheminsured.10.AnFPApolicyonlycoversyouagainsttotallossinthecaseofminorperils.（较小危险）12.Idon’tthinkthattheWPAinsurancecoversmorerisksthantheFPA.方法介绍保险费及保险费率1.Thecoverpaidfor（保险费）willvaryaccordingtothetypeofgoodsandthecircumstances.2.Theinsurancerate(保险费率)forsuchkindofriskwillvaryaccordingtothekind.3.PleaseinsuretheshipmentforRMB4,000againstAllRisks.4.We’vecoverinsuranceonthesegoodsfor110%abovetheinvoicevalueagainstAllRisks.5.Ifyouwantustoinsureagainstaspecialrisk,anextrapremium（额外的保险费）willhavetobecharged.6.Wemayalsoinsuretheshipmentagainstanyadditionalrisksofyourdesire,buttheextrapremiumistobebornebyyou.7.Usuallytheamountinsuredis110%ofthetotalinvoicevalue.However,ifahigherpercentageisrequired,wemaydosoaccordinglybutyouhavetobeartheextrapremium.

InterpretthefollowingsentenceintoEnglish1）按发票金额加一成投是国际贸易的惯例2）我认为损失是由货物的特性引起的，不在承保范围之内3）我们常常定期从保险商那里拿到一笔可观的保险回扣4）如果采用CIF术语交易，你方会为货物投保什么险种？5）对于服装，一般是投保什么风险？6）我们通常按110%发票金额投保一切险和战争险7）除非买方要求，否则不投保特殊风险，额外的保费由买方承担8）你的货物适合投保水渍险加破损险9）水渍险比平安险承保更多的风险，因此保费也就更高10)如果你想投保特殊风险，会收取额外的保险费11)如果采用CIF交易，我们通常在中国人民保险公司投保一切险Answer:5、知识拓展1、常用相关词汇（1）Risks&Coverage险别

freefromparticularaverage(F.P.A.)平安险withparticularaverage(W.A.)水渍险（基本险）allrisk一切险（综合险）riskofclashandbreakage碰损破碎险riskofrust生锈险riskofhookdamage钩损险riskofcontamination(tainting)污染险insuranceagainsttotallossonly(TLO)全损险riskofdeterioration变质险riskofpackingbreakage包装破碎险riskofinherentvice内在缺陷险riskofnormalloss(naturalloss)途耗或自然损耗险riskofspontaneouscombustion自燃险riskofcontinentimportduty进口关税险insuranceagainststrike，riotandcivilcommotion(SRCC)罢工，暴动，民变险insuranceagainstextraneousrisks,insuranceagainstadditionalrisks附加险5、知识拓展1、常用相关词汇（1）Risks&Coverage险别riskoftheft,pilferageandnon-delivery(TPND)盗窃提货不着险riskoffreshand/ofrainwaterdamage(wetting)淡水雨淋险riskofleakage渗漏险riskofshortageinweight/quantity短量险riskofsweatingand/orheating受潮手热险riskofbadodor(changeofflavor)恶味险，变味险riskofmould发霉险ondeckrisk舱面险ParticularAverage(P.A)单独海损GeneralAverage(G.A)共同海损MarineLosses海损partialloss部分损失totallossonly(T.L.O.)全损险warrisk战争险Cargo(extendedcover)clauses货物（扩展）条款fromwarehousetowarehouseclauses仓至仓条款5、知识拓展1、常用相关词汇（2）thestipulationsforinsurance保险条款marineinsurancepolicy海运保险单specificpolicy单独保险单voyagepolicy航程保险单timepolicy期限保险单floatingpolicy(oropenpolicy)流动保险单oceanmarinecargoclauses海洋运输货物保险条款overlandtransportationinsuranceclauses(train,trucks)陆上运输货物保险条款（火车、汽车）parcelpostinsuranceclauses邮包保险条款5、知识拓展2、谈判小贴士(1)保险险别多多益善W.P.Acoverageistoonarrowforashipmentofthisnature,pleaseextendthecoveragetoincludeTPND.针对这种性质的货物只保水渍险是不够的，请加保盗窃遗失险。(2).保险费精打细算Asourusualpractice,insurancecoversgeneralrisksonly,at110percentoftheinvoicevalue.Ifcoverageagainstotherrisksisrequired,suchasbreakage,leakage,TPND,hookandcontaminationdamages,theextrapremiuminvolvedwouldbeforthebuyer’saccount.按照我们的惯例，只保基本险，按发票金额110%投保。如果要加保其他险别，例如破碎险、渗漏险、盗窃遗失险、钩损和污染险等，额外保险费由买方负担。(3)保险条款步步为营Youshouldstudynotonlythebenefitsbutalsothetermsandlimitationsofaninsuranceagreementthatappearsbestsuitedtoyourneeds.你不仅要研究各种保险所标明的给予保险人的赔偿费用，还要研究它的条件与限制，然后选出最适合你需要的一种。(4).保险金额要仔细10%abovetheinvoicevalueistheusualpracticeininternationaltrade.按发票金额加一成投保是国际贸易的惯例。(5).免费条款要铭记Iunderstandthatthelossiscausedbyinherentviceornatureofthesubjectmatterinsured,whichisoutsidethescopeofthecoverage.我认为所造成的损失是由于货物的内在缺陷或特征，不在承保范围之类。5、知识拓展6、实战演练Situation:

PartyA(thebuyers),representativesofABCCorporationinEnglandaremeetingwithPartyB(thesellers),representativesofSales&MarketingDepartmentofAAJewelrycompanyCorporationLtd,China.TheyhavereachedagreementonCIFbasis.NowtheyarenegotiatingaboutInsurance.

PartyA:Thebuyers,representativesofABCCorporationinEngland----GreetB----Suggesttalkingabouttheinsurance.-----Askwhatriskstheinsurancecoversastheusualpractice----ShowyourdisagreementandaskforAllRisksasjewelryistoovaluable.----Hopetoaddsomeadditionalrisks,suchasTPNDandrisk