international trade practices by zhu zhenghao content part 1 overview part 2 terms of international...
TRANSCRIPT
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International Trade Practices
by Zhu zhenghao
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Content
Part 1 OverviewPart 2 Terms of International TradePart 3 International Trade ProcedurePart 4 Trade FormsPart 5 WTO and Globalization of Trade
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Part 1 Overview
Bird-eye View, or Tiger-eye View ?
Chapter 1 Introduction to International TradeChapter 2 Benefits of International Trade Chapter 3 Barriers to International TradeChapter 4 Business Internet
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Chapter1 Introduction to International Trade
What is International Trade?The fair and deliberate exchange of goods and services across national boundaries
Some basic concepts: visible trade, invisible trade,Why do nations trade?Survey of International TradeFoundation of International Trade
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Chapter 2 Advantages of International Trade
Specializationvalue of laborLaw of Comparative CostInternet Study of Law of Comparative Cost
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Chapter 3 Barrier to International Trade
Cultural ProblemsEconomic ProblemsTrade Barrier
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Chapter 4 Business Internet
BackgroundE-commerce
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Box 1-- Case Study
Confused? Lost?
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Part 2 Terms of International Trade
Chapter 5 International Trade Terms Chapter 6 Terms of Commodity Chapter 7 International Cargo Transport Chapter 8 International Cargo Transportation Insurance Chapter 9 Terms of Price Chapter 10 International Payments Chapter 11 Claims, Force Majeure and Arbitration
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Chapter 5 International Trade Terms
5.1 GeneralizationRole of International Trade TermsInternational Trade Usages
• Warsaw-Oxford Rules 1932• Revised American Foreign Trade Definitions 1941• INCOTERMS 2000
– Difference between Incoterms 1990 and Incoterms 2000– A chart of classification of Incoterms 2000
5.2 Standard Interpretation of 13 Trade TermsA Vivid PictureDetailed Interpretation
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5.2 Standard Interpretation of 13 Trade Terms
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Box 2-- Case Study
Confused? Lost?
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Chapter 6 Terms of Commodity
6.1 Name of Commodity6.2 Quality of Commodity
Sales by SampleSales by Specification, Grade or StandardSales by Brand or Trade MarkSales by Description, Drawing or Diagram
6.3 Quantity of CommodityUnit of Measurement Calculation of Weight
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6.4 Packing of Commodity
Types of Packing Outer Packing Inner Packing Marking of Goods Shipping Mark Indicative/ Warning Mark Neutral Packing
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6.5 Commodity Inspection and Customs Formalities
Where and when inspection undergoesShipping quality/ quantity (Weight) as finalLanding quality/quantity as final
Inspection and re-inspection Commodity Inspection CertificateCustoms formalities for exports and imports
Customs DutiesSpecific DutiesAd Valorem DutiesCompound Duties
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Chapter 7 International Cargo Transport
7.1 Modes of Transport7.2 Clause of Shipment7.3 Major Shipping Documents
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7.1 Modes of TransportSea Transport (Ocean Transport)
Kinds of VesselsRole of Shipping and forwarding agentsFreight Rate
Rail TransportAir TransportRoad TransportInland Waterway TransportContainer TransportInternational Multi-modal TransportParcel Post Transport
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7.2 Clause of Shipment
Time of Shipment Port of Shipment and Port of Destination Shipping Advice Partial Shipment and Transshipment Lay Time, Demurrage and Dispatch
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7.3 Major Shipping Documents
Bill of LadingOther Documents:
Consignment Note (for Rail and Road)Air Waybill Parcel Post Receipt Combined Transport Documents
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Bill of LadingConceptDifferent Types of Bill of Lading
Shipped (On Board) B/L and Received for Shipment B/LClean B/L and unclean B/LStraight, blank and order B/LDirect, transshipment, through B/LLiner B/L, container B/L, and combined transport B/LLong form B/L and short form B/LOn Deck B/L, stale B/L, ante-dated B/L and advanced B/L
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Chapter 8 International Cargo Transportation Insurance
8.1 Marine Cargo Insurance8.2 Insurance of Land, Air and Postal Transportation8.3 Insurance Procedures8.4 Fundamental Principles of Cargo Insurance8.5 Factors Determining Premium Rates8.6 Cargo Insurance Claims
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8.1 Marine Cargo Insurance
Types of Risks, Losses and Expenses Covered
Types of risks: perils of the sea, external risksTypes of losses: total loss (actual total loss, constructive total loss), partial loss (general average and partial average loss)
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Main types of insurance
FPA: free from particular averageWPA: with particular averageAll RisksGeneral additional risksSpecial additional risks
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8.2 Insurance of Land, Air and Postal TransportationLand transportation risk: WPA
All Risks for land transportation: Marine All risksAir transportation risk: WPAAir transportation all risks: Marine All RisksParcel Post risk and parcel post all risks
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Insurance Procedures
Usually insurance is arranged by the exporter (under CIF terms etc.) or the importer (under FOB, CFR terms etc.) approaching an insurance company which has a department specializing in cargo insurance. They may start by inquiring and choosing the right coverage and then negotiate insurance premium rates.
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8.4 Fundamental Principles of Cargo Insurance
Insurable InterestGood FaithIndemnity
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8.5 Factors Determining Premium Rates
Carrying VesselNature of the packing usedType of Merchandise InvolvedNature of Transit and Related Warehouse AccommodationPrevious ExperienceExtent of Cover NeededVolume of Cargo Involved
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8.6 Cargo Insurance Claims
documents required by the buyer: the commercial invoice issued to the buyer the original bill of lading the orginal policy or certificate of insurance the survey report or other documentary evidence detailing the loss or damage incurred extended protest for salvage loss, particular average in goods, or total loss of goods any exchange of correspondence with the carriers and other parties regarding their liability for the loss or damage any landing account at final destination
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Chapter 9 Terms of Price
9.1 Pricing Consideration
Cost StructurePoints to be considered in pricingApproaches to pricing strategies
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Cost Structure
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Cost-oriented Pricing Methods
Break-even pricingCost-plus pricingMarginal cost pricing
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9.2 Choice of Currency for Account and Payment
Money of accountMoney of paymentExchange cost
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9.3 Use of Commission and Discount
CommissionDiscountCultural Background
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9.4 Clause of Price
Unit PriceTotal PriceContract Stipulation
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Chapter 10 International Payments
10.0 Overview10.1 Amount of Payment10.2 Payment Currency10.3 Instruments10.4 Payment Methods10.5 Factoring
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10.3 Instruments
Draft or Bill of ExchangeA sample draft and its elements Types of draftsStages in handling a bill of exchange
Promissory NoteDefinitionA sample draft and its elements
CheckDefinitionA sample draft and its elements
Activities for Comprehension: Difference between draft, promissory note and check.
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10.4 Payment Methods
RemittanceCollectionLetter of Credit
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10.4.1 Remittance
DefinitionThree types of remittance:
M/T: Mail TransferT/T: Telegraphic TransferD/D: Demand Draft
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10.4.2 Collection
DefinitionParties involved under collectionVarieties of Documentary Collection
D/P: Documentary against Payment• D/P at sight• D/P at ___ days after sight• D/P.T/R
D/A: Documents against Acceptance
Particular remarks about collection
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10.4.3 Letter of Credit
Definition and PerformancesParties InvolvedChief Elements of L/CProcedures Involved in the use of L/CVarieties of L/C
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10.4.4 Other Payment Methods
Letter of GuaranteeStandby L/CCombined use of different method of payment
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10.5 Factoring
Services offered through factoringOperation ModeKinds in Practices
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Chapter 11 Claims, force majeure and arbitration
ClaimsForce Majeure
ClausesSino-sure Website: www.sinosure.com.cn
Arbitration CRETAC Website: www.cretac.org.cn/englishGeneral arbitration procedures
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Part 3 International Trade Procedure
Chapter 12 Launching a Profitable Transaction Chapter 13 Business Negotiation and Establishment of Contract Chapter 14 Import & Export Documentation Chapter 15 Import and Export Operating Procedures
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Chapter 12 Launching a Profitable Transaction
Preparation before the NegotiationTarget MarketBusiness PartnerQualified NegotiationProper Plan
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Chapter 13 Business Negotiation and Establishment of Contract
General Procedures for Trade Negotiation
EnquiryInvitation for OfferOffer
• Definite Offer• Indefinite Offer
Counter OfferAcceptance
Conclusion of Contract
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Chapter 14 Import and Export Documentation
14.1 Government control documents14.2 Commercial documents14.3 Finance documents14.4 Transportation documents14.5 Insurance documents
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14.1 Government control documents
Import License Foreign Exchange Export License Certificate of Origin Inspection Certificate Consular Invoice Customs Invoice
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14.2 Commercial documents
Pro forma Invoice Commercial Invoice Quality Certificate Weight Certificate
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14.3 Finance documentsApplication Form for International Money TransferDraftsBanker’s Draft Commercial Draft Sight DraftTime Draft Application for Documentary Letter of CreditLetter of Credit
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14.4 Transportation documents
Shipping NotePacking List Bill of Lading Consignment Note (rail, road) Air WaybillParcel Post Receipt Combined Transport Documents Arrival Notification
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14.5 Insurance documents
Insurance Policy Insurance Certificate
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Chapter 15 Import and Export Operating Procedures
15.1 Import Procedures
15.2 Export Procedures
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15.1 Import ProceduresImport LicenseTrade NegotiationL/CBooking Shipping Space or ShipInsuranceDocument Examination and PaymentCustoms ClearanceTaking Delivery and InspectionClaim Settlement of Disputes
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15.2 Export Procedures
Export LicenseTrade NegotiationCargo ReadinessL/CCustoms ClearanceShippingInsuranceDocument and Payment
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Part 4 Trade Forms
Chapter 16 Agent, Distributors and Consignment Chapter 17 Tenders Chapter 18 Futures Trading Chapter 19 Counter trade
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Chapter 16 Agent, Distribution and Consignment
International trade forms refer to the common practices and channels between countries for the flow of commodities or services. Every import or export is carried out through certain trade form. Besides the direct trade form discussed in this book so far, there are a few indirect ones commonly used in international trade as well. Some of the most commonly used ones are discussed in the last four chapters of this book.
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A Market Channel
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16.1 Agent
DefinitionIndenting AgentFactorDel Credere Agent
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16.2 Distribution
DefinitionTwo Kinds:
Sole or Exclusive DistributionNon-exclusive Distribution
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16.3 Consignment
DefinitionOperation Mode
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Chapter 17 Tenders17.1 Plant-engineering Survey and Evaluation17.2 Contract of International Plant-engineering17.3 Invitation for Bids17.4 Submission of Tenders17.5 Bid Opening & Evaluation of Tender17.6 Tenders Discussions and Tender Decision17.7 International Service Cooperation
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17.1 Plant-engineering Survey and Evaluation
1) an all-round hydrological and geological survey must be made;2) Designs of Plant-engineering; 3) Supply of Technology; 4) Supply of machines and equipment; 5) Construction and installation; 6) Initial Operation;
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17.2 Contract of International Plant-engineering
1) As per subject matters in contracts, they are named as contract for plant-engineering construction, contract for …2) As per modes of business operation, they are named as general monopoly contract, monopoly contract for…3) As per modes of valuation, they are named as total price contract, unit price contract, cost and commission contract.
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17.3 Invitation for Bids
Bid Documents Terms of Contract Base Price Limit on Bids Technical Specifications Kinds of Invitation to Bid
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17.4 Submission of Tenders
Tender DocumentsWorking out Tender Documents
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17.5 Bid Opening & Evaluation of Tender
In accordance with the specific conditions three modes may be adopted:(1) Bid opening in public;(2) Bid opening in Limitedly;(3) Bid opening secretly.
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17.6 Tenders Discussions and Tender Decision
These activities are carried out between the employer and the bidders chosen after the evaluation of tenders, including the technical reply and price negotiations. Tender decision shall normally be made within the period of three to six months. Then the promotor should send a notice of award to the winning bidder. The last work for the both parties to do is to conclude an agreement of contract to determine the terms and conditions of contract and the rights and duties of the promotor and the contractor. At the same time, the contractor shall establish with his banker a letter of performance guarantee and submit it to the employer as an economic guarantee.
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17.7 International Service Cooperation
The types and fields of service cooperation are continuously expanding with the social development and the changes of international economic relations. But on the whole, they can be divided into two types, technical service and common labour service.
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Chapter 18 Futures Trading
Introduction to FuturesFutures MarketHedging
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18.1 Introduction to Futures
Futures and Forward ContractWorldly Famous Futures Exchanges
Chicago Board of Trade (CBOT)Chicago Mercantile Exchange ( CME)New York Mercantile Exchange(NYME)London Metal ExchangeTokyo Stock ExchangeSingapore International Monetary ExchangeHong Kong Commodity Exchange
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18.2 Futures MarketFutures Exchange
DefinitionOrganization StructureGeneral Responsibilities
Futures ContractsThe Clearing HouseParticipantsMargin System
Original Margin or Initial MarginVariation Margin or Call Margin
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18.3 Hedging
DefinitionSelling HedgeBuying Hedge
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Chapter 19 Counter Trade
Definition: an umbrella term that includes all of the variations of the exchange of goods for goodsCommon Reasons for Counter-trade:
1 . To create new export markets or promote export products2 . To acquire new technology or attract foreign investment3 . To balance trade for economic or political reason
Compensation TradeCounter-purchaseSwitch TradeOffset
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19.1 Compensation Trade
Full Compensation Export Goods
Counter-trade Goods
Exporter in Country A
Importer in Country B
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19.1 Compensation Trade
Partial Compensation Export Goods
Counter-trade Goods
Foreign Exchange
Exporter in Country A
Importer in Country B
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19.2 Counter-purchase
Foreign Exchange
Export Goods
Counter-trade Goods
Foreign Exchange
Exporter in Country A
Importer in Country B
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19.3 Switch Trade Hard Currency (with a profit) 5
HardCurrency Clearing Units Clearing Units 3 Goods 4(at a 2discount)
1
Bilateral Clearing
+ Agreement -
Switch Dealer The Third Country
Creditor Country Debtor Country
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19.4 Offset
DefinitionOperation Modes
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Part 5 WTO and Globalization of Trade
Chapter 20 WTO: its objectives, functions and structure Chapter 21 WTO Agreements Chapter 22 Globalization of Trade
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Chapter 20 WTO: Its Objectives, Functions and Structure
Brief IntroductionWTO and GATT
WWW.WTO.ORG
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Objectives
raising standards of living and incomes, ensuring full employment, expanding production and trade, and optimal use of the world’s resources
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Functions
to facilitate the implementation, administration and operation of the Uruguay Round legal instruments and of any new agreements that may be negotiated in the future. to provide a forum for further negotiations among member countries on matters covered by the agreements as well as on new issues falling within its mandate. to be responsible for the settlement of differences and disputes among its member countries. to be responsible for carrying out periodic reviews of the trade policies of its member countries.
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How the WTO Works
Decision-making processThe SecretariatMembership
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Overview of the WTO AgreementsThe Final Act Embodying the Results of the Uruguay Round of Multilateral Trade NegotiationMarrakesh Agreement Establishing the World Trade Organization
A Navigational Guide to the WTO Agreements
Three-part Broad Outline: GATT,GATS,TRIPSList of Annexes
Chapter 21 WTO Agreement
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Chapter 22 Globalization of Trade
Definition UnderstandingOpponents of Globalization