练习1
Reference:
1．（1） We demand All Risks. （2）Please insure WPA.
（3）Would you cover additional coverage against Risk of Breakage?
（4）We require the insurance against Risk of Fresh and Rain Water Damage. 2．（1）We insured the goods against All Risks for 110% of invoice value. （2）We will have the goods covered against WPA for RMB5,000. （3）We will arrange insurance on cotton at the rate of 5%.
（4）We can provide the insurance as per the parcel post insurance of PICC.
练习2
Example for the first:
Would you cover on our green tea against All Risks and additional risk of Bad Odor for 110% of invoice value?
Example for the second:
We can provide parcel post all risks on your 5,000 digital cameras as per the parcel post insuarnce of China Pacific Property Insurance Company. Step in exercise:
Ask the students to work in pairs, choose one situation in this exercise and make out a diaolgue.
多学一点
Suggested answer:
1. No, it talks about the insurance provided by ICC.
2. General Average refers to the situation where damage or loss of certain goods occurs so that the remaining cargo and the means of transport are saved.
3. ICC stands for Institute Cargo Clause formulated by the Institute of London Underwriters.
Supplementary questions:
1. What’s the main difference between Cargo Clause A, B and C?
2. Whom will you usually turn to so as to choose the most appropriate for your business needs and trading patterns?
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Suggested answer:
1. Cargo Clauses A provides the most cover with B and C giving less coverage which is reflected in reduced premiums for the lower cover. 2. The insurance company or your broker.
译文
什么是货物保险？
货物保险（也称为海洋货物保险）承保由于陆地、海洋及空中运输产生的损坏及损失。运用得当的话，你不需太多费用就能得到很好的保障。
当你察看保险类别时，通常你会碰到一个术语——共同海损。这是保险中最老的条规之一，并只限于海运，但在当前的贸易环境中仍然使用。共同海损是指损坏或损失某些货物，以保全剩余货物及运输工具。例如，在救火过程中，货物会受到水淋损害。在这种情况下，如投保共同海损，有关各方应共同承担货物损失。
货物保险通常有以下三种伦敦协会条款——伦敦协会条款A, B 和 C，加上战争条款和罢工条款。货物条款A承保范围最大，货物条款B和C承保范围较小，同时费用也较低（类似汽车保险中的综合险、第三方责任险、火险、偷窃险等）。针对空中运输，有伦敦协会条款（空运），等同于A条款。你的保险公司或经纪人应能详细解释每一条款的具体保险范围，便于你根据自己的商务需要和贸易性质做最恰当的选择。
Supplementary Materials 补充材料
The Insured shall take delivery of the insured goods in good time upon their arrival at the port of destination named in the Policy. In the event of any damage to the goods, the Insured shall immediately apply for survey to the surveyor and/or settling agent stipulated in the Policy. If the insured goods are found short in entire package or packages or to show apparent traces of damage, the Insured shall obtain from the carrier, bailee or other relevant authorities (Customs and Port Authorities etc.) certificate of loss or damage and/or shortlanded memo. Should the carrier, bailee or the other relevant authorities be responsible for such shortage or damage, the Insured shall lodge a claim with them in writing and, if necessary, obtain their confirmation of an extension of the time limit of validity of such claim.
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Unit 7 Contract 合同
Teaching Objectives 教学目的
1. Students should master commonly used expressions of quality, quantity, price, payment terms, packing, shipment, insurance and claim;
让学生掌握关于质量、数量、价格、付款条件、包装、装运、保险和索赔等的常用表达；
2. Students should master the expressions to confirm the terms in the contract; 让学生掌握确认合同条款表达；
3. Students should be familiar with the expressions of other terms and conditions in the contract, such as arbitration;
让学生熟悉关于合同其他条款如仲裁等的表达；
4. Students should understand the approach to make out a contract. 让学生了解如何填制合同。
Important and Difficult Points 重难点
1. Expressions of quality, quantity, price, payment terms, packing, shipment, insurance and claim Expressions of packing
2. Expressions to confirm the terms in the contract
Lead-in 导入
Once an acceptance is confirmed, there is a deal. In international trade, usually a contract will be made to further specify the rights and obligations of both sides for legal purposes. Should any conflict between the two sides arise later, reference is generally made to the contract in an effort to resolve the misunderstanding. It is thus important that the contract is negotiated with care so that buyers and sellers are willing and able to execute within its terms. Once the contract is signed, it is binding upon both parties.
Suggestions and Key建议与答案
热身
1. Ask the studenst to give the English of the contracts.
Key: sales contract 售货合同 contract draft合同草案
purchase contract购货合同 purchase confirmation购货确认书 sales confirmation售货确认书
2. Ask the students to give the difference of these contracts.
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Hints: difference between sales contract, sales confirmation and purchase contract, purchase
confirmation—The person who draw up the contract is different.
difference between contract and confirmation—Contract is more clearly and comprehensive while confirmation is more simple.
Contract draft is only a draft, it will be turned into a formal contract once confirmed.
3. Ask the students to list the contents in a contract.
Main clauses: name of commodity, quality, quantity, specification, price, payent terms, packing, shipment, insurance, claims, commission, etc..
4. Show the students some contract samples.
5. Illustrate the importance of checking terms in the contract and the significance of contract. Hints: A contract is a legally binding exchange of promises or agreement between parties
that the law will enforce. 合同经双方签字后，就成为约束双方行为的法律性文件，有关各项条款，合同双方都必须遵守和执行。
情景对话 译文
对话1
李岩起草了一份售货合同，现他正与苏珊在会议室里审核合同细节。 李岩：早上好，苏珊。
苏珊：早上好。
李岩：我们两天前已商讨完合同条款。合同已准备好了，是不是我重复一下，看是否
有什么不妥的？
苏珊：好的，开始吧。
李岩：根据这份合同，我们将以每件1.34美元鹿特丹到岸价卖给你方10,000个玉米藤
篮， 2006年4月装船，凭不可撤销的30天期信用证支付。
苏珊：恩，除了装运期，其他都没有问题。
李岩：装运期？我们商讨的结果是“在2006年4月装运”，不是吗？
苏珊：但我认为在上次商谈中，我们将这条修改为“四月用第一艘便轮装运，允许在
香港转船”，是吧？
李岩：哦，对。我明白了。但别担心，我马上改过来。
苏珊：好的，包装怎样规定的？ 李岩：按惯例用吸塑包装。 苏珊：外包装呢？
李岩：按照要求，用纸箱包装篮子，30个装一纸箱，毛重25公斤左右。我们将用完全
防水的塑料纸加固所有纸箱，并标上警告性标志，如“小心轻放”。
苏珊：太好了。
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对话2
李岩与苏珊继续审核合同草案。
李岩：至于保险，由我方向中国人民保险公司按发票金额的110%投保一切险。 苏珊：对。
李岩：如果你们没有什么特别要求的话，我们明天就将售货合同制好。 苏珊：好。顺便说一下，合同必须用中英文撰写，两种语言都有效。 李岩：当然了，我们每人保存一份正本，两份副本。 苏珊：那我明天过来签字。 李岩：好。
第二天李岩将合同修改好后，给苏珊过目，确认和会签。 李岩：合同修改好了。我想这次没有错了。 苏珊：（快速审核一遍后）很好。 李岩：我们可以签字了吗？
苏珊：当然，我们一直都盼望着这一刻呢。 李岩：我相信将来我们会进一步合作的。
苏珊：我也相信。对了，我希望你方能准时装运，因为任何装运的延误都会给我们带来
不小的困难。
李岩：你放心，我们一定会在合同规定的时间内装运的。还有一点我想强调一下。 苏珊：什么？
李岩：你方信用证必须在装运前至少30天开立，否则我们就赶不上船期了。 苏珊：没问题。今晚我可以放松一下了。
李岩：我们一起去吃饭如何？庆祝一下我们的合作成功。在我们公司旁边有一家很不错
的餐馆。 苏珊：好啊。
练习1
1.Key:
We will supply you with 1,000 doz. total Cotton Bath Towels with colors equally assorted, at CAN＄24.00 per doz. CFRC2 Vancouver.
We can offer you 3,000 pieces Cork Memo Board , DXA3017 at US＄4.49/piece FOB Ningbo.
I hope you can open the L/C in due course. The outer packing should be attractive.
Could you please effect the insurance additionally? Shipping marks must be painted outside the carton.
2. Step-in exercise:
Ask the students to work in groups of 2, select one product from exercise 1 in Practice 1
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