外贸谈判-insurance

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1、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:Whattypesofriskthere

2、wouldbe?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MakealistofnaturalcalamitiesandfortuitousaccidentsNatu

3、ralCalamitiesFortuitousaccidentsNaturalcalamitiesBECDAearthquakehurricanelightningbadweatherVolcaniceruption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.g

4、eneralextraneousrisksspecialextraneousriskscausedbytheft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LOSSPartialloss部分损失Totalloss全部损失actualtotalloss实际全损const

5、ructivetotalloss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),managerof

6、Sales&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’srequestforthe

7、invoicevaluecovered?4)whowillpaytheextrainsurancepremiumaccordingtotheseller?5)Didthebuyeragreetopayfortheextrapremiumandwhy?6)whatistheirfinaldecisiononthepremium?7)what’sthetermsofpayment?A：Wewouldliketoaskyousomedetailsofthisagreement.Haveyoutakenout（开出）insuranceyetonthisshi