商务英语谈判 全套课件.ppt

11.1 Before You Begin 1. What might be the conflicts between sellers and buyers in negotiating terms of shipment? In negotiating terms of shipment, the seller needs to have much leeway in his ability to deliver within the time required and in the amounts required, and needs to be protected against the buyer’s failure to pay or take delivery. As for the buyer, he needs to ensure that delivery will definitely take place within the specified conditions, and that the seller should be subject to pay the buyer’s damages if he does not fulfill his obligations. * 顾渝-商务英语谈判 Chapter 11 * What are the risks for the seller under documentary collection? In documentary collection, banks act as intermediaries to collect payment from the buyer in exchange for the transfer of documents that enable the holder to take possession of the goods. The bank, however, does not act as surety of payment but rather only as collector of funds for documents. So, under documentary collection, the seller is faced with the risks of non-payment or non-acceptance of drafts, while the goods are already in transit or even have arrived at the destination. In such cases, the seller is put into great trouble in arranging for the resale or return of the goods, or renegotiating with the buyer. In any event, it is costly. 9.1 Before You Begin * 顾渝-商务英语谈判 Chapter 9 * When should the seller agree to documentary collection payment? When negotiating payment terms, a seller should only agree to a documentary collection payment under such conditions: the seller trusts in the buyer’s creditworthiness and ability to effect payment after regular business relationship is established; the buyer’s country is politically, economically, and legally stable; once payment is rejected, it will not be difficult for the seller to resell the goods to other buyers. Besides, the seller should have enough funds to get the goods ready and delivered. When in seller’s market, it is better to choose D/P; while in buyer’s market, it