外贸谈判-insurance.ppt

外贸英语谈判 第九章、保险条款谈判 1 2 3 学习目标 背景知识 方法介绍 教学方法设计 4 5 6 实战演练 案例分析 知识拓展 Payment Term Negotiation Objectives To learn the negotiating skills Learn words and expressions on insurance Imitate the situation of insurance negotiation * 1、学习目标 Warming-up Questions Q1: What are the functions of insurance in the foreign trade? Q2: What types of risk there would be? Q3: What should be discussed about the insurance during the negotiation? ：由谁办理（the insured）、向谁办理 (the insurer)、投保险别 (coverage)、投保金额 (insurance amount)、责任条款。 Background information risks Natural Calamities 自然灾害 Marine Perils 海上风险 Fortuitous Accidents 意外事故 Make a list of natural calamities and fortuitous accidents Natural Calamities Fortuitous accidents Natural calamities B E C D A earthquake hurricane lightning bad weather Volcanic eruption 意外事故（Fortuitous Accidents) It includes: stranding 搁浅, striking a reef触礁 Sunk沉船, Collision碰撞, fire 着火 explosion爆炸 etc. 外来风险（Extraneous Risk） It means the perils caused by other reasons except marine perils. general extraneous risks special extraneous risks caused by theft偷窃, rain淡水雨淋, leakage渗漏,breakage 破损, dampness受潮, heating受热, taint of odor 串味… caused by war战争, strikes罢工, failure of delivery交货不着 and rejection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 Partial loss部分损失 Total loss全部损失 actual total loss实际全损 constructive total loss推定全损 general average共同海损 particular average单独海损 我国海运货物保险条款 Basic risk coverage 平安险 水渍险 一切险 基本险的承保责任范围 FPA WA/WPA All risks 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 Example 1: Background: Mr. White (the buyer) purchasing manager of a Camera Accessories Company in England，Susan (the seller), manager of Sales Marketing Department of a Digital Products Company in China. Now they are negotiating the insurance terms Mr. White (以下称为A) Susan (以下称为B) Questions-Answers: 1) what the coverage of insurance will the seller buy from the insurance company? 2) What’s the buyer’s opinion for