国际商务谈判（第二版）Unit 09 Insurance.ppt

All Risks一切险 Aside from the risks covered under the F.P.A and W.P.A. conditions as above, this insurance also covers all risks of loss or of damage to the insured goods whether partial or total, arising from external causes in the course of transit. Key knowledge Drill 1? We generally only issue insurance for … — risk of breakage. — risk of hooks. — the total loss only. — risk of shortage in weight. Useful Drills Drill 2 According to the CIF clause, is the risk of …covered in your offer? — contamination — fresh water damage — with particular average (WPA) — theft, pilferage and nondelivery (TPND) Useful Drills Drill 3? Should …, then how would the insurance company handle this situation? — the validity of the L/C expire — the seller refuse to admit liability — stranding (搁浅) and sinking of the carrying vessel take place — the loss through breakage be over 30% of the consignment Useful Drills Drill 4? I’ll have to adjust the price by adding a percentage of … — processing fees. — insurance premium. — cost for extraneous risks. — cost for import duty risk (进口关税险). Useful Drills Drill 5? The buyer is usually required to bear … — the cost of additional coverage. — the cost of insurance on FOB terms. — the cost of special coverage under fire. — the cost of taking out a special insurance. Useful Drills What should negotiators be first familiar with? 1．Kinds of perils． 2．Losses and charges． 3．Risks coverage． 4．Calculation of insurance premium． Negotiation Skills What factors will affect premium? 1．Premiums vary with risks． 2．The more risks involved，the higher the premium will be． Negotiation Skills What points should negotiators pay attention to when covering insurance? 1．Which party should cover the insurance? 2．What risks should be covered on the goods? 3．What should be done if the insurance offered is not enough to protect the goods? 4．How to deal with claims if there are any? Negotiation Skills While doing insurance negotiation，negotiators should carefu