Terms of delivery (базисные условия)

1. free on rail (FOR), free on car (FOK), free on truck (FOT) – франко-вагон, свободно на станции отправления

2. free alongside ship (FAS) – свободно вдоль борта судна

3. CAF (C&F) = cost and freight – стоимость и фрахт

4. C&F landed – КАФ с выгрузкой

1. Какому типу базисных условий контрактов соответствуют приведенные ниже краткие описания:

1. the terms of delivery in accordance with which the Seller pays for transportation and insurance of goods until they arrived at the ship and the Buyer pays for loading the goods;

2. the terms of delivery in accordance with which the Seller pays for transportation and insurance of goods to the point of loading and their shipment on board a ship;

3. the terms of delivery in accordance with which the Seller pays for loading and transporting goods but the Buyer pays the insurance costs once the goods have been loaded;

4. the terms of delivery in accordance with which the Seller pays for transportation to the port of destination, costs of loading and arranges marine insurance of the goods for the time of transportation.

Unit IV. Business communication. Negotiations

I. Skills of negotiating

Most negotiations are conducted with a view to reaching a compromise agreement. Both parties together move towards an outcome which is to mutual benefit.

This is a range of tactics which can help conduct negotiations.

It's no use immediately discussing business matters. The topic at the outset of negotiations should be neutral, non-business. It could be immediate experiences, the sort of journey the visitor has had; football, ice-hockey, the morning's newspaper headlines, common interests, etc.

Five per cent of the negotiating lime is devoted to breaking the ire. The two parties adjust their thinking and behaviour to one another.

If you want to follow the reaction of your visitor introduce in your speech the question - "Agree?"

At the very beginning of the talks get agreement covering the purpose, plan, agenda of a meeting.

Here is some advice to a negotiator:

1. First discuss major items, then minor items.

2. Follow the headlines of the plan one by one.

3. Come over to the next point after you have resolved the previous one.

There are always differences of view between the parties. Here is some advice on problem-solving tactics.

1. Present a problem in general and obtain the other party's view on it.

2. Look together at the possibilities of joint advantage.

3. Suggest practical actions to resolve a problem.

If negotiations are difficult and you are in a deadlock, take time-out. It'll help you build bridges between yourself and your partner when you resume negotiations.

2. Negotiating conditions

14. 1) Questioning the conditions

1. In the list below, you will see many of the conditions which are common in various kinds of business agreement. First, read the list of conditions and the examples.

Conditions unit price minimum quantity credit period delivery date bulk discount penalty clause cancellation clause exclusivity royalty on sales under license commission early settlement discount option period method of payment warranty period

Examples $15.00 per unit at least 10,000 units 30 days after invoice 20 June 2003 -2% if over 10,000 units 5% for each month of delay 50% charge if cancelled less than six weeks beforehand sole rights over all East Coast states 3% of turnover on licensed goods 5% on sales in the territory - 2% if paid within 20 days first option for 12 months after contract irrevocable letter of credit 18 months warranty from completion

b) Now cover the right-hand column. Try to think up examples of the conditions you see on the

left. Example unit price: $10.00 per unit.

c) Then cover the left-hand column and try to remember the name of each example on the right. Example 30 days after invoice: credit period.

d) Now try to question the conditions on the list. Example I'm not too happy about the unit price. I think $8.2 would be more reasonable/appropriate. When you have questioned all the conditions, try to do the exercise again with the left-hand column covered.

Прочтите и переведите диалог на русский язык.