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1、Unit 13Insurance,,,,,,Aims,,,To understand the importance of insurance in international trade,,To understand the basic types of insurance,,,,To understand and use the proper language for insurance negotiation,,Contents,,,,Part I. Warm-Up,,Part II Prepare for the Negotiation on Insurance,,,,Part III

2、Getting to Know Insurance Clauses,,,Part IV Negotiating the Insurance Issue,,In international trade, the transportation of goods from the seller to the buyer is generally over a long distance by air, land or sea and has to go through the procedures of loading, unloading and storing. During this proc

3、ess it is quite possible that the goods will encounter various kinds of perils and sometimes suffer losses. In order to protect the goods against possible loss in case of such perils, the buyer or seller before transportation of the goods usually applies to an insurance company for insurance coverin

4、g the goods in transit.,Situation,Part I. Warm-Up,,,,,,Why is insurance so important in international trade? What are the basic types of insurance in international trade? Which party should cover insurance, exporter or importer?,Task 1: Directions: Work with your partner and discuss the following qu

5、estions:,Reference:,,1,The transportation of goods from the seller to the buyer may undergo long-distance transportation. During this process it is quite possible that the goods will encounter various kinds of perils and may sustain loss or damage. In order to have themselves compensated for any con

6、ceivable losses of their goods, the buyer or the seller usually applies to an insurance company for insurance covering the goods in transit before the transportation of the goods. It is now an indispensable part to the import and export practice.,Reference:,,,,,2,3,Risks in cargo transport are of ma

7、ny kinds, Free Particular Average (F. P. A.), with Particular Average (W. P. A.) and All Risks (A. R.) are three main types of marine cargo insurance cover used today. Besides these, there are Additional Extra Risks such as Theft, Pilferage &. Non-Delivery Risks (T. P. N D.), Shortage Risk, Leakage

8、Risk, etc.,Usually, price terms decide which party will cover insurance. For example, if the business is concluded on the basis of FOB or CFR, then it will stipulate clearly that insurance is to be covered by the buyer in the contract, while if its concluded on the basis of CIF, then its the seller

9、to cover insurance.,Word Bank,,Task 2 KEYS,Directions: Listen to the passage and decide whether the following statements are true or false.,( F ) 1. If any loss or damage occurs in the cargo transportation, the buyers can have themselves compensated from the sellers. ( T ) 2. Insurance is now a nece

10、ssary part to the import and export practice. ( F ) 3. Theft, Pilferage &. Non-Delivery Risks (T. P. N D.), Shortage Risk, Leakage Risk are three main types of marine cargo insurance cover used today. ( T ) 4. Usually, price terms decide which party will cover insurance. ( F ) 5. If the business is

11、concluded on the basis of FOB or CIF, then it will stipulate clearly that insurance is to be covered by the buyer in the contract.,,Task 3 KEYS,Directions: Read the following terms and match the left column with the right one and try to memorize these terms,Free Particular Average (F. P. A.)

12、 平安險(xiǎn) with Particular Average (W. P. A.) 水漬險(xiǎn) All Risks (A. R.) 一切險(xiǎn) Theft, Pilferage &. Non-Delivery Risks (T. P. N D.) 提貨不著險(xiǎn) Shortage Risk 短量險(xiǎn) Leakage Risk 滲漏險(xiǎn) FOB (Free on Board) 船上交貨價(jià)格, 離岸價(jià)格 CFR (Cost and Freight) 成本加

13、運(yùn)費(fèi)，指定目的港 CIF (Cost, Insurance and Freight) 成本加保險(xiǎn)費(fèi)加運(yùn)費(fèi),Part II Prepare for the Negotiation on Insurance,,Task 1,Direction: Talk with your partner about what tactics you should prepare before the negotiation on insurance.,Reference:,,,1.Adopting suitable price term. 2.Choosing an economical and eff

14、ective insurance coverage. 3.Adding additional risks if necessary. 4.Deal with claim adequately if there is any.,While doing insurance negotiation, the following points should be taken into consideration:,,Task 2 KEYS,Directions: Listen to the passage and list the points that should be taken into co

15、nsideration while doing insurance negotiation.,,Task 3 KEYS,Directions: Listen again and fill in the blanks with missing words.,While choosing an appropriate insurance coverage, negotiators should try to figure out the possible risks that the goods might run into during the transportation way. think

16、 about the nature and packing of the goods before choosing the insurance coverage. take some specific conditions into consideration such as political situation. Moreover, they can also add suitable (4) additional risks or ask for (5) a change of the risk according to the specific conditions of goods

17、 if it is the other party to cover the goods and the insurance offered fail to protect the goods.,Part III Getting to Know Insurance Clauses,,Task 1 KEYS,Directions: Listen to the conversation and decide whether the following statements are true or false.,( F ) 1. Mr. Wood fully understands the insu

18、rance coverage that PICC provides. ( T ) 2. PICC can provide a broad range of coverage against all kinds of risks of ocean transport. ( F ) 3. Premium rates vary only with different risks. ( F ) 4. Their business is concluded on a CIF basis, Mr. Yang will insure the goods against WPA and other extra

19、neous risks. ( F ) 5. Usually the insurance is covered for 130% of the invoice value, and the premium should be borne by the buyer.,,Task 2 KEYS,Directions: Listen again and fill in the blanks with the missing words. Pay attention to the usage of these words or phrases.,1. PICC can provide a broad r

20、ange of coverage against all kinds of risks of sea transport, such as: Free from Particular Average, with Particular Average, All Risks and extraneous Risks.,,Task 2 KEYS,Directions: Listen again and fill in the blanks with the missing words. Pay attention to the usage of these words or phrases.,2.

21、We conclude the business on a CIF basis, what coverage will you take out on the goods?,,Task 2 KEYS,Directions: Listen again and fill in the blanks with the missing words. Pay attention to the usage of these words or phrases.,3. As our usual practice, we only insure the goods against WPA.,,Task 2 KE

22、YS,Directions: Listen again and fill in the blanks with the missing words. Pay attention to the usage of these words or phrases.,4. Usually we cover the insurance for 110% of the invoice value.,,Task 2 KEYS,Directions: Listen again and fill in the blanks with the missing words. Pay attention to the

23、usage of these words or phrases.,5. Please note that the extra premium for the difference between 130% and 110% should be borne by the buyer.,,Task 3,Direction: Work with your partner. Suppose one of you are a foreign importer and wants to know the insurance coverage provided by PICC, explain the ri

24、sks that PICC can cover in details, and then switch the roles,Task 3 Reference,Open-ended.,Part IV Negotiating the Insurance Issue,,Task 1 KEYS,Directions: Listen to the passage and decide whether the following statements are true or false.,( ) 1.FPA covers more risks than WPA, for example, risks li

25、ke vessel being stranded, grounded or sunk. ( ) 2.WPA provides extensive cover against all loss or damage due to marine perils throughout the duration of the policy. ( ) 3.All Risks means WPA plus additional risks, or extraneous risks, risks not incidental to transport by sea. ( ) 4.Mr. Parkers orde

26、r will be covered against All Risks for 100% of CIF invoice value, as per the PICC. ( ) 5.Mr. Lee will have Mr. Parkers insurance terms changed from WPA to All Risks, and no additional premium will arise, because their CIF quotation includes this risk.,,Task 2 KEYS,Directions: Listen again and choos

27、e the best answer from A, B, C and D.,1. FPA can not provide coverage like: ( D ) A. vessel being stranded B. vessel being grounded. C. vessel being sunk D. vessel being stolen,,Task 2 KEYS,Directions: Listen again and choose the best answer from A, B, C and D.,2. WPA provides extensive cover a

28、gainst all loss or damage due to marine perils throughout the duration of the policy, including partial loss or damage that may be attributed to natural calamities like ( C ) A. war B. hook risk. C. storm D. vessel being stolen,,Task 2 KEYS,Directions: Listen again and choose the best answer fro

29、m A, B, C and D.,3. Under All Risks, the insurer is responsible for all total or partial loss of, or damage to the goods insured arising from ( D ) A. import duty B. failure to delivery. C. rain damage D. War or strike,Directions: Work with your partner, talk about the difference among All Risks, WPA and FPA, and fill in the following table.,Task 3,Task 3 KEYS,,,,,,Part I,Part II,Part III,Part IV,Warm-Up,Prepare for the Negotiation on Insurance,Getting to Know Insurance Clauses,Negotiating the Insurance Issue,Summary,Thank You!,,,,,,