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n thi qun tr XNK Bi tp 19/17 ( chng 2)(OK) 1.a im chuyn i ri ro l : cng i l Hamburg c. 2.

a im vit km theo CIF l cng n Ct Li, tp HCM 3. Ngi mua bo him l ngi xk Trung Quc 4.Gi tr bo him ti thiu l 110% gi tr hng ha . Mua ng tin no th xem li ng tin thanh ton c qui nh trong hp ng, cn nu phng thc thanh ton l L/C th xem li iu kin qui nh v ng tin trong L/C. 5.Ngi mua Vit Nam s lm th tc i bo him 6.Ngi lm th tc xut khu l ngi bn bn trung quc 7. Ngi lm th tc nhp khu l ngi mua Vit Nam 8. Ngi lp b chng t xut khu l nh xut khu. 9.Ngi thu phng tin vn ti l ngi xut khu bn trung quc. 4. Ngi c mua bo him l hng ha . 10.Ngi ly B/L t hng tu l ngi bn 11.Ngi tr cc vn ti l ngi bn. m phn theo kiu nguyn tc l g? Lm g thc hin m phn . Kh nng p dng ti Vit Nam(OK). u tin chng ta cn hiu m phn l g?, Hin nay ta c th bt gp rt nhiu khi nim khc nhau nhng chung qui th m phn l hnh vi v l qu trnh m trong 2 hay nhiu bn tin hnh thng lng, tho lun v cc mi quan tm chung v nhng im cn bt ng i n mt tha thun thng nht.T y ta c th hiu rng m phn theo kiu nguyn tc v c bn cng nh trn nhng y ch mt kiu m phn bn cnh cc kiu m phn thng gp khc nh m phn kiu mm, m phn kiu cng .m phn theo kiu nguyn tc cn gi l Thut m phn Harvard vi 4 c im l : Tch ri con ngi ra khi vn , ch trng: i vi ngi-n ho, i vi vic-cng rn Cn tp trung vo li ch ca i bn, ch khng c gi ly lp trng c nhn, ch trng: thnh thc, cng khai, khng dng gian k, khng c bm vo lp trng ca mnh. Cn a ra cc phng n khc nhau la chn, thay th Kt qu ca s tho thun cn da trn nhng tiu chun khch quan khoa hc. Ni dung c th tng c im v cng vic c th cn lm nh sau : +Tch con ngi ra khi vn : Hy nh rng ngi m bn ang tho lun khng phi l ci g tru tng m l con ngi c th ang cng ngi vi bn

trn bn m phn. Chnh v l con ngi nn h c tnh cm, quan im, hc thc, gi tr ring, Chnh v vy kha cnh con ngi c th to nn thnh cng hay tht bi ca cuc m phn. Nu bn c th xy dng c lng tin vi i tc trn c s hiu bit v tn trng ln nhau th m phn s d dng, hiu qu hn. Ngoi ra, con ngi giu cm xc v ci ti rt d b tn thng v i khi ln ln gia nhn thc v thc ti, chnh v vy s hiu lm c th xy ra v m phn tr nn kh khn hn. Do ,khi m phn hy ch nhng phn ng ca nhau t iu chnh cho ph hp trnh tnh trng b tc hay hiu lm. V v con ngi thng hay nhp con ngi vi cng vic lm mt v khi b vn m phn chi phi th tm l con ngi s bo v ci li ch c nhn v ci ti ca mnh s chim lnh v vy s i khi khng xem xt n phn ng ca i phng, ch bit cho ring mnh th cuc m phn s gp kh khn. Vy lm c iu th nu cc bn m phn tr nn bc ln th ty tng ngi m bn phi bit cch lm ngui h, mun nh vy bn phi nm c nhn thc, xc cm v thng tin t i tc ca mnh. V nhn thc ta phi nm bt c suy ngh ca i tc , bit v cng nhn s tht, mun vy ta hy t mnh vo v tr ca h, hy tho lun quan im cng nhau, bit gi th din cho h, ng suy din nh ca ngi khc, ng li kh khn ca bn l do h.. V xc cm khng c kim ch tt trong cuc m phn c th dn n m phn b tc v vy khi m phn ta nn lu mt s vn nh cm nhn v hiu c cm xc ca mnh, hy lm r cm xc ca i phng v tha nhn n, kim ch trc nhng li tc gin m h pht ngn v nn dng nhng c ch tt nh ving thm, tng qu to tnh cm tt vi i tc. V thng tin, trnh cc tr ngi nh thng tin b hiu lm, ic tc khng mun nghe li bn pht ngn hay thay v thuyt phc mnh, h quay sang li ko bn th ba ng h h th ta cn ni c mc ch, bit lng nghe v nm bt nhng g i tc ni, ni sao cho ngi ta hiu, hy xem nhau nh nhng cng s chia s lng nghe, hiu nhau v t xy dng c quan h hp tc trong cng vic. +Tp trung vo li ch ch khng phi lp trng Trong cuc m phn, yu t gy xung t khng phi l lp trng khc nhau m l s xung t gia nguyn vng, mun, quan tm, lo lng ca cc bn, v vy hy tp tring vo li ch ca mnh v i tc sao cho c 2 cng win-win l kt qu mong mun tt nht cho 2 bn.Mun vy hy xc nh li ch m i tc mong mun pha sau lp trng h a ra, hy lun by t hiu v coi trng li

ch ca h, nh vy cng l cch tt i tc nh gi cao chng ta v h s ch ti li ch ca chng ta. +To ra cc phng n cng t mc ch To ra nhiu phng n gip ta trnh ri vo th b ng , hay a ra 1 phng n qu vi vng c th gy thit hi cho bn thn mnh.Chnh v vy c nhiu phng n gip ta xoay chuyn tt hn trn bn m phn. Mun vy , chng ta cn tch vic sng to chng ra khi vic nh gi ng sai, tt xu, hy m rng ti bn m phn, tm kim cc mc tiu chung v a ra cc iu kin i tc d quyt nh. + Kin tr s dng nhng tiu chun khch quan Mt vn trong m phn l li ch cc bn xung t nhau, gii quyt n hy dng n cc tiu chun khch quan c lp vi ch ca 2 bn, nh vy mi m bo s cng bng. Mun lm c iu hy tho lun vi i tc cc tiu chun chn c tiu chun ph hp v hy nh l ch li bc trc tiu chun , nguyn tc m 2 bn thng nht nh vy s khng bn no phn nn c. 1.Coi vn m phn l mt cuc tm kim chung nhng tiu chun khch quan. 2.Lp lun v phn tch li cc lp lun xem tiu chun no l ph hp nht v lm cch no t c chng. 3.ng bao gi li bc trc sc p ca i tc, m ch li bc trc ci ng, trc nhng lp lun chc chn hn, khoa hc hn. Do vy, bn nn kin nh, bo v lp trng ca mnh, ng thi cng phi bit linh hot, nhy bn gii quyt vn da trn nhng tiu chun khch quan. B sung mt s im trong bi c ca c Ni v kh nng p dng rng ri ti Vit Nam Ni th d nhng thc hin c iu ny khng h n gin, kh nng p dng rng ri ti Vit Nam khng phi l khng th nu chng ta nhn thc vic hc n v p dng trong m phn kinh doanh v trong i sng l cn thit, sau chu kh hc tp t sch v, bn b, cc kho hc k nng... rn luyn v rt kinh nghim dn s gup bn hon thin hn. y l cch thc m phn mi i hi cn c thi gian chng ta iu chnh cch m phn qu cng hay qu mm sang cch m phn ng trn li ch 2 bn, dng tiu chun khch quan ch khng phi ng trn lp trng ch quan ca bn thn,bit tn trng i tc, hiu h, lng nghe v cng nhau chn ra phng n tt nht cho c 2 bn.Ngoi nhng iu trn th cn c s h tr v ti chnh t pha doanh nghip cho nhn s ca mnh,s quan tm ca cc trung tm, cc chng trnh dy m phn phi m cc

lp hc khuyn khch,to iu kin cho hc vin theo ui cch thc m phn ny.

Th no l mt nh m phn gii v cn lm g tr thnh nh m phn gii? K hoch phn u ca bn thn tr thnh nh m phn gii. Nh m phn gii l ngi c kh nng nhn th gii nh ngi khc nhn v hiu c hnh vi ca ngi khc, nm bt c quan im ca i tc.C kh nng din t kin ngi cng m phn hiu c chnh xc mnh.C kh nng chng t cc thun li ca kin ngh a ra, thuyt phc i tc trong m phn vui lng thay i quan im ca h. H c kh nng chu ng s cng thng v i mt trong nhng hon cnh rc ri, cc i hi khng d on c trong m phn. Nhy cm vi nn vn ha ca ngi khc v bit iu chnh ngh ca mnh cho ph hp vi gii hn v sc p hin ti. (Piere Casse) Mt nh m phn kinh doanh gii phi l ngi mm do nh ngn c v phi cng nh . Ngi phi c phn x ng x nhanh nhy v phi l ngi bit lng nghe, lch s, c th em li cm gic d chu cho i tc. Song ngi cng phi l ngi bit tranh lun, thuyt phc bng cch bit h l, a ra nhng thng tin c v b mt i vi ngi khc. Nh P gii cn phi l ngi bit ch ng mnh trnh b mc vo by ca i tc, trnh but ming ni nhng li cha kp ngh v khng b chi phi bi nh kin ch quan. tr thnh mt nh m phn gii ,. tr thnh mt nh m phn gii trc mi cuc m phn chng ta cn chun b cho mnh tt cc yu t nh: Ngn ng m phn thnh cng th cn s dng thng tho ngn ng m v ngn ng c s dng ph bin trn th gii nh ting anh v hc thm nhng nhng ngn ng khc cng v cng cn thit , t y s gim i tr ngi v ngn ng nh hiu lm ca nhau, h khng hiu bn ang ni g iu ny s gy kh khn c c cuc m phn thnh cng. Thng tin Trong thi i bng n thng tin nh hin nay th ngi nm bt thng tin nhanh nht, chnh xc lun l ngi chin thng, v vy trc mi cuc m phn hy tm kim cc thng tin cn c phc v cho cuc m phn nh thng tin v : mt hng kinh doanh, gi c ca i th cnh tranh, thng tin v th trng v t nc, vn ha ca h, chnh sch kinh t ,

XH, chnh tr., thu nhp ca ngi dn, c s h tng v ng s, cng, phng tin giao thng, tm hiu v chnh sch ngoi thng ca nc v cc thnh vin Nng lc Chng ta cn phi c tiu ch phn u cng nh l k hoch rn luyn c th cho bn thn, c bit cn rn luyn cc t cht, k nng cn thit nh kin thc nn tng,k nng lng nghe, sng to, suy ngh chn chn, t duy nhy bn,nhn ni... trc khi ra quyt nh... Phi chun b cho vic t chc on m phn gm nhng ai, h chuyn trong lnh vc no tr gip trong cc cuc m phn. Vi tng cuc m phn cn chun b k cc ni dung sau v kt hp vi cc k thut c dng linh hot th khi m phn s d dng hn,t kt qu tt nh : -Thit lp cc mc tiu cn thng lng -nh gi i tc qua im mnh, im yu, thng tin, thc lc, nhu cu, nh ca h.. -Lp cc phng n kinh doanh v cc phng n m phn c th linh hot xoay chuyn tnh th, trnh b ng trc yu cu ca i tc. -Xy dng cc chin lc m phn, m phn th chun b cc tnh hung c th xy ra v cch ng ph chng hiu qu. - Xc nh cc gii hn nhng th c th mt i trong cuc m phn -V trong cuc m phn tht s cng cn bit gi khng kh, bit lng nghe, t cu hi v cng hng n li ch cho c 2 bn v t c mc tiu m phn cho mnh. - Rt kinh nghim cho cc cuc m phn sau nhng g mnh lm c v cha lm c. K hoch ca bn thn V ngn ng : trong cng vic hin nay th ngn ng quan trng gip giao tip hiu qu, trong m phn cng vy, bit c iu , chun b bc vo i mt cch t tin hn, em quyt nh lp mc tiu v k hoch cho bn thn mnh . Th nht l mc tiu ra trng phi t c toeic trn 800 v thc hin n, hng ngy dnh thi gian ra lm 1 b , t kim tra, ghi ch li cc t mi, cc cu b sai cui tun xem li.V giao tip, ngoi ng k theo hc ti trung tm v nh thy th em cng t rn luyn bn thn l i hc y , nh th hc cc bi hc luyn giao tip v nghe Voa qua cc trang mng, nghe nhc v rn luyn cho pht m ca mnh chnh xc v hay hn, bn cnh

em ng k hc thm ting Nht vi mong mun m rng thm c hi xin vic ti cc cng ty Nht . - V sc kho : lm bt c cng vic g, con ngi cng cn n sc kho, khng c sc kho,hiu qu cng vic khng cao d rng bn ti gii v chun b mi th khc k lng.Chnh v vy c c sc kho tt cho hc tp v cng vic ca mnh, em phi c gng n ung cht, sa, tri cy cng mua thng xuyn b sung cht dinh dng, hc bi v ngh ngi iu , dnh thi gian cho cng vic nu n, dn dp nh va tp th dc va ngh ngi,thi gian hc tp qua my tnh cng va phi mt khng tng , cui tun i chi vi bn trnh bt cng thng, gip tinh thn thoi mi hn.D nh l sau khi c cng vic n nh, em s chuyn nh v dnh thi gian cho vic tp th dc v chi th thao. - V nng lc - c bi v lm bi tp trc khi i hc, rn luyn deadline quen vi p lc cng vic sau ny. - c thm ti liu khc - Rn luyn s t tin v t duy, giao tip bng vic tham gia cu lc b v cc kho hc k nng trng. Ti y c lm c g...... - Tip tc hc tip kin thc v k nng ti cc trung tm khc bn ngoi nh cu lc b vn ha thanh nin. - Trc ht s tm kim cng vic xnk ph hp, hc dn cc cng vic lin quan n xnk, sau xin c tham gia vo on m phn ca cng ty hc hi thm kinh nghim thc t - Thng xuyn cp nht tnh hnh v thng tin th trng, thng tin ca doanh nghip khch hng, to lp mi quan h tt p vi i tc d dng cho cc cng vic m phn vi h sau ny. - Tp chi cc tr chi i hi s t m,nhn ni nh xp hnh rn luyn bn thn. -To lp mi quan h vi ng nghip, c th gip h v s nhn c s gip nu nh tnh hung pht sinh trong cng vic khng t. - V thng tin - c cc ti liu ca cng ty vit v i tc, v tnh hnh kinh doanh, hot ng ca doanh nghip nh ti chnh, kh nng t chc thc hin hp ng ti u, hot ng sx, thu mua nh th no.... - Hc tp tt cc mn c lin quan rn luyn vic c hiu, phn tch cc thng tin v thi trng, chnh tr, x hi, chnh sch ngoi thng, vn

ho.....nhm c kin thc v ci nhn khi qut trc cho cc cuc m phn sau ny. - Thng xuyn cp nht thng tin qua bo ch,mng nm tnh hnh kinh t, nhng thun li, kh khn ca kinh t,bin ng gi c sp ti c chin lc m phn ph hp. Chun mc trong giao tip/m phn: T trng nhng phi tn trng ngi khc; T tin nhng khng c tin; Th hin mnh nhng khng nn h thp ngi khc; Thng thn nhng khng c qua loa, i khi; Khim tn nhng khng gi di; Cn thn nhng khng qu cht ch; Hot bt nhng khng phi l gp u ni y, hnh ng ba bi; Nghim khc vi mnh, khoan dung, lng vi mi ngi m phn, tm quan trng ca m phn v vai tr ca cng tc chun b trong m phn.em lm g chun b cho giai on ny m phn l mt hot ng c bn ca con ngi. Trong cuc sng hng ngy m phn hin din mi lc, mi ni. Con ngi lun tin hnh m phn ngay c khi h khng bit chnh mnh ang lm iu . m phn l phng tin t c iu chng ta mong mun t ngi khc. l s trao i kin qua li nhm t c tha thun trong khi bn v pha bn kia c mt s li ch chung v mt s li ch i khng. (Fisher,R.,Ury,W. Getting to Yes, 1991

m phn l hnh vi v qu trnh, m trong hai hay nhiu bn tin hnh thng lng, tho lun v cc mi quan tm chung v nhng quan im cn bt ng, i n mt tha thun thng nht. m phn trong kinh doanh quc t l hnh vi v qu trnh m trong cc bn c nn vn ho khc nhau tin hnh trao i, tho lun v cc vn chung v cc im cn bt ng i n tho thun thng nht. Tm quan trng ca m phn trong kinh doanh :

Thnh cng hay tht bi trong cc cuc m phn ca nh qun l c nh hng rt ln n hiu qu hot ng ca doanh nghip. m phn thnh cng vi khch hng s em li doanh thu v li nhun nhiu hn. m phn thnh cng vi nh cung ng c th gip doanh nghip gim cc khon chi ph kinh doanh v nng cao cht lng sn phm. m phn thnh cng vi i tc c th m ra cho doanh nghip nhng c hi mi Quan trng hn c, m phn thnh cng gip doanh nghip xy dng, duy tr v cng c nhng mi quan h hp tc lu di. Ngc li, sai lm trong cc cuc m phn c th khin doanh nghip chu thit thi, mt mt, thm ch ph sn. Tm quan trng ca m phn trong cuc sng hng ngy: - Gii quyt cc mu thun hng ngy,quan h 2 bn s tt p hn. - m phn chn la ra phng n hp l, t c s nht tr cho 2 bn. - nh hng n s nh gi ca ngi khc v bn. Vai tr ca cng tc chun b trong m phn - Gip ta t tin hn trong qu trnh m phn - Gim p lc. ko b lng tng khi i th xoay chuyn cc yu cu ca mnh - Bit cch vn dng cc thng tin v d/n, v i tc, th trng.. vi k nng ca mnh ta ra cc phng n mi c li cho 2 bn. - C nhiu phng n la chn s d dng hn l ch c th chn 1 v cng nhc bm theo - C th nhanh chng nm bt c nhu cu, mong mun ca i tc - Nhanh chng t oc kt qu m 2 bn mong mun - Hiu c i tc s c cch ng x v x l ph hp vi hnh ng ca h. - C nng lc, sc kho tt nht cho tin trnh m phn ti. S chun b ca em trong giai on ny (on trn )

Bi tp 12/189 (TTQT) Trn cng v l mt nh xut khu , xut 10.000MT+- 5% go khong 5.25 tr USD , anh ch chn phng thc no l do? Trn cng v l nh xut khu th c nhng phng thc sau y c li cho nh xut khu nh: CAD, T/T tr trc 100%, L/C. CAD l phng thc thanh ton trong yu cu nh nhp khu ngn hng m ti khon tn thc thanh ton cho nh xut khu khi nh xut khu xut trnh y nhng chng t theo yu cu, nh xk sau khi giao hng s trnh b chng t c ngn hng thanh ton tin. Ta nn p dng CAD khi quan h gia ta v i tc tt v thn tn, c bit l ngi XK phi rt tin tng nh NK. Khi bn nhng mt hng khan him

trn th trng th CAD s c vn dng nh XK c th yn tm hn trong vic nhn c tin thanh ton. Tuy nhin phng thc CAD ch thc s c li cho nh XK khi h chn c ngn hng uy tn v n ging nh mt ci kt an ton, kt cng an ton cng tt, th 2 m bo nhn c tin thanh ton th nh XK phi giao ng v chng t theo yu cu, trnh cc trng hp lc m phn a ra cc chng t m bn thn mnh ko th xut trnh c, hoc l trng hp cho nh nk k xc nhn chng t c th gy ri ro cho chnh mnh. T/T tr trc 100% Chuyn tin tr trc c li cho nh XK v n gin l h ging nh c nhn mt s tin t cc trc bng vi gi tr hp ng. Nh Nk thng s ng tin trc cho nh xut khu x ngy sau khi k hp ng hoc x ngy trc khi n thi hn giao hng theo qui nh v iu ny to c s m bo chc chn nh xk nhn c s tin thanh ton. L/C Phng thc tn dng chng t l s tha thun m trong ngn hng m L/C theo yu cu ca khch hng cam kt tr s tin nht nh cho ngi th ba hoc chp nhn hi phiu do ngi th 3 k pht trong phm vi s tin , khi ngi ny trnh cho ngn hng b chng t thanh ton ph hp theo yu cu ra trong th tn dng. Hin nay c rt nhiu loi th tn dng nh th tn dng khng hy ngang, thu tn dng i ng, th tn dng tun hon.tuy theo tng trng hp v nhu cu c th chn cho ph hp. V d nh L/C chuyn nhng c s dng trong trng hp mua bn tay ba hay th tn dng chuyn nhng l loi L/C khng th hy b, trong qui nh quyn ca ngn hng tr tin c tr ton b hay mt phn s tin ca L/C cho mt hay nhiu ngi theo lnh ca ngi hng li u tin i vi L/C th n cng m bo cho nh xk nhn c s tin thanh ton nu xut trnh c b chng t theo nh yu cu, v thng c s dng khi cc bn cha c s tin tng nhau . Ngi xk nn lu l L/C c tnh c lp v tun th nghim ngt nn b chng t phi theo nh qui nh ca L/C v vy nu ko xut trnh c ng b chng t theo yu cu v xy ra sai st th nh xk tr nn bt li v khi pht sinh trng hp phi tu chnh L/C hoc ngn hng t chi thanh ton. Chnh v vy kim tra L/C cn thn l vic cn thit v nu c s khng ph hp gia L/C v hp ng m nh xk vn chp nhn v giao hng th nh xk s ko nhn c tin, hoc giao theo L/C th li vi phm hp ng.

Thc t hin nay hot ng xut khu go Vit Nam vi khi lng ln, gi tr hp ng ln, cc doanh nghip Vit mun m bo nhn c s tin thanh ton nn thng s dng phng thc L/C. Tuy nhin vic la chn phng thc thanh ton ph hp cn c xem xt k v linh hot khi m phn , v n cn ph thuc vo cn bng li ch cc bn v nu i khi ch v li ch ca mnh m nh xk c th nh mt khch hng, ko k c hp ng. 13/189 ( ttqt) Trn cng v l mt nh nhp khu , nhp l hng gi 500,000 USD.chn phng thc thanh ton no ? Cc phng thc c li cho nh nhp khu l T/T , nh thu , phng thc ghi s. Phng thc ghi s L phng thc thanh ton trong ngi bn m ti khon ghi n ngi mua , sau khi giao hng xong th n thi hn qui nh th ngi mua s thanh ton tin cho ngi bn. y l phng thc thanh ton n gin,ngn hng ko tham gia chc nng m ti khon thc thi thanh ton, ch m tk n bin , nu ngi mua m ti khon ghi th tk y ch l tk theo di, ko c gi tr quyt ton, chnh v vy phng thc ny ch c li cho nh nk. Nn p dng phng thc trong trng hp mua bn ni a, thanh ton tin gi bn hng nc ngoi, mua- bn rt tin cy nhau. Thanh ton ph dch v. T/T L phng thc thanh ton trong mt khch hng yu cu ngn hng phc v mnh chuyn mt s tin nht nh cho ngi hng li, ngn hng chuyn tin thng qua i l ca mnh nc ngi hng li thc hin chuyn tin. Hin ny th c 2 cch chuyn tin l bng in v bng th, chuyn tin bng in nhanh hn nhng ph cao hn so vi chuyn bng th. Nu chia theo nghip v ta c chuyn tin tr trc, tr sau v tr ngay. Nghip v chuyn tin kh n gin, V vic chuyn tin hon ton ph thuc vo ch v nng lc ca nh nk nn n c li cho nh nk ch tr trng hp phi chuyn tin tr trc th nh nk mi phi chu khon t cc trc, hoc l chuyn tin trc 100% th nh nk cng ko c li t phng thc ny.

Nh thu L phng thc thanh ton m ngi bn sau khi giao hng s k pht hi phiu i tin ngi mua , hoc nh ngn hng thu h s tin ghi trn hi phiu. Hin nay c 2 loai nh thu l nh thu trn v nh thu km chng t. i vi nh thu trn th ngi bn nh ngn hng thu h s tin ghi trn hi phiu. y l phng thc m vic tr tin , chim dng hng hay khng hon ton ph thuc vo ch ca nh nk, ko c s rng buc v nm b chng t hng nn nh nk hon ton c li. Phng thc nh thu km chng t gm D/A ( nh thu chp nhn thanh ton giao hng).Mc d phi k chp nhn hi phiu th n thi im o hn mi nhn c b chng t , tuy nhin nh nk c th t chi ko k chp nhn hi phiu. i vi D/P (nh thu theo hnh thc thanh ton giao chng t) th nh nk phi thanh ton hi phiu mi c nhn chng t tuy nhin nu nh nk ko mun nhn hng na v ko k vo hi phiu hon ton ph thuc vo ch ca nh nk nn nh nk hon ton c li. Tuy nhin vic la chn phng thc thanh ton ph hp cn c xem xt k v linh hot khi m phn , v n cn ph thuc vo cn bng li ch cc bn v nu i khi ch v li ch ca mnh m nh nk c th nh mt i tc kinh doanh, ko k c hp ng. v ty theo s tin tng, gi tr hp ng ln hay nh ty trng hp m linh hot. Phn tch hp ng xut nhp khu ( thi) Hp ng ny cn rt nhiu sai st v iu ny c th dn n nhng tranh chp c th xy ra , gy rc ri v tn hi li ch ca c 2 bn.Hp ng ny c nhng qui nh chung chung, khng r rng v cng s gy kh khn trong qu trnh thc hin hp ng v thiu mt s iu kin nh bt kh khng v vn xp d, thng pht, bo him. C th nhng sai st nh : Th 1 l v qui nh hng ho: C 2 mt hng c tn ging nhau nhng mc gi khc nhau, cn phi xem li l cng mt mt hng hay khc mt hng. Nu cng mt hng th iu chnh li gi v gp chung vo cho n gin, Nu khc mt hng th cn ghi ch cho r phn bit 2 mt hng, trnh gy nhm ln ng tic.Thnh tin tnh ton cng b sai st, v khi lng nn qui nh r n v. Gi FOB ti cng no tp HCM. Th 2 v iu kin ng gi v cht lng : - C sai st li chnh t . Quanlity, bn cnh iu kin ng gi ch ni chung chung, nn c th ng gi nh th no, c ghi ch g khng, chi ph

do ai chu.iu khon cht lng cng chung chung, cht lng theo tho thun l nh th no, nu nh khng c cn c v mt bn cho rng khng c tho thun no nh vy, s c th dn n trnh chp. Th 3 v iu kin giao hng: Thi gian giao hng c vn v hp ng ny c k vo thng 29/11/2012 m giao hng trong thng 11/2012 khng ghi r ngy v nu cho l thng 11 giao th cng khng hp l v nu giao nhng ny cui thng 11 th bn bn khng chun b k hng, iu ny gy ri ro cho bn bn. iu kin giao hng l FOB nhng theo Incoterm 2000 hay 2010 cng khng c cp v giao hng cng no ca Vit nam v sai li chnh t t transhipment. Th 4 v vn thanh ton, iu kin thanh ton chuyn tin tr sau kh ri ro cho bn bn.Bn bn nn xem li vn ny v nu c nn m phn li v vn ny nu c, m bo li ch c 2 bn.V hp ng c xem xt ca bn bn khi m phn hp ng v chn TT nn em vn gi li iu kin ny.Nn qui nh r lun ngy gii hn thanh ton hi thc bn mua tr tin. Th 5 v cc giy t cn thit : V giy t bo him th bn xut khu xut theo FOB nn khng mua bo him vn ti nn khng th c giy ny c. V ngi bn khng thu phng tin vn ti nn khng th c vn n( vn n cp cho ai , xem li ) v i vi iu kin giao hng theo FOB th chi ph tr tin thu tu do bn ngi mua chu nn khng th ghi Freight prepaid m sa li l Freight to collect v nn c s lng bn chnh, bn sao. V cui cng l trong phn ghi hiu lc hp ng th hp ng ghi l c hiu lc cho n ngy 31/8/2012 v ngy ny qua so vi ngy k vo thng 11 l v l. Hp ng sa li nh sau : I / V hng ho : Description Quantity(PC, set) U/ price FOB Amount(USD) 2010- Cat Lai port(USD) Furnitures Redfod....FSC 1 500 23.78 11890 Redford...........2 300 27.93 8379 Zante................table 300 35.3 10590 Total 30859 II/Packing Quality - Seaworthy..................packing for furnitures

Quality according to the sample sent to the buyer 10 days before shipment III/ Origin: Viet Nam IV/ Delivery From Cat Lai port , HCM to ................, not later than 30 th, December 2012. .............. V/ Payment Be offset or TT ( after shipment)its partner. The lastest payment is 30 days after shipment.Contract value is 30859 USD say thirty thousand eight hundred fifty nine United States dollars. VI/ Document requires: .....invoice .FCC Quality..FCC Fumi.. Phyto.. Certificate of origin. B/L marked Freight to collect VII/ Force majeure Neither party to this contract shall be held responsible for breach of contract caused by an act of god, insurrection, civil war, war, military operation or local emergency . The parties do hereby accept the international provision of Force Majeuer published by the International Chamber of commerce , Gevena, Switzerland as defined by ICC rules uniform customs and practice. VIII/ Other term and conditions .agreed in writing This contract..validated from the signing date until 30th, January 2013. Agree for the seller Agree for the buyer