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H v tn: L Th Ngc Mai

Lp: TMA302.4_LT

M sinh vin: 0851010064Mn: Giao dch thng mi quc t

Bi tp v nh

A. Phn tch li th v bt li th i vi ngi mua v ngi bn trongcc phng thc giao dch quc t

I. Bun bn thng thng:

1) Bun bn thng thng trc tip:

a) Li th:

Trong bun bn thng thng trc tip, bn mua hang v bn bn hng strc tip giao dch vi nhau qua trnh t: hi gi, cho hng, t hng, hongi, chp nhn v xc nhn. Do l giao dch trc tip, 2 bn d dng trao i nm bt c cc thng tin cn thit to iu kin cho qu trnh k kthp ng din ra thun li, nhanh chng.

- i vi ngi bn:

Ngi bn d dng tm hiu c nhu cu ca khch hng v loi hng ha,quy cch, phm cht, s lng, iu kin c s giao hng, th thc thanh ton, c phng n kinh doanh c th i vi tng khch hng.

phng thc ny, ngi bn c th cho hng t do khng rng buc trchnhim n nhiu khch hng cng mt lc d cha c sn hng. Qua , bn bnc th thm d th trng a ra chin lc kinh doanh lu di v hiu qu.

- i vi ngi mua:

Bng vic gi cc cho hng khng rng buc trch nhim n nhiu ni, ngimua cng tm hiu c kh nng p ng yu cu v hng ha ca mnhnhm so snh v la chn nh cung cp thch hp nht.

b) Bt li th:

- i vi ngi bn:

Ngi mua thng hi gi nhiu ni so snh lm tng tnh cnh tranh ivi hng ha ca mnh.

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Nu ngi mua hi gi qu nhiu ni s gy ra cn st o i vi nhu cu thtrng, vic nghin cu v xc nh chin lc kinh doanh ca bn bn gpnhiu kh khn hn.

- i vi ngi mua:

Nu ngi mua hi gi qu nhiu ni lm nhu cu th trng tng o, lm chongi mua c th b p gi cao hn thc t.

2) Bun bn thng thng qua trung gian:

a) Li th:

- i vi ngi bn:

Bn trung gian thng hiu bit v nhu cu th trng, phong tc tp qun, c

s php l hn bn bn nn h c kh nng y mnh hot ng kinh doanh,gim bt ri ro cho bn bn ng thi bn bn li tit kim c thi gian vchi ph nghin cu th trng.

Bn trung gian, nht l cc i l, thng c c s vt cht nht nh. V th,thng qua trung gian ngi bn gim bt c vic u t xy dng c bn.

Bn trung gian c th cung cp cc dch v nh phn loi, ng gi, gip chongi bn gim bt chi ph vn ti.

- i vi ngi mua:

i vi ngi mua cha c nhiu thng tin v ngi bn v hng ha, vic muahng ha qua trung gian c uy tn gip h gim thiu ri ro trong cc giao dch.Bn trung gian c th t vn cho ngi mua ngi mua c th d dng chnla nhng hng ha t yu cu.

b) Bt li th:

- i vi ngi bn:

Bn bn hng mt i mi lin h thng xuyn, mt thit vi khch hng v bph thuc vo bn trung gian. Chnh v th, bn bn hng cn thng phi png nhng yu sch ca bn trung gian.

Li nhun gim do phi chia s vi bn trung gian.

Thng bn bn hng ch chn phng thc giao dch qua trung gian trongnhng trng hp cn thit nh thm nhp th trng mi, ra mt hng hami hoc c th ca hng ha cn c s chm sc c bit.

- i vi ngi mua:

Bn mua hng phi tr ph dch v cho bn trung gian.

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Ngoi ra, i vi cc bn trung gian khng m bo uy tn, bn mua hng c thb la o hoc nhn c cc t vn khng chnh xc dn n vic khng mbo yu cu v hng ha.

II. Bun bn i lu:

Trong bun bn i lu, vic xut khu kt hp cht ch vi nhp khu, ngibn ng thi l ngi mua.

a) Li th:

2 bn c s cn i v quyn li: cn bng v mt hng, cn bng v gi c, cnbng v tng gi tr hng ha v cn bng v iu kin c s giao hng.

S dng phng php bun bn i lu thng l nhng i tc c mi quanh lm n lu di t trc, uy tn c m bo. Do , 2 bn u tit kimc chi ph thng tin v yn tm v vic thc hin hp ng.

2 bn c th mua c hng ha mnh cn trong khi khng c sn ngoi t

Thng qua bun bn i lu, mi bn c th trnh c vic kim sot ngoi higt gao ca chnh ph cc nc.

b) Bt li th:

Do yu cu cn bng v quyn li, mi bn kh tha thun tng hoc gim gihng ha, loi hng ha cng nh iu kin c s giao hng.

III. Gia cng quc t v giao dch ti xut khu:

1) Gia cng quc t:

a) Li th:

- Bn nhn gia cng:

Gii quyt c cng n vic lm cho ngi lao ng trong nc.

Nhn c cc cng ngh v thit b tin tin hn v nc. i khi cn co to th chuyn mn lm hng gia cng.

Hot ng gia cng thng c min thu.

- Bn t gia cng:

Li dng c gi r v nhn cng v nguyn liu ph ca nc nhn gia cng.

Bn nhn gia cng phi chu mi chi ph v ri ro ca qu trnh sn xut giacng.

Xut khu c nguyn liu sn xut sang nc nhn gia cng.

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b) Bt li th:

- Bn nhn gia cng:

Nhn gia cng ngha l bn nhn gia cng phi ng thi nhp khu nguyn vt

liu ca bn t gia cng.

Thu nhp do gia cng quc t em li thng rt nh, khng ng k.

My mc thit b tuy c tin tin hn trong nc nhng cng khng qu hin i gip cc nc nhn gia cng c th i tt n u v cng ngh.

Mi ri ro, chi ph trong qu trnh sn xut bn nhn gia cng u phi chu.

- Bn t gia cng:

Vic t gia cng cc nc khc c th gy ra nn tht nghip trong ngn hn nc t gia cng.

Phi chuyn giao mt s my mc, cng ngh v i khi o to c th cho bnnhn gia cng.

Bn t gia cng khng qun l cht ch c qu trnh gia cng ca bn nhngia cng.

2) Giao dch ti xut khu:

Trong giao dch ti xut khu c 3 bn: bn xut khu, bn ti xut khu v bnnhp khu. Bn bn y ng thi l bn mua.

a) Li th:

Thu c ngoi t nh vic ti xut hng ngoi quc cha qua ch bin trongnc ln hn s vn b ra ban u nhp khu s hng .

Trong nhiu hp ng ti xut quy nh dung phng thc th tn dng giplung. Ngi ti xut thng c dn xp chm tr tin hng nhp v nhanhchng thu tin hng xut. Nh th, ngi ti xut thu c c li tc v tin

hng trong khong thi gian chnh lch

b) Bt li th:

Kinh doanh ti xut i hi cao s nhy bn tnh hnh th trng v gi c, schnh xc v cht ch trong cc hp ng mua bn.

IV. u gi, u thu quc t v giao dch ti s giao dch quc t:

1) u gi hng ha quc t:

a) Li th:

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- i vi ngi t chc u gi:

Nhng mt hng c em ra u gi thng kh tiu chun ha v c ugi nhng trung tm u gi ni ting. Ngi mua thng l nhng ngi giuc sn sng tr gi rt cao.

Sn phm em ra u gi thng t b cnh tranh.

Vic thanh ton thng c tin hnh ngay sau bui u gi nn ngi tchc u gi cng khng phi tm hiu tnh hnh ti chnh ca ngi u gi.

- i vi ngi u gi:

Nhng ngi tham gia u gi thng l gii doanh nhn nn vic n tham giau gi s l c hi tt m rng mi quan h lm n trong tng lai.

Ngi tham gia u gi va c c hi mua mn hng mnh thch va t ccc mc ch khc. V d nh vic khuch trng thng hiu

Vic giao hng v thanh ton din ra ngay sau bui u gi nn ngi u gic th yn tm v vic giao dch c thc hin.

b) Bt li th :

- i vi ngi t chc u gi:

Mt chi ph t chc u gi.

Nhng mt hng kh tiu chun ha nn ngi bn kh c th bit trc hngha s mang li bao nhiu li nhun.

- i vi ngi u gi:

Ngi u gi c th phi tr gi cao gp nhiu ln gi tr thc t ca mn hngmnh mua.

2) u thu hng ha quc t:

a) Li th :

- i vi bn d thu:

C c hi k c nhng hp ng c gi tr ln

u thu quc t din ra cnh tranh, cng bng. Cc d n c nh gikhch quan. Qua lm tng uy tn ca cc bn trng thu c nng lc, to chi cho cc mi quan h lm n sau ny

- i vi bn mi thu:

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u thu l phng thc mua c hiu qu nht trn th trng quc t. Bn mithu c th nh gi mt cch tng i chnh xc kh nng p ng yu cuca mnh thng qua vic nghe cc bn d thu trnh by d n.

Nhn c tin t cc, k qu ca cc bn d thu rt li h s hoc cc bn

khng trng thu.

b) Bt li th:

- i vi bn d thu:

Cnh tranh gay gt gia cc bn d thu.

Cc d n c kim nh mt cch cht ch.

Cn c bo m d thu bng 1 trong 3 hnh thc: t cc, k qu d thu, bo

lnh d thu. Trong trng hp rt h s d thu v khng k qu hp ng,bn d thu khng c nhn li tin t cc, tin k qu d thu.

- Bn mi thu:

Chi ph t chc u thu l kh tn km, mt nhiu thi gian, tri qua nhiu cngon phc tp.

3) S giao dch hng ha:

a) Li th:

- i vi ngi bn:

Ngi bn d dng tm hiu tnh hnh cung cu th trng, thng tin v cc ith cnh tranh.

C th trnh nhng ri ro do bin ng gi c th trng nh tin b hon bntrong giao dch khng.

Bn quyn chn bn c quyn bn m khng km ngha v phi bn hng giao kt trong hp ng. Trng hp bn quyn chn bn quyt nh thc hin

hp ng th bn mua c trch nhim phi mua hng ca bn gi quyn chnbn.

- i vi ngi mua:

Thng qua s giao dch, ngi mua d dng tm hiu thng tin v hng ha, tnhhnh cung cu th trng, tnh hnh ti chnh, kinh doanh ca cc cng ty cs la chn mua an ton.

Bn gi quyn chn mua c quyn mua nhng khng c ngha v phi mua

hng giao kt trong hp ng. Bn gi quyn chn mua quyt nh thc hinhp ng th bn bn c ngha v phi bn hng cho bn chn mua. Nu khng

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c hng giao th bn bn phi thanh ton chnh lch gia gi tha thun vgi th trng.

b) Bt li th:

- i vi ngi bn:

Tnh hnh ti chnh, kinh doanh c cng khai trn S giao dch nn ngi bnd dng tm hiu chn la. Cnh tranh gay gt hn.

Bn gi quyn chn mua c quyn mua nhng khng c ngha v phi muahng giao kt trong hp ng. Bn gi quyn chn mua quyt nh thc hinhp ng th bn bn phi bn hng. Trong trng hp khng c hng giaoth phi thanh ton khon chnh lch gia gi tha thun v gi th trng.

- i vi ngi mua:

Bn gi quyn chn bn c quyn bn nhng khng c ngha v phi bn hngha giao kt trong hp ng. Trng hp bn gi quyn chn bn quyt nhthc hin hp ng th bn mua phi mua hng ca bn gi quyn chn bn.

4) Cung ng dch v:

a) Li th:

- i vi ngi bn:

Ngnh dch v hin nay pht trin tt, nhu cu ln, li nhun cao, ngi bn ddng gia nhp th trng cung cp dch v

Vic thanh ton thng din ra trc khi dch v c cung cp.

- i vi ngi mua:

Do sn phm dch v phong ph a dng, ngi mua c nhiu la chn.

Do c nhiu cng ty cnh tranh cung cp dch v nn cht lng v gi c cacc dch v cng rt cnh tranh.

b) Bt li th:

- i vi ngi bn:

Cnh tranh ngy cng gay gt

t ro cn gia nhp th trng cung cp nn i th cnh tranh ngy cng nhiuvi cc hnh thc mi l tinh vi hn.

- i vi ngi mua:

Vic thanh ton thng din ra trc khi ngi bn cung cp dch v.

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Ngi mua phi tiu dung ht dch v mi nh gi c cht lng dch v.

5) Khuyn mi xut khu:

a) Li th:

- i vi ngi bn:

Thc hin khuyn mi xut khu, ngi bn c th y mnh xut khu mthng ca mnh.

Gip ngi bn qung co sn phm.

Gii quyt hng tn kho.

- i vi ngi mua:

Ngi mua mua c gi r hoc nhn c 1 s li ch t ngi bn.

b) Bt li th:

- i vi ngi bn:

Tn km do phi nhng cho ngi mua mt s li ch m khng thu tin.

Chi ph thu thng nhn kinh doanh dch v khuyn mi tn km.

- i vi ngi mua:

Cht lng cc sn phm khuyn mi khng c m bo.

Phi b ra mt s tin nhn c sn phm khuyn mi.

6) Nhng quyn mua bn hng ha:

a) Li th:

- i vi bn nhng quyn:

c nhn tin nhng quyn mua bn hng ha.

Bn nhng quyn c quyn kim sot vic hot ng kinh doanh ca bn nhnnhng quyn nhm m bo s thng nht ca h thng nhng quyn v sn nh v cht lng hng ha, dch v.

Bn nhn nhng quyn khng c php nhng quyn li trong trng hpkhng c s chp thun ca bn nhng quyn.

Vic mua bn hng ha, cung ng dch v c tin hnh theo cch thc tchc kinh doanh do bn nhng quyn quy nh v c gn vi nhn hiu

hng ha, tn gi thng mi, b quyt kinh doanh, khu hiu kinh nh, biutng kinh doanh, qung co ca bn nhng quyn.

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- i vi bn nhn nhng quyn:

c php s dng nhn hiu hng ha, tn thng mi, khu hiu kinh doanh,biu tng kinh doanh, b mt, b quyt ngh nghip ca bn nhng quyntrong thi gian nhng quyn.

c bn nhng quyn cung cp y h tr k thut, c kim tra kthut thng xuyn.

Thit k v sp xp a im bn hng, cung ng dch v bng chi ph ca bnnhng quyn.

b) Bt li th:

- i vi bn nhng quyn:

Chuyn giao cc quyn, b quyt cho bn nhn nhng quyn.

Thit k v sp xp a im bn hng, cung ng dch v bng chi ph ca bnnhng quyn.

Kim tra thng xuyn, cung cp y h tr k thut c lin quan n hthng nhng quyn thng mi cho bn nhn nhng quyn.

- i vi bn nhn nhng quyn:

Tr tin nhng quyn v cc khon thanh ton khc theo hp ng nhng

quyn thng mi.

Chu s kim sot, gim st v hng dn ca bn nhng quyn. Tun th ccyu cu v thit k, sp xp a im bn hng, cung ng dch v ca bnnhng quyn.

Phi gi b mt v b quyt ngh nghip c nhng quyn, k c sau khihp ng nhng quyn kt thc hoc chm dt.

Ngng s dng nhn hiu hng ha, tn thng mi, khu hiu kinh doanh, biu

tng kinh doanh v cc quyn s hu tr tu khc ( nu c ) hoc h thng cabn nhng quyn khi kt thc hoc chm dt hp ng nhng quyn thngmi.

Khng c nhng quyn li trong trng hp khng c s chp thun cabn nhng quyn.

7) Giao dch ti hi ch v trin lm:

a) Li th:

- i vi ngi bn:

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Ngi bn c c hi trng by, gii thiu sn phm ca doanh nghip mnh,qung b cho sn phm m rng th trng tiu th.

C c hi giao lu hc hi, c thm nhiu mi quan h lm n mi.

- i vi ngi mua:

Ngi mua bit c thm nhiu sn phm mi, a dng p ng c nhucu ca mnh

b) Bt l i th:

- i vi ngi bn:

Tn km chi ph, u t thi gian nghin cu tnh thnh kinh t, chnh tr, thngmi ca nc ng cia hi ch trin lm; tnh cht ca hi ch trin lm, iu l,

thnh phn v s lng cc nc tham gia; tnh hnh hng ha v gi c hinhnh trn th trng th gii v nc ng cai.

Tn km chi ph mua gian hng, trang tr, tin in nc in thoi ti liuqung co

- i vi ngi mua:

Sn phm c trng by n t nhiu quc gia khc nhau, c nhng c tnhkhc nhau, ngi mua mt nhiu thi gian tm hiu.

Thng mt ph d h ch trin lm.

8) Thng mi in t:

a) Li th:

- i vi c ngi bn v ngi mua:

Nhanh chng, thun tin, tn km, rt linh hot

b) Bt li th:

- i vi ngi bn:

Do thng mi in t c thc hin vi cc phng tin k thut hin i nh inthoi, in bo, telec, fax, truyn hnh, thit b k thut thanh ton in t, mng ni b,internet v website. iu ny khng phi ngi mua no cng c th tip cn c.

Gp phi vn v tin tc. Cch i ph vi tin tc khng h n gin.

Thng mi in t ch c th thc hin c nu c s vt cht k thut ca n ctrang b y . Mt khc, Nh nc cn c chnh sch cho php s dng my tnhtrong mua bn, c lut quy nh v ch k in t

- i vi ngi mua:

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Do thng mi in t c thc hin vi phng tin k thut hin i nn khng phingi mua no cng tip cn c.

Gp phi vn v tin tc gy mt an ton trong giao dch.

Xut hin nhiu hnh thc la o gy kh khn cho ngi mua trong vic nhn din

B. Bi tp tnh hung chng 1.

1. Theo em, pht biu ca S ngy 9/6/1994: Nu gi khng c nng ln n590USD/1MT th s khng giao hng v hp ng cha c chnh thc kkt. l sai.

V:

Ngy 21/3/1994, vic B chp nhn mi iu kin cho hng ca S l ng ngha

vi vic hp ng mua bn lc nhn gia S v B c hnh thnh, y 4tiu chun ca hp ng.

Ngy 5/5/1994, vic B chp nhn ngh nng gi ca S l mt s tha thuniu kin mi ca hp ng.

Ngy 1/5/1994, S a ra ngh nng gi ln cho ngang vi gi tr th trng(520USD/1MT) v ngy 5/5/1994, B sa i L/C trong c gi n v l490USD/1MT c coi l 1 cho hng v 1 hon gi mi. 2 bn khng thng nhtc mc gi chung.

Do khng thng nht c mc gi chung trong ln tha thun iu kin mi,hp ng mi khng c hnh thnh nn hp ng c vn cn y tnh php lv hiu lc.

2.

Trong tnh hnh th trng nh m t trn, S nn a ra cho hng t do khikhch hng chp nhn hon ton cc iu kin th hp ng vn cha c k ktchnh thc.

3.Nu S khng a ra loi pht gi thch hp vi tnh hnh th trng th khi son

tho hp ng, bo v quyn li ca mnh, S nn a thm cc iu khon quynh quy trnh x l khi vic thay i gi th gii xy ra lm tng gi lc nhn. V d:S c th thm iu khon quy nh nu gi th gii tng ln 1 bin nht nh thgi lc nhn s c iu chnh tng ln bao nhiu. Hay c th nu trong hp ngl gi quy nh sau (thng trong ln gp mt cui cng 15ng n 1 tun trc khigiao hng)

4.

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Trong n kin B ni rng mnh phi bi thng cho cng ty th 3 l50000USD v vic khng kp thi giao hng m nguyn nhn chnh l ti S khnggiao hng l khng hp l v 2 hp ng m B k k c mi lin h no w nhau.

S s phi bi thng nhng thit hi thc t cho B nh li ch ng l B c

nhn n v S k giao hng nn mt hay chi ph thu tu ch hng ca B nhng k chng ch.