.
乳清粉质量索赔的谈判
卖方背景：
荷兰飞利饲料公司（以下简称飞利公司）系饲料的专业生产企业，尤其是精饲料及饲料添加剂产量较大，在荷兰本土及欧洲市场占有一席之地。亚洲市场是其市场开拓的目标之一。几年前即也在开设了办事处，积极与中国的代理商及最终用户进行接触。几年来，由于其代表处的不懈努力，逐渐将其精饲料与饲料添加剂挤入中国市场。与世纪通进出口公司的乳清粉业务是当年市场开拓的重要成果之一。其驻京代表处和荷兰总部均予以高度重视。 买方背景：
世纪通进出口公司（以下简称世纪通公司）系综合性进出口公司，其母公司系大型的跨国企业集团，在国外市场均有一定的信誉。该公司与农牧业联系较多，为农牧业进口的精制饲料量较大。尤其乳猪饲养的乳清粉，世纪通公司从欧洲采购较多，国的用户对其采购的乳清粉质量反映很好。该项业务也成了该公司的一项重要的长线业务。 产 品：
乳清粉分食品与饲料两类。食品级的乳清粉主要用作冰激凌的原料。其酸度、细菌、灰份等指标要求很严格。饲料级的乳清粉，主要作为饲养乳猪的精饲料。为了加工需要，从其包装运输要求上必须使其保持粉状。 客户关系：
买方世纪通公司与卖方荷兰飞利饲料公司系先从第三者处知道对方的经营实力、彼此互有敬重与信用。后经飞利公司在代表处的努力，终于成交了第一批业务。虽然第一次做生意，但决心均很大，在一个月中就签订两份总计数量为
.
.
400吨，18万美元的饲料级乳清粉合同，可以表明双方渴望在中国市场把该项业务做大。 索赔事由：
买卖双方6月已签了两个合同，共400吨乳清粉。买方于当月开出两份信用证。信用证条款要求，卖方第一批200吨乳清粉，最晚于7月15日前从荷兰鹿特丹港发运，第二批200吨货，最晚于8月31日前发运。第一批货200吨（9万美元）于8月中旬到中国天津港，买方向开证行承兑后取得了单据并办理了接货手续，但当打开货柜时发现部分货物已结块。买方立即与船公司联系，排除了船仓进水的可能性及保险公司责任后，认为是货物质量问题，并就此问题向卖方交涉。
买方谈判目标：
买方要依照国际惯例，就合同违约向出口方索取合理赔偿。在第一批货已接收且信用证已承兑的情况下，要处理好乳清粉结块的质量损失问题，争取换货或降价收进。由于夏季雨水多，结块现象会加重，应争取尽快结束谈判。 卖方谈判目标：
卖方在确认质量与责任的前提下，适当降价或以换货的方式给予进口方补偿。由于中国北方夏季雨水亦多，结块现象会加重，应尽快结束谈判，确保第二个合同的继续履行。
谈判地点、时间： 中国，某年8月。 要求模拟：
谈判组织（人员调配及分工安排），谈判方案的准备，谈判主持及展开。
.
.
Negotiation on the Claim due to Whey Powder Quality Problem
The seller’s background:
Holland Filly Feedstuff Co., Ltd (hereinafter referred to as “Filly”) is a professional feedstuff manufacturer that produces extractive feedstuff and addictive at large scale and takes up a remarkable market share in the domestic market and the European market. The Asian market is one of its target markets.
.
.
Several years ago, it established office in Beijing, which actively contacts the agents and end users in China. For years, due to the continuous efforts of this office, it has taken up a certain market share with its extractive feedstuff and addictive. The whey powder business with Beijing Shijitong Import and Export Co., Ltd was one of the most achievements in its market exploration in China. For this issue, its office in Beijing and head office in Holland pay much attention to.
The buyer’s background:
Beijing Shijitong Import and Export Co., Ltd (hereinafter referred to as “Shijitong”) is a comprehensive import and export company whose parent company is a large multinational and that enjoys high reputation in the markets at home and abroad. It mainly contacts the sectors of agriculture and animal husbandry and imports a great amount of extractive feedstuff. Especially, it imports much whey powder for breeding of porkets from Europe. The domestic users have a positive feedback on the whey powder for breeding of porkets it imports. This business has become one of its long-term businesses.
Product:
Whey powder is classified into food and feedstuff. The former one is mainly used for the raw material for ice cream so the requirements are strict with its acidity, bacteria and grey etc; the latter one is mainly used as the feedstuff for the breeding of porkets. For processing purpose, it must keep in powder during
.
.
packing and transportation.
Customer relation:
Shijitong and Filly know mutual operation strength from the third party and show respect and credit to each other. Afterward, with the office of Filly in Beijing, the first business between them was done. Although it was the first business, the scale was large, within one month, they signed two feedstuff class whey powder contracts with total quantity up to 400t and total amount up to USD180,000. This indicated that both parties desired to have large business in the Chinese market.
Claim cause:
In June, the buyer and the seller signed two contracts with the total quantity up to 400t and the buyer opened two letters of credit that month. According to the terms and conditions of the letters of credit, the seller should delivery first batch of goods, i.e. 200t whey powder before July 15 from Rotterdam Port, while the second batch of goods, i.e. 200t whey powder before August 31. In fact, the first batch with amount up to USD90,000 reached Tianjin Port in the mid of August, and the buyer obtained the related bills after accepting to pay the goods money, and transacted delivery pickup procedures; however, when opening the containers, the buyer found some of the goods had been agglomerated. The buyer immediately contacted the forwarder; after excluding the possibility of water penetration into the ship and the responsibility
.
乳清粉质量索赔的谈判
