Navigating Cross-Border Logistics Agreements | 跨境物流协议谈判实战
EP5

Navigating Cross-Border Logistics Agreements | 跨境物流协议谈判实战

深度拆解新能源车企与国际物流公司谈判运输协议的法律要点与高情商沟通技巧

18:32

Show Notes

核心摘要

本期节目聚焦新能源车企在拓展海外市场时必须面对的关键环节——与国际物流公司签订跨境运输协议。我们将通过真实的谈判场景，解析force majeure clause(不可抗力条款)、liability limitation(责任限制)等核心法律概念,同时学习meet halfway、move the needle等地道商务表达。

基础概念解析 (Key Concepts)

1. Force Majeure Clause (不可抗力条款) 在国际物流协议中,不可抗力条款决定了当发生战争、自然灾害、港口封锁等不可预见事件时,各方的责任豁免范围。关键争议点在于:COVID-19等流行病是否应被纳入、触发条件的具体定义、以及通知义务的时限要求。

2. Liability Cap & Carve-outs (责任上限与例外) liability cap是物流协议中最核心的商业条款之一。承运人通常希望将赔偿责任限制在运费的特定倍数(如2-3倍),但货主方会要求对gross negligence(重大过失)、willful misconduct(故意不当行为)进行carve-out(例外排除),确保在严重违约情况下仍可获得全额赔偿。

3. Insurance Requirements & Subrogation (保险要求与代位求偿) 跨境运输涉及cargo insurance(货物保险)、liability insurance(责任保险)等多重保障。subrogation clause(代位求偿条款)规定了保险公司赔付后是否有权向责任方追偿,这直接影响最终的风险分配。

表达指南 (Key Expressions)

  • Expression: “subject to the liability cap”

  • Usage: 表示某项义务或权利受到责任上限条款的约束。例如:“The indemnification obligation is subject to the liability cap set forth in Section 8."(赔偿义务受第8条规定的责任上限约束)

  • Expression: “carve out gross negligence”

  • Usage: 在责任限制条款中排除重大过失情形。例如:“We need to carve out gross negligence and willful misconduct from the liability cap."(我们需要将重大过失和故意不当行为从责任上限中排除)

2. 商业习语 (Business Idioms)

  • Phrase: “meet halfway”

  • Context: 谈判中表示愿意妥协、各让一步。比纯粹说compromise更显诚意和合作姿态。例如:“I understand your concerns. Perhaps we can meet halfway on the insurance coverage amount."(我理解您的顾虑,也许我们可以在保险金额上各让一步)

  • Phrase: “move the needle”

  • Context: 指在谈判中取得实质性进展,推动问题解决。例如:“We need to move the needle on the force majeure definition, or we’ll be stuck here."(我们需要在不可抗力定义上取得进展,否则就陷入僵局了)

  • Phrase: “deal breaker”

  • Context: 指无法接受的条款,是谈判的底线红线。使用时需谨慎,因为过度使用会削弱其效力。例如:“Unlimited liability exposure is a deal breaker for us."(无限责任敞口对我们来说是交易的致命障碍)

金句卡 (Negotiation Cheat Sheet)

“I appreciate your position, but from a risk management perspective, we need to carve out gross negligence from the liability cap. Perhaps we can meet halfway by narrowing the definition to exclude ordinary operational delays.”

“This force majeure clause as drafted is too broad and creates uncertainty. Let’s move the needle by specifying a clear notification window and mitigation obligations.”

知识点图卡 (Infographic)

Infographic