拒付反驳电的内在逻辑

作者:交通银行 陈建宏

交通银行 胡 捷

来源:天九湾贸易金融圈

我们需要的不是唇枪舌剑,而是好好地理顺自己的逻辑,找出依据的道理,以保证顺利收汇。

银行国际结算从业人员经常遇到对方银行发来的拒付电,这其中有很多或是错误拒付,或是无理拒付,或是无效拒付。对此,唇枪舌剑未必能取得理想的效果。那么,如何才能有理有据地反驳这些拒付电并力争追回款项呢?本文将通过理清拒付反驳电的内在逻辑并进行归纳总结,来解决这一困惑。

对错误拒付的反驳逻辑

错误拒付一般是由于对方未认真审核单据或对于国际惯例掌握不熟练。对此,我方的反驳逻辑应是先摆清事实,然后讲依据,最后得出结论。

示例:

某出口公司向对方银行提交了签字方式如下的提单:

FOR AND ON BEHALF OF HANSA INTERNATIONAL CO.,LTD

PERSON NAME (SIGNATURE)

AS CARRIER

(以上为船公司盖章,以下为提单印就文字)

DATED AT XXX

AS AGENT ONLY

对方银行拒付电文:B ill of lading unable to determine the capacity of the signor, due to signature indicating both “As Carrier” and “As Agent”.(提单签发不明,因为签字同时显示了“As Carrier”和“As Agent”。)

我方反驳拒付电文:Please take note that our B/L was signed by the carrier with stamp and signature indicating the shipping company's name identified as carrier, thus complies with Art.20a(i) of UCP600. We also draw your attention to R770 (TA684) issued by ICC Banking Commission which concludes that a superimposed stamp or other form of notation that provides evidence of the name and capacity of the party signing the transport document will supersede any pre-printed wording that may imply a different form of signing for that bill of lading. Therefore, we insist that this discrepancy is not valid at all and our docs constitute a complying presentation. You are liable to make payment without deducting any discrepancy fee under advice to us ASAP. (请注意,我方提单由承运人签署,签署方式是盖章,其中表明了船公司的身份是承运人,签署方式符合UCP中20A(I)的要求。我方同时提醒你方注意:R770的结论表明运输单据上的签署方式名称和身份后加盖的印戳或其他形式的批注,将取代任何预先印就的、可能意指不同的签署形式的措辞。因此,我方认为你方所提不符点无效,我方是相符交单,你方应尽快承付且不得扣除不符点费。)

反驳逻辑分析:

首先,摆事实。在这里,事实有两层含义,第一层是对单据上的所载的事实进行客观描述,第二层通过描述客观事实得出事实所表明的含义。在此案中,第一层是我方对提单的签字情况所进行的描述,第二层是我方表明了这份提单是由承运人签署,并表明了承运人的身份,这是我方基于事实所做的判断。

其次,讲依据。这里的依据主要是指的国际惯例,包括UCP、ISBP及正式出版的国际商会意见。讲依据有两个要点:第一点,如果引用的是UCP及ISBP,可以尽量的简略,只需要指出具体出自哪一条那一款即可,除特殊情况外,无需具体阐述。原因在于,国际结算从业人员对这两个惯例很熟悉,无需重复赘述。第二点,如果援引国际商会意见,则要具体到国际商会意见的分析或者结论。因为国际商会意见的案例本身及分析结论都很长,如果只是笼统地说援引哪条意见,则会让对方不知所云,使反驳的效果大打折扣。

最后,出结论。总结有四个要素:①对方的不符点是错误的;②我方的交单是相符的;③要求对方付款;④要求对方不扣不符点费。

其中①和②是我方反驳要达到的直接目的,即对方所提不符点错误,我方的交单是相符的;③和④则是我方反驳的最终目的,即要求在不扣除不符点的情况下全额付款给我方。虽然在实务中有不少银行在最终付款时仍扣除了不符点费,但也确实有很多银行未扣除不符点费而全额付款,说明据理力争还是很有效果的。

对无效拒付的反驳逻辑

无效拒付有四种:①未表明不符点或者不符点表述不清楚;②未表明拒付;③拒付电超出5个工作日;④未表明单据处置状态。以下将对这4种无效拒付的反驳电逐一分析。对此,我方基本的反驳逻辑是点出对方拒付无效,然后摆事实,之后引依据,最后出结论。

示例1:拒付电所提不符点模糊不清

信用证规定:Apple, Pear and Orange (允许部分发运)

发票及其他单据显示:Apple

开证行拒付:Goods description not as per L/C terms .【加中译文】

我方反驳拒付电文:Please take note that this discrepancy is ambiguous without indicating goods description shown on which document differs from the L/C, thus you are precluded from claiming the presentation is discrepant according to sub-article 16(c) and (f) of UCP600.Furthermore, goods description shown on the commercial invoice and other documents is strictly as per L/C 45a.We draw your attention to Para.c4) of ISBP 745 which stipulates that the description of goods on an invoice is to reflect what has actually been shipped. In this case, only ‘Apple’ was shipped and L/C allows partial shipments, thus ‘Apple’ was shown on the docs as goods description.(请你方注意,你方所提不符点是含糊不清的,因为未表明哪种单据上的货描与信用证不一致。因此,根据UCP600之16条C及F款,你方无权宣称交单不符。此外,出现在发票和其他单据上的货描是与L/C 45A严格相符的,请你方注意ISBP745第C4条,这条说明发票上的货描是反映实际装运的。)

示例2:拒付电未表明“拒付”

我方反驳拒付电文:Please be advised that your MT999 DD 140108 is null and void as you merely list the discrepancy without stating whether you have refused to honor, thus you are precluded from claiming the docs to be discrepant according to Art.16c(i) and Art.16f of UCP600.(请注意,你方于2014年1月8日所发MT799拒付电是无效的,因为你方仅仅列出了不符点,并未表明拒付。根据 Art.16c〔i〕 and Art.16f of UCP600,你方无权宣称交单不符。)

示例3:拒付电超出5个工作日

Doc. sent on 2013-12-17

Acknowledged on 2013-12-24 by NIZAM

DHL tracking no.6300591102

Your MT734 sent on 140107【加中译文】

我方反驳拒付电文:Please take note that your MT734 was sent later than the fifth banking day following your receipt of our presentation, thus your advice of refusal was invalid and you are precluded from claiming the presentation to be discrepant according to art.16(d) and art.16(f) of ucp600.(请注意,你方的拒付电迟于收到我方单据后的5个工作日。根据UCP600 16(D)及16(F),你方拒付无效,无权宣称交单不符。)

示例4:拒付电未表明单据处置状态

我方反驳拒付电文:Pls take note that you merely listed the discrepancies without stating whether you have refused to honour and the disposal instructions of the documents, thus you are precluded from claiming our documents to be discrepant according to sub-article 16f of UCP600.therefore, pls confirm us the current status of the documents and effect payment as per our cover letter instructions as ap.(请你方注意,你方仅仅列出了不符点,并未表明拒绝承付且未表明单据如何处置,因此根据UCP16条,你方无权宣称交单不符。请告知我方单据目前状态,并根据我方面函指示尽快付款。)

反驳逻辑分析:

在示例1中,我方的反驳逻辑如下:①指出对方的不符点含糊不清;②我方的依据,为了增强说服力,在这里同时引用了UCP和ISBP;③判定我方交单相符,对方所提不符点错误。

在示例2中,我方的反驳逻辑如下:①指出对方拒付无效;②说明具体原因;③说明对方无权宣称交单不符;④列出依据。

在示例3中,我方的反驳逻辑如下:①通过列出3个日期和1个快递单号摆出具体事实,这3个日期是我方单据发送日期,对方单据接受日期及对方拒付电发送日期,1个快递单号是通常采用的DHL或UPS等快递单号,以便供对方查询具体事实。②说明对方提出的不符点无效 ③指出依据:UCP16条d款及f款。

在示例4中,我方的反驳逻辑如下:①表明对方的拒付无效及原因;②引用国际惯例;③给对方发出指示,要求其通知我方单据状态并付款。

对可以改单类拒付的反驳逻辑

示例:

信用证期限:90Days after B/L Date

汇票显示:90Days after B/L Date(09JAN2014)

开证行拒付电文:B/L Date not mentioned on draft, unable to determine maturity date on draft.(信用证日期没有在汇票上显示,无法决定汇票的到期日。)

此拒付是常见的一种情况,即对方为了拒付而歪曲事实,因此我方反驳如下:Please take note that our draft has clearly indicated the B/L date 09JAN2014 in the tenor, thus we insist that this discrepancy is not valid at all. Please recheck this matter at your end carefully. Nonetheless, we have today sent you a new set of drafts for substitution in order to settle this matter quickly and smoothly. Upon receipt of the new drafts, you are liable to honor our complying presentation without deducting any disc. fee under advice to us ASAP.(请注意,我方的汇票已经清楚地表明了提单日期为2014年1月9日,因此我方认为不符点是无效的,请你方再此仔细确认。此外,我方今天给你方寄了一套新的汇票以替代旧的汇票,请你方尽快处理。你方一旦收到新的汇票,应尽快承付我方的相符交单,且勿扣除不符点费。)

反驳逻辑分析:

首先,摆出事实,指出对方拒付的无理,不要因对方的故意拒付而怀疑我方所寄汇票的正确性。

其次,提出用新的单据替换旧的单据,这里的单据主要是受益人出具或者受益人能控制的单据,例如发票、货票或产地证,且替换单据要在交单期内。

最后,换单相符后要求对方付款,且不得扣除不符点费。

对催收无效类拒付的反驳逻辑

有的时候,我们会遇到无理拒付且经催收仍拒不付款的银行(一般可能是孟加拉及非洲等地的银行)。此时,如果长期反驳及反复催促付款仍无效,我们应该采取警告措施。警告措施包括两种:一种是收取利息,即经济意义上的警告;另一种是采取法律措施,即司法意义上的警告,或者两种手段兼用,以此达到最佳的效果。此警告可与我方正常反驳电文结合起来使用。

示例1:警告将收取迟付利息

我方反驳拒付电文:PLS NOTE: We reserve the right to claim interest charges and all related fees due to your delayed payment. Interest charges will be calculated commencing from the date of maturity, i.e. xxx, until the date of receipt of the proceeds at the rate applicable under our internal regulations.(我方保留向你方索要利息及相关费用的权力,利息将从到期日起算,直至实际付款日截止,利息的计算方式如下:……)

示例2:警告将采取法律手段

我方反驳拒付电文:PLS NOTE: We reserve the right to take legal action against your good bank regarding this issue.(请注意:我方保留向贵行采取法律措施的权利。)

反驳逻辑分析:

一是表明将收取对方迟付的利息,且为了增强说服效果,要列出利息的计算方式。

二是直接指出我方将采取法律措施,以震慑对方。

对非开证行类拒付的反驳逻辑

很多时候,拒付我们的不一定是开证行,而是指定银行、保兑行或转让行。对此,我们要区别对待,除了正常的反驳电之外,还要对相关措施进行调整。

对普通指定银行的拒付示例:

对指定银行独立审单拒付电的反驳:You are liable to honor our complying presentation as per instructions on our cover letter ASAP.(你方应根据我方面函指示,尽快承付我们的相符交单。)

对指定银行转发开证行拒付电的反驳:You are liable to advise the same to issuing bank and urge them to make payment without deducting any disc. fee as per our cover letter instructions ASAP.(你方应尽快通知开证行我方反驳电,并且催促开证行按照我方面函指示付款,且不应扣不符点费。)

对保兑行的拒付示例:

要求承担保兑责任:Since this L/C bears confirmation of your good bank, you are liable to make payment without deducting any disc. fee ASAP.(因为信用证经贵行保兑,所以你方应尽快付款,且不应扣除不符点费。)

要求保兑行转单至开证行:In default of your confirming bank's undertaking as per art.8 of UCP600, we are entitled to demand payment from the issuing bank according to art.7-a(ii) of UCP600. Therefore you are liable to forward the docs to issuing bank as per beneficiary's instructions without further delay.(既然你方未能根据UCP第8款尽到保兑行的义务,我方有权要求开证行付款。根据UCP7-a〔ii〕,你方应根据受益人的指示,毫不延迟地将单据提交至开证行。)

对转让行拒付示例:

我方反驳拒付电文:You are liable to advise the same to issuing bank and urge them to make payment without deducting any disc. fee as per our cover letter instructions ASAP.(你方应尽快将我方反驳电通知至开证行并催促开证行根据我方面函指示付款,且不得扣除任何不符点费。但是有种特例,例如不符点由第一受益人换单造成。)

反驳逻辑分析:

首先,对指定银行和转让行,我方的反驳主要是要求其将我方拒付反驳电转发至开证行,或要求对方承付,或要求对方催促开证行付款,且不得扣除不符点费。

其次,对保兑行,主要是要求对方承担保兑责任。如对方坚持错误拒付,则应要求对方立即转单至开证行。

通过上述的详尽分析,可以归纳概括出5种拒付反驳电的逻辑:反驳错误拒付的逻辑、反驳无效拒付的逻辑、反驳可以改单类拒付的逻辑、反驳催收无效类拒付的逻辑、反驳非开证行类拒付的逻辑。这5种反驳逻辑中的技术手段大概有11种,即:摆事实;引依据;强调我方的交单是相符的;要求将我方反驳电转至开证行并要求开证行全额付款;要求替换单据;指出对方不符点含糊不清;指出对方的不符点是无效的;指出对方的拒付无效;要求对方付款且不得扣除不符点费;警告收取利息;警告采取法律措施。我们需要的不是唇枪舌剑,而是要好好地理顺自己的逻辑,找出依据的道理。凭借本文提出的5种逻辑和11种反驳技术,一定会让对方心服口服,达到顺利收汇的目的。

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