????這是債務人面臨現(xiàn)金流問題時經(jīng)常會使用的一種緩兵之計，為的是延期付款。對中國出口商來說，這可能是個危險情況。因為如果債務人的現(xiàn)金流確實這么低的話，他們的生意就很可能維持不了多久了。或者，債務人也許現(xiàn)金流充足，只是在用這樣的拖延手段來推遲付款時間。對他們來說，中國出口商就像貸款銀行，唯一的區(qū)別是不用向他們支付任何利息！

????雖然這些可能成為付款出現(xiàn)麻煩的基本信號，但太多太多的中國出口商都被海外客戶占了便宜。老外十分清楚，文化差異會讓中國出口商羞于追討貨款。或者，海外買家利用的是中國出口商的知識盲點，因為他們不知道做出口生意時怎樣保護自己。造成這種局面的文化差異在于，中國出口商通常更重視維持關系而不是拿到貨款。中國人非常看重良好的關系和維護顏面，因此他們不想因為催促付款而冒犯買方，或者破壞雙方的關系。相反，中國出口商可能會接受非全額付款，相信外商今后還會繼續(xù)下單，這樣就能彌補眼下的損失。但我要十分肯定地告訴你們，在大多數(shù)情況下，買方都很清楚這樣的文化差異，而且會占出口商的便宜。買方會繼續(xù)玩這樣的游戲，直到出口商因為損失過大，無法維持這樣的局面，或者買方找到了另一家急于達成交易的出口商。接下來，買方會到中國來，輕松地建立一些新的良好關系。然后，他們就會回到本國，下訂單，接著再和新的供應商玩這樣的把戲。

????避免陷入這種騙局的一個途徑是采用此前一篇博文中提到的信貸申請程序。新的出口商也許有可能避開這個騙局，原因是申請信貸時新的買方必須至少提供三份信貸證明，開具證明的是曾經(jīng)用賒銷方式和買方做過生意的人，他們要證明買方是個誠實的生意人。在西方國家，這是做生意的標準程序；這樣的要求不會冒犯任何守法的生意人。如果拒絕申請信貸，他們就非常有可能是騙子。如果他們誠信守法，申請信貸怎么會冒犯他們呢？

????出口商不應坐視不管，成為這些債務人致命把戲的犧牲品。（財富中文網(wǎng)）

????譯者：Charlie??

????This is a typical stall tactic used to delay making payment when a debtor is experiencing a cash flow problem. This potentially is a dangerous situation for the China exporter as the debtor may not be in business much longer if their cash flow indeed is so thin. Alternatively, the debtor may have ample cash flow, but simply uses this stalling tactic to delay payment. They use the China exporter like taking out a loan from a bank, except they do not pay the exporter any interest!

????While these may seem to be basic signals of a payment problem, too many exporters are taken advantage of by their overseas customers who know well that cultural differences cause China exporters to be shy when demanding payment for their shipments. Or the overseas buyers take advantage of the knowledge gaps of the China exporters who do not know how to protect themselves when selling into overseas markets. The cultural difference that affects this situation is that the China exporter is usually more concerned about maintaining the relationship than receiving the payment. The Chinese put great emphasis on the good relationships and saving face, so they do not want to offend or damage the relationship by pressing the buyer for payment. Rather, the exporter may accept the lower payment amount and believe they will be able to make up the loss on future orders. However; I assure you that in most cases, the buyer is aware of this cultural difference and is taking advantage of the exporter. The buyer will continue to play this game until either the exporter has finally lost too much money and cannot continue being a victim of the game, or the buyer will simply find another new exporter eager to make a sale. The buyer will then come to China and enjoy developing the new good friendship, then rreturn to their home country, order the merchandise and play the game over again with the new supplier.

????One way to avoid being led into these games is by using the credit application process mentioned here in a previous blog post. The new exporter could perhaps avoid this game because the credit application requires that the new buyer provide at least 3 credit references that they did business with using OA terms that can confirm the new buyer is an honest businessman. This is standard procedure for doing business in western countries and any legitimate businessman or woman will not be offended if they are asked to complete a credit application. In fact, if the new potential buyer becomes offended and if they refuse to provide a credit application, the likelihood that they are a cheater is very high. Why else would they be offended if they were a legitimate and honorable business person?

????Exporters should not remain idle and fall victim to these “Deadly Games Debtors Play”.