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1、国际贸易实务双语教程国际贸易实务双语教程（第三版）（第三版）(INTERNATIONALBusinessPractice)清华大学出版社清华大学出版社ReviewWhatisanEnquiry?WhatisanOffer?Whatisanacceptance?Whatarethetwoindispensablelinksforreachinganagreementofcontract?Chapter3ContractsfortheInternationalSaleofGoodsMainPointinthisUnitSectionOneDefinitionofContract（合同的定义）（合同
2、的定义）SectionTwoFormationofContract（合同的格式）（合同的格式）SectionThreePerformanceofContract（合同的履（合同的履行）行）IntroductionBusiness as we know it today would beimpossible if there was no agreement orcontracttobindthecontractingparties.Long ago,people devised a means forbargaining for the conduct of others byexchangi
3、ngpromises.Theexchangeofpromisescametobeknownas“agreements”and gradually became veryimportantinthelivesofthepeopleandinthefieldofbusiness.Apromiseoranagreementisreachedasaresultoftheprocessofofferandacceptance.Whenanagreementisreached,acontractisformed,whichcreateslegalobligationsenforceablebylaw.Co
4、ntractscanbelongorshort,formalorinformal,simpleorcomplicated,andverbalorwritten,ofwhichthemostpopularisthewrittencontractforpre-printedcontract.IntroductionTheimportanceofacontractinaninternationalsalestransactioncannotbeunderestimated.Sotheexportershouldavoidviewingthecontractmerelyasadocumentthati
5、nitiatestransactionandsubsequentlyisfiledandforgotten.Contractsmustbedraftedwithanawarenessofthebackgroundofthelawinwhichthetransactiontakesplace,withaclearconceptionofthevariousservicesitmaybecalledupontorender,etc.IntroductionSectionOneDefinitionoftheContractWhatiscontractAcontractisanagreementbet
6、weentwoormorecompetentpartiesinwhichanofferismadeandaccepted,andeachpartybenefits.Itisanagreementwhichsetsforthbindingobligationsoftherelevantparties.A contract is an agreement which sets forth binding obligations of the relevant parties.It is enforceable by law,and any party that fails to fulfill h
7、is contractual obligations may be sued and forced to make compensation,though most contracts do not give rise to disputes.Acontractproperincludes:1)thefullnameandaddressofthebuyerandtheseller;2)thecommoditiesinvolved;3)allthetermsandconditionsagreedupon;4)indicationofthenumberoforiginalcopiesofthe c
8、ontract,the language used,the term ofvalidityandpossibleextensionofthecontract.1.EstablishmenttimeofcontractTwostandardsforjudgment:1.Whentheeffectiveacceptancereachesofferor;2.Whenoffereemakesthebehaviorofaccepting.2.Theessentialconditionsofacontractcomeintoeffective:1)contractingpartiesshouldhaves
9、igningability2)thecontentofthecontractshouldbelegal3)thecontractshouldconformtolegalformality4)contractingpartiesmeaningexpressesshouldbetrueTheprerequisites（前提）（前提）requiredforacontracttoberecognizedandenforced(1)AValidOfferandaProperAcceptance(2)SufficiencyofConsideration（对价）（对价）(3)AbsenceofFraud,F
10、orce,orLegalLoopholes(4)LegalCapacity(5)ConsistencywithGeneralPublic1.Formationofcontact(1)WrittencontractItisthebasisthatthecontractisestablishedItisthebasisoffulfillingcontractItisthebasisthatthecontractcomesintoforceItisthebasisofarbitrationorlawsuit.(2)Oralform(3)OtherformsSection2:Formationandm
11、aincontentsofcontact2.MainpartsofcontractPreambleBodyWitnessclause约首，约文，约尾PrefaceofaTreaty,TextofaTreaty,EndofaTreatyCISGArticle11:Acontractofsaleneednotbeconcludedinorevidencedbywritingandisnotsubjecttoanyotherrequirementastoform.Itmaybeprovedbyanymeans,includingwitnesses.销售合同无须以书面订立或书面证明，销售合同无须以书面
12、订立或书面证明，在形式方面也不受任何其它条件的限制。在形式方面也不受任何其它条件的限制。销售合同可以用包括人证在内的任何方法销售合同可以用包括人证在内的任何方法证明。证明。Various Formats of Contract In WrittenContractConfirmationAgreementMemorandumLetter of IntentOrder(http:/222.200.98.43/trade)THE LAWS ARE APPLICABLE TO INTERNATIONAL SALES CONTRACTSInternational Trade PracticeInter
13、national Trade Practice International Rules for the Interpretation International Rules for the Interpretation of Trade Terms of Trade Terms国际贸易术语解释通则国际贸易术语解释通则 Uniform Customs and Practice for Uniform Customs and Practice for Documentary Credit Documentary Credit跟单信用证统一惯例跟单信用证统一惯例 International Trea
14、tyInternational Treaty Unite Nations Convention on Contracts for the Unite Nations Convention on Contracts for the International Sale of Goods International Sale of Goods联合国国际货物销售合同联合国国际货物销售合同 公约公约Domestic LawsDomestic Laws Contract law Contract law中华人民共和国合同法中华人民共和国合同法ModificationorTerminationofCont
15、ractCISGArticle29:(1)Acontractmaybemodifiedorterminatedbythemereagreementoftheparties.(2)Acontractinwritingwhichcontainsaprovisionrequiringanymodificationorterminationbyagreementtobeinwritingmaynotbeotherwisemodifiedorterminatedbyagreement.However,apartymaybeprecludedbyhisconductfromassertingsuchapr
16、ovisiontotheextentthattheotherpartyhasreliedonthatconduct.NameofcommodityQualityQuantityPackagePricePaymentTransportandinsuranceThetimelimitandplaceofperformanceThepreventionandhandlingofdisputeBodyNAME OF COMMODITYGenerally,this clause is relatively simple,we always list the names that in the offer
17、 or counter-offer under the article of Name of Commodity.And sometimes we only write several sentences showing the two parties agreement on the business of some commodity at the beginning of a contract.QUALITY In the quality clause we should clearly list the name and detailed qualities of commoditie
18、s.As commodities are various,the ways showing their qualities are not the same.So the terms of quality must be fit for the characteristics of commodities.QualityStipulatetheflexiblerangeUsevariouskindsofexpressionmethodsproperlyFormulatetheclauseaccordingtoactualabilityQUANTITYThe quantity clause ma
19、inly includes the quantity and unit of commodity.To facilitate the performance of contract and avoid disputes,the quantity clause should be clear and detailed.In addition,it is improper to use those uncertain words like about、circa、approximate to define the quantity.PackingmaterialMethodofpackingSpe
20、cificationofpackingPackingmarkPackingchargesPackagePACKING MATERIALThe packing for sea need firmThe packing for rail need not afraid of shakingThe packing for air need lightSee the law of relative country METHOD OF PACKINGSingle packingSet packingGenerally,choose set packing SPECIFICATION OF PACKING
21、 Involve such respects as every package putting,the piece and expenses packed,etc.,should confirm according to the actual conditions.PACKING MARK Packing mark includes shipping mark,indicative mark and dangerous cargo markShipping mark can be chosen by us,or by the customer.PACKING CHARGES Generally
22、 including in the price of goodsOr not including in the price of goods,paid by buyer.PRICE Unit price and the total amount of payment are extremely important in a contract.After several rounds of offer and counter-offer,both parties reach an agreement on the price.The price clause should clearly ind
23、icate the currency、price terms、unit price and the total amount of payment.When writing the total amount in capital,we always add“say”at the beginning of the sentence,and“only”at the end.PAYMENTThis clause mainly includes：The means of paymentTime and place of payment and so onTRANSPORT AND INSURANCE
24、While negotiating,both parties must discuss for the time of delivery,place of loading and the destination,whether partial shipment or transshipment,amount of insurance,risk,insurance rate and which insurance clause of insurance company being accurate.Shipment:different price terms must relate to dif
25、ferent responsibility and risk.Insurance:different price terms,different person to fix insurance.STIPULATE THE FLEXIBLE RANGE Inqualityterms,addtheclausesuchas“QUALITYTOBECONSIDEREDANDBEINGABOUTEQUALTOTHESAMPLE.”Accordingtotheerrorofproductsqualitythatinternationallyacknowledged,add“QUALITYTOLERANT.
26、”Astosomeprimaryproductthatqualityisnotverysteady,whileregulatingitsqualityindex,canmakecertainflexiblerangeofqualityseparately,allowcertainrangeinthequalityindexofthegoodsthatsellershandin,butshouldadjustpricesaccordingtothesituationofqualityofdeliveringgoods.USE VARIOUS KINDS OF EXPRESSION METHODS
27、 PROPERLY Choosethewaydescribequalityaccordingtothecharacter.Ifcandescribeinoneway,dontusemanyways.Whilenegotiateonquality,thesellercanaddsuchinthecontract:Ifthequalitythesellerdeliversisdefective,doesnotaccordwiththeregulationofthecontract,thebuyercantcancelcontract,butcanlodgeaclaimagainstseller.F
28、ORMULATE THE CLAUSE ACCORDING TO ACTUAL ABILITY Pay attention to the science and rationality.Avoid too high or too low.Pay attention to the inner link and relation between every quality index.InspectionForce majeureArbitration The prevention and handling of disputeINSPECTIONThe third party provides
29、the inspection certificate.At present in our country,examine in the export country,re-inspects in import country.Inspection clause includes:inspection time,inspection place,inspection organization,inspection certificate,method of inspection,re-inspect,etc.FORCE MAJEUREAfter the contract is signed,it
30、 is not fault or carelessness of contracting parties,but because of the accident that cant be predicted,cant be prevented and avoided,so that the parties cant fulfill or cant fulfill the contract as scheduled,so the party that had the accident,can avoid the responsibility of fulfilling contract acco
31、rding to the stipulations of the contract or the law,or postpone fulfilling the contract.ARBITRATIONMean both parties while disputing,according to the agreement between both sides,certain organization as the third part,judge the fact of the dispute or the rights and obligations,thus solve the disput
32、e.We should try our best to choose the national arbitration organ or the arbitration organ of the third country.本文品名品质数量包装价款支付方式运输与保险履行期限及地点争议的预防与处理品品 质质一般要写明商品的名称与具体品质。品质规定机动幅度正确运用各种表示法根据实际能力制定包装包装材料包装方式包装规格包装标志包装费用商品检验不可抗力仲裁争议的预防与处理争议的预防与处理Thischapterhasmainlyintroducedthegeneralproceduresofbusine
33、ssnegotiation,thebasiccontentsandestablishmentofcontract,etc.Keypointofthischapter:offer,acceptanceDifficultpoint:theexplanationofofferandacceptancein“convention”.Aboutthesamplecontract,pleasereadthetextbookP47-75ExercisePlease finish the exercise in the text bookCase Study:Please read your case boo
34、k 1Pleasewritelettersofenquiry,offer,counter-offerandcreditenquiryCaseStudy2Translatethecontractyouaregiven.3CaseStudyCompanyYistosellacertainnumberofseafoodproducts:shrimp,whileCompanyWisanimporterfromPoland.OnJune15th,2009,CompanyYmadeafirmoffertoCompanyWasfollows:Seafoodofshrimp100tons,promptship
35、ment,irrevocableletterofcreditatsightpaymentatUS$5000pertonCIFRotterdam,theofferisvalidbyJune23rd,2009byfax.CompanyWonJune20th,2009repliedasfollows:YourofferonJune15th,2009wasacceptedwith100tonsofshrimp,promptshipment,irrevocableletterofcreditatsightpaymentatUS$5000pertonCIFRotterdam,apartfromtheusu
36、alshippingdocuments,certificateoforigin,phytosanitarycertificates,agoodmaritimetransportpackagingareallrequested.CompanyYonJune22ndrepliedasfollows:Weregrettotellyouthatduetopricechangesinworldmarketwehavethegoodssoldbeforeourreceivingyourfaxon20th.Thetwosidesregardedtothedisputethatwhetherthecontra
37、ctwassetup.Question:Wasthecontracteffectivelysetup?Why?Case StudyIn2009,someimportandexportcompanysoldabatchofnon-foodcorntoaBrazilcompany.Thecontractstipulated:Qualityasthemarketablequality,with98%ofpurityasthestandard,impuritylessthan2%,shipmentbymarinetransport,paymentbyD/Apayablebydraftatusancei
38、nordertogivethebuyeracertaindegreeoffinancialintermediation.Twomonthslaterwhenthegoodsarrivedatthedestination,thebuyerhadthegoodsinspectedbyinspectionauthorities,whichshowedthatthequalityofthereceivedgoodswasinferiortothequalityastowhichthecontractwasmadeandtookexcessiveaflatoxininthecornasanexcuset
39、orefusetopickupthegoods.Afterinvestigation,thesurveyshowedthattheoriginalqualityofthegoodswouldnotinfluencethesalesofthecorn.Therealreasonwhythebuyerbreachedthecontractwasthatthemarketpriceforcornduringthattimewasdeclining.Throughseveralnegotiations,theselleragreedtocutdownthepriceby30%soastoconclud
40、ethebusiness.Question:Whatcanwelearnfromthecase?22Case StudyCase1CaseDescription:CompanyAsignsupabusinesscontractwithCompanyB,inwhichthereisastipulation:“CompanyAmustreplywithin7daysafterreceivingCompanyBsorder.IfCompanyAcannotreplywithin7days,thenitisdeemedtohaveacceptedtheorder.”OnMarch10th,Compan
41、yAreceivedanorderfor500metrictonsoffirstgradericefromCompanyB.ButonApril5,CompanyAnotifiedCompanyBthatCompanyAisnotabletosupplythe500metrictonsoffirstgraderice.CompanyBlodgedobjectionsbecausehethinksthatthecontracthasalreadybeensetup.IfCompanyAfailstofulfilltheobligations,itshouldpayfordamagestoComp
42、anyB.Question:CanthecontractbetweenCompanyAandCompanyBbesetup?Why?AChineseexportcompanyexported3000tonsofwalnutsonthebasisofaCIFAvonmothtoaBritishimporter.Walnutisabest-sellingChristmasgoodsinEurope,sotheUnitedKingdomimporterrequiredtoensurethewalnutarrivaltwoweeksbeforeChristmas,thetwosidesprovided
43、inthecontractthat:ThepurchaserwasrequiredtoopenanL/CbytheendofAugustandthesellertoensurethegoodsarriveattheportofdestinationonNovember15th,otherwise,thebuyerwasentitledtocancelthecontract.OnreceivingtheL/Cfromthebuyer,thesellerdeliveredthegoodsbyacharteredvesselinearlySeptember.Thankstothefactthatth
44、eSuezCanalwasblockedatthattime,thevesselhadtobypasstheCapeofGoodHope.WhentheshiparrivedattheCapeofGoodHope,themainframewasoutoforder.WithatugboatthevesselwastowedtoAvonmothportanditwasafewdayslate;thegoodswererejectedbytheBritishimporterandhadtobesoldlocally,whichresultedinatotallossofmorethan70mill
45、iondollarsfortheChineseexporter.Question:Whydidthiseventhappen?Howshouldweavoidit?WhetherthecontractisalsoaCIFcontract,andwhy?Case 2AChinesecompanyAreceivedanofferfromaforeignCompanyBonJuly6th:“500tonsofmalleableironatUS$890pertonCFRChineseportforAugustshipment,payablebyL/Catsight.Thisofferissubject
46、toyourreplyreachingourendwithintwentydays.”OnJuly17thCompanyAreplied:“IfyoucanreduceyourpricetoUS$850perton,wecanaccepttheoffer.Oncetherearedisputes,Chinaarbitrationcanbeaccepted.”TheforeignCompanyBrepliedinthesameday:“Thepriceformalleableironisfirm.Nopricecutdown.Thearbitrationtermisacceptable”.Not
47、longafterthiscounter-offer,CompanyAalsofoundthatthepriceformalleableironwasupward.SoonJuly19th,CompanyArepliedtoCompanyB:“YourofferofJuly6thcanbeacceptedandtherelativeL/Chasbeenopened.Pleaseconfirm.”ButCompanyBdidnotconfirmandsenttheL/Cback.Question:Canthecontractsetup?Why?Case 3AChineseimportandexp
48、ortcompanyreceivedanofferfromanIndiancompanyinTehran,onMay20th,2008:“5000piecesofhard-disc,100U.S.dollarsperpieceCIFChinaport,shipmentinJuly,withsightletterofcredit,tobeopenedwithin20days”.TheChineseimportandexportcompanyrepliedonMay21st,2008:“IftheunitpriceisatUSD95CIFChineseport,wecanaccept5000pie
49、cesofthehard-disc,arbitrationwillbeclaimedinChinaincaseofacontractdispute.”TheIndiancompanyreplied:“Asthemarketpricingisstrongsothepricecannotbereduced,arbitrationconditionscanbeacceptableandreplyASAP.”Atthattimepriceforhard-discwasgoingupward.OnMay25th,2008theChineseimportandexportcompanyreplied:“W
50、eveacceptedtheofferyousenton20thandtheL/ChasbeenopenedwiththeBankofChina,pleaseconfirmit.”ButtheIndiancompanydidnotidentifyitandreturnedtheL/C.Question:(1)Whetherthecontractwasestablished,andwhy?(2)Whetheritsourmisplay?Case 4AHongKongmiddlemanA,invitedanofferfromusbyfaxinrespectofourproducts.Oneofou