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一、课程简介 课程类别：商务英语专业必修课程 授课对象：专科层次商务英语专业 学时与学分：学时：36； 学分：2 使用教材：卡拉.C.希皮（美）著，《国际商务简明教程系列—国际商务合同》，上海外语出版社，2000年 参考教材：吴敏、吴明忠著，《国际经贸英语合同写作》，济南大学出版社
二、教学目的与教学要求： 国际商务合同课程是商务英语专业的一门专业必修课。 本课程以课文教学为主，辅以适量的事例和案例研究与讨论，重点在于向学生介绍国际商业交易合同、贸易术语、基本的合同条款、合同条款分析以及如何使用较清晰的文字起草合同等一系列问题，目的是帮助学生了解国际商业交易中的商务协议。使学生在具备良好的专业知识的基础上，了解国际商业交易中的商务协议起草和合同条款分析。并且使学生掌握国际贸易合同的基本要素和基本格式，熟悉国际贸易合同的内容和英语语言文体特色，能够独立起草和翻译规范的合同文本，为从事外贸及涉外业务打下良好的基础。
第一次课4学时 本次课教学重点： 合同的要义；合同的订立 本次课教学难点： 合同的订立 本次课教学内容： 第一章合同简介以及订立条件 第一节合同简介
详细内容见后附。 教学组织： 1、多媒体教学 2、案例分析 作业布置： 熟练阅读和理解《联合国国际货物销售合同公约》 本次课推荐和参考文献 1. 卡拉.C.希皮（美）著，《国际商务简明教程系列—国际商务合同》，上海外语出版社，2000年 2. 吴敏、吴明忠著，《国际经贸英语合同写作》，济南大学出版社 3. 熊伟编著，《国际贸易实务英语》，武汉大学出版社，2001. 4. 《联合国国际货物销售合同公约》
Chapter 1 Part 1：Introduction of International Contracts
Definition in English: A contract, essentially is a promise or set of promises a court will enforce, defining a relationship between two or more parties.
Definition in Chinese: <中华人民共和国合同法>第二条规定:”合同是平等主体的自然人、法人、其他组织之间设立、变更、终止民事权利义务关系的协议。”
English translation: Contracts are agreements between equal natural persons, legal persons and other organizations for the purpose of establishing, altering and terminating mutual civil rights and obligations.
Question： What is the essence of a contract? The essence of a contract is the mutual assent reached by two parties who hold adverse positions against each other.
Question： What is your understanding on mutual assent? Offer + Acceptance = mutual assent (All contractual relationships start with the fulfillment of a simple equation. Without mutual assent—consisting of both an offer and an acceptance—the relationship between the parties is not contractual.)
Offer + Acceptance = mutual assent Offer 在合同法上称为“要约” Offer means that one party expresses its wish to enter into a contract with the other party. (要约是希望和他人订立合同的意思表示) offerer(要约人/发盘人)------offeree(受要约人/受盘人)
Acceptance 在合同法上称为“承诺” Acceptance is an assent to terms of an offer.It means that the offeree agrees to accept the offer.(承诺是受要约人同意要约的意思表示)
A contract is concluded at the moment when an acceptance of an offer becomes effective.
An example on “offer” and “acceptance” “We are pleased to place the following order with you at the price as stated in your catalogue No. 190 if you can guarantee shipment at New York to Shanghai by November 30: 10 units of furniture No. F-29；100 pieces of carpet No. NC-18 Kindly confirm acceptance of our order within ten days.
We will send the bank draft upon receipt of your confirmation.” --------purchase order(see on P128)
“We are glad to inform you that we have accepted your offer.” --------acceptance Is a contract equal to an agreement?
Contract----------合同 Agreement-------协议
A short reading “To have a contract, certain essential elements must be present. There are agreement (offer + acceptance), consideration, intention to create legal relations and capacity.” “Although often used as synonyms with “contract”, agreement is a broader term, e.g. an agreement might lack an essential element of a contract.” “An agreement is really the main ingredient of a contract. But it is not every agreement that becomes a contract. To be a contract, that agreement must be enforceable in law.
General terms in a contract Title or name and domicile of the parties;（当事人的名称或者姓名和住所） Contract object;（标的） Quantity Quality Price or remuneration;（价款或者报酬） Time limit, place and method of performance;（履行的期限、地点和方式） Liability for breach of contract;（违约责任） Methods to settle disputes. -------1999中国《合同法》第12条
A short reading A contract, in the simplest definition, is a promise enforceable by law. The promise may be to do something or to refrain from doing something. The making of a contract requires the mutual assent of two or more parties, one of them ordinarily making an offer and another accepting. If one of the parties fails to keep the promise, the other is entitled to legal recourse against him. The law of contracts has to do with such questions as whether a contract exists, what the meaning of it is, whether a contract has been broken, and what compensation is due the injured party.
合同具有以下法律特征： 1）合同的当事人必须是双方或多方
2) 合同是合法的法律行为，并受有关法律的保护、支持和制约，违反合同应被视为触犯法律；
3）合同是当事人一致同意并按法律签订的协议；
4）合同具有明确的法定民事行为目的，它是当事人之间设立、变更、终止民事权利义务关系的协议。(eg: sales contract, contract for technology transfer, contract for joint venture…)
Commercial contract A commercial contract, in its simplest terms, is merely an agreement made by two or more parties for the purpose of transacting business. Question Comparing an international commercial transaction with a domestic commercial transaction, which one is a more complex process? Why? An international commercial transaction is a very complex process Because--------- Different social values and practices Not easily meet face to face
The laws to which they’re subject are imposed by different governments with distinct legal systems
Those differences can easily lead to misunderstandings.
In order to reach a mutual understanding, the parties from different countries and cultures need to enter into a contract, defining their relationship. International commercial/business contract International business contract, in general, refers to the contract involving the business of two or more than two countries. (从一般意义上讲，指具有某种涉及两国或两国以上业务的合同。)
Main features of international business contract: 合同的主体一方或双方不具有中国国籍，如中国某公司与外国某公司订立买卖合同，进口外国的货物。At least one party of the contract does not possess Chinese nationality. 合同的客体位于中国境外或者超过中国国境，如中国某进出口公司与境内某公司签订买卖合同，其标的物从中国出口。The objective of the contract locates in a foreign country or go out of Chinese national boundary. 合同的某种法律事实发生于中国境外，如中国某公司与外国某公司在国外签订合资经营合同(joint venture contract)。Some legal facts happen in a foreign country.
Categories of international business contract Contracts for international sale of goods国际货物销售合同 Contracts for international technology transfer国际技术转让合同 Contracts for Sino-foreign joint venture中外合资经营企业合同 Contracts for Sino-foreign contractual joint venture中外合作经营企业合同 Contracts for international engineering projects国际工程承包合同 Contracts for compensation trade补偿贸易合同 Contracts for sino-foreign cooperative development of natural resources中外合作开采自然资源合同 Contracts for foreign labour services涉外劳务合同 Contracts for international leasing affairs国际租赁合同 Contracts for sino-foreign credits and loans涉外信贷合同 Contracts for international build-operate-transfer国际BOT投资合同 Contracts for international sale of goods Concept: 营业地在不同国家的当事人之间就货物买卖所发生的权利义务关系而达成的协议。 Contracts for international sale of goods refers to the contract involving the sale of goods of two or more than two countries. 国际货物销售合同在中国可以说是最重要的国际商务合同，在我国又被称为“进出口贸易合同”。 UN convention on contracts for the international sale of goods(CISG) In recognition of the difficulties that parties face in contracting across country boundaries, the international community has begun to adopt uniform, international laws to ensure that all parties to a cross-border transaction are subject to the same set of rules to determine at least some of their rights and obligations.(P3)
1980 年《联合国国际货物销售合同公约》（以下简称《销售合同公约》）是在国际货物贸易领域影响最大的公约之一，该公约是在联合国贸易法委员会的组织下，经过多年的努力完成制定工作的。该公约于1980年在维也纳的外交会议上通过，于1988年正式生效。中国于1986年批准加入了该公约。
我国在1986年12月11日提交核准书时，对《公约》提出了两项重要保留。(l)关于国际货物买卖合同书面形式的保留。《公约》规定，国际货物买卖合同无须以书面订立或书面证明，在证明方面也不受任何其他条件的限制，各国可以用包括人证在内的任何方法证明，即国际货物买卖合同可以用口头或书面方式成立。而我国考虑到国际货物买卖关系的金额巨大、复杂性及解决合同纠纷的便利性，认为国际货物买卖合同必须采用书面形式，故《公约》的上述规定和其他类似规定对我国不适应。(2)我国对依据国际私法规则导致适用《公约》的规定提出了保留。这主要因为，《公约》的这一规定限制了缔约国有关国内法的适用，并易使《公约》的适用产生不确定性、作为《公约》缔约国，除非合同中有相反规定，《公约》将适用于我国企业与营业地在另一缔约国(如美国)的当事人间所签订的国际货物销售合同。 Objectives of CISG: P10 To adopt uniform rules governing contracts for the international sale of goods To adopt uniform rules that account for different social, economic, and legal systems. To contribute to the removal of legal barriers in international trade To promote the development of international trade. The application scope of CISG
CISG only apply to international sales contracts, and the business places of the parties must locate in different countries, regardless of their nationalities, provided the parties are signatory countries to CISG. The broader application of CISG according to international private law.
适用公约的合同
依公约第1条的规定：“本公约适用于营业地在不同国家的当事人订立的货物销售合同；（a）如果这些国家是缔约国;或（b）如果国际私法规则导致适用某一缔约国的法律。” 1.公约只适用于国际货物销售合同 国际因素以当事人的营业地位于不同国家为标准,而不考虑当事人的国籍。如果当事人有两个以上营业地时，依公约第10条的规定,应以与合同及合同的履行关系最密切的营业地为其营业地,但要考虑到双方当事人在订立合同前任何时候或订立合同时所知道或所设想的情况。如果当事人没有营业地，则以其惯常居住地为准。
2.依国际私法规则的扩大适用 依第１条第１款（a）项的规定,本来公约只适用于双方营业地所在国均为缔约国的情况,双方均不位于缔约国或只有一方位于缔约国均不适用公约。而依（b）项的规定,即使双方或一方的营业地不在缔约国,但只要依国际私法规则应适用缔约国的法律,则适用公约。考虑各国加入公约时的态度，公约允许对此项扩大适用进行保留。我国加入该公约时即对此进行了保留。 例如，位于甲国的A公司和位于乙国的B公司订立了货物买卖合同,甲国是缔约国而乙国不是,本来不应适用公约,但依法院地国的冲突规范，合同争议适用合同缔结地法，合同缔结地为甲国，则依（b）项的规定,当国际私法规则指向缔约国的法律时,应适用公约，于是公约得以适用。
Exclusions of CISG Not all international sales contracts can apply to CISG. Exclusions of CISG: P12.
不适用公约的合同 并非所有的国际货物销售合同都适用公约，公约在第2条和第3条对不适用公约的合同分别进行了规定，公约第２条是从合同的种类上排除了六种不适用公约的合同：
1）直接供私人使用货物的销售，除非买方在订立合同前或订立当时不知道且没有理由知道这些货物是用于该目的； 公约也不适用于合同中主要部分为提供劳务和服务 公约第3条还排除了对提供货物与提供服务相结合的合同的适用，依公约的规定，下列两种合同排除适用： 1.通过劳务合作方式进行的购买，如补偿贸易； 2.通过货物买卖方式进行的劳务合作，如技贸结合。 这两项不适用反映了公约适用范围的一条原则，即公约适用货物的国际销售，而不适用于劳务或服务合同，因为劳务或服务合同与货物销售合同有明显的差别。排除的原因是这两种方式，供方的义务主要不是提供货物，而是提供劳务或其他服务。因此会产生一些调整单纯的货物销售的公约无法解决的问题，从而影响公约作为统一法的适用。 但如上述合同中提供的劳务或服务没有构成供货方的绝大部分义务的，则仍被公约视为是买卖合同。另外，如合同是由买卖和劳务两部分组成的，则公约只适用于买卖合同部分。在许多货物销售合同中都包含有卖方同时提供相应服务的内容，如卖方销售设备常常伴随有安装调试的义务。 Four basic terms in an international commercial contract The description of the goods in terms of type, quantity, and quality The time of delivery The price The time and means of payment
Some expressions on “contract” 合同的订立 Verb phrase: make a contract, enter into a contract, form a contract, conclude a contract, covenant… Noun phrase: the making of contract, the conclusion of a contract, the entry into contract, the formation of a contract, the creation of a contract… eg: This contract is made and entered into this 6th day of September, 2006 by and between Party A and Party B. The parties hereby covenant as follows:
合同的变更 Alter, change, modify (alteration, change, modification) 合同的终止 Terminate a contract, cancel a contract, discharge a contract, rescind a contract, revoke a contract … Part II：formation of the contract合同的订立
Article 14 第十四条
发价有效条件 1、 addressed to one or more specific persons 应向一个或一个以上特定的人提出 2、 sufficiently definite the contents 内容必须十分确定 3、 sufficiently definite and indicates the intention of the offeror to be bound in case of acceptance 必须表明发盘人对其发盘一旦被接受即受约束的意思
Article 15 第十五条 (1) An offer becomes effective when it reaches the offeree.
（１）发价于送达被发价人时生效。 Article 16第十六条
（１）在未订立合同之前，发价得予撤销，如果撤销通知于被发价人发出接受通知之前送达被发价人。 Article 17第十七条
一但发价，即使是不可撤销的，于拒绝通知送达发价人时终止。 Article 18 第十八条 (1) A statement made by or other conduct of the offeree indicating assent to an offer is an acceptance. Silence or inactivity does not in itself amount to acceptance. (2) An acceptance of an offer becomes effective at the moment the indication of assent reaches the offeror. An acceptance is not effective if the indication of assent does not reach the offeror within the time he has fixed or, if no time is fixed, within a reasonable time, due account being taken of the circumstances of the transaction, including the rapidity of the means of communication employed by the offeror. An oral offer must be accepted immediately unless the circumstances indicate otherwise （２）接受发价于表示同意的通知送达发价人时生效。如果表示同意的通知在发价人所规定的时间内，如未规定时间，在一段合理的时间内，未曾送达发价人，接受就成为无效，但须适当地考虑到交易的情况，包括发价人所使用的通讯方法的迅速程序。对口头发价必须立即接受，但情况有别者不在此限。 (3) However, if, by virtue of the offer or as a result of practices which the parties have established between themselves or of usage, the offeree may indicate assent by performing an act, such as one relating to the dispatch of the goods or payment of the price, without notice to the offeror, the acceptance is effective at the moment the act is performed, provided that the act is performed within the period of time laid down in the preceding paragraph.
（３）但是，如果根据该项发价或依照当事人之间确立的习惯作法和惯例，被发价人可以做出某种行为，例如与发运货物或支付价款有关的行为，来表示同意，而无须向发价人发出通知，则接受于该项行为做出时生效，但该项行为必须在上一款所规定的期间内做出。
案例 一法国商人于某日上午走访我国外贸企业洽购某商品。我方口头发盘后，对方未置可否，当日下午法商再次来访表示无条件接受我方上午的发盘，那时，我方已获知该项商品的国际市场价格有趋涨的迹象。对此，你认为我方应如何处理为好，为什么？
案例分析 分析：中国与法国均系《联合国国际货物销售合同公约》缔约国，洽谈过程中，双方对《公约》均未排除或作出任何保留。因此，双方当事人均应受该《公约》约束。按《公约》规定：对口头要约，须立即接受方能成立合同。上午我方发盘后，法商未置可否，也未提出任何要求，则合同没有成立。据此，我方鉴于市场有趋涨迹象，可以予以拒绝或提高售价继续洽谈。
第十九条 （１）对发价表示接受但载有添加、限制或其它更改的答复，即为拒绝该项发价，并构成还价。 (2) However, a reply to an offer which purports to be an acceptance but contains additional or different terms which do not materially alter the terms of the offer constitutes an acceptance, unless the offeror, without undue delay, objects orally to the discrepancy or dispatches a notice to that effect. If he does not so object, the terms of the contract are the terms of the offer with the modifications contained in the acceptance. （２）但是，对发价表示接受但载有添加或不同条件的答复，如所载的添加或不同条件在实质上并不变更该项发价的条件，除发价人在不过分迟延的期间内以口头或书面通知反对其间的差异外，仍构成接受。如果发价人不做出这种反对，合同的条件就以该项发价的条件以及接受通知内所载的更改为准。
(3) Additional or different terms relating, among other things, to the price, payment, quality and quantity of the goods, place and time of delivery, extent of one partys liability to the other or the settlement of disputes are considered to alter the terms of the offer materially. （３）有关货物价格、付款、货物质量和数量、交货地点和时间、一方当事人对另一方当事人的赔偿责任范围或解决争端等等的添加或不同条件，均视为在实质上变更发价的条件。 案例 （1）我某公司向法国一客户发盘，后者很快回复，接受，但价格降至15美圆，我方不给理睬，而是以高价卖给了其他客户，法国商人坚持合同有效。最后诉诸法律，结果怎样？ （2）我某公司向美国一客户发盘，后者很快回复，接受，但要求提供产地证明，我方不给理睬，而是以高价卖给了其他客户，商人坚持合同有效。最后诉诸法律，结果怎样？ Article 20 第二十条 （１）发价人在电报或信件内规定的接受期间，从电报交发时刻或信上载明的发信日期起算，如信上未载明发信日期，则从信封上所载日期起算。发价人以电话、电传或其它快速通讯方法规定的接受期间，从发价送达被发价人时起算。
Article 21第二十一条
（１）逾期接受仍有接受的效力，如果发价人毫不迟延地用口头或书面将此种意见通知被发价人。 案例 我出口企业对意大利某商人发盘限10日复到有效，9日意商人用电报通知我方接受该发盘，由于电报局传递延误，我方于11日上午才收到对方的接受通知，而我方在收到接受通知前获悉市场价格已上涨，对此，我方应如何处理？ 案例分析 中国与意大利均系《联合国国际货物销售合同公约》缔约国，该案双方洽谈过程中，均未排除或作出任何保留，因此，双方当事人均应受《公约》约束。按《公约》规定，如果载有逾期接受的信件或其他书面文件表明，它是在传递正常能及时传达到发价人的情况下寄发的，则该项逾期接受具有接受效力，除非发盘人毫不迟延地用口头或书面通知被发盘人，他认为发盘已经失效，据此，我方于11月收到意商的接交电报属因传递延误而造成的逾期接受。因此，如我方不能同意此项交易，应即复电通知对方：我方原发盘已经失效。如我方鉴于其他原因，愿按原发盘达成交易，订立合同，可回电确信，也可不予答复，予以默认。
案例： 3月15日，A公司向新加坡客户G公司发盘：报童装兔毛衫200打，货号CM034，每打CIF新加坡100美元，8月份装运，即期信用证付款，25日复到有效。3月22日收G公司答复如下：你15 日发盘收到。你方报价过高，若降至每打90美元可接受。A公司次日复电：我方报价已是最低价，降价之事歉难考虑。3月26日G公司又要求航邮一份样品以供参考。29日，A公司寄出样品，并函告对方：4月8日前复到有效。4月3日，G公司回函表示按受发盘的全部内容，4月10日送达A公司。经办人员视其为逾期接受，故末作任何表示。
分析： 本案争议双方所在国均为《公约》的缔约国，因此，应按《公约》的有关规定处理。关于逾期接受，《公约》认为一般无效，但也有例外情况。《公约》第二十一条规定：(1)逾期接受仍有接受的效力，如果发盘人毫不延迟地用口头或书面形式将此种意见通知受盘人。(2)如果载有逾期接受的信件或其他书面的文件表明，它在传递正常的情况下是能够及时送达成发盘人的，那么这项逾期接受仍具有接受的效力，除非发盘人毫不延迟地用口头或书面方式通知受盘人，他认为发盘已失效。根据这条规定，不管什么原因造成的逾期接受，发盘人都有权决定它有效还是无效，只要采取相应的行动即可。A公司4月10日收到逾期接受后，如及时复函表示发盘已失效，则该接受就无效，合同不成立。 Article 22 第二十二条
例如，一项发价规定接受于3月15日复到有效，被发价人于3月2日发出接受通知，预计3月10日接受通知可送达发价人，如被发价人欲阻止合同的成立，他可在3月10日前用电传等更快捷的通讯手段将接受撤回通知送达发价人，该撤回通知也可与接受通知同时送达发价人以撤回接受，阻止合同的成立。
Article 23 第二十三条 A contract is concluded at the moment when an acceptance of an offer becomes effective in accordance with the provisions of this Convention. 合同于按照本公约规定对发价的接受生效时订立。 案例 中国C公司于2001年7月16日收到巴黎D公司发盘：“马口铁500公吨，每吨545美元CFR中国口岸，8月份装运，即期信用证支付，限20日复到有效”。我方于17日复电：“若单价为500美元CFR中国口岸可接受500公吨马口铁，履约中如有争议在中国仲裁”。D公司复电“市场坚挺，价格不能减，仲裁条件可接受，速复。”此时马口铁价格确实趋涨。我方于19日复电“接受你16日发盘，信用证已由中国银行开出，请确认”。但法商未确认并退回信用证。
Article 24 第二十四条
为公约本部分的目的，发价、接受声明或任何其它意旨表示“送达”对方，系指用口头通知对方或通过任何其它方法送交对方本人，或其营业地或通讯地址，如无营业地或通讯地址，则送交对方惯常居住地。 第二次课4学时 本次课教学重点： 合同中的交易双方的责任和权利；合同签约方的合法性。 本次课教学难点： 合同签约方的责任和权利 本次课教学内容： 第二章合同中交易的双方 第一节合同中的交易双方的责任和权利
详细内容见后附。 教学组织： 1、多媒体授课 2、以问题引导学习 作业布置： 1. 熟读课本的第三章、第六章、第九章。 本次课推荐和参考文献 1. 卡拉.C.希皮（美）著，《国际商务简明教程系列—国际商务合同》，上海外语出版社，2000年 2. 吴敏、吴明忠著，《国际经贸英语合同写作》，济南大学出版社
Chapter 2
Q: if goods are delivered two months late and re-sales by retailer lost, against whom the retailer recourse is? And the buyer’s? So, this can be explained by…. Privity of Contract Buyer and seller are directly controlled by the sales contract. The rights of the third party are not protected because he or she is not in privity of contract. Other interests of third persons may be indirectly affected by whether the buyer and seller perform the sales transaction to the letter of the sales contract. Generally, the rights and risks of these third persons depend on contracts separate from the sales agreement.
The Buyer Buyer should notice: The buyer’s goal The buyer’s safeguards The buyer’s hidden cost The buyer’s liabilities and rights
The buyer’s goal To obtain the best quality and most quantity for the least cost.
Demand and Supply Sellers >buyers , how? Buyers>sellers , how The buyer’s safeguards See P 16 The buyer’s hidden cost If you’ve got an offer from Taiwan “Peanut US$ 3000 M/T FOB Keelong” , and the market price now in China is US$ 3100 M/T. Will you accept the offer and take US$ 100 M/T as your profits? The buyer’s hidden cost International shipping Customs clearance Insurance Interruption of business Hospitality costs Third-party expenses Lost sales or production delays Temporary facilities Replacement goods or services
The buyer’s liabilities and rights 1. Get it in writing Is oral understanding strongly binding on you?
If not, be certain the terms are written, that they state what you intended to say and that your understanding of them is the same as the seller’s understanding. 2. Make a definite agreement before you act on it.
See page76 Case （1）我某公司向法国一客户发盘，后者很快回复，接受，但价格降至15美圆，我方不给理睬，而是以高价卖给了其他客户，法国商人坚持合同有效。最后诉诸法律，结果怎样？ （2）我某公司向美国一客户发盘，后者很快回复，接受，但要求提供产地证明，我方不给理睬，而是以高价卖给了其他客户，商人坚持合同有效。最后诉诸法律，结果怎样？
3. Verify the seller’s authority to make the contract
To enter into a contract you must be a 1) legal person with 2) the capacity to enter into that contract (contractual capacity) legal personality 1. Sole trader Many small business are conducted by one individual in this way 2 Registered company It would be the company and not individual person which entered into all the contracts and which was liable for all the debts and liabilities incurred in the course of the business. legal personality 3.Partnership If more than one person is to be involved in running the business, there is a third possibility, which is the formation of a partnership, Almost all solicitors firms and many firms of accountants and architects operate as partnerships. legal personality 4.limited liability of company The company is a separate legal entity and it is the company and not its owners (the share holders) which is responsible for the debts and liabilities incurred in the course of the business. legal personality 5. Group of companies A group of companies is not a legal entity but a number of different legal entities linked by their common ownership. If you enter into a contract with a subsidiary, the rights and obligations under the contract are between you and the____? 2) Contractual capacity The general principle is that a legal person has full contractual capacity. That is to say that he, she or it can enter into any kind of contract, without limitation.
There are however certain exceptions to this general rule. Exceptions 1. minors Is an individual who is under the age of 18. Q: do minors have contractual capacity on the following contracts? a. contracts for necessaries b. contracts of apprenticeship, employment, education or instruction. c. contracts for interest in property of a permanent nature with continuing obligations attached to it, such as a lease, a contract to buy land or to buy shares. d. any other type of contract, which would include a contract for goods or services (other than necessaries) or a loan. keys a. yes b. yes c. nod. no Exceptions 2) mental disorder 3)local authorities A local authority can only enter into contracts which relate to or are incidental to the functions of that local authority. If it enters into any other contract, that contract is void.
case 在1992年2月，英国上诉法院坚持认为London Borough of Hemmer Smith end Furl ham 与许多银行之间订立的价值60亿英镑的利率交换协议是无效的，因为The Borough 是为了获得利润而作投机生意。为了获得利润而在金融市场上投机，这既不是地方权力机构的职能，也不是这些职能的附属。因此这一协议是无效的，银行不能按协议的规定，向地方权力机构索回欠他们的债务。 Exceptions 4）Registered companies Each registered company has a written constitution which consists of two documents, the memorandum of association and the articles of association. The memorandum lists the activities which that company is authorized to engage in (known as the company’s ‘objects’)
A registered company only has the capacity to enter into contracts in furtherance of its objects.
The Companies Act Altered in 1989：in principle its contractual capability is still limited by reference to the objects. Effectively therefore a third party can assume that a company has full contractual capacity as long as he is not actually aware of any limitation imposed by its memorandum. 4. Know what goods you are acting CASE 1: 我向马来西亚某生产企业进口汽车配件，品名为YZ-8303R/L，但生产企业提供了YZ-8301R/L，两种型号的产品在外型上非常相似，但却用在不同的车型上。 1. 我方能否接受，如果接受，该怎样做？ 2. 如果对方在合同中规定，可用相似品替代，我方又该怎样做？
1. 一般而言，不能接受，但我方可要求对方调换产品或降低价格。 2. 按照合同规定，我方处于被动。 Limit your risk from factors beyond your control An escape clause (page77) is any clause, term or condition in a contract that allows a party to that contract to avoid having to perform the contract. If an agreement was drawn up for the sale of a house, for example, the purchaser could include some kind of escape clause in the contract, which will allow him to "escape" from the contract without being liable for breach of contract.
Example1: Mary agrees to buy Joe's house for $100,000; the Contract of Sale includes an escape clause that allows Mary to cancel the contract if she cannot obtain approval for a mortgage loan of $80,000 within 60 days.
Example 2: The buyer should pay to the seller 1 million dollars contractually. When the payment was due, exchange rate of RMB against US$ changed from 7 to 10. The would have reimbursed RMB 7 million, and how much should the buyer pay based on the new rate?
How could the buyer deal with the problem? Require precise terms See the explanation on page 78.
Make sure the remedies are meant for you
If arbitration is available within the consignee’s country, it may be chosen as a means of resolving disputes. You should be cautious, however, in providing for arbitration because not all countries have such systems easily available. Reading material Page 96
The Seller The seller 1. The seller’s goal 2. The seller’s promotion 3. The seller’s hidden cost 4. The seller’s cautions The seller’s goal To obtain the best price while keeping the cost of production or distribution minimal.
Demand and Supply Sellers >buyers , how? Buyers>sellers , how
The seller’s promotion See page 18 The seller’s hidden cost Product adaptations International shipping Customers clearance Insurance Third-party expense Temporary facilities Mitigation expenses Product adaptations Q: If you products will be exported to French, do you think Chinese words are available on matters about the products?
Marks, Brochures, Booklets, etc.
International Shipping Customers clearance Under which trade terms in the following is the seller obligated to customers clearance for export? And import? .
FAS, EXW, FOB, CIP, CPT, CIF, FCA, DEQ, DEX,DDP, DDU,DAF,CFR
Insurance 1. Under which trade terms in the following is the seller obligated to marine insurance? FAS, EXW, FOB, CIP, CPT, CIF, FCA, DEQ, DEX,DDP, DDU,DAF,CFR 2. If you made a deal on porcelain products under CIF, is it necessary for you to cover a land insurance?
Third –party expense Temporary facilities See page 19 Mitigation expenses See page 19 Reasonable additional expenses may be incurred to prevent more costly damage, but should be approved by the insurance company prior to expending such efforts, if possible. Many times, mitigation expenses (even if not approved) can then be included in the value of any covered claim.
4. The seller’s cautions Put it in writing Make a definite agreement before you act on it Verify the buyer’s authority to make the contract Limit your risk from factors beyond your control Make your contract complete and precise Match your actions to your written word Make sure you can use the remedies provided Put it in writing 1.Read words on page 79 Be certain that your contract is written, for a one-time order, a ,memorandum of the sale may be sufficient, provided that you have included all of the terms necessary to the transaction.
Make a definite agreement before you act on it 1.Read words on page 79 Until you have a contract to which both parties have expressed unconditionally acceptance, you have no right to rely on the promises of the other party. If you act in advance, you take the risk that the other party may withdraw.
Verify the buyer’s authority to make the contract Read words on page 80 If you have any reason whatsoever to suspect that the buyer is not authorized to make the contract—whether because the buyer is not a representative of the company, is not an adult, or does not appear to be fully cognizant—be certain to verify the buyer’s authority and the validity of the agreement.
Limit your risk from factors beyond your control You are as susceptible to being affected by events beyond your control as the buyer. Both parties should have an escape clause in case performance of the contract becomes overly burdensome or impossible because events beyond their control.
For example, if a business is under DDU, could you tell several factors beyond the seller’s control? And how to deal with the factors lest the buyer void the contract?
Natural disasters, wars, robbery, etc. Escape clause, force majeure
Make your contract complete and precise The use of precise, and complete contractual provisions—which can still be simple and straightforward—will minimize the costs and labor needed for resolving disputes or enforcing your contract later, and the results will be more predictable.
Match your actions to your written word It is best to base your course of dealing on a written contract. If you alter your course of dealing, be certain the alteration is in writing. If you do not want to change the contract terms despite your course of dealing, be certain your contract contains a no-waiver clause.
Make sure you can use the remedies provided Provide for effective remedies in your contract—just incase you need to use them.
第三次课4学时 本次课教学重点： 合同的结构 本次课教学难点： 合同条款中的有关外贸细节问题 本次课教学内容： 第三章合同的结构及撰写 第一节合同的结构
详细内容见后附。 教学组织 1. 多媒体授课 2. 范例教学 作业布置： 缮制一份出口合同 本次课推荐和参考文献 1. 卡拉.C.希皮（美）著，《国际商务简明教程系列—国际商务合同》，上海外语出版社，2000年 2. 吴敏、吴明忠著，《国际经贸英语合同写作》，济南大学出版社 3. 熊伟编著，《国际贸易实务英语》，武汉大学出版社，2001.
Chapter 3 Structure of Contract 一般来说，合同由前言（Preamble）、正文（Main Body）和结尾（Final Clauses）三个主要部分组成。 1. 前言（Preamble） 前言即合同总则，其主要内容有：具有法人资格的当事人的名称（字号）或姓名、国籍、业务范围、法定住址、合同签订日期和地点，就感兴趣问题的约因，愿意达成协议的原则及授权范围。 注意——
例1 （最标准详细的前言） GENERAL AGENCY AGREEMENT General Principles 《 THE AGREEMENT dated the ______________ of ______________ is made BETWEEN:— ________________, a company incorporated under the laws of _____________, and having its registered address at _____________ (hereinafter called the “Principal”) and____________, a company incorporated under the laws of ____________, and having its registered office at __________ (hereinafter called the “General Agent”). WHEREAS:— The Principal is desirous of acquiring from_____________ Co., Ltd., (hereinafter called the “Seller”) the SGI Technology (hereinafter called the “SGI Technology”). The Principal and the General Agent have agreed that the General Agent shall be appointed as the Principal’s sole exclusive Agent to negotiate, on behalf of the Principal, with the seller the price and other terms and conditions for, and all other matters connected with, the acquisition of the Technology by the Principal, subject to the terms and upon the conditions hereinafter set forth.》（Recitals: Recitals are one tool used for drafting contracts. They are the paragraphs at the beginning of the contract before words such as “the parties agree as follows,” and often start with a fancy “Whereas.” You can use recitals to summarize the agreement or to provide background information related to the deal. Recitals are not a mandatory part of any contract, and some contracts skip them entirely. But they can be useful as a touchy-feely description to do in the contract and can assist outsiders who are trying to understand the contract, after “the parties agree as follows.” So don’t put any important contract terms in the recitals unless you clearly repeat them in the body of the contract.）<陈述事实部分，叫Recitals。有的合同把这部分简化了，甚至可以说是删除了。如下面的例2、3> NOW IT IS HEREBY AGREED as follows:
总代理协议书 总则 本协议书于20_____年______月______日由下列双方共同签订： 根据_____________法律登记注册的_______________公司，其地址________________（以下称“委托人”），与根据_______________法律登记注册的______________有限公司，其地址__________________________（以下称“总代理人”）。 鉴于： 委托人欲从____________________有限公司（以下称“卖方”）引进SGI技术（以下称“SGI”技术）。 委托人和总代理人双方同意，由委托人指定的总代理人系独家全权代表，委托人授权其代表可根据本协议所列的条款和条件，与卖方洽谈引进技术的价格及其他有关事项。 兹同意下列条款：
例2 COMMERCIALCONTRACT
No.: ______________ Date: _____________ The Buyer: _________________________________________________________________ Cable Address: _______________________________Telex: _______________________ The Seller: _________________________________________________________________ Cable Address: _______________________________Telex: _______________________ This Contract is made by and between the Buyer and the Seller, whereby the Buyer agrees to buy and the Seller agrees to sell the undermentioned commodity according to the terms and conditions stated below: 商业合同
合同号: ______________ 日期: ________________ 买方: ______________________________________________________________________ 电报: _______________________________电传: ________________________ 卖方: ______________________________________________________________________ 电报: _______________________________电传: _______________________ 按本合同条款，买方同意购入、卖方同意出售下述货品，谨此签约。
例3 Contract No. : Date: Place: Beijing, China Seller: China National Cereals, Oils & Foodstuffs Import & Export Corporation Address: No. _____________, ____________ St., Beijing, China Country of Corporation: the People’s Republic of China Telex: Fax: Postcode: E-mail: Buyer: US Native Products, Inc. Address: Los Angeles, CA, USA Country of Corporation: the United States of America Telex: Fax: Zip Code: E-mail:
合同号码: 签约日期: 签约地点: 中国北京 卖方: 中国粮食进出口总公司 地址: 中国北京 _________________________ 街____________________ 号 公司属国: 中华人民共和国 电传: 传真: 邮编: 电子信箱: 买方: 美国土产品公司 地址: 美国加州洛杉矶 公司属国: 美利坚合众国 电传: 传真: 邮编: 电子信箱:
2. 正文（Main Body） 正文是合同或协议的主体，由法律条款所组成，明确规定当事人各方的权利、义务、责任和风险等。由各类实质性的条款组成。以下为精选后列举的常用条款的实例：
（1）合同货物或称合同内容 这是合同的核心。起草者应该对货物名称、质量、标准、规格、数量、交货日期和地点在合同内写得确切无误。其中，质量和数量是合同的最重要条款。
例1 Unit Price (per carton of 48 cans each) QuantityFOB shanghai netCFR London net Items(M/T)in US dollarsin US Dollars ___________________________________________________________________________ Tips & Cuts1013.0015.00 Center Cuts1512.0014.00 End Cuts2010.0012.50 Remarks: Packing: Standard export cardboard cartons Shipment: Total quantity to be shipped during May, 20… Payment: By irrevocable letter of credit opened in our favor two weeks before shipment and drawn at sight.
单价 (每箱内装48罐) 数量FOB 上海净价CFR 伦敦净价 品名（公吨）美元美元 ___________________________________________________________________________ 带尖段装1013.0015.00 无尖段装1512.0014.00 段装2010.0012.50 备注： 包装：标准出口纸板箱装 交货期：20X X年5月全部交运 付款方式：交货前两周开出以我方为抬头的即期的不可撤销的信用证
例2 Pursuant to the Buyer’s Purchase Order, the Seller agrees to supply the Buyer with the goods, and the names, types, quantity and unit price of the goods as stipulated in the annex to this contract. The annex shall form an integral part of the contract. 根据买方购货单，卖方同意按合同附件所列货物的名称、型号、数量、单价的规定，向买方予以提供。该附件是本合同不可分割的组成部分。
（2）合同价格 在国际贸易中，当事人应注意价格术语的选用。现今使用最广泛的是FOB，CIF和CFR三种术语。此外，当事人应确定商品计量单位的价格、货币、运费（海/空运费、内陆运费）、装卸费、仓储费、关税、手续费及培训费等由谁承担和风险划分。技术转让补偿贸易中，当事人还应订明设计费、试验费、专门技能费等等。 例1 Total Value Carrier air condition equipment (names, specifications, quantities, unit prices & origins as per attachment No. 1 to the Contract) totaling US $2,500,000.00 (Say US Two Million Five Hundred Thousand Dollars only) CIF Shanghai or place designated by the Buyer. 总值250万美元整的“开利”空调设备（名称、规格、数量、单价、产地详见本合同附件一）CIF上海或买方指定地点。
（3）支付方式 国际贸易中的支付，为了安全起见，往往必须有银行介入。支付金额即合同规定的总金额。但在履行合同过程中，按照合同支付条款规定，可采用汇付、托收、信用证、银行保证书、分期付款、延期付款、国际保理方式等等。 例1 Terms of Payment L/C shall be opened within 30 days by the buyer before shipment, the seller will remit the real value differences of buying and selling to the buyer after shipment. 付款条件 由买方于装运期前30天内将有关信用证开给卖方，装运后由卖方将购销实际差价汇给买方。
例2 Payment by collection Any delivery, the seller shall send through the Seller’s Bank a draft on the Buyer together with the shipping documents to the Buyer through the Buyer’s Bank for collection. 托收付款 货物装运后，卖方应将以买方为付款人的汇票连同本合同的各种装运单据，通过卖方银行寄给买方银行转交买方，并托收货款。
（4）包装和运输标志 国际贸易中，绝大多数的商品需要包装，以利于保护、储存、保管和运输。特别是电子仪器设备、零配件等等。在合同中应规定包装条款和包装标志。 例1 Shipping Mark: On the surface of each package, the package number, measurements, gross weight, net weight, warnings such as, “DO NOT STACK UP SIDE DOWN”, “HANDLE WITH CARE”, “KEEP AWAY FROM MOISTURE” and the following shipping marks shall be stenciled legible in fadeless paint: 唛头： 卖方应在每件包装上，用不褪色的墨清楚地标刷件号、尺码、毛重、净重、“此端面向上”、“小心轻放”、“切勿受潮”等字样，并刷有下列唛头：
（5）检验、试航、验收 在国际货物买卖中，买方收到货物不等于买方接受货物。“收到”和“接受”是两个不同的概念。商检应包括对商品的质量、数量等的检验。但在大型成套设备、船舶等谈判和签约中往往把商检、试航、验收、保证质量和保证期联系在一起，明确所有权转移的条件、时间、地点及风险等。 例1 Inspection: It is mutually agreed that the Inspection Certificate of Quality/Quantity/Weight issued by the China Commodity Inspection Bureau shall be taken as final basis of delivery and binding upon both parties. 商品检验：双方同意以中国商品检验局所签发的品质/数量/重量检验证作为交货的最后依据并对双方具有约束力。
（6）质量保证 《国际货物销售合同公约》规定“卖方交付的货物必须与合同规定的数量、质量和规格相符。”《产品责任法》规定卖方不仅要对违约所造成的直接性经济损失负责，而且要对可能由此而引起的人身伤害和财产损失负责。 In case defects in the ship body or equipment are found by Party A within twelve months after delivery, and the defects are caused by bad materials, bad technology, or bad machinery used by Party B, and when the inspection report by the Ship Inspection Bureau of the P.R.C. is obtained, Party B shall send engineers to inspect the defects after receiving the Party A’s notice. Party B shall be obliged to make all repairs without charge in case of Party B’s negligence. 本船从移交之日起12个月内如果甲方发现由于乙方使用材料、工艺不良、机械不良原因而产生船体或设备上的缺陷，并取得中华人民共和国船舶检验局的证明，应通知乙方。乙方可派人检验，如果属乙方责任，乙方负责免费修复所有缺陷。
（7）交货与装运 交货日期应明确。装运条款应注明船名、装运口岸、目的港及预计到达时间，是否允许转船和分装等。 例1 Port of Shipment & Destination Port of Shipment: Shanghai, China Destination: New York, USA 装运港与目的地 装运港：中国，上海 目的地：美国，纽约
（8）保险 例1 Under the term of CIF, the insurance shall be effected by the Sellers for 110% of the invoice value. Under the term of FOB, the insurance shall be covered by the buyers after shipment. 在CIF条件下，保险应由卖方办理，投保比率为发票金额的110%。在FOB条件下，保险应在装船后由买方办理。
（9）保密 凡具有保密的技术转让和高科技的产品，合同中应订明保密条款。 例1 Both Sides shall have the responsibility to keep this Contract confidential and no one shall be allowed to release any part of this Contract to a third country without the consent of the other Side. The _______________ Side shall guarantee that no product and/or information under this Contract shall be transferred to a third country. 当事人双方应有义务对本合同保密，未经允许不得将本合同的内容泄露给第三国家。_______________方保证不向别国转让本合同规定的产品和资料。
（10）不可抗力 不可抗力条款，也称意外条款，是国际经济合同中普遍采用的一项除外条款，或称免责条款。 不可抗力条款通常包括：1）确定不可抗力事故的范围，对此合同双方应取得共识，在条款写作时，应明确具体，防止含糊其词，以免日后发生分歧。2）不可抗力所造成的后果，通常有两种情况：合同无法继续执行，终止合同；合同仍可继续执行，但需要延长履行合同期限。 例1 Any event or circumstance beyond the control of the Parties to the Contract shall be deemed an event of Force Majeure and shall include, but not restricted to, fire, storm, flood, earthquake, explosion, war, rebellion, insurrection, epidemic and quarantine restriction. If, due to an event of Force Majeure, either Party is prevented from performing any of its obligations under this Contract, the time for performance under this Contract shall be extended by a period equal to the period of delay caused by such Force Majeure. 双方如遭遇无法控制的事件或情况应是视为不可抗力事件，但不限于火灾、风灾、水灾、地震、爆炸、战争、叛乱、暴乱、传染病及瘟疫。如遭遇不可抗力事件的一方导致另一方不能履行合同规定的义务时，应将履行合同的时间延长，所延长时间应与不可抗力事件所延误的时间相等。
（11）索赔和仲裁 在国际贸易中，一旦发现货物受损，当事人应根据受损的实际情况及在合同规定的范围，按照国际惯例提出索赔。当事人通过友好协商不能解决的索赔，应提交仲裁机构解决。 例1 Should any dispute arise between the contraction parties, it shall be settled through friendly negotiations. But if there is no agreement to be reached, the disputes arising out of the execution or performance of this contract shall be submitted by the parties for arbitration. Arbitration shall be conducted by China International Economic and Trade Arbitration Commission in Beijing in accordance with its procedure rule. The award given by the Arbitration Commission shall be final and binding upon both parties. The fees for arbitration shall be borne by the losing party. 合同各方发生争议的，应通过友好协商解决。达不成协议的，应由合同方将执行合同当中发生的争议提交仲裁解决。仲裁应由中国国际经济贸易仲裁委员会在北京依照其仲裁规则进行。仲裁委员会的裁决为终局性的，对双方生效。仲裁费用应由败诉方承担。
3. 结尾（Final Clauses） 合同的结尾亦称合同的最后条款，其主要内容包括合同生效、合同使用文字、补充条文及额外协议等。 例1 This Contract is made out in two original, each copy written in Chinese and English languages, both text being valid. In case of any divergence of interpretation, the Chinese text shall prevail. 本合同正文一式两份，分别以中文和英文书写，两种文本具有同等效力。若对其解释产生异议，则以中文文本为准。
例2 Any additional agreements and/or amendments to this Contract shall be valid only after the authorized representatives of both parties have signed written document (s), forming integral part (s) of this Contract. 本合同的任何额外协议和/或修改，只有在双方授权代表在书面文件上签字后才能生效，并成为本合同不可分割的组成部分。
4. 总结——合同的内容（Contents of Contract）
5. 合同的分类（Classification of Contract） 按贸易方式的性质和内容的不同可将合同分类：
这类合同俗称买卖合同。由生产国直接出口，消费国直接进口，单进单出逐笔成交的贸易方式称逐笔售定。在进行这种贸易时，原则上应订立书面合同，明确规定各项条款。 2）技术转让合同 (Contract for Technology Transfer) 以引进专利或转让专利申请权、专有技术和秘密、商标和许可证等为对象的贸易，其使用的合同有技术转让、技术咨询服务和许可证贸易合同。这类合同内容烦琐，专业性强，涉及面广，有效期限较长。 3）合资或合营合同 (Contract for Joint Venture or Joint Production) 投资当事人按一定的法律和法规建立的合资经营企业、合作经营企业、合作开采自然资源，其特点是共同投资、共同经营、共同管理、合作开采、共负盈亏、共担风险。这类贸易方式的合同内容复杂，涉及诸方面的法律，如合资经营企业法律、法规，并涉及土地、资源、工业、设施、税收、外汇、技术引进、专利转让、许可证、劳动等的法令和政策。 4）补偿贸易合同（Contract for Compensation Trade） 国际贸易中一方从另一方引进设备、技术或原料，不支付现汇，而是在约定期限内以引进设备制造的产品或企业所获利益予以补偿，称补偿贸易方式。这种贸易方式所适用的合同有易货 (Barter：两国间不使用货币的商品交换，其特点是进口和出口相结合，换货的总金额相等，不需用外汇支付，现代国际贸易中已很少使用)和补偿贸易合同。 5）国际工程承包合同(Contract for International Engineering Projects) 一般来说，按事先规定的章程和交易条件采用公开竞争的方式——招标——进行交易，称公开竞争贸易方式 (Open Competitive Trade Form)。这种贸易方式所使用的合同有招标 (Tender) 合同和商品交易所 (Commodity Exchange) 成交合同。中标后，签订国际承包合同。由于这类合同的国际性，其内容十分复杂，技术性强，风险又大，承包商和业主（发包人）要遵循不同国家的法律、法规和政策，在操作过程中务必十分谨慎。 6）代理协议 (Agency Agreement) 国际贸易中利用中间商 (broker) 搜集信息、刊登广告、寻求客户、招揽订单、推销产品、开拓市场，或开展售后服务，中间商收取佣金的方式称为居间贸易方式 (Trade Form of Brokerage)。这种贸易方式所适用的契约有经销、寄售、代理等。代理在法律上指一人授权另一人代理行动的关系。前者叫委托人 (Principal)，后者叫代理人 (Agent)。两者签订的代理协议应从法律上明确各自的权利和义务。 7）来料加工合同 (Processing Trade Contract) 承揽贸易方式是指来料加工、来件装配、来样加工装配，亦称加工贸易。这种承揽贸易方式所适用的契约有来料装配合同和来料加工合同。 8）多种贸易方式相结合的合同 (Contract with Different Trade Forms) 经济全球化是信息技术和知识经济发展的必然结果。伴随着经济全球化的澎湃浪潮，跨国公司迅速发展，国际资本流动规模空前，金融全球化的进程明显加快，在这种新的形势下，国际合作项目越来越多，传统的贸易方式已远不能满足多方合作的需要，故在国际间普遍采用多种贸易方式相结合的方式进行合作。因而，如何综合应用多种贸易方式是当前非常迫切需要研究的课题。例如，利用国际投资、信贷、租赁，来引进技术，进口设备，或进件装配、产品返销、偿还贷款这类多种经济合作方式。这些贸易方式相结合的合同应包括： 涉外信贷合同 (Contract for Credits and Loans) 国际BOT投资合同 (Contract for International Build-Operate-Transfer) 国际租赁合同 (Contract for International Leasing Affairs). 此外，涉外合同还有国际运输合同、聘请雇员合同、保险合同等。
第四次课8学时 本次课教学重点： 合同中的单词、短语和从句 本次课教学难点： 合同中的从句 本次课教学内容： 第四章合同中的词汇、短语和句子 第一节合同中的词汇 第二节合同中的短语 第三节合同中的句子 详细内容见后附。 教学组织： 1. 多媒体教学 2. 案例法 本次课推荐和参考文献 吴敏、吴明忠著，《国际经贸英语合同写作》，济南大学出版社
Chapter 4: Words, phrases and clauses in the contract Part I: Words in the English contract
Hereby: by means of; by reason of this 特此，因此，兹等意，常用于法律文件、合同、协议书等正式文件的开头语；在条款中需要强调时也可用。 例1 This Contract isherebymade and concluded by and between __________ Co. ( hereinafter referred to as Party A ) and __________ Co. ( hereinafter referred to as Party B ) on ________ ( Date ), in ________ ( Place ), China, on the principle of equality and mutual benefit and through amicable consultation. Chinese version for reference: 本合同双方，_________公司（以下称甲方）与 _________公司（以下称乙方），在平等互利基础上，通过友好协商，于____ 年 ____ 月 _____ 日在中国_______ （地点），特签订本合同。 例2 The Parties to this Contract, in the spirit of friendly cooperation, hereby signed and concluded this Contract in accordance with the following terms and conditions: Chinese version for reference: 双方本着友好合作的精神，特签订本合同，其条件如下： 2 Hereof Hereof: of this 关于此点，在本文件中。
例1 Foreign trade dealers as mentioned in this Law shall, in accordance with the provisions hereof, cover such legal entities and other organizations as are engaged in foreign trade dealings. Chinese version for reference: 本法所称对外贸易经营者，是指依照本法规定从事对外贸易经营活动的法人和其他组织。 例2 If, as a result of withdrawal or any other reasons, an arbitrator fails to perform his duties as an arbitrator, another arbitrator shall, in accordance with the provisions hereof, be selected or appointed. Chinese version for reference: 仲裁员因回避或者其他原因不能履行职责的，应当依照本法规定重新选定或指定仲裁员。 例3 The Attachments to this Contract shall be deemed a part hereof and shall be effective as any other provision hereof. Chinese version for reference: 本合同的附件应被视为本合同的一部分，与其他条款有同样效力。 3Hereto Hereto: to this至此，对此。
例1 This Contract shall be in duplicate, to be held by each of the Parties hereto and shall have two copies kept by each of the Parties hereto for the record.
Chinese version for reference: 本合同一式两份，合同双方各执一份，并各保留两份复印件，供双方存档。 例2 The scope of Works of this Contract shall be specified in such Drawings and bills of Quantities as are attached hereto. Chinese version for reference: 本合同工程范围应按所附的图纸及工程量表中规定的范围。 4 Herein Herein: in this此中，于此。 例1 The term “company” mentioned herein refers to a limited liability company or a company limited by shares established within the territory of China in accordance with this Law. Chinese version for reference: 本法所称公司是指依照本法在中国境内设立的有限责任公司和股份有限公司。 例2 The terms “FOB”, “CFR” or “CIF” shall be subject to the “International Rules for the Interpretation of Trade Terms” (INCOTERMS, 2000) provided by International Chamber of Commerce (ICC) unless otherwise specifiedherein(in this Contract). Chinese version for reference: 除非本合同另有规定，“FOB”、 “CFR” 和“CIF” 均应依照国际商会制定的《国际贸易术语解释通则（INCOTERMS） 2000》办理。
5 Hereinafter Hereinafter: later in the same Contract 以下，在下文。一般与to be referred to as, referred to as, called 等词组连用，以避免重复。 例1 In accordance with the Law of the People’s Republic of China on Chinese-Foreign Equity Joint Ventures and the Contract signed by and between ___________ Co. ( hereinafterreferred to as Party A) and ___________ CO. ( hereinafterreferred to as Party B), the articles of association hereby is formulated and prepared. Chinese version for reference: 根据《中华人民共和国中外合资经营企业法》以及由___________公司（以下称甲方）与___________公司（以下称乙方）所订的合资经营的合同，特制订本公司章程。 例2 The following words and expressions in the Contract (as hereinafter defined) shall have the meanings hereby assigned to them, except where the Contract otherwise requires. Chinese version for reference: 以下合同中的用语和用词（如下文定义），除根据合同另有要求者外，应具有下述所赋予它们的涵义。
6 Therein Therein: in that; in that particular context; in that respect. 在那里；在那点上，在那方面。
例1 A certificate of the Borrower shall, substantially, comply with the form set forth in Appendix 4, and the attachments specified therein. Chinese version for reference: 借款人证明书，其格式基本上应遵照附录4规定的格式及其规定的附件。 例2 The Contractor shall, with due care and diligence, design (to the extent provided for by the Contract), execute and complete the Works and remedy any defects therein under the provisions of the Contract. Chinese version for reference: 承包人应根据合同的各项规定，以应有的细心和勤勉，设计（在合同规定的范围内）、施工和完成工程，并修补工程中缺陷。
7 Thereof Thereof: of that, of it它的，其。 例1 The headings and marginal notes in these conditions shall not be deemed part thereof or be taken into consideration in the interpretation or construction thereof of the Contract. Chinese version for reference: 合同条件（条款）中的标题及旁注不应视为条件（条款）的一部分，在合同条件（条款）或合同本身的解释中也不应加以考虑。
例2 Arbitration: All disputes in connection with the Contract or arising in the execution thereof shall first be settled amicably by negotiation. In case no settlement can be reached, the case under dispute may then be submitted for arbitration. Chinese version for reference: 凡有关该合同或因执行该合同而发生的一切争执，双方应以友好的方式协商解决，如协商不能解决，可提交仲裁。
8 Thereafter Thereafter: after that此后
例1 The Contractor shall, during the execution of the Works and thereafter, provide all necessary superintendence as long as the Engineer may consider necessary for the proper fulfilling of the Contractor’s obligations under the Contract. Chinese version for reference: 只要工程师认为是为正确履行合同规定的承包人义务所必需时，承包人应在工程施工期间及其后，提供一切必要的监督。
9 Thereto Thereto: to that向那里
例1 “Contract Products” means the products specified in Appendix 2 to this Contract, together with all improvement and modifications thereof or developments with respect thereto. Chinese version for reference: “合同产品”，系指本合同附件2中规定的产品及其改进发展的产品。
10 Therewith Therewith: with that以此；此外
例1 The Contractor shall be deemed to have inspected and examined the Site and its surroundings and information available in connection therewith. Chinese version for reference: 承包人应被视为对现场、其周围环境及其有关可利用的资料已进行了视察和考察。
11 Whereas Whereas: considering that鉴于，就……而论（法律用语）
例1 Whereas the first Party is willing to employ the second Party and the second Party agrees to act as the first Party’s Engineer in Bamako, it is hereby mutually agreed as follows: Chinese version for reference: 鉴于甲方愿意聘请乙方，乙方同意应聘为甲方在巴马科（工程）的工程师，合同双方特此达成协议如下： 例2 Whereas Party B and Party A have entered into this Contract to install Party A’s air-conditioning equipment, the Parties hereto do hereby agree as follows: Chinese version for reference: 鉴于乙方与甲方订立本合同，安装甲方的空气调节设备，双方同意如下：
12 Whereby Whereby: by the agreement; by the following terms and conditions, etc. 凭此协议，凭此条款等。 例1 A sales contract refers to a contract wherebythe seller transfers the ownership of an object to the buyer and the buyer pays the price for the object. Chinese version for reference: 买卖合同是出卖人转让标的物的所有权于买受人，买受人支付价款的合同。 例2 A contract for supply and use of electricity refers to a contractwherebythe supplier of electricity supplies electricity to the user of electricity, and the user of electricity pays the electric fee. Chinese version for reference: 供用电合同是供电人向用电人供电，用电人支付电费的合同。
13 Notwithstanding Notwithstanding: although. 尽管，法律文件常用词，比although正式。 例1 The Works shall be measured net, notwithstanding any general or local custom, except where otherwise provided for in the contract. Chinese version for reference: 无论通常的和当地的习惯如何，工程应以净值计算，除非合同中另有规定。
14 Undersigned 法律文件末尾的签名者，前面加定冠词the,是指文件签署者的自称。 例1 The undersignedSeller and Buyer have agreed to close the following transaction in accordance with the terms and conditions stipulated as follows: Chinese version for reference: 兹经签约的买卖双方同意，按下列条款，达成这笔交易。
Part II: Phrases in English Contract Unless Otherwise: 例1 Unless otherwise specified in the Contract, the supplied Goods shall be packed by standard protective measures. 例2 The Contractor shall not subcontract the whole of the Works. Except where otherwise provided by the Contract, the Contractor shall not subcontract any part of the Works without the prior consent of the engineer. 例3 The Contractor shall, unless otherwise provided in the Contract, make his own arrangements for the engagement of all staff and labor, local or other, and for their payment, housing, feeding and transport. 2. In Accordance with; Under; Pursuant to根据，按照。比according to 正式。 例1 “Permanent Works” means the permanent works to be executed” (including Plant) in accordance with the Contract. 例2 Neither the Consultants nor their Sub-consultantsnor the Personnel of either of them shall, either directly or indirectly, engage in such business or professional activities in China as conflict with the activities assigned to them under this Contract. 例3 “Retention Money” means the aggregate of all monies retained by the Employer pursuant to Sub-Clause 60.2(a). 3. In Respect of; In Respect Thereof 例1 Prior to making a claim under the performance security, the Employer shall, in every case, notify the Contractor stating the nature of the default in respect of which the claim is to be made. 例2 The Employer shall indemnify the Contractor against all claims, proceedings, damages, costs, charges and expenses inrespect of the matters defined in Sub-Clause 22.2.
4. In the Event That; In the Event of 例1 In the event that the Contract Price or any other terms of the Contract changes after the issuance of the Letter of Credit (or letter of Guarantee) the Owner shall arrange for such Letter to be amended accordingly as soon as possible after any such change. Notes:
2）Letter of Guarantee保函 3）the Owner业主
例2 Either Party hereto may terminate this Agreement in the event of the bankruptcy or insolvency of the other party.
5. Provided that 例1 Instructions given by the Engineer shall be in writing, provided that if for any reason the Engineer considers it necessary to give any such instruction orally, the contractor shall comply with such instruction. 例2 The Owner may, at its discretion, approve or reject any change proposed by the Contractor, provided that the Owner shall approve any change proposed by the Contractor to ensure the safety of the Works.
6. Be Deemed: be believed, be considered. 被认为，法律文件中的正式用语。 例1 Only the Defects Liability Certificate referred to in Clause 62, shall be deemed to constitute approval of the Works.
7. In Question 例1 All prices to be paid by the Buyer under its obligations of the buyback/counter-purchase Contract shall be the world market prices taking into account the other delivery terms for the goods inquestion.
8. In Case; In Case of: if 如果 例1 In case Party B considers it necessary to employ a foreign auditor registered in another country to undertake annual financial verification and examination, Party A shall give its consent. All the expenses thereof shall be borne by Party B. 例2 In the case ofcarriage by sea or by more than one mode of transport including carriage by sea, banks will refuse a transport document stating that the goods are or will be loaded on deck, unless specially authorized in the credit.
9. Be Liable for; Be Liable to应负有责任 例1 In case Party A and Party B of the joint venture company agree to continue the operation, the Party who fails to fulfill the obligations shall be liable for the economic losses thus caused to the joint venture company. 例2 A company may invest in other limited liability companies or companies limited by shares andbe liable tothe companies which it has invested in to the extent of the amount of capital invested in such companies.
10. In Witness Whereof; In Testimony Whereof: 特此立证；以此为证 例1 In Testimony Whereof, we have hereby signed this document on _______(day/month/year).
11. Know All Men by These Presents: 根据本文件，特此宣布 Know All Men by these presents that we_(bank’s name)_ having our registered office at ______ (hereinafter called “the Bank”) will be bound unto (the Owner’s name) (hereinafter called “the Owner”) in sum of ______ for payment well and truly to be made to the said Owner, the Bank will bind itself, its successors and assignee by these presents. 根据本文件, 兹宣布, 我行, (银行名称), 其注册地点在(注册地名) (以下称银行), 向(业主名称) (以下称业主) 立约担保支付(金额数) 的保证金。本保证书对银行及其继承人和受让人均具有约束力。
12. Now Therefore: 特此，因此等。这个短语一般接whereas之后，并与其后的hereby连用，可译为“兹”，“特此”。 And Whereas we have agreed to give the Contractor such Bank Guarantee; Now Therefore we hereby affirm that we are the Guarantor and responsible to you, on behalf of the Contractor, up to a total of_(amount of guarantee) ____(in words)___, such sum being payable in types and proportions of currencies in which the Contract is payable.
本银行（或金融机构）已同意为承包人出具保证函，我们因此同意作为保证人，并代表承包人以支付合同价款所规定的货币种类和比例，向你方担保总金额为_（大写)__ 的保证金。
Part III: Characteristic of the Sentences in the English Contract
英语合同中句子的特点 对外经济合同文件及其他法律文件中的英文句子具有结构严谨，句式较长的特点。为了做到准确、严密、清楚、易解，这类英文句子的结构有自己的一定规则。较典型的特点是状语的位置，主句的状语和从句的状语都有自己的一定的位置，只有掌握了这些规则，我们写出的句子才能符合上述要求，否则，写出的句子很可能是不准确、不严密、不清楚、不易解，容易使合同双方发生争议。
1. Declaration Sentence (陈述句) 合同和法律文件是阐明缔约的当事人各方应做什么，应负什么责任和应享受的利益，而不是提出问题来进行商榷。因此，在合同和法律文件中通常使用陈述句，而不是使用疑问句。 例 Upon receipt of the Sales Confirmation, the Buyer is requested to sign and return one copy of the Confirmation immediately, objection, if any, should be raised by the Buyer within five days after the receipt of this Sales Confirmation, otherwise, it is assumed that the Buyer has accepted all the terms and conditions of this sales Confirmation. 买方于收到本销售确认书后请立即签回一份。如买方对本确认书有异议，应于收到后五天内提出，否则认为买方已同意接受本确认书所规定的各项条款。
2. Positioning of Adverbial Modifiers (句子中状语的位置) 句子中的状语位置与基础英语中的频度副词（如：often, sometimes, always, never, seldom）的位置相同，一般应放在shall 之后，行为动词之前。 例1 The arbitration fee shall, in accordance with the Rules of Arbitration, be borne by the losing party. 根据仲裁规则，仲裁费用应由败诉方承担。 例2 The payments to be made by the Buyer to the Seller shall, under this Contract, be made by telegraphic transfer. 根据本合同规定，由买方支付给卖方的支付款应以电汇进行。
3. Positioning of Adverbial Modifier in Subordinate Clauses (从句中的状语的位置) 从句中的状语通常应放在连词if或when等词的后面，但放在从句句子的前面。 例1 If, at any time during the execution of the Contract, either of the Parties to the Contract is prevented from executing the Contract in cases of Force Majeure such as war, serious fires, flood, typhoon and earthquake, etc., the time for execution of the Contract shall be extended for a period equal to the affect of those causes. 在合同期的任何时候，合同双方的任何一方，由于受到如战争、严重火灾、洪水、台风、地震等不可抗力事件的影响而不能执行合同时，履行合同的期限应予以延长，延长的期限应相当于事件所影响的时间。 例2 If, in accordance with the delivery schedule as stipulated in Chapter 4 of the Contract, the goods fail to be delivered at specified dates due to the responsibility of the Seller, the Seller shall be obliged to pay to the Buyer penalty for such delay in delivery at the following rates. 如果由于卖方责任未能按本合同第4章规定的交货期交货时，卖方应按下列比例向买方交纳因上述延误的罚款.
4. Positioning of Ecliptic Clauses (从句简略形式在句中的位置) 如主从句中的从句是简略形式，从句应插入主句之中，应放在shall之后，行为动词之前。 例1 The Contractor shall, if required by the Engineer to do so, submit to the Engineer all accounts under this Sub-Clause, with a copy thereof to the Employer. 如果工程师要求这样做的话，承包人应根据本款规定向工程师递交所有详细报告，并复印一份给业主。 例2 One copy of each list and statement shall, if correct, or when agreed, be signed by the Engineer and returned to the Contractor. 如内容正确或经同意时，工程师将在每种清单或报表的一份上签字并退还给承包人。
5. Shall (关于Shall的用法) 在合同等法律文件中，表示强制性承担法律或合同义务，如表示“应该”或“必须”做某事时，应用“shall”，而决不能用“must”或“should”。有时也可以用“will”，但力度要比“shall”弱。
例1 This Contract and the appendices hereto shall come into force from the date of approval by the examination and approval authorities. 本合同及其附件须经审批机构批准，自批准之日生效。
例2 Payments shall be made in the manner and at the time agreed by the parties hereto. 支付款应按本合同双方同意的时间和方式进行.
6. Attributive Clauses Such……as (关于such……as的用法) 由于法律文件的语言要求严密，准确，避免似是而非，造成误解，通常用such……as作关系代词，引导从句，把所修饰的词或词组放在such和as之间，这样使意思明确，从而避免了日后因理解不一致引起的纠纷。如果所修饰的词组较多较长，有时可用such……such……as的结构。 例1 Every notice, request, or other communication shall be sent, in the case of a letter, telegram, to the other Party as its address hereinbefore stated, or such other address as that Party may have previously notified the other.
凡有关通知、请求或其他通信往来，可用书信、电报方式按对方所列地址寄至对方，或是按该方预先告知的其他地址。 例2 The Contractor shall, on the instructions of the Engineer, suspend the progress of the Works or any part thereof for such time and in such manner as the Engineer may consider necessary. 根据工程师的指示，承包人应按工程师认为必要的时间和方式暂停工程或其任何部分的进展。
7. Conditional Clauses (条件从句) 国际商务合同是合同各方就相互间的权利和义务关系达成一致而订立的书面文件。其中主要是针对各方所享有的权利和应履行的义务，但这种履行往往是附有一定的条件的。而这些条件句通常是由以下几个词引导：if, should, unless, provided that, in the event of/that, in case of/that。
(1) If引导的句式 英文合同在表达“如果”、“在做什么事时”，用“If”引导的从句或短语居多。 例If the implementation of the Contract is influenced by typhoons, earthquake or other events considered by both Sides as FORCE MAJEURE, the postponement of implementation should be equal to the effective period of the said causes. 签字双方的任何一方由于台风、地震和双方同意的不可抗力事故而影响合同执行时，则延迟履行合同的期限应相当于出事故所影响的时间。
而有些美国合同文件中，经常出现由“If and whenever”替代“If”做从句或短语的用法，其用法与“If”相同，从意义上讲，if之后加上whenever后又多了一层“无论何时”的意思，表达更严密，涵盖面更广。 例If and whenever the attorney at law designated by Party B comes to work with Party A, Party A shall offer all sufficient and necessary facilities, arrange the said legal advisor with an office, appoint a company officer to assist legal advisor with his functions, provide relevant information and write and print legal draft for such legal advisor.
乙方律师到甲方工作时，甲方应充分给予方便，安排法律顾问处所，选派干部协助律师工作，提供有关情况资料，缮写打印稿件等。
2）Should引导的句式 只有假设的是违背当事人意志的不利情况时才用到，而且一般将should从句置于句首。 例: Should no settlement be reached through negotiation, the case shall then be submitted for arbitration to the China International Economic and Trade Arbitration Commission (Beijing) and the rules of this Commission shall be applied.
如协商不能解决争议，则应将争议提交中国国际经济贸易仲裁委员会（北京），依据其仲裁规则进行仲裁。 3）Unless引导的句式 翻译为“除非”。 例: It should be returned to the buyers within the guarantee period, unless with the written agreement for the buyers. 除经买方书面同意外，应将其在保证期内返还给买方。
unless常和otherwise连用，且后面接过去分词。一般有“Unless otherwise stipulated”和“except as otherwise provided”两种基本句型。otherwise后面的动词除上述stipulate和provide外，还可用require和state等。
例1 Notwithstanding any reference to arbitration, both Parties shall continue to perform their respective obligations under the Contract unless otherwise stipulated. 除非另有规定，仲裁不得影响合同双方继续履行合同所规定的义务。 例2 Except as otherwise required by law or this Agreement, the Venturers shall not be required to make any further capital contributions to the Venture. 除非法律或本协议另有规定，不得要求合资方向企业另行交纳出资。
第五次课4学时 本次课教学重点： 货物销售合同的主要结构及内容 本次课教学难点： 有关国际贸易的细节问题 本次课教学内容： 第五章国际货物销售合同 第一节结构 第二节内容 详细内容见后附。 教学组织： 1、多媒体课堂授课 2、以合同范例来对合同的重点进行讲解 作业布置： 翻译后附内容中的text D 本次课推荐和参考文献 1. 卡拉.C.希皮（美）著，《国际商务简明教程系列—国际商务合同》，上海外语出版社，2000年 2. 吴敏、吴明忠著，《国际经贸英语合同写作》，济南大学出版社
Chapter 5Sales Contract Text A Contract No: Date: The Buyer: The Seller:
The Contract, made out, in Chinese and English, both version being equally authentic, by and between the Seller and the Buyer whereby the Seller agrees to sell and the Buyer agrees to buy the undermentioned goods subject to terms and conditions set forth hereinafter as follows: 本合同由买卖双方缔结，用中、英文字写成，两种文体具有同等效力，按照下述条款，卖方同意售出买方同意购进以下商品：
商品名称及规格：
生产国别及制造厂商：
单价（包装费用包括在内）：
数量：
总值：
包装（适合海洋运输）：
保险（除非另有协议，保险均由买方负责）：
装船时间：
装运口岸：
目的口岸：
Mark shown as below in addition to the port of destination, package number, gross and net weights, measurements and other marks as the Buyer may require stenciled or marked conspicuously（明显的、惹人注意的）with fast and unfailingpigments（颜料）on each package. In the case of dangerous and/or poisonous cargo(es), the Seller is obliged to take care to ensure that the nature and the generally adopted symbol shall be marked conspicuously on each package. 装运唛头： 卖方负责在每件货物上用牢固的不褪色的颜料明显地刷印或标明下述唛头，以及目的口岸、件号、毛重和净重、尺码和其他买方要求的标记。如系危险及/或有毒货物，卖方负责保证在每件货物上明显地标明货物的性质说明及习惯上被接受的标记。
One month prior to the time of shipment the Buyer shall open with the Bank of ________ an Irrevocable Letter of Credit in favor of the Seller payable at the issuing bank against presentation of documents as stipulated under Clause 18. A of the Contract, the Terms of Delivery of the Contract after departure of the carrying vessel. The said Letter of Credit shall remain in force till the 15th day after shipment. 付款条件： 买方于货物装船时间前一个月通过_______银行开出以卖方为抬头的不可撤销信用证，卖方在货物装船启运后凭本合同交货条款第18条A款所列单据在开证银行议付货款。上述信用证有效期将在装船后15天截止。
Unless otherwise agreed and accepted by the Buyer, all other matters related to this Contract shall be governed by Section II, the Terms of Delivery which shall form an Integral part of this Contract. Any supplementary terms and conditions that may be attached to this Contract shall automatically prevail over the terms and conditions of this Contract if such supplementary terms and conditions come in conflict with terms and conditions herein and shall be binding upon both parties. 其他条款： 除非买方同意和接受，本合同其他一切有关事项均按第二部分交货条款之规 定办理，该交货条款为本合同不可分割的部分。如任何附加条款与本合同条款有抵触，则自动地以附加条款为准，并对双方有约束力。
装运条款：
卖方在本合同第8条规定时间之内应将货物装上由装运港到中国口岸的直达船。未经买方事先许可，不得转船。货物不得由悬挂中国港口当局所不能接受的国家旗帜的船装载。
卖方所租船只应适航和适货。卖方租船时应慎重和认真地选择承运人及船只。买方不接受非保赔协会成员的船只。
卖方所租载货船只应在正常合理时间内驶达目的港。不得无故绕行或迟延。
卖方所租载货船只船龄不得超过15年。对超过15年船龄的船只其超船龄额外保险费应由卖方负担。买方不接受船龄超过20年的船只。
一次装运数量超过1000吨的货载或其他少于1000吨但买方指明的货载，卖方应在装船日前至少10天用电传或电报通知买方合同号、商品名称、数量、船名、船龄、船籍、船只主要规范、预计装货日、预计到达目的港时间、船只公司名称和电传。
对于散件货，如果卖方未经买方事先同意而装入集装箱，卖方应负责向买方支付赔偿金，由双方在适当时间商定具体金额。
卖方应和载运货物的船只保持密切联系，并以最快的手段通知买方船只在途中发生的一切事故，如因卖方未及时通知买方而造成买方的一切损失卖方应负责赔偿。
Within 48 hours immediately after completion of loading of goods on board the vessel the Seller shall advise the Buyer by telex of the contract number, the name of goods, weight (net/gross) or quantity loaded, invoice value, name of vessel, port of loading, sailing date and expected time of arrival (ETA) at the port of destination. Should the Buyer be unable to arrange insurance in time owing to the Seller’s failure to give the abovementioned advice of shipment by telex, the Seller shall be held responsible for any and all damages and/or losses attributable to such failure. 装船通知： 货物装船完毕后48小时内，卖方应即以电传通知买方合同号、商品名称、所装重量（毛/净）或数量、发票价值、船名、装运口岸、开船日期及预计到达目的港时间。如因卖方未及时用电传告知买方上述装船通知而使买方不能及时保险，卖方负责赔偿买方由此而引起的一切损害及/或损失。
装船单据：
16. A The Seller shall present the following documents to the paying bank for negotiation of payment: 卖方凭下列单据向付款银行议付货款：
16. A.1 Full set of clean on board, “freight prepaid”, Ocean Bills of Lading, made out to order and blank endorsed, notifying _______ at the port of destination. 填写通知目的口岸的________运输公司的空白抬头、空白背书的全套已装运洋轮的清洁提单（注明“运费已付”）。
16. A.2 Five copies of signed invoice, indicating contract number, L/C number, name of commodity, full specifications, and shipping mark, signed and issued by the Beneficiary of Letter of Credit. 由信用证受益人签名出具的发票5份，注明合同号、信用证号、商品名称、详细规格及装船唛头标记。
16. A.3 Two copies of packing list and/or weight memo with indication of gross and net weight of each package and/or measurements issued by Beneficiary of Letter of Credit. 两份由信用证受益人出具的装箱单及/或重量单，注明每件货物的毛重和净重及/或尺码。
16. A.4 Two copies each of the certificates of quality and quantity or weight issued by the manufacturer and/or qualified independent surveyor at the loading port and must indicate full specifications of goods conforming to stipulations in Letter of Credit. 由制造商及/或装运口岸的合格、独立的公证行签发的品质检验证书及数量或重量证书各两份，必须注明货物的全部规格与信用证规定相符。
16. A.5 One duplicate copy of the telex advice of shipment as stipulated in Clause 15 of the Terms of Delivery. 本交货条件第15条条款规定的装船通知电传副本一份。
16. A.6 A letter attesting that extra copies of abovementioned documents have been dispatched according to the Contract. 证明上述单据的副本已按合同要求寄出的书信一封。
16. A.7 A letter attesting that the nationality of the carrying vessel has been approved by the Buyer. 运货船只的国籍已经被买主批准的书信一封。
16. A.8 The relevant insurance policy covering, but not limited to at least 110% of the invoice value against all and war risks if the insurance is covered by the Buyer. 如系买方保险需提供投保不少于发票价值110%的一切险和战争险的保险单。
16. B Any original document(s) made by rephotographic system automated or computerized system or carbon copies shall not be acceptable unless they are clearly marked as “ORIGINAL”, and certified with signatures in handwriting by authorized officers of the issuing company or corporation. 不接受影印、自动或电脑处理，或复印的任何正本单据，除非这些单据印有清晰的“正本”字样，并经发证单位授权的领导人手签证明。
16. C Through Bill of Lading, Stale Bill of Lading, Short Form Bill of Lading, shall not be acceptable. 联运提单、迟期提单、简式提单不能接受。 ATTN： 联运提单： 迟期提单： 简式提单： 16. D Documents issued earlier than the opening date of Letter of Credit shall not be acceptable. 信用证开立日期之前出具的单据不能接受。
16. E Charter Party Bill of Lading shall not be acceptable unless Beneficiary provides one copy each of the Charter Party, Master’s or Mate’s receipt, shipping order and cargo or stowage plan and/or other documents called for in the Letter of Credit by the Buyer. 货载不接受包租船提单（即租整条船的提单），除非受益人提供租船合同、船长或大副收据、装船命令、货物配载图及或买方在信用证内所要求提供的其他单据副本一份。
16. F The seller shall dispatch, in care of the carrying vessel, two copies each of the duplicates of Bill of Lading, Invoice and Packing List to the Buyer’s receiving agent, _______ at the port of destination. 卖方须将提单、发票及装箱单各两份副本随船带交目的口岸的买方收货代理人________。
16. G Immediately after the departure of the carrying vessel, the Seller shall airmail one set of the duplicate documents to the Buyer and three sets of the same to ______ Transportation Corporation at the port of destination. 载运货物启碇后，卖方须立即航空邮寄全套单据副本一份给买方，三份给目的口岸的对外贸易运输公司_______分公司。
16. H The Seller shall assume full responsibility and be liable to the Buyer and shall compensate the Buyer for all losses arising from going astray of and/or the delay in the dispatch of the above-mentioned documents. 卖方应负责赔偿买方因卖方失寄或迟寄上述单据而使买方遭受的一切损失。
16. I Banking charges outside the People’s Republic of China shall be for the Seller’s account. 中华人民共和国境外的银行费用由卖方负担。
危险品说明书： For dangerous and/or poisonous cargo, the Seller must provide instruction leaflets stating the hazardous or poisonous properties, transportation, storage and handling remarks, as well as precautionary and first-air measures and measures against fire. The Seller shall airmail, together with other shipping documents, three copies each of the same to the Buyer and _______ Transportation Corporation at the port of destination. 凡属危险品及/或有毒品，卖方必须提供其危险或有毒性能、运输、仓储和装卸注意事项以及防治、急救、消防方法的说明书，卖方应将此说明书各三份随同其他装船单据航空邮寄给买方及目的口岸的________运输公司。
18. Inspection & claims: 检验和索赔：In case the quality, quantity or weight of the goods and any other aspects be found not in conformity with those as stipulated in this Contract upon re-inspection by the China Commodity Import and Export Inspection Bureau within 60 days after completion of the discharge of the goods at the port of destination or, if goods are shipped in containers, 60 days after the opening of such containers, the Buyer shall have the right to request the Seller to take back the goods or lodge claims against the Seller for compensation for losses upon the strength of the Inspection Certificate issued by the said Bureau, with the exception of those claims for which the insurers or owners of the carrying vessel are liable, all expenses including but not limited to inspection fees, interest, losses arising from the return of the goods or claims shall be borne by the Seller. In such case, the Buyer may, if so requested, send a sample of the goods in question to the Seller, provided that sampling and sending of such sample is feasible. 货物在目的口岸卸毕60天内（如果用集装箱装运则在开箱后60天）经中国进出口商品检验局复验，如发现品质、数量或重量以及其他任何方面与本合同规定不符，除属于保险公司或船行负责者外，买方有权凭上述检验局出具的检验证书向卖方提出退货或索赔。因退货或索赔引起的一切费用包括检验费、利息及损失均由卖方负担。在此情况下，凡货物适于抽样及寄送时，买方可应卖方要求将样品寄交卖方。
19. Damages: 赔偿费： With the exception of late delivery or nondelivery due to “Force Majeure” causes, if the Seller fails to make delivery of the goods in accordance with the terms and conditions, jointly or severally, of this Contract, the Seller shall be liable to the Buyer and indemnify the Buyer for all losses, damages, including but not limited to, purchase price and/or purchase price differentials, dead-freight, demurrage, and all consequential direct or indirect losses. The Buyer shall nevertheless have the right to cancel in part or in whole of the Contract without prejudice to the Buyer’s right to claim compensations. 因“人力不可抗拒”而推迟或不能交货者除外，如果卖方不能交货或不能按合同规定的条件交货，卖方应负责向买方赔偿由此而引起的一切损失和遭受的损害，包括买价及/或买价的差价、空舱费、滞期费，以及由此而引起的直接或间接损失。买方有权撤销全部或部分合同，但并不妨碍买方向卖方提出索赔的权利。
20. Force Majeure: 不可抗力： If shipment of the contracted goods is prevented or delayed in whole or in part due to Force Majeure, the Sellers shall not be liable for nonshipment or late shipment of the goods under this Contract. However, the Sellers shall notify the Buyers by fax or telex and furnish the latter within 15 days by registered airmail with a certificate issued by the competent authorities at the place of occurrence attesting such event or events. 如由于不可抗力的原因，致使卖方不能全部或部分装运或延迟装运合同货物时，卖方对于这种不能装运或延迟装运不负有责任。但卖方须用传真或电传通知买方，并须在15天以内以航空挂号信件向买方提交事故发生地权威机构出具的证明以证明此类事故。
21. Arbitration: 仲裁： All disputes arising out of the performance of, or relating to this Contract, shall be settled amicably through negotiation. In case no settlement can be reached through negotiation, the case shall then be submitted to the China International Economic and Trade Arbitration Commission for arbitration in accordance with its arbitration rules. The arbitral award is final and binding upon both parties. 凡因执行本合同所发生的 22. Governing Law: _______________ The Buyer:The Seller:
Text B Order Sheet 订单 No: 编号: Date: 日期: Dear Sirs, 敬启者： We have the pleasure to place with you our order for the undermentioned goods on the terms and conditions stated as follows: 兹向你公司订购下列货物，条件如下：
商品名称与规格:
数量:
Price: Total Amount: 价格与总金额: 单价: 总金额:
包装: 用适合出口的木箱包装。
交货: 20XX年X月X日前交货。
目的地:
保险: 按CIF值加10%投保海洋运输全险和战争险。
付款: 以即期不可撤销信用证付款。
唛头:
Your letter of..., 20 _____ Our Cable of..., 20 ______ 参照函电: 你公司20XX年X月X日函。 我公司20XX年X月X日电。 We are going to instruct our bank to open a letter of credit for the amount of this order. You will soon hear from your bank. 我公司正在请银行按照本订单金额开具信用证，你公司将很快从你方银行获悉。 Yours faithfully, Accepted by:…Company (Seller)(Buyer) (Signature)(Signature) 卖方买方 (签字)(签字)
Text C Sales Confirmation China National Textiles Import & Export Corporation Shanghai Silk Branch 17 Zhong Shan Road (E.1) ShanghaiChina
SALES CONFIRMATION Date……………… No………………… Signed at…………….. The undersigned Sellers and Buyers have agreed to close the following transactions according to the terms and conditions stipulated below:
（1）Loading Port and Destination： （2）Terms of Payment： By 100% value confirmed irrevocable letter of credit available by draft at sight with transshipment and partial shipments allowed, to reach the Sellers ________ days before the month of shipment, with shipment validity arranged till the 15th day after the month of shipment, and to remain valid for negotiation in the loading port until the 10th day after the shipment validity. A ____% more or less should be allowed in the quantity and amount of the credit, and the word “ABOUT” should be mentioned before the quantity and amount. The terms and conditions in the L/C should be strictly in accordance with those in this contract. （3）Insurance： （4）Special Clause (s)：
The BuyersThe Sellers China National Textiles Import & Export Corporation Shanghai Silk Branch …………………………………………………………………………………………..
Please sign and return one copy of this Confirmation.
译文 上海中山东一路十七号 售货确认书 日期 编号 签约地点 兹经买卖双方同意成交下列商品订立条款如下：
（1）装运口岸和目的地： （2）付款条件： （3）保险： （4）特约条款：
买方卖方 中国纺织品进出口公司上海市丝绸公司 …………………………………………………………………………………………
请在本合同签字后寄回一份。
Text D Sales Contract No.: Date: The Sellers: Address:Tel: Cable Address:Fax: Telex:E-mail:
The Buyers: Address:Tel: Cable Address:Fax: Telex:E-mail:
The undersigned Sellers and Buyers have agreed to close the following transaction according to the terms and conditions stipulated below: 1. Commodity and Unit Price:Total Value CIF/CFR including _____% commission. 2. Packing: 3. Time of Shipment: 4. LoadingPort & Destination: From _____ to _____ with partial shipments and transshipment allowed. 5. Insurance: To be effected by (marked X)
6. Terms of Payment: By Confirmed, Irrevocable, Transferable and Divisible Letter of Credit to be available by sight draft, which shall reach the Sellers before…and remain valid for negotiation through Bank of China, …until the 15th day after the aforesaid Time of Shipment. 7. Shipping Mark: 8. Shipping Documents: Certificates of quality, quantity and weight certified by the China Commodity Inspection Bureau or the Sellers, whose certificates are to be taken as final. The General Terms and Conditions of this Contract on the back page constitute an inseparable part of this Contract and shall be equally binding upon the parties hereto.
The Sellers:The Buyers: General Terms and Conditions (on the back)
The Buyers shall open Letter of Credit in accordance with the terms of this contract. If any discrepancy is found, amendments to Letter of Credit shall be made immediately by the Buyers upon receipt of the Sellers’ advice, otherwise the Buyers shall be responsible for late shipment and losses thus incurred to the Sellers.
The Sellers shall not be responsible for non-delivery or late delivery of the contracted goods as a result of force majeure accident(s), such as war, flood, fire, storm, and heavy snow. In such case(s), either the time of shipment is to be duly extended, or the Sellers may cancel a part or the whole of the contract.
All disputes in connection with or in the execution of this contract shall be amicably settled through negotiations. In case no amicable settlement can be reached between the two parties, the case in dispute shall be submitted to arbitration, which shall be held in the country where the defendant resides. If in China, the case shall be submitted to the Foreign Trade Arbitration Commission of the China Council for the Promotion of International Trade, Beijing, for arbitration in accordance with the Provisional Rules of Procedure of this Commission, and if in…(country), each of the two parties shall appoint an arbitrator and the two arbitrators thus appointed shall jointly nominate a third person as umpire to form an Arbitration Tribunal to conduct arbitration. The award made by the Tribunal shall be final and binding upon both parties. The fees for the arbitration shall be borne by the losing party unless otherwise awarded.
译文 售货合同 编号: 日期: 卖方: 地址:电话: 电报挂号:传真: 电传:电子信箱:
买方: 地址:电话: 电报挂号:传真: 电传:电子信箱:
买卖双方同意按下列条款签订本合同： 1. 商品名称单价:总金额 CIF/CFR ， _____% 佣金。 2. 包装: 3. 交货期: 4. 装运港和目的港: 装运港： 目的港： 允许分批装运和转船。 5. 保险: 按标明X款办理。
6. 支付条款 采用保兑的、不可撤销的、可转让的和可分割的信用证，凭即期汇票付款；信用证必须于X日以前到达卖方，在中国银行议付有效期为交货期后15天。 7. 装运唛头: 8. 装运单据 中国商品检验局或卖方出具的品质证书、数量证书和重量证书，其效力为终局的。 本合同背面的一般条款是本合同不可分割的一部分，并具有同等效力，对买卖双方均有约束力。
卖方:买方: 一般条款 (合同背面)
买方必须按照本合同条款开立信用证。若信用证条款与合同条款不符，买方在接到卖方通知后须立即修改信用证；否则，买方必须对卖方因迟装而遭受的损失负责。
如果因战争、水灾、火灾、暴风雨、大雪等不可抗力事件，卖方对未能交货或迟交货不负责。在这种情况下，须相应延长交货期，或者撤销部分或全部合同。
凡有关本合同或执行本合同一切争议应该友好协商解决。若双方不能友好解决，争议案应提交仲裁，仲裁在被诉一方国家举行。如果在中国仲裁，由北京中国国际贸易促进委员会对外贸易仲裁委员会根据该会仲裁程序暂行规则进行仲裁；如果在XX（国名）仲裁，合同双方各指定一名仲裁人，然后由这两名仲裁人再指定一名仲裁人，共同组成仲裁庭负责仲裁。该仲裁庭的裁决是终局的，对双方均具有约束力。除另有规定外，仲裁费用由败诉一方承担。
第六次课4学时 本次课教学重点： 有关代理的基础知识，代理合同的结构和内容 本次课教学难点： 代理合同的内容，代理的业务范围 本次课教学内容： 第六章国际代理合同 第一节有关国际代理的基础知识 第二节代理合同的结构
详细内容见后附。 教学组织： 1、多媒体课堂授课 2、以合同范例来对合同的重点进行讲解 作业布置： 翻译一份代理合同 本次课推荐和参考文献 1. 卡拉.C.希皮（美）著，《国际商务简明教程系列—国际商务合同》，上海外语出版社，2000年 2. 吴敏、吴明忠著，《国际经贸英语合同写作》，济南大学出版社
Chapter 6 Agency Contract Agent: 代理
An agent is a middleman who can act on behalf of a principal in specific matters. Many kinds of agents are active in international business nowadays, such as forwarding agents and clearing agents. What we will discuss here is selling agent. According to the power the principal has delegated to a selling agent, the agent may just introduce the potential customer to the principal or actually negotiates and concludes the contract between the two parties. They have the following characteristics: 代理人是个中间商，他在一些特定的问题上代表其委托人行事。在今天的国际贸易中，活跃着各种各样的代理人，如货运代理和清算代理等。我们这里所谈的是销售代理。按照委托人所授予其代理人的权利，销售代理可能只负责向委托人介绍潜在的客户、或者负责谈判并签订双方间的合同。代理人有以下几个特点：
· An agent can only operate within the marketing territory authorized by the principal. 代理人只能在委托人所授权的代理区域内执行代理业务。 · An agent does not carry stock. The goods are carried only as consignment inventory. Payment is based on delivery to the ultimate buyer. 代理人本身不必购买存货。代理人手中的存货均为寄售的货物，待最终的买主付款后，委托人才能收到货款。 · The principal (exporter) set the retail price, retains title and controls the goods. 委托人（出口商）决定货物的零售价格，拥有所有权并控制货物。 · The profit and risk of loss remains with the principal, unless the agent is a del credere one. 委托人既享有利润又承担商业风险，除非代理人为保付代理。 · Agents are usually paid by commission. 代理人的报酬通常为佣金。
According to the scope of their authority, agents can be divided into several kinds: 根据代理人所得到的不同的授权范围，他们可分为以下几种：
1. Indenting Agent 订购代理 An indenting agent is the agent (exclusive or non-exclusive) appointed by a principal for marketing and promoting the products to potential customers within a territory. He needs to solicit inquiries for the products from potential customers in the territory. He will transmit them back to the principal who will then decide whether to accept the particular inquiries, and upon what terms. Depending on the exact scope of his duties, the agent may or may not take part in the negotiation and conclusion of the contracts resulting from the inquiries. 订购代理是指受委托人之命在一定区域内推销并宣传产品的代理人（独家的或非独家的）。他必须在本区域内搜集对产品感兴趣的客户的询价信，并将这些信件转给委托人，由委托人来决定是否接受询价、以及任何条件下接受等等。根据其具体责任范围，代理人可能参加或不参加由此询价信所引发的合同谈判及签订。
2. Factor 独立代理 A factor is appointed with the power to negotiate and conclude contracts in the territory on behalf of his principal. A factor may have a stock of the products, which will belong to the principal but will enable the factor to satisfy the contract that he negotiates. 独立代理拥有在本区域内代表委托人与客户谈判并签订合同的权力。独立代理可以本身拥有存货，这些存货仍属委托人所有，但可以保证供应他自己所签订的合同。
3. Del Credere Agent 保付代理 A del credere agent is the agent who takes responsibility for credit risks. If the buyer he introduces fails to pay the principal or breaks the contract, it is the agent’s responsibility to cover the loss. Usually, del credere agents charge a higher commission. 保付代理是指承担有信用风险的代理。如果他介绍的买方无力付款或撕毁合同，则由该代理商负责赔偿。一般来说，保付代理要收取较高的佣金。
Responsibilities of the agent: 代理人的义务： · Serve the principal as an agent on the terms of the agreement between them with all due and proper diligence 按双方的合同规定尽心尽力为委托人服务 · Maintain and provide necessary facilities at his own expense 自己花钱负责维修和提供必要的设施 · Pass all marketing information to the principal 向委托人转达所有的市场信息 · Comply with all laws and regulations in the territory 遵守代理区域内所有的法律和规定 · Keep confidential to the principal, not disclose any useful information to any third party 为委托人保守商业秘密，不向任何第三方泄露有用的信息 · Not to act outside the territory 不跨区经营
Responsibilities of the principal: 委托人的义务： · Supply to the agent free of charge a reasonable quantity of sales literature 免费向代理人提供合理数量的销售宣传品 · Supply necessary models or samples relating to the products 提供必要的货物模型或样品 · Not submit offers nor effect sales in the territory without the agent’s consent 不得跨越代理人直接向其区域内的客户发盘或销售 · Responsibility to pay for the necessary expenses of the agent 负责支付代理人的必要费用 · Pay commission to the agent in accordance with the agreement 按约定支付代理人的佣金
This typical agreement usually consists of the following terms and conditions: 1. The parties concerned 协议双方 2. Commodity 代理商品 3. Territory 代理区域 4. Minimum turnover (Order) 最低业务量 5. Price and payment 价格与支付 6. Appointment (Exclusive right) 委任 7. Prohibition of competitive transaction 禁止竞争性交易 8. Prohibition of re-export 禁止转出口 9. Market report 商情报告 10. Advertising and Expenses (Sales promotion) 广告及费用 11. Commission 佣金 12. Property rights (Trade marks or Secrecy) 专利权 13. Validity (Duration) 协议有效期 14. Force Majeure 不可抗力 15. Arbitration 仲裁 16. Governing law 管辖法律
Exclusive Agency Agreement This agreement is made and entered into by and between the parties concerned on ____ in ____, China on the basis of equality and mutual benefit to develop business on terms and conditions mutually agreed upon as follows: 本协议于ххх年хх月хх日在中国_____由有关双方在平等互利基础上达成，按双方同意的下列条件发展业务关系：
1. The Parties Concerned 协议双方 Party A: Add: Tel: Fax:
Party B: Add: Tel: Fax:
2. Appointment 委任 Party A hereby appoints Party B as its Exclusive Agent to solicit orders for the commodity stipulated in Article 3 from customers in the territory stipulated in Article 4, and Party B accepts and assumes such appointment. 甲方指定乙方为其独家代理，为第三条所列商品从第四条所列区域的顾客中招揽订单，乙方接受上述委任。
3. Commodity 代理商品 “Purple Flower” Brand Washing Machines “紫花”牌洗衣机。
4. Territory 代理区域 In China only 仅限于中国
5. Minimum turnover 最低业务量 Party B shall undertake to solicit orders for the above commodity from customers in the above territory during the effective period of this agreement for not less than USD1, 000,000. 乙方同意，在本协议有效期内从上述代理区域内的顾客处招揽的上述商品的订单价值不低于100万美元。
6. Price and Payment 价格与支付 The price for each individual transaction shall be fixed through negotiations between Party B and the buyer, and subject to Party A’s final confirmation. Payment shall be made by confirmed, irrevocable L/C opened by the buyer in favor of Party A, which shall reach Party A 15 days before the date of shipment. 每一笔交易的货物价格应由乙方与买主通过谈判确定，并需经甲方最后确认。付款使用保兑的、不可撤销的信用证，由买方开出，以甲方为受益人。信用证须在装运日期前15天到达甲方。
7. Exclusive Right 独家代理权 In consideration of the exclusive rights granted herein, Party A shall not, directly or indirectly, sell or export the commodity stipulated in Article 3 to customers in China through channels other than Party B; Party B shall not sell, distribute or promote the sales of any products competitive with or similar to the above commodity in China and shall not solicit or accept orders for the purpose of selling them outside China. Party A shall refer to Party B any enquiries or orders for thecommodity in question received by Party A from other firms in China during the validity of this agreement. 基于本协议授予的独家代理权，甲方不得直接或间接地通过乙方以外的渠道向中国顾客销售或出口第三条所列商品，乙方不得在中国经销、分销或促销与上述商品相竞争或类似的产品，也不得招揽或接受以到中国以外地区销售为目的的订单，在本协议有效期内，甲方应将其收到的来自中国其他商家的有关代理产品的询价或订单转交给乙方。
8. Reports on Market Conditions 商情报告 Party B shall have the obligation to forward once every three months to Party A detailed reports on current market conditions and on consumers’ comments. For Party A’s reference, Party B shall, from time to time, forward to Party A samples of similar commodity offered by other suppliers, together with their copies, sales position and advertising materials. 乙方有义务每三个月向甲方寄送一次详细的报告，反映当地的市场情况和消费者意见。乙方还应随时将其他送货人所报同样商品的样品，连同其价格、销售情况、广告资料寄给甲方参考。
9. Advertising and Expenses 广告及费用 Party B shall bear all expenses for advertising and publicity in connection with the commodity in question in China within the validity of this agreement, and shall submit to Party A all audio and video materials intended for advertising for prior approval. 乙方负担本协议有效期内在中国销售代理商品做广告宣传的一切费用，并向甲方提交所用于广告的声像资料，供甲方事先核准。
10. Commission 佣金 Party A shall pay Party B a commission of 5% on the net invoiced selling price on all orders directly obtained by Party B and accepted by Party A. No commission shall be paid until Party A receives the full payment for each order. 对乙方直接获取并经甲方确认接受的订单，甲方按净发票售价向乙方支付5%的佣金。佣金在甲方收到每笔订单的全部货款后才会支付。
11. Transactions Between Government Bodies 政府部门间的交易 Transactions concluded between governmental bodies of Party A and Party B shall not be restricted by the terms and conditions of this agreement, nor shall the amount of such transactions be counted as part of the turnover stipulated in Article 5. 在甲乙双方政府部门之间达成的交易不受本协议条款的限制，此类交易的金额也不应计入第五条规定的最低业务量。
12. Industrial Property Rights 工业产权 Party B may use the trademarks owned by Party A for the sale of the Washing Machines covered herein within the validity of this agreement, and shall acknowledge that all patents, trademarks, copy rights or any other industrial property rights used or embodied in the Washing Machines shall remain to be the sole properties of Party A. Should any infringement be found, Party B shall promptly notify and assist Party A to take steps to protect the latter’s rights. 在本协议有效期内，为销售有关洗衣机，乙方可以使用甲方拥有的商标，并承认使用于或包含于洗衣机中的任何专利商标、版权或其他工业产权为甲方独家拥有。一旦发现侵权，乙方应立即通知甲方并协助甲方采取措施保护甲方权益。
13. Validity of Agreement 协议有效期 This agreement, when duly signed by the both parties concerned, shall remain it force for 12 months from October 1, 2005 to September 30, 2006, and it shall be extended for another 12 months upon expiration unless notice in writing is given to the contrary. 本协议经有关双方如期签署后生效，有效期为1年，从2005年10月1日至2006年9月30日。除非做出相反通知，本协议期满后将延长12个月。
14. Termination 协议的终止 During the validity of this agreement, if either of the two parties is found to have violated the stipulations herein, the other party has the right to terminate this agreement. 在本协议有效期内，如果一方被发现违背协议条款，另一方有权终止协议。
15. Force Majeure 不可抗力 Either party shall not be held responsible for failure or delay to perform all or any part of this agreement due to flood, fire, earthquake, draught, war or any other events which could not be predicted, controlled, avoided or overcome by the relative party. However, the party affected by the event of Force Majeure shall inform the other party of its occurrence in writing as soon as possible and thereafter send a certificate of the event issued by the relevant authorities to the other party within 15 days after its occurrence. 由于水灾、火灾、地震、干旱、战争或协议一方无法预见、控制、避免或克服的其他事件导致不能或暂时不能全部或部分履行本协议时，该方不负责任。但是，受不可抗力事件影响的一方须书面尽快将发生的事件通知另一方，并在不可抗力事件发生15天内将有关机构出具的不可抗力事件的证明寄交给对方。
16. Arbitration 仲裁 All disputes arising from the performance of this agreement shall be settled through friendly negotiation. Should no settlement be reached through negotiation, the case shall then be submitted for arbitration to the China International Economic and Trade Arbitration Commission (Beijing) and the rules of this Commission shall be applied. The award of the arbitration shall be final and binding upon both parties. 因履行本协议所发生的一切争议应通过友好协商解决。如协商不能解决争议，则应将争议提交中国国际经济贸易仲裁委员会（北京），依据其仲裁规则进行仲裁。仲裁裁决是终局的，对双方都有约束力。
Party A:Party B: (Signature)(Signature)
第七次课4学时 本次课教学重点： 分销的概念，国际分销合同的结构和内容 本次课教学难点： 分销的责任范围；分销合同的内容 本次课教学内容： 第七章国际分销合同 第一节分销的概念 第二节分销合同的结构 第三节分销合同的内容 教学组织： 1、多媒体课堂授课 2、以合同范例来对合同的重点进行讲解 作业布置： 分销合同的翻译 本次课推荐和参考文献 1. 卡拉.C.希皮（美）著，《国际商务简明教程系列—国际商务合同》，上海外语出版社，2000年 2. 吴敏、吴明忠著，《国际经贸英语合同写作》，济南大学出版社
Chapter 7 Distributorship Contract 分销合同 Distribution 经销 Unlike agents, distributors buy goods from the principals on their own account and take title to them and resell them to their customers in their territory. Thus, there is no contractual relationship between the principal and the ultimate customers. Instead there are separate sets of contracts: those between the principal and the distributor, and those between the distributor and the ultimate customers. The distributor takes his remuneration from the margin between the prices at which he buys the products and the prices at which he sells them to the customers. Since the distributor is an independent contractor, he assumes far more risks and obligations than an agent does: bad debts, advertising expenditure, warranty claims and maintenance, etc. Therefore, distributors generally enjoy more freedom and higher remuneration. 与代理商不同，经销商要先花钱买下货物，拥有它们，然后再卖给他们负责经销区域内的客户。因此，最终客户与委托人之间没有直接的契约关系。取而代之的是两套独立的合同：委托人与经销商之间的合同；经销商与最终客户之间的合同。经销商利用买入价与卖出价之间的差价赚取自己的利润。由于经销商是个独立的承包人，他承担的风险和责任比代理商要大得多：坏帐、广告费、保修和维修等等。因此，经销商的经营自由度与收益也较高。
Two kinds of distributors are generally used: 通常使用的有两种经销商： 1) Sole or exclusive distributor 独家经销商，亦称包销商 He is the only distributor in a territory. 他是某一销售区域内唯一的经销商。 2) Non-exclusive distributor 一般经销商 There may be several non-exclusive distributors appointed by the principal or supplier in one territory. 在同一销售区域内，可能有几个接受委托的经销商。
General undertakings by the distributor: 经销商的义务： 1) Serve the principal diligently and faithfully during the continuance of the agreement in the territory 在合同期及经销区尽心尽力地为委托人服务 2) Not to do anything that may prevent the sale or interfere with development of sales of the products in the territory, such as dealing with competing goods 在销售区内不做任何有碍销售经销产品的事情，如经销同类竞争产品 3) Conform to all legislation rules and requirements existing in the territory 遵守经销区内的所有的法律、法规 4) Proper storage of the products 储备适量的货物 5) Not to copy the products or any part of them for any other purpose 不可为其它目的部分或全部仿制经销产品 6) Keep patent and trade mark notices 维护经销产品的专利及商标 7) Not to sell outside or export the product from the territory unless there is consent of the principal 在未经委托人许可前，不得将产品销往经销区域之外或将产品出口 8) Provide the principal with sales report periodically 定期向委托人汇报销售情况
General undertakings by the principal: 委托人的义务： 1) Refer all inquiries received from the territory to the distributor 将属于经销区内的询价信一律转给经销商 2) Sell the products to the distributor with the lowest price charged at that time to any export customers of the principal 在同期的出口客户中，给经销商提供最优惠的价格 3) Reserve the right to improve or modify the products with prior notice 在预先通知的条件下，保留改进或修改经销产品的权力
Sole Distributorship Agreement No. LIPT096 Guangzhou, April 1, 20_____
This Agreement is made and entered into by and between the China National Light Industrial Products Import & Export Corporation Guangdong Branch (hereinafter called Supplier) and ABC Company (hereinafter called Distributor) whereby Supplier agrees to grant to Distributor the exclusive right to sell the Products in the Territory on the terms and conditions stipulated as follows: 本协议由中国轻工业品进出口公司广东省分公司（以下简称供应人）与ABC公司（以下简称经销人）签订。凭此协议供应人授予经销人按照下列条款在所定地区经销所定产品的独家权利：
Article 1. Appointment During the effective period of this Agreement, Supplier hereby grants to Distributor the exclusive right to sell Products in Territory and Distributor accepts and assumes such appointment for the sale and distribution of Products in Territory. 第一条委任 在本协议有效期间，供应人授予经销人在所定“地区”销售所定“产品”的独家权利。经销人接受并承担经销该产品的上项委任。
Article 2. Privity The relationship hereby established between Supplier and Distributor, during the effective period of this Agreement, shall be solely that of Seller and Buyer, and Distributor shall under no circumstances be considered to be the agent or legal representative of Supplier for any purpose whatsoever and shall have no right or authority to create or assume any obligation or responsibility of any kind, expressed or implied, in the name of or on behalf of Supplier. 第二条相互关系 供应人和经销人之间依本协议在其有效期间建立的关系只是卖方和买方的关系。经销人在任何情况下，无论为任何目的，都不得被认作供应人的代理人或合法代表，也没有权利或职权以供应人的名义或代表供应人造成或承担任何明示或暗含的义务或责任。
Article 3. Products The products under this Agreement shall expressly be confined to Television Sets sold and exported by Supplier with its registered trademark “ZHUJIANG” (hereinafter referred to as Products). 第三条产品 本协议所涉及的产品，兹明确规定只限于供应人所销售并出口的以“珠江”为注册商标的电视机（下称“产品”）
Article 4. Territory The territory under this Agreement shall be confined to the United States of America (hereinafter referred to as Territory). 第四条地区 本协议所涉及的地区限于美国（下称“地区”）
Article 5. Prohibition of Competitive Transaction In consideration of the exclusive right herein granted, Supplier shall in no way directly or indirectly sell or export Products to Territory through any other channel than Distributor and Distributor shall in no way sell or promote the sale in Territory, directly or indirectly, of any products which are of the same kind as, similar to or competitive with Products and shall in no way make any purchase of such products without the prior written consent of Supplier during the effective period of this Agreement.
鉴于本协议赋予的独家权利，供应人不得通过经销人以外的渠道直接或间接向“地区”销售或出口“产品”；经销人也不得在“地区”以任何方式直接或间接销售或推销与“产品”相同、相似或竞争的任何其他产品；并且在本协议有效期间，没有事先取得供应人书面同意，经销人不得购买这些产品。
Article 6. Prohibition of Re-export Distributor shall sell Products only in Territory and shall not, directly or indirectly, resell or re-export Products to any place or country outside Territory, nor shall resell Products to any other person, firm or corporation in Territory, whom Distributor, to the best of his knowledge and belief, knows and has reason to believe to have the intent to resell or re-export Products to any place or country outside Territory. 第六条禁止转口 经销人只可在“地区”内销售“产品”，不得直接或间接把“产品”转卖或转口到“地区”以外的任何地方或国家；也不得把“产品”转卖给那些据他所知或有理由相信企图把“产品”转卖或转口到“地区”以外的地方或国家去的任何个人、商行或公司。
Article 7. Minimum Purchase Distributor shall guarantee the annual purchase of Products from Supplier not less than US$1000000 during the effective period of this Agreement. For this purpose, Products shall be deemed to have been purchased when the payment for Products has been actually received by Supplier. 第七条最低购买数 经销人应保证在本协议有效期间每年向供应人购买不少于100万美元的“产品”。为了执行此条，供应人实际收到“产品”的货款时，即应认为经销人已经购买了该“产品”。
Article 8. Information and Report During the effective period of this Agreement, both Supplier and Distributor shall from time to time and/or on the request of either party furnish each other with information and market reports to promote the sale of Products as much as possible. Distributor shall give Supplier quarterly such reports as inventory, or on market conditions and other activities of Distributor. 第八条资料和报告 在本协议有效期间，供应人和经销人必须随时或在对方要求时互相提供资料和市场报告，以便尽量促进“产品”的销售。经销人每个季度必须向供应人提供关于存货、市场情况和其他经销活动的报告。
Article 9. Sales Promotion Distributor shall exert his best efforts with diligence in advertising and promoting the sale of Products throughout Territory in an effective manner on his own account and Supplier shall provide Distributor free of charge with a reasonable quantity of advertising or sales promotion material such as advertising literature, catalogues, leaflets and other material, which Supplier deems useful to Distributor in his activities under this Agreement. 第九条推销 经销人必须认真尽最大努力在整个“地区”以有效的方式自费宣传和推销“产品”。供应人也必须向经销人免费提供合理数量的、他认为对经销人依本协议进行活动有益的各种宣传品、目录、传单和其他资料。
Article 10. Trade Mark Distributor may use the trade mark of Supplier during the effective period of this Agreement only in connection with the sale of Products, and after the termination of this Agreement, Distributor may use the trade mark in connection with the sale of Products held by him in stock at the time of termination. Any and all rights granted herein by Supplier to Distributor shall terminate upon termination of this Agreement, and distributor shall henceforth cease to exercise any right or rights granted under this Agreement. In case Distributor has found that Supplier’s trade marks, patents, copyrights or other industrial property rights are infringed upon by any third party, distributor shall promptly inform supplier of such infringement and assist supplier in taking necessary steps to protect his rights effectively. In case any dispute and/or claim arises in connection with the above rights, Supplier shall have the right cancel this Agreement at his own discretion and hold himself free from any liability arising therefrom. 第十条商标 在本协议有效期间，经销人可在与销售“产品”有关的方面使用供应人的商标。本协议终止之后，经销人仍可在销售与库存的剩余“产品”有关方面使用该商标。供应人依本协议授予经销人的一切任何权利均应随本协议的终止而终止。自那时以后，经销人必须停止行使本协议授予的任何权利。经销人如果发现供应人的商标、专利、版权或其他工业产权被第三者侵犯时，应立即将此事通知供应人，并协助供应人采取必要步骤有效地保护其权利。如果出现与上述权利有关的纠纷或索赔要求，供应人有权自行决定取消本协议，并且不承受由于该纠纷或要求而产生的任何义务。
Article 11. Duration This Agreement shall be valid and remain in force for a period of three years commencing from the date appearing first above written upon signing by both Supplier and Distributor and can be extended for another period of three years on the same terms and conditions unless either of the parties hereto gives the other party at least thirty days prior written notice to terminate the Agreement prior to the expiration of the original term. 第十一条有效期 本协议从协议书上首先写明的供应人与经销人签订本协议的日期起生效，有效期定为3年，并可按原条款展期3年，除非与约的任何一方在原定期满至少30天以前书面通知另一方终止本协议。
Article 12. Cancellation or Termination (1) In case there is any breach of the provisions under this Agreement by either party during the effective period of this Agreement, the parties hereto shall first of all try to settle the matter in question as soon and amicable as possible to mutual satisfaction. Unless settlement is reached within thirty days after the notification in writing of the other party, such other party shall have the right to cancel this Agreement and the loss and damage sustained thereby shall be indemnified by the party responsible for such breach. (2) Further, in the event of bankruptcy, insolvency, dissolution, modification, consolidation, receivership proceedings affecting the operation of business or discontinuation of business for any reason and/or reorganization by the third party, either of the parties hereto shall have the absolute right to terminate this Agreement forthwith. 第十二条取消或终止 （一）在本协议有效期间内，如有一方对本协议的条款有所违背时，与约双方首先应尽可能迅速友好地解决有关问题，使双方都能满意。在另一方以书面通知后30天内问题仍不能获得解决，则该方有权取消本协议，由此而遭受的损失和损害应由违约的一方负责赔偿。 （二）再者，如遇破产、无力偿付、解散、变更、合并、接管清算程序而影响经营；或因任何原因不能继续营业；或由第三者前来改组时，与约的任何一方有绝对权利立即终止本协议。
Article 13. Secrecy All information made available under this Agreement shall be kept in strict confidence from any third party without prior consent in writing of the other party. The only exception, however, shall be the disclosures forced by the laws, orders or regulations of Governments or Organizations having the necessary authorities and such disclosures shall not be deemed to constitute a violation of this Article under this Agreement. 第十三条保密 本协议中提供的一切资料必须严格保密，在没有预先取得另一方书面同意的情况下，不得向任何第三者泄露。但唯一例外是在政府或有关的权力机构制定的法律、命令、规章强调之下的泄露，这种泄露不得视为构成对本协议条款的违反。
Article 14. Entire Agreement This Agreement constitutes the entire and only agreement between the parties hereto and supersedes all previous negotiations and agreements relating to the sale of Products, and shall not be modified or changed in any manner except by mutual consent in writing of a subsequent date signed by a duly authorized officer or representative of each of the parties hereto. This Agreement is drawn up in both the Chinese and English Languages, each in two originals and one original of each is to be held by Supplier and Distributor. Both versions are equally effective. 第十四条完整契约条款 本协议构成与约双方之间唯一的完整契约，用以取代以前有关销售“产品”的一切洽谈和协议；并且除日后经与约双方各自正式授权的职员或代表签字书面表示一致同意外，不得以任何方式加以修改或变更。 本协议用中英两种文字写成，各有两份正本并由供应人和经销人各持每种文本正本一份。两种文本具有同等效力。 SupplierDistributor
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