1、任务六：拟定一般交易条款任务六：拟定一般交易条款Preventing and Settling DisputesDear Rosemary,Glad to receive your email dated March，29,2012.Through the consideration,we decide to accept your terms and confirm as follows:u Commodity and specification:Boys jacket，Style no.DJ123，Shell:woven twill 100%cotton，lining:woven 100%
2、polyester u Quantity:5000pcs u Packing:20 pieces are packed in one export standard carton,solid color and solid size in the same carton.u Price and terms:USD10.7/pc CIFC5%DUBAIu Payment:By irrevocable letter of credit at 60 days after sight u Shipment:Within 60 days upon receipt the L/C of this deal
3、.Shipment from Shanghai to Dubai,transshipment is allowed and partial shipment is not allowed.Please send us a confirmation and thank for your cooperation.Yours sincerely，JohnScenarioScenario销售合同销售合同SALES CONTRACT卖方卖方SELLER:SELLER:MORNING STAR LTD.CO.21,KUMA ROAD,PUDONG DISTRICT SHANGHAI,CHINA编号编号NO
4、.:980301日期日期DATE:FEB.18,1998地点地点SIGNED IN:SHANGHAI,CHINA买方买方BUYER:CANADIAN K&LIFDON DISTRIBUTORS101,LINDAR STREET,VANCOUVER,CANADA买卖双方同意以下条款达成交易：This contract Is made by and agreed between the BUYER and SELLER,in accordance with the terms and conditions stipulated below.1.品名及规格品名及规格Commodity&Specifi
5、cation2.数量数量Quantity3.单价及价格条款单价及价格条款Unit Price&Trade Terms4.金额金额AmountCIF VANCOUVER GBW32 BASKETBALLGBW322 FOOTBALL ERVS VOLLEYBALL2000PCS2000PCS3000PCSUSD2.15/PCUSD2.6/PCUSD1.45/PCUSD4,300.00USD5,200.00USD4,350.00Total:7000PCSUSD13,850.00允许With5%溢短装，由卖方决定More or less of shipment allowed at the sell
6、ers option5.总值总值Total ValueSAY US DOLLARS THIRTEEN THOUSAND EIGHT HUNDRED AND FIFTY ONLY6.包装包装PackingIN CARTONS OF 50 PIECES EACH7.唛头唛头Shipping MarksDESIGNED BY THE SELLER8.装运期及运输方式装运期及运输方式Time of Shipment&means of TransportationDURING APRIL BY SEA9.装运港及目的地装运港及目的地Port of Loading&DestinationFROM SHAN
7、GHAI TO VANCOUVERPARTIAL SHIPMENT TO BE PROHIBITED AND TRANSHIPMENT TO BE ALLOWED10.保险保险InsuranceCOVERING ALL RISKS AND WAR RISK FOR 120%INVOICE VALUE AS PER CIC(1981.1.1)CLAIM AT DESTINATION PORT11.付款方式付款方式Terms of PaymentTHE BUYER SHOULD OPEN THE SIGHT IRREVOCABLE LETTER OF CREDIT FOR FULL INVOICE
8、 VALUE TO THE SELLER NOT LATER THAN THE END OF MARCH;THE CREDIT IS VALID BY NEGOTIATION WITHIN 10 DAYS AFTER THE DATE OF SHIPMENT IN CHINA.合同条款 The Buyers shall have the right to reinspect if the quality and quantity to be found not in conformity with that of the contract.In case of quality discrepa
9、ncy,claim should be filed by the buyer within 60 days after the arrival of the goods at port of destination while for quantity of discrepancy,claim should be filed by the buyer within 15 days,but reports issued by a recognized public surveyor approved by the sellers.ScenarioScenarioDiscussion 问题一：合同
10、中检验权是如何规定的？问题一：合同中检验权是如何规定的？问题二：检验时间、地点及检验机构该如何问题二：检验时间、地点及检验机构该如何确定？确定？问题三：合同履行过程中为什么会发生索赔？问题三：合同履行过程中为什么会发生索赔？问题四：索赔应该由谁提出？问题四：索赔应该由谁提出？问题五：索赔的依据是什么？问题五：索赔的依据是什么？商品的检验检疫商品的检验检疫(Inspection)法律惯例对进出口商品检验权的规定：法律惯例对进出口商品检验权的规定：接受（接受（ACCEPT）-无权再提出异议无权再提出异议 收到（收到（RECEIVE）-拥有检验权拥有检验权 卖方对卖方对风险转移前风险转移前的货物负有
11、责任的货物负有责任 检验应在合同所载目的地进行检验应在合同所载目的地进行 如货物中途转运或再发运，（卖方事先知道），如货物中途转运或再发运，（卖方事先知道），中间无合理的时间检验，则检验地点推至最终目中间无合理的时间检验，则检验地点推至最终目的地的地IntroductionIntroduction 检验类型检验类型 法定检验法定检验 监管条件是监管条件是A（进口）或（进口）或B（出口）的货物（出口）的货物,报关报关的时候必须向海关提供商检局的的时候必须向海关提供商检局的通关单通关单 非法定检验非法定检验 检验标准检验标准 国家强制性标准国家强制性标准 合同标准合同标准 其他标准其他标准Intr
12、oductionIntroduction 国外的检验机构国外的检验机构 官方机构官方机构 民间、社团检验机构民间、社团检验机构 我国官方检验检疫机构我国官方检验检疫机构：海关总署海关总署（各地直属及隶属海关）（各地直属及隶属海关）美国粮谷检验署（美国粮谷检验署（FGES）美国食品药物管理局（美国食品药物管理局（FDA）瑞士日内瓦通用鉴定公司（瑞士日内瓦通用鉴定公司（SGS）主要职能：主要职能：1.实施法定检验实施法定检验2.办理鉴定业务办理鉴定业务3.对进出口商品的检验工作对进出口商品的检验工作实施监督管理实施监督管理你知道你知道CIQ吗？吗？China Inspection and Quar
13、antine Bureau IntroductionIntroductionCommodity Inspection Certificates Inspection certificates are of various kinds.The most commonly used inspection certificates are:1)Inspection Certificate of Quality（品质检验证书）2)Inspection Certificate of Weight（重量检验证书）3)Inspection Certificate of Quantity（数量检验证书）4)V
14、eterinary Inspection Certificate（兽医检验证书）5)Inspection Certificate of Health（卫生检验证书）6)Disinfection Inspection Certificate（消毒检验证书）A.17)Inspection Certificate of Origin（产地检验证书）8)Inspection Certificate of Value（价值检验证书）9)Inspection Certificate on Damaged Cargo（验残检验证书）10)Inspection Certificate of Packing（包
15、装检验证书）11)Inspection Certificate on Tank/Hold（船舱检验证书）A.2Commodity Inspection Certificates Function 卖方所交货物的证明卖方所交货物的证明 双方索赔、理赔的依据双方索赔、理赔的依据 银行议付货款的单据之一银行议付货款的单据之一 通关验放的必备单据（法定检验）通关验放的必备单据（法定检验）IntroductionIntroductionCommodity Inspection CertificatesStipulating Commodity Inspection in the I&E Contract
16、 Theoretically,in the commodity inspection clause of an I&E contract,the importer and the exporter should make clear the following:a.the kinds and numbers of the required inspection certificates;b.the time and place the goods are to be inspected;c.the institution who is to execute the inspection;d.t
17、he standards and means to be applied to the inspection;e.the party who is to bear the inspection charges.C.B.IntroductionIntroductionStipulating Commodity Inspection in the I&E Contract There are mainly three ways of stating the time and place of the inspection:1)making inspection in the country of
18、export before shipment2)making inspection in the country of import after arrival of the goods at the place of destination3)making inspection in the country of export before shipment and making re-inspection in the country of import after arrival of the goods at the place of destination C.B.Introduct
19、ionIntroduction索赔索赔(Claim)不同法律对违约行为的解释：不同法律对违约行为的解释：以违反交易条件的主次来划分以违反交易条件的主次来划分（英国法）（英国法）违反要件违反要件 违反担保违反担保 以违约后果的严重程度来划分以违约后果的严重程度来划分（公约公约、美国、美国法）法）根本性违约（重大违约）根本性违约（重大违约）非根本性违约（轻微违约）非根本性违约（轻微违约）IntroductionIntroduction 索赔和理赔索赔和理赔 索赔依据索赔依据法律依据和事实依据法律依据和事实依据 索赔期限索赔期限合同约定为准（合同约定为准（公约规定为公约规定为2年年）索赔金额索赔金额
20、事先约定或临时确定事先约定或临时确定 合同中的索赔条款合同中的索赔条款：异议与索赔条款（检验与索赔条款）异议与索赔条款（检验与索赔条款）罚金条款（惩罚性质的或损害赔偿性质）罚金条款（惩罚性质的或损害赔偿性质）（注（注大多数国家的法律只承认后者，如我国法律规大多数国家的法律只承认后者，如我国法律规定定“合同中的罚金应视为损害赔偿金，可予以调整合同中的罚金应视为损害赔偿金，可予以调整”）IntroductionIntroduction If the shipment of the contracted goods is prevented or delayed in whole or in par
21、t by reason of war,earthquake or other causes of Force Majeure,the Seller shall not be liable.However,the Seller shall notify the buyer immediately and furnish the letter within 15 days by registered airmail with a certificate issued by the China Council for the Promotion of International Trade atte
22、sting such event or events.合同条款ScenarioScenario 问题一：如何确认不可抗力事件？问题一：如何确认不可抗力事件？问题二：订立此条款的目的是什么？问题二：订立此条款的目的是什么？问题三：不可抗力导致的后果如何？问题三：不可抗力导致的后果如何？问题四：发生不可抗力事件后应该如何处理？问题四：发生不可抗力事件后应该如何处理？问题五：不可抗力事件证明应由谁出具？问题五：不可抗力事件证明应由谁出具？Discussion不可抗力不可抗力（Force Majeure）不可抗力不可抗力（免责条款）（免责条款）：是指非当事人所能控制，而且没有是指非当事人所能控制，而且
23、没有理由预期他在订立合同时所能考虑到或能避免或克服它或理由预期他在订立合同时所能考虑到或能避免或克服它或它的后果而使其不履行合同义务的障碍。它的后果而使其不履行合同义务的障碍。条件条件 无法预见（签约后发生的）无法预见（签约后发生的）无法避免（不是当事人能左右的）无法避免（不是当事人能左右的）客观存在的（不是当事人自身过失造成的）客观存在的（不是当事人自身过失造成的）范围范围 自然力量引起的自然力量引起的 社会力量引起的社会力量引起的IntroductionIntroduction1)The event occurs after the conclusion of the contract a
24、nd its happening can not be anticipated by the parties at the time of concluding the contract.2)The event is not due to the fault or negligence of the parties of the contract.3)The occurrence of the event can not be controlled or avoided and the consequence of the event can not be overcome by the pa
25、rties of the contract.4)The event makes performance or timely performance of the contract impossible.The Elements of a Force Majeure Event 不可抗力法律后果不可抗力法律后果：1)解除合同解除合同(Termination of the Contract)2)变更合同变更合同Alteration of the Contract(包括替代履行，减少包括替代履行，减少履行或延迟履行履行或延迟履行)发生不可抗力事件后，决定解除合同或变更合同的影响因素发生不可抗力事件后
26、，决定解除合同或变更合同的影响因素 A、如果不可抗力的发生使合同履行成为不可能，例如、如果不可抗力的发生使合同履行成为不可能，例如特定标的物的灭失，或事件的影响比较严重，非短时间内所特定标的物的灭失，或事件的影响比较严重，非短时间内所能复原，则可解除合同；能复原，则可解除合同；B、如果不可抗力只是部分地或暂时性地阻碍了合同的、如果不可抗力只是部分地或暂时性地阻碍了合同的履行，则发生事件的一方只能采用变更合同的方法，以减少履行，则发生事件的一方只能采用变更合同的方法，以减少另一方的损失。另一方的损失。不可抗力条款：不可抗力条款：概括式、列举式、综合式概括式、列举式、综合式Introduction
27、IntroductionCase discussionCase discussion 韩国某公司向我国某粮油进出口公司询购大蒜韩国某公司向我国某粮油进出口公司询购大蒜800公吨，双方经过磋商达成协议，由于该公司出口的公吨，双方经过磋商达成协议，由于该公司出口的大蒜都以山东作为货源基地，所以业务员就在合同中品大蒜都以山东作为货源基地，所以业务员就在合同中品名条款中列出了名条款中列出了“山东大蒜山东大蒜”。但是在临近履约时，产。但是在临近履约时，产地由于自然灾害导致大蒜欠收，货源紧张。业务员几经地由于自然灾害导致大蒜欠收，货源紧张。业务员几经周折，才从其它地区调集了货源按时完成了交货义务。周折，才
28、从其它地区调集了货源按时完成了交货义务。但是外商却提出了但是外商却提出了“货物不符合合同要求货物不符合合同要求”的异议，要的异议，要求要么提供山东大蒜，要么降价赔偿。请问，对方的要求要么提供山东大蒜，要么降价赔偿。请问，对方的要求合理吗？如果你是业务员，你将如何处理这种情况？求合理吗？如果你是业务员，你将如何处理这种情况？All disputes arising from this agreement shall be settled amicably though friendly negotiation.In case no settlement can be reached though
29、 negotiation,the case shall be submitted to Foreign Trade Arbitration Commission of the China Council for the Promotion of International Trade for arbitration in accordance with the Rule of Arbitration of this Commission.The award rendered by the said commission shall be final and binding upon both
30、parties.合同条款ScenarioScenario 问题一：如何解决合同履行过程中的纠纷？问题一：如何解决合同履行过程中的纠纷？问题二：订立此条款的目的是什么？问题二：订立此条款的目的是什么？问题三：仲裁地点和仲裁机构应如何确定？问题三：仲裁地点和仲裁机构应如何确定？问题四：仲裁的裁决效力如何？问题四：仲裁的裁决效力如何？Discussion仲裁仲裁(Arbitration)解决对外贸易争议的方式解决对外贸易争议的方式 协商协商调解调解仲裁仲裁诉讼诉讼 仲裁的特点仲裁的特点 双方自愿选择双方自愿选择 双方签有仲裁协议双方签有仲裁协议 程序简单、裁决迅速、费用较低程序简单、裁决迅速、费用较
31、低 裁决是终局的裁决是终局的 审理是非公开的审理是非公开的IntroductionIntroduction Compared with other means,arbitration has the following characteristics:1)Unlike administrative departments and law courts,arbitration organizations can not govern forcibly the dispute between the two parties.An agreement should be reached betwee
32、n the two parties before they submit their dispute for arbitration.2)Arbitral award is final and binding upon both parties.3)Arbitral award enjoy much greater international recognition than judgments of national courts.Characteristics of ArbitrationD.2D.3123 4)Arbitration is comparatively flexible a
33、nd neutral.5)Arbitration is more professional,faster and less expensive than litigation in the courts.6)Arbitration is private.D.2D.3456Characteristics of Arbitration 仲裁协议的作用仲裁协议的作用 表明双方自愿接受仲裁表明双方自愿接受仲裁 表明仲裁机构取得该案件的管辖权表明仲裁机构取得该案件的管辖权 排除了法院对该案件的管辖权排除了法院对该案件的管辖权 仲裁协议的形式（必须是书面的）仲裁协议的形式（必须是书面的）合同中的仲裁条款（
34、相对于其它条合同中的仲裁条款（相对于其它条款而独立存在）款而独立存在）单独的仲裁协议单独的仲裁协议IntroductionIntroduction Arbitration agencies can be of two types:permanent arbitration institutes and ad hoc arbitration tribunals.Arbitration AgenciesD.1D.2Training 请大家根据下发的往来函电资料，完成请大家根据下发的往来函电资料，完成出口合同的拟定。出口合同的拟定。要求：要求：内容完整内容完整 书写整齐书写整齐 合同条款表述规范合同条款表述规范
