国际贸易-Ch.17-Negotiation

,CHAPTER17NEGOTIATIONANDFORMATIONOFTHECONTRACTInternationalTradeNegotiationFormationofContract,1INTERNATIONALTRADENEGOTIATION,ENQUIRY询盘,OFFER发盘,COUNTEROFFER还盘,ACCEPTANCE接受,EnquiryInvitationtoofferBythesellerorthebuyerNotbindthetwopartiesNotanecessarystepButusuallystartofadeale.g.“WeareinterestedinyourButterflyBrandsewingmachines.Pleasemakeusaquotationatyourearliestconvenience.”,2.Offer指一方当事人以缔结合同为目的，将交易的全部条件十分明确肯定的向另一方所作的一种意思表示，只要对方表示接受，合同即告成立。ProposalDefiniteinitstermsIndicatestheofferorsintentiontomakeadealBindtheofferorSellingoffer,buyingoffer(bid递盘)发盘在我国合同法中叫要约，是希望和他人订立合同的意思表示。Necessarystep,“Wearemakingyouanofferfor2000dozensportshirtsasSampleNo.1234ataunitpriceofUS$90perdozenCIFNewYork.ThepackingisofexportstandardandshipmentistobeeffectedinMay/June2008.PaymentistobemadebyirrevocablesightL/C.Thisofferissubjecttoyourreplyreachinghereon20thinst.”,3.Counteroffer还盘是受盘人不同意发盘中的某些交易条件而提出修改或变更意见的一种行为。Areplytoanofferthatmakesmaterialchange(s)tothetermsoftheoffer.AnewofferTheoriginalofferbecomesnullandvoid.性质是对发盘的拒绝，使原发盘失去效力。,legallyineffectiveinvalid,“YourletterdatedSept.3rdhasbeenreceived.WeregretthatweareunabletoacceptitasyourcompetitorsarequotingforgoodsofsimilarqualityatapriceofUS$55.Pleasereplyimmediately.”,price,4.Acceptance接受指受盘人在发盘的有效期内，无条件的同意发盘中提出的各种交易条件，愿意按这些条件和对方达成交易订立合同的一种表示。Anunconditionalassenttoanofferoranassenttoanofferwithonlyminorchangesthatdonotaffectanymaterialtermsoftheoffer.我国合同法中，接受称为承诺，并规定承诺生效时合同即成立。“Weacceptyourofferof14th.”,2FormationofContract,OFFER,ACCEPTANCE,FORMATIONOFCONTRACT,发盘和接受是使交易合同成立的两个必不可少的环节。判定合同是否成立，不仅要看有无发盘和接受，还要看发盘和接受是否有效。,OfferConstitutionofanofferTermofvalidityofanofferWithdrawalandrevocationofanofferTerminationofanoffer,(1)Constitutionofanoffer,CISGArticle14(1),Sufficientlydefinite,Tospecificperson(s)Thespecificationsoftheaddresseewillusuallybebyname.Advertisement?Catalogue?Pricelist?GenerallyNOT!Unlessclear,specificanddefiniteEsp.indicatesintentionofmakingadeal“Thepriceisforyourreference.”“Thepriceissubjecttoalteration.”(价格得予变动),Sufficientlydefinite(i)Nameandquality(ii)Quantity(iii)Price,CISGArticle14(2),Usualpractices;ProvisionsinpartIIIofCISG.,OtherTerms?,Inpractice,Complete:6tradeterms(2)Themomentwhenanacceptancebecomeseffective;(3)Withdrawalofacceptance.,ConstitutionofacceptanceCISGArticle18(1):“Astatementmadebyorotherconductoftheoffereeindicatingassenttoanofferisanacceptance.Silenceorinactivitydoesnotitselfamounttoacceptance.”,Theacceptancemustbemadebytheofferee.Itmustconformtotheoffer.Basicallyunqualifiedlyaccepttheoffer.,(i)Areplytoanofferwhichcontainsadditions,limitationsorothermodificationsisarejectionoftheofferandconstitutesacounteroffer.(ii)Butiftheadditionalordifferenttermsdonotmateriallyalterthetermsoftheoffer,thenthereplyconstitutesanacceptance.,TheofferormaysayNOimmediately.,Thechangesbecomepartofthetermsofthecontract.,Ifnot,Materialalteration?实质性改变,Price,Payment,Quality,Quantity,Placeandtimeofdelivery,Extentofonepartysliabilitytotheother,Thesettlementofdisputes,CaseStudy:,2006/03/01:AmadeanoffertoBfor1000M/Tsugarpackedinsoundbags.2006/03/10:BacceptedAsofferwithanalterationofpacking,i.e.packinginnewbagsisrequired.2006/03/20:Thepriceofsugardroppedsharply.Bwantedtoknowifhewaslegallybound.合同成立！,PackingNotmaterialalteration,Theacceptancemustbemadewithintheperiodoftimeforacceptance.接受必须在发盘的有效期内表示并送达发盘人。Alateacceptanceisnoteffectiveasanacceptance.Twoexceptions:1.Ifwithoutdelaytheofferorinformstheoffereethattheacceptanceiseffective.如发盘人毫不迟疑的通知受盘人他认为逾期接受仍然有效，则逾期接受仍具有接受的效力。该种逾期接受是否有效的决定权在发盘人手中。2.Iftheacceptancewaslatebecauseoftransmission,stilleffectiveunlesstheofferorinformstheoffereethattheacceptanceisineffective.如逾期接受是由传递障碍造成的，则该接受仍然有效。除非发盘人及时通知受盘人说他不接受该逾期的接受，则接受仍不能生效。,LateAcceptancegenerallyLateAcceptance(causedbytransmission),Ineffective,Effective,Effective,Ineffective,Offerorinforms,Theacceptancemustbeindicated接受必须表示出来Anacceptancemustbeindicatedeitherbyastatementorbyotherconduct.“Silenceorinactivitydoesnotitselfamounttoacceptance.”(i)Silenceorinactivityalonedoesnotconstituteanacceptance;(ii)Silenceorinactivitywhencoupledwithotherbehaviormayindeedbeindicativeofanacceptance.,1.“IknowthatthisissuchagooddealthatIwillassumethatyouhaveacceptedunlessIhearotherwise.”Thefactthatthebuyerdoesnotrespondwillnotcreateacontract.(Thesellerattemptedtoforceacceptanceonthebuyer.)2.“Unlessyouhearotherwisefrommewithin3daysafterIreceiveyourorder,Iwilldeliverthewidgets(装饰品)youneedat$100each.”Thesellerssilencewouldconstituteanacceptance.(Thesellervoluntarilyassumedthedutytorespond.),(2)Themomentwhenanacceptancebecomeseffective(Article18)接受生效的时间Atthemomenttheacceptancereachestheofferor.Anoraloffermustbeacceptedimmediatelyunlessthecircumstancesindicateotherwise.,(3)Withdrawaloftheacceptance接受的撤回Anacceptancemaybewithdrawnifthewithdrawalreachestheofferorbeforeoratthesametimeastheacceptancewouldhavebecomeeffective.如果撤回通知于接受原发盘应生效之前或同时送达发盘人，接受得予撤回。,Acontractisconcludedatthemomentwhenanacceptanceofanofferbecomeseffective.,3.FormationofcontractFormsofcontractsSalesContract,PurchaseContract.SalesConfirmation,PurchaseConfirmation.SalesAgreement,PurchaseAgreement.SalesMemorandum,PurchaseMemorandum.,ContentofthecontractPreamble约首:nameandaddressofthesellerandthebuyer;thedateofcontractandp