英专商务外贸谈判-合同

1、 对 外 贸 易 货 物 出 口 合 同FOREIGN TRADE SALES CONTRACT 合同编号Contract No：ZZ-XS2014020签订日期Date：NOV. 27, 2014签订地点Signed at：Suzhou, China甲方（卖方）：苏州萌耶食品有限公司地址：中国江苏苏州工业园区现代大道999号现代大厦电话：0086arty A(SELLER): Suzhou Moe Food Co., LTD.Address: 6F, Modern Mansion, No.999 XIANDAI Main Road, Suzhou, 201502

2、8, CHINA.Tel：0086方（买方）：凯拉弥尔顿有限公司地址：美国德克萨斯州休斯顿市蒙特罗斯大道3417号电话：001 512-233-0506Party B (BUYER): Kayla Milton Co., LTD. Tel：001 512-233-0506Address：3417 Montrose Boulevard, Houston, Texas 77006, U.S.A.经买卖双方确认根据下列条款订立本合同：After discussion both parties have mutually agrees to sign the contra

3、ct under terms and conditions as follows:第一条：买卖双方均同意销售或购买以下产品ARTICLE 1 : Party A agrees to sell and Party B agrees to buy the commodities with specifications as follows: 1.1/ 商品 - 描述 - 数量 - 价格 1.1/ COMMODITIES - DESCRIPTION - QUANTITY - PRICES货号Art No.名称及规格Descriptions单位Unit数量Quantity单价Unit price (U

4、SD)金额Amount (USD)01Name: Chocolate BarPiece1,000,0002$2,000,000$1.2/总值（大写）: 贰佰万美元整1.2/TOTAL AMOUNT（in words）: TWO MILLION US DOLLARS1.3/质量: 允许溢短3%1.3/QUALITY: 3% more or less in quantity and value allowed.1.4/原产地: 中国1.4/ORIGIN: CHINA第二条: 货运ARTICLE 2 : SHIPMENT DELIVERY2.1/ 运输：卖方应于交货期内将合同货物从装货港运到目的港，

5、不许分批，允许转运。2.1/ Shipment: The Sellers shall ship the goods within the shipment time from the port of shipment to the destination. Transshipment is allowed. Partial shipment is not allowed.2.2/ 装运期限: 本合同签订、免税办理完毕后30天。2.2/ Time of Shipment: Within 30 days after the signing of this contract and the issu

6、e of duty-free paper.2.3/ 交货条件: FOB2.3/ Terms of delivery: FOB2.4/ 包装: 须用坚固的新木箱/纸箱包装，适合长途海运，防湿、防潮、防震、防锈，而粗暴搬运。由于包装不良所发生的损失，由于采用不充分或不妥善的防护措施而造成的任何锈损，卖方应负担由此而产生的一切费用和/或损失。2.4/ Packing: To be packed in new strong wooden case (s) / carton (s) suitable for long distance ocean transportation and well prot

7、ected against dampness, moisture, shock, rust and rough handling. The Sellers shall be liable for any damage to the goods on account of improper packing and for any rust damage attributable to inadequate or improper protective measures taken by the sellers and in such case or cases any and all losse

8、s and/or expenses incurred in consequence thereof shall be borne by the Sellers.2.5/ 装运唛头:卖方应在每件包装上，用不褪色油墨清楚地标刷件号、尺码、毛重、净重、“此端向上”、“小心轻放”“切勿受潮”等字样，并刷有下列唛头：J.M.JIEMEI CO. LTDCHINAMADE IN CHINA2.5/ Shipping Marks: On the surface of each package, the package number ,measurements, gross weight, net weigh

9、t, the lifting positions, such cautions as “DONOTSTACKUPSIDEDOWN”，“HANDLEWITHCARE”；“KEEPAWAYFROMMOISTURE”and the following shipping mark shall be stenciled legibly in fadeless paint:J.M.JIEMEI CO. LTDCHINAMADE IN CHINA2.6/ 装运港: 中国连云港2.6/ Port of loading: Lianyungang, China.2.7/ 目的港: 美国德克萨斯州休斯顿市2.7/

10、Port of destination: Houston, USA2.8/ 装运通知: 一旦装运完毕，卖方应即电告买方合同号、品名，已装载数量、发票总金额，毛重，运输工具名称及起运日期等。2.8/ Shipping of advice: The Seller shall immediately, upon completion of the loading of the commodity, notify the Buyer of the contract number, names of the commodity, loaded quantity, invoice value, gross

11、 weight, name of the vessel and the shipment date by TELEX/FAX.2.9/ 质量保证: 卖方保证订货系用最上等的材料和头等工艺制成，全新，未曾用过，并完全符合本合同规定的质量、规格和性能。卖方并保证本合同订货在正确安装、正常使用和维修的情况下，自化物到达到货口岸之日起十二个月内运转良好。2.9/ quality of guarantee: The Sellers shall guarantee that the goods are made of best materials, with first class workmanship

12、, brand new, unused and correspond in all respects with the quality, specifications and performance as stipulated in this Contract. The sellers shall also guarantee that the goods when correctly mounted and properly operated and maintained, will give satisfactory performance for a period of 12months

13、 starting from the date on which the goods arrive at the port of destination.2.10/ 延迟交货和罚款:如果卖方未能按合同规定如期交货，若卖方同意赔款并从付款银行扣除罚款，买方应同意延迟交货。罚款不能超过延迟交货商品总价的5%。罚款率为每7天0.5%，未超过7天时按7天计。卖方若延迟交货超过合同规定日期10周，买方有权解除合同，或要求限期交货并向买方支付罚款。2.10/ Late Delivery and Penalty: Should the Sellers fail to make delivery on tim

14、e as stipulated in the Contract, the Buyers shall agree to postpone the delivery on condition that the Sellers agree to pay a penalty which shall be deducted by the paying bank from the payment. The penalty, however, shall not exceed 5% of the total value of the goods involved in the late delivery.

15、The rate of penalty is charged at 0.5% for every seven days, odd days less than seven days should be counted as seven days. In case the Sellers fail to make delivery ten weeks later than the time of shipment stipulated in the Contract, the Buyers shall have the right to cancel the contract and the S

16、ellers, in spite of the cancellation, shall still pay the aforesaid penalty to the Buyers without delay.第三条 : 付款条件ARTICLE 3 : TERM OF PAYMENT3.1/ 付款方式: 信用证付款：买方给卖方开出100%不可撤销即期信用证。3.1/ Payment: The buyer opens an irrevocable 100% L/C at sight in favor of seller3.2/ 单据: (1) 海运提单一套(2) 发票一式叁份(3) 装箱单一式叁份

17、(4) 产品质量证明书(5) 保险单一份(6) 制造厂家通知开证申请人有关货物装运的详细资料传真复印件壹份(7) 卖方有关另外用特快邮寄壹套单据给开证申请人的证明书及邮寄底单 另外，货物装运后十天内，除上述装运通知电报副本外，卖方应另外准备各种单据副本三套，以空邮将其中一套寄交买方，另外两套寄交到货囗岸中国对外贸易运输公司。3.2/ Documents: (1) Full set of Negotiable Clean on Board Ocean Bills of Lading and consigned to applicant. (2) Invoice in three copies.(

18、3) Packing list in three copies issued by the Sellers. (4) Certificate of Quality issued by the Sellers. (5) Insurance Policy. (6) Manufacturers certified copy of fax dispatched to the applicant within 24 hours after shipment advising flight No., B/L No., shipment date, quantity, Gross weight, Net w

19、eight, and value of shipment.(7) The sellers Certificate and waybill certifying that extra documents have been dispatched according to the contract terms by express airmail.In addition, within 10 days after shipment is effected, the Sellers shall prepare three sets, each comprising one copy each of

20、the above mentioned documents with the exception of the cable shipping advice one set to be airmailed to the Buyers and the other two Sets to the China National Foreign Trade Transportation Corporation at the port of destination.第四条 : 仲裁ARTICLE 4 : ARBITRATIONAll disputes in connection with this Con

21、tract or the execution thereof shall be settled friendly through negotiations. In case no settlement can be reached, the case may then be submitted for arbitration to China International Economic and Trade Arbitration Commission in accordance with its Rules of Arbitration promulgated by the said Arb

22、itration Commission. The Arbitration shall take place in Beijing and the decision of the Arbitration Commission shall be final and binding upon both parties; neither party shall seek recourse to a law court, nor other authorities to appeal for revision of the decision. Arbitration fee shall be borne

23、 by the losing party. In the course of Arbitration, both parties shall continue to execute the present Contract except those under arbitration.与本合同有关的或由执行本合同引起的矛盾应通过友好协商解决。如无法达成协议，应提交仲裁。仲裁在中国北京进行，并由中国国际贸易促进委员会所属的对外经济贸易仲裁委员会按照仲裁机构暂行的规定进行仲裁。仲裁结果应作为双方的最终约束。任何一方不得向法庭或其他协会申请修改仲裁结果，仲裁费用由败诉方承担。仲裁期间，双方应继续执行

24、本合同中除仲裁条款外的其他条款。第五条: 特殊条款ARTICLE 4 : Special Provision本协议中、英文不一致的，以中文为准。In this agreement, Chinese version has the prevail in case of any difference therein.本协议经甲方盖章、乙方签字后生效。本协议一式三份，其中甲方持两份、乙方持一份。This agreement shall enter into force after stamped and signed by two parties. This agreement is in trip

25、licate, Party A holds two copies and Party B holds one copies.甲方：苏州萌耶食品有限公司 乙方：凯拉弥尔顿有限公司Party A:Suzhou Moe Food Co., LTD. Party B: Kayla Milton Co., LTD. 代表人签字： 代表人签字：Authorized signature: Authorized signature: 日期 日期Date: Date: Regarding Import From Suzhou Moe Food Co., LTD. Negotiation PlanKayla Mi

26、lton Co., LTD.November 23th, 2014Index1. Contacts2. Negotiators3. Location and Time4. Goal5. Acceptable Terms6. Negotiation Strategies 1. Contacts and ReportsContact: Tel: 0086E-mail: contactReport: Telephone conference and written report2. NegotiatorsChief negotiator: Andy Black, ple

27、nipotentiary negotiator of the company(in full charge of the process of and decisions in the negotiation);Professional negotiator: Mona Green (states the companys wish and conditions of starting a communication; holds discussions on details with the other party; revises relative terms of the draft c

28、ontract; provides advice and data on profession issues for the chief negotiator; provides professional conclusion for the final decision)3. Location and TimeTime： November 24th, 2014Location: Suzhou International Hotel4. Goal(1). Commodity: chocolate bar produced by Suzhou Moe Food Co., LTD.(2).Quan

29、tity: 1-1.5 million bars(3). Range of Price: a highest of $2.3. The company would like to minimize the purchasing price to increase its profits. (4). Analysis of Suzhou Moe Food Co., LTD: Suzhou Moe Food Co., LTDthe largest food export company is a large enterprise specialized in food export to Euro

30、pean and North American markets. Headquartered in Suzhou, China, it possesses 35% of the chocolate market in North America. It has 12 dealers in America, and its productions are fairly popular among American customers.(5). Analysis of Strengths, Weaknesses, and Opportunities of Both SidesOur opportu

31、nities: cheap and fine commodities; long-term cooperative relationship with Suzhou Moe Food Co., LTDTheir opportunities: long-term cooperative relationship with us; decent profitsOur strengths: Americas third largest retail company, a relatively strong position; large order quantity, capability of b

32、argainingOur weaknesses: their productions are fairly popular among American customers; we are facing crisis of fewer and less stable suppliers and increasing pressure of competition.Their strengths: full range of merchandise, capability of meeting clients needs; good reputation abroad; many coopera

33、tors.Their weaknesses: a relatively high price; many competitors; not knowing our bottom line.(6). Possibility of DisputesDisputes on price, quantity, payment, freight and insurance(7). Liability of RisksCargo damage caused by force majeure during shipping5. Acceptable Terms(1). Reservation price: a

34、 highest of $2.3 per unit(2). Payment: FOB or CFR(3). Time of shipment: within 15-30 days after the signing of contract and the issue of duty-free paper.(4). Port of loading: depending on the circumstances (5). Packaging: to be packed in strong wooden cases/ cartons6. Negotiation Strategies (1). Sta

35、ge Communicate with each other: negotiate with strategy.(2). Stage Act tough and talk soft: concentrate on the long-term profit and always stand in priority.Compromise when it is necessary.Create a situation full of competition, making the other part under pressure.3、Stage Insist on the basic line,

36、make the ultimatum and decide the final price.7. Contingency planIts the first time to negotiate with Suzhou Moe, and we have little information about them. In order to make sure the negotiation end successfully, we have made a contingency plan.(1). In case Suzhou Moe claims that they have other coo

37、peration to choose, and refuses our proposal.Solution: We should be clear-minded that its just a strategy. We will seek to defeat them with rationally evidence. When necessary, we can also point out their strategy. (2) . In case Suzhou Moe makes use of one subject under the discussion to put over th

38、eir own ideas.Solution: Skip the unnecessary explanations and shift subject. (3). In case Suzhou Moe wont cut the price. Solution: We aim at setting up a steadily relationship, the compromise of price can bring our long-term interest.关于向美国凯拉弥尔顿有限公司出售商品 谈判方案策划书苏州萌耶食品有限公司二零一四年十一月二十三日目录一、 通讯方式、报告方式二、 谈判人员三、 谈判时间、地点四、 谈判目标五、 可接受条件 一、 通讯方式、报告方式通讯方式：0086contact报告方式：电话会议报告及书面汇报二、 谈判人员首席代表：金坷，公司谈判全权代表（全权负责谈判过程中的一些事项与决策）；专业人员：李思思（阐明己方参加谈判的愿望、条件，同对方进行专业细节方面的磋商。修改草拟谈判文书的有关条款。向首席代表