国际贸易实务双语教程Chapter10-The-Conclusion-of-Sales-Contracts精课件

Chapter10TheConclusionofSalesContractsChapter10TheConclusionof10.1TheprocedurefortheconclusionofsalescontractDefinitionofContractOfferInquiryCounterOfferAcceptance10.1TheprocedurefortheconDefinitionofContractAcontractisanagreementreachedbytwoormorethantwopartiesconcerned,inordertoestablish,modifyorterminatethecivilrightandobligationoftheparties.DefinitionofContractAcontraOfferDefinitionThenecessaryconditionsforavalidofferinlawValiditytimeofanofferThetimeforanoffercomingintoeffectTheWithdrawalandtheRevocationofanofferInvalidationofanOfferOfferDefinitionDefinitionAnofferisaproposaloftermsandconditionspresentedinapotentialcontractbyoneparty,calledtheofferor,toantherparty,calledtheofferee.DefinitionAnofferisapropos国际贸易实务双语教程Chapter10-The-Conclusion-of-Sales-Contracts[精]课件国际贸易实务双语教程Chapter10-The-Conclusion-of-Sales-Contracts[精]课件ThetimeforanoffercomingintoeffectThetimeforanoffercomingiTheWithdrawalandtheRevocationofanoffer1. Thewithdrawalofanoffer2. TherevocationofanofferTheWithdrawalandtheRevocatInvalidationofanOffer1. Theexpirydate2. Rejection

3. Counter-offer4. ForceMajeure5. Incasethattheofferororoffereebecomesincapableoflegaltransaction(suchasinsanity,deathetc.),theofferisinvalid.InvalidationofanOffer1. ThInquiry

Thenon-firmofferislegallycalledasinvitationtoforoffer,referringtowithanintentiontopurchaseorsellsomecertaincommodities,onepartyinquiresaboutthetradetermstotheotherparty,orbringsaboutaproposalforbusinesstransactionwithsometerms.Therearesomewaystomakeaninvitationtoforoffer,theinquiryiswidelyused.Itisnotwithlegalforce,norconstitutinganoffer.InquiryThenon-firmofferiCounterOffer

Counteroffermeansareplytotheoffermadebytheofferee,notacceptingcompletelythetermsoftheofferandwiththeproposaltomodifyorchangeit.CounterOfferCounteroffermeAcceptanceImplicationofanacceptanceThekeyelementsconstitutinganacceptanceTheperiodforanacceptancecomingintoeffectLateAcceptanceTheWithdrawalofAnAcceptanceAcceptanceImplicationofanacThekeyelementsconstitutinganacceptance1. Anacceptancemustbemadebythespecificofferee.2. Thecontentsoftheacceptancemustbeincompliancewiththeoffer,thatistosay,themodificationontheofferisusuallyregardedasacounterofferasstatedabove.3. Theacceptancemadeanddeliveredtotheofferorwithintheeffectiveperiodoftheoffer.

4. Thetransmissionwayoftheacceptancenoticeconformingtotherequirementoftheoffer.5. Anacceptancemustbeindicated.Thekeyelementsconstituting10.2EstablishmentofInternationalBusinessContractEstablishmentofContractSignificanceofSigningaContractFormsofContractinWrittenForm10.2EstablishmentofInternatEstablishmentofContractTimeofEstablishmentofaContractKeyElementsforanEffectiveContract1.Thepartiesconcernedmustbewiththeconductcapacitytosignacontract.2.AcontractmustbewithConsiderationorCause.

3.Theobjectiveofacontractmustbelegal.4.Acontractshallbeincompliancewiththestipulatedformbylaw.5.Thepartyconcernedofacontractshallbeintruewillingness.EstablishmentofContractTimeSignificanceofSigningaContract1.Theevidencetoproveacontractisestablished.

2. Thetermwithwhichacontractcomesintoeffect.3. Thebasisonwhichacontractisfulfilled.SignificanceofSigningaContFormsofContractinWrittenFormTheformofacontractinwrittenformisnotlimited.ThebothpartiesconcernedmayadoptanyoneoftheseformsincludingContract,Confirmation,AgreementorMemorandum.Inaddition,thereareletterofintent,purchaseorder,authorizationordersheetandtheliketobetakenastheformofacontract.FormsofContractinWrittenFGeneralContentsofContractHeadGeneralClausesEndingGeneralContentsofContractHeCaseStudy

Case1Case2Case3Case4Case5Case6Case7Case8Case9CaseStudyCase1Case1:

OurcompanyimportsfromabroadabatchofagriculturalproductsandresoldthemtoanAmericancompany.OurcompanymakesanoffertotheAmericancompany.ThenextdaytheAmericancompanyacceptsouroffercompletely.Andtheyrequestustoofferthecertificateoforigin.Twoweekslater,theAmericanbusinessmanopensanL/Ctous.Whenwearepreparedtodispatchthegoods,wereceivetheadvicefromtheCommodityinspectionbureau.ThecertificateoforiginshouldnotbeissuedbecausethegoodsarenotproducedbyChinesecompany.ThenweinformtheAmericanbusinessmantocanceltheclausewhichisrequiredtoofferthecertificateoforigin,isrejected,socontroversial.Weputforwardthatwedonotagreetoprovidethecertificateoforigin,soitisnotourdutytoofferit.Howevertheybelievethatitisourdutytooffer.PleasetrytomakearbitrationonthiscaseaccordingtotheCISG.

Case1:OurcompanyimportsfrCase2:Asanexporter,wecableanAmericanbusinessmantoexportagriculturalproducts.Besidethenecessaryitemsstatedintheoffer,theclausePackinginSoundbagsisalsoaddedin.Duringthevalidityoftheoffer,theAmericanbusinessmanrepliesRefertoyourtelexfirstacceptedPackinginnewbagsWhenwereceivetheabovereply,wearereadyforshipment.Theinternationalmarketpricefortheagriculturalproductstumbledafewdaysago.TheAmericanbusinessmanrepliesthatthecontractdoesnotestablishedbecausewedidnotconfirmwhentheychangedthepackingcondition.Weinsiststhatthecontracthasbeenestablished.Sothepartiesoccurthisargument.Howtohandlethiscase?Case2:Asanexporter,wecabCase3:

AChineseInternationalengineeringcontractingcompanyasksanItaliansuppliertomakeanofferforustosellabatchofsteelonMay3bytelex.Inourtelexstatement:Werequirethatthisofferistocalculatethespecialistofabuildinganddeterminewhetherornottoparticipateinbidding;WemusttenderthetendereronMay15andthebidopeningdateisonMay31.TheItaliansuppliercablesustheofferonMay5fortheabovementionedsteel.WecalculatethepriceonhisofferandsubmitthetendertothetendereronMay15.TheItaliansuppliersendsatelextorevokehisMay5offerOnMay20,Becauseoftherisingpriceofthesteelmarket.Weimmediatelyreplythemthatwedon'tagreetorevoketheoffer.So,bothsidesmakeadisputeontherevocationoftheoffer.ThenonMay31,webidsuccessfully.WeimmediatelytelextheItaliansuppliertoaccepttheMay5offer.ButtheItaliansupplierinsiststhattheyhavecancelledtheofferonMay20.Thecontractisnotestablished.Howeverwebelievethatthecontractisestablished.Bothsidesargue.Hencebothsidesagreetosubmitittoarbitration.Question:ifyouareanarbitrator,howtomakeanarbitration?Explainthereasons?Case3:AChineseInternationCase4:ABritainbusinessman(businessmanA)makesanoffertoafederalGermanybusinessman(businessmanB)onMay3tosellacertainofgoods.BusinessmanBisinthereceiptofthisofferthenextday(May6,)BusinessmanBmakesacompleteanswertoaccepttheofferonthemorningofMay6.AfterbusinessmanAsendstheoffer,hefindsthecommoditypricesupward,hencehecabledbusinessmanBtowithdrawtheofferintheafternoonofMay7.ItisinthemorningofMay8thatBusinessmanAreceivestheacceptancefrombusinessmanB.Question:(1)AccordingtotheBritainlaw,isitlegalforbusinessmanAtowithdrawtheoffer?(2)IfthecaseisappliedtotheCISG,whetherbothsidesexistcontractrelationship?Case4:ABritainbusinessman(Case5:

OnedaymorningAFrenchbusinessmanpaysavisittooneofourexporterstopurchaseacertainofgoods.Wemakeanoraloffer,theydonotanswer.Hevisitedagainthatdayafternoonandacceptedthemorningsofferunconditionally.Atthattimewehavealsolearnedthatthereisanupwardtendencyintheinternationalmarket.Sohowtohandlethissituation,why?

Case5:OnedaymorningAFrenCase6:

OneofourexportersmakesanoffertoanItalianbusinessman,theofferissubjecttothereplyreachhereon10thofthismonth.ThentheItalianbusinessmancablestoinformusofacceptingthisofferon9th.BecauseofthedelayoftheTelegraphOffice,Wereceivehisacceptancenoticeinthemorningofthe11stofthismonth.Howeverwegetthemessagethatthemarketpriceisupward.Sowhatshallwedo?Case6:OneofourexportersmCase7:OneofourforeigntradecompanyreceivedanofferfromtheDcompanywhichisinParis,FranceonJuly16,2009.500MERTICTONTINPLATEUSDOLLARS540CFRCHINAPORTAUGUSTSHIPMENTSIGHTL/CSUBJECTTOYOURREPLYREACHINGUSBYJULY20WerepliedonJuly17statingthatwecanaccepttheofferiftheunitpriceisUSD500.00CFRCHINAPORT.Iftherearesomedisputes,arbitrationinChina.heDcompanyrepliedbycablethatthemarketisfirm,thepricecannotbereduced,thearbitrationcanbeaccepted,leasereplyassoonaspossible.Thereisanupwardtendencyinthetinplatespriceatthesametime.Sowerepliedbycablethatweacceptyourfirmof16th.TheL/ChasbeenestablishedthroughtheBankofChina,pleaseconfirm.HowevertheFrenchbusinessmandidnotconfirmandreturnedtheL/C.Question:Whetherthecontractisestablish?Doeswemakeanymistakes?Explainthereasons.

Case7:OneofourforeigntradCase8:

AccordingtoaFrenchbusinessmeninquiry,oneofourexportermakesanoffertosellakindofgoods,subjecttoyourreplyreachingusby5thofthismonth.TheFrenchbusinessmancablestoaccepttheofferon4thofthismonth.BecauseofthedelayoftheTelegraphOffice,Wereceivehiscableinthemorningofthe6thofthismonth.Atthesametimewecabletorefusetheoffersincethemarkerpriceincreases.HowevertheFrenchbusinessmanbelievesthatitisnothisdutytomakethedelayoftheacceptancenoticeandinsiststhatthecontracthasbeenestablished.Wedon’tagreeonit.Thereforeweprosecutetothecourt.Howshouldyouthinkthejudgesjudgment?Ifwedon’trefuseuponwereceivethe