国际贸易实务英汉双语课件_第5章 contract ation.ppt

1、International trade practice,主讲：刘伟良 TelQQ：1047205122,Chapter 5 Foreign Exchange Rate & Contract Formation Offer & Acceptance,1. Foreign Exchange Rate,Protection Against Adverse Movement of Exchange Rate,3. Offer,4. Acceptance,1/37,5. Conditions of Sale,P95-,2/37,1. Foreign Exchange Rate

2、,外汇货币行政当局（中央银行、货币机构、外汇平准基金和财政部）以银行存款、财政部库券、长短期政府证券等形式所保有的在国际收支逆差时可以使用的债权。包括：外国货币、外币存款、外币有价证券（政府公债、国库券、公司债券、股票等)、外币支付凭证(票据、银行存款凭证、邮政储蓄凭证等）。,1) Foreign Exchange 外汇,Foreign exchange means the instruments expressed in foreign currency and employed in making payments between countries paper currency, not

3、es, checks, bills of exchange, and electronic notifications of intl credit and debts.,P95-,3/37,2) Foreign Exchange Rate 汇率,Foreign exchange rate is the price relationship between the currencies of two countries or the price of one currency in terms of the other.,P96-,4/37,3) Quotation 外汇报价,Quotatio

4、n / Quote means a statement of willingness to buy or sell at an announced price. There are two ways to express the exchange rate: Direct quotation and Indirect quotation.,外汇报价银行参照国际金融市场的即时汇率加上一定幅度的买卖点差而报出的外汇买卖价格。外汇报价方式主要有直接标价法和间接标价法两种。,P96-,5/37, Direct quotation 直接报价法,直接标价法，是以外币为基准的表示方式，即，一单位的外币，可以

5、兑换若干单位的本国货币。目前，中国等绝大多数国家都采用直接标价法。,Direct quotation is the home currency price of one unit of foreign currency.,P97-, Indirect quotation 间接报价法,6/37,间接标价法是以本国货币为基准的表示方式，即，一单位本国货币，可以兑换若干单位外币。目前，欧元（EUR）、英镑(GBP)、澳元(AUD)等均为间接标价法。,Indirect quotation is the foreign currency price of one unit of home currenc

6、y.,P97-, Cross exchange rate 交叉汇率,7/37,P98-,2. Protection Against Adverse Movement of Exchange Rate,我方销售原油，价格为USD70 或CNY560/桶。10月签约，汇率：USD1=CNY8。12月交货，交货时付款。,Floating exchange rate and choice of contract currency,Situation #1 假设12月汇率上升，如，USD1=CNY8.5。 以美元计价，我方每桶收USD70，按12月汇率，得CNY595，因汇率变动多赚CNY35。 以人民

7、币计价，我方每桶收CNY560，按12月汇率，换得USD65.88，因汇率变动 “损失” USD4.12。,Situation #2 假设12月汇率下降，如，USD1=CNY7.5。 以美元计价，我方每桶收USD70，按12月汇率，得CNY525，因汇率变动损失CNY35。 以人民币计价，我方每桶收CNY560，按12月汇率，换得USD74.67，因汇率变动 多赚USD4.67。,8/37,P100-,Choice of currency for price adjustment,9/37,P100-,Impact of movement of related currency,China a

8、nd Japan were both exporting a commodity to the US at USD1 (equivalent to CNY8 and JPY117 at the prevailing exchange rate) per unit. Then JPY depreciated by 2% and USD1 was equal to JPY119.34. If Japan still sold the commodity at JPY117, then the price would be USD0.98 per unit for the US importers.

9、 If China still sold at USD1 (CNY8), then China would no longer be competitive in price. Therefore, China should also adjust the price at least to USD0.98 (CNY7.84) to stay competitive in price.,10/37,Step 1 Enquiry (询盘) Step 2 OFFER (发盘) Step 3 Counter-offer (还盘) Step 4 ACCEPTANCE (接受),Procedure of

10、 contract negotiations,合同磋商程序四个环节中，发盘和接受是必不可少的两个基本环节。,3. OFFER,11/37,Step 2 OFFER - 发盘/发价 交易的一方向另一方表明某项商品的交易条件，并愿意按照这些条件达成交易，并订立合同的行为。 发盘人可以是卖方（Selling offer），或是买方（Bid 出价）。,Step 1 Inquiry - 询盘/询价 交易的一方准备购买或出售某种商品，向对方询问买卖该商品的有关交易条件。 询盘没有法律约束力进口方没有必须购买义务；出口方也没有必须出售责任。,3. OFFER,12/37,P101-,3. OFFER,A p

11、roposal for concluding a contract addressed （关联）to one or more specific persons constitutes an offer if it is sufficiently definite and indicates the intention of the offerer to be bound in case of acceptance. A proposal is sufficiently definite if it indicates the goods and expressly or implicitly

12、fixes or makes provision for determining the quantity and the price.,向一个或一个以上特定的人提出的订立合同的建议，如果十分确定并且表明发价人在得到接受时承受约束的意旨，即构成发价。一个建议如果写明货物并且明示或暗示地规定数量和价格或规定如何确定数量和价格，即为十分确定。,13/37,Quote 报价 四要素 115 USD PER SET FOB GUANGZHOU,P101-,1) Definite offer 实盘,Offer firm willow basket art 1005 five hundred dozen,

13、 sterling four per dozen CIF London, five dozen per carton, shipment Nov/Dec, sight L/C reply here 10 Aug.,Three Constituents（构成部分） It includes all the necessary items for a transaction: full name of commodity, detailed specification, packaging, quantity, time of delivery, port of destination, terms

14、 of delivery, and terms of payment. It specifies the time by which the offer is valid and the time the acceptance must be received (“our time”). It uses the phrase of “offer firm” meaning that offer is made without reservation.,A definite offer is one that clearly expresses the offerers willingness

15、in concluding a contract. It will be binding on the offerer if the offer is accepted by the offeree, like:,表明订约意旨：表明在发盘被接受时承受约束按发盘条件订立合同。 向特定的人提出：向发盘中指明的个人和企业发盘。 内容十分确定：发盘必须列明：货物、价格、数量、交货时间。其他条件可在订立正式合同时补充。 传达到受盘人：发盘必须被传达到受盘人。,Constituents of an offer 构成发盘的必备条件（重点）,未表明在被接受时承受约束，或附有保留和限制条件的交易建议，不构成“实

16、盘”，而被称为“虚盘”或“发盘邀请”。,15/37,发盘有效期供受盘人对发盘作出接受的时间或期限。 若受盘人在有效期内将接受通知送达发盘人，即，发盘人必须按发盘条件订立合同； 若超过了有效期，发盘人将不再受约束。,发盘有效期的表示方法 明确规定发盘的有效期 规定最迟接受期限（如：11月30日前复到有效）； 规定一段接受期限（如：发盘7天内复到有效）。 不明确规定发盘的有效期：在合理的时间内。 口头发盘必须立即接受。,16/37,Validity of a definite offer 实盘有效期,P102-,2) Indefinite offer 虚盘,Characteristics It d

17、oes not necessarily include all the details needed for a transaction. It has reservations to the offer such as “Subject to our final confirmation”, “Subject to our prior sale” and “For reference only”. It does not have a time limit for acceptance since it is indicative only.,An indefinite offer is o

18、ne that has not expressed the offerers clear willingness to conclude a contract. It is not binding on the offerer.,17/37,Withdrawal of offer 发盘的撤回 发盘的撤回发盘人将尚未为受盘人收到的发盘予以取消。,1980合同公约规定，一项发盘，即使是不可撤销的，也可以撤回，条件是撤回的通知在发盘到达受盘人之前或同时到达受盘人。 只有发件和收件之间有时间间隙的情况下，发盘人才可采用更快速的通信方法将撤回通知送达受盘人。,发盘人,受盘人,发盘（信函）,撤回通知（电报

19、）,3) Withdrawal and revocation of offer,P103-,18/37,Revocation of offer - 发盘的撤销 发盘的撤销发盘人将已为受盘人收到的发盘予以取消。 对一项已送达受盘人的发盘是否得予撤销，各国法律规定存在很大分歧。大陆法认为不得撤销；英美法认为可以撤销。 1980合同公约规定，发盘可以撤销，条件是：发盘人撤销的通知必须在受盘人发出接受通知之前传达到受盘人。,1980合同公约规定，下列情况，发盘不可以撤销： 发盘注明了有效期，或以其他方式表示发盘是不可撤销的； 受盘人有理由信赖该发盘是不可撤销的，并已本着对该发盘的信赖行事。,19/37

20、,3) Withdrawal and revocation of offer,发盘失效的原因 在有效期内未被接受而过时； 被受盘人拒绝或还盘； 发盘人对发盘作了有效的撤销； 法律的适用：包括政府发布禁令或限制措施、发盘人死亡、法人破产等情况。,发盘的失效 发盘的失效发盘法律效力的消灭。此后，发盘人不再受发盘的约束，而受盘人失去接受该发盘的权利。,P103-,4) Termination of offer,20/37,Carry on promotional communication. Receive and acknowledge inquiries. Check on inquirers

21、credit standing, his countrys political/economic situation, and import/exchange barriers. Work out an offer. Send the offer. Follow up with the offer. Receive order.,P103-,5) Work before and after offer,21/37,Characteristics of a bad inquiry, offer, or order No reference to the inquiry in an offer.

22、No necessary detailed specifications of the goods in the inquiry, offer, or order. No maximum or minimum quantities specified in an offer. No specifications of packaging. No information on terms of delivery. No information on terms of payment. No specification of type of dollar if dollar is used. No

23、 indication of delivery time. No indication of term of validity.,P105-,6) Important aspects of efficiency in handling inquiries, offers and orders,Step 3 Counter-offer - 还盘/还价 受盘人不同意接受发盘人在发盘中的某些重要交易条件，并对这些交易条件提出修改意见。 还盘是对发盘的拒绝，使原发盘失去效力。 还盘等于向原发盘人提出一项新的发盘。 还盘具有法律效力，还盘人受其还盘内容的约束。,Step 4 ACCEPTANCE - 接

24、受/承诺 一方无条件地同意对方在发盘（或还盘）中提出的各项交易条件，并愿意按这些交易条件达成交易，订立合同。 对发盘（或还盘）一旦表示接受，合同即告成立，发盘中的交易条件对发盘人及接受人都构成法律约束力。,4. ACCEPTANCE,23/37,In response to an offer. By the right party. In absence of material disagreements.(没有书面的异议或修改） In effective communication. In time. By correct methods.,P107-,Requirements for an

25、 acceptance,4. ACCEPTANCE,24/37,Constituents of an acceptance,接受必须由特定的人作出。 接受必须表示出来（声明或行动）。 接受必须在发盘的有效期内传达发盘人。 接受必须与发盘相符。,对接受生效时间，英美法采用“投邮生效”（依邮戳），大陆法/1980合同公约采用“到达生效”。 对口头发盘，一般需立即接受。 表示接受时，若含有实质性变更，构成还盘，若含有非实质性变更，仍构成接受（除非发盘人及时反对）。,25/37,逾期接受通常无效。 因传递过程出现意外而造成的逾期接受，仍可被认为有效（除非发盘人及时表示反对）。,26/37,Late a

26、cceptance 逾期接受,逾期接受表示接受的通知超过发盘规定时限或超过合理时间（若发盘未规定时效）才传达发盘人。,接受可撤回，但不得撤销。接受通知一到达发盘人，则不能撤销。如撤销接受，就是毁约。 只有发件和收件之间有时间间隙的情况下，受盘人才可采用更快速的通信方法将撤回通知送达发盘人。,27/37,Withdrawal of an acceptance 接受的撤回,接受撤回受盘人将未被发盘人收到的接受予以取消。,Inquiry offer withdrawal？ Yes end,Offer arrived offeree,No,Revocation？,Yes end,No,Counter

27、offer。,End Yes Withdrawal？,Acceptance,Refusal end,No,Forms a contract,Acceptance arrived offerer,Contract terms and conditions,Major terms & conditions(主要交易条件)指每一笔交易都必须商谈的条件，是合同成立与否的主要依据之一，包括：品名、品质、数量、包装、价格、交货、支付等。 General terms & conditions(一般交易条件)每一笔交易都适用的一些基本条件，包括保险、检验、索赔、仲裁以及不可抗力等。,一般交易条件通常作为固定格

28、式预先印在贸易合同背面，适用于所有合同。因此一般交易条件也称格式条款。,5. Conditions of Sale,28/37,约首部分：合同名称、合同编号、双方名称和地址、缔约时间、联系方式等。 基本条款：品名、品质/规格、数量/重量、包装、价格、交货条件、运输、保险、支付、检验、索赔、不可抗力和仲裁等。 约尾部分：合同份数、使用的文字和效力及双方当事人签字等。,Contents of a contract,29/37,Right to vary the specification of the goods from sample. Right to increase prices by t

29、he extent to which his costs have increased between the date of offer and the date of delivery unless firm orders have been agreed. Liability not to exceed the value of goods exported. Statement of the law to interpret the contract and to appoint arbitrators in case of dispute.,P109-,Rights a seller wants to reserve,30/37,P110-,Time effectiveness of offer and acceptance,31/37,Case Study 1,我方于6月8日向港商发盘并限6月15日复到有效。12日我方收到美国商人按我方发盘中的各项交易条件开来的信用证，同时收到港商的来电称：“你8日的发盘已转美商”。 因商品市价猛涨，我方不接受信用证，再按新价向美商发盘。美商以信用证于发盘有效期内到达为由，拒绝接受新价，并要求我