主讲教师：夏夕美
improt & export practices
diagram of the Course
1
brief introduction to
international trade
2
Works before signing
contract
3
4
5
contract
Fulfill contract
Other type of trade
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主讲教师：夏夕美
improt & export practices
Negotiation of Contract

① Inquiry
②Offer

递盘(Bid)




buyer ③ Counter-offer
seller
Acceptance
订立合同(Sign a contract)
合同成立的时间
（Effective time of contract）
合同生效的要件
（ Effective conditions
of contract）
合同的形式
（Forms of contract ）
合同的内容
（Contents of contract）
improt & export practices
Contract for the
International Sale of Goods
A contract is an agreement that
A contract is a legal document
creates an obligation, which is a
on the basis of the offer and
binding, legally enforceable
acceptance.
agreement between two or more
competent
andon
each
The
contractparties,
is binding
them
party
all.
Thebenefits.
right and obligation of
both the parties are definitely
stipulated.
improt & export practices
Contract for the
International Sale of Goods
The agreement can be
formal, informal, written,
oral or just plain understood.
Some contracts are required
to be in writing in order to
be enforced.
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Establishment time of
contract

Two standards for judgment:
 When the effective
acceptance reaches offeror;
 When offeree make the
behavior of accepting.
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The essential conditions of a
contract come into effective
contracting parties should have
signing ability
 the content of the contract
should be legal
 the contract should conform to
legal formarity
 contracting parties' meaning
expresses should be true

improt & export practices
国际货物买卖活动中的合同种类
与国内供货方订立 购货合同（供货合同）
与承运方订立运输合同（国内运输和国际
运输）
与保险公司订立货物运输保险合同；
与银行订立 托收货款或支付货款的国际结
算合同；
与国外商人订立 国际货物买卖合同；
improt & export practices
Formation of contact
Written contract
It is the basis that the contract
is
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established
It is the basis of fulfilling contract
It is the basis that the contract
comes into force
It is the basis of arbitration or
lawsuit.
Oral form
Other forms
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Various Formats of
Contract In Written
Aformal
Contract
contract or
confirmation
should be
 Confirmation
prepared
in
duplicate
(in
 Agreement
printed form ).
 Memorandum
 Letter of Intent
 Order
improt & export practices
Various Formats of
Contract In Written
The sales contract (Formal)
consists of not only main
terms, but also those clauses
concerning insurance,
commodity inspection etc;
the sales confirmation
(Informal) covers several
main items only.
improt & export practices
THE LAWS ARE APPLICABLE TO
INTERNATIONAL SALES
CONTRACTS
International Trade Practice
☆International Rules for the
Interpretation of Trade Terms
《国际贸易术语解释通则》
☆Uniform Customs and Practice
for Documentary Credit
《跟单信用证统一惯例》
improt & export practices
THE LAWS ARE APPLICABLE TO
INTERNATIONAL SALES
CONTRACTS
◆International Treaty
☆Unite Nations Convention on
Contracts for the International
Sale of Goods
《联合国国际货物销售合同公约》
◆Domestic Laws
☆Contract law
《中华人民共和国合同法》
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improt & export practices
Main parts of contract
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Preamble（约首）
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Body（本文）
Witness clause（约尾）
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Preamble
#the full name
and address of
the buyer and
the seller
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all the terms
and conditions
agreed upon
Description of commodity
Quantity
Package
Price
Body
Payment
Transport
Insurance
Inspection
Claims & dispute
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Witness
clause
indication of the number
of original copies of the
contract, the language
used, the term of validity
and possible extension of
the contract.
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Modification or
Termination of Contract
(1)A contract may be
modified or terminated by
the mere agreement of the
parties.
(2) A contract in writing
which contains a provision
requiring any modification
or termination
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Modification or
Termination of Contract
However, a party may be
precluded by his conduct from
asserting such a provision to
the extent that the other
party has relied on that
conduct.
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improt & export practices
案例分析
美国A公司10月4日向B公司传真发盘，出售
电子元器件，规定当天下午5时复到有效。
B公司当天下午4时以传真答复，对价格及
检验索赔条件提出不同意见。10月5日，A
公司与B公司电话洽商，B公司同意接受A公
司的价格，A公司同意B公司的检验索赔条
件，至此双方口头达成一致意见，并一致
同意两公司代表在广交会上签署合同。10
月20日，A公司代表去广交会会见B公司代
表，并交上一份A公司已签字的合同文本，
B公司代表表示要审阅后再签字。
improt & export practices
案例分析
三天后，A公司代表再次会见B公司代表，而B
公司代表仍未在合同上签字。A公司代表即索
回了未签字的合同。11月份，A公司致电B公司
要求开证履约，B公司不同意，双方发生争议
（1）双方于5日通过电话协商达成一致意见
是否表示合同已于此时成立？
（2）要求签署书面合同是否仅仅是一种形式
而不会影响到合同的有效成立？
（3）双方最终是否建立合同关系？
improt & export practices
案例分析答案
本案中，双方在电话磋商中虽达成一致，
但又保留了条件，即决定在10月广交会上
达成书面合同。
此时，要求签署书面合同已经不是一种形
式，而是会影响到合同的有效成立。
买卖合同所要求的具体形式没有完成，双
方的交易也就没有成立。
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案例分析？
我某技术贸易公司就某项技术贸易的进口
事宜与国外某客户进行洽谈，经过双方多
次的发盘、还盘函电往来，最终实现有效
接受，但未订立正式的书面合同。根据双
方的函电往来表明，对方应于2000年12月
前向我方提供一项技术贸易的出口，而时
至2001年1月，对方仍未向我方提供该项技
术贸易。我方曾多次要求对方履行合约，
对方却以未订立正式书面合同为由否认合
约已达成。问：1)双方的交易是否已达成?
为什么?2)就此案例，我应如何处理?
improt & export practices