外貿(mào)函電之意向書,協(xié)議和合同

1、letter of intent, agreements and contracts learning objectives lwhat are letter of intent, agreement and contract? lvarious forms of international trade lagreement and (or) contract examples three kinds of common legal documents 1.letter of intent (意向書): a letter of intent or loi is a document outli

2、ning an agreement between two or more parties before the agreement is finalized. such agreements aim at closing a financially rather large deal. lois resemble written contracts, but are usually not binding(有約束力 的) upon the parties. the purposes of an loi may be: lto clarify the key points of a compl

3、ex transaction for the convenience of the parties lto declare officially that the parties are currently negotiating, as in a merger(兼并) or joint venture proposal lto provide safeguards in case a deal collapses during negotiation three kinds of common legal documents 2. agreement(協(xié)議書): a consensus of

4、 mind, or evidence of such consensus, in spoke or written form, relating to anything done or to be done. 協(xié)議是對已經(jīng)做或準備做的相關(guān)事宜，經(jīng)過談判、協(xié)商后 取得一致意見，以口頭或書面形式做出的約定。 3. contract (合同): a contract is a legally binding exchange of promises or agreement between parties that the law will enforce. the difference betwe

5、en agreement and contract although often used as synonyms with “contract”, agreement is a broader term, e.g. an agreement might lack an essential element of a contact.“ 即即“協(xié)議協(xié)議”和和“合同合同”經(jīng)常用作同義詞，但經(jīng)常用作同義詞，但“協(xié)議協(xié)議”這一術(shù)語含義更廣，這一術(shù)語含義更廣， 例如協(xié)議可能缺乏合同的必備條款（例如協(xié)議可能缺乏合同的必備條款（essential clauses/provisions）。）。 實際使用當中，

6、協(xié)議可不受必備條款的限制，而稱為合同的文體肯定少不了實際使用當中，協(xié)議可不受必備條款的限制，而稱為合同的文體肯定少不了 必備條款，有的合同將其單列，稱為一般條款（必備條款，有的合同將其單列，稱為一般條款（general provisions）。）。1999中中 國國合同法合同法第十二條規(guī)定了八項一般條款，分別是：第十二條規(guī)定了八項一般條款，分別是： 1. title or name and domicile of the parities(當事人的名稱或姓名和住址當事人的名稱或姓名和住址) 2. contract object(標的標的) 3. quantity(數(shù)量數(shù)量) 4. qualit

7、y(質(zhì)量質(zhì)量) 5. price or remuneration(價款或者報酬價款或者報酬) 6. time limit, place and method of performance (履行期限、地點和方式履行期限、地點和方式) 7. liability for breach of contract(違約責(zé)任違約責(zé)任) 8. methods to settle disputes (解決爭議的方法解決爭議的方法) 上述解釋說明，上述解釋說明，contract(合同合同)和和agreement(協(xié)議協(xié)議)的概念雖然接近，但使用的概念雖然接近，但使用 范圍不同，不能互換使用。合同是協(xié)議的重要組成

8、部分，所有合同一定是協(xié)議，范圍不同，不能互換使用。合同是協(xié)議的重要組成部分，所有合同一定是協(xié)議， 而協(xié)議不見得都是合同?？梢哉f具備合同成立要求的具有強制執(zhí)行力的協(xié)議才是而協(xié)議不見得都是合同?？梢哉f具備合同成立要求的具有強制執(zhí)行力的協(xié)議才是 合同。合同。 form of a contract or an agreement 1. head (首部) ltitle lnumber ldate and place lpreface 2. body (正文) lstyle of stipulations lstyle of forms lcombination of the styles of sti

9、pulations and forms 3. end (尾部) lcopies and conserves llanguages used lfull name of the parties lseals lenclosure(s), if any requirements of writing a contract or an agreement 1. writing principle lequality lmutual benefit lcommon negotiations 2. stipulations lcomplete lconcrete ldefinite 3. words a

10、nd expressions lproper llogical lnot ambiguous forms of international trade 1. distribution ( (經(jīng)銷經(jīng)銷) ) fixed distribution ( (定銷定銷) ) exclusive sales ( (包銷包銷) ) 2. agency ( (代理代理) ) 3. consignment ( (寄售寄售) ) 4. fairs and sales ( (展賣展賣) ) 5. invitation to bid and bid ( (招標與投標）招標與投標） 6. auction ( (拍賣拍賣

11、) ) 7. futures trade ( (期貨交易期貨交易) ) 8. counter trade ( (對銷貿(mào)易對銷貿(mào)易) ) barter ( (易貨易貨) ) counter purchase ( (互購貿(mào)易互購貿(mào)易) ) product buyback ( (產(chǎn)品回購產(chǎn)品回購), ), 接近于我國的補償貿(mào)易接近于我國的補償貿(mào)易 (compensation trade) switch trade ( (轉(zhuǎn)手貿(mào)易轉(zhuǎn)手貿(mào)易) ) offset ( (抵消交易抵消交易) ) 9. processing and assembling trade ( (加工裝配業(yè)務(wù)加工裝配業(yè)務(wù)) ) exc

12、lusive sales (包銷包銷) valso called exclusive distribution (獨家經(jīng)銷獨家經(jīng)銷) or sole distribution (總經(jīng)銷總經(jīng)銷). retail selling strategy typically used by manufacturers of high-priced, generally upscale merchandise, such as cars or jewelry, whereby manufacturers grant certain dealers exclusive territorial rights t

13、o sell the product. the retailer benefits from the lack of competition, and the manufacturer benefits from a greater sales commitment on the part of the retailer. additionally, exclusive distribution gives the manufacturer greater control over the way the product is merchandised. vthe relation betwe

14、en the supplier and the distributor is principal to principal：the distributor sells goods in his own name and on his own account. 買賣關(guān)系買賣關(guān)系買賣關(guān)系買賣關(guān)系 features of exclusive sales v三定：在包銷協(xié)議中定商品、定期限、定地三定：在包銷協(xié)議中定商品、定期限、定地 區(qū)區(qū) v三自：指包銷商自行購買、自行銷售、自負三自：指包銷商自行購買、自行銷售、自負 盈虧盈虧 v一專：指專營權(quán)（專買權(quán)、專賣權(quán)）一專：指專營權(quán)（專買權(quán)、專賣權(quán)） 定銷與

15、包銷的不同是：沒有專營定銷與包銷的不同是：沒有專營權(quán)權(quán) 利：利： v有利于調(diào)動包銷有利于調(diào)動包銷 商的經(jīng)營積極性商的經(jīng)營積極性 v有利于利用包銷有利于利用包銷 商的銷售渠道，商的銷售渠道， 達到鞏固和擴大達到鞏固和擴大 市場的目的市場的目的 v可以減少多頭經(jīng)可以減少多頭經(jīng) 營產(chǎn)生的自相競營產(chǎn)生的自相競 爭的弊病。爭的弊病。 弊弊 v對包銷商或包銷商品選擇對包銷商或包銷商品選擇 不當時，如市場發(fā)生變化，不當時，如市場發(fā)生變化， 包銷商可能會包銷商可能會“包而不銷包而不銷” 或或“包而少銷包而少銷”，出口商，出口商 出口受阻出口受阻 v包銷商可能憑借其獨家專包銷商可能憑借其獨家專 營權(quán)的地位，操縱

16、或壟斷營權(quán)的地位，操縱或壟斷 市場，對出口人進行壓價，市場，對出口人進行壓價， 以謀取高額理論，從而損以謀取高額理論，從而損 害出口商的利益。害出口商的利益。 the contents of exclusive distribution agreement (see the example on page252) v包銷協(xié)議名稱、簽約日期與地點包銷協(xié)議名稱、簽約日期與地點（name of the agreement and the date and place of signing it) v包銷協(xié)議雙方的關(guān)系包銷協(xié)議雙方的關(guān)系（relationship between the two par

17、ties concerned) principal to principal v包銷商品的范圍包銷商品的范圍(scope of the distributed commodity) v包銷地區(qū)包銷地區(qū)(area of distribution) v包銷期限包銷期限(period of distribution) v專營權(quán)專營權(quán)（exclusive right） v包銷數(shù)量或金額包銷數(shù)量或金額(distributed quantity and amount) v作價方法作價方法(methods of pricing) v其他義務(wù)，如提供廣告宣傳、市場報道及商標保護其他義務(wù)，如提供廣告宣傳、市場報

18、道及商標保護 (other obligations as advertising & publicity, reports on market conditions and trademark protection ) 中介關(guān)系中介關(guān)系 委托代理關(guān)系委托代理關(guān)系 買賣關(guān)系買賣關(guān)系 features of agency the contents of agency agreement (see the example on page 243) 包銷與獨家代理方式的比較包銷與獨家代理方式的比較 相同點：相同點： 1 1、都具有壟斷性質(zhì)，都有在指定地區(qū)和期限內(nèi)對某種商、都具有壟斷性質(zhì)，都有在指定地區(qū)

19、和期限內(nèi)對某種商 品專營的權(quán)利。品專營的權(quán)利。 2 2、能調(diào)動包銷商和獨家代理商經(jīng)營商品的積極性。、能調(diào)動包銷商和獨家代理商經(jīng)營商品的積極性。 區(qū)別：區(qū)別： 1 1、當事人之間的關(guān)系不同。包銷商與出口商之間是買賣、當事人之間的關(guān)系不同。包銷商與出口商之間是買賣 關(guān)系；而代理人與委托人之間是委托代理關(guān)系。關(guān)系；而代理人與委托人之間是委托代理關(guān)系。 2 2、承擔(dān)風(fēng)險不同。包銷商承擔(dān)經(jīng)營風(fēng)險；代理商不承擔(dān)、承擔(dān)風(fēng)險不同。包銷商承擔(dān)經(jīng)營風(fēng)險；代理商不承擔(dān) 經(jīng)營風(fēng)險。經(jīng)營風(fēng)險。 3 3、取得的報酬不同。包銷商賺取利潤，獨家代理商賺取、取得的報酬不同。包銷商賺取利潤，獨家代理商賺取 的是傭金。的是傭金。

20、包銷、代理、寄售三者的區(qū)別包銷、代理、寄售三者的區(qū)別 雙方關(guān)系雙方關(guān)系乙方以乙方以名名 義行事義行事 利潤來源利潤來源 包銷包銷 (exclusive sales） 代理代理 (agency) 寄售寄售 (consignment) 買賣關(guān)系：出口人買賣關(guān)系：出口人 包銷商包銷商(exporter exclusive distributor) 委托代理關(guān)系：委托委托代理關(guān)系：委托 人人代理人代理人 (principalagent) 委托代售關(guān)系：寄售委托代售關(guān)系：寄售 人人代銷人代銷人 (consignorconsignee) exclusive distributor principal consignee price difference commission commission 外商投資企業(yè)的種類外商投資企業(yè)的種類 中外合資經(jīng)營企業(yè)中外合資經(jīng)營企業(yè) (equity joint venture) 共同投資、共同經(jīng)營共同投資、共同經(jīng)營 共享利潤、共擔(dān)風(fēng)險共享利潤、共擔(dān)風(fēng)險 中外合作經(jīng)營企業(yè)中外合作經(jīng)營企業(yè) ( cooperative joint venture) 比較靈活；權(quán)利比較靈