國際商法offerandacceptance

1、Chapter 5: Foreign Exchange Rate& Contract Formation Offer & Acceptance Section Two :Contract Formation Offer & AcceptanceExport Procedures on the side of SellerContract Formation Offer & Acceptancev 詢盤詢盤(Inquiry)v 發(fā)盤發(fā)盤(Offer) v 遞盤遞盤(Bid)v 還盤還盤(Counter-offer)v 接受接受(Acceptance)v 訂立合同訂

2、立合同(Sign a contract)buyerseller合同成立的時間（Effective time of contract）合同生效的要件（ Effective conditions of contract）合同的形式（Forms of contract ）合同的內(nèi)容（Contents of contract）business negotiationofferofferCounterCounterofferofferacceptanceinquiryinquirytwo indispensable stagetwo indispensable stageBusiness termsBu

3、siness termsLaw termsLaw termsWords for daily lifeWords for daily lifeInternational Business Negotiation & Signing of ContractBusiness Negotiation1.含義（含義（Definition）進出口方就商品的各項條件進行談判，以達成交易的過程。進出口方就商品的各項條件進行談判，以達成交易的過程。vBusiness Negotiation is the dealings between the importer and exporter in orde

4、r to reach an agreement on quality, quantity, price, payment and other terms and conditions of a contract.2.形式形式Forms of International Business Negotiation口頭磋商（口頭磋商（Verbal Negotiation）書面磋商（書面磋商（ Written Negotiation ）The Process of Business Negotiation詢盤詢盤 Inquiry發(fā)盤發(fā)盤 offer還盤還盤 counteroffer接受接受 accep

5、tanceContents of Business Negotiation質(zhì)量質(zhì)量quality數(shù)量數(shù)量quantity包裝包裝packing運輸運輸shipment保險保險insurance商檢商檢inspection索賠索賠claims仲裁仲裁arbitration不可抗力不可抗力force majeure1.詢盤 Enquiryv詢盤買方或賣方為了購買或銷售某項商品，向?qū)Ψ皆儐栍嘘P交易條件，表示交易愿望的一種行為。例如，英國某買主9月8日向我輕工業(yè)品進出口公司發(fā)來詢盤。9月8日來電：擬訂購美加凈牙膏大號1000羅請電告最低價格最快交貨期。BOOKABLE MAXAM DENTAL CRE

6、AM LARGE SIZE 1000 GROSS PLEASE CABLE LOWEST PRICE EARLIEST DELIVERY.2.發(fā)盤 Offer發(fā)盤買賣雙方中的一方向?qū)Ψ教岢龈黜椊灰讞l件，并且愿意按照這些條件與受盤人達成交易，成立合同的一種肯定的表示。例如，我輕工業(yè)進出口公司根據(jù)英國買方9月8日的詢盤，作出下列發(fā)盤：9月10日去電：你9月8日電發(fā)盤限15日復到我方美加凈牙膏貨號101紙箱裝每箱6打每羅32英鎊CIF倫敦12月裝即期不可撤銷信用證。YOURS EIGHTH OFFER SUBJECT REPLY REACHING US FIFTEENTH MAXAM TOOTHPA

7、STE ARTNO 101 PACKED IN CARTONS OF SIX DOZ EACH STERLING THIRTY TWO PERGROSS CIF LONDON DECEMBER SHIPMENT IRREVOCABLE SIGHT CREDIT. 9月10日去電：你9月8日電發(fā)盤限15日復到我方美加凈牙膏貨號101紙箱裝每箱6打每羅32英鎊CIF倫敦12月裝即期不可撤銷信用證。YOURS EIGHTH OFFER SUBJECT REPLY REACHING US FIFTEENTH MAXAM TOOTHPASTE ARTNO 101 PACKED IN CARTONS OF

8、 SIX DOZ EACH STERLING THIRTY TWO PERGROSS CIF LONDON DECEMBER SHIPMENT IRREVOCABLE SIGHT CREDIT.v羅: 量詞，用于商業(yè)，一羅合十二打 Communication Tools信件樣本：信件樣本：Sample of offerDear Sirs, we thank you for your inquiry of July 10th, asking us to make you a firm offer for black tea. We are now offering you 50 metric t

9、ons of black tea, at USD1800 net per metric ton CFR Shanghai for shipment during November/December. This offer is firm, subject to your reply reaching here before July 30th of our time. As you know, there is a large demand for the above goods, such a growing demand can only result in increased price

10、. However, you may benefit from the advancing market if you send us your immediate acceptance. Yours Truly, 3.還盤 Counterofferv還盤受盤人對發(fā)盤條件不同意或不完全同意而提出修改、限制或增加新條件的表示。例如，上述牙膏交易中客戶還盤和我方再還盤：9月12日來電：你10日電價太高還盤30英鎊限14日復。YOURS TENTH PRICE TOO HIGH COUNTER OFFER STERLING THIRTY REPLY FOURTEENTH.9月14日去電：你12日電最

11、低價31英鎊限18日復到。YOURS TWELFTH LOWEST STERLING THIRTY ONE SUBJECT REPLY EIGHTEENTH HERE.9月12日來電：你10日電價太高還盤30英鎊限14日復。YOURS TENTH PRICE TOO HIGH COUNTER OFFER STERLING THIRTY REPLY FOURTEENTH.9月14日去電：你12日電最低價31英鎊限18日復到。YOURS TWELFTH LOWEST STERLING THIRTY ONE SUBJECT REPLY EIGHTEENTH HERE.4.接受 Acceptancev

12、接受買方或賣方無條件地同意對方在發(fā)盤中提出的交易條件，并愿意按這些條件與對方達成交易、訂立合同的一種肯定的表示。例如，9月16日來電：你14日電我接受。YOURS FOURTEENTH WE ACCEPT.又如，9月16日來電：你14日電接受美加凈牙膏貨號101紙箱每箱6打每羅31英鎊CIF倫敦12月裝不可撤銷即期信用證請告合同號碼YOURS FOURTEENTH ACCEPT MAXAM TOOTHPASTE ARTNO 101 PACKED CARTONS OF SIXDOZ EACH STERLING THIRTYONE PERGROSS CIF LONDON DECEMBER SHIP

13、MENT IRREVOCABLE CREDIT PLEASE ADVICE CONTRACT NUMBER.又如，9月16日來電：你14日電接受美加凈牙膏貨號101紙箱每箱6打每羅31英鎊CIF倫敦12月裝不可撤銷即期信用證請告合同號碼YOURS FOURTEENTH ACCEPT MAXAM TOOTHPASTE ARTNO 101 PACKED CARTONS OF SIXDOZ EACH STERLING THIRTYONE PERGROSS CIF LONDON DECEMBER SHIPMENT IRREVOCABLE CREDIT PLEASE ADVICE CONTRACT NU

14、MBER.Section Two :Contract Formation Offer & Acceptance一、詢盤（Inquiry） Buyer Inquiry Seller Seller Invitation to offer buyer二、發(fā)盤(Offer)定義(Definition) 實盤(Firm offer) 虛盤(Non-firm offer)構成發(fā)盤的條件(Conditions the formation of an offer shall possess)1.The offer shall be made to one or more specific person

15、s. 2.The offer shall indicate the intention of the offer or to be bound in case of acceptance.3.Contents of the offer shall be definite, i.e.,trade terms of the offer shall be complete, clear, and final. 發(fā)盤的有效性(validity of offer)1.Stipulate the latest date for acceptance.2.Stipulate a period of time

16、 for acceptance.3.Not stipulate clearly the time of validity. v發(fā)盤生效的時間(Effective Time of offer)v1.Offer by oral, it is effective from the time the offeree knows contents of the offer.v2.Offer in written, there are two opinions: posting opinion and arrival opinion.v發(fā)盤的撤回與撤消（Withdrawal and revocation

17、of the offer） withdrawal: the withdrawal reaches the offeree before or at the same time. revocation: revocation reaches the offeree before he has dispatched an acceptance.v發(fā)盤效力的終止（Termination of an offers effectiveness）v三、還盤 （Counter-offer） Counter-offer means that the offeree doesnt accept the offe

18、r wholly and put forward some additions, modification, limitations, etc. as to the basic terms and conditions contained in the offer. material modification: price, payment, quality, quantity, place and time of delivery, settlement of disputes. modification non-material modificationv 返回目錄返回目錄四、接受（Acc

19、eptance）（一）定義(Definition) It refers to a statement made by oral or written or other conduct of the offeree indicating assent to an offer.（二）接受的條件（The condition)vAcceptance shall be made by a specific offeree.vAcceptance shall be declared in ways stipulated in the offer, either orally or in a written

20、 form.vAcceptance shall reach the offeror within the time of validity.vAcceptance shall be in accordance with the offer.（三）接受生效的時間（The effective time of acceptance)（四）逾期接受（Late acceptance)vWithout delay the offeror orally or in written from informs the offeror to that effect.vIf a letter or other wr

21、iting containing a late acceptance shows that it has been sent in such circumstances, that if it transmission had been normal,it would have reached the offeror in due time,the late acceptance is effective as an acceptance unless,without delay,the offeror orally informs the offeree that he consider h

22、is offer as having lapsed or dispatches a notice to that effect.（五）接受的撤回（Withdrawal of acceptance) 返回目錄返回目錄Offer and acceptancevBefore classvAnswer the following questions:vA: v1.Jack wrote a letter to Bob asking, “Will you sell me your car? Please reply indicating your lowest price.” Bob replied in

23、 a short note “Lowest price for my car $24,000.” Jack immediately replied “I agree to buy your car for $24,000.”vDo you think Bob should be obliged to sell his car to Jack? Offer and acceptancev2. Smith wrote a letter to Jones saying “I would like to buy your car for $20,000, $5,000 to be paid on th

24、e day of sale and the balance in two months.” Jones replied, saying, “I wouldnt take less than $24,000. If you want it let me know quickly, as there is someone else after it.Offer and acceptancevSmith tried again, this time offering $22,000, $5,000 up front and the balance in two months. Jones repli

25、ed “I am quite agreeable to your terms, viz, $5,000 up front and the balance in two months, but I still dont care to take less than $24,000. If you accept my offer let me know at your earliest convenience, as I still have someone else interested.”O(jiān)ffer and acceptancevOn the same day Jones wrote to C

26、rump, offering to sell him the car for $25,000. The next day he received similar replies from Crump and Smith, which both read: “Accepting your offer”. Jones sold the car to Crump (of course).vDo you think Smith should have a remedy against Jones because he did not get the car?Offer and acceptancevB

27、: Antonio puts an advertisement in the newspaper offering a reward of $100 to anyone who finds and returns Antonios pet dog. Brenda reads the advertisement, finds the dog, returns it and claims the reward. Antonio refuses to pay the reward on the basis that Brenda had not communicated her intention

28、to accept the offer prior to finding and returning the dog.vIs Antonio correct? Yes/No? Explain.Offer and acceptancevC: Gerry advertises a car for sale in the paper on 1 April. Laura phones up and expresses interest in buying if the price is right. Eventually, Gerry says, “Okay, you can have it for

29、$5,000, but the offer closes on 10 April”. On 9 April, Laura sends a letter of acceptance. The letter does not reach Gerry until 11 April.vIs there a contract? Yes/No? Explain.Offer and acceptancevIn classvA: Introduction : Business Negotiationv if a foreign company is interested in buying the expor

30、ters products, negotiation should be organized. Business negotiation plays a very important role in the conclusion and implementation of a sales contract. It has a great bearing on the economic interest o the parties concerned.如果外國公司有興趣購買出口商的產(chǎn)品，就應安排磋商。交易的磋商在銷售合同的簽訂以及 以后的履行中起著重要的作用。它與交易雙方的經(jīng)濟利益密切相關。Of

31、fer and acceptancevNo matter what way the negotiation are held, in general, they consist of the following links: enquiry, offer, counter-offer, acceptance and conclusion of sales contract. Among which, offer and acceptance are two indispensable vlinks for reaching an agreement of the concluding a co

32、ntract. 不管磋商用什么方法開始，它通常包括下列幾個環(huán)節(jié)： 詢盤，發(fā)盤，還盤，接受和簽訂銷售合同。其中發(fā)盤和接受是達成協(xié)議和簽訂合同不可缺少的環(huán)節(jié)。Offer and acceptancev1.1 Enquiry：詢盤 v An enquiry is a request for business information, such as price lists, catalogues samples, and details about the goods or trade terms. It can be made by either the importer or the expor

33、ter. On receiving the enquiry, it is a regular practice that the exporter should reply to it without delay to start the negotiation. 詢盤是要求提供有關交易的信息，如商品的價格，目錄，樣品以及貿(mào)易條件。詢盤可有進口商或出口商發(fā)出。收到詢盤以后，作為慣例賣方應立即回復以便開始交易磋商。Offer and acceptancev1.2 Offer and Counter-offerv An offer is a proposal made by sellers to

34、buyers in order to enter into a contract . In other words, it refers to trading terms put forward by offerors to offerees, on which the offerors are willing to conclude business with the offerees. They are two kinds of offers, one is firm offer( definite offer), the other, non-firm offer( indefinite

35、 offer) .發(fā)盤是賣方向買方提出的簽定合同的建議。換句話說，它指的是發(fā)盤人向受盤人提出的交易條件。按此條件，發(fā)盤人愿意同受盤人進行交易。發(fā)盤有兩種：實盤和虛盤。Offer and acceptancev1.2 Offer and Counter-offervA reply to an offer which purports to be an acceptance but contains additions , limitations or other modifications is as a rejection of the offer and constitutes a coun

36、ter-offer.對發(fā)盤表示愿意接受但載有添加，限制或其他更改的答復，即為拒絕該項發(fā)盤并構成還盤。Offer and acceptancev1.3 vAcceptance is a statement made by or other conduct of the offeree indicating unconditional assent to an offer. A contract is concluded once the offer is accepted. v接受指的是受盤人聲明或做出其他行為表示無條件接受一項發(fā)盤。發(fā)盤接受后，合同隨即達成。Offer and acceptan

37、cev1.4 Conclusion of sales contractv as soon as an offer is accepted, a written sales contract or sales confirmation is usually required to be signed between the buyer and the seller to confirm the sales and stipulate their rights and obligations respectively. A sales contract or sales confirmation

38、contains some general terms and conditions as well as the specific terms that vary with the commodity.發(fā)盤接受后，買賣雙方通常要求簽定書面的銷售合同或銷售確認書以規(guī)定各自的權利和義務。銷售合同和銷售確認書包含一些一般的條款，還包含一些隨商品而變化的特定條款。Offer and acceptance 1.4 Conclusion of sales contract But such terms as the name of the seller, the description of the g

39、oods, quality and specification, quantity, packing, unit price, amount , payment, date of delivery, shipping, insurance, inspection, claim and arbitration are indispensable. The sales contract is normally made out in two originals, one for the buyer himself and the other for his seller. 但是，以下這些條款是不可

40、缺少的： 買賣雙方的姓名，商品的式樣，品質(zhì)和規(guī)格，數(shù)量，包裝單價，總價，支付，發(fā)貨日期，裝運，保險，商檢，索賠和仲裁。銷售合同和銷售確認書包一般一式兩份，買賣雙方各執(zhí)一份。Offer and acceptancevB: Offerv2.1 Definition: vAn offer means submitting or furnishing details including prices, conditions, and other related items needed for a contract. B: Offerv A proposal for concluding a cont

41、ract addressed 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. v（向一個或一個以上特定的人提出的訂立合同的建議，如果十分確定并且表明發(fā)價人在得到接受時承受約束的意旨，即構成發(fā)價。vThe United Nations Convention for Contracts on International Sal

42、es of Goods (CISG) 國際貨物銷售契約公約國際貨物銷售契約公約聯(lián)合國國際貨物銷售合同公約 中英文對照 聯(lián)合國國際貨物銷售合同公約(United Nations Convention on Contracts for the International Sale of Goods (1980) )vArticle 14 (1) A proposal for concluding a contract addressed to one or more specific persons constitutes an offer if it is sufficiently defini

43、te and indicates the intention of the offeror to be bound in case of acceptance. A proposal is sufficiently definite if it indicates the goods and expressly or implicitly fixes or makes provision for determining the quantity and the price. （向一個或一個以上特定的人提出的訂立合同的建議，如果十分確定并且表明發(fā)價人在得到接受時承受約束的意旨，即構成發(fā)價。一個建

44、議如果寫明貨物并且明示或暗示地規(guī)定數(shù)量和價格或規(guī)定如何確定數(shù)量和價格，即為十分確定。） 2.發(fā)盤 Offer構成發(fā)盤的四個條件：構成發(fā)盤的四個條件： Necessary Conditions for a Firm Offer表明訂立合同的意旨表明訂立合同的意旨 Intention向一個或多個特定的受盤人提出；向一個或多個特定的受盤人提出； Specific Person (s)內(nèi)容完整、準確、肯定；內(nèi)容完整、準確、肯定； Definite: Completeness, Clearness, Final發(fā)盤送達受盤人。發(fā)盤送達受盤人。 Communication of Offer: An off

45、er becomes effective when it reaches the offeree.Offer and acceptancev2.2 Definite offer vOffers can normally divided into two types according to their finality.終結；定局；不可改變性 vA definite offer is one that clearly expressed the offerers willingness in concluding a contract. Such an offer will be bindin

46、g on the offerer if the offer is accepted by the offeree. Example in page 101Offer and acceptancev2.2 Definite offer vThe characteristics of a definite offer.v1. It includes all the necessary items for a transaction;v2. It specifies the time by which the offer is valid and the time the acceptance mu

47、st be received. v3. It uses the phrase “offer firm meaning that v the offer is made without reservations. Offer and acceptancev2.3 Indefinite offervDefinition: v An indefinite offer is one that has not expressed the offerers clear willingness to conclude a contract. It is not binding on the offerer.

48、Offer and acceptancevThe characteristics of an indefinite offer. v1.It does not necessarily include all the details needed for a transaction.v2. It has reservations to the offer such as “ subject to our final confirmation” and “for reference only” .etc.v3. It does not have a time limit for acceptanc

49、e since it is indicative. Offer and acceptancev2.4 Withdrawal and revocation of offer:vwithdrawal of offer 撤回發(fā)盤撤回發(fā)盤 v撤回要約撤回要約(revocation of an offer) 是指在要約發(fā)生法律效力以前要約人發(fā)出的使其要約不生效的通知 . ,revkein vAn offer may be withdrawn if the withdrawal notice reaches the offeree before or at the same time as the off

50、er. Case v北京一家公司向巴黎一家公司發(fā)盤，其中規(guī)定有效期到3月10號為止。該發(fā)盤是3月1日以特快專遞寄出的，3月2日北京公司發(fā)現(xiàn)發(fā)盤不妥，當天即用電傳通知巴黎公司宣告撤回該項發(fā)盤，問這樣做是否可以？發(fā)盤是否可以撤回？根據(jù)是什么？Case vA sends a letter dated March 5 to B offering to sell its house for $1000, saying the offer is open until March 9 and it must have heard from B by then. B receives it on March

51、6 and immediately prepares letter of acceptance. Before B delivers his acceptance in the morning of March 7, A changes its mind and calls B saying it cancels the offer. Revocation is valid.Offer and acceptancev2.5 Termination of offervAn offer is terminated in the following formsv1. The party offeri

52、ng may revoke the offer if no consideration has been given.v2. the offer may lapse. 失效 v3. Offer may come to an end after a stipulated event occurs or does not occur.v4. Offer may lapse on death of the party offering.v5. Offer is killed by a counter-offer. Offer and acceptancev2.6 Work before and af

53、ter offerv1.carry on promotional communication v2. receive inquires v3. check on inquirers credit standing, his countrys v political/ economic situation andimport/exchange v barriers. . v4. work out an offer v5. send the offer v6. follow up with the offer v7. receive orderOffer and acceptancev2.7 Im

54、port aspects of efficiency in handling inquires, v offers and orders v1. speed v2. clarity vP106 Offer and acceptancevC: Acceptance vDefinition: an acceptance is a statement made by the offeree indicating assent to an offer. It is at that moment that a contract exists. v3.1 Requirements for an accep

55、tancev1. In response to an offer.v2. By the right partyv3.In absence of material disagreementsv4.in effective communicationv5. in timev6. by correct methods接受 Acceptancev構成有效的接受的條件：構成有效的接受的條件：必須由受盤人發(fā)出接受的表示必須由受盤人發(fā)出接受的表示接受必須用一定的方式做出接受必須用一定的方式做出接受必須無條件地全部同意發(fā)盤的條件接受必須無條件地全部同意發(fā)盤的條件接受必須在發(fā)盤的有效時間內(nèi)傳達發(fā)盤人接受必須在發(fā)

56、盤的有效時間內(nèi)傳達發(fā)盤人Offer and acceptancev3.2 counter offervA counter-offer: means either the offerer proposes a new set of terms for the transaction or he makes a conditional acceptance by making actual, material changes in the offer. Offer and acceptancevD: Conditions of salev1. right to vary the specifica

57、tions of the goods from sample. v2. right to increase prices v3. liability not to exceed the value of goods exported. v4. statement of the law to interprete the contract and to appoint arbitrators in case of dispute. Offer and acceptance: ExercisesWords and expressionsvoffer 報盤，報價firm offer 實盤 vnon-

58、firm offer 虛盤to forward an offer (or to send an offer) 寄送報盤to get an offer (or to obtain an offer) 獲得.報盤to cable an offer (or to telegraph an offer) 電報（進行）報價offer and acceptance by post 通過郵政報價及接受 vto accept an offer 接受報盤 Offer and acceptance: ExercisesvSentences vOur offers are for 3 days. vWe have

59、extended the offer as per as your request. The offer holds well until 5 oclock p.m. 23rd of June, 1997, Beijing time. vAll prices in the price lists are subject to our confirmation. vThis offer is subject to your reply reaching here before the end of this month. 。 vThis offer is subject to the goods

60、 being unsold. We have received offers recently, most of which are below 100 U.S. dollars. vMoreover, weve kept the price close to the costs of production. Offer and acceptance: ExercisesvDear Sirs,vWe have received your letter dated August 1, from which we note that you wish to have an offer from us for 2,000 dozens of