第5章 合同的簽訂

1、第5章 合同的簽訂教學(xué)重點(diǎn)：1. 繕制合同2. 商務(wù)合同的翻譯Focus:1. Making out contracts2. Business contract translation教學(xué)難點(diǎn)：商務(wù)合同的翻譯Difficulties:Business contract translation教學(xué)內(nèi)容：1. 出口成交函2. 繕制出口合同3. 商務(wù)合同翻譯Contents:1. Export sales letter2. Making out export contract3. Translating business contract 1. Export sales letterAfter bu

2、siness negotiation through correspondence and conclusion of the deal, the exporter will usually make out export trade contract or sales confirmation according to terms and conditions agreed by two parties. When the exporter sends the contract or sales confirmation to the importer to sign for confirm

3、ation, they will attach a signed letter in order to tell the buyer that the contract has been sent out and hope their duly countersigned contract.Signed letter also called export sales letter, refers to the attachment letter to the export contract or sales confirmation which is sent by the exporter

4、to the importer. The aim of this letter is to inform the importer about the contract.Ø 對(duì)成交表示高興，希望合同順利進(jìn)行。We feel very pleased to conclude 6300 sets of Haier Brand Air Conditioners.Ø 告知對(duì)方合同已寄出，希望予以會(huì)簽。We are sending you our Sales Confirmation No.765401 in duplicate. Please sign and return one

5、 copy for our file.Ø 催促對(duì)方盡早開立信用證。To enable us to ship the goods on time, please open the L/C 15 days before the time of shipment. We await your L/C and your next order.SpecimenDear Sirs, Re: Contract No. 0503189We are enclosing here with the captioned contract in two originals, of please return

6、 one copy to us duly countersigned for our records.Please instruct your banker to issue the letter of credit as early as possible in order that we may process with the goods immediately.We thank you for your kind cooperation.Yours very truly ×××ReplyDear Sirs, Contract No.0503189We th

7、ank you for your above contract for We return herewith one copy duly signed to you for your files.We assure you of our best attention.Yours truly ×××2. Making out export contract2.1 The kinds of the contractCompanies in China generally adopt “Contract” and “Sales Confirmation”, both o

8、f them have the same legal effect.（1）Sales ConfirmationIt is a kind of short form contract and the content of sales confirmation is simpler than that of contract. It is suitable for small amount of export. Most of the trade companies all have their own fixed format sales confirmation. After conclusi

9、on the deal through negotiation, the salesman will fill in the sales confirmation one by one according to terms and conditions agreed by two parties. Then after signing by the executive, the sales confirmation will become a legally binding document.（2）Export ContractExport contract can be titled the

10、 name “contract” or “sales contract”. The content and format of the contract are not the same. Usually long form of export contract is suitable for export commodity with large amount of money or large quantity.The body of the export contract is all about terms and conditions, including name of commo

11、dity/Art. No, quality/specification, quantity, unit price, total amount, packing, shipment, insurance, payment and inspection, discrepancy and claim clause, and force majeure and arbitration clause, etc.2.2 簽訂合同時(shí)應(yīng)注意的問題在簽訂國(guó)際貿(mào)易合同時(shí)，要認(rèn)真檢查合同的內(nèi)容是否完整、準(zhǔn)確，以下做一些歸納：  商品名稱條款（Commodity）應(yīng)明確、具體。在采用外文名稱時(shí)，應(yīng)做到譯名

12、準(zhǔn)確，與原名意思保持一致，避免含糊不清的表達(dá)，第一個(gè)字母要大寫，例“天鵝牌”羊毛衫，應(yīng)寫成Swan Woolen Sweaters。 數(shù)量條款（Quantity），一般都應(yīng)在合同中注明買賣的具體數(shù)量和計(jì)量單位，有時(shí)還要寫明溢短裝條款（more or less clause）。 包裝條款（Packing），主要包括對(duì)包裝材料、包裝方式的規(guī)定，如麻袋（Gunny Bags）、紙箱（Carton Case）等。另外，嘜頭（Shipping Mark）條款一般由賣方或買方選定，英文用“at ones option”來表示。例如：由買方選定（at Buyers option）或由賣方選定（at Sell

13、ers option）。 價(jià)格條款（Unit Price & Amount），由單價(jià)（Unit Price）和總值（Total Value）兩項(xiàng)內(nèi)容組成，其中單價(jià)由計(jì)價(jià)貨幣、單位價(jià)格金額、計(jì)量單位和貿(mào)易術(shù)語(yǔ)四個(gè)部分組成，總值的寫法要注意第一個(gè)詞用SAY，最后一個(gè)詞用ONLY。 裝運(yùn)條款（Shipment），主要包括裝運(yùn)時(shí)間、裝運(yùn)港（地）、目的港（地）以及分批裝運(yùn)和轉(zhuǎn)運(yùn)的相關(guān)規(guī)定。 保險(xiǎn)條款（Insurance），該條款必須明確規(guī)定由誰(shuí)辦理保險(xiǎn)（to be covered by），確定投保險(xiǎn)別（againstrisks）和保險(xiǎn)金額（foramount）以及以何種保險(xiǎn)條款為依據(jù)（as pe

14、ragainstforas per），并注明該條款的生效日期。 支付條件（Terms of Payment），支付條款是國(guó)際貿(mào)易中的重要條款，在合同中要明確規(guī)定，主要有匯付、托收和信用證等方式。匯付（Remittance）通常用于預(yù)付貨款和賒賬交易，在合同中應(yīng)明確規(guī)定匯付的時(shí)間、具體的匯付方式和金額。托收（Collection）業(yè)務(wù)在實(shí)際業(yè)務(wù)中大多采用跟單托收，在買賣合同的支付條款中，應(yīng)明確規(guī)定交單條件和付款責(zé)任以及付款期限等內(nèi)容。信用證（Letter of Credit），在國(guó)際貿(mào)易實(shí)際業(yè)務(wù)中，通常使用的是即期不可撤銷跟單信用證。 除了這些重要條款以外，還有商品檢驗(yàn)檢疫條款（Commodit

15、y Inspection and Quarantine），不可抗力條款（Force Majeure）、索賠條款（Claim）以及仲裁條款（Aribitration）等。最后要經(jīng)買賣雙方簽字，寫明簽約日期與地點(diǎn)。例如：2005年8月8日于上海，（Done and signed in Shanghai on this/ the 8th day of Aug. 2005）。合同樣本中國(guó)紡織品進(jìn)出口公司上海分公司CHINA NATIONAL TEXTILE IMPORT & EXPORT CORPORATIONSHANGHAI     

16、0; BRANCH30 ZHONGSHAN ROAD E.1       SHANGHAI CHINATEL：86-21-65342222       FAX：86-21-65342223 編號(hào)TO：CRYSTAL MOON CO. LTD.                    

17、;         No. ABSG-010售 貨 確 認(rèn) 書SALES CONFIRMATION  日期           Date：Aug.26th, 2011貨號(hào)ART.NO.品名及規(guī)格COMMODITY ANDSPECIFICATION數(shù)量QUANTITY單價(jià)及價(jià)格條款UNIT PRICE&TERMS金額AMOUNTH32331SELADIES 55% ACRYLIC45% COTTONKNITTE

18、D BLOUSE500 DOZSUSD 48.5 PER DOZCIFC3%  NEW YORKUSD24 250總金額TOTAL  AMOUNTUSD24 250TOTALSAY US DOLLARS TWENTY FOUR THOUSAND TWO HUNDRED AND FIFTY ONLY裝運(yùn)條款:SHIPMENT: SHIPMENT ON OR BEFOR NOV. 20th, 2011 WITH PARTIAL SHIPMENTS ARE NOT ALLOWED TRANSSHIPMENT IS ALLOWED FROM SHANGHAI TO NEW

19、 YORK.付款方式:PAYMENT: THE BUYER SHALL OPEN THROUGH A BANK ACCEPTABLE TO THE SELLER AN IRREVOCABLE L/C AT SIGHT TO REACH THE SELLER 30 DAYS BEFORE THE MONTH OF SHIPMENT REMAINED VALID FOR NEGOTIATION IN CHINA UNTIL THE 15TH DAY AFTER THE DATE OF SHIPMENT.保    險(xiǎn):INSURANCE: THE SELLER SHAL

20、L COVER INSUREANCE AGAINST ALL RISKS FOR 110 % OF THE TOTAL INVOICE VALUE AS PER THE RELEVANT OCEAN MARINE CARGO CLAUSE OF P.I.C.C.DATED JAN.1st，1981.注    意:  請(qǐng)完全按本售貨確認(rèn)書開證并在證內(nèi)注明本售貨確認(rèn)書號(hào)碼。IMPORTANT：PLEASE ESTABLISH L/C EXACTLY ACCORDING TO THE TERMS AND CONDITIONS OF THIS S/C AND W

21、ITH THIS S/C NUMBER INDICATED.CRYSTAL MOON CO. LTD. SHANGHAI TEXTILES I/E CORPORATION買方   （The Buyers）                     賣方  （The Sellers）Simulated Practice 1實(shí)訓(xùn)任務(wù)1上海佳華進(jìn)出口貿(mào)易公司與英國(guó)喬治貿(mào)易公司

22、（BRITISH GEORGE CO. LTD.）于2010年10月8日廣交會(huì)上達(dá)成一筆交易，商品為毛絨玩具，玩具熊每只10歐元，玩具狗每只15歐元，CIF利物浦，不可撤銷即期信用證。每只裝一個(gè)塑料袋，20只裝一個(gè)紙箱，各5000只。交貨時(shí)間不得晚于2010年11月。不可分批裝船和轉(zhuǎn)船，投保一切險(xiǎn)和戰(zhàn)爭(zhēng)險(xiǎn)。合同由上海進(jìn)出口貿(mào)易公司繕制，合同號(hào)碼是XY10100836。以下是上海進(jìn)出口貿(mào)易公司的一份空白售貨確認(rèn)書，請(qǐng)你將這份合同填完。上 海 佳 華 進(jìn) 出 口 貿(mào) 易 公 司SHANGHAI JIAHUA IMPORT & EXPORT TRADING CO

23、RPORATION1555 ZHONGSHAN ROAD, SHANGHAI CHINATEL: 86-21-66892333     FAX: 86-21-66892335 編號(hào)TO：                              No. 售 貨 確 認(rèn) 書SALE

24、S CONFIRMATION  日期           Date:嘜頭SHIPPING MARK品名及規(guī)格COMMODITY AND SPECIFICATION數(shù)量QUANTITY單價(jià)及價(jià)格條款UNIT PRICE總額AMOUNT裝運(yùn)條款:SHIPMENT: 保    險(xiǎn):INSURANCE:付款方式:PAYMENT:注意：請(qǐng)完全按本售貨確認(rèn)書開證并在證內(nèi)注明本售貨確認(rèn)書號(hào)碼。IMPORTANT: PLEASE ESTABLISH L/C EXACTLY ACCO

25、RDING TO THE TERMS AND CONDITIONS OF THIS S/C AND WITH THIS S/C NUMBER INDICATED。                                     &#

26、160;                                                 &#

27、160;                       買方   （The Buyers）                      

28、0;     賣方  （The Sellers）3. Translating Business ContractThe contract is a legal document created according to a body of domestic law that attaches rights, duties and obligations to the parties to an agreement. In international business, contract is drafted to accommodat

29、e traders who deal directly with each other. The usual forms of contracts are contract, agreement, confirmation and memorandum.3.1 Main terms and structure of business contract Generally speaking, most business contracts follow the same basic format. The general structure of a contract is as follows

30、: TitleTrade Agreement Barter Agreement Consignment Agreement Loan Agreement Clearing AgreementReparation Agreement Cooperation Agreement Know- how Transfer Contract Sales and Purchase ContractProcessing and Assembling Contract Representative Contract PreambleContracts typically begin with a preambl

31、e and continue with recitals or an introduction. Shorter contracts may not include the recitals or introduction section. A preamble is an introductory statement in a contract that explains the contracts purpose and underlying philosophy. It normally consists of one up to four or five parag

32、raphs outlining the entire transaction. The preamble usually includes the following contents:a) Date on which the contract was entered intob) Signing parties to the contractc) Each partys authorityd) Place of signinge) Recitals or WHEREAS clause. Recitals usually (i) provide an introduction to the a

33、greement and why it is being entered into, and (ii) identify important terms and possibly third parties. The recitals are not considered to be part of the agreement and are therefore typically not enforceable.For example:(A)PreambleTHIS SALES AGREEMENT made and entered into this _ day of month year

34、(the “Effective Date”), by and between, First Party, a _ corporation having its principal office located at street address, Country (“First Party”), and Second Party, a New York corporation (“Second Party”). Recitals/Introduction WITNESSETHWHEREAS, First Party is engaged in the manufacture of produc

35、ts described on Schedule A (the “Products”); WHEREAS Second Party is engaged in the business of marketing, selling and distributing products within Country (the “TERRITORY”); and WHEREAS First Party desires that Second Party market, sell and distribute the Products in the Territory.(B)PreambleTHIS C

36、ONTRACT, made and entered into in (place of signature) on this day of , 20 , by and between ( name of one party ), a corporation duly organized and existing under the laws of ( name of country) with its domicile at ( address) ( hereinafter referred to as party A), and ( name of the other party), a c

37、ompany incorporated and existing under the laws of ( name of country) with its domicile at ( address) ( hereinafter referred to as party B),WITNESS THATWHEREAS Party A has been a leading trading company in the field of the said products and is willing to arrange the manufacture, assembly and marketi

38、ng of the said Products, and WHEREAS both parties are desirous to establish a joint venture company to manufacture, assemble and market the said products. BodyThe body of the contract contains the heart of the agreement the reason why the contract was entered into. Topics such as the key terms of th

39、e agreement, the type and amount of “consideration”, and the parties ongoing rights, duties and responsibilities are discussed in the body of the contract. The body usually contains the following items: Definition clause: Definitions are usually added in a contract for commonly used or industry spec

40、ific words, user defined words, or common abbreviations, such as, Product, Exclusive Territory, Trademark, Know-how, Industrial Property Right, etc. Some contracts may include the definition clause at the outset, while others may create an appendix for the definition clauses.e.g. “The Goods” means a

41、ll of the equipment, machinery, and/or other materials which the Supplier is required to supply to the Purchaser under the Contract.“貨物”系指賣方根據(jù)本合同規(guī)定須向買方提供的一切設(shè)備、機(jī)械和/或其他材料。 General terms and conditionsThis part usually contains the terms and conditions as below:Name of commodity, Specification, Packing

42、, Quantity, Price, Shipment, Insurance, Payment, Inspection, Shipping Marks, etc. Duration: Contract duration refers to the number of years a contract is scheduled to remain in effect, that is, the period from its effective date to its scheduled expiration date.e.g. This agreement shall remain in ef

43、fect for four(4) years from its effective date. 本協(xié)議自其生效之日起有效期為4年。 Termination Force Majeure Assignment Arbitration Governing law Jurisdiction Notice Amendment OthersFor example:NOW, THEREFORE, in consideration of the mutual covenants herein contained, and other good and valuable consideration, the p

44、arties hereto mutually agree as follows: 1.1 First Party hereby appoints Second Party as First Partys exclusive partner in the Territory, and grants Second Party the exclusive right to promote, market, sell and distribute the Products in the Territory under First Party's Brand name(s) and Tradem

45、ark(s). 1.2 Second Party accepts such appointment and agrees to use its commercially reasonable efforts to promote, develop and increase sales of the Products within the Territory. 1.3 Second Party shall not actively sell the Products in territories that (i) First Party allocated exclusively to a th

46、ird party or (ii) First Party reserves for itself or an affiliate.2.1 Neither party shall be in default hereunder by reason of any failure or delay in the performance of any obligation under this Agreement where such failure or delay arises out of any cause beyond the reasonable control and without

47、the fault or negligence of such party. 2.2 The provisions of this Agreement shall be construed and the performance thereof governed in accordance with the laws of the State of New York, USA. Witness clauseThe contract concludes with a statement of the parties intention to create a legally binding ag

48、reement and signature blocks for the parties to the agreement. For example:(A)IN WITNESS THEREOF, the parties, intending to be legally bound, have executed this Agreement as of the date first above written.FIRST PARTY SECOND PARTYBy: By: Name NameTitle Title (B)In witness whereof, the parties hereto

49、 have caused this Agreement executed in duplicate by their duly authorized representatives on the date first above written.本協(xié)議已分別由雙方正式授權(quán)代表在上文首次提及的日期簽字，一式兩份，以資證明。（3.2 商務(wù)合同用語(yǔ)特點(diǎn)3.2.1 Contents of the Contract Itemised合同內(nèi)容條目化每份商務(wù)合同均是按照較為固定的體系和嚴(yán)格的邏輯，將各個(gè)條款組織在一起，從而形成受法律保護(hù)的正式合同。合同各個(gè)部分所包含的要件一般都比較固定、不可或缺的。3.2.

50、2 Complicate Sentence Structure句式結(jié)構(gòu)復(fù)雜化 商務(wù)合同的句式結(jié)構(gòu)一般較為復(fù)雜，主要表現(xiàn)在語(yǔ)句較長(zhǎng)、插入成分較多。其目的是為了確保表述的嚴(yán)謹(jǐn)和邏輯的嚴(yán)密，準(zhǔn)確表達(dá)各部分之間的關(guān)系。因此，在商務(wù)合同中經(jīng)常見到復(fù)雜的長(zhǎng)句，而長(zhǎng)句的翻譯也是進(jìn)行商務(wù)合同翻譯的難點(diǎn)之一。例如：原文： Late Delivery and Penalty:In case of late delivery, the Buyer shall have the right to cancel this contract, reject the goods and lodge a claim agai

51、nst the Seller. Except for Force Majeure, if late delivery occurs, the Seller must pay a penalty, and the Buyer shall have the right to lodge a claim against the Seller. The rate of penalty is charged at 0.5% for every 7 days, odd days less than 7 days should be counted as 7 days. The total penalty

52、amount will not exceed 5% of the shipment value. The penalty shall be deducted by the paying bank or the Buyer from the payment.譯文： 延遲交貨及罰金條款：如延遲交貨，買方有權(quán)解除合同，拒收貨物，并有權(quán)向賣方索賠；除不可抗力外，如延遲交貨，賣方應(yīng)支付罰金，并且買方有權(quán)向賣方索賠。罰金率按每七天0.5%計(jì)算，少于七天亦按七天計(jì)算，罰金不超過貨款總金額的5%，罰金由付款行或買方在付款時(shí)直接扣除。 商務(wù)合同經(jīng)常使用的句型：² 多使用條件狀語(yǔ)從句常用的連接詞有if,

53、 in case ( that ), in the event ( that ), unless, provided ( that )，此外should 可放在句首引出倒裝條件句。例如：In the event the Buyer does not furnish the seller with shipping instructions on or before August 17, 2011, the Seller may at his option cancel this contract and demand the Buyer to pay any damages he has su

54、stained on account of such failure of the Buyer to give such instructions.譯文：如買方在2011年8月17日或在此之前未向賣方發(fā)出裝運(yùn)通知，則賣方可自行決定解除本合同，并要求買方賠償因?yàn)榘l(fā)出裝運(yùn)通知而使其蒙受的一切損失。在商務(wù)合同中，should使用的頻率是很高的，它通常用于表示“假設(shè)”或“條件”的從句中，若將這類從句進(jìn)行還原，就要使用“If”作為連詞。但是，合同是非常正式的文體，因此，更多使用將“should”置于句首的結(jié)構(gòu)，這種結(jié)構(gòu)比采用省略“If”更為正式。另外，在商務(wù)合同中，unless otherwise ag

55、reed in writing between the parties hereto （除雙方另有書面協(xié)議外），unless otherwise stated herein（除本協(xié)議另有規(guī)定外）等類似的條件狀語(yǔ)從句也十分常見。in case of和 in the event of 等介詞短語(yǔ)也常常用于商務(wù)合同。例如：a) in case of any dispute arising regarding the quality of the merchandise received, 如雙方就收到商品的質(zhì)量發(fā)生爭(zhēng)議，b) in case of late delivery or non-deliv

56、ery due to Force Majeure, the time of shipment might be duly extended, or alternatively a part or whole of this contract might be cancelled, 一旦發(fā)生不可抗力造成的延遲裝運(yùn)或不能交貨，賣方可延長(zhǎng)交貨時(shí)間或者解除合同的部分或全部， c) In the event of disputes arising from the implementation of this Contrac

57、t between the Parties, Party A and Party B shall use their best endeavors to settle such disputes through the Board of Directors by means of amicable consultation. 如果在履行合同過程中雙方產(chǎn)生爭(zhēng)執(zhí)，合同的甲方和乙方都應(yīng)該努力通過董事會(huì)采取友好協(xié)商的辦法加以解決.² 使用由it作形式主語(yǔ)的主語(yǔ)從句常用的主語(yǔ)從句如it is agreed that, It is understood that, It is agreed an

58、d understood that等。例如：a) It is agreed that a margin of 2 percent shall be allowed for over or short count.雙方同意，允許的數(shù)量誤差為正負(fù)2%。b) It is agreed that any information relating to the goods and their use, such as weights, dimensions, capacities, prices, colors and other data contained in catalogues, prospe

59、ctuses, circulars, advertisements, illustrations, price-lists of the Seller, shall not take effect as terms of the Contract unless expressly referred to in the Contract.雙方約定，與貨物及其用途有關(guān)的任何資料，比如：包含在賣方的目錄、說明書、函件、廣告、圖片和價(jià)目表中的重量、尺寸、容量、價(jià)格、顏色和其它數(shù)據(jù)不應(yīng)作為生效的合同條款，除非在合同中明確作了約定。² 使用定語(yǔ)從句商務(wù)合同中多用which和as這兩個(gè)關(guān)系代詞引導(dǎo)

60、定語(yǔ)從句，尤其以as更為常見。被動(dòng)語(yǔ)態(tài)時(shí)as后的動(dòng)詞be常常省略。在商務(wù)合同中很少使用that引導(dǎo)的定語(yǔ)從句。例如：a) The goods must be packed in five - ply strong paper bags as stipulated in the contract. 貨物應(yīng)按合同規(guī)定用五層牢固紙袋包裝。b) The Buyer must pay the price as provided in the contract of sale.買方必須按照銷售合同規(guī)定支付價(jià)款。3.2.3 Formal and standard wording 商務(wù)術(shù)語(yǔ)、法律術(shù)語(yǔ)的使用。商務(wù)合同規(guī)定買賣雙方的權(quán)利和義務(wù)以及其他相關(guān)事宜，對(duì)各方都具有法律約束力。為了避免產(chǎn)生任何誤解和歧義，合同行文必須嚴(yán)謹(jǐn)，措辭準(zhǔn)確、規(guī)范、具體、嚴(yán)肅。因此，合同語(yǔ)言大量使用商務(wù)術(shù)語(yǔ)、法律術(shù)語(yǔ)及其他具有法律語(yǔ)言特點(diǎn)的正式詞語(yǔ)。例如：商務(wù)術(shù)語(yǔ)：licensee（被許可人），letter of credit（信