第5章 合同的签订

1、第5章 合同的签订教学重点：1. 缮制合同2. 商务合同的翻译Focus:1. Making out contracts2. Business contract translation教学难点：商务合同的翻译Difficulties:Business contract translation教学内容：1. 出口成交函2. 缮制出口合同3. 商务合同翻译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 对成交表示高兴，希望合同顺利进行。We feel very pleased to conclude 6300 sets of Haier Brand Air Conditioners.Ø 告知对方合同已寄出，希望予以会签。We are sending you our Sales Confirmation No.765401 in duplicate. Please sign and return one

5、 copy for our file.Ø 催促对方尽早开立信用证。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 签订合同时应注意的问题在签订国际贸易合同时，要认真检查合同的内容是否完整、准确，以下做一些归纳：  商品名称条款（Commodity）应明确、具体。在采用外文名称时，应做到译名

12、准确，与原名意思保持一致，避免含糊不清的表达，第一个字母要大写，例“天鹅牌”羊毛衫，应写成Swan Woolen Sweaters。 数量条款（Quantity），一般都应在合同中注明买卖的具体数量和计量单位，有时还要写明溢短装条款（more or less clause）。 包装条款（Packing），主要包括对包装材料、包装方式的规定，如麻袋（Gunny Bags）、纸箱（Carton Case）等。另外，唛头（Shipping Mark）条款一般由卖方或买方选定，英文用“at ones option”来表示。例如：由买方选定（at Buyers option）或由卖方选定（at Sell

13、ers option）。 价格条款（Unit Price & Amount），由单价（Unit Price）和总值（Total Value）两项内容组成，其中单价由计价货币、单位价格金额、计量单位和贸易术语四个部分组成，总值的写法要注意第一个词用SAY，最后一个词用ONLY。 装运条款（Shipment），主要包括装运时间、装运港（地）、目的港（地）以及分批装运和转运的相关规定。 保险条款（Insurance），该条款必须明确规定由谁办理保险（to be covered by），确定投保险别（againstrisks）和保险金额（foramount）以及以何种保险条款为依据（as pe

14、ragainstforas per），并注明该条款的生效日期。 支付条件（Terms of Payment），支付条款是国际贸易中的重要条款，在合同中要明确规定，主要有汇付、托收和信用证等方式。汇付（Remittance）通常用于预付货款和赊账交易，在合同中应明确规定汇付的时间、具体的汇付方式和金额。托收（Collection）业务在实际业务中大多采用跟单托收，在买卖合同的支付条款中，应明确规定交单条件和付款责任以及付款期限等内容。信用证（Letter of Credit），在国际贸易实际业务中，通常使用的是即期不可撤销跟单信用证。 除了这些重要条款以外，还有商品检验检疫条款（Commodit

15、y Inspection and Quarantine），不可抗力条款（Force Majeure）、索赔条款（Claim）以及仲裁条款（Aribitration）等。最后要经买卖双方签字，写明签约日期与地点。例如：2005年8月8日于上海，（Done and signed in Shanghai on this/ the 8th day of Aug. 2005）。合同样本中国纺织品进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 编号TO：CRYSTAL MOON CO. LTD.                    

17、;         No. ABSG-010售 货 确 认 书SALES CONFIRMATION  日期           Date：Aug.26th, 2011货号ART.NO.品名及规格COMMODITY ANDSPECIFICATION数量QUANTITY单价及价格条款UNIT PRICE&TERMS金额AMOUNTH32331SELADIES 55% ACRYLIC45% COTTONKNITTE

18、D BLOUSE500 DOZSUSD 48.5 PER DOZCIFC3%  NEW YORKUSD24 250总金额TOTAL  AMOUNTUSD24 250TOTALSAY US DOLLARS TWENTY FOUR THOUSAND TWO HUNDRED AND FIFTY ONLY装运条款: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    险: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:  请完全按本售货确认书开证并在证内注明本售货确认书号码。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买方   （The Buyers）                     卖方  （The Sellers）Simulated Practice 1实训任务1上海佳华进出口贸易公司与英国乔治贸易公司

22、（BRITISH GEORGE CO. LTD.）于2010年10月8日广交会上达成一笔交易，商品为毛绒玩具，玩具熊每只10欧元，玩具狗每只15欧元，CIF利物浦，不可撤销即期信用证。每只装一个塑料袋，20只装一个纸箱，各5000只。交货时间不得晚于2010年11月。不可分批装船和转船，投保一切险和战争险。合同由上海进出口贸易公司缮制，合同号码是XY10100836。以下是上海进出口贸易公司的一份空白售货确认书，请你将这份合同填完。上 海 佳 华 进 出 口 贸 易 公 司SHANGHAI JIAHUA IMPORT & EXPORT TRADING CO

23、RPORATION1555 ZHONGSHAN ROAD, SHANGHAI CHINATEL: 86-21-66892333     FAX: 86-21-66892335 编号TO：                              No. 售 货 确 认 书SALE

24、S CONFIRMATION  日期           Date:唛头SHIPPING MARK品名及规格COMMODITY AND SPECIFICATION数量QUANTITY单价及价格条款UNIT PRICE总额AMOUNT装运条款:SHIPMENT: 保    险:INSURANCE:付款方式:PAYMENT:注意：请完全按本售货确认书开证并在证内注明本售货确认书号码。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;                       买方   （The Buyers）                      

28、0;     卖方  （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.“货物”系指卖方根据本合同规定须向买方提供的一切设备、机械和/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. 本协议自其生效之日起有效期为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.本协议已分别由双方正式授权代表在上文首次提及的日期签字，一式两份，以资证明。（3.2 商务合同用语特点3.2.1 Contents of the Contract Itemised合同内容条目化每份商务合同均是按照较为固定的体系和严格的逻辑，将各个条款组织在一起，从而形成受法律保护的正式合同。合同各个部分所包含的要件一般都比较固定、不可或缺的。3.2.

50、2 Complicate Sentence Structure句式结构复杂化 商务合同的句式结构一般较为复杂，主要表现在语句较长、插入成分较多。其目的是为了确保表述的严谨和逻辑的严密，准确表达各部分之间的关系。因此，在商务合同中经常见到复杂的长句，而长句的翻译也是进行商务合同翻译的难点之一。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.译文： 延迟交货及罚金条款：如延迟交货，买方有权解除合同，拒收货物，并有权向卖方索赔；除不可抗力外，如延迟交货，卖方应支付罚金，并且买方有权向卖方索赔。罚金率按每七天0.5%计算，少于七天亦按七天计算，罚金不超过货款总金额的5%，罚金由付款行或买方在付款时直接扣除。 商务合同经常使用的句型：² 多使用条件状语从句常用的连接词有if,

53、 in case ( that ), in the event ( that ), unless, provided ( that )，此外should 可放在句首引出倒装条件句。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.译文：如买方在2011年8月17日或在此之前未向卖方发出装运通知，则卖方可自行决定解除本合同，并要求买方赔偿因为发出装运通知而使其蒙受的一切损失。在商务合同中，should使用的频率是很高的，它通常用于表示“假设”或“条件”的从句中，若将这类从句进行还原，就要使用“If”作为连词。但是，合同是非常正式的文体，因此，更多使用将“should”置于句首的结构，这种结构比采用省略“If”更为正式。另外，在商务合同中，unless otherwise ag

55、reed in writing between the parties hereto （除双方另有书面协议外），unless otherwise stated herein（除本协议另有规定外）等类似的条件状语从句也十分常见。in case of和 in the event of 等介词短语也常常用于商务合同。例如：a) in case of any dispute arising regarding the quality of the merchandise received, 如双方就收到商品的质量发生争议，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, 一旦发生不可抗力造成的延迟装运或不能交货，卖方可延长交货时间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. 如果在履行合同过程中双方产生争执，合同的甲方和乙方都应该努力通过董事会采取友好协商的办法加以解决.² 使用由it作形式主语的主语从句常用的主语从句如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.双方同意，允许的数量误差为正负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.双方约定，与货物及其用途有关的任何资料，比如：包含在卖方的目录、说明书、函件、广告、图片和价目表中的重量、尺寸、容量、价格、颜色和其它数据不应作为生效的合同条款，除非在合同中明确作了约定。² 使用定语从句商务合同中多用which和as这两个关系代词引导

60、定语从句，尤其以as更为常见。被动语态时as后的动词be常常省略。在商务合同中很少使用that引导的定语从句。例如：a) The goods must be packed in five - ply strong paper bags as stipulated in the contract. 货物应按合同规定用五层牢固纸袋包装。b) The Buyer must pay the price as provided in the contract of sale.买方必须按照销售合同规定支付价款。3.2.3 Formal and standard wording 商务术语、法律术语的使用。商务合同规定买卖双方的权利和义务以及其他相关事宜，对各方都具有法律约束力。为了避免产生任何误解和歧义，合同行文必须严谨，措辞准确、规范、具体、严肃。因此，合同语言大量使用商务术语、法律术语及其他具有法律语言特点的正式词语。例如：商务术语：licensee（被许可人），letter of credit（信