新编商务英语：Contract

Unit8

Contract

商务英语

ContentsListen&TalkReading

CaseStudyAdditionalExercises12433Listen&TalkDialogueListeningRolePlayDialogue1Sam:Thanksforagreeingtomeetwithmeaboutthenewcontract.It’simportantthatbothpartiesunderstandandagreetoallofthetermsbeforewecanmoveahead.Karik:It’sinthebestinterestofbothofourcompaniesforthisagreementtobesigned,soI’mgladtobehere.Howshouldweproceed?Sam:YouandIhavebothreadthecontract,butIthinkit’susefultogooverthemainarticlestomakesuretherearen’tanyclausesthatareobjectionable.Ifyou’lltakealookatArticle1…Karik:Thislooksinorder.Thestipulationsweaskedforareallthere.NowifwecanmovetoArticle6,Ihaveaquestionabouttheconditionsfordeclaringthecontractnullandvoid.Sam:I’mgladyoubroughtthatup.IknowthatthiswasastickingpointduringthenegotiationsandIbelievewe’vefoundanacceptablecompromise.

Karik:I’msureyouhave.Let’stakealook.Dialogue2Tony:Imadeaveryclosestudyofthedraftcontractlastnight.

Leo:Anyquestions?

Tony:Yes.ThereareafewpointswhichI’dliketobringup.First,thepacking.It’sstipulatedinthecontractthatallthemachinepartsshouldbepackedinwoodencases.Thiscanbedonewiththemachineparts,butit’simpossibletopackatruckbaselikethat.

Leo:Isee.

Tony:Second,aboutthetermsofpayment.YourdraftcontractsaysthatpaymentistobemadebyD/P.Thisisnotourpractice.WeprefertohavethepaymentmadebyL/CthroughanegotiatingbankinFrance.

网站hLeo:And...

Tony:Andthethirdpointisaboutarbitration.It’sstipulatedthatarbitrationshalltakeplaceinChina.Inallourpastcontractssignedwithyou,itwasstipulatedthatarbitrationtookplaceinathirdcountry.

Leo:Yes,that’sright.

Dialogue2Tony:ButhowisitthatthistimeyouwishtohaveitcarriedoutinChina?

Leo:Shallwetakeupthematterpointbypoint?

Tony:That’sagoodidea.

Leo:Now,thefirstpointisaboutpacking.Weagreetoadifferentpackingforthetruck.

Tony:Thiscaneasilybedone.

Leo:Second,weagreetopaybyL/C.

Tony:Thankyou.

Leo:Asforarbitration,inourdealingswithmanycountries,arbitrationistobecarriedoutinChina.TheArbitrationCommissionofCCPIT(China

Council

for

the

Promotion

of

International

Trade)enjoysahighprestigeamongfriendlycompanies.PersonallyIhopeyou’llacceptthisclause.Furthermore,thedisputesthathavearisenfromourbusinesstransactionwereallsettledthroughfriendlyconsultations.Veryrarelywasarbitrationrestoredto.

Tony:Isee.OK.Thenewarbitrationclauseisacceptable.Isthereanythingelse?

Leo:Asfarasthecontractstipulationsareconcerned,thereisnothingmore.Thankyouverymuch.

Tony:Whenshouldwesignthecontract?

Leo:We’llrevisethecontractthisevening,andhaveitreadytobesignedtomorrowmorningatten.How’sthat?

Tony:Perfect.

ListeningPassage1BusinesscontractsBusinesscontractsarelegallybindingwritten

betweentwoormoreparties.Theyareanimportantpartofbusinessandsuchagreementsneedtobecreatedand

carefully.Whilesmallercompaniesoften

businessbasedoninformalhandshakeagreementsorunspokenunderstandings,themorethatis

,themoreessentialitistohavea

contract.Acontractservesasaguideanda

oftheagreementthatmustbefollowedbybothparties.Itpresentseachpartywiththeopportunityto:·Describeallobligationstheyareexpectedtofulfill；·Describeallobligationstheyexpecttheotherpartyorpartiestofulfill；·Limitany

；·Setparameters,suchasa

,inwhichthetermsofthecontractwillbemet；·Settermsofasale,

,orrental；·Establish

terms；·Clearlyestablishalloftherisksandresponsibilitiesoftheparties.agreementsreviewedconductatstake

signed

memorialliabilitiestimeframe

leasepayment

ListeningPassage2ExplainingMisunderstandingItwasapleasuremeetingyoulastweek.Thanksforyourfax.

,I’vecheckedmynotesfromthemeeting,andIthinktherehasbeenamisunderstandingononeortwopoints.WedidagreethatMeblopolwillsupply16,000desksayear,madetothe

____and

youmentioned,butmyunderstandingwasthatthisisforan

periodoffouryears,notthreeyears,withapriceperunitof220Euros,not215.Deliverycan

on1January,asyousuggest.Thisisrather

forus,butIthinkwecandoit.Iagreetothe

termsyoumention.Ifyou’dliketodiscussthisonthephone,I’llbehereeverydaythisweekexceptFriday.I’m

thatwecancometoanagreement.Ifyoucanagreetotheabovepoints,ourlawyerswillhavealookatthecontractthatyou

.Ifyouwouldlikeustostart

inJanuary,wemustmovequitequicklyonthis.Unfortunatelydimensions

specifications

initialcommencetightpaymentconfident

proposedeliveryRolePlaySupposeyouworkinaleathershoesexportcompanies.You’reappointedtomeettheclientanddiscussthedetailedtermsofthecontractyouaregoingtosignwithhim,suchasprice,specification,quantity,dateofdelivery,termsofpayment,shipment,packingandsoon.ReadingExercisesWords&Expressions

TermsandConditions

Words&Expressions1.concludev.closecometoreachfinalizerealize达成,得出,实现e.g.

如你方有可能将价格降至我方水平,有可能成交｡ Ifyoucouldseeanychancetoreducethepricetoourlevel,thereisapossibilitytoconcludethebusiness.concludebusinesswithsb.成交similarexpressions:concludeatransactionofsth.withsb./callitadeal/businessmaterializee.g.通常我们以CIF的价格和我们的顾客成交。

Usually,weconcludebusinessonCIFtermswithourcustomers.

我们已与你地其他买主按我们的价格成交了业务.We’veconcludedbusinesswithotherbuyersatyourareaatourlevel.n.conclusion结论，成交Words&Expressions2.transactionn.businessdeal交易,成交e.g.如果你们把价格降到我们的水平,我们将和你方达成交易｡ Wewillconcludethetransactionwithyouifyoureducethepricetoourlevel.concludeatransactionwithsb.v.transact做生意，成交transactabusinesswithsb.insth.transactsth.withsb.e.g.这次交易的成功标志着我们长期友好关系的开始。

Theconclusionofthistransactionwillmarkthebeginningofourlongfriendlyrelations.

我们渴望你们在这初次交易中给予我们大让步。

Wedesirethatyougiveusbigconcessioninthefirsttransaction.TranslatethefollowingsentencesintoEnglish.

1)不要让小小的争端损毁了一场伟大的友谊.(dispute)2)学校是一个可以让学生们开开心心学习，能够发掘自己潜能，寻找并发挥自己个性的乐园吗?(fulfill)3)对某些不负责任的干部来说，上级批文只是一张废纸，毫无约束力。（bindingforce）4)请对上述产品报运至我方工厂交货的最低价格。（quotation）5)他应敲门声而开了门。（inresponseto）1)Don’tletalittledisputebreakupagreatfriendship.2)Istheschoolaparadiseinwhichourpupilscanlearnhappilytorealisetheirpotentialsandfulfilltheirpersonality.3)Tosomeirresponsiblecadres,thosedocumentsbearingcommentsorinstructionsbyhigherofficialsarenothingbutwastepaperandofnobindingforce.4)Weshallbeobligedbyaquotationofyourlowestpriceforthesaidgoodsfreedeliveredatourworks.5)Heopenedthedoorinresponsetothedoor.TranslatethefollowingsentencesintoChinese.

Itisenforceablebylaw,andanypartythatfailstofulfillhiscontractualobligationsmaybesuedandforcedtomakecompensation,thoughmostcontractsdonotgiverisetodisputes.Anofferisconsideredopenuntilafterastipulatedtimeoruntilitisacceptedorrejected.Thecontractisbasedonagreement,whichistheresultofbusinessnegotiations.Inresponsetoanenquiry,aquotationmaybesentbytheexporterwhichshouldincludeallthenecessaryinformationrequiredbytheenquiry.Theoffereemayfindpartoftheofferunacceptableandmayraiseforfurtherdiscussionshisownproposalswhichconstituteacounter-offer.Thestipulationsonthebackofthecontractareconstituentpartsofthecontractandareequallybindinguponthecontractingparties.合同受法律约束，当合同方不能履行合同中规定的义务，他们就可能被起诉并强行给予补偿，但是大多数合同不会引起争议。在规定时间之前或被对方接受或拒绝之前报盘一致有效。合同以协议为基础，它是商务谈判的结果。再回复可能由出口方提出的询盘里，必须包含所有的必要信息。受盘人可能觉得部分发盘的内容不可接受，并可能提出建议，进一步商谈，这就是还盘。合同背面条款也是合同的组成部分，并使合同方受约束。Terms&Conditions:Quality1.品名条款

e.g.NameofCommodity:WoodOil(桐油)2.品质条款品质条款是外贸合同中最重要的条款,必须明确约定商品的品质。(1)常用表述:一些商品按不同规格

(specification)来说明品质。有些商品不能用规格描述,就直接用双方认可的等级(grade)表示品质。(2)品质描述质量以卖方样品为准。Qualityasperseller'ssample.

质量以买方样品为准。Qualityasperbuyer'ssample.

凭规格、等级或标准买卖。Salesbyspecification,gradeorstandard.

良好平均品质。Fairaveragequality,(F.A.Q.).

上好可销品质。Goodmerchantablequality,(G.M.Q.).

凭商标或牌号买卖。Salesbytrademarkorbrand.

说明书买卖。Salesbyspecification..TermsandConditions:Quality(3)品质的实例参考表述:e.g.

以**在装运港出具的品质证书为最后依据。

Qualitycertificateby**atloadingporttobetakenasfinal

以制造者工厂检验为准。

Maker'sinspectioninthefactorytobefinal

以独立公正行装运时的检验质量为准。

Qualityinspectedbyindependentpublicsurveyoratthetimeofshipmenttobefinal。

卖方凭样品售货，必须保证货到时的质量同样品完全一致。

Goodssoldbysampleshallbeguaranteedbythesellertobefullyequaltosampleuponarrivalatdestination.

装运地装货时的良好平均品质，以伦敦谷物贸易协会官方良好平均品质为准。

FairaveragequalityatthetimeandplaceofloadingshallbeassesseduponthebasisofLondonCornTradeAssociation'sofficial‘sF.A.Q.standard.

质量完全以卖方**日提供的样品为准。

Qualitytobestrictlyaspersamplesubmittedbytheselleron

**(date).TermsandConditions:Quantity3.数量条款Quantity:(1)、计量单位：①数量件package(pkg.)个、只piece(pc.)

箱case(c/s),chest,crate(crt.)纸箱carton(ctn.)

匹piece包bale

桶drum(dr.),barrel(bl.;br.),cask(ck.),keg

袋bag,sack(sk.)捆bundle

筐（篓）basket坛jar双pair

打dozen(dz.)罗gross大罗greatgross

张sheet令ream卷roll

盒box听（罐）tin,can

瓶bottle套setTermsandConditions:Quantity②重量公吨MetricTon(M/T)公斤kilogram(kg.)盎司ounce

磅pound（lb.）③长度米Meter英尺Foot英寸inch码yard④面积平方米SquareMeter平方英尺SquareFoot平方码Squareyard⑤体积立方米CubicMeter立方英尺CubicFoot立方码Cubicyard⑥容积公升Liter加仑Gallon蒲式耳BushelTermsandConditions:Quantity(2)数量条款一般表述当合同货物包含不同货号或品种时，除描述总数量外，还应描述不同货号货物的数量溢短装条款e.g.:Quantity:1000M/Ttotal.Quantity:1000M/T,5%moreorlessatseller’soptionsubjecttocontractedpriceQuantity:1000M/T,3%moreorlessatbuyers’option;suchexcessordeficiencytobesettledbycontractedprice.TermsandConditions:Packing4.包装条款

(1)包装材料：纸箱（carton）、木箱（woodencase,woodencrate）、编织袋(polybag,polythenebags)、麻袋(gunnybags)、单层旧/新麻袋sound/newsinglegunnybags、泡沫盒（foambox）塑料编织袋（ppwovenbag）

(2)包装条款的内容：包装材料、包装规格、包装总件数句型：Packedin…of…each,

…tobepackedin…,eachcontaining…,…to…

当合同货物包含不同货号或品种时，还应列明不同货号或品种货物各自的包装件数TermsandConditions:Packinge.g.:①BeeHoney300M/T.Packing:Inwoodencases.25kgs.Netinatin,2tinstoacase,60casestotal.

②SyntheticCamphorPowder240M/T合成樟脑粉

Packing:Incartonsof25kgsneteachwithplasticbagsealedupinside,240cartonstotal.

③GypsuminLumps石膏块

Packing:Inbulk.④TalcPowder60M/T滑石粉

Packing:In5-plycraftpaperbagsof25kgsneteach,150bagstotal.TermsandConditions:Packing⑤TinIngot120M/TPacking:Inbundlesof1000kgs.neteach.120bundlestotal⑥PyrolVsitePowder锰粉60M/TPacking:Inpaperbagsorplasticbagswithouterwovenbagofabout50kgneteach.1200bagstotal.⑦100%CottonMen’sShirt.600dozentotal.Packing:Incartons,onepiecetoapolybag,onebagtoapaperbox.3dozentoacarton.Blue,white,yellowequallyassorted.XL/3,L/6andM/3eachdozen.200cartonstotal.TermsandConditions:Packing3.运输标志shippingmarke.g.:①ShippingMark:AttheSeller’soption.②ShippingMark:AttheBuyer’soption.TheShippingMarkmustreachtheSellersonemonthbeforethetimeofShipment.③ShippingMark:ABCNewYorkNos.1-upSINGAPORE④ShippingMark:ABCNewYorkS/CNo.12345Nos.1/upTermsandConditions:Price5.价格条款

(1)单价条款：计价货币、单价金额、计量单位、贸易术语e.g.:

UnitPrice:USD78.00perpieceFOBNanning②UnitPrice:GBP83.00persetCIFHamburgincluding3%commission

或GBP83.00persetCIFC3%Hamburg

TermsandConditions:Price③UnitPrice:JPY2,400.00percartonCFRKobeless4%discount货币单位

USDUnitedStatesDollarsGBP（Stg£）GreatBritainPound(PoundSterling)EUREuroCADCanadianDollarsAUDAustralianDollarsCNYChineseYuanHKDHongKongDollarsJPYJapaneseYenTermsandConditions:Price(2)总价条款：e.g.:①TotalAmount:USD31,280.00only.(SayU.S.DollarsThirtyOneThousandTwoHundredandEightyOnly)②TotalAmount:Stg£14,297.50only.(SayPoundsSterlingFourteenThousandTwoHundredandNinetySevenand50%only)TermsandConditions:Shipping6.装运条款：(1)装运条款：起运港、目的港、装运期限、分批装运、转船e.g.:①Shipment:FromYantiantoAntwerpduringOct./Dec.,2005.Partialshipmentsare

allowed,Transshipmentisnotallowed.②Shipment:FromNanningtoLosAngelesnotlaterthanJuly31,2005.Partialshipmentandtransshipmentarepermitted.TermsandConditions:Shipping③Shipment:FromShanghaitoSydneyonorbeforeMay31,2005.Partialshipmentsandtransshipmentareprohibited.④Shipment:FromChinaporttoManchesterinSept.,2005.Partialshipmentsandtransshipmentareallowed.⑤TermsofShipment:ShipmenttobeeffectedfromGuangzhoutoRotterdamduringMarch/April/May,2005inthreeequalmonthlylots,each1000M/TwithtransshipmentatSingaporeonly.TermsandConditions:Shipping(2)以合同、信用证为基础规定装运期：e.g.:①TimeofShipment:Tobeeffectedwithin30daysafterthedateofcontract.②TimeofShipment:Tobeeffectedwithin30daysafterreceiptoftherelevantL/C.TheL/CmustreachtheSellersnotlaterthanxxx.TermsandConditions:Insurance7.保险条款：(1)FOB、CFR合同：

e.g.:①Insurance:TobecoveredbytheBuyer.②Insurance:TobeeffectedbytheBuyer.(2)CIF合同:投保人、投保金额、险别、险别依据句型：Tobecoveredby…for…against…asper…dated…e.g.:①Insurance:TobecoveredbytheSellerfor110%oftotalinvoicevalueagainstF.P.A.andWarRiskasperandsubjecttotherelevantOceanMarineCargoClausesofthePeople’sInsuranceCompanyofChina,dated1/1,1981.②Insurance:TobecoveredbytheSellerfor110%oftotalinvoicevalueagainstI.C.C.(A)andI.C.C.WarClausecargoasperandsubjecttoInstituteCargoClausedated1/1,1982.TermsandConditions:Payment8.支付条款：(1)汇付方式

e.g.:①Payment:TheBuyershallpay100%ofthesalesproceedsinadvancebyDemandDrafttoreachtheSellersnotlaterthanOct.15,2005②Payment:TheBuyersshallpaythetotalvalueofthegoodstoreachtheSellersinadvancebyT/T(M/T,D/D)notlaterthanJune30,2005TermsandConditions:Payment

(2)托收方式①Payment:ByD/Patsight.(UponfirstpresentationtheBuyersshallpayagainstdocumentarydraftdrawnbytheSellersatsight.Theshippingdocumentsaretobedeliveredagainstpaymentonly.)②Payment:ByD/Pat90dayssight.(TheBuyersshalldulyacceptthedocumentarydraftdrawnbytheSellersat90dayssightuponfirstpresentationandmakepaymentonitsmaturity.Theshippingdocumentsaretobedeliveredagainstpaymentonly.)③Payment:ByD/Aat60dayssight.(TheBuyersshalldulyacceptthedocumentarydraftdrawnbytheSellersat60dayssightuponfirstpresentationandmakepaymentonitsmaturity.Theshippingdocumentsaretobedeliveredagainstacceptance.)

TermsandConditions:Payment(3)信用证方式e.g.:①Payment:ByirrevocableL/Catsight.②Payment:TheBuyershallopenthroughabankacceptabletotheSelleranIrrevocableLetterofCreditpayablebydraftatsighttoreachtheSeller45daysbeforethemonthofshipment,validfornegotiationinNanning,Chinatillthe15thdayafterthelatestdateofshipment.③Payment:ByConfirmedIrrevocableL/Cat30dayssight.CaseStudy

在国际贸易中，双方经过交易磋商，确立契约关系。业务达成的体现为报盘或还盘得到双方认可，或买方发出订单并得到卖方的确认，拟定合同。达成交易后，往往另行签订书面合同。订立合同是指对以往磋商过程中达成的协议、共同接受的交易条件达成的书面确认形式。合同具有法律效力，一经订立，以后的贸易活动都应以合同条款为依据。合同的内容通常包括三个部分：约首：包括合同名称、编号以及双方当事人名称、地址、电传或传真号码等。本文：合同条款，即对各项交易条件的具体规定，包括品名条款、品质条款、数量条款、包装条款、价格条款、装运条款、保险条款、支付条款、商检条款、索赔条款、不可抗力条款、仲裁条款等条款。约尾：指明合同的正本份数、使用的文字效力、合同的准据法等，并由双方签字当事人落款签字。BackgroundKnowledgeQuestion:FillinthetableofdescriptionofgoodsSALESCONTRACT

ORIGINALNo.DATESELLER:ADDRESS:BUYER:ADDRESS:

ThiscontractismadebyandbetweentheBuyerandtheSeller;wherebytheBuyeragreestobuyandtheSelleragreestoselltheundermentionedcommodityaccordingtothefollowingtermsandconditions:NameofCommodityandSpecifications,PackingandShippingMark

QuantityTermsofPaymentUnitPriceTotalValueQuestion:differentinsuranceclausesonFOBorCIFbasisPortofShipment:PortofDestination:TimeofShipment:

TermsofPayment:By100%Confirmed,IrrevocableLetterofCreditpayablebysightdraft,remainingvalidfornegotiationinChinauntilthe15thdayaftertheafore-saidtimeofshipment.

Insurance:ThebuyershallestablishthecoveringLetterofCreditbefore_________,failingwhichthesellerreservestherighttorescindthisSalesContractwithoutfurthernotice,ortolodgeaclaimfordirectlossessustained,ifany.TheInspectionCertificateofqualityandquantity(weight)shouldbeissuedbytheChinaImp.&Exp.CommodityInspectionBureauattheportofshipment.TheBuyershallhavetherighttoreinspectthequalityandquantity(weight)ofthegoods.ThereinspectionfeeshallbebornebytheBuyer.Shouldthequalityand/orthequantity(weight)befoundnotinconformitywiththatofthecontract,theBuyerisentitledtolodgewiththeSelleraclaimwhichshouldbesupportedbysurveyreportsissuedbyarecognizedsurveyorapprovedbytheSeller.Theclaim,ifany,shallbelodgedwithin30daysafterarrivalofthegoodsattheportofdestination.ItisunderstoodthattheSellershallnotbeliableforanydiscrepancyofthegoodsshippedduetocausesforwhichtheInsuranceCompany,ShippingCompany,othertransportationorganization/orpostofficeareliable.IftheshipmentofthecontractedgoodsispreventedordelayedinwholeorinpartbyreasonofForceMajeure,theSellershallnotbeliablefornonshipmentorlateshipmentofthegoodsofthecontract.However,theSellershallimmediatelynotifytheBuyerbycableortelexorfax,andatearliestpossibilitydatefurnishthelatterwithacertificateissuedbytheChinaCouncilforthePromotionofInternationalTradeorotherrelatedorganizationsasevidence.Anydispute,controversyorclaimarisingoutoforrelatingtothiscontract,orthebreach,shallbesettledamicablythroughnegotiation.Incasenosettlementcanbereachedthroughnegotiation,thecaseshallthenbesubmittedtoChinaInternationalEconomicandTradeArbitrationCommissionforarbitrationwhichshallbeconductedinaccordancewiththeCommission’sarbitrationrulesineffectatthetimeofapplyingforarbitration.Thearbitrationawardisfinalandbindinguponbothparties.AnyalterationorattachmenttothisSalesContractshallbevalidonlyifthetwopartieshavesignedupinwrittenformandberegardedasanintegralpartofthiscontract.ThiscontractismadeoutinChineseandEnglishlanguages,bothtextsbeingequallybinding.Onecopyeachiskeptbyeitherparty.PartyA:(TheBuyer)PartyB:(TheSeller)Practice:Makeacontractaccordingtothefollowingletter.敬启者：

很高兴从您10月15日来信中得知您已接受我方10月6日报盘。作为答复，我们确认向贵公司出售5000打135型劳动手套，每打港币27元，CIF香港，每打装一纸盒，每10盒装一纸箱，由卖方按发票金额110%投保一切险及战争险，2003年一月由中国天津运往香港，MOTOU由我方选定，以不可撤消的、保兑的即期信用证付款，信用证必须在装运前30天到达我方，按照惯例信用证议付有效期为装运期后第15天在中国到期。

兹随函寄上我方11月2日在天津所签第28号合同一式两份，望会签并退还我方一份。

谨启SalesContractNo.Sellers:（中国轻工业品进出口公司）

Buyers:（ABC公司）

Commodity:

SpecificationsQuantityUnitPriceTotalvalue

Packing:

Insurance:

TimeofShipment:

PortofShipment:

PortofDestination:

ShippingMark:

TermsofPayment:

Doneandsignedin------onthis----dayof-----,20021.TranslatethefollowingintoEnglish.销售合同在这儿,请您在签字前再看一遍。谢谢.(浏览完合同)很好,该写进去的都写进去了,你们的工作很出色。那请进行议事日程上的下一项,请在合同上签字吧。哦，当然。我期待着这一刻。您先请，请签在这里，还有这里。我签在这里，还有这里。好了，我们双方都有两份正式合同文本。一份是中文的，一份英文。您把这两份保存好，我们保留这两份。非常感谢，很高兴我们做成了这笔交易，认识你们真是一件幸事。是的，我也有同感。我提议为我们的谈判成功，为我们的未来合作，干杯！我也为此干一杯，干杯！ThecopiesoftheSalesContractareallhere,Pleasetakeonemorelookbeforeyousign.Thanks.(goingthroughthecontract)Looksgoodenoughtome.Thingsthatshouldbetherearethere.Youhavedoneagoodjob.Wellthen,let’sproceedtoournext