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项目三：拟定合同Item3:Drawupthecontract任务六：拟定一般交易条款Task6:Drawuptheotherterms(PreventingandSettlingDisputes)DearRosemary,Gla

dtoreceiveyouremaildatedMarch，29,2012.Throughtheconsideration,wedecidetoacceptyourtermsandconfirmasfo

llows:◆Commodityandspecification:Boysjacket，Styleno.DJ123，Shell:woventwill100%cotton，lining:woven100%polyester◆Quantit

y:5000pcs◆Packing:20piecesarepackedinoneexportstandardcarton,solidcolorandsolidsizeinthesamecarton.◆Priceandterms:USD10.7/pcCIFC5%DUBA

I◆Payment:Byirrevocableletterofcreditat60daysaftersight◆Shipment:Within60daysuponreceipttheL/Cofthisdeal.ShipmentfromShanghaitoDubai,transshi

pmentisallowedandpartialshipmentisnotallowed.Pleasesendusaconfirmationandthankforyourcooperation.Yourssincerely，JohnScenari

o销售合同SALESCONTRACT卖方SELLER:MORNINGSTARLTD.CO.21,KUMAROAD,PUDONGDISTRICTSHANGHAI,CHINA编号NO.:980301日期DATE:FEB.18,19

98地点SIGNEDIN:SHANGHAI,CHINA买方BUYER:CANADIANK&LIFDONDISTRIBUTORS101,LINDARSTREET,VANCOUVER,CANADA买卖双方同意以下条款达成交易：ThiscontractIsmadebyandagree

dbetweentheBUYERandSELLER,inaccordancewiththetermsandconditionsstipulatedbelow.1.品名及规格Commodity&Specification2.数量Qua

ntity3.单价及价格条款UnitPrice&TradeTerms4.金额AmountCIFVANCOUVERGBW32BASKETBALLGBW322FOOTBALLERVSVOLLEYBALL2000PCS2000PCS3000PCS@USD2.15/PC

@USD2.6/PC@USD1.45/PCUSD4,300.00USD5,200.00USD4,350.00Total:7000PCSUSD13,850.00允许With5%溢短装，由卖方决定Moreorlessofshipmentallowedatthesellers’option5.总值To

talValueSAYUSDOLLARSTHIRTEENTHOUSANDEIGHTHUNDREDANDFIFTYONLY6.包装PackingINCARTONSOF50PIECESEACH7.唛头ShippingMarksDESIGNEDBYTHESELLER8.装运期及运输方式TimeofS

hipment&meansofTransportationDURINGAPRILBYSEA9.装运港及目的地PortofLoading&DestinationFROMSHANGHAITOVANCOUVERPARTIALSHIPMENTTOBEPROHIBITEDANDTRANS

HIPMENTTOBEALLOWED10.保险InsuranceCOVERINGALLRISKSANDWARRISKFOR120%INVOICEVALUEASPERCIC(1981.1.1)CLAIMATDESTINATIONPORT11.付款方式TermsofPaymentTHEBUYERS

HOULDOPENTHESIGHTIRREVOCABLELETTEROFCREDITFORFULLINVOICEVALUETOTHESELLERNOTLATERTHANTHEENDOFMARCH;THECREDITISVALIDBYNEGOTIATIONWITHIN1

0DAYSAFTERTHEDATEOFSHIPMENTINCHINA.合同条款•TheBuyersshallhavetherighttoreinspectifthequalityandquantitytobefoundnotinconformitywiththatofthecontract.•

Incaseofqualitydiscrepancy,claimshouldbefiledbythebuyerwithin60daysafterthearrivalofthegoodsatportofdestinationwhileforquantit

yofdiscrepancy,claimshouldbefiledbythebuyerwithin15days,butreportsissuedbyarecognizedpublicsurveyorapprovedbythes

ellers.ScenarioDiscussion•问题一：合同中检验权是如何规定的？•问题二：检验时间、地点及检验机构该如何确定？•问题三：合同履行过程中为什么会发生索赔？•问题四：索赔应该由谁提出？•问题五：索赔的依据是什么？商品的检验检疫(Insp

ection)•法律惯例对进出口商品检验权的规定：–接受（ACCEPT）-无权再提出异议–收到（RECEIVE）-拥有检验权–卖方对风险转移前的货物负有责任–检验应在合同所载目的地进行–如货物中途转运或再发运，（卖方事先知道），中间无合理的时间检验，则检验地点推至最终目的地Introductio

n•检验类型–法定检验•监管条件是A（进口）或B（出口）的货物,报关的时候必须向海关提供商检局的通关单–非法定检验•检验标准–国家强制性标准–合同标准–其他标准Introduction•国外的检验机构官方机构民间、社团检验机构•

我国官方检验检疫机构：海关总署（各地直属及隶属海关）美国粮谷检验署（FGES）美国食品药物管理局（FDA）瑞士日内瓦通用鉴定公司（SGS）主要职能：1.实施法定检验2.办理鉴定业务3.对进出口商品的检验工作实施监督管理你知道CIQ吗？ChinaInspectionandQuarantine

BureauIntroductionCommodityInspectionCertificatesInspectioncertificatesareofvariouskinds.Themostcommonlyusedinspectioncertificatesare:

1)InspectionCertificateofQuality（品质检验证书）2)InspectionCertificateofWeight（重量检验证书）3)InspectionCertificateofQua

ntity（数量检验证书）4)VeterinaryInspectionCertificate（兽医检验证书）5)InspectionCertificateofHealth（卫生检验证书）6)DisinfectionInspectionCertificate（消毒

检验证书）A.17)InspectionCertificateofOrigin（产地检验证书）8)InspectionCertificateofValue（价值检验证书）9)InspectionCertificateonDamage

dCargo（验残检验证书）10)InspectionCertificateofPacking（包装检验证书）11)InspectionCertificateonTank/Hold（船舱检验证书）A.2CommodityInspectionCertificates•F

unction–卖方所交货物的证明–双方索赔、理赔的依据–银行议付货款的单据之一–通关验放的必备单据（法定检验）IntroductionCommodityInspectionCertificatesStip

ulatingCommodityInspectionintheI&EContractTheoretically,inthecommodityinspectionclauseofanI&Econtract,theimporterandtheexportersho

uldmakeclearthefollowing:a.thekindsandnumbersoftherequiredinspectioncertificates;b.thetimeandplacethegoodsareto

beinspected;c.theinstitutionwhoistoexecutetheinspection;d.thestandardsandmeanstobeappliedtotheinspection;e.thepartywhoistobeartheinspectioncharge

s.C.B.IntroductionStipulatingCommodityInspectionintheI&EContractTherearemainlythreewaysofstatingthetimeandplaceoftheinspection:1)makinginspec

tioninthecountryofexportbeforeshipment2)makinginspectioninthecountryofimportafterarrivalofthegoodsattheplace

ofdestination3)makinginspectioninthecountryofexportbeforeshipmentandmakingre-inspectioninthecountryof

importafterarrivalofthegoodsattheplaceofdestinationC.B.Introduction索赔(Claim)不同法律对违约行为的解释：–以违反交易条件的主次来划分（英国法）•违反要件•违反担保–以违约后果的严重程度来划分（《公约》、美国法）•根本性违

约（重大违约）•非根本性违约（轻微违约）Introduction•索赔和理赔–索赔依据——法律依据和事实依据–索赔期限——合同约定为准（公约规定为2年）–索赔金额——事先约定或临时确定•合同中的索赔条款：–异议与索赔条款（检验与索赔条款

）–罚金条款（惩罚性质的或损害赔偿性质）（注——大多数国家的法律只承认后者，如我国法律规定“合同中的罚金应视为损害赔偿金，可予以调整”）Introduction•Iftheshipmentofthecontractedgoodsispreventedordelaye

dinwholeorinpartbyreasonofwar,earthquakeorothercausesofForceMajeure,theSellershallnotbeliable.However,

theSellershallnotifythebuyerimmediatelyandfurnishtheletterwithin15daysbyregisteredairmailwithacertificateissuedbytheChinaCouncilfort

hePromotionofInternationalTradeattestingsucheventorevents.合同条款Scenario•问题一：如何确认不可抗力事件？•问题二：订立此条款的目的是什么？•问题三：不可抗力导致的后果如何？

•问题四：发生不可抗力事件后应该如何处理？•问题五：不可抗力事件证明应由谁出具？Discussion不可抗力（ForceMajeure）•不可抗力（免责条款）：是指非当事人所能控制，而且没有理由预期他在订立合同时所能考虑到或能避免或克服它或它的后果而使其不履行合同义务

的障碍。•条件–无法预见（签约后发生的）–无法避免（不是当事人能左右的）–客观存在的（不是当事人自身过失造成的）•范围–自然力量引起的–社会力量引起的Introduction1)Theeventoccursa

ftertheconclusionofthecontractanditshappeningcannotbeanticipatedbythepartiesatthetimeofconcludingthecontract.2)Theeventisnotdu

etothefaultornegligenceofthepartiesofthecontract.3)Theoccurrenceoftheeventcannotbecontrolledoravoidedandtheconsequenceoftheeventcannotbeovercomebyt

hepartiesofthecontract.4)Theeventmakesperformanceortimelyperformanceofthecontractimpossible.TheElementsofaForceMajeureEvent•不可抗力法律后果：1)解除合同(Terminati

onoftheContract)2)变更合同AlterationoftheContract(包括替代履行，减少履行或延迟履行)•发生不可抗力事件后，决定解除合同或变更合同的影响因素A、如果不可抗力的发生使合同履行成为不可能，例如特定标的物的灭失，或事件的影响比

较严重，非短时间内所能复原，则可解除合同；B、如果不可抗力只是部分地或暂时性地阻碍了合同的履行，则发生事件的一方只能采用变更合同的方法，以减少另一方的损失。•不可抗力条款：–概括式、列举式、综合式IntroductionCased

iscussion韩国某公司向我国某粮油进出口公司询购大蒜800公吨，双方经过磋商达成协议，由于该公司出口的大蒜都以山东作为货源基地，所以业务员就在合同中品名条款中列出了“山东大蒜”。但是在临近履约时，产地由于自然灾害导致大蒜欠收，货源紧张。业务员几经周折，才从其它地区调集了

货源按时完成了交货义务。但是外商却提出了“货物不符合合同要求”的异议，要求要么提供山东大蒜，要么降价赔偿。请问，对方的要求合理吗？如果你是业务员，你将如何处理这种情况？•Alldisputesarisingfromthisagreementshallbesettledam

icablythoughfriendlynegotiation.Incasenosettlementcanbereachedthoughnegotiation,thecaseshallbesubmittedtoForeignTradeArbitrationCommissiono

ftheChinaCouncilforthePromotionofInternationalTradeforarbitrationinaccordancewiththeRuleofArbitrationofthisCommission.Theaw

ardrenderedbythesaidcommissionshallbefinalandbindinguponbothparties.合同条款Scenario•问题一：如何解决合同履行过程中的纠纷？•问题二：订立此条款的目的是什么？•问题三：仲裁地点和仲裁机构应如何确定？•问题四：仲裁的裁决

效力如何？Discussion仲裁(Arbitration)•解决对外贸易争议的方式–协商——调解——仲裁——诉讼•仲裁的特点–双方自愿选择–双方签有仲裁协议–程序简单、裁决迅速、费用较低–裁决是终局的–审理是非公开的IntroductionCo

mparedwithothermeans,arbitrationhasthefollowingcharacteristics:1)Unlikeadministrativedepartmentsandlawcourts,arbi

trationorganizationscannotgovernforciblythedisputebetweenthetwoparties.Anagreementshouldbereachedbetweenthetwopartiesbefor

etheysubmittheirdisputeforarbitration.2)Arbitralawardisfinalandbindinguponbothparties.3)Arbitralawardenjoymuchgreaterinternationa

lrecognitionthanjudgmentsofnationalcourts.CharacteristicsofArbitrationD.2D.31234)Arbitrationiscomparativelyflexibleandneutral.5)Ar

bitrationismoreprofessional,fasterandlessexpensivethanlitigationinthecourts.6)Arbitrationisprivate.D.2D.3456CharacteristicsofArbitrati

on•仲裁协议的作用–表明双方自愿接受仲裁–表明仲裁机构取得该案件的管辖权–排除了法院对该案件的管辖权•仲裁协议的形式（必须是书面的）–合同中的仲裁条款（相对于其它条款而独立存在）–单独的仲裁协议IntroductionArbitrationagenci

escanbeoftwotypes:permanentarbitrationinstitutesandadhocarbitrationtribunals.ArbitrationAgenciesD.1D.2Training•请大家根据下发的往来函电资

料，完成出口合同的拟定。•要求：–内容完整–书写整齐–合同条款表述规范