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1、Signing the Contract,Warm-up Speaking Practical Writing Practical Learning Training,Scene Seven,Teaching Objectives,1. 知识目标： （1）了解合同的内容 ； （2）掌握合同的条款； （3）掌握起草合同及其回复函写作内容和方 法； （4）了解合同的风险； （5）掌握控制合同风险的方法。 2. 能力目标： （1）能够准确理解合同条款； （2）能够通过信函商定合同内容，并起草合同； （3）能够控制合同风险。 3. 素质目标： （1）熟悉并适应贸易工作； （2）能够进行商务英语交际；
2、（3）具有一丝不苟、严肃认真的工作作风。,Dialogues,Writing,Practical learning,Training,Importances and Difficulties,教学重点：起草合同；合同条款风险控制。 教学难点：合同风险及控制。,Dialogues,Writing,Practical learning,Training,Basic Knowledge Final conclusion will be reached after long-time negotiation and bargaining between the buyer and the seller
3、. Written agreement will be signed for confirmation then. Contracts are legal written agreement approved by both or several parties. A contract includes basic terms and conditions to speculate the parties rights and obligations.,Section I. Warm-up,Dialogues,Writing,Practical learning,Training,Basic
4、Knowledge,Generally, a business contract mainly includes the following terms: 1) Commodity name 2) Quality 3) Quantity 4) Unit Price 5) Total Amount 6) Payment 7) Packing 8) Delivery Time 9) Loading Port 10) Destination Port 11) Insurance 12) Force Majeure 13) Arbitration 14) Remarks;,Dialogues,Writ
5、ing,Practical learning,Training,Section II. Speaking,Pre-task,Task,Practice,Dialogues,Writing,Practical learning,Training,About Contract,NOTE,合同的履行主要包括付款、发货和保险。 付款是整个业务最重要的过程，它会影响双方的实际利益。有三种主要的付款方式：汇付、托收和信用证，其中，信用证付款由于其银行担保业务而成为安全交易的最可信最流行的付款方式。信用证付款方式被买卖双方普遍接受，就因为买方可通过信用证条款条件促使卖方履行合同义务，而卖方可从开证行获得付款
6、保证。银行信用取代了公司信用。,Dialogues,Writing,Practical learning,Training,装运是卖方按合同履行交货的义务。卖方把货物装运上船，取得货运单据并交给买方，即为履行了交货义务。合同的装运条件十分重要，涉及装运时间、装运港、目的港、运输方式和货运单据。 货物运输保险指投保人向保险方支付保险费并从保险公司取得保险单。保险可由买方承担，也可由卖方承担，这取决于合同条款规定。,Dialogues,Writing,Practical learning,Training,Pre-task Practical Vocabulary,contract 合同，订立合同
7、 contractor 订约人，承包人 contractual 合同的，契约的 to make a contract 签订合同 to place a contract 订合同 to enter into a contract 订合同 to sign a contract 签合同 to draw up a contract 拟订合同,Dialogues,Writing,Practical learning,Training,Pre-task Practical Vocabulary,to draft a contract 起草合同 to get a contract 得到合同 to land a
8、 contract 得到(拥有)合同 to countersign a contract 会签合同 to repeat a contract 重复合同,Dialogues,Writing,Practical learning,Training,Pre-task Practical Vocabulary,an executory contract 尚待执行的合同 a nice fat contract 一个很有利的合同 originals of the contract 合同正本 copies of the contract 合同副本 a written contract 书面合同,Dialog
9、ues,Writing,Practical learning,Training,Pre-task Additional Sentences,1. Well have the contract ready for signature. 我们应准备好合同待签字。 2. It was because of you that we landed the contract. 因为有了你，我们才签了那份合同。 3. Are we anywhere near a contract yet? 我们可以(接近于)签合同了吗? 4. We both want to sign a contract, and we
10、have to make some concessions to do it. 我们都想签合同，因此双方都要做些让步。,Dialogues,Writing,Practical learning,Training,Task Assign a task by teacher,You make sure one kind of product to talk about the contract, one student is customers, another is exporter. According to the requirements to make a dialogue.,Dialo
11、gues,Writing,Practical learning,Training,Practice check and make conclusion,Important sentences and phrases 1. Im so happy we have reached final agreement on our Chinese kite products after friendly negotiation. 2. There is something we should add to this provision. 3. Quality is the most important
12、item, but it is not so clear in our contract. 4. Weight and Quality certificates must be issued by SGS.”,Dialogues,Writing,Practical learning,Training,Drafting the contract,Section III. Practical Writing,Reply to drafting the contract,Dialogues,Writing,Practical learning,Training,Sample contract,Dra
13、fting the Contract,Dialogues,Writing,Practical learning,Training,Sample 1. Drafting the Contract,Date: April 20th, 2012 Dear Mr. Smith, We are pleased to reach a final business conclusion by both efforts. As negotiated, we have made a draft contract for your reference and confirmation according to o
14、ur agreement as follows:,Commodity name: Big QQ Chinese kites Quality: In conformity with the sample Specifications: Size: 150cm100cm Material: Rainproof silk Body frame: fibre glass Line: nylon Price: USD8.50/pcs FOB Qingdao Quantity: 2000pcs,Dialogues,Writing,Practical learning,Training,Payment: L
15、/C at sight Packing: CTN printed in elegant design Delivery time: before end of May Insurance: by the buyer Other terms and conditions are based on general practice and detailed speculations of rights and obligations given in the contract. Wish you check it carefully. Any comments and amendment sugg
16、estions are welcome.,Dialogues,Writing,Practical learning,Training,Attached the draft contract for confirmation. Best regards Wang Dawei Weifang Kite Plant Tel:86-536-8881234 Fax: 86-536-8881235 E-mail:,Dialogues,Writing,Practical learning,Training,1.中国的某出口公司与一家埃及的客户谈妥了一笔外商指定的一家工厂生产的化工品的出口业务，合同规定20天
17、内装运，价格条件：FOB上海，同时，外商指定了一家船公司为承运人。因为成交价格相当不错，该出口公司的业务经理毫不犹豫就和买家签下了合同。但之后联系供货厂家，方得知该厂的这一产品目前在国际市场上非常畅销，接到的定单已经排到了2个月后，所以根本不可能在20天内交货。该出口公司遂与买家协商，希望延期交货，或者改为其它厂家的产品，客户无法接受，该出口企业只好高价从另外一家外贸公司手上买下一批合同所要求的货物来履约。结果是，为了履行合同该公司亏损了几千美元。 2.在进行合同条款洽谈的过程中，出口方如何规避风险？,Discussing Questions,（1）quality by sample by d
18、escription （2）quantity More or less Quantity: 2,000 MT in bulk (5% more or less allowed). （3）shipment Partial shipment allowed Transshipment allowed,Dialogues,Writing,Practical learning,Training,Reply to drafting the contract,Dialogues,Writing,Practical learning,Training,Sample 2. Response to drafti
19、ng the contract,Date: April 21st, 2012 Dear Mr. Wang, Thanks for your efforts. We checked carefully the draft contract. You really did a good job but there still something should be revised and added. Delivery time should be clearer. It should be amended like this: “Not later than May 10th, 2012”.,F
20、urthermore, “Transshipment not allowed, Partial shipment not allowed” should be added in the provision. Other terms remain the same. It is appreciated to revise the contract and send me for signature ASAP. Waiting for your confirmation. Mr. Smith Global Trade Company, Kite Branch Tel: +44-(0)-8707-3
21、53666 Fax: +44-(0)-8707-353667 E-mail: ,Dialogues,Writing,Practical learning,Training,THIS CONTRACT NO.RC201207B15 IS MADE ON JULY 6, 2012 BY AND BETWEEN WEIFANG KITE PLANT (HEREINAFTER REFERRED TO AS THE SELLER) AND GLOBAL TRADE COMPANY (HEREINAFTER REFERRED TO AS THE BUYER) WHEREBY THE SELLER AGRE
22、E TO SELL AND THE BUYER AGREE TO BUY THE UNDERMENTIONED COMMODITY SUBJECT TO THE TERMS AND CONDITIONS SPECIFIED BELOW: 1 COMMODITY: BIG QQ KITE FROM WEIFANG, CHINA,Sample Contract,Sample 3. Sample contract,Dialogues,Writing,Practical learning,Training,2 SPECIFICATIONS: SIZE: 150CM100CM MATERIAL: RAI
23、NPROOF SILK BODY FRAME: FIBRE GLASS LINE: NYLON 3 QUANTITY: 2,000PCS IN ONE 40 INCHES FCL, 200 CTNS AND 10PCS EACH. 4 PACKAGE: 10PCS PER CTN WITH INNER PACKING OF PVC BAG. 5 SHIPMENT: WITHIN 15 DAYS AFTER RECEIVING YOUR L/C AT SIGHT. 6 PRICE: USD8.50/PCS FOB QINGDAO, CHINA. 7 TOTAL VALUE: USD17,000.
24、00 (TOTAL SAY UNITED STATES DOLLARS SEVENTEEN THOUSAND ONLY). 8 PAYMENT: BY IRREVACABLE AND CONFIRMED L/C AT SIGHT. ALL BANKING CHARGES OUTSIDE OF CHINA ARE FOR THE ACCOUNT OF BENEFICIARY.,Dialogues,Writing,Practical learning,Training,9 PORT OF LOADING: QINGDAO 10PORT OF DESTINATION: LIVERPOOL 11 IN
25、SURANCE: INSURANCE SHALL BE COVERED BY THE BUYER FOR 110% OF THE INVOICE VALUE AGAINST WPA RISKS. 12. SHIPPING ADVICE: THE SELLER SHALL, IMMEDIATELY UPON THE COMPLETION OF THE LOADING OF THE GOODS, ADVISE THE BUYER OF THE CONTRACT NO., NAMES OF COMMODITY, LOADING QUANTITY, INVOICE VALUES, NAME OF VE
26、SSEL AND SHIPMENT DATE BY FAX WITHIN 24 HOURS. DOCUMENTS REQUIRED: (1)FULL SET OF CLEAN ON BOARD BILL OF LADING MADE OUT TO ORDER OF OPENINGS BANK, MARKED FREIGHT PREPAID AND NOTIFY APPLICANT IN 3 ORIGINALS AND 3 COPIES. (2) COMMERCIAL INVOICE IN QUINTUPLICATE. (3) CERTIFICATE OF ANALYSIS IN QUINTUP
27、LICATE ISSUED BY CIQ.,Dialogues,Writing,Practical learning,Training,(4) CERTIFICATE OF QUANTITY IN QUINTUPLICATE ISSUED BY CIQ. (5) PACKING LIST IN QUINTUPLICATE. (6) CERTIFICATE OF ORIGIN IN ONE ORIGINAL AND ONE COPY. (7) COPY OF FAX ADVICE OF SHIPMENT 14. ARBITRATION: ALL DISCREPANCIES IN CONNECTI
28、ON WITH THIS CONTRACT SHALL BE SETTLED BY FRIENDLY NEGOTIATIONS. IN CASE NO SETTLEMENT CAN BE REACHED, THE PROBLEM SHALL BE SUBMITTED FOR ARBITRATION BY A RECOGNIZED INDEPENDENT THIRD INTERNATIONAL ORGANIZATION ACCEPTED BY BOTH THE SELLER AND THE BUYER.,Dialogues,Writing,Practical learning,Training,
29、15. FORCE MAJEURE: THE SELLER SHALL NOT BE RESPONSIBLE FOR THE DELAY OF SHIPMENT OR NON-DELIVERY OF THE GOODS DUE TO FORCE MAJEURE, WHICH MIGHT OCCUR DURING THE PROCESS OF MANUFACTURING OR IN THE COURSE OF LOADING OR TRANSIT. THE SELLER SHALL ADVISE THE BUYER IMMEDIATELY OF THE OCCURRENCE MENTIONED
30、ABOVE AND WITHIN 15 DAYS AFTER THE SELLER SHALL SEND A NOTICE BY COURIER TO THE BUYER FOR THEIR ACCEPTANCE OF A CERTIFICATE OF THE ACCIDENT ISSUED BY THE LOCAL CHAMBER OF COMMERCE UNDER WHOSE JURISDICTION THE ACCIDENT OCCURS AS EVIDENCE THEREOF. UNDER SUCH CIRCUMSTANCES THE SELLER, HOWEVER, ARE STIL
31、L UNDER THE OBLIGATION TO TAKE ALL NECESSARY MEASURES TO HASTEN THE DELIVERY OF THE GOODS. IN CASE THE ACCIDENT LASTS FOR MORE THAN 30 DAYS THE BUYER SHALL HAVE THE RIGHT TO CANCEL THE CONTRACT.,Dialogues,Writing,Practical learning,Training,16. REMARKS: QUALITY MUST BE IN CONFORMITY WITH THE SAMPLE
32、SENT BY THE SELLER. THIS CONTRACT IS MADE IN TWO ORIGINALS IN ENGLISH LANGUAGE. EACH PARTY KEEPS ONE ORIGINAL AND BOTH ARE EQUALLY VALID. CONFIRMED AND ACCEPTED BY: CONFIRMED AND ACCEPTED BY: (THE SELLER) (THE BUYER) _ _ (SIGNATURE AND STAMP ) ( SIGNATURE AND STAMP) WEIFANG KITE PLANT GLOBAL TRADE C
33、OMPANY,Dialogues,Writing,Practical learning,Training,B2B website introduction,Section IV. Practical Leaning,,Dialogues,Writing,Practical learning,Training,www.made-in-,Section IV. Practical Learning,Dialogues,Writing,Practical learning,Training,Section IV. Practical Learning,Dialogues,Writing,Practi
34、cal learning,Training,,,Section IV. Practical Learning,Dialogues,Writing,Practical learning,Training,,Section IV. Practical Learning,Dialogues,Writing,Practical learning,Training,,Section IV. Practical Learning,Dialogues,Writing,Practical learning,Training,Draft and amend the contrct,Dialogues,Writi
35、ng,Practical learning,Training,Section V. Training,Homework,I. Oral Practice. Make a dialogue to talk about the contract terms and conditions according to the information in the following. 敬启者: 我们已收到贵方2007年5月20日函。.函中要求我方报糖价1万公吨，装运至日本。应贵方要求，兹报价如下： 品名：高级白砂糖 包装：新麻袋包装，每袋净重100公斤 数量：10000公吨 价格：到岸加保险价运至日本大阪港每公吨105美元 付款条件：通过东京银行开立以我方为受益人的即期不可撤销保兑信用证付款 装运期：收到信用证后一个月 以上报价为实盘，以贵方6月19日前复到我方有效。 谨上,Dialogues,Writing,Practical learning,Training,Thank you!,