商务合同的基础知识

第一节　商务合同的基础知识

一、商务合同的定义和分类

合同，也叫“契约”（agreement），《中华人民共和国合同法》第二条规定：“合同是平等主体的自然人、法人、其他组织之间设立、变更、终止民事权利义务关系的协议”。合同是双方或多方当事人为实现一定的经济利益而签订的一种法律性文件，是一种具有法律效力的凭证，合同中明确规定了贸易双方的权利和义务。这些权利和义务是交易双方行动的指南，双方必须严格执行。

按照贸易方式的性质和内容的不同，国际商务合同主要有：销售或购货合同（Sales or Purchase Contract）、补偿贸易合同（Contract for Compensation Trade）、技术转让合同（Contract for Technology Transfer）、合资或合营合同（Contract for Joint Venture or Joint Production）、代理协议（Agency Agreement）、国际工程承包合同（Contract for International Engineering Projects）、货物运输合同（Carriage Contract of Goods）、来料加工合同（Processing Trade Contract）、涉外信贷合同（Contract for Credits and Loans）、国际租赁合同（Contract for International Leasing Affairs）等等。

二、合同的基本结构

虽然商务合同的种类繁多，但就基本结构而言，一般包括四部分：标题（title）、前言（preamble）、正文（the main body）和结尾（final clauses），也可以称为约首、正文和约尾。

（一）合同的名称

合同的名称即合同标题，标明合同的性质和贸易方式，如：销售合同、涉外租赁合同、技术转让合同等。

（二）前文

前文即合同总则（General Principle），其主要内容有：订约日期和地点、合同当事人及其国籍、主营业场所或住所；当事人合法依据；约因，即订约缘由（Recitals of “Whereas”Clause）。前文的表述往往程式化。

（三）正文

正文是合同或协议的主体，由法律条款所组成，明确规定当事人各方的权利、义务、责任和风险等。这些权利和义务在合同中表现为各项交易条件或条款，主要条款涉及以下几个方面：货物名称及规格、质量、数量、价格、包装、交货、保险、支付方式、装运、商检、不可抗力、索赔、仲裁等条款。每一条款的内容都必须明确、具体、完整，以避免意义含糊而发生纠纷。

（四）结尾条款

结尾条款包括合同订立双方或多方单位名称、法人代表名称、合同的份数、合同使用的文字和效力、签名和盖章等。

下面是一份中英文对照的货物进口合同样本：

货物进口合同

Purchase Contract

合同编号（Contract No.）：__________________

签订日期（Date）＿＿＿＿＿＿＿＿＿＿＿＿＿

签订地点（Signed at）：＿＿＿＿＿＿＿＿＿＿＿

买方（The Buyer）：＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿

地址（Address）：＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿

电话（Tel）：＿＿＿＿＿＿＿＿＿ 传真（Fax）：＿＿＿＿＿＿＿＿＿＿

电子邮箱（E-mail）：＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿

卖方（The Seller）：＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿

地址（Address）：＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿

电话（Tel）：＿＿＿＿＿＿＿＿＿ 传真（Fax）：＿＿＿＿＿＿＿＿＿＿＿

电子邮箱（E-mail）：＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿

买卖双方同意按照下列条款签订本合同：

The Seller and the Buyer agree to conclude this Contract subject to the terms and conditions stated below：

1.货物名称、规格和质量（Name， Specifications and Quality of Commodity）：

2.数量（Quantity）：

允许＿＿＿＿的溢短装（＿＿＿％ more or less allowed）

3.单价（Unit Price）：

4.总值（Total Amount）：

5.交货条件（Terms of Delivery）FOB/CFR/CIF＿＿＿＿＿＿＿

6.原产地国与制造商（Country of Origin and Manufacturers）：

7.包装及标准（Packing）：

货物应具有防潮、防锈蚀、防震并适合于远洋运输的包装，由于货物包装不良而造成的货物残损、灭失应由卖方负责。卖方应在每个包装箱上用不褪色的颜色标明尺码、包装箱号码、毛重、净重及“此端向上”、“防潮”、“小心轻放”等标记。

The packing of the goods shall be preventive from dampness， rust， moisture， erosion and shock， and shall be suitable for ocean transportation/ multiple transportation.The Seller shall be liable for any damage and loss of the goods attributable to the inadequate or improper packing.The measurement， gross weight， net weight and the cautions such as “Do not stack up side down”， “Keep away from moisture”， “Handle with care” shall be stenciled on the surface of each package with fadeless pigment.

8.唛头（Shipping Marks）：

9.装运期限（Time of Shipment）：

10.装运口岸（Port of Loading）：

11.目的口岸（Port of Destination）：

12.保险（Insurance）：

由＿＿＿＿按发票金额110％投保＿＿＿＿＿险和＿＿＿＿＿附加险。

Insurance shall be covered by the ________ for 110％ of the invoice value against_______ Risks and __________ Additional Risks.

13.付款条件（Terms of Payment）：

（1）信用证方式：买方应在装运期前/合同生效后＿＿日，开出以卖方为受益人的不可撤销的议付信用证，信用证在装船完毕后＿＿日内到期；

Letter of Credit： The Buyer shall， ______ days prior to the time of shipment /after this Contract comes into effect， open an irrevocable Letter of Credit in favor of the Seller.The Letter of Credit shall expire ____ days after the completion of loading of the shipment as stipulated.

（2）付款交单：货物发运后，卖方出具以买方为付款人的付款跟单汇票，按即期付款交单（D/P）方式，通过卖方银行及＿＿＿＿＿银行向买方转交单证，换取货物。

Documents against payment： After shipment， the Seller shall draw a sight bill of exchange on the Buyer and deliver the documents through Sellers bank and ______ Bank to the Buyer against payment， i.e D/P.The Buyer shall effect the payment immediately upon the first presentation of the bill（s） of exchange.

（3）承兑交单：货物发运后，卖方出具以买方为付款人的付款跟单汇票，付款期限为＿＿＿＿后＿＿日，按即期承兑交单（D/A＿＿日）方式，通过卖方银行及＿＿＿＿＿＿银行，经买方承兑后，向买方转交单证，买方在汇票期限到期时支付货款。

Documents against Acceptance： After shipment， the Seller shall draw a sight bill of exchange， payable_____ days after the Seller delivers the document through Seller’s bank and _________Bank to the Buyer against acceptance （D/A ___ days）.The Buyer shall make the payment on date of the bill of exchange.

（4）货到付款：买方在收到货物后＿＿天内将全部货款支付卖方（不适用于FOB、CRF、CIF术语）。

Cash on delivery （COD）： The Buyer shall pay to the Seller total amount within ______ days after the receipt of the goods （This clause is not applied to the Terms of FOB， CFR， CIF）.

14.单据（Documents Required）：

卖方应将下列单据提交银行议付/托收：

The Seller shall present the following documents required to the bank for negotiation/collection：

（1）标明通知收货人/受货代理人的全套清洁的、已装船的、空白抬头、空白背书并注明运费已付/到付的海运/联运/陆运提单。

Full set of clean on board Ocean/Combined Transportation/Land Bills of Lading and blank endorsed marked freight prepaid/ to collect；

（2）标有合同编号、信用证号（信用证支付条件下）及装运唛头的商业发票一式＿＿份；

Signed commercial invoice in ______copies indicating Contract No.， L/C No.（Terms of L/C） and shipping marks；

（3）由＿＿＿＿＿＿出具的装箱或重量单一式＿＿份；

Packing list/weight memo in ______ copies issued by＿＿；

（4）由＿＿＿＿＿＿出具的质量证明书一式＿＿份；

Certificate of Quality in _______ copies issued by＿＿＿＿；

（5）由＿＿＿＿＿＿出具的数量证明书一式＿＿份；

Certificate of Quantity in ___ copies issued by＿＿＿＿；

（6）保险单正本一式＿＿份（CIF 交货条件）；

Insurance policy/certificate in ___ copies （Terms of CIF）；

（7）＿＿＿＿签发的产地证一式＿＿份；

Certificate of Origin in ___ copies issued by＿＿＿＿；

（8）装运通知：卖方应在交运后_____小时内以特快专递方式邮寄给买方上述第＿＿项单据副本一式一套。

Shipping advice： The Seller shall， within ____ hours after shipment effected， send by courier each copy of the above-mentioned documents No.＿＿.

15.装运条款（Terms of Shipment）：

（1）FOB交货方式

卖方应在合同规定的装运日期前30天，以＿＿＿＿方式通知买方合同号、品名、数量、金额、包装件、毛重、尺码及装运港可装日期，以便买方安排租船/订舱。装运船只按期到达装运港后，如卖方不能按时装船，发生的空船费或滞期费由卖方负担。在货物交装运港船上以前一切费用和风险由卖方负担。

The Seller shall， 30 days before the shipment date specified in the Contract， advise the Buyer by _______ of the Contract No.， commodity， quantity， amount， packages， gross weight， measurement， and the date of shipment in order that the Buyer can charter a vessel/book shipping space.In the event of the Seller’s failure to effect loading when the vessel arrives duly at the loading port， all expenses including dead freight and/or demurrage charges thus incurred shall be for the Seller’s account.

（2）CIF或CFR交货方式

卖方须按时在装运期限内将货物由装运港装船至目的港。在CFR术语下，卖方应在装船前2天以＿＿＿＿方式通知买方合同号、品名、发票价值及开船日期，以便买方安排保险。

The Seller shall ship the goods duly within the shipping duration from the port of loading to the port of destination.Under CFR terms， the Seller shall advise the Buyer by_________ of the Contract No.， commodity， invoice value and the date of dispatch two days before the shipment for the Buyer to arrange insurance in time.

16.装运通知（Shipping Advice）：

一俟装载完毕，卖方应在＿＿小时内以＿＿＿＿方式通知买方合同编号、品名、已发运数量、发票总金额、毛重、船名/车/机号及启程日期等。

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， gross weight， name of vessel and shipment date by _________ within ________hours.

17.质量保证（Quality Guarantee）：

货物品质规格必须符合本合同及质量保证书之规定，品质保证期为货到目的港＿＿个月内。在保证期限内，因制造厂商在设计制造过程中的缺陷造成的货物损害应由卖方负责赔偿。

The Seller shall guarantee that the commodity must be in conformity with the quality， specifications and quantity specified in this Contract and Letter of Quality Guarantee.The guarantee period shall be ______ months after the arrival of the goods at the port of destination， and during the period the Seller shall be responsible for the damage due to the defects in designing and manufacturing of the manufacturer.

18.检验（Inspection）（以下两项任选一项）：

（1）卖方须在装运前＿＿日委托＿＿＿＿＿＿检验机构对本合同之货物进行检验并出具检验证书，货到目的港后，由买方委托＿＿＿＿＿＿＿＿检验机构进行检验。

The Seller shall have the goods inspected by ______ days before the shipment and have the Inspection Certificate issued by____.The Buyer may have the goods reinspected by ________ after the goods arrive at the destination.

（2）发货前，制造厂应对货物的质量、规格、性能和数量/重量作精密全面的检验，出具检验证明书，并说明检验的技术数据和结论。货到目的港后，买方将申请中国国家质量监督检验检疫总局（以下简称质检总局）对货物的规格和数量/重量进行检验，如发现货物残损或规格、数量与合同规定不符，除保险公司或轮船公司的责任外，买方得在货物到达目的港后＿＿日内凭质检总局出具的检验证书向卖方索赔或拒收该货。在保证期内，如货物由于设计或制造上的缺陷而发生损坏或品质和性能与合同规定不符时，买方将委托国家质检总局进行检验。

The manufacturers shall， before delivery， make a precise and comprehensive inspection of the goods with regard to its quality， specifications， performance and quantity/weight， and issue inspection certificates certifying the technical data and conclusion of the inspection.After arrival of the goods at the port of destination， the Buyer shall apply to General Administration of Quality Supervision， Inspection and Quarantine of P.R.C.（hereinafter referred to as AQSIQ） for a further inspection as to the specifications and quantity/weight of the goods.If damages of the goods are found， or the specifications and/or quantity are not in conformity with the stipulations in this Contract， except when the responsibilities lies with Insurance Company or Shipping Company， the Buyer shall， within _____ days after arrival of the goods at the port of destination， claim against the Seller， or reject the goods according to the inspection certificate issued by AQSIQ.In case of damage of the goods incurred due to the design or manufacture defects and/or in case the quality and performance are not in conformity with the Contract， the Buyer shall， during the guarantee period， request AQSIQ to make a survey.

19.索赔（Claim）：

买方凭其委托的检验机构出具的检验证明书向卖方提出索赔（包括换货），由此引起的全部费用应由卖方负担。若卖方收到上述索赔后______天未予答复，则认为卖方已接受买方索赔。

The buyer shall make a claim against the Seller （including replacement of the goods） by the further inspection certificate and all the expenses incurred therefrom shall be borne by the Seller.The claims mentioned above shall be regarded as being accepted if the Seller fail to reply within ______days after the Seller received the Buyer’s claim.

20.迟交货与罚款（Late Delivery and Penalty）：

除合同第21条不可抗力原因外，如卖方不能按合同规定的时间交货，买方应同意在卖方支付罚款的条件下延期交货。罚款可由议付银行在议付货款时扣除，罚款率按每＿＿天收＿＿％，不足＿＿天时以＿＿天计算。但罚款不得超过迟交货物总价的____％。如卖方延期交货超过合同规定＿＿天时，买方有权撤销合同，此时，卖方仍应不迟延地按上述规定向买方支付罚款。

买方有权对因此遭受的其它损失向卖方提出索赔。

Should the Seller fail to make delivery on time as stipulated in the Contract， with the exception of Force Majeure causes specified in Clause 21 of this Contract， the Buyer shall agree to postpone the delivery on the condition that the Seller agree to pay a penalty which shall be deducted by the paying bank from the payment under negotiation.The rate of penalty is charged at______％ for every ______ days， odd days less than _____days should be counted as ______ days.But the penalty， however， shall not exceed_______％ of the total value of the goods involved in the delayed delivery.In case the Seller fail to make delivery ______ days later than the time of shipment stipulated in the Contract， the Buyer shall have the right to cancel the Contract and the Seller， in spite of the cancellation， shall nevertheless pay the aforesaid penalty to the Buyer without delay.

The buyer shall have the right to lodge a claim against the Seller for the losses sustained if any.

21.不可抗力（Force Majeure）：

凡在制造或装船运输过程中，因不可抗力致使卖方不能或推迟交货时，卖方不负责任。在发生上述情况时，卖方应立即通知买方，并在＿＿天内，给买方特快专递一份由当地民间商会签发的事故证明书。在此情况下，卖方仍有责任采取一切必要措施加快交货。如事故延续＿＿天以上，买方有权撤销合同。

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 above and within _____ days thereafter 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， is still under the obligation to take all necessary measures to hasten the delivery of the goods.In case the accident lasts for more than _____ days the Buyer shall have the right to cancel the Contract.

22.争议的解决（Arbitration）：

凡因本合同引起的或与本合同有关的任何争议应协商解决。若协商不成，应提交中国国际经济贸易仲裁委员会华南分会，按照申请仲裁时该会现行有效的仲裁规则进行仲裁。仲裁裁决是终局的，对双方均有约束力。

Any dispute arising from or in connection with the Contract shall be settled through friendly negotiation.In case no settlement is reached， the dispute shall be submitted to China International Economic and Trade Arbitration Commission （CIETAC）， South China Sub-Commission for arbitration in accordance with its rules in effect at the time of applying for arbitration.The arbitral award is final and binding upon both parties.

23.通知（Notices）：

所有通知用＿＿＿＿文写成，并按照如下地址用传真/电子邮件/快件送达给各方。如果地址有变更，一方应在变更后＿＿日内书面通知另一方。

All notice shall be written in _____ and served to both parties by fax/E-mail/courier according to the following addresses.If any changes of the addresses occur， one party shall inform the other party of the change of address within ____days after the change.

24.本合同使用的FOB、CFR、CIF术语系根据国际商会《2010年国际贸易术语解释通则》。

The terms FOB、CFR、CIF in the Contract are based on INCOTERMS 2010 of the International Chamber of Commerce.

25.附加条款（Additional Clause）：

本合同上述条款与本附加条款抵触时，以本附加条款为准。

Conflicts between Contract clause hereabove and this additional clause， if any， it is subject to this additional clause.

26.本合同用中英文两种文字写成，两种文字具有同等效力。本合同共＿＿份，自双方代表签字（盖章）之日起生效。

This Contract is executed in two counterparts each in Chinese and English， each of which shall be deemed equally authentic.This Contract is in ______ copies， effective since being signed/sealed by both parties.

买方代表（签字）：　　　　　　　　　　　　　　卖方代表（签字）：

Representative of the Buyer　　　　　　　　　 Representative of the Seller

（Authorized signature）：　　　　　　　　　　（Authorized signature）：