LANGUAGE OF CONTRACT

Phan Kim Thoa

In the event of If something happens/if

Terminated Ended
Forthwith Immediately
Extent Amount or level
Territory An area of land
Entitled to Have the right to something
Compensation Payment for something that is lost or damage
Manner The method or way of doing something
In the near future Soon
At the present time Now
During such time as While
Until such time as Until
On the part of By
Due to the fact that Because
Not less than At least
Notwithstanding Despite
Inasmuch as Ở 1 phương diện nào đó
Hereby Thông qua văn bản này
Herein Trong văn bản này
Hereinafter Sau đây trong văn bản này gọi là
Heretofore Trước đây gọi là
Hereunder Dưới đây
Thereby As a result
Therein In smth
Thereon On what just been mention
Thereinafter Later in what just been mention
Thereto To smth that just been mention
Said, Mentioned b4
aforesaid,aforementioned,
the same

Textbook: Exporting and the Export Contract by Jams R.Pinnells

- Delivery
- Price and payment
- Defects liability
- Legal framwork
Course objectives:
Enforceable – unenforceable
Legal context – performative language
3 part – mid- final same format:
Part 1: Theory – based questions
5 question
Part 2: English Vietnamese transalation
3 para
Part 3: Vietnamese English translation
2 para
 What is a contract?
1. Definition:
A voluntary, deliberate and legally binding agreement between two or more competent
parties.
Contracts are usually written but maybe spoken or implied and generally have to do with
employment, sale or lease or tenancy.
A contractual relationship is evidence by (1) an offer: chào hàng, (2): acceptance of the offer,
and a (3) valid (legal and valuable) consideration
Free offer (offer without engagement)
- Without qualifying statements, providing negotiable terms by using adverbs “normally” or “usually”, or by asking the customer
to confirm
- Maybe made to several buyer
- Not legally binding even when accepted by the buyer
- Only binding when the seller; after receipt of the buyer’s acceptance, confirm that acceptance
Firm offer
- With qualifying statements, usually about time validity
o For acceptance within 14 days
o The prices quoted will apply only to orders received on or before 31 March
- Usually made to one buyer only
- Without sales confirmation
- Not legally binding until accepted

Each party to a contract acquires rights and duties relative to the rights and duties of the other
parties
While all parties may expect a fair benefit from the contract (otherwise courts may set it aside
as inequitable) it doesnot follow that each party will benefit to an equal extent
2. Other terms for contract
- Agreement: an arrangement, a promise or a contract made with somebody (thoa thuan/
hop dong/ hiep dinh/ hiep nghi) – American perfer agreement
- Commitment: a promise to do sth or to behave in a particular wat (dieu hua hen/ thoa
thuan/ trach nhiem/ bon phan)
- Arrangement: an agreement that you make with sb, that you can both accept (thoa
thuan) – ex: we can come to an ~ over the price?
- …
- Compact
- Convenant
- Bond
- Deal
- Bargain
- Indenture
3. Sample
Hereinafter calles as the Seller
4. Formal vs Less formal language
If: in case, in the event of
Never say No
Yes+ if =no
Does not delivery: failed to make delivery
5. Language of contract
- Sentence
o Contracts also contain very formal words that no one really use in general
English
o Long list of synonyms in contract. In case misinterpretation
o Passive voice
o Technical word
o Unusual style of writing
o Long sentences – 100 words or more
o No punctuation
o Unusual structure: V, N, Adj are put in a sentence in a different order from
normal
o Use too many words
o Old-fashion word:
 Shall: does not refer to the future. It can be paraphrased as “has the
duty to”
- Structure
o Complex sentence
 Main clause, sub clause
- Advoid repetition
o There: previous now
o Hereto, hereinafter, hereunder, here – this contract, this document
o Subject to = dependent on.. = be likely to be affected by… = (thuong dung
truoc 1 cai luat nao do)
o Include but are not limited to/ retricted to = include without restriction/
limitation to: bao gom nhung khong han che
o Without prejudice to= without harming or affecting smt
o Termination/ cancellation
o Unless otherwise: if nothing else is stated
Ex: unless otherwise agreed in writing by both parties
o In case of/ in the event of = if
o Notwithstanding: despite + with the fact that
 Chapter 1: Negotiating Delivery
- 5 steps in negotiating delivery
o Timing
o Location
o Transport
o Risk, tittle and insurance
o Term of trade: incoterm to be used
1. Timing
- The date of dispatch from the factory
- The date of loading onto a ship
- The date when the foods should arrive in destination
What if there is a delay in the delivery of the goods
- Excusable delay Force Majeure (unexpected and unavoidable): su kien bat kha khang:
insurrections
o In default: vi pham nghia vu hop dong
o Remedy: bien phap khac phuc (sometimes boi thuong)
- Non-excusable delay:
What factors for exporters consider in choosing the right date of delivery
Exporters must know how long it takes to
- Obtain supplies
- Manufacture the goods
- Package the goods
- Arrange pre-shipment inspection: kiem dinh truoc khi giao hang
- Transport goods to the agrred point of delivery
Consequence of miscaculating the date of delivery
- Exporter would pay a heavy penalty if he sets a too early date of delivery
- A buyer would have his money tied up in unused goods in case of too early delivery
while too late delivery also results in big financial losses especially if goods are to be
resold
How important is the date of delivery?
The delivery date triggers many contract events
- The exporter must complete primary duties under the contract
- Payment becomes due
- Risk and title pass to the buyer
- Exporter must pay compensation to the buyer in case of late delivery
How to fix the date of delivery?
- Date of delivery is fixed for a number of days after the date of contract coming into
force
- Date of delivery can be any calendar date
When does the ccontract come into force
 - The date on which the last precondition is met
Preconditions for the sale include
- Receipt of import and export approval
- Receipt of foreign exchange approval from a bank
- Issuance of a Letter of Credit or bank guarantee
- Issuance of a L/C or bank guarantee
- Making of a down – payment by the buyer
- Issuance of an insurance policy
- Issuance of a Certification of Origin
- Delivery by buyer of plans, drawings or other documentation
Signature date (date of execution/conclusion)
Date of coming into force (effective date)
Delivery date
Cut-off date: is common in fixed-price contract because a long delay can make the price
unrealistic => become null and void
Coming into force
“Time if of the Essence” clause
- If punctual delivery if essential, the contract will include:
- “Time is and shall be of essence of this contract”
- If the time is not kept, the buyer has the right to send back the goods and refuse
payment
Delivery with and withour Grace Period
- Grace period is extra time allowed for meeting with a requirement, satisfaction of an
obligation, or implementation of an agreement
- Is the period between Delivery Date and Penalty Period
- Effect (v): thuc hien; effect delivery
Unexcused delay and buyer’s remedies
2 remedies
- A decree of specific performance (sac lenh yeu cau thi hanh nghia vu hop dong) – civil
law contries/ dan luat)
- Pay damages
Damages: sum of money paid to compensate the injured party (ben bi thiet hai)
Amount of damages: 3 questions
- Did the loss provably follow from the breach
- Was the loss reasonably close to the breach in the chain of events
- Was the loss minigated or did the buyer take reasonable steps to keep the loss as small
as possible?
What might be a better solution to late delivery
A. Liquidated Damages (tiền bồi thường định trước)
o Lump sum to be paid per day (week/month) of late delivery
 o Court might increase or decrease
B. Penalties (tiền phạt vi phạm)
o Punishment for not performing duty
o High
C. Quasi (kweizai) – indemnity (tiền tương đương bồi thường)
o Compensation fixed by exporter to relieve his responisblity for late delivery
o Low
REMEDY: BIỆN PHÁP KHẮC PHỤC
- The differences between liquidated damages and penalties
Liquidated damages:
• Motive: To compensate the buyer fairly for any delay in delivery.
• Enforceable everywhere but subject to increase or decrease in son legal systems.
Penalties:
• Motive: To terrorize the exporter into punctual delivery.
• Not enforceable in English law or other common law systems.

Nếu Người bán chậm trễ giao hàng theo khoảng thời gian đề ra trong hợp đồng, Người mua
phải thông báo về việc phát sinh vi phạm hợp đồng và sẽ khấu trừ khoản tiền 0,5% giá trị hợp
đồng mỗi tuần trì hoãn, tối đa là 10% hoặc hàng hóa được giao

Khoản tiền này là bồi thường định trước. Cứ mỗi tuần giao hàng chậm thì người bán phải trả
0.5% giá trị hành hóa chưa được giao cho đến khi hàng hóa được giao xong nhưng khoản tiền
này khoogn vượt quá 10% giá trị hàng hóa chưa giao

Nếu ng bán k giao hàng trong thời gian đã thỏa thuận thì người bán phải chịu 1 khoản tiền
phạt cho đến khi hoàn thành việc giao hàng, sẽ được tính
2% trong tuần đầu tiên hoặc trong bất cứ ngày nào của tuần đầu tiên
Và áp dụng cho tất cả các tuần tiếp theo
Khoản tiền phạt này được tính theo tổng giá trị hợp đồng

2. What is the Place of Delivery

Why is the Place of Delivery important
- Control and Responsibility go together
- Date of payment depends on place and time delivery
- Risk and ownership often pass/ are transfered at the place of delivery
Place of Delivery:
- Arrival of goods at destination but this is not accepted in contract language
- Clarify what they mean by place of dellivery
- Passes responsibility
 - Vary depend on terms
Incoterm – EXW : giao hàng tại xưởng
FOB
CIF: tiền hàng, phí bảo hiểm và cước phí
Delivery shall be made FOB (Haiphong): Theo điều kiện
If the vessel named by the buyer (tau duoc chi dinh boi nguoi mua)
Kho ngoai quan

3. Transport
What mode of transport is most appropriate
- Inland transport: by road, mail, barge, rail, mixture
- Overseas transport: air, sea
- Requires proper packaging, shipping marks and documentation
3 aspects of transportation
Physical safety of the goods:
- Appropriate packaging
- Correct marking
- Correct documentation
Rough handling: boc do manh tay
Drum vs wooden crate vs box vs container vs pallet
Shipping document: most important – thading (van don)
3 problems:
- Dangerous goods => special regulations in all contries
- Fimigation
- Ban meteraial: hay, straw, rice husks
Shipping mark:
Consignee = receiver
- BL or BoL is a legal document issued by a carrier to a shipper that details the type,
quantity, and destination of the goods being carried
3 function:
- Contract of carrige entered into between the “carrier” and the “shipper or cargo
owner” in order to carry out the transportation of the cargo
- The receipt of goods issued by the carrier or their agent to the shipper or their agent as
proof of receipt of the cargo
- BL is the document of title to the goods
Different types of BL
- A marine B/L (van don duong bien)
- An air waybill (van don hang khong)
- A rail consignment note (chung tu van tai duong sat)
 - Road consignment not (chung tu van tai duong bo)
- Combined transport bill of lading (Van don van tai lien hop)
Marine bill of lading:
- Must indicate that goods have been loaded on a named vessel
- Is negotiable (chuyen nhuong) (van don chuyen nhuong – van don dich danh/non-
negotiable)
- To transfer the negotiable BL, the consignor (the person or business shipping the
goods) must stamp and sign the bill
- A negotiable bill of lading must be written to the order of the consignee. It must be a
clean BL
Unclean/clean shipping documents
The goods, packaging and general appreance are inspected by a carrier. Common notes (phê
chú) include:
- Contents leaking
- Packaging soiled (bẩn) by contents
- Packaging broken/holed/torn/damaged
- Packaging contaminated
- Goods damaged/ scratched
- Goods chafed (trầy xước)/ torn/ deformed\
- Packaging badly dented (lõm)
- Packaging damaged-contents exposed
- Insuficient packaging
Not all notes are considered to be “claused”
Examples:
- Second-hand/ reconditioned packaging materials used
- Packaging repaired/mended/resewn/coopered (được đóng lại vào thùng)
- Unprotected
- Unboxed
4. Transfer of risk, ownership and insurance
What risk is passed on the delivery of goods
- The risk of loss and damage
- The risk of goods doing harm to a third party
When is risk transferred from exporter to importer
- At the point of deliveryy
- Risk and insurance go hand in hand, the party facing a tisk shall arrange insurance
of the goods
Common terms in this step:
- Insurer/ underwriter/ insurance company (Người /công ty bảo hiểm)
- Insured/ assured (người được bảo hiểm)
- Subject matter insured (đối tượng bảo hiểm)
- Insurance premium (phí bảo hiểm)
 - Insured value (giá trị bảo hiểm)
- Insured amount (số tiền bảo hiểm)
NSURANCE
WHO SHOULD PAY FOR INSURANCE?
There are two schools of thoughts on this matter.
• Point of delivery is decisive :
→Up to the delivery, the exporter insures; after the delivery the buyer insures.
• Exporter should insure :
-They have standing arrangement with an insurance company.
-They can declare the details of their products
2 risk are involve in the sale of good
- The goods injuring a third party
- Loss or damage (more significant)
Transfer of title
- National laws do not agree on the point of passing ownership of goods
 Passing ownership of goods is dispotive
- Many exporter expect to keep legal ownership until the full payment is made but this
ownership is of little value. Why?
 It’s too complicated and costly to bring the goods home
Important notes
- It’s up to the two sides to reach an agreement on the terms that best meets their needs
- Insurance cover under CIF and CIP contracts is for the value of the goods plus 10%
(the expected profit of the buyer)
- Cover is in currency of the contract
- By endorsing the certificate of insurance, the exporter can assign/transfer the full right
to the buyer. This can be done after goods are lost
Policy, certificate or Letter of insurance?
- Insurance policy (hop dong bao hiem, hdbh don, don bao hiem)
o It’s time-consuming to prepare an insurance policy, especially when a number
of inderwrites are involved
 Uncommon and impractical to take out an Insurance policy
- Certificate of Insurance (hop dong bao hiem bao)
o Many exporter have an agreement with an insurance company covering all
their shipments over a period of time
o Each individual shipment is covered by a Certificate of insurance, not by a full
policy
o A certificate of insurance
 ?
 ?
- Letter of insurance
 o A letter from exporter to buyer stating that the goods are insured
o It has no legal force except as evidence in a law suit against the exporter
- Types of insurance policy
o Based on the discription of insured ship, goods or insured subject matter
 Floating policy (hdbh tha noi)
 Open cover (hdbh bao nhiều chuyến)
o Based on the value of the insured subject matter
 Valued policy (Hợp đồng bảo hiểm định giá)
 Unvalued policy (Hợp đồng bảo hiểm không định giá)
o Based on time period
 Voyage Policy (Hợp đồng bảo hiểm chuyến)
 Time policy (Hợp đồng bảo hiểm thời hạn)
o Tailor-made policy
- Floating Policy & open cover have in common
o Both offer exporter insurance cover on all shipments over time period
o A ceiling is set on the overall figure – for ex: 1mil dollars
o As each insividual shipment is made, exporter declears the value of the
shipment and the ceiling is automatically reduced by that amount and that
shipment is covered by a Certificate of Insurance. Exporter has a pad of these
certificates and simply fills out a new one of each shipment
- Floating policy & open cover: diff in the following aspects
o Floating polivy is set up for a particular time and automatically expires
unless being renewed. Open cover is open-ended. It does not expire althoguh
there are provision for cancellation on due notice => open cover is more
convenient
- Value policy vs unvalue policy
o Valued policy is the policy in which the exporter states the value of the goods
on the insurance document
o Unvalued policy is the case where the exporter did not state the value of the
goods being insured with the insurer. Thwn the value of goods can be
established after a loss. The exporter must prove his figures precisely. As long
as the figure is less than the total cover under the policy, the insurer shall pay
Value policy is preferred today because the pre-stateed figure can include not only the cost of
the goods but also the profit the exporter hope to claim( doc sgk de)
- Cargo clause A;B;C
o Developed by the International Chamber of Commerce as a means of insurance
for cargo in trasit from original location to its final destination
 Institute Cargo Clause A is considered the widest insurance coverage
=> the insured pays the highest premium for total coverage
 Institute cargo clause B is considered a more restrictive coverage =>
the insured expects to pay a moderate premium because only the more
valuale intems in the cargo is covered or only partial cargo coverage
  Institute Cargo clause C is considered the most restrictive coverage =>
the insured pays the lowest premium
o Clauses B versus Clauses C
 Only difference between institute Cargo Clauses B and Insitute Cargo
Clauses C is the additional risks covered under ICC (b) insurance
policies
 Loss of or damage to the subject matter insured reasonably
attributable to earthquake volcanic eruption or lightning
 Loss of or damage to the subject-matter insured caused by entry
of sea lake or river water into vessel carft hold conveyance
container or place of storage
 Total loss of any package lost overboard or dropped whilst
loading on to, or unloading from, vessel or craft
o Clause A vs Clause C
 © cover very limited risks as a result it is called as a minimun cover
cargo insurance policy
 (A) covers wide range of risks as a result it is called as a “all risks”
cargo insurance policy
 Insurance premium, would be substantianlly different between these
two policy types
 © is the cargo insruance policy type which is request by the Incoterms
2010 rules
 (A) is the cargo insurance policy type which is requested by the issuing
bank under letter of credit transactions
 Institute Cargo Clauses (C) covers very limited risks as a result it is
called as a minimum cover cargo insurance policy.
6. Terms of trade
- The Incoterms (abbreviation of International commercial terms) rules developed by
the International Chamber of Commerce was created as an industry standard to
facilitate international trade and for the interpretation of the trade terms that the parties
to a contract of sale could agree to apply
- Incoterms rules were first introduced in 1936. As global tradr developed and evolved,
the Incoterms ® rules were revised in 1957, 1967, 1976, 1980, 1990,2000, 2010, 2020
to accommdate changes in global trade
The ICC publication, Incoterms 1990, gives full and clear information about the rights and
duties of buyer and exporter in incoterms contract. Incoterms 1990 of ICC includes 13
terms on the basis of 3 variables
- Where along the transaportatin route delivery takes place
- What means of transport is used
- What costs the exporter might pay after the point of delivery
13 terms are grouped in 4 catagories
- E-term
- F-term
 - C-term
- D-term
Incoterms 2010
- The number of Incoterms has been reduced from 13 to 11
- 2 new rules (DAT - Delivery at terminal and DAP- delivery at Place) replaced the
DAF, DES,DEO, DDU
- Rules for any mode of transport include
EXW (EX works)
FCA (free carrier)
CPT (carriage paid to)
CIP (carriage and insurance paid to)
DAT (delivered at terminal)
DAP (delivered at place)
DDP (delivered duty paid)
FAS (free alongside ship)
FOB (free on board)
CFR (cost and freight)
CIF (cost insurance and freight)
o Group E is EXW (the most pro-seller terms)
o Group F terms make the buyer liable for main carriage
o Group C terms make the seller liable for main carriage
o Group D terms make the seller liable for arrival
- Incoterms 2020 still have 11 terms, but the ICC has updated 5 critical parts of the rules
to reflect the changing needs of the market. Changes include:
o Updated terminology
o Increased attention to insurance and security issues
o A balance treatment of accountability and flexibility
- Conflict between Incoterms and contact

(3) Nếu, khác với điều 1, có thỏa thuận rằng ILAG có nghĩa vụ vận chuyển hàng
hóa, thì chi phí vận chuyển sẽ do khách hàng chịu trong khi phương thức và
tuyến đường vận chuyền sẽ do ILAG quyết định nếu không có yêu cầu khác. Rủi
ro sẽ chuyển sang khách hàng vào thời điểm hàng hóa được ILAG giao cho đơn
vị vận chuyển.
(4) Thời gian giao hàng luôn không ràng buộc. Các ngày giao hàng cố định yêu
cầu một thỏa thuận bằng văn bản riêng biệt. Các khoảng thời gian giao hàng
ràng buộc sẽ bắt đầu khi nhận được xác nhận đơn hàng được khách hàng ký.
Việc giao hàng một phần là được chấp nhận.
(5) Các trục trặc đáng kể bất ngờ, sự chậm trễ giao hàng hoặc không giao hàng
của nhà cung cấp ILAG mà ILAG không chịu trách nhiệm, cũng như sự gián
đoạn hoạt động do thiếu hụt (cụ thể là thiếu hụt nguyên liệu, năng lượng hoặc
lao động), đình công, khóa cửa, gián đoạn giao thông, biện pháp kiểm soát
chính thức, yêu cầu chính thức và trường hợp bất khả kháng (cụ thể là chiến
tranh, dịch bệnh, đại dịch, v.v.) tại ILAG và/hoặc nhà cung cấp của nó sẽ trì hoãn
ngày giao hàng theo thời gian của sự cản trở. ILAG sẽ thông báo cho khách
hàng về việc bắt đầu và kết thúc những trở ngại như vậy. Nếu việc giao hàng bị
trễ hơn hai tháng, cả khách hàng và ILAG đều có quyền rút lui khỏi hợp đồng đối
với số lượng bị ảnh hưởng bởi sự gián đoạn trong việc giao hàng, không bao
gồm các yêu cầu bồi thường.

Gián đoạn sản xuất do thiếu vật liệu thô, thiếu năng lượng, thiếu nhân công, đình công, bế, ..,
các quy định của chính phủ, các biện pháp của chính phủ… sẽ cho phép ILAG tạm hoãn giao
hàng cho đến khi các sự kiện bkk kết thúc. Ilag phải nhanh chóng thông báo cho KH khi các
SKBKK bắt đầu và kết thúc. Nếu việc giao hàng bị chậm trễ hơn 2 tháng thì cả ILAG và KH
đều có quyền rút lui khỏi phần HĐ bị ảnh hưởng do gián đoạn giao hàng và k phải bồi thường

(6) Trong trường hợp do lỗi của ILAG khiến chậm trễ ngày giao hàng ràng buộc.
Khách hàng có thể rút lui khỏi phần hợp đồng chưa được thực hiện vào cuối thời
kỳ ân hạn lần hai sau khi đặt một khoảng thời gian ân hạn hợp lý hai lần (ít nhất
là 10 ngày theo lịch). Các yêu cầu bồi thường do việc giao hàng chậm trễ sẽ bị từ
chối trong mọi trường hợp.

Trong th ilag k tuân thủ ngày giao hàng có hiệu lực ràng buộc. Và việc k giao hàng hoàn toàn
do lỗi của ilag, kh có thể rút khỏi phần hđ chưa đc thực hiện trc khoảng tgian ân hạn t2 sau
khi KH đã cho ilag 2 lần ân hạn (ít nhất 10 ngày theo lịch). Ilag khước từ mọi yêu cầu bồi
thường trong mọi trường hợp

(7) Được phép giao hàng thừa hoặc thiếu trong phạm vi 10% số lượng hàng trong
đơn. Việc giao thừa hoặc giao thiếu hơn 10% phải được khách hàng đồng ý.

Terms of delivery and delivery dates is expresly stated in the Seller’s order confirmation.
Delivery period in offer and order confirmation approximate (non-binding). The delivery shall
be made FOB (Incoterms 2020, issued by the International Chamber of Commerce)
Risk of damages or loss pass (chủ động) transfer (both)

Ng bán k chịu trách nhiệm đối với bất kì tổn thất nào xảy ra với người Mua do giao hàng
chậm
The seller shall not be liable for any loss or damage incurred/borne by the buyer due to
delayed/late delivery
The delivery shall be deemed to be completed when the goods aare put/ placed at the disposal
of the Carrier or orthers designated by the buyer
Việc giao hàng đc coi là hoàn thành khi hàng hóa thuộc quyền định đoạt của ng chuyên chở
hoặc ng khác do người mua chỉ định
 CHAPTER 2: NEGOTIATING PRICE AND MAKING PAYMENT
Objectives
1. Factors affecting price
2. Common methods of
- Export Pricing stategies
o The principle
 The exporter must perceive and preserve the interdependence of every
asspect of an export negotiation
 The price quotation is based on a set of assumptions abt delivery,
payment and warrenty terms
 Contract price must reflect any change in delivery, payment and
warranty terms
o Case study
Verbena Electric wants to export small domestic electric fans from Verbena to Espperzana.
Verbena Electric fans have a competitive price
Esparanza Electric Importing considers importing a product from Verbena Elelctric with the
following features
- Three-speed
- 180 revolving fan with graceful morden design
Verbena offers the price of $22 based on the following assumptions
- The size of the order is 1000 items
- The specification of the fans is identical except for the color: 1000 will be in gold,
1000 in black, 1000 in red
- No addtitional packaging or safety warning
- Delivery is FOB
- Payment is by irrevocable, at sight letter of credit
- Delivery is takes place three weeks from the date that Verbena Electric receives advise
that LC has been opened
Negotiation
- Order size: buyer wants to order fewer items => price increases to $25/item
- Specification: Buyer likes to order one color => price cuts by 50 cents/item
- Packaging: buyer’s country has strict rules about packaging abnd safety labelling of
electrical product => price increased by 40 cent/item
- Incoterms: Buyer prefers CIF delivery=> the cost of insurance and freight is $520 for
$3000. Buyer suggest EXW delivery => price is $21.75/item
- Date of delivery: Seller expects to delivery goods three weeks after the opening of LC.
Buyer wants sooner delivery. => price increases as Seller pays more for labor
- Warranty period: three month warranty: 2 claims/ 1000 fans. Six month warranty:10
claims/1000 fans. Buyer asks for 6-month warranty => Price increases by 30
cents/items
- Terms of payment: Buyer prefers to trade on open account- 30days net, with 2%
discount for payment within 10 days=> price will rise to $26/item on order for
 3000,FOB. Buyer suggest paying 25% of the price with order, and the remaining 75%
on open account. => price will be under 26$/item, falling by $1.10
Lesson to be learn/HOW PRICE ARE SET?
- In negotitating price and payment, exporter should quote a price that relates to the
complete set of contract terms, size of order, terms of delivery, term of payment,
warranty provisions and so on.
- Exporter should access the influence of each factor on price and adjust the price
accordingly
- Exporter improves his terms without adjusting price to create goodwill for future deals
The 5 steps in the nagotiation of payment
- Mode of payment: how will payment be made
- Timing: what is the date of payment
- Place of payment: where must be the money be before payment is considered
complete?
- Delay: what delay in payment is excusable?
- Result of delay: What are the results of non-excusable delay in payment?
STEP 1: COMMON MODE OF PAYMENT
- Def: The way that a buyer chooses to compensate the seller of goods or service that is
also acceptable to the seller. Typical payment methods used in a morden business
context include cash in advance, collection, documentary credit and open account
- Cash in advance/ prepayments: Methods of payment in advance
o Wire transfer (CHUYỂN KHOẢN QUA NGÂN HÀNG)
o Credit cards
o Check
- Overview
o With cash-in advance payment terms, the exporter can advoid the risk of bad
debts or late payment bc payment is receive b4 the ownership is tranferred
o PIA is the least attractive option for buyer, bc it creates cash-flow problems
o Foreign buyer are also concerned that the goods may not be sent if the payment
is made in advance
o The exports who insist on this payment may lose to competitors who offers
more attractive payments terms.
- When to use cash in advance?
o The importer is a new customer and/or has a less-estabished operating history
o The importer;s creditworthiness is doubtful, unsatisfactory or unverifiable
o The political and commercial risks of the importaer;s home country are very
high
o The exporter’s product is unique, not available elsewherre, or in heavy demand
o The exporter operates an internet -based business where the acceptance of
credit card payments if a must to remain competitive
- Documentary collection: (D/C) NHỜ THU KÈM CHỨNG TỪ
- Overview:
 o A transaction whereby the exporter entrusts the collection of a payment to the
remitting bank (exporter’s bank), which sents document to a collecting bank
(importer’s bank, along with instructions for patment
o D/C involvles using a draft/bill/bill of exchange (HỐI PHIẾU) that requires the
importer to pay the face amount either at sight (document against payment) or
on a specific date (document against acceptance).
DEFERRED BILL OF EXCHANGE ( HỐI PHIẾU TRẢ CHẬM)
- How D/C work?
o The exporter ships the goods to the importer and receives the documents in
exchange
o The exporter present the documents with instructions for obtaining payment to
his bank
o The exporter’s remitting bank sends the documents to the importer’s collecting
bank.
o The collecting bank releases the document to the importer on receipt of
payment or acceptance of the draft
o The importer uses the documents to obtain the goods and to clear them at
customs
o Once the collecting bank receives payments, it forward the proceeds to the
remitting bank
o The remitting bank then credits the exporter’s account
PRESENT (XUẤT TRÌNH)
o Người bán xuất trình giấy tờ chi remitting bank (NH nhờ thu) -> NH thu hộ
DOCUMENT AGAINST ACCEPTANCE (ĐỒNG Ý THANH TOÁN)
ADVICE: GỬI THÔNG BÁO
- Open account (GHI SỔ)
- Overview:
o Goods are shipped and delivered before the payment is due, which is usually in
30 or 120 days
o Most advantages to the importer in terms of cash flow and cost, but it is higher
risk option for an exporter => rarely used in international trade between
independent exporter and importer (often btc parent and subsidiary
companies)
o Often used to increase slaes by assiting foreign contributions to start new or
expeand existing product line
o Used when a seller eants to test-market a new product or try a new market in a
different country
- How to minimize the risk of open account
o Verify the integrity of the buyer through a credit investigation
o Consider the political and economic conditions of the importer’s contry
o Third party securiy for payment
- Letter of credit
2 important principles of L/C
1. Autonomy
- L/C is an agreement by a bank to pay money against document.
→It is a separate agreement from the sales contract and is unrelated to it.
→ The bank is obliged to pay whatever disputes between the buyer and the seller.
- 2. Strict compliance
- Bank will only pay if the shipping documents are exactly in line with the buyer's
instructions.
- When a bank refuses to pay under a L/C, it will cite a discrepancy, indicating the
aspects of documentation that is not in line with the terms of the credit.
o 4 steps in the issuance of a letter of credit
1. The expoter and buyer sign a contract
2. The buyer asks a local bank to open a LC
3. The issuing bank asks a bank in the exporter’s country to advise the
exporter that the LC has been opened
4. The advising bank advises the exporter that the letter of credit has been
opened
o 6 steps in the presentation of a letter of credit
1. The seller ships the goods
2. The seller get shipped documents
3. The exporter presents the shipping documents to advising bank
4. The advising bank checks the documents ( if appropriate) pays the exporter
5. The advising bank notifies the issuing bank the the credit has been
presented and forwards the shipping document
6. The issuing bank transfer necessary funds to the advising bank
o 3 ways the exporter can proceed when discerpancies are reported by bank
1. Provide missing paperwork or correct errors
2. Ask the buyer to instruct the bank to chang the terms of thr LC e.g.to issue
an amendment
3. Ask the bank to process the LC with the discrepancies but to pay only
when (anh if) the issuing bank permit payment
o 5 steps in negotiation of a LC
1. Agreement: the exporter and the buyer discuss and list all of required
documentation
2. Incorporation: the list is incorporated into the contract
3. Specification: the buyer applies fopr the LC specifying the agreed
documentation
4. Verification: the exporter checks the credit to see that required
documentation is as agreed\
5. Compliance: the exporter rigorously checks the documentation and submits
it to the bank. Timely payment is subject to the exact compliance by the
exporter with the terms of the credit
o some common types of a letter of credit
  irrevocable and revocable
 A revocable LC is the LC that can be cancelled at any time by
the buyer or by the issuing bank. Can be amended, cancelled by
the issuing bank or the buyer without prior notice to the
benefiaciary
 An irrevocable LC is the LC that can only be cancelled with the
written consent of the exporter. Can not be amended or
cancelled without agreement of all parties
 More popular, widely used in international trade
 confirmed and uncomfirmed
 with the Confirmed LC, there is a promise from another bank,
the cofirming bank, usually the advising bank too, to pay for the
goods, if the buyer fails to do so. It’s a kind of double guarantee
for the exporter so he knows for fure that he will get money as
long as he submits a set of documents, strictly complying with
the terms and conditions stated in the LC
 When a buyer arranges a LC they usually do so with their own
bank, known as the issuing bank. The seller will usually want a
bank in their country to check that the LC is valid
 For extra security, the seller may require the LC to be confirmed
by the bank that checks it. By confirming the LC, the second
bank agrees to guarantee payment even if the issuing bank fails
to make it
 A confirmed LC provides more security than an
unconfirmed LC
 In case of unconfirmed LC, the advising bank forwards the
unconfirmed LC directly to the exporter without adding its own
undertaking to make payment or accept respnsibility for
payment or accept responsibility for payment at a future date,
but confirming authenticity
- settlement by sight payment
o The seller presents the documents to the paying bank
o The paying bank immediately pays the seller
- settlement by deferred payment
o the seller presents the document to the paying bank
o the paying bank agrees to pay the seller the value of the credit when it matures
o If thr seller needs money immediately, he can exchange the LC for cash (at a
discount) at any agreeable bank
 Payment made at some specified time after the presentation of conforming
documents
- settlement by acceptance
o the seller presents to the accepting bank the docuemtns and bill of exchange
(time draft) drawn usually on the buyer
 o the accepting bank agrees to pay the bill when it matures
o If he need money, sell them at a discount at any agreeable bank
 When bill of exchanged is used, it is usually a time draft (collected after a
certain time) => a danger for exporter
- settlement by negotiation
o the seller presents to the negotiating bank the documents and a bill of exchange
drawn usually on the buyer
o the negotitiaing bank negotitates the bill (i.e pays it At a discount)
 Bill of exchange which is accepted can be negotiated (sold at a discount to any
bank if the exporter needs ready money
- What can be done by the exporter when the LC is nearly its expiry date?
o The exporter must contact the buyer and ask the buyer to instruct the issuing
bank to extend the date of credit
o Extra bank cost are at the exporter’s expense
 The exporter should exercise scrupulous care in providing the documentation
required by the LC
- common discrepancies reported by banks (L/C, bill of lading, insurance)
o Problems with LC
 Documents required by the credit are missing
 Documents required to be signed are not signed
 The credit amount is exceeded
 The credit has expired
 Documents are not presented within the required time
 Shipment was short
 Shipment was late
o Problems with BoL
 The BoL is “unclean” – it has comments on it relating to damage or
other deficientcies in the goods
 A marine bill of lading is required, but the bill does not state that the
goods were “shipped on boards” a named vessel
 The bill of lading shows shipment between ports other than those
specified in the credit
 The bill of lading shows that the goods were shipped on deck. This is
normally forbidden unless the credit expressly allows it\
 The bill of lading offers no evidence that freight was paid by the
exporter (if this was required)
 There is no endorsement (if endorsement is necessary)
o Problems with Insurance
 The insurance is not the types specified in the credit (e.g, a certificate
of insurance is produced while the credit calls for a policy)
 The insurance risks are not those specified in the credit
 Insurance cover is expressed in a currency other than that of the credit.
This is forbidden unless the credit expressly allows it
  The sum insured is bloew the figure required
 Insurance cover does not begin on or b4 the date of transport document
o Inconsistant among the documents
 Desciption pf the goods on the invoice and in the credit are different
 Weights differ between 2 documents
 Marks and number differ between 2 documents

STEP 2: TIMING
- To speed up payment, most exporters offer a discount for early payment
Ex: 1% discount if payment is made withthin 30 days of the date of invoice
- Buyer saves on the invoice price, Seller improves his cash flow
- Parties must negotiate a chain of date if delivery involves partial shipments, periodic
shipments or spare parts supply contract
STEP 3: PLACE OF PAYMENT
- This step determine where the money must be when payment is to be completed.
Several risks might occur if the two parties don’t specify this condition
o It is very easy to be mistaken
o It could cause disputes if not made clearly
o ?
- Both party must work out the place of payment carefully bc late payment is subject to
payment of interes and the cost of any delay along the payment route properly belongs
to the buyer
- To advoid the danger of slow payment, expoters try to protect themselves with the
following clause
“payment shall be deemed to have been made only when the contract sum is paid into
the seller’s bank acc and is at the seller’’s full disposal”
Thanh toán được coi là hoàn tất chỉ khi tổng số tiền hợp đồng đc chuyển vào tài khoản
của ngời bán và thuộc toàn quyền định đoạt của người bán
Step 4: Delay
- Delay in payment might be excused during a grace period or when force majeure
event occur
- In principle, any payment made after the agreed date of payment is in delay
- When delay in payment happenswhen the expotere is usually compensate for losses
due to late payemnet
- The exporter may ask for a payment guarantee (BẢO LÃNG THANH TOÁN) which
makes sure payment is made on time
- The best solution to get rid of delay is to create a payment article in the sales contract
which makes late payment impossible
Step 5: Result of delay
A typical contract clause is as follows:
 “If payment of any sum payable is delayed, the seller shall be entitiled to receive
interest on the amount unpaid during the period of delay. The interest shall be at an
annual rate three percentage points abouve the discount rate of the central bank in the
sller’s contry”
Nếu việc thanh toán bất cứ khoản tiền phải trả nào bị chậm, ng bán đc hưởng lãi suất
đối với khoản tiền chưa được trả trong thời gian chậm trễ. Lãi suất đc tính ở mức tỉ lệ
lãi suất chiết khấu ở ngân hàng trung ương tại nc người bán cộng thêm 3% một năm
P.A: PER ANNUM
AT A DISCOUNT OF / AT THE RATE OF

THIRD PARTY SECURITY FOR PAYMENT

2 forms of Third-party security (BẢO LÃNH THANH TOÁN)
- Export credit insurance allows the exporter to recover the major part of the contract
price if the buyer fails on due date
- The buyer may also approach a bank and ask for a bank guarantee. The bank will pay
the contract price if the buyer fails to do so
Difference:
- Insurance: the seller => insurance company => insure its contract
- Guarantee : the buyer => the bank => guarentee payment
More details
- Export credit insurance:
o Offered by insuracne companies
o Governmental export credit agency
o The exporter has to pay insuracne premium (PHÍ BẢO HIỂM)
o Protects the exporters from the risk of non-payment including Commercial
risks and Political risks
o How it works?
 Exporter => explain situatuon => insurance company => evaluate
credit rating/ credit worthiness
 Insurance company => send quotation (BÁO GIÁ) => exporter
 Exporter =>Accept => insurance company
 Insurance company => Compensation (credit risk happen) =>
exporter
o Export credit insurance varies to
 The types of goods exported
 The creditworthiness (KHẢ NĂNG THANH TOÁN) of the buyer
 The policital stability of the buyer’s contry
 Normally between 0,5% and 1% of the invoice price
Disadvantges:
 Long wait to be compensated by insurance company (6m)
 Compensation is unlikely to cover 100% of the original invoice price
 Ad:
 Protection against unfamiliar customter
 Protection for high-stake transactions
 Give exporter a competative edge when buyer are reluctant to spend
money on payment guarantee or tie up money in a LC
- Bank Payment Guanrantee: The bank may issue a bank guarantee promising that they
will pay for the exporter in case the buyer fails to do so. The buyer has to pay the costs
of that guarantee

Principle buyer Beneficiary

seller

Guarantor bank

- Four business situation risks

Payment guarantee
Risk Purpose Value of guarantee
Non-payment by the Buyer The bank pays if the buyer 100% of the contract price
defaults
Tender guarantee (BÃO LÃNH NHÀ THẦU)
Risk Purpose Value of guarantee
Revocation Protect a company against 1,5% and 5% of the contract
the risk of a project falling price
behind because a tender is
withdrawn
Performance guarantee (BẢO LÃNH THỰC HIỆN HỢP ĐỒNG)

Non-performance Pay the costs if the 5% and 10% of the contract

contractor fails to perform price
Prepayment guarantee (BẢO LÃNH THANH TOÁN TRẢ TRƯỚC)
Risk
Losing prepayment Ensure prepayment to the 100% prepayment,
importer of an agreed decreaseing as deliveries
percentage of the contract made
amount

- Bank guarantee
 1. Demand guarantee (BẢO LÃNH THEO YÊU CẦU)
No serious, objective conditions the beneficiary must meet be4 claiming payment of the
guarantee. SUBJECT TO ABUSE
2. Conditional guarantee (BẢO LÃNH CÓ ĐIỀU KIỆN)
The bank pays if the claim is supported by:
o A decision of the court of first instance (a decision by a judge)
o An arbitral award (a decision by a court of arbitration)
o The approval of the Principlal in writing to the claim
COMPARISON
EXPORT CREDIT INSURANCE PAYMENT GUANRANTEE
Purpose Cover the risk of non-payment
Fee Depend on types of goods: creditworthiness of buyer, political stability.
Normal between 0.5%-1%
Fee paid by Exporter Importer

Comparison
EXPORT CREDIT GUARANTEE
INSURANCE
Third-party involved Insurance companies or Commercial banks
Govermental export credit
agencies
Coverage Not 100% Normally 100%
Limitations Long wait for compensation. Demand Guarantee abuse
Not 100% contract price and court arise Conditional
“Bad faith” from buyer Guarantee harsh conditions
Tập dịch:
Giá cả được xác định dựa trên kết luận của hợp đồng, cụ thể là giá được đề cập trong đơn đặt
hàng từ/hoặc đơn xác nhận đặt hàng. Nếu mức giá không được định trước rõ ràng, giá có hiệu
lực vào thời điểm kết luận hợp đồng sẽ được áp dụng. Giá cả sẽ được xác định dựa trên thể
tích, khối lượng và số lượng kiểm đếm bởi chúng tôix, trừ khi người đặt hàng từ chối ngay lập
tức khi nhận hàng
Mức giá đc áp dụng là mức giá đc thỏa thuận sau khi kí kết hđ và cụ thể là mức giá đc báo
trong đặt hàng và xác nhận đặt hàng. Nếu các bên k có thỏa thuận rõ ràng về mức giá thì mức
giá đc áp dụng sẽ là mức giá có hiệu lực tại thời điểm kí kết hợp đồng. chúng tôi xuất hóa đơn
dựa trên số lượng trọng lượng và khối lượng của hàng hóa trừ khi người mua không chấp
thuận các thông tin ngay sau khi nhận được hàng
These prices are plus the current statutory value added tax as at the date of
delivery and - where agreed - the cost of the transport insurance. In the case
of deliveries outside Slovenia, other country-specific dues and charges may
be added. The resulting amount is the final total invoice amount (incl.VAT).
Mức giá bao gồm khoản thuế giá trị gia tăng theo quy định hiện hành trong ngày giao hàng và
chi phí bảo hiểm vận tải (nếu có). Nếu giao hàng ngoài Slovenia, các khoản thuế phí khác
theo điều luật riêng của từng quốc gia có thể được áp dụng. Tổng các khoản trên là giá trị tổng
của hóa đơn (bao gồm VAT)
Mức giá hàng hóa bao gồm thuế GTGT tính theo quy định của luật hiện hành cộng thêm chi
phí bảo hiểm vận tải nếu có thỏa thuận. Trong TH hàng đc giao ngoài Slovenia, giá hàng hóa
có thể cộng thêm các loại phí theo quy định của từng quốc gia. Giá của hàng hóa sẽ là tổng số
tiền ghi trong hóa đơn (bao gồm VAT)
We reserve the right to reasonably adjust our prices in the event of changes
of costs occurring after the conclusion of contract due to collective wage
agreement, increases in pre-suppliers' prices, or exchange rate fluctuations.
Notification of such price changes is given no later than four weeks prior to
the effectiveness of the new prices. Unless the ordering party objects in
writing to the new prices within one week of notification, the new prices are
considered accepted. This shall not apply if a fixed price is agreed.
Chúng tôi có quyền điều chỉnh giá cả cho phù hợp với biến động của chi phí sau khi kí kết
hợp đồng. Những biến động này bao gồm: thỏa ước lao động tập thể, nhà cung cấp trước đó
tăng giá hoặc thay đổi tỷ giá. Trong trường hợp thay đổi mức giá mới, thông báo sẽ được
chuyển đến người mua chậm nhất là 4 tuần trước đó. Mức giá mới sẽ được áp dụng, trừ khi
người mua từ chối mức giá mới bằng văn bản trong vòng 1 tuần sau khi nhận được thông báo.
Người bán không được thay đổi mức giá cố định.
Chúng tôi bảo lưu quyền điểu chỉnh giá hàng hợp lý trong trường hợp có biến động về chi phí
sau khi kí kết hợp động do có thỏa ước lương tập thể, nhà cung cấp tăng gía hoặc biến động tỷ
giá hối đoái. Thông báo về điều chỉnh giá hàng hóa sẽ đc gửi tới ng mua muộn nhất là 4 tuần
trc khi mức giá mới có hiệu lực. Ng mua đc coi là chấp nhận mức giá mới nếu k gửi phản đối
bằng văn bản trong vòng 1 tuần kể từ khi nhận đc thông báo tăng giá. Ng bán k đc phép điều
chỉnh giá trong TH các bên thỏa thuận áp dụng mức giá cố định
Our invoices are payable without deduction within 30 days of the invoice
date, unless a different date for payment has been agreed. Upon expiration of
the due date specified in the invoice, the Orderer is in default pursuant to
Article 299.1. In the event that we grant our customers a discount, the
discount amount is calculated on the basis of the final total invoice amount
(incl. VAT), less a flat-rate freight charge of 8%, the cost of a transport
insurance where applicable, and - in the case of deliveries outside Slovenia -
any other country-specific charges.
Người mua phải trả toàn bộ giá trị hóa đơn trong vòng 30 ngày kể từ ngày xuất hóa đơn trừ
khi ngày thanh toán đã được thỏa thuận trước. Nếu quá hạn thanh toán, người mua sẽ được
coi là vi phạm hợp đồng theo điều 299.1. Trong TH người mua được giảm giá, mức giá được
giảm sẽ được tính theo tổng giá trị hóa đơn (gồm thuế GTGT) trừ đi 8% cước vận chuyển cố
định, bảo hiểm vận tải (nếu có), các khoản phí tùy quốc gia (nếu giao hàng ngoài Slovenia)

Within 10 days of the conclusion/exclusion of the contract, the Buyer shall open/establish an
300$ (three hundred US dollars) irrevocable letter of credit, equivalent to 100% of total value
of the contract on ex-work basis
L/C in the amount of 300k dollar (amount in word: three….) which amounts to

Ngaày kí hợp đồng: Date of execution/ date of conclusion

Mở thư tín dụng không hủy ngang: open/establish an irrevocable L/s in the amount of

Question 1 Trong vòng 10 ngày tính từ lúc hai bên ký kết hợp đồng, người mua
phải mở thư tín dụng không hủy ngang vi giá trị 300,000 đô la Mỹ ( Bằng chữ :
Ba trăm nghìn đô la Mỹ), tương đương 100% tổng giá trị hợp đồng theo điều kiện
giao hàng tại xưởng của người bán.
Within 10 days of execution, the Buyer shall establish an irrevocable letter of
credit in favor of the Seller in the amount of $300,000 (In words: Three
hundred thousand US dollars) , representing 100% of the total contract value/
price Ex works/ under Ex Works terms.

Question 2 Thư tín dụng có giá trị/thời hạn 30 ngày tính từ ngày giao hàng cuối
cùng. Thư tín dụng chịu sự điều chỉnh của Quy tắc thống nhất và thực hành tín
dụng chứng từ của phòng thương mại (ICC UCP 600) bản mới nhất.
Letter of credit shall be in effect in 30 days of the deliver date. The L/C is issued in according with
the latest version of Uniform Customs and Practice for Documentary Credits, publised by
International Chamber of Commerce (ICC UCP 600)
Thư tín dụng có giá trị/thời hạn 30 ngày: L/C shall be valid/ effective for 30
days
Ngày giao hàng cuối cùng: The date of last shipment
Chịu sự điều chỉnh của: To be subject to/ To be governed/ruled by/ to be in
accordance with
The L/C shall be valid until the 30th day/ for 30 days from the date of the last
shipment. L/C shall be subject to the Uniform Customs and Practice for
Documentary Credit of ICC (ICC UCP 600), the latest revision.

Q5: Ng bán chịu mọi khoản phí ngân hàng phát sinh liên quan đến việc gia hạn hoặc sửa đổi LC
so lỗi của ng bán
- LC extension and amendment
- Gia han hop dong: renewal
- The seller’s fault
All additional bank charges arising from the extension and amendment of LC due to the
seller;s fault shall be for the seller’s account

Q6: Sau mỗi chuyên hàng , 100% giá trị chuyền hàng phải đc thanh toán dựa trên xuất trình
các chứng từ của người bán cho ngân hàng như quy điịnh của điều 7 trong hợp đồng
- Nert payment
- Against presentation of
- Set forth/specified/stated in Article 7 herunder
Upon each shipment, net payment shall be effected against documents presented by the
seller to the bank as specified in Aritcle 7 hereunder
Upon each shipment, net payment shall be made against the presentation of documents to
the bank which is set forth in Article 7 hereunder

Q7: Trừ khi có thỏa thuận rõ ràng khác bằng văn bản, các khoản thanh toán theo hợp đòngi
sẽ đc thực hiện bằng thư tín dụng không hủy ngang mở tại VCB (chi nhanh TPHCM)
Unless otherwise expressly agreed in writing, all payments shall be made/effected/setteled
by an irrevocable letter of credit with VCB (HCM branch)

Q8: Giá trị hợp đồng đc thanh toán theo xuất trình các chứng từ sau đây:
- 3 bản vận đơn hoàn hảo, đánh dấu “cước phí trả trc”
- Hóa đơn thương mại với mức giá cho từng món hàng có chữ ký của người bán
- Phiếu đóng gói, nêu nội dung lô hàng, trọng lượng cả bì và trọng lượng tịnh

- Vận đơn hhoanf hao: Clean bill of lading

- Hóa đơn thương mại: commercial invoice
- Phiếu đóng gói: Packing list
- Trọng lượng cả bì/ trọng lượng gộp: Gross weight
Payment shall be effected against the presentation of the following documents:
- 3/3 set of original clean Bills of Lading, marked “Freight prepaid”
- Commercial invoice with itemized prices signed by the seller
- Packing list, indicating the contents of the consignment, gross weight and net weight

Q9:
- Chứng nhận xuất xứ hàng hóa do phòng thương mại tại nước của người bán phát
hàng
- Chứng nhận bảo hiểm, bảo hiểm 110% giá trị hợp đồng theo điều kiện bảo hiểm A
cho tất cả rủi ro
- Giấy kiểm định hàng hóa do nhà sản xuất phát hành

- C/O issued by the Chamber of Commerce in the Seller’s contry

- Certificate of Insurance, covering 110% of the invoice value, Clause A for all risks

- Certificate of Inspection issued by the manufacture

Q10:Bất cứ sự sai khác nào giữa điều khoản đã thống nhất giữa các bên và thư tín dụng đã
phát hàng sẽ đc NB thông báo cho NM ngay lập tức
Any discrepancy between the terms between the terms agrred by the parties and the LC as
issued shall be imediately notified by the seller to to the buyer

Q11: Trong TH NM không mở Thư tín dụng trong vòng 4 ngày kể từ ngày nhận đc
CHAPTER 3: NEGOTIATING INSPECTION AND DEFECTS LIABILITY
A. EXPORTING AND THE PROBLEM OF QUALITY
- What is quality
o The standards of smth measured against the other things of a similar kind, the
degree of excellence of smth
o A measure of excellence, or state of being free from defects, deficiencies, and
significant variations, brought about by the strict and consistent adherence to
measurable and verifiable to achieve uniformly of output that satisfies specific
customer or user requirement
o Thước đo sự hoàn hảo, k có sự khuyết tật, thiếu hụt, sai khác (sai lệch đáng
kể). Điều này có đc là do tuân thủ chặt chẽ về
- Principle: Exporters should made sure that
o Exported goods meet or exceed the quality specified
o Marking and packaging are correct (KÍ MÃ HIỆU VÀ BAO BÌ)
o Delivery is on time
o Agreement should contain specific qualifications
- Specification
o Specification is a set of documented requirements to be satisfied by a
material, design, product, or service. A specification is often a type of
technical standard
o Why do some people believe that a well-design specification offers benefits to
both side
 The importer is protected against inferior products. It can reject any
equipment that fails to meet specification
 If the products are fully specified and the consignment meets the
specifications, the buyer will be unable to find any excuse for rejection
or for exaggerated defects liability (IMPORTANT)
- Pre-delivery inspection
o Who inspect the good?
The Buyer may, at the buyer’s options, inspect the goofs prior to shipment. At least 14 days
b4 the actual delivery date, the seller shall give notice to the buyer or to any agent
nominated by the buyer, that the goods are available for inspection. The seller shall permit
access to the goods for purposes of the inspection at a reasonable time agreed by the parties
o Which kind of goods needs pre-delivery inspection?
 Sophisticated items
 Capital equipment
o What are the functions of independent inspection?
 Prevent exporter and importer from agree an unrealistically low
invoice price to avoid customs duty (Tax invasion)
 Prevent shipment of patently defective goods (hàng lậu)
 o What is the purpose of customs inspection?
1. Inspection by buyer during manufacture
2. Inspection by buyer or buyer’s agent b4 delivery
3. Inspection by inspection service
4. Inspection by carrier on dispatch
5. Open package inspection on arrival at destination
6. Seller’s liability for defects after sale
CHỨC NĂNG CỦA KIỂM ĐỊNH ĐỘC LẬP LÀ GÌ?
- What is the purpose of customs inspection
o Customs inspection reveal discrepancies in weight, size and description
- Principle of Inspection and Acceptance
o The buyer can inspect goods and they can reject them if the goods do not
conform with the contract
o At this point, exact specification is of great value to exporter if the good
conform to specifications, the buyer is obligated to accept them (hang hoa k
phu hop – non-confirming good)
- Inspection: Right or duty?
o Inspection is subject to national law
 In Germany, inspection is a duty (civil law)
 In the USA, inspection is a right (common law)
- Defects liability period
o What is defects liability period (warranty period) – giai đoạn bảo hành
Is the period during which the seller/supplier/contractor is liable for

dealing with any defects found in the goods sold to the buyer. Defects
Liability Period is also known as a rectification period
 Any defects or fault which arise during this period (for ex – due to
defective materials or workmanship) must be put right by the seller at
its own expense
o How long is defects liability period?
Is negotiable

The period is likely to be 6 months from

 The date of delivery
 The date of arrival
o Negotiating the Defects Liability Period
 Step 1: Inspection: when are the goods inspected? And when can the
buyer to reject them?
 Step 2: Terms: Warranty or Guarantee
 Step 3: Definition: what is, and what is not, a defect?
 Step 4: Timing: how long is the defect liability period? When does it
begin? And what about other timings?
 Step 5: Corrective action: what must the seller do to cure defects?
- Inspection, acceptance and rejection
o Patent defects: Khuyết tật hiện rõ
A fault in a product that could be notice/discovered by careful
examination and is usually noticed b4 a sale
o Latent defects: Khuyết tật ẩn tì
 “A defect or problem with a product that is hard to notice and may not
be noticed b4 it is bought”
 “Hidden defect in material and/or workmanship of an item which may
cause failure or malfunction, but is not discoverable through general
inspection. Also called hidden defect”
- Implied warranty (IMPORTANT)
o What is implied warranties – bảo hành mặc định
An implied warranty is an unwritten guarantee that a product or
service works as expected
 Assumptions a buyer can make about goods even if the exporter/
seller gives no express warranty
o Implied warranty of conformity with contract
 Goods meet specifications in the contract
o What is wrong if goods do not conform with the contract
Most laws have a way of “grading” non-conformity:
major/fundamental discrepancies/variations allow the buyer the right
to reject/turn down the goods and cancel the contract; minor/trivial
discrepancies do not
o Implied warranty of merchantable quality (Bảo hàng mặc định về phẩm chất
tiêu thụ)
 To be “merchantable”, but the goods must reasonably conform to an
ordinary buyer’s expectations, i.e they are what they say they are
 For ex, a fruit that looks and smell good but has hidden defects would
violate the implied warranty of merchantability if its quality does not
meet the standards for such fruit “as passes ordinarily in the trade”
o Implied Warranty of Fitness for Intended Purpose (bảo hàng mặc định của
hàng hóa phù hợp vs mục đích sử dụng)
 This implied warranty means that the buyer has approached the seller
with the need for a product that performs a certain function, and by
providing a product in response to the need, the seller is implying that
the product is fit for that specific use
- Rejection
o English law requires rejection of all the contract goods unless contract
expressly allows parts rejection
o German law and the vianna slaes convention both allow rejection of only
defective or non-confirming goods
 o Ucc (uniform commercial code) offers buyer some choice
 Reject the whole
 Accept the whole
 Parties are free to decide the degree of rejection and under what
condition
 if rejection could be a problem, the parties must clarify the position in
the contract
 buyer must notify the exporter that goods have been rejected within a
reasonable period
STEP 2: GUARANTEE OR WARRANTY
(image)
STEP 3: What is a defect?
3 types of defects
- Defective Workmanship: A product with defective workmanship is incorrectly built
(lắp ráp sai quy cách)
- Defective Material: Defective materials are materials or parts of a product that are
inferior (low quality) or somehow incorrect (không đúng chủng loại)
- Defective Design: means that a product does not meet specifications (k đáp ứng đc
quy cách phẩm chất theo quy định hợp đồng – lỗi nghiêm trọng nhất)
What is not a defect:
- Fair wear and tear – the results of normal use (ex: the plastic handle on an electric
drill is scratched after 6 months use
- Misuse – seriously incorrect handling by the buyer (ex: the use of acetone to clean
plastic)
- Faults not present on delivery

Ng mua k có quyền đòi nhà sx bảo hành nếu người mua và các bên thứ ba sử dụng hàng hóa
sai quy cách, bảo quản hàng hóa không phù hợp khởi động hoặc lắp rắp hàng hóa sai quy
cách, hàng hóa bị hao mòn trong điều kiện sử dụng thông thường. vận hành hàng hóa sai
quy cách hoặc bất cẩn khi vận hành hàng hóa; bảo trì sai quy cách, sử dụng vật liệu vận hàng
k phù hợp. Sử dụng các nguồn điện và hóa chất mà nhà sản xuất khuyến cáo không phù hợp.

i) Free-form: k có khuyết tật về vật liệu

ii) K có khuyết tật trong tất cả
iii) Vào ngày người mua nhận hàng hóa

Nếu người mua phát hiện ra bất cứ khuyết tật hoặc sai khác thì người bán phải sửa chữa
hoặc thay thế hàng hoặc bổ sung hàng. Ng bán chỉ bảo hàng hàng hóa nếu ng mua đã tuân
thủ theo các quy trình chỉ dẫn áp dụng đối với việc sử dụng, lắp đặt bảo hàng hàng hóa và
người bán từ chối bảo hành nếu hàng hóa bị hư hỏng trong điều kiện sử dụng thông thường.
Ng bán từ chối bảo hàng khi hàng hóa bị hao mòn trong dk sử dụng thông thường

A. Phần mềm đc bán/giao theo HĐ này đc cài đặt như hiện trạng và k nhận đc bất cứ sự hỗ
trợ nào từ nhà cung cấp.
B. Nhà cung cấp khước từ bảo hành bất cứ phần mềm nào được cấp phép cho người mua
theo hợp đồng này bao gồm bảo hành mặc định về phẩm chất tiêu thụ và phù hợp với mục
đích sử dụng. Trong mọi trường hợp, nhà cung cấp từ chối trách nhiệm bồi thường, đặc biệt
bồi thường trực tiếp hoặc gián tiếp. Hoặc bất kì thiệt hại gì phát sinh do không sử dụng
được, do mất dữ liệu hoặc mất lợi nhuận

Sau khi đã cân nhắc giới hạn trách nhiệm của mình trong hợp đồng

Bảo hành chỉ có hiệu lực khi người mua đã thực hiện đúng nghĩa vụ kiểm tra và thông báo về
những khiếm khuyết trong mục 377 của bộ luật thương mại Đức

Nếu hàng hóa của chúng tôi bị lỗi, chúng tôi sẽ sửa chữa hoặc giao lại lô hàng hóa không có
lỗi. Các bộ phận được thay thế sẽ thuộc quyền sở hữu của chúng tôi. Trong trường hợp hàng
hóa cần sửa chữa, chú/
ng tôi sẽ chịu chi phí khi và chỉ khi hàng hóa không bị vận chuyển tới nơi khác làm tăng chi
phí.

3. Nếu hàng hóa được gửi lại để sửa chữa và chúng tôi sau khi kiểm tra xác định là
không có khuyết tật nào, Người bán sẽ phải chịu chi phí kiểm định và hoàn trả
hàng
 4. Nếu hàng hóa không thể sửa chữa, người bán có thể rút lui khỏi hợp đồng hoặc
yêu cầu giảm giá tiền hàng. Người mua không được quyền rút khỏi hợp đồng nếu
lỗi nhỏ không đáng kể
5. Người mua sẽ phải chứng minh rằng mình đã thực hiện mọi nghĩa vụ để đc
hưởng chế độ bảo hành bao gồm có: kịp thời phát hiện các khuyết tật và kịp thời
thôn báo cho người bán

STEP 4: Timing of the defects liability period

- The principle: the length must be agreed
- Defect liability period
- Notification period: tgian gui thong bao khuyet tat
- Rectification period: tgian khac phuc khuyet tat
- Legal action period: tgian khieu nai cua ng mua
 Mat tgian dam phan thoi han bao hanh, ng ban luon muon kich hoat hd som, ng mua
thi nguoc lai

- The defect liability period

o The Defects Liability Priod shall be extended by a period equal ro the period
during which the goods cannot be used by reason of any defect, but not so as
to extend the Defects Liability Period for more than twenty four months from
the date of first delivery of the goods repaired or replaced under this
provision
o An endlessly renewed liability for defects. The exporter cannot break the
chain of warranty and is involved in endless responsibility for the goods
o The problems can be advoided with a cut-off clause such as: the total
warranty period shall in no case exceed three years
o Cut-off clause: “Any parts replaced under this warranty shall be subject to the
provisions of this clause for a full further period of warranty; however, the
total warranty period shall be in no case exceed three year”
- The notification Period
- The rectification Period
o The seller shall make good the defect or damage as soon as praticable at his
own cost
- The Legal Action Period
(image Redmi)
STEP 5: CORRECTIVE ACTION
- Repair
 o When a manufacture sells in his own country, the option to repair a defectice
item is often the cheapest. Some products cannot be repaired-phonograph
records, for example. But for the complex items, a tractor for instannce, repair
is the obvious choice. For the exporter, repair can be costly-often a mechanic
must travel to the buyer;s country with tools any spare parts. The exporter
must clearly
- Replace (part or whole item) –
o Replacing a defective product has one important advantage. It helps to keep
the goodwill of the customer. Replacement is, however, expensive for the
exporter, especially as it is often uneconomic to ask for the return of the
defective item. With heavy equipment, of course, it is unusually of the
defective item. With heavy equipment, of course, it is unusual to replace the
whole product- usually just the defective part (a generator, a filter or
whatever) is replaced. Unfortunately. Replacing a part for a foreign buyer
causes similar problems to repair: the replacement part must pass 2 sets of
customs; further, air mail or air freight is normally required. If replacement
parts are to be installed, a competent technician must be at hand. As always,
the costs are much higher for the exporter than for the local transfer
- Reduce price
o We have already seen that 2 familiar options – to repair or to replace
defective goods – can be expensive when goods are exported. One common
alternative, therefore is for the exporter to offer a price reduction- “will u
accept the goods (or overlook the defect” if I reduce the price by $5,000?” if
goods are paid for on delivery by letter of credit, such a reduction must take
the form of a direct payment by the exporter to the buyer. This can be difficult
in countries where foreign exchange is scare. If payment is on open account,
and the invoice has not yet been settled, the payment due is simply reduces.
Some contract, especially contracts for complicated equipment, include
provision for a:” retainer”. A retainer is a part of the payment due for the
goods (normally 5%) kept back (or retained) by the buyer till the end of the
defects liability period. This 5% is used to negotiate price reduction (or to
settle defects liability claims
- Return the goods and refund the price
o Form the exporter’s viewpoint view, the last opinion is least desirable – take
back to goods and give back the money. This amounts, in effect, to
cancellation of the contract. Often defective goods are not worth the cost of
return shipment to the exporter’s country. That means the deal is a total lost
for the exporter. If the buyer insists on including a “return and refund” clause
in the contract, the exporter must protect himself by allowing this opinion
only in exceptional … and with his express agreement
- Allow the buyer to repair at the exporter’s cost:
 o To save the cost of spending a mechanic to repair a machine abroad, some
contracts allow the buyer to repair the equipment at the exporter’s cost. The
danger for the exporter is obvious: an expensive repair bill and no way to be
sure the repair is properly carried out. Further, the “repair” may cause new
problems which the exporter must fix under the warrantee. Most exporters
try to resist pressure from the buyer to including a “repair by the buyer”
provision. If it is included, the exporter protects himself by allowing” repair by
the buyer” only in exceptional cases and then only with the exporter’s express
approval

SIX STEPS OF LEGAL FRAMEWORK

A contract is not only a list of ideas agreed by the exporter and the buyer but also an
enforceable legal instrument

STEP 1: THE APPLICABLE LAW, substantive, legal proceedings : qtr kien tung, phan quyet:
award
Most law belong to one of two families: Anglo-American and Continental
- Anglo-American Law is based on case-law (English common Law)
o The goal of this law was to achieve justice in the individual case by taking all
the circumstances into account
o The King tried to decide each case in line with earlier decisions or precedents
 Anglo-American law is known as Case Law or Common Law
o Case-law systems avoid strict cindification because rigid laws limit the judges
to find a just solution in the individual case
o Anglo-American legal thinking influences international contract practice
o Popular in the USA, England and ex-colonies of England
o Goal: Justice in the individual case
o Predictability and consistency of court decisions: Unless matters are carefully
regulated in the contract, the decision of the judge is not fully predictable.
Different judges may give widely different judgment
o Length and detail of contract: to be clear, contracts must regulate many
issues, so they tend to be long and detail
o International acceptance: English and American law have been revised over
the centuries to cope with issues of international trade. The principle is widely
understood and respected
- Continental Law is based on legal code (Roman/ Civil Law: luật dân sự)
o Civil law is derived form a code developed by Roman Emperor Justinian 1500
years ago
o Many different law in the Empire and was complied and made into a Code
 Known as Roman Law or Civil Law
 o The Code states what is legal and what is not
o China, Japan, Germany, France and Spain are countries that introduce
Continental Law
o Goal: Consistency and uniformity of enforcement
o Predictability and consistency of court decision: Decisions in almost all cases
are predictable with some accuracy
o Length and detail of contract: contracts can be short and lacking in detail
o International acceptance: Continental laws do not have the prestige of Anglo-
American laws in international practice. They tend to focus on national rather
than international issues
- Vienna sales convention
o The UN promulgated UN Conventions on Contracts for the International Sale
of Goods in 1980
o Approved by USA, China, Germany and other important trading nations
o If there is any contradiction between the national law and the Convention,
then the Convention rules
STEP 2: CONTRACT OR NO CONTRACT
- The principle: a contract is enforceable only
o If the parties achieve a “meeting of minds” through a process of offer and
acceptance
o If both sides are capable of entering a contract
o If the purpose of the contract is legal
o Anglo-American law requires that the contract must give both sides the rights
and duties => one-sided contracts are no contract
- The meeting of minds (thống nhất ý chí) Duress (ép buộc)
o Contract must be established under no pressure
o Unconscionable agreement is no contract
- Mistake and Fraud
o A mistake about the goods or a deliberate fraud can mean that there was no
meeting of minds
Counter offer: hoàn giá chào
- The power to sign a contract
o Some ppl are unable to sign contracts including children, the feebleminded,
and the drunks. Why?
 They lack contractual capacity
o Some companies lack power to enter contracts
 Ultra Vires Rules (Ultra Vires=Beyond power)
 The company actions in entering into a contract were ultra vires, and
therefore the contract was voided
  In countries that enforce Ultra Vires Rules, the exporter should check
carefully on the power of the buyer’s company by consulting the
Commercial Attache’ (ủy viên thương mại) or the Chamber of
Commerce
o Legality of purpose
 If the purpose or effect of an agreement is illegal, the agreement is
unenforceable
 What might happen if a part of an agreement is illegal?: Most
international contracts includes a Partial Invalidity Provision , saying
that the invalidity of one part of the contract does not invalidate the
rest
- Exchange of Consideration (ĐỐI ỨNG)
o Under Anglo-American systems, agreements all into 2 types
 Agreements in which one side has only rights and the other side had
only duty
 One-sided agreement is not a Contract, which is not governed
by Contract law
 Agreement in which both sides have rights and duties -> 2-sided
contract is contract
 Continental Legal System do not observe this distinction
 A one-sided contract is enforceable in just the same way as a
two-sided contract
STEP 3: the contract as the ENTIRE AGREEMENT
- The principle
o Most international contracts include an “entire agreement provision”
o The background of the contract must be established
o Important letters and memoranda must be considered as contract documents
o Definition is an important part of contract drafting
(The entire agreement clause: (ip)Hợp đồng này là bao gồm thỏa thuận và giao uowsc k
chính thức giữa các bên. K có thỏa thuận, giao ước k chính thức, điều kiện, bảo lưu, đại diện
nào bằng lời nói hoặc văn bản k đc đưa vào trong hđ này và k bị thay thế bởi hợp đồng này)
- The Whereas (Xét thấy) Recital
o When the contract is the “entires agreement”, the lawyers cinlusde the
background of the Contract into it through the whereas-recital
o The recital allows the court to discover the meaning of the contract through
an understanding of the expectations of the parties
o A recital or preamle is not essential in a continental law
- Contract documents
o In international practice (thông lệ), the parties often wish to “incorporate”
outside material (chứng từ) into the contracts: letters, general conditions, the
 Incoterms, etc. To achieve this, the contract lists such items as Contract
Documents
(read: diễn giải, consistent: nhất quán, conflict: xung đột, order of precedence: thứ tự ưu
tiên)
STEP 4: THE PARTIES (PROVISIONS CONCERNING THE PARTIES)
- The name in contract
The Amaryllis Docklands and Harbor Supply Company Ltd., a company organized and existing
under the laws of the Republic of Verbena, having offices in Prt Mary, hereinafter (kể từ đây)
called "amaryllis"
• Notices
- The official mailing addresses of the parties are not usually given in the opening section of a
contract but in a separate provision call "notices"
- The notices provision usually stipulates how notices must be delivered, for example by
registered email
• Assignment of rights and delegation of duties
- Under a contract, each side has rights and duties. A right has some commercial value
- so it is possible to sell it, trade it, or give it away.
- Clause example: assignment of rights, delegation of duties. The rights under this
contract may not be assigned nor the duties delegated by either party without the
prior written consent of the other party
STEP 5: PROVISION CONCERNING THE STATUS OF THE CONTRACT
 The principle:
- The life of contract normally ends when the last duty under the contract is performed (the
last duty is warranty)
- One side may have the right to end it
- One party may breach the contract allowing the other to cancel
- The parties may simply agree to end their contractual relationship; or the whole purpose of
the contract may simply disappear
• The lifetime of a contract
- Discharge by performance (thưc hiên xong hơp đồng): both parties perform their duties
exactly according to the contract, the contractual relationship ends when the last duty is fully
performed (mos????)
 Termination (chấm dứt hợp đồng) – one-sided
- Termination occurs when either party pursuant to a power created by agreement or
law puts an end to the contract otherwise than for its breach
- Chấm dứt hợp đồng theo quy định của luật pháp chứ k phải do có sự vi phạm hợp
đồng
 - 2 kinds: Termination for Convinience (chấm dứt hợp đồng tùy ý) and Termination for
Default (chấm dứt hợp đồng do có vi phạm hợp đồng)
o Termination for convinience occurs when 1 party (usually the buyer) simply
decides to drop the contract. No reason is required. The buyer must pay for all
work performed or partly performed. - Theo quy định của điều khoản này,
Người mua có thể dừng nhận hàng/chấm dứt hợp đồng 1 phần hoặc toàn bộ
bất cứ khi nào bất cứ khi nào người mua thấy rằng việc chấm dứt hđ mang lại
lợi ích tốt 1st cho mình. Việc chấm dứt hđ sẽ có hiệu lực sau khi ng mua gửi
tbao chấm dứt hđ cho ng bán, trong đó nếu rõ lượng hàng/ phần hđ ng mua
sẽ từ chối nhận/ mức độ chấm dứt hđ và ngày chấm dứt hđ bắt đầu có hiệu
lực
o Termination for default occurs when the contract names certain de-faults
which allow one side (usually the buyer) to terminate. The Seller shall be
entitiled to receive full payment for all goods and services delivered by the
seller at the date of termination – Thông qua việc/sau khi gửi thông báo bằng
văn bản về vi phạm hđ cho ng bán thì ng mua có thể chấm dứt 1 phần hoặc
toàn bộ nếu `1 trong những tình huống sau đây xảy ra: 1.nếu ng bán k giao
hàng trong tgian quy định của hđ 2. Nếu ng bán k thực hiện bất cứ điều khoản
nào của hđ này hoặc k tiếp tục thực hiện nghĩa vụ hợp đồng và làm ảnh
hưởng đến toàn bộ hợp đồng theo quy định và trong cả 2 th ng bán k có biện
pháp khắc phục trong vòng 10 ngày
Cancellation (hủy hđ) – one-sided decision
- Cancellation occurs when either party puts an end to the contracts for breach
- Not any breach allows cancellation by the other party. Only fundemental/major
breach leads to the contract cancellation
Interest: lợi ích, to the benefit of sb: vì lợi ích của
Rescission
- Rescission occurs when the two parties agree to end a contract. In legal theory, they
enter a new contract to annul? the old contract
Language of the contract
- When the parties agreed on the language of the contratc, making it clear that
translations do not have the same authority as the original version on the contract-
language and no translation is ever perfect
Tài liệu tập huấn, hướng dẫn bảo trì. Trong th có sự sai khác thì bản tiếng anh sẽ đc ưu tiên
áp dụng/ sẽ có hiệu lực ràng buộc
STEP 6: SETTLEMENT OF DISPUTE (tranh chap)
- The principle
 o Most negotiator prefer to take disputes to arbitration before specialist court
rether than litigation before a judge (các bên muốn giải quyết các tranh chấp
qua tố tụng trọng tài hơn là đưa vụ việc ra tòa án)
o To avoid lengthy and expensive proceedings, a well draft contract specifies an
acceptable arbitration procedure
- Litigation: kiện tụng
o Litigation before the court is internationally the least actractive: it is public,
expensive and time-consuming. The results are often legalistic rather than
business-like
 Many contracts foresee a two-step process to dispute resolution
o Amicable settlement (hòa giải) and conciliation
 An amicable settlement calls for the friendly settlement of
disagreements b4 they turn into disputes
 “ the buyer and the seller….”
o Typical procedure for amicable settlement as follows:
 The parties shall agree a date and place for an amicable settlement
meeting
 attending the meeting shall be one executive representing each party
and one lawyer representing each party
 the lawyer shall not be allowed to speak at the meeting
 the meeting shall take place in 3 sessions. In the 1 st session, each party
shall state its position (quan diem) on the subject of the disagreement.
In the second session the parties shall suggest ways of resolving the
disagreement, in the 3rd session the parties shall attempt to resolve the
disagreement
o Conciliator: an alternative non-binding procedure involves using an outsider, a
conciliator trusted by both sides
 The conciliator suggests a fair solution but has no power to enforce his
solution to both…
o Arbitration (to tung trong tai)
 If the 2 sides can not reach agreement between themselves, the
resolution of their dispute requires a forum that is a court of law
unless the parties specify otherwise
 In practice, most contract do specify otherwise calling for arbitration
 The 2 main advantages of arbitration are
 Its tendency to be quicker than ligitation
 The foresee ability of the costs
o Arbitration (trọng tài)
jurisdiction
9. Các bên trong hd chỉ có quyền và nghĩa vụ theo quy định rõ ràng của hđ
Các vđe psinh k có trong hđ sẽ đc quyêt định thông qua tham vấn và thỏa thuận giữa các bên
trong hđ. Hđ này có hiệu lực vào ngày các bên xác nhậ và sẽ tiếp tục có hiệu lực cho đến khi
kết thúc tgian bảo hành hoặc cho đến khi các bên thực hiện xong các nghĩa vụ theo quy định
của hđ
01 điều khoản trọng tài k cản trở các bên yêu cầu các biện pháp tạm thời từ phía tòa án
11. hiệu lực từng phần
Các bên thỏa thuận rằng môii đoạn, câu, dideuf trong điều khoản bán hàng có hiệu lực độc
lập. trong th bất cứ phần nào của hđ bị tuyên bố vô hiệu hoặc k thể thực thi đc thì các điều
khoản còn lại vẫn còn nguyên hiệu lực ở mức độ cao nhất theo luật cho phép
12 Luật áp dụng
Tất cả các vấn đề liên quan tới hiệu lực, diễn giải, áp dụng các điều khoản chung của hđ sẽ
chịu điều chỉnh bởi luật của bang và không chịu điều chỉnh của công ước LHQ về hđ mua bán
hàng hóa qte. Bất chấp quy định trên, tất cả các điều khoản điều kiện liên quan tới rủi ro và
chi phí vận tải sẽ chịu sự điều chỉnh của bộ incoterm 2000. Bất cứ tranh chấp nào lq tới hđ sẽ
đc chuyển lên trọng tài và được quyết định chung thẩm theo quy tắc trọng tài của phòng…
hội đồng trọng tài bao gồm 3 trọng tài viên ,địa điểm. pheien trọng tài sẽ sdung ngôn ngữ
tiếng anh. Qđ trọng tài là chung thẩm và có hiệu lực ràng buộc các bên. Điều khaorn trọng tài
và bất cứ phán quyết nào đc đưa ra theo điều khoản trọng tài này sẽ chịu sự điều chỉnh bởi
công ước của LHQ về công nhận và thực thi phán quyết tọng tài nc ngoài của LHQ ngày..tại…
13 thông báo chấm dứt hợp đồng theo quuy định của điều 2.9. HĐ này sẽ đc soạn thảo bằng
văn bản và có hiệu lực 20 ngày kể từ ngày nhận được thông báo. Trong th chấm dứt hđ, các
bên vẫn phải thực hiện nghĩa vụ hđ cho đến ngày chấm dứt hđ và đc ng mua chấp nhận, cụ
thể ng bán phải các điều khoản là cần thiết để thực hiện bất cứ tranh chấp nào diễn ra.
Survive termination

15, even without consideration: thiếu sự đối ứng

Waiver: việc từ bỏ
18. các điều khoản phụ sau đây có thể thay thế lẫn nhau, xóa nếu k cần thiết
Red: bên bị xử thua sẽ phải chịu toàn bộ chi phí
Chapter 4: Legal framework
13.2 Chấm dứt hợp đồng do có vi phạm
Người Mua có thể chấm dứt một phần hoặc toàn bộ đơn đặt hàng vì lý do người Bán vi
phạm nghĩa vụ thực hiện hợp đồng. Mọi quyết định chấm dứt sẽ không ảnh hưởng tới các
quyền và biện pháp khắc phục mà người Mua được hưởng. Quyết định chấm dứt sẽ có hiệu
lực nếu người Bán không khắc phục vi phạm trong vòng 15 ngày theo lịch sau khi người Mua
gửi yêu cầu chấm dứt hợp đồng bằng văn bản, trừ khi hai bên có thoả thuận khác về kéo dài
giai đoạn khắc phục. Trong trường hợp: (1) không tuân theo luật áp dụng, (2) không tuân
theo quy tắc bảo mật hoặc nghĩa vụ bảo hàng, (3) nhà cung cấp lợi nhuận của chủ nợ, (4)
đơn yêu cầu phá sản đc đệ trình (5) người tiếp nhận được nhà cung cấp chỉ định mất khả
năng thanh toán

CHẤM DỨT HỢP ĐỒNG DO CÓ VI PHẠM (RedMi)

Ng mua có thể chấm dứt đơn hàng toàn bộ hay một phần do nhà cung cấp k thực hiện nghĩa
vụ của mình theo quy định của hợp đồng. Việc ng mua chấp dứt hđ k ảnh hưởng tới bất cứ
quyền lợi nào mà người mua được hưởng. Việc chấm dứt hđ của ng mua sẽ có hiệu lực nếu
ng cung cấp k có biện pháp khắc phục trong vòng 15 ngày liên tiếp gửi thông báo bằng văn
bản trừ khi 2 bên có thỏa thuận khác về thời gian khắc phục của nhà cung cấp. nhà cung cấp
k đc hưởng thời gian ân hạn (khắc phcuj) nếu 1 trong những tình huống sau đây xảy ra
1. Nhà cung cấp k tuân thủ luật áp dụng (điều chỉnh) của hợp đồng
2. Nhà cung cấp k tuân thủ nghĩa vụ bảo mật hoặc bảo hàng
3. Nhà cung cấp chuyển giao tài sản và quyền lợi cho chủ nợ (GAB)
4. Nhà cung cấp nộp đơn xin phá sản hoặc nhà cung cấp bị tuyên bố phá sản
5. Tòa án bổ nhiệm người quản lí tài sản của nhà cung cấp trong TH nhà cung cấp bị phá
sản

14. Công khai thông tin

Tất cả tin tức, thông báo, quảng cáo, công khai thông tin hoặc tất cả những biện pháp tiết lộ
cho bên thứ ba về đơn xác nhận đặt hàng này phải được người mua đồng ý bằng văn bản
theo quyết định riêng của người mua, trừ khi việc tiết lộ là cần thiết để thực hiện nghĩa vụ
nêu trong đơn xác nhận đặt hàng. Ngoài ra, người bán không được sử dụng nhãn hiệu, tên
tuổi, biểu tượng liên quan đến bất cứ yêu cầu mà k có sự chấp thuận bằng văn bản của
người mua theo quyết định của người mua

Mọi thoogn cáo báo chí, tuyên bố công chúng, quảng cáo, và các hoạt động quảng bá và
thông báo liên quan tới đoen hàng này cho bên t3 phải đc chấp nhận trc bằng văn bản từ ng
mua, trừ khi những hoạt động này là cần thiết để ng bán thực hiện nghĩa vụ của mình theo
quy định của đơn hàng và người mua có quyền k cho phép ng bán thực hiện nhwunxg việc
này. Ngoài ra nhà cung cấp k đc sử dụng nhân hiệu, tên, logo, nhân hiệu dịch vụ, tên thương
mại của người mua khi chào hàng, gửi thông báo, quảng cáo và thực hiện các hoạt động
quảng bá khác mà k có sự cho phép của người mua và ng mua có quyền k cho phép nhà cung
cấp thực hiện những hđ này

15. Hiệu lực

Nghĩa vụ của nhà cung cấp theo các điều khoản nêu trong xác nhận đặt hàng liên quan đến

Sau khi hđ này chấm dứt hoặc hết hạn, tất cả các nghĩa vụ của nhà cung cấp theo quy định
của các điều khoản trong hđ này liên quan đến việc sở hữu hàng hóa, bảo mật, quảng bá,
luật điều chỉnh và bồi thường hoặc các nghĩa vụ của nhà cung cấp liên quan đến việc thực
hiện và tuân thủ hợp đồng vẫn còn hiệu lực

17. Luật điều chỉnh và quyền tài phán

Nếu kiện tụng pháp lý xảy ra, nhà cung cấp phải tiếp tục thực hiện nghĩa vụ hợp đồng cho
đến khi có phán quyết chung thẩm. Nếu không có thỏa thuận nào khác được nêu trong xác
nhận đặt hàng, xác nhận đặt hàng này chịu sự điều chỉnh, diễn giải và thực thi theo luật bang
NY (trừ khi xung đột với các quy định của pháp luật). Ngoài ra, tất cả các hoạt động liên quan
tới xác nhận đặt hàng này cần phải được nộp và trình bày (điều trần) trước tòa có thẩm
quyền tài phán tại NY

Trừ khi có quy định khác trong hđ,

VIỆT – ANH (Redmi)

Giai quyet: addressed, resolved, settle
Phan quyet: rulings, award