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K NNG SON THO HP NG TRONG THNG MI 1.

Nhng im chung cn quan tm khi son tho hp ng thng mi a) Son tho D tho hp ng trc khi m phn: Son d tho hp ng (bc 1), m phn, sa i b sung d tho (bc 2), han thin k kt hp ng (bc 3) l mt quy trnh cn thit. Son d tho hp ng gip cho doanh nghip vn bn ha nhng g mnh mun, ng thi d liu nhng g i tc mun trc khi m phn. N ging nh mt bn k hoch cho vic m phn, khi c mt d tho tt coi nh t 50% cng vic m phn v k kt hp ng. Nu b qua bc 1 ch m phn sau mi son tho hp ng th ging nh va xy nh va v thit k, nn thng dn n thiu st, s h trong hp ng, c bit i vi nhng thng v ln. b) Thng tin xc nh t cch ch th ca cc bn: - i vi t chc, doanh nghip: Tn, Tr s, Giy php thnh lp v ngi i din. Cc ni dung trn phi ghi chnh xc theo Quyt nh thnh lp hoc Giy chng nhn ng k kinh doanh hoc Giy php u t ca doanh nghip. Cc bn nn xut trnh, kim tra cc vn bn, thng tin ny trc khi m phn, k kt m bo hp ng k kt ng thm quyn. - i vi c nhn: Tn, s chng minh th v a ch thng tr. Ni dung ny ghi chnh xc theo chng minh th nhn dn hoc h chiu hoc h khu v cng nn kim tra trc khi k kt. c) Tn gi hp ng: Tn gi hp ng thng c s dng theo tn loi hp ng kt hp vi tn hng ha, dch v. d) Cn c k kt hp ng: cc bn thng a ra cc cn c lm c s cho vic thng lng, k kt v thc hin hp ng; c th l vn bn php lut iu chnh, vn bn u quyn, nhu cu v kh nng ca cc bn. Trong mt s trng hp, khi cc bn la chn mt vn bn php lut c th lm cn c k kt hp ng th c xem nh l s la chn lut iu chnh. e) Hiu lc hp ng: Nguyn tc hp ng bng vn bn mc nhin c hiu lc k t thi im bn sau cng k vo hp ng, nu cc bn khng c tha thun hiu lc vo thi im khc; Ngoi

tr mt s loi hp ng ch c hiu lc khi c cng chng, chng thc theo quy nh ca php lut, nh: hp ng mua bn nh, hp ng chuyn nhng d n bt ng sn, hp ng chuyn giao cng ngh Thng thng i vi doanh nghip th ngi i din c xc nh r trong Giy chng nhn ng k kinh doanh hoc Giy php u t. Cng vi ch k ca ngi i din cn phi c ng du (php nhn) ca t chc, doanh nghip . 2. K nng son tho mt s iu khon quan trng ca hp ng thng mi Thng thng mt vn bn hp ng c r rng, d hiu th ngi ta chia cc vn ra thnh cc iu khon hay cc mc, theo s th t t nh n ln. Trong phn ny, tc gi a ra nhng lu , k nng khi son tho mt s vn (iu khon) quan trng thng gp trong hp ng thng mi. a) iu khon nh ngha: iu khon nh ngha c s dng vi mc ch nh ngha (gii thch) cc t, cm t c s dng nhiu ln hoc cn c cch hiu thng nht gia cc bn hoc cc k hiu vit tt. Do vy vic thc hin hp ng c d dng, hn ch pht sinh tranh chp cc bn phi lm r (nh ngha) ngay t khi k kt hp ng ch khng phi i n khi thc hin ri mi cng nhau bn bc, thng nht cch hiu. Mt khc khi c tranh chp, kin tng xy ra th iu khan ny gip cho nhng ngi xt x hiu r nhng ni dung cc bn tha thun v ra phn quyt chnh xc. b) iu khon cng vic: Trong hp ng dch v th iu khon cng vic (dch v) m bn lm dch v phi thc hin l khng th thiu: cch thc thc hin, trnh chuyn mn, kinh nghim ca ngi trc tip thc hin cng vic, kt qu sau khi thc hin dch v. c) iu khon tn hng: Tn hng l ni dung khng th thiu c trong tt c cc hp ng mua bn hng ha. thun li cho vic thc hin hp ng v hn ch tranh chp pht sinh, tn hng cn c xc nh mt cch r rng. Hng ho thng c tn chung v tn ring. V d: hng ho go (tn chung), go t, go np (tn ring). d) iu khon cht lng hng ho: Cht lng hng ho kt hp cng vi tn hng s gip cc bn xc nh c hng ho mt cch r rng, chi tit. Ni chung cht lng sn phm, hng ho c th hin thng

qua cc ch tiu k thut v nhng c trng ca chng. Mun xc nh c cht lng hng ho th tu theo tng loi hng ho c th xc nh, da vo cc ch tiu v c l, cc ch tiu v ho hc hoc cc c tnh khc ca hng ho . e) iu khon s lng (trng lng): th hin mt lng ca hng ho trong hp ng, ni dung cn lm r l: n v tnh, tng s lng hoc phng php xc nh s lng. V d: Trong hp ng mua bn xy dng xc nh s lng cc bn c th la chn mt trong cc cch sau: theo trng lng tnh (kilgam, t, tn), theo mt khi, theo toa xe, toa tu, hay theo khoang thuyn. f) iu khon gi c: Cc bn khi tho thun v gi c cn cp cc ni dung sau: n gi, tng gi tr v ng tin thanh ton. V n gi c th xc nh gi c nh hoc a ra cch xc nh gi (gi di ng). Gi c nh thng p dng vi hp ng mua bn loi hng ho c tnh n nh cao v gi v thi hn giao hng ngn. Gi di ng thng c p dng vi nhng hp ng mua bn loi hng gi nhy cm (d bin ng) v c thc hin trong thi gian di. Trong trng hp ny ngi ta thng quy nh gi s c iu chnh theo gi th trng hoc theo s thay i ca cc yu t tc ng n gi sn phm. g) iu khon thanh ton: Phng thc thanh ton l cch thc m cc bn thc hin ngha v giao, nhn tin khi mua bn hng ho. Cn c vo c im ring ca hp ng, mi quan h, cc iu kin khc m cc bn c th la chn mt trong ba phng thc thanh ton sau y cho ph hp: Phng thc thanh ton trc tip: khi thc hin phng thc ny cc bn trc tip thanh ton vi nhau, c th dng tin mt, sc hoc hi phiu. Cc bn c th trc tip giao nhn hoc thng qua dch v chuyn tin ca Bu in hoc Ngn hng. Phng thc ny thng c s dng khi cc bn c quan h bun bn lu di v tin tng ln nhau, vi nhng hp ng c gi tr khng ln. Phng thc nh thu v tn dng chng t (L/C) l hai phng thc c p dng ph bin i vi vic mua bn hng ho quc t, thc hin phng thc ny rt thun tin cho c bn mua v bn bn trong vic thanh ton, c bit l m bo c cho bn mua ly c tin khi giao hng. V th tc c th th Ngn hng s c trch nhim gii thch v hng dn cc bn khi la chn phng thc thanh ton ny.

h) iu khon pht vi phm: Pht vi phm l mt loi ch ti do cc bn t la chn, n c ngha nh mt bin php trng pht, rn e, phng nga vi phm hp ng, nhm nng cao thc tn trng hp ng ca cc bn. Khi tho thun cc bn cn da trn mi quan h, tin tng ln nhau m quy nh hoc khng quy nh v vn pht vi phm. Mc pht th do cc bn tho thun, c th n nh mt s tin pht c th hoc a ra cch thc tnh tin pht linh ng theo % gi tr phn hp ng vi phm.. j) iu khon bt kh khng: Bt kh khng l s kin php l ny sinh ngoi mun ch quan ca cc bn, nh hng trc tip n vic thc hin hp ng k. Trn thc t, nu khng tho thun r v bt kh khng th rt d b bn vi phm li dng bt kh khng thoi thc trch nhim dn n thit hi cho bn b vi phm. Trong iu khon ny cc bn cn phi nh ngha v bt kh khng v quy nh ngha v ca bn gp s kin bt kh khng. V d: iu khon bt kh khng: - S kin bt kh khng l s kin xy ra mt cch khch quan khng th lng trc c v khng th khc phc c mc d p dng mi bin php cn thit v kh nng cho php; - Bn gp s kin bt kh khng phi thng bo ngay cho bn kia bit v phi cung cp chng c chng minh s kin bt kh khng l nguyn nhn trc tip dn ti vic vi phm hp ng. k) iu khon gii quyt tranh chp: Tm li: Ni dung ca hp ng hon ton do cc bn tho thun v quyt nh cho ph hp vi nhng iu kin hon cnh, loi hng ho, dch v c th; tuy nhin, nhng tho thun phi khng vi phm cc iu cm ca php lut. Hp ng bng vn bn l mt hnh thc k kt hp ng quan trng, thm ch bt buc trong hot ng thng mi nh: hp ng mua bn hng ho quc t, hp ng mua bn nh. c mt vn bn hp ng r rng, cht ch, d c, d hiu, d thc hin, m bo c quyn li cho cc bn, hn ch tranh chp v gim thiu r ro trong thng mi. i hi cc bn phi thn trng, hiu bit php lut v c k nng, kinh nghim thc t trong vic son tho, m phn k kt hp ng thng mi.

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