HP NG XUT NHP KHU V mt s vn lin quan

Lut thng mi 2
GVHD: Phm Duy Ngha Nhm thc hin: 1. Lng Th Thy Linh 2. Phan Th Huyn Trang 3. Th Qunh 4. on Vn Trung Chu 5. Nguyn Ngc Kim Chi

MC LC A.Nhng vn chung...................................................................................................................3 I.Khi nim......................................................................................................................................3 II.Phn loi hp ng mua bn ngoi thng..................................................................................3 III.Mt s im cn lu khi son tho, k kt hp ng ngoi thng........................................4 IV.C cu mt vn bn hp ng....................................................................................................4 B.Ni dung cc iu khon ca mt hp ng ngoi thng..........................................................5 I.iu kin v tn hng (Commodity).............................................................................................5 II.iu kin v phm cht (Quality)................................................................................................6 III.iu kin v s lng (Quantity)...............................................................................................7 IV.iu khon giao hng (Shipment/ Delivery)..............................................................................8 VI.Thanh ton (settlement payment).............................................................................................11 VII. Bao b v nhn hiu (Packing and Marking)..........................................................................12 VIII. Bo hnh (Warranty).............................................................................................................13 IX. Pht v bi thng thit hi (Penalty).....................................................................................15 X. Bo him (Insurace)..................................................................................................................15 XI.Bt kh khng (Force majeure).................................................................................................16 XIII. Trng ti (Arbitration)..........................................................................................................16

A - NHNG VN CHUNG I. KHI NIM 1. Hp ng ngoi thng hay cn gi l hp ng xut nhp khu, v bn cht l mt hp ng mua bn quc t, l s tha thun gia cc bn mua bn cc nc khc nhau trong quy nh bn bn phi cung cp hng ha, chuyn giao cc chng t c lin quan n hng ha v quyn s hu hng ha, bn mua phi thanh ton tin hng v nhn hng. Theo iu 1 Cng c Lahaye 1964 v iu 1 Cng c vin 1980 v hp ng mua bn hng ha quc t , hp ng ngoi thng c ba c im : - c im 1: (c im quan trng nht) ch th ca hp ng, ngi mua, ngi bn c c s kinh doanh ng k ti hai quc gia khc nhau. Lu : quc tch khng phi l yu t phn bit: d ngi mua v ngi bn c quc tch khc nhau nhng nu vic mua bn c thc hin trn lnh th ca cng mt quc gia th hp ng mua bn cng khng mang tnh cht quc t. - c im 2: ng tin thanh ton c th l ngoi t i vi mt trong hai bn hoc c hai bn. - c im 3: Hng ha - i tng mua bn ca hp ng c chuyn ra khi t nc ngi bn trong qu trnh thc hin hp ng. 2. Vn bn hp ng l vn bn c gi tr php l bt buc cc bn phi c trch nhim thc hin cc iu khon m cc bn tha thun v k kt trong hp ng. Nhng vn bn ny phi c hnh thnh trn c s tha thun mt cch bnh ng v t nguyn gia cc bn. 3. Ch th hp ng l nhng i tc cam kt thc hin nhng ngha v, tr&ch nhim v quyn li theo nhng iu kin ca hp ng. Hp ng c th k gia: - Php nhn vi php nhn - Php nhn vi c nhn c ng k kinh doanh theo quy nh ca php lut. II. PHN LOI HP NG MUA BN NGOI THNG 1. Xt v thi gian thc hin hp ng c hai loi - Hp ng ngn hn - Hp ng di hn a- Hp ng ngn hn thng c k kt trong mt thi gian tng i ngn v sau khi hai bn hon thnh ngha v ca mnh th quan h php l gia hai bn v hp ng cng kt thc. b- Hp ng di hn c thi gian thc hin lu di v trong thi gian vic giao hng c tin hnh lm nhiu ln. 2. Xt v ni dung quan h kinh doanh trong hp ng ngoi thng, ngi ta chia ra lm 4 loi hp ng - Hp ng xut nhp khu - Hp ng tm nhp - ti xut - Hp ng tm xut - ti nhp - Hp ng gia cng

- Hp ng chuyn giao cng ngh, .v.v.. 3. Xt v hnh thc hp ng, c cc loi sau - Hnh thc vn bn. - Hnh thc ming. - Hnh thc mc nhin. So vi cc hnh thc khc th hp ng di dng vn bn c nhiu u im hn c: an ton hn, ton din hn, r rng hn, d kim tra hn. V vy, nc ta hnh thc vn bn ca hp ng l bt buc i vi tt c cc n v xut nhp khu trong quan h vi nc ngoi. III. MT S IM CN LU KHI SON THO, K KT HP NG NGOI THNG - Cn c s thng nht vi nhau tt c cc iu khon cn thit trc khi k kt, bi khi hp ng k ri th vic thay i mt iu khon no s rt kh khn v bt li cho bn yu cu b sung hoc thay i. - Hp ng nn cp n mi vn , trnh vic phi p dng tp qun gii quyt nhng im hai bn khng cp n. - Trong hp ng khng c c nhng iu khon tri vi lut l hin hnh nc ngi bn hoc nc ngi mua v lut la chn. - Hp ng cn c trnh by r rng, sng sa, cch trnh by phi phn nh c ni dung tha thun, trnh nhng t ng mp m, c th suy lun ra nhiu cch. - Vn bn hp ng thng do mt bn son tho. Trc khi k kt bn kia phi xem xt k lng, cn thn i chiu vi nhng tha thun t c trong m phn, trnh vic i phng c th thm vo hp ng mt cch kho lo nhng im cha c tha thun hoc b qua khng ghi vo hp ng nhng iu c thng nht. - Ngi ng ra k kt hp ng phi l ngi c thm quyn k kt. - Ngn ng thng dng xy dng hp ng l th ngn ng m hai bn cng thng tho. IV. C CU CA MT VN BN HP NG 1. C cu chung ca mt vn bn hp ng kinh t a- Phn m u, gm: - Tiu hp ng : thng l Contract , Sales Contract, tuy nhin cng c tn gi khc nh Sale Confirmation , - S v k hiu hp ng : thng do bn lp hp ng cho, v d : hp ng nhp khu do bn Tng cng ty Bn Thnh ( Sunimex) lp v k kt nhn hng t nc ngoi trong nm 1999 thng c s v k hiu nh (s) /SUIM -99 - Thi gian, a im k hp ng : chnh l ngy hp ng c ch k ca hai bn v c cho s, k hiu y . b- Nhng thng tin v ch th hp ng: - Tn n v : nu c tn y v tn vit tt (nu c) - a ch n v : - Cc s my Fax, telex, phone, a ch email, website (nu c)

c- Phn ni dung ca vn bn hp ng kinh t, ( thng thng c th bao gm 14 iu khon ) thng gm 3 cm iu khon: - Nhng iu khon ch yu. - Nhng iu khon thng l. - Nhng iu khon ty nghi. d- Phn k kt hp ng. 2. C cu ca mt vn bn hp ng ngoi thng Contract No ... Date .... Between : Name : ... Address : ... Tel : ... Fax : ... Email address: ... Represented by Mr ...... Hereinafter called as the SELLER And : Name : ... Address : ... Tel : ... Fax : ... Email address: ... Represented by Mr ...... Hereinafter called as the BUYER. The SELLER has agreed to sell and the BUYER has agreed to buy the commodity under the terms and conditions provided in this contract as follows: Art. 1 : Commodity : phn m t hng ha Art. 2 : Quality : phn m t cht lng hng ha Art. 3 : Quanlity : s lng hoc trng lng ca hng ha ty theo n v tnh ton. Art. 4 : Packing and marking : qui cch ng gi bao b v ghi nhn hiu hng ha Art. 5 : Price : ghi r n gi theo iu kin thng mi la chn v tng s tin thanh ton trong hp ng. Art. 6 : Shipment : thi hn v a im giao hng, cn ghi r vic giao hng tng phn v chuyn ti hng ha c php hay khng. Art. 7 : Payment : phng thc thanh ton quc t la chn. Art. 8 : Warranty : nu ni dung bo hnh hng ha(nu c) Art. 9 : Penalty : nhng qui nh v pht v bi thng trong trng hp c 1 bn vi phm hp ng. Art. 10 : Insurance : bo him hng ha do bn no mua v mua theo iu kin no? Ni khiu ni i bi thng bo him. Art. 11 : Force majeure : cn c gi l Acts of God, trong nu cc s kin c xem l bt kh khng khng th thc hin c trong hp ng c.

Art. 12 : Claim : nu cc quy nh cn thc hin trong mt bn hp ng mun khiu ni ngi kia. Art. 13 : Arbitration : qui nh lut v ai l ngi ng ra phn x trong trng hp hp ng b vi phm. Art. 14 : Other terms and conditions : ghi nhng quy nh khc ngoi nhng iu khon k trn. For the BUYER For the SELLER Lu : cc iu khon t 1 n 6 khng th thiu i vi mt hp ng ngoi thng hp php theo quy nh ca Lut thng mi. Ni dung c bn ca hp ng l nhng iu kin mua bn m cc bn tha thun. thng tho hp ng c tt, cn nm vng cc iu kin thng mi quc t, ch mt s m h hoc thiu chnh xc no trong vic vn dng iu kin thng mi l c th c hi i vi cc bn k hp ng, dn n nhng v tranh chp, kin tng lm tng thm chi ph trong kinh doanh. B - NI DUNG CC IU KHON CA MT HP NG NGOI THNG I. IU KIN V TN HNG (COMMODITY) Nhm mc ch cc bn xc nh c loi hng cn mua bn, do phi din t tht chnh xc. lm vic ngi ta dng cc cch ghi sau: - Ghi tn hng bao gm tn thng thng, tn thng mi, tn khoa hc (p dng cho cc loi ha cht, ging cy). - Ghi tn hng km tn a phng sn xut ra n, nu ni nh hng n cht lng sn phm. V d: nc mm Ph Quc. - Ghi tn hng km vi qui cch chnh ca hng . Vd : xe ti 25 tn, xe Toyota 12 ch ngi, - Ghi tn hng km vi tn nh sn xut ra n. Hnh thc ny p dng vi nhng sn phm ni ting ca nhng hng c uy tn. Vd: bia Heiniken, giy Adidas - Ghi tn hng km vi cng dng ca hng. Theo cch ny ngi ta ghi thm cng dng ch yu ca sn phm, theo tp qun nu hp ng ghi km theo cng dng th ngi bn phi giao hng p ng c cng dng mc d gi c n cao. Vd : xe Toyota nng hng, xe my Honda 50 phn khi sn xut ti Nht Bn i 92 Lu : Vit Nam nhiu doanh nghip thng m t iu khon ny trong hp ng mt cch s si vi nhiu l do nh v km hiu bit hoc v c li dng ch s h ca biu thu trn thu. Hu qu l nhiu thng v khi xut khu b bn bn hng giao khng ng yu cu ca mnh. II. IU KIN V PHM CHT (QUALITY) "Phm cht" l iu khon ni ln mt "cht" ca hng ha mua bn nh tnh nng, tc dng, cng sut, hiu sut . . . ca hng ha . Xc nh c th phm cht ca sn phm, l c s xc nh gi c. Do vy: xc nh iu kin phm cht tt, dn n xc nh gi c tt, ng, v mua c hng ha ng yu cu ca mnh. C nhiu phng php xc nh phm cht hng ha, di y l mt s phng php ch yu: 1. Xc nh phm cht da vo mu hng

L phng php nh gi phm cht ca l hng da vo phm cht ca mt s t hng ha ly ra lm i din cho l hng . Phng php ny c nhc im l tnh chnh xc khng cao nn ch p dng cho hng ha cha c tiu chun hoc kh xc nh tiu chun. Cch thc tin hnh: ngi bn giao mu cho ngi mua kim tra, nu ngi mua ng th ngi bn lp ba mu: mt mu giao cho ngi mua, mt cho trung gian, mt ngi bn gi i chiu, gii quyt tranh chp (nu c) sau ny. Cng c th mu do ngi mua a cho ngi bn, trn c s ngi bn sn xut mt mu i v k kt hp ng s da trn mu i v c kh nng mu i khc xa vi mu do ngi mua a. Lu : - Mu thng thng khng tnh tin, ch tnh trong trng hp gi tr mu qu cao hoc s lng mu qu ln. - Lm cho hp ng v mu gn vi nhau: + Trn mu ghi: Mu thuc hp ng s . . . v ngc li trn hp ng ghi mu theo mu s . . . c giao bn mua hoc do ngi bn gi ngy ... Mu l mt ph kin khng tch ri ca hp ng. + Trn hp ng ngi ta quy nh: - Tng ng vi mu hng (correspond to sample) - Tng t nh mu (according to sample) - Thi gian gi mu: mu c gi k t khi m phn k hp ng cho n khi ht hn khiu ni v phm cht th c th hy mu (nu khng tranh chp). Cn nu c tranh chp, th ch hy khi tranh chp c gii quyt xong. 2. Xc nh phm cht da vo tiu chun i vi nhng sn phm c tiu chun th da vo tiu chun xc nh phm cht ca sn phm. Lu : - Trc khi a vo hp ng cn hiu r v ni dung ca tiu chun (tiu chun c th do nh nc, ngnh hoc c quan sn xut ban hnh nn phi ghi r ngi, ni, nm ban hnh tiu chun). - C th sa i mt s ch tiu trong tiu chun nu cn thit. - theo tiu chun no th cn ghi r khng nn mp m. 3. Phng php xc nh phm cht da vo nhn hiu hng ha Nhn hiu l nhng k hiu, hnh ch . . . phn bit hng ha ca ni sn xut ny vi ni sn xut khc. Lu : Ch mua nhng sn phm c ng k nhn hiu th mi c ni bo v hng ha v sn phm mi c m bo v phm cht. Do vy khi mua hng ha cn phi bit: - Nhn hiu ng k cha ? - c ng k th trng no ? Hng sn xut c ng k ti th trng mua sn phm cha?

- Cn ghi nm sn xut, t sn xut ca sn phm v nhng sn phm c sn xut nhng thi im khc nhau c th c cht lng khc nhau nn gi c cng khc nhau. - Cn ch n nhng nhn hiu tng t. V d: cng nhn hiu Honda nhng xe c lp rp ti cc nc khc nhau th cht lng xe cha chc ging nhau. 4. Xc nh phm cht da vo ti liu k thut y l phng php p dng cho thit b my mc, phng tin vn ti i km vi hp ng thng l cc ph kin hp ng nh : bng thuyt minh, hng dn vn hnh, lp rp, catalog . . . Phi bin cc ti liu k thut thnh mt ph kin ca hp ng tc gn n vi hp ng. 5. Xc nh phm cht da vo hm lng ca mt cht no trong sn phm Chia lm hai loi hm lng ca cht trong hng ha: - Hm lng cht c ch: qui nh hm lng (%)min. - Hm lng cht khng c ch: qui nh hm lng (%)max. 6. Da vo xem hng trc Nu p dng phng php ny th ty hp ng k nhng phi c ngi mua xem hng ha v ng , lc hp ng mi c hiu lc. Nu ngi mua khng n xem trong thi gian qui nh th qu thi gian coi nh ng . III. IU KIN V S LNG (QUANTITY) Nhm ni ln mt "lng" ca hng ha c giao dch, iu khon ny bao gm cc vn v n v tnh s lng (hoc trng lng) ca hng ha, phng php qui nh s lng v phng php xc nh trng lng. 1. n v tnh s lng y cn lu v h thng o lng, v bn cnh h mt, nhiu nc cn s dng h thng o lng khc. V d: H thng o lng ca Anh, M . . . do trnh hiu lm nn thng nht dng h mt hoc qui nh lng tng ng ca chng tnh bng mt. Mt s n v o lng thng dng: 1 tn (T) = 1 Mectric Ton (MT) = 1.000 kg 1 tn = 2.204,6 pound (Lb) 1 pound (Lb) = 0,454 kg 1 gallon (du m) Anh = 4,546 lt 1 gallon (du m) M = 3,785 lt 1 thng (barrel) du m = 159 lt 1 thng (Bushel) ng cc = 36 lt 1 ounce = lng = 28,35 gram 1 troy ounce = 31,1 gram 1 Inch = 2,54 cm (1m = 39,37 inch) 1 foot = 12 inches = 0,3048 m: (1m = 3,281 ft.)

1 mile = 1,609 km. 1 yard = 0,9144m ; (1m = 1,0936 yard) 2. Phng php quy nh s lng Trong cc hp ng ngoi thng, ngi ta s dng hai phng php qui nh s lng hng ha a. Phng php qui nh dt khot s lng: V d: 1.000 ci my ko; 10.000 xe my Thng dng trong bun bn hng cng nghip, hng bch ha. b. Phng php qui nh phng chng: V d: Khong 1.000.000 tn than, xp x 5.000 tn qung thic. Phng php ny thng c dng khi mua bn hng ha c khi lng ln nh: phn bn, qung, ng cc ... Cc t s dng: - Khong (about) - Xp x (Approximately) - Trn di (More or less) - T ... n ... (From . . . to . . .) * V d: 1.000 MT more or less 5%. Hoc from 950 MT to 1.050 MT about 1.000 MT. Lu : Khi dng about hoc approximately th trong phng thc thanh ton bng L/C thng dung sai cho php l 10%. 3. Phng php qui nh trng lng - Trng lng c b (Gross weight): trng lng ca bn thn hng ha cng trng lng mi th bao b Gross weight = Net weight + tare - Trng lng tnh (Net Weight) ch tnh trng lng ca bn thn hng ha - Trng lng thng mi (Commercial weight) l trng lng ca hng ha c m tiu chun. Qui i trng lng thc t ca hng ha sang trng lng thng mi nh cng thc: GTM = Gtt x (100 + Wtc) / (100 + Wtt) Trong : GTM - trng lng thng mi ca hng ha; Gtt - Trng lng thc t ca hng ha Wtc - m tiu chun ca hng ha (tnh bng %) Wtt - m thc t ca hng ha (tnh bng %) IV. IU KHON GIAO HNG (SHIPMENT/ DELIVERY) Ni dung c bn ca iu khon giao hng l s xc nh thi hn, a im giao hng, phng thc giao hng v thng bo giao hng.

1. Thi gian giao hng L thi hn m ngi bn phi hon thnh ngha v giao hng. Trong bun bn quc t, c 3 kiu qui nh thi hn giao hng a) Thi hn giao hng c nh k: Xc nh thi hn giao hng: - Hoc vo mt ngy c nh: v d: shipment date : 30 November 2009 . Cch xc nh nh vy thng gy kh khn cho bn bn v l do chun b hng, chun b iu kin vn tikhng th giao ng ngy quy nh. - Hoc mt ngy c coi l ngy cui cng ca thi hn giao hng: khng chm qu ngy 31/12/1996. - Hoc bng mt khong thi gian: shipment date in july 2009 - Hoc bng mt khong thi gian nht nh ty theo s la chn ca ngi mua. V d : Shipment should be effected from 02 October 2009 to 15 December, hoc shipment should be effected from June 2009 to December 2009 at Buyers option hoc not later than June 2009 hoc before September 2009. Hai cch cui thng c p dng tnh thi gian gian giao hng trong hp ng ngoi thng. b) Thi hn giao hng khng nh k: y l qui nh chung chung, t c dng. Theo cch ny c th tha thun nh sau: - Giao hng cho chuyn tu u tin (Shipment by first available steamer). - Giao hng khi no c khoang tu (Subject to shipping space available). - Giao hng khi nhn c L/C (Subject to the openning of L/C) - Giao hng khi no nhn c giy php xut khu (Subject to export licence). c) Thi hn giao hng ngay: - Giao nhanh (prompt) - Giao ngay lp tc (Immediately). - Giao cng sm cng tt (as soon as possible) 2. a im giao hng Cc phng php qui nh a im giao hng trong bun bn quc t. - Qui nh r cng (ga) giao hng , cng (ga) n v cng (ga) thng qua. - Qui nh mt cng (ga) v nhiu cng (ga). 3. Phng thc giao hng Quy nh vic giao nhn c tin hnh mt ni no l giao nhn s b hoc l giao nhn cui cng. - Giao nhn s b: bc u xem xt hng ha xc nh s ph hp v s lng, cht lng hng so vi hp ng. Thng c tin hnh ngay a im sn xut hng ha hoc ni gi hng. Trong giao nhn s b, nu c iu g th ngi mua yu cu khc phc ngay. - Giao nhn cui cng : xc nhn vic ngi bn hon thnh ngha v giao hng. Quy nh vic giao nhn v s lng v cht lng.

- Giao nhn v s lng - Xc nh s lng thc t hng ha c giao, bng cc phng php cn, o, ong, m. - Giao nhn v cht lng l vic kim tra hng ha v tnh nng, cng dng, hiu sut, kch thc, hnh dng ... - Tin hnh bng phng php cm quan hoc phng php phn tch - C th tin hnh kim tra trn ton b hng ha hoc ch kim tra in hnh. 4. Thng bo giao hng Ty iu kin c s giao hng qui nh, nhng trong hp ng ngi ta vn quy nh r thm v ln thng bo giao hng v nhng ni dung cn c thng bo. - Thng thng trc khi giao hng ngi bn thng bo: hng sn sng giao hoc ngy em hng ra cng giao. Ngi mua thng bo cho ngi bn nhng iu cn thit gi hng hoc v chi tit ca tu n nhn hng. - Sau khi giao hng ngi bn phi thng bo tnh hnh hng giao, kt qu giao hng. Ni dung thng bo do mc ch ca chng quyt nh. 5. Mt s qui nh khc v vic giao hng Ngoi nhng vn nu trn, trong iu kin giao dch, cn c vo nhu cu ca bn mua, kh nng c th thng bo ca bn bn v cn c vo c im ca hng ha, ngi ta cn quy nh thm nhng iu kin c bit nh : - i vi hng ha c khi lng ln c th qui nh: cho php giao tng t partial shipment allowed:, hoc giao mt ln total shipment. - Nu dc ng cn thay i phng tin vn chuyn, c th qui nh: cho php chuyn ti transhipment allowed. - Nu hng ha c th n trc giy t, th qui nh "vn n n chm c chp nhn" Stale bill of lading acceptable. V. GI C (PRICE) Trong iu kin ny cn xc nh: n v tin t ca gi c, mc gi, phng php qui nh gi c, gim gi, iu kin c s giao hng tng ng. 1. Tiu chun tin t gi c Gi c ca 1 hng ha l biu hin bng tin ca gi tr hng ha . Nn khi ghi gi bao gi ngi ta cng phi xc nh tin t biu th gi . ng tin ghi gi c th l ng tin ca nc ngi bn hoc nc ngi mua, cng c th ca nc th ba. 2. Xc nh mc gi Gi c trong cc hp ng ngoi thng l gi quc t. 3. Phng php qui nh gi Thng dng cc phng php sau: a) Gi c nh: (fixed) gi c khng nh lc k kt hp ng v khng thay i trong qu trnh thc hin hp ng. Loi ny thng p dng trong mua bn nng sn, hng bch ha c thi gian thc hin hp ng ngn.

Ch : khi nh gi theo kiu ny, ngi mua v ngi bn nn nghin cu xu hng bin ng gi c th gii, nu khng s d b thua l nng trong thc hin hp ng. V d : trong sut nm 2002 gi c ph xut khu ch dng mc USD800/MT, cho nn cui nm bn hng v mua vi gi USD1000/MT, nhiu doanh nghip k hp ng xut ht cho c nm 2003. n gia nm 2003 gi c ph trn th trng th gii tng ti USD1500/MT ko theo gi thu mua tng 32.000/kg, gy thit hi rt ln cho doanh nghip k hp ng xut c ph vi gi c nh l USD1000/MT. b) Gi qui nh sau: c xc nh sau khi k hp ng hoc bng cch m phn, tha thun trong mt thi gian no , hoc bng cch da vo gi th gii mt ngy no trc hay trong khi giao hng. c) Gi c th xt li: (rivesable price), gi c xc nh trong lc k hp ng, nhng c th c xem xt li nu sau ny, vo lc giao hng, gi th trng ca hng ha c s bin ng vi mt mc nht nh. d) Gi di ng: (sliding scale price): l gi c c tnh ton dt khot vo lc thc hin hp ng trn c s gi c qui nh ban u, c cp ti nhng bin ng v chi ph sn xut trong thi k thc hin hp ng. Gi di ng thng c vn dng trong cc giao dch cho nhng mt hng c thi hn ch to lu di nh thit b ton b tu bin, cc thit b ln trong cng nghip . . . Trong trng hp ny, khi k kt hp ng ngi ta quy nh mt gi ban u (basis price) v qui nh c cu ca gi ng thi qui nh phng php tnh ton gi di ng s vn dng. 4. Gim gi (discount) Trong thc t mua bn hin nay, ngi ta s dng rt nhiu loi gim gi (khong 20 loi gim gi) a) Xt v nguyn nhn gim gi, c cc loi: - Gim gi do mua vi s lng ln. - Gim gi thi v. b) Nu xt v cch tnh ton cc loi gim gi, c cc loi: - Gim gi n: Thng c biu th bng mt mc % nht nh so vi s hng. - Gim gi ly tin: L loi gim gi c mc tng dn theo s lng hng c mua bn trong mt t giao dch nht nh - Gim gi tng thng: (bonus) l loi gim gi m ngi bn thng cho ngi mua thng xuyn, nu trong mt thi hn nht nh (v d: 6 thng, 1 nm) tng s tin mua hng t ti mt mc nht nh. 5. iu kin c s giao hng tng ng Trong vic xc nh gi c, ngi ta lun nh r iu kin c s giao hng c lin quan n gi c . V vy, trong cc hp ng mua bn, mc gi bao gi cng c ghi bn cnh mt iu kin c s giao hng nht nh. V d: Hp ng mua bn go c th ghi gi: Unit price: USD 222/ MT FOB (Incoterms 2000) Saigon port, Hochiminh city, Viet Nam. Total amount: 2.220.000 USD. VI. THANH TON (settlement payment)

Trong mc ny ca hp ng qui nh ng tin thanh ton, thi hn tr tin, hnh thc tr tin, cc chng t lm cn c tr tin. 1. ng tin thanh ton (currency of payment) Vic thanh ton tin hng c tin hnh bng ng tin ca nc xut khu, ca nc nhp khu hoc mt nc th ba. i khi trong hp ng cn cho quyn ngi nhp khu c thanh ton bng cc ngoi t khc nhau ty theo s la chn ca mnh. ng tin dng trong thanh ton hng ha c gi l ng tin thanh ton. ng tin thanh ton c th trng hp hoc khng trng hp vi ng tin ghi gi. Nu khng trng hp th phi qui nh t gi quy i. 2. Thi hn thanh ton (time of payment) C th tr ngay, tr trc hay tr sau: - Tr ngay: Trong bun bn quc t: "tr ngay" c tnh cht quy c. l vic tr tin c thc hin trong thi gian hp l cho php ngi mua xem xt chng t giao hng. - Tr trc: l vic ngi mua cung cp tn dng cho ngi bn di hnh thc tin hoc ng trc hin vt (my mc, nguyn vt liu .v.v..). Tr trc cng cn c ngha l ngi mua t cc hoc cam kt thc hin hp ng. - Tr sau: l vic ngi bn cung cp tn dng cho ngi mua Ngi ta c th p dng kt hp vic tr ngay, tr trc v tr sau trong mt hp ng. 3. Hnh thc thanh ton C nhiu phng thc thanh ton khc nhau L/C, Clean collection, D/A, D/P, T/T, M/T, CAD, Tin mt, cheque ... mi phng thc c nhng u nhc im khc nhau. Cn nghin cu k chn phng thc thanh ton thch hp. 4. B chng t thanh ton B chng t thanh ton gm: phng tin thanh ton (thng gi l hi phiu) v cc chng t gi hng (Shipping documents), c th gm: - Hi phiu thng mi - Vn n ng bin sch - n hoc giy chng nhn bo him (nu bn CIF) - Ha n thng mi - Giy chng nhn phm cht hng ha - Giy chng nhn trng/ khi lng. - Giy chng nhn xut x hng ha - Gy chng nhn ng gi bao b - Giy kim dch ng vt (nu hng bn phi kim dch). VII. BAO B V K M HIU (Packing and Marking) 1. Bao b

Trong iu khon ny cc bn giao dch thng tha thun vi nhau v: - Yu cu cht lng bao b - Phng thc cung cp bao b - Gi c bao b a) Phng php qui nh cht lng bao b: Qui nh chung: Cht lng bao b ph hp vi mt phng tin vn ti no . V d: Bao b ph hp vi vn chuyn ng st Bao b ph hp vi vn chuyn ng bin Bao b ph hp vi vn chuyn ng hng khng. Phng php ny c nhc im l c th dn n tranh chp v hai bn khng hiu ging nhau. Qui nh c th: - Yu cu vt liu lm bao b - Yu cu v hnh thc ca bao b: Hp (case), bao (bales), thng (drums), cun (rolls), bao ti (gunng bags) ... - Yu cu v kch thc bao b - Yu cu v s lp bao b v cch thc cu to ca mi lp - Yu cu v ai np bao b . . . b) Phng php cung cp bao b: - Phng php ph bin nht: bn bn cung cp bao b cng vi vic giao hng cho bn mua. - Bn bn ng trc bao b ng gi hng ha, nhng sau khi nhn hng bn mua phi tr li bao b. Phng php ny dng vi cc loi bao b c gi tr cao. - Bn mua gi bao b n trc ng gi: Phng php ny p dng khi bao b khan him v th trng thuc v ngi bn. c) Phng php xc nh gi c bao b: - c tnh vo gi hng (Packing charges included). - Bao b tnh ring. - Tnh theo lng chi thc t hoc tnh theo phn trm so vi gi hng. 2. K m hiu L nhng k hiu bng ch hoc hnh v dng hng dn trong giao nhn, vn chuyn, bo qun hng ha. Yu cu ca m k hiu: - c vit bng sn hoc mc khng phai, khng nhe - Phi d c, d thy. - C kch thc ln hoc bng 2cm - Khng lm nh hng n phm cht hng ha

- Phi dng mu en hoc mu tm vi hng ha thng thng, mu vi hng ha nguy him, mu cam vi hng ha c hi. B mt vit k m hiu phi bo nhn. - Phi c vit theo th t nht nh. - K hiu m hiu phi c k t nht trn hai mt gip nhau. VIII. BO HNH (Warranty) Trong iu khon ny, cn phi th hin c hai yu t: - Thi gian bo hnh: cn phi qui nh ht sc r rng. - Ni dung bo hnh: ngi bn hng cam kt trong thi hn bo hnh hng ha s bo m cc tiu chun cht lng, c im k thut, ph hp vi qui nh ca hp ng, vi iu kin ngi mua phi nghim chnh thi hnh s hng dn ca ngi bn v s dng v bo dng. Nu trong giai on , ngi mua pht hin thy khuyt tt ca hng ha, th ngi bn phi sa cha min ph hoc giao hng thay th. IX. PHT V BI THNG THIT HI (Penalty) iu khon ny qui nh nhng bin php khi hp ng khng c thc hin (ton b hay mt phn). iu khon ny cng lc nhm hai mc tiu: - Ngn nga i phng c nh khng thc hin hay thc hin khng tt hp ng. - Xc nh s tin phi tr nhm bi thng thit hi gy ra. Cc trng hp pht: + Pht chm giao hng: V d: Nu Ngi bn giao hng chm th cc khon pht s p dng nh sau: tun u chm giao, khng tnh pht. Tun th hai n tun th nm pht 1% tun giao chm; t tun th su: 2 % tun, nhng tng s tin pht giao chm khng qu 10% tng gi tr hng giao chm. Mt v d khc: "Trng hp hng giao chm qu 30 ngy, hp ng ny c hy b hon ton hp php, bn bn s phi tr cho bn mua tin bi thng thit hi l 5% tng gi tr hp ng. + Pht giao hng khng ph hp v s lng v cht lng: Cc bin php gii quyt: - Hy ngay n hng, khng thanh ton tin bi thng. - Yu cu thay th ngay l hng b t chi. - Yu cu nh cung cp khc thay th l hng, chi ph do nh cung cp vi phm chu. Cc bin php trn p dng km theo t l tin pht + Pht do chm thanh ton: - Pht 1 t l phn trm ca s tin n thi hn thanh ton, tnh theo thi hn chm thanh ton. V d: 1% ca s tin chm thanh ton/ thng. - Phn b li sut chm thanh ton, thng vn dng t l chit khu chnh thc hay li sut hp php c cng b hay li sut n qu hn ca cc ngn hng, c lc cn cng thm vi %. V d: "Trng hp chm thanh ton, k t ngy n hn, s tin cha tr c tnh li. Li sut tnh theo li sut n qu hn ca cc ngn hng cng thm 2%. X. BO HIM (Insurace)

Trong iu khon ny cn tha thun ai l ngi mua bo him v iu kin bo him cn mua. XI.BT KH KHNG (Force majeure) Bt kh khng l s kin khi xy ra lm cho hp ng tr thnh khng th thc hin c, m khng ai b coi l chu trch nhim. Cc s kin bt kh khng mang 3 c im sau: - Khng th lng trc c - Khng th vt qua - Xy ra t bn ngoi. Tuy nhin, vn c th quy nh trong hp ng coi l bt kh khng cc s kin m bnh thng ra th khng c 3 c im trn, v d: nh cng, hng my, mt in, chm c cung cp vt t . . . Cng c th quy nh thm rng: cc s kin ch tm ngng vic thc hin hp ng ch khng lm hp ng mt hiu lc. XII. KHIU NI (Claim) Khiu ni l cc ngh do mt bn a ra i vi bn kia do s lng, cht lng giao hng, hoc mt s vn khc khng ph hp vi cc iu khon c qui nh trong hp ng. V iu khon ny cc bn qui nh trnh t tin hnh khiu ni, thi hn c th np n khiu ni, quyn hn v ngha v ca cc bn lin quan n vic pht n khiu ni, cc phng php iu chnh khiu ni. Khiu ni c a ra di dng vn bn v gm cc s liu sau: Tn hng, s lng, v xut x hng ha, c s khiu ni km theo ch dn chnh v nhng thiu xt m n khiu ni c pht ra, cc yu cu v iu chnh khiu ni. n khiu ni c gi i km theo cc chng t cn thit nh: bin bn gim nh, bin bn chng nhn tn tht, mt mt, vn n ng bin, bn lit k chi tit, giy chng nhn cht lng. XIII. TRNG TI (Arbitration) Trong iu khon ny cn quy nh cc ni dung sau: - Ai l ngi ng ra phn x? Ta n Quc gia hay Ta n trng ti, trng ti no, thnh lp ra sao? gii quyt tranh chp gia cc bn giao dch, khi nhng tranh chp ny khng th gii quyt bng con ng thng lng. - Lut p dng vo vic xt x. - a im tin hnh xt x. - Phn nh chi ph trng ti. - Phn nh chi ph trng ti. V d : all disputes or differences which cannot be settled amicably will be arbitrated by VIETNAM INTERNATIONAL ARBITRATION CENTER at the Chamber of commerce and industry of Vietnam. The arbitration will be final and biding upon both parties, all of charges will be borne by the losing party. The settlement of all disputes and differences must be based on Incoterms 2000. -Ht-