Tài liệu đàm phán hợp đồng thương mại quốc tế

DAM PHAN DONG THY©NG M@I QUOC TE D‹’mi phé n, N“ két hppdong tuna Dac diém ciia dam ph:in Hoat dong dam ph:in h pp dong mua ban hang hfia quoc Ie ben canh nhiing dac di ém chung nhu dam phan cac loai hpp dong thong thu rig khac thi ciing co nhung dac diém rieng biet, dfi la: - D:inn ph:in hpp dong mua b:in hang hoa quoc té luon ch|u su chi phoi, tac dong ctia cac quy luat klnh té. Ben canh do, no con b ! chi phO1, anh hitting b’‹ii phu‹ing ph:ip va thii thuat kinh doanh, da)c bi(t I:i ph iiwng phap marketing quoc té va canh tranh. Dam phan hpp dong mua ban hang hfia quoc Ie thufing ch|u :inh huérig boi su bién dong ciia nén kinh Ie va th| trufing quoc té cé› tinh chat thv‹ ng xuyen, llen tuc. - Dam ph:in hop dong mua ban hang hfia quoc té thuéng ch|u iinh huén g ciia cac yéu to chinh tr|l va ngoai giao do co yéu to quoc Ie v:i thuéng lien quan t‹ i it nhfit hat quoc gla kh:ic nhau. Ciic yeu tii cc’ ban cii a heat dong dam ph:in Boi canh dam phiin la tong h pp cac yéu to kh:ich quan co lien quan tru’c tiép va gi:in tiép tel hoat dong dam phan va thufing bao gom cac yéu to kinh té, xa hoi, chinh tri. . . Trong do their gian, dia diérn va ngon ngii dam ph:in I:i mot trong nhfmg yéu to quan trpng :inh hufing den vi(c dam phan. - Nang luc dam phan la yéu to lhuoc ve ca nhfin ngu‹ i dam ph:in nhung co :inh huong rfit lén va co tinh chat quyét dinh t‹ i tién trinh va két qua dam phan. - Doi tupng ciia dam ph:in la c:ic hoat dong mua b:in, trao doi han p hoa, dich vu, hoat dong dau tu, chuyén glao cong ngh( va cac hoat dong lien quan tot quyén so hum tri tu(. .. co tinh chat qufic Ie. - Noi dung dam ph:in la vi(c tién hanh cac hoat dong ban bac, thoa thuan de di den thong nhat giiia cac ben ve cac van de chit yéu ctia hpp dong nhu doi tupng h pp dong, so lupng, chat luong, gi:i ca, phuwng thuc thanh toan, dieu ki(n giao - nhau hang hfia, dich vp, quyen va ng•hia vp cu the ciia cac ben. - h4uc dich dam ph:in la nhiiup van de lien quan den lpi ich ma c:ic ben huéng Hi. Cite ph iroug th iic dam ph:in Thuc tién thuong mai quoc té cho thay co rat nhiéu phuorig thfrc dam phan khac nhau va cac phuong thuc sau day thuiing xuyen dupc cac ben :ip dung: - D:tin ph:in qua thu tin 1:i phuon g thuc dam ph:in dupc su dung pho bién It ong hoat dong kinh doanh hien dat vi nhung uu di ém ctia no nhu tiét k1(lTl Chi phi, thfii gian. . - Dam ph:in qua di(n thoai la mot trong nhung phuong thuc dam ph:in pho bién hi(n nay, nhat la trong thiii dat phat trién manh me ciia ky thuat va cong ngh(. - D:inn phan trpc tiép thu’fing du‹ic ap dung khi lien quan den cac hpp dong l én, phu’c tap, nhiéu chu thé tham gia, pham vi da dang. Céc bwiic cfia qu:i trinh dam ph:i n Thpc tién cho thay quy trinh dam phan hop dong mua ban hang hoa quoc Ie thu‹ing dién ra theo nhiing bu‹ic sau: - Xac dinh tinh huony dam phiin la tim hiéu va kiém tra boi canh dam phan va nhiing van de co lien quan, chit y nhiing khia canh chfi chot tac dong dén moi quan h( dam phiin, thiét lap cac muc tieu chung cho quan he dam ph:in, do I:i lpi ich cu the ma cac bén déu hiring tfil. Lap ké hoach dam ph:in la cong vi(c chuan bl truc tlep Cho viec dam phan nhu to chic thu thap va xu ly thong tln, xay dung ké hoach, chuong trinh d:tin ph:in, luyén ta(p viéc thuc hlén cac Chién thuat dam phan cu the. . Kj két hpp dong mua bii n hang hiia quiic té Sau khi d"a thong nhat cac van de cc ban ‹ glal doan dam ph:in, cac ben tién hanh ky két h pp dong mua ban hang hoa quoc Ie. Khi ky két, cac ben can tuan thii cac nguyen tac ky két, do la binh dang, nguy(n, thoa thu(an song phuoug, tufin thii ph:ip lua(t va thong le quoc té. Trong giao d|ch mua ban hang hoa quoc té, cac ben co the ap dung nhléu phu’ong thfrc ky két h cip dong kh:ic nhau nhv ky trpc tlep, ky gi:in tiép, ky bang van ban hoac qua thu dren tii. + Ky truc tlep la viec cac ben truc tiép gap gfi, ban bac, thuong lv‹ ng c:ic not dung (diéu khoan) ciia h‹ip dong va cung nhau ky vao b:in h‹ip dong. + Ky gi:in tiép la viec cac ben ky két hpp dong thong qua cac phuong lien thong tin nhu thu tu giao d|ch, dien bao, telex, fax, dién tin, email. . Trinh tu dam ph:in va ky két h pp dong thGO huong thfrc gi:in tiép gom hat glal doan la chao hang (Offer) va chfip nhau chao hang (Acceptance): Chao hang gom cac loai nhu chao h:ing chit dong, chao hang thu dong, chan hang tu do (Free offer), ch:to h:ing xac d|nh (Firm oltér); Chap nhan chao hang (Acceptance) ph:ii dap ung cac dieu ki(n do ngufii dupc chao hang gui Hi mang tinh vo diéu kien v:i duoc giii trong thfii han co hieu luc ctia chao hang. - Tiiy tii ng diéu kien cu thé, vi(c ky hpp dong co the dlf ©C tlen hanh bang mot trong cac hinh, thfi’c sau: Hat ben ky vao h pp • dong mua - b:in (van b:in thuéng ducic soan thao theo mau chung thong nhat); ngufii mua xac nhan bang van ban lé ngufii mua d"a dcing y vfii cac dléU khoan ctia thu ch:to h:ing tu do; ngu‹ii ban x:ic nhan bang van ban chap nhan don da)t hang ciia ngufii mua, ha1 bén trao doi bang thu x:ic nhan ve vl(C da' dat dupc nhiing diéu kho:in thfia thuan trong don dat héng (trong dfi néu ro nhilng diéu da' dupc thoa thuan). - Th‹ii di ém ky két h pp dong co y nghia rat quan trpng bfii thol dlém nay quan h( hpp dong glua cac bén tham gia dupc xac lap va néu hpp dong mang tlnh chfit ung thuan thi sé tain ph:it sinh quyén va nghia vp ph:ip ly i ang buoc cac ben vfii nhau. - Dia di ém ky két khi cac ben fi cac nufic khac nhau co y nghia rat quan trpng, b‹ i day I:i tléu chi x:ic dinh 1ua)t :ip dung v:i cc quan gl:ii quyét tranh chap ph:it sinh tii hop dong. Theo diéu 18, 23 cua Cong ufic Vien 1980, dia diem ky két hpp dong la no1 ducic chfip nhan chao hang. Thu'c hi(n: Thac st - Luat sir Ngo Van Hi(p - Van phiing luat su' Hi(p va Lién danh