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1、2013年3月25日2w 商務(wù)文本屬于應(yīng)用文體，實(shí)用性強(qiáng)，包括商務(wù)信函、文件、合同、契約、產(chǎn)品說(shuō)明書及單據(jù)等。商務(wù)信函的交流目的是磋商公務(wù)。商務(wù)信函的最重要功能是傳遞信息，涉及貿(mào)易的各個(gè)環(huán)節(jié)，主要包括：建立貿(mào)易關(guān)系(Establishing Business Relations)；詢價(jià)及回復(fù)(Enquiries and Replies)；報(bào)價(jià)、推銷信、報(bào)盤及還盤(Quotations, Sales Letters, Offers & Counter Offers)；訂單、接受和回絕(Orders, Acceptances & Rejections)；售貨確認(rèn)書及購(gòu)貨合同(Sales Confi

2、rmation & Purchase Contract)；支付(Payment)；包裝(Packing)；裝運(yùn)與保險(xiǎn)(Transport & Insurance)；申訴索賠和理賠( Complaint, Claim & Settlement)等。瓊州學(xué)院外國(guó)語(yǔ)學(xué)院3w 報(bào)盤（offer）：offer的交易條件完整，即包括了品名、規(guī)格、數(shù)量、單價(jià)、包裝、交貨期、付款方式等7項(xiàng)；w 報(bào)價(jià)（quotation）：通常包括品名、規(guī)格和單價(jià)3項(xiàng)；有的quotation中包括了數(shù)量和交貨期，但一般是有庫(kù)存現(xiàn)貨（對(duì)于期貨，quotation是報(bào)不出數(shù)量和交貨期來(lái)的，但是offer中必定包括）。不像上述off

3、er的交易條件那樣完整。w 注意：quotation通常是對(duì)一個(gè)新客戶的第一次詢盤（first enquiry）的答復(fù)，而offer是買賣雙方經(jīng)過(guò)一段時(shí)間的交易磋商后，賣方較為正式的發(fā)盤。瓊州學(xué)院外國(guó)語(yǔ)學(xué)院4w 詢價(jià)就是單獨(dú)詢問(wèn)價(jià)格。一般對(duì)方會(huì)發(fā)盤，也就是報(bào)價(jià)，然后你再還盤 。w 詢盤：比詢價(jià)專業(yè)一點(diǎn)，不光包括價(jià)格，還有具體信息，比如說(shuō)包裝，運(yùn)輸，付款方式等。 瓊州學(xué)院外國(guó)語(yǔ)學(xué)院5w 語(yǔ)言簡(jiǎn)練而準(zhǔn)確，表達(dá)有力而溫和，堅(jiān)決而不強(qiáng)悍，嚴(yán)謹(jǐn)而不失風(fēng)趣，通常嚴(yán)格遵守7Cs的寫作原則：w 禮貌(Courtesy)w 體諒(Consideration)w 完整(Completeness)w 清楚(Clar

4、ity)w 簡(jiǎn)潔(Conciseness)w 具體(Concreteness)w 正確(Correctness)。瓊州學(xué)院外國(guó)語(yǔ)學(xué)院6w 禮貌是商務(wù)信函的一個(gè)重要特點(diǎn)，一封得體且彬彬有禮的函電能為你豎立誠(chéng)信的形象，客戶會(huì)認(rèn)為你是一個(gè)具有專業(yè)水準(zhǔn)的合作者，并且樂(lè)意與你合作。w We are sorry that you misunderstood us.We are sorry that we didnt make ourselves clear.w Payment by L/C will partially tie up our money.As you may be aware that p

5、ayment by L/C will partially tie up our money.w We must refuse your offer.We regret that we are unable to accept your offer.瓊州學(xué)院外國(guó)語(yǔ)學(xué)院7w “體諒”體現(xiàn)在擬寫函電時(shí)“你的觀點(diǎn)”在先，“我的看法”在后，設(shè)身處地為對(duì)方著想，把他的要求、希望、興趣等考慮在內(nèi)，盡量用肯定的語(yǔ)氣，避免用否定的語(yǔ)氣，往往能起到事半功倍的效果。w We allow a 5% discount for cash payment.You earn a 5% discount when you pa

6、y cash.w We wont be able to send you the brochure this month.We will send you the brochure next month.瓊州學(xué)院外國(guó)語(yǔ)學(xué)院8w 商務(wù)函電寫作時(shí)應(yīng)注意對(duì)方所需的信息、對(duì)方提出的問(wèn)題和要求你是否已經(jīng)陳述并回答完整。概括地說(shuō)，可以用5Ws (who, what, when, where, why)和1h (how)來(lái)檢驗(yàn)?zāi)闼鶖M寫的函電是否完整，即誰(shuí)訂貨、訂什么貨、何時(shí)裝運(yùn)、貨要運(yùn)到的港口、付款方式，如有特殊要求還應(yīng)解釋為什么。 瓊州學(xué)院外國(guó)語(yǔ)學(xué)院9w Dear Sir:w Re: Sweatersw

7、With reference to your letter of May 8, we are pleased to accept your offer as per your Quotation Sheet No. 1/01/2005 for the follow:w 50 doz. cashmere sweater, small, CIF Hamburg US$150. 00 per doz.w 70 doz. cashmere sweaters, medium CIF Hamburg US$180. 00 per doz. （FOB & CIF ）w 50 doz. cashmere sw

8、eaters, large CIF Hamburg US$200. 00 per doz.w Packing: Each Sweater to be packed in a poly-bag, per dozen in a tin lined carton, with 10 dozen to a wooden case.w Payment: 100% by irrevocable letter of credit and drawn at sight.w Delivery: May/June.w Other terms as per your quotation.w Yours Truly瓊州

9、學(xué)院外國(guó)語(yǔ)學(xué)院10w “清楚”就是要保證所擬寫的函電意思清楚明了，不會(huì)產(chǎn)生誤解，為達(dá)到此目的，應(yīng)該注意，避免使用意思模棱兩可或難以理解的單詞；修飾詞的位置；代詞的賓語(yǔ)及人稱代詞和先行詞的關(guān)系；表達(dá)要有邏輯性；函電段落安排的條理性。w As to the steamer sailing from Shanghai to Los Angeles, we have bimonthly direct services.a. We have two direct sailings every month from Shanghai to Los Angeles.b. We have a direct s

10、ailing from Shanghai to Los Angeles every two months.瓊州學(xué)院外國(guó)語(yǔ)學(xué)院11w “簡(jiǎn)潔”是指在完整、具體和禮貌的前提下把所要陳述的事情表達(dá)清楚，避免不必要的重復(fù)；避免冗長(zhǎng)的話語(yǔ)；避免使用過(guò)時(shí)的商業(yè)行話。w I wish to express my heartfelt gratitude to you for your kind cooperation.w Thank you for your kind cooperation.瓊州學(xué)院外國(guó)語(yǔ)學(xué)院12w 商務(wù)信函的內(nèi)容必須具體、明確且有說(shuō)服力，不能使用含糊、概括性或抽象的語(yǔ)言，使用具體的事實(shí)、數(shù)

11、字和時(shí)間有助于達(dá)到具體的目的。w We wish to confirm our telex dispatched yesterday.w We confirm our telex of July 2nd, 2012.瓊州學(xué)院外國(guó)語(yǔ)學(xué)院13w 商務(wù)信函是有關(guān)貿(mào)易實(shí)務(wù)等內(nèi)容的商業(yè)信件，它關(guān)系到貿(mào)易雙方的權(quán)利、義務(wù)等問(wèn)題，因此，“正確”遠(yuǎn)不止是使用正確語(yǔ)法、單詞，還包括精確的數(shù)字、恰如其分的表達(dá)和專用的商務(wù)術(shù)語(yǔ)。w It is the lowest price available to you.It is the lowest price we can offer you now.w The off

12、er by telegram is open for five days.The offer by telegram is open for five days inclusive of the date of dispatch.瓊州學(xué)院外國(guó)語(yǔ)學(xué)院14w 首先格式規(guī)范。商務(wù)信函通常由三部分組成：第一部分即第一段，此段已形成了一些套語(yǔ)，按慣例提及上次的通信，并簡(jiǎn)述那封信的內(nèi)容；第二部分具體答復(fù)上次通信中提出的問(wèn)題，并闡述其理由，這一部分根據(jù)不同的業(yè)務(wù)情況可分成數(shù)段；第三部分寫信人提出問(wèn)題或請(qǐng)求。如一封回答對(duì)方詢盤函電應(yīng)包括以下內(nèi)容：對(duì)對(duì)方詢盤表示感謝；所報(bào)貨物的品名、規(guī)格、質(zhì)量、數(shù)量、包裝、價(jià)格

13、、付款方式、裝運(yùn)日期的描述；報(bào)盤的有效期限；對(duì)所報(bào)價(jià)商品的評(píng)價(jià)；其它相關(guān)內(nèi)容如介紹其它對(duì)方可能感興趣的商品；表達(dá)與對(duì)方建立業(yè)務(wù)關(guān)系及期待雙方早日下單的愿望。瓊州學(xué)院外國(guó)語(yǔ)學(xué)院15w 商務(wù)信函有自己固定的行文格式，一般都由七個(gè)部分組成：w 函頭(heading)w 受函人地址(inside address)w 稱呼(salutation)w 函件正文(body)w 結(jié)束語(yǔ)(closing sentence)w 函尾套語(yǔ)(complimentary closing)w 致函人簽名(signature)。瓊州學(xué)院外國(guó)語(yǔ)學(xué)院16w 除上述七個(gè)部分外，有些商務(wù)信函還會(huì)根據(jù)具體情況在函頭下方寫上參考編號(hào)(

14、reference number)，如Your ref：123 HBCDS；在稱呼下面寫上事由標(biāo)題(Caption或subject line)，一般用來(lái)概括函件的內(nèi)容，如Re：NonPayment of invoice 324/11；在受函人地址和稱呼之間寫上經(jīng)辦人名稱(attention line)，如For the attention of Marketing Manager；在簽名下方寫上附件(enclosure)，如Encl3 catalogues；在簽名之后寫上抄送(carbon copy)，如CC：MrGeorge Brown；在抄送下面還可寫上附言(postscript)，如PS

15、If you renew your subscription in the next two weeks，we will send you a gift。在現(xiàn)代商務(wù)信函中，這些特別內(nèi)容有時(shí)常常會(huì)省略。瓊州學(xué)院外國(guó)語(yǔ)學(xué)院17w 1、句子結(jié)構(gòu)復(fù)雜且較長(zhǎng)。w 這些結(jié)構(gòu)復(fù)雜的長(zhǎng)句在業(yè)務(wù)信函中不僅能表達(dá)復(fù)雜的意義，使行文顯得嚴(yán)謹(jǐn)，而且使主要信息以詞序的形式得到強(qiáng)調(diào)，增強(qiáng)了行文的正式程度。w Any controversy under this contract or arising between the parties or out of or for breach of or in relation

16、 to this contract sha11 be determined by arbitration to be held in the City of New York pursuant to the arbitration law of the State of New York and under the rules of the American Arbitration Association. 任何雙方或雙方以外的或違背或相關(guān)的對(duì)于此合同的爭(zhēng)議，都由基于美國(guó)仲裁組織下的紐約州仲裁法律決定 瓊州學(xué)院外國(guó)語(yǔ)學(xué)院18w 結(jié)構(gòu)復(fù)雜的復(fù)合句與并列句，一般都是由形容詞短語(yǔ)、分詞短語(yǔ)、不定式短

17、語(yǔ)、獨(dú)立主格結(jié)構(gòu)及各類從句附綴在中心句前后，作伴隨狀語(yǔ)；或是作為插入語(yǔ)把某個(gè)意群隔開，這樣的英文句子表達(dá)精煉、結(jié)構(gòu)緊湊。w Should the quality, specifications, quantity or weight be found not in conformity with the stipulations of the order, due to causes other than those for which the insurance company, shipping company, airlines or post office are liable, we

18、 shall, on the strength of survey report issued by the aforesaid Bureau, have the right to reject the goods delivered.如果產(chǎn)品的質(zhì)量，規(guī)格，數(shù)量或重量與訂單規(guī)定不一致，并且保險(xiǎn)公司，船空運(yùn)公司或郵政公司無(wú)需對(duì)此負(fù)責(zé)，我們將根據(jù)上述公司的調(diào)查報(bào)告，有權(quán)拒收貨物。瓊州學(xué)院外國(guó)語(yǔ)學(xué)院19w 首先看這句話的主干。是 should .be found ., we shall have the right to reject the goods. 主干部分是一個(gè)條件句，should 倒裝，

19、表示 if .is found., we shall have the right to reject the goods delivered. should 引導(dǎo)的是一個(gè)條件從句，從句中是一個(gè)被動(dòng)句。be in conformity with.與.一致主干中出現(xiàn)的詞難了點(diǎn)，結(jié)構(gòu)很清楚。due to causes other than those for which the insurance company, shipping company, airlines or post office are liable 是一個(gè)插入成分，due to sth. 表原因 other than 除了.以

20、外 those for which后面是一個(gè)定語(yǔ)從句，修飾those，意思是那些運(yùn)輸公司需要負(fù)責(zé)的情況。on the strength of survey report issued by the aforesaid Bureau 是一個(gè)插入語(yǔ)，整個(gè)是一個(gè)介詞短語(yǔ)，issued by the aforesaid Bureau是過(guò)去分詞短語(yǔ)修飾前面的report。瓊州學(xué)院外國(guó)語(yǔ)學(xué)院20w 1、作為共核語(yǔ)言部分的基本詞匯，大多數(shù)由其意義相同的正式詞匯所代替。如:w inform/advise替代tell，w therefore替代so，w otherwise替代or，w as for/in res

21、pect to/regarding/in connection with替代about等；瓊州學(xué)院外國(guó)語(yǔ)學(xué)院21w 如支付有關(guān)信用證修改和展延中的establishment (開證)、beneficiary (受益人)、amendment (改證)、extend(延期)、validity (有效期)，w 如保險(xiǎn)中的insurance (保險(xiǎn))、coverage (險(xiǎn)別)、All Risk (一切險(xiǎn))、War Risk (戰(zhàn)爭(zhēng)險(xiǎn))、premium (保險(xiǎn)費(fèi))、underwriter (保險(xiǎn)人)等；w 還有裝貨單(shipping order)、海運(yùn)保險(xiǎn)(marine insurance poli

22、cy)、保兌信用證(confirmed letter of credit)、匯票(bill of exchange)、即期匯票(sight bill)、期貨交易(futures)、易貨制(barter system)、儲(chǔ)備金(reserve)、貼現(xiàn)率(discount rate)等；瓊州學(xué)院外國(guó)語(yǔ)學(xué)院22w 如國(guó)際貿(mào)易術(shù)語(yǔ)中的FOB (free on board離岸價(jià))、CIF (Cost Insurance and Freight到岸價(jià))、FCL (full container load整箱貨)、CIO (cash in order訂貨時(shí)付款)、L/C (letter of credit信用

23、證)、D/P (document against payment付款贖單)、SPEC (specification規(guī)格) DOC (document單據(jù))等；瓊州學(xué)院外國(guó)語(yǔ)學(xué)院23w discount：折扣（外貿(mào)）；貼現(xiàn)（銀行）；貼水（外匯）w premium：保險(xiǎn)費(fèi)（保險(xiǎn)業(yè)）；增價(jià)（國(guó)際貿(mào)易）；升水（外匯）瓊州學(xué)院外國(guó)語(yǔ)學(xué)院24w 為了克服許多英語(yǔ)詞匯具有一詞多義的特點(diǎn)而產(chǎn)生意思不明，確保所用詞不被曲解，商務(wù)信函對(duì)一些關(guān)鍵性的詞常常采用同義詞連用，以確保內(nèi)容的準(zhǔn)確性。如：w terms and conditions (條款)w null and void (無(wú)效)w force and ef

24、fect (有效)w liability and obligation (責(zé)任)等。瓊州學(xué)院外國(guó)語(yǔ)學(xué)院25w 從事商貿(mào)信函翻譯，必須具備扎實(shí)的雙語(yǔ)語(yǔ)言功底和一定的商貿(mào)知識(shí)，二者缺一不可。商貿(mào)知識(shí)包括商貿(mào)專業(yè)理論和業(yè)務(wù)知識(shí)。此外，譯者還必須掌握商貿(mào)文本漢英翻譯的原則和技巧。商務(wù)信函的翻譯不同于其他類型文本的翻譯。在翻譯廣告、商標(biāo)、旅游等文本時(shí)強(qiáng)調(diào)使用對(duì)公眾有吸引力的語(yǔ)言，而商務(wù)信函、外貿(mào)運(yùn)輸文件或商貿(mào)法律文件的翻譯則講究表述清晰、明白無(wú)誤，要求用詞盡量淺顯，不追求文辭的華美。瓊州學(xué)院外國(guó)語(yǔ)學(xué)院26w 從事漢語(yǔ)商務(wù)信函英譯的人，最好對(duì)商務(wù)信函原文中所涉及的相關(guān)專業(yè)知識(shí)有所了解。如果對(duì)相關(guān)專業(yè)知識(shí)知

25、之甚少，僅憑一般的社會(huì)文化和普通英語(yǔ)知識(shí)來(lái)應(yīng)付，即使每個(gè)單詞都認(rèn)識(shí)，譯文也難免外行話連篇。瓊州學(xué)院外國(guó)語(yǔ)學(xué)院27w 合營(yíng)企業(yè)合同的訂立、效力、解釋、履行及其爭(zhēng)議的解決，適用中華人民共和國(guó)法律。譯文：The conclusion，validity，explanation /interpretation and performance of the contract of a joint venture and settlement of disputes in connection there with shall be governed by the laws of the Peoples R

26、epublic of China 瓊州學(xué)院外國(guó)語(yǔ)學(xué)院28w 商務(wù)信函因其內(nèi)容、范圍和形式不同而具有不同的語(yǔ)言風(fēng)格，英譯時(shí)需采用不同的方法和技巧。有關(guān)建立業(yè)務(wù)關(guān)系或推銷產(chǎn)品的商務(wù)信函往往具有明顯的勸說(shuō)功能。這種函件需要向客戶介紹己方企業(yè)的基本業(yè)務(wù)狀況和產(chǎn)品性能，因而帶有廣告文體的特點(diǎn)，英譯時(shí)可以在不夸大事實(shí)、不故弄玄虛的前提下，選用一些比較活潑的詞語(yǔ)，采用一定的修辭手段，使譯文產(chǎn)生“親切、活潑，引發(fā)對(duì)方興趣”的效果。比如，在一封推銷打字機(jī)的信函中，會(huì)有下述介紹產(chǎn)品性能的句子。瓊州學(xué)院外國(guó)語(yǔ)學(xué)院29w 你們一定知道，這種打字機(jī)輕便高效、經(jīng)久耐用而又經(jīng)濟(jì)實(shí)惠，適合中學(xué)生使用。譯文：You are w

27、ell aware that this type of type-writer is good and handy，efficient and durable，economical and practical in use for high school students瓊州學(xué)院外國(guó)語(yǔ)學(xué)院30w 類似的廣告詞語(yǔ)w “品質(zhì)優(yōu)良”(excellent in quality)、w “品種齊全”(in a complete range of articles)w “技藝精湛”(exquisite craftsmanship)w “經(jīng)久耐用”(durable in use)w “用料上乘”(superi

28、or materials)w “設(shè)計(jì)合理”(professional design)w “價(jià)格公道”(moderately priced)w “包裝新穎美觀”(fashionable and attractive packages)瓊州學(xué)院外國(guó)語(yǔ)學(xué)院31w 對(duì)所訂之貨我們要求用保兌的不可撤銷的信用證在出示裝運(yùn)單時(shí)憑即期匯票付款。請(qǐng)立即告知是否同意我方條款。一俟收到你方肯定答復(fù)，我方將按你方信中所述價(jià)格確認(rèn)供貨。譯文：For goods ordered，we require payment to be made by a confirmed and irrevocable letter of c

29、redit payable at sight upon presentation of shipping documentsPlease let us know immediately whether you agree to our termsUpon receipt of your reply in the affirmative，we shall confirm supply the goods at the price in your letter瓊州學(xué)院外國(guó)語(yǔ)學(xué)院32w 裝船期限為收到你方第一次付款日起一年之內(nèi)裝船；應(yīng)允許分批裝運(yùn)。在分批裝運(yùn)情況下，我方當(dāng)告知裝船計(jì)劃，使你方能對(duì)我發(fā)

30、出裝運(yùn)要求，以便我方盡可能據(jù)以辦理。譯文：The time of shipment is within one year after our receipt of your first paymentPartial shipments should be allowed, and in this connection，we would keep you posted of our delivery position (shipping schedule) so that you could give us shipping instructions which we may follow as

31、 far as possible瓊州學(xué)院外國(guó)語(yǔ)學(xué)院33w 我們?cè)诖舜_認(rèn)此批磷酸巖的運(yùn)貨船將由我方去租，運(yùn)貨船到達(dá)裝貨港的前10天我方將用電報(bào)通知貴方貨船預(yù)計(jì)到達(dá)的日期。滯期費(fèi)和速遣費(fèi)應(yīng)由貴公司直接與船行結(jié)算。譯文：We confirm that the carrying vessels for the Rock Phosphate will be chartered by us，and we shall advise you of the estimated time of arrival by telegram ten days prior to the arrival of the car

32、rying vessels at the port of loadingDemurragedispatch money is to be settled direct between your firm and the shipowners瓊州學(xué)院外國(guó)語(yǔ)學(xué)院34w 在長(zhǎng)期的商務(wù)實(shí)踐中，商務(wù)英語(yǔ)逐漸形成了一些套語(yǔ)，這也是商務(wù)英語(yǔ)有別于其他語(yǔ)體的一個(gè)明顯特點(diǎn)。漢語(yǔ)商務(wù)信函英譯時(shí)，譯者應(yīng)盡量使用商務(wù)英語(yǔ)套語(yǔ)，以便使譯文語(yǔ)言規(guī)范、準(zhǔn)確，切不可自己生造一些表達(dá)法。瓊州學(xué)院外國(guó)語(yǔ)學(xué)院35w 1、商務(wù)函電首段首句常見套語(yǔ) w 月日來(lái)函收悉，不勝感激Thank you for your letter ofMa

33、ny thanks for your letter ofWe have received your letter ofwith pleasureWe are in receipt of your letter ofWe acknowledge receipt of your letter ofReferring to your letter ofIn reply to your letter of瓊州學(xué)院外國(guó)語(yǔ)學(xué)院36w We thank you for your letter of 18th February and confirm our cable of todays date, whi

34、ch reads as follows.茲復(fù)貴方2月18日來(lái)信并確認(rèn)我方今日發(fā)出的電報(bào)，電文如下。2月18日來(lái)函收悉，不勝感謝，茲復(fù)函如下。瓊州學(xué)院外國(guó)語(yǔ)學(xué)院37w In accordance as your request, we send you herewith a statement of your account which we hope you will find correct.茲按貴方要求奉上結(jié)算報(bào)告書一份，請(qǐng)查收。隨函附上結(jié)算報(bào)告書一份，請(qǐng)查收”。 瓊州學(xué)院外國(guó)語(yǔ)學(xué)院38w 請(qǐng)求對(duì)方做某事的漢語(yǔ)句式為“請(qǐng)將不勝感激”，函電英語(yǔ)常用w We would appreciate

35、w It would be appreciatedw 請(qǐng)報(bào)電腦的上海到岸價(jià)，將不勝感謝。 It would be appreciated of you could quote your prices of CIF Shanghai for computer.瓊州學(xué)院外國(guó)語(yǔ)學(xué)院39w We are looking forward with interest to your reply.w We shall be pleased to hear from you at your earliest convenience.w Your early reply will be highly appre

36、ciated.w We await your prompt reply with much interest.w We anticipate the pleasure of heating from you.w Hoping to hear from you soon.瓊州學(xué)院外國(guó)語(yǔ)學(xué)院40w 請(qǐng)報(bào)來(lái)最低CIF倫敦價(jià)包括3傭金，并說(shuō)明可供十二月份裝運(yùn)的數(shù)量。譯文：Please quote us the lowest price CIF London with a 3 percent commission，and indicate the quantity that you can supply

37、 for December shipment。w 保險(xiǎn)由我方按發(fā)票金額110向中國(guó)人民保險(xiǎn)公司投保一切險(xiǎn)及戰(zhàn)爭(zhēng)險(xiǎn)。如遇損失或損壞，你方可向其駐你港的代理提出索賠。譯文：Insurance is to be covered by us with the ICC for 110 of the invoice value against. All Risks and War RiskIf any loss or damage occursYou may file a claim with their agent at your port瓊州學(xué)院外國(guó)語(yǔ)學(xué)院41w 第一篇：發(fā)盤w 第二篇 要求賠償瓊州學(xué)

38、院外國(guó)語(yǔ)學(xué)院42w 一、定義w 向一個(gè)或一個(gè)以上特定的人提出訂立合同的建議，如果十分確定并且表明發(fā)盤人在得到接受時(shí)承受的意旨，即構(gòu)成發(fā)盤。w 一項(xiàng)建議要想成為發(fā)盤，必須滿足以下3個(gè)條件：w 1) 一項(xiàng)發(fā)盤必須表明“發(fā)盤人在得到接受時(shí)承受約束的意旨”。w 2）發(fā)盤必須向一個(gè)或一個(gè)以上的“特定的受盤人”發(fā)出。，w 3）發(fā)盤內(nèi)容必須十分確定。w 二、發(fā)盤的有效期 w 當(dāng)發(fā)盤到達(dá)受盤人時(shí)即生效。在這一點(diǎn)上，各國(guó)法律看法一致，因?yàn)榘l(fā)盤是賣方建議的意思表示，受盤人只能決定收到時(shí)是否接受。因此，如果一方在真正收到發(fā)盤之前期望或通過(guò)某種方式獲知有人向其發(fā)出發(fā)盤，并向發(fā)盤人發(fā)出接受的通知，這種情況下，即使“接受

39、”與發(fā)盤湊巧一致，合同也不能成立。這種“接受”實(shí)際上是一項(xiàng)發(fā)盤，因此，除非另一方確認(rèn)了這項(xiàng)“接受”，任何合同都不能成立。 瓊州學(xué)院外國(guó)語(yǔ)學(xué)院43w IDefinition of an offerw A proposal for concluding a contract addressed to one or more specific persons constitutes an offer if it is sufficiently definite and indicates the intention of the offerer to be bound in case of acce

40、ptance. w A proposal, in order to be an offer, must satisfy the following three conditions:w 1) It must indicate “the intention of the offerer to be bound incase of ac-ceptance”,w 2) It must be addressed to one or more “specific persons”,w 3) The contract must be “sufficiently definite”.瓊州學(xué)院外國(guó)語(yǔ)學(xué)院44w

41、 An offer becomes effective when it reaches the offeree. On this point, the laws in all states share the same view, for an offer is an indica-tion of sellers proposal, and the offeree can only decide whether to accept it or not when he receives it. Therefore, if one party expects or somehow learns t

42、hat someone is sending him an offer before he really receives it, he sends an acceptance to the offerer. In this case, no contract is formed even if the content of the acceptance coincides with the offer he receives later. The acceptance is in fact an offer, and therefore, no contract can be formed

43、on this unless the other party confirms the acceptance.瓊州學(xué)院外國(guó)語(yǔ)學(xué)院45w 撤銷發(fā)盤是指發(fā)盤到達(dá)受盤人，即發(fā)盤已經(jīng)生效后，發(fā)盤人取消發(fā)盤使其無(wú)效的行為。一項(xiàng)生效的發(fā)盤是否可以撤銷的問(wèn)題引起了不同法系的學(xué)者們激烈的爭(zhēng)論。大陸法系規(guī)定發(fā)盤在有效期內(nèi)或在等待答復(fù)時(shí)是不可撤銷的，而英美法系規(guī)定，除非發(fā)盤被接受，它隨時(shí)可以被撤回。公約在這兩個(gè)法系之間做出了某種調(diào)和，它同意發(fā)盤在接受通知發(fā)出前原則上是可撤銷的，但規(guī)定在下列兩個(gè)條件下，發(fā)盤不可撤銷：w 1)發(fā)盤寫明其是不可撤銷的，無(wú)論其是否規(guī)定一個(gè)固定接受的時(shí)間還是規(guī)定另外一個(gè)時(shí)間。w 2)如果受

44、盤人有理由相信該發(fā)盤是不可撤銷的，并已本著對(duì)該發(fā)盤的信賴行事。 瓊州學(xué)院外國(guó)語(yǔ)學(xué)院46w To revoke an offer means that when the offer has reached the offeree, and it has become effective, the offerer acts to revoke the offer thus to kill its effectiveness. The issue of whether an effective offer may be revoked arouses hot debates among schola

45、rs from different law systems. The civil law system provides that an offer is irrevocable within the validity time, or during the time in expectation of a reply, while the common law system provides that an offer may be revoked at any time unless it is accepted. The Convention makes some mediation b

46、etween the two legal systems of the world which agrees in princi-ple that an offer is revocable before the note of acceptance is dispatched but provides that on the following two occasions, an offer is irrevocable.w 1) It indicates, whether by starting a fixed time or otherwise, that it is irrevocab

47、le.w 2) If it was reasonable for the offeree to rely on the offer as being irrevocable and the offeree has acted in reliance on the offer.瓊州學(xué)院外國(guó)語(yǔ)學(xué)院47w 1、在賣方不發(fā)貨的情況下，買方可以宣布合同無(wú)效，在適當(dāng)?shù)臅r(shí)間，以合適的方式，可以要求賠償。有兩點(diǎn)值得注意：首先，依據(jù)公約和許多國(guó)家的法律，受損方必須采取措施避免更多的損失，如果他不這樣做，從而造成更大損失，他就沒(méi)有要求這部分本應(yīng)避免的損失得到賠償?shù)臋?quán)力。其次，當(dāng)買方要求賠償時(shí)，他不必證明賣方的行為

48、是否有錯(cuò)。如果有賣方未按合同履行責(zé)任，從而對(duì)其造成損害的證據(jù)，買方就可以使用要求賠償?shù)臋?quán)力。 瓊州學(xué)院外國(guó)語(yǔ)學(xué)院48w 1. In case of non-delivery, the buyer may declare the contract avoided. In a reasonable manner and within a reasonable time, the buyer may claim damages. Two points are worthy of special attention: first, according to the Convention and law

49、s of many states, the buyer must take reasonable measures to prevent further loss. If he does not do so, which causes further losses, he is not entitled to claim damages for the further loss which could have been prevented; secondly, when the buyer claims damages, he does not have to prove whether t

50、he conduct of the seller contains any fault. If he can show evidences that the seller does not perform the obligations under the contract, which cause damages to him, the buyer may exercise the right to claim damages. 瓊州學(xué)院外國(guó)語(yǔ)學(xué)院49w 2、買方有兩項(xiàng)主要責(zé)任，一是付款，二是受領(lǐng)貨物。如其沒(méi)有履行這些責(zé)任，賣方可以要求損害賠償。當(dāng)賣方訴諸這種救濟(jì)手段時(shí)，要求賠償?shù)慕痤~應(yīng)與因

51、買方違約而遭受的包括利潤(rùn)在內(nèi)的損失額相等，但不能超過(guò)買方在訂立合同時(shí)預(yù)料到或理應(yīng)預(yù)料到的可能損失。確切地說(shuō)，如果賣方以適當(dāng)?shù)姆绞皆俅钨u出了貨物，他可以得到的賠償金額等于合同價(jià)格與再次銷售得到的價(jià)格之間的差額，再加上因買方違約造成的其它損失的補(bǔ)償額。如果賣方宣布合同無(wú)效后未能再次銷售這批貨物，他可以得到的金額等于合同價(jià)格與目前交貨地的現(xiàn)行價(jià)格之差，再減去其它違約損失。如買方延遲付款，賣方可要求其支付利息損失。瓊州學(xué)院外國(guó)語(yǔ)學(xué)院50w 2. The buyer has two major obligations: one is to pay the price and the other is t

52、o take delivery of the goods. If the buyer fails to perform these obliga-tions, the seller may claim damages. When the seller resorts to such remedy, the damages he claims is equal to the loss (including interests) caused by the breach of the buyer, and the damages may not exceed the loss which the

53、buyer foresaw or ought to have foreseen at the time of the conclusion of the contract. To be exact, if the seller resold the goods in a reasonable manner, he may get the sum of money equal to the difference between the contract price and what he can obtain from the reselling transaction minus the co

54、mpensation for other losses as the consequences of the buyers breach. If the seller does not resell the goods after he declares the contract avoided, he may get the sum equal to the difference between the contract price and the current price at the delivery place minus other damages caused by the breach. If the buyer delays the payment of the price, the seller may require the buyer to pay the loss of interest.