Capitolul 5

CONTRACTUL
5.1. Tipuri de CONTRACTE (Types of CONTRACTS) Dintre multiplele i variatele tipuri de contracte ce se ncheie in cadrul activii comer internaional, vom meniona cteva dintre cele mai des practicate: 1. Contract de vnzare-cumprare (cu 1. Sale-Purchase Contract: urmtoarele variante): - Contract pentru bunuri fungibile - Fungible Contract - Contract pentru bunuri nefungibile - Non-fungible Contract - Contract cu plat n numerar - Cash-Payment Contract - Contract cu plata pe credit - Credit-Payment Contract 2. Contract comercial de garanie bancar 2. Commercial Banking Guarantee Contract 3. Contract de factoring (contract de 3. Factoring Contract realizare a creanelor sub form de facturi) 4. Contract de forfeiting (contract pentru 4. Forfeiting Contract finanare prin negocierea titlurilor de credit) 5. Contract de leasing (nchiriere) 5. Leasing Contract 6. Contract de finanare pe termen lung 6. Lease-back Contract 7. Contract de licen pentru brevet de 7. Licence Contract invenie 8. Contract de transfer de know-how. 8. Know-how Contract 9. Contract de mandat 9. Agent Contract 10. Contract de comision 10. Commission Contract 11. Contract de consignaie 11. Consignment Contract 12. Contract de agency (corespunde n 12. Agency Contract dreptul anglo-american celor de mandat comercial i de comision, prevzute n sistemele de drept continental european) 13. Contract de concesiune 13. Concession Contract 14. Contract de franchising 14. Franchising Contract 15. Contract de depozit 15. Warehousing Contract 16. Contract de navlosire 16. Charter-Party 17. Contract de transport feroviar 17. International Railways Transport internaional Contract 18. Contract de transport fluvial 18. International River Transport Contract internaional 19. Contract de transport rutier 19. International Road Transport Contract internaional 20. Contract de transport aerian 20. International Air Transport Contract internaional 21. Contract de asigurare 21. Insurance Contract 22. Contract de engineering (consultan 22. Engineering Contract tehnic) 23. Contract de consulting 23. Consulting Contract 24. Contract pentru obiective 24. Turn-key Project Contract 1

5.2. Forma CONTRACTULUI DE VNZARE-CUMPRARE (The Form of the SALES CONTRACT) Contractul de vnzare-cumprare, considerat ca un caz particular al contractului n sens general, reprezint documentul cel mai larg rspndit n cadrul relaiilor comerciale internaionale, ncheiat n special pentru vnzarea-cumprarea de obiecte de valoare mare sau mijlocie, mrfuri n cantiti mari, prestarea unor tipuri de servicii deosebite etc. Ca form, acesta se prezint ca o succesiune de clauze (articole, prevederi) ntr-o ordine asupra creia prile semnatare au czut de acord; este de preferat ca aceast succesiune s urmreasc derularea n practic a operaiunilor comerciale ncepnd cu definirea obligaiilor prilor i ncheind cu ncetarea acestor obligaii. Vom reda mai jos, n mod schematic, principalele clauze care constituie un proiect de contract de vnzare-cumprare, care cu adaptrile i modificrile de rigoare, pot reprezenta o baz de pornire pentru diferitele situaii ntlnite n practic. Proiect de CONTRACT (CONTRACT Draft) - Preambul, introducere, definiii, scopul - Preamble, introduction, definition, scope of contractului the contract - Obiectul contractului - Subject matter of the contract - Obligaiile vnztorului - Seller's obligations - Obligaiile cumprtorului - Buyer's obligations - Pre, costuri, tarife i probleme aferente - Price, costs, rates and related matters - Taxe i impozite - Fees and taxes - Condiii de plat; garanii bancare - Terms of payment; bank guarantees - Condiii de livrare - Trade terms - Termene de livrare - Delivery - Ambalare, marcare - Packing, marking - Asigurare - Insurance - Expediere i transport - Forwarding and shipping - Recepia mrfii (inspecie, probe, - Quality control (inspection, tests, verificare) i reclamaii check-up) and claims - Montaj, probe, punere n funciune - Erection, tests, start-up - Asisten tehnic, colarizarea personalului - Technical assistance, instruction of Buyer's operativ al cumprtorului operating personnel - Probe de recepie, recepia obiectului Acceptance tests, acceptance/ contractului commissioning of the object of the contract - Performane, garanii - Performances, guarantees - Reclamaii - Claims - Penalizri, despgubiri, bonificaii - Penalties, indemnities, bonuses - Anularea contractului - Cancellation of the contract - Fora major - Force majeure - Arbitraj - Arbitration - Drepturi de proprietate, confidenialitate, - Property rights, confidentiality, restricii, protecie fa de teri, pstrarea restrictions, protection against third claims, secretului secrecy agreement - Prevederi diverse - Miscellanea - Dispoziii finale - Final dispositions - Anexe - Appendices/ Annexes

5.3. Preambulul la CONTRACT (Preamble to CONTRACT) De regul, un preambul la contract conine: - numrul contractului - locul i data ncheierii contractului; - prile contractante i adresa acestora. n practic, prile contractante vor fi denumite n concordan cu relaia dintre ele i/ sau obiectul contractului astfel: - VNZTOR-CUMPRTOR (Seller-Buyer) pentru a desemna prile semnatare ale contractelor de vnzare-cumprare de bunuri i servicii de orice fel. - EXPORTATOR-IMPORTATOR (Exporter-Importer) pentru a desemna prile semnatare ale contractelor de mare tonaj. - CONSTRUCTOR-BENEFICIAR (Constructor-Beneficiary) pentru a desemna prile semnatare ale contractelor pentru construcii industriale i civile, ci ferate, osele, instalaii portuare, lucrri i amenajri funciare, conducte etc. - LICENIATOR-UCENIAT (Licensor-Licensee) pentru a desemna prile n contractele de licen i care pot include pli pentru acordarea de licene (licence fees), redevene (royalties), cedarea de cunotine tehnice (know-how), executarea unor lucrri de proiectare (engineering and design), asisten tehnic (technical assistance), servicii (service) etc. - CONSULTANT-BENEFICIAR (Consultant-Beneficiary) pentru a desemna prile in domeniul activitii de consulting, expertiz tehnic, etc. - PROPRIETAR-CONCESIONAR (Owner-Leaseholder) pentru a desemna partenerii n contractele de nchiriere pentru terenuri, construcii, utilaj industrial i pentru construcii, scule, faciliti etc. - PROPRIETAR-CHIRIA (Landlord-Tenant) pentru a desemna partenerii n contractele de nchiriere de spaii (premises/ sites), terenuri, cldiri, depozite, cheiuri, birouri, case etc. - ANGAJATOR-ANGAJAT (Employer-Employee) pentru a desemna partenerii n contractele pentru angajarea forei de munc, necalificat sau calificat.

5.3.1 Modele de preambul la CONTRACTUL de vnzare-cumprare (Samples of Preambles to the Sales CONTRACT) 1. Contract Nr.. ncheiat la data de... ntre: Metav" S.A., Str. Speranei nr. 16, Bucureti, Romnia, Societate comercial, menionat mai jos drept Vnztor", reprezentat de... i Lys Export-Import Company, menionat mai jos drept Cumprtor", reprezentat de... Contract No... Concluded on the date of... between: "Metav" S.A.,16 St. Speranei, Bucharest, Romania, a Trade Company, hereinafter referred to as the "Seller", represented by... and Lys Export-Import Company, hereinafter referred to as the "Buyer", represented by...

2. Contract Nr... TEHNOFOREST, ntreprindere de comer exterior, Piaa Roselti nr. 4, Bucureti, n calitate de Vnztor" vinde i Firma Cabot & Co. Ltd. 12, Oxford St. London, n calitate de Cumprtor", se angajeaz s preia i s plteasc n concordan cu condiiile prezentului contract urmtoarele mrfuri... Contract No... TEHNOFOREST, Foreign Trade Company, 4 Piatza Rosetti; Bucharest, as "Sellers", sell and Messrs. Cabot&Co. Ltd.12, OxfordSt. London, as "Buyers", undertake to take over and pay lor, in accordance with the terms and conditions of the present contract, the following goods:... 5.3.2. Formulri specifice preambulului la CONTRACTUL de vnzare-cumprare (Specimen Sentences in Drawing up the Preamble to the Sales CONTRACT) 1. Prezentul contract este ncheiat ntre... 1. This contract is made between... 2. Subsemnaii... reprezentai de... i firma... 2. The Undersigned... represented by and... reprezentat de... Co. Ltd., represented by... 3. ...denumit/menionat mai jos drept 3. ...hereinafter called/ referred to as "Vnztori" i"... denumit/menionat mai jos "Sellers" and... hereinafter called/referred to drept "Cumprtori". as "Buyers"... 4. ...pe de o parte i... pe de alt parte 4. ...on the one part and... on the other part - au czut de acord asupra urmtoarelor... - have agreed the followings... - au ncheiat acest/ prezentul contract - have concluded this/ the present dup cum urmeaz/ prin care se cade de contract as follows/ whereby it is agreed acord.../ n sensul c... as follows/ on the effect that... 5. Vnztorul/ Vnztorii a(u) vndut i 5. The Seller(s) has/ have sold and the Cumprtorul/ Cumprtorii a(u) Buyer(s) has/ have bought cumprat - C.I.F./F.O.B.... - C.I.F./F.O.B.... - n condiiile stipulate i sub rezerva - on the terms and conditions set forth and condiiilor generale de vnzare confirmate subject to the General Conditions of Sale aici endorsed hereon... - urmtoarele mrfuri:... - the following goods:... 5.4. Obiectul CONTRACTULUI de vnzare-cumprare (The Object of the Sales CONTRACT) Obiectul contractului (the object/ matter of the contract) include de obicei urmtoarele: - obligaiile prilor: vnztor-cumprtor etc. (parties' obligations) - descrierea mrfii (description of the goods) - calitatea (quality) - specificaii (specifications) - cantitate (quantity) - ambalare (packing) - marcaj (marking) Prezentm mai jos un model de obiect al contractului de vnzare-cumprare. Contract Nr.... 4

1. Obiectul contractului 1.1. Vnztorul se oblig s livreze i Cumprtorul s preia livrarea i s plteasc, n concordan cu condiiile prezentului contract, rulmenii de fabricaie romneasc conform Anexei Nr. 1 ataat, prezentnd specificaiile, cantitile, preurile unitare i termenele de livrare, aceasta reprezentnd o parte integrant a prezentului contract. Valoarea total a acestui contract este... 1.2. Rulmenii vor fi furnizai sub marca URB. 1.3. Obiectul acestui contract poate fi extins sau restrns pe durata sa, prin acordul reciproc al prilor, exprimat n scris. 1.4. Acest contract poate fi considerat ca sfrit: 1.4.1. de oricare dintre pri, n orice moment, cu o prealabil notificare de 30 zile, exprimat n scris, n cazul unei permanente nerespectri de ctre cealalt parte a condiiilor prezentului contract, numai dac aceast nerespectare nu a aprut ca urmare a unui caz de for major. 1.4.2. prin acord reciproc in orice moment, ntr-o asemenea situaie, mrfurile deja produse, existente n stoc la unitile productoare trebuie preluate de cumprtor n condiiile prezentului contract. 1.5. Marfa ce reprezint obiectul prezentului contract poate fi re-exportat de cumprtor doar n cazul unui acord anterior exprimat n scris de vnztor n acest sens. (Cumprtorul este considerat responsabil pentru orice avarie care se produce prin nerespectarea acestor obligaii). CONTRACT NO. 1. Object of the contract 1.1. The Seller undertakes to deliver and the Buyer will take over and pay according to the conditions of the present contract the bearings of Romanian manufacture as per attached Appendix no. 1, showing specifications, quantities, unit prices and delivery times, which make an integral part of the present contract. The total value of this contract is... 1.2. The bearings will be supplied under the URB brand.

1.3. The object of this contract can be enlarged or restricted during its validity by mutual written consent of the parties. 1.4. This contract may be terminated:

1.4.1. by either party at any time by 30 days notice in writing in the event of the persistent failure of the other to observe the terms of this contract unless such failure arises from force majeure. 1.4.2. by mutual consent at any time.

In such an event the goods already manufactured and existing in stock at the manufacturing factories should be taken in charge by the Buyer in the conditions of the present contract. 1.5. The goods making object of the present contract could be re-exported by the Buyer only subject to the previous written agreement of the Seller to this effect. (The Buyer is held responsible for any damage arising from non-observing this obligation).

5.5. Clauza CALITATE (The QUALITY Clause) Clauza Calitate, convenit de pri i stipulat n contract, include totalitatea proprietilor fizice, chimice, organoleptice etc., precum i datele sau calificativele etc. care identific sau individualizeaz obiectul contractului, definindu-l. Ele trebuie s corespund practicii comerciale uzuale; exist o multitudini de posibiliti de exprimare a clauzei Calitate n funcie de obiectul contractului (materii prime, produse naturale, mrfuri manufacturate etc.). Dintre acestea menionm: - conform catalogului (by catalogue) transmis de ofertant. -conform specificaiei (by specification) ntocmite de cumprtor sau de vnztor. -conform caietului de sarcini (by tender book) ntocmit de solicitani sau de un ter i utilizat n cazul licitaiilor internaionale (tender). -conform descrierii (by description) care este fcut de vnztor i include, in funcie de obiectul contractului, forma (shape)/ dimensiunea (size)/ greutatea (weight)/ culoarea (colour)/ aspectul (aspect)/ caracteristici (characteristics)/ marca comercial (trade mark)/ calitatea produsului (brand) etc. -conform mostrei (by sample)/ nu inferioar mostrei (up to the sample). In cazul acestei clauze, obiectul contractului trebuie s fie asemntor cu modelul (pattern), cartela de culori, nuana, dimensiunea (colour/ shade/ dimension card), proba (specimen), desenul (design), macheta (model), croiala (cut) etc. mostrei. In acest sens, ne putem referi la mostr ca: - prob martor (witness sample) - prob etalon (standard sample) - prob sigilat (sealed sample) - prob admis (accepted sample) - prob de referin (reference sample) -conform tipului (to type). Se va face referire la un tip obinuit (ordinary quality/ type), un tip cunoscut (like type), un tip uor de identificat (easy to identify type). -conform normei/ standardului (to norm/ standard); n cazul acestei clauze, obiectul contractului trebuie s corespund unei norme cunoscute sau convenite de pri/ unui standard naional sau internaional. -conform contractului (to contract); aceast clauz se utilizeaz n cazul unor livrri pariale (part shipment) efectuate ca parte a unui contract de lung durat (long-term contract)/ a unui contract cadru (frame contract). -la vedere (at/ on sight); clauza se utilizeaz n cazul mrfii vndute n condiia vzut-plcut". -dup cum se prezint marfa (tel quel/ as the goods stand); aceast clauz este asemntoare celei anterioare; referina de calitate este nsi marfa. -cu condiia inspectrii mrfii (subject to inspection); n cazul acestei clauze cumprtorul mai nti va inspecta marfa, apoi va anuna decizia sa. -marfa livrat de vnztor este acceptat de cumprtor sau returnat vnztorului (on sale or return) -cu condiia aprobrii de ctre cumprtor (on approval). Cumprtorul anun decizia de a prelua marfa numai dup primirea mrfii; aceast clauz este riscant pentru vnztor. O variant a sa este clauza prin care marfa este livrat i depus n consignaie la cumprtor (consignment on approval) care o poate accepta sau returna. -de prob (on trial); n cazul acestei clauze se livreaz doar o anumit cantitate de marf care s fie necesar cumprtorului n vederea efecturii anumitor probe. -de calitate medie/ mijlocie (fair average quality - f.a.q.); calitate obinuit bun (good ordinary brand g.o.b.); calitate vandabil (merchantable quality);grad/ calitateI, II, III (grade/ quality/1, II, III); fin (fine - F); foarte fin (finest - f.f.); extrafin (superfine - f.f.f.); pur (pure - p.); conform analizei (per 6

analysis - p.a.) etc.; n cazul acestor clauze marfa trebuie s corespund unei caliti bine cunoscute pe o anumit pia sau ntr-un domeniu de activitate. 5.5.1. Negocierea clauzei de CALITATE (Negotiating the QUALITY Clause) Mr. Fields: - Good morning. I am Howard Fields from Jordan Brothers, importers of textile products. Mr. lonescu: - Good morning. Pleased to meet you. Do sit down. I hope you have received our pattern book. Mr. Fields: - Yes, we have, and we are particularly interested in some textiles made of pure cotton and silk. Can you give me - for the beginning - some more details on sample no. 212, 305 and 425? Mr. lonescu: - Yes, with pleasure; I see that you have selected the most attractive ones. Mr. Fields: - We want to extend our range of products, and we aro looking for new shades and designs, but only high quality goods. Mr. lonescu: - Go ahead! Mr. Fields: - Are these textiles guaranteed unshrinkable, colour-last and crease-resistant? Mr. lonescu: - Absolutely; moreover, I assure you that sample no. 212 which is made of pure cotton is water-proof. I am sure that your clients will also enjoy its light shade which is in fashion nowadays. Mr. Fields: - Yes, of course, but our Company would like to make sure of all these characteristics before purchasing extensively; may I suggest you send us a first dispatch on trial? Mr. lonescu: - That's a good idea; we'll do that before concluding our contract. Anyway, considering the quality of our goods, your purchase is a real bargain, believe me!

5.5.2 Modele de clauze referitoare la CALITATE (Samples of QUALITY Clauses) 1. Contract nr.... Descrierea mrfii: esturi Calitatea: conform mostrelor nr. 212; 305; 425. Contract No.... Description of goods: textiles Quality: as per samples No. 212; 305; 425. 2. Contract Nr.... Rulmenii ce fac obiectul prezentului contract vor fi produi n conformitate cu standardele internaionale ISO i/ sau cu standardele romneti din catalogul nr. 7185 privind rulmenii sub marca URB. Rulmenii vor fi preluai n ceea ce privete calitatea n conformitate cu prevederile standardelor militare americane MIL-STp 105D la nivelurile medii de calitate stabilite prin consimmnt reciproc de ctre pri. n cazul n care nu se stabilesc asemenea nivele medii de calitate, vor fi aplicate condiiile obinuite de export ale vnztorului. Calitatea va fi atestat prin Certificatul de calitate emis de productori. Contract No.... The bearings making object of the present contract will be manufactured according to the international ISO standards and/ or Romanian standards; as per URB bearings catalogue no. 7185. 7

The bearings will be taken over as to quality according to the American MIL-STD-105 at the A. Q.L. established by mutual consent by the panies. In case such A.Q.L. are not established, the Seller's usual export conditions will be applied. The quality is attested by the Certificate of quality issued by the producers. 3. Contract NR. Descrierea mrfii: secar Calitate: Cerealele destinate pentru ncrcare trebuie s fie nevtmate i lipsite de orice miros strin. Greutate natural... kg la hectolitru. Adaos de impuriti... la sut, incluznd pmnt pn la...% Contract No.... Description of goods: rye Quality: The grain intended for shipment must be in sound condition and free from any foreign smell. Natural weight... kilos per hectolitre. Admixture of foreign substances... per cent, including din up to... p.c.

5.5.3. Formulri folosite n redactarea clauzei CALITATE (Specimen Sentences in QUALITY Clauses) 1. Marfa vndut conform prezentului contract trebuie s corespund urmtoarelor specificaii... 2. Marfa trebuie s fie conform mostrelor aprobate de Cumprtor. 3. Calitatea mrfii din prezentul contract trebuie s fie pe deplin n conformitate fie cu standardele de Stat existente n Romnia, fie cu condiiile tehnice n vigoare la uzina productoare. 4. Marfa trebuie s corespund standardelor din ara vnztorului n ceea ce privete calitatea, sortimentele i dimensiunile numai dac nu s-a prevzut altfel n prezentul contract, iar vnztorii nu sunt rspunztori pentru deteriorarea mrfii dup transferul riscurilor. 5. Materialul folosit pentru confecionare sau marfa inclus n prezentul contract trebuie s corespund standardelor din ara vnztorului dac nu s-a convenit altfel de ctre pri. 1. The goods sold under the present contract shall be of the following specofications. 2. The goods should be as per samples appproved by Buyer. 3. The quality of the goods under the present contract shall be in full conformity either with the State standards existing in Romania or with the technical conditions ruling at the manufacturing work. 4. Goods have to meet the standards of the Sellerscountry, as far as quality, assortments and sizes are concerned, unless otherwise provided in the present contract and the Sellers are not responsible for deterioration of goods after the transfer of risks. 5. The material used for the performance of the goods included in this contract should meet the standards of the Sellers country unless otherwise agreed by the parties.

5.6. Clauza CANTITATE (The QUANTITY Clause) Clauza Cantitate inclus n contractul de vnzare-cumprare se exprim, n funcie de caracteristicile mrfii, prin: A. numrul de buci (number of pieces) - uniti de greutate exprimate n: - grame (grams) - kilograme (kilograms) - tone - lungi (long tons) - scurte (short tons) - metrice (metric tons) -uncii (ounces -oz.) -livre (pounds - lb) -greutate de 112 livre (long hundredweights - cwt) sau de 100 livre (short hundredweight - sh.cwt.) - uniti de lungime (units ol length) exprimate n: - milimetri (millimeters) - centimetri (centimeters) -metri (meters) -inci (inches - in.) -picioare (fej't - ft.) -iarzi (yards - yd.) - uniti de suprafa (units of area/ surface) exprimate n: -centimetri ptrai (square centimeters - sq.cm.) -metri ptrai (square meters - sq.m) -inci ptrai (square inches - sq.in.) -picioare ptrate (square feet - sq.ft.) -iarzi ptrai (square yards - sq.yd.) - uniti de volum (units of volume) exprimate n: -metri coi (cubic meters - cu.m.) -inci cubici (cubic inches - cu.in.) -picioare cubice (cubic feet - cu.ft.) -iarzi cubici (cubic yards - cu.yd.) - standarzi (standards) - uniti de capacitate (units of capacity) exprimate n: - galloni (gallons - gal.) -sferturi de galon (quarts - qt.) -pinte (pints - pt.) - diferite alte uniti tehnice de msur. B. limita inferioar i superioar, cnd cantitatea total nu este definit, ca n cazul mrfurilor vndute n vrac (in bulk). C. unele uniti de msur tradiionale, nc n vigoare, precum: - balotul (the bale) - sacul (the sack) . . - punga (the bag) - bidonul (the drum) - damigeana (the demijohn) - barilul (the barrel) - buelul (aprox. bania) (the bushel) etc.... 9

5.6.1. Negocierea clauzei de CANTITATE (Negotiating the QUANTITY Clause) Mr. Brown: Mr. Pop: Mr. Brown: Mr. Gibson: Mr. Pop: Mr. Gibson: Mr. Pop: Mr. Brown: - Good morning, Mr. Pop. - Good morning, I am pleased to meet you again here at our company. - May I introduce my new assistant, Mr..Gibson? - How do you do? - Is this your first trip to Bucharest, Mr. Gibson? - Yes, I am visiting Bucharest for the first time. - Well, in this case, this is a good opportunity to welcome you in our offices. - We take advantage of our visit to Romania to discuss over some clauses in the draft contract between your company and our firm. First, we should like to know if you can deliver the quantities we need; they are rather large, we admit. - Yes, you are right. As far as I know, you are interested in purchasing kitchen cupboards - 250 pieces and folding chairs - 2000 pieces; I think there is no problem as regards the cuboards, but the folding chairs can be delivered only in two or three separate lots; we have not such a large quantity in stock at present. - How many pieces can you deliver from stock? - 1000 pieces for the beginning and the rest of the merchandise in two separate lots of 500 pieces each. - I think this would suit us, but I have to inform the General Manager of my firm about it before taking a final decision. - We have seen in your exhibition a very beautiful furniture: a dining room suite .Chippendale" 301. If you have it available, we should be interested in purchaising 15 suites. - Well, you see, being period furniture this is only a prototype, but if you are determined to buy it, we can produce the number of pieces you want; it will not last longer than 6 months. - That's very interesting; we shall discuss your conditions with our General Manager. Our talk was very useful indeed; we shall resume it tomorrow. Does it suit you? - Of course; I'll be waiting for you tomorrow at 12 o'clock.

Mr. Pop:

Mr. Brown: Mr. Pop: Mr. Brown: Mr. Gibson: Mr. Pop: Mr. Gibson: Mr. Pop:

5.6.2. Modele de clauze referitoare la CANTITATE (Samples of QUANTITY Clauses) 1. dulapuri de buctrie 2. scaune pliante 3. garnituri de sufragerie Chippendale" 301 Cantitate: pentru 1. - 250 buci pentru 2. - 2000 buci pentru 3. -15 garnituri Vnztorul va procura i va livra cumprtorului mrfurile specificate conform anexelor la prezentul contract. 10 1. Contract Nr.... Descrierea mrfii:

Contract No.... Description of goods; 1.kitchen cupboards 2.folding chairs 3.dining-room suites "Chippendale" 301 Quantity: for 1. 250 nos for 2. 2000 nos for 3. 15 suities The Sellers should produce and deliver to the Buyers the goods specified in the enclosures to this contract. 2. Contract Nr.... Denumirea mrfii: ln Cantitate: 2000 baloturi a 100 kg fiecare. Greutatea va fi stabilit n portul de descrcare, 10% umiditate va fi admis la greutatea absolut uscat. Contract No.... Description of goods: wool Quantify: 2,000 hulas of 100 kgs each Weights to be established at the port of discharge, 10 p.c. moisture being added to absolute dry weight. 3. Contract Nr.... Descrierea mrfii: secar Cantitate: 3000 tone metrice, 10% n plus sau n minus, la alegerea vnztorilor, in vrac. Contract No.... Description of goods: rye Quantity: 3000 metric tons, 10 per cent more or less, at the Seller's option in bulk. 4. Contract Nr.... Denumirea mrfii: rulmeni Cantitile menionate n Anexa nr. 1 urmeaz a fi considerate ca fiind buci. Rulmenii vor fi preluai din punct de vedere al cantitii conform listelor de colisaj i a documentelor de transport. Vnztorii sunt considerai rspunztori pentru cantitatea ambalat n fiecare unitate de ambalaj conform listelor de colisaj. Contract No.... Description of goods: bearings The quantities mentioned in the Appendix no. 1 are to be understood as pieces. The bearings shall be taken over as to quantity according to the packing listsp and the shipping documents. The Seller is held responsible for the quantity packed in each packing unit as per packing lists.

11

5.6.3. Formulri folosite n redactarea clauzei referitoare la CANTITATE (Specimen Sentences in QUANTITY Clauses) 1. O toleran de 5% n plus sau n minus fa 1. A margin of 5 per cent more or less on the de cantitatea contractului/ din cantitatea contract quantity/ on the quantity of any oricrui produs separat, sau specificaie se separate item or specification is to be allowed admite vnztorului. to the Sellers. 2. Cumprtorul va plti cantitatea 2. Buyers shall pay for the quantity actually realmente livrat (dac aceasta nu depete supplied (should this not exceed the limits of limitele toleranei de mai sus). the above margin). 3. n cazul n care cantitatea livrat 3. Should the quantity supplied exceed the depete cantitatea contractului plus contract quantity plus the allowed margin, tolerana admis, Cumprtorul poale s Buyers are entitled to accept the whole accepte ntreaga cantitate livrat, pltind quantity supplied, paying the contract price. preul contractului. 4. n cazul n care Cumprtorul nu accept 4. Should the Buyers not accept the excess cantitatea n plus fa de tolerana admis, el quantity over the allowed margin, they are nu are dreptul s resping aceast cantitate not allowed to reject this quantity shipped in ncrcat n plus, ci o va depozita n excess, but shall deposit it in their depozitul lui, pe cheltuiala i riscul warehouse, at Sellers' risks and expense. Vnztorului. 5. n cazul n care cantitatea livrat este sub 5. Should the quantity supplied be below the cantitatea contractului, ntr-o msur care contract quantity to an extent that is less than este mai mic dect tolerana admis, the allowed margin, Buyers are not entitled Cumprtorii nu au dreptul s resping to reject the goods, but are entitled to the marfa, dar au dreptul la compensaie corresponding compensation, by means of corespunztoare, prin livrarea ulterioar a subsequent delivery of the quantity found cantitii lips (adic a celei sub cantitatea short (that is below the contract quantity contractului minus tolerana). minus the margin). 5.7. Clauza AMBALAJ (The PACKING Clause) Clauza contractual referitoare la ambalaj conine stipulaii menite s asigure integritatea calitativ, cantitativ, comercial i tehnic (qualitative, quantitative, commercial and technical integrity) a mrfurilor ce fac obiectul tranzaciei i care urmeaz a fi transportate de la locul unde au fost produse (produced) sau depozitate (warehoused) de vnztor la locul unde cumprtorul le va recepiona (place of reception). n clauz se poate prevedea dreptul cumprtorului de a cere o livrare suplimentar (additional delivery) sau o nou livrare (replacement of goods) n cazul n care se va dovedi c marfa a fost deteriorat (damaged) din cauza ambalrii necorespunztoare (due to inadequate packing). Ambalarea se face n funcie de natura mrfii i de modul de transport i are funcia principal de a proteja marfa. Distingem n formularea clauzei: ambalaj rezistent la transportul pe mare (seaworthy packing); ambalaj care protejeaz mpotriva umezelii (moisture-proof packing), ambalaj impermeabil (water-proof packing), ambalaj care protejeaz mpotriva oxidrii (rust-proof packing), ambalaj care protejeaz mpotriva sustragerii (pilferproof packing), ambalaj neinflamabil (fire-proof packing). Clauza mai poate stipula obinerea unui ambalaj cu o rezisten mare la manipulare neglijent (strong packing to resist rough handling). O alt cerin n formularea clauzei este meninerea costului sczut (to save freight, to keep freight low) i aceasta presupune alegerea unui ambalaj adecvat care s evite navlul mort (dead freight) i 12

spaiul nefolosit (broken stowage). Materialul de ambalaj trebuie deci s fie ct mai uor (light packing), frl ns a periclita securitatea mrfii. La formularea clauzei, se mai are n vedere dependena tipului de ambalaj dependena tipului de ambalaj de posibilitile de ncrcare i descrcare n porturile de expediere i de destinaie. Astfel, se poate prevedea ca ambalajul s fie prevzut cu mnere din frnghie pentru manipulare (carrying handles made of rope), toarte (ears), n vederea facilitrii manipulrii sau ncrcrii/ descrcrii (to facilitate handling or loading/ discharging). n formularea clauzei ambalaj se vor avea n vedere reglementrile vamale din ara importatoare. Dac taxele vamale se percep n funcie de valoarea mrfii (ad valorem duty), nu conteaz natura ambalajului. Dar n cazul taxelor vamale percepute dup greutatea mrfii sau dup volum, natura ambalajului prevzut n contract este esenial pentru costul tranzaciei. n cazul taxelor dup greutate, se disting greutatea brut (gross weight) i greutatea neto (net weight). n funcie de natura mrfii contractate i de modul de transport, se va stabili tipul de ambalaj i materialul din care s fie confecionat. Sacul (bag or sack) e fcut din iut (jute), textile (textile material), pnz (canvas burlap), cauciuc (rubber), sau din hrtie n mai multe straturi (ply-paper). Balotul (bale) se acoper (is covered) sau se nvelete (is wrapped) n hrtie rezistent i impermeabil de ambalaj (waterproof kraft paper). Butoiul (barrel, cask, keg, firkin) este din lemn (wooden). Butoaiele sunt de regul rezistente la scurgerea coninutului (sift-proof) i cptuite (lined) cu substane chimice sau hrtie impermeabil (waterproof paper). Cutia (box, chest) este din lemn (wood), carton (cardboard), carton ondulat (corrugated cardboard), placaj (plywood). Bidonul (tin, can) este fcut din metal precum cositorul. Damigeana (carboy, demijohn) este fcut din sticl protejat de mpletitur (basketwork). Cutia de carton (carton) este din carton (cardboard), carton ondulat, (corrugated cardboard), carton din paie (strawboard). Lada (case) este fcut din lemn (wood), ntrit cu benzi metalice (metal straps). Stelajul (erate) const dintr-un fund (bottom) i o ram cu diagonale (frame and diagonals). Bidonul cilindric (drum) este din oel sau fier. Bidonaul (pail) este din metal, cu orificiu de scurgere (spout) i mner (handle). Borcanul (jar) este din sticl. n cadrul clauzei, se poate stipula ca n interior ambalajul s fie cptuit (coaffld) cu un strat de vopsea sau ulei sau prevzut cu un nveli interior (lining) din meta (metamned), carton gudronat (tar paper), hrtie impermeabil (water-proof paper), sau s se prevad capitonarea (padding) sau introducerea de rumegu (sawdust) sau tala (wood-wool, wood shavings). 5.7.1. Negocierea clauzei AMBALAJ (Negotiating the PACKING Clause) Mr. Smith : Manager: Mr. Smith : - How do you do, I have come on behalf of Messrs Brown & Co. Ltd. who have contacted you for the delivery of cement and other building materials. I'd like to deal with some details. - How do you do. Glad to meet you. We assure you we shall do our best to comply with your demands. - I'll refer to some facts regarding packing. We'd rather have the cement shipped n paper sacks to save freight. The sacks must be laminated and rendered moisture-proof. Each sack should contain 1 cubic foot. 13

Manager: Mr. Smith : Manager:

- / have taken down all your demands. We'll contact our packers and everything is done according to your requests. All these will be included the contract form we shall send you for signing. - Thank you. We hope to hear from you soon. Good-bye. - Good-bye

1. Obiectul contractului: ciment i materiale de construct Vnztorul se angajeaz s ambaleze mrfurile n materiale de ambalaj adecvate corespunztor mijloacelor de transport pentru a asigura integritatea cantitativ i calitativa a mrfurilor ce urmeaz a fi expediate i transbordate. Cimentul va fi ambalat n saci de hrtie kraft n 5 straturi laminate i rezisteni la umiditate. Fiecare sac va conine un volum de un picior cubic. Object of the contract: cement and other building materials. The Seller undertakes to pack the goods in adequate packing materials suitable to the means of transportation in order to ensure the quantitative and qualitative integrity of the goods to be shipped and transshiped. The cement should be packed in five-ply kraft paper sacks, laminated and rendered moisture-proof. Each sack should contain one cubic foot. 2. Obiectul contractului: echipamente Mrfurile vor fi ambalate n lzi rezistente, adecvate transportului pe distan lung pe mare i pe uscat i pentru numeroase manipulri. Pentru a asigura securitatea mrfurilor pe timpul transportului pe mari distane i al depozitrii, nainte de ambalare se vor aplica pe mrfuri vopsele sau unsori anticorozive adecvate. n fiecare lad sau cutie vnztorul va nainta lista de colisaj i certificatul de fabricaie n dou exemplare, n sculee de plastic sigilate Object ol the contract: equipments The goods shall be packed in strong cases, suitable for long distance sea transportation, land transportation and numerous handlings. In order to ensure the safety of the goods during long distance transportation and storage, suitable anticorrosion paint or grease shall be applied on the goods prior to the packing. In each case or box, the Seller shall provide the packing list and produc t certificate in two copies, sealed in plastic pouch. 5.7.3. Formulri folosite n redactarea clauzei AMBALAJ (Specimen Sentences in PACKING Clauses) 1. Excavatorul va fi n ntregime ambalat 1. The excavator shall be completely crated. ntr-o lad cu ipci. 2. Piesele de schimb i toate accesoriile 2. The spare parts and all attachments should trebuie ambalate separai n cutii mai mici, be packed separately, in small boxes which care vor fi aezate n lada mare i fixate de should be accommodated inside the big case aceasta. and fastened to it. 3. Pentru protecie mpotriva umiditii, 3. As a protection against moisture damage, lzile trebuie cptuite cu metal. the cases must be metal-lined. 14

4. Greutatea fiecrui balot nu va depi 300 kg. 5. Stelajele vor fi acoperite cu placaj i ntrite cu fii metalice. 6. Drojdia va fi expediat n bidoane de oel cu o capacitate de 200 livre. 7. Mrfurile vor fi ambalate corespunztor pentru a rezista att la transportul maritim ct i la cel pe uscat i la transbordri. 8. Vnztorul va trebui s se asigure c se vor folosi exclusiv cercuri de oel pentru butoaiele n care ne vei expedia mrfurile i n nici un caz cercuri de lemn. 9. Ambalarea se va face n cutii de lemn ntrite cu fii metalice. 10. Pentru a proteja contra stricciunii cauzate de umiditate, maina va fi uns cu ulei. 11. Pentru reducerea la minimum a cheltuielilor de ambalare i transport, va fi necesar s livrai mrfurile n cutii din carton ondulat, fiecare coninnd cam 40 livre. 16 asemenea cutii pot fi apoi stivuite i legate cu benzi metalice ntr-un pachet. 12. Pentru a economisi navlul vei expedia cimentul n saci de hrtie. Acetia trebuie s fie din hrtie kraft n 5 straturi. Fiile trebuie laminate i fcute rezistente la umiditate. 13. Nu avem obiecii dac expediai n cutii din plci fibrolemnoase compania naval urmnd s emit un conosament curat i s se abin s tampileze conosamentul cu meniunea ambalaj fragil".

4. The weight of each bale should not exceed 300 kg. 5. The crates should be covered with plywood and reinforced with metal bands. 6. The yeast should be shipped in steel drums having a capacity of 200 pounds. 7. The goods shall be properly packed to withstand both oversea and overland transport as well as transshipment. 8. The Seller should make sure that steel hoops are exclusively used for the barrels in which you will ship our goods, and on no account wooden hoops. 9. You shall pack in wooden cases reinforced in metal strapping. 10. For protection against moisture damage, you must have the machine sprayed with oil. 11. For reducing packing and freight charges to a minimum, you shall therefore supply these goods in corrugated cardboard cases carrying about 40 lbs. each. 16 of such boxes can then be stacked and metalstrapped in one package. 12. To save freight you shall ship the cement in paper bags. These must consist of 5-ply kraft paper. The sheets must b laminated and rendered moisture-proof. 13. We have no objection to your shipping in fibreboard boxes provided that the steamship company issues a "clean" bill of lading and refrains from stamping the" "frail package" clause on the bill..

5.8. Clauza MARCAJ (The MARKING Clause) Marcarea vizibil a ambalajelor e foarte important pentru manipularea mrfii n timpul ncrcrii, transbordrii sau descrcrii (handling of goods during loading, transshipment, unloading). Pentru marcare se folosesc abloane (stencils), imprimri cu fierul nroit (burning the marks into the wood), imprimri cu vopsea (paint), sau cerneal neradiabil (indelible ink). Se recomand marcarea a cel puin dou laturi ale fiecrui ambalaj, sau (cnd nu e posibil) fixarea marcajului pe etichete din pnz de in (linen tags). La marcare se au n vedere att marcajele distinctive ale expeditorului (shipper's own distinctive marks) ct i cele ale destinatarului (consignee's distinctive marks). Trebuie s se in cont i de cerinele de marcaj impuse de autoriti (official marks required by. authorities), cum ar fi greutatea i dimensiunile (weight and dimensions). Marcajul poate consta din cifre (figures), litere (letters), desene (drawings). n clauz se pot prevedea indicaii speciale i de atenionare (special directions and warnings). 15

lat cteva exemple de indicaii speciale: Nu trntii (Do not drop); Nu depozitai n locuri umede (do not store in damp places); fragil (fragile); mnuii cu grij (handle with care); pstrai n loc rece (keep in cold place); lichide, nu basculai (liquids, do not tilt); maini, manipulai cu grij (machinery, handle with care); deschidei aici (open here); agai aici (sling here); stivuii departe de cazane (stow away from boilers); cu partea aceasta n sus (this side up); partea de sus (top); nu folosii crlige (use no hooks). 5.8.1. Negocierea clauzei MARCAJ (Negotiating the MARKING Clause) - Good morning. I've come on behalf of my company to discuss certain matters referring to our contract. - Good morning. I'm ready to listen to you and assure you we'll do our best to meet your requirements. - In what marking is concerned I'd like to point out that all marking should be written in indelible ink to prevent obliteration by dirt or grease. - We'll take care of that and put it down in the contract. - There are two more points I'd insist on. A special warning shall be written on each bag; "Do not store in damp places, as the goods should be kept dry". Our country's regulations also require that the country of origin should be clearly marked. So lets have the mark Made in Romania attached on each bag on a special linen tag. - I've put down all these and when we draw up the contract for signing we'll take into account your requirements. - Thank you, Sir. Good bye. 5.8.2. Modele de clauz referitoare la MARCAJ (Samples of MARKING Clauses) Obiectul contractului: alimente Urmtoarele se vor marca n englez pe fiecare sac cu cerneal neradiabil: a. Marcajul expeditorului b. Numrul contractului i numrul de serie al mrfii c. Portul de destinaie d.Greutatea brut i net e. Destinatarul i adresa sa f. Ca indicaii speciale se vor meniona: Nu depozitai n locuri umede" i fabricat n Romnia", care se vor ataa pe o etici teta special pe fiecare sac. Object of the contract: food a.. Shipper's mark b. Number ol contract and series number of the goods c. Port of destination d. Gross and net weight e.Consignee and his address. f. The special indications will be: "Do not store in damp places" and "Made in Romania". The latter will be attached on a special tag on each bag.

Mr. Brown: Manager: Mr. Brown: Manager: Mr. Brown:

Manager: Mr. Brown:

16

5.8.3. Formulri folosite n redactarea clauzei MARCAJ (Specimen Sentences in MARKING Clauses) 1. Marcajele de expediere se vor imprima cu 1. Shipping marks to be stenciled on the crates abloane pe stelaje conform ilustraiei alturate. as shown in the enclosed illustration. 2. Marcajele de expediere, greutatea net i 2. The shipping marks, the net and gross weight brut i dimensiunile trebuie imprimate cu cel and dimensions must be stenciled in letters at puin 3 oii nlime pe partea exterioar a least 3 inches high on the outside of the cases. lzilor. 3. Locurile de agare pentru curele trebuie 3. The hitching places for the slings should be marcate n culoarea roie pentru a atrage atenia marked with red paint to attract the stevedores' docherilor. atttention. 4. Pentru echipamentul fragil se vor marca 4. For the fragile equipment the following urmtoarele Manipulai cu grij, fragii". should be marked "Handle with care, fragile". 5. Marcarea se va face ntr-un asemenea mod 5. Marking shall be done in such a way as to nct s reziste condiiilor de vreme, ocurilor, resist weather conditions, shocks, handling, manipulrii, depozitrii. storing. 6. Cutiile trebuie marcate pe ambele pri. 6. Boxes shall be marked on both sides. 7. Marcajul de expediere nu trebuie n nici 7. The shipping marks must on no account be un caz aplicat direct pe pnza nfurat applied directly on to the canvas surrounding pe baloturi. n schimb, v rugam s the bales. Instead, the sellers should have two coasei dou etichete de pnz pe fiecare linen tags sewn to each bale for the marking. balot pentru marcaj. 8. Marcai cutiile cu Nu basculai" i Stivuii 8. Mark all cases "Do not tilt" and "Stow on pe punte". deck". 9. Pentru marcaje i numere vnztorul se va 9. For marks and numbers, the Sellers adresa expeditorilor notri. shall apply to our forwarders. 10. Marcajele i numerele vor fi indicate 10. Marks and numbers will follow later. ulterior. Clauza PRE (The PRICE Clause) n contractele de vnzare internaional, preul se nscrie att pe unitatea de msur a mrfii (unit price) ct i cu valoarea total (total price), exprimat n valuta convenit; el poate s apar i defalcat (split) pe categorii de livrri. Preul este determinat prin contract fie direct (specificat n cifre exacte), fie prin referin. In acest al doilea caz, preul este determinabil, n sensul c se specific doar elementele care vor servi la calcularea lui la o dat.ulterioar. Preul poate fi fix (fixed price) sau variabil (sliding price). Preul contractului se scrie att n cifre ct i n litere, pentru evitarea oricrei confuzii, astfel: US $ 10,500 (ten thousand five hundred US dollars). El se exprim fie n valuta rii cumprtorului (Buyer's currency), fie n valuta rii vnztorului (Seller's currency), fie in valuta unei tere ri (third currency). Se poate calcula att pentru greutatea net ct i pentru greutatea brut. Pentru a aprecia obligaiile reciproce ale prilor contractuale sau fa de autoriti sau tere pri, preul se asociaz cu unele calificative, astfel: 1.vmuit -duty paid 2. nevmuit - duty unpaid 17

3. inclusiv ambalajul - package included . 4. exclusiv ambalajul - package excluded 5. cu ambalaj nereturnabil/ nerecuperabil - non return(able) package 6. cu ambalaj returnabil n decurs de... - package returnable within... days 7. cu taxele i cheltuielile de transport pltite - freight, charges and.expenses prepaid 8. franco domiciliu - free/ franco domicile 9. cheltuieli de transport pltite carriage paid 10. livrat franco delivered free to 11. franco poarta cumprtorului - free consignees door 12. gratuit free of charges 13. livrat n / la - delivered in/at 5.9.1. Negocierea clauzei PRE (Negotiating the PRICE Clause) - Well, Mr. Popa, it seems to me we've come a long way, but there are still some contract amendments you'd like us to go into together. - Yes. You see, most of it looks fine except for the price clause. First, I'm a bit worried by the sliding price. - Mr. Popa, I can assure you that this is just normal practice with the British firms for a time of delivery of over 12 months. - Perhaps, but our German partners are now quoting fixed prices and I don't think your american competitors would insist on it if we gave them the business. - I don't know about them, but it may be acceptable, considering that this is our first business with you. I'd only have to clear that with my boss first. Is there anything else? - Well, your prices are CIF Constana. We usually buy on an FOB basis. If that's convenient to you, how much less would an FOB London price be? - Let me see. This would mean less work for us, and as you will be responsible for the insurance of goods in transit, our costs will be lower. I'd soy about 5% less. Do you agree? - Yes, it sounds reasonable. But let us consider the very important question of discount. - I thought we had already agreed on 7 1/ 2% off our published price. - Let me remind you, Mr. Day, that 7 1/ 2% is for much smaller orders than ours. Given our large order we'd expect 17% off list price. - I'm afraid that's much too high. I can try to get you an 11 % quantity discount if you agree to pay entirely in sterling, instead of 75% in sterling and 25% in commodities, under the buy-back clause. Would that be acceptable? - Mmm. Yes. With one proviso; that, if we placed any further orders within one year, they would receive at least the same discount. - We don't usually make that kind of concession, but, since this is a very large order and you are willing to renounce "the buy-back" clause... Mmm... I must phone my head office. If I did it now, we'd have an immediate answer. - You're welcome to use the phone in the next office, Mr. Day... (Mr. Day phones London, then returns to Mr. Popa's office.) - Then we are agreed, Mr. Popa. Let's make a note of all these amendments so that the final contract may be drawn up: FOB London, less 11 %, payment in sterling entirely. - And no "sliding price". 18

Mr. Day: Mr. Popa: Mr. Day: Mr. Popa: Mr. Day: Mr. Popa: Mr. Day: Mr. Popa: Mr. Day: Mr. Popa: Mr. Day: Mr. Popa: Mr. Day: Mr. Popa: Mr. Day: Mr. Popa:

Mr. Day: Mr. Popa: Mr. Day:

- Right. We'll add the proviso that the agreed price will be held for one year, and will be valid for all further orders placed within it. - That's correct, Mr. Day, and thank you for myself and on behalf of my company. - Thank you, Mr. Popa. Good-bye. 5.9.2. Model de clauz referitoare la PRE (Sample of a PRICE Clause)

Obiectul contractului: maini-unelte (Object of contract: machine-tools) Stabilirea preurilor unitare convenite prin prezentul contract s-a fcut inndu-se seama de condiia de livrare menionat la pg. 1 a prezentului contract. The unit prices in this contract have been agreed upon taking into account the delivery terms stated on page 1 of the contract. Preul convenit prin contract este ferm i nu ponte suferi nici o modificare n curs de 1 an de la ncheierea contractului; el rmne valabil penlru toate comenzile viitoare transmise n acest termen. The contract price is firm and not subject to any alterations within one year of the conclusion of the contract; it shall be valid lor all lurther orders placed I within it. Preul contractului este calculat FOB Londra, pllibil integral n lire sterline, inclusiv; ambalajul pentru transport oceanic, marcajul, taxele de cheiaj i andocare, ndeplinirea"; formalitilor vamale, precum i taxele pentru folosirea macaralei, taxele de ncrcare,: descrcare i stivuire. The contract price is understood FOB London, payable entirely in sterling, including seaworthy packing, marking, wharfage, and dock dues, customs formalities, as well as cranage and stevedoring. 5.9.3. Formulri folosite n redactarea clauzei PRE (Specimen Sentences in PRICE Clauses) 1. Price is fixed in rubles and is to be understood 1. Price is fixed in rubles and is to be CIF Constantza, subject for Incoterms 1990... understood CIF Constantza, subject tor Incoterms 1990... - inclusiv ambalajul i marcajul de export. - export packing and marking included. - exclusiv ambalajul. - exclusive of packing. 2. Dac, dup ncheierea contractului, vor 2. If, after the conclusion of the contract, aprea, din motive independente de voina there should occur - beyond the Seller's vnztorului, creteri ale cheltuielilor de control - any increase in the transport transport avute n vedere la stabilirea charges which were taken into accountpreurilor unitare ale mrfurilor contractate, when calculating the unit prices in the contract, - acestea vor majora corespunztor preul - such an increase shall entail a mrfurilor; proportional rise in the price of the goods. - vnztorul va fi ndreptit s cear - the Sellers shall be entitled to request a rediscutarea preurilor, n vederea new price negotiation with a view to adaptrii lor la noile condiii. adjusting it to the new conditions. 3. n situaia n care prile contractante nu pot 3. Should the parties fail to reach a written 19

realiza un acord scris n termen de 30 de zile de la data la care vnztorul a cerut revizuirea preurilor, vnztorul este n drept s denune contractul.

agreement regarding the price increase within 30 days from the date when the Sellers requested the price readjustment, the Seller is entitled to cancel the contract.

5.10. Clauza LIVRARE (The DELIVERY Clause) n aceasta clauz contractual cei doi parteneri de afaceri, vnztorul (the Seller) i cumprtorul (the Buyer), stabilesc (stipulate) obligaiile ce revin fiecruia dintre ei n privina condiiilor de livrare (delivery terms), cu referire, de obicei, la INCOTERMS1. Se convine asupra (they agree upon) termenului de livrare (delivery time/ date), in funcie de care livrarea poate fi: - livrare prompt - din stoc - din depozit - din fabric - livrare la cerere - livrare la termen fix - livrare la... pn la... n intervalul - prompt delivery - ex stock - ex warehouse - ex works - delivery on call - fixed time delivery - delivery on... by... within...

Prin raportarea termenului de livrare efectiv la cel stabilit ]n contract, livrarea poate fi: - livrare la timp - delivery in time - livrare anticipat - advance delivery/ delivery in advance - livrare cu ntrziere - late/ postponed delivery n contract cele dou pri reglementeaz, de obicei, n ce condiii accept: - s modifice graficul de livrare - to modify/alter the schedule - s prelungeasc termenul de livare - to extend the time of delivery - s amne termenul de livrare - to postpone delivery - s urgenteze livrrile - to speed up deliveries Se specific, de asemenea, dac livrarea cantitii contractuale se efectueaz integral, ntr-un singur lot (complete delivery, one lot shipment/ delivery) sau ealonai (delivery by installments) i dac se accept livrrile pariale, n trane (part/ partial shipments). Clauza Livrare mai cuprinde precizri referitoare la: - locul livrrii (place of delivery) - transferul proprietii i al riscurilor de la vnztor la cumprtor (transfer of property and risks from the Seller to the Buyer). - documentele doveditoare ale efecturii livrrii (evidence of delivery) - alte date n legtur cu livrarea mrfii i a documentaiei aferente. INCOTERMS Setul de reguli internaionale pentru interpretarea termenilor comerciali, cunoscut sub denumirea INCOTERMS, la care se face referire n clauza Livrare", a fost elaborat de Camera Internaional de
1

INTERNATIONAL RULES FOR THE INTERPRETATION OF TRADE TERMS (INCOTERMS INTERNATIONAL CHAMBER OF COMMERCE - PARIS, 1990

20

Comer de la Paris i publicat pentru ntia oar n 1936; n docursul anilor s-au operat modificri (n anii 1953, 1967. 1976, 1980 i 1990), pentru a reflecta schimbrile survenite n reglementrile comerciale internaionale, n domeniul transportului, precum i n domeniul comunicaiilor. n versiunea din 1990 termenii sunt grupai n patru categorii de baz: GRUPA E Expediere GRUPA F Transport nepltit (Group E Departure) (Group F Main carriage unpaid) Franco fabric Franco cru Franco de-a lungul navei Franco la bord Cost i navlu Cost asigurare i navlu (Ex works) EXW (Free carrier) FCA (Free along side Ship) FAS (Free on board) FOB (Cost and freight) CFR

GRUPA C Transport pltit

(Group C Main carriage paid)

GRUPA D Destinaie

(Group D Arrival)

(Cost, Insurance Freight) CIF Fraht pltit pn la... Carriage paid to.CPT Fraht i asigurare pltite (Carriage and Insurance pn la... Paid to...) CIP Livrat la frontier Delivered At Frontier DAF Livrat pe nav (Delivered Ex Ship) DES Livrat la chei (Delivered Ex Quay) DEQ Livrat taxe vamale (Delivered Duty Unpaid) nepltite DDU Livrat taxe vamale (Deliverred Duty paid) pltite DDP

n versiunea din 1990, n cadrul fiecrei condiii de livrare sunt prezeniaie obligaiile vnztorului i ale cumprtorului, lundu-se n considerare zece aspecte: 1. Livrarea mrfii conform contractului (Provision of goods in conformity contract); Plata (Payment); 2. Licene, autorizaii i formaliti (Licences, authorisations and formalities); 3. Contractul de transport i asigurare (Contract of carriage and insurance); 4. Livrarea (Delivery); 5. Transferul riscurilor (Transfer of risks); 6. Repartizarea cheltuielilor (Division of costs); 7. Avizarea cumprtorului/ vnztorului (Notice to the Buyer/ Seller); 8. Dovada livrrii, documentul de transport sau mesajul electronic echivalent (Proof of delivery, transport document or equivalent electronic message); 9. Verificarea, ambalajul, marcarea (Checking, Packaging, Marking); Inspectarea mrfii (Inspection of goods); 10.Alte obligaii (Other obligations). 21

n continuare sunt prezentate sintetic aspectele eseniale specifice fiecrei condiii de livrare. CLAUSE EX WORKS (EX FACTORY, EX MILL, EX WAREHOUSE, EX PLANTATION, ETC) ABREVIATION EXW THE SELLER MUST: place the goods at the disposal of the Buyer at the named place of delivery, on the date or within the period stipulated in the contract - provide at his own expense packaging; bear all the expense relating to the goods until they have been placed at the disposal of the Buyer as stipulated in the sales contract. - deliver the goods into the chnrrje ol the carrier named by the Buyer ano bear all risks and expense until such time; - deliver the goods alongside the vessel at the loading berth named by the Buyer; - bear all costs and risks until the goods shall have been delivered; - provide at his own expense the packaging - deliver the goods on board the vessel named by the Buyer at the date or within the period stipulated; - bear all costs and risks of loss of or damage to the goods until they shal have effectively passed the ship's rail; - provide at his own expense the packaging; contract at his own expense for the carriage 22 THE BUYER MUST: - bear all charges and risks of loss of or damage to the goods from the time when they have been placed at his disposal; - pay all costs and charges incurred in obtaining the documents which are issued in the country of delivery; - contract for the carriage and bear all risks and expense from the time when the goods have been delivered to the carrier; - give the Seller due notice of the vessel name loading berth anddelivery date to the vessel; - bear all costs and risks from the time when the goods shall havebeen delivered alongside the vessel; - at his own expense charter a vessel or receive the necessary space on board a vessel and give the seller due notice; - bear all costs and risks of loss of or damage to the goods from the time when they shall have effectively passed the ship's rail; Receive the goods at agreed port of

FREE CARRIER ... (named place)

FCA

FREE ALONG SIDE SHIP ... (named port of shipment)

FAS

FREE ON BOARD ... (named port of shipment)

FOB

COST AND FREIGHT

CFR

(named port destination)

of

COST, INSURANCE CIF AND FREIGHT (named port of destination) FREIGHT/CARRIAGE CPT PAID TO(named point of destination0 FREIGHT/CARRIAGE CIP AND INSURANCE PAID TO (named point of destination) DELIVERED AT DAF FRONTIER ... (named place of delivery at frontier)

of the goods to the destination; agreed port of destination and pay freight charges; load goods at his - bear all risks from own expense on board the the time when they vessel at the port of shall have effectively shipment and notify the passed the ships rail at the port of Buyer; bear all risks of shipment; loss of or damage to the goods until such time as they shall have effectively passed the ships rail at the port of shipment; provide at his own expense the customary packaging; This term is the same as CFR but with the addition that the Seller has to procure marine insurance against the Buyers risk of loss of or damage to the goods during the carriage. The Seller contracts for insurance and pays the insurance premium. - contract for the carriage -receive the goods and of goods and bear all risks pay the price with the until the goods have been exception of the delivered into the custody freight; of the first carrier; This term is the same as "Freight/carriage paid to" but with the addition that the Seller has to procure transport insurance and pays the insurance premium. at his own risk and take delivery of expense put the contract the goods aas soon as goods at the disposal of the Seller has duly put the Buyer at the named them at his disposal at place of delivery at the the named place of frontier and at the same delivery at the frontier; time supply the buyer bear alll risks with a customary of loss and damage to document of transport the goods and pay any warehouse warrant, dock expenses whatsoever warrant, delivery order, or incurred in respect the like, as the case may thereof including be; customs duties, fees bear all the risks and charges from the of loss or damage to the time when they have goods up to the time been duly put at his when he has fulfilled his disposal; obligations; 23

EX SHIP. (named DES port of destination)

place the goods effectively at the disposal of the buyer on board the vessel at the usual unloading point at the named port; bear all risks and expense relating to the goods until such time as they shall have been effectively placed at the disposal of the Buyer; provide at his own expense the customary packing of the goods;

EX QUAY (duty DEQ paidnamed port)

DELIVERED DUTY DDP PAID (named place of destination in the country of importation)

place the goods at the disposal of the Buyer on the warf of quay at the agreed port and on the date stipulated in the contract; bear all risks and expense relating to the goods until such time as they shall have been effectively placed at the disposal of the Buyer; at his own expense provide the delivery order and/on any other documents which the Buyer may require in order to take delivery of goods and to remove them from the quay; at his own risk and expense a. put the contract goods at the disposal of the Buyer, duty paid at the named place of destination in the country of importation b. provide the import licence or permit and bear the cost of any import 24

take delivery of the goods as soon as they have been placed at his disposal; bear all risks and expense relating to the goods from the time when they shall have been effectively placed at his disposal; bear all expense and charges of customs duties and clearance, and all other duties and taxes payable at the time or by reason of the unloading and/or importing of the goods; bear delivery of the goods as soon as they have been placed at his disposal; bear all expense and risks of loss of or damage to the goods from the time when they have been effectively placed at his disposal;

take delivery of the goods as soon as the seller has duly put them at his disposal at the named place of destination; bear all the risks of the goods and pay;

duties or taxes; - bear all the risks of loss of or damage to the goods until such time as they have been delivered, 5.10.1. Negocierea clauzei LIVRARE (Negotiating the DELIVERY Clause) - Hello, Mr. Brand. I'm glad to meet you. How are you? - Fine, thank you. And how are you? - I'm fine, too. In fact, we've had a very busy time lately. We've spent most of it at the Fair. I'm glad you're here during our International Fair; thus you can get a better image of our offer. - Your display has been a big success, to be sure. I'll let my manager know. more about your petroleum products and the quality you offer. - But the Fair isn't the only reason for your visit, is it? - You're right, Mr. Ion. There's something else I wanted to bring to your attention. - Yes, what is it? - It's the delivery time I'd like to discuss with you. - Well, let me have a look at the minutes of our previous discussion... Deliveries were to be effected during the first quarter of the next year. What time do you suggest? - You know, an earlier delivery would be more convenient. Do you think you could bring delivery forward to the fourth quarter of the current year? - Let's see what we can do... I'll contact our representative at the refinery and ask him to get the drums ready for dispatch earlier. - Thank cyou very much. If sales develop successfully, you may count on larger orders by the middle ol next year or even earlier. - O.K. We promise delivery within one month after receipt of your L/C. 5.10.2. Modele de clauze referitoare la LIVRARE (Samples of DELIVERY Clauses) 1. Obiectul contractului: exportul de uleiuri minerale Object ol the contract: export of mineral oil a. livrarea urmeaz a se efectua n decurs de o lun dup primirea acreditivului. Delivery to be eflected within one month alter receipt of L/C. b. Produsele se consider livrate de ctre vnztori i acceptate de ctre cumprtor: - din punct de vedere cantitativ, conform greutii indicate n conosament; - din punct de vedere calitativ, conform certificatului/ buletinului de analiz. The goods are considered to be delivered by Seller and accepted by Buyer: -in respect to quantity as per weight indicated in the B/ L; -in respect to quality as per analysis bulletin. Data conosamentului se consider ca dat a livrrii. The date of the Bl L to be considered as date of delivery. 25

Mr. Ion: Mr. Brand: Mr. Ion: Mr. Brand: Mr. Ion: Mr. Brand: Mr. Ion: Mr. Brand: Mr. Ion: Mr. Brand: Mr. Ion: Mr. Brand: Mr. Ion:

2.

Obiectul contractului: vnzarea de instalaii i echipamente pentru o uzin Object of the contract: sale of a plant.

Vnztorul se angajeaz: - s livreze echipamentul, instalaiile, materialele i piesele de schimb conform specificaiei din Anexa 2, n decurs de... luni de la intrarea n vigoare a contractului, efectund transporturi n conformitate cu programul de livrri inclus n Anexa 6; - s furnizeze documentaia n intervalul de timp fixat n Anexele 4 i 6; - s efectueze serviciile legate de ridicarea, pornirea fabricii, precum i pregtirea personalului operator n intervalul de timp fixat n Anexa 6. The Seller undertakes: - to deliver the equipment, machinery, materials and spare parts as specified in Appendix 2 in... months after the coming into force of the contract, by effecting shipments in accordance with the delivery schedule included in Appendix 6; - to supply documentation within the time limits fixed in Appendices 4 and 6; Echipamentul, instalaiile materiale i piesele de schimb se livreaz:^ a.n cazul livrrii pe uscat, dup trecerea frontierei rii exportatoare n drum spre. b.n cazul transportului pe mare sau fluvial, dup trecerea balustradei vasului eare se ncarc pentru a fi transportate n... Equipment, machinery, materials and spare parts shall be delivered: a. in case of land dispatch, after passing the border of the exporting count on their way to...; b. in case ol dispatch by sea or river, alter passing over the rail of the ship t be loaded on for transport to... n cazul expedierii prin pot, documentaia va fi livrat dup cum urmeaz... n cazul expedierii cu pota aerian, documentaia trimis la adresele meniona in..., va f livrat franco aeroport... In case of dispatch by mail, the documentation shall be delivered as follows In case of dispatch by air mail, the documentation sent to the address mentioned under... shall be delivered franco airport... Concomitent cu expedierea documentaiei, vnztorul este obligat s-i trimit cumprtorului o scrisoare-coninnd o list detailat a documentaiei expediate indicnd... Simultaneously with the dispatch ol the documentation, the Seller is oblige to send to the Buyer a letter containing a detailed list of the dispatche documentation, indicating... Pentru echipament, instalaii, materiale i piese de schimb data de livrare va considerat: -n cazul expedierii pe calea ferat, data trecerii frontierei rii exportatoar menionat n confirmarea agentului expeditor corespondent; -n cazul transportului pe mare sau fluvial, data conosamentului. For equipment, machinery, materials and spare parts, the date of delivery i deemed to be...; - in case of dispatch by railway, the date of passing the border of the exportin country, mentioned in the confirmation of the... corresponding fotwardin agent; -in case of dispatch by sea or river, the date of the bill of lading. Pentru documentaia expediat prin pot, data livrrii se consider a fi data primiri ei de ctre..., iar pentru documentaia expediat cu pota aerian, data descrcrii aeroportul... For the documentation dispatched by mail, the date of delivery is deemed t be the date of its receipt by. ..and (or the documentation dispatched by airmail the date of its unloading at the airport...

26

5.10.3. Formulri folosite n redactarea clauzei LIVRARE (Specimen Sentences in DELIVERY Clauses) 1. Marfa trebuie s fie livrat 1. The goods shall be delivered. - n perioada stabilit n specificaiile convenite de - Within the period stipulated in the specification ctre prile contractante. agreed upon between the contracting parties. - ntr-un singur transport n decurs de 12 luni dup - in one shipment within 12 months after intrarea n vigoare a contractului. thjs contract comes into force. 2. Expedierea mrfii urmeaz s se efectueze n 2. Shipment is to be effected during... from the port timp de... din portul... of... 3. Vnztorii au dreptul/ pot 3. The Sellers have the right to/ are entitled to/ may - s efectueze transporturi pariale. - effect partial shipments. - s livreze marfa naintea datelor stabilite, - deliver the goods prior to the stipulated dates, avizndu-i pe ageni din timp/ cu consimmntul notifying the Agents beforehand/ with the Buyer's prealabil, n scris, al cumprtorului. previous written consent. 4. Livrarea n avans/ Livrarea amnat se poate 4. Advance delivery/ Postponed delivery can only efectua doar obinnd acordul cumprtorului cu be made upon obtaining agreement from the Buyer 30 de zile naintea datei de livrare propriu-zis. thirty days before the actual delivery date. 5. Vnztorii trebuie s-i anune/ avizeze pe 5. The Sellers are to/ should notify the Buyers cumprtori about/ advise the Buyers of - c marfa este pregtit pentru expediere de la... - the readiness of the goods for shipmenl from... to... la... - n legtur cu greutatea i volumul mrfii. - the weight and the volume of the goods. - despre numele vasului, data ncrcrii la bord, - name of the ship, on board date, ship's departure data plecrii vasului, portul de destinaie, numrul date, port of destination, B/ L no. conosamentului. - referitor la numrul contractului, data - contract number, dispatch date, goods expedierii, denumirea mrfii, cantitate, denomination, quantity, number of the railway numrul vagonului. truck. 6. n decurs de... ore de la expedierea mrfii, 6. contract number, dispatch date, goods vnztorul trebuie s anune pe cumprtor prin denomination, quantity, number of the railway telex despre... truck. 7. Cu 60 de zile naintea datei stabilite prin acest 7. Sixty days before the delivery date contract vnztorul urmeaz s-l avertizeze pe stipulated under this contract the Seller cumprtor despre numrul contractului, data de shall notify the Buyer of the contract livrare preconizata... number, the expected date of delivery... 8. Cumprtorul urmeaz s-l avizeze pe vnztor, 8. 30 days before the arival of the carrying vessel at cu 30 de zile nainte de sosirea vasului n portul de the Seller's port of delivery, the Buyer shall notiffy livrare al vnztorului, referitor la numele vasului the Seller of the name of the vessel and the expected i data preconizat de sosire. arrival date. 9. Cumprtorul .urmeaz s expedieze 9. The Buyer shall send the ship vasul spre portul de livrare al vnztorului Seller's port of delivery for loading n scopul ncrcrii n decurs de 45 de zile 45 days after receiving the shipping dup primirea avizului de ncrcare de la from the Seller. vnztor. 10. Vnztorul urmeaz s-i trimit cumprtorului 10. Within 10 days after the sailing ship, the Seller par avion, n decurs de 10 zile de la plecarea shall airmail to the the quality certificate, copies c vasului, certificatul de calitate i copii ale facturii, invoice, of the B/;L and the packing list. conosamentului i lista de colete. 11. Data conosamentului sau a scrisorii de trsur va 11. The date on the Bill of Lading or on the fi considerat ca dat de livrare. Railway Bill shall be considered date of delivery. 27

12. Data livrrirva fi considerat - data conosamentului. - data tampilei cilor ferate aplicat pe foaia de trsur in staia de ncrcare. 13. Marfa se consider livrat - la bordul vasului n portul de ncrcare, - n vagon n staia de ncrcare. 14. Momentul transferului riscurilor de la vnztor asupra cumprtorului este considerat a fi momentul cnd - marfa a trecut de balustrada vasului n portul de ncrcare. - marfa a fost livrat grii de ncrcare, fapt dovedit prin duplicate ale scrisorii de trsur emise de aceast gar. 15. Transferul de proprietate i risc asupra cumprtorului areloc:.., 16. Vnztorul i menine dreptul de deplin proprietate asupra mrfii vndute prin prezentul contract pn cnd s-a recuperat valoarea ei n ntregime. 17. Condiiile de descrcare: descrcarea mrfii se va face pe cheltuiala cumprtorilor dup trecerea balustradei vasului. 18. Livrarea i acceptarea mrfii.Marfa se consider a fi livrat de ctre vnztor i acceptat de cumprtor - din punct de vedere cantitativ: conform numrului de lzi i a greutii indicate n conosament (sau n foaia de trsur). - din punct de vedere calitativ: conform certificatului producatorului, emis de ntreprinderea productoare sau de vnztor. - din punct de vedere cantitativ, dup greutatea indicat n conosament conform msurtorilor tancurilor de la sol n portul de ncrcare. - din punct de vedere calitativ, dup certificatul de calitate emis de laboratorul din portul de ncrcare

12. The delivery date is understood to be - the date of the B/L. - the date of the Railway stamp applie the way-bill at the loading station. 13. Goods are considered delivered - on board ship in the loading port. - on railway truck at the loading station. 14. The moment of transfer of from Seller to Buyer is considere moment when - the goods pased the ship's rail in the loading port. - the goods have been delivered the loading railway station, proved by duplicate of the waybill issued by railway station. I 15. The transfer of property and risk to the buyer takes place... 16. The Seller keeps his right of full ownership on the goods sold unde contract until their value has beert.entirely collected. 17. Terms of Discharge: Discharge of the goods shall be at the Buyer's expense, once they have passed the ship's rail. 18. Delivery and acceptance of goods. The goods are considered to be delivered by the Seller and accepted by the Buyers in respect to quantity: according to the number of cases and the weight, as shown on the Bill of Lading(or on the Railway Bill). - in respect to quality: according to the Manufacturers certificate issued by the manufacturing works or by the Seller. - in respect to quantity: as per weight indicated in the Bill of lading in conformity with the measurement of the shore tanks at the loading port. - in respect to quality: as per certificate of quality issued by a laboratory at the port of loading.

5.13. Clauza CONDItii DE PLATA (The TERMS OF PAYMENT Clause)

28

Clauza ce reglementeaza conditiile de plata (terms of payment) va stipula pretul (the price) si valuta (the currency) in care se va efectua plata (method of settlement), instrumentele de plata (payments instruments), locul si data platii (place and time of payment) si eventual documentele (the documents) necesare a fi prezentate pentru efectuarea platii. Vanzarea-cumpararea se poate efectua cu plata in avans (Payment in advenace), plata la livrare (payment on delivery), plata pe credit (credit payment). Plata in avans poate fi platita in numerar (cash payment in advance), acont numerar (cash-down payment). Plata la livrare poate fi in numerar (cash payment, cash on delivery). Se poate face plata contra documente (payment against documents). Metodele de plata cele mai utilizate sunt acreditivul documentar (documentary credit, documentary letter of credit) si incassoul documentar (docu,entary collection payment upon receipt of documents). In randul instrumentelor de plata, mentionam trata sau cambia (the draft or bill of exchange), cecul (the cheque) si biletul la ordin (the promisorry note). 5.13.1. Negocierea clauzei CONDITII DE PLATA (Negotiating the TERMS OF PAYMENT Clause) Mr. Jones: Manager: Mr. Jones: Manager: Mr. Jones: Manager: - Good morning, Sir. Ive come to discuss with you some matters to be included in the contract for the sale of equipment to us. - Good morning, Sir. We wish to settle the matter right now. From our point of view we should prefer payment by irrevocable letter of credit to be opened with the Romanian Bank for Foreign Trade. The expenses for this should be borne by you. - All right. We should agree to this, for the amount of, lets say, half the price. For the balance we suggest payment in cash on presentation of an on board bill of lading and of other documents evidencing shipment of goods. - That suit us, too. We shall make it an agreement and have it put down in the contract. - Good-bye, Sir. - Good-bye. I hope to hear from you soon.

29

5.13.3. Formulari folosite in redactarea clauzei CONDITII DE PLATA (Specimenn Sentences in TERMS OF PAYMENT Clauses) 1. Conditii: 10% la comanda, 20% in decurs de 1. Terms: 10 p.c. with order, 20 p.c. within 3 3 zile contra documentelor de expediere si days against shipping documents and the restul prin trata la 90 de zile cu dobanda de 5% balance by a 90 days draft with interest at p.c. pe an. p.a. 2. Plata se va face: 2. Payment to be made. a. in numerar contra primei prezentari a a. in cash against first presentation of documentelor. documents. b. prin trate la vedere. b. by sight drafts. c. prin trate la termen de 90 de zile. c. by 90 days time drafts. d. in numerar la adrea comenzii. d. By cash with order. e. prin acreditiv documentar irevocabil. e. by irrevocable letter of credit. f. in rate f. in instalments. 3. Cumparatorii, la cererea scrisa a 3. The Buyers, at the Sellers written request, vanzatorului, vor prelungi valabilitatea should extend the validity of the Letter of Credit acreditivului cu o perioada suplimentara de 15 for an additional period of 15 days and the zile, iar platile se vor pune de acord asupra parties will have to agree on the way of bearing modului de suportare a spezelor ce rezulta din the charges arisen by the Letter of Credit prelungirea valabilitatii. validity extension.

30