499

–Господин Блэк, мы всегда своевременно оплачиваем счета. Но в связи со сложившейся ситуацией просим Вас продлить срок оплаты на два месяца.

–We have sent you three reminders of payment. Neither reply nor explanations have been given. I haven’t been informed about any particular circumstances.

–Я сожалею, что вовремя не уведомил Вас о наших временных трудностях. На нашем центральном складе случился пожар.

–Further extension of credit puts a strain on our financial facilities and cash flow.

–И все же мы просим Вас пойти нам на уступки. Рассматривайте данные обстоятельства как исключительные.

–We granted you open account facilities relying on your prompt settlement of accounts. But still we are ready to negotiate a scheduled payment of your debt.

EXPORT CONTRACTS 1

EXPORTING COMMODITIES.

CRUDE OIL

500

FOCUS 1. Read and discuss the contract.

This contract is made between ZAO Rosexport, Moscow, hereinafter called «Sellers» and ____________ hereinafter called «Buyers», whereby it is agreed as follows:

1. SUBJECT OF THE CONTRACT

Sellers have sold and Buyers have bought CIF _______________

2. QUALITY

The goods sold under the present contract shall be of the following specifications:

________________________________

3.PRICE

_____________________________________________________

4.TIME OF DELIVERY

The goods sold under the present contract are to be delivered by Sellers and accepted by Buyers ___________________________

The date of the Bill of Lading to be considered the date of delivery.

5. PAYMENT

Payment for the goods sold under the present contract is to be effected out of an irrevocable confirmed Letter of Credit to be opened by Buyers in US dollars with

________ bank, Moscow in favour of Sellers for the value of each lot to be shipped plus 10%. The Letter of Credit is to be valid 45 days.

The Letter of Credit is to be opened not later than 15 days before the agreed time of shipment of each lot of the goods. Expenses in connection with the opening, amendment and utilization of the Letter of Credit to be paid by Buyers.

501

- 2 -

Should Buyers fail to open a Letter of Credit in time, they are to pay Sellers a fine per each day of delay, but not more than for 20 days, at the rate of 0.1 per cent of the amount of the Letter of Credit and in that case Sellers shall have the right not to load the tanker until the Letter of Credit has been opened. Should the delay in the opening of the Letter of Credit exceed 20 days, Sellers shall have the right to refuse to deliver the goods, which were to be paid for out of this Letter of Credit. And in all the above cases the demurrage and dead freight paid by Sellers in connection with the delay in the opening of the Letter of Credit are to be repaid by Buyers. Payment out of the Letter of Credit is to be made against presentation by Sellers to the Bank of the following documents:

–Commercial Invoice

–Insurance Policy

–…

6. DELIVERY AND ACCEPTANCE

The goods are considered to be delivered by Sellers and accepted by Buyers in respect to quantity: as per weight indicated on the Bill of Lading in conformity with the measurements of the shore tanks at the port of loading, and in respect to quality: as per Certificate of Quality issued by the laboratory at the port of loading. The weight stated on the Bill of Lading is to be considered final and binding upon both parties.

Previous to loading the goods, 4 arbitration samples are to be taken from each of the shore tanks from which the goods are to be loaded in the carrying tanker. These samples are to be sealed by Sellers as well as by the Master of the vessel. 2 samples are to be handed over through the Master of the vessel to Buyers and the other 2 samples are to be retained by Sellers. Both parties shall keep these samples for 2 months from the date of delivery.

- 3 -

In case of a dispute on the quality of the goods in connection with divergence in the analyses of the arbitration samples made by the Sellers’ and Buyers’ laboratories, an analysis which is final and binding upon both parties is to be made by a neutral laboratory agreed upon by the parties.

7. INSURANCE

Sellers are to insure the goods for their account against usual marine risks including risks of leakage exceeding 1% with Ingosstrakh of Russia in accordance with the Transport Insurance Rules of Ingosstrakh for the amount of the invoice value of the goods plus 10 per cent. The goods may be insured against war and other risks upon special request of Buyers and for Buyers’ account. The Insurance Policy is to be made out in the name of Buyers or another person according to their instructions and is to be sent together with other shipping documents.

8. TERMS OF TRANSPORTATION

8.1 Sellers are to inform Buyers not later than 5 days before starting the loading of the name and capacity of the tanker, the date and port of shipment of

502

the goods.

Furthermore, the Master is to advise Buyers or their Agents of the forthcoming arrival of the tanker at the port of discharge 4 days before her arrival.

Sellers have the right to substitute one tanker for another informing Buyers thereof.

8.2 On arrival of the tanker at the port of discharge, the Master is to give Buyers’ representative at this port a written notice of readiness of the tanker for discharge.

503

- 4 -

8.3Lay time to commence 6 hours after such notice of readiness is handed in by the Master, berth or no berth. Sundays, holidays, time of stormy weather preventing discharging as well as the time during which discharging operations could not be carried out owing to technical and other conditions depending on the tanker are not to be included in the lay time.

8.4Demurrage is to be paid at the rate stipulated in the Charter Party per day and pro rata for any part of the running day but not more than:

______________.

9. CLAIMS

In case of non-conformity of the quality of the goods actually delivered by Sellers with the contract specification, any claim for the quality of the goods may be made within 2 months of the date of delivery.

No claim shall be considered by Sellers upon expiration of the above period.

No claim presented for one lot of the goods shall be regarded by Buyers as a reason for rejecting any other lot or lots of the goods to be delivered under the present contract.

10. CONTINGENCIES

Should any circumstances which prevent complete or partial fulfilment by either party of their respective obligations under this contract, viz.: fire, ice conditions or any other acts of the elements, war, military operations of any character, blockade, prohibition of export or import or any other circumstances beyond the control of the parties arise, the time stipulated for the fulfilment of the obligations shall be extended for a period equal to that during which such circumstances last.

- 5 -

If the above circumstances last over and above 20 days, any delivery or deliveries which are to be made under the contract within that period may be cancelled on the declaration of either party, and if the duration of the above circumstances exceeds 40 days, either party shall have the right to discontinue any further fulfilment of their obligations under the contract in whole and in such cases neither of the parties shall have the right to make a claim upon the other party for compensation of any possible losses.

The party for whom it became impossible to meet its obligations under the contract shall immediately advise the other party as regards the beginning and the termination of the circumstances preventing the fulfilment of its obligation.

11. ARBITRATION

Any dispute or difference which may arise out of or in connection with the present contract shall be settled without recourse to courts of law, by the Arbitration Court at the Chamber of Commerce of Russia in Moscow in accordance with the Rules for Procedure of the said Court.

504

The awards of this Arbitration shall be considered final and binding upon both parties.

12. OTHER CONDITIONS.

12.1Neither party is entitled to transfer its rights and obligations under the present contract to a third party without the other party’s previous written consent.

12.2After the signing of the present contract all previous negotiations and correspondence between the parties in connection with it shall be considered null and void.

- 6 -

12.3All amendments and additions to the present contract are valid if only in writing and signed by both parties.

12.4All taxes, customs and other dues connected with the conclusion and fulfilment of the present contract, levied within Russia, except those connected with the Letter of Credit, are to be paid by Sellers, and those levied outside Russia are to be paid by Buyers.

12.5Russia is regarded as the place of conclusion and fulfilment of the contract.

13. JURIDICAL ADDRESSES

505

FOCUS 2. Comprehension questions.

CLAUSE 4

? What date is to be considered the date of delivery of the goods?

CLAUSE 5

?What way of payment does the contract provide for?

?What are the terms of payment?

?What are the penalties stipulated in the contract in connection with delay in payment?

CLAUSE 6

?Which weight is to be considered final and binding upon both parties?

?How is the weight stated on the BL to be determined?

?Why should four samples be taken from the shore tanks?

CLAUSE 7

?What company are the Sellers to insure the goods with?

?What risks are the goods to be insured against?

?What amount are the goods to be insured for?

?In whose name is the Insurance Policy to be made out?

CLAUSE 8

?When are the Sellers to inform the Buyers of the name and capacity of the tanker chartered by them?

?Do the Sellers have the right to substitute one tanker for another one?

?What written notice is the Master of the vessel to give the Buyers’ representative on arrival of the tanker at the port of discharge?

?When is lay time to commence at the port of discharge?

?At what rate is demurrage to be paid?

CLAUSE 9

?When may the Buyers present claims on the Sellers for the quality of the goods?

?Are the Sellers entitled to refuse to consider any claim if it is presented by the Buyers later than two months after the date of delivery?

CLAUSE 10

?What are contingencies?

?What shall the parties do if the circumstances beyond their control arise?

?What is imperative to do when contingencies arise?

506

CLAUSE 11

?By what organization are any disputes arising out of the contract to be settled?

?Do the parties have the right to submit their differences for settlement to a general law court?

?Is the award of the arbitration binding upon the parties?

CLAUSE 12

?What is either party to obtain first if it wants to transfer its rights and obligations under the contract to a third party?

?Who is to pay taxes or customs duties levied outside the RF?

?Which country is regarded as the place of conclusion and fulfilment of the contract?

FOCUS 3. Study the notes, writing patterns and vocabulary.

NOTES

1.Язык контракта отличаетcя формализованным стилем (should the Buyer fail) с характерными для него грамматическими формами, например: возможны пропуски глагола to be (lay time to commence), артиклей, использование формы множественного числа со словами the Seller, the firm, имея в виду группу лиц, а не отдельное лицо (the Seller have) и т.д. В разговорной речи такие конструкции, как правило, не используют.

2.Refuse vs reject – при переводе этих глаголов необходимо помнить о смысловой разнице. Фразу «отказаться принять товар» можно перевести или to refuse to accept the goods или to reject the goods.

3.Dead freight vs Dead weight – не следует путать мертвый фрахт – deal freight – с полной грузоподъемностью судна – dead weight/capacity.

4.Stamp vs seal – в данном контракте to seal означает «опечатывать», «пломбировать» в отличие от to stamp в значении «штамповать».

507

508

FOCUS 4. Fill in the gaps with one of the following words or word combinations. Use the appropriate tense form.

1.And in all the above cases the … and … paid by Sellers in connection with the delay in the opening of the Letter of Credit are … by Buyers.

2.The goods are considered … by Sellers and … by Buyers in respect to quantity: as per weight indicated on the Bill of Lading.

3.The weight stated оn the Bill of Lading is to be considered … upon both parties.

4.These samples are … by Sellers as well as by the Master of the vessel.

5.In case of a dispute on the quality of the goods in connection with … in the analyses of the arbitration samples the final analysis is to be made by a neutral laboratory.

6.An …, which is final and binding upon both parties is to be made by a neutral laboratory agreed upon by the parties.

7.Sellers are to insure the goods for their account against … including risks of … exceeding 1% with Ingosstrakh of Russia.

8.The goods may be insured against war and other risks upon special … of Buyers and for Buyers’ ….

9.The Master is to advise Buyers of the … of the tanker at the port of discharge.

10.Sellers have the right … one tanker for another informing Buyers thereof.

11.… is to be paid at the rate stipulated in the … per day and pro rata for any part of the running day.

12.No … shall be considered by Sellers upon … of the above period.

13.No claim presented for one lot of the goods shall be regarded by Buyers as a … for … any other lot or lots of the goods.

14.Should any … of the parties arise, the time stipulated for the fulfilment of the … shall be extended for a period equal to that during which such circumstances last.

15.Any … or … which may arise out or in connection with the present contract shall be settled by the Arbitration Court.

16.The … of this Arbitration shall be considered final and binding upon both parties.

17.After the signing of the present contract all previous negotiations and correspondence between the parties in connection with it shall be considered ….

509

18.All taxes, customs and other dues … outside Russia are to be paid by Buyers.

19.… to commence 6 hours after notice of readiness is handed in by the Master of the vessel.

20.Should the delay in the opening of the Letter of Credit … 20 days, Sellers shall have the right to refuse to deliver the goods.

21.If the … of above circumstances exceeds 40 days, each party shall have the right … any further fulfilment of their obligations under the contract in whole.

1.The contract is made … Rosexport, Moscow, hereinafter referred … … the Sellers, … the one hand, and Oiltrade, hereinafter referred … … the Buyers, … the other hand.

2.Payment … the goods sold … the present contract is to be effected … … an irrevocable LC to be opened … Buyers … the Bank … Foreign Trade … favour … Sellers … the value … each lot … the goods to be shipped.

3.Should Buyers fail to open the LC … time, they are to pay Sellers a fine … each day … delay … the rate … 0.1% … the contract value … the goods.

4.Sellers are not entitled to refuse to deliver the goods paid … the LC.

5.… all the above cases demurrage and dead freight paid … Sellers … connection … the delay … opening … the LC are to be repaid … Buyers.

6.Payment … … the LC is to be made … presentation … Sellers … the Bank … the following documents.

7.The goods are considered to be delivered … Sellers and accepted … Buyers … respect … quantity as … weight indicated … the BL … conformity … the measurements … the shore tanks … the port … loading.

8.The weight stated … the BL is to be considered final and binding … the parties … the contract.

9.2 arbitration samples are to be handed … … the Master of the vessel … the port of unloading … Buyers’ representative.

10.… case … dispute … quality … the goods … connection … divergence … the analyses

…the arbitration samples, an analysis is to be made … a neutral laboratory agreed … … the parties.

11.Sellers are to insure the goods … their account … usual marine risks … INGOSSTRAKH

…accordance … Transport Insurance Rules … the amount … the invoice value … the goods.

12.The goods may be insured … war risks … special request … Buyers and … Buyers’ expense.

13.The Insurance Policy is to be made … … the name … Buyers.

14.The Master of the vessel is to advise Buyers … the forthcoming arrival … the vessel … the port … discharge … 4 days … the arrival.

15.Sellers have the right to substitute one tanker … another informing Buyers thereof … fax.

16.… arrival of the tanker … the port … discharge, the Master is to give a written notice … the readiness … the tanker … discharge.

17.The master is entitled to hand … the notice … any time .. day or night.

18.The time … which discharging operations cannot be carried … due … technical conditions depending … the tanker is not to be included … the lay time.

19.The demurrage is to be paid … the rate stipulated … the Charter Party … day.

20.No claim shall be regarded … Buyers as a reason … rejecting the goods to be delivered

…the contract.

21.Should any circumstances … the control … the parties arise, the time stipulated … the fulfilment … the obligations shall be extended … the period equal … that … which such circumstances last.

510

22.… this case neither party … the contract shall have the right to make a claim … the other party … compensation … any possible losses.

23.Any dispute or difference which may arise … … or … connection … the contract shall be settled … the Arbitration Court … the Chamber … Commerce … Russia.

24.Neither party is entitled to transfer its rights and obligations … the contract … a third party … the other party’s previous written consent.

25.Discharging operations could not be carried … owing … circumstances which did not depend … the tanker.

26.The Buyers presented a claim … the Sellers … non-conformity … the goods … the contract specification.

27.All additions … the contract are to be made … writing and are to be duly signed … both parties.

FOCUS 6. Translate into English.

1.ЗАО Росэкспорт, именуемое в дальнейшем Продавец, с одной стороны, и Ойлтрейд Лтд., именуемое в дальнейшем Покупатель, с другой стороны, договорились о нижеследующем:..

CLAUSE 1

2.Предметом контракта является сырая нефть с поставкой ФОБ Роттердам.

CLAUSE 2

3.Товары, проданные по настоящему контракту, должны соответствовать спецификации, которая является неотъемлемой частью контракта.

CLAUSE 4

4.Датой поставки товара считается дата коносамента.

5.Согласно пункту 4 контракта дата коносамента считается датой сдачи товара.

CLAUSE 5

6.Платеж по данному контракту осуществляется путем списания сумм с безотзывного подтвержденного аккредитива, открытого во Внешэкономбанке в пользу Продавца.

7.Аккредитив должен быть открыт на полную фактурную сумму каждой отгружаемой партии товара плюс 10% и быть действительным в течение 90 дней.

8.Все расходы, связанные с открытием, использованием, изменением и продлением аккредитива, относятся на счет Продавца.

9.Если Покупатель не откроет аккредитив в срок, указанный в контракте, он платит Продавцу штраф за каждый день просрочки в размере 0,1% суммы аккредитива.

10.В случае если задержка в открытии аккредитива превысит 20 дней, Продавец имеет право отказаться поставлять товар, оплачиваемый с этого аккредитива.

11.Во всех вышеперечисленных случаях плата за простой судна и мертвый фрахт относится на счет Продавца.

12.Списание сумм (release of payment) по аккредитиву осуществляется против предоставления следующих документов: счета-фактуры, полного комплекта отгрузочных документов, страхового полиса и т.д.

13.В случае отсутствия иной договоренности сумма штрафных санкций вычитается из суммы счета Продавца.

CLAUSE 6

14.Товар считается поставленным Продавцом и принятым Покупателем в отношении количества – по весу, указанному в коносаменте, в отношении качества – по Сертификату качества, выписанному лабораторией в порту отгрузки.

15.Перед погрузкой товара необходимо произвести забор проб для возможного арбитражного анализа.

511

16.Две опечатанные пробы должны быть переданы через капитана судна представителю Покупателя в порту разгрузки. Остальные пробы Продавец хранит у себя.

17.Необходимо хранить пробы до окончательного урегулирования претензии, если таковая будет предъявлена любой из сторон.

18.В случае возникновения разногласия по поводу качества товара или расхождения в данных проведенных анализов окончательный анализ проводит нейтральная лаборатория, оговоренная обеими сторонами

19.Анализ нейтральной лаборатории считается окончательным и обязательным для обеих сторон контракта.

20.Вес, указанный в коносаменте, был определен в соответствии с замерами береговых резервуаров в порту отгрузки. Этот вес, согласно пункту 6 контракта, является окончательным и обязательным для обеих сторон контракта.

CLAUSE 7

22.Товар может быть застрахован от военных и других рисков по специальному запросу Покупателя и за его счет.

23.Продавец должен застраховать товар за свой счет от обычных морских рисков, включая риск утечки, в компании Ингосстрах в соответствии с Правилами транспортного страхования на полную фактурную стоимость товаров.

24.Страховой полис должен быть выписан на имя Покупателя.

CLAUSE 8

25.К сожалению, мы не можем зафрахтовать судно с позицией на сентябрь.

26.Продавец должен уведомить Покупателя о грузоподъемности судна, его позиции и предстоящем прибытии судна в порт разгрузки.

27.Продавец имеет право заменить одно судно на другое с аналогичной позицией.

28.По прибытии судна в порт разгрузки капитан судна должен вручить представителю Покупателя уведомление о готовности судна к разгрузке. Капитан обязан вручить вышеуказанное уведомление в любое время суток.

29.Отсчет сталийного времени начинается через 6 часов после вручения уведомления о готовности судна к разгрузке вне зависимости от наличия свободного причала.

30.Мы исключили из стояночного времени 10 часов, во время которых разгрузочные операции не могли производиться по техническим причинам, зависевшим от танкера.

31.Плата за простой судна исчисляется в размере, оговоренном в чартер-партии.

CLAUSE 9

32.В случае несоответствия качества товара спецификации контракта Покупатель может направить Продавцу претензию.

33.Претензия не является основанием для отказа от дальнейшей приемки товара, поставляемого по настоящему контракту.

34.Мы не можем рассмотреть вашу претензию, поскольку уже истекло более 2 месяцев c даты поставки товара.

CLAUSE 10

35.В случае возникновения обстоятельств, препятствующих полному или частичному выполнению контракта и независящих от обеих сторон, срок выполнения обязательств должен быть продлен на период действия таких обстоятельств.

36.В случае если обстоятельства непреодолимой силы длятся более 20 дней, любая из сторон имеет право аннулировать контракт.

37.В подобных обстоятельствах ни одна из сторон не имеет права требовать от другой стороны возмещения убытков.

38.Сертификат, выданный Торговой палатой, является достаточным доказательством существования непредвиденных обстоятельств.

512

CLAUSE 11

39.Любой спор или разногласия, возникаюшие из или в связи с данным контрактом, должны быть урегулированы без обращения в суды общей юрисдикции Арбитражным Судом при ТПП РФ.

40.Решение Арбитража является окончательным и обязательным для обеих сторон.

CLAUSE 12

41.Ни одна из сторон не имеет права передавать свои права и обязанности по контракту какой-либо третьей стороне без письменного согласия второй стороны по контракту.

42.После подписания настоящего контракта вся предыдущая переписка считается недействительной.

43.Все изменения и дополнения к данному контракту действительны, если они сделаны в письменном виде и подписаны должным образом.

44.Все налоги и сборы, взимаемые на территории РФ, оплачивает Продавец.

45.Господа!

Сообщаем Вам, что танкер «Селенга», зафрахтованный нами для перевозки товара по контракту 567, прибудет в Новороссийск в конце этой недели. До настоящего времени, однако, Вы не открыли в банке «Симекс» аккредитив на 90% стоимости товара в соответствии с пунктом 5 контракта. Мы не сможем погрузить товар на этот танкер, пока Вами не будет открыт аккредитив, и должны заявить, что плата за простой танкера, который может быть вызван задержкой в открытии аккредитива, будет отнесена на Ваш счет.

С уважением,

FOCUS 7. Letter to make up.

Make up a letter from a Russian exporter to a foreign partner. Follow the plan:

give reference to the contract number;

inform of the circumstances impeding chartering the tonnage;

offer a solution (postponing shipment, substituting a vessel);

ask the Buyers not to charge penalty for delay in delivery;

don’t forget about a complimentary close.

FOCUS 8. Role play.

1.Hold talks between a Russian exporter and a foreign company on making up a draft of the contract for the sale of a commodity and negotiate the following items:

clauses of the future contract;

bases of delivery and prices;

terms and way of payment;

delivery and acceptance of the goods;

parties’ actions in case of contingencies.

2.Hold talks between a Buyer and a Seller and negotiate possible penalties for delay in opening LC. Specify which party will cover demurrage and dead freight in the above case.

513

FOCUS 9. Act as an interpreter.

DIALOGUE 1 

DIALOGUE 2

–Говорит Смирнов из Росэкспорта. Мы зафрахтовали теплоход «Нева» для перевозки груза по контракту № 678.

–When is the vessel due at the port of loading?

–Теплоход прибудет в Новороссийск в конце этой недели. Однако до настоящего времени Вы не открыли аккредитив на 90% стоимости товара, оговоренный параграфом 5 контракта.

–We are sorry. The delay in opening the LC was caused by the reasons beyond our control. We’ll do our best to rush the matter.

–Мы не сможем погрузить товар на этот теплоход, пока Вы не откроете аккредитив, и должны заявить, что плата за простой судна и неиспользованный тоннаж будет отнесена на Ваш счет.

DIALOGUE 3

–Вы уже ознакомились с проектом контракта на продажу нефти, который мы передали Вам через г-на Брауна? Мы постарались учесть в нем все Ваши замечания.

–Thank you. We received the draft just in time. I was favourably impressed by it. There are still a few points to clarify, but we are ready to sign the contract.

–Я уполномочен рассмотреть все спорные вопросы и все Ваши предложения. Мне кажется, что мы по-прежнему не пришли к согласию по пункту 8 «Условия платежа». Что бы Вы хотели здесь изменить?

–Right you are. That’s the most essential problem. You put here that LC is to be opened for the value of each lot to be shipped. But, I think, you know that according to the worldwide business practice Crude Oil is always paid for collection.

–Да, я это знаю, но это наш первый контракт, да и количество незначительное. Поэтому мы и предлагаем аккредитив.

–I’ll apply to our Bank to find if they can give us such a credit and then we shall revert to this matter.

514

DIALOGUE 4

–I think today we are to word a number of clauses of our draft contract. Do you have the rough copy we made up yesterday? I believe clauses 4 «Payment» and 9 «Shipping Instructions» are of utmost importance.

–Я полностью согласен с Вами, г-н Бенсон. У меня с собой черновик контракта. Хотя мне кажется, что по поводу способа и условий платежа мы в принципе договорились.

–We can sum up everything now. First, 20% of the total contract value is to be paid in advance. Second, 40% is to be paid in cash within 45 days of delivery. Third, the balance is paid by drafts at 90 days with interest at 3% p.a.

–Далее следует перечень документов для оплаты: коносамент, счет-фактура, упаковочные листы, сертификаты качества и происхождения.

–Can’t agree more. As for the shipping instructions the clause can remain as stated in the contract form. We can add a few more lines if you wish. Will you remind me of the exact wording?

–Поставщик должен обращаться к экспедитору Покупателя за всеми инструкциями относительно отгрузки товара и выслать ему уведомление о готовности товара к отгрузке.

–I find it quite acceptable.

515

EXPORT CONTRACTS 2

EXPORTING COMMODITIES.

CEMENT.

COPPER BLISTER

516

FOCUS 1. Read and discuss the contract.

EXTRACT FROM A CONTRACT FORM FOR THE SALE OF CEMENT

1. SUBJECT OF THE CONTRACT

The Seller has sold to the Buyer and the Buyer has bought from the Seller on the terms FOB Novorossijsk ________________ metric tons (m/t) of Ordinary Grey Portland Cement ±10% at the Seller’s option, in bulk.

2. QUALITY

The quality of Cement sold under the present contract shall correspond to the requirements of the British Standard BS 12 Part 2, 20__.

The Seller shall arrange three samples of Cement, seven kilos each, to be taken during and after the loading by the representatives of the Chamber of Commerce and Industry of Russia, packed tightly, marked with the name of the vessel and the date of shipment and sent as follows:

The Seller shall advise the Buyer by telex of the number and date of the postal receipt. The cost of sampling and postage shall be borne by the Seller.

3. DELIVERY ACCEPTANCE

Cement sold under the present contract is considered delivered by the Seller and accepted by the Buyer:

a)as to the quantity:

as per the weight stated in the Bill of Lading and determined by a Draft Survey effected jointly by the Master of the vessel and the Seller and certified by the Chamber of Commerce and Industry of Russia.

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b) as to the quality:

as per the Certificate of Quality issued by the Chamber of Commerce and Industry of Russia.

c) as to the date of delivery:

as per the date of the Bill of Lading.

4. TIME OF DELIVERY

Cement shall be delivered FOB Novorossijsk within the period of

______________________.

Before the 10th day of each month, the Buyer shall propose the vessels stems for the following month. On or before the 25th day of each month the Seller shall confirm the stems for the following month.

517

5. TRANSPORT

…

Cement shall be loaded by the Seller by his means and at his expense according to Cargo Plan to be established between the Master of the vessel, the Seller’s agents and the authorities of the port of loading.

The Buyer shall provide for the vessels to be fitted with openings in the hatch covers for the connection of the Seller’s loading equipment.

The design of the openings and of hatches covers shall secure a complete tightness of the holds during the loading.

Should a vessel not be properly equipped as above, the Seller shall have the right to reject the vessel, the Buyer being fully liable for the consequences.

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The Buyer shall instruct the ship-owners/the Master of the vessel to give the Seller notices of arrival by cable, telex or radio 7 days prior to her estimated time of arrival.

The vessel shall be admitted within the port, piloted and moored according to the customs of the port of Novorossijsk.

Lay time shall commence in accordance with the following provisions:

…

In case the vessel is not loaded within the lay time calculated as above the Seller shall pay demurrage to the Buyer at the rate of US dollars … per …

If the vessel is loaded prior to the expiration of the lay time calculated as above the Buyer shall pay to the Seller despatch at half demurrage rate per …

Lay time, despatch and demurrage shall be calculated on the basis of a Statement of Facts signed by the Master, the Seller’s representative and the Ship’s Agent at the port of loading.

Despatch and demurrage shall be settled directly between the Buyer and the Seller every month.

…

6. PAYMENT

Payment for Cement sold under the present Contract shall be effected in US dollars out of an irrevocable Letter of Credit to be opened by the Buyer in the Seller’s favour with ________________ and advised through the Bank for Foreign Economic Affairs of Russia in Moscow.

518

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Payment out of the Letter of Credit shall be effected at sight against presentation to the Seller’s Bank, within 10 days of the date of the Bill of Lading, of the following documents as specified in the Letter of Credit:

a)Commercial Invoice (1 original and 2 copies) duly signed and stamped;

b)3 originals + 4 non-negotiable copies of clean on board Bill of Lading showing the description of the cargo and the quantity loaded and established in the name of (to order of) ______________ as Consignee;

c)original and 2 copies of the Certificate of Origin issued by the Chamber of Commerce and Industry of Russia at the port of loading, duly signed and stamped and stating that Cement conforms to BS 12 Part 2 20__;

d)original and 2 copies of the Certificate of Quality issued at the port of loading and certified by the Chamber of Commerce and Industry of Russia.

All expenses connected with the opening, extension and eventual alteration of the Letter of Credit, as well as the expenses charged by the Buyer’s Bank in connection with the opening and utilization of the Letter of Credit, are to be paid by the Buyer and for the Buyer’s account.

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7. FORCE MAJEURE

Circumstances of force majeure i.e. fire, flood, earthquake or other natural disaster, labour strike, war, military operations of any kind, blockades, prohibition of export or import shall relieve the Seller and the Buyer from the responsibility for non-fulfilment in whole or in part of any obligations specified in this Contract in the event and to the extent that the Seller or the Buyer, as the case may be, shall have been delayed, impeded or frustrated in the performance in whole or in part of such obligations. If as a result of such circumstances the quantity of Cement as per Clause 5 of this Contract has not been delivered in any month, the quantity of so short-shipped shall (unless otherwise mutually agreed) be deducted from the total quantity to be delivered under this Contract.

If the said circumstances of force majeure remain operative for a continuous period exceeding 6 months, either Party shall have the right to cease the Contract and in such case neither of the Parties shall have the right to claim losses or damages.

519

…

8. LEGAL ADDRESSES

520

EXTRACT FROM A CONTRACT FORM FOR THE SALE OF COPPER BLISTER

Seller _______________ hereinafter referred to as «Seller» and Buyer

_______________ hereinafter referred to as «Buyer» shall enter into an agreement regarding the outright purchase by the Buyer of Copper Blister produced at ________________________ under the following terms and conditions:

1. DEFINITIONS

Whenever used in this Agreement:

1.1 «ton» and «mt» means

a metric ton of 1,000 kilograms, wet or dry basis as specifically stated herein;

1.2 «unit» means one per cent of the net dry weight;

2. QUALITY

Blister Copper assaying typically as follows:

and free from any other deleterious impurities In blocks weighing…

Packing: in bulk

3. QUANTITY

Approximately _______ mt.

- 2 -

4. SHIPMENT

First half April 20__, in one shipment.

5. DELIVERY

CIF FO (free out) Rotterdam/Antwerp (INCOTERMS 2000) or parity.

6. TITLE AND RISK

Title of the shipment of Blister Copper shall pass to the Buyer upon Seller’s receipt of first provisional payment.

521

Risk shall pass to Buyer when the goods have passed the ship’s rail at the port of shipment.

7. WEIGHING, SAMPLING AND MOISTURE DETERMINATION

7.1Weighing, sampling and moisture determination shall be carried out at the receiving refinery in accordance with standard industry practice.

8.PAYABLES

8.1Copper

The full final copper content shall be paid for at the official London Metal Exchange settlement quotation in USD for «Copper Grade A», as published in the Metal Bulletin, London, UK, and averaged over the quotational period.

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8.2Silver

98% of the final silver content shall be paid for at the daily spot quotation of the London Bullion Market as published in USD in the Metal Bulletin, London, UK, and averaged over the quotational period.

8.3Gold

98% of the final gold content shall be paid for at the average of the morning/afternoon London Daily Fixing quotations as published in USD in the Metal Bulletin, London, UK, and averaged over the quotational period.

9.QUOTATIONAL PERIOD

______________________________

10.PAYMENT

All payments to be effected by direct remittance at Seller’s designated account and to be made in USD.

10.1Provisional payment

10% shall be paid upon receipt of the notice of the readiness of the goods for shipment and provisional invoice.

10.2Progress payment

80% of the sum covering the payable metals shall be paid for promptly upon Buyer’s receipt of original shipping documents and invoice.

10.3Final payment

522

Final payment for the contractual value of the shipment shall be carried out by the indebted party when all data (contractual metal quotations, final weighs and assays of all metals) are known against Seller’s invoice.

All Seller’s invoices shall be sent to Buyer in duplicate.

- 4 -

11. FORCE MAJEURE

In the event of any strikes, acts of God, wars, warlike operations, lock-outs, interference of trade unions, suspension of labour, fire accidents, storm, earthquake, mine disaster, action of any government including the passage of new legislation, court order and future order (lawful or otherwise) of any regulatory body having jurisdiction, lack of railroad or seaborne freight facilities or delays en route or of any other cause whatsoever beyond the control of Seller or Buyer, whether of the foregoing nature or not, (any such cause hereinafter to be known as «force majeure») preventing them or hindering them or either of them from supplying or receiving, then delivery under this contract shall be suspended during such time, provided always that written notice shall be given of any such inability by either party contracting hereto.

In the event of suspension of deliveries under this contract by Seller or Buyer giving notice under this clause, the contract shall be each time extended for a period equal to suspension.

Should the duration of force majeure exceed 6 months, either party shall have the right to terminate this contract by notice in writing to the other party.

The party which cannot meet its obligations under the contract, shall immediately advise the other party as regards the beginning and the cessation of the circumstances preventing the fulfilment of the obligations.

Certificates issued by the respective Chamber of Commerce of the Seller’s or Buyer’s country shall be sufficient proof of such circumstances and their duration.

- 5 -

12. ARBITRATION CLAUSE

All disputes and differences arising out of or in connection with the present contract shall be finally settled under the Rules of Conciliation and Arbitration of the International Chamber of Commerce by one or more arbitrators appointed in accordance with the said Rules. The place of arbitration shall be Zurich, Switzerland and the language of the proceedings shall be English.

13. LEGAL ADDRESSES

523

524

FOCUS 2. Comprehension questions.

SALE OF CEMENT CLAUSE 1

? In what packing is Cement shipped?

CLAUSE 2

?What is sampling meant for?

?What is the standard quality of Cement under the contract?

CLAUSE 3

? What company or organization issues the Certificate of Quality?

CLAUSE 5

?What are the special requirements to the vessel facilities?

?When are the Shipowners to give the notice of arrival of the vessel?

?What is a despatch?

CLAUSE 7

?Which circumstances of force majeure can you name?

?What shall the Parties do in case of contingencies?

? What shall the Parties do if contingencies last over and above

6 weeks?

?Can the Parties claim damages in case of force majeure circumstances?

SALE OF COPPER BLISTER

CLAUSE 2

?In what way is the quality of the goods determined?

?What packing is provided by the contract?

CLAUSE 6

?When does the title to the goods pass from the Seller to the Buyer?

?When does the risk pass to the Buyer?

CLAUSE 7

? What are the ways of checking the quality of the goods?

CLAUSE 10

?What are the way and terms of payment under the contract?

?Which provision secures the quality of the goods?

CLAUSE 11

?In what case do the Parties have the right to terminate the contract?

?What can serve as a sufficient proof of force majeure circumstances?

CLAUSE 12

? What is the way of settling disputes?

FOCUS 3. Study the notes, writing patterns and vocabulary.

NOTES

525

1.Cement, Copper Blister etc. – наименование товара в сделках купли-продажи пишется с большой буквы, артикль не употребляется.

2.Contract 456 – если за существительным следует порядковое числительное, перед существительным артикль не употребляется.

3.±10% – следует читать: 10% more or less.

4.Non-negotiable clean BL – необоротный, то есть не подлежащий передаче третьим лицам; чистый, то есть без порочащих оговорок, бортовой коносамент.

5.Definitions – перед основным текстом контракта рекомендуется для избежания недоразумений дать определение и толкование основных понятий данной сделки купли-продажи.

6.The goods – в коммерческой корреспонденции употребляется единая форма как в единственном, так и во множественном числе. The goods are delivered. The goods is shipped. Но рекомендуется выбрать и придерживаться в употреблении одной формы.

FOCUS 4. Fill in the gaps with one of the following words or word combinations. Use the appropriate tense form.

1.… of the goods shall pass to Buyer upon Seller’s receipt of first … payment.

2.… shall pass to the Buyer when the goods have passed the … at the port of shipment.

3.…, … and moisture determination shall be carried out at receiving … in accordance with standard industry practice.

4.All … and differences arising out of or in connection with the present contract shall be finally settled by one or more …

5.All payments to be effected by … at Seller’s designated account and to be made in USD.

6.All Seller’s invoices shall be sent to Buyer …

7.Before the 10th day of each month, the Buyer shall propose the … for the following month.

8.Certificate issued by the respective Chamber of Commerce of the Seller’s or the Buyer’s country shall be … of such circumstances and their …

530

SALE OF CEMENT

CLAUSE 1

1. Товар поставляется насыпью ±10% по выбору Продавца.

CLAUSE 2

2.Качество товара должно соответствовать требованиям британского стандарта.

3.Вы не уведомили нас своевременно о дате и номере почтовой квитанции. Кроме того, согласно условиям контракта расходы по отбору образцов и отправке их почтой оплачивает Продавец.

4.Три образца цемента отбираются представителем ТПП РФ. Далее образцы должны быть плотно упакованы и должны содержать маркировку с указанием названия судна и даты отгрузки.

532

23.Все платежи осуществляются путем прямых переводов сумм на указанный Продавцом счет.

CLAUSE 11

24.Покупатели согласны на временное прекращения отгрузок, принимая во внимание стихийные бедствия в регионе.

25.Уважаемые господа!

Настоящим сообщаем, что капитан судна «Арктика» не уведомил наших представителей в порту разгрузки о предстоящем прибытии судна за 7 дней до его прибытия. В связи с вышеупомянутым возникли определенные сложности с допуском судна акваторию порта, его проведением лоцманом и швартовкой. Несмотря на то что судно было действительно разгружено в кратчайшие сроки, мы не считаем, что обязаны платить Вам диспач, поскольку в данной ситуации расчет сталийного времени был изменен.

Суважением,

26.Уважаемые господа!

Мы хотели бы привлечь ваше внимание к тому факту, что любое стихийное бедствие рассматривается как обстоятельство непреодолимой силы, не зависящее от стороны контракта, если его возникновение подтверждено свидетельством ТПП.

В данном случае наша сторона полагает, что наводнение освобождает Вас от выполнения Ваших обязательств только на время действия обстоятельств, препятствовавших выполнению контракта.

Просим срочно предоставить необходимые документы, в противном случае считаем действие контракта приостановленным.

Снетерпением ждем от Вас ответа.

Суважением,

FOCUS 7. Letters to make up.

Make up a letter from Rosexport informing of contingencies. Follow the plan:

refer to the number of the contract and the name of the goods;

inform about the commencement of force majeure circumstances and give the details;

notify that the Chamber of Commerce has certified the occurrence and duration of the circumstances;

offer your solution with reference to the relevant contract clause;

don’t forget about a complimentary close.

FOCUS 8. Role play.

Hold talks between Rosexport and a foreign partner on signing a contract for the sale of raw materials and negotiate the following:

sampling to check the quality (timing and way);

arrangements for a neutral party to participate in determining and checking the quality;

possible financial ways to secure quality (e.g. final payment only upon receipt of the quality analysis).

533

FOCUS 9. Act as an interpreter. DIALOGUE 1

–Mr Sidorov, we have examined your draft contract and found it acceptable. But we think «Delivery and acceptance» clause needs some clarifying.

–Нет никаких возражений. Я готов разъяснить этот пункт контракта. Во-первых, датой поставки считается дата коносамента, а сдача-приемка товара проводится в порту отгрузки.

–I see. The goods are considered to be delivered in respect to quantity as per weight indicated on the Bill of Lading.

–Совершенно верно. Наша сторона полагает, что для определения платы за простой судна в порту или премии за досрочную разгрузку необходимо также фиксировать и сталийное время.

–It's our usual practice. As far as the quality is concerned, we accept the goods up to as per the Quality Certificate issued by the lab at the port of loading. But then, of course, our lab will make an analysis too.

–Хорошо. Мы вышлем Вам уведомление о предстоящем прибытии груза в порт разгрузки, как только танкер выйдет в море.

DIALOGUE 2

–Добрый день, г-н Свенсон. Я весьма рад, что Ваша фирма настроена купить медный концентрат именно через нашу компанию

–Yes, it seems to be quite so. Your company was recommended to me by my reliable business partners. But first of all I would like to discuss the way of payment. So, you say, it should be by direct remittance to your designated account.

–Вы абсолютно правы. Данный перевод осуществляется в долларах США на сумму, равную 90% стоимости поставляемого товара.

–Well, really, I don’t see any security for delivery here.

–Перевод осуществляется против отгрузочных документов и счета-фактуры.

–Aha, so I pay against the shipping documents. That sounds better. But what about claims for quality?

–Гарантия качества обеспечивается тем, что окончательный платеж происходит только по получении товара и проведении анализа поставленной партии груза.

DIALOGUE 3 