发布时间 : 星期六 文章国际商务实训指导书更新完毕开始阅读
（3） 买方是否有复验权?其复验的法律效力如何? 案例五：
1994年陕西某进出口公司(以下简称S公司)与德国某跨国钢铁公司新加坡公司(以下简称M公司)签订了进口一万吨拉丝盘条(WIRE ROD FOR DRAWING)合同，金额为USD3140000.00。付款方式为L/C180DAYS SIGHT。货物产地为保加利亚，材质为美国标准SAE1008。检验条款以SGS验货报告为付款依据．以中国出口商品检验局(CCIB)商检为索赔依据。争议最终解决方式为仲裁．仲裁地为香港，以香港法律为准。
买方开证后，卖方及时出运货物．并将全套单据通过银行交开证行，并催促承兑。S公司审单时，虽然发现了一些不符点，但考虑对方为世界著名企业，双方有长期友好的合作关系，相信货品质量应无问
题。尽管市场已较签约时下跌了很多，S公司还是接受了单据，并指示银行承兑，体现了S公司良好的商业信誉。然而，货到后，S公司派人到港口接货时却发现货物外观及包装极差；同时港务局理货时也发现，货物件数与单据件数不符，缺少180余件;天津CCIB验货后，出证表明货物短重140余吨，材质与合同相符，但有“耳子、飞边”等缺陷。另外S公司还发现，实际炉号与M公司所提供的SGS报告完全不同。
基于以上情况，S公司立即通知M公司北京办事处，提出质量异议，并寄上相关样品、照片和录像，希望M公司即刻派人查验货物，以便双方协商解决。M公司北京办对此亦很重视，即刻派人来S公司面谈，并表示尽快上报总部，派人解决。这时，S公司非常自信．此事应有一个令人满意的“说法”。
可是一周后，M公司德国总部通过北京办转来一份措辞“轻浮”的传真，称件数短少，应由保险公司负责；关于“耳子”(EARS)，他们不知为何物；至于短重，他们认为CCIB的检测方法有问题，他们只知道其所供货物与合同相符。对于M公司这种态度，S公司业务员非常诧异。
对此，S公司据理力争，仍然冷静给予回复：
（1）货物件数短少一事，我们会与保险公司交涉．但最终应由造成短少方赔偿； （2）关于“耳子”，指轧钢未被切掉的多余部分，一般的英文技术辞典都有解释，作为一个专业经营钢材的商业公司，不应该不明白； （3）关于短重一事．请遵守合同条款。
对此，M公司迟迟不回复，又过了两周，经多次催促，方给予一简短回复，大意是，他们没有过错，没有义务去验货。
至此，S公司已清醒地意识到，对方根本没有 解决问题的诚意。怎么办?S公司为此专门请来了资深律师、国际结算专家共同出主意想办法．又结合S公司多年来处理涉外案件的经验、经反复研究讨论制定了如下索赔计划：
（1）根据其村质缺陷和炉号不符，申请天津CCIB复验厂做出拔丝试验，测试其是否是“拔丝盘条”；
（2）向香港国际仲裁中心提交仲裁申请；
（3）向国际好事局提出申请．调查这批货的装船时间、地点能找到对方欺诈行为的证据； （4）向省高院通报此案，以寻求支持，因为根据以往经验，香港仲裁机构是不会受理此案的。一切都按计划进行。
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S公司业务员会同天津CCIB对这批货做了更为仔细的检验，对于其中有“耳子、飞边”的盘条，以及椭圆度超过2mm(盘条直径应为6.5mm)的具体数量做了测算；请工厂现场做拉拔实验，记录其在拉拔过程的断裂次数；同时又取样拍照，得出了一个详细报告．说明货物不适合拔丝，且炉号与进口商提供的单据完全不符。
果然不出所料，香港国际仲裁中心很快明确回复，说明由于合同未讲明双方所共同接受的仲裁机构的具体名称，根据香港法律．此仲裁无法受理。S公司立即通知M公司，说明根据合同已向香港国际
仲裁中心提出仲裁申请，该中心要求双方必须明确仲裁规则。S公司提出了A、B、c三种不同解决问题的方案(其中包括新的仲裁协议)，请M公司任选一种，作为双方共同选择(只须划一个勾)。请尽快回复。可是对方迟迟不复，为使自己行为具有法律效力，S公司再次用电传催问此事，并限三日内给予明确回复。这样，M公司不得不回复，称他们没有义务做这种选择，一切都应照合同办理。这时，海事调查局的报告也收到了，很遗憾，一切都无懈可击。为此，S公司付出了约2万英镑的调查费。
根据以上结果，S公司向省高院提出诉讼申请，理由是货物与合同不符，完全无法使用，系欺诈行为；对方和仲裁机构均拒绝仲裁。省高院依法受理此案。又由于对方一再拖延，毫无理赔的诚意，为确保国有资产不被流失，S公司向法院申请诉讼保全，并请法院签发止付令，命令开证行暂时停止支付该案项下全部贷款。高院法官仔细审核了双方的往来传真后，报请上级批准．向开证行出具了止付令。开证行对此提出反对，但法院坚持，因为任何一个银行，都必须遵守国家法律。
至此，情况发展急转直下，S公司已完全由被动变主动了。当对方银行提示付款时，开证行回复：由于接到法院止付令笔贷款已拉冻结，请速电出口商．尽快解决其法律纠纷。 这时，M公司自然也积极起来．每天电话传真不断，对于法院介入大为光火。但一切的一切S公司都有道理，M公司只好自己品尝他们一手造成的尴尬。很快，M公司派人来S公司面谈，并强烈要求S公司败诉，以仲裁方式解决。对于没有及时验货，表示道歉。其总部亦泥人来天津，委托天津SGS并邀请S公司，三方共同验货，其结果与天津CCIB几乎一致。最后，M公司新加坡总裁飞抵北京，邀请S公司做最后谈判。经过大约连续l0个多小时的艰苦谈判双方互不相让。但M公司始终无法摆脱被动。
最终，此案以M公司同意退货50％，其余货物每吨降价69美元了结。索赔获得了圆满成功。
试分析S公司在向M公司进行违约索赔时的成功经验。
第三节
第三部分 附录
1、常用合同英文表达
一、Willing to Establish Business Relations 1 Your name and address have been given us by ***
仲裁训练
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2 The American Consulate in Shanghai has advised us to get in touch with/communicate with/contact you concerning?
3 Will you please send us your catalogue and price list for?
4 Will you please quote price CIF San Francisco for the following items in the quantities stated?
5 We are also interested in your terms of payment and in discounts offered for regular orders.
6 We would appreciate a sample of each of the items listed above. 7 We are looking forward to hearing from you. 8 We would appreciate a prompt answer. 9 We hope to hear from you shortly.
10 Since the traditional season is approaching, we must ask you to reply by the end of this month.
11 Your letter expressing the hope of entering into business connections with us has been received with thanks.
12 Your Commercial Counsellor’s Office has referred us to you for establishing business relations with your corporation.
13 We wish to introduce ourselves to you as a SOE dealing exclusively in light industrial goods.
14 With a view to expanding our business at your end, we are writing to you in the hope that we can open up business relations with your firm.
15 In order to extend / to increase our export business at your end, we are writing to you in the hope that we can open up business relations with you.
16 As we learn that you buy large quantities of *** and as we are among the largest exporters of this article, we have pleasure in submitting herewith our samples and to see if we could commence business with your firm.
17 However desirous we are of establishing business relations with you, we regret being unable to do so as our previous commitment prevent us from doing so. 18 We are pleased to learn from your letter of ? that you wish to enter into trade relations with us but we feel sorry that the goods you wish to purchase are not in our line.
19 Much to our regret, we are unable to do business with you direct, as we have been represented by *** in your city.
20 Please accept our regret for having to decline your request for establishment of business relations with us as the items named in your letter have been exhausted. 21 We thank you for your letter of *** expressing your desire to trade with us direct, which coincides with ours.
22 We are indebted to *** ? for your name and address and should be pleased to open up business relations with your firm in the line of ?
二、Status Enquiry
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1 We would like to know whether the ABC Company is in the wholesale trade. 2 We should be glad to know if ABC Company is among the leading wholesale firms in your country.
3 We shall appreciate it if you will let us know their financial position. 4 We should be pleased to know whether they have the reputation of paying promptly. 5 Any information you can give as to their capital would be greatly valued by us. 6 Will you please be good enough to obtain for us all the information possible respecting the financial standing and modes of business of?
7 There is a firm in your city by the name of ?, who have written to us that they are the leading importers in your place dealing in chemicals and that they now wish to switch to us for the supply of the similar item. As we have no business relations with them before we should be most grateful for any information you may obtain for us.
8 We are at present negotiating with the firm named below about the question of agency. They have given us your name as a reference. Will you please inform us frankly whether you consider we may safely give them credit to the extent of US $10,000. 9 We should appreciate it if you would obtain for us reliable information respecting ***? if ? .We wish to know if their financial standing is considered strong. 10 We wish to inform you that ***, whose name you gave us as a reference, have replied to us and they say they are unable to trace your name on their books. Will you please, therefore, furnish us with another reference, so that we may take up the matter without delay.
11 Not having your name on our book, we respectfully request that you furnish us with two references.
12 We thank you for your letter of ? giving us references, but regret to say that these are not what we require. If you will please refer to our last letter, you will notice that we ask for bank references.
13 May we ask for the favor of your advice, in confidence, as to the prudence of our allowing credit to the extent of US $ 5,000 to the firm named at the foot of this letter.
14 We should be greatly obliged if you would inform us a. how long they have had a credit account with you. b. if you consider them good for $ 10,000.
c. if their account with you is overdue at present. d. whether they pay punctually or promptly. e. of their credit standing.
三、Enquiries And Replies
1. Thank you for your enquiry of 3 August. 2. We are pleased to have your enquiry for ? 3. ?We are pleased to inform you that?
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