DRAFTING AND NEGOTIATING INTERNATIONAL COMMERCIAL CONTRACTS A PRACTICAL GUIDEPDF电子书下载

Chapter 1Introduction 15

1. Scope of this Book 15

1.1 The addressees: traders and non-speciALalized lawyers 15

1.2 Issues not covered 18

2. International and Domestic Contracts Main Differences 18

3. The Basic Issues: Applicable Law and Jurisdiction 18

3.1 Applicable law 19

3.2 Jurisdiction 20

3.3 Conclusion 20

4. The Central Role of the Contract 21

4.1 The various aspects of party autonomy （contractualfreedom） 21

4.2 The parties' contractual freedom is not unlimited 22

5. The Role of the Lawyer dealing with International Contracts 23

6. Main Organizations Active in International Commercial Law 24

6.1 The United Nations Commission on International Trade Law （UNCITRAL） 24

6.2 The International Chamber of Commerce 25

6.3 The International Institute for the Unification of Private Law （UNIDROIT） 25

6.4 The Hague Conference on Private International Law 26

6.5 Other organizations 26

7. The Structure of the Book 27

8. The Presentation Method 28

Chapter 2The Applicable Law 29

1. The Need to distinguish between Applicable Law and Jurisdiction 29

2. The Importance of determining the Applicable Law 31

3. Two Alternatives: Traditional Approach vs Lex mercatoria 33

4.1 The problems arising from the lack of uniformity 35

4.2 The Rome Convention of 1980 37

4.3 Private internationallaw rules and international arbitration 37

5. The Law Applicable in the Absence of a Choice by the Parties 38

5.1 Which criteria will be used for the determination of the applicable law? 39

5.2 The criteria contained in the Rome Convention 40

5.3 The main problem for business: lack of predictability 42

6. The Choice of the Governing Law 43

6.1 The principle of freedom of choice 43

6.2 Cases where the freedom of choice is limited 44

6.3 Special problems: exclusion of mandatory rules; depecage 45

6.4 How to draft the choice of law clause 47

7 The Effectiveness of the Choice of the Governing Law 48

7.1 “Simply” mandatory rules and “internationally” mandatory rules 48

7.2 National laws implementing European directives: the Ingmar case 51

7.3 Application of internationally mandatorrrryrules by courts （and arbitrators） 53

8. The Direct Application of Transnational Rules 56

8.1 The theory of lex mercatoria 56

8.2 The UnidroitPrinciples 59

8.3 The combination of lex mercatoria and Unidroit Principles 66

9. The Options for the Choice of the Governing Law 67

9.1 Choice of the law of its own countty 67

9.2 Choice of the law of the other party 73

9.3 Choice of the law of a third countty 74

9.4 Lex mercatoria and similar solutions 75

9.5 No choice at all 75

Chapter 3The Methods for Solving Disputes 77

1. The importance of dispute resolution 77

2. The Main Options 80

2.1 The choice between arbitration or ordinary jurisdiction 80

2.2 Mediation and ADR 87

2.3 The ICC ADR rules 88

Chapter 4International Arbitration 93

1. The Legal Framework 93

2. The New york Convention of 1958 94

2.1 The fundamental principles of the Convention 94

2.2 The arbitrability issue 96

2.3 Problems arising in connection with public policy 99

3. Diffferent Types of Arbitration 101

3.1 The distinction between ad hoc and institutional arbitration 101

3.2 Arbitration under the Uncitral Rules 102

3.3 Institutional arbitration 102

4. ICC Arbitration 105

4.1 The ICC International Court of Arbitration and the Secretariat 105

4.2 The ICC arbitration rules 105

4.3 The costs of ICC arbitration 110

5. Drafting the Arbitration Clause 112

5.1 The formal requuirement of the arbitration clause: agreement in writing 113

5.2 The essential elements of an arbitration clause 116

5.3 Some typic errors frequently found in arbitration clauses 117

5.4 The optional elements of the arbitration clause 121

Chapter 5Litigation before Ordinary （National） Courts 125

1. International Contracts and National Jurisdiction 125

2. The domestic Rules on Jurisdiction 126

3. The Rules Applicable in the European Area 127

3.1 The rules on international jurisdiction 128

3.3 The rules regarding lis pendens 137

4. The Hague Convention of 2005 on Choice of Court Agreements 139

4.1 Scope of application 140

4.2 Exclusive choice of court agreements 140

4.3 Recognition and enforcement 141

4.4 Conclusions 142

5. Strategies for the Appropriate Choice of Jurisdiction 142

5.1 Choice of forum in favour of its own courts 142

5.3 Drafting choice of forum clauses 146

5.4 Formal requirements of jurisdiction clauses 148

5.5 Effectiveness of the choice of forum clauses 148

Chapter 6Drafting， Negotiating and Concluding International Contracts 151

1. Why Negotiate and Draft a Contract? 151

1.1 The trend towards self-sufficient contracts 152

1.2 Oral and written contracts 153

1.3 Letters of intent and similar documents 156

2. Preparing for the Negotiation of an International Contract 160

2.1 Identifying the legal framework where the contract is to be situated 161

2.2 Establishing a draft in view of the negotiation 162

3. The Negotiation Stage 164

3.1 The approach to negotiation 164

3.2 The role of the lawyer in the course of negotiation 165

3.3 The recourse to local lawyers 166

3.4 Responsibiliay of the parties during negotiation 167

3.4 Agreeing upon special rules for negotiation 169

4. Drafting the Contract 170

4.1 The trend towards common drafting standards 170

4.2 The basic requirements of a well-drafted contract 171

4.3 Drafting techniques commonly used in international contracts 172

4.4 The language of the contract 173

5. Clauses frequently used in International Contracts 174

5.1 Force majeure 175

5.2 Hardship 181

5.3 Penalty/liquidated damages 184

5.4 Respect of the written form for modifications 185

5.5 Partial nullity 187

5.6 Non-waiver clauses 189

6. Concluding the Contract 190

6.1 The domestic rules of formation of contracts and resulting problems 190

6.2 Rules on the formation of contracts in the CISG and Unidroit Principles 193

6.3 Conclusion of contracts and general conditions 197

6.4 Effectiveness of clauses contained in general conditions 203

6.5 Clauses governing the entry into force of the contract 204

Chapter 7The ICC Model Forms 207

1. The ICC Model Contracts in General 207

1.1 The various model forms published by ICC 207

1.2 General characteristics of the ICC models 208

2. An Overview of the Model Forms not Included in this Book 220

2.1 The ICC Model Occasional Intermediary Contract（ICC Publication No. 619） 220

2.2 The ICC Model International Franchising Contract（ICC Publication No. 557） 223

2.3 The ICC Model Selective Distribution Contract（ICC Publication No. 657） 223

2.4 The ICC Model Contract for the Supply of an Industrial Plant（ICC Publication No. 653） 225

2.5 The ICC Model M&A Contract 1: Share Purchase Agreement（ICC Publication No. 656） 227

2.6 The ICC Model Turnkey Contract for Major Projects（ICC Publication No. 659） 228

3. Contracts of Sale 229

3.1 The UN Convention on the International Sale of Goods （CISG） 229

3.2 Incoterms 2000 238

3.3 The ICC Model International Sale Contract 244

3.4 Text of the ICC Model International Sale Contract 254

4. Agency and Distributorship Agreements 260

4.1 Organizing distribution of products abroad 260

4.2 Contracts with commercial agents 265

4.3 The ICC Model Commercial Agency Contract （long form） 273

4.4 Text of the ICC Model Commercial Agency Contract （long form） 282

4.5 The ICC Model Commercial Agency Contract （short form） 305

4.6 Text of the ICC Model Commercial Agency Contract （short form） 308

4.7 The ICC Model Distributorship Contract （long form） 315

4.8 Text of the ICC Model Distributorship Contract （long form） 323

4.9 The ICC Model Distributorship Contract （short form） 348

4.10 Text of the ICC Model Distributorship Contract （short form） 350

Chapter 8Appendices 359

1. Rome Convention of 19 June 1980 on the Law Applicableto Contractual Obligations 359

2. Convention on the Recognition and Enforcement of Foreign Arbitral Awards（New York Convention 1958） 373

3. United Nations Convention on Contracts for theInternational Sale of Goods 378

4. UNIDROIT Principles of International Commercial Contracts 20041 405

5. Incoterms 2000 WallChart 442

6. ICC Force Majeure and Hardship Clause 444

7. ICC Model Confidentiality1 Agreement 448

8. ICC Rules of Arbitration 455

About the Author 471