MU GIO N THI TUYN GING VIN

GIAO DCH THNG MI QUC T

CHNG I: TNG QUAN V GIAO DCH THNG MI QUC T1.1. Khi qut v giao dch thng mi quc t1.1.1. Khi nimTrong thng mi quc t, ngi ta thng phi tip xc, tho lun v m phn xy dng cc mi quan h thng mi, iu chnh mi quan h t c mc tiu chung. Giao dch thng mi quc t chnh l vic thng lng, tha hip v thuyt phc mt cch trc tip hoc gin tip, theo cch thc thng thng hoc tun theo mt s quy trnh c bit t c mc tiu ca mi bn. 1.1.2. c im ca giao dch thng mi quc t Ch th tham gia vo cc hot ng giao dch thng mi quc t cc nc khc nhau. Cc bn thng c khong cch rt xa nn trong qu trnh giao dch thng c s h tr ca nhng phng tin hin i. Mc tiu ca mi bn trong qu trnh giao dch l t c mc tiu kinh t thng mi.1.1.3. Nhng tr ngi trong giao dch thng mi quc t Cc bn c nn vn ha khc nhau, phong tc tp qun khc nhau Ngn ng khc nhau Mc tiu tham gia thng mi quc t khng ng nht Hng ro cc nc t ra trong thng mi (thu quan v phi thu quan)1.2. Ch th tham gia vo giao dch thng mi quc t1.2.1. Ch th trong giao dch thng mi quc t Cc doanh nghip Cc quc gia Cc t chc phi chnh ph Cc t chc quc t1.2.2. c im ca cc doanh nghip Vit Nam vi t cch l ch th tham gia vo thng mi quc t Phn ln cc doanh nghip Vit Nam l va v nh nn cn hn ch v c mt ti chnh ln k thut. Cc doanh nghip Vit Nam cha xy dng c chin lc r rng v nu c th cc chin lc cng cha hiu qu, nn vic tham gia vo th trng nc ngoi cn nhiu hn ch. c bit, cc doanh nghip Vit Nam cng cha xy dng c mc tiu mang tnh chin lc v di hn. Kinh nghim hot ng trong nn kinh t th trng ca cc doanh nghip Vit Nam cn hn ch, nn vic tham gia vo th trng nc ngoi cn nhiu b ng, cha c bi bn v hiu qu. Kin thc v kinh doanh ca cc doanh nghip Vit Nam trn th trng th gii cn hn ch.1.3. Cc bc giao dch1.3.1. Hi hng (Inquiry)Xt v kha cnh thng mi th y l li mi bc vo giao dch, cn xt theo kha cnh php l th y l li thnh cu bc vo giao dch.Ni dung ca hi hng khng gii hn, c th ty thuc vo ngi hi hng. V nguyn tc th cn thng tin g th hi v ni dung . Tuy nhin, nhiu khi ngi mua s dng bc ny nghin cu, thm d th trng.Hi hng thng khng rang buc trch nhim ca ngi hi hng, cho nn ch yu dng thm d th trng.1.3.2. Cho bn hng (Offer)y l mt thao tc nghip v quan trng trong giao dch thng mi quc t. Xt v mt thng mi, n th hin ch mun bn hng theo cc iu kin m ngi bn a ra. Xt v mt php l, y chnh l ngh k kt hp ng ca ngi bn theo cc iu kin nu ra.Thng thng, cho hng bao gm cc iu kin c bn ca mt hp ng v thi hn hiu lc ca n cho hng.C hai loi cho hng ch yu c s dng: Cho hng c nh (firm offer): Th hin ch mun bn hng thc s ca ngi bn, c dng trong trng hp ngi bn cho bn mt l hng cho ngi mua trong mt khong thi gian rng buc, nu ngi mua chp nhn th hp ng c k kt. Cho hng t do (free offer): Ngi bn cho bn hng nhng khng b rng buc trch nhim cung cp hng ha mt cch chc chn v c th cho bn cho nhiu ngi cng mt lc, thng nhm mc ch nhc nh v nghin cu th trng.1.3.3. t mua hng (Order)t hng l mt tc nghip c s dng khi mi quan h gia hai bn mua bn c s thng hiu ln nhau t trc.Xt theo kha cnh thng mi, y chnh l ngh mua hng ca ngi mua theo cc iu kin nu ra trong n cho hng. Xt v mt php l, y l li ngh k kt hp ng xut pht t pha ngi mua.1.3.4. Hon gi (Counter offer or order)Hon gi l bc mc c v gi hoc cc iu kin giao dch khc. Khi hon gi c thc hin th ngh giao kt hp ng trc coi nh ht hiu lc. Trong qu trnh giao dch, bc hon gi c th din ra nhiu ln hoc khng c. Hon gi tr thnh ngh giao kt hp ng mi. 1.3.5. Chp nhn (Acceptance)y l bc th hin s ng tnh ca bn nhn ngh k kt hp ng do bn kia a ra, khi chp nhn c thc hin th hp ng c thnh lp. Tuy nhin, c hiu lc to lp mt hp ng th chp nhn phi m bo cc iu kin ty theo qui nh lut php ca cc nc.1.3.6. Xc nhn (Confirmation)Sau khi giao dch, hai bn cn xc nhn li nhng ni dung tha thun lm c s k kt v thc hin hp ng sau ny. C th mt bn chun b hai bn, lit k nhng ni dung tha thun, k ri gi cho i tc. Bn kia k vo phn ca mnh, gi li mt bn v gi tr li bn son tho mt bn. Hoc vn bn xc nhn c th do hai bn cng son, mi bn son mt bn v k, sau gi cho bn kia xem v k sau.1.4. Cc hnh thc tham gia vo th trng nc ngoi1.4.1. Xut nhp khu qua trung giany l phng thc tham gia th trng nc ngoi mt cch gin tip, bng cch thng qua ngi th ba thc hin cc hot ng giao dch xut nhp khu hng ha ra/ vo th trng nc ngoi.

Li ch v nhc im ca vic s dng trung gian:Li chNhc im

S dng c kinh nghim, vn, c s vt cht ca chuyn gia, ngi trung gian. Tp trung vn, nhn lc vo cc hot ng chnh yu nht ca cng ti. Hc tp kinh nghim ca ngi trung gian trn th trng quc t. Phi tr chi ph cho ngi trung gian. Mt mi quan h trc tip vi th trng, c bit l th trng nc ngoi, do vy khng gn lin sn xut vi th trng. Kt qu ca chuyn giao dch ph thuc vo thin ch ca ngi trung gian, trong khi cc nh kinh doanh thng khng mun ph thuc ln nhau.

Trung gian ch nn c s dng khi v ch khi: Ln u tin tham gia th trng nc ngoi hoc tham gia vo th trng mi m cha bit nhiu v th trng . Vn hn ch, hng ha khng nhiu hoc nhu cu khng thng xuyn. Cc hng ha cn c mt ti th trng, hoc do quy nh ca lut php.Trn th trng, chng ta thng gp cc loi trung gian sau y:1.4.1.1. i la. Khi nimi l l thng nhn trung gian ng ra cung cp dch v thng mi cho khch hng nhm thu tin th lao. Tin th lao gi l ph i l. y c th l mt khon tin c nh, hoc t l phn trm so vi doanh s bn hoc l chnh lch gi gia gi mua v gi bn.b. Cc loi i l Xt theo phm vi quyn hn i l ton quyn (Universal agent) l ngi thng nhn trung gian c th lm thay mi vic ca ngi y thc. Tng i l (General agent) l thng nhn trung gian c ngi y thc y quyn mt phn cng vic nht nh no . i l c bit (Special agent) l ngi ch lm mt vic nht nh.

Xt theo mc y quyn i l th y (Mandatory agent) l thng nhn trung gian lm vic theo s y thc ca khch hng, vi danh ngha v chi ph ca ngi y thc. Tin th lao l khon tin c nh hoc t l phn trm theo s tha thun. i l hoa hng (Commission agent) l thng nhn trung gian lm vic theo s y thc vi danh ngha ca i l, chi ph do ngi y thc chu, th lao l khong tin hoa hng. i l kinh tiu (Merchant agent) l thng nhn trung gian hot ng vi danh ngha v chi ph ca chnh mnh. Th lao l khon chnh lch gi gia gi ca ngi y thc vi gi bn li hng ha cho khch hng. Khc i l gi bn (Consignee/ Agent carrying stock) l mt dng ca i l hoa hng, nhn bn hng t kho ca ngi i l ra th trng. i l m bo thanh ton (Del credere agent) l i l ng ra m bo kh nng thanh ton ca khch hng. i l c quyn (Sole agent) l i l duy nht ca ngi y thc ti th trng no . Phc-t (Factor) l mt loi i l c ngi y thc giao quyn chim hu hng ha hc chng t s hu hng ha. c php ng tn mnh bn hay cm c hng ha vi gi c mnh cho l c li nht cho ngi y thc.1.4.1.2. Mi giia. Khi nimMi gii l thng nhn trung gian gia ngi bn vi ngi mua, gip hai bn mua bn k kt v thc hin hp ng.b. c im C th l php nhn hoc c nhn Lm theo y thc tng ln Khng i din quyn li cho bn no v khng chu trch nhim v vic hp ng khng c thc hin1.4.2. Xut nhp khu trc tipy l phng thc tham gia vo thng mi quc t kh ph bin i vi cc doanh nghip trn th gii, trong cc doanh nghip trc tip tin hnh trao i hng ha vi i tc nc ngoi nhm khai thc li th so snh gia cc quc gia, nng cao li nhun trong hot ng kinh doanh.Phng thc ny c nhng u, nhc im nh sau:u imNhc im

Trc tip tip xc vi th trng nc ngoi, do vy c th nm bt c din bin tnh hnh th trng v nhu cu tiu dng, t c phng n thch hp vi tng th trng c th nhm nng cao hiu qu kinh doanh. Ch ng i ph vi nhng din bin mi trn th trng. Khong cch gia ngi mua v ngi bn rt l rng ln nn khi thc hin vic mua bn c th xy ra nhiu ri ro m khng lng trc c. Chi ph tn km, do vy ch thc hin khi c s lng hng ln. Phi c kin thc kinh doanh trn th trng th gii.

1.4.2.1. Giao dch thng thng trc tipL phng thc trong ngi mua v ngi bn cc nc khc nhau trc tip tin hnh giao dch, k kt hp ng mua bn hng ha trn nguyn tc t do, t nguyn.1.4.2.2. Cc giao dch c bita. Mua bn i lu (counter trade)L phng thc giao dch trao i hng ha c bit, trong ngi xut khu cng chnh l ngi nhp khu, ngi bn chnh l ngi mua, hng ha trong phng thc ny va l phng tin va l mc tiu ca hot ng trao i.c im: Ngi bn cng chnh l ngi mua Hng ha trao i c tr gi tng ng ng tin ch yu lm thc gi tr Tun th yu cu cn bng cht chCc loi hnh mua bn i lu: i hng (Barter) B tr (Compensation) Mua i lu (Counter Purchase) Chuyn n (Switch) Giao dch bi hon (Offset) Mua li sn phm (Buy-backs)Khi giao dch bun bn i lu, cc bn cn phi ht sc lu cc bin php m bo thc hin hp ng sau: dng th tn dng i ng, dng bn th ba khng ch hng ha hay chng t s hu hng ha, s dng ti khon c bit ti ngn hng hoc pht bng ngoi t mnh.b. Giao dch ti xut (Re-export)L vic xut khu hng ha nhp khu trc y m cha qua khu ch bin no ti nc ti xut nhm mc ch thu v mt lng ngoi t ln hn chi ph nhp khu. c im: Ngi bn chnh l ngi mua Mc ch l chnh lch gi Thng c ba bn tham gia vo qu trnh giao dch Hng ha cha qua bt k khu ch bin no Hng ha c cung cu ln, hoc thng xuyn bin ngKinh doanh ti xut c th c thc hin bng mt trong hai loi hnh sau: Ti xut ng thc ngha: l vic hng ha c a t nc ngoi hoc t cc khu vc hi quan ring vo nc ti xut, c lm th tc nhp khu vo nc ti xut v lm th tc xut khu chnh hng ha ra khi nc ti xut. Chuyn khu: l vic nhp khu hng ha t mt nc, vng lnh th xut khu sang nc, vng lnh th ngoi lnh th nc ti xut m khng lm th tc nhp khu v khng lm th tc xut khu ra khi nc ti xut.C ba hnh thc chuyn khu: Hng ha c vn chuyn thng t nc xut khu n nc nhp khu m khng qua nc ti xut. Hng ha c vn chuyn t nc xut khu n nc nhp khu c qua ca khu nc ti xut. Hng ha c vn chuyn t nc xut khu n nc nhp khu, c qua ca khu nc ti xut v a vo khoa ngoi quan, khu vc trung chuyn hng ha ti cc cng nc ti xut, khng lm th tc nhp khu vo v khng lm th tc xut khu ra khi nc ti xut.Hot ng kinh doanh ti xut c thc hin trn c s hai hp ng ring bit: hp ng xut khu v hp ng nhp khu. Hai hp ng ny cn c cc iu kin ph hp vi nhau nh: thanh ton, thi gian giao hng, bao b, k m hiu, chng t thanh ton. c. Gia cng quc t (International processing)L mt phng thc giao dch c bit, trong mt bn (bn nhn gia cng) nhp khu nguyn liu, hay bn thnh phm v/hoc tiu chun k thut t bn khc (bn t gia cng) ch bin ra thnh phm vad giao li cho bn t gia cng, nhn th lao gia cng. c im: L hot ng m xut nhp khu gn vi qu trnh sn xut Tin th lao gia cng l thu nhp chnh ca hot ng ny y l hot ng m nhiu nc quan tmCc hnh thc gia cng: Xt v quyn s hu nguyn vt liu Giao nguyn liu hoc bn thnh phm, thu hi thnh phm v tr ph gia cng Gia cng theo kiu mua t bn on Bn t gia cng giao tiu chun k thut, bn nhn gia cng nhp khu nguyn liu, t chc sn xut v giao li sn phm cho bn t gia cng Bn t gia cng giao nguyn vt liu, bn nhn gia cng thanh ton phn nguyn liu. khi giao sn phm bn t gia cng s thanh ton tin sn phm theo n gi thnh phm. Xt v gi gia cng Gia cng theo gi khon (target price) Hp ng thc chi thc thanh (cost plus contract) Xt v s bn tham gia trong hot ng giao dch gia cng Gia cng hai bn Gia cng nhiu bn (gia cng chuyn tip) Xt v tnh cht gia cng Gia cng b ng Gia cng ch ng

d. u gi quc tL mt phng thc giao dch c bit, c t chc mt ni nht nh, trong thi gian nht nh no , ngi ta bn nhng l hng c xem trc cho ai tr gi cao nht.c im: Vic mua bn c thc hin ti mt im c nh Theo cc iu kin do ngi bn qui nh sn y c mt ngi bn, nhiu ngi mua Hng ha bn trong phng thc u gi thng c du hiu c th.u gi quc t c cc loi hnh: Theo cch tin hnh u gi u gi ln: Ngi mua t tng dn gi ln n khi khng cn ngi tr gi. u gi xung (Dutch auction) Theo tnh cht ca u gi u gi thng nghip u gi phi thng nghipCc bc tin hnh mt cuc u gi quc t: Chun b u gi Xem hng ha Khai mc u gi K hp ng mua hng Giao hnge. u thu quc t (International bidding)L mt phng thc giao dch c bit, trong mt bn c gi l bn mua hng (bn mi thu), da trn c s cnh tranh ca cc nh bn hng (bn d thu) s la chn ngi cung cp c gi v cc iu kin khc thun li nht. Trong thng mi quc t, khi mua nhng hng ha c khi lng ln, tr gi cao hay mua my mc thit b, s dng tin cng, ngi ta thng s dng phng thc u thu v c coi l phng thc mua hng c hiu qu nht i vi ngi mua.c im: c t chc ti mt a im nht nh Tp trung nhiu ngi bn, nhng c mt ngi mua. Nhng ngi bn cnh tranh theo cc iu kin m ngi mua quy nh sn. Hng ha c gi tr cao, khi lng ln, a dng Thng b rng buc cht ch bi cc iu kin vay v s dng vn.Cc loi hnh u thu quc t: Xt theo lng ngi tham gia u thu u thu rng ri: khng hn ch s lng ngi d thu u thu hn ch: ngi t chc ch mi mt s lng hn ch ngi d thu. Ch nh thu Xt theo h s d thu u thu mt ti h s: Bn d thu dng mt ti cho c h s v ti chnh v k thut khi tham d thu. u thu hai ti h s: khi d thu, ngi ta dng hai ti ring bit, mt ti ng h s lin quan n k thut, mt ti ng h s lin quan n ti chnh. Xt theo th tc thm nh u thu c s tuyn (with pre-qualification): u thu c qui nh iu kin thm nh trc da trn cc tiu ch m ngi t chc u thu a ra. u thu khng c s tuyn (without pre-qualification)Cc bc tin hnh u thu: Chun b u thu Nhn n cho hng M thu K hp ng mua bn hngf. Mua bn hng ha ti s giao dchL mt phng thc giao dch c bit, thng qua mi gii ca s giao dch, ngi ta mua bn cc hng ha c khi lng ln, cht lng n nh vi gi c ti thi im giao kt hp ng v thi im giao hng nhm n chnh lch gi. Hin nay, nhiu ni trn th gii hnh thnh cc s giao dch nh: Kim loi mu London, New York, Kualalumpur; bng nguyn liu Bom bay, Chicago; c ph Amsterdam, Rotterdam,London; la m Winipeg, Milano.c im: Mua bn c thc hin ti th trng c bit Ch yu mua bn khng Mc ch l n chnh lch gi Mua bn phi qua trung gian S giao dch gn lin vi th trng hng ha th gii Mua bn da vo hp ng muCc loi hnh giao dch: Giao ngay (spot transaction): l giao dch c k kt trn c s hp ng mu ca s giao dch, tr tin ngay vo lc k v hng ha s c giao ngay. Giao dch k hn (forward transaction): l mt giao dch trong gi c c xc nh vo thi im k kt hp ng nhng vic giao hng v thanh ton c thc hin sau mt k hn nht nh, nhm mc ch n chnh lch gi gia thi im k kt v thanh ton. Hp ng quyn chn ( options): quyn chn mua (buyers options) hay quyn chn bn (sellers options). Ngi mua quyn c quyn c mua hoc bn mt hng ha xc nh vi mc gi nh trc (gi giao kt) v phi tr mt khon tin nht nh mua quyn (tin mua quyn). Ngi mua quyn c quyn chn thc hin hoc khng thc hin vic mua hoc bn hng ha nu thy gi c bt li cho mnh. Nghip v t bo him (hedging): l mt hot ng giao dch thng c cc nh bun nguyn liu, cc nh sn xut s dng nhm trnh nhng ri ro do bin ng gi c lm thit hi ti li d tnh bng cch s dng cc giao dch ti s giao dch hng ha.Cc bc tin hnh giao dch mua bn hng ha ti s giao dch hng ha: y thc cho mi gii ca s giao dch mua hoc bn Mi gii ra i tin hnh giao dch K kt hp ng v ng k hp ng ti S giao dch Cng b gi hp ng k n thi hn giao hng trong hp ng, n phng thanh ton thanh l hp ng.g. Nhng quyn mua bn hng ha (Franchising)L mt phng thc giao dch c bit, trong c mt bn c gi l bn nhng quyn (franchisor) cho php v yu cu bn nhn nhng quyn (franchisee) t mnh tin hnh vic mua bn hng ha, cung ng dch v theo cc iu kin thng nht v thanh ton ph nhng quyn.c im: Thng gn lin vi b quyt, nhn hiu, tn thng mi v cc dch v km theo. Nhm mc tiu m rng th trng tiu th cho sn phm, tng thu li nhun. Thng bao gm trong c hng ha, b quyt hay kinh nghim qun l v dch v.Cc loi hnh nhng quyn: Nhng quyn c quyn (Exclusive franchise): nhng quyn duy nht cho mt i tc ti mt trng nht nh. Nhng quyn khng c quyn (Non-exclusive franchise): trn mt th trng c th nhng quyn mt phn hay ton b cho nhiu i tc khc nhau ty thuc mc tiu ca bn nhng quyn.1.4.2.3. Du lch quc tL mt ngnh kinh t tng hp quan trng, mang ni dung vn ha su sc, c tnh lin ngnh, lin vng v x hi ha cao. Pht trin du lch nhm p ng nhu cu tham quan, gii tr, ngh dng ca nhn dn v khch du lch quc t, gp phn nng cao dn tr, to vic lm v pht trin kinh t x hi t nc. c im: L mt hot ng kinh doanh dch v L hot ng kinh t tng hp L ngnh kinh t c hiu qu cao L ngnh kinh t chu s kim sot cht ch ca cc nc trn th giiCc loi hnh du lch quc t: Theo phm vi khng gian Du lch ni a: hot ng du lch din ra trong phm vi lnh th quc gia Du lch quc t: hot ng du lch vt qua phm vi lnh th ca mt quc gia Theo mc ch ca hot ng du lch Du lch ngh ngi gii tr Du lch cha bnh Du lch vn ha Du lch tn gio Du lch cng v Du lch thng gia Du lch qu cnh Theo phng tin thc hin du lch Du lch bng my bay Du lch bng tu thy Du lch bng t Du lch bng xe p Theo hnh thc t chc chuyn i Du lch theo on Du lch c nhn1.4.2.4. Xut khu c s tr gip vn phng i din ti nc ngoiKhi doanh nghip ginh mt v tr nht nh trn th trng, mun cng c vng chc hn v ch ng hn, mun gn li ch ca mnh vo th trng mt cch cht ch hn th phi t vn phng i din ti th trng . Thng thng, vn phng i din ch c chc nng nghin cu, t vn v thc hin cc giao dch hnh chnh ban u. u im Khi t vn phng i din l doanh nghip trc tip tip cn vi th trng, do vy d dng nm c nhng din bin trn th trng, t c nhng phn ng c tnh chin lc v hiu qu hn. Khi cn thit vn phng i din c th p dng cc bin php c hiu qu bo v li ch ca doanh nghip trn th trng. Nhc im Do vn phng i din khng tin hnh cc hot ng kinh doanh, trong khi m bo hot ng phi cn mt lng chi ph rt cao, nn bc u lm tng chi ph hnh chnh trong doanh nghip. Phm vi hot ng b hn ch v nhiu khi doanh nghip b l thuc vo s nng ng v tnh hiu qu ca vn phng i din.1.4.2.5. t cc chi nhnh ca doanh nghip nc ngoiKhi pht hin ra nhng li th m doanh nghip c th khai thc bc u thng qua vn phng i din th lc ny doanh nghip quyt nh tin them mt bc na l t chi nhnh cng ti ti th trng i tng.

u im Chi nhnh cng ti trc tip kinh doanh ti th trng i tng, do vy c th khai thc nhng li th ca th trng . Nhc im Cha thc hin ton din chin lc trn th trng i tng nn kh nng cnh tranh cn hn ch. Cha hch ton mt cch c lp, do vy cha m bo kh nng linh hot nht cho doanh nghip trn th trng i tng.1.4.2.6. Thnh lp cng ti lin doanhKhi doanh nghip mun to lp c s kinh doanh trn th trng , nhng li nhn thy rng t mnh khng vn hoc tim lc thc hin cc hot ng kinh doanh trn th trng i tng v c nhiu ri ro, hoc khi th trng lut php bt buc cc cng ti nc ngoi mun kinh doanh mt lnh vc no phi lin doanh vi mt cng ti nc s ti. Vic thnh lp cc lin doanh thng ph bin cc nc ang pht trin, c chnh sch thu ht vn u t nc ngoi nh Vit Nam, Thi Lan, Indonesia, n u im Tn dng c ngun lc c sn nc s ti Chia s ri ro v trch nhim trong qu trnh kinh doanh L ca ngch cc doanh nghip tham gia vo th trng nc ngoi Khai thc v tn dng cc u i ca nc ch nh thm nhp vo th trng Nhc im Khng t quyt nh cc phng n kinh doanh, khng ch ng v c lp trong hot ng kinh doanh. Li nhun b chia s Vic ch ng xy dng chin lc kinh doanh cn hn ch1.4.2.7. Thnh lp cng ti con ti nc ngoiVic thnh lp cong ti con l biu hin v s chim lnh th trng nc ngoi mt cch vng chc ca cc doanh nghip. Cc cng ti con c t cch php nhn y v tin hnh cc hot ng kinh doanh ti th trng i tng mt cch c lp.

Cc hnh thc thnh lp cng ti con: Lp d n thnh lp doanh nghip theo lut u t nc ngoi ca nc ch nh theo hnh thc 100% vn nc ngoi. Tm cc doanh nghip nh v va trn th trng i tng v mua gn c doanh nghip, lm th tc chuyn quyn s hu. Mua nt nhng phn vn ng gp cn li ca nhng i tc khc trong cc doanh nghip lin doanh chuyn thnh doanh nghip 100% vn nc ngoi. Mua theo phng n ton b (package deal), trong ngi bn phi lo ton b t khu la chn a im xy dng, thit k, lp t, xy dng, vn hnh, qun l cc hot ng kinh doanh, hch ton cc chi ph, sau np li nhun cho ngi mua. u im Khai thc c nhng li th so snh v c u th hn trn th trng th gii Doanh nghip c ton quyn quyt nh cc hot ong ca mnh, khng c s tham gia ca cc i tc khc Li nhun v nhng u th c c trn th trng khng b san s C iu kin cng c th phn ca mnh ti th trng i tng, v l c s m rng th trng ra cc khu vc ln cn. Nhc im Thng gp nhiu ri ro khi bt u hot ng kinh doanh ti mt th trng mi Kh nng cnh tranh ban u cn hn ch1.4.2.8. t nhiu cng ti nc ngoi (cng ti xuyn quc gia)Vi mc tiu m rng th trng nc ngoi, khai thc ti a li th so snh trn cc khu vc th trng khc nhau ti a ha t sut li nhun, doanh nghip t nhiu cng ti con nhiu khu vc v cc nc khc nhau, sau s tr thnh cng ti xuyn quc gia (TNC) l cng ti m hot ng kinh doanh ca n bao trm nhiu quc gia, lnh th v c li ch gn vi nhiu khu vc lnh th quc gia khc nhau. u im Ti u ha cc hot ng sn xut v kinh doanh, m bo nng cao hiu qu kinh t Khai thc ti a nguyn l li th nh qui m trong hot ng kinh doanh L c s chim lnh v m rng th trng

Nhc im Hot ng ca doanh nghip b phn tn, kh khn trong vic qun l v iu hnh thc hin mt chin lc thng nht trong doanh nghip Vn v cc ngun lc ca doanh nghip b dn tri trn phm vi rng ln nn c th s c nhiu ri ro hn1.4.2.9. Thnh lp cng ti ton cuCng ti ton cu l lc lng quan trng thc y qu trnh ton cu ha, khu vc ha. Cc doanh nghip ny thc hin vic qun l ton din cc hot ng kinh doanh, nghin cu khoa hc, sn xut v tiu th, ng thi xy dng mt h thng c cu t chc trn phm vi ton cu. Nhm cng c a v cho doanh nghip, tit kim chi ph trong qu trnh hot ng, m rng phm vi hot ng ca doanh nghip v m bo cho doanh nghip c tim lc cn thit thc hin vic xy dng v hoch nh mt chin lc ton cu, cc cng ti c xu hng sp nhp, lin kt vi nhau. Qu trnh ny c thc hin bng hai cch: Mua li, sp nhp gia cc cng ti cnh tranh vi nhau hoc cng ngnh Trao i, khng ch, an xen c phn ti mc c kh nng khng ch v phi hp cng thc hin chin lc ton cu u im To ra nhng cng ti ton cu c tim lc khng l, c nh hng ti nn kinh t th gii, c kh nng cnh tranh Cc doanh nghip c th khai thc cc u th v vn, k thut, cng ngh nhm tng nng lc cnh tranh trong kinh doanh Th trng tiu th v cung cp nguyn vt liu v cc ngun lc khc rng ln Nhc im Qu trnh ny to ra nhng cng ti khng l, do vy, nu khng c ch trng v bin php ng n th s dn n quan lieu trong qun l v iu hnh, kh khn trong vic hch ton kinh doanh Do cng ti c qui m ln nn kh tm c ngi qun l iu hnh phm vi cng ti cng nh cc b phn chc nng khc C th gy ra tnh khng hiu qu theo nguyn tc ca ng cong kinh nghimCHNG II: INCOTERMS CC IU KIN THNG MI QUC T2.1. Gii thiu chung v IncotermsTrong giao dch thng mi quc t, cc bn u quan tm n trch nhim, vic di chuyn chi ph v ri ro lin quan n hng ha t ngi bn sang ngi mua. Do vy, Phng Thng mi quc t (ICC International Chamber of Commerce) xut bn mt b cc qui tc gii thch cc iu kin thng mi quc t. Cc qui tc ny c gi l Incoterms (International Commercial Terms), gii thch cc iu kin thng mi phn chia trch nhim (task), chi ph (cost) v ri ro (risk) gia ngi bn v ngi mua lin quan n vic giao hng. 2.1.1. Qu trnh hnh thnh v pht trin ca IncotermsIncoterms tr thnh mt phn quan trng trong ngn ng thng mi thng ngy, n c dn chiu trong cc hp ng mua bn hng ha trn ton th gii v cung cp cc qui tc hng dn cc nh xut, nhp khu, lut s, vn ti, bo himPhin bn Incoterms u tin ra i nm 1936. p ng nhu cu thay i trong mi trng thng mi ton cu v phn nh thc tin kinh doanh ph bin gia cc doanh nghip, Phng thng mi quc t sa i, b sung, gii thiu cc phin bn Incoterms 1953, 1967, 1976, 1980, 1990, 2000 v mi y nht l 2010. Bn sa i cc qui tc Incoterms mi nht ban hnh nm 2010 a k hiu (Incoterms 2010) vo khng nh y l thng hiu c ng k (Registered trademark) ca Phng thng mi quc t. 2.1.2. Vai tr ca Incoterms trong thng mi quc t Cung cp mt h thng trn vn cc qui tc quc t gii thch cc iu kin thng mi c s dng rng ri nht trong ngoi thng, to nn s nht qun trong vic gii thch nhng iu kin ny cc nc khc nhau. Vic dn chiu Incoterms vo hp ng mua bn hng ha quc t xc nh mt cch r rng ngha v ca cc bn lm gim ti a v gii quyt thun tin cc tranh chp xy ra pht sinh t hp ng gia cc ch th cc quc gia khc nhau. a ra nhng qui tc gii thch nhiu iu kin thch hp cho nhiu phng thc vn ti khc nhau, nhiu cch phn chia khc nhau v trch nhim, chi ph v ri ro gia ngi bn v ngi mua. V vy, cc bn c nhiu s la chn khc nhau sao cho ph hp nht vi kh nng ca mnh v tnh hnh ca th trng. Vic thng xuyn cp nhp vn bn Incoterms gip p ng c yu cu kinh doanh mi ni. Bn cnh , mi ln xut bn b Incoterms mi, ICC lun cho ra i ti liu Hng dn s dng Incoterms km theo lm cho vic hiu v s dng chng tr nn d dng. Trong tt c cc qui tc ca Incoterms, ngha v ca cc bn c trnh by trong 10 iu, mi iu phn nh ngha v ca ngi bn v ngha v tng ng ca ngi mua v cng mt vn . Mt khc, cc thut ng cng nh ni dung ca Incoterms khi c son tho u c gng to s nht qun trong tt c cc iu kin v s ph hp vi Cng c ca Lin hip quc v hp ng mua bn hng ha quc t nm 1980 (CISG Convention on Contracts for the International Sale of Goods) v cc ti liu khc ca Phng Thng mi quc t nh UCP 600 (Uniform Customs and Practice for Documentary Credits). Nh vy, vic p dng Incoterms tr nn d dng hn.2.1.3. Phn loi cc quy tc (iu kin) trong Incoterms 20102.1.3.1. Theo phng thc vn tiBng 2.1. Phn chia cc qui tc ca Incoterms 2010 theo phng thc vn tiMi phng thc vn tiVn ti ng bin hoc thy ni a

EXW Giao ti xngFCA Giao cho ngi chuyn chCPT Cc ph tr tiCIP Cc ph v ph bo him tr tiDAT Giao ti bnDAP Giao ti ni nDDP Giao hng thng quan nhp khuFAS Giao dc mn tuFOB Giao hng trn tuCFR Tin hng v cc phCIF Tin hng, ph bo him v cc ph

2.1.3.2. Theo quyn vn ti v ni giao hng Nhm E Xut pht: ngi bn ch c ngha v chun b hng sn sng giao cho ngi mua ti c s ca mnh. Nhm ny c: EXW Giao ti xng. Nhm F Cc ph chng chuyn ch chnh cha tr: ngi bn phi giao hng c ngi chuyn ch do ngi mua ch nh. Nhm ny c: FCA Giao cho ngi chuyn ch, FAS Giao dc mn tu, FOB Giao hng trn tu. Nhm C Cc ph chng chuyn ch chnh tr: ngi bn k hp ng vn ti m khng chu ri ro v mt mt hay h hng i vi hng ha hay nhng chi ph pht sinh do cc trng hp xy ra sau khi bc hng v gi hng. Nhm ny c: CPT Cc ph tr ti, CIP Cc ph v ph bo him tr ti, CFR Tin hng v cc ph, CIF Tin hng, ph bo him v cc ph. Nhm D n ni: ngi bn phi chu mi chi ph v ri ro cn thit a hng ha n ni n. Nhm ny c: DAT Giao ti bn, DAP Giao ti ni n, DDP Giao hng thng quan nhp khu.2.2. Ni dung Incoterms 20102.2.1. Cc quy tc c th p dng cho mi phng thc vn ti2.2.1.1. EXW Giao ti xng (EX Works)Cch ghi: EXW (tn a im giao hng) Incoterms 2010Ngi bn hon thnh ngha v giao hng khi t hng ha di s nh ot ca ngi mua ti c s ca ngi bn hoc ti mt ni qui nh khc (xng, nh my, kho) Ngi bn khng cn bc hng ln bt c phng tin vn ti no n nhn hng v cng khng phi lm th tc thng quan xut khu hng ha, trong trng hp phi thng quan. Qui tc ny thch hp cho bun bn ni a.Cc bn nn qui nh cng r cng tt a im ti ni giao hng qui nh, v ngi bn phi chu chi ph v ri ro n im . Ngi mua chu mi chi ph v ri ro lin quan n vic nhn hng t a im tha thun, nu c, ti ni giao hng ch nh.2.2.1.2. FCA Giao cho ngi chuyn ch (Free Carrier)Cch ghi: FCA (tn a im giao hng) Incoterms 2010Ngi bn giao hng cho ngi chuyn ch hoc mt ngi khc do ngi mua ch nh ti c s ca ngi bn hoc ti mt ni qui nh khc. Cc bn nn qui nh cng r rng cng tt a im ti ni giao hng qui nh, v ri ro chuyn sang ngi mua ti im . Nu cc bn c nh giao hng ti c s ca ngi bn, cn ghi r a ch ca c s l ni giao hng qui nh. Mt khc, nu cc bn c nh giao hng ti mt ni khc, phi ch r ni giao hng c th .Qui tc FCA i hi ngi bn phi thng quan xut khu cho hng ha, nu c. Tuy nhin, ngi bn khng c ngha v thng quan nhp khu cho hng ha, tr bt c thu nhp khu no hoc thc hin bt c th tc hi quan nhp khu no.2.2.1.3. CPT Cc ph tr ti (Carriage Paid To)Cch ghi: CPT (ni n qui nh) Incoterms 2010Ngi bn giao hng cho ngi chuyn ch hoc mt ngi khc do ngi bn ch nh ti mt ni tha thun (nu c cc bn tha thun) v ngi bn phi k hp ng vn ti v tr mi chi ph vn chuyn cn thit a hng ha ti ni n qui nh.Qui tc ny c hai im ti hn, v ri ro v chi ph c chuyn ti nhng ni khc nhau. Cc bn nn xc nh cng chnh xc cng tt trong hp ng c ni giao hng l ni ri ro c chuyn sang ngi mua, ln ni n qui nh l ni m ngi bn phi k hp ng vn ti ti .Nu c nhiu ngi chuyn ch tham gia vo vic vn chuyn hng ti ni n tha thun m cc bn khng tha thun mt im giao hng c th, mc nhin, ri ro c chuyn khi hng ha c giao cho ngi chuyn ch u tin ti a im hon ton do ngi bn chn v nm ngoi s kim sot ca ngi mua. Nu cc bn mun ri ro c chuyn vo chng vn chuyn sau , cc bn cn qui nh r iu ny trong hp ng mua bn. Cc bn cn qui nh cng c th cng tt a im ti ni n tha thun, v ngi bn phi chu cc chi ph n im . Ngi bn nn k hp ng vn ti ph hp vi im la chn ny. Nu ngi bn chu nhng chi ph theo hp ng vn ti lin quan n vic d hng ti ni n qui nh, ngi bn khng c quyn i li cc chi ph t ngi mua, tr khi c tha thun gia cc bn. CPT i hi ngi bn thng quan xut khu cho hng ha, nu c. Tuy nhin, ngi bn khng c ngha v thng quan nhp khu cho hng ha, tr bt c thu nhp khu no hoc hon thnh bt c th tc hi quan nhp khu no. 2.2.1.4. CIP Cc ph v ph bo him tr ti (Carriage and Insurance Paid to)Cch ghi: CIP (ni n qui nh) Incoterms 2010Ngi bn giao hng cho ngi chuyn ch hoc mt ngi khc do ngi bn ch nh ti ni tha thun (nu ni c cc bn tha thun) v ngi bn phi k hp ng vn ti v tr mi chi ph vn chuyn cn thit a hng ha ti ni n qui nh.Ngi bn cn phi k nhng hp ng bo him bo him nhng ri ro v mt mt hay h hng hng ha m ngi mua phi chu trong qu trnh vn chuyn. Ngi mua cn lu rng theo qui tc CIP, ngi bn ch phi mua bo him mc ti thiu. Nu ngi mua mun c bo him mc cao hn, ngi mua cn tha thun vi ngi bn mt cch r rng hoc t mua bo him b sung.Qui tc ny c hai im ti hn, v ri ro v chi ph c chuyn ti nhng ni khc nhau. Cc bn nn xc nh cng chnh xc cng tt trong hp ng c ni giao hng l ni ri ro c chuyn sang ngi mua, ln ni n qui nh l ni m ngi bn phi k hp ng vn ti ti .Nu c nhiu ngi chuyn ch tham gia vo vic vn chuyn hng ti ni n tha thun m cc bn khng tha thun mt im giao hng c th, mc nhin, ri ro c chuyn khi hng ha c giao cho ngi chuyn ch u tin ti a im hon ton do ngi bn chn v nm ngoi s kim sot ca ngi mua. Nu cc bn mun ri ro c chuyn vo chng vn chuyn sau , cc bn cn qui nh r iu ny trong hp ng mua bn.Cc bn cn qui nh cng c th cng tt a im ti ni n tha thun, v ngi bn phi chu cc chi ph n im . Ngi bn nn k hp ng vn ti ph hp vi im la chn ny. Nu ngi bn chu nhng chi ph theo hp ng vn ti lin quan n vic d hng ti ni n qui nh, ngi bn khng c quyn i li cc chi ph t ngi mua, tr khi c tha thun gia cc bn. CPT i hi ngi bn thng quan xut khu cho hng ha, nu c. Tuy nhin, ngi bn khng c ngha v thng quan nhp khu cho hng ha, tr bt c thu nhp khu no hoc hon thnh bt c th tc hi quan nhp khu no.2.2.1.5. DAT Giao ti bn (Delivered at Terminal)Cch ghi: DAT (bn n qui nh) Incoterms 2010Ngi bn hon thnh ngha v giao hng khi hng ha, c d t phng tin vn ti ch ti, t di s nh ot ca ngi mua ti mt bn qui nh ti cng hay ni n qui nh. Bn (terminal) bao gm bt k ni no, c mai che hay khng c mi che nh cu cng, kho, bi container, hoc ga ng b, ng st, ng hng khng. Ngi bn chu mi ri ro lin quan n vic a hng n v d hng ti im tp kt cng hay ni n qui nh. Cc bn cn qui nh cng c th cng tt v bn ny, v nu c th nn qui nh mt im giao hng c th ti bn hoc ti cng hoc ni n tha thun, v mi ri ro tnh n im do ngi bn chu. Ngi bn nn k hp ng vn ti ph hp vi im la chn ny.DAT i hi ngi bn thng quan xut khu cho hng ha, nu c. Tuy nhin, ngi bn khng c ngha v thng quan nhp khu cho hng ha, tr bt c thu nhp khu no hoc hon thnh bt c th tc hi quan nhp khu no.2.2.1.6. DAP Giao ti ni n (Delivered at Place)Cch ghi: DAP (ni n qui nh) Incoterms 2010Ngi bn giao hng, khi hng ha c t di s nh ot ca ngi mua trn phng tin vn ti sn sng d hng ti ni n ch nh. Ngi bn chu mi ri ro lin quan n vic a hng ti ni n ch nh . Cc bn cn qui nh cng c th cng tt a im ni n tha thun, v mi ri ro tnh n a im do ngi bn chu. Ngi bn nn k hp ng vn ti ph hp vi im la chn ny. Nu ngi bn chu nhng chi ph theo hp ng vn ti lin quan n vic d hng ti ni n qui nh, ngi bn khng c quyn i li cc chi ph t ngi mua, tr khi c tha thun gia cc bn.Qui tc DAP i hi ngi bn thng quan xut khu cho hng ha, nu c. Tuy nhin, ngi bn khng c ngha v thng quan nhp khu cho hng ha, tr bt c thu nhp khu no hoc hon thnh bt c th tc hi quan nhp khu no.2.2.1.7. DDP Giao hng thng quan nhp khu (Delivered Duty Paid)Cch ghi: DDP (ni n qui nh) Incoterms 2010Ngi bn hon thnh ngha v giao hng khi hng ha c t di s nh ot ca ngi mua, thng quan nhp khu, trn phng tin vn ti ch ti sn sng d hng ti ni n qui nh. Ngi bn chu mi ri ro v chi ph a hng ti ni n v c ngha v thng quan c xut khu v nhp khu cho hng ha, phi tr bt c th thu no cho c xut khu ln nhp khu v thc hin mi th tc hi quan. Cc bn cn qui nh cng c th cng tt a im ni n tha thun, v mi chi ph v ri ro tnh n a im do ngi bn chu. Ngi bn nn k hp ng vn ti ph hp vi im la chn ny. Nu ngi bn chu nhng chi ph theo hp ng vn ti lin quan n vic d hng ti ni n qui nh, ngi bn khng c quyn i li cc chi ph t ngi mua, tr khi c tha thun gia cc bn.Cc bn khng nn s dng qui tc DDP nu ngi bn khng c kh nng trc tip hay gin tip thng quan nhp khu. Bt k thu VAT hay cc loi thu khc c th phi np khi nhp khu u do ngi bn chu tr khi c tha thun khc r rng trong hp ng mua bn.2.2.2. Nhng quy tc ch s dng cho vn ti ng bin hoc ng thy ni a2.2.2.1. FAS Giao dc mn tu (Free Alongside Ship)Cch ghi: FAS (cng bc hng qui nh) Incoterms 2010Ngi bn hon thnh ngha v giao hng khi hng ha c t dc mn con tu (trn cu cng hoc trn s lan) do ngi mua ch nh ti cng bc hng qui nh. Ri ro v mt mt hay h hng hng ha c chuyn sang ngi mua khi hng ha dc mn tu, v ngi mua chu mi chi ph t thi im tr i. Cc bn cn qui nh cng c th cng tt im bc hng ti cng bc hng qui nh, v mi chi ph v ri ro tnh n a im do ngi bn chu v cc chi ph ny cng vi ph xp d lin quan c th rt khc nhau ty theo tp qun ca tng cng.Qui tc FAS i hi ngi bn thng quan xut khu cho hng ha, nu c. Tuy nhin, ngi bn khng c ngha v thng quan nhp khu cho hng ha, tr bt c thu nhp khu no hoc hon thnh bt c th tc hi quan nhp khu no.2.2.2.2. FOB Giao hng trn tu (Free on Board)Cch ghi: FOB (cng bc hng qui nh) Incoterms 2010Ngi bn giao hng trn con tu do ngi mua ch nh ti cng bc hng qui nh hoc mua hng ha c giao nh vy. Ri ro v mt mt hay h hng hng ha c chuyn sang ngi mua khi hng ha trn tu, v ngi mua chu mi chi ph t thi im tr i.Qui tc FOB i hi ngi bn thng quan xut khu cho hng ha, nu c. Tuy nhin, ngi bn khng c ngha v thng quan nhp khu cho hng ha, tr bt c thu nhp khu no hoc hon thnh bt c th tc hi quan nhp khu no.2.2.2.3. CFR Tin hng v cc ph (Cost and Freight)Cch ghi: CFR (cng n qui nh) Incoterms 2010Ngi bn giao hng phi giao trn tu hoc mua hng c giao nh vy. Ri ro v mt mt hay h hng hng ha c chuyn sang ngi mua khi hng ha trn tu. Ngi bn phi k hp ng v tr mi chi ph v cc ph cn thit a hng ti cng n qui nh.Qui tc ny c hai im ti hn, v ri ro v chi ph c chuyn ti nhng ni khc nhau. Mc d hp ng lun qui nh cng n, nhng c th li khng qui nh cng bc hng, l ni ri ro chuyn sang ngi mua. Cc bn nn qui nh cng chnh xc cng tt cng bc hng trong hp ng.Cc bn cn qui nh cng c th cng tt a im cng n tha thun, v ngi bn phi chu cc chi ph n im . Ngi bn nn k hp ng vn ti ph hp vi im la chn ny. Nu ngi bn chu nhng chi ph theo hp ng vn ti lin quan n vic d hng ti ni n qui nh, ngi bn khng c quyn i li cc chi ph t ngi mua, tr khi c tha thun gia cc bn. CFR i hi ngi bn thng quan xut khu cho hng ha, nu c. Tuy nhin, ngi bn khng c ngha v thng quan nhp khu cho hng ha, tr bt c thu nhp khu no hoc hon thnh bt c th tc hi quan nhp khu no.2.2.2.4. CIF Tin hng, ph bo him v cc ph (Cost, Insurance and Freight)Cch ghi: CIF (cng n qui nh) Incoterms 2010Ngi bn giao hng trn tu hoc mua hng c giao nh vy. Ri ro v mt mt hay h hng hng ha c chuyn sang ngi mua khi hng ha trn tu. Ngi bn phi k hp ng v tr mi chi ph v cc ph cn thit a hng ti cng n qui nh. Ngi bn cn phi k hp ng bo him bo him nhng ri ro v mt mt hay h hng hng ha m ngi mua phi chu trong qu trnh vn chuyn. Ngi mua cn lu rng theo qui tc CIF, ngi bn ch phi mua bo him mc ti thiu. Nu ngi mua mun c bo him mc cao hn, ngi mua cn tha thun vi ngi bn mt cch r rng hoc t mua bo him b sung.Qui tc ny c hai im ti hn, v ri ro v chi ph c chuyn ti nhng ni khc nhau. Mc d hp ng lun qui nh cng n, nhng c th li khng qui nh cng bc hng, l ni ri ro chuyn sang ngi mua. Cc bn nn qui nh cng chnh xc cng tt cng bc hng trong hp ng.Cc bn cn qui nh cng c th cng tt a im cng n tha thun, v ngi bn phi chu cc chi ph n im . Ngi bn nn k hp ng vn ti ph hp vi im la chn ny. Nu ngi bn chu nhng chi ph theo hp ng vn ti lin quan n vic d hng ti ni n qui nh, ngi bn khng c quyn i li cc chi ph t ngi mua, tr khi c tha thun gia cc bn.CIF i hi ngi bn thng quan xut khu cho hng ha, nu c. Tuy nhin, ngi bn khng c ngha v thng quan nhp khu cho hng ha, tr bt c thu nhp khu no hoc hon thnh bt c th tc hi quan nhp khu no.2.3. Tiu ch la chn quy tc Incoterms2.3.1. Phng thc vn ti s dng chuyn ch hng haNu chuyn ch hng ha ng bin hay ng thy ni a th thch hp nht l s dng FAS, FOB, CFR, CIF.Khi hng ha c vn chuyn bng nhng phng thc vn ti khng phi ng bin hay ng thy ni a, v d nh vn ti ng b , ng st, ng hng khng hay vn ti a phng thc, cn chn EXW, FCA, CPT, CIP, DAT, DAP hay DDP.2.3.2. im giao hng c thNu im giao hng nm ti c s ca ngi bn, s dng EXW hoc FCA l ph hp. Khi ngi bn mun giao hng ti im xut pht nm ngoi c s ca mnh, nn s dng FCA, CPT hoc CIP. Khi im giao hng nm trn bin gii t lin, c th s dng DAP, DAT hay DDP. Nhn chung, khi ngi bn giao hng ti ni n ni chung (cng n, hoc khng ti c s ca ngi mua), bt buc phi s dng nhm D.Trong vn ti ng bin hay ng thy ni a, nu giao hng trn cu cng hoc trn s lan ngay st mn tu ti cng bc hng, phng thc duy nht thch hp l FAS. Nu im giao hng nm trn tu ti cng bc hng c th la chn FOB, CFR hoc CIF (ty thuc vo cic ngi bn c chu cc ph vn chuyn v bo him ng bin hay khng). Khi ngi bn giao hng ti cng n, nu im giao hng ti tu th s dng DAP, nu im giao hng ti cu cng th dng DAT.Trong nhng trng hp hng c giao ti cng n, nhng dim giao hng khng phi l trn tu hoc trn cu cng (c th l kho hoc bi ca cng n), th phi s dng DAT, DAP hay DDP ty thuc vo vic hng ha c d v thng quan nhp khu hay cha.

2.3.3. Phn chia ri ro v chi ph gia ngi bn v ngi muaNu ngi bn khng mun chu ri ro v chi ph lin quan n hng ha trong qu trnh chuyn ch, ngi bn s s dng cc nhm E v F. Ngc li, nu ngi mua khng mun chu ri ro v chi ph lin quan n hng ha trong qu trnh chuyn ch, ngi mua s s dng nhm D. Trong trng hp ngi bn chp nhn chu chi ph nhng khng mun chu ri ro lin quan n hng ha trong qu trnh chuyn ch, nhm C l thch hp.Trong vn ti ng bin hoc ng thy, nu hng ha c vn chuyn theo cc tuyn tu ch, chi ph bc v d hng c a vo cc ph, do s dng FAS ph hp hn FOB, DAT ph hp hn DAP. Cn nu hng c vn chuyn theo cc hp ng tu chuyn, vic la chn ph thuc vo chi ph bc (hoc d hng) do bn no chu.2.3.4. Mc cnh tranh mua hoc bn hng ha trn th trngKhi xut khu sang nhng th trng c s cnh tranh cao, s dng nhm C hay nhm D cho hng s to ra sc cnh tranh cao hn so vi nhm E hay nhm F. Ngc li, khi nhp khu hng t nhng th trng c s cnh tranh gay gt, nn s dng nhm E hay nhm F t hng. 2.3.5. Kh nng thu phng tin vn ti v mua bo himNu ngi bn c kh nng thu phng tin vn ti v mua bo him, nn la chn CIF, CIP hoc nhm D bn hng. Khi ngi mua c kh nng thu phng tin vn ti v mua bo him, nn s dng nhm E, F hoc CFR, CPT mua hng.2.3.6. Xu hng bin ng cc ph/ ph bo him trn th trngKhi d on gi cc ph (hoc ph bo him) trn th trng vn ti (hoc bo him) c xu hng tng, nn s dng cc qui tc theo quyn thu phng tin vn ti/ mua bo him thuc pha bn kia trnh thit hi v s bin ng cc ph/ ph bo him gia thi im k hp ng mua bn v thi im k hp ng chuyn ch/ mua bo him.2.3.7. Tnh hnh chnh tr, x hi ti cc khu vc trong hnh trnh ca hng haTrong trng hp nhng khu vc trong hnh trnh m hng ha c vn chuyn qua c tnh hnh chnh tr, x hi phc tp (cp bin, bo ng, trm cp), nn s dng nhng iu kin theo bn kia phi chu ri ro trong hnh trnh, v d nh bn theo nhm E, F, C v mua theo nhm D.2.3.8. Qui nh v th tc thng quan xut nhp khu ti th trng mua hoc bnNu ngi mua thy mnh khng th thng quan xut khu trc tip hoc gin tip cho hng ha ti nc ngi bn th khng nn s dng EXW, thay vo l FCA.Khi vic giao hng c thc hin ti ni n, nu ngi bn thy mnh khng th thng quan nhp khu trc tip hoc gin tip cho hng ha ti nc ngi mua th khng nn s dng DDP, thay vo l DAP hoc DAT.2.3.9. Cc qui nh v hng dn ca nc xut khu, nc nhp khuNc xut khu hoc nhp khu c th c nhng qui nh hoc hng dn cc cng ti xut nhp khu s dng cc iu kin thng mi theo hng to iu kin thun li cho ngnh bo him v vn ti trong nc pht trin.Lin quan n quyn vn ti, chnh ph cc nc c th k cc hip nh hng hi thng mi song phng. Trong trng hp mua bn vi nhng nc c k hip nh thng mi hng hi nh vy, vic ginh quyn vn ti ph thuc vo cng thc phn chia hng ha vn chuyn tha thun trong hip nh.2.4. Mt s lu khi s dng Incoterms2.4.1. Hp ng cn dn chiu n Incoterms hin hnhKhi mt bn Incoterms ra i, n c hiu lc nhng khng lm cho bn Incoterms trc ht hiu lc. Do , khi c nh a Incoterms vo hp ng mua bn th lun phi dn chiu mt cch r rng n phin bn Incoterms hin hnh. Vic khng ghi r theo bn Incoterms hin hnh c th dn n tranh chp do khng th bit r cc bn c nh coi bn hin hnh (Incoterms 2010) hay bn trc (Incoterms 2000) thnh mt b phn ca hp ng.2.4.2. Khng p dng Incoterms cho mua bn hng ha v hnhIncoterms ch gii hn i vi nhng vn lin quan n quyn li v ngha v ca cc bn trong hp ng mua bn lin quan n vic giao hng ha hu hnh (tangible goods). i vi nhng hng ha v hnh (intangible goods), chng ta khng th s dng Incoterms. 2.4.3. Qui nh trong hp ng nhng vn m Incoterms khng cpIncoterms ch l nhng qui tc gii thch cc iu kin lm c s cho vic giao nhn hng ch khng c nh thay th nhng iu khon lin quan n chuyn giao s hu v quyn s hu, trng hp vi phm hp ng v cc hu qu km theo. V vy, d trong hp ng c qui nh dn chiu n Incoterms, cc bn vn cn qui nh nhng iu khon khc nh thanh ton, trng hp bt kh khng, cc hnh thc ch ti, lut p dng, khiu ni, trng ti2.4.4. Cn c cc qui nh c th trong hp ng rng buc ngha v ca pha bn kiaTheo mi qui tc Incoterms, mi bn u c nhng ngha v nht nh vi pha bn kia. Tuy nhin, Incoterms ch nu nhng ngha v mt cch c bn v khi qut nht c th ph hp vi tt c cc trng hp xy ra. Do , cc doanh nghip cn c nhng qui nh b sung rng buc c th hn ngha v ca bn kia v bo v quyn li ca mnh. C th l: Qui nh v iu kin ng gi bao b Qui nh v iu kin vn ti Qui nh v ngha v mua bo him cho hng ha Qui nh c th a im ti ni xut pht (cng bc hng) v ni n (cng n) Qui nh ngha v thng bo ca cc bn trc v sau khi giao hng2.4.5. S dng FCA thay cho FAS hoc FOB, CPT thay cho CFR, CIP thay cho CIF khi hng ng trong container hay khi phng thc vn ti khng phi l ng bin/ ni thyIncoterm 2010 chia nhm cc qui tc thch hp cho vn ti ng bin hoc ng thy ni a, gm FAS, FOB, CFR v CIF. Phn hng dn s dng cc qui tc ny cng nu r khi hng c ng trong container, ngi bn phi giao hng cho ngi chuyn ch ti im tp kt (CY Container Yard hoc CFS Container Forward Service) ch khng phi dc mn tu hay trn tu ti cng bc hng, th nn s dng FCA, CPT hoc CIP thay v FAS/ FOB, CFR, CIF.2.4.6. Hp ng theo nhm C l hp ng gi hngHp ng gi hng (shipment contract) l hp ng m theo ngi bn giao hng ti ni xut pht nn ngi bn khng chu ri ro v chi ph pht sinh lin quan n hng ha sau khi hng c gi i. Ngc li, hp ng hng n (arrival contract), ngi bn giao hng ti ni n nn phi chu ri ro v chi ph pht sinh lin quan n hng ha cho n khi hng c giao cho ngi mua ni n. m bo cc hp ng nhm F v C l nhng hp ng gi hng, ngi bn nn qui nh vic thanh ton ca ngi mua da trn c s cc chng t gi hng. c bit l trong cc hp ng nhm C, ngi bn khng nn v ng ra l khng th cam kt bt c ngha v no lin quan n vic n ca hng ha ti ni n, khng lm thay i bn cht ca nhm C, v ri ro ca bt c s chm tr no trong qu trnh vn chuyn u do bn mua chu. 2.4.7. Khng b sung thut ng vo IncotermsNu cc bn c nh b sung nhng ngha v c lin quan n vn ti nh bc, d, san hay xp hng, cn phi c nhng qui nh ring trong hp ng v chng vt ra khi cc cc qui nh ca Incoterms. Nu cc bn khng da vo tp qun thng mi thnh hnh gii thch cc b sung ny, c th s gp phi nhng rc ri nghim trng khi khng chng minh c hai bn hiu mt cch thng nht cc b sung .2.4.8. S dng ng k hiu vit tt trong Incoterms trnh kh khn trong vic gii thch cho hp ng theo qui tc chn, cc bn nn vit ng iu kin thng mi bng nhng k hiu vit tt tiu chun duy nht c gii thch trong Incoterms.2.4.9. Tm hiu tp qun ti cc a im v ngnh hng c lin quanV Incoterms a ra mt lot qui nh s dng trong cc ngnh bun bn v ti cc khu vc th trng khc nhau, nn kh c th lun a ra nhng ngha v ca cc bn mt cch chnh xc. Do vy, mt chng mc no cn dn chiu ti tp qun ca cng hoc ca ngnh bun bn hu quan hoc nhng tp qun m cc bn c th hnh thnh trong cc giao dch trc . Tt nhin, c ngi bn v ngi mua cn phi thng tin y cho nhau nhng tp qun khi hai bn m phn hp ng, v phng nhng tranh chp pht sinh, cc bn nn qui nh r rng trch nhim php l ca mnh bng nhng iu khon thch hp trong hp ng mua bn.2.4.10. Ginh c quyn thu phng tin vn ti v mua bo himCc doanh nghip cn ch ng cho hng v hi mua theo nhng iu kin thng mi ginh quyn thu phng tin vn ti v mua bo him nhm to ra c hi thu li nhun cao hn v to ra li ch cho ngnh vn ti, bo him v ton x hi. Tuy nhin, vic ginh quyn thu tu hay mua bo him cn ph thuc vo s tnh ton ca cc doanh nghip n s thay i ca th trng thu tu v mua bo him.

CHNG III: HP NG TRONG GIAO DCH THNG MI QUC T3.1. Nhng vn c bn v hp ng trong giao dch thng mi quc t3.1.1. Cc khi nimiu 3 Lut thng mi Vit Nam 2005 a ra khi nim: Mua bn hng ha l hot ng thng mi, theo bn bn c ngha v giao hng, chuyn quyn s hu hng ha cho bn mua v nhn thanh ton; bn mua c ngha v thanh ton cho bn bn, nhn hng v quyn s hu hng ha theo tha thun. Hp ng mua bn hng ha quc t l hp ng k kt gia mt bn l thng nhn Vit Nam v mt bn l thng nhn nc ngoi. Theo iu 16 Lut thng mi Vit Nam 2005, thng nhn nc ngoi l thng nhn c thnh lp, ng k kinh doanh theo qui nh ca lut php nc ngoi hoc c lut php nc ngoi cng nhn. Trong khi , iu 1 Cng c Vin 1980 nh ngha hp ng mua bn hng ha gia cc bn c tr s thng mi ti cc quc gia khc nhau.Cng c La Haye nm 1964 v mua bn cc sn phm hu hnh nh ngha hp ng mua bn hng ha quc t nh sau: Tt c cc hp ng mua bn trong cc bn k kt c tr s thng mi cc nc khc nhau v hng ha c chuyn t nc ny sang nc khc, hoc l vic trao i ch k kt hp ng gia cc bn c lp nhng nc khc nhau.3.1.2. iu kin hiu lc ca hp ng trong giao dch thng mi quc tTheo Lut thng mi Vit Nam, hp ng trong giao dch thng mi quc t ni chung v trong mua bn ngoi thng ni ring phi p ng 4 iu kin sau: Ch th phi c t cch php l trong vic k kt hp ng i tng hp ng phi c php xut nhp khu Ni dung hp ng phi c nhng iu khon m lut yu cu Hnh thc hp ng phi ph hp vi yu cu ca lut php3.1.3. Phn loi hp ng Theo lng vn bn: hp ng mt vn bn, hp ng nhiu vn bn Theo cch thc thnh lp hp ng: hp ng do 2 bn son tho, hp ng do mt bn son (hp ng mu) Theo thi hn hiu lc: hp ng ngn hn, trung hn, di hn Theo nghip v kinh doanh: hp ng xut khu, hp ng nhp khu, hp ng xut nhp khu, ti xut, chuyn khu3.1.4. B cc ca hp ng(1) Tn hp ng(2) a im, ngy thng nm(3) Phn m u C s k kt hp ng Tn, a ch, in thoi, in tn ca cc bn Tn, chc v ngi i din Cc nh ngha c lin quan(4) Cc iu khon tha thun Cc iu khon bt buc Cc iu khon ty (5) Ch k (5) Ch k3.2. Cc hp ng trong thng mi hng ha quc t3.2.1. Hp ng mua bn hng ha quc tThng thng, mt hp ng mua bn hng ha quc t s bao gm nhng iu khon chnh sau y:3.2.1.1. iu khon tn hngTrong thng mi quc t, ngi ta thng s dng nhng cch sau y biu t tn hng: Ghi tn thng mi ca hng ha km theo tn thng thng v tn khoa hc Ghi tn hng km theo tn a phng sn xut ra hng Ghi tn hng km theo qui cch chnh ca hng Ghi tn hng km theo cng dng ca hng Ghi tn hng km theo s hiu hng mc ca hng trong danh mc ca Bng phn loi v m ha hng ha HS (Harmonized System).Ngoi ra, ngi ta cng c th kt hp hai hay nhiu phng php trn y vi nhau.3.2.1.2. iu khon s lngTrong iu khon ny, cc bn s xc nh r mt lng ca hng ha c giao dch.

a. n v tnh s lngTrn th trng th gii c hai h thng o lng quc t: h o lng mt h v h o lng Anh-M. Mt khc, trong cng mt h o lng, cng mt n v o lng nhng khi mua bn nhng hng ha khc nhau cng c o lng khc nhau. i khi mt n v o lng nhng cc nc khc nhau th cng c hiu khc nhau. H o lng mt hc s dng cc nc lc a chu u v cc nc thuc a ca cc nc ny trc y (Php, , B o Nha, Ty Ban Nha, Vit Nam, Lo) n v o chiu di: mm, cm, m, km n v o din tch: mm2, cm2, m2, km2 n v o khi lng: g, kg, t, tn H o lng Anh-Mc s dng cho cc nc Anh, M, Hng Kng, Singapore n v o chiu di: inch, foot, yard, mile n v o din tch: square inch, square foot, square yard, acre n v o khi lng: grain, dram, ounce, short ton, long ton, pound n v tnh s lng tp hp t: t, gross, hp, iV vy, khi qui nh mua bn bng tn theo h mt th ghi trong hp ng l MT, nu tnh bng h Anh-M th ghi l LT hoc STb. Phng php qui nh s lng Bn bn v bn mua qui nh c th s lng hng ha giao dchV d: 10 MT c ph ht hay 100 chic t HondaCc qui nh ny thng p dng cho mt hng m c bng cc n v ci, chic hay khi mua bn cc mt hng c s lng nh d cn o ong m chnh xc, hoc mua bn S giao dch hng ha. Bn bn v bn mua qui nh phng chng v s lng hng ha giao dchCch qui nh s lng phng chng cho php cc bn c th giao nhn hng trong mt khong chnh lch nht nh gi l dung sai. iu khon qui nh s lng theo cch ny c th c th hin trong hp ng bng cch ghi ch khong chng (about), hn hoc km (more or less), +/- hoc t tn mt n tn mt. Phm vi ca dung sai c th c cc bn xc nh trong hp ng. Nu khng, n c hiu theo tp qun hin hnh i vi mt hng lin quan. Trong nhng trng hp cn thit, xut pht t bn cht t nhin ca hng ha, ngi mua, ngi bn cng c th qui nh mt t l min tr (franchise). Min tr l t l hao ht cho php nu bn bn giao hng nm trong t l ny s c min trch. Nhng mt hng thng c t l min tr: xng du, bng n, ti sngc. Phng php xc nh khi lng Khi lng c b (gross weight)Phng php ny c p dng khi gi mt n v bao b tng ng vi gi mt n v hng ha, hay khi lng bao b khng ng k so vi khi lng hng. Khi lng tnh (net weight)Phng php ny c p dng khi khi lng bao b ln, gi mt n v bao b khc xa so vi gi mt n v hng ha.i vi mt s mt hng m khi lng ca bao b rt nh, khng ng k, hoc n gi ca bao b khng chnh lch bao nhiu so vi n gi hng ha, ngi ta c th tha thun vi nhau tnh gi c bao b theo cch thc c b coi nh tnh (gross weight for net). Khi lng thng miPhng php ny c p dng cho nhng mt hng d b ht m: bng, len, go, c ph, qung, gThng c xc nh bng cng thc: GTM = GTT x Trong :GTM l khi lng thng mi ca hng haGTT l khi lng thc t ca hng haWTT l m thc t ca hng haWTC l m tiu chun ca hng ha Khi lng l thuytL cch xc nh khi lng hng da vo tiu chun ha ca hng. Bi v ni giao nhn hng khng th c phng tin cn o, cho nn cc bn cn c vo tiu chun ha ca tng nc xc nh khi lng hng. V d mt b thp xy dng phi 14 gm 100 cy s nng bao nhiu tn, khi ngi ta cn c vo ngun gc hng hoc vo hp ng mua bn, xc nh hng do Lin bang Nga sn xut, hng do Hn Quc sn xut s c khi lng c th.3.2.1.3. iu khon phm cht L iu khon ni ln mt cht ca i tng hng ha mua bn: tnh nng (l tnh, ha tnh, c tnh), qui cch, kch thc, tc dng, cng sut, hiu sut.a. Cc phng php qui nh phm cht Da vo mu hngMu hng (sample) l mt n v hng ha ly ra t l hng giao dch, i din cho l hng v mt phm cht. Phng php xc nh phm cht theo mu hng thng c p dng cho nhng nt hng c qui cch phm cht t b bin ng bi mi trng, kh tiu chun ha, kh m t: may mc, cc loi ht, qung Trong mua bn ngoi thng, mu hng c th do ngi bn hoc ngi mua cung cp. Da vo tiu chun (standard) hoc phm cp (category)Tiu chun l mt ti liu do mt c quan c thm quyn ban hnh, trong c cc qui nh v nh gi phm cht hng, phng php sn xut, ng giPhm cp cng l mt cch qui nh phm cht nhng cht lng hng ha trong nhng giai on khc nhau cng c nhng sai lch vi nhau.Do c nhiu loi tiu chun, phm cp khc nhau, nn khi k hp ng cc bn phi qui nh: tn tiu chun th hng, s, ngy thng nm v tn c quan ban hnh tiu chun. Da vo ti liu k thutTrong mua bn my mc thit b, chng ta cn gp cch xc nh phm cht theo ti liu k thut (technical documents), bi v nhng my mc thit b ny c sn xut theo cc thng s k thut khc nhau. Trong hp ng, cc bn phi lm r: cc thng s k thut, loi ti liu, quyn ca cc bn i vi ti liu k thut Da vo cc ch tiu i khi quen dngTrong thng mi quc t, khi mua bn nguyn liu, hng ha nng sn, ngi ta cn gp cc phng php qui nh phm cht FAQ, GMQ y l nhng cch xc nh phm cht thiu chnh xc nn t c dng. Da vo hm lng ca cht ch yu c trong hng haKhi mua bn cc loi qung, dc liu cch hay c p dng l xc nh phm cht hng theo cc cht ch yu c trong hng ha. Khi k hp ng xc nh phm cht theo hm lng cc cht c trong hng, ngi mua, ngi bn phi qui nh c th: T l cc cht c ch, cht c hi Phng php xc nh Mc thng pht do cc cht c ch hay c hi tng ln hay gim i Da vo s lng thnh phm thu c t hng ha Khi mua bn nguyn liu hoc bn sn phm, ngi ta hay s dng phng php xc nh da vo lng thnh phm thu c. V d mua hoa hi, mua lc nhn v p du, th t l du thu c s quyt nh cht lng hoa hi, lc nhn Da vo hin trng hng ha (tale quale)y l phng php hay c p dng khi mua bn hng nng sn, khong sn. Cc bn c th mua c cnh ng c ph, ca cao ngay t khi mi ra hoa. Sau ny ny bn s giao cho bn mua bn mua thu hoch. S lng nhiu hay t ngi bn khng chu trch nhim. Da vo s xem hng trcPhng php xem v ng (inspected approved) c p dng khi u gi hng, trong trng hp ny ngi bn s giao hng cho ngi mua theo ng hng m ngi mua xem, ngi mua s mt quyn t chi nhn hng, tr khi chng minh c ngi bn gian tr. Da vo dung trng hng hay l phng php xc nh phm cht hng da vo trng lng t nhin ca hng ha. Phng php ny hay c dng kt hp mu hng, th hng khi mua cc loi ht, n phn nh kch c, trng lng ca ht. Da vo qui cch sn phmQui cch sn phm (specification) l cc thng s k thut: cng xut, kch c, trng lng ca hng ha v thng c s dng khi mua my mc thit b, cng c vn ti Da vo nhn hiu hng haNhng hng ha ni ting trn th trng thng c mua theo nhn hiu, v trn th gii c Cng c v quyn s hu cng nghip (Cng c Paris 1883, Cng c Madrid 1891), trong qui nh v quyn s hu nhn hiu hng. Tuy nhin, cc nhn hiu ni ting trn th gii li hay b lm gi nht. Da vo m t hng hay l phng php hay c s dng khi mua bn cc mt hng kh tiu chun ha, cc mt hng ti sng, khi ngi ta s m t cc c tnh l ha, hnh dng, kch thc, mu sc bn ngoi ca hng.b. a im, ngi kim tra, giy t chng minh a im kim tra phm cht C s sn xut hng a im giao nhn hng Ni s dng hng ha Ngi kim tra Ngi sn xut thc hin theo Lut Cht lng sn phm, hng ha ca cc quc gia Cng ti gim nh thc hin theo s y thc, thu mua dch v ca cc bn Giy t chng minh Giy chng nhn phm cht c tnh cht s b. Nu cp giy ny, ngi mua c quyn kim tra li hng ha, kt qu kim tra li s lm c s thanh ton tin hng. Giy chng nhn phm cht c gi tr php l cui cng. Nu cp giy ny, ngi mua s mt quyn khiu ni, tr khi ngi mua chng minh c ngi bn c li.3.2.1.4. iu khon bao ba. Phng php qui nh cht lng bao b Qui nh c th cc yu cu v bao b Yu cu v vt liu lm bao b Yu cu v hnh thc ca bao b Yu cu v kch c ca bao b Yu cu v ai np ca bao b Qui nh chung chungQui nh cht lng bao b phi ph hp vi mt phng thc vn ti no , hoc qui nh ng gi hng ha ph hp vi tnh cht ca hng.S d ngi ta c th qui nh chung chung nh vy m vn hiu c l v trong bun bn quc t hnh thnh mt s tp qun quc t v cc loi bao b. b. Phng php cung cp bao b Bn bn cung cp bao b, ng thi vi vic giao hng cho bn mua Bn bn ng trc bao b ng gi hng ha nhng sau khi nhn hng bn mua phi tr li bao b Bn bn yu cu bn mua gi bao b trc ng gi, sau mi giao hngc. Phng php xc nh gi c ca bao b Gi c bao b c tnh vo gi c hng ha, khng tnh ring Gi c bao b do bn mua tr ring, thng c p dng khi tr gi bao b khc xa so vi tr gi hng Gi c bao b c tnh nh gi c ca hng ha theo phng php c b coi nh tnh3.2.1.5. iu khon gi ca. ng tin tnh giGi c trong mua bn quc t c th c th hin bng ng tin ca nc xut khu hoc ca nc nhp khu, hoc ca mt nc th ba. Vic xc nh loi tin no l ty hng ha, tp qun mua bn, v tr, sc mua ca ng tin v ca mt trong hai bn.b. Phng php qui nh gi Gi c nh (Fixed price): l gi c c qui nh vo lc k kt hp ng v khng c sa i nu khng c s tha thun khc. Phng php ny thng c p dng i vi hp ng c thi hn hiu lc ngn, gi c t bin ng, hay mua bn mt s th trng c bit. Gi linh hot (Flexible price): cn gi l gi c th chnh li (Revisible price), l gi c xc nh trong lc k kt hp ng, nhng c th c xem xt li sau ny, vo lc giao hng Phng php ny c p dng khi gi th trng ca hng ha c s bin ng ti mt mc nht nh. Gi qui nh sau: l gi c khng c xc nh ngay khi k kt hp ng mua bn, m c xc nh trong qu trnh thc hin hp ng. Gi qui nh sau l gi c nh hoc gi linh hot. Gi di ng (Sliding scale price): l gi c c tnh ton dt khot vo lc thc hin hp ng trn c s gi c qui nh ban u, c cp ti nhng bin ng v chi ph sn xut trong thi k thc hin hp ng.

c. iu kin c s giao hng c lin quan ti gi cTrong vic xc nh gi c, ngi ta lun lun nh r iu kin thng mi lm c s xc nh cc chi ph c lin quan n gi c hng ha. V d: 300 USD/MT theo iu kin FOB Hi Phng Incoterms 2010d. Gim giTrong thc tin bun bn quc t hin nay, kch thch tiu th, ngi ta s dng rt nhiu loi gim gi khc nhau. Nu xt v nguyn nhn gim gi, c cc loi gim gi nh sau: Gim gi do tr tin sm Gim gi thi v Gim gi do hon tr li hng m trc mua Gim gi i vi nhng thit b dng ri Gim gi do mua vi s lng lnNu xt v cch tnh cc loi gim gi, c cc loi gim gi sau: Gim gi n Gim gi kp Gim gi ly tin Gim gi tng thng3.2.1.6. iu khon giao hnga. Thi hn giao hngL thi hn m ngi bn phi hon thnh ngha v giao hngTrong bun bn quc t, ngi ta c 3 kiu qui nh thi hn giao hng nh sau Thi hn giao hng c nh k: Giao vo mt ngy c nh Giao vo mt ngy c coi l ngy cui cng ca thi hn giao hng Giao vo mt khong thi gian nh qu, thng Giao vo mt khong thi gian nht nh ty theo s la chn ca mt trong hai bn Thi hn giao hng theo cc thut ng: Giao nhanh (quick) Giao ngay lp tc (immediately) Giao cng sm cng tt (as soon as possible) Giao gp (prompt) Thi hn giao hng khng nh k: Giao hng cho chuyn tu u tin (shipment by first available steamer) Giao hng khi no c khoang tu (subject to shipping space available) Giao hng sau khi nhn c L/C (subject to opening of L/C) Giao hng khi no xin c giy php xut khu (subject to export license)b. a im giao hng Qui nh ga cng giao hng, cng ga n, cng ga thng quaCch qui nh ny ch yu gip cho cc bn ch ng trong kim tra gim st trong qu trnh giao nhn hng, tm hng tht lc Qui nh mt cng (ga) khng nh hay nhiu cng (ga) la chnNu qui nh mt cng giao nhn hng s rt d b ng, pht sinh tranh chp v cc loi chi ph do s thay i cng giao nhn hng. trnh nhng vng mc, kh khn nh vy, ngi ta s qui nh nhiu cng (ga) d la chn.c. Phng thc giao hngThc tin giao hng trong mua bn hng ha lm ny sinh nhiu phng thc giai hng. Ngi ta c th qui inh vic giao hng c tin hnh mt ni no l giao nhn s b hoc giao nhn cui cng. Vic giao nhn s b thng c tin hnh ngay im sn xut hng ha hoc ni gi hng. Vic giao nhn cui cng c mc ch xc nhn vic ngi bn hon thnh ngha v giao hng v cc mt s lng, cht lng, thi gian giao hng. Qua , hai bn tha nhn cc kt qu kim tra hng ha ly c ni giao nhn cui cng. Ngoi ra, trong hp ng cc bn cng cn qui nh hng giao trong bao kin hay hng giao ri. d. Thng bo giao hngTrc khi giao hng, thng c nhng thng bo ca ngi bn v vic hng sn sng giao hoc v ngy em hng ra cng ga giao. Vic lm ny s gip ngi mua c thng tin i thu phng tin vn chuyn, chun b m L/C, chun b c s vt cht nhn hnge. Nhng qui nh khc v vic giao hngNgoi nhng vn nu trn, trong iu kin giao dch, cn c vo nhu cu ca bn mua, vo kh nng ca bn bn v vo nhng c im ca hng ha, ngi ta cn c nhng qui nh c bit nh: Vi hng ha c khi lng ln, ngi ta c th qui nh cho php giao hng tng t (partial shipment allowed) hoc buc phi giao hng mt ln (total shipment). Nu trn dc ng i cn phi thay i phng tin vn chuyn, ngi ta c th qui nh cho php chuyn ti (transhipment allowed). Nu cng gi hng gn cng n, khi hnh trnh ca giy t chm hn hnh trnh ca hng ha, ngi ta c th qui nh vn n n chm c chp nhn) (stale B/L acceptable).3.2.1.7. iu khon thanh ton a. ng tin thanh tonTrong thng mi quc t, ng tin thanh ton c th l ng tin ca nc xut khu, nc nhp khu hoc ca nc th ba ty theo s tha thun ca cc bn lin quan. la chn ng tin, ngi ta thng da vo cc c s sau: Gi tr ca ng tin Mc ch ca cc bn Hip nh thng mi Mt hngng tin tnh gi v ng tin thanh ton c th l mt. Trong trng hp ng tin thanh ton v ng tin tnh gi khng trng nhau th cc bn cn xc nh t gi trao i trong hp ng.b. Thi hn thanh ton Tr trc khi giao hng l cch ngi mua cp tn dng cho ngi bn, v vy trong gi hng hai bn u phi tnh khon li nhun m ngi mua b mt do tr tin sm, ngi bn nhn c khi cha giao hng c gi mua bn thch hp. Cch tr ny thng c p dng khi ngi mua th yu hoc tm quan trng ca hng ha. Tr ngay l vic ngi mua tr tin vo lc nhn c hng ha hay nhn c chng t thanh ton. Cch tr ny thng c p dng trong thng mi quc t v n m bo quyn li cho c hai bn. Tr sau l cch ngi bn cp tn dng cho ngi mua,v vy khi m phn k hp ng ngi ta s tnh phn li sut b mt, ri ro tin t vo trong gi hng. Gi hng tr sau bao gi cng cao hn gi hng tr trc v tr ngay. Kt hp c ba cch tr tin trn: tr trc mt phn, tr ngay mt phn v tr sau mt phn. c. Phng thc thanh ton Phng thc thanh ton tin mt (Cash payment)Phng thc ny c th p dng khi k hp ng, khi t hng (CWO Cash with order), hoc khi giao hng (COD Cash on delivery), hoc khi ngi bn xut trnh chng t (CAD Cash against delivery). Tuy nhin, phng thc ny s gp kh khn do ch qun l ngoi hi ca cc nc. Phng thc thanh ton khng km chng ty l phng thc tch giao hng v thanh ton tin hng, ngn hng ch ng vai tr ngi thu h tin nn ri ro rt ln. Ch c p dng khi mua bn gia cc bn quen thn nhau hoc cc cng ti trong mt hng. Cc phng thc thng gp: Phng thc chuyn tin (transfer): ngi mua khi nhn c thng tin giao hng hay khi nhn c hng, s lnh cho ngn hng phc v mnh chuyn tin cho ngi bn. Chuyn tin c th c thc hin bng th (M/T Mail transfer), bng in (T/T Telegraphic transfer) Phng thc nh thu: ngi bn sau khi giao hng hoc dch v s y thc cho ngn hng thay mnh i tin ngi mua. Nh thu c cc hnh thc: nh thu hi phiu trn (Clean collection), nh thu km chng t (Documentary collection). Phng thc thanh ton km chng t Phng thc tn dng chng t (Documentary credit): ngn hng cam kt, theo yu cu ca bn mua, s tr tin cho bn bn hay bt c ngi no theo lnh ca ngi bn, khi xut trnh y cc chng t v thc hin y cc yu cu ca th tn dng (L/C Letter of credit). Phng php ny hay c s dng khi cc bn khng tin tng ln nhau. Trong iu khon thanh ton trong hp ng, cc bn nn qui nh tht y : ngy m L/C, tn ngn hng m L/C, ngn hng thng bo, ngn hng tr tin, ngn hng xc nhn, tn ngi hng li, tr gi L/C, ng tin thanh ton, thi hn hiu lc ca L/C v c bit l cc qui nh v chng t thanh ton. Phng thc y thc mua (Authority to purchase): ngi mua y thc cho ngn hng mua hi phiu v chng t do ngi bn xut trnh sau khi giao hng. Hot ng tr tin thng c thc hin ti nc ngi bn nn rt thun li cho ngi bn khi thu nhn tin sau khi bn hng. d. Chng t thanh ton Hi phiu (Bill of exchange): l mnh lnh i tin v iu kin do ngi bn k pht i tin ngi mua. Hi phiu c cc c trng sau: Tnh tru tng Tnh bt buc Tnh lu thngTrong thng mi quc t, ngi ta thng gp cc loi hi phiu sau: Hi phiu thng mi, hi phiu ngn hng Hi phiu trn, hi phiu km chng t Hi phiu ch danh, hi phiu theo lnh Hi phiu tr ngay, hi phiu tr k hn Hi phiu nh thu, hi phiu tn dng chng t Cc chng t hng ha: Ha n thng mi (Commercial invoice): l chng t trung tm ca b chng t thanh ton, c lp thnh nhiu bn gc v c dng vo cc mc ch khc nhau. Ha n thng mi c th l ha n tm tnh (Provisional invoice), ha n chnh thc (Final invoice), ha n chi tit (Detailed invoice), ha n chiu l (proforma invoice). Bn k chi tit (Specification): l chng t lit k chi tit hng ha trong kin hng, l hng. N c dng b sung cho ha n thng mi khi mua bn cc l c nhiu chng loi v phm cht khc nhau. Phiu ng gi (Packing list): l bng k hng ha ng trong mt kin hng, c nhn thnh nhiu bn, phc v thun li cho vic kim tra hng khi giao nhn. Giy chng nhn phm cht (Certificate of quality): l chng t xc nh phm cht hng khi giao hng v chng minh hng c phm cht ph hp vi cc qui nh trong hp ng. Giy chng nhn phm cht c th do ngi sn xut cp hoc cng ti gim nh c cc bn tha thun trrong hp ng cp. Giy chng nhn s lng (Certificate of quantity): l chng t xc nh s lng hng thc giao v thng do cng ti gim nh cp. Giy chng nhn khi lng (Certificate of weight): l chng t xc nh khi lng hng thc giao v thng do cng ti gim nh cp. p dng cho nhng mt hng giao ri, nhng mt hng d ht m.S lng giy chng nhn phm cht, phiu ng gi, bn k chi tit, giy chng nhn khi lng, giy chng nhn s lng s do cc bn qui nh c th trong hp ng v thng gm nhiu bn chnh, c dng vo cc mc ch khc nhau. Cc chng t vn ti: l chng t do ngi chuyn ch cp cho ngi gi hng xc nhn rng mnh nhn hng ch. Trong thng mi quc t, ngi ta thng gp cc chng t sau y: Chng t vn ti ng binVn n ng bin (B/L Bill of lading): l chng t do thuyn thng cp trn c s bin lai thuyn ph. Theo cng c Hague 1924, B/L c 3 chc nng chnh: l bng chng nhn hng ch, l bng chng ca hp ng thu tu, l bng chng v quyn s hu hng ha.Giy gi hng ng bin (Sea waybill SWB): l chng t thay th cho vn n ng bin, c dng trong trng hp hai bn quen thuc vi nhau v thng thanh ton bng li ghi s. giy gi hng ng bin c k pht ch danh nn khng th chuyn nhng c. Chng t vn ti hng khngVn n hng khng (Airway bill AWB): l chng t do c quan vn ti hng khng cp cho ngi gi hng xc nhn vic nhn hng ch. Vn n hng khng c 03 bn gc v 6-11 bn sao nh s t 4-11. Ni dung ca vn n gm: tn ngi gi, tn ngi nhn, tn sn bay i, tn sn bay n, tr gi hng, khi lng hng Chng t vn ti ng stVn n ng st (Railway bill - RWB): l chng t do c quan ng st cp cho ngi gi hng khi nhn hng ch. Vn n ng st ng vai tr bin lai nhn hng ch, bng chng ca hp ng chuyn ch. Vn n ng st c cc loi: vn n ch nhanh, vn n ch chm v thng c mt bn chnh cng nhiu bn ph ty thuc vo cc qui nh trong cc hip nh, cng c. Cc chng t bo him: l chng t do c quan bo him cp nhm iu chnh quan h gia ngi bo him v ngi c bo him. Chng t bo him thng c: Bo him n (Insurance policy): thng c s dng khi cc bn t quen bit, tin tng ln nhau, cc bn khng k hp ng bo him di hn. Giy chng nhn bo him (Insurance certificate): l chng t bo him cp cho ngi c bo him theo hp ng di hn.3.2.1.8. iu khon vn ti Phng tin chuyn ch: c th do ngi bn thu hay do ngi mua t lo liu. Trong trng hp mua hng theo cc iu kin CIF, CFR, CIP, CPT, hp ng mua bn phi lm r iu khon v tu (Ship clause). Nu khng qui nh th ngi bn s da vo Incoterms 2010 i thu tu, lc kh nng pht sinh tranh chp s xy ra. Cc ph (Freight): l khon tin m ngi i thu tu tr cho ngi chuyn ch. Cc ph c th bao gm c chi ph lng hng, chi ph d hng ti cng n, iu cn ph thuc vo cch thc i thu tu (tu chuyn hay tu ch) hoc tp qun ca cc cng c lin quan. Xp d hng: trong khi k hp ng, cc bn mua bn cn phi tha thun vi nhau thi gian bc d hng, chi ph d ti cng n.3.2.1.9. iu khon bo hnhBo hnh (warranty) l s m bo ca ngi bn v cht lng hng ha trong mt thi gian nht nh. Phm vi bo hnh Bo hnh theo cc ch tiu k thut c qui nh trong cc tiu chun ha hay cc ti liu k thut Bo hnh v nguyn liu ch to Bo hnh v kt cu sn phm Bo hnh cc thit b chnh v ph tngPhm vi bo hnh rng hay hp l ty thuc vo hng ha v s tha thun ca cc bn. Thi hn bo hnhThng c cc bn qui nh theo cc mc sau: Tnh k t khi giao hng: c li cho ngi bn Tnh t khi s dng hng ha: c li cho ngi mua p dng c hai cch trn

Trch nhim cc bnNgi bn c trch nhim hng dn ngi mua s dng hng ha, chu trch nhim v chi ph sa cha, thay th hng ha khi hng hc hoc thay th bng hng ha mi.Ngi mua c trch nhim s dng hng ha theo ng hng dn, khi pht hin hng ha c hng hc phi bo ngay cho ngi bn bit, khng t sa cha v phi bo qun, gi gn hng ha cn thn, khng hng hc thm. Trong trng hp qu thi hn qui nh m ngi bn khng kp thi khc phc khuyt tt, ngi mua c th sa cha vi chi ph ngi bn chu. Ngi mua c quyn yu cn ngi bn gim gi hng hoc thay th hng ha mi.3.2.1.10. iu khon min trchBt kh khng (Force majeuce) hay trng hp min trch (Exemption) l cc trng hp xy ra sau khi k hp ng khng lng trc c, khng khc phc c. Cch qui nh mt trng hp c xem l bt kh khngCc bn lit k cc s kin c coi l cc trng hp min trch trong hp ng mua bn ngoi thng: bo, ng t, chy, n, nh cng, bo lon Tuy nhin cch ny cng khng th qui nh ht cc s kin bt ng c th xy ra sau khi k hp ng, hoc cc s kin c lit k trong hp ng nhng li cha n mc c min trch.Mt cch khc qui nh l cc bn xc nh cc iu kin xem xt mt trng hp c phi l bt kh khng hay khng: Phi l trng hp xy ra sau khi k hp ng Khng lng trc c Bt ng Khng khc phc cCch th ba l kt hp c hai cch trn. Cch ny hay c cc bn p dng trong mua bn quc t. Trch nhim ca cc bn khi gp phi cc trng hp min trchBn gp phi s bo tin cho pha i tc bit bng mt phng tin nhanh nht, trong mt thi gian ngn nht c th c. Mt khc, bn gp phi cn xin giy xc nhn ca mt c quan c thm quyn. C quan ny thng l Phng thng mi v Cng nghip ni xy ra s kin. Cch gii quyt khi gp trng hp min trch Ko di thi hn thc hin hp ng mt khong thi gian tng ng vi thi gian cn thit khc phc trng hp bt kh khng Min gim mt phn trch nhim thc hin hp ng Hy hp ng3.2.1.11. iu kin khiu niKhiu ni (Claim) l vic gii quyt tranh chp pht sinh bng con ng thng lng hoc ha gii, trong mt bn yu cu bn i tc gii quyt nhng tn tht, vng mc pht sinh do h gy ra trong qu trnh thc thi hp ng. Thi hn khiu niThi hn khiu ni l khong thi gian cn thit mt trong hai bn lm cc th tc cn thit a v tranh chp ra gii quyt. Thi hn khiu ni c th tnh t khi giao nhn hng hay t khi a hng vo s dng. i vi hng c bo hnh th thi hn khiu ni nm trong thi hn bo hnh, nu thi hn bo hnh ht th thi hn khiu ni c th thm 30 ngy tnh t khi ht thi hn bo hnh, nhng vi iu kin cc khuyt tt phi c pht hin trong thi hn bo hnh. Trong trng hp cc bn khng qui nh thi hn khiu ni th thi hn c th c quyt nh trong Lut thng mi cc nc c lin quan. Th thc khiu ni Ngi i khiu ni phi vit n khiu ni bao gm 2 vn chnh: l do i khiu ni v yu cu ca ngi khiu ni Gi n khiu ni km vi cc ti liu chng minh: bin bn gim nh, chng t hng ha, chng t bo him, chng t vn ti, ti liu tnh ton mc tn thts Trch nhim v ngha v ca cc bnNgi mua khi i khiu ni phi c trch nhim: Gi nguyn tnh trng hng ha, bo qun cn thn Mi cc bn lin quan n lp bin bn cn thit Gi n khiu ni ng thi hn tha thunBn bn khi b khiu ni phi: Kim tra h s khiu ni Kim tra hng ha Khn trng tr li n khiu ni, v nu khng tr li th lut php cc nc c th coi nh l ng vi n khiu ni Cch thc gii quyt khiu ni Giao tip hng ha b thiu ht Nhn li hng ha b h hng v thay bng hng ha mi Gim gi hng hoc khu tr tin hng mt mc tng ng vi tn tht ca hng b khiu ni3.2.1.12. iu khon trng tiiu khon trng ti l mt iu khon quan trng c s dng trong cc hp ng, trong yu cu cc bn gii quyt tranh chp pht sinh gia h thng qua th tc trng ti. Cc loi trng ti Trng ti qui ch (Institution arbitration) l trng ti hot ng theo iu l, c tr s, c i ng trng ti vin. Trng ti v vic (Ad hoc) l trng ti ch xt x theo tng v sau gii tn. a im trng tia im trng ti lin quan n lut p dng vo xt x. a im trng ti c th l nc xut khu hoc nc nhp khu, nc ngi bn hay nc ngi mua ty theo s tha thun ca cc bn. a im trng ti i khi nc b co, hay ni xy ra v tranh chp hoc cng c khi nc th ba. Th tc trng ti trng ti c th p dng c ngi ta phi tha thun cc iu sau: Tha hip trng ti l mt tha thun a v vic ra trng ti T chc y ban trng ti c thc hin bng mt trong hai cch: Hai bn cng chn mt trng ti vin hoc mi bn chn mt trng ti, trong trng hp hai trng ti vin bt ng quan im th hai trng ti vin ny chn ngi th ba lm ch tch trng ti. Tin hnh xt x: y ban trng ti s quyt nh ngy gi v thng bo cho cc bn lin quan bit. Cc bn c th c mt hay vng mt trong ngy xt x th bui x vn c tin hnh. Ti bui x, hai bn c th t do tranh lun nu cn thit. Ha gii: Nu hai bn thy cn thit phi ha gii th v vic coi nh chm dt. Ra phn quyt: Sau khi xt x, y ban trng ti s ra phn quyt theo nguyn tc a s, quyt nh ca trng ti c gi tr bt buc i vi c hai bn. Lut p dng vo xt xLut xt x c th c hai bn qui nh trong hp ng. trong trng hp hai bn khng qui nh s do y ban trng ti chn hoc cn c vo a im trng ti chn. Chp hnh phn quyt trng tiVic chp hnh phn quyt l yu cu bt buc i vi cc bn. Cng c New York nm 1958 v cng nhn v cng bc thi hnh phn quyt trng ti nc ngoi c nhiu nc tham gia, trong c Vit Nam.3.2.2. Hp ng trao i hng haHot ng trao i hng ha mang tnh cht b tr, khng nhm thu v mt khon li nhun, m ch yu l phc v mc ch tha mn nhu cu ca cc bn trao i. v vy, ngoi nhng tnh cht vn c ca mt hp ng ngoi thng, loi hp ng ny cn c nhng nt ring nh yu cu cn bng v cht lng, s lng, gi c, giao hng, thanh ton k kt hp ng, ngi ta c th s dng mt trong hai cch sau: Cc quc gia k vi nhau mt Hip nh trao i hng ha c th di hn, hng nm Chnh ph cc quc gia ny s k kt cc Ngh nh th. Trn c s Hip nh, Ngh nh th, cc hng, cc cng ti ca cc quc gia c lin quan s k kt cc hp ng c th. Cc cng ti k vi nhau mt hp ng di hn (Hp ng khung), sau trong tng nm cc bn s k cc hp ng c th.Ni dung hp ng trao i hng ha ngoi phn m u, khiu ni trng ti cc bn phi c bit ch n cc ni dung chnh sau:3.2.2.1. iu khon v hng haiu khon ny c th c xc nh bi mt danh mc hng ha trao i ngay ti Hip nh, Ngh nh th hoc trong hp ng khung: tn hng, s lng, cht lng m bo cn bng v mt cht lng, s lng trao i, cc bn s phi u tranh, nhn nhng ln nhau.

3.2.2.2. iu khon v gi xc nh gi c trong hp ng, cc bn phi ht sc quan tm n gi quc t ca hng ha c cng b trong cc tp ch chuyn ngnh, cc phng tin thng tin i chng cng vi cc xu hng bin ng gi c.Gi c c xc nh theo: Gi c th cho tng ln giao dch Xc nh theo nguyn tc nh gi (thng p dng cho cc hp ng di hn)3.2.2.3. iu khon v iu kin c s giao hng m bo cn bng quyn li gia cc bn, trong hp ng ngi ta qui nh cc bn trao i vi nhau theo iu kin no, FOB hay CIF Nu mt bn bn FOB cn pha bn kia giao theo iu kin CIF lc s c mt bn b thit. Cho nn gi c trong hp ng phi c s tnh ton soa cho hai bn khng bn no b thit hi.3.2.2.4. iu khon giao hng a im giao hng Khi k hp ng cc bn c th tha thun hang ha hai bn s cng c giao nhn ti mt a im c th no . a im giao hng ph hp vi cc iu kin c s giao hng FOB, CIF c tha thun trong hp ng. Thi hn giao hng Hai bn cng giao mt lc Mt bn giao trc, pha i tc s giao sau mt thi gian3.2.2.5. iu khon thanh ton Thanh ton trong trao i hng ha theo kiu b tr c th thc hin theo cc phng thc: ghi s, nh thu, L/C Trong hp ng, cc bn ngoi vic qui nh: thi hn thanh ton, s tin thanh ton, chng t thanh toncc bn s phi qui nh ngn hng ng ra thanh ton.3.2.2.6. iu khon m bo thc hin hp ng khng ch ln nhau, cc bn c th s dng cc cch sau: L/C i ng M mt ti khon c bit ti ngn hng Pht khi giao hng thiu hoc chm giao hng

3.2.3. Hp ng gia cngNi dung hp ng gia cng thng bao gm cc vn sau:3.2.3.1. iu khon v thnh phmTrong hp ng gia cng, nhng chi tit v tn sn phm, s lng, cht lng thnh phm thng c c th ha trong bn ph lc hp ng do ngi t gia cng cung cp.3.2.3.2. iu khon v nguyn vt liuTrong hp ng gia cng nguyn vt liu v trch nhim cung cp thng c phn chia thnh: Nguyn vt liu chnh, nguyn liu ph s do ngi t gia cng cung cp Nguyn vt liu chnh, nguyn liu ph do bn nhn gia cng cung cpTrong hp ng, vn cht lng nguyn vt liu s c cc bn c th ha. iu khon s lng, cht lng nguyn vt liu s c c th trong mt bn ph lc.3.2.3.3. iu khon v nh mc tiu hao nguyn vt liunh mc tiu hao nguyn vt liu l t l nguyn vt liu tnh trn mt n v sn phm. y l ch tiu quan trng c quan hi quan cc nc qun l khi xc nh cc ch u i c lin quan n loi hnh kinh doanh ny. 3.2.3.4. iu khon chi ph gia cngiu khon ny s bao gm cc vn Cc chi ph c lin quan: chi ph ct, may v chnh trang sn phm (CMT cutting, making, trimming); chi ph ct, ch to v ng goi sn phm (CMP cutting, making, packing). Cc chi ph lin quan n giao nhn nguyn vt liu v sn phm. Gi gia cng c th c xc nh theo mt trong hai cch sau tnh gp theo n gi sn phm, bc tch th lao gia cng v cc loi chi ph gia cng.3.2.3.5. iu khon v my mc thit b, nguyn vt liu thaHot ng gia cng quc t thng c hin tng xut khu my mc thit b ca bn t gia cng. trnh nhn cc thit b my mc, thit b cng ngh c, trong hp ng bn nhn gia cng cn ht sc lu tm n iu khon ny. l qui nh v qui cch my mc thit b, nm sn xut, tr gi, cch gii quyt sau khi hp ng gia cng chm dt.

3.2.3.6. Vn lin quan n quyn s hu cng nghipTrnh trng hp vi phm quyn s hu cng nghip, tip tay cho hot ng lm gi, nhi nhn mc, trong hp ng gia cng cc bn phi qui nh r trch nhim ca bn t gia cng i vi nhn mc sn phm t bn nhn gia cng sn xut: cung cp giy chng nhn quyn s hu, ng k bn quyn ti nc nhn gia cng3.2.4. Hp ng ti xutHp ng trong ti xut v thc cht l hp ng xut khu nhp khu. Khi m phn k kt hp ng, cc bn cn lu cc vn sau: iu khon tn hng, s lng, cht lng, ng gi bao b phi ph hp vi nhau gia hp ng nhp khu v hp ng xut khu. Ty theo ti xut hay chuyn khu m thi hn giao hng, a im giao hng v cc chng t c lin quan cng phi c mi quan h nht nh. iu khon gi c: ngi lm ti xut phi ht sc quan tm n gi c quc t ca hng v cc nhn t tc ng n s bin ng gi c trn th trng, v n nh hng n li nhun ca cc bn. iu khon thanh ton: li dng vn ngi kinh doanh ti xut, ngi ta s s dng L/C gip lng (back to back L/C), ng thi h s dn xp sao cho vic tr tin ca hp ng nhp khu chm hn so vi thi hn thanh ton trong hp ng xut khu. iu khon m bo thc hin hp ng: khng gp kh khn trong khi tc nghip, ngi lm ti xut s phi yu cu pha i tc thc hin mt trong hai bin php sau: t cc tin (Performance bond) hoc tr trc mt khon tin nht nh coi nh tin t cc.3.2.5. Hp ng u gi quc tHp ng trong u gi quc t l hp ng mu do T chc u gi son tho. Hp ng ny thng c cc ni dung quan trng sau: Tn hng, s lng, cht lng: theo kt qu u gi. Gi c: theo gi mc c. Np tin bo m thc hin hp ng: khon tin ny c tnh bng % so vi tr gi hp ng. Thi gian np tin bo m: sau khi nhn thng bo thng trong u gi. Giao nhn hng: sau khi k hp ng bn mua s nhn hng ti kho ca t chc u gi. Thi hn giao hng s c qui nh sn trong hp ng, c th t 12 n 20 ngy k t ngy k hp ng.3.2.6. Hp ng u thu quc tTrong u thu quc t ta thng gp cc loi hp ng: mua sm hng ha, hp ng xy lp. Hp ng trong u thu s do bn mi thu son tho trn c s cc iu kin chung v cc iu kin ring c cc t chc quc t nh WB, ADB hay lut ca cc nc c lin quan qui nh. Theo Lut u thu 2005 v cc vn bn php qui c lin quan, hp ng u thu theo mu v c cc iu khon nh sau:3.2.6.1. Hp ng mua sm hng haiu 1: i tng hp ngDo hng ha phc tp v s lng, chng loi nn c nu chi tit ti ph lc ca hp ng.iu 2: Thnh phn ca hp ngHp ng trong u thu c cu to bi h thng cc vn bn: Vn bn hp ng (km theo cc ph lc) Bin bn thng tho hp ng, hon thin hp ng Quyt nh ph duyt kt qu u thu iu kin c th ca hp ng iu kin chung ca hp ng H s d thu v cc vn bn lm r HSDT ca nh thu trng thu (nu c) H s mi thu v cc ti liu b sung HSMT (nu c) Cc ti liu km theo khc (nu c)iu 3: Trch nhim ca bn bn Cung cp hng ha y nh qui nh ti iu 1 Cam kt thc hin cc ngha v, trch nhim nh qui nh trong iu kin chung v iu kin c th ca hp ng.iu 4: Trch nhim ca bn mua Cam kt thanh ton theo gi qui nh ti iu 5 Cam kt thc hin cc ngha v, trch nhim nh qui nh trong iu kin chung v iu kin c th ca hp ng.

iu 5: Gi c v phng thc thanh tonGi hp ng c ghi gi tr bng s v bng ch theo mt hoc mt s ng tin no . Phng thc thanh ton theo phng thc qui nh trong iu 15 ca iu kin c th ca hp ng.iu 6: Hnh thc ca hp ngc qui nh chi thit ty iu kin c th ca hp ngiu 7: Thi gian thc hin hp ngc qui nh theo Khon 2, Mc 1 bng d liu u thu, HSDT, kt qu thng tho, hon thin hp ng gia cc bn.iu 8: Hiu lc ca hp ngThi hn hiu lc ca hp ng c qui nh ph hp vi khon 7 iu 1 iu kin chung ca hp ng. Thi hn ht hiu lc khi hai bn tin hnh thanh l hp ng theo lut nh.3.2.6.2. iu kin chung ca hp ngy l cc iu kin do cc t chc quc t, cc nc cung cp ti chnh cho d n hay lut ca nc hng li t d n qui nh, cc bn khng c php sa i, b sung. iu 1: Gii thch t ngiu khon ny lm r khi nim m cc bn c th hiu khc nhau khi thng tho, hon thin hp ng.iu 2: Nguyn tc p dngiu kin chung s c p dng y , tr khi cc bn c qui nh khc trong iu kin c th ca hp ng v bin bn thng tho, hon thin hp ng.iu 3: Xut x hng haPhi c ghi r rng, c th, ph hp vi yu cu trong HSMT.iu 4: Tiu chun hng haHng ha c cung cp phi ng vi tiu chun qui nh trong iu kin c th ti iu kin c th ca hp ng. Cc qui nh ny cng c chi tit ha trong HSMT.iu 5: S dng ti liu v cc thng tin c lin quan n hp ngCc ti liu k thut nu khng c s ng bng vn bn ca bn mua, bn bn s khng c php tit l ni dung v c bo qun theo ch bo mt, tr khi cung cp cho cc bn c lin quan n vic thc hin hp ng. Cc ti liu k thut, bn v, kiu dng, mu m, thng tin thuc quyn s hu bn mua. Sau khi hon thnh hp ng theo yu cn ca bn mua, bn bn phi hon tr tt c ti liu (k c bn chp).iu 6: Bn quynBn bn phi hon ton chu trch nhim v mi thit hi pht sinh do vic khiu ni ca bn th ba v quyn s hu tr tu do bn bn cung cp cho bn mua. iu 7: m bo thc hin hp ngBn bn phi np m bo thc hin hp ng theo ni dung yu cu nu trong iu kin c th ca hp ng m bo ngha v v trch nhim trong vic thc hin hp ng. Bn mua s hon tr khon tin m bo thc hin hp ng trong thi hn qui nh ti iu kin c th ca hp ng.iu 8: Kim tra v th nghimBn mua hay i din ca bn mua c quyn kim tra th nghim theo cc qui nh ti iu kin c th ca hp ng khng nh hng ha c c tnh k thut ph hp vi yu cu ca hp ng. Nu hng qua th nghim khng m bo, bn mua c quyn t chi v bn bn c trch nhim thay th hoc iu chnh bng hng ha khc.iu 9: ng gi hng haBn bn phi ng gi hng ha theo yu cu ca iu kin c th ca hp ng.iu 10: Cung cp hng ha v giao cc ti liu, cc chng t km theo hp ngVic cung cp hng ha, chng t, ti liu theo tin nu trong HSMT. Cc ni dung c th v cung cp hng ha, ti liu chng t s c qui nh chi tit trong iu kin c th ca hp ng.iu 11: Bo himHng ha c bo him bng ng tin t do chuyn i theo nhng ni dung qui nh trong iu kin c th. Bo him c thc hin trong sut qu trnh sn xut, vn chuyn, lu kho, giao hng.iu 12: Vn chuyn hng ha v cc iu kin khcNhng ni dung v vn chuyn hng ha c chi tit ha trong iu kin c th ca hp ng.

iu 13: Bo hnhBn bn m bo hng ha c cung cp l hng mi, cha s dng, m bo cht lng theo tiu chun ch to, khng c cc khuyt tt pht sinh dn n qu trnh s dng bnh thng hng ha. Cc yu cu v bo hnh s c qui nh c th trong iu kin c th ca hp ng.iu 14: Hnh thc hp ngHnh thc ca hp ng c qui nh chi tit ty iu kin c th ca hp ng.iu 15: Thanh tonBn mua s thanh ton cho bn bn theo phng thc, thi gian, s tin c qui nh trong iu kin c th ca hp ng.iu 16: Gi cGi c l gi c hai bn thng nht qua thng tho hp ng, ph hp vi gi trng thu c duyt.iu 17: Sa i, b sung hp ngTrong qu trnh thc hin hp ng, bn mua c quyn yu cu sa i, b sung cc ni dung sau: Bn v, thit k hay cc yu cu k thut i vi hng ha sn xut cung cp theo hp ng mang tnh c chng c t sn xut cho ring bn mua. Phng tin vn chuyn hoc ng gi hng. a im giao hng. Cc ni dung khc nu ti iu kin c th.iu 18: Thu phTrong trng hp bn bn khng th t mnh thc hin ht cc cng vic h c th cho thu li. Trong trng hp , bn bn phi thng bo bng vn bn cho bn mua tn nh thu ph v phm vi cung cp hng ha. Thng bo ny khng gii thot trch nhim v ngha v thc hin hp ng.iu 19: Bi thng thit hi v pht vi phm hp ngTr trng hp bt kh khng qui nh ti iu 23 iu kin chung, nu bn bn khng thc hin mt phn hay ton b ni dung cng vic trong thi hn qui nh hoc trong thi hn gia hn, bn mua c th khu tr vo gi hp ng nt khon tin bi thng thit hi hay mt khon tin pht tng ng.

iu 20: Gia hn hp ngKhi bn bn gp kh khn gy chm tr trong vic thc hin hp ng, bn bn phi thng bo cho bn mua bit l do cng thi gian d kin ko di. Hai bn mua bn s nghin cu, thng tho v k kt ph lc b sung hp ng.iu 21: Chm dt hp ng do sai phm ca bn bnBn mua c th chm dt hp ng bng cch thng bo cho bn bn bit bng vn bn khi bn bn khng thc hin mt phn hay ton b cng vic trong thi hn hp ng. Bn bn s phi chu trch nhim bi thng cho bn mua nhng chi ph vt tri.iu 22: Chm dt hp ng do sai phm ca bn bn b ph snBn mua s gi thng bo cho bn bn khi pht hin bn bn ph sn m khng phi chu bt c chi ph no. Vic chm dt hp ng khng lm mt i quyn li ca bn mua theo qui nh ca hp ng v php lut.iu 23: Bt kh khngBn bn s khng b x l m bo thc hin hp ng, khng phi bi thng thit hi hay b pht, b chm dt hp ng khi gp bt kh khng. Bn bn vn phi thc hin ngha v hp ng theo hon cnh thc t cho php v tm mi cch, mi bin php thc hin cc phn vic khng b nh hng ca s kin bt kh khng.Ngoi ra, trong iu kin chung ca hp ng cn c cc iu khon v gii quyt tranh chp, ngn ng s dng trong hp ng, lut p dng, thng bo.3.2.6.3. iu kin c thiu kin c th ca hp ng c cc t chc cho vay vn hoc s dng vn xy dng sn. Theo lut Vit Nam, iu khon c th thng c cc ni dung sau:iu 1: Ni dungKhon 4: Bn muaKhon 5: Bn bn (Ghi tn ngi trng thu)Khon 7: Ngy hp ng c hiu lcKhon 8: Incoterms nmiu 2: Nguyn tc p dng hp ng khc nu c so vi iu kin chungiu 4: Tiu chun hng haTrong trng hp cc bn khng tha thun th tiu chun hng ha c hiu l tiu chun quc gia hay vng lnh th, ni xut x ca hng ha.iu 7: Khon 1: Ni dung yu cu i vi bo m thc hin hp ng Thi hn np bo m Hnh thc bo m Tr gi bo m thc hin hp ng Hiu lc ca bo m thc hin hp ngKhon 3: Thi hn hon tr bo m thc hin hp ngiu 8:Khon 1: Kim tra v th nghim hng ha Thi gian a im Cch thc Chi phiu 9: ng gi hng haTy theo hng ha, phng tin vn ti, trong hp ng phi qui nh vt liu bao gi, cch ng gi, k m hiu ghi trn bao biu 10: Cung cp hng ha v giao ti liu, chng t km theo Cch thc giao hng Cch thc, a im, thi gian giao ti liu, chng tiu 11: Bo him Bo him cho hng ha trn ng vn chuyn Bo him cho cng trnhiu 12: Yu cu v vn chuyn hng ha a im giao hng Cch thc vn chuyn Cc yu cu khciu 13:Khon 1: Ni dung m bo khc i vi hng haTrong trng hp hng qua s dng, hp ng phi qui nh hng phi cn 70% gi tr s dng.Khon 2: Yu cu v bo hnh Thi hn bo hnh Trch nhim ca ngi bn Khon tin gi li rng buc bn bn C ch gii quyt khon tin gi li C ch gii quyt cc h hng, khuyt ttiu 14: Hnh thc hp ngiu 15: Phng thc, iu kin v thi hn thanh ton Phng thc thanh ton Thi hn thanh ton Tr gi thanh ton trong tng ln Tin tm ng v bo lnh nhn tin tm ngiu 17:Khon 1, Mc d: Cc ni dung khc v sa i,b sung hp ngKhon 2: Thi gian bn bn phi tr li cc yu cu ca bn mua v sa i, b sung hp ngKhon 3: iu chnh hp ngiu 19: Bi thng thit hiTrong u thu, cc bn thng p dng hai ch ti: Bi thng thit hi Pht vi phm hp ngiu 24: Gii quyt tranh chp Khiu ni: Thi gian, cch thc khiu ni Kin ra trng ti, ta n kinh t: a im xt x, loi trng ti, chi phiu 26: Lut p dngL lut do hai bn chn nu c qui nh khc vi iu kin chung.iu 27:a ch cc bn thng bo cho nhau cc thng tin cn thit theo qui nh.3.2.7. Hp ng S giao dch hng ha3.2.7.1. Hp ng k hnHp ng k hn l tha thun , theo bn bn cam kt giao v bn mua cam kt nhn hng ha ti mt thi im trong tng lai. (Khon 2, iu 64 Lut Thng mi Vit Nam 2005). Trong thng mi, hp ng k hn c chia thnh: Hp ng hng ha giao ngay (Contract for spot transaction): l loi hp ng hin vt, c k kt trn c s mt bn c sn sng mun giao v ngi mua cng c nhu cu mun nhn hng. Loi hp ng ny chim mt t l rt nh trong cc giao dch S giao dch hng ha. Hp ng giao sau (contract for forward transaction): hng ha c mua bn theo gi hin ti nhng thanh ton trong tng lai. Hp ng ny ch yu l kim li nhun bng vic nhn hay np mt khon tin thng hay thua qua Phng thanh ton ca S giao dch. Hp ng ny cng c th c thc hin bng vic giao nhn hng thc t.Hp ng giao ngay v hp ng k hn v mt hnh thc c cc iu khon tng t nhau: Qui m ca hp ng n gi v bin ng gi ti thiu Phm cp hng ha Thi hn hp ng Gi giao dch Ngy giao dch cui cng iu kin giao hng v gii hn gi3.2.7.2. Hp ng quyn chnHp ng v quyn chn mua hoc quyn chn bn l tha thun, theo bn mua c quyn c mua hoc c bn mt loi hng ha xc nh vi mc gi nh trc (gi giao kt) v phi tr mt khon tin nht nh mua quyn ny (tin mua quyn). Bn mua quyn c quyn chn thc hin hoc khng thc hin vic mua hoc bn hng ha. (Khon 3, iu 64 Lut Thng mi Vit Nam 2005)Hp ng quyn chn c hai loi: hp ng v quyn chn mua (Call option), hp ng v quyn chn bn (Put option).Hp ng quyn chn c nhng iu khon ch yu sau: Ngy giao dch Loi v s lng quyn chn Tn s giao dch Tin t cc Hng ha, gi c Ngun gc hng ha Ngy giao hng Ph i vi hot ng mua bn3.2.8. Hp ng mua bn hng ha qua trung gianL mt loi hp ng trong bn y thc (bn bn hay mua hng) giao cho ngi nhn y thc bn hay mua mt loi hng ha no theo iu kin qui nh. Bn nhn y thc c nhn mt khon ph y thc gi l tin hoa hng.3.2.8.1. Hp ng mi giiTheo qui nh ca Lut Thng mi 2005, hp ng mi gii ngoi cc iu khon thng thng, tr khi c tha thun khc, cc bn phi tun th cc iu khon sau y: Ngha v ca bn mi gii thng mi: bo qun mu hng, ti liu v phi hon tr sau khi hon thnh; khng c tit l thng tin, cung cp thng tin c hi n bn c mi gii; chu trch nhim v t cch php l ca cc bn c mi gii; khng tham gia vo vic thc hin hp ng, tr trng hp c yu cu. Bn y thc (ngi c mi gii) c ngha v cung cp thng tin, ti liu, phng tin cn thit n hng ha hay dch v, tr th lao cho ngi mi gii theo tha thun.Tin th lao cho ngi trung gian c qui nh theo mt trong hai cch sau: Tin th lao l mt s tin c th, tin thu lao l s lng phn trm theo gi mua hay bn. Thanh ton tin th lao c thc hin khi bn c mi gii giao kt hp ng. Cc chi ph pht sinh c lin quan n mi gii s c bn y thc thanh ton ngay c khi vic mi gii khng mang li kt qu cho ngi y thc.3.2.8.2. Hp ng i l B cc ca hp ng i l Phn m u: c s k kt hp ng, cc bn trong hp ng, ngi i din, a ch giao dch, in thoi, in tn, tn ngn hng, s ti khon (nu c) Ngy hiu lc ca hp ng v ngy ht hn Sn phm Khu vc lnh th Quyn ca i l Khch hng trong hp ng Quyn v nghi v ca bn y thc Quyn v ngha v ca bn i l Gi c Th lao v chi ph Thanh ton Thanh l hp ng Ch k ca cc bn Mt s ni dung cn lu trong hp ng i l Quyn ca cc bn c lin quan: Ngi i l c th l i l thng, i l c quyn, i l ton quyn, i l c bit hay tng i l m quyn hn ca h c th rng hp khc nhau v ng nhin quyn nhn th lao cng khc nhau. Quyn v ngha v cc bn: Bn y thc v bn i l. Hng ha, dch v: Cc bn cn qui nh thi hn mua bn, khi lng mua bn v vn ny c lin quan cht ch n tnh tin th lao. Gi c hng ha, dch v: Cn c qui nh cht ch v hp l m bo quyn li cc bn v to thun li trong khu tiu th mua bn hng ha, dch v. Th lao cho ngi i l: C hai cch qui nh ging nh trong hp ng mi gii. ln ca khon tin th lao c xc nh da trn cc c s: quyn v trch nhim ca cc bn, thi gian cn thit thc hin cng vic y thc, tnh cht mt hng v th trng, chi ph m cc bn phi gnh chu, uy tn v kh nng chuyn mn ca ngi i l. Thanh ton tin th lao: c tin hnh sau khi ngi i l hon thnh mua bn hng ha, dch v ty theo tng t mua bn hng ha. Vn thanh l hp ng.3.2.8.3. Hp ng vi nh phn phiHp ng phn phi l tha thun v cc iu kin bn sn phm, theo nh xut khu bn mt sn phm cho nh phn phi trong mt thi hn nht nh, nh phn phi s bn sn phm cho ngi tiu dng trn th trng c qui nh. Trong thng mi quc t, tha thun phn phi thng thuc loi c quyn. Trong hp ng vi nhng nh phn phi c quyn, cn lu nhng ni dung sau: Cnh tranh: theo Lut cnh tranh xut hin nhiu nc trn th gii, cc bn c t do cnh tranh bnh ng vi nhau bng cc bin php m lut cho php. c quyn: c th hn ch cnh tranh hay thc y cnh tranh pht trin.Cc min tr i vi phn phi c quyn: Tha thun c quyn c th em li cc ci tin trong phn phi do cc bn c th tp trung hot ng bn hng, khng cn duy tr cc mi quan h kinh doanh vi nhiu nh bn bun v bn l khc. Tha thun c quyn c th thc y vic xc tin bn hng dn n qu trnh Marketing tp trung, to ra s lin tc trong cng cp hng ha. Ngi tiu dng cng c hng mt phn li ch t h thng phn phi theo kiu c quyn.ng thi, nhng qui nh sau y trong hp ng s khng c min tr: Hn ch trong vic nh gi hng v cc iu kin bn hng, hn ch s la chn nh phn phi.3.2.8.4. Hp ng nhng quyn thng miNhng quyn thng mi ngha l mt hp ng, mt tha thun hay mt dn xp, c th hin hay ng bng vn bn hoc bng ming gia hai ngi tr ln, theo mt bn y quyn hay nhng quyn cho bn kia tham gia vo hp ng cho bn hay phn phi hng ha hoc dch v trn mt a bn nht nh. Hp ng nhng quyn thng c ba loi: Hp ng sn xut sn phm theo hng dn ca bn giao quyn thng mi Hp ng theo bn nhn quyn t t chc sn xut ri bn sn phm di nhn hiu ca bn giao quyn thng mi Hp ng phn phi sn phm theo bn nhn quyn t gii hn vic bn cc sn phm nht nh trong cc ca hng mang nhn hiu ca bn giao quyn thng mi.Hp ng th ba mang tnh cht ca mt hp ng i l kinh tiu, thng c nhng iu khon sau: Trao quyn s dng nhn hiu, tn thng mi, nguyn liu hay dch v vi mc ch to ra h thng phn phi. Khu vc kinh doanh ca ngi nhn quyn thng mi. Thnh lp v s dng h thng phn phi sao cho khng vi phm lut cnh tranh. Cm nhng quyn cho ngi th ba. Quyn bn cc loi hng ha ti cc ca hng ca ngi nhn quyn. Qung co v chi ph qung co.3.3. Cc hp ng trong thng mi dch v quc t3.3.1. Hp ng giao nhn hng haQuan h gia ngi ch hng v ngi giao nhn c iu chnh bi hp ng y thc giao nhn hng ha xut nhp khu. Hp ng trong giao nhn c th l hp ng bao cho mt khong thi gian di hoc l hp ng tng chuyn c th. Cng ging nh cc hp ng thng mi thng thng, ngoi phn m u, hp ng gm cc iu khon sau:iu 1: Ni dung cng viciu khon ny thng m t hng ha, thi gian, tuyn ng vn chuyn, ngi lin h khi cn thit.iu 2: Nguyn tc chung Bn y thc phi cung cp thng tin v hng vn chuyn v cc chng t km theo. Lp giy yu cu vn chuyn.iu 3: Trch nhim ca cc bn Bn y thc: cung cp thng tin y v hng ha v cc chng t cn thit, chu trch nhim v tnh cht php l ca l hng v m nhim kim tra gim nh hng ha, chun b kho bi, chu mi chi ph pht sinh nu thay i a im v thi gian m khng bo trc, mua bo him cho hng ha, thanh ton y v ng thi hn. Bn nhn y thc: lm th tc hi quan, giao nhn hng ha ng qui nh, thng bo cho cc bn c lin quan, bi thng thit hi i vi mt mt hay h hng hng ha nu do li ca mnh, h tr i bi thng t cng ti bo him, chuyn ton b chng t c lin quan cho bn y thc sau khi giao nhn hng ha.iu 4: Thanh ton Chi ph: cc ph vn chuyn, chi ph bc d hng, chi ph lu xe, chi ph nng h ti cng, ph ph xp d, ph D/O, ph gim nh Phng thc, ng tin, thi gian thanh ton.iu 5: iu khon chungBao gm cc ni dung gii quyt tranh chp pht sinh nu c v thi hn hiu lc ca hp ng.3.3.2. Hp ng gim nhGim nh l mt hot ng dch v do cc c quan chuyn mn thc hin, c tnh khch quan. Hot ng ny c thc hin trn c s yu cu ca bn lin quan i vi c quan gim nh hoc k hp ng dch v.3.3.2.1. Giy yu cu gim nhGiy yu cu gim nh c thc hin cho nhng yu cu n l hoc tng ln gim nh ca mt hp ng bao di hn. Ngoi phn m u, trn giy yu cu gim nh c nhng ni dung: tn hng, s lng, khi lng,