第十讲第十讲How to write Agreement怎样写协议书怎样写协议书一、协议书的定义和特点 协议书是社会组织或个人这间对某一问题或事项经过协商取得一致意见后共同订立的明确相互权利义务关系的契约性文书。协议书的双方或多方当事人可以是国家机关、社会团体，也可以是企事业单位，还可以是公民个人，当然，具体到某一种协议书时，也可能对签约的主体有限制。 协议书与其它协约文书相比，使用比较广泛，使用情况比较复杂，在社会生活尤其是经济生活中。协议书和经济合同都是双方或多方签订的确定相互权利的确定相互权利义务的协约文书；一经双方签订并依法成立，既具有正式法律效力，双方或多方都应依照规定承担各自的义务并享有各自应该当享有的权利。如果某一方不履行双方约定的条款，另一方有权要求对方履行。由于一方不履行约定条款给另一方造成损失的，另一方有权要求对方作出赔偿。在实际经济生活中，两者之间没有泾渭分明的界限。但对协议书和经济合同的使用也不作严格区分。但在大多数情况下，协议书和经济合同的区别还是明确的。归纳起来，协议书和经济合同大概有如下不同：协议书使有范围较广。协议书的订约主体没有统一的限制。协议书的时效比较灵活。协议书的规范和度比经济合同低。二、协议书的种类 随着社会和经济不断的发展，协议书的种类也在日益的增多内容也在日趋完善。在这里具体要说的是英文协议书的书写。而在英文协议书中常常涉及到的都是国际间的贸易往来, 所以下面所说到的也都是有关涉外经济类的协议书。常见的有：劳务协议（Service Agreement）独家代理协议（Exclusive Agency Agreement）包销协议（Exclusive Distributorship Agreement）信息转让协议 (Secrecy Agreement)补偿贸易协议书 （Agreement on Compensation Trade） 三、协议书的结构 协议是具有法律效力的重要文件，一经签约，就要叫实执行。因此，书写协议应前后衔接，内容明确，条文完整，逻辑严密。协议书一般包括标题，立约当事人，正文，生效标识四个部分。 1. 标题 (Title) 一般在“协议书”这一文种名前标明该当协议书的性质，如“赔偿协议书（Compensation Agreement）”，“独家代理协议书(Exclusive Agency Agreement)”等。 2. 前文 （Preamble） a. 订约日期 (Date of signing) b. 订约当事人 (Signing parties) c. 当事人的合法依据 (Each partys authority) d. 订约地点 (Place of signing) e. 订约缘由 (Recitals or WHEREAS clause) 在标题下方写明协议各方当事人的单位名称或个人姓名。如果是单位，可在单位名称后注明法定代表人姓名、地址、邮政编码、电话号码等内容；如果是个人，可在姓名后注明性别、年龄、职务等内容。注明的项目可视协议书的性质而定。在立约各方当事人的前面或后面，一般应注明“甲方”、“乙方”等，以使协议书正文简洁方便；“甲方”、“乙方”放在立约当事人名称或姓名前面时应在其后加冒号，放在后面时可以在前后加括号。 Party A: Hua Wei Corporation Ltd. (Shenzhen, China) 甲 方: 华维有限责任公司(中国, 深圳) Party B: Novako Textile (Novi Sad, Serbia) 乙 方: Novako纺织品进出口公司(塞尔维亚, 诺维萨得） 3. 正文 (Body) a. 定义条款（Definition clause） b. 基本条款 (Basic conditions) c. 一般条款 (General terms and conditions) d. 协议的有效期限 (Duration) e. 协议的终止 (Termination)f. 不可抗力 (Force Majeure)g. 协议的让与 (Assignment)h. 仲裁 (Arbitration)i. 适用的法律 (Governing law)j. 诉讼管辖 (Jurisdiction)k. 通知手续 (Notice)l. 完整条款 (“Entire agreement” clause)m. 协议的修改 (Amendment)n. 其它 (Others) 协议书正文一般可分为立约依据或缘由、双方约定内容两部分: a . 立约依据或缘由。这是正文的开头，起到引出后文的作用。 b. 双方约定内容 这是正文的主体部分，一般用条款式分条列项写出双方协议商确定的具体内容。不同性质协议书所包括的条款也不一样。因而协议书写作中具体应写明哪些条款要视协议书的性质和双方协商的结果而定。对于少数涉及经济利益的协议书，国家明确规定了应包括的条款，签约时应当遵守。 3. 结尾条款（结尾条款（WITNESS clause） a. 结尾语包括协议的份数、使用文字和效力等（Concluding sentence） b. 签名（Signature） c. 盖印（Seal） 协议书正文结束后，署上立约各方当事人的单位名称或个人姓名；如果是单位，应同时署上代表人的姓名，然后署上协议书的签订日期，并加盖机关印章，如果协议书有中间人或公证人的，也应署名盖章，内容重要的协议书，可请公正处公证，由公证人员签署公证意见、公证单位名称、公证人姓名、公证日期、并加盖公证机关印章。 上述内容和格式并不是一成不变的，当事人可以根据各自交易情况作必要的改动、增加和简略。例如： 1. 订约日期和地点也可以写在协议的末尾，订约地点、当事人的合法依据和订约缘由也可以省略。 2. 基本条款的任务是体现各和协议的性质特点，它的内容是随着协议的种类、标的、订约意图等的不同而互不相同的。 3. 协议的结尾条款的内容通常包括协议的份数、使用文字、生效日期、见证人、协议当事人签名、盖印等。它的用词也具有某些变通，因此，各种协议的结尾用语也是大同小异。 4. 其它条款用来规定某些特别事项或作某些必要的补充，有则列出，无则省去。 下面我们就一篇完整的协议来看看协议书的格式，例：Sole Agency Agreement This Agreement is entered to between the parties concerned on the basis of equality and mutual benefit to develop business on terms and conditions agreed upon as follows: 1. The Parties Concerned: Supplier: China National _Import and Export Corporation (hereinafter called Party A) Agent: _Company (hereinafter called Party B) 2. Commodity and Quantity: Party A hereby appoint party B as their Sole Agent for the sale of Party B shall undertake to achieve the sale of the aforesaid commodity not less thanin the duration of this Agreement. 3. Territory: Inonly. 4. Confirmation of Orders: The quantities, prices and shipments concerning the commodity stated in this Agreement shall be confirmed in each transaction, the particulars of which will be shown in Party A SC. 5. Payment: After confirmation of an order, Party B shall arrange to open a 100% Irrevocable LC, so that Party A may make preparations for shipment. 6. Commission Aper cent (%)commission of Invoice value against each shipment will be remitted to Party B by Party A after receipt of the payment. 7. Reports on Market Conditions: Party B shall have the obligation to forward once every three months to Party A detailed reports on current market conditions and on consumers comments. For Party As reference, Party B shall, from time to time, forward to Party A samples of similar commodity offered by other suppliers, together with their prices, sales position and advertising material. 8. Advertising & Publicity Expenses: Party B shall bear all expenses for advertising and publicity within the aforementioned territory in the duration of this Agreement and submit to Party A all drafts andor drawings intended for such purposes for prior approval. 9. Validity of Agreement: This Agreement, when duly signed by the parties concerned, shall remain in force forto be effective as fromto. If a renewal of this Agreement is desired, notice in writing should be given by either party within one month prior to its expiry. Should one of the parties fail to comply with the terms and conditions of this Agreement, the other party is entitled to terminate this Agreement. 10. Arbitration: All disputes arising from the execution of this Agreement shall be settled through negotiation between both parties. In the event that no settlement can be reached, the case in dispute shall then be submitted for arbitration to the Foreign Trade Arbitration Commission of the China Council for the Promotion of International Trade, Beijing, in accordance with the Provisional Rules of Procedure of the Foreign Trade Arbitration Commission of the China Council for the Promotion of International Trade. The decision made by this Commission shall be regarded as final and is binding on both parties. 11. Other Terms & Conditions: 1) Party A shall not supply the contracted commodity to other buyers in the above-mentioned territory. Direct enquiries if any, will be referred to Party B. However, should any other buyers insist on dealing direct with Party A, Party A shall have the right to do so. In the latter case, Party A shall send to Party B a copy of relevant SC and reserveper cent (%) commission for Party B on the net invoice value of the transaction concluded. 2) Should Party B fail to send their orders to Party A for a minimum offor a period of months, Party A shall not be bound to this Agreement. 3) For any business transacted between governments of both parties. Party A shall have full right to handle such direct dealings as authorized by Party As government without binding themselves to this Agreement. Party B shall not interfere with such direct dealings, nor shall Party B bring forward any demand for compensations or commission thereof. 4) Other terms and conditions shall be subject to those specified in the formal SC signed by both parties. The Agreement is made out in quadruplicate, each party holding two copies. Party A (Supplier) Party B (Agent) 四、协议书的语言特点 协议书的写作属于应用文的范畴，其语言特点与一般基础英语文章略有不同；并且通过长久的实践，形成了一种正式威严详尽准确而又保守陈旧、复杂难懂的文体，兹就用词、用语、其它表达方式三个方面。分别详述下： （一）用词方面 1. 多使用正式或法律上的用词，例如： a) Party B shall not submit offers to other parties completely in accordance with the specifications and trade terms given by Party A and is not allowed to make any alteration without Party As prior written approval. b) At the request of Party B, Party A agrees to send technicians to assist Party B to install the equipment. c) Party B shall also notify Party A immediately after the LC is opened, so that Party A may make preparations for shipment. 由于协议书是法律性的文书，所以使用法律的，正式的用词是必要的。 2. 多把“here”, “there”, “where” 加后缀使用。如： a. You hereby agree to act as our representative for Chinas projects. b. Upon discovery of any infringement or possible infringement of the Trademark by a third party, the Licensee shall promptly notify the Licensor thereof. c. This Agreement is made by and between AA Corporation, Shantou (hereinafter called Party A ) and BB Company, Macao (hereinafter called Party B ), whereby the two Parties agree to enter into compensation trade under the terms and conditions set below. 3. 多用成双成对的同义词，例如： a. This Agreement is made and entered into this_(day) of _(month), 200_, by and between A & Co.and Ltd. b. Each party to this Agreement shall fulfill or perform any of the obligations under this Agreement. c. This Agreement and any rights or obligations hereunder are not transferable or assignable by one party to this Agreement without the consent of the other party hereto. 成双成对用词是为了避免诉讼时双方律师钻词义间的细微差别大做文章，是从多年判例中总结的经验。现代的语言提倡简化，如无必要可以不必成双成对用词；但如有争论之可能时，在重要的协议中还是要按此习题成双成对用词为好。 4. 多用 “shall” 代替 “will” 或 “should” 以加强语气和强制力。 a. Party A shall not supply the contracted commodity to other buyers in the abovementioned territory. b. Party B shall send technicians at its own expense to supervise installation and effect repairs to the machine . c. Party B shall have the obligation to forward once every three months to Party A detailed reports on current market conditions and on consumers comments. 在协议中, “shall” 并非单纯的将来式，而是常常用来表示法律上可以强制执行的义务。所以我们应在协议中加强这种语气的使用。 （二）用语方面 1. 用语要力求准确、明白、严密，避免产生任何误解和歧义。例： Seller shall deliver the goods before July 31,2006。 Seller should deliver the goods on or before July 31,2006. 2. 多用主动语态，少用被动语态。因为主动语态比较自然、明确、直接和有力，试比较 下面两句： a. The rules and regulations of the worksite shall be observed by workers. b. Workers shall observe the rules and regulations of the worksite. 这两句话的意思相同，但B句比A句更自然、有力。 3. 多用现在时态，少用将来时态，尽管协议的条款很多是规定签约以后的事，通常仍以使用现在时态为原则。例： Before completion of the project, Party A may at any time increase or decrease the amount of work of the project. 4. 多用直接表达方式, 少用或不用间接表达方式。 5. 能用一个动词表达的就用一个动词，而避免使用“动词+名词+介词”之类的同义短语。 6. 多用某些约定俗成的特殊用语。例如： 1) WHEREAS 鉴于 它是在协议前文中作引出签约背景和目的的连词，正式而重要的协议，尤其是英法系的，多有此条款。 2) WITNESS 证明；说明 它在协议前文中常用作首句的谓语动词。 IN WITHESS WHEREOF 作为所协议事项的证据；以昭信守 这个短词在协议结尾条款中使用。 4) IN CONSIDERATION OF 考虑到；以为约因；以为报酬 5) NOW，THEREFORE 兹特 6) NOW THESE PRESENTS WITNESS 兹特立约为据 7) IN THE PRESENCE OF 见证人 （三）其他表达方式 除了上述用词、用语的特点以外，国际中还采用下列表达方式，使协议更加完整、简洁、醒目、结构严紧、主次分明。 1) 采用大小标题、分章、分条、分款、分项书写。 2) 使用附录 (Annex)、一鉴表 (Schedule) 等形式详列某些必要的细节作为协议的组成部分，既可使协议条文简洁，又能达到详尽、全面的要求。