一、招標與投標

在國際間進行的招標與投標，可分別稱為國際招標和國際投標，其特點是在同一標的物的條件下請投標者們黨爭。招標與投標是一種貿易方式的兩個方面，投標是根據招標條件在規定的時間內向招標者發出的實盤報價。招標方式一般用于大型的成批商品或小型的大批商品或承建工程項目及交鑰匙工程等。

國際公開招標通常有以下程序：

招標。刊登招標廣告，編制招標文件 對投票者進行資格審查。
投標。購買招標書，編制投標文件 遞送投標文件。
開標。根據招標規定的時間和地點，在投標者們在場的情況下，當眾拆開投標書宣布價格條款及交貨日期，其余內容不予公開。為了競爭，投標者可經主持人同意，當場修改價格及交貨日期，以示競爭。
中標。招標者從若干份投標書中擇優選定交易對象依照標書中的合同條款簽約。




二、相關詞語

標的物 Subject matter
招標通告 call for bid

招標通知 tender notice
招標文件 bid document．
招標條件 general conditions of tender
招標截止日期 date of the closing of tender

招標方 tenderer
投標 submission of tenders
投標方，投標商tenderer, bidder
投標邀請書 Invitation to Bid
投標押金，押標金 Bid Bond
投標文件 tender document．
做標，編標 work out tender document．
投標書 Form of Tender
投標評估 evaluation of bids

愿意／不愿意參加投標
be wi11ing／unwilling toparticipate in the bid
我們擬參加……的投標。
We wish to tender fro…

我們同意遵守以上規定的投標條款。
We agree to abide by the conditions of Tenderspecified above.

資格預審 prequalification
詢價 inquiry
詢價請求，詢價單 Requisition for Inquiry

報價 quotation
報價表格 Form of Quotation
提交報價 submission of quotation
升價，提價 escalation

不適當的(如用電話)或不負責任的報價將被拒收。
Aninadequate(e.g.by telephone) or unresponsivequotation may be reason for rejecting the quotation

標底 base price limit on bids
報標 bid quotation
評標 evaluation of tender
議標 tender discussion
決標 tender decision
開標 bid opening
中標 has/have won the bidding in …
中標者

the winning/successful bidder, the successfultenderer
未中標者 the unsuccessful tenderer
中標函 Letter of Acceptance

招標人　Tenderee
投標人　Tenderer
招標　　IFB (Invitation for bid); public bidding;
履約保函　Performance security
投標保函　Bid security
標的物 Subject matter
招標通告 Tender Announcement
投標邀請書 Invitation to Bid
招標通知 Tender notice
招標文件 Bid document
招標條件 General conditions of Tender
招標截止日期 Closing date for the Tender; deadline for theTender Submission;
投標 submission of the Tender; to submit the Tender
投標方，投標商 the Tenderer, the Bidder
投標押金，押標金 Bid Bond
投標文件 tender document．
做標，編標 Develop or prepare the Tender Documents．
投標書 the Form of Tender
投標評估 uation of Bids
愿意／不愿意參加投標
be wi11ing／unwilling to participate in the bid
我們擬參加……的投標。We wish to tenderfor…
我們同意遵守以上規定的投標條款。
We agree to abide by or subject to the conditions of Tender set forthhereinabove.
資格預審 prequalification
詢價 inquiry
詢價請求，詢價單 Request or Requisition for Inquiry
報價 quotation
報價表格 Form of Quotation
提交報價 submission of quotation
升價，提價 Price increase or increase in price
不適當的(如用電話)或不負責任的報價將被拒收。

An improper (e.g. by telephone) or irresponsible quotation may be rejected.
標底 base price of the Tender
報標 bid quotation
評標 uation of Tender
議標 Tenders discussion or discussion on the Tenders
決標 tender decision or decide the successful Tenderer
開標 bid opening
中標 win a Tender or the successful Bidder …
中標者

the Winning/Successful Bidder, the SuccessfulTenderer
未中標者 the unsuccessful tenderer
中標函 Letter of Acceptance
商務標書　the Business Tender,
技術標書　the Technical Tender,
Procurement：采購，
Pre-qualification：對投標人進行的投標資格預審；
Pre-qualification documents投標資格預審文件；
Post-qualify：對投標人進行的投標資格后審。
Pre-bid meeting：標前會，是招標人在投標人提交投標書以前組織投標人參加的項目介紹調研會議，旨在向投標人交待清楚諸如工程范圍、技術經濟要求等內容，澄清招標文件中可能存在的疑義，解答投標人提出的與招投標有關的問題。有時標前會與現場考察活動同時進行。國內有些出版物將之譯為“預標會”屬措詞不當，容易產生誤導，使人理解為在正式投標前預先模擬投標，類似于體育中的預賽。
Bidding Documents：應譯為“招標文件”，是由買方（項目業主或其招標代理）發售給投標人的，包含采購內容和技術商務條件等內容的一套資料，必須與“投標文件”（常說的“標書”）明確區分開來。國內出版物常有將之誤譯成“標書”者。而漢語中的“標書”實為投標人提交的對招標文件作出實質性反應的投標資料。

International Competitive Bidding：“國際競爭性投標”
Invitation For Bids：“投標邀請函”，不宜譯為“招標邀請公告”或“招標通告”
Force Account：自營工程，是指借款人因項目要求，先自行完成經批準的土木工程，然后再由貸款銀行對該工程費用進行歸墊。一般辭書很少出現。
Negotiating Bids：盡管國內出版物常將其譯為“議標”，實質上不屬于招投標范疇，因為此種采購不具備招投標活動的最基本特征。應按實定名，改譯為“談判采購”。我國招投標法中就將此種“議標”排除在招投標范圍之外。
Joint Venture：并非常說的“合資企業”，而應該指多個投標人為了滿足相應資格要求而暫時結成聯營體，作為單一投標人參加投標和履行合同，合同履行完畢即解散，這種聯合僅是暫時的，多個投標人所擁有的資產也不合并。因此譯作“聯營體”更為合適。
Name of the company leading the Joint Venture 聯營體牽頭公司名稱




第一部分：在動筆之前

1.Ask your client to list thedeal points. This can be in the form of a list, outline or narration. Doingthis will help the client focus on the terms of the agreement.
1.要求你的客戶列出合同交易的要點，也可以說是合同的清單、目錄或概述。這一招首先幫助你的客戶弄清合同的重點所在。

2.Engage your client in"what if" scenarios. A good contract will anticipate many possiblefactual situations and express the parties' understanding in case those factsarise. Talking to your client about this will generate many issues you may nototherwise consider.

2.讓你的客戶提供一些假設可能發生的情況。好的合同不僅能夠預見到許多可能發生的情況，而且還能清楚地描述出發生這些情況后合同雙方的立場。和客戶聊這些情況將有助于你發現一些你可能沒有考慮到的問題。

3.Ask your client for asimilar contract. Frequently, clients have had similar transactions in the pastor they have access to contracts for similar transactions.
3.請求你的客戶提供類似的合同。通常情況下，客戶都保留著過去的交易記錄或者是類似合同。

4.Search your office computeror the Internet for a similar form. Many times you can find a similar form onyour computer. It may be one you prepared for another client or one younegotiated with another lawyer. Just remember to find and replace the oldclient's name. Starting with an existing form saves time and avoids the errorsof typing.
4.在辦公室的電腦中或是在因特網上搜索類似的合同范本。通常你會在你的電腦上找到你想要的東西，這些類似的合同范本要么是你給其他客戶準備的，要么是你和其他的律師共同協商起草的。使用這些舊合同可以為你節省時間和避免打印錯誤，不過，用這些合同范本時別忘了替換掉老客戶的名字。




5.Obtain forms in books orCD-ROM. Typical forms of contracts can be found in form books, such as West'sLegal Forms (a nationwide set) and Florida Jur Forms, as well as in treatisesand Florida Bar CLE publications. These can be used as the starting point fordrafting the contract or as checklists of typical provisions and wording toinclude in the contract. Many treatises and form books now come with forms ondisk or CD-ROM.
5.從書中或者是光盤上獲取合同范本。典型的合同范本在一些范例書中都可能找到：比如,西方法律文書（全國版）佛羅里達州文書期刊，另外，在有些論文和佛羅里達州律師協會的法律繼續教育出版物中也可以找到一些。起草合同時，你可以把這些范本當做原始資料，利用其中某些典型的條款和措詞。更為方便的是，許多論文和書中的合同范本都有電子文本儲存在磁盤或光盤中。

6.Don't let your client signa letter of intent without this wording. Sometimes clients are anxious to signsomething to show good faith before the contract is prepared. A properly wordedletter of intent is useful at such times. Just be sure that the letter ofintent clearly states that it is not a contract, but that it is merely anoutline of possible terms for discussion purposes. See Appendix C.
6.如果沒有特別申明，不要讓你的客戶在意向書上簽字。有時候，在合同未準備好之前，客戶為了表示誠意，往往急于簽署某些東西，當然，在這種情況下，如果客戶急于簽署的是有特別申明的意向書，這也是可以的，但一定要注明：本意向書并非合同，只是雙方為了更好地溝通協商，而擬定的對未來條款的概述。類似意向書的范例見附錄C。




Writing that First Word

第二部分：開始起草合同

7.Start with a simple, genericcontract form. The form in Appendix A is such a form. It provides a solidstarting point for the structure of the contract. Like a house, a contract musthave a good, solid foundation.
7.從簡單、典型的合同入手。附錄A就是一個簡單、典型的合同，它提供了一個合同的基本支架。像房子一樣，一個合同必須有一個牢固的根基。




8.State the correct legalnames of the parties in the first paragraph. As obvious as this is, it is oneof the most common problems in contracts. For individuals, include full firstand last name, and middle initials if available

and other identifyinginformation, if appropriate, such as Jr., M.D., etc. For corporations,checkwith the Secretary of State where incorporated.

8.在合同的第一段要寫清楚雙方的名稱。這是個簡單而又不得不引起重視的問題。如果是個人，要寫清姓和名,中間有大寫字母和其他身份信息的，也要注明，例如：jr.,M.D,等等；如果是公司，為避免弄錯，寫名稱時可以到公司注冊地的相應機構去核對一下。




9.Identify the parties bynicknames. Giving each party a nickname in the first paragraph will make thecontract easier to read. For example, James W. Martin would be nicknamed"Martin."
9.確定合同雙方的別稱（簡稱）。為便于閱讀，一般要在合同的第一段為雙方弄一個別稱，如：將詹姆士.馬丁簡寫為"馬丁"。

10.Be careful when usinglegal terms for nicknames. Do not use "Contractor" as a nicknameunless that party is legally a contractor. Do not use "Agent" unlessyou intend for that party to be an agent, and if you do, then you better specifythe scope of authority and other agency issues to avoid future disagreements.
10.使用法定術語作為雙方當事人的別稱時，要小心。除非一方當事人在法定上就是承包人，否則不要將"承包人"作為其別稱。同樣，除非你想讓一方當事人成為法定上的代理人，否則不要稱其為"代理人"，如果堅持要用，最好明確一下代理范圍并找到其他可以避免將來爭執的方案。




11.Include a blank for thedate in the first paragraph. Putting the date in the first paragraph makes iteasy to find after the contract is signed. It also makes it easy to describethe contract in other documents in a precise way, such as the "December20, 2000, Contract for Sale of Real Estate."

11.在合同的第一段要為書寫簽約時間留下空格。把簽約時間放在第一段，當合同簽署后，你就能夠很容易地找到它，而且，這樣做還可以給你在其他相關文件中準確地描述這個合同提供幫助，范例如：不動產買賣合同，訂立于2000年12月20日




12.Include to providebackground. Recitals are the "whereas" clauses that precede the bodyof a contract. They provide a simple way to bring the contract's reader (party,judge or jury) up to speed on what the contract is about, who the parties are,why they are signing a contract, etc. The first paragraph in the body of thecontract can incorporate the recitals by reference and state that they are trueand correct. This will avoid a later argument as to whether or not the recitalsare a legally binding part of the contract.
12.書寫引述語。引述語是指那些放在合同主體前面的"鑒于"條款。書寫此類條款的目的是為了讓讀者（通常指合同雙方，法官，陪審團）很快地了解到合同的主要內容是什么，合同雙方是誰，以及他們為什么簽訂合同，等等。當然，合同主體的第一段也可以加上引述語并陳述其是真實準確的，如果這樣做了，合同雙方將來就不會爭執：引述語作為合同的一部分是否具有法律效力？




13.Outline the contract bywriting out and underlining paragraph headings in their logical order. Theparagraphs should flow in logical, organized fashion. It is not necessary towrite them all at once; you can write them as you think of them. Try to grouprelated concepts in the same paragraphs or in adjacent paragraphs. For example,write an employment contract's initial paragraph headings like this:
Recitals.
Employment. Duties. Term. Compensation.
13.按邏輯順序列出合同段落的標題詞.合同的段落是按一定的邏輯順序組織起來的，當然，你并不需要一下子列出所有段落的標題詞，想到多少就寫多少，不過，這些標題詞要力求總結出每個段落或相關段落的內容。比如：撰寫勞動合同時列出的標題詞就像下面這些：引述語 聘用 職責 　期限　賠償




14.Complete each paragraph bywriting the contract terms that apply to that paragraph. This is simple. Youlearned this in elementary school. Just explain in words what the parties agreeto do or not do paragraph by paragraph.
14.在撰寫每一段時要注意內容集中，不要東拉西扯，是的，這很簡單，你可能上小學時就學過，但我還是要提醒你，要集中火力，一段一段地分別說明合同雙方同意做什么，不同意做什么。




15.Keep a pad at hand toremember clauses to add. It is normal to think of additional clauses, wordingand issues while writing a contract. Jot these down on a pad as you write; theyare easily forgotten. Also keep your client's outline and other forms in frontof you as you write, and check off items as you write them.
15.放一個便箋簿在手邊，以便記下需要添加的條款。在書寫合同的同時，你可能隨時會想到一些需要添加條款、措詞和問題，要盡快記在便箋簿上，因為他們太容易忘了。另外，你最好將客戶列出的要點和一些類似的合同范本也放在眼前，以便在書寫過程中隨時查對。




16.Repeat yourself only whenrepetition is necessary to improve clarity. Ambiguity is created by saying thesame thing more than once; it is almost impossible to say it twice withoutcreating ambiguity. Only if the concept is a difficult one should you write itin more than one way. In addition, if you use an example to clarify a difficultconcept or formula, be sure that all possible meanings are considered and thatthe example is accurate and consistent with the concept as worded.
16.除非是為了更清晰地說明問題，否則不要在合同中重復陳述某個內容。將一個事實來回地說很容易讓人模棱兩可。如果你將一個概念重復地解釋，那理解起來就更有困難。另外，如果你想通過一個例子來闡明一個難以理解的概念或規則時，一定要考慮到其所有的含義、這個例子的準確性以及它和概念的相符性。




第三部分：撰寫時的注意事項

17.Title it"Contract." Do not leave this one to chance. If your client wants acontract, call it a contract. A judge now sitting on the federal bench onceruled that a document entitled "Proposal" was not a contract eventhough signed by both parties. The lesson learned is, "Say what youmean." If you intend the document to be a legally binding contract, usethe word "Contract" in the title.

17.標題上注明"合同"兩字。不要為碰運氣而忽略這個。如果你的客戶需要合同，就要注明是合同。一個仍在聯邦法院里任職的法官就曾經裁定：有雙方簽字，但標有"建議書"的文件并非合同。這給我們的教訓就是，你怎么想，就應該怎么說。如果你想讓你的文件成為具有法律效力的合同，就要在標題中注明"合同"字樣。




18. Write in shortsentences. Short sentences are easier to understand than long ones.

18.寫短句子，因為短句子比長句子讓人更容易理解。




19.Write in active tense,rather than passive. Active tense sentences are shorter and use words moreefficiently, and their meaning is more apparent. Example of active:"Sellers shall sell the Property to Buyer." Example of passive:"The Property shall be sold to Buyer by Seller."

19.用主動語態而不用被動語態。相對而言，主動語態的句子更簡短，措詞更精練，表達更明白。還是讓我們來來看一個例子吧，主動語態的句子：賣方將把此物賣給買方;被動語態的句子：此物將被賣方賣給買方。




20.Don't use the word"biweekly." It has two meanings: twice a week and every other week.The same applies to "bimonthly." Instead, write "every otherweek" or "twice a week."

20.不要用“雙周”之類的詞，因為這有可能產生歧義----是兩周還是每隔一周？類似的詞還有"雙月",所以最好這樣寫:"兩周"或"每隔一周"。




21.Don't say things like"active termites and organisms". Avoid ambiguity by writing either"active termites and active organisms" or "organisms and activetermites." When adding a modifier like "active" before acompound of nouns like "termites and organisms", be sure to clarifywhether you intend the modifier to apply to both nouns or just the first one.If you intend it to apply to both, use parallel construction and write themodifier in front of each noun. If you intend it to apply to just one noun,place that one noun at the end of the list and the modifier directly in frontof it.

21.不要說"活動著的白蟻和有機體"之類的話，為了避免模棱兩可，最好這樣寫：“活動著的白蟻和活動著的有機體”或是“白蟻和活動著的有機體”。當一組名詞（如"白蟻和有機體"）前有一個修飾語（如"活動著的"）時，你一定要弄清楚這個修飾語是修飾兩個名詞還是僅僅修飾第一個名詞。如果是修飾兩個詞，可以用排比的手法分別在這兩個詞之前加上修飾語，如果你只想修飾一個名詞，那么你就應該把這個詞放在這組詞的最后，然后在它的前面加上修飾語。




22. Don't say"Lessor" and "Lessee." These are bad nicknames for a leasebecause they are easily reversed or mistyped. Use "Landlord" and"Tenant" instead. The same applies to lienor and lienee, mortgagorand mortgagee, grantor and grantee, licensor and licensee, party A and party B.This is where you can use your creativity to come up with a different nicknamefor a party, as long as you use it consistently throughout the contract.

22.不要說“出租人”和“承租人”。這對一個租賃合同來說是些不好的別稱，因為他們容易被顛倒或者出現打印錯誤。可以用“房東”和“房客”來代替他們。同樣，在合同中也不要說留置權人和留置人，抵押權人和抵押人，保證人和被保證人，許可人和被許可人，當事人A和當事人B......到底怎么說，這就要看你駕馭語言的能力了，不過，要把握的一條原則，即在整個合同中，對合同一方只能用一個別稱。




23. Watch out when using"herein." Does "wherever used herein" mean anywhere in thecontract or anywhere in the paragraph? Clarify this ambiguity if it matters.

23.使用術語“本文（herein，也可譯為”“在這里”）時要當心。為了避免含糊不清，使用“本文”時最好特別申明一下“本文”是指整個合同，還是指其所在的某一段落。




24. Write numbers as bothwords and numerals: ten (10). This will reduce the chance for errors.

24.寫數目時要文字和阿拉伯數字并用，如：拾（10）。這將減少一些不經意的錯誤。




25. When you write"including" consider adding "but not limited to." Unlessyou intend the list to be all-inclusive, you had better clarify your intentthat it is merely an example.

25.如果你想用"包括"這個詞，就要考慮在其后加上"但不限于....."的分句。除非你能夠列出所有被包括的項，否則最好用"但不限于...."的分句，來說明你只是想舉個例子。

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