2Lex MercatoriaInternational Sales ContractsAgency vs. DistributorshipDistribution ContractsTerminationArbitrationMediation
3Lex MercatoriaLex Mercatoria is the sum total of all the international agreements, international conventions, and other international trade customs that complement the domestic laws of any given country, and to which all international trade transactions are subject.It is difficult to comprehensively grasp Lex Mercatoria because it can include agreements from many different areas, such as the United Nations, World Trade Organization, multinational conventions, free trade agreements, and any number of bi-lateral agreements.
4CISG and UCCThe United Nations’ Convention for the International Sale of Goods (CISG) was adopted in 1980 as a way to oversee international contracts.The CISG allows parties from different countries to enter into contracts with reasonable assurance that the provisions of the contract will be enforced.More than 60 countries have ratified this agreement. Trade between these countries represents 80 percent of all word trade.The United States has only partially adopted the CISG.
5CISG and UCCThe Uniform Commercial Code (UCC) is the commercial law of the United States. This is the law that is typically used to form contracts in domestic transactions.While the United States has not adopted the entire CISG, many American traders elect to follow it anyway, allowing it to apply to their contract.The CISG is used for international transactions and varies from the UCC is some significant ways.
6CISG vs. UCCCISGUCCA positive response asking for change is considered a rejection.A contract is not been accepted until both parties agree to all terms.Offer is open until a certain date and cannot be withdrawn until said date.The buyer is allowed to unilaterally apply a price reduction to the amount agreed upon in the contract for nonconforming or damaged goods.A positive response asking for change is considered an acceptance.Offer can be withdrawn at any time.The buyer cannot change the terms of the contract unless the seller performs a fundamental breach.
7Contract Formation Acceptance CounterofferInitial step in the formation of the contract when one party contacts another.If the second party accepts the terms of the offer, the contract is formed.An intermediary step. If the second party does not accept the terms of the original offer.If the second party reject the first offer, they may make a counter offer with new terms.OfferRejection
8Agency vs. Distributorship The contract between an exporter and its representatives abroad is called a distribution contract. It is a contract between the exporter and an agent or a distributor.There is no uniform international agreement mandating how these relationships should work. However the parties often agree to abide by the model contracts of the International Chamber of Commerce.
9Contract Law vs. Labor Law An important point to note when entering into a contact with a foreign distributor or agent is whether this relationship will be considered a “contract between equals” or a “contract between unequal partners” by the courts of the country in which the agent or distributor is located.In the first case, the contract will fall under contract law. Under the second, it will fall under labor law.The way this relationship is viewed could have a significant impact on the way a court will resolve a dispute.
10Home Government Restrictions Some governments take special efforts to ensure agents or distributors working in their countries are protected from deals that are not fair or equitable, and generally place all distribution contracts under labor law.Some countries may require the agent or distributor be a national of the home country and/or register with the government.Some countries also do not allow distributor or agents at all.
11Profitability or Commission Contract ElementsContract LanguageGood FaithForce MajeureScope of AppointmentTerritoryCorporate AccountsTerm of AppointmentChoice LawChoice of Form or VenueArbitration ClauseMediation ClauseProfitability or Commission
12Contract Elements Contract language The contract is signed by parties who have different languages. This clause specifies the official language of the contract. If a copy of the contract exists in the other language, it is a translation.Good faithA contract is entered into under “good faith,” and assumes that neither of the parties has an ulterior motive. This clause states that neither party will attempt to distort the terms of the agreement.Force majeureA French expression meaning roughly “overwhelming power.” This is a clause in a contract releasing all parties from responsibility due to events outside of their control.
13Contract Elements Scope of appointment This clause defines the functions that the representative will perform; it is the clause that spells out whether it will be an agency or a distributorship agreement.TerritoryThis clause defines the geographical limits within which the agent or distributor is authorized to sell. It can be a country or a group of countries.Corporate accountsThis clause specifies which customers will remain corporate clients, customers to which agents or distributors are not allowed to sell.
14Choice of forum or venue Contract ElementsTerm of appointmentThis clause defines the period for which representative will be appointed. This must be a specific time period and is generally renewable, as long as the agent or distributor performs adequately.Choice of lawThis clause specifies which country’s laws will be used in the case of a dispute between the exporter and the agent or distributor.Choice of forum or venueThis clause specifies the location of the court that will be used to render a judgment in the case of a dispute. It is generally in the country whose laws are specified in the “Choice of Law” clause.
15Profitability or commission Contract ElementsArbitrationThis clause identified the process of arbitration. Arbitrators are empowered by the parties involved in a contract dispute to reach a decision on the facts of a dispute. Their decisions are binding.MediationThis clause identifies the process by which the parties to a contract can attempt to settle a dispute, generally involving a third independent party who can suggest a compromise solution.Profitability or commissionThis clause spells out the amount of commission that the agent will earn or, alternatively, the price at which the distributor is expected to sell the product, or the margin that it is expected to add to its costs.
16Miscellaneous other clauses Contract ElementsMiscellaneous other clausesFacilities and activities – A clause that spells out what specific facilities an agent or a distributor will maintain, and what specific activities each (exporter and agent or distributor) will engage in.Competing lines – This clause outlines which competing products the agent or the distributor is allowed to represent.Trademarks, patents, and copyrights – In the event that the agent or distributor create intellectual property, this clause determines the ownership of that intellectual property.Confidentiality – A clause that binds all parties to promise not to reveal what is learned during the business relationship.Ownership of the customers’ list – This clause outlines who owns the customers’ list, which is considered an asset.
17Termination Just cause Termination for “just cause” is triggered when either of the parties is not honoring the terms of the contract. It is generally quite easy to end a contract this way.ConvenienceA contract is terminated for “convenience” when it is for any reason other than just cause. It can be initiated by any of the parties (but it is normally the exporter). This is typically a painful way to end a contract, as the opposite party feels slighted.
18ArbitrationA form of dispute resolution in which a panel of arbitrators is asked to reach a legally-binding decision.Perceived as fair, even-handed and independent.Quicker and more efficient than litigation through the courts.More “creative” – Arbitrators can find solutions to the dispute that a court would not be allowed to use.Very effective – Arbitrators are professionals who know the industry and are able to quickly understand a situation.Not open to the public, like most court proceedings.Typically much cheaper than litigation through the courts.
19MediationThe process by which a mediator will attempt to find a middle ground between the parties who are having a dispute.Less formal that court proceedings or arbitration.Outcomes are non-binding, unlike court decisions or arbitration outcomes.More practical for smaller disputes or when parties are interested in keeping a business relationship.Works well for disputes that have arisen from misunderstandings.