普遍通用工程计划英语听说教育资料(下)原文及其翻译

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example, in the event of a devaluation of the currency, could the contract price be increased? If not allowed, then the contractor should make judgments on the price by considering full factors such as the country’s political situation, economic conditions and so on.

业主要求承包商使用固定价格来投标，或允许某些弹性价格条款。例如，在货币贬值的情况下，合同价格是否可以增加？如果不允许，则承包商应充分考虑如该国的政治情况、经济条件等诸多因素，对价格产生的影响作出判断。

(B) In the contract period, the owner can or cannot guarantee a certain or several commodities prices stable. For example, the owner asked the contractor to use a fixed price to bid, but can guarantee the prices of a small number of other commodities such as cement stable. If these commodity prices were raised, the contract price could be increased.

在合同有效期内，业主不一定能保证某种或几种商品价格的稳定。例如，业主要求承包商使用固定价格进行投标，但可以保证其他少数商品，如水泥的价格稳定。如果这些商品价格上涨，合同价格可能会提高。

The issue of contract project time合同项目时间的问题

The contract duration indicates that the contractor’s work must be completed within a specified period of time. It is the default basis for defaulting fine, but also an important factor affecting the contract price. The contract duration requirements should be stated as follows：

合同工期表明，承包商的工作必须在规定的时间内完成。这是违约罚款的默认基础，也是影响合同价格的一个重要因素。合同期限的要求如下:

(A) If the start conditions cannot be guaranteed, the duration should be extended. To ensure the completion of schedule, first of all, it is necessary to protect the start on time. The factors which may affect the start should be written into the terms of the contract, such as to provide construction drawings on time, to deliver construction sites timely.

如果不能保证（项目）开始条件，则应延长工期。为确保按计划完工，首先有必要保护按时开工。应把可能影响施工开始的因素都写进合同条款中，例如：应按时提供施工图纸，及时交付施工地点。

If the owner cannot check timely before acceptance, the duration should be extended. Some owners, subjectively in order to delay payment or objectively due to increasing the amount of engineering or modifying the design content and other factors, do not check the project before acceptance, which has been completed by the contractor.（一些业主，由于有想推迟付款的主观原因，或由于增加了工程量或修改了设计内容或其它因素等客观原因，验收前不检验承包商已完工的项目）.It will force the contractor to interrupt the construction. Therefore, the work which needs the owner to confirm the approval should be determined a double limited time limit. If the confirmation time of the owner exceeds the time limit, the contractor has the right to require the owner to extend the contract duration. 如果业主在验收前不能及时检查，应当延长工期。一些业主，主观上为了推迟付款，或者，客观上由于增加了工程量或修改了设计内容或其它因素，验收前不检验承包商已完工的项目。这将迫使承包商中断施工建设。因此，所有需要业主确认同意的工作应该规定双限定期限（即甲方验收的确认时间和乙方施工工期）。如果业主的确认时间超过了规定期限（时间限制），承包商有权要求业主延长合同期限。

Here it is necessary to mention the difference between the contract duration and the contract period. The contract duration is the time stipulated by the contractor to complete its work. And the contract period is the valid period of a contract. In the contract of construction, the contract period is generally longer than the contract //

duration. That is, the contract duration may not have begun and the contract period is not terminated at the end of the contract duration, such as maintenance period existing. 在这里，有必要提及合同工期和合同有效期的区别。合同工期是指承包商完成工作所规定的时间；合同有效期是合同的有效期限。在施工合同中，合同有效期一般比工期要长。也就是说，工期可能还没开始，（合同已经生效）；而工期已结束，但合同有效期还没结束，比如还有保修期存在。

The issue of inspection and acceptance 验收事项

The owners formally accept the contents of the work completed by the contractor in accordance with the contract and the new requirements. This work will directly affect the contract duration and construction costs. Pay attention to the acceptance range, acceptance time, acceptance quality standards and other issues. Inspection and acceptance can be divided into three forms. The first is inspection and acceptance of the construction of a single work (or a process), such as the concealed project acceptance. The second is the inspection and acceptance of completion of the entire project, including issuing the acceptance certificate of completion. The third is inspection and acceptance for the construction of materials and equipment. 业主根据合同和新要求，正式验收承包商完成的工作内容，这项工作将直接影响合同工期和施工成本。这个工作会直接影响工期和工程相关费用。要注意验收范围﹑验收时间，验收质量标准和其他问题。验收可以被分成三种形式。第一种就是单一工作(或者某一过程)施工的验收，例如隐蔽工程的验收。第二种是对整个项目的竣工验收，包括签发竣工验收证书。第三种是对建材和设备的验收。

U12 / SECTION C How to Negotiate for International Project Contract(P82-83)

In the negotiation process of international project contract, the negotiator of the bidder should use different negotiation skills as the negotiation situation and the negotiation intensity contrast. 在国际工程项目合同的谈判过程中，竞标方的谈判官，在不同的谈判情景与谈判强度对照之下，应该采取不同的谈判技巧。

To find out the intention of the owners. Bidders’ negotiation team should have a person responsible for recording. The words of each other all should be recorded. It helps careful analysis of each other’s intentions to determine bidder’s next step in the negotiations.

搞清楚业主的意图。投标方的谈判小组应由一专人负责记录。双方的所有话都应记录下来。这有助于仔细分析对方的意图，利于投标方确定谈判中下一步要采取的策略。

(A) To test each other’s bottom line. Bidders in the negotiations should pay attention to the bottom line, understand what other side’s bottom line is and determine which conditions the other side really wants to adhere to and which condition is a feint.

(B) 测试对方的底线。在谈判中，投标方应注意底线问题，了解对方的底线是什么，并确定对方真正想要坚守的条件是什么，哪些条件是对方的伪装。

(C) Bidders should fully analyze the situation, make the right judgments, take advantage of the other side’s weaknesses and force the other side to make compromises. As for one’s own weaknesses, the bidder should try to avoid.

投标方应当全面分析谈判局势，作出正确判断，利用对方的弱点，迫使对方作出妥协。至于自身的弱点，

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投标方应当尽力避免。

（D）If the negotiations stalled, the bidders may wish to call “pause” and tell each other：they want to find the boss’ or expert’s consultation. This allows both parties to have time to reconsider their position and to give them the opportunity to study countermeasures or to return to the negotiating table with a little concession.

如果谈判陷入僵局，投标方可能希望叫“ 暂停” ，并告知对方：他们想寻求老板或专家的咨询。这样双方就有时间重新考虑自己的立场，有机会研究对策，或在作出稍许让步的情况下，重新回到谈判桌上。

(E) The price should be prepared for concessions. The price is the focus which the owners are concerned about. Because the price of a project is very easy to be seen and concerned, in the negotiations, if necessary, the bidders should make some concessions on the price. But the terms of the contract is not easy to see clearly, which also hides a huge interest and can find some back. 价格应当准备好做出让步。价格是业主们关注的焦点。因为一个项目的价格总是显而易见又让人关注。在谈判中，如有必要，投标方需要在价格上做些让步。但合同中的条款并不容易看明白，其中也隐藏了巨大利益，可以找回一些利益（或损失）。

(F) Compromise strategy. In order to speed up the settlement of the problems encountered in the negotiations, a compromise is a good way. If the owner put forward a compromise, the bidder could take the initiative, and then bargain. So as soon as possible the two parties would reach an agreement.

妥协策略。为了加快解决谈判中遇到的问题，妥协是一种好办法。如果业主提出了妥协，投标方就可以采取主动，然后进行议价，这样合作双方才有可能尽快达成一致。

Unit 13 Negotiation(2)

U13 / Section A Some Tips for Negotiation(P84-85)

The following are some issues that should be negotiated in international engineering contracts. 以下是在国际工程合同谈判中需要注意的问题：

(1)The issue regarding guarantee 关于担保问题

Provisions relating to guarantee in international engineering include the following： 国际工程中关于担保的条款包括以下：

Warranties on time limit for the project 项目期限担保

Warranties on time limit for the project mean the OWNER or the CONTRACTOR shall be responsible for any cost incurred for the suspension of project due to the fault on their own part.

项目期限担保意味着，业主或者承包商应该，对任何因他们己方过失造成的项目暂停，从而遭受的任何损失要担负负责。

Payment guarantee 支付担保

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The payment guarantee is a written instrument in which the bank or the professional guarantee corporation provides to the CONTRACTOR for the OWNER’s honoring(兑现)the payment engineering sum (progress claim) at the confirmation of the work quantity.

支付担保是由银行或者专业担保公司在确认工作量时，向承包商提供的，由业主兑现工程款项（工程进度款）的一种书面文据。

Performance guarantee 履约担保

The performance guarantee is a written instrument in which the bank or the professional guarantee corporation provides to the OWNER for the CONTRACTOR’s performance(履约) of contract, pledging(承诺) the CONTRACTOR to implement(履行) the obligations of its own in the contract.

履约担保是由银行或专业担保公司，向业主提供的，由承包商履约合同，承诺由承包商履行自己在合同中义务的一种书面文据。

Insurances 保险

For example, prior to the commencement of the construction work, the OWNER shall complete insurance for the construction engineering, the life and property of the people engaged in the construction work in the site and the third person and pay the insurance premium for them.

例如，在施工建设开始之前，业主应当为施工工程、施工现场的工程人员的生命财产和第三人上保险，并为其支付保险费。

Various types of guarantee in the bidding documents are generally accompanied by a fixed form. 投标文件里，各种类型的担保（文据），通常都附有固定表格。

(2)The issue of responsibility of contract breach 合同违约的责任问题

If any of the parties to the contract is unable to perform or fails to perform the contract due to its fault, it shall compensate the other party for the loss arising from its breach of the contract in accordance with the contract and pay a certain amount of liquidated damages. In the negotiation, the parties must clearly specify((详细说明；具体指明) some specific(明确的；特定的；具体的) responsibilities.

合同当事人，因其过错，不能履约或者无法履行合同的，应当按照合同约定，赔偿对方因违约所引起的损失，并支付一定金额的违约赔偿金。谈判中，各方必须明确规定一些具体责任。

Liability(责任；债务；负债) for breach of contract （违约）should be considered from the following three aspects：

违约责任应从当以下三个方面考虑：

To clear the nonperformance of the contract 明确合同不履约情况

For example, we (as the CONTRACTOR), fails to complete project within the construction period or we (as the OWNER) fails to pay the engineering sum, when determining our liability(责任) for breach of contract, we

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should specify(规定；详细说明) certain acts of the other party which are a prerequisite for the performance of our party at the same time. If the other party fails to implement these obligations set in the contract, we shall not constitute the breach of contract, like “the construction work cannot be carried out because of the OWNER not paying the engineering sum as set in this contract.”

例如，我方（作为承包商）在施工期内未能完成工程，或者我方（作为业主）未能支付工程款项，在确定违约责任时，我们应该详细说明(或规定)，对方的某些行为是我方同时履行合同的先决条件。如果另一方不履行合同中规定的义务，我方则不构成违约，例如“因业主未能支付本合同中所规定的工程款项，从而施工工作无法进行，(不属于违约的情况)”。

To clear the key right 明确主要权利

As for our key right, it is necessary to stipulate(规定) the liability for breach of contract of the other party in order to guarantee its performance of the obligations. For example, we (as the CONTRACTOR) should specify(详细说明；具体指明) the obligations and liabilities(责任；债务；负债) for breach of contract as to the OWNER’s honoring the payment engineering sum.

对于我方的主要权利，有必要规定对方的违约责任，以保证履行义务。 例如，我方（作为承包商）应该规定(或详细说明)有关业主兑现工程款项的义务和违约责任。

To clear the dispute resolution 明确争议解决的办法

If the dispute about the liability for breach of contract and the loss caused by the breach of contract cannot be settled through consultation(协商), it will be better to be settled by consulting engineers than through litigation(诉讼，起诉) which usually does harm to the cooperation between parties. 如果发生了违约责任造成了争议，和违约造成的损失(纠纷)，不能通过协商解决，最好咨询工程师来解决，而不是通过会对双方合作造成损害的诉讼方式来解决。

(3)The issue of the source of constructors 施工人员的来源问题

It is an important issue to be discussed in international engineering contract negotiations. It directly affects the cost and construction efficiency.

这是一个在国际工程合同谈判中讨论的重要议题。它直接影响到工程造价和施工效率。

Lots of things should be taken into account： the total number of construction personnel required for the project, the number of foreign workers allowed to recruit, the requirements of the government for the use of local workers, the possibility of hiring enough skilled workers from the local, the provisions of the local government on the wages and welfare of local workers, restrictions on foreign workers applying for entry visas, residence permits and work permits, and whether these restrictions possibly resulting in foreign workers failing to enter the construction site on schedule and so on.

有许多问题需要考虑：项目要求的施工人员总人数； 允许招募的外籍工人数目、政府对本地用工的要求、从地方雇佣足够技术工人的可能性、当地政府规定的本地工人工资与福利标准(或法规条款)、对外籍工人申