国际合作契约的类型相当多,主要差别在于契约中的实质内容,通常在正式签订合约前,会先签订合作备忘录MOU(Memorandum of Understanding)、意向书LOI(Letter of Intent)和保密协议NDA(Non-Disclosure Agreement)这3种契约的形式. NDA/MOU/LOI可以是B2B,B2C或C2C,端看当时实际状况和双方需要的强度. 本章针对MOU/LOI深入探讨让即将跨入国际业务的你提早准备让自己不但有以备之更能被视为专业.如果你能比别人提早做各种必要且专业的准备,那么高阶国际业务的职位也将虚位以待. MOU,名为「备忘录」(Memorandum of Understanding),LOI, 名为「意向书」(Memorandum of Understanding)广泛用于各类协议上。 签订MOU与LOI应注意之要点: - MOU须双方签订,LOI可由单方意向,并由一方签订即可 上述中文,尤其目前坊间最热闹的两岸金融MOU可能让你雾煞煞,下列英文描述清楚多了,当然你要成为国际业务,英文实乃必备. A memorandum of understanding (MOU) is a document describing a bilateral or multilateral agreement between parties. It expresses a convergence of will between the parties, indicating an intended common line of action. It is often used in cases where parties either do not imply a legal commitment or in situations where the parties cannot create a legally enforceable agreement. It is a more formal alternative to a gentlemen's agreement. In some serious cases, depending on the exact wording, MOUs can have the binding power of a contract; as a matter of law, contracts do not need to be labeled as such to be legally binding. Whether or not a document constitutes a binding contract depends only on the presence or absence of well-defined legal elements in the text proper of the document (the so-called 'four corners'). For example, a binding contract typically must contain mutual consideration—a legally enforceable obligations of the parties, and its formation must take place free of the so-called real defenses to contract formation (fraud, duress, lack of age or mental capacity, etc.). 根据笔者多年国际业务上的实务经验,签订MOU的必要性和时机分类如下: 1.策略联盟 -双方有共同标的并愿意就市场或技术面合作,但不会有交易关系 -此种MOU战略目的大于实质意义 2.Merger or Joint venture -正式声明双方在协商中 -表示双方都有意愿但不愿遭第三方恶意破坏 3.试探性商务合作 -双方有共同标的并愿意就市场或技术面合作,希望未来有交易关系 -如果双方签订人皆非公司高层,那只是签爽的 -如果双方签订人皆是公司高层,那大有先试婚再结婚的味道 4.产品技术提供者有机会成本考虑 -此种情况通常是产品还在开发或还没开发,产品技术接收者希望对方先行开发 -产品开发方有机会成本考虑,要求对方有实际承诺,才愿投人力 -这时如果采购方是大公司并愿意签订MOU,纳机会成本风险相对较小 -如果开发方能够计算合理NRE(Non-recruiting Engineer Expense),并纳入MOU,那就至少可立于不败之地 5.合作双方签订正式合同有时间压力 -对大公司来说,要签订正是买卖合同,商务条件比较容易互相妥协和交换,但是法务条件通常不好搞,尤其牵涉到公司既定原则 -可是采购方产品就要上市了,但合同的讨论还停留牛步化,这时可以签订MOU已载明卖方需负的义务,产品可以先上市,合约继续谈 S&M Associates Inc. |
|