國(guó)際商務(wù)英語(yǔ)談判串講

1、English for International Business Negotiation 國(guó)際商務(wù)英語(yǔ)談判國(guó)際商務(wù)英語(yǔ)談判 General Review1.Language Skills in Business Negotiation2.Professional and Practical Skills in Business Negotiation 3. Type of Final Test 1. Language Skills in NegotiationPlease focus on: Function in Every Chapters Extracurricular Activi

2、ties in Every Chapters1.1 What is Negotiation? (P.4)1.2 Four Main phases of Negotiation (P.2)1.3 Four Stages of Business Negotiation (P.4)1.4 Some Issues that Chinese Corporations and Negotiators Need to Address (P.8)1.5 Chinas Foreign Trade Policy (P.50-55)1.6 What is Win-Win Negotiation? (P.56)1.

3、Four Main phases of Negotiation (P.2)1. What is Negotiation? Negotiation is a discussion aimed at reaching an agreement. 2. Four Main phases of Negotiation (P.2) There are four main phases of negotiation listed below: 1) The preparing phase （預(yù)備階段） 2) The debating phase （爭(zhēng)論階段） 3) The proposal phase （

4、建議階段） 4) the bargaining phase（討價(jià)還價(jià)階段）3. Four Stages of Business Negotiation (P.4) Business negotiations proceed through four stages:a) non-task sounding （開(kāi)局前的試探）b) task-related exchange of information （交換與談判目標(biāo)有關(guān)的信息）c) persuasion （說(shuō)服）d) concessions and agreements （讓步與同意）4. Some Issues that Chinese Co

5、rporations and Negotiators Need to Address (P.8)There are at least two differences in the way of business communication between Chinese and American Businessmen:1. Chinese businessmen tend to have business negotiations in a rather indirect manner, as opposed to the direct manner of American business

6、men.2. The decision-making process of Chinese companies is generally both slow and time-consuming. On the other hand, American companies usually operate with quick decision made by the top management. Decision-Making Types of Chinese and American (P. 8-9)Most Chinese companies keep to the “bottom-up

7、, then top-down and then bottom-up” decision-making principle which involves many people at different levels.American type, or the top-down, management emphasizes efficiency and competition among workers, but it often frustrates many workers.Work Ethic of Chinese and American (P. 9)Chinese work ethi

8、c is based on social pressure and community belonging, the American work ethic seems to be more individual oriented. Summary of Different Business Communication Styles between China and the USA (P.8) American Style Chinese StyleManner Direct Manner Indirect MannerDecision-Making Quick, Top-Down Slow

9、, Time-ConsumingWork Ethic Individual Oriented Social Pressure Value Results more Community Belonging than its Process Priority to Planning, Merits Efficiency, Encourage Cooperation, Competition in Workers more Humane Demerits Frustrating Workers Lack of Efficiency and Competition5. Chinas Foreign T

10、rade Policy (P.50-55)In developing our foreign trade relations with other countries, China still follow the principle of “equality, mutual benefit and exchanging what one has for what one needs”. ( 平等互利，互通有無(wú)平等互利，互通有無(wú))In the past, we were rather rigid in doing business. Now, we adopted many different

11、 flexible business arrangement, such as compensation trade, counter trade, manufacturing according to buyers samples, processing customers materials, assembling their components on commission, joint ventures and so on. ( at issue 9, on p.52, then p.223) 反信風(fēng)反信風(fēng)- counter trade, antitrade, in Meteorolo

12、gy 氣象學(xué)對(duì)銷貿(mào)易（對(duì)銷貿(mào)易（Counter Trade） 對(duì)銷貿(mào)易（對(duì)銷貿(mào)易（Counter Trade）：）： 是指在互惠的前提下，由兩個(gè)或兩個(gè)以上的貿(mào)易方達(dá)成協(xié)是指在互惠的前提下，由兩個(gè)或兩個(gè)以上的貿(mào)易方達(dá)成協(xié)議，規(guī)定一方的進(jìn)口產(chǎn)品可以部分或全部以相對(duì)的出口產(chǎn)議，規(guī)定一方的進(jìn)口產(chǎn)品可以部分或全部以相對(duì)的出口產(chǎn)品來(lái)支付。品來(lái)支付。 對(duì)銷貿(mào)易不同于單方面的進(jìn)口或出口，實(shí)質(zhì)上是將進(jìn)口將進(jìn)口和出口結(jié)合和出口結(jié)合起來(lái)的貿(mào)易方式。體現(xiàn)了互惠的特點(diǎn)。 對(duì)銷貿(mào)易的主要形式： 易貨貿(mào)易 Barter Trade 互購(gòu) Mutual Purchase 補(bǔ)償貿(mào)易（產(chǎn)品回購(gòu)）Compensation Trad

13、e 6.What is Win-Win Negotiation?(P.56)Generally speaking, a win-win negotiation is an approach intended to reach a outcome that all the negotiating parties can profit from it in one way or the other.If the buyer and the seller both are interested in reaching an agreement in which they take away some

14、thing positive from the deal, this is called a win-win situation.2. Professional Skills in Business Negotiation Please focus on:2.1 Links of International Business Negotiation 2.2 Incoterms 20102.3 Payment of International Business2.4 Contract of International Business2.2.1 Links of International Bu

15、siness Negotiation Generally speaking, to reach an agreement in the international business negotiation needs going through five links : Enquiry （詢盤） Offer （發(fā)盤，發(fā)價(jià)） Counter-Offer （還盤，還價(jià)） Acceptance （接受） Conclusion of a Contract （合同的簽訂） Of course, it is not necessary to have all the five links taken fo

16、r every transaction. Sometimes, only offer and acceptance will do. It is stipulated in the laws of some countries that only offer and acceptance are the two required factors, failure of which will make no contract. Two Important Links for Signing a Contract 發(fā)盤與接受發(fā)盤與接受 （法律上稱為要約與承諾）（法律上稱為要約與承諾） offer

17、甲方甲方 乙方乙方 acceptanceThere are two kinds of offer: offer with engagement (firm offer 實(shí)盤實(shí)盤) offer without engagement (non-firm offer 虛盤虛盤) cf. p.772.2.2 Incoterms2.2.2 Incoterms20102010 What is Incoterms? The word “INCOTERMS” is short for International Rules for the Interpretation of Trade Terms. The

18、latest version is INCOTERMS 2010, which became effective on Jan. 1, 2011. Previous versions, including INCOTERMS 2000, are now outdated2.2.3 Incoterms2.2.3 Incoterms20102010 中文一覽中文一覽1) 1) 適用于任何單一運(yùn)輸方式或適用于任何單一運(yùn)輸方式或多種運(yùn)輸方式的術(shù)語(yǔ)多種運(yùn)輸方式的術(shù)語(yǔ)EXWEXW工廠交貨工廠交貨FCAFCA貨交承運(yùn)人貨交承運(yùn)人CPTCPT運(yùn)費(fèi)付至運(yùn)費(fèi)付至CIPCIP運(yùn)費(fèi)、保險(xiǎn)費(fèi)付至運(yùn)費(fèi)、保險(xiǎn)費(fèi)付至DATD

19、AT運(yùn)輸終點(diǎn)交貨運(yùn)輸終點(diǎn)交貨DAPDAP目的地交貨目的地交貨DDPDDP交稅后交貨交稅后交貨 2) 2) 適用于海適用于海上和內(nèi)陸水上運(yùn)輸上和內(nèi)陸水上運(yùn)輸?shù)男g(shù)語(yǔ)的術(shù)語(yǔ)FASFAS船邊交貨船邊交貨FOBFOB船上交貨船上交貨CFRCFR成本加運(yùn)費(fèi)成本加運(yùn)費(fèi)CIFCIF成本、保險(xiǎn)費(fèi)加運(yùn)費(fèi)成本、保險(xiǎn)費(fèi)加運(yùn)費(fèi)2.2.4 INCOTERMS 2010 Rules for Sea and Inland Waterway Transport Free Alongside Ship (FAS) (insert named port of shipment) - Vessel 船邊交貨船邊交貨 Free On

20、Board (FOB) (insert named port of shipment) - Vessel 船上交貨船上交貨 Cost & Freight (CFR) (insert named port of destination) - Ocean or River port 成本加運(yùn)費(fèi)成本加運(yùn)費(fèi) Cost, Insurance & Freight (CIF) (insert named port of destination) - Ocean or River port 成本、保險(xiǎn)費(fèi)加運(yùn)費(fèi)成本、保險(xiǎn)費(fèi)加運(yùn)費(fèi) 2.2.5裝運(yùn)港交貨的三種常見(jiàn)貿(mào)易術(shù)語(yǔ)裝運(yùn)港交貨的三種常見(jiàn)貿(mào)易術(shù)語(yǔ)

21、1） FOB：FREE ON BOARD裝運(yùn)港船上交貨（指定裝運(yùn)港）適用范圍海運(yùn)和內(nèi)河運(yùn)輸價(jià)格主要構(gòu)成出口商品成本2） CFR:Cost and Freight成本加運(yùn)費(fèi)（指定目的港）適用范圍海運(yùn)和內(nèi)河運(yùn)輸價(jià)格主要構(gòu)成出口商品成本+主運(yùn)費(fèi)3） CIFCost,Insurance and Freight成本、保險(xiǎn)加運(yùn)費(fèi)（指定目的港）適用范圍海運(yùn)和內(nèi)河運(yùn)輸價(jià)格主要構(gòu)成出口商品成本+主運(yùn)費(fèi)+保險(xiǎn)費(fèi)Summary貿(mào)易貿(mào)易術(shù)語(yǔ)術(shù)語(yǔ)交貨交貨地點(diǎn)地點(diǎn) 風(fēng)風(fēng) 險(xiǎn)險(xiǎn) 轉(zhuǎn)轉(zhuǎn)移移 界界 限限出口報(bào)關(guān)的出口報(bào)關(guān)的責(zé)任、費(fèi)用責(zé)任、費(fèi)用由誰(shuí)負(fù)擔(dān)由誰(shuí)負(fù)擔(dān)進(jìn)口報(bào)關(guān)的進(jìn)口報(bào)關(guān)的責(zé)任、費(fèi)用責(zé)任、費(fèi)用由誰(shuí)負(fù)擔(dān)由誰(shuí)負(fù)擔(dān)適用適用運(yùn)輸運(yùn)

22、輸方式方式FOB裝運(yùn)港裝運(yùn)港貨物貨物裝上船裝上船賣方賣方買方買方 水上水上運(yùn)輸運(yùn)輸CFR裝運(yùn)港裝運(yùn)港貨物貨物裝上船裝上船賣方賣方買方買方 水上水上運(yùn)輸運(yùn)輸CIF裝運(yùn)港裝運(yùn)港貨物貨物裝上船裝上船賣方賣方買方買方 水上水上運(yùn)輸運(yùn)輸FCA出口國(guó)內(nèi)出口國(guó)內(nèi)地、港口地、港口承運(yùn)人處置貨物后承運(yùn)人處置貨物后賣方賣方買方買方 任何任何方式方式CPT出口國(guó)內(nèi)出口國(guó)內(nèi)地、港口地、港口承運(yùn)人處置貨物后承運(yùn)人處置貨物后賣方賣方買方買方 任何任何方式方式CIP出口國(guó)內(nèi)出口國(guó)內(nèi)地、港口地、港口承運(yùn)人處置貨物后承運(yùn)人處置貨物后賣方賣方買方買方 任何任何方式方式CIF is a Typical Symbolic Deliv

23、ery About Symbolic Delivery 象征性交貨指賣方只要按期在約定地點(diǎn)完成裝運(yùn)，并向買方提交合同規(guī)定的、包括貨物所有權(quán)憑證在內(nèi)的有關(guān)單據(jù)，就算完成交貨義務(wù)，而無(wú)須保證到貨。 CIF is a typical symbolic delivery: the seller delivered the goods against document, and the buyer paid against document. CIF是一種典型的象征性交貨 ：賣方憑單交貨，買方憑單付款。2.2.6 How to choose Price Terms? Basic Knowledge of

24、 a Professional Negotiator FOB CFR CIF FCA CPT CIP EXW FAS When we were importer, we must choose what kind of price terms? Why? When Import: We had better to choose FOB When we were exporter, we should try our best to choose what kind of price terms? Why? When Export: We had better to choose CIF2.3

25、Payment of International Business 國(guó)際貿(mào)易支付國(guó)際貿(mào)易支付Instruments of payment included Bill of Exchange (B/E or draft), Promissory Note and Cheque (or Check).國(guó)際貿(mào)易支付工具包括匯票、本票和支票。國(guó)際貿(mào)易支付工具包括匯票、本票和支票。 Modes of payment included Remittance (M/T, T/T,D/D), Collection (D/P, D/A) and Letter of Credit (L/C).國(guó)際貿(mào)易支付方式包括

26、國(guó)際貿(mào)易支付方式包括匯付匯付（含：信匯、電匯和票匯（含：信匯、電匯和票匯) )、托收、托收（含（含D/PD/P和和D/AD/A）、信用證）、信用證(L/C)(L/C)等。等。Remittance & Collection belongs to Commercial CreditLetter of Credit belongs to Bankers Credit Remittance 稱為稱為順匯順匯（Favorable Exchange) Collection and L/C 稱為稱為逆匯逆匯(Adverse Exchange） Why?Difference between Favor

27、able Exchange and Adverse Exchange Favorable Exchange (順匯順匯) Remittance (M/T T/T D/D) Buyer Seller Capital Adverse Exchange (逆匯逆匯) Collection (D/P D/A) & Letter of Credit (L/C) Buyer Seller Capital2.3.1 Instruments of Payment ( (支付工具支付工具) )支付工具簡(jiǎn)介貨款的收付直接影響到進(jìn)出口雙方的資金融通和周轉(zhuǎn)，關(guān)系到雙方的利益和得失。因此支付條件相當(dāng)重要。貨款的

28、結(jié)算涉及到支付工具、付款時(shí)間、地點(diǎn)及支付方式等問(wèn)題。支付工具主要有：匯票，本票和支票，其中匯票最為常見(jiàn)。Instrument of Payment 匯票、本票和支票匯票、本票和支票1.1 匯票（匯票（Bill of Exchange, B/E; Draft） 一個(gè)人向另一個(gè)人簽發(fā)的，要求見(jiàn)票時(shí)或在將來(lái)的固定時(shí)間或可以確定的時(shí)間，對(duì)某人或其指定的人或持票人支付一定金額的無(wú)條件的書面支付命令。1.2 本票（本票（Promissory Note） 一個(gè)人向另一個(gè)人簽發(fā)的，保證于見(jiàn)票時(shí)或定期或在可以確定的將來(lái)的時(shí)間，對(duì)某人或其指定的人或持票人支付一定金額的無(wú)條件的書面承諾。1.3 支票支票（ Chec

29、k or Cheque ） 以銀行為付款人的即期匯票，即存款人對(duì)銀行的無(wú)條件支付一定金額的委托或命令。出票人在支票上簽發(fā)一定的金額，要求受票的銀行于見(jiàn)票時(shí)立即支付一定金額給特定人或持票人。2.3.2 Modes of Payment 支付方式支付方式（p.96）2.1 Remittance 匯付匯付 M/T T/T D/D2.2 Collection 托收托收 D/P D/A2.3 Letter of Credit, L /C 信用證信用證Q: Whats Difference between the Instruments of Payment and the Modes of Paymen

30、t? 2.4.Contract of International Business2.4.1 Quantity of Commodity 商品的重量商品的重量2.4.2 Cargo Transportation and Marine Losses 貨物運(yùn)輸和海上損失貨物運(yùn)輸和海上損失2.4.3 What is Business Contract?合同的概念合同的概念2.4.4 Force Majeure 不可抗力不可抗力2.4.5 Arbitration 仲裁仲裁2.4.1 Quantity of Commodity數(shù)量的計(jì)算數(shù)量的計(jì)算常見(jiàn)度量衡制度常見(jiàn)度量衡制度公制、英制、美制、國(guó)際單位制(

31、SI) 計(jì)量單位計(jì)量單位Attention: There are various “tons” weighing differently in different systems:Long ton/English ton (2,240 Lb.) (Lb. Libra 磅磅 重量單位重量單位)Short ton/American ton (2,000 Lb.)Metric ton/French ton (about 2,204 Lb.)(weight/number/ length /area /volume /capacity)Unit of Measurement 計(jì)量單位計(jì)量單位（1 1）W

32、eight 重量重量公斤（公斤（KGKG）、公噸（）、公噸（M/TM/T）、磅（）、磅（POUNDPOUND）（）（礦砂、鋼鐵、大米、油）（2 2）Number 個(gè)數(shù)個(gè)數(shù) 只（只（PIECEPIECE）、雙（）、雙（PAIRPAIR）、套（）、套（SETSET）打（）打（DOZENDOZEN）、卷）、卷（REAMREAM）、袋（）、袋（BAGBAG）（）（服裝、打火機(jī)、眼鏡、水彩筆、鞋子等）（3 3）Length 長(zhǎng)度長(zhǎng)度 米（米（METERMETER）、英尺（）、英尺（FOOTFOOT）、碼（）、碼（YARDYARD）（綢緞、布疋等）（4 4）Area 面積面積 平方米（平方米（M2 ）（）

33、（皮革、玻璃板、地毯等）（5 5）Volume 體積體積 立方米（立方米（CBMCBM）、立方英尺）、立方英尺（CUBIC FOOT）（木材、天然氣、化學(xué)氣體）（6 6）Capacity 容積容積 升（升（LITERLITER）、加侖（）、加侖（GALLONGALLON）（液體貨物）The Calculation of the Weight 計(jì)算重量的方法計(jì)算重量的方法1) Gross Weight, GW（毛重） p.112-1132) Net Weight, NW（凈重） NW=GW-TareQuantity Clause 數(shù)量條款數(shù)量條款More or Less Clause （溢短裝條

34、款） For Example:1) 1000M/T, with 2% more or less at sellers option. 1000 1000公噸，公噸，2%2%溢短裝溢短裝, ,由賣方?jīng)Q定。由賣方?jīng)Q定。2) Quantity：1000 metric tons with 2% more or less at sellers option, such excess or deficiency to be settled at contracted price. 數(shù)量：一千公噸溢短裝數(shù)量：一千公噸溢短裝2%；選擇權(quán)由賣方?jīng)Q定；超過(guò)或不足部分按合同；選擇權(quán)由賣方?jīng)Q定；超過(guò)或不足部分按合同計(jì)

35、價(jià)計(jì)價(jià)2.4.2 Cargo Transportation 國(guó)際貨物運(yùn)輸?shù)姆绞絿?guó)際貨物運(yùn)輸?shù)姆绞?內(nèi)河水上運(yùn)輸內(nèi)河水上運(yùn)輸 水上運(yùn)輸水上運(yùn)輸 沿海沿海 海洋運(yùn)輸海洋運(yùn)輸 近海近海 河海聯(lián)運(yùn)河海聯(lián)運(yùn) 遠(yuǎn)洋遠(yuǎn)洋 邊境運(yùn)輸邊境運(yùn)輸 公路運(yùn)輸公路運(yùn)輸 省間調(diào)劑運(yùn)輸省間調(diào)劑運(yùn)輸 集裝箱運(yùn)輸集裝箱運(yùn)輸運(yùn)輸方式運(yùn)輸方式 陸上運(yùn)輸陸上運(yùn)輸 港站場(chǎng)集散運(yùn)輸港站場(chǎng)集散運(yùn)輸 多式聯(lián)合運(yùn)輸多式聯(lián)合運(yùn)輸 國(guó)際鐵路聯(lián)運(yùn)國(guó)際鐵路聯(lián)運(yùn) 大陸橋運(yùn)輸大陸橋運(yùn)輸 鐵路運(yùn)輸鐵路運(yùn)輸 “OCP”運(yùn)輸運(yùn)輸 國(guó)內(nèi)及港澳鐵路運(yùn)輸國(guó)內(nèi)及港澳鐵路運(yùn)輸 航空運(yùn)輸航空運(yùn)輸 管道運(yùn)輸管道運(yùn)輸 郵政運(yùn)輸郵政運(yùn)輸2.4.2 Marine Losses 海

36、運(yùn)貨物損失海運(yùn)貨物損失損失損失LOSS全部損失全部損失Total Loss部分損失部分損失Partial Loss共同海損共同海損General Average實(shí)際全損實(shí)際全損Actual Total Loss推定全損推定全損Constructive Total Loss 單獨(dú)海損單獨(dú)海損Particular Average風(fēng)險(xiǎn)海上風(fēng)險(xiǎn)險(xiǎn)外來(lái)風(fēng)險(xiǎn)自然災(zāi)害害意外事故一般外來(lái)特殊外來(lái)部分損失全部損失單獨(dú)海損損共同海損損實(shí)際全損損推定全損損F P AW P AALL RISKSSummary of China Insurance Clauses 中國(guó)海運(yùn)貨物保險(xiǎn)條款概覽中國(guó)海運(yùn)貨物保險(xiǎn)條款概覽 基本

37、險(xiǎn)基本險(xiǎn)附加險(xiǎn)附加險(xiǎn)平安險(xiǎn)平安險(xiǎn) FPA水漬險(xiǎn)水漬險(xiǎn) WPA一切險(xiǎn)一切險(xiǎn) All Risks一般附加險(xiǎn)一般附加險(xiǎn) General Additional Risk特殊附加險(xiǎn)特殊附加險(xiǎn)Special Additional RiskAll Risks = FPA + WPA + General Additional Risks Scope of insurance responsibilities: AR WPA FPA偷竊、提貨不著險(xiǎn)；淡水雨淋險(xiǎn)；偷竊、提貨不著險(xiǎn)；淡水雨淋險(xiǎn)；短量險(xiǎn)；混雜玷污險(xiǎn)；滲漏險(xiǎn)；短量險(xiǎn)；混雜玷污險(xiǎn)；滲漏險(xiǎn)；碰損、破碎險(xiǎn)；串味險(xiǎn)；受潮受碰損、破碎險(xiǎn)；串味險(xiǎn)；受潮受熱險(xiǎn)；鉤損

38、險(xiǎn)；包裝破裂險(xiǎn)；銹熱險(xiǎn)；鉤損險(xiǎn)；包裝破裂險(xiǎn)；銹損險(xiǎn)損險(xiǎn)戰(zhàn)爭(zhēng)險(xiǎn)；罷工、暴亂、民變戰(zhàn)爭(zhēng)險(xiǎn)；罷工、暴亂、民變險(xiǎn)；艙面險(xiǎn)；進(jìn)口關(guān)稅險(xiǎn)；險(xiǎn)；艙面險(xiǎn)；進(jìn)口關(guān)稅險(xiǎn)；拒收險(xiǎn)；黃曲霉素險(xiǎn)；交貨拒收險(xiǎn)；黃曲霉素險(xiǎn)；交貨不到險(xiǎn)；碼頭檢驗(yàn)險(xiǎn)；賣方不到險(xiǎn)；碼頭檢驗(yàn)險(xiǎn)；賣方利益險(xiǎn)；利益險(xiǎn)；(貨物出口到香港或貨物出口到香港或澳門存?zhèn)}澳門存?zhèn)})火險(xiǎn)責(zé)任擴(kuò)展條款；火險(xiǎn)責(zé)任擴(kuò)展條款；海關(guān)檢驗(yàn)險(xiǎn)海關(guān)檢驗(yàn)險(xiǎn)2.4.3 What is Business Contract? 合同的概念 中華人民共和國(guó)合同法中華人民共和國(guó)合同法第二條規(guī)定：“合同是平等主體的自然人、法人、其他組織之間設(shè)立、變更、終止民事權(quán)利義務(wù)關(guān)系的協(xié)議”。 A cont

39、ract is an agreement that creates an obligation that is a binding, legally enforceable agreement between seller and buyer in international trade. 合同是國(guó)際貿(mào)易中對(duì)買賣雙方的責(zé)任義務(wù)具有約束力、法律強(qiáng)制力的協(xié)議書。（See “Business Contract ” P.139） Basic Principles of Contract NegotiationTaking Economic Interests for the Purpose, Obta

40、ining Win-Win 以經(jīng)濟(jì)利益為目的，取得雙贏以經(jīng)濟(jì)利益為目的，取得雙贏Taking Price Negotiation as the Core, Considering other Interests into a whole Plan 以價(jià)格談判為核心，兼顧其他利益以價(jià)格談判為核心，兼顧其他利益Familiar with International Business Rules, Understanding the Opponents in Negotiation 熟悉國(guó)際商務(wù)規(guī)則熟悉國(guó)際商務(wù)規(guī)則,了解談判對(duì)手情況了解談判對(duì)手情況Focusing on the Rigor and Accuracy of the Contract Terms 注注重合同條款的嚴(yán)密性與準(zhǔn)確性重合同條款的嚴(yán)密性與準(zhǔn)確性基基本本原原則則Signing of a Contract 合同的訂立合同的訂立Procedure of Signing a Contract 合同訂立的過(guò)程合同