2026年5月22日星期五下午，参加中国国际经济贸易仲裁委员会华南分会的实务研讨会活动，站在台上分享的嘉宾都是业界高手（台下提问的参与者中也是高手如云），我也做了不少笔记，收获满满，其中有三项内容印象最深：

其一是马Par在与观众们交流国际仲裁中事实证人的选择及其交叉盘问问题的过程中，说明交叉盘问的目的在于破与立的结合（同时完成），破是打破证人在仲裁员心中的可信度，立是用己方设计的问题和证据，让仲裁庭了解己方对案件事实的理解，两者需统一。

具体这么破呢？既然对方证人过来坐在证人席上给仲裁员们讲故事，那么我方律师就不能让仲裁的裁判者最终信他，破除这个证人在仲裁员心中的可信度（credibility），让他变得不可信。

交叉盘问工作的另一半“立”具体该怎么立呢？律师利用交叉盘问过程中向证人提问沟通的机会，用我方提前设计好所有的问题（问什么？不问什么？先问什么？后问什么？结合哪个证据让仲裁庭在交叉盘问的过程中重点看某项证据），构建出我方版本的“事实”。

关于交叉盘问的底层逻辑，马Par提供了一个非常精辟的总结——以提问题的方式来讲故事，换言之，通过提出问题来“编织事实”呈现给仲裁庭，让证人确认对案件事实的感知。虽然回答问题、陈述事实的人是证人席上的证人，但是“编织事实”的人其实是我方律师（It is the cross examiner/counselor who is testifying）。律师提出的所有问题实际上是一个陈述（statement），而不是真的在“问”证人，律师是在向仲裁员讲我方版本故事，将这些证人的证言串联起来，去说服仲裁员，让仲裁员去内心确信（confirm）我方对案件事实的理解，整个事实的模样。

在大量的国际仲裁实践中会适用一部“软法”，叫《国际律师协会国际仲裁取证规则》（IBA Rules on the Taking of Evidence in International Arbitration），在该规则中，证人的书面证言可以作为主要证据（evidence in chief），一方出具证词后，对方会去盘问（cross-examination），然后这一方会再挑战（challenge），去核实（verify）证人书面证词的可信度（credibility），在己方证人被对方律师盘问一轮之后，在程序上，我方律师有一个机会可以再次向证人提出问题（re-examination）。

其二是马Par还讲了一个在国际仲裁圈公开的秘密：几乎没有哪个证人的书面证言是自己写的。

别惊讶，这事太正常了。基本都是律师（legal counsel）代笔，证人只负责最后签字确认。仲裁庭也心知肚明，人家根本不关心这篇“作文”是谁执笔写的，他们只关心一个灵魂拷问：

“Do you confirm that you are telling the truth, the whole truth, nothing but the truth?”

（你是否确认你所说的都是事实，全部事实，除了事实别无其他？）

只要证人斩钉截铁地说一句“I confirm”（我确认），这事就算翻篇了。谁写的？不重要。

说到这句英文，可能有人觉得它像个神秘魔法咒语。国际商事仲裁开庭前，证人都得对着一张纸念一遍这个誓词。这背后其实是不同的法律传统在作祟。

为什么西方人这么吃“讲故事 + 宣誓”这一套？因为人家有宗教传统啊！开庭的时候，有的手按圣经，有的手按古兰经，仪式感拉满。

马Par还开玩笑说自己早年开庭的时候，在中国咱们应该搁一本毛主席语录，让证人说“我向毛主席保证我说的都是真的”。可惜咱们没这层宗教文化，最后也只能干巴巴地念一遍那个英文咒语。

还有个有意思的点：国际商事仲裁里的“再盘问”（re-examination）程序，其实很少有人用。

为啥？因为几乎没有哪个证人是“裸奔”上庭的，都是经过提前“彩排”的。话不能说太绝对，但99%的证人在开庭前都经过了充分的准备（preparation）。要是哪个律师敢让自己的当事人只写了个书面证言就直接去接受交叉盘问，那绝对是严重的职业失职（malpractice），工作没有做到位。

笔者补充说明一点，国际仲裁制度起源于英国，不仅在宗教文化上，而且证据制度上，与我国国内也存在着巨大的差别。

在国内（包括涉外）民商事诉讼和仲裁过程当中，什么情况下律师会申请证人出庭？一般情况下是其他证据不足。现在我国的民商事诉讼和仲裁一般还是靠传统的物证、书证和电子证据来打赢官司，但是如果这些证据都不够，这时候才把案件事实的亲身经历者，也就是证人，请到法庭上来，让证人在裁判者面前陈述案件事实，与证据链条当中的其他环节相印证，也有可能解决问题。换言之，在我们国内的司法实践当中，出现需要使用证人证言作为证据最多的情况就是其他证据不足，是不得已而用之。所以，我们PRC律师一般不会把证人当作首要选择，而是将物证、书证等其他形式的证据作为首选，也不会把证人当成主要依靠，更不会把证人证言当作关键证据（仅仅将证人证言当做补强证据）。

其三是在提问互动环节，胡Par在回答关于国际商事仲裁中如何仲裁员选择的问题时，说到自己在选择仲裁员时，特别看重仲裁员的法律分析能力，以及面对这个国际商事仲裁员面对比自己声望和资历高很多的国际商事仲裁员的时候，所体现出来的智识上的平等（Intellectual equality），在专业理性、判断力、分析能力、学识和智慧上与其他资深专家处于同一水平。哪怕这位没那么资深的仲裁员以前没有那么大量的国际商事仲裁经验，他在面对国际上资深的外籍仲裁员时不会发怵，不会有不自信的状态，该提出并坚持自己观点的时候就提出并坚持，该表达异议的时候就与外籍“资深大牌”仲裁员“分庭抗礼”。

附：笔者在工作中常用的法律适用和争议解决条款

第十九条 准据法

19.1 法律适用选择：本合同的订立、效力、解释、履行、违约、变更、终止及因本合同产生的或与本合同相关的一切非合同性（包括但不限于：侵权、缔约过失、无因管理、不当得利）权利义务，均应适用中华人民共和国大陆地区的法律（包括但不限于：宪法、法律、立法解释、司法解释、行政法规、地方性法规、自治条例和单行条例、部门规章和地方政府规章）（以下简称“中国法律”），明确排除香港特别行政区、澳门特别行政区及台湾地区的法律。本法律选择是直接且排他性的，任何国际私法制度或冲突法规范、原则、规则（包括其可能指引适用另一法域法律的情况）均被明确排除。

19.2 争议解决的法律适用：本合同的订立、效力、解释、履行、违约、变更、终止及因本合同产生的或与之相关的一切非合同性（包括但不限于：侵权、缔约过失、无因管理、不当得利）的任何争议，各方协商不成，提交仲裁时，仲裁庭应适用中国法律作为解决争议的实体法。缔约各方明确同意，仲裁程序（包括但不限于：仲裁协议的效力、仲裁申请和受理、仲裁庭的组成、仲裁开庭、审理和裁决）应适用仲裁地的法律（中国法律），但本合同关于仲裁规则的约定应优先适用。

19.3 法律变化处理：缔约各方确认，其在本合同项下的权利和义务应基于本合同签署之日已生效的中国法律进行确定和解释。若在本合同履行期间，中国法律发生变化（包括但不限于：颁布新的立法、新增、修订、补充或废止现行有效的法律），且该等变更被认定为具有强制性的溯及既往的效力并导致任何条款变为非法、无效、被撤销或不可履行，各方应立即协商善意修改该条款以尽可能实现原有的合同目的。此协商修改不影响各方继续履行本合同其他未受影响的条款。若各方无法在合理期限内协商达成一致，该等法律变化不影响本合同其他条款的有效性和可履行性。若该等法律变化不被认定为具有强制性的溯及既往的效力，不导致任何条款变为非法、无效、被撤销或不可履行，则各方应遵照适用变化前的中国法律履行。

19.4 合同解释：对本合同条款的解释应遵循中国法律规定的解释方法、规则和原则并应结合本合同的目的、诚实信用原则及国际商事活动中被广泛接受的惯例和习惯进行解释。各方明确同意，若对本合同条款的理解与解释产生歧义，排除不利解释规则，不采用不利于起草方的解释，而依据中国法律规定的解释方法、规则和和原则，采纳最符合合同目的和最具有商业合理性的解释。若中国法律对相关事项未明确规定，则应遵循有利于实现合同目的的原则及国际商事活动中被广泛接受的惯例和习惯进行解释。

Article 19  Governing Law

19.1 Choice of Law:The formation, validity, interpretation, performance, breach of contract, amendment, termination of this Contract, and all rights and obligations arising from or in connection with this Contract, including non-contractual (including but not limited to: tort, pre-contractual liability, negotiorum gestio, unjust enrichment) rights and obligations, shall be governed by the laws of Chinese Mainland (including but not limited to: the Constitution, laws, legislative interpretations, judicial interpretations, administrative regulations, local regulations, autonomous regulations, separate regulations, departmental rules and local government rules) (hereinafter referred to as the "Chinese Law"). The laws of the Hong Kong Special Administrative Region, the Macao Special Administrative Region, and the Taiwan region are expressly excluded. This choice of law is direct and exclusive. Any principles or rules of private international law or conflict of laws (including their potential to refer to the laws of another jurisdiction) are expressly excluded.

19.2 Law Applicable to Dispute Resolution:The formation, validity, interpretation, performance, breach of contract, amendment, and termination of this Contract, as well as any disputes arising from or in connection with this Contract, including non-contractual disputes (including but not limited to: tort, pre-contractual liability, negotiorum gestio, unjust enrichment), shall, if the Parties fail to resolve them through negotiation and submit them to arbitration, be governed by Chinese Law as the substantive law for resolving the disputes. The Parties expressly agree that the arbitration proceedings (including but not limited to: the validity of the arbitration agreement, the filing and acceptance of the arbitration application, the constitution of the arbitral tribunal, the conduct of arbitration hearings, and the making of awards) shall be governed by the law of the seat of arbitration (Chinese Law); however, the provisions of this Contract regarding the arbitration rules shall prevail to the extent applicable.

19.3 Handling of Legal Changes:The Parties hereby confirm that their respective rights and obligations under this Contract shall be determined and interpreted based on the Chinese Law in effect as of the date of signing this Contract. If during the performance of this Contract, any changes occur to the Chinese Law (including but not limited to the enactment of new legislation, and the addition, revision, supplementation, or repeal of existing effective laws), and such changes are deemed to have mandatory retroactive effect and consequently cause any provision to become illegal, invalid, revoked, or unenforceable, the Parties shall promptly negotiate in good faith to amend such provision to preserve the original intent of the Parties to the greatest extent possible. Such negotiation and amendment shall not affect the Parties' continued performance of the other unaffected terms of this Contract. If the Parties fail to reach an agreement through negotiation within a reasonable period, such legal changes shall not affect the validity and enforceability of the other provisions of this Contract. If such legal changes are not deemed to have mandatory retroactive effect and do not cause any provision to become illegal, invalid, revoked, or unenforceable, the Parties shall continue to perform this Contract in accordance with the Chinese Law as it existed prior to such changes.

19.4 Contract Interpretation: The interpretation of the provisions of this Contract shall be conducted in accordance with the interpretation methods, rules, and principles stipulated by Chinese Law, and shall also consider the purpose of this Contract, the principle of good faith, and the generally accepted usages and customs in international commercial practice. The Parties expressly agree that if any ambiguity arises regarding the understanding or interpretation of any provision of this Contract, the rule of contra proferentem shall be excluded, and an interpretation unfavorable to the drafting party shall not be adopted. Instead, based on the interpretation methods, rules, and principles stipulated by Chinese Law, the interpretation most consistent with the purpose of the Contract and most commercially reasonable shall prevail. If Chinese Law contains no specific provisions regarding a relevant matter, interpretation shall be conducted in accordance with the principle of giving effect to the purpose of the Contract and the generally accepted usages and customs in international commercial practice.

第二十条 争议解决

20.1 协商前置：甲、乙双方因履行本合同产生的争议，应友好协商解决；若协商不成，均有权提起商事仲裁。

20.2 仲裁范围：因本合同引起的或与本合同有关的任何争议，包括但不限于合同成立、效力、解释、履行、变更、解除、终止、违约责任认定、律师费支付、代理行为是否符合约定等，均属于本条款约定的仲裁范围。

20.3 仲裁机构：各方一致同意将上述争议提交深圳国际仲裁院按照申请仲裁时有效的深圳国际仲裁院仲裁规则进行仲裁。

20.4 仲裁协议独立性：本仲裁条款为独立条款，不受本合同效力影响。即使本合同被认定为无效、被撤销或终止，本仲裁条款仍然有效。

20.5 仲裁裁决终局效力：仲裁裁决是终局的，对各方均具有法律约束力。任何一方不得就同一争议向人民法院提起诉讼，除非法律另有规定（符合《中华人民共和国仲裁法》规定的撤销或不予执行仲裁裁决的情形）。

20.6 仲裁程序：

20.6.1 仲裁庭应由三名仲裁员组成，仲裁庭组成方式及仲裁员选任按照选定仲裁机构的仲裁规则执行；

20.6.2 仲裁地为深圳，仲裁语言为中文，开庭地为深圳；

20.6.3 仲裁过程中产生的仲裁费、律师费、差旅费等合理费用，由败诉方承担。

20.7 放弃司法管辖：双方确认本仲裁条款属于概括性、排他性、专属仲裁管辖条款，针对本合同项下争议，放弃向任何人民法院或其他仲裁机构提起诉讼或仲裁的权利，除非仲裁裁决被依法撤销或裁定不予执行。

Article 20  Dispute Resolution

20.1 Prerequisite of Consultation: Any dispute arising from the performance of this Contract between Party A and Party B shall be settled through friendly consultation. If the consultation fails, either party shall have the right to initiate commercial arbitration.

20.2 Scope of Arbitration: Any dispute arising from or in connection with this Contract, including but not limited to disputes concerning the formation, validity, interpretation, performance, modification, rescission, termination, determination of liability for breach of contract, payment of attorney's fees, and whether an agency act complies with the agreement, shall fall within the scope of arbitration as stipulated in this clause.

20.3 Arbitration Institution: The Parties hereby agree to submit the aforementioned disputes to the Shenzhen Court of International Arbitration (SCIA) for arbitration in accordance with the SCIA Arbitration Rules effective at the time of applying for arbitration.

20.4 Severability of Arbitration Agreement: This arbitration clause is an independent clause and shall not be affected by the validity of this Contract. This arbitration clause shall remain valid even if this Contract is deemed invalid, revoked, or terminated.

20.5 Finality of Arbitral Award: The arbitral award shall be final and binding upon all parties. No party shall bring a lawsuit before a People's Court regarding the same dispute, unless otherwise provided by law (such as circumstances meeting the statutory requirements for setting aside or non-enforcement of an arbitral award as stipulated in the Arbitration Law of the People's Republic of China).

20.6 Arbitration Procedure:

20.6.1 The arbitral tribunal shall be composed of three arbitrators, and the constitution of the arbitral tribunal and the appointment of arbitrators shall be conducted in accordance with the rules of the chosen arbitration institution.

20.6.2 The seat of arbitration shall be Shenzhen. The language of the arbitration shall be Chinese. The place of hearings shall be Shenzhen.

20.6.3 Reasonable costs incurred during the arbitration process, including but not limited to arbitration fees, attorney's fees, and travel expenses, shall be borne by the losing party.

20.7 Waiver of Judicial Jurisdiction: The parties confirm that this arbitration clause constitutes a comprehensive, exclusive, and sole arbitration jurisdiction clause. Regarding disputes under this Contract, the parties waive their right to initiate litigation before any People's Court or arbitration before any other arbitration institution, unless the arbitral award is set aside or its enforcement is refused by a court in accordance with the law.

刘悟然 深圳执业律师

手机号码：15986633068 

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工作语言：中文、英文