Unit5

BusinessNegotiation1/63【LearningObjectives】Afterfinishingthisunit,studentsshouldknowsomeusefulexpressionsusedinnegotiating.knowsometechniquesinnegotiation.knowhowtodraftacontract.2/63Warm-up

Workinpairs.Ifyouaregoingtotakeanegotiationtosellyourproducts,whatpreparationsshouldyoumake?Ticktheonesyouthinknecessary.()1.Prepareanagendaforthenegotiation.()2.Trytogettoknowmoreaboutthebuyer.()3.Obtainrelevantinformationonthetargetmarket.()4.Domarketresearch.

√√√√3/63()5.Gettoknowthebuyer’srealinterestintheproduct.()6.Makecounter-proposals.()7.Knowyourbottomlineoftheprice.()8.Knowonwhattermsyoucanmakesomeconcessions.√√√√4/63Listening&Speaking

Task1:ListentothedialogueanddecideifthefollowingstatementsareTrue(T)orFalse(F).

NewWordsandExpressionschinawaren.陶瓷器makeout開出；寫出considerateadj.考慮周到cataloguen.目錄；目錄冊respectn.方面 quotationn.報價takesthintoconsideration考慮某事物tobefrank坦白地說cometoterms妥協(xié)；和解exceptionallyadv.特殊地；例外地

5/63()1.Mr.BlankwantedtopurchasechinawarefromMs.Smith’scompany.()2.Ms.SmiththoughtthepriceofferedbyMr.Blankwasmuchhigherthanthatoftheothersuppliers.()3.Ms.Smithwantedtomakethedealata10%discount.()4.Mr.Blackgavea5%discounttoMs.Smith.()5.Finally,theymadethedealat8%discount.()6.Innegotiation,sometimesbothpartiesneedtomakesomeconcessionstomakethedealpossible.TFFFTT6/63Task2:Listentothefollowingdialogueandcompleteitwiththemissinginformation.NewWordsandExpressions

getdowntosth開始；著手termsofpayment付款方式L/C(letterofcredit)信用證exchangerate匯率；兌換率unstableadj.不穩(wěn)；不牢靠promptadj.及時；按時D/P(documentagainstpayment)付款交單profitmargin利潤率exchangequota外匯限額insufficientadj.不足；不夠7/63Robert:Sincewehavereachedanagreement_________

_______________________oftheproducts,nowlet’sgetdowntotalkingaboutpayment,OK?Julie: Goodidea._____________________wouldyouprefer?Robert:Actually,anL/Cpaymentisourgeneralpractice.TheexchangerateiscurrentlyratherunstableandanL/Cprovides____________________

_________fromthebank.It’salsothegenerallyacceptedinternationalpractice.paymentontheprice,qualityandquantity

Whattermsofpaymentaguaranteeofprompt8/63Julie:That’sright.L/Csareverycommoninforeigntrade.ButthistimewesuggestD/Ppaymentforthefollowingreasons:Firstly,aD/Ppaymentcan________________________allowalargerprofitmarginforbothofus.Secondly,theorderisquitelargeandourexchangequotaisinsufficientatpresent.Finally,wehave_________________inseveralbanks.Youcantrustus!Robert:Thatsoundsreasonable.ButwestillpreferanL/Csinceit’sourgeneralpractice.Doyouthink_____________________?Julie: OK.MaybewecanstartwithanL/CandthentalkaboutD/Plateron.Robert:OK.Iagreewithyou.youcouldapplyforonereducethecostandinturn

agoodcreditrating

9/63SituationalDialogue

LiQiangisthesalesmanagerofanimportandexportcorporation.Mr.Wilson,thebossofacompany,wantstopurchasetheproductofLiQiang’scompany.Nowtheybegintonegotiateonprice.Firstyouarerequiredtomatcheachquestionwithitscorrespondinganswer,andthenmakeadialoguebyusingthequestionsandanswers.Afterfinishingthedialoguepracticeitwithyourpartner.10/631.Now,shallwegetdowntobusiness?2.Yourproductsareverygood.Butcouldyougivemesomediscounts?3.Howabout20%discount?Ifwemakesalesatthisprice,wewillorder500sets.4.I’msosorrytohearthat.Let’sbothmakesomeconcessions,say15%discountinsteadof20%.Isitpossible?5.Sincewehavereachedanagreementontheprice,howaboutcontinuingtotalkabouttermsofpayment?a.Wecangiveyoua10%discount.That’sthebestwecando.b.Definitely.Usually,weacceptpaymentbyirrevocableL/C.c.Wereallycan’tmakeanyprofitatthisprice.Butforthesakeofourlong-termcooperationinthefuture,Iagreewithyouforthatprice.d.Sure.I’dliketogettheballrollingbytalkingaboutprices.e.I’mafraidnot.ThepriceIamofferingyouisaslowasIcango.Wecan’tsetourpricebelowcost.11/63PassageListentothepassage,andthenfillintheblankswiththemissingwords.NewWordsandExpressionsdisputantn.爭論者；爭吵者interpersonaladj.人與人之間corporateadj.團體；企業(yè) disputen.爭論；爭吵acknowledgev.認可屬實conflictn.分歧；沖突influencen.影響力voluntarilyadv.自愿地breakoff終止；中止12/63Insimplestterms,negotiationisadiscussionbetweentwoormoredisputantswhoaretryingto_________________totheirproblem.Thisinterpersonalorinter-groupprocesscan______________________,aswellasatacorporateorinternationallevel.Negotiationstypicallytakeplacebecausethepartieswishto___________________thateithercoulddoonhisorherown,ortoresolveaproblemordisputebetweenthem.Thepartiesacknowledgethatthereis_____________________betweenthemandthinktheycanusesomeformofinfluencetogetabetterdeal,ratherthansimplytaking_____________________

_________givethem.Theyprefertosearchforagreementratherthanfightopenly,givein,orbreakoffcontact.workoutasolution

occuratapersonallevelcreatesomethingnewsomeconflictofinterest

whattheothersidewillvoluntarily13/63

LanguageFocus

Startinganegotiation1.I’dliketodiscusstheprice.2.Tostartwith,Ithinkweshouldestablishtheoverallprocedure.3.Firstly,mayIsuggestwestartbytakingalookattheagendaIsentyou?4.Iwonderwhetherwecouldtakethepricequestionfirst.Wereallyneedtoagreeaboutthatbeforeeverythingelse.5.Let’sgetdowntothematterofpriceandtermsofpayment.14/63BargainingIfyoucanreducethepriceby10%,we’llorder500tonsmore.2.Businessispossibleifyouincreasethepriceby10%.3.I’mafraidIcouldnotagreewithyouforsuchabigdiscount.4.Ourpricemayappearalittlehigher,butthequalityismuchbetterthanourcompetitors’.5.That’salittlemorethanwewereexpectingtopay.6.Ourpricesaresupposedtobemuchlowerthanothercompanies.15/637.Ourpricesarehighlycompetitivewhenyouconsiderthequalityoftheproduct.8.Wecan’tmakeanyfurtherdiscount.9.There’snoroomforanydiscountintheprice.10.We’vealreadycutourpricetocostlevel.Withthisprice,wewon’tmakeanyprofit.11.Inthelightofourlong-termcooperation,we’rehappytogiveyouthisdiscount.12.Ourpriceisinlinewiththeprevailingmarketpriceandthereisnoroomforreduction.16/63MakingconcessionsLet’smeeteachotherhalfway,say5%discountinsteadof10%.2.Let’scompromise.3.Wearealwayswillingtocooperatewithyouifyoumakesomeconcessions.4.Icangivepreferentialtermsonthatproblem.5.Wehaveanotherplan.6.Ifyouorderinlargelots,wecanreducethepricealittle.7.Let’sgofiftyfiftyonthedifference.8.Ifyouinsist,Iwillcomplywithyourrequest.17/63EasyTime

Enjoythefollowingsong.

HealtheWorld18/63Reading

Lead-in

Workingroups.Discussthefollowingquestionswithyourpartners.Tellyourexperienceofbargainingwhenbuyingclothes,shoes,books,etc.2.Doyouthinkhonestyisimportantinnegotiation?Why?3.Doyouknowsometechniquesinnegotiation?Namesomeofthem.19/63ReadingNegotiationTechniques20/63NewWordsandExpressionsmutual/?mju?t?u?l/adj.相互；彼此；共有caterto迎合；滿足outcome/?autk?m/n.結果；效果negotiator/n??g?u??e?t?/n.談判者；商議者breakdown

/?bre?kdaun/n.失?。黄屏?；瓦解visibly/?v?z?bl?/adv.看得見地；有形地invisibly/?n?v?z?bl?/adv.看不見地；無形地substance/?s?bst?ns/n.實質(zhì)部分；基本部分executive/?g?zekjut?v/n.經(jīng)理；董事lookupon…as把……看做

21/63scarce/ske?s/adj.缺乏；稀少；罕見accordingly/??k??d??l?/adv.對應；所以；于是equivalent

/??kw?v?l?nt/adj.相等；相當tactic/?t?kt?k/n.伎倆；策略customary/?k?st?m?r?/adj.習慣；通例converse/?k?nv??s/v.交談presumption/pr??z?mp?n/n.假定；假設；推測prolonged/pr??l??d/adj.連續(xù)很久；長時間interpret…as把……了解為confront/k?n?fr?nt/v.遭遇；面對

22/63comeintoplay主動活動；起作用signify/?s?gn?fa?/v.表示……意思；意味insistence/?n?s?st?ns/n.堅持；果斷要求castdoubton對……產(chǎn)生懷疑abandonment/??b?nd?nm?nt/n.遺棄；拋棄；舍棄

23/63Notes

1.Thediscussioncanendinconflictifthenegotiationprocessisnotsuccessful,butitcanalsoleadtoanagreementwhentheneedsofallpartiesarecateredtointheoutcome.假如談判過程不成功，協(xié)商可能會引發(fā)沖突，但當談判各方需要最終都得以滿足時也能達成協(xié)議。

catertosth/sb意思是“迎合；滿足”。Example:TVmustcatertomanydifferenttastes.

電視節(jié)目必須迎合各種人興趣。

24/632.Cultureoperatesbothvisiblyandinvisiblytoinfluencethesubstanceofnegotiationsandperformanceoftheeventualcontract.文化對談判實質(zhì)內(nèi)容及最終協(xié)議推行起著有形和無形作用。

25/633.MostEuropeanswillnotrealizethatsuchanactispartofthebargainingprocess.ItisthusadvisableforforeignexecutivestoadapttheirapproachtotheusualEuropeanpracticeaccordingly.大部分歐洲人不會意識到，這種緘默行為也是談判過程一部分。所以，外方經(jīng)理為符合歐洲通例而對自己談判方式進行對應調(diào)整做法是可取。

adaptto意思是“使適應；使適合”。Example:Hehasnotyetadaptedtotheclimate.他還沒適應這種氣候。

26/634.ItiscustomaryinnorthernEurope,inparticular,tomaintaineyecontactwiththepersonwithwhomoneisconversingornegotiating,basedonthepresumptionthatsomeonewhocanbelookedstraightintheeyecanbetrusted.在北歐，人們尤其習慣于和自己談話或談判那一方保持目光交流，他們認為能夠和你坦然對視人是能夠信賴。

27/635.InsomeEuropeantradesitisstillthecustomtoshakehandstosignifythatanagreementhasbeenachieved.Incertainsituationstheinsistenceonawrittenagreementmaycastdoubtonthehonestyoftheotherpartyandcouldevenresultintheabandonmentoftheagreementjustachieved.在一些歐洲國家生意場上，人們習慣經(jīng)過握手方式表示一份協(xié)議達成；而在一些情況下，堅持書面協(xié)議可能是對對方老實度質(zhì)疑，甚至可能造成對方放棄剛才達成協(xié)議后果。

28/63ExercisesChoosethebestanswerforeachofthefollowingquestions.Whichofthefollowingisnottrueaboutnegotiation?______Negotiationreferstodiscussionbetweentwopartieswithanaimtoreachanagreement.B.Negotiatingprocessmayresultindisagreementwhentheneedsofnegotiatingpartiesfailtobemetintheoutcome.C.Thediscussionbetweennegotiatingpartiescanalwaysendinsuccessasisplanned.D.Cultureoftenplaysapartintheinternationalnegotiatingprocess.C

29/632.Askillednegotiatorshouldhaveaknowledgeofforeignculturebecause______.A.Culturaldifferencescanbringaboutcommunicationbreakdown.B.Culturecaninfluencenotonlythecontentofnegotiationsbutalsotheactualperformingofthefinalcontract.C.Negotiatingwithinone’sowncultureissufficientlydifficult,butthedifficultiesincreasewhenitisheldinadifferentculture.D.BothAandD.D

30/633.Whichofthefollowingstatementsisnottrue,accordingtothepassage?______A.Longperiodsofsilenceisapartofbargainingprocess,asisthecaseallovertheworld.B.Anegotiatorshoulddecideonanappropriatenegotiatingapproachbasedonhisunderstandingofthecultureinwhichthenegotiationisconducted.C.TimeislookeduponasascarceresourceinmostEuropeancountries,soitisrarefornegotiatorstheretotaketimetodiscussanissue.D.Businessnegotiatorsshouldhaveaknowledgeoftheculturaldifferencestohelpdeveloptheirnegotiationtactics.A

31/634.Whatcan’tbeinferredfromthefourthparagraphofthepassage?______A.Though“makingeyecontact”withpeopleyou’retalkingwithistakenforgrantedinsomecountries,itmaybeinterpretedashostileinotherpartsoftheworld.B.InnorthernEurope,youwouldbethoughtofashonestifyoucanbelookedstraightintheeyewhiletalkingwithothers.C.Youdon’thavetotroubleyourselfwithsuchquestionsaswhethertomakeeyecontactwithyourpartnerornot,aslongasyouarehonestwithhim/her.D.Undoubtedlytherearesomepeoplewhodislikebeinglookedstraightintheeyeduringtheconversation,fortheymayfeeloffendedsomehow.C

32/63II.MatcheachwordinColumnAwithitscorrespondingexplanationinColumnB.ColumnA

ColumnB1.outcome2.visibly3.hurry4.insistence5.scarce6.presumption7.conflict8.tacticsanactofdemandingorsayingsthfirmlyb.muchlessthanisneededc.(ofopinions)opposition;differenced.inawaythatiseasilynoticeablee.meansofachievingsthf.effectorresultg.presumingsthtobetrueorthecaseh.dosthormovequickly33/63III.Fillintheblankswiththewordsorphrasesgivenbelow.Changetheformsifnecessary.converse catertoequivalentprolongedcomeintoplayadvisable signify confront

_________useofthedrugisknowntohaveharmfulside-effects.2.Personalfeelingsshouldnot____________whenonehastomakebusinessdecisions.3.Sheisdoingthe_________jobinthenewcompanybutformoremoney.Prolonged

comeintoplayequivalent

34/634.Sheissoshythat__________withhercanbequitedifficult.5.Thenumber30onaroadsign________thatthespeedlimitis30milesanhour.6.IthoughtIwouldremaincalm,butwhenIwas_________withtheTVcamera,Ibecameverynervous.7.Thenewspaper__________people’sloveofscandalhasbeenbannedfrompublication.8.Acertainamountofcautionis_________atthispoint.advisable

conversing

signifies

confronted

cateringto35/63IV.TranslatethefollowingsentencesintoEnglish.

1.格林先生，我們用戶以為，你們價格和其它供貨商提供價格相比總是偏高，他們希望你能給一些折扣。

Mr.Green,ourcustomershavetheimpressionthatyourpricesarealwaysmuchtoohigh,comparedwiththoseofothersuppliers.Theyhopeyoucangivesomediscounts.36/632.我們最多只能給你們5%折扣，不可能再低了。我們已經(jīng)降到成本價了。

Wecangiveyoua5%discountatmost.Thereisnoroomforreductionanymore.We’vealreadycutourpricetocostlevel.3.我們價格可能稍微高了一點，但我們產(chǎn)品質(zhì)量要遠遠優(yōu)于我們競爭對手。

Ourpricemayappearalittlehigher,butthequalityismuchbetterthanourcompetitors’.37/634.雙方都指責對方造成了談判破裂。(breakdown)

Bothpartiesblamedeachotherforthebreakdownofthenegotiation.

5.他對該計劃可行性表示懷疑。(castdoubton)

Hecastdoubtonthefeasibilityoftheplan.

38/63WritingContract協(xié)議又稱契約，是當事人或締約方依據(jù)所在國法律就各自責任、權利和義務達成協(xié)議。在中國它是指平等主體自然人、法人、其它組織之間設置、變更、終止民事權利和義務關系協(xié)議。因為協(xié)議是約定當事人權利義務正式文件，因而要求其語言準確，行文慎重，不能引發(fā)歧義，不然會造成無須要法律糾紛。39/63協(xié)議基本組成：1.Title（協(xié)議名稱）2.Preamble（前文）(1)DateofSigning（訂約日期）(2)SigningParties（訂約當事人）(3)EachParty’sAuthority（當事人正當依據(jù)）(4)PlaceofSigning（訂約地點）(5)RecitalsorWhereasClause（訂約緣由）3.Body（本文）(1)DefinitionClause（定義條款）(2)BasicConditions（基本條款）40/63(3)GeneralTermsandConditions（普通條款）Duration（協(xié)議使用期限）Termination（協(xié)議終止）ForceMajeure（不可抗力）Assignment（協(xié)議讓與）Arbitration（仲裁）GoverningLaw（適用法律）Jurisdiction（訴訟管轄）Notice（通知手續(xù)）“EntireAgreement”Clause（完整條款，即與包括現(xiàn)行契約條款關系）Amendment（協(xié)議修改）Others（其它）41/634.WitnessClause（結尾條款）(1)ConcludingSentence（結尾語，包括協(xié)議份數(shù)、使用文字和效力等）(2)Signature（署名）(3)Seal（印章）42/63SampleEnglishversion:SALESCONTRACTThiscontractismadeonthis__________dayof___________________between__________asSellerand__________asBuyer.Bothpartiesagreetothesaleandpurchaseof________underthefollowingtermsandconditions:1.Commodity:2.CountryofOrigin:3.Quantity:4.Brand:5.ContractPrice:FOB:6.Packing:43/63Chineseversion:

銷售協(xié)議本協(xié)議由__________為賣方和__________為買方于__________年__________月__________日訂立。雙方同意買賣__________，其條款以下：1.貨物名稱：2.原產(chǎn)地：3.數(shù)量：4.商標：5.協(xié)議價格：離岸價格：6.包裝：44/637.TermsofPayment:Byaconfirmed,irrevocable,divisible,transferable,andpartialshipmentnotallowed,letterofcreditwithoutrecourseinfavoroftheseller,L/Cshouldbeopenedwithin7bankingdaysbytheBuyerafterthecontractissigned.8.Shipment:Shipmentshallbeeffectedwithin45daysfromthedateoftheseller’sreceiptoftheBuyer’sLetterofCredit.IntheeventoftheBuyer’svesselfailingtoarriveforloading,thentheSellershallhavetheright,asstipulatedherein,toclaimdamages/lossesnotexceeding3%oftheL/CamountfromtheBuyer.TheBuyerinthisrespect,shallfurnishtheSellerwiththeBankGuarantee.45/637.付款條件：買方須于簽署協(xié)議后7個銀行工作日開出賣方為受益人、已保兌、不可撤消、可分割、可轉讓、不得分批裝運、無追索權信用證。8.裝船：從賣方收到買方信用證日期算起，45天給予裝船。若發(fā)生買方所訂船舶未按期抵達裝貨，按本協(xié)議要求，賣方有權向買方索賠殘損/耽擱費，按總金額3%計算為限。所以，買方需要向賣方提供銀行確保。46/639.PerformanceGuarantee:TheSellershallsenda3%depositorBank’sGuaranteetotheBuyerwithin14bankingdaysuponreceiptoftheLetterofCreditfromtheBuyer.IftheSellerfailstocarryoutthecontract,theperformanceguaranteewillbeforfeitedtotheBuyer.10.AccompanyingDocuments:TheSellershallprovidetheBuyerwith:(1)CompletesetofCleanBillsofLading.(2)SignedCommercialInvoiceinquadruplicate.(3)CertificateofCountryofOrigin.(4)PackingList.(5)Otheressentialdocumentsinrespectoftheexportof__________.47/639.推行確保：賣方收到買方信用證14個銀行工作日內(nèi)，向買方寄出3%確保金或銀行保函。若賣方不執(zhí)行協(xié)議，其確保金買方給予沒收。10.應付單據(jù)：賣方向買方提供：（1）全套清潔提貨單。（2）一式四份經(jīng)簽字商業(yè)發(fā)票。（3）原產(chǎn)地證實書。（4）裝箱單。（5）為出口__________所需其它主要單據(jù)。48/6311.ShipmentAdvice:TheSellershalltelextotheBuyeradvisingtheloadingconditionsatleast14daysbeforethefixedloadingtime.TheBuyerorthisagentshalladvisethevessel’sestimatedtimeofarrivalattheportofloading.12.OtherConditions:Inspectingofquality,quantityandweightcanbecarriedoutattheportofloading.Ifotherrelateddocumentsareneeded,theformalitiesandconsularchargesincurredshallbebornebytheBuyer.13.Lay-time:From13:00hoursthesameday,otherwisefrom08:00hoursnextday.49/6311.裝船通知：賣方在要求裝貨時間，最少14天前以電報方式將裝船條件通知買方。買方或其代理人將貨船預計抵達裝貨港時間通知賣方。12.其它條款：質(zhì)量、數(shù)量和重量檢驗可在裝貨港一次進行。若要求提供所需其它證件、其辦理手續(xù)費、領事簽證費應由買方負擔。13.裝運時間：當日13:00或次日8:00裝船。50/6314.LoadingRate:200MTperhatchperWWDSHEXUU.15.Demurrage/DelayCharges:__________U.S.$/dayfor5,000/6,000DWTVessel.16.ForceMajeure:IftheimplementationofcontractofeitherSideisinfluencedbytyphoons,earthquakeorothereventsconsideredbybothSidesasFORVEMAJEURE,thepostponementofimplementationshouldbeequaltotheeffectiveperiodofthesaidcauses.TheBuyers:__________Thesellers:__________Witness:__________Witness:__________Date:__________Date:__________51/6314.裝貨效率：每一個晴天工作日，除星期日、節(jié)假日外，每艙口進貨為200公噸。15.延期費/慢裝卸罰款：對于5,000/6,000載重噸級船來說，天天為__________美元。16.不可抗力：簽約雙方任何一方因為臺風、地震、或雙方同意不可抗力事故而影響協(xié)議執(zhí)行時，則延遲推行協(xié)議期限，應相當于出事故所影響時間。買方：__________賣方：__________證人：__________證人：__________日期：__________日期：__________52/63UsefulExpressions

慣用協(xié)議名稱contractofemployment雇用協(xié)議contractofengagement雇用協(xié)議contractofcarriage運輸協(xié)議contractofarbitration仲裁協(xié)議contractforgoods訂貨協(xié)議contractforpurchase采購協(xié)議contractforservice勞務協(xié)議contractforfuturedelivery期貨協(xié)議contractofsale銷售協(xié)議contractofinsurance保險協(xié)議leasecontract租賃協(xié)議53/63along-termcontract長久協(xié)議ashort-termcontract短期協(xié)議contract協(xié)議，訂立協(xié)議contractor訂約人，承包人tomakeacontract簽署協(xié)議tosignacontract簽協(xié)議todrawupacontract擬訂協(xié)議todraftacontract起草協(xié)議togetacontract得到協(xié)議協(xié)議慣用語54/63tolandacontract得到（擁有）協(xié)議originalsofthecontract協(xié)議正本copiesofthecontract協(xié)議副本awrittencontract書面協(xié)議tomakesomeconcessions做一些讓步

contractterms/clauses協(xié)議條款contractprovisions/stipulations協(xié)議要求contractperiod/term協(xié)議期限tobringacontractintoeffect使協(xié)議生效tocomeintoeffect生效55/63toceasetobeineffect/force失效tocarryoutacontract執(zhí)行協(xié)議toexecute/implement/fulfill/performacontract

執(zhí)行協(xié)議cancellationofcontract撤消協(xié)議breachofcontract違反協(xié)議tobreakthecontract毀約tocancelthecontract撤消協(xié)議totearupthecontract撕毀協(xié)議toapprovethecontract審批協(xié)議56/63toannulthecontract廢除協(xié)議toterminatethecontract解除協(xié)議toalterthecontract修改協(xié)議toabidebythecontract恪守協(xié)議tobele