Unit5

BusinessNegotiation所有教學資源，我們給；所有復雜操作，我們做；圖書附贈，永久免費，只為老師用書更方便課件教案微課掃碼題庫建課互評考試平臺

學習工具【LearningObjectives】Afterfinishingthisunit,studentsshouldknowsomeusefulexpressionsusedinnegotiating.knowsometechniquesinnegotiation.knowhowtodraftacontract.Warm-up

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

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

Task1:ListentothedialogueanddecideifthefollowingstatementsareTrue(T)orFalse(F).

NewWordsandExpressionschinawaren.

陶瓷器makeout開出；寫出considerateadj.

考慮周到的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

()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.TFFFTTTask2: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)的；不牢固的

promptadj.

及時的；準時的

D/P(documentagainstpayment)付款交單

profitmargin利潤率

exchangequota外匯限額

insufficientadj.

不足的；不夠的Robert:Sincewehavereachedanagreement_________

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

_________fromthebank.It’salsothegenerallyacceptedinternationalpractice.paymentontheprice,qualityandquantity

WhattermsofpaymentaguaranteeofpromptJulie: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

SituationalDialogue

LiQiangisthesalesmanagerofanimportandexportcorporation.Mr.Wilson,thebossofacompany,wantstopurchasetheproductofLiQiang’scompany.Nowtheybegintonegotiateonprice.Firstyouarerequiredtomatcheachquestionwithitscorrespondinganswer,andthenmakeadialoguebyusingthequestionsandanswers.Afterfinishingthedialoguepracticeitwithyourpartner.1.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.PassageListentothepassage,andthenfillintheblankswiththemissingwords.NewWordsandExpressionsdisputantn.

爭論者；爭執(zhí)者interpersonaladj.

人與人之間的corporateadj.

團體的；公司的 disputen.

爭論；爭吵acknowledgev.

承認屬實conflictn.

分歧；沖突influencen.

影響力voluntarilyadv.

自愿地breakoff終止；中斷Insimplestterms,negotiationisadiscussionbetweentwoormoredisputantswhoaretryingto_________________totheirproblem.Thisinterpersonalorinter-groupprocesscan______________________,aswellasatacorporateorinternationallevel.Negotiationstypicallytakeplacebecausethepartieswishto___________________thateithercoulddoonhisorherown,ortoresolveaproblemordisputebetweenthem.Thepartiesacknowledgethatthereis_____________________betweenthemandthinktheycanusesomeformofinfluencetogetabetterdeal,ratherthansimplytaking_____________________

_________givethem.Theyprefertosearchforagreementratherthanfightopenly,givein,orbreakoffcontact.workoutasolution

occuratapersonallevelcreatesomethingnewsomeconflictofinterest

whattheothersidewillvoluntarily

LanguageFocus

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

Enjoythefollowingsong.

HealtheWorldReading

Lead-in

Workingroups.Discussthefollowingquestionswithyourpartners.Tellyourexperienceofbargainingwhenbuyingclothes,shoes,books,etc.2.Doyouthinkhonestyisimportantinnegotiation?Why?3.Doyouknowsometechniquesinnegotiation?Namesomeofthem.ReadingNegotiationTechniquesNewWordsandExpressionsmutual/?mju?t?u?l/adj.

相互的；彼此的；共有的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.

失敗；破裂；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.

實質部分；基本部分executive/?g?zekjut?v/n.

經理；董事lookupon…as

把……看做

scarce/ske?s/adj.

缺乏的；稀少的；罕見的accordingly/??k??d??l?/adv.

相應的；因此；于是equivalent

/??kw?v?l?nt/adj.

相等的；相當?shù)膖actic/?t?kt?k/n.

手段；策略customary/?k?st?m?r?/adj.

習慣的；慣例的converse/?k?nv??s/v.

交談presumption/pr??z?mp?n/n.

假定；假設；推測prolonged/pr??l??d/adj.

持續(xù)很久的；長時間的interpret…as

把……理解為confront/k?n?fr?nt/v.

遭遇；面對

comeintoplay

積極活動；起作用signify/?s?gn?fa?/v.

表示……的意思；意味insistence/?n?s?st?ns/n.

堅持；堅決要求castdoubton

對……產生懷疑abandonment/??b?nd?nm?nt/n.

遺棄；拋棄；舍棄

Notes

1.Thediscussioncanendinconflictifthenegotiationprocessisnotsuccessful,butitcanalsoleadtoanagreementwhentheneedsofallpartiesarecateredtointheoutcome.

如果談判過程不成功，協(xié)商可能會引起沖突，但當談判各方的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)目必須迎合各種人的愛好。

2.Cultureoperatesbothvisiblyandinvisiblytoinfluencethesubstanceofnegotiationsandperformanceoftheeventualcontract.

文化對談判的實質內容及最終合同的履行起著有形和無形的作用。

3.MostEuropeanswillnotrealizethatsuchanactispartofthebargainingprocess.ItisthusadvisableforforeignexecutivestoadapttheirapproachtotheusualEuropeanpracticeaccordingly.

大部分歐洲人不會意識到，這種沉默的行為也是談判過程的一部分。因此，外方經理為符合歐洲慣例而對自己的談判方式進行相應調整的做法是可取的。

adaptto意思是“使適應；使適合”。

Example:Hehasnotyetadaptedtotheclimate.

他還沒適應這種氣候。

4.ItiscustomaryinnorthernEurope,inparticular,tomaintaineyecontactwiththepersonwithwhomoneisconversingornegotiating,basedonthepresumptionthatsomeonewhocanbelookedstraightintheeyecanbetrusted.

在北歐，人們尤其習慣于和自己談話或談判的那一方保持目光的交流，他們認為能夠和你坦然對視的人是可以信賴的。

5.InsomeEuropeantradesitisstillthecustomtoshakehandstosignifythatanagreementhasbeenachieved.Incertainsituationstheinsistenceonawrittenagreementmaycastdoubtonthehonestyoftheotherpartyandcouldevenresultintheabandonmentoftheagreementjustachieved.

在一些歐洲國家的生意場上，人們習慣通過握手的方式表示一份協(xié)議的達成；而在某些情況下，堅持書面協(xié)議可能是對對方誠實度的質疑，甚至可能導致對方放棄剛剛達成的協(xié)議的后果。

ExercisesChoosethebestanswerforeachofthefollowingquestions.Whichofthefollowingisnottrueaboutnegotiation?______Negotiationreferstodiscussionbetweentwopartieswithanaimtoreachanagreement.B.Negotiatingprocessmayresultindisagreementwhentheneedsofnegotiatingpartiesfailtobemetintheoutcome.C.Thediscussionbetweennegotiatingpartiescanalwaysendinsuccessasisplanned.D.Cultureoftenplaysapartintheinternationalnegotiatingprocess.C

2.Askillednegotiatorshouldhaveaknowledgeofforeignculturebecause______.A.Culturaldifferencescanbringaboutcommunicationbreakdown.B.Culturecaninfluencenotonlythecontentofnegotiationsbutalsotheactualperformingofthefinalcontract.C.Negotiatingwithinone’sowncultureissufficientlydifficult,butthedifficultiesincreasewhenitisheldinadifferentculture.D.BothAandD.D

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

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

II.MatcheachwordinColumnAwithitscorrespondingexplanationinColumnB.ColumnA

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

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

comeintoplayequivalent

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

conversing

signifies

confronted

cateringtoIV.TranslatethefollowingsentencesintoEnglish.

1.格林先生，我們的顧客覺得，你們的價格和其他供貨商提供的價格相比總是偏高，他們希望你能給一些折扣。

Mr.Green,ourcustomershavetheimpressionthatyourpricesarealwaysmuchtoohigh,comparedwiththoseofothersuppliers.Theyhopeyoucangivesomediscounts.2.我們最多只能給你們5%的折扣，不可能再低了。我們已經降到成本價了。

Wecangiveyoua5%discountatmost.Thereisnoroomforreductionanymore.We’vealreadycutourpricetocostlevel.3.我們的價格可能稍微高了一點，但我們產品的質量要遠遠優(yōu)于我們的競爭對手。

Ourpricemayappearalittlehigher,butthequalityismuchbetterthanourcompetitors’.4.雙方都指責對方導致了談判的破裂。(breakdown)

Bothpartiesblamedeachotherforthebreakdownofthenegotiation.

5.他對該計劃的可行性表示懷疑。(castdoubton)

Hecastdoubtonthefeasibilityoftheplan.

WritingContract

合同又稱契約，是當事人或締約方根據所在國的法律就各自的責任、權利和義務達成的協(xié)議。在中國它是指平等主體的自然人、法人、其他組織之間設立、變更、終止民事權利和義務關系的協(xié)議。由于合同是約定當事人權利義務的正式文件，因而要求其語言準確，行文謹慎，不能引起歧義，否則會造成不必要的法律糾紛。合同的基本構成：1.Title（合同名稱）2.Preamble（前文）

(1)DateofSigning（訂約日期）

(2)SigningParties（訂約當事人）

(3)EachParty’sAuthority（當事人的合法依據）

(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）(3)GeneralTermsandConditions（一般條款）

Duration（合同有效期限）

Termination（合同的終止）

ForceMajeure（不可抗力）

Assignment（合同的讓與）

Arbitration（仲裁）

GoverningLaw（適用的法律）

Jurisdiction（訴訟管轄）

Notice（通知手續(xù)）“EntireAgreement”Clause（完整條款，即與涉及的現(xiàn)行契約條款的關系）

Amendment（合同的修改）

Others（其他）4.WitnessClause（結尾條款）

(1)ConcludingSentence（結尾語，包括合同的份數(shù)、使用的文字和效力等）

(2)Signature（簽名）

(3)Seal（印章）SampleEnglishversion:SALESCONTRACTThiscontractismadeonthis__________dayof___________________between__________asSellerand__________asBuyer.Bothpartiesagreetothesaleandpurchaseof________underthefollowingtermsandconditions:1.Commodity:2.CountryofOrigin:3.Quantity:4.Brand:5.ContractPrice:FOB:6.Packing:Chineseversion:

銷售合同本合同由__________為賣方和__________為買方于__________年__________月__________日訂立。雙方同意買賣__________，其條款如下：1.貨物名稱：2.原產地：3.數(shù)量：4.商標：5.合同價格：離岸價格：6.包裝：7.TermsofPayment:Byaconfirmed,irrevocable,divisible,transferable,andpartialshipmentnotallowed,letterofcreditwithoutrecourseinfavoroftheseller,L/Cshouldbeopenedwithin7bankingdaysbytheBuyerafterthecontractissigned.8.Shipment:Shipmentshallbeeffectedwithin45daysfromthedateoftheseller’sreceiptoftheBuyer’sLetterofCredit.IntheeventoftheBuyer’svesselfailingtoarriveforloading,thentheSellershallhavetheright,asstipulatedherein,toclaimdamages/lossesnotexceeding3%oftheL/CamountfromtheBuyer.TheBuyerinthisrespect,shallfurnishtheSellerwiththeBankGuarantee.7.付款條件：買方須于簽訂合同后的7個銀行工作日開出賣方為受益人的、已保兌的、不可撤銷的、可分割的、可轉讓的、不得分批裝運的、無追索權的信用證。8.裝船：從賣方收到買方信用證日期算起，45天予以裝船。若發(fā)生買方所訂船舶未按期到達裝貨，按本合同規(guī)定，賣方有權向買方索賠殘損/耽擱費，按總金額3%計算為限。因此，買方需要向賣方提供銀行保證。9.PerformanceGuarantee:TheSellershallsenda3%depositorBank’sGuaranteetotheBuyerwithin14bankingdaysuponreceiptoftheLetterofCreditfromtheBuyer.IftheSellerfailstocarryoutthecontract,theperformanceguaranteewillbeforfeitedtotheBuyer.10.AccompanyingDocuments:TheSellershallprovidetheBuyerwith:(1)CompletesetofCleanBillsofLading.(2)SignedCommercialInvoiceinquadruplicate.(3)CertificateofCountryofOrigin.(4)PackingList.(5)Otheressentialdocumentsinrespectoftheexportof__________.9.履行保證：賣方收到買方信用證的14個銀行工作日內，向買方寄出3%的保證金或銀行保函。若賣方不執(zhí)行合同，其保證金買方予以沒收。10.應付的單據：賣方向買方提供：（1）全套清潔提貨單。（2）一式四份經簽字的商業(yè)發(fā)票。（3）原產地證明書。（4）裝箱單。（5）為出口__________所需的其他主要單據。11.ShipmentAdvice:TheSellershalltelextotheBuyeradvisingtheloadingconditionsatleast14daysbeforethefixedloadingtime.TheBuyerorthisagentshalladvisethevessel’sestimatedtimeofarrivalattheportofloading.12.OtherConditions:Inspectingofquality,quantityandweightcanbecarriedoutattheportofloading.Ifotherrelateddocumentsareneeded,theformalitiesandconsularchargesincurredshallbebornebytheBuyer.13.Lay-time:From13:00hoursthesameday,otherwisefrom08:00hoursnextday.11.裝船通知：賣方在規(guī)定的裝貨時間，至少14天前以電報方式將裝船條件告知買方。買方或其代理人將貨船估計到達裝貨港的時間告知賣方。12.其他條款：質量、數(shù)量和重量的檢驗可在裝貨港一次進行。若要求提供所需的其他證件、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。14.LoadingRate:200MTperhatchperWWDSHEXUU.15.Demurrage/DelayCharges:__________U.S.$/dayfor5,000/6,000DWTVessel.16.ForceMajeure:IftheimplementationofcontractofeitherSideisinfluencedbytyphoons,earthquakeorothereventsconsideredbybothSidesasFORVEMAJEURE,thepostponementofimplementationshouldbeequaltotheeffectiveperiodofthesaidcauses.TheBuyers:__________Thesellers:__________Witness:__________Witness:__________Date:__________Date:__________14.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，每天為

__________美元。16.不可抗力：簽約雙方的任何一方由于臺風、地震、或雙方同意的不可抗力事故而影響合同執(zhí)行時，則延遲履行合同期限，應相當于出事故所影響的時間。買方：__________賣方：__________

證人：__________證人：__________

日期：__________日期：__________UsefulExpressions

常用合同名稱contractofemployment雇用合同contractofengagement雇用合同contractofcarriage運輸合同contractofarbitration仲裁合同contractforgoods訂貨合同contractforpurchase采購合同contractforservice勞務合同contractforfuturedelivery期貨合同contractofsale銷售合同contractofinsurance保險合同leasecontract租賃合同along-termcontract長期合同ashort-termcontract短期合同contract合同，訂立合同contractor訂約人，承包人tomakeacontract簽訂合同tosignacontract簽合同todrawupacontract擬訂合同todraftacontract起草合同togetacontract得到合同合同常用語tolandacontract得到（擁有）合同originalsofthecontract合同正本copiesofthecontract合同副本awrittencontract書面合同tomakesomeconcessions做某些讓步

contractterms/clauses合同條款contractprovisions/stipulations合同規(guī)定contractperiod/term合同期限tobringacontractintoeffect使合同生效tocomeintoeffect生效toceasetobeineffect/force失效tocarryoutacontract執(zhí)行合同toexecute/implement/fulfill/performacontract

執(zhí)行合同cancellationofcontract撤銷合同breachofcontract違反合同tobreakthecontract毀約tocancelthecontract撤銷合同totearupthecontract撕毀合同toapprovethecontract審批合同toannulthecontract廢除合同toterminatethecontract解除合同toalterthecontract修改合同toabidebythecontract遵守合同tobelegallybinding受法律約束tostandby遵守non-payment拒不付款ExerciseTask1:Thefollowingispartofacontract.CompleteitbytranslatingtheChineseint