Unit 5 Business Negotiationppt课件.ppt

Unit5BusinessNegotiation,1,【LearningObjectives】Afterfinishingthisunit,studentsshouldknowsomeusefulexpressionsusedinnegotiating.knowsometechniquesinnegotiation.knowhowtodraftacontract.,2,Warm-up,Workinpairs.Ifyouaregoingtotakeanegotiationtosellyourproducts,whatpreparationsshouldyoumake?Ticktheonesyouthinknecessary.,()1.Prepareanagendaforthenegotiation.()2.Trytogettoknowmoreaboutthebuyer.()3.Obtainrelevantinformationonthetargetmarket.()4.Domarketresearch.,3,()5.Gettoknowthebuyersrealinterestintheproduct.()6.Makecounter-proposals.()7.Knowyourbottomlineoftheprice.()8.Knowonwhattermsyoucanmakesomeconcessions.,4,Listeningdifferenced.inawaythatiseasilynoticeablee.meansofachievingsthf.effectorresultg.presumingsthtobetrueorthecaseh.dosthormovequickly,33,III.Fillintheblankswiththewordsorphrasesgivenbelow.Changetheformsifnecessary.,conversecatertoequivalentprolongedcomeintoplayadvisablesignifyconfront,_useofthedrugisknowntohaveharmfulside-effects.2.Personalfeelingsshouldnot_whenonehastomakebusinessdecisions.3.Sheisdoingthe_jobinthenewcompanybutformoremoney.,Prolonged,comeintoplay,equivalent,34,4.Sheissoshythat_withhercanbequitedifficult.5.Thenumber30onaroadsign_thatthespeedlimitis30milesanhour.6.IthoughtIwouldremaincalm,butwhenIwas_withtheTVcamera,Ibecameverynervous.7.Thenewspaper_peoplesloveofscandalhasbeenbannedfrompublication.8.Acertainamountofcautionis_atthispoint.,advisable,conversing,signifies,confronted,cateringto,35,IV.TranslatethefollowingsentencesintoEnglish.,1.格林先生，我们的顾客觉得，你们的价格和其他供货商提供的价格相比总是偏高，他们希望你能给一些折扣。Mr.Green,ourcustomershavetheimpressionthatyourpricesarealwaysmuchtoohigh,comparedwiththoseofothersuppliers.Theyhopeyoucangivesomediscounts.,36,2.我们最多只能给你们5%的折扣，不可能再低了。我们已经降到成本价了。Wecangiveyoua5%discountatmost.Thereisnoroomforreductionanymore.Wevealreadycutourpricetocostlevel.3.我们的价格可能稍微高了一点，但我们产品的质量要远远优于我们的竞争对手。Ourpricemayappearalittlehigher,butthequalityismuchbetterthanourcompetitors.,37,4.双方都指责对方导致了谈判的破裂。(breakdown)Bothpartiesblamedeachotherforthebreakdownofthenegotiation.5.他对该计划的可行性表示怀疑。(castdoubton)Hecastdoubtonthefeasibilityoftheplan.,38,Writing,Contract,合同又称契约，是当事人或缔约方根据所在国的法律就各自的责任、权利和义务达成的协议。在中国它是指平等主体的自然人、法人、其他组织之间设立、变更、终止民事权利和义务关系的协议。由于合同是约定当事人权利义务的正式文件，因而要求其语言准确，行文谨慎，不能引起歧义，否则会造成不必要的法律纠纷。,39,合同的基本构成：1.Title（合同名称）2.Preamble（前文）(1)DateofSigning（订约日期）(2)SigningParties（订约当事人）(3)EachPartysAuthority（当事人的合法依据）(4)PlaceofSigning（订约地点）(5)RecitalsorWhereasClause（订约缘由）3.Body（本文）(1)DefinitionClause（定义条款）(2)BasicConditions（基本条款）,40,(3)GeneralTermsandConditions（一般条款）Duration（合同有效期限）Termination（合同的终止）ForceMajeure（不可抗力）Assignment（合同的让与）Arbitration（仲裁）GoverningLaw（适用的法律）Jurisdiction（诉讼管辖）Notice（通知手续）“EntireAgreement”Clause（完整条款，即与涉及的现行契约条款的关系）Amendment（合同的修改）Others（其他）,41,4.WitnessClause（结尾条款）(1)ConcludingSentence（结尾语，包括合同的份数、使用的文字和效力等）(2)Signature（签名）(3)Seal（印章）,42,Sample,Englishversion:,43,Chineseversion:,44,45,46,47,48,49,50,51,52,UsefulExpressions,常用合同名称,contractofemployment雇用合同contractofengagement雇用合同contractofcarriage运输合同contractofarbitration仲裁合同contractforgoods订货合同contractforpurchase采购合同contractforservice劳务合同contractforfuturedelivery期货合同contractofsale销售合同contractofinsurance保险合同leasecontract租赁合同,53,along-termcontract长期合同ashort-termcontract短期合同contract合同，订立合同contractor订约人，承包人tomakeacontract签订合同tosignacontract签合同todrawupacontract拟订合同todraftacontract起草合同togetacontract得到合同,合同常用语,54,tolandacontract得到（拥有）合同originalsofthecontract合同正本copiesofthecontract合同副本awrittencontract书面合同tomakesomeconcessions做某些让步contractterms/clauses合同条款contractprovisions/stipulations合同规定contractperiod/term合同期限tobringacontractintoeffect使合同生效tocomeintoeffect生效,55,toceasetobeineffect/force失效tocarryoutacontract执行合同toexecute/implement/fulfill/performacontract执行合同cancellationofcontract撤销合同breachofcontract违反合同tobreakthecontract毁约tocancelthecontract撤销合同totearupthecontract撕毁合同toapprovethecontract审批合同,56,toannulthecontract废除合同toterminatethecontract解除合同toalterthecontract修改合同toabidebythecontract遵守合同tobelegallybinding受法律约束tostandby遵守non-payment拒不付款,57,Exercise,Task1:Thefollowingispartofacontract.CompleteitbytranslatingtheChineseintoEnglish.,otherwise,thiscontractwillautomatically,ceasetoholdgood,58,HavingobtainedPartyAsconsent,theeconomiclossarisingthereforeshall,bebornebyPartyB,Ontheexpiryofthelease,59,Article4_（在租赁期间）,PartyBshallpayforwater,electricity,gas,heating,etc._（如居住人数有变动）,PartyBshouldimmediatelyinformtheapartmentbuildingofficesothatwaterandpublicelectricityfeescanbecalculated.,Duringthelease-period,Incaseofchangeinthenumber,oftenants,60,Article5PartyAshallinspectregularlytheflattoseewhetherthereisdanger,waterleakageand_（负责房屋和设备的正常维修）.,shallberesponsibleforthenormal,maintenanceandrepairsoftheflatand,installation,61,Article6Ontheexpiryofthelease,PartyAinspectsandtakesovertheflatandinstallation._（如有损坏）,_（乙方负责修复或赔偿）.,payacompensation,Incaseofdamages,PartyBshallundertaketorepair,restoreor,62,Article