《世纪商务英语》课件-第十章

世纪商务英语综合教程基础篇ⅡLearningObjectivesInthisunit,youarerequiredto:knowhowtocloseadeal;knowtheDosandDon’tsinclosingadeal;understandthetworeadingpassagesandmastertheimportantwordsandexpressionsinthem;developskillsinusing“asif”clauses;learntowriteacongratulationletter.ClosingaDealWarm-upListeningandSpeakingIn-depthReadingFurtherReadingUnit10PracticalWritingReal-LifePracticeToacompany,acontractisverycommon.Whatinformationshouldbecoveredinasalescontract?Pleasewriteatleast8itemsinasalescontract.Compareyouranswerswithyourpartners.CarrierRoutingPlaceofdeliveryTimeofdeliveryFreightchargesPackingmethodPaymentTotalamount(1)OfferandCounteroffer(2)ConfidentialClauses(3)LiabilityConsensus(4)DisputeSolution(5)ContractTermination(6)LiabilityDetermination发盘&还盘保密条款共同分担责任争议解决方案合同中止责任条款制订

Script

(1)Wouldyouplease______________________andseeifeverythingisinorder?

(2)There’sonlyonethingIwouldliketo____________.Thatistimelydelivery.

(3)Youareassuredthattheshipmentwillbedulydelivered,butwemusthaveyourL/Catleastonemonthbefore______________________.

(4)WhenIgetback,I’llopenanL/Cfor

_________________

assoonaspossible.

(5)I’mgladournegotiationhascometo

____________________

.checkuptheparticularspointout

thetimeofshipmentthewholequantityasuccessfulconclusionBackA:Thecontractisready.Wouldyoupleasecheckuptheparticularsandseeifeverythingisinorder?B:Well,everythingisallright.There’sonlyonethingIwouldliketopointout.Thatistimelydelivery.Youknowourcustomersareinurgentneedofthegoods.Ifyoufailtodeliverthegoodsatthetimestipulatedinthecontract,theymayturnelsewhereforsubstitution.Inthatcase,wejustcan'tstandtheloss.A:Youareassuredthattheshipmentwillbedulydelivered,butwemusthaveyourL/Catleastonemonthbeforethetimeofshipment.B:Certainly.WhenIgetback,I’llopenanL/Cforthewholequantityassoonaspossible.A:Good.Anotherthing,thestipulationsintherelevantcreditshouldstrictlyconfirmtothetermsstatedinthecontractinordertoavoidsubsequentamendment.Ifthatdoeshappen,shipmentwillpossiblybedelayed.B:Allright.I’llseetoit.A:Anyotherquestions?B:No,nothingmore.A:Shallwesignthecontractnow?B:Withpleasure.A:Now,pleasecountersignit.Youmaykeeponeoriginalandtwocopiesforyourself.B:Thankyou.A:I'mgladournegotiationhascometoasuccessfulconclusion.Ihopethismarksthebeginningoflongandstablebusinessrelationsbetweenus.B:Ihopeso,too.ScriptTom:We’vebroughtthedraftofourcontract.Pleasehavealook.

Mike:Howlongwillthecontractlast?

Tom:Thiscontractisvalidforoneyear.

Mike:I’mafraidthatoneyearistooshort.Thiscontractmustbevalidforatleastthreeyears.Tom:Ifeverything’sgoingsatisfactorily,itcouldbeextendedtotwoyears.

Mike:Allright.Weacceptyoursuggestion.

Tom:Whatdoyouthinkofthewording?Mike:Thewordingisreallyidiomatic.I’mverysatisfiedwithit.

Tom:Isthereanyotherquestion?

Mike:No,nothingmore.

Tom:Wehavefinallyreachedabasicagreementontheproblemsthatshouldbeworkedout.

Mike:Bothofourpartieshavemadeagreateffort.

Tom:That’strue.Itistimeforustosignthecontract.

Mike:I’vebeenlookingforwardtothismoment.

Tom:Now,pleasecountersignit.

Mike:Done.Congratulations.

Tom:Eachofushastwoformalcopiesofthecontract,oneinChineseandoneinEnglish.Wouldyoupleasekeepthesetwocopies?Mike:Thankyouverymuch.Ithinkthecontractwillbearfruitinnotime,andIhopeforourcontinuingcooperationandfurtherextensionofourtraderelations.Tom:That’swhatIwant,too.Letmeproposeatoasttothesuccessofournegotiation,andtoourfuturecooperation,cheers!Back

MicrosoftissettocloseadealtoacquireSkype,thepopularVoIPcompany,forasmuchas$7billiondollars,accordingtotheWallStreetJournal.

Wecouldexpectan(1)_______________assoonasnextTuesday,althoughthedealisin(2)___________negotiationsandisnotyetfinalized.

Aftermuch(3)_______________aboutapossibleGoogleorFacebookpurchaseofSkypelastweek,itmaycomeasasurprisetosomethatMicrosoftis(4)___________

thebid,althoughthesoftwaremegacorporationhaslongbeenincludedinsuch(5)______________.

eBayfirst(6)____________Skypein2005fromthecompany’sfoundersat$2.6billionincashandstock.Sincethen,eBayhassuccessfullymonetizedtheservice,makingitanattractive,establishedbrandforMicrosofttoaddtheir(7)___________web.Aquickinformalpolling,though,(8)___________

thatthisisnotsomethingconsumersarelookingforwardto.announcementlate-stagespeculationwinningrumorsacquiredstableindicatesScriptMicrosoftissettocloseadealtoacquireSkype,thepopularVoIPcompany,forasmuchas$7billiondollars,accordingtotheWallStreetJournal.WecouldexpectanannouncementassoonasnextTuesday,althoughthedealisinlate-stagenegotiationsandisnotyetfinalized.AftermuchspeculationaboutapossibleGoogleorFacebookpurchaseofSkypelastweek,itmaycomeasasurprisetosomethatMicrosoftiswinningthebid,althoughthesoftwaremegacorporationhaslongbeenincludedinsuchrumors.eBayfirstacquiredSkypein2005fromthecompany’sfoundersat$2.6billionincashandstock.Sincethen,eBayhassuccessfullymonetizedtheservice,makingitanattractive,establishedbrandforMicrosofttoaddtheirstableweb.Aquickinformalpolling,though,indicatesthatthisisnotsomethingconsumersarelookingforwardto.BackReadthepassageandanswerthefollowingquestions.(1)Whichismoreimportantinbusinesscollaborations,therelationshiporthedeal?(2)Howtosetuprelationshipinbusinessinyouropinion?(3)Whichdoyouthinkcomesfirst,relationshipordeal?Why?(4)WhyhasRenault-Nissancooperatedsolong?(5)Ifyouwereinchargeofacompany,whatwouldyoudo?WhatComesFirst:theRelationshiportheDeal?

LastweekItalkedwithacolleagueaboutourexperiencesinhowcompaniesdealwithalliancesandotherbusinesscollaborations.

Wenoticedthatmanyseniorpeopletreatalliancesasifitisadeal.ClosingthecontractisagoalandsometimesitisevenapersonalKPIoftheexecutive

incharge.Whenthecontractissigned,theysendoutapressreleaseandfeeltheirjobisdone.Alsoinotherbusinesscollaborations,likeworkingin

close

cooperation

withasupplieroracustomer,thereisoftenatremendousfocusandpressureonclosingthedeal.

Peopleinchargeoftenfeelthatoncethecontractissigned,theworkisdone.However,thatisthemomenttherealworkstarts.Byfocusingonthedealfirst,alotoftime,energyandexasperationareoftenwastedtodeliver

onthepromiseofthecontract.

Incompanies,theinternaldepartmentsmostofthetimedonotcollaborate,letalonecollaborate

withtheothercompany.Thesecompanieslackacollaborativemindsetandanintegratedcollaborativeapproachforcollaboratingwithothercompanies.Forthesecompanies,thedealcomesfirst.

AtthestartoftheRenault-Nissanalliancein1999,Renaultsent23executivestoJapan.TheirtaskwastounderstandthewayNissanwasworkingandtoidentifyareasforimprovement.TheseexecutivesworkedcloselywithNissanemployeesinaconsensual

way,respectingtheJapanesecultureandtheobviousdifferencesbetweenthetwocompanies.Renault-Nissandidputhighemphasisonrelationshipbuildingtomakethealliancework.

Thisallianceovertimebroughtthetwocompaniesclosertogether.Theyarestilltwoseparatecompanies,yettheyarecollaboratinginmanyareas:inglobalsales,inpurchasing,ininformationsystemsandinsettingeachother’sstrategies.ForRenault-Nissan,therelationshipcomesfirst.

Collaborationisarelationship,notatransaction.Consciouslybuildingthatrelationshipshouldstartthemomentyoumeetyourpotentialpartner.Trustandrespectforeachother’sculturesareessentialcornerstonesofarelationship.Companiesthatdosoarethemostsuccessfulonesincollaboratingwithcustomers,suppliersandalliancepartners.

TheRenault-Nissanallianceisagoodexamplethathasbuiltasolidfoundation,enablingthealliancetoexpandovertimetothebenefitsofbothpartners.

Relationshipcomesfirstandthedealisonlyoneofthemajormilestonesincollaboratingwithothercompanies.Ifyouarepartofacompanythatisfullyfocusedoncreatingdeals,thenitmightnotbetheeasiesttasktoturn

that

aroundandditchtheKPI.Andyoudon’thaveto!

Whatyoucandoistorealizethatyouwillmostlikelycreateamoreattractivedealforallpartiesinvolvedwhenyouputtherelationshipfirst.Starttoconsciouslybuildthatrelationship,makesuretotraveltoyourpartnerandvisitthemintheirpremises.Beabletolookthemintheeye,experiencetheirbodylanguage,starttounderstandandrespecttheircultureandhabits.Youcouldconsiderorganizingafacilitatedjointworkshoptodesignthecollaborationtogether.

Whentherelationshipisthereandthefoundationofyourjointfuturesuccessisready,withaclearwin-win,thedealwillbeaneasieronetoclose.Part1Decidewhetherthefollowingstatementsaretrueorfalse.WriteTfortrueandFforfalse.TFTTTPart2Readthepassageagainandfilloutthechartbelow.GeneralIdeaofthePassagehowcompaniesdeal

withalliancesandotherbusinesscollaborationsDetailsManyseniorpeopletreatalliances(1)_____________.(2)_______________

oftenfeelthatonce

the

contractissigned,

the

workisdone.Incompanies，the

internaldepartmentsmostof

the

time(3)

______________________,letalonecollaboratewith

the

othercompany.Renault-Nissandidputhighemphasison

relationship

buildingto(4)_____________.Conclusion(5)___________

comes

firstand

(6)___________isonlyoneof

themajormilestonesincollaboratingwithothercompanies.asifitisadealPeopleinchargedonotcollaborateRelationshipthe

dealPart1MatchthewordsontheleftwiththedefinitionsontherightPart2Completethefollowingsentenceswiththewordsorphrasesgiveninthebox.facilitatefoundationtransactionfocusoncollaboratewithTranslatethefollowingsentencesintoChinese.

(1)Whenthecontractissigned,theysendoutapressreleaseandfeeltheirjobisdone.

_______________________________________________________________________________________________

(2)Byfocusingonthedealfirst,alotoftime,energyandexasperationareoftenwastedtodeliveronthepromiseofthecontract.

_______________________________________________________________________________________________

(3)Thesecompanieslackacollaborativemindsetandanintegratedcollaborativeapproachforcollaboratingwithothercompanies.

_______________________________________________________________________________________________

(4)Renault-Nissandidputhighemphasisonrelationshipbuildingtomakethealliancework.

_______________________________________________________________________________________________

(5)Ifyouarepartofacompanythatisfullyfocusedoncreatingdeals,thenitmightnotbetheeasiesttasktoturnthataroundandditchtheKPI.

_______________________________________________________________________________________________签了合同后，他们就向外发布一则新闻，然后就觉得自己的工作已经完成了。由于一开始就重视是否成交，大量的时间和精力都浪费在兑现合同的承诺上了。这些公司缺乏合作习惯以及和其他公司合作的整套措施。雷诺—尼桑日产的确很重视关系的建立，以期达成联盟。如果你是那种只重视交易的公司的一员，改变现状、摈弃关键业绩指标恐怕不是一件那么容易的事情。asif从句（“asif”Clauses）1.asif从句的作用

(1)在look,seem等系动词后引导表语从句。如：Shelooksasifsheweretenyearsyounger．她看起来好像年轻了十岁.

(2)引导方式状语从句。如：Shelovestheboyasifshewerehismother．她爱这男孩,就好像她是他的母亲一样。2.asif用于省略句中如果asif引导的从句是“主语＋系动词”结构,可省略主语和系动词,这样asif后就只剩下名词、不定式、形容词（短语）、介词短语或分词。如：Shelefttheroomhurriedlyasif（shewas）veryangry．她匆忙离开房间，很好像生气的样子。3.asif从句的语气及时态（1）asif从句用陈述语气的情况：当说话者认为句子所述的是真实的或极有可能发生或存在的事实时。如：Hetalksasifheisdrunk．从他谈话的样子来看他是醉了。（2）asif从句用虚拟语气的情况：当说话人认为句子所述的是不真实的或极少有可能发生或存在的情况时，从句用虚拟语气，动词时态的形式如下：①如果从句表示与现在事实相反,谓语动词用一般过去时。如：Hetalksasifheknewwhereshewas．他说话的样子好像他知道她在哪里似的。②从句表示与过去事实相反,谓语动词用“had＋过去分词”。如：Thegirllistenedasifshehadbeenturnedtostone．那女孩倾听着,一动也不动,像已经变成了石头似的。③从句表示与将来事实相反,谓语动词用“would／could／might＋动词原形”。如：Heopenedhismouthasifhewouldsaysomething．他张开嘴好像要说什么。ASamplefromthePassage:

Wenoticedthatmanyseniorpeopletreatalliancesasifitisadeal.CompletethesentencesaccordingtotheirChinesetranslationsbyusing“asif”clauses.

(1)Itsounds.________________________(听起来你好像过得很愉快。)

(2)Withthedevelopmentofthesenewtools,.________________________________________________(随着这些新工具的发展，人好像突然间成了精神上的百万富翁。)

(3)Thebeecheckeditsforwardspeed,circledandthendriftedslowlyoverthemirror-likesurfaceofthepool,.________________________________（蜜蜂放慢飞行速度，转了几圈儿，然后在明澈如镜的水潭上空缓缓地飘过，似乎要欣赏它自己的倒影。）

(4)Lookingatthebeautifulcreaturesandlisteningtotheirsongsaresuchwonderfulexperiences,.__________________________________________(观赏这些美丽的生物，聆听它们的歌唱是极美妙的经历,我觉得就像与大自然直接接触。)

(5)______________________________________,someoneelse’sdreamnowfinishedatlast.Butthennowwillbeginadreamofmyown.(如果生活曾是一个长长的梦，别人的梦想现在终于完成了。现在，应该开始我自己的梦了。)asifyouhadagoodtimeitisasifmanhassuddenlybecomemillionaireofthemindasiftoadmireitsownreflectionIfeelasifI’mindirectcontactwithnatureAsiflivinghadbeenjustalongdreamAfterlearningthispassage,youmayhavegotmoreideasabouttheimportanceofrelationshipinalliancesandbusinesscollaborations.Supposeyouaretocloseadeal.Considerthefollowingquestionsbeforeyougoforit.Compareyourideaswithyourpartner’sandtrytodeterminewhatthepriorityisinyourcase.CombinationPushesForwardtheAcquisition

Adidas-SalomonisnearadealtoacquireReebokInternationalforabout$4.4billion,executivesinvolvedinthediscussionssaidyesterday.Thetransactionwouldreshapethesportsfootwearandapparelindustry.

ThedealwouldgiveNikeitsfirstformidablecompetitorinmorethanadecade.AcombinedAdidas-Reebokwouldcontrolabout20percentofthemarket,butwouldstillremainbehindNike,whichhasaboutathirdofthe$145billionworldwidemarket.

Thetransactionputstwooftheworld’sbest-knownbrandstogetherandcombinesastar-studdedstableofathleteandentertainmentendorsersincludingthebasketballplayerAllenIverson(Reebok),thesoccerplayerDavidBeckham(Adidas)andtherapartistsJay-Z(Reebok)andMissyElliott(Adidas).ThetransactionwouldalsobringtogetherReebok’sotherbrands,likeRockportandGregNorman’slineofgolfwear,withAdidas’sotherlines,includingitsSalomonskifranchiseanditsTaylorMadegolfequipmentandapparelbusiness.

Thecombinedcompanywouldlikelyhaveincreasedcloutamongretailersandanabilitytocommandshelfspace.Thecompanywouldalsobebetterpositionedtobidonendorsementcontractsandtogetdiscountsfromthemultitudeofmediaoutletsfromwhichitbuysadvertising.

Still,thetransactionmayraisequestionsamongsomeinvestorsbecauseitcomesatatimewhenconsumersaremovingtowardfashion-relatedfootwear.Indeed,NikedemonstratedthattrendlastyearwhenitacquiredConversesneakersforitsChuckTaylor,whichhasbecomearetro-fashionstaple.

Underthetermsofthedealbeingnegotiated,Adidaswouldpayabout$59ashareforReebok.Thatrepresentsaboutaone-thirdpremiumoverReebok’ssharesyesterday,whichclosedat$43.95,up$1.19.Adidaswouldalsoassumeabout$550millionindebtfromReebok,whichisbasedinCanton,Mass.AdidasisbasedinnorthernBavariainthetownofHerzogenaurach.and15percentforReebok.

Thedeal’sbiggestbeneficiarywouldbePaulFireman,whobroughtReeboktotheUnitedStatesfromBritainin1979.Reebok,whichiscreditedwithinventingtrackspikes,capitalizedmorethananyothercompanyonthefitnessboomofthemid-1980’s,particularlybycateringtowomen,anditsfortunessoaredinthatperiod.

ItmovedaheadofNikeastheathleticshoeindustryleaderin1987forabrieftime.In1987,theReebokboarddecideditwastimetoletsomebodyelserunthecompanyandMr.Firemanwaselevatedtothenewpositionofchairman,withnoresponsibilityfortheday-todayrunningofReebok.Hecamebackaschiefexecutivein1999,withthestockhoveringaround$7.

AdidashasmadeChinaaparticularfocusforitsexpansion,signingonasasponsorofthe2008OlympicGamesinBeijing.AcquiringReebokwouldbringYaoMing,thepopularHoustonRocketscenterfromShanghai,intoAdidas’sstableofhigh-profile

athletes.AccordingtoarecentsurveyNikereleasedtoanalysts,52percentofChinesecurrentlyrateNikeasthe“coolest”athleticbrandcomparedwith38percentforAdidasand15percentforReebok.Decidewhetherthefollowingstatementsaretrueorfalse.WriteTfortrueandFforfalse.TFTFT(1)Thepoliceman___________________thedriverforhisviolationoftrafficregulations.(2)Thiscapabilityhelpsthe___________________keeptheirsystemsupallthetime.(3)IactuallystarteditbecauseIwasstuckinajobthatIhatedandneededan___________________.(4)Theyhavetorecruittheir___________________teamforthepromotionoftheirproducts.(5)Indebatehewasa___________________opponent.Completethefollowingsentenceswiththewordsgiveninthebox.Changetheformwhennecessary.rappedretaileroutletstar-stubbedformidableTranslatethefollowingsentencesintoEnglishusingtheexpressionsinbrackets.

(1)此外，新入职的管理者应尽可能早地参与到跨部门项目中来。(beinvolvedin)_______________________________________________________________________________________________

(2)但这并不意味着人们应当称赞它们给股东带来了价值。(becreditedwith)_______________________________________________________________________________________________

(3)本公司决定投标承建这座新桥。(bidon)_______________________________________________________________________________________________

(4)更重要的是，管理的任务是将能够进行这项工作的团队集合起来。(bringtogether)_______________________________________________________________________________________________

(5)今年我们签约了5名销售人员。(signon)_______________________________________________________________________________________________Inaddition,anew

executive

should

be

involved

in

a

cross-functional

project

as

early

as

possible.But

that

does

not

mean

they

should

be

credited

with

bringing

values

to

shareholders.The

firm

decided

to

bid

on

the

new

bridge.More

importantly,

it

is

the

task

of

management

to

bring

together

the

team

that

can

do

the

work.Thisyearourcompanyhassignedon5salespersons.

(1)Adidas,thegiganticpowerofsportsgears,isclosingadealtoacquire____________andthiswillreshapethesportsfo