国际商务英语口语（第三版）unit 10

UnitTenSigningaContract

1.NewWords&Expressions2.UsefulSentences3.ListeningPractice4.

Conversations（视频）5.Practice&KeystoExercisesdraft[drɑ:ft]v./n. 草拟；草案

confirmed[kən'fə:md]adj. 保兑的irrevocable[i‘revəkəbl]adj. 不可撤消的lot[lɔt]n. 一批货balance['bæləns]n. 剩余货物state[steit]v. 说明，陈述contain[kən‘tein]v. 包含，含有agreeupon 达成一致negotiation[ni,gəuʃi'eiʃən]

n. 协商stipulate[‘stipjuleit]v. 规定installment[in‘stɔ:lmənt]n. 分期clerical['klerikəl]adj. 笔误ironstrap 铁条NEWWORDS&EXPRESSIONS

reinforce[,ri:in‘fɔ:s]v. 加固conformity[kən'fɔ:miti]

n. 适合，一致modify['mɔdifai]v. 修改，改动persuade[pə‘sweid]v. 说服concession[kən'seʃən]

n. 让步particular[pə‘tikjulə]n. 具体细节dampness['dæmpnis]n. 潮湿moisture[‘mɔistʃə]n. 水汽dispute[dis'pju:t]n. 争议

occasion[ə‘keiʒən]n. 特殊情况

arbitration[,ɑ:bi'treiʃn]n. 仲裁

NEWWORDS&EXPRESSIONS

USEFULSENTENCES

请对方审阅合同1.Hereisthecontractwehaveprepared.Pleasetakealookatitbeforeyousign.

这是我们起草的合同，签字前请看一下。2.Beforewedraftthecontract,we’dbetterexaminethedetailsagain.

在我们草拟合同之前，我们最好再核对一下细节。3.Wouldyoupleasecheckupthecontracttoseeifeverythingisinorder?

你能核对一下合同看看是否都对吗？4.Thedraftisready,willyoupleasechecktheparticularsandseeifeverythingisallright.

合同草案已经准备好了，请你查看一下细节，是否一切都准确无误。USEFULSENTENCES1.Ithinkthepaymentclauseshouldbemodified.

我觉得支付条款应该修改一下。2.Everythingseemsallrightexceptthetimeofshipment.

除了装运期以外，其它的一切看起来都对。3.Wecan’tagreetotheamendmentstothecontract.

我们不同意合同的修改部分。4.I’dliketohaveitamendedas“Havethemachinespackedinnewstrongwoodencasessuitableforlong-distancetransportation.”

我希望修改合同为“用新的坚固的适于长途运输的木箱包装”。提出修改意见USEFULSENTENCES1.Wewillsendthecontractforyoutosigntomorrow.

明天我们会把合同寄给你方签字。2.We’llhavethecontractmadeoutthedayaftertomorrow.

我们会在后天制好合同。3.SupposeIhavethecontractsenttoyourhotelaroundteno’clocktomorrowmorning,willthatbeallright?

如果我明天早上十点钟把合同送到你下榻的旅馆，这样行吗？4.Thedraftcontractwillbemadeoutthisafternoonandyou’llhaveitforsignaturethisevening.

合同草案将于今天下午制好，今天晚上你就可以拿到签字了。谈论签合同事宜

A:I’mverygladthatwecometoan____________.Shallwegooverthedetailsbeforewe________thecontract?B:Good.A:1200piecesof“Evergreen”_________shirtsatUS$18perpieceCIFLondonforshipmentduringAugust/September.Paymentistobemadebyconfirmed,irrevocableL/Catsight___________againstafullsetofshippingdocuments.B:Right.Astothepackingtheywillbepackedinplasticbagsandonedozentoacarton.A:Noproblem.Wehave____________WPAwiththePeople’sInsuranceCompanyofChina.B:That’sgood.Onemorething,shipmentwillbemadeintwo_________.ThefirstlotwillbeinAugustandthe___________willbeinSeptember.A:OK.Everythingwillbe__________clearlyinthedraftofSalesContractandyoucangothroughthemonyourown.Shouldtherebeaproblem,youcan_________usanytimetomorrow.B:__________goodtous.Whencanthecontractbeready?A:At9o’clockinthemorningofthedayaftertomorrow.B:Seeyouthen.A:Seeyou.LISTENINGPRACTICE

agreementdraftbrandpayablecoveredlotsbalancestatedcontactSoundsA:Mr.White,wehavedraftedthecontract.Hereitis.Wouldyouplease_________itandseeifit__________allthemainpointswehaveagreeduponduring_____________?B:OK.Letmehavealook.(Readingthecontract)Ithinkthisclauseshouldbecorrected.Yousee,it’sstipulatedinthecontractthatthegoodswillbeshippedinthreeequalmonthly_____________.Butwehaveagreedthatshipmentwillbemadeinthreeequalweeklyinstallments.A:Yes,you’reright.Itmustbea___________mistake.Let’scorrectit.B:Anotherpoint.Referringtothepacking,cartonsarenotstrongenoughforlongdistanceocean______________,I’mafraid.A:We_________youthatwe’llusenewstrongcartonsandoutsidethecartonstherearestrongironstrapsto___________them.B:Agreed.A:Isthereanythingelse?B:No.Ithinkalltheotheritemsarestrictlyin_____________withthetermsweagreedon.A:Thenwecansignthecontractinafewminutes.I’llhavethecontract____________atonce.B:OK.LISTENINGPRACTICE

checkcontainsnegotiationsinstallmentsclericaltransportationassurereinforceconformitymodifiedVideo1Video2Video3PRACTICE1[实训场景]洽谈合同条款[地点]模拟公司谈判间[形式]口头洽谈[内容]AbusinessmanfromItalyisveryinterestedinyourshoppingbagsandplaceanorder.Nowyou’recheckingupthetermsandconditionsofthecontract.

*ProductDescription:NonWovenFold-UpShoppingBags*Origin:China*UnitPrice:USD80FOBShanghaiperpiece*Min.Order:5000pcs*Transportation:Bysea*Packing:200pcs/ctn*Shipment:InMay,butthesellermadeamistakethat

shipmentistobemadebytheendofJune*PaymentTerms:Byconfirmed,irrevocableL/C[要求]学生两人一组，根据给出的情景进行合同审核，洽谈要点如下(供参考)：1.仔细查看合同

1.请买方核查合同

2.发现装运时间出错，要求更改

2.重制合同，更改装运时间

3.核对后签字

3.希望今后继续合作

买方卖方PRACTICE2[实训场景]合同签订[地点]模拟公司谈判间[形式]口头洽谈[内容]YourepresenttheMainland-TaiwanTradeCentre.You’renownegotiatingacontractwithabusinessmanfromTaiwanwhointendtoimportyournewstyleofhandknottedcarpet.*ProductDescription:HandKnottedWoolCarpet*Unitprice:USD300FOBGuangzhouperpiece*Quantity:2000PCS*Transportation:Bysea*Packing:Plasticbags

*PaymentTerms:

40%T/Tinadvance+60%L/Catsight,buttheseller

madeamistakethatpaymentstermstobeeffectedby100%L/Cat

sight.

*Shipment:inJuly[要求]学生两人一组，根据给出的情景进行合同更改，洽谈要点如下(供参考)：1.仔细核查合同各条款

1.将合同草案交于买方查看

2.发现除支付方式外，其余都没问题

2.改动支付条款后，制出正式合同

3.要求对方更改后签字

3.请买方签字并希望今后继续合作

买方卖方KEYSTOEXERCISESEXERCISE1

1.(1)请您检查一下各条款，看看是否一切就绪。（2）这是我们根据商谈结果起草的合同。（3）在我们讨论包装条款时，我忘记提到装运唛头。（4）我会把合同送去宾馆请您签字的。（5）既然我们的价格是在CFR基础上决定的，保险费应由你方承担。KEYSTOEXERCISESEXERCISE2

2.(1)Ithinkshipmentclauseshouldbeamended.(2)Wewillmakeoutthecontracttomorrow.(3)Pleaseallowmetorepeatthemainclauseswehaveagreedon.(4)Everythingseemsingoodorderexceptthepacking.(5)Let’scheckupallthetermswehaveagreedonbeforewesignthecontract.KEYSTOEXERCISESEXERCISE3(1)A:I’mgladwehavecometotermsforthefirstdealbetweenus.Beforewestarttodraftthecontract,let’scheckupthetermstoseeifanythingiswrong.B:Allright.5000piecesofMen’sfurcoatsatUSD1,500perpieceCIFVancouverforshipmentduringSeptemberandOctober.PaymentistobemadebyL/Cpayableagainstshippingdocuments.A:Noproblems.Astothepacking,eachispackedinsealedplasticbagsandfiftypiecestoacarton.B:Insuranceistobecoveredfor110%oftheinvoicevalueagainstAllriskswiththePICC.A:Yes,Ithinkthat’sit.B:We’vehadaverygoodstart.Ibelievethiscanleadtomoretradesbetweenus.A:Ithinkso.Wewillmakeoutthecontracttomorrow.B:Good.KEYSTOEXERCISESEXERCISE3(2)-1A:Mr.Brown,whencanwesignthecontract?B:Wearesorrythatsometermsarenotagreeduponsowehavetogoonournegotiationbeforewesignthecontract.A:Wehavediscussedthemainpointsonebyone,haven’twe?B:That’sright.ButIcontactourheadofficetodayandwewillchangesomeofthem.A:Ok.Let’stalkaboutthemindetails.B:Firstly,let’stalkaboutthestyleofproducts.OurlatestsurveyshowsthatModelAisoutofdateandthedemandinthemarketforitisdecreasing.SoweplantoplaceanorderforModelBmainly.WewanttocancelthesmallquantityofModelAorderedbeforeandpurchaseModelBinstead.Whatdoyouthinkofit?A:Noproblem.Anyotherchanges?KEYSTOEXERCISESEXERCISE3(2)-2B:Secondly,let’stalkaboutthedateofshipment.ShipmenthasbeensettledattheendofAugust.ButtheproductssellfastduringthisperiodandwehopeyoucanadvancethedateofshipmenttothebeginningofAugust.A:I’mafraidwecann’t.Becausewearefullycommittedandthemanufacturershavespeeduptheproductionschedule.Itishardtospeedupanyfurther.B:Itseemswehavetotakethingsastheyare.A:Ifyouhavenothingtobeaddedup,wewillmakeoutthecontracttonight.Wecansenditforyoursignatureattwotomorrowafternoon.B:Ok.Goodcooperation!

KEYSTOEXERCISESEXERCISE3(3)-1A:Mr.Anderson,inordertoencourageourfuturebusinessandgoodrelationsbetweenus,weplantoreducethepriceby5%.Wearesureyouwillbesatisfiedwithit.B:That’sgreat!Thankyouverymuchforyourconcessionandweacceptit.A:Letmerepeattheterms:5000setsof“ShunYi”brandofhouseholdelectrickettleModelXI1600atUSD88persetCIFRotterdam.B:Good.Thepriceissettled.Let’sdiscussthepackingofproducts.A: