《高级商务英语口语第二版》课件unit9BusinessNegotiation

ChapterNineBusinessNegotiationChapterNineⅠTeachingobjectiveAfterthestudyofthischapter,thestudentsareexpectedto:Getfamiliarwiththesigningofacontract;Grasptheusefulexpressionsforbusinessnegotiationskills;Comprehendtheprocessofthepricenegotiation.ChapterNineⅡBackgroundInformationAcontractisanagreementwhichsetsforthbindingobligationsoftherelevantparties.Itisenforceablebylaw,andanypartythatfailstofulfillhiscontractualobligationsmaybesuedandforcedtomakecompensation,thoughmostcontractsdonotgiverisetodisputes.Contractscanbeeitherwrittenororal.Anoralcontractisaspokenagreementthatisasvalidasawrittencontract.Oralcontractsarelegallyenforceable,althoughtheyarefrequentlysubjecttomisinterpretationandtheycanbedifficulttoproveincourtbecausetheyoftencomedowntooneperson’swordagainsttheother.ChapterNineⅡBackgroundInformationWrittencontractsareproducedonpaperorelectronically.Legally,awrittencontractiseasiertoupholdthananoralcontractbecausethereisareferencefortheagreement.Thesettingupofacontractissimilartothatofatradeagreementoranyothertypeofformalagreements.Itgenerallycontainsthefollowingitems:1.Thetitle.ThetypeofthecontractisindicatedinthetitlesuchasSalesContract,PurchaseContract,ConsignmentContract,etc.Thenumberofthecontractandthedatearegivenbelowthetitletotherightside.2.Thecontractproper.Thispartincludes:ChapterNineⅡBackgroundInformationA.Thefullnameandaddressofthebuyerandtheseller.B.Thecommoditiesinvolvedincludingquantity,quality,specifications,packing,etc.C.Allthetermsandconditionsagreeduponsuchastheprice,totalamount,termsofpayment,transportation,insurance,etc.D.Indicationofthenumberoforiginalcopiesofthecontract,thelanguagesused,thetermofvalidityandpossibleextensionofthecontract.ChapterNineⅡBackgroundInformation3.Thesignaturesofthecontractingpartiesindicatingtheirstatusasthesellerorthebuyer.4.Thestipulationsonthebackofthecontractareconstituentpartsofthecontractandareequallybindinguponthecontractingparties.Thesemayincludetheshippingdocumentsrequired,forcemajeure,arbitration,claims,etc.ChapterNineⅡBackgroundInformationNotestobackgroundinformation:setforth:（清晰而有条理地）阐述，陈述，说明;sue:/suː/v.控告;提起诉讼;(尤指在法庭上)提出请求uphold:/ʌpˈhəʊld/v.支持，维护(正义等);维持，确认(原判、裁决等);SalesContract售货合同PurchaseContract购货合同ConsignmentContract寄售合同contractproper合同正文constituent/kənˈstɪtjuənt/adj.组成的，构成的ChapterNineⅡBackgroundInformationNotestobackgroundinformation:forcemajeure不可抗力(如战争，常指未能履行合约的原因);arbitration:/ˌɑːbɪˈtreɪʃn/n.仲裁，公断ChapterNineⅢWordsandexpressions:Dialogue1mainboard/’meinbɔ:d/n.主机板，主板providedthat倘若，以……为条件inexcessof超过，较……为多quarterly/ˈkwɔːtəlɪ/adj.,adv.每季的（地）；每季一次的（地）；每年四次的（地）specification/ˌspesifiˈkeiʃən/n.[pl.]规范；明确说明；说明书entry-leveladj.入门水平的ChapterNineⅢWordsandexpressions:Dialogue1compromise/ˈkɔmprəmaɪz/n.妥协，和解，折衷；协议；互让了结，妥协方案；vt.,vi.妥协，让步，折衷；危害，损害（名誉）livewith与……在一起生活；忍受，忍耐ChapterNineSupplementaryusefulwordsandexpressions

adreferendumcontract暂定合同，草约agencyagreement代理协议agencycontract 代理合同agreementfixingprice 共同定价协议agreementongeneraltermsandconditionsonbusiness

一般经营交易条件的协议

ChapterNineⅢWordsandexpressions:Dialogue2committo承诺；把……托付给，把……置于Supplementaryusefulwordsandexpressionsbindingcontract 有约束力合同blankformcontact 空白合同exportcontract 出口合同formalcontract正式合同forwardcontract 期货合同indirectcontract间接合同installmentcontract 分期合同supplyagreement 供货合同ChapterTentocancelthecontract 撤销合同tocarryoutacontract 执行合同todraftacontract 起草合同todrawupacontract 拟订合同toenterintoacontract 签订合同toexecuteacontract执行合同tofulfillacontract 执行合同torenewacontract

续签合同torepeatacontract 重复合同totearupthecontract 撕毁合同toterminatethecontract 解除合同ⅣKeystotheexercises

1.

1)interested2)details

3)contract4)inspection

5)confirmation6)valid

7)allow8)order

9)grant10)discount

ChapterNineChapterNineⅣKeystotheexercises2.1)a---3b---1c---4d---5e---22)Open-endedquestionⅣKeystotheexercises

3.

1)

(1)Thecontractshallbecomeeffectiveassoonasitissignedbybothparties.

(2)Bothversionsofthiscontractareequallyauthentic.

(3)Nochangescanbemadeonthiscontractwithoutmutualconsent.

(4)Wethinkyourdraftcontractneedssomemodification.

(5)Beforewedraftthecontract,let’sexaminethedetails.

ChapterNineChapterNineⅣKeystotheexercises2)

(1)如果合同期到，双方不再续约，合同将自动失效。(2)如果贵方延期交货超过合同规定的10周时间，我方有权取