Unit 5 Business Negotiation大学商务英语课件

Unit5

BusinessNegotiation所有教学资源，我们给；所有复杂操作，我们做；图书附赠，永久免费，只为老师用书更方便课件教案微课扫码题库建课互评考试平台

学习工具【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开出；写出considerateadj.

考虑周到的cataloguen.

目录；目录册respectn.

方面 quotationn.

报价takesthintoconsideration考虑某事物tobefrank坦白地说cometoterms妥协；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开始；着手

termsofpayment付款方式

L/C(letterofcredit)信用证

exchangerate汇率；兑换率

unstableadj.

不稳的；不牢固的

promptadj.

及时的；准时的

D/P(documentagainstpayment)付款交单

profitmargin利润率

exchangequota外汇限额

insufficientadj.

不足的；不够的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.

争论者；争执者interpersonaladj.

人与人之间的corporateadj.

团体的；公司的 disputen.

争论；争吵acknowledgev.

承认属实conflictn.

分歧；冲突influencen.

影响力voluntarilyadv.

自愿地breakoff终止；中断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/ˈmjuːtʃuəl/adj.

相互的；彼此的；共有的caterto

迎合；满足outcome/ˈautkʌm/n.

结果；效果negotiator/nɪˈgəuʃɪeɪtə/n.

谈判者；商议者breakdown

/ˈbreɪkdaun/n.

失败；破裂；瓦解visibly/ˈvɪzəblɪ/adv.

看得见地；有形地invisibly/ɪnˈvɪzəblɪ/adv.

看不见地；无形地substance/ˈsʌbstəns/n.

实质部分；基本部分executive/ɪgˈzekjutɪv/n.

经理；董事lookupon…as

把……看做

scarce/skeəs/adj.

缺乏的；稀少的；罕见的accordingly/əˈkɔːdɪŋlɪ/adv.

相应的；因此；于是equivalent

/ɪˈkwɪvələnt/adj.

相等的；相当的tactic/ˈtæktɪk/n.

手段；策略customary/ˈkʌstəmərɪ/adj.

习惯的；惯例的converse/ˈkənvɜːs/v.

交谈presumption/prɪˈzʌmpʃn/n.

假定；假设；推测prolonged/prəˈlɔŋd/adj.

持续很久的；长时间的interpret…as

把……理解为confront/kənˈfrʌnt/v.

遭遇；面对

comeintoplay

积极活动；起作用signify/ˈsɪgnɪfaɪ/v.

表示……的意思；意味insistence/ɪnˈsɪstəns/n.

坚持；坚决要求castdoubton

对……产生怀疑abandonment/əˈbændənmənt/n.

遗弃；抛弃；舍弃

Notes

1.Thediscussioncanendinconflictifthenegotiationprocessisnotsuccessful,butitcanalsoleadtoanagreementwhentheneedsofallpartiesarecateredtointheoutcome.

如果谈判过程不成功，协商可能会引起冲突，但当谈判各方的需要最终都得以满足时也能达成协议。

catertosth/sb意思是“迎合；满足”。

Example:TVmustcatertomanydifferenttastes.

电视节目必须迎合各种人的爱好。

2.Cultureoperatesbothvisiblyandinvisiblytoinfluencethesubstanceofnegotiationsandperformanceoftheeventualcontract.

文化对谈判的实质内容及最终合同的履行起着有形和无形的作用。

3.MostEuropeanswillnotrealizethatsuchanactispartofthebargainingprocess.ItisthusadvisableforforeignexecutivestoadapttheirapproachtotheusualEuropeanpracticeaccordingly.

大部分欧洲人不会意识到，这种沉默的行为也是谈判过程的一部分。因此，外方经理为符合欧洲惯例而对自己的谈判方式进行相应调整的做法是可取的。

adaptto意思是“使适应；使适合”。

Example:Hehasnotyetadaptedtotheclimate.

他还没适应这种气候。

4.ItiscustomaryinnorthernEurope,inparticular,tomaintaineyecontactwiththepersonwithwhomoneisconversingornegotiating,basedonthepresumptionthatsomeonewhocanbelookedstraightintheeyecanbetrusted.

在北欧，人们尤其习惯于和自己谈话或谈判的那一方保持目光的交流，他们认为能够和你坦然对视的人是可以信赖的。

5.InsomeEuropeantradesitisstillthecustomtoshakehandstosignifythatanagreementhasbeenachieved.Incertainsituationstheinsistenceonawrittenagreementmaycastdoubtonthehonestyoftheotherpartyandcouldevenresultintheabandonmentoftheagreementjustachieved.

在一些欧洲国家的生意场上，人们习惯通过握手的方式表示一份协议的达成；而在某些情况下，坚持书面协议可能是对对方诚实度的质疑，甚至可能导致对方放弃刚刚达成的协议的后果。

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.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.We’vealreadycutourpricetocostlevel.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’.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.

WritingContract

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。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)EachParty’sAuthority（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）(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）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）SampleEnglishversion:SALESCONTRACTThiscontractismadeonthis__________dayof___________________between__________asSellerand__________asBuyer.Bothpartiesagreetothesaleandpurchaseof________underthefollowingtermsandconditions:1.Commodity:2.CountryofOrigin:3.Quantity:4.Brand:5.ContractPrice:FOB:6.Packing:Chineseversion:

销售合同本合同由__________为卖方和__________为买方于__________年__________月__________日订立。双方同意买卖__________，其条款如下：1.货物名称：2.原产地：3.数量：4.商标：5.合同价格：离岸价格：6.包装：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.付款条件：买方须于签订合同后的7个银行工作日开出卖方为受益人的、已保兑的、不可撤销的、可分割的、可转让的、不得分批装运的、无追索权的信用证。8.装船：从卖方收到买方信用证日期算起，45天予以装船。若发生买方所订船舶未按期到达装货，按本合同规定，卖方有权向买方索赔残损/耽搁费，按总金额3%计算为限。因此，买方需要向卖方提供银行保证。9.PerformanceGuarantee:TheSellershallsenda3%depositorBank’sGuaranteetotheBuyerwithin14bankingdaysuponreceiptoftheLetterofCreditfromtheBuyer.IftheSellerfailstocarryoutthecontract,theperformanceguaranteewillbeforfeitedtotheBuyer.10.AccompanyingDocuments:TheSellershallprovidetheBuyerwith:(1)CompletesetofCleanBillsofLading.(2)SignedCommercialInvoiceinquadruplicate.(3)CertificateofCountryofOrigin.(4)PackingList.(5)Otheressentialdocumentsinrespectoftheexportof__________.9.履行保证：卖方收到买方信用证的14个银行工作日内，向买方寄出3%的保证金或银行保函。若卖方不执行合同，其保证金买方予以没收。10.应付的单据：卖方向买方提供：（1）全套清洁提货单。（2）一式四份经签字的商业发票。（3）原产地证明书。（4）装箱单。（5）为出口__________所需的其他主要单据。11.ShipmentAdvice:TheSellershalltelextotheBuyeradvisingtheloadingconditionsatleast14daysbeforethefixedloadingtime.TheBuyerorthisagentshalladvisethevessel’sestimatedtimeofarrivalattheportofloading.12.OtherConditions:Inspectingofquality,quantityandweightcanbecarriedoutattheportofloading.Ifotherrelateddocumentsareneeded,theformalitiesandconsularchargesincurredshallbebornebytheBuyer.13.Lay-time:From13:00hoursthesameday,otherwisefrom08:00hoursnextday.11.装船通知：卖方在规定的装货时间，至少14天前以电报方式将装船条件告知买方。买方或其代理人将货船估计到达装货港的时间告知卖方。12.其他条款：质量、数量和重量的检验可在装货港一次进行。若要求提供所需的其他证件、其办理手续费、领事签证费应由买方负担。13.装运时间：当日13:00或次日8:00装船。14.LoadingRate:200MTperhatchperWWDSHEXUU.15.Demurrage/DelayCharges:__________U.S.$/dayfor5,000/6,000DWTVessel.16.ForceMajeure:IftheimplementationofcontractofeitherSideisinfluencedbytyphoons,earthquakeorothereventsconsideredbybothSidesasFORVEMAJEURE,thepostponementofimplementationshouldbeequaltotheeffectiveperiodofthesaidcauses.TheBuyers:__________Thesellers:__________Witness:__________Witness:__________Date:__________Date:__________14.装货效率：每一个晴天工作日，除星期日、节假日外，每舱口进货为200公吨。15.延期费/慢装卸罚款：对于5,000/6,000载重吨级船来说，每天为

__________美元。16.不可抗力：签约双方的任何一方由于台风、地震、或双方同意的不可抗力事故而影响合同执行时，则延迟履行合同期限，应相当于出事故所影响的时间。买方：__________卖方：__________

证人：__________证人：__________

日期：__________日期：__________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ExerciseTask1:Thefollowingispartofacontract.CompleteitbytranslatingtheChineseint