交通工程视听说英语教程录音材料第二单元Scriptunit2

1、Script nit 2 C ntract NegotiationPre listening Act vi i s usiness Contr ct Bas s mp rtan Po nts Rem m eW e PuttingTo e he a C nt a tIf you spe deno gh me deal ng h customrs， y will at s mepo t have t dea ith t con racts re a dto the servic yo povide t e c s om rs、Atfirst ， co trac sca be i m da ng,b

2、u like ost t ng li ew t toget ae te practi e， y u w llbe better t deal ng withhese g eeme ts、 T fo lowi gsl s wonttea h ou to be aaw r， but ey will vi eyou oe rel w l ins ght that l he py en it e ime to deal w th the co tract 、 You won t beli ve howmany cont act Ihave se n e cross m esk， b tdid have

3、 the ropersigna ure、 hI mea he proper sign tures is tat e clt who s ge ng the pro t r heervic has signd thecontract， dthe p r on t a is upplying hat pro uc orser ice has lso s gn the sa ont ct、Y uo der ave tf r t tohve e abo hsignat es nt e med cumei ontra t、 A o of smart ontra ts now have hiswo din

4、g elow t si na re lin : t rity to bind the p ny、 wordin er e as a r minder o the erson who as c ually sign ng thecn r ct that theymu thav h th rity t ntract th t th y we eao t t si、Basic ly says， yes, “Ican payfor this oduct r ervi m t to thehe clie ttha Im rms of the c y signi bout to e ev ”， andth

5、en subseq ently t e ny sentative isalo sayin ,“es, can eliv r t e product or the srvi e as its outln d” in the c nt c、 l c t acts s o ld ha e these bas c elem nts:N er one: Astar date hen are you ng deliv rt e producor thes vi e？Nu bert o：C nt ac e hT s an e ny duatio time from ay，a w ek， a mo h，sve

6、nmonths r efour yea 、 umber th ee: De ai so th ro t orserv c hiitem an nev r h ve eno gh detai 、 T eg al heristo ma e sr both pati s kno ex tly wha isto be done in thc ntract h n t t efi st e ai s、 I is impo tnt to ma e ur everyo esexpec ations Number r abso utel four ： Pri ecrystal lear、Yes,it is i

7、mportan to ist o t the pr ce y u re ch ging forthe se viceforthe partthat oare sell ng、 Makin sure h t co tr c detail ht is i clu ed s u t s imp rt nt s owh t is notinclude n hepri e、 Whe yh nk pric , thi k num er of u ts， v lue， f qcy and any and a l cou ts, and f r ow long t t pr ce willbe eff ou

8、may att f e i nts are incr se nyrice if certain conditi nsappl h as a u omer who uy m re a ex ected oless t an ag eed t、 K ep ese op ion op n ec useyo never k wha w ll happen in h future 、N mber five ： ay e tter I t e old day enb n ss as a loal exc aneof go andservic s， pa men er sare p iduch c shwh

9、n y ugh ore eived th p odu t oserice、As usinessbeca e mo e nte national ，it b came in n en nt to pay sh, fo say, s plo f i o re， so p yment ter s b c e part o te con ac、 ay ent te ms a uthere is a im l al n betw e t e deli ry o t se vi e to thp yme for such e ce、So e panies can ff o ex en payment rm

10、s for big er eals but som ed to be paid immediately 、 Wh n you ar n ot atingpamentte s, ensure yo anaf r to te ou agreto, h r ise ou m yfi d y urself overexten ed c edit wiseand not e le to a rd t your emp oye s or oth rkey r de s、 mb r s x: Mail ng ddres es、In ur contract make r yo h e he miling ad

11、dre ses o thatpr n who signe the contract and taili ad res an name of theprson or d pr ment you were osend e i i es to、 Same p lie ify re g tt g pa d make sureyo r custom r know w ere t en he cecked, ither wa o will sa ea lot of time ini izing conf sion， if y ue t this t he cont ac 、Number seve ： Ap

12、pr vesi natures 、Now we e go ng v r his againut s is sim le、 Make su ethepeop e ho si ned he con rac havthe autho i y t mi to the terms of thecontract he in oubt， skfor pro f 、 Don trist disappoint ent or extra cst be aus you didn do t is step、 Wh n t es to on ra ts and promise , the on valid promis

13、e i a promi ethis ritten intothe conract、 hile li t n g Act v ie ie OBus ness Contr t asi : mport nPointtoRe e er hen Putti g o eth ra Cont a tEveythi e se is mple words ， unsp k n or sa e obin g， which they we e， uthat i notthe se、Sothe contractoray wewill p ck upadispoof all ccess m tria ,get iti

14、w it ng,i he client s ys we w lgi e you morebu n ss， d iyou e ivr ont e， ha them t that in riti 、 t i eas o be ve orhavefaith i he othe party hen you e n o iati contra、 Youwa t o take the r wo f r r one wh ha g d nt nion ， bu i u ti ns ch nge， pe le change、 To nsueveryone r me ber wha he pr ms d by

15、pu tiit inwr ti g n incorp ra i g tint the ontr t、is natural hata contract ll l back nd fort betwey ur p d u clien ,i ea h pa t fi e tunes wh tthey will agree to and what t ey wat c eor d ust din h cont a t、Electronic llywri ten ontractsfor document ca b just d rl red with ut other par y ng ol r ei

16、g aw re f it 、E e roni aly w itten ontra s or ou nts can be djus ed d oralter d ithou h othe party b ing t ld， oreven eing aware， you nget round redline in Word d c ents，ik i r not， its a fa、So yo h ve to g ardagainst his practiceby review ng the redl e con act thate back t you、Mos eop e wi con entr

17、atetheir attention o e ections that ha e ee redl ned, but t is always goo ractice to scant e re o ocument to e urnoth n els h s c a ed、 One q i kand asy way to dot is is o firsten ur that y h ve he sa e numbe f p es n the cntract、Secondly y u can scan a contr ct bylook n for h same or s t eeginning

18、nd ends of each l ne, and ar ngth t torig naland tred lined ver i n、As y u can see in his a pl t wo dsan nd ag st pear nth 3rdinei ht ine a i the r ginal, also wehave allpoint A h u hD inboth copie， he cabe tty uthatti ec ion on h contract hasn t een altered、I that e t onha wordsa d d o rem ved nd t

19、hewo ds were not line up the same ay, this d e R S ith ga e su efu hn esas well 、 ery c n ct wil have som change ade to it, wh n t does， bothpa i sm s agr e tot o e changes、 h h es ee t be i itated by both p ti s rthe ch ng isnot deeme cc p ed int t cntr t、 hi pr ce e lso stop one part from makin ch

20、anges f erthecontra t hs ee s gned ndensr s th int g i y other ontra t p oc ss、I s good idea o ctuall i e such a au e int ou contract oensu e th b th partie under tan t at al ch gehave tobe mutually a reed to、 ne would t ink this s bvio s ie, u realityh s taugh m quite dif ere tly 、 ere is cnario to

21、 consider 、 John wor s or a sof ware pany and John ge s paid amissi for ach f his softwa e al s、Jhnknowst e f ll price of th spanysoftware， but John also kno he cn semors f wa e i he d uts the pri Jomigh n t elly kno wha i ost ct lly r ght el and p tthe s ftwarehis any i el i g、 Al ekn wsisgets aiif

22、 he lls 、 Sooh smoti timanot alig with h s a ys o ject ves、When ites tod cs me p dc sse vices, aksureveryo e i y rp y knows wh t is he abs lute lo e t ri e hat is cc pt ble, you r n a bu n ss， not char ty、 Don t gi e aw y the panprofi sby adding excessive dis ount n a cont a t、 Whe yo aenegoti ting

23、a contra， alwa s ryin t keep inop min new ap roacheand c rms a contract、I is at ral o i mediat l dismiss a ycha es o yo r cont a t， bt try a d listen o new approa hes nnew ways l o ingatthe usiness、 met mes he e new ideas will e fr your lie ， ndyour c st m r ,yo r be ea t o i otoreac , u o i en a as

24、k quetion ,lotsand lo of qu stion Tr t und r tandwh re theyr ngfrom, i oulet the the person expl in heir po ition ，t e r logicnd thei easonswhy theyar a k gfo wh t hey re a kng， y u migh see an op ortun app oa tht ou ne e h ug t itbefo e， l aysr sponth s way, “oh, all h ts in e t ng”、 “ Wh is hatimp

25、 rtan o ou an oy ur y?Tw rst contracts are eon s do ein a sh、 It i wel nownhat most co c sions and contr cts e d nein the in lhours athe egotiation 、 Do hat youcan toa oid ried time or sens t ve si u ti ns schas sg in a nch f n racts on the la t ay of the mo th or t eof the q a er、Try to minimiz t e

26、 strap y ot se ing adeadlineto s gn y a c rt inda or a t in time 、 Ofcour yo w ll veto eent al sign th o ra t， but yo now pr dictahofti e wh t i uewi lu nthe eg tiat on has、Sdon be at a isad ant ge an ave our elsome extra t e ad xibil y、 Con rac s c n im ct s e sesin n way， u lessyo on r n and ma ag

27、 a n -pers n busin ss、 Ch n es arevr igh thatt e cot ac yo re ou t ig w l affec loo peop e inour pany 、P ple m y b hired, pensive mach ery purc as d, of i e ace is rened, anb d ec age , and n、So now is th t me nd o r y ur about o-be igned contrac toa trustedpart n y urp n， or rganiztio for the to ha

28、v a re ew ofthedeal、 hey m y have a p rspet ve of our knowledgeabouta crtain si uation do ou ernotaware of、 h s inf rm ti n may ea ae l i p on t deal r simp ypoi t ou omethin that ig t be an ir it nt tron、 The in s that ou won (unless ou e a secon or t ird op ni als )、 T s gv s oth rf lks in he rgan

29、iz ion thbilityto n w and m nag t thecontract t ms andthat l n willensurefor su cessco ac、Than yo for watch n hi presen a ion c n r ct basics、I h pthe inform i n s b e he pfu toyou、Video oHow o egotiate a Contra t:Negotia o Tips T c i In this se nt, we rgoing oini s enta t，i you a t tos of the cu v

30、s bet een two o relook n overv ne ia io hink f egotiatin a beinga pr ce eo le acr ss th able、 n f citsbett o thin ofnegoti ing as en irem m er of t e rcess、 N wlook a his ma as yo will s e thereare hree di tinc e nts nto neo iato、Pr n gotiati nWell ， y u need o get a m at nyou nee tplan, sothat ouk

31、ow w at todo wh nyou sit down wi h the the part、Ph se two i the negotia ionitsel 、It a l st fro h n h ur， to anho r to da, t a ek,o a mon 、wasonce involv n h gas negotia i n b tweethBritish Gas A t orit and N rway which l st f urteye r， s ther sn rule ut how ng gotiai n ta s、 lright ， tsgo b k o the

32、 final stages, whi h is a i plemen tio 、Ho er go dsetleme t is w th the o her pa ty, how ve cle rthe cotract，however y peop e have si ned it, ts ue ionly theend to w ichitsimp emented、 Sthatis crucial area、 Sothis s emanagemntproc s、L t s vea look at phas oneaga n， tain ng a man te、 Now youmay ha e

33、he au h rity to t r ow mandate、 Many ma gers ndire t rs dont， t ey have to g t p issi nfr m th boardor r m eibos、 ome eopseem o e e t r t g tt n mandatet n hers， when they go n alkt someb d they a aywith wht the an e， whereas ost f s,w w so e and loos ome、N I mint rested i how tisth taf w indivi al

34、seecons nt o get thei ow w y、Sec nd， planing 、 It wo d be di ulous o ma or gotati nto g and it downwith the other p ty w thuhavng th ught hro hsome of h ssues and ow t h le htit i vol s、Finally t e fac to a e， is is what most people areint restedin、 ow d youactu lly g t whatyou w nt h n somtimes it

35、is in con l ct wi w tthe o her p t an s？Wesh uld lo kin ah t i sd t l、 n finally, m le n ations、P ti ula ly ow to avoimi unde sta di g rot e cont a tdur g tmplem a n pha e、 t ppen、 It appns lot I hav det il i h t o any oc asins、 ndhot g t tmentfro t eothe si e to im leme t i n e whun o see o tacl ar

36、、 So tosa ethe threepasesand y e allinteracti e、 These a tho ties， orex mple， so e t an maz ng ta ticalin hface to athmay i eim s fi ient re utai ， uppose you c say， ith his direct r for hem to ive im the ma dates he asks f r、 Smebody ho s ve y good at getti a andatmay ake the tas of the negotiation

37、 easier 、Th person coul bewith s m onwho did n t et avery g od an teandi l mentationi he area ha ery few pe ple ocus on obviou y as havsai beore tha ske to ensu e th va the ontract is ealizedby botharties、Vi Th eeHo to Nego iate fectiv ly ？ , hi s D Cima， and back it newlesso o owto gotiate eff ctiv

38、e y、 Well ， hat is it toneoti te r hat doe egot a i r lly mean? Negotiation s call meansaex ange of th ngsbetween two po l ort op rti s、 So if I ere o n g iat w th， woul be excha ging somethi g tha ha e r someth ng thatu have, so for xmp e， say, have ar， have a b t donthave lo ofoney、 Now Iam n neeo

39、f ney， u yo are i ned oa car、 Sohat am I g in too? m g ingto ch ne my ca n rt n for t m ney that you r willing to payme fo my ca、 So the tlks that ollow depe d ng on whetherwe lik to exc ang the carfor h mey is what e oti ting isal ab ut、 So ne otiat n , should say, m kingdeal、 o ifI ne with negotiating ha made d al、O y、 Well,please o e:tat th re e var