Unit5

BusinessNegotiation1/63【LearningObjectives】Afterfinishingthisunit,studentsshouldknowsomeusefulexpressionsusedinnegotiating.knowsometechniquesinnegotiation.knowhowtodraftacontract.2/63Warm-up

Workinpairs.Ifyouaregoingtotakeanegotiationtosellyourproducts,whatpreparationsshouldyoumake?Ticktheonesyouthinknecessary.()1.Prepareanagendaforthenegotiation.()2.Trytogettoknowmoreaboutthebuyer.()3.Obtainrelevantinformationonthetargetmarket.()4.Domarketresearch.

√√√√3/63()5.Gettoknowthebuyer’srealinterestintheproduct.()6.Makecounter-proposals.()7.Knowyourbottomlineoftheprice.()8.Knowonwhattermsyoucanmakesomeconcessions.√√√√4/63Listening&Speaking

Task1:ListentothedialogueanddecideifthefollowingstatementsareTrue(T)orFalse(F).

NewWordsandExpressionschinawaren.陶瓷器makeout開出；寫出considerateadj.考慮周到cataloguen.目錄；目錄冊respectn.方面 quotationn.報價takesthintoconsideration考慮某事物tobefrank坦白地說cometoterms妥協；和解exceptionallyadv.特殊地；例外地

5/63()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.TFFFTT6/63Task2:Listentothefollowingdialogueandcompleteitwiththemissinginformation.NewWordsandExpressions

getdowntosth開始；著手termsofpayment付款方式L/C(letterofcredit)信用證exchangerate匯率；兌換率unstableadj.不穩；不牢靠promptadj.及時；按時D/P(documentagainstpayment)付款交單profitmargin利潤率exchangequota外匯限額insufficientadj.不足；不夠7/63Robert:Sincewehavereachedanagreement_________

_______________________oftheproducts,nowlet’sgetdowntotalkingaboutpayment,OK?Julie: Goodidea._____________________wouldyouprefer?Robert:Actually,anL/Cpaymentisourgeneralpractice.TheexchangerateiscurrentlyratherunstableandanL/Cprovides____________________

_________fromthebank.It’salsothegenerallyacceptedinternationalpractice.paymentontheprice,qualityandquantity

Whattermsofpaymentaguaranteeofprompt8/63Julie: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

9/63SituationalDialogue

LiQiangisthesalesmanagerofanimportandexportcorporation.Mr.Wilson,thebossofacompany,wantstopurchasetheproductofLiQiang’scompany.Nowtheybegintonegotiateonprice.Firstyouarerequiredtomatcheachquestionwithitscorrespondinganswer,andthenmakeadialoguebyusingthequestionsandanswers.Afterfinishingthedialoguepracticeitwithyourpartner.10/631.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.11/63PassageListentothepassage,andthenfillintheblankswiththemissingwords.NewWordsandExpressionsdisputantn.爭論者；爭吵者interpersonaladj.人與人之間corporateadj.團體；企業 disputen.爭論；爭吵acknowledgev.認可屬實conflictn.分歧；沖突influencen.影響力voluntarilyadv.自愿地breakoff終止；中止12/63Insimplestterms,negotiationisadiscussionbetweentwoormoredisputantswhoaretryingto_________________totheirproblem.Thisinterpersonalorinter-groupprocesscan______________________,aswellasatacorporateorinternationallevel.Negotiationstypicallytakeplacebecausethepartieswishto___________________thateithercoulddoonhisorherown,ortoresolveaproblemordisputebetweenthem.Thepartiesacknowledgethatthereis_____________________betweenthemandthinktheycanusesomeformofinfluencetogetabetterdeal,ratherthansimplytaking_____________________

_________givethem.Theyprefertosearchforagreementratherthanfightopenly,givein,orbreakoffcontact.workoutasolution

occuratapersonallevelcreatesomethingnewsomeconflictofinterest

whattheothersidewillvoluntarily13/63

LanguageFocus

Startinganegotiation1.I’dliketodiscusstheprice.2.Tostartwith,Ithinkweshouldestablishtheoverallprocedure.3.Firstly,mayIsuggestwestartbytakingalookattheagendaIsentyou?4.Iwonderwhetherwecouldtakethepricequestionfirst.Wereallyneedtoagreeaboutthatbeforeeverythingelse.5.Let’sgetdowntothematterofpriceandtermsofpayment.14/63BargainingIfyoucanreducethepriceby10%,we’llorder500tonsmore.2.Businessispossibleifyouincreasethepriceby10%.3.I’mafraidIcouldnotagreewithyouforsuchabigdiscount.4.Ourpricemayappearalittlehigher,butthequalityismuchbetterthanourcompetitors’.5.That’salittlemorethanwewereexpectingtopay.6.Ourpricesaresupposedtobemuchlowerthanothercompanies.15/637.Ourpricesarehighlycompetitivewhenyouconsiderthequalityoftheproduct.8.Wecan’tmakeanyfurtherdiscount.9.There’snoroomforanydiscountintheprice.10.We’vealreadycutourpricetocostlevel.Withthisprice,wewon’tmakeanyprofit.11.Inthelightofourlong-termcooperation,we’rehappytogiveyouthisdiscount.12.Ourpriceisinlinewiththeprevailingmarketpriceandthereisnoroomforreduction.16/63MakingconcessionsLet’smeeteachotherhalfway,say5%discountinsteadof10%.2.Let’scompromise.3.Wearealwayswillingtocooperatewithyouifyoumakesomeconcessions.4.Icangivepreferentialtermsonthatproblem.5.Wehaveanotherplan.6.Ifyouorderinlargelots,wecanreducethepricealittle.7.Let’sgofiftyfiftyonthedifference.8.Ifyouinsist,Iwillcomplywithyourrequest.17/63EasyTime

Enjoythefollowingsong.

HealtheWorld18/63Reading

Lead-in

Workingroups.Discussthefollowingquestionswithyourpartners.Tellyourexperienceofbargainingwhenbuyingclothes,shoes,books,etc.2.Doyouthinkhonestyisimportantinnegotiation?Why?3.Doyouknowsometechniquesinnegotiation?Namesomeofthem.19/63ReadingNegotiationTechniques20/63NewWordsandExpressionsmutual/?mju?t?u?l/adj.相互；彼此；共有caterto迎合；滿足outcome/?autk?m/n.結果；效果negotiator/n??g?u??e?t?/n.談判者；商議者breakdown

/?bre?kdaun/n.失敗；破裂；瓦解visibly/?v?z?bl?/adv.看得見地；有形地invisibly/?n?v?z?bl?/adv.看不見地；無形地substance/?s?bst?ns/n.實質部分；基本部分executive/?g?zekjut?v/n.經理；董事lookupon…as把……看做

21/63scarce/ske?s/adj.缺乏；稀少；罕見accordingly/??k??d??l?/adv.對應；所以；于是equivalent

/??kw?v?l?nt/adj.相等；相當tactic/?t?kt?k/n.伎倆；策略customary/?k?st?m?r?/adj.習慣；通例converse/?k?nv??s/v.交談presumption/pr??z?mp?n/n.假定；假設；推測prolonged/pr??l??d/adj.連續很久；長時間interpret…as把……了解為confront/k?n?fr?nt/v.遭遇；面對

22/63comeintoplay主動活動；起作用signify/?s?gn?fa?/v.表示……意思；意味insistence/?n?s?st?ns/n.堅持；果斷要求castdoubton對……產生懷疑abandonment/??b?nd?nm?nt/n.遺棄；拋棄；舍棄

23/63Notes

1.Thediscussioncanendinconflictifthenegotiationprocessisnotsuccessful,butitcanalsoleadtoanagreementwhentheneedsofallpartiesarecateredtointheoutcome.假如談判過程不成功，協商可能會引發沖突，但當談判各方需要最終都得以滿足時也能達成協議。

catertosth/sb意思是“迎合；滿足”。Example:TVmustcatertomanydifferenttastes.

電視節目必須迎合各種人興趣。

24/632.Cultureoperatesbothvisiblyandinvisiblytoinfluencethesubstanceofnegotiationsandperformanceoftheeventualcontract.文化對談判實質內容及最終協議推行起著有形和無形作用。

25/633.MostEuropeanswillnotrealizethatsuchanactispartofthebargainingprocess.ItisthusadvisableforforeignexecutivestoadapttheirapproachtotheusualEuropeanpracticeaccordingly.大部分歐洲人不會意識到，這種緘默行為也是談判過程一部分。所以，外方經理為符合歐洲通例而對自己談判方式進行對應調整做法是可取。

adaptto意思是“使適應；使適合”。Example:Hehasnotyetadaptedtotheclimate.他還沒適應這種氣候。

26/634.ItiscustomaryinnorthernEurope,inparticular,tomaintaineyecontactwiththepersonwithwhomoneisconversingornegotiating,basedonthepresumptionthatsomeonewhocanbelookedstraightintheeyecanbetrusted.在北歐，人們尤其習慣于和自己談話或談判那一方保持目光交流，他們認為能夠和你坦然對視人是能夠信賴。

27/635.InsomeEuropeantradesitisstillthecustomtoshakehandstosignifythatanagreementhasbeenachieved.Incertainsituationstheinsistenceonawrittenagreementmaycastdoubtonthehonestyoftheotherpartyandcouldevenresultintheabandonmentoftheagreementjustachieved.在一些歐洲國家生意場上，人們習慣經過握手方式表示一份協議達成；而在一些情況下，堅持書面協議可能是對對方老實度質疑，甚至可能造成對方放棄剛才達成協議后果。

28/63ExercisesChoosethebestanswerforeachofthefollowingquestions.Whichofthefollowingisnottrueaboutnegotiation?______Negotiationreferstodiscussionbetweentwopartieswithanaimtoreachanagreement.B.Negotiatingprocessmayresultindisagreementwhentheneedsofnegotiatingpartiesfailtobemetintheoutcome.C.Thediscussionbetweennegotiatingpartiescanalwaysendinsuccessasisplanned.D.Cultureoftenplaysapartintheinternationalnegotiatingprocess.C

29/632.Askillednegotiatorshouldhaveaknowledgeofforeignculturebecause______.A.Culturaldifferencescanbringaboutcommunicationbreakdown.B.Culturecaninfluencenotonlythecontentofnegotiationsbutalsotheactualperformingofthefinalcontract.C.Negotiatingwithinone’sowncultureissufficientlydifficult,butthedifficultiesincreasewhenitisheldinadifferentculture.D.BothAandD.D

30/633.Whichofthefollowingstatementsisnottrue,accordingtothepassage?______A.Longperiodsofsilenceisapartofbargainingprocess,asisthecaseallovertheworld.B.Anegotiatorshoulddecideonanappropriatenegotiatingapproachbasedonhisunderstandingofthecultureinwhichthenegotiationisconducted.C.TimeislookeduponasascarceresourceinmostEuropeancountries,soitisrarefornegotiatorstheretotaketimetodiscussanissue.D.Businessnegotiatorsshouldhaveaknowledgeoftheculturaldifferencestohelpdeveloptheirnegotiationtactics.A

31/634.Whatcan’tbeinferredfromthefourthparagraphofthepassage?______A.Though“makingeyecontact”withpeopleyou’retalkingwithistakenforgrantedinsomecountries,itmaybeinterpretedashostileinotherpartsoftheworld.B.InnorthernEurope,youwouldbethoughtofashonestifyoucanbelookedstraightintheeyewhiletalkingwithothers.C.Youdon’thavetotroubleyourselfwithsuchquestionsaswhethertomakeeyecontactwithyourpartnerornot,aslongasyouarehonestwithhim/her.D.Undoubtedlytherearesomepeoplewhodislikebeinglookedstraightintheeyeduringtheconversation,fortheymayfeeloffendedsomehow.C

32/63II.MatcheachwordinColumnAwithitscorrespondingexplanationinColumnB.ColumnA

ColumnB1.outcome2.visibly3.hurry4.insistence5.scarce6.presumption7.conflict8.tacticsanactofdemandingorsayingsthfirmlyb.muchlessthanisneededc.(ofopinions)opposition;differenced.inawaythatiseasilynoticeablee.meansofachievingsthf.effectorresultg.presumingsthtobetrueorthecaseh.dosthormovequickly33/63III.Fillintheblankswiththewordsorphrasesgivenbelow.Changetheformsifnecessary.converse catertoequivalentprolongedcomeintoplayadvisable signify confront

_________useofthedrugisknowntohaveharmfulside-effects.2.Personalfeelingsshouldnot____________whenonehastomakebusinessdecisions.3.Sheisdoingthe_________jobinthenewcompanybutformoremoney.Prolonged

comeintoplayequivalent

34/634.Sheissoshythat__________withhercanbequitedifficult.5.Thenumber30onaroadsign________thatthespeedlimitis30milesanhour.6.IthoughtIwouldremaincalm,butwhenIwas_________withtheTVcamera,Ibecameverynervous.7.Thenewspaper__________people’sloveofscandalhasbeenbannedfrompublication.8.Acertainamountofcautionis_________atthispoint.advisable

conversing

signifies

confronted

cateringto35/63IV.TranslatethefollowingsentencesintoEnglish.

1.格林先生，我們用戶以為，你們價格和其它供貨商提供價格相比總是偏高，他們希望你能給一些折扣。

Mr.Green,ourcustomershavetheimpressionthatyourpricesarealwaysmuchtoohigh,comparedwiththoseofothersuppliers.Theyhopeyoucangivesomediscounts.36/632.我們最多只能給你們5%折扣，不可能再低了。我們已經降到成本價了。

Wecangiveyoua5%discountatmost.Thereisnoroomforreductionanymore.We’vealreadycutourpricetocostlevel.3.我們價格可能稍微高了一點，但我們產品質量要遠遠優于我們競爭對手。

Ourpricemayappearalittlehigher,butthequalityismuchbetterthanourcompetitors’.37/634.雙方都指責對方造成了談判破裂。(breakdown)

Bothpartiesblamedeachotherforthebreakdownofthenegotiation.

5.他對該計劃可行性表示懷疑。(castdoubton)

Hecastdoubtonthefeasibilityoftheplan.

38/63WritingContract協議又稱契約，是當事人或締約方依據所在國法律就各自責任、權利和義務達成協議。在中國它是指平等主體自然人、法人、其它組織之間設置、變更、終止民事權利和義務關系協議。因為協議是約定當事人權利義務正式文件，因而要求其語言準確，行文慎重，不能引發歧義，不然會造成無須要法律糾紛。39/63協議基本組成：1.Title（協議名稱）2.Preamble（前文）(1)DateofSigning（訂約日期）(2)SigningParties（訂約當事人）(3)EachParty’sAuthority（當事人正當依據）(4)PlaceofSigning（訂約地點）(5)RecitalsorWhereasClause（訂約緣由）3.Body（本文）(1)DefinitionClause（定義條款）(2)BasicConditions（基本條款）40/63(3)GeneralTermsandConditions（普通條款）Duration（協議使用期限）Termination（協議終止）ForceMajeure（不可抗力）Assignment（協議讓與）Arbitration（仲裁）GoverningLaw（適用法律）Jurisdiction（訴訟管轄）Notice（通知手續）“EntireAgreement”Clause（完整條款，即與包括現行契約條款關系）Amendment（協議修改）Others（其它）41/634.WitnessClause（結尾條款）(1)ConcludingSentence（結尾語，包括協議份數、使用文字和效力等）(2)Signature（署名）(3)Seal（印章）42/63SampleEnglishversion:SALESCONTRACTThiscontractismadeonthis__________dayof___________________between__________asSellerand__________asBuyer.Bothpartiesagreetothesaleandpurchaseof________underthefollowingtermsandconditions:1.Commodity:2.CountryofOrigin:3.Quantity:4.Brand:5.ContractPrice:FOB:6.Packing:43/63Chineseversion:

銷售協議本協議由__________為賣方和__________為買方于__________年__________月__________日訂立。雙方同意買賣__________，其條款以下：1.貨物名稱：2.原產地：3.數量：4.商標：5.協議價格：離岸價格：6.包裝：44/637.TermsofPayment:Byaconfirmed,irrevocable,divisible,transferable,andpartialshipmentnotallowed,letterofcreditwithoutrecourseinfavoroftheseller,L/Cshouldbeopenedwithin7bankingdaysbytheBuyerafterthecontractissigned.8.Shipment:Shipmentshallbeeffectedwithin45daysfromthedateoftheseller’sreceiptoftheBuyer’sLetterofCredit.IntheeventoftheBuyer’svesselfailingtoarriveforloading,thentheSellershallhavetheright,asstipulatedherein,toclaimdamages/lossesnotexceeding3%oftheL/CamountfromtheBuyer.TheBuyerinthisrespect,shallfurnishtheSellerwiththeBankGuarantee.45/637.付款條件：買方須于簽署協議后7個銀行工作日開出賣方為受益人、已保兌、不可撤消、可分割、可轉讓、不得分批裝運、無追索權信用證。8.裝船：從賣方收到買方信用證日期算起，45天給予裝船。若發生買方所訂船舶未按期抵達裝貨，按本協議要求，賣方有權向買方索賠殘損/耽擱費，按總金額3%計算為限。所以，買方需要向賣方提供銀行確保。46/639.PerformanceGuarantee:TheSellershallsenda3%depositorBank’sGuaranteetotheBuyerwithin14bankingdaysuponreceiptoftheLetterofCreditfromtheBuyer.IftheSellerfailstocarryoutthecontract,theperformanceguaranteewillbeforfeitedtotheBuyer.10.AccompanyingDocuments:TheSellershallprovidetheBuyerwith:(1)CompletesetofCleanBillsofLading.(2)SignedCommercialInvoiceinquadruplicate.(3)CertificateofCountryofOrigin.(4)PackingList.(5)Otheressentialdocumentsinrespectoftheexportof__________.47/639.推行確保：賣方收到買方信用證14個銀行工作日內，向買方寄出3%確保金或銀行保函。若賣方不執行協議，其確保金買方給予沒收。10.應付單據：賣方向買方提供：（1）全套清潔提貨單。（2）一式四份經簽字商業發票。（3）原產地證實書。（4）裝箱單。（5）為出口__________所需其它主要單據。48/6311.ShipmentAdvice:TheSellershalltelextotheBuyeradvisingtheloadingconditionsatleast14daysbeforethefixedloadingtime.TheBuyerorthisagentshalladvisethevessel’sestimatedtimeofarrivalattheportofloading.12.OtherConditions:Inspectingofquality,quantityandweightcanbecarriedoutattheportofloading.Ifotherrelateddocumentsareneeded,theformalitiesandconsularchargesincurredshallbebornebytheBuyer.13.Lay-time:From13:00hoursthesameday,otherwisefrom08:00hoursnextday.49/6311.裝船通知：賣方在要求裝貨時間，最少14天前以電報方式將裝船條件通知買方。買方或其代理人將貨船預計抵達裝貨港時間通知賣方。12.其它條款：質量、數量和重量檢驗可在裝貨港一次進行。若要求提供所需其它證件、其辦理手續費、領事簽證費應由買方負擔。13.裝運時間：當日13:00或次日8:00裝船。50/6314.LoadingRate:200MTperhatchperWWDSHEXUU.15.Demurrage/DelayCharges:__________U.S.$/dayfor5,000/6,000DWTVessel.16.ForceMajeure:IftheimplementationofcontractofeitherSideisinfluencedbytyphoons,earthquakeorothereventsconsideredbybothSidesasFORVEMAJEURE,thepostponementofimplementationshouldbeequaltotheeffectiveperiodofthesaidcauses.TheBuyers:__________Thesellers:__________Witness:__________Witness:__________Date:__________Date:__________51/6314.裝貨效率：每一個晴天工作日，除星期日、節假日外，每艙口進貨為200公噸。15.延期費/慢裝卸罰款：對于5,000/6,000載重噸級船來說，天天為__________美元。16.不可抗力：簽約雙方任何一方因為臺風、地震、或雙方同意不可抗力事故而影響協議執行時，則延遲推行協議期限，應相當于出事故所影響時間。買方：__________賣方：__________證人：__________證人：__________日期：__________日期：__________52/63UsefulExpressions

慣用協議名稱contractofemployment雇用協議contractofengagement雇用協議contractofcarriage運輸協議contractofarbitration仲裁協議contractforgoods訂貨協議contractforpurchase采購協議contractforservice勞務協議contractforfuturedelivery期貨協議contractofsale銷售協議contractofinsurance保險協議leasecontract租賃協議53/63along-termcontract長久協議ashort-termcontract短期協議contract協議，訂立協議contractor訂約人，承包人tomakeacontract簽署協議tosignacontract簽協議todrawupacontract擬訂協議todraftacontract起草協議togetacontract得到協議協議慣用語54/63tolandacontract得到（擁有）協議originalsofthecontract協議正本copiesofthecontract協議副本awrittencontract書面協議tomakesomeconcessions做一些讓步

contractterms/clauses協議條款contractprovisions/stipulations協議要求contractperiod/term協議期限tobringacontractintoeffect使協議生效tocomeintoeffect生效55/63toceasetobeineffect/force失效tocarryoutacontract執行協議toexecute/implement/fulfill/performacontract

執行協議cancellationofcontract撤消協議breachofcontract違反協議tobreakthecontract毀約tocancelthecontract撤消協議totearupthecontract撕毀協議toapprovethecontract審批協議56/63toannulthecontract廢除協議toterminatethecontract解除協議toalterthecontract修改協議toabidebythecontract恪守協議tobele