《会展情景英语》Unit10签订合同

1、? ?会展情景英语会展情景英语?Unit10?Unit10签订合同签订合同Learning ObjectivesSituational Dialogues3Industrial Tips 4Practical ExercisesContent1Knowledge linkingWarm-upUseful Sentences5267Warm-upRead the following items and match them with the pictures热身活动热身活动1. Etiquette on Eye Contact To maintain a professional contact

2、, keep your eyes in the middle of that triangle when speaking to others.2. Handshake Etiquette A good handshake not only makes you look more professional, but it could influence an important business decision, such as whether you strike a big deal or get a new job. When shaking the hands, make sure

3、your right hand is open so the lower joint of the thumb of both parties touch.3. Introduction Etiquette The basic protocol of introductions calls for introducing the lesser-ranking (socially, professionally, by age or seniority) to the higher-ranking person. Warm-upRead the following items and match

4、 them with the pictures热身活动热身活动4. Business Card Etiquette: Business cards are generally exchanged at the beginning of or at the end of an initial meeting. Good business etiquette requires you present the card so the recipients language is face up.ABCD(1)_(2)_(3)_(4)_Situational DialoguesDialogue 1 情

5、情 景景 对对 话话 Mr. Yang, an exhibitor, is on the phone requesting contract information from Mr. Li, the receptionist from the International Fashion Art Exhibition Organizer. L = Mr. Li, Y = Mr. Yang L: Hello; this is the receptionist from International Fashion Art Exhibition Organizer. Y: Good morning!

6、I am Yang from Huaxia Fashion Company in Canada. This morning I read the online advertisement concerning the 10th International Fashion Art Exhibition that will be held at the Beijing International Exhibition Centre. We are very interested in attending this exhibition. L: Thanks for calling and Im s

7、o glad you are interested in attending our exhibition.Y: I would like to know more about the contract. Please describe the conditions for acceptance to participate as an exhibitor.L: We have set procedures that are required for all exhibitors who participate in the exhibition. All companies or indiv

8、iduals that wish to participate as exhibitors at the exhibition must accept the contract requirements.Y: Yes, I certainly agree and understand the need for a well-defined contract. L: All details will be contained in the written contract. Y: Good, and how about the insurance requirements in the cont

9、ract?L: We have approved the Civil Liability and a Multi-Fair (fire, lightning or explosion) insurance that will cover all exhibited goods, including owned or leased decorative materials, on behalf of exhibitors. Y: Who will be responsible if there is a loss or damage to goods or objects located in

10、the exhibition booths? L: Exhibitors cannot claim responsibility to the organizer, nor to exhibition management. Y: Is this insurance separately invoiced to the exhibitor? L: Yes. Y: Would you please provide me with more information about the required payments? L: Yes. The exhibitor must submit all

11、fees to the organizer as outlined in the contract payment schedule. Y: In addition, I was wondering if the booth fees include food and beverages for representatives during the trade show hours. L: Yes, the fees include food and beverages for two representatives, but there will be an additional cost

12、of $100.00 for each extra representatives at your booth. Y: OK, and thank you. I will download the detailed contract as soon as possible. Vocabularyrequestrkwest n. 请求；需要; vt. 要求individualndvdj()l n. 个人，个体; adj. 个人的；个别的containknten vi.& vt. 包含；容纳approve pruv vi. 批准；赞成liability lablt n. 责任；倾向explosio

13、n kspl()n n. 爆炸；爆发Vocabularydamage dmd n. 损害；损害；vt. 损害，毁坏损害，毁坏claim klem n.声称；索赔声称；索赔;vt. 要求；声称要求；声称beverage bev()rd n. 饮料饮料separately sep()rtl adv. 分别地；别离地分别地；别离地submit sbmt vi. 提交；服从提交；服从responsibility r,spnsblt n. 责任；义务责任；义务Notes 1.International Fashion Art Exhibition 国际时尚艺术展国际时尚艺术展2.Thanks for c

14、alling and Im so glad you are interested in attending our exhibition. 谢谢你的来电谢谢你的来电,我很快乐你有我很快乐你有兴趣兴趣 参加我们的展览。参加我们的展览。3.All companies or individuals that wish to participate as exhibitors at the exhibition must accept the contract requirements. 所有希望作所有希望作 为参展商参加展会的公司或个人必须接受合同的要求。为参展商参加展会的公司或个人必须接受合同的要

15、求。4.Civil Liability民事责任民事责任5.on behalf of代表；为了代表；为了 Notes 6.In addition, I was wondering if the booth fees include food and beverages for representatives during the trade show hours. 另外另外,我想知道展位费中是否包括参会代表们展会期我想知道展位费中是否包括参会代表们展会期间的食品间的食品 和饮料。和饮料。7.The exhibitor must submit all fees to the organizer a

16、s outlined in the contract payment schedule. 参展商必须依参展商必须依照合同中的付照合同中的付 款方案提交所有费用给展会组织者。款方案提交所有费用给展会组织者。net space净面积：是指展览举办方实际租赁给参展商的面积，不包括展览现场的通道、公共效劳区、办公区域等。 official contractor 指定搭建商：又称指定搭建商：又称“主场搭建商主场搭建商。主办方为展览会的展台搭建和总场布置装饰专。主办方为展览会的展台搭建和总场布置装饰专门指定的提供展示设计和搭建效劳的公司。门指定的提供展示设计和搭建效劳的公司。Industrial Tips

17、 行业小贴士行业小贴士official freight forwarder 指定展运商：主办方为展览会专门指定的提供展品和展道具运输效劳的物流公司。相关用法有：展品运输 exhibit freight forwarding ,展运手册 freight forwarding manual 。 Industrial Tips 行业小贴士行业小贴士Situational DialoguesDialogue 2 情情 景景 对对 话话 Mr. Black is a sales manager of a company and Mr. Zheng is a businessman. They are n

18、egotiating on the terms and conditions of the contract. Z=Mr. Zheng B =Mr. BlackZ: Well, Mr. Black, lets start with the price. The $300,000 FOB New York is much too high to accept. We should be given at least 10% discount. B: Im sorry Mr. Zheng, but a 10% discount is not possible. Z: Alright, but we

19、 should further discuss at a later time and come to a mutually agreed upon price. What about the time of shipment? B: During either May or June, OK? I want to make sure that all items are packed securely in wooden cases.Z: Yes, I agree with your thinking. Then, how about the payment process? B: What

20、 about L/C? That is our usual practice. Z: I suggest irrevocable L/C, together with the shipping documents.B: No problem; that is acceptable, but we cant accept the insurance rate you have written in the contract. Z: Oh, I must first discuss this with my boss before I can sign the contract. B: What

21、about the delivery schedule? Z: We want two equal shipments; 80% for the first shipment and the balance for the second delivery. By the way, is it possible to avoid transshipment, and ship direct for the second delivery? B: That depends on the available shipping space, but we will do our best.Z: OK,

22、 I understand. B: Thank you very much for your understanding and cooperation. Any other questions? Z: Not now, but we do need to further discuss pricing again soon. I hope everything goes smoothly.Vocabularynegotiatenget vi. 谈判，交涉谈判，交涉mutuallymjutuli adv. 互相地；互助互相地；互助shipmentpm()nt n. 装货；装运装货；装运 装船装

23、船securelyskjl adv. 平安地；安心地平安地；安心地irrevocablerevkb()l adj. 不可改变的；不能取消不可改变的；不能取消的的rateret n. 比率；价格比率；价格deliverydlv()r n. 交付；递送交付；递送balancebl()ns n. 平衡平衡cooperationk,pre()n n. 合作，协作合作，协作transshipmenttrnspmnt n. 转运；转载转运；转载Notes 1.FOB离岸价格；船上交货价格离岸价格；船上交货价格free on board2.We should be given at least 10% di

24、scount. 我们至少我们至少应该得到应该得到10%的折扣。的折扣。 3.Alright, but we should further discuss at a later time and come to a mutually agreed upon price. 好吧好吧,但是我们应该在稍后的时间进但是我们应该在稍后的时间进一步讨论一步讨论,达成一个双达成一个双 方同意的价格。方同意的价格。 4.I want to make sure that all items are packed securely in wooden cases. 我想确保所有物品都平安地包装在木箱里。我想确保所有

25、物品都平安地包装在木箱里。5.L/C信用证信用证Letter of Credit，L/C，是指开证银行应，是指开证银行应申请人的要求并按申请人的要求并按 其指示向第三方开立的载有一定金额的，在一定的期限内其指示向第三方开立的载有一定金额的，在一定的期限内凭符合规定的单据凭符合规定的单据 付款的书面保证文件。信用证是国际贸易中最主要、最常付款的书面保证文件。信用证是国际贸易中最主要、最常用的支付方式。用的支付方式。6.That is our usual practice. 这是我们的惯例。这是我们的惯例。7. insurance rate保险费率保险费率option :展览工作中，一般是指主办方

26、在给出的几个展台类型或位置中参展者做出一个选择。peak periods 顶峰期：酒店和会议中心通常都有会议的顶峰季，一般在4、5、9、10月份，超值季“value periods 就是常指的淡季，平季“shoulder periods是指处于前两季之间的时间。会议公司可在超值季和平季获得优惠的酒店价格。Industrial Tips 行业小贴士行业小贴士post-show report 展后报告：又有 after-show report , end-show report ,closing report 等表达法，是展览会举办方提供给参展商和专业观众的一份综合类展览成果总结的文件，有助于有关

27、方面了解展览会总体情况和下一届的招展工作。post show services 展后效劳：包括一系列工作，如 回访、投诉反响、展后报告编写和发送、合作伙伴关系维护等。这是正规的展览公司优质效劳的必要工作环节。Industrial Tips 行业小贴士行业小贴士Useful Sentences常用句式常用句式1.Here is our contract.这是我们的合同。2.Please go over it and see if everything is in order.请过目一下， 看看是否一切妥当。3.Dont you think we should add a sentence her

28、e like this？ 难道你不觉得我们应该在这儿加上一句话？4.If one side fails to observe the contract， the other side is entitled to cancel it.如果一方不履行合同协议，另一方那么有权终止合同。5.The loss for this reason should be charged by the side breaking the contract.造成的损失必须由毁约方承担。6.Do you have any comment on this clause？你对这一条款有何 看法？Useful Senten

29、ces常用句式常用句式7.It is our permanent principle that contracts are honored and commercial integrity is maintained.重合同、守信用是 我们的一贯原那么。8.Anything else you want to bring up for discussion？你还 有什么问题要提出来供双方讨论的吗？9.You may rest assured that the shipment will be duly delivered. 你们尽可放心，我们会按时交货的。10. Im glad our nego

30、tiation has come to a successful conclusion. 我很快乐这次洽谈圆满成功。11. I am ready to sign the agreement.我已经准备好了签合同。12.Im sure you need an original signature， not a faxed copy. 我知道你们需要的是原件，不是 件。13.So I will receive and sign it overnight.那么，我明天就可以收到 并且签上名了。Useful Sentences常用句式常用句式14. Well still be able to meet

31、 the deadline.我们还是可以赶 上最后期限的。15. I will keep you posted.我会与你保持联系。16. We will revise the contract today, and have it ready to be signed tomorrow.我们今天将对合同进行修改，明天 就可以签。17. Do you have a sample contract? 你方有合同样本吗？18. It seems that we cant reach an agreement on this point. 我们在这一点上似乎无法取得一致。19. If everythi

32、ng is satisfactory, we can draw up a formal contract. 如果一切都满意，我们就能起草一份正式合同了。20. The contract can be cancelled by mutual agreement.在双 方都同意的前提下可以取消合同的履行。Practical ExercisesRole Play1.Student A You are the importer. student B has drawn up the contract draft. You are discussing the contract draft with s

33、tudent B Raise three objections to the terms of the contract including the payment, shipping and packing. State your alternative terms Agree to accept one of the original terms. Persuade student B to accept two of your proposed terms Talk about signing the contract. Student B You are the exporter. Y

34、ou are discussing the contract draft with student A. Give acceptable explanations to your terms Persuade student A to accept one of your proposed terms Agree to accept two of the newly proposed terms Talk about signing the contract.Practical ExercisesRole Play2. Suppose you are the organizer of an e

35、xhibition. It is Sunday afternoon and you have an appointment with an exhibitor who wants to know something about the contract. You give him the detailed information. 3. Suppose you are the general manager of a company. Your company wants to sign a contract with the client tomorrow afternoon. The cl

36、ient and you are now negotiating specific details of the contract on the telephone. Match the expressions on the left with the best translation on the right.(1) cooperation (2)obligatory(3)individual(4)decorative(5)damage(6)payment(7)bargain(8)document(9)balance(10)transshipment a.损害b.付款c.讨价还价d.文件e.

37、平衡f.转运g.合作h.义务的i.个人的j.装饰性的 texttexttexttexttextComplete the following dialogue with the references in ChineseDialogue A:A= Miss Li， the secretary； B= Mr. SmithA：Good morning， Mr. Smith. Here is our contract. Please(1) _ (仔细检查仔细检查) it and see if everything is in order.B： Let me read it over and consi

38、der it. reading the contract Dont you think we should add a sentence here like this. If one side fails to observe the contract， the other side is entitled to cancel it， and2_ 因为这个因为这个原因造成的损失原因造成的损失 should be charged by the side breaking the contract？A： Thats OK. I think all the terms should meet wit

39、h 3_一致同意一致同意 . Do you have any comment on this clause？B：I think this clause suit us well， but the time of payment should be prolonged， two to three months.A：Usually we accustomed to payment with one month， but4 _ (为了友谊) between us， well fix it at two months.B： No wonder everyone speak highly of your

40、(5) _ (商业道德).A： Thank you for your compliment， you know， it is our(6) _ (一贯原那么)that contracts are honored and commercial integrity is maintained. Anything else you want to bring up for discussion？B： Yes， one more thing(7) _ (我想指出)， that is， timely delivery. You know our customers are in urgent need

41、of the goods. If you fail to deliver the goods at the time stipulated in the contract， they may turn elsewhere for substitution. In the way， we just cant stand the loss.A：Well， you may(8) _ (放心)that the shipment will be duly delivered， we must have your LC at least one month before the time of shipm

42、ent.B：Of course， when I get back， Ill open an LC for the whole quantity (9) _ (尽快).A： Good， one more to say， the stipulations in the relevant credit should strictly confirm to the terms stated in the contract(10) _ (以免) subsequent amendment. If that does happen， shipment will possibly be delayed.B： I see.A： Any other questions？B：No， nothing more. The contract contains basically all we have agreed upon during our negotiations. I hope no questions about the terms.