module 6 Negotiating and Signing a Contract---revised

1、Module 6 Negotiating Negotiating and Signing a Contractand Signing a ContractWarm-up1. original copy 2. CIF3. commercial integrity4. premium5. many-a-round6. minimum turnover7.confidential clause8.leasing agreementA. 最低业务量B. 多轮的C. 租赁协议D. 保密条款E. 到岸价（成本、保险加运费）F. 商业信誉G. 保险费H. 原件H E F G B A D CContents

2、Making Successful Negotiation Drafting a Contract Signing a Contract Warm-up Extended Tasks Pair Work Discuss with your partner the following questions and then present your viewpoints to the class. 1. Have you ever bargained with a seller? Talk about your experience.2. What should you prepare if yo

3、u want to have a good bargain?3. How much do you know about the process of making negotiation?Task 1 Making Successful Negotiation Activity 1 Pair work Activity 1 Pair work What should you take into consideration when making negotiation with the other party? You can discuss it with your partner from

4、 the following aspects. 1. Price terms2. Price3. Discount4. Payment terms5. Shipment Activity 2 Listening Activity 2 Listening Listen to the following dialogue and answer the following questions. 1. c 2. a 3. b 4. aImitation Activity 3 Listening Listen to the following dialogue and fill in the gaps.

5、 Answers: 1. guide 2. embroidered 3. cloth 4. shipment 5. samples 6. creditImitationActivity 4 Role Play Mini Task 1 Suppose you and Johan are working in the purchasing department of a car manufacturing company. You two are going to Hong Kong for a negotiation of reaching an agreement about a long-t

6、erm delivery contract with your supplier. Up to now, the supplier has supplied you with some of the major components for a long time. Discuss with your partner.Mini Task 2 Choose one of the items below to sell and buy. Practice bargaining and concession making with reference to the given expressions

7、. We could offer you What would you say if we offered you? What if we offer you one percent discount ? Thats not acceptable unless So long as Task 2 Drafting a Contract Activity 1 Reading Read the following dialogue and answer the questions below.1. What clauses have they talked about on stipulation

8、s of the draft? Terms of payment, arbitration, and other minor points.2. How do they solve the difference on arbitration clauses? Arbitration is to be carried out in China. The Arbitration Commission of CCPIT enjoys a high prestige. And they make an agreement on this new arbitration clause.Activity

9、2 Imitation Listen to the following two dialogues and imitate the speakers with your partner, paying attention to the sentences in bold.Dialogue OneNow that the basic ground rules are set, the details have to be cleared up. In the next stage of the negotiation, May learns what Mike needs and has to

10、decide if she can do that.ImitationDialogue 2 Marsha is ready to buy and gets good service.ImitationActivity 3 Reading and UnderstandingRead the following contract drafting tips and try to get some cultural knowledge.1.How many tips are given for Contract Drafting?7, they are :l Establish Your Objec

11、tives Strategyl Take charge of the draftl Look at sample contracts and formsl Dont be too reliant on a standard form or sample contractl Make Your Own Standard Forml Be aware of legal requirementsl Use exhibits2. Is it worthwhile to pay a lawyer to draft an initial standard form contract for you, Wh

12、en you are starting out?Yes, it is worthwhile.Activity 4 Role PlaySuppose the seller is not sure about terms of packing on the contract to sign, as the buyer insists packing the cans in wooden box. What would the seller do to make the questions about that? How would the buyer respond? Make a dialogu

13、e with your partner according to the situation, one serving as the representative of the seller and the other standing for the buyer. Task 3 Signing a Contract Activity 1 Pair Work Discuss the following topics with your partner and present your viewpoints to the class.1. Do you know what a contract

14、is? What functions does a contract have? A contract is a legally enforceable agreement between two or more parties with mutual obligations. To guarantee the carrying-out of the international trade and protect both parties benefits. 2. What should be paid attention to in signing a contract? Activity

15、2 Reading Read the following article and finish the following mini tasks. Mini Task 1 Questions for thought1.What is a contract and what rules should be followed? A contract is a legally binding, written agreement signed by two or more parties, which spells out their obligations to each other. Wheth

16、er it is formal and official looking or handwritten on a plain sheet of paper, once it is in force it generally cannot be changed or broken unless both parties agree. Rules：（omitted） 2.How do you understand all the promises made by the seller are written into the contract in addition to all the term

17、s and conditions of the sales? It legally binds each other, and spells out their obligations to each other. If one party fails to keep his promise, his responsibility can be demanded by the law.3. How do you understand the 6th clause? Please make sure all goods, services or obligations, which you do

18、 not want to sign for, should be excluded from the all the copies of the contract. The stipulations in the contract should be agreed by both parties. 4. Whats the meaning of the phrase live up to in the 8th clause? To behave in accordance with something. Mini Task 2 bilateral agreement 双边协议 sole lic

19、ense contract 独家许可合同 contract of indemnity 索赔合同 arbitration court 仲裁法庭 transferor/ assignor 转让方 insured 投保人 carrier 承运人 attorney 代理律师 beneficiary 受益人 arbitrator/referee 仲裁人 share holder 股东 Mini Task 3 Fill in the following blanks with suitable prepositions. 1) to 2) under 3) to 4) between 5) of 6) o

20、n Mini Task 4 Translate the following sentences from English into Chinese.1) 如果卖方要给你做什么的话，一定要弄清楚他如何确保产品或服务质量。2) 因此，在签订合同之前，一定要确信自己需要、想要并且能够支付所购买的产品或服务。且要让自己弄明白每一个字词。3) 签合同时不要急躁，慢慢来。4）要弄清楚是否有一些如何取消合同的条款及这些条款是如何描述的。5）如果你还没有这样做，一定要请商业促进局检查报告是否可靠。 Extended Task 1. Reception Etiquette What time should yo

21、u get the copy of the contract, when you sign a contract or a certain period after signing the contract? Can you cancel a contract alone? 2. Extended ReadingAnswer the following questions according to the passage.1)What kinds of employees often have the most experience of business negotiation? A set

22、 of business analysts and financial advisers.2)How do you establish a system that could regularly provide you with updated, accurate, and detailed information on the negotiation skills that your business analysts and financial advisers have? By regularly conducting interviews and business meetings.3

23、) How do you improve the effectiveness of the negotiation skills each of your financial advisers and business analysts possesses? Getting training programs4) How do you obtain the services of training providers that have the most customizable and effective set of training programs? Have the power to

24、 dictate the form of negotiation skills that should be integrated on the training programs you are planning to acquire from such providers. 5) According to the passage, how do you make negotiations in an efficient and effective manner? Know the nature of your partnership with each corporate institut

25、ion and individual; get training programs to improve the effectiveness of the negotiation skills each of your financial advisers and business analysts possesses and obtain the services of training providers that have the most customizable and effective set of training programs. Decide whether the fo

26、llowing statements are True or False. 1) F 2) T 3) T 4) F 5) T Complete the following sentences with the key words in the passage. 1) in writing 2) make changes ; initial 3) filled in 3. Translation(1)Translate the following sentences from English into Chinese. 1. 一般说来，在受到信用证之后两个月之内可以交货，有时我们从厂家那儿弄到货物较容易，我们交货也就快些。 2 .如果运输途中不发生意外，货物估计六月底可抵达贵方，但绝不会迟于七月二日。 3. 复检和初检如果万一有点出入怎么办？ 4. 关于商检，我方的做法已被证实是合理的，而且被许多外国顾客所接受。 5. 我们定购的这批货物是季节性商品，还是一次发运好。(2) Translate the following sentences from Chinese into English. 1. A