programme one（下册终)

1、LOGO Concluding a Contract Programme OneContentsCompany Logo Programme Content1 Programme Objective2 Warming up 3 Passage One4Passage Two5Contents1234read about a passage on concluding a contractread about a passage on signing a contract is not the endlearn the common expressions on business contrac

2、tslearn the contents and categories of business contractsProgrammeProgramme contentcontent Objective1234talk about concrete items on business contractstalk about the contracts drawing-up and concluding a contractnegotiate on business contracts clauses in the business activitiescommunicate with forei

3、gn business partners on the matters of contractsProgrammeProgramme objectiveobjectiveWarm-upvChallenge YourselfChallenge YourselfCan you tell us the Chinese meaning of the following Can you tell us the Chinese meaning of the following words immediately?words immediately?(5) contain (1) sign (3) cont

4、ract (4) trap (2) complex (6) confront (7) guarantee (8) agreement (9) fundamental (10) specification Warm-upvShort Survey Short Survey Have you got some idea of the following terms before Have you got some idea of the following terms before reading the passage?reading the passage? Company Logo(4) n

5、egotiation (5) transaction(3) provision (1) contract (2) agreement Company LogoPassage One：Concluding a Contract A contract is a legally binding, written agreement signed by two or more parties, which spells out their obligations to each other. Whether it is formal and official looking or handwritte

6、n on a plaint sheet of paper, once it is in force it generally cannot be changed or broken unless both parties agree. Therefore, before you sign a contract, be sure you really need, want and can afford the product or service for which you are signing. Be sure you understand every word it contains. I

7、f you do not, get a lawyer to explain it to you. Regardless of what the contract is for, follow these rules:Make sure you get a copy. Deal with only reputable individuals or companies. If you have any doubts, do not sign.Find out if there are any provisions for canceling the contract, and what the p

8、rovisions are.Be sure you understand exactly what the seller is to do for you, if anything, in terms of guaranteeing the product or service. The term “guaranteed” when used alone, means little or nothing. Be sure the terms and conditions are spelled out clearly.Be sure that all promises made by the

9、seller are written into the contract in addition to all the terms and conditions of the sales. These should include the price, type and model number of every item, the quality and condition of the materials to be used, service obligations and the time of delivery or completion, if applicable.Be sure

10、 that all goods, services, or obligations, which you do not want to sign for, are stricken from all copies of the contract and initialed by both parties.Be sure all blank spaces are filled in.Be prepared to live up to all provisions in the contract, regardless of what the salesperson says. Never let

11、 yourself be pressured into signing. Take your time. Above all, make sure to deal only with reputable businesses. If you have not already done so, be sure to check with the Better Business Bureau for a reliability report.(1) contract n. 合同，契约合同，契约 (2) binding n. (书的书的)封皮封皮 (3) agreement n. 协定；协议协定；协

12、议 (4) spell out 拼写出来拼写出来 (5) obligation n. 义务，职责义务，职责 (6) handwritten adj. 手写的手写的(7) plaint n. 起诉，诉状起诉，诉状 (8) afford v. 为（某目的）有足够的钱为（某目的）有足够的钱 (9) contain v. 包含，含有包含，含有 (10) regardless of 不管，不顾不管，不顾 (11) have regard to 顾及，考虑顾及，考虑 (12) make sure 保证，务必保证，务必 (13) reputable adj. 声誉好的声誉好的 (14) provision

13、n. （法律或协议的）条款（法律或协议的）条款 (15) cancel v. 取消，注销取消，注销 (16) in terms of 根据，按照根据，按照 (17) guarantee v. 担保，保证担保，保证 (18) in addition to 除除之外（还）之外（还） (19) applicable adj. 合适，适当合适，适当 (20) stricken adj. 经受；被打击的经受；被打击的 (21) initial v. 用姓名的首字母签名用姓名的首字母签名 (22) live up to遵守，符合遵守，符合 (23) pressure v. 施加压力施加压力 (25) re

14、liability n. 可靠，可信可靠，可信 (24) Better Business Bureau（美）商业改善局（美）商业改善局Words & Expressions(1) Regardless of what the contract is for, follow these rules. 不管合同的内容是什么，一定要遵循以下原则。不管合同的内容是什么，一定要遵循以下原则。 其中，短语其中，短语 regardless of的意思是的意思是“不管，不顾不管，不顾”，后面接名词、代词、名词短语或者从句，此句中的句后面接名词、代词、名词短语或者从句，此句中的句子子 what the

15、contract is for作作 regardless of的宾语，例如，的宾语，例如，短语短语 regardless of the consequences的意思是的意思是“不顾后不顾后果果”，短语，短语 regardless of the danger的意思是的意思是“不顾危不顾危险险”，短语，短语 regardless of the expense的意思是的意思是“不顾代不顾代价价”。再如，。再如，He continued speaking, regardless of my feelings on the matter.（他不顾及我在此事上的感情继（他不顾及我在此事上的感情继续往下说

16、。）续往下说。）Notes(2) Deal with only reputable individuals or companies. If you have any doubts, do not sign. 只和声誉好的个人或公司打交道。如果你有不清楚的只和声誉好的个人或公司打交道。如果你有不清楚的地方，那就不要签署。地方，那就不要签署。 其中，形容词其中，形容词 reputable的意思是的意思是“声誉好的，有声誉好的，有名望的名望的”，例如，短语，例如，短语 a highly reputable firm的意思是的意思是“有名气的公司有名气的公司”，短语，短语 a highly repu

17、table shop的意思的意思是是“有名气的商店有名气的商店”，短语，短语 a highly reputable accountant的意思是的意思是“有名气的会计有名气的会计”。(3) Be sure that all goods, services, or obligations, which you do not want to sign for, are stricken from all copies of the contract and initialed by both parties. 确保你不想签署的所有货物、服务以及义务都没写入各册合同中，确保你不想签署的所有货物、服务

18、以及义务都没写入各册合同中，而且要经由双方签字。而且要经由双方签字。 其中，形容词其中，形容词 stricken的意思是的意思是“经受经受”，例如，短语，例如，短语 stricken with cancer的意思是的意思是“患癌症患癌症”，短语，短语 stricken by poverty的意思是的意思是“贫困不堪的贫困不堪的”。在句子。在句子which you do not want to sign for中，中，which引导的是非限定性定语从句，修饰前面的先行词引导的是非限定性定语从句，修饰前面的先行词 goods, services, or obligations。此外，在句子。此外，

19、在句子Be sure that all goods, services, or obligationsare stricken from all copies of the contract中，中，that all goods, services, or obligationsare stricken from all copies of the contract是由是由that引导的是宾语从句，作引导的是宾语从句，作be sure的宾语。的宾语。(4) Never let yourself be pressured into signing. Take your time.永远不要强使自己签

20、字，慢慢来。永远不要强使自己签字，慢慢来。 其中，其中，pressure是动词，相当于是动词，相当于pressurize，固定搭配，固定搭配pressure/pressurize sb. into sth. /doing sth.的意思是的意思是“强使某人强使某人做某事做某事”，例如，例如，She was pressured into agreeing to a merger. (她被迫同意将公司合并。她被迫同意将公司合并。) 再如，再如，He felt that he was being pressured to resign. (他感到有压力逼他辞职。他感到有压力逼他辞职。) 此外，短语此

21、外，短语take ones time的意思是的意思是“要用多少时间就用多少，不着急要用多少时间就用多少，不着急”，后面还可以接成分，具体形式为后面还可以接成分，具体形式为take ones time over sth. / to do sth. /doing sth. ，例如，例如，Take your timetheres no rush.（你用多长时间都行，不着急。）（你用多长时间都行，不着急。）Business LinkCategories of International Business Contracts In international trade, international b

22、usiness contracts are usually divided into the followings:(1) Sales Confirmation (售货确认书售货确认书 ) / Sales Contract (售货合同售货合同 ) and Purchase Confirmation（购货确认书）（购货确认书）/ Contract for Purchase (购货合同购货合同 )国际货物买卖合同国际货物买卖合同(2) Sole Agency Agreement (独家代理协议独家代理协议)、Sole Distributorship Agreement (独家经销协议独家经销协议

23、)、Exclusive Sales Agreement（包销协议）（包销协议）and Forwarding Agency Agreement（货运代理合同）（货运代理合同）代理合同代理合同(3) Contract for Assembling（来件装配合同）（来件装配合同）and Agreement on Compensation Trade（补偿贸易合同）（补偿贸易合同）(4) Finance Lease Agreement (融资租赁合同融资租赁合同 )、Contract of Operating Lease (经营租赁合同经营租赁合同 ) and Contract for Interna

24、tional Leasing Affairs (国际租赁合同国际租赁合同 )(5) A Joint Venture Contract (合资经营企业合同合资经营企业合同 ) , A Cooperative Joint Venture Contract（合作经营企业合同）（合作经营企业合同）(6) Labor Service Contract（劳务合同）（劳务合同）(7)International Technical Consultancy Service Contract (国际技术咨询服务合同国际技术咨询服务合同)、Contract for Technology Transfer and I

25、mportation of Equipment and Materials（技术转让和设备材料进口合同）（技术转让和设备材料进口合同）and Technology Transfer and Technical Assistance Agreement（技术转让（技术转让和技术援助协议）和技术援助协议）(8) International Loan Agreement (国际借贷合同国际借贷合同)(9)Contract for Works of Civil Engineering Construction（国际土木建筑工程承包合同）（国际土木建筑工程承包合同）(10) Outsourcing Ag

26、reement (外包合同外包合同)(11) Service Agreement（服务合同）（服务合同）(12) Venture Capital Management Agreement ( 风险风险投资管理协议投资管理协议)(13) Share Transfer Agreement（股权转让协议）（股权转让协议）After readingAfter reading1. A contract is a legally binding, _ signed by two or more parties, which spells out their obligations to each othe

27、r.A. oral agreement B. written agreement C. not mentioned D. oral and written agreements Read and think Read and think Task 1: After the passage, you will find 5 questions. For each question Task 1: After the passage, you will find 5 questions. For each question there are 4 choices marked Athere are

28、 4 choices marked A、B B、C and D. You should make the C and D. You should make the correct choice.correct choice.After reading2. Regardless of what the contract is for, follow the rule of _A. Make sure you get a copy. B. Deal with only reputable individuals or companies. If you have any doubts, do no

29、t sign.C. Find out if there are any provisions for canceling the contract, and what the provisions are.D. All the above.3. Choose the synonym of the word “guarantee” of “Be sure you understand exactly what the seller is to do for you, if anything, in terms of guaranteeing the product or service.”?A.

30、 ensure B. undertake C. vouch D. warrant After reading4. Be sure that all promises made by the seller are written into the contract in addition to all the terms and conditions of the sales, except _.A. the price, type and model number of every item B. the quality and condition of the materials to be

31、 usedC. the product or service for which you are signingD. service obligations and the time of delivery or completion5. Never let yourself be pressured into signing. What does the word “pressure” mean in the sentence?A. force B. make C. let D. haveAfter readingTask 2: Fill in the blanks with the wor

32、ds and expressions given in Task 2: Fill in the blanks with the words and expressions given in the box. Change the form if necessary.the box. Change the form if necessary.live up to applicableguarantee initialspellout pressurizeprovision strickenregardless of reputableAfter reading1. My instructions

33、 seem simple enoughdo I have to _ them again? 2. Sales have not _ expectations this year. 3. Rescue teams raced to the _ ship.4. _ here, please.5. She was _ into agreeing to a merger. 6. We _ to deliver within a week.7. _ how often I correct him, he always makes the same mistake.After reading8. This

34、 part of the form is not _ toforeign students.9. You are well advised to buy your car througha _ dealer. 10. The bills _ for the sale andpurchase of land faces stiff opposition fromconservatives.After readingRead and TranslateAfter readingTask 1: Translate the following phrases into English. 1. 除除之外

35、（还）之外（还） 2. 遵守，符合遵守，符合 3. 有名气的公司有名气的公司 4. 贫困不堪的贫困不堪的 5. 讲清楚，详细解释讲清楚，详细解释 6. 签订合同签订合同 7. 有名气的会计有名气的会计 8. 不顾后果不顾后果 9. 患癌症患癌症 10. 没有遵守自己的原则没有遵守自己的原则After readingTask 2: Translate the following sentences into Chinese. 1. I shall go regardless of the weather. 2. Her statement contained several inaccuraci

36、es. 3. It was still under guarantee.4. The present law makes no provision for this. 5. In addition to the names on the list, there are six other applicants.After readingRead and speakAfter reading1.Explain what is a contract in your own words.2. Which rules should be followed when signing a contract

37、?Task 1: Discuss the following questions with your partner after reading the passage.After reading A contract is a legally binding, written agreement signed by two or more parties, which spells out their obligations to each other. Whether it is formal and official looking or handwritten on a plaint

38、sheet of paper, once it is in force it generally cannot be changed or broken unless both parties agree. Therefore, before you sign a contract, be sure you really need, want and can afford the product or service for which you are signing.Task 2: Recite the following paragraph. Company LogoPassage Two

39、Signing a Contract Is Not the EndQuestions1. Have you ever signed any contract? If you have, what contract was it?2. What to be paid attention to when we are going to conclude a business contract? The final important point about negotiation in the business world is the law of contract. It is general

40、ly enforceable in the courts. The position is more complicated in international business negotiation because of differences in laws and assumed liabilities. But, the courts are a source for remedies if contracts are broken. Suing defaulting contractors is quite common. A sound knowledge of contract

41、law is therefore essential for negotiations drawing up an agreement at the end of a deal. After a transaction is concluded, a contract is signed by the buyer and the seller. The contract should be specified the name of commodity, specifications, quantity, unit price, total value, port of loading and

42、 destination, time of delivery, payment terms and sometimes other general conditions of sales. All the terms and conditions in the contract should be carried out in all seriousness. Non-performance of contract may rise to disputes and claims. Therefore, it is very important that we should have the c

43、ontract made out clearly and correctly, and more important, we should abide by it and keep good faith. However, signing a contract is not the end of a round of, or many-a-round, negotiation but a step in negotiation. A sophisticated negotiator can often take chance to get more. A negotiator should b

44、e aware of the following traps set by the counterpart. Chipping away Some people will seek a constant stream of small concessions on a wide range of issues, continuing in parallel with the main negotiation on more substantive issues, so they will keep the negotiations open for as long as possible by

45、 means of delaying final signature and possibly even continuing thereafter. This can be extremely irritating. They never quite push you too far in one go. Use threats or an ultimatum to cut the chipping-away if you are in a position of strength. No matter in what position, confront the other side de

46、spite the risk of negotiations breaking down. The old KISS adage (Keep It Simple, Stupid) is useful for all of us. Be sure that you know where your point is, then stand fast there and dont obscure the fact of a fundamental difference. Dragging into a very complex deal As the more complex a deal is,

47、the harder to deal with, some people may like to drag the deal into a complex one and this is an easy job. The complex deals make the other side feel hard to follow and trying to trace interconnections of the various issues is certainly to become a nightmare. The final important point about negotiat

48、ion in the business world is the law of contract. It is generally enforceable in the courts. The position is more complicated in international business negotiation because of differences in laws and assumed liabilities. But, the courts are a source for remedies if contracts are broken. Suing default

49、ing contractors is quite common. A sound knowledge of contract law is therefore essential for negotiations drawing up an agreement at the end of a deal.(1) enforceable adj. 可强迫的可强迫的 (2) complicated adj. 结构复杂的结构复杂的 (3) assumed adj. 假装的假装的 (4) liability n. 有责任或义务有责任或义务 (5) sue v. 控告；提起诉讼控告；提起诉讼 (6) re

50、medy n. 治疗治疗, 解决良方解决良方 (7) default v. 不履行，未支付不履行，未支付 (8) contractor n. 订约者订约者(9) conclude v. 达成达成(协议等协议等) (10) specification n. 规格规格 (11) destination n. 目的地目的地 (12) non-performance 不履行不履行(13) abide by 遵守，忠于遵守，忠于 (14) round n. 一轮一轮Words & ExpressionsWords & Expressions(15) trap n. 陷阱陷阱 (16) c

51、hip away 把把消弱消弱(17) counterpart n. 相对应或具有相同功能的人相对应或具有相同功能的人或或物物 (18) concession n. 妥协，让步妥协，让步 (19) parallel n. 极相似的情况极相似的情况 (20) substantive adj. 真实的真实的 (21) thereafter adv. 此后，其后此后，其后 (22) irritating adj. 令人愤怒的令人愤怒的 (23) confront v. 面对，使对质面对，使对质 (24) complex adj. 难以理解的难以理解的 (25) trace v. 探索，查找探索，查找

52、 (26) adage n. 格言格言 (27) fundamental adj. 基础的基础的(1) The position is more complicated in international business negotiation because of differences in laws and assumed liabilities. 由于法律和承担责任的差异，国际商务谈判的形势更加复杂。由于法律和承担责任的差异，国际商务谈判的形势更加复杂。 其中，形容词其中，形容词 complicated的意思是的意思是“结构复杂的，难于结构复杂的，难于理解的理解的”，例如，短语，例如，

53、短语 a complicated diagram的意思是的意思是“复复杂的图表杂的图表”，短语，短语 a complicated situation的意思是的意思是“复杂的复杂的情况情况”。固定搭配。固定搭配 because of的意思是的意思是“因为，由于因为，由于”，引，引导的是原因状语，例如，导的是原因状语，例如，He walked slowly because of his bad leg.（他走得慢是因为腿有毛病。）（他走得慢是因为腿有毛病。）Notes(2) A negotiator should be aware of the following traps set by the

54、 counterpart. 谈判者应该当心对方设置的下列陷阱。谈判者应该当心对方设置的下列陷阱。 其中，名词其中，名词 trap的意思是的意思是“陷阱，计策陷阱，计策”，它构成的，它构成的短语有短语有 lay / set a trap（设置陷阱）和短语（设置陷阱）和短语 caught in a trap（落入陷阱）。此外，短语（落入陷阱）。此外，短语 set by the counterpart是过去是过去分词短语，修饰限定前面的名词分词短语，修饰限定前面的名词 traps，作它的定语。，作它的定语。Notes(3) Some people will seek a constant strea

55、m of small concessions on a wide range of issues, continuing in parallel with the main negotiation on more substantive issues 一些人会在谈判更加实质性问题的同时不断寻求问题大范围一些人会在谈判更加实质性问题的同时不断寻求问题大范围内的小让步内的小让步 其中，形容词其中，形容词 substantive 的意思是的意思是“真实的，实际的，大真实的，实际的，大量的量的”，例如，短语，例如，短语 a discussion of substantive matters 的意思的意

56、思是是“对实际问题的讨论对实际问题的讨论”，短语，短语 a guarantee of substantive progress的意思是的意思是“取得实质性进展的保证取得实质性进展的保证”。固定搭配。固定搭配 in parallel with的意思是的意思是“与与平行，与平行，与并联，和并联，和同同时时”，现在分词短语，现在分词短语 continuing in parallel with the main negotiation on more substantive issues在此句中作状语，表示谓在此句中作状语，表示谓语动词语动词 will seek发生的背景。发生的背景。Notes(4)

57、 Use threats or an ultimatum to cut the chipping-away if you are in a position of strength.如果你处于优势地位，可以使用威胁或最后通牒的方式来减如果你处于优势地位，可以使用威胁或最后通牒的方式来减少周旋时间。少周旋时间。 其中，固定搭配其中，固定搭配 in a position of的意思是的意思是“处于处于情势情势（地位），陷入（地位），陷入处境处境”，例如，例如，Their failure to come to a decision put her in an impossible position.

58、（他们未能作出决定，（他们未能作出决定，这使她进退无门。）再如，这使她进退无门。）再如，I am not in a position to help you. (我没有能力帮助你。我没有能力帮助你。) 此外，短语此外，短语 chip away的意思是的意思是“把把消弱，把消弱，把分散分散”，固定搭配，固定搭配 chip away at sth.的的意思是意思是“从某物上不断除去小块从某物上不断除去小块”，例如，例如，He kept chipping away at the problem until he had solved it.（他一直在琢磨这一（他一直在琢磨这一问题，直到把它解决为止。

59、）问题，直到把它解决为止。）NotesBusiness LinkWhat to Pay Attention to when Editing a Contract? Before you start editing a form contract or writing one on your own, step back a moment to consider that the goods of all contracts art to:* clearly outline what each party is agreeing to do (including timelines and pa

60、yment arrangements),* anticipate areas of confusion or points of potential conflict, and * provide for recourse (a remedy) in case the agreement is not followed through the completion. If you dont like certain terms of a contract thats presented to you, you can propose changes. By doing this, you are technical