文秘英语教程：UnitTenNegotiations课件

1、Unit Ten NegotiationsUnit GoalsWords and Expressions Comprehension of the TextExercisesPractical Writing Unit Goals In this unit, you will learn how to : assist in negotiations, make use of some negotiation skills, prepare a negotiation, write business contracts Words and Expressionsexpectation ,eks

2、pekten n. 期待，期望drain dren n. 耗尽competitive kmpettv a. 竞争的，比赛的adversarial ,dvserl a. 敌人的，对手的misconception msknsepn n. 误解strategy strtd n. 战略，策略 overtly vtli ad. 明显地，公然 approachable prtb()l a. 可接近的 alienate eljnet vt. 使疏远 hesitation ,hezten n. 犹豫，踌躇 verbal vbl a. 词语的；口头的 dexterity dekstert n. 手的灵巧，灵活

3、clash kl n. 冲突 blackmail blkmel n. （情感或道德上）迫使 inexhaustible ,ngzstbl a. 无穷无尽的call in 请（某人）进来on ones behalf 代表某人more often than not 通常，往往ones point of view 某人的观点superior to 高于make on 在上获利joint venture 合资企业put paid to 了结，结束be responsible for 对负责on hold （电话接通时）等某人接电话for instance 例如informof 通知 have diff

4、iculty (in) doing sth. 做某事有困难in person 亲自地be aware of 当心Comprehension of the Text Read the text carefully, and choose the best answer for each of the following.1. Dr. Cohen treats negotiation as a game because _.there is much emotional content in his negotiationhe is often negotiating for somebody e

5、lsehe doesnt care whether he is being adversarial or nothe doesnt need others to recommend him2. Many people say “no” to a suggestion in the beginning to _.convince the other party of their point of viewshow they are not really interestedindicate they wish to take the easy optionprotect their compan

6、ys situation3. Dr. Cohen says that when you are trying to negotiate you should _.adapt your style to the people you are talking tomake the other side feel superior to youdress in a way to make you feel comfortabletry to make the other side like you4. According to Dr. Cohen, understanding the other p

7、erson will help you to _.gain their friendshipslow down the negotiationsplan your next moveconvince them of your point of view5. Deals sometimes fail because _.negotiations have gone on too longthe companies operate in different waysone party risks more than the otherthe lawyers work too slowly6. Dr

8、. Cohen mentions childrens negotiation techniques to show that you should _.be prepared to try every routetry not to make people feel guiltybe careful not to exhaust yourselfcontrol the decision-making process Notes to the Text1. Whether he succeeds or not, it is important to him to make a good impr

9、ession so that people will recommend him. 本句中whether 意为“（选择或怀疑）是否，是不是”，引导让步状语从句。so that引导目的状语从句。请看下例： Whether it turns out to be a good idea or a bad idea, well find out. 它到底是个好主意还是坏主意我们很快会见分晓。 I will give you all the facts so that you can judge for yourself. 我会给你所有的事实以便你可以自己判断。2. You do not need to

10、 make them feel better than you but, for example, dressing in a style that is not overtly expensive or successful will make you more approachable. 本句是一个由but连接的并列句。后面的分句中主语是dressing in a style，由动名词做主语。that引导定语从句，修饰主语dressing in a style。谓语动词是will make。动名词还可以做宾语、定语、宾语补足语。请看下例： Making a decision is some

11、times difficult. 有时候很难做出决定。3. Also, you should repeat back to them what they have said to show you take them seriously. 本句中what引导的是宾语从句，you take them seriously意为“你十分看重他们”。请看下例： Teacher repeated what we should finish after school to make sure everyone of us get clear about our assignment. 老师把我们课后要完成的

12、任务重复了一遍，确保每个人都清楚自己的作业。4. Generally the longer the negotiations go on, the better chance they have because people do not want to think their investment and energies have gone to waste. 本句是含有一个比较状语从句，意为“越就越”。请看下例： The higher the standard of living, the greater the amount of goods consumed. 生活水平越高，商品消费

13、就越多。5. Even having agreed on a deal, things may not be tied up quickly because when the lawyers get involved, everything gets slowed down as they argue about small details. 本句中having agreed on a deal做伴随状语，because引导原因状语从句，且在从句中还有when引导的时间状语从句。请看下例： Theres the village, said the driver, pointing to a c

14、luster of roofs some distance to the left. “那是村庄，”司机说，指着左边某处连串的屋顶。 ExercisesTranslate the following sentences into Chinese.1. The reason you go to a negotiation is because youre unwilling to accept the price asked, and you believe its possible to do better. 2. If you stand your ground in the meeting

15、, youll greatly increase their opinion of you, and theyll be less likely to try to trick you. If you check with your office for answers to most questions, they wont respect you or the company that sent you.3. If youre selling them a product, the most important information youll need is a comprehensi

16、ve marketstudyfor the ware they sell and what they will buy from you.4. I suggest assigning a team to gather the information and brief your representative before he or she leaves the office.5. Showing up with a team of people is mostly an intimidation tactic. Its unnecessary, unless your intention i

17、s to impress or intimidate the other side.Translate the following sentences into English.1. 他说这能帮助他抽离谈话中的感情成分。2. 最高管理层在一开始可能会拒绝这个建议，因为这样是一个更安全的选择。但是如果他们真的不感兴趣的话，他们就不会在那里（谈判）了。3. 策略之一就是穿得不要那么正式，这样可以让另一方接近你。4. 更常见的是两个公司间 企业文化的冲突，这可以破坏任何交易。5. 他们一心一意，充满源源不断的力量，只为达成自己追求的目标。 Writing Business Contracts A b

18、usiness contract is a legally binding agreement between two parties for an exchange of services that are of value. Well-drafted contracts are vital to your business. A well-drafted contract spells out the rights and obligations of each party and protects you and your business to the most practical e

19、xtent. A good contract can increase your business, earn you respect, and make you money. These nine tips will give you a head start. Write Clearly Draft Complete Contracts Look at Sample Contracts and Forms Dont Rely on a Standard Form or Sample Contract The Writer Always Has the Advantage Make Your

20、 Contract Look Like a Standard Form Be Aware of Legal Requirements Attach Exhibits Include Boilerplate SampleExercise Read the following contact and fill in the blanks according to the Chinese given in bracket. This Contract is made by and between the Buyers and Sellers , 1). _（根据本合同规 定的条款，买方同意购买，卖方

21、同意出售下述商品）PACKING: To be packed in new strong wooden case (s) / carton (s) suitable for long distance ocean transportation and well protected against dampness, moisture, shock, rust and rough handling. 2). _（由于包装不 良所发生的损失，由于采用不充分或不妥善的防护措施而造成的任何锈损，卖方应负担由此而产生的一切费用和/或损失） SHIPPINGMARK： 3). _ （卖方应在每件包装上，用

22、不褪色油墨清楚地标刷件号、尺码、毛重、净重、“此端向上”、“小心轻放”“切勿受潮”等字样。）TERMSOFPAYMENT： A. Payment by L/C: One month before shipment, the Buyers shall establish with Bank of China, Shanghai an Irrevocable L/C in favor of the Sellers, to be available against presentation in Shanghai of the shipping documents stipulated in Cla

23、use 13 hereof. B. Payment by Collection: 4). _ （货物装运后，卖方应将以买方为付款人的汇票连同本合同第13条甲项所列各种装运单据， 通过卖方银行寄交买方银行即上海中国银行转交买方，并托收货款。） C.Payment by M/T: Payment to be effected by the Buyers not later than XX days after receipt of the shipping documents specified in Clause 13 hereof. DOCUMENT： The Sellers shall present