Unit-5-Business-Negotiation市公开课一等奖省赛课微课金奖课件

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开出；写出considerateadj.考虑周到cataloguen.目录；目录册respectn.方面 quotationn.报价takesthintoconsideration考虑某事物tobefrank坦白地说cometoterms妥协；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开始；着手termsofpayment付款方式L/C(letterofcredit)信用证exchangerate汇率；兑换率unstableadj.不稳；不牢靠promptadj.及时；按时D/P(documentagainstpayment)付款交单profitmargin利润率exchangequota外汇限额insufficientadj.不足；不够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.争论者；争吵者interpersonaladj.人与人之间corporateadj.团体；企业 disputen.争论；争吵acknowledgev.认可属实conflictn.分歧；冲突influencen.影响力voluntarilyadv.自愿地breakoff终止；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/ˈmjuːtʃuəl/adj.相互；彼此；共有caterto迎合；满足outcome/ˈautkʌm/n.结果；效果negotiator/nɪˈgəuʃɪeɪtə/n.谈判者；商议者breakdown

/ˈbreɪkdaun/n.失败；破裂；瓦解visibly/ˈvɪzəblɪ/adv.看得见地；有形地invisibly/ɪnˈvɪzəblɪ/adv.看不见地；无形地substance/ˈsʌbstəns/n.实质部分；基本部分executive/ɪgˈzekjutɪv/n.经理；董事lookupon…as把……看做

21/63scarce/skeəs/adj.缺乏；稀少；罕见accordingly/əˈkɔːdɪŋlɪ/adv.对应；所以；于是equivalent

/ɪˈkwɪvələnt/adj.相等；相当tactic/ˈtæktɪk/n.伎俩；策略customary/ˈkʌstəmərɪ/adj.习惯；通例converse/ˈkənvɜːs/v.交谈presumption/prɪˈzʌmpʃn/n.假定；假设；推测prolonged/prəˈlɔŋd/adj.连续很久；长时间interpret…as把……了解为confront/kənˈfrʌnt/v.遭遇；面对

22/63comeintoplay主动活动；起作用signify/ˈsɪgnɪfaɪ/v.表示……意思；意味insistence/ɪnˈsɪstəns/n.坚持；果断要求castdoubton对……产生怀疑abandonment/əˈbændənmənt/n.遗弃；抛弃；舍弃

23/63Notes

1.Thediscussioncanendinconflictifthenegotiationprocessisnotsuccessful,butitcanalsoleadtoanagreementwhentheneedsofallpartiesarecateredtointheoutcome.假如谈判过程不成功，协商可能会引发冲突，但当谈判各方需要最终都得以满足时也能达成协议。

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

电视节目必须迎合各种人兴趣。

24/632.Cultureoperatesbothvisiblyandinvisiblytoinfluencethesubstanceofnegotiationsandperformanceoftheeventualcontract.文化对谈判实质内容及最终协议推行起着有形和无形作用。

25/633.MostEuropeanswillnotrealizethatsuchanactispartofthebargainingprocess.ItisthusadvisableforforeignexecutivestoadapttheirapproachtotheusualEuropeanpracticeaccordingly.大部分欧洲人不会意识到，这种缄默行为也是谈判过程一部分。所以，外方经理为符合欧洲通例而对自己谈判方式进行对应调整做法是可取。

adaptto意思是“使适应；使适合”。Example:Hehasnotyetadaptedtotheclimate.他还没适应这种气候。

26/634.ItiscustomaryinnorthernEurope,inparticular,tomaintaineyecontactwiththepersonwithwhomoneisconversingornegotiating,basedonthepresumptionthatsomeonewhocanbelookedstraightintheeyecanbetrusted.在北欧，人们尤其习惯于和自己谈话或谈判那一方保持目光交流，他们认为能够和你坦然对视人是能够信赖。

27/635.InsomeEuropeantradesitisstillthecustomtoshakehandstosignifythatanagreementhasbeenachieved.Incertainsituationstheinsistenceonawrittenagreementmaycastdoubtonthehonestyoftheotherpartyandcouldevenresultintheabandonmentoftheagreementjustachieved.在一些欧洲国家生意场上，人们习惯经过握手方式表示一份协议达成；而在一些情况下，坚持书面协议可能是对对方老实度质疑，甚至可能造成对方放弃刚才达成协议后果。

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，我们用户以为，你们价格和其它供货商提供价格相比总是偏高，他们希望你能给一些折扣。

Mr.Green,ourcustomershavetheimpressionthatyourpricesarealwaysmuchtoohigh,comparedwiththoseofothersuppliers.Theyhopeyoucangivesomediscounts.36/632.我们最多只能给你们5%折扣，不可能再低了。我们已经降到成本价了。

Wecangiveyoua5%discountatmost.Thereisnoroomforreductionanymore.We’vealreadycutourpricetocostlevel.3.我们价格可能稍微高了一点，但我们产品质量要远远优于我们竞争对手。

Ourpricemayappearalittlehigher,butthequalityismuchbetterthanourcompetitors’.37/634.双方都指责对方造成了谈判破裂。(breakdown)

Bothpartiesblamedeachotherforthebreakdownofthenegotiation.

5.他对该计划可行性表示怀疑。(castdoubton)

Hecastdoubtonthefeasibilityoftheplan.

38/63WritingContract协议又称契约，是当事人或缔约方依据所在国法律就各自责任、权利和义务达成协议。在中国它是指平等主体自然人、法人、其它组织之间设置、变更、终止民事权利和义务关系协议。因为协议是约定当事人权利义务正式文件，因而要求其语言准确，行文慎重，不能引发歧义，不然会造成无须要法律纠纷。39/63协议基本组成：1.Title（协议名称）2.Preamble（前文）(1)DateofSigning（订约日期）(2)SigningParties（订约当事人）(3)EachParty’sAuthority（当事人正当依据）(4)PlaceofSigning（订约地点）(5)RecitalsorWhereasClause（订约缘由）3.Body（本文）(1)DefinitionClause（定义条款）(2)BasicConditions（基本条款）40/63(3)GeneralTermsandConditions（普通条款）Duration（协议使用期限）Termination（协议终止）ForceMajeure（不可抗力）Assignment（协议让与）Arbitration（仲裁）GoverningLaw（适用法律）Jurisdiction（诉讼管辖）Notice（通知手续）“EntireAgreement”Clause（完整条款，即与包括现行契约条款关系）Amendment（协议修改）Others（其它）41/634.WitnessClause（结尾条款）(1)ConcludingSentence（结尾语，包括协议份数、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:

销售协议本协议由__________为卖方和__________为买方于__________年__________月__________日订立。双方同意买卖__________，其条款以下：1.货物名称：2.原产地：3.数量：4.商标：5.协议价格：离岸价格：6.包装：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.付款条件：买方须于签署协议后7个银行工作日开出卖方为受益人、已保兑、不可撤消、可分割、可转让、不得分批装运、无追索权信用证。8.装船：从卖方收到买方信用证日期算起，45天给予装船。若发生买方所订船舶未按期抵达装货，按本协议要求，卖方有权向买方索赔残损/耽搁费，按总金额3%计算为限。所以，买方需要向卖方提供银行确保。46/639.PerformanceGuarantee:TheSellershallsenda3%depositorBank’sGuaranteetotheBuyerwithin14bankingdaysuponreceiptoftheLetterofCreditfromtheBuyer.IftheSellerfailstocarryoutthecontract,theperformanceguaranteewillbeforfeitedtotheBuyer.10.AccompanyingDocuments:TheSellershallprovidetheBuyerwith:(1)CompletesetofCleanBillsofLading.(2)SignedCommercialInvoiceinquadruplicate.(3)CertificateofCountryofOrigin.(4)PackingList.(5)Otheressentialdocumentsinrespectoftheexportof__________.47/639.推行确保：卖方收到买方信用证14个银行工作日内，向买方寄出3%确保金或银行保函。若卖方不执行协议，其确保金买方给予没收。10.应付单据：卖方向买方提供：（1）全套清洁提货单。（2）一式四份经签字商业发票。（3）原产地证实书。（4）装箱单。（5）为出口__________所需其它主要单据。48/6311.ShipmentAdvice:TheSellershalltelextotheBuyeradvisingtheloadingconditionsatleast14daysbeforethefixedloadingtime.TheBuyerorthisagentshalladvisethevessel’sestimatedtimeofarrivalattheportofloading.12.OtherConditions:Inspectingofquality,quantityandweightcanbecarriedoutattheportofloading.Ifotherrelateddocumentsareneeded,theformalitiesandconsularchargesincurredshallbebornebytheBuyer.13.Lay-time:From13:00hoursthesameday,otherwisefrom08:00hoursnextday.49/6311.装船通知：卖方在要求装货时间，最少14天前以电报方式将装船条件通知买方。买方或其代理人将货船预计抵达装货港时间通知卖方。12.其它条款：质量、数量和重量检验可在装货港一次进行。若要求提供所需其它证件、其办理手续费、领事签证费应由买方负担。13.装运时间：当日13:00或次日8:00装船。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.装货效率：每一个晴天工作日，除星期日、节假日外，每舱口进货为200公吨。15.延期费/慢装卸罚款：对于5,000/6,000载重吨级船来说，天天为__________美元。16.不可抗力：签约双方任何一方因为台风、地震、或双方同意不可抗力事故而影响协议执行时，则延迟推行协议期限，应相当于出事故所影响时间。买方：__________卖方：__________证人：__________证人：__________日期：__________日期：__________52/63UsefulExpressions

惯用协议名称contractofemployment雇用协议contractofengagement雇用协议contractofcarriage运输协议contractofarbitration仲裁协议contractforgoods订货协议contractforpurchase采购协议contractforservice劳务协议contractforfuturedelivery期货协议contractofsale销售协议contractofinsurance保险协议leasecontract租赁协议53/63along-termcontract长久协议ashort-termcontract短期协议contract协议，订立协议contractor订约人，承包人tomakeacontract签署协议tosignacontract签协议todrawupacontract拟订协议todraftacontract起草协议togetacontract得到协议协议惯用语54/63tolandacontract得到（拥有）协议originalsofthecontract协议正本copiesofthecontract协议副本awrittencontract书面协议tomakesomeconcessions做一些让步

contractterms/clauses协议条款contractprovisions/stipulations协议要求contractperiod/term协议期限tobringacontractintoeffect使协议生效tocomeintoeffect生效55/63toceasetobeineffect/force失效tocarryoutacontract执行协议toexecute/implement/fulfill/performacontract

执行协议cancellationofcontract撤消协议breachofcontract违反协议tobreakthecontract毁约tocancelthecontract撤消协议totearupthecontract撕毁协议toapprovethecontract审批协议56/63toannulthecontract废除协议toterminatethecontract解除协议toalterthecontract修改协议toabidebythecontract恪守协议tobele