1、Chapter NineBusiness NegotiationChapter Nine Teaching objective After the study of this chapter,the students are expected to:Get familiar with the signing of a contract;Grasp the useful expressions for business negotiation skills;Comprehend the process of the price negotiation.Chapter Nine Backgroun
2、d InformationA contract is an agreement which sets forth binding obligations of the relevant parties.It is enforceable by law,and any party that fails to fulfill his contractual obligations may be sued and forced to make compensation,though most contracts do not give rise to disputes.Contracts can b
3、e either written or oral.An oral contract is a spoken agreement that is as valid as a written contract.Oral contracts are legally enforceable,although they are frequently subject to misinterpretation and they can be difficult to prove in court because they often come down to one persons word against
4、 the other.Chapter Nine Background Information Written contracts are produced on paper or electronically.Legally,a written contract is easier to uphold than an oral contract because there is a reference for the agreement.The setting up of a contract is similar to that of a trade agreement or any oth
5、er type of formal agreements.It generally contains the following items:1.The title.The type of the contract is indicated in the title such as Sales Contract,Purchase Contract,Consignment Contract,etc.The number of the contract and the date are given below the title to the right side.2.The contract p
6、roper.This part includes:Chapter Nine Background Information A.The full name and address of the buyer and the seller.B.The commodities involved including quantity,quality,specifications,packing,etc.C.All the terms and conditions agreed upon such as the price,total amount,terms of payment,transportat
7、ion,insurance,etc.D.Indication of the number of original copies of the contract,the languages used,the term of validity and possible extension of the contract.Chapter Nine Background Information 3.The signatures of the contracting parties indicating their status as the seller or the buyer.4.The stip
8、ulations on the back of the contract are constituent parts of the contract and are equally binding upon the contracting parties.These may include the shipping documents required,force majeure,arbitration,claims,etc.Chapter Nine Background Information Notes to background information:set forth:（清晰而有条理
9、地）阐述，陈述，说明;sue:/su/v.控告;提起诉讼;(尤指在法庭上)提出请求uphold:/phld/v.支持，维护(正义等);维持，确认(原判、裁决等);Sales Contract 售货合同Purchase Contract 购货合同Consignment Contract 寄售合同contract proper 合同正文constituent/knsttjunt/adj.组成的，构成的Chapter Nine Background Information Notes to background information:force majeure 不可抗力(如战争，常指未能履行合约的
10、原因);arbitration:/btren/n.仲裁，公断Chapter Nine Words and expressions:Dialogue 1mainboard/meinb:d/n.主机板，主板provided that 倘若，以为条件in excess of 超过，较为多quarterly/kwtl/adj.,adv.每季的（地）；每季一次的（地）；每年四次的（地）specification/spesifikein/n.pl.规范；明确说明；说明书entry-level adj.入门水平的Chapter Nine Words and expressions:Dialogue 1com
11、promise/kmprmaz/n.妥协，和解，折衷；协议；互让了结，妥协方案；vt.,vi.妥协，让步，折衷；危害，损害（名誉）live with与在一起生活；忍受，忍耐Chapter NineSupplementary useful words and expressions ad referendum contract 暂定合同，草约agency agreement 代理协议agency contract 代理合同agreement fixing price共同定价协议 agreement on general terms and conditions on business 一般经营交
12、易条件的协议Chapter Nine Words and expressions:Dialogue 2commit to 承诺；把托付给，把置于Supplementary useful words and expressionsbinding contract 有约束力合同blank form contact 空白合同export contract 出口合同formal contract 正式合同forward contract 期货合同indirect contract 间接合同installment contract 分期合同supply agreement 供货合同HomeMain sh
13、ortcutChapter Tento cancel the contract 撤销合同to carry out a contract 执行合同to draft a contract 起草合同to draw up a contract 拟订合同to enter into a contract 签订合同to execute a contract 执行合同to fulfill a contract 执行合同to renew a contract 续签合同to repeat a contract 重复合同to tear up the contract 撕毁合同to terminate the con
14、tract 解除合同 Keys to the exercises1.1)interested 2)details3)contract 4)inspection5)confirmation 6)valid7)allow 8)order9)grant 10)discountChapter NineChapter Nine Keys to the exercisesv2.v1)a-3 b-1 c-4 d-5 e-2v2)Open-ended question Keys to the exercises3.1)(1)The contract shall become effective as soon
15、 as it is signed by both parties.(2)Both versions of this contract are equally authentic.(3)No changes can be made on this contract without mutual consent.(4)We think your draft contract needs some modification.(5)Before we draft the contract,lets examine the details.Chapter NineChapter Nine Keys to
16、 the exercises2)2)(1)如果合同期到，双方不再续约，合同将自动失效。(2)如果贵方延期交货超过合同规定的10周时间，我方有权取消合同。(3)这样说是不是会好一些呢？(4)刚开始，我们先签两年的合同。(5)你们尽可放心，我们会按时交货。Chapter Nine Keys to the exercises4.(1)place an order(2)Do you have many available in the warehouse?(3)Id like 65 units by the end of the month.(4)packaging and shipping(5)within 14 business days
