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1、Unit Three,Contract,Negotiation,A contract is a legal, binding and enforceable agreement made between two or more parties. It can also be defined as an exchange of promises which the law will enforce. To be legally binding as a contract, a promise must be exchanged for adequate consideration. On the
2、 other hand, to make the contract available, it is essential that the parties to a contract have legal power and freedom of contract. They must intend it to be binding. They must agree on the purpose of the contract and the purpose must be lawful. There must be valuable terms and the terms of the ag
3、reement must be clear enough to be understood.,Lead-in,Text A,Text B,Real Life Practice,Practical Writing,Lead-in,Listening,Spot Dictation,1. Listening,Part 1 You are going to hear a conversation. Listen to the first part and choose the best answer to each question.,1. How many points of the contrac
4、t was Mr. Bright unsatisfied with?A. 1. B. 2. C. 3. D. 4. Which term of payment did the two parties agree on at last?A. D/A. B. D/P. C. L/C. D. None of the above.,B,( ),C,( ),Listening,A: Mr. Bright, we have drawn up a contract based on our previous talks. Please go through it to see if there is any
5、thing inappropriate in the contract. B: Thank you. I think everything is OK except some points. A: What exactly? B: The first point is about packing. The contract shows that the goods should be wrapped in paper. But I think plastic sheets are the best choice. That will help protect the goods from mo
6、isture. A: Yes, youre right. Any other problem? B: The last point is about the terms of payment. The contract stipulates that the payment is to be made by D/A. This is not our usual practice. I think L/C would be better. A: If you insist, well agree to make payment by L/C. B: Thank you for your coop
7、eration. A: Well revise the contract this evening and have it ready tomorrow.,Lead-in,1. The contract had been revised before both parties signed.2. Each party kept one copy of the contract. 3. The contract had been signed that day. 4. There will be a further cooperation between the two parties.,Par
8、t 2 Listen to the latter part of the conversation and decide whether the following statements are True or False.,T,( ),F,( ),F,( ),T,( ),Listening,Part 2 Listen to the latter part of the conversation and decide whether the following statements are True or False.A: Mr. Wang, here is the revised contr
9、act. Would you please go over it again before we sign it? B: Everything is perfect. I dont think I have any question about it. Shall we sign the contract now? A: Yes, please sign your name here and there. OK, now both of us have two copies of the contract: one in English and one in Chinese. B: Thank
10、 you very much. Im so glad that through long and hard negotiations, we managed to make a deal. Lets drink to our successful negotiation and future cooperation. A: Cheers!,Spot Dictation,2. Spot Dictation,Listen to the passage and fill in the blanks with the missing information.,To make a good 1_, th
11、e negotiation is a very important step which both 2_ need to experience. Certain fundamental 3_ will assist business people in the negotiation that they 4_ in contracts. There are a few suggestions to get them started on the road to effective negotiation tactics: You should always have clear objecti
12、ves; it is important to know relevant 5_, facts, and figures; consider what you really need to get from the other party, and also decide in what areas you are willing to 6_; build trust with the other party; you may want to have a first 7_ of an agreement written before meeting with the other party;
13、 try to keep the discussion ordered when meeting with the other party; make a checklist of topics that should be reached during the negotiation; listen to the other party and their 8_.,contract,( ),parties,( ),strategies,( ),perform,( ),laws,( ),compromise,( ),draft,( ),concerns,( ),Listening,Listen
14、 to the passage and fill in the blanks with the missing information.To make a good contract, the negotiation is a very important step which both parties need to experience. Certain fundamental strategies will assist business people in the negotiation that they perform in contracts. There are a few s
15、uggestions to get them started on the road to effective negotiation tactics: You should always have clear objectives; it is important to know relevant laws, facts, and figures; consider what you really need to get from the other party, and also decide in what areas you are willing to compromise; bui
16、ld trust with the other party; you may want to have a first draft of an agreement written before meeting with the other party; try to keep the discussion ordered when meeting with the other party; make a checklist of topics that should be reached during the negotiation; listen to the other party and their concerns.,
