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1、Programme 3 Agency and Joint Venture,Teaching objectives, Learn how to become a sole agency; Learn how to negotiate with your partner on joint ventue; Practice listening for specific information; Practice communicating with business partners on agency and joint venture.,Introduction to Agency and Jo
2、int Venture,Agency is a relationship between one individual or legal entity (the agent) who represents, acts on behalf of , and binds another individual or legal entity (the principal) in accordance with the principals request or instruction.,In some countries, agency is more narrowly defined as a r
3、elationship created only by a written agreeement or a power of attorney, entered into by a principal and a person who is designated to act for the principal within the limits of the written document creating the agency.,Joint venture is a combination of two or more individuals or legal entities who
4、undertake together a transaction for mutual gain or to engage in a commercial enterprise together with mutual sharing of profits and losses; or it is a form of business partnership involving joint management and the sharing of risks and profits as between enterprises based in different countries. If
5、 joint ownership of capital is involved, the partnership is known as an equity joint venture.,Presentation for agency and joint venture to make dialogues,Case study and ask the SS to make dialogues on enquiry, offer and counter-offer on basis of their individual cases and present their dialogues and
6、 comment on their performance,Case 1 :Sole agency,Mr. Wang would like to appoint you as the sole agency for mens shirts in Hefei. You are discussing the terms of the sole agency agreement, such as the responsibilities, commissions, the solutions to the disputes, etc.,Case 2: joint venture,You are th
7、e General Manager of Yiwu Hongda Imp. & Exp. Company. Mary from an American Company pays a visit to China for discussion on the possibility of setting up a joint venture with your company. You are talking about the relevant aspects in details.,Case 3:Renew the duration of general agency,As the gener
8、al agency of a Japanese company in Shanghai, the duration of the general agency agreement is due and you wish to renew the duration for another two years and ask for some alternations in the original agreement due to the economic depression.,Listen and fill in the blanks in the dialogue of the text
9、and explain some key words and terms major adj. 主要的， electric applicances 电器产品， potential adj. 潜在的， convincing adj. 有说服力的 promote v. 促进 appoint v. 指定 turnover n. 收益,neogtiation n. 谈判 agreement n. 协议，合同，一致 account for （数量上、比例上）占 investment ratio 投资比例 flexible adj. 灵活的 proportion n. 比例 foreign capital
10、 外资 responsibility n. 责任 approval n. 同意,registration n. 注册 license n. 许可证 local authorities 当地权威部门 guideline n. 指导 chairperson n. 主席 nominate v. 提名 dispute n. 争议 settle v. 解决 benefit v./n. 受益，益处,renew v. (契约等的)展期 leading adj. 主要的，主导的 distributor n. 经销商 justify v. 证明是正确的，证明是有道理的 demand n. 需求 analysis
11、 n. 分析 distribution n. 分销 delay n. 延误 handle v. 经营， 从事 absolutely adv. 绝对地 obey v. 遵守,Oral interpretation of the key sentences in each aspect of agency and joint venture: We have been the sole agent in China for many years. We wish to become the sole agency of your products in this city in order to
12、promote the sales more effectively.,3. The minimum annual turnover you can gurantee should not less than RMB1 million If you place larger orders, we may consider offering you more commission. We have been appointed as the general agency for your bicycles in Thailand. The profits and risks should be
13、shared by both parties of the joint venture. We wonder whether there is possibility of establishing a joint venture with your company.,8. The board of directors on our side has the intention to cooperate with to set up a joint venture with a total investment up to US$1 million in the first phase. 9.
14、 为了帮助你方的产品打入新市场，我认为最好的办法是找一个当地的代理。 10. 关于成立合资企业的建议，我方需要对你方的市场前景了解，并要得到我方董事会的统一。 11. 按照我们一贯的做法，注册资金至少占总投资的50%。 12. 我方认为你方的责任包括，向有关部门申请批准、注册并获取经营许可证。,Role play,Student A: You are working for ABC Company. You are appointed to negotiate with China Tea Company for sole agent in Japan. You are now negotia
15、ting with Bruce from the company now. Student B: You are Bruce from China Tea Company, who are going to negotiate with the representative from ABC Company on the obligations, commission , etc. of sole agency agreement.,2) Student A: As the general manager of an elctronic company, you have found the great potential of promoting the products in Chinses market. You are talking with Chen Liang from a Chinese company on the possibility of establishing a joint venture. Student B: You are Chen Liang from a Chinese company to discuss with the general manager on behalf of the company.,
