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1、Part Three Businessn Negotiation,商务英语口译教程,商务谈判,小飞守角制作,Unit 8 Signing a contract,This unit includes some general conversations with relation to the contract, such as how to go over the contract, how to discuss about the payment in the contract, and how to check the contract finally, etc. The learner
2、can learn it according to each situation easily and then can easily handle every situation when it happens.,Part Three,小飞守角制作,Unit 8 Signing a contract,Teaching Aims 1. Knowledge aim: Through the study of this unit, the students will learn how to use the proper words and be precise when signing a co
3、ntract. 2. Skill aim: Students will be able to make their conversations according to the given situations.,Part Three,小飞守角制作,Unit 8 Signing a contract,Core Skills Students should know: As importers, How to check the terms of contract. How to make some changes when necessary. How to sign the contract
4、 agreed upon. As exporters, How to confirm the details before drafting a contract. How to consult the changes raised by the importers. How to make out the contract agreed upon.,Part Three,小飞守角制作,Unit 8 Signing a contract,Background Knowledge In the course of business negotiation, an offer with engag
5、ement or counter-offer is accepted, the transaction is completed and a contractual relationship between the offer and offeree is concluded. A contract can be worked out either by the seller or by the buyer, and it is called a sales contract or a purchase contract respectively. An essential point in
6、international trade is to ensure that the two parties have identical understanding of what being communicated. Therefore, it is never more important than at the time when the bargain is being made that both parties should have a thorough understanding of the terms to which they are agreeing.,Part Th
7、ree,小飞守角制作,Unit 8 Signing a contract,In deciding a contract, the quantity and description of goods, the price, the terms of payment, the kind of packing ,the marking, the time of delivery, the port of destination and other necessary particulars should be stipulated as clearly as possible, with close
8、 attention to the variety of risks that are present.,Part Three,小飞守角制作,Unit 8 Signing a contract,在商务谈判中，一方的报盘或还盘被另一方接受，交易即达成，合同成立。合同可由买方或卖方来起草，分别为销售合同或购买合同。国际贸易中一定要确保双方对协商的内容有一致的理解。所以，在进行谈判时，双方应该对他们即将约定的条款有一个深入了解，这一点是极其重要的。 在确定合同的时候，商品的数量和规格、价格、付款条件、包装样式、包装标志、发货时间、目的港及其他必要的细节都应尽可能清楚地进行规定，并密切注意存在的各种风
9、险。,Part Three,小飞守角制作,Unit 8 Signing a contract,Section One Situational Dialogue Directions: Students must be able to recite these dialogues fluently and understand them. (After several negotiations, Xiao Li, the sales manager of Guangzhou Textiles Corporation, comes to an agreement with Mr. Wilson w
10、ho is from the International Trading Corporation of Canada. They are going to check the terms of contract and consult the changes before drafting it.) L: Xiao Li W: Mr. Wilson Dialogue One Checking the Terms of Contract L: Im very glad that we come to an agreement. Shall we go over the details befor
11、e we draft the contract? W: Good.,Part Three,小飞守角制作,Unit 8 Signing a contract,L: 1,200 pieces of “Evergreen” brands shirts at USD 18 per piece CIF Sydney for shipment during August/September. Payment is to be made by confirmed, irrevocable L/C at sight payable against a full set of shipping document
12、s. W: Right. As to the packing, ten will be packed in one plastic bag and one dozen bags to a carton. L: No problem. We have covered W.P.A. with the Peoples Insurance Company of China. W: Thats good. One more thing, shipment will be made in two lots. The first lot will be in August and the balance w
13、ill be in September.,Part Three,小飞守角制作,Unit 8 Signing a contract,L: OK. Everything will be stated clearly in the draft of Sales Contract and you can go through them on your own. Should there be a problem, you can contact us any time tomorrow. W: Sounds good to us. When can contract be ready? L: At 9
14、 oclock in the morning the day after tomorrow. W: See you then. L: See you.,Part Three,小飞守角制作,Unit 8 Signing a contract,Dialogue Two Consulting the Changes of the Contract L: Mr. Wilson, we have drafted the contract. Here it is. Would you please check it and see if it contains all the main points we
15、 have agreed upon during negotiations? W: OK. Let me have a look. (Reading the contract) I think this clause should be corrected. You see, its stipulated in the contract that the goods will be shipped in three equal monthly installments. But we have agreed that shipment will be made in three equal w
16、eekly installments. L: Yes, youre right. It must be a clerical mistake. Lets correct it.,Part Three,小飞守角制作,Unit 8 Signing a contract,W: Another point. Referring to the packing, cartons are not strong enough for long distance ocean transportation, Im afraid. L: We assure you that well use new strong cartons and outside the cartons there are strong iron straps to reinforce them. W: Agreed. L: Is there anything else? W: No. I think all the
