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单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,Unit Eight,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,Unit Eight,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,Unit Eight,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,Unit Eight,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,Unit Eight,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,Unit Eight,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,Unit Eight,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,Unit Eight,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,Unit Eight,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,Unit Eight,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,Unit Eight,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,Unit Eight,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,Unit Eight,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,Unit Eight,Unit 1 Negotiation and Contract,Part One Warm-up,(1)How many people are included in negotiation team?,Discuss this topic with your partners in groups.,Key to the Question in Warm-up,Generally speaking,a negotiation team consists of negotiating leaders(谈判领导人员),technicians(技术人员),businessmen(商务人员),legal advisers(法律顾问)，accountants(财务人员,会计),and interpreter(翻译人员).,Part Two Situational DialoguesDialogue 1,draft contract 合同草案,draft a contract 起草合同,Please go through the draft contract and make sure everything is all right.,请把合同草案过一遍，看有什么问题。,bring up 提出以供考虑,He brought up a question for discussion.,他提出问题讨论。,He brought up a subject rarely raised during the course of this campaign.,他提出了一个在该运动进程中很少被提及的话题。,stipulate v.规定;约定,to stipulate a price,规定价格,the items stipulated in the contract,合同中约定的条款,She could have stipulated that she would pay when she collected the computer.,她本可以明确要求取电脑时付款的。,terms of payment 付款条件,Now we have settled the,terms of payment,.,现在我们已经谈妥了付款条件。,Our,terms of payment,is confirmed and irrevocable letter,of,credit.,我们的付款条件是保兑的不可撤消的信用证。,D/P=Document against Payment 付款交单,We regret we cant accept,payment,cash,against document,.,很抱歉，我们不能接受凭单付款办法。,Our,payment,term usually is to accept,document against payment,in 60 days,which we hope can satisfy you.,我方通常的支付条件是60天付款交单，希望这令你方满意。,L/C=letter of credit 信用状,The project is being backed by a letter of credit from Lasalle Bank.,这个项目有拉萨尔银行的信用状支持。,The bank has made out an irrevocable letter of credit.,银行开出了不可撤销的信用证。,take up 开始；开始从事,He took up writing after graduation.,毕业后他开始从事写作。,to take up swimming,开始学游泳,He did not particularly want to take up a competitive sport.,他并没有特别想要开始从事竞技性运动项目。,Part Two Situational DialoguesDialogue 2,skyrocket vi.剧增;猛涨,Production has dropped while prices and unemployment have skyrocketed.,在物价和失业人数猛增的同时，生产却下降了。,the skyrocketing costs of health care.,暴涨的医疗费用。,undertake vt.从事；试图,We could undertake the work for the time being.,我们可以暂时从事这项工作。,She undertook the task of monitoring the elections.,她承担了监督选举的任务。,interest n.利息,Does your current account pay interest?,你的活期存款账户计息吗？,The money was repaid with interest.,这笔钱是带息偿还的。,commencement n.开始；生效,All applicants should be at least 16 years of age at the commencement of this course.,所有申请人在本课程开始时应至少年满16岁。,the commencement of the financial year 财政年度的开始,carry out 执行,You must carry out my orders.,你必须执行我的命令。,Three students were chosen to carry out the experiment.,挑选了三名学生进行这项实验。,Part Two Situational DialoguesDialogue 3,mutual adj.共同的；相互的,The East and the West can work together for their mutual benefit and progress.,东西方可以为互惠和进步而合作。,mutual respect 相互的尊敬,mutual understanding 相互的理解,mutual support aid 相互的支持,mutual aid 相互的帮助,lease v.出租,He leased his shop to a friend.,他把商店租给了一个朋友。,We lease all our computer equipment.,我们所有的计算器设备都是租来的。,Parts of the building are leased out to tenants.,这栋大楼有一部份租出去了。,proposal n.提议，建议,to submit/consider/accept/reject a proposal,提交审议接受拒绝一项建议,They judged that the time was right for the proposal of new terms for the trade agreement.,他们判断，提出贸易协议新条款的时机成熟了。,supplementary adj.补充的,supplementary agreement,补充协议；增补协议,supplementary contract,补充契约,supplementary provision,补充规定；追加拨款,Part Three Classroom Activities,Activity 1,One of your customers is complaining that the price of leathers is higher than some of the manufacturers,so you need to persuade him to accept your quotation and let him know the high quality of your products.,Make a dialogue in pairs on the given situation.,Sample dialogue(part 1),A:I must point out your price is higher than some of the quotations weve received from other,sources.,B:But you must take the quality into consideration.Everyone in the trade knows that Chinas leathers are of superior quality to those from other countries.,A:I agree that yours are of better quality.But theres competition from synthetic products,too.We cant very well ignore that.Prices for synthetic leathers are very competitive over the years.,B:Theres practically no substitute for feathers for certain uses.Thats why demand for natural feathers keeps rising in spite of cheaper synthetic ones.To be frank with you,if it were not for the long-standing relationship between us,we would hardly offer this price.,Sample dialogue(part 2),A:Well,well have a lot of difficulties in persuading our clients to buy at this price.But the comforting part is Ive inspected your units,and I am very happy with them.Your goods are all far above standard quality.,B:We dont sacrifice quality for quick profits.We spend a lot of money to make sure that our quality is much better.,A:Well,were really interested in placing an order under further negotiation.We can start the negotiations as soon as you prepared.,B:Thank you very much.I believe the contract will bear fruit in no time,and I hope our continuing cooperation and further extension of our trade relations.,A:Thats what I want,too.,Activity 2,Your customer is not satisfied with the contract,and he wants to add one term that your should set up a mechanism of punishment so that both sides can carry on his duty rightly.,Try to make a dialogue based on the given situation.,Sample dialogue(part 1),Tom:I still have some questions concerning our contract.,Mary:If you have any comment on these clauses,do not hesitate to make.Please!,Tom:Thank you.I think we should add one term that we should set up a mechanism of punishment so that both sides can carry on his duty rightly.,Mary:We are really glad to see you so constructive in helping settle the problems as regards the signing of the contract.We completely agree with your opinion.,Tom:Thank you very much.,Sample dialogue(part 2),Mary:I think the negotiations on the rights and obligations of the parties under contract turned out to be very successful.,Tom:Yes.We have agreed on all terms in the contract.Shall we sign it next week?,Mary:All right.Next Monday is OK?,Tom:Yes.Its a pleasure to cooperate with you.,Mary:Me too.,Activity 3,The customer would like to renegotiate existing agreements,so you have to call him and ask for information.,Discuss this topic with your partners and then make a dialogue in pairs on the given situation.,Sample dialogue(part 1),Paul:Hello,This is Paul speaking,may I speak to Alice?,Alice:Hello,Paul.Im Alice.Thanks for calling.As you know,weve experienced some restructuring lately.,Paul:I had heard as much.What were the main areas of change?,Alice:Well,weve become smaller.We shut down the department that put out our magazine.These days,we focus mainly on media relations.,Paul:Ah,I see.So you wont be needing as much paper,then?,Sample dialogue(part 2),Alice:Thats the long and short of it.I know we have contracted to purchase seven boxes per week,but we really dont need that much anymore.,Paul:Im between a rock and a hard place,here,Alice.Id like to help you,but weve already drawn up our plans based on those sales.,Alice:Is there any way we could cut our order down a bit?We would be willing to renew our contract for another two years at the same rate per box.,Paul:That just might work,but Ill have to run it by the department head.,Part Five Homework,Task 1,After the two-days negotiation,you havent come to a compromise,since this deal is as important to the opposite negotiator as it is to you.Whats your plan for the following negotiation?What can you do to make a deal?,Exchange your opinions with your partners about the questions and make a dialogue.,Sample dialogue(part 1),A:How did the two-days negotiation go?Have you come to a compromise yet?,B:Slowly and painfully.,A:Why?What do you think of the opposite negotiator?Is he a hard one?,B:He is.Whats more,it seems he is trying to make these negotiations fail.,A:This deal is as important to them as it is to us.Why would they act like that though?,B:I think they are using these tactics to try and get us tired and impatient,and then try and get the terms of the contracts more in their favor.,Sample dialogue(part 2),A:Do we have any plans for tomorrow?,B:We pretend to stay reasonable and level-headed as he did.Theres no way we cant achieve any compromise.,A:Will it work?,B:Three days is the utmost we can wait.Then we have to return and see if they are willing to be reasonable and hopefully come to a mutually beneficial agreement.,A:Then I dont think our plan is reliable.,B:But they didnt leave us many choices.,A;Well,I personally really learned a lot from the past two days.,B:Lets hope its not too late to learn.,A:Its never too late to learn.,Task 2,Your customer can not agree to the contract.They complain that the rates are too high for them to ensure profits.So they suggest that free shipping on these large orders.What can you do?,Discuss it with your partners and then make a dialogue to show what and what you have discussed.,Sample dialogue(part 1),June:Im not sure that we can agree to this contract.The rates are just not low enough for us to ensure profitability on our end.,Peter:Well,as always we are open to further negotiation.We want this to work as much as you do.How can we make it worth your while?,June:You could start by not charging us for shipping on these large orders.,Peter:Free shipping on such large orders is a bit much,dont you think?Those moving men dont work for free.,Sample dialogue(part 2),June:I realize that,but we cant keep buying from you at your current rates.Somethings gotta give.,Peter:Well,what if we offered you a discount on shipping?We can meet you halfway.,June:Thats a step in the right direction,at least.If you can agree to a 50%rate cut on shipping costs,we can talk about signing this contract.,Peter:Ill have our lawyers draft a new version of the agreement and get back to you later this week.,Task 3,Translate the following sentences,from Chinese into English.,Key to the C,E Exercises,（1）I made a thorough study of the draft contract this morning.,（2）Your draft contract says that payment is to be made by D/P.,（3）We agree to different packing for the bus base.,（4）Well revise the contract tomorrow,and have it ready to be signed tomorrow evening at 8.Hows that?,（5）But in a long run,the quality and efficiency of the machines are more important.,Key to the C,E Exercises,（6）You can pay for the coal cutter with the coal produced by the cutter.,（7）Youll buy from us three sets of coal cutters at the unit price of US$5 million.,（8）But we must remind you of your definite responsibilities for technical assistance,the performance of the machines and finally a smooth start-up.,（9）We are still not satisfied with Item 4 in your proposed agreement and I hope we can spend some time on it and see what we can do for our mutual benefits.,（10）We talked about the guarantee period and we agreed that we would further discuss the period,but now you still insist on two years.,Task 4,Translate the following sentences,from English into Chinese,Key to the E,C Exercises,（1）草案规定所有的机器零件都必须用塑料箱包装。,（2）我们希望通过美国的一家银行以信用证的方式付款。,（3）但在一些小地方还希望能得到你的帮助。,（4）今天我们请您来是想探讨一下从贵方进口挖煤机的事情。,（5）我们的机器完全是物有所值的。,Key to the E,C Exercises,（6）您想进行全部补偿贸易还是部分补偿贸易？,（7）我们将从购买之日起三年内付清款项。,（8）根据本协议，所提供的设备将得到两年的质量保证，保证期限从设备安装完成之日算起，设备安装后的试运行阶段包括在内。,（9）因为在美国我们通常的做法是只给客户提供两年的质量保证期。,（10）要我们提供更长的保证期很难，不过，超过保证期后，我可以给你们优惠的维修服务。,Task 5,Complete the sentences based on what you have learned,Key to Task 5,（1）Can we take up the points one,by one,?,（2）Its,better,than the coal,cutters,we just purchased from other countries.,（3）Which do your prefer,buyback,or counter purchase?,（4）On the,basis,of the cutters production,capacity,and the current price of coal,it will take about two years to,complete,the payment.,（5）Its our hope that youll,meet,our requirements of shipment for all the coal you sell to us.,Key to Task 5,（6）We will surely act in,accordance,with our agreement.,（7）I hope you understand that this proposed agreement is based on our,letter,of,intent,signed last year when I came to China for this project.,（8）I am sorry,Ms.Lu.I dont mean that I want to,insist,on that.But the manufacturer is,unwilling,to give us a guarantee,period,of more than two years.,（9）We will,charge,you only 80 percent of the regular service charge for the,maintenance,service after the guarantee period.,（10）Ill put the,suggestion,into the agreement as a,supplementary,item for your signature.,Thanks for Your Attention!,Unit 2,Advertising,Part One Warm-up,(1)Whats the function of advertisements?,Discuss this topic with your partners in groups.,Key to the Question in Warm-up,1)For Consumer,Firstly,advertisements could help consumers understand feature/main function of product,for example Wanglaoji ad shows the product“Afraid lit drink Wanglaoji（怕上火喝王老吉）”clearly;,Secondly,advertisements also help consumers familiar with brand image of the advertiser,as we familiar with Mercedes-Benz ads;,Thirdly,advertisements help consumers build up style of consumption which just as what Colgate tooth toothpaste does;,Finally,advertisements help consumers have better understanding on trends of consumption which like BYD Hybrid advertisements done.,Advertisements can educate consumer relevant knowledge,2)For Advertiser,On the other hand,advertisement is good friend to advertiser.,Advertisements deliver product information to customer,depends on how,where and when that company want to;,Advertisements develop interest of customer to product,attract them take out money;,Advertisements help advertiser to establish a strong competitive advantage by increasing brand awareness and preference;,Advertisements can maintain and increase customer loyalty;,Part Two Situational DialoguesDialogue 1,expenses ikspens n.费用,delivery expense 送货费；运输费,prepaid expense 预付费用,traveling expense 差旅费；旅游消费,running expense 经营费用；日常费用,Hes bought a big TV at vast expense so that everyone can see properly.,他花了很多钱买了台大电视，这样人人都可以看清楚了。,work out 制定出,Negotiators are due to meet later today to work out a compromise.,谈判者们预定在今天晚些时候会面以找到一个折中的办法。,Students worked out a better method of learning English.,学生们找到了一种更好的学习英语的方法。,in return 作为回报；作为的报酬,He was motivated by love,and expected nothing in return.,他是出自爱心，并不指望得到任何回报。,Do something for somebody without expecting anything in return.,为某人做点什么事情，不期望获得任何回报。,Part Two Situational DialoguesDialogue 2,agency,ed()ns,n.公司,travel agency 旅行社,Advertising agency 广告公司,shipping agency船务代理；航运公司,The relief,agency
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