文秘英語教程：UnitTenNegotiations課件

1、Unit Ten NegotiationsUnit GoalsWords and Expressions Comprehension of the TextExercisesPractical Writing Unit Goals In this unit, you will learn how to : assist in negotiations, make use of some negotiation skills, prepare a negotiation, write business contracts Words and Expressionsexpectation ,eks

2、pekten n. 期待，期望drain dren n. 耗盡competitive kmpettv a. 競(jìng)爭(zhēng)的，比賽的adversarial ,dvserl a. 敵人的，對(duì)手的misconception msknsepn n. 誤解strategy strtd n. 戰(zhàn)略，策略 overtly vtli ad. 明顯地，公然 approachable prtb()l a. 可接近的 alienate eljnet vt. 使疏遠(yuǎn) hesitation ,hezten n. 猶豫，躊躇 verbal vbl a. 詞語的；口頭的 dexterity dekstert n. 手的靈巧，靈活

3、clash kl n. 沖突 blackmail blkmel n. （情感或道德上）迫使 inexhaustible ,ngzstbl a. 無窮無盡的call in 請(qǐng)（某人）進(jìn)來on ones behalf 代表某人more often than not 通常，往往ones point of view 某人的觀點(diǎn)superior to 高于make on 在上獲利joint venture 合資企業(yè)put paid to 了結(jié)，結(jié)束be responsible for 對(duì)負(fù)責(zé)on hold （電話接通時(shí)）等某人接電話for instance 例如informof 通知 have diff

4、iculty (in) doing sth. 做某事有困難in person 親自地be aware of 當(dāng)心Comprehension of the Text Read the text carefully, and choose the best answer for each of the following.1. Dr. Cohen treats negotiation as a game because _.there is much emotional content in his negotiationhe is often negotiating for somebody e

5、lsehe doesnt care whether he is being adversarial or nothe doesnt need others to recommend him2. Many people say “no” to a suggestion in the beginning to _.convince the other party of their point of viewshow they are not really interestedindicate they wish to take the easy optionprotect their compan

6、ys situation3. Dr. Cohen says that when you are trying to negotiate you should _.adapt your style to the people you are talking tomake the other side feel superior to youdress in a way to make you feel comfortabletry to make the other side like you4. According to Dr. Cohen, understanding the other p

7、erson will help you to _.gain their friendshipslow down the negotiationsplan your next moveconvince them of your point of view5. Deals sometimes fail because _.negotiations have gone on too longthe companies operate in different waysone party risks more than the otherthe lawyers work too slowly6. Dr

8、. Cohen mentions childrens negotiation techniques to show that you should _.be prepared to try every routetry not to make people feel guiltybe careful not to exhaust yourselfcontrol the decision-making process Notes to the Text1. Whether he succeeds or not, it is important to him to make a good impr

9、ession so that people will recommend him. 本句中whether 意為“（選擇或懷疑）是否，是不是”，引導(dǎo)讓步狀語從句。so that引導(dǎo)目的狀語從句。請(qǐng)看下例： Whether it turns out to be a good idea or a bad idea, well find out. 它到底是個(gè)好主意還是壞主意我們很快會(huì)見分曉。 I will give you all the facts so that you can judge for yourself. 我會(huì)給你所有的事實(shí)以便你可以自己判斷。2. You do not need to

10、 make them feel better than you but, for example, dressing in a style that is not overtly expensive or successful will make you more approachable. 本句是一個(gè)由but連接的并列句。后面的分句中主語是dressing in a style，由動(dòng)名詞做主語。that引導(dǎo)定語從句，修飾主語dressing in a style。謂語動(dòng)詞是will make。動(dòng)名詞還可以做賓語、定語、賓語補(bǔ)足語。請(qǐng)看下例： Making a decision is some

11、times difficult. 有時(shí)候很難做出決定。3. Also, you should repeat back to them what they have said to show you take them seriously. 本句中what引導(dǎo)的是賓語從句，you take them seriously意為“你十分看重他們”。請(qǐng)看下例： Teacher repeated what we should finish after school to make sure everyone of us get clear about our assignment. 老師把我們課后要完成的

12、任務(wù)重復(fù)了一遍，確保每個(gè)人都清楚自己的作業(yè)。4. Generally the longer the negotiations go on, the better chance they have because people do not want to think their investment and energies have gone to waste. 本句是含有一個(gè)比較狀語從句，意為“越就越”。請(qǐng)看下例： The higher the standard of living, the greater the amount of goods consumed. 生活水平越高，商品消費(fèi)

13、就越多。5. Even having agreed on a deal, things may not be tied up quickly because when the lawyers get involved, everything gets slowed down as they argue about small details. 本句中having agreed on a deal做伴隨狀語，because引導(dǎo)原因狀語從句，且在從句中還有when引導(dǎo)的時(shí)間狀語從句。請(qǐng)看下例： Theres the village, said the driver, pointing to a c

14、luster of roofs some distance to the left. “那是村莊，”司機(jī)說，指著左邊某處連串的屋頂。 ExercisesTranslate the following sentences into Chinese.1. The reason you go to a negotiation is because youre unwilling to accept the price asked, and you believe its possible to do better. 2. If you stand your ground in the meeting

15、, youll greatly increase their opinion of you, and theyll be less likely to try to trick you. If you check with your office for answers to most questions, they wont respect you or the company that sent you.3. If youre selling them a product, the most important information youll need is a comprehensi

16、ve marketstudyfor the ware they sell and what they will buy from you.4. I suggest assigning a team to gather the information and brief your representative before he or she leaves the office.5. Showing up with a team of people is mostly an intimidation tactic. Its unnecessary, unless your intention i

17、s to impress or intimidate the other side.Translate the following sentences into English.1. 他說這能幫助他抽離談話中的感情成分。2. 最高管理層在一開始可能會(huì)拒絕這個(gè)建議，因?yàn)檫@樣是一個(gè)更安全的選擇。但是如果他們真的不感興趣的話，他們就不會(huì)在那里（談判）了。3. 策略之一就是穿得不要那么正式，這樣可以讓另一方接近你。4. 更常見的是兩個(gè)公司間 企業(yè)文化的沖突，這可以破壞任何交易。5. 他們一心一意，充滿源源不斷的力量，只為達(dá)成自己追求的目標(biāo)。 Writing Business Contracts A b

18、usiness contract is a legally binding agreement between two parties for an exchange of services that are of value. Well-drafted contracts are vital to your business. A well-drafted contract spells out the rights and obligations of each party and protects you and your business to the most practical e

19、xtent. A good contract can increase your business, earn you respect, and make you money. These nine tips will give you a head start. Write Clearly Draft Complete Contracts Look at Sample Contracts and Forms Dont Rely on a Standard Form or Sample Contract The Writer Always Has the Advantage Make Your

20、 Contract Look Like a Standard Form Be Aware of Legal Requirements Attach Exhibits Include Boilerplate SampleExercise Read the following contact and fill in the blanks according to the Chinese given in bracket. This Contract is made by and between the Buyers and Sellers , 1). _（根據(jù)本合同規(guī) 定的條款，買方同意購(gòu)買，賣方

21、同意出售下述商品）PACKING: To be packed in new strong wooden case (s) / carton (s) suitable for long distance ocean transportation and well protected against dampness, moisture, shock, rust and rough handling. 2). _（由于包裝不 良所發(fā)生的損失，由于采用不充分或不妥善的防護(hù)措施而造成的任何銹損，賣方應(yīng)負(fù)擔(dān)由此而產(chǎn)生的一切費(fèi)用和/或損失） SHIPPINGMARK： 3). _ （賣方應(yīng)在每件包裝上，用

22、不褪色油墨清楚地標(biāo)刷件號(hào)、尺碼、毛重、凈重、“此端向上”、“小心輕放”“切勿受潮”等字樣。）TERMSOFPAYMENT： A. Payment by L/C: One month before shipment, the Buyers shall establish with Bank of China, Shanghai an Irrevocable L/C in favor of the Sellers, to be available against presentation in Shanghai of the shipping documents stipulated in Cla

23、use 13 hereof. B. Payment by Collection: 4). _ （貨物裝運(yùn)后，賣方應(yīng)將以買方為付款人的匯票連同本合同第13條甲項(xiàng)所列各種裝運(yùn)單據(jù)， 通過賣方銀行寄交買方銀行即上海中國(guó)銀行轉(zhuǎn)交買方，并托收貨款。） C.Payment by M/T: Payment to be effected by the Buyers not later than XX days after receipt of the shipping documents specified in Clause 13 hereof. DOCUMENT： The Sellers shall present