新視野商務(wù)英語視聽說(第三版)(下) Unit 5-電子教案

教案

課程名稱新視野商務(wù)英語視聽說（第三版）（下）

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教材《新視野商務(wù)英語視聽說（第三版）（下）》

Unit5PlacinganOrder

LearningObjectives（教學(xué)目標）

Aftercompletingthisunit,Ssshouldbeableto:

——placeanorderafternegotiatingterms;

——distinguishageneralorderfromamailorderandaphoneorder;

——identifythedifferencesbetweenanorderandacontract;

—talkaboutsomeofthegeneraltermsrelatingtoordersandcontracts:

?productquality,quantity,packing,delivery/shipment,termsofpayment,

insuranceandarbitration;

?contractduration,execution,alterationandtermination.

BusinessProfile(內(nèi)容概覽)

ABusinessContractSample

CONTRACT

Date:

ContractNo.:

TheBuyer:

TheSeller:

ThiscontractismadebyandbetweentheBuyerandtheSeller;wherebytheBuyer

agreestobuyandtheSelleragreestoselltheunder-mentionedgoodssubjecttotheterms

andconditionsasstipulatedhereinafter:

(1)NameofCommodity:

(2)Quantity:

⑶UnitPrice:

(4)TotalValue:

(5)Packaging:

(6)CountryofOrigin:

(7)TermsofPayment:

(8)Insurance:

(9)TimeofShipment:

(10)PortofLading:

(11)PortofDestination:

(12)Marking:

Allpackagingwillbemarkedwiththeportofdestination,packagenumberandgross

andnetweightsandmeasurements.Inaddition,theBuyermaywantsomespecialmarksto

identifythecontents.Allmarksmustbestenciledorwrittenconspicuouslywithfastand

indeliblepigmentsoneachpackage.Inthecaseofdangerousand/orpoisonouscargoes,the

Sellerisobligedtoensurethatthenatureofthepoisonanditsinternationallyadopted

symbolismarkedconspicuouslyoneachpackage.

(13)TermsofPayment:

Onemonthpriortothetimeofshipment,theBuyershallopenwiththeBankof

anirrevocableLetterofCreditinfavouroftheSellerpayableattheissuingbank

againstpresentationofdocumentsasstipulatedinthiscontract.ThesaidLetterofCredit

shallremaininforcetillthe15thdayaftershipment.

(14)Claims:

Within45daysafterthearrivalofthegoodsatthedestination,shouldthequality,

specificationsorquantitybefoundnottobeinconformitywiththestipulationsofthe

contractandexceptingthoseclaimsforwhichtheinsurancecompanyortheownersofthe

vesselareliable,theBuyershallhavetherightonthestrengthoftheinspectioncertificate

issuedbytheC.C.I.C.andtherelativedocumentstoclaimforcompensationfromtheSeller.

(15)ForceMajeure:

TheSellershallnotbeheldresponsiblefordelayinshipmentornon-deliveryofthe

goodsduetoForceMajeure(unforeseeablecircumstances)whichmightoccurduringthe

processfmanufacturingorinthecourseofloadingortransit.TheSellershalladvisethe

Buyerimmediatelyofanyoccurrencewithinfourteendays.TheSellershallsendbyairmail

totheBuyerfortheiracceptancecertificateoftheaccident.Undersuchcircumstancesthe

Seller,however,isstillunderobligationtotakeallnecessarymeasurestohastenthedelivery

ofthegoods.

(16)Arbitration:

AlldisputesinconnectionwiththeexecutionofthisContractshallbesettledthrough

friendlynegotiation.Inacasewherenosettlementcanbereached,thecasemaybe

submittedforarbitrationtotheArbitrationCommissionoftheChinaCouncilforthe

PromotionofInternationalTradeinaccordancewiththeProvisionalRulesofProcedure

promulgatedbythesaidArbitrationCommission.TheArbitrationCommitteeshallbefinal

andbindinguponbothparties,andtheArbitrationfeeshallbebornebythelosingparty.

(17)OtherTerms:

UnlessotherwiseagreedandacceptedbytheBuyer,allothermattersrelatedtothis

contractshallformanintegralpartofthisContract.Anysupplementarytermsand

conditionsthatmaybeattachedtothisContractshallautomaticallyprevailovertheterms

andconditionsofthisContractifsuchsupplementarytermsandconditionscomeinconflict

withtermsandconditionshereinandshallbebindinguponbothparties.

LanguageExpansion（語言擴充）

Theorder

Becausethisproducthasprovedunusuallypopular,wearestrugglingtofulfillorders.

WewillbeabletomakeshipmenttoyouonMarch20th.Pleaseconfirmthisisacceptable.

Whatquantitydoyouconsider/regardasalargeorder?

Ifourfirstorderturnsouttobesuccessful,biggerorderswillfollow.

Isitconvenientforyouifweplaceanorderbytelephoneordoyoupreferorderstobein

writing?

Pleaseconfirmthatyou/llshipourorderatthebeginningofOctober.

Ifweordernow,whencanyoudeliverthegoods?

Thetradediscount/commission/deliverydatedependsonthesizeofyourorder.

Supplyanddelivery

We'llfulfillyourorderfirstsoasnottoletyoudown.

We'llcontactthesuppliertotrytospeedupproduction.

I'msorrytosaythatweareunabletomeetyourdeliverydate.

Couldyoupossiblymakethedeliveryearlierforthiscontainer?

Becauseyouarearegularcustomer,wehavealreadygivenyoupriorityonsupply.

Ifyouareinurgentneedofadelivery,Ihighlyrecommendyouconsideroneofour

similarandnewermodels.

Wouldyoupleasegetbacktothemanufacturertoseeiftheyareyetinapositiontosupply

us?

Cancellationofacontract

Thecontractwillbeterminateduponmutualagreement.

Thebuyer/sellerhastheoptionofcancellingthecontract.

Youcannotcancelthecontractwithoutouragreement.

Whatprocedureisthereifeitherofuswanttoterminatethecontract?

Duringthetrialperiod,eithersidecanterminatethecontractwithonemonth'snotice.

Othertermsrelatingtocontracts

Whatarethemainclausesinthecontract?

Weshouldfollowthestipulationslaiddowninthecontract.

Bothsidesshouldkeeponeoriginalandtwocopies.

MayIreferyoutoArticle12oftheTermsofthecontract?

OK,I'llgiveyoupreferential/favourabletermsonthat.

Thedelayindeliverycausedbyyoursideisabreachofcontract.

TextBank（擴展閱讀）

TipsonNegotiatingandContractDrafting

Negotiatingskillsandcontractdraftingareallimportantinthecourseofbusiness.Some

businessagreementsmaybesimple,whileothersmayrequirethehelpofaskilledcontract

attorney.Ineithercase,theidealendresultisconfidencethatyouhavenegotiatedthebest

termsforyourbusiness,andcreatedawell-draftedagreementthatwillavoidanydisputeor

potentiallitigation.Thefollowingaresometipsonnegotiatingandwritingasoundbusiness

contract.

Howtonegotiate

Certainfundamentalstrategieswillassistyouintheday-to-daynegotiationsthatallbusiness

peopleperform.Thefollowingareafewsuggestionstogetyoustartedontheroadto

effectivenegotiationtactics.

?Youshouldalwayshaveclearobjectives.Ithelpstomakealistofgoalsbeforemeeting

theotherparty.

?Itisimportanttogointoanegotiationhavingdoneyourresearch.Knowrelevantlaw,

facts,andfigures.

?Preparebyconsideringwhatyoureallyneedtogetfromtheotherparty,andalsodecide

inwhatareasyouarewillingtocompromise.

?Buildtrustwiththeotherparty.Trustwillaidcommunication.

?Youmaywanttodrawupafirstdraftofanagreementtouseasastartingpoint.

?Trytokeepthediscussionorderedwhenmeetingwiththeotherparty.Makeachecklist

oftopicsthatshouldbediscussedduringthenegotiation.

?Listentotheotherpartyandtheirconcerns.

Howtodraftacontract

Itishelpfultounderstandthebasicsofcontractdraftingevenifyourarelydraftyourown

contracts.Abasicunderstandingcanaddtoyourconfidenceinalltypesofbusinesswriting,

andwillalsobeanaidwhenreviewingandinterpretingthecontractsinwhichyouarea

party.

?Aneffectivecontractshouldalwaysbeclear,specific,andfocused.

?Sentencesshouldbeshorttoavoidunnecessarycomplexityandambiguity.

?Youmaywanttolookatsampleagreementspriortodraftingyourown.

?Makesureallpartynamesareaccurate.Includebusinesstitlesifapplicable.

?Acontractshouldbeconsistentinitstone,grammar,wordusage,andabbreviations.

■Writeasummaryofthecontract.Thisallowsforquickreference.

?Defineimportantterms.

?Anticipatelitigationbyincludingsectionsregardingvenue,choiceoflaw,andattorney

fees.

?Allpartiesshouldsignthecontract,includingbusinesstitlesifapplicable.

?Pagesshouldbenumbered.Avoidtheappearancethatpagescouldhavebeenadded

aftertheagreementwassigned.

?Aswithanybusinesswriting,proofreadverycarefully.

Manyagreementsaremadeeveryday.Therefore,abusinesspersongainsimportant

advantagebyunderstandingthebestwaystonegotiate,construct,andinterpretcontracts.

Ifyouhavequestionsorconcerns,youshouldconsultanattorneywhoisskilledincreating

andlitigatingbusinesscontracts.

Discussion:

1.Whatsuggestionshavebeengiventostartaneffectivebusinessnegotiation?

2.Whatmattersshouldwepayattentiontowhendraftingacontract?

補充教學(xué)資源

Video1

Modifyinganorder

Mr.Zhang:Goodmorning,Mr.Anke.Nicetoseeyouagain.HowmayIhelpyou?

Mr.Anke:Nicetoseeyou,too.I'vecometotalkaboutsomemodificationsweneedonour

lastorder,theonewegaveyoutwodaysago.

Mr.Zhang:Fine.ButIhopeyouaren/tworriedaboutthequality.AsIsaidonthetelephone,

youcanrestassuredthatourqualityisunsurpassed.Weareaprestigiouscompanyinour

industrywithmorethan20years'experience.

Mr.Anke:Yes,ofcourse.Yourquality,specificationsandstylesaregreat.But,Iwanttoalter

someaspectsofthepackaging.Youknow,wepayalotofattentiontopackaging.

Mr.Zhang:Ofcourse.Ourusualpracticefortheproductsyouorderedis,first,toputthem

intoatransparentplasticwrapperasinnerpackaging,then,toputtheseintoacardboard

box,orwoodencaseifyouprefer,asouterpackaging.Doyouwanttochangetheinneror

outerpackaging?

Mr.Anke:Cardboardboxesareallrightwithus.They'reusuallyusedinlong-distance

shipmentsandtheyseemsafe.Itstheinnerpackagingwehaveaproblemwith.

Mr.Zhang:Usingplainplasticwrappersprotectstheproductanditsavesoncost.

Mr.Anke:Butweneedittobedecorativeaswell.Thereneedstobeaproperdesignand

somecolourtomakeitattractivetoEuropeantastes.IhavethedesignhereonthisCD—its

aPDFfile.

Mr.Zhang:That'sfine.Inthatcase,doyouwantustoprovideapolythenewrapper?

Mr.Anke:Yes,withthedesignonbothsides.Thankyou.

Mr.Zhang:OK.Iknowpackagingisimportantforsales.Attractivepackagingwillattract

customers.Theouterpackagingonlyconcernstheimporters.ButIhavetosay,thechanges

willincreasethecost.

Mr.Anke:Byhowmuch?

Mr.Zhang:About6%,Ithink.THhavetoconfirmthatwithyou.

Mr.Anke:That'sOK.Butpleaseputdesignofdifferentcolourineachboxtomakeitmore

convenientforustodistributetoourretailers.

Mr.Zhang:Sure,I'llwritethatdownnow.Doyouhaveanyotherrequirementson

packaging?

Mr.Anke:Well,justonemorething.Pleaseremembertoputourlogooneachcardboard

box.ThelogoisalsoontheCD.Pleasefollowthepatternandcolourexactly.

Mr.Zhang:Ofcourse.CanIkeeptheCD?

Mr.Anke:Certainly.That'sallIwanttoconfirmwithyou.Butweshouldmakearevisionto

thedraftcontract.Doyouhaveanythingyouneedtotalktomeabout?

Mr.Zhang:No,everythingisfine.WellgetontoourPackingDepartmenttomakethe

changesasperyourrequirements.Ifyouwouldcaretowaitforamoment,myassistantwill

preparetheformalordersothatwecansignitimmediately.

Mr.Anke:Great.You'reveryefficient.

Video2

Confirmingacontract

Mrs.Becker:Goodmorning.I'mMrs.BeckerfromBranGifts.Wegaveyouanorderfor

Christmasgiftsonthethirddayofthetradefair.Doyouremember?

Mr.Tian:Ofcourse.Nicetoseeyouagain,Mrs.Becker.Haveaseat,please.We'vefaxedyou

thedraftcontract,right?

Mrs.Becker:Yes,Iwentthroughitverycarefullyyesterday.AndIhavesomepointsto

discusswithyou.

Mr.Tian:OK,noproblem.Let'sgetthedraftprintedoutandgooverthedetailsinthe

meetingroom.

(Theygointothemeetingroomwiththedraftcontractinhand.)

Mrs.Becker:First,there'saspellingmistakeinourcompany'saddress:BranGiftsCompany,

F21-26BusinessBuilding,WorldTradePlaza,Toronto,Canada.ItsB-R-A-N,notBrain;and

WorldTradePlazainsteadofWorldTradeCentre.

Mr.Tian:I'msorryaboutthat.Iguessitwasatypingerror,butIshouldhavenoticedit.Mrs.

Becker:Noproblem.Let'sconfirmthecommoditiesIorderedandthepriceswesettledon.

Alltogether,therearesixitemnumbers:ZWS10A,ZWS10B,ZWS10C,ZWS10D,G35andXG7.

Wewant1,000cartonsofeach.There'snoproblemwiththepriceofthefirstfour-US$6

perpiece.ButIrememberweagreedthepriceforG35andXG7atUS$18andUS$21.50

respectively,butitsaysdifferentlyonthedraft.

Mr.Tian:Oh,you'reright.ImusthaveforgottenthatwechangedthemtoCIFTorontoat

US$18andUS$21.50fromtheoriginalFOBShanghaiatUS$14andUS$17.50attheendof

ourlastnegotiation.I'llaskmysecretarytomakethechanges.Iapologiseformybad

memory.Imustbegettingold.Anyotherproblems?

Mrs.Becker:Nevermind.Ithinkeverythingisalrightwiththepackaging.First,you'llputthe

jellycandlesinabrownboxandthenputthebrownboxinacarton.Butpleasemakesure

eachjellycandleiswrappedwithfoil.

Mr.Tian:OK.AndallthegoodsmustarriveinTorontobeforeSeptember10th,2005,