《實(shí)用商務(wù)英語》Unit6.ppt

實(shí)用商務(wù)英語,Practical Business English,Unit Six,Section A Listening and Speaking Business Negotiation Section B Reading Business Laws Section C Business Writing Contract,Targets,Section A Listening and Speaking,. Remember the words, phrases and sentences related to business negotiation. . Imitate and memorize the following dialogues. . Discuss the following questions with your partner.,Part One Warming-up Exercises,1. What are the basic procedures involved in a business negotiation if a contract is to be signed? 2. During a business negotiation, what should one pay attention to?,. Listen to Dialogue 1-5 and choose the appropriate answer to each of the questions. . Listen to Dialogue 6 and fill in the blanks with the exact words you hear from the recording. . Listen to Dialogue 7 and fill in the blanks with the exact words you hear from the recording.,Part Two Dialogues,. Oral practice. 1. Listen to Dialogue 6 again, and then have a discussion on strategies of price negotiation with your partner. 2. Listen to Dialogue 7 again, then work in pairs and make a dialogue about insurance negotiation.,. Listen to Passage 1 carefully and fill in the blanks with the exact words you have just heard from the recording. . Listen to Passage 2 carefully and fill in the blanks with the exact words you have just heard from the recording.,Part Three Passages,. Oral practice. 1. Listen to Passage 1 again and talk about the following questions. (1) What is an “enquiry”? (2) What is an “offer”? (3) What are modes of transportation? Talk about their advantages and disadvantages. (4) What does this passage mainly talk about? 2. Listen to Passage 2 again and discuss how to negotiate successfully.,. Listen to the following song and fill in the blanks with the exact words you have just heard from the recording. Here I Am . Listen to the song again and sing along.,Part Four Relax and Enjoy,Section B Reading,Pre-reading Discussion: 1. Have you ever heard of CISG? Try to share your knowledge of domestic and international business laws with your partner. 2. Suppose that your company has a dispute with an American corporation. Would you prefer a lawsuit or arbitration to settle the dispute?,Text,1 The underlying goal of CISG is the creation of a uniform body of international commercial sales law. 2 On its face, CISG implies that a court may use only the plain meaning of the language in the Convention. 3 In addition to travaux preparatories, courts in most countries use case law to interpret statutes and treaties.,Interpreting CISG,4 CISG calls for courts to look to the general principles on which the Convention is based when interpreting its provisions, but it gives no list of general principles. 5 Although CISG does not give a list of general principles, it does set out the mechanism for determining them. 6 The rules of private international law are the third and final source for interpreting the Convention. 7 Private international law rules vary from country to country.,New Words Phrases and Expressions Proper Nouns,1. CISG 2. In most other countries, however, including the United States and the civil law countries, the courts also look to a statutes legislative historythe travaux preparatoires（The legislative history of a statute or treaty, that is, the negotiations leading up to its final drafting and adoption.）to determine its intent. 3. In addition to travaux preparatories, courts in most countries use case law to interpret statutes and treaties. 4. The directive that it be interpreted to promote uniformity in its application compels courts to examine and follow the decisions of the courts in other contracting states.,Notes,國(guó)際仲裁 爭(zhēng)議（dispute）是交易的一方認(rèn)為另一方未能全部或部分履行合同規(guī)定的責(zé)任而引起的業(yè)務(wù)糾紛。 國(guó)際商務(wù)活動(dòng)中，如果當(dāng)事人發(fā)生爭(zhēng)議，以仲裁的方式解決糾紛，是較為普遍的一種選擇。所謂仲裁（arbitration）又稱公斷，是指雙方當(dāng)事人在爭(zhēng)議發(fā)生前或爭(zhēng)議發(fā)生后達(dá)成仲裁協(xié)議，自愿將爭(zhēng)議交給仲裁機(jī)構(gòu)做出裁決，并約定雙方有義務(wù)執(zhí)行該裁決的一種解決爭(zhēng)議的方法。 當(dāng)事人對(duì)于仲裁裁決書，應(yīng)依照其中所規(guī)定的時(shí)間自動(dòng)履行，裁決書未規(guī)定期限的，應(yīng)立即履行。,Business Background Tips,. Fill in the blanks without referring to the original text. Then check your answers against the text. . Tell whether the following statements are true (T) or false (F) according to the text. 1. Countries around the world all deduce the meaning of legislation only from the words contained in a statute. 2. The travaux preparatoires are also looked to by courts in many countries to determine the intent of a statute or treaty. 3. CISG gives a list of general principles and calls for courts to look to them. 4. According to the mechanism set out by CISG, the drafters adopted general principles derived from public or private international law, as well as from domestic law codes. 5.The general principles may be used when both CISG itself and the rules of private international law fail to settle a matter.,Exercises,. Match each word in Column A with the appropriate definition in Column B. . Translate the following sentences into Chinese, paying attention to the difference among the italicized words. . Translate the following sentences into English, using the given words or phrases.,Pre-reading Discussion: 1. What role does the business law play in business activities? 2. Have you read any articles about the trade dispute between two companies from different countries? How was the dispute settled? Introduce the case to your class and try to make a comment.,Case Study,1 Today, businesspeople confront the law at every turn. 2 Thus, businesspeople constantly use, rely on, react to, plan aroundand sometimes violate innumerable legal rules (or laws). 3 It is arguable that the basic rule of international law governing the economic relations of states is that of the complete freedom of each state to act at its sovereign discretion.,Business Law,4 Bilateral agreements, particularly the “FCN” (Treaty of Friendship, Commerce and Navigation), continue to be an important basis for interstate economic relations. 5 The General Agreement on Tariff and Trade, “GATT”, is the most important multilateral convention governing international trade today.,New Words Phrases and Expressions Proper Nouns,How to Make Inferences 在任何語篇中，都有大量的信息沒有直接陳述。如果作者把所有信息都明確陳述出來，就會(huì)使語篇冗長(zhǎng)，使讀者感覺內(nèi)容繁瑣、枯燥乏味。 這種隱含的意思(implied meaning)有時(shí)是篇章的主要意思，所以閱讀文章時(shí)經(jīng)常需要推論(making inference)或者推理(reasoning)。推論是閱讀中較難把握的高層次閱讀技巧，是深刻分析、全面理解閱讀文章中的詞、詞組、句、段或篇章等的一項(xiàng)重要語言學(xué)習(xí)能力。推論要求通過文章的表層含義來分析、推測(cè)、理解和提煉出文章的深層含義。有時(shí)一句話的含義需要推論，有時(shí)整個(gè)篇章的含義需要推論。在閱讀過程中進(jìn)行推論時(shí)，以下幾種方法可供借鑒：,Reading Strategies,（）尋找作者直接陳述的信息之間的聯(lián)系。只有在正確理解文章中已明確陳述的信息的基礎(chǔ)上，才可能得出合理的推斷。 （）認(rèn)真領(lǐng)會(huì)文中某些重要詞匯的內(nèi)涵意義及感情色彩，同時(shí)也要注意部分詞因中西文化差異具備不同的情感色彩，據(jù)此推斷出作者的態(tài)度與傾向。 （）從作者的語氣、語調(diào)、措辭等文體特征，讀出作者的“言外之意”(reading between the lines)。 （）結(jié)合作者的思想觀點(diǎn)、寫作背景進(jìn)行推論。 （）結(jié)合自身已有的各種背景知識(shí)(background knowledge)，把文章內(nèi)容和自己的閱歷或熟悉的事情聯(lián)系起來考慮。 （）得出某一推斷后，盡量從上下文中尋找證據(jù)。,. Tell whether the following statements are true (T) or false (F) according to the text. 1. The legal system aims at assisting the business activities only. 2. Businesspeople want to have a general knowledge of legal rules just in order not to violate them. 3. Managers should not only have a general knowledge of but also understand the legal system and the most important legal rules affecting their firms. 4. Bilateral treaties provide an important basis for economic relations between states. 5. The GATT was meant to be permanent throughout its drafting and adoption.,Exercises,. Fill in the blanks with the words given below. Change the form where necessary. . Read the following paragraph and choose the best answer to each multiple choice question. . Fill in each of the following blanks with an appropriate word from the list. . Translate the following sentences into English, using the given words or phrases.,Section C Business Writing,A contract is an agreement enforceable by law. It sets forth the rights and obligations for the parties involved in it. Once signed, the contract is binding upon its parties concerned. Any party who fails to fulfill his obligations will have to make compensation for the other partys losses. Therefore, when writing a contract, you must make sure that all of the provisions concerned should be expressed in precise words.,Contract,I. Types of contract（合同的種類） According to the content of the contract, the contracts could be classified into various types. The commonly seen types include: 1. Sales contract（銷售合同） 2. Contract of employment（雇傭合同） 3. Order contract（訂購(gòu)合同） 4. Contract for technology transfer（技術(shù)轉(zhuǎn)讓合同） 5. Contract for Sino-foreign joint venture（中外合資合同） 6. Contract for engineering projects（工程項(xiàng)目合同） 7. Contract for compensation trade（補(bǔ)償貿(mào)易合同） 8. Contract for labor services（勞動(dòng)服務(wù)合同） 9. Contract for leasing affairs（租賃合同） 10. Future contract（期貨交易合同）,II. The format of a contract（合同的格式） Though there are various contracts, they usually share the similar format. A formal contract usually consists of the following parts: 1. Heading of a contract（合同標(biāo)題） 2. Preamble of a contract（合同前言） 3. Body of a contract（合同正文） 4. Final clauses of a contract（合同結(jié)尾）,III. Commercial contract（商業(yè)合同） When a commercial contract is drawn up by the seller, it is usually called a sales contract. When drawn up by the purchaser, it is called a purchasing contract. However, the contents of the sales contract and that of the purchasing contract are almost the same, which are listed below: Contract number Names and addresses of both the seller an