ChapterNineBusinessNegotiationChapterNineⅠTeachingobjectiveAfterthestudyofthischapter,thestudentsareexpectedto:Getfamiliarwiththesigningofacontract;Grasptheusefulexpressionsforbusinessnegotiationskills;Comprehendtheprocessofthepricenegotiation.ChapterNineⅡBackgroundInformationAcontractisanagreementwhichsetsforthbindingobligationsoftherelevantparties.Itisenforceablebylaw,andanypartythatfailstofulfillhiscontractualobligationsmaybesuedandforcedtomakecompensation,thoughmostcontractsdonotgiverisetodisputes.Contractscanbeeitherwrittenororal.Anoralcontractisaspokenagreementthatisasvalidasawrittencontract.Oralcontractsarelegallyenforceable,althoughtheyarefrequentlysubjecttomisinterpretationandtheycanbedifficulttoproveincourtbecausetheyoftencomedowntooneperson’swordagainsttheother.ChapterNineⅡBackgroundInformationWrittencontractsareproducedonpaperorelectronically.Legally,awrittencontractiseasiertoupholdthananoralcontractbecausethereisareferencefortheagreement.Thesettingupofacontractissimilartothatofatradeagreementoranyothertypeofformalagreements.Itgenerallycontainsthefollowingitems:1.Thetitle.ThetypeofthecontractisindicatedinthetitlesuchasSalesContract,PurchaseContract,ConsignmentContract,etc.Thenumberofthecontractandthedatearegivenbelowthetitletotherightside.2.Thecontractproper.Thispartincludes:ChapterNineⅡBackgroundInformationA.Thefullnameandaddressofthebuyerandtheseller.B.Thecommoditiesinvolvedincludingquantity,quality,specifications,packing,etc.C.Allthetermsandconditionsagreeduponsuchastheprice,totalamount,termsofpayment,transportation,insurance,etc.D.Indicationofthenumberoforiginalcopiesofthecontract,thelanguagesused,thetermofvalidityandpossibleextensionofthecontract.ChapterNineⅡBackgroundInformation3.Thesignaturesofthecontractingpartiesindicatingtheirstatusasthesellerorthebuyer.4.Thestipulationsonthebackofthecontractareconstituentpartsofthecontractandareequallybindinguponthecontractingparties.Thesemayincludetheshippingdocumentsrequired,forcemajeure,arbitration,claims,etc.ChapterNineⅡBackgroundInformationNotestobackgroundinformation:setforth:（清晰而有條理地）闡述，陳述，說明;sue:/su?/v.控告;提起訴訟;(尤指在法庭上)提出請求uphold:/?p?h??ld/v.支持，維護(正義等);維持，確認(原判、裁決等);SalesContract售貨合同PurchaseContract購貨合同ConsignmentContract寄售合同contractproper合同正文constituent/k?n?st?tju?nt/adj.組成的，構成的ChapterNineⅡBackgroundInformationNotestobackgroundinformation:forcemajeure不可抗力(如戰爭，常指未能履行合約的原因);arbitration:/?ɑ?b??tre??n/n.仲裁，公斷ChapterNineⅢWordsandexpressions:Dialogue1mainboard/’meinb?:d/n.主機板，主板providedthat倘若，以……為條件inexcessof超過，較……為多quarterly/?kw??t?l?/adj.,adv.每季的（地）；每季一次的（地）；每年四次的（地）specification/?spesifi?kei??n/n.[pl.]規范；明確說明；說明書entry-leveladj.入門水平的ChapterNineⅢWordsandexpressions:Dialogue1compromise/?k?mpr?ma?z/n.妥協，和解，折衷；協議；互讓了結，妥協方案；vt.,vi.妥協，讓步，折衷；危害，損害（名譽）livewith與……在一起生活；忍受，忍耐ChapterNineSupplementaryusefulwordsandexpressions

adreferendumcontract暫定合同，草約agencyagreement代理協議agencycontract 代理合同agreementfixingprice 共同定價協議agreementongeneraltermsandconditionsonbusiness

一般經營交易條件的協議

ChapterNineⅢWordsandexpressions:Dialogue2committo承諾；把……托付給，把……置于Supplementaryusefulwordsandexpressionsbindingcontract 有約束力合同blankformcontact 空白合同exportcontract 出口合同formalcontract正式合同forwardcontract 期貨合同indirectcontract間接合同installmentcontract 分期合同supplyagreement 供貨合同ChapterTentocancelthecontract 撤銷合同tocarryoutacontract 執行合同todraftacontract 起草合同todrawupacontract 擬訂合同toenterintoacontract 簽訂合同toexecuteacontract執行合同tofulfillacontract 執行合同torenewacontract

續簽合同torepeatacontract 重復合同totearupthecontract 撕毀合同toterminatethecontract 解除合同ⅣKeystotheexercises

1.

1)interested2)details

3)contract4)inspection

5)confirmation6)valid

7)allow8)order

9)grant10)discount

ChapterNineChapterNineⅣKeystotheexercises2.1)a---3b---1c---4d---5e---22)Open-endedquestionⅣKeystotheexercises

3.

1)

(1)Thecontractshallbecomeeffectiveassoonasitissignedbybothparties.

(2)Bothversionsofthiscontractareequallyauthentic.

(3)Nochangescanbemadeonthiscontractwithoutmutualconsent.

(4)Wethinkyourdraftcontractneedssomemodification.

(5)Beforewedraftthecontract,let’sexaminethedetails.

ChapterNineChapterNineⅣKeystotheexercises2)

(1)如果合同期到，雙方不再續約，合同將自動失效。(2)如果貴方延期交貨超過合同規定的10周時間，我方有權取