《实用商务英语》Unit.ppt

实用商务英语,Practical Business English,Unit Six,Section A Listening and Speaking Business NegotiationSection B Reading Business LawsSection 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,国际仲裁 争议（dispute）是交易的一方认为另一方未能全部或部分履行合同规定的责任而引起的业务纠纷。国际商务活动中，如果当事人发生争议，以仲裁的方式解决纠纷，是较为普遍的一种选择。所谓仲裁（arbitration）又称公断，是指双方当事人在争议发生前或争议发生后达成仲裁协议，自愿将争议交给仲裁机构做出裁决，并约定双方有义务执行该裁决的一种解决争议的方法。当事人对于仲裁裁决书，应依照其中所规定的时间自动履行，裁决书未规定期限的，应立即履行。,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 在任何语篇中，都有大量的信息没有直接陈述。如果作者把所有信息都明确陈述出来，就会使语篇冗长，使读者感觉内容繁琐、枯燥乏味。这种隐含的意思(implied meaning)有时是篇章的主要意思，所以阅读文章时经常需要推论(making inference)或者推理(reasoning)。推论是阅读中较难把握的高层次阅读技巧，是深刻分析、全面理解阅读文章中的词、词组、句、段或篇章等的一项重要语言学习能力。推论要求通过文章的表层含义来分析、推测、理解和提炼出文章的深层含义。有时一句话的含义需要推论，有时整个篇章的含义需要推论。在阅读过程中进行推论时，以下几种方法可供借鉴：,Reading Strategies,（）寻找作者直接陈述的信息之间的联系。只有在正确理解文章中已明确陈述的信息的基础上，才可能得出合理的推断。（）认真领会文中某些重要词汇的内涵意义及感情色彩，同时也要注意部分词因中西文化差异具备不同的情感色彩，据此推断出作者的态度与倾向。（）从作者的语气、语调、措辞等文体特征，读出作者的“言外之意”(reading between the lines)。（）结合作者的思想观点、写作背景进行推论。（）结合自身已有的各种背景知识(background knowledge)，把文章内容和自己的阅历或熟悉的事情联系起来考虑。（）得出某一推断后，尽量从上下文中寻找证据。,.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（合同的种类）According to the content of the contract,the contracts could be classified into various types.The commonly seen types include:1.Sales contract（销售合同）2.Contract of employment（雇佣合同）3.Order contract（订购合同）4.Contract for technology transfer（技术转让合同）5.Contract for Sino-foreign joint venture（中外合资合同）6.Contract for engineering projects（工程项目合同）7.Contract for compensation trade（补偿贸易合同）8.Contract for labor services（劳动服务合同）9.Contract for leasing affairs（租赁合同）10.Future contract（期货交易合同）,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（合同标题）2.Preamble of a contract（合同前言）3.Body of a contract（合同正文）4.Final clauses of a contract（合同结尾）,III.Commercial contract（商业合同）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 and the buyer Names,specifications,quantity and price of commodities Transport:time of shipment terms of shipment port of loading and destination shipping marks,Terms of payment Insurance clauses Claim Force Majeure Arbitration Other terms Effecting date Applicable language Number of original copies Signature of the parties concerned Time and place of signature,IV.Language features（语言特征）The language for contract is different from that for basic English or literature.It is of great formality.Every clause in a contract must be narrated precisely.Consequently,the language of the contract has some distinct features.1.Archaic words（古语词）2.Modal verbs（情态动词）3.Conditional sentences（条件句）4.Redundancy（同义重复）5.Passive voice and third person(被动语态和第三人称),合同写作的主要特点:英语合同的用词严谨、准确、庄严、保守、规范。因此，在书写合同时，应尽量避免使用口语词汇，注意用词的规范性，尽量使用书面语，以传达出原文庄重严谨的语言风格。了解和把握英语合同的用词特点，是准确理解合同、正确书写英文合同乃至恰当翻译英文合同的前提。另外，在书写合同时，不仅要做到语言的正确性和规范性，还应该确保合同符合法律要求，语言叙述准确，逻辑严密。,.Translation(翻译).Further development(拓展练习),Exercises,Thank You,