建立Unit5ConflictandCompromise.docx
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建立Unit5ConflictandCompromise.docx
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建立Unit5ConflictandCompromise
【关键字】建立
Unit5ConflictandCompromise
I.SuggestedTeachingPlan
Objectives
Studentswillbeableto:
1.understandthekeyideaofInternationalBusinessEnglishCorrespondenceandNegotiation;
2.mastersomebasicknowledgeofInternationalBusinessEnglishCorrespondenceandNegotiation(establishbusinessrelations,inquiriesandoffers,counter-offer,bidandcounter-counter-offer,acceptanceandorder);
3.conductaseriesofreading,listening,speakingandwritingactivitiesrelatedtothethemeoftheunit;
4.completealltherelativeexercisesinthisunitcollaborativelywithotherpeers.
Timeallotment
1stperiodpre-readingactivities(familiarizingnewwords,warming-upquestionsandbackgroundinformation)
2ndperiodwhilereading(highlightsofthetext)
3rdperiodhighlightsofthetext
4thperiodafter-readingactivities
II.TeachingMethod(s)
1.pptor
2.teachergiveslecturemainlyor
3.studentsread,teacherasksquestionswithdetailedexplanationor
4.askstudentsdoppttodopresentation
III.ExplanatoryNotesonTechnicalTerms
1.circular-leafletorlettersenttomanypeople.
2.integrity-qualityofbeinghonestincharacter.
3.quotation-amountstatedascurrentpriceofstocksorcommoditiesonsale.
4.offer-tostatethepriceandothertermsofthegoodstobesold.
5.catalogue-alistofarticlesusually,inalphabeticalorder,orunderspecialheadings,andoftenwithdescriptionsofthearticles.
6.quotation-thepricestated;statementofthecurrentpriceofanarticle.
7.discount-percentagebywhichafullpriceisreducedtoabuyerbytheseller.
8.specification-details,instructions,etc,forthedesign,materialsofsomethingtobedoneordone.
9.firmoffer-anofferwhichcannotbechanged.
10.non-firmoffer-anofferthatissubjecttotheseller’sfinalconfirmation.
11.trialorder-asmallorderwhichistobefollowedbyalotofordersifitturnsoutsatisfactory.
12.bid-aquotationoroffermadebythebuyer.
13.counter-offer-refusalandamendmenttoanoffer.
14.counter-counteroffer-refusalandamendmenttoacounter-offer.
15.margin-thedifferencebetweenthemoneyofthesellingpriceandbuyingprice.
IV.Detailedreading
Pre-readingtasks
Warming-upquestions
1.Howmuchdoyouknowabouthowtoestablishbusinessrelationship?
2.Canyousaysomethingaboutthegeneralprocessofdoingabusiness?
3.Doyouknowhowmanystepsareinvolvedtoenterintoabusinesscontract?
Contents
1.ThemostimportantfunctionsofBusinessCorrespondence
•Creategoodwill
•Leaveagoodimpression
2.Rulesofwriting:
Keepit
•Brief
•Specific
•Reasonable
•Tothepoint
3.EstablishingBusinessRelations
Channelsforthosewhowanttoopenupamarkettosellsomethingtoorbuysomethingfromfirmsinforeigncountries:
•Communicationinwriting
•Attendanceattheexportcommoditiesfairs
•Contactattheexhibitionheldathomeorabroad
•Mutualvisitsbytradedelegationandgroups
4.Contentsoftheletter:
1)Thesourcesofthewriter’sinformation
Banks
Periodicals
Advertisements
Businessconnections
Marketinvestigations
ThecommercialCouncilor’sOffice
TheChambersofCommerce
Enquiriesreceivedfromthemerchantsabroad
Self-introductionbymerchantsthemselves
2)Hisintention.
3)Thebusinessscopeofhisfirmandalsoitsbranchesandliaisonoffices,ifany.
4)Thereferenceastohisfirm’sfinancialpositionandintegrity.
5)EnquiriesandReply
Fromregularcustomers
---maybeverysimple
---onlythenameand/orspecificationsofcommodity
Fromothers
---ingreatdetails
---nameofcommodity
---quality
---specification
---quantity
---termsofprice
---termsofpayment
---timesofshipment
---packingmethod
---discount
Thereplytoanenquiryshouldbepromptandcourteousandcoveralltheinformationaskedfor.
6.OffersandBids
•Makinganofferisamostimportantstepinnegotiatingatransaction.
•Anofferisapromisetosupplygoodsonthetermsandconditionsstated.
•Firmoffervs.non-firmoffer
•TheoffermadebythebuyeriscalledBid.Bidisakindofoffer.
7.Asatisfactoryofferwillincludethefollowing:
1)Anexpressionofthinksfortheenquiring,ifany
2)Nameofthegoods,qualityofspecification,quality,detailsofprices,discounts,termsofpayment,,andpackingconditions
3)Theperiodforwhichtheofferisvalidifitisafirmoffer
4)Favorablecommentsonthegoodsthemselves
5)Asupplementary,shortparagraphtodraw.
6)Anexpressionofhopesforanorder
8.Counter-OffersandCounter-CounterOffers
Whenthebuyerdrafttheletterofpartialrejection,heshouldcoverthefollowingpoints:
•Thankthesellerforhisoffer
•Statereasonsforexpressregretatinabilitytoaccepttheoffer.
•Makeacounter-offerif,inthecircumstances,itisappropriate
•Suggestotheropportunitiestodobusinesstogether.
9.Order
Tomakeyourorderclearandeasytounderstand,youshouldlist:
●Nameofcommodity,modelnumber,size,color,oranyotherrelevantinformation.
●Quantity
●Dateandmethodofshipment.
●Priceperitem.
●Packing
●Payment
10.Whenasellerreceivesthe“first”orderfromanewcustomer,hemustwritealettertoacknowledgetheorder.Thelettershouldbe:
Expresspleasureasreceivingtheorder.
Addafavorablecommentonthegoodsordered.
Includeanassuranceofpromptandcarefulattention.
Drawattentiontootherproductslikelytobeofinterest.
Hopeforfurtherorders
11.AcceptanceandContract
•Adealisconcludedwhenthesellers’firmofferisacceptedbythebuyeroranon-firmoffer.
•Afteracceptanceandconfirmation,aContractoraSaleConfirmationismadeoutgenerallybyusasthesellers,andsignedbybothparties.
12.Usualformsofcontractsforimport/exporttradeofChineseFTCs:
PurchaseContractandSalesContract,withGeneralTermsandConditionoverleaf,usuallyforbusinessinvolvingconsiderableamount.
PurchaseConfirmationofSalesConfirmation,asshortfromcontract,usedmainlyfortradeofoddgoods.
Agreement,suchasAgencyAgreement,ExclusiveSalesAgreement(包销协议)
Order,signedbyimporterorend-user.
Indent,usedusuallybtagentsormidmaninothercountries.
Memo,attachedtocontract,indicatingthatbothpartiesagreeonthecorrectionofcertainpointsofcontract.
13.Atypicalinternationalbusinesscontractofagreement
usuallycontainsthefollowingcontents:
1)Preamble:
Title,NumberoftheContract,DateofSigning,SigningParties,PlaceofSigning,EachParty’sAuthority,RecitalsofWhereasClause
2)Body(IncludingDefinitionClause,BasicConditionandGeneralTerms)
NameofCommodity(Specification),Quality,Quantity,Price,Packing,Insurance,Shipment&Delivery,IndustrialPropertyRight&Patent,Payment,Inspection,Training,Confidential,Guarantee,Claim,Breach&RescissionofContract,Arbitration,ForceMajeure,ApplicableLaws,Miscellaneous.
3)Witness(Ending)
ConcludingSentence,Signature,Seal
14.Packing
Packingistogoodsmeanswhatclothingistoman
•Transportpacking(outerpacking)
•Salespacking(innerpacking)
15.Packingmustbestrikinglymarked
Packingmarks:
•Transportmarks
•Directivemarks
•Warningmarks
16.Transportmarksconsistof
Consignor’sorconsignee’scodename,
NumberofthecontractortheL/C
Theportofdestination
Numbersofthepackedgoods
“STC
NEWYORK
5278”
“USENOHOOKSTHISSIDEUPHANDLEWITHCAREKEEPDRYDONOTDROP”
“DANGEROUSGOODSKEEPAWAYFROMHEATACIDWITHCAREINFLAMMABLEEXPLOSIVE”
17.Shipment
Thetimelimitgoverningashipmentisofthreecategories:
1.Theshipmentwithafixeddate,eg.BeforetheendofJune,onJune25;
2.Theshipmentwithadateinthenearfuture,e.g.immediateshipment,promptshipment.
3.Theshipmentwithanindefinitedate,e.g.shipmentwithin30daysafterthedateofreceiptoftheletterofcredit,shipmentsubjecttoshippingspaceavailable,shipmentbyfirstopportunity.
18.Exporttransportationinvolvesalotofcomplicatedprocedures.Beforethegoodsaretobedispatched,thefollowingmustbedulyseento:
•Sendtheshippinginstructionsbythebuyer.
•Selectashippinglineandaparticularvessel
•Bookshippingspaceorcharteringandsignthecontractofcarriage.
•Registerthecargoonshippingnoteandsendtheshippingnotetoashippingcompany;
•Registerdetailsoncustoms,entryformsandsendthemtoCustoms
•Arrangeadequatepacking,includingshippingmarks
•Receivethebillofladingfromtheshippingcompany
•Paythefreightbill
•Arrangeshipment
•Sendtheshippingdocumentsandshippingadvice
19.PaymentandBalance
Methodofpaymentcommonlyusedininternationalpaymentsandsettlementsincludes:
Remittance
Collection
Letterofcredit
Bankguarantee
20.Insurance
-InsuranceofMarineTransportation
•Basicinsurancecoverage
FPA
WPA
ALLRISKS
•Additionalinsurancecoverage
Generaladditionalcoverage
Specialadditionalcoverage
-InsuranceofLandTransportation
-InsuranceofAllTransportation
21.CommodityInspection
Itcoversthequality,quantity,weight,packingetc.
CertificatesofCommodityInspection
(specimenletterssuchas“InferiorQuality”“DamagetoPackage”“ShortageofShipment”)
22.Complaints,ClaimsandAdjustments
•TheFirstKindofComplaintsofClaims
Thewronggoodsmayhavebeendelivered
Thequalitymayhavebeenfoundunsatisfactory
Theshipmentmayhavebeenfounddamaged,short,missingorlate
Thepriceschangedmaybeexcessiveornotasagreed
•ThesecondkindofComplaintsofClaims
23.Usuallyacomplaintorclaimlettershouldfollowtheunder-mentionedoutline:
1.Theopeningstatestheproblemtocomplainbyregretting,andmentionsthedateoft
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