Unit5ConflictandCompromise.docx

Unit5ConflictandCompromise.docx

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Unit5ConflictandCompromise

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.Theopeningstatestheproblemtocompla