交通工程视听说英语教程录音材料第二单元Script unit 2.docx

交通工程视听说英语教程录音材料第二单元Script unit 2.docx

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交通工程视听说英语教程录音材料第二单元Scriptunit2

Script

Unit2ContractNegotiation

Pre-listeningActivities

BusinessContractBasicsImportantPointstoRemember

WhenPuttingTogetheraContract

Ifyouspendenoughtimedealingwithcustomers,youwillatsomepointhavetodealwiththecontractsrelatedtotheserviceyouprovidetothosecustomers.

Atfirst,contractscanbeintimidating,butlikemostthingsinlifewanttogetabetterpractice,youwillbebetteratdealingwiththeseagreements.Thefollowingslideswon'tteachyoutobealawyer,buttheywillprovideyousomerealworldinsightsthatwillhelpyouwhenitcomestimetodealwiththecontract.Youwon'tbelievehowmanycontractsIhaveseencomeacrossmydesk,butdidnothavethepropersignatures.WhatImeanbythepropersignaturesisthattheclientwhoisgettingtheproductortheservicehassignedthecontract,andthepersonthatissupplyingthatproductorservicehasalsosignthesamecontract.

Youhavetohavebothsignaturesonthesamedocumentinorderforittobeacontract.Alotofsmartcontractsnowhavethiswordingbelowthesignatureline:

authoritytobindthecompany.Thiswordingservesasaremindertothepersonwhowasactuallysigningthecontractthattheymusthavetheauthoritytocommittothetermsofthecontractthattheywereabouttosign.Basicallytheclientbysigningitsays,yes,“IcanpayforthisproductorservicethatI'mabouttoreceive”,andthensubsequentlythecompanyrepresentativeisalsosaying,“Yes,Icandelivertheproductortheserviceasit’soutlined”inthecontract.Allcontractsshouldhavethesebasicelements:

Numberone:

Astartdate

Whenareyougoingtodelivertheproductortheservice?

Numbertwo:

Contractlength

Thiscanbeanydurationoftimefromaday,aweek,amonth,sevenmonthsorevenfouryears.

Numberthree:

Detailsoftheproductorservice

Thisitemcanneverhaveenoughdetail.Thegoalhereistomakesurebothpartiesknowexactlywhatistobedoneinthecontractrightdowntothefinestdetails.Itisimportanttomakesureeveryone'sexpectationsareabsolutelycrystalclear.

Numberfour:

Prices

Yes,itisimportanttolistoutthepriceyouarechargingfortheserviceforthepartthatyouareselling.Makingsurethatcontractdetailswhatisincludedisjustasimportantastowhatisnotincludedintheprice.Whenyouthinkprice,thinknumberofunits,value,frequencyandanyandalldiscounts,andforhowlongthatpricewillbeineffectyoumaywanttoofferdiscountsareincreasesinyourpriceifcertainconditionsapplysuchasacustomerwhobuysmorethanexpectedorlessthanagreedto.Keeptheseoptionsopenbecauseyouneverknowwhatwillhappeninthefuture.

Numberfive:

Paymentterms

Intheolddayswhenbusinesswasalocalexchangeofgoodsandservices,paymenttermsarepaidmuchcashwhenyouboughtorreceivedtheproductorservice.Asbusinessbecamemoreinternational,itbecameinconvenienttopaycash,forsay,shiploadofironore,sopaymenttermsbecamepartofthecontract.Paymenttermsandsurethereisatimelybalancebetweenthedeliveryoftheservicetothepaymentforsuchservice.Somecompaniescanaffordtoextendpaymenttermsforbiggerdealsbutsomeneedtobepaidimmediately.Whenyouarenegotiatingpaymentterms,ensureyoucanaffordtotermsyouagreeto,otherwiseyoumayfindyourselfoverextendedcreditwiseandnotbeabletoaffordtopayyouremployeesorotherkeyproviders.

Numbersix:

Mailingaddresses.

Inyourcontractmakesureyouhavethemailingaddressesofthatpersonwhosignedthecontractandthemailingaddressandnameofthepersonordepartmentyouweretosendtheinvoicesto.Sameappliesifyou'regettingpaidmakesureyourcustomerknowswheretosendthechecked,eitherwayyouwillsavealotoftimeinminimizingconfusion,ifyou’reatthistothecontract.

Numberseven:

Approvedsignatures.

Nowwe'regoingoverthisagainbutthisissimple.Makesurethepeoplewhosignedthecontracthavetheauthoritytocommittothetermsofthecontractwhenindoubt,askforproof.Don’twristdisappointmentorextracostbecauseyoudidn'tdothisstep.Whenitcomestocontractsandpromises,theonlyvalidpromiseisapromisethatiswrittenintothecontract.

While-listeningActivities

VideoOne

BusinessContractBasics:

ImportantPointstoRemember

WhenPuttingTogetheraContract

Everythingelseissimplewords,unspokenwordsarenotbinding,whichtheywere,butthatisnotthecase.Sothecontractorssaywewillpickupanddisposeofallaccessmaterial,getitinwriting,iftheclientsayswewillgiveyoumorebusiness,andifyoudeliverontime,havethemputthatinwriting.Itiseasytobelieveorhavefaithintheotherpartywhenyou'renegotiatingacontract.Youwanttotaketheirwordforeveryonewhohasgoodintentions,butsituationschange,peoplechange.Toensureeveryonerememberswhattheypromisedbyputtingitinwritingandincorporatingitintothecontract.Itisnaturalthatacontractwillcallbackandforthbetweenyourcompanyandyourclient,iseachpartyfinetuneswhattheywillagreetoandwhattheywantchangeoradjustedinthecontract.

Electronicallywrittencontractsfordocumentcanbeadjustedandoralteredwithouttheotherpartybeingtoldorbeingawareofit.Electronicallywrittencontractsordocumentscanbeadjustedandoralteredwithouttheotherpartybeingtold,orevenbeingaware,youcangetaroundredlineinWorddocuments,likeitornot,it'safact.Soyouhavetoguardagainstthispracticebyreviewingtheredlinecontractsthatcomebacktoyou.Mostpeoplewillconcentratetheirattentiononthesectionsthathavebeenredlined,butitisalwaysgoodpracticestoscantherestofadocumenttoensurenothingelsehaschanged.Onequickandeasywaytodothisistofirstensurethatyouhavethesamenumberofpagesinthecontract.

Secondlyyoucanscanacontractbylookingforthesamewordsatthebeginningandendsofeachline,andcomparingthemtotheoriginalandthered-linedversion.Asyoucanseeinthisexamplethewordsanyandagainstappearonthe3rdineightlinesasintheoriginal,alsowehaveballpointAthroughDinbothcopies,shecanbeprettysurethatthissectiononthecontracthasnotbeenaltered.Ifthatsectionhadwordsaddedorremovedandthewordswerenotlineupthesameway,thiswouldbeRBSwithgaspressurefunchangesaswell.

Everycontractwillhavesomechangesmadetoit,whenitdoes,bothpartiesmustagreetothosechanges.Thechangesneedtobeinitiatedbybothpartiesorthechangeisnotdeemedacceptedintothecontract.Thisprocedurealsostopsonepartyfrommakingchangesafterthecontracthasbeensignedandensurestheintegrityothercontractprocess.

Itisagoodideatoactuallywritesuchaclauseintoyourcontracttoensurethatbothpartiesunderstandthatallchangeshavetobemutuallyagreedto.Onewouldthinkthisisanobviouslie,butrealityhastaughtmequitedifferently.Hereisascenariotoconsider.JohnworksforasoftwarecompanyandJohngetspaidacommissionforeachofhissoftwaresales.Johnknowsthefullpriceofthiscompanysoftware,butJohnalsoknowshecansellmoresoftwareifhediscountsthepriceJohnmightnotreallyknowwhatitcostactuallyrightcellandsupportthesoftwarehiscompanyisselling.Allheknowsishegetspaidifhesells.SoJohn’smotivationsmaynotalignwithhiscompany'sobjectives.

Whenitcomestodiscountsomeproductsorservices,makesureeveryoneinyourcompanyknowswhatistheabsolutelowestpricethatisacceptable,yourunabusiness,notacharity.Don'tgiveawaythecompany'sprofitsbyaddingexcessivediscountsintoacontract.Whenyouarenegotiatingacontract,alwaystryingtokeepinopenmindnewapproachesandcharmstoacontract.

Itisnaturaltoimmediatelydismissanychangestoyourcontract,buttryandlistentonewapproachesinnewwayslookingatthebusiness.Sometimesthesenewideaswillcomefromyourclient,andyourcustomers,yourbestreactionisnottoreact,buttolistenandaskquestions,lotsandlotsofquestionsTrytounderstandwherethey’recomingfrom,ifyoulettheotherpersonexplaintheirposition,theirlogicandtheirreasonswhytheyareaskingforwhattheyareasking,youmightseeanopportunityorapproachthatyouneverthoughtitbefore,alwaysrespondthisway,“oh,allthat’sinteresting”.“Whyisthatimportanttoyouandoryourcompany?

Theworstcontractsaretheonesdoneinarush.Itiswellknownthatmostconcessionsandcontractsaredoneinthefinalhoursatthenegotiation.Dowhatyoucantoavoidhurriedtimeorsensitivesituationssuchassigningabunchofcontractsonthelastdayofthemonthorattheendofthequarter.Trytominimizethestrapsbynotsettingadeadlinetosignbyacertaindayoracertaintime.Ofcourseyouwillhavetoeventuallysignthecontract,butyoucannowpredictaheadoftimewhatissueswillcomeupinthenegotiationphase.Sodon’tbeatadisadvantageandleaveyourselfsomeextratimeandflexibility.Contractscanimpactbusinessesinmanyways,unlessyouonrunandmanageaone-personbusiness.Chancesareveryhighthatthecontractyou'reabouttosignwillaffectalotofpeopleinyourcompany.Peoplemaybehired,expensivemachinerypurchased,officespaceisrented,andbudgetschanged,andsoon.

Sonowisthetimetohandoveryourabout-to-besignedcontracttoatrustedpartyinyourcompany,ororganizationforthemtohaveareviewofthedeal.

Theymayhaveaperspectiveofourknowledgeaboutacertainsituationdoyouwerenotawareof.Thisinformationmayha