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