Unit5ConflictandCompromise.docx

1、Unit5ConflictandCompromiseUnit 5 Conflict and CompromiseI. Suggested Teaching PlanObjectivesStudents will be able to:1. understand the key idea of International Business English Correspondence and Negotiation;2. master some basic knowledge of International Business English Correspondence and Negotia

2、tion (establish business relations, inquiries and offers, counter-offer, bid and counter-counter-offer, acceptance and order); 3. conduct a series of reading, listening, speaking and writing activities related to the theme of the unit;4. complete all the relative exercises in this unit collaborative

3、ly with other peers.Time allotment1st period pre-reading activities (familiarizing new words, warming-up questions and background information)2nd period while reading (highlights of the text)3rd period highlights of the text4th period after-reading activitiesII. Teaching Method(s)1. ppt or2. teacher

4、 gives lecture mainly or3. students read, teacher asks questions with detailed explanation or4. ask students do ppt to do presentationIII. Explanatory Notes on Technical Terms1. circularleaflet or letter sent to many people.2integrityquality of being honest in character.3quotationamount stated as cu

5、rrent price of stocks or commodities on sale.4offerto state the price and other terms of the goods to be sold.5cataloguea list of articles usually, in alphabetical order, or under special headings, and often with descriptions of the articles.6quotationthe price stated; statement of the current price

6、 of an article.7. discountpercentage by which a full price is reduced to a buyer by the seller.8. specificationdetails, instructions, etc, for the design, materials of something to be done or done.9. firm offeran offer which cannot be changed.10. non-firm offeran offer that is subject to the sellers

7、 final confirmation.11. trial order a small order which is to be followed by a lot of orders if it turns out satisfactory.12. bid a quotation or offer made by the buyer.13. counter-offer refusal and amendment to an offer.14. counter-counter offer refusal and amendment to a counter-offer.15. margin t

8、he difference between the money of the selling price and buying price.IV. Detailed readingPre-reading tasksWarming-up questions1. How much do you know about how to establish business relationship?2. Can you say something about the general process of doing a business?3. Do you know how many steps are

9、 involved to enter into a business contract?Contents1. The most important functions of Business Correspondence Create goodwill Leave a good impression2. Rules of writing:Keep it Brief Specific Reasonable To the point 3. Establishing Business RelationsChannels for those who want to open up a market t

10、o sell something to or buy something from firms in foreign countries: Communication in writing Attendance at the export commodities fairs Contact at the exhibition held at home or abroad Mutual visits by trade delegation and groups4. Contents of the letter:1) The sources of the writers informationBa

11、nks PeriodicalsAdvertisementsBusiness connectionsMarket investigationsThe commercial Councilors OfficeThe Chambers of Commerce Enquiries received from the merchants abroadSelf-introduction by merchants themselves2) His intention.3) The business scope of his firm and also its branches and liaison off

12、ices, if any.4) The reference as to his firms financial position and integrity.5) Enquiries and ReplyFrom regular customers-maybe very simple-only the name and /or specifications of commodityFrom others-in great details-name of commodity-quality-specification-quantity-terms of price-terms of payment

13、-times of shipment-packing method-discountThe reply to an enquiry should be prompt and courteous and cover all the information asked for.6. Offers and Bids Making an offer is a most important step in negotiating a transaction. An offer is a promise to supply goods on the terms and conditions stated.

14、 Firm offer vs. non-firm offer The offer made by the buyer is called Bid. Bid is a kind of offer.7. A satisfactory offer will include the following:1) An expression of thinks for the enquiring, if any2) Name of the goods, quality of specification, quality, details of prices, discounts, terms of paym

15、ent, , and packing conditions3) The period for which the offer is valid if it is a firm offer4) Favorable comments on the goods themselves5) A supplementary, short paragraph to draw.6) An expression of hopes for an order8. Counter-Offers and Counter-Counter OffersWhen the buyer draft the letter of p

16、artial rejection, he should cover the following points: Thank the seller for his offer State reasons for express regret at inability to accept the offer. Make a counter-offer if , in the circumstances, it is appropriate Suggest other opportunities to do business together.9. OrderTo make your order c

17、lear and easy to understand, you should list: Name of commodity, model number, size, color, or any other relevant information. Quantity Date and method of shipment. Price per item. Packing Payment 10. When a seller receives the “first” order from a new customer, he must write a letter to acknowledge

18、 the order. The letter should be:Express pleasure as receiving the order.Add a favorable comment on the goods ordered.Include an assurance of prompt and careful attention.Draw attention to other products likely to be of interest.Hope for further orders11. Acceptance and Contract A deal is concluded

19、when the sellers firm offer is accepted by the buyer or a non-firm offer. After acceptance and confirmation, a Contract or a Sale Confirmation is made out generally by us as the sellers, and signed by both parties.12. Usual forms of contracts for import/export trade of Chinese FTCs:Purchase Contract

20、 and Sales Contract, with General Terms and Condition overleaf, usually for business involving considerable amount.Purchase Confirmation of Sales Confirmation, as short from contract, used mainly for trade of odd goods.Agreement, such as Agency Agreement, Exclusive Sales Agreement (包销协议）Order, signe

21、d by importer or end-user.Indent, used usually bt agents or midman in other countries.Memo, attached to contract, indicating that both parties agree on the correction of certain points of contract.13. A typical international business contract of agreementusually contains the following contents:1) Pr

22、eamble:Title, Number of the Contract, Date of Signing, Signing Parties, Place of Signing, Each Partys Authority, Recitals of Whereas Clause2) Body (Including Definition Clause, Basic Condition and General Terms)Name of Commodity(Specification), Quality, Quantity, Price, Packing, Insurance, Shipment

23、& Delivery, Industrial Property Right & Patent, Payment, Inspection, Training, Confidential, Guarantee, Claim, Breach & Rescission of Contract, Arbitration, Force Majeure, Applicable Laws, Miscellaneous.3) Witness (Ending)Concluding Sentence, Signature, Seal14. PackingPacking is to goods means what

24、clothing is to man Transport packing (outer packing) Sales packing (inner packing)15. Packing must be strikingly markedPacking marks: Transport marks Directive marks Warning marks16. Transport marks consist of Consignors or consignees code name,Number of the contract or the L/CThe port of destinatio

25、nNumbers of the packed goods“STCNEW YORK5278”“USE NO HOOKS THIS SIDE UP HANDLE WITH CARE KEEP DRY DONOT DROP”“DANGEROUS GOODS KEEP AWAY FROM HEAT ACID WITH CARE INFLAMMABLE EXPLOSIVE”17. Shipment The time limit governing a shipment is of three categories:1. The shipment with a fixed date, eg. Before

26、 the end of June, on June 25;2. The shipment with a date in the near future, e.g. immediate shipment, prompt shipment.3. The shipment with an indefinite date, e.g. shipment within 30 days after the date of receipt of the letter of credit, shipment subject to shipping space available, shipment by fir

27、st opportunity.18. Export transportation involves a lot of complicated procedures. Before the goods are to be dispatched, the following must be duly seen to: Send the shipping instructions by the buyer. Select a shipping line and a particular vessel Book shipping space or chartering and sign the con

28、tract of carriage. Register the cargo on shipping note and send the shipping note to a shipping company; Register details on customs, entry forms and send them to Customs Arrange adequate packing, including shipping marks Receive the bill of lading from the shipping company Pay the freight bill Arra

29、nge shipment Send the shipping documents and shipping advice19. Payment and BalanceMethod of payment commonly used in international payments and settlements includes:RemittanceCollectionLetter of creditBank guarantee20. Insurance-Insurance of Marine Transportation Basic insurance coverageFPAWPAALL R

30、ISKS Additional insurance coverageGeneral additional coverageSpecial additional coverage -Insurance of Land Transportation-Insurance of All Transportation21. Commodity InspectionIt covers the quality, quantity, weight, packing etc.Certificates of Commodity Inspection(specimen letters such as “Inferi

31、or Quality” “Damage to Package” “Shortage of Shipment”)22. Complaints , Claims and Adjustments The First Kind of Complaints of ClaimsThe wrong goods may have been deliveredThe quality may have been found unsatisfactoryThe shipment may have been found damaged, short, missing or lateThe prices changed may be excessive or not as agreed The second kind of Complaints of Claims23. Usually a complaint or claim letter should follow the under-mentioned outline:1. The opening states the problem to compla