交通工程视听说英语教程录音材料第二单元Script unit 2.docx

1、交通工程视听说英语教程录音材料第二单元Script unit 2ScriptUnit 2 Contract NegotiationPre-listening ActivitiesBusiness Contract Basics Important Points to Remember When Putting Together a ContractIf you spend enough time dealing with customers, you will at some point have to deal with the contracts related to the servic

2、e you provide to those customers.At first, contracts can be intimidating, but like most things in life want to get a better practice, you will be better at dealing with these agreements. The following slides wont teach you to be a lawyer, but they will provide you some real world insights that will

3、help you when it comes time to deal with the contract. You wont believe how many contracts I have seen come across my desk, but did not have the proper signatures. What I mean by the proper signatures is that the client who is getting the product or the service has signed the contract, and the perso

4、n that is supplying that product or service has also sign the same contract. You have to have both signatures on the same document in order for it to be a contract. A lot of smart contracts now have this wording below the signature line: authority to bind the company. This wording serves as a remind

5、er to the person who was actually signing the contract that they must have the authority to commit to the terms of the contract that they were about to sign. Basically the client by signing it says, yes, “I can pay for this product or service that Im about to receive”, and then subsequently the comp

6、any representative is also saying, “Yes, I can deliver the product or the service as its outlined” in the contract. All contracts should have these basic elements:Number one: A start dateWhen are you going to deliver the product or the service? Number two: Contract lengthThis can be any duration of

7、time from a day, a week, a month, seven months or even four years. Number three: Details of the product or serviceThis item can never have enough detail. The goal here is to make sure both parties know exactly what is to be done in the contract right down to the finest details. It is important to ma

8、ke sure everyones expectations are absolutely crystal clear. Number four: Prices Yes, it is important to list out the price you are charging for the service for the part that you are selling. Making sure that contract details what is included is just as important as to what is not included in the pr

9、ice. When you think price, think number of units, value, frequency and any and all discounts, and for how long that price will be in effect you may want to offer discounts are increases in your price if certain conditions apply such as a customer who buys more than expected or less than agreed to. K

10、eep these options open because you never know what will happen in the future.Number five: Payment termsIn the old days when business was a local exchange of goods and services, payment terms are paid much cash when you bought or received the product or service. As business became more international,

11、 it became inconvenient to pay cash, for say, shipload of iron ore, so payment terms became part of the contract. Payment terms and sure there is a timely balance between the delivery of the service to the payment for such service. Some companies can afford to extend payment terms for bigger deals b

12、ut some need to be paid immediately. When you are negotiating payment terms, ensure you can afford to terms you agree to, otherwise you may find yourself overextended credit wise and not be able to afford to pay your employees or other key providers.Number six: Mailing addresses.In your contract mak

13、e sure you have the mailing addresses of that person who signed the contract and the mailing address and name of the person or department you were to send the invoices to. Same applies if youre getting paid make sure your customer knows where to send the checked, either way you will save a lot of ti

14、me in minimizing confusion, if youre at this to the contract . Number seven: Approved signatures.Now were going over this again but this is simple. Make sure the people who signed the contract have the authority to commit to the terms of the contract when in doubt, ask for proof. Dont wrist disappoi

15、ntment or extra cost because you didnt do this step. When it comes to contracts and promises, the only valid promise is a promise that is written into the contract.While-listening ActivitiesVideo OneBusiness Contract Basics: Important Points to Remember When Putting Together a ContractEverything els

16、e is simple words, unspoken words are not binding, which they were, but that is not the case. So the contractors say we will pick up and dispose of all access material, get it in writing, if the client says we will give you more business, and if you deliver on time, have them put that in writing. It

17、 is easy to believe or have faith in the other party when youre negotiating a contract. You want to take their word for everyone who has good intentions, but situations change, people change. To ensure everyone remembers what they promised by putting it in writing and incorporating it into the contr

18、act. It is natural that a contract will call back and forth between your company and your client, is each party fine tunes what they will agree to and what they want change or adjusted in the contract. Electronically written contracts for document can be adjusted and or altered without the other par

19、ty being told or being aware of it. Electronically written contracts or documents can be adjusted and or altered without the other party being told, or even being aware, you can get around redline in Word documents, like it or not, its a fact. So you have to guard against this practice by reviewing

20、the redline contracts that come back to you. Most people will concentrate their attention on the sections that have been redlined, but it is always good practices to scan the rest of a document to ensure nothing else has changed. One quick and easy way to do this is to first ensure that you have the

21、 same number of pages in the contract. Secondly you can scan a contract by looking for the same words at the beginning and ends of each line, and comparing them to the original and the red-lined version. As you can see in this example the words any and against appear on the 3rd in eight lines as in

22、the original, also we have ballpoint A through D in both copies, she can be pretty sure that this section on the contract has not been altered. If that section had words added or removed and the words were not line up the same way, this would be RBS with gas pressure fun changes as well.Every contra

23、ct will have some changes made to it, when it does, both parties must agree to those changes. The changes need to be initiated by both parties or the change is not deemed accepted into the contract. This procedure also stops one party from making changes after the contract has been signed and ensure

24、s the integrity other contract process.It is a good idea to actually write such a clause into your contract to ensure that both parties understand that all changes have to be mutually agreed to. One would think this is an obvious lie, but reality has taught me quite differently. Here is a scenario t

25、o consider. John works for a software company and John gets paid a commission for each of his software sales. John knows the full price of this company software, but John also knows he can sell more software if he discounts the price John might not really know what it cost actually right cell and su

26、pport the software his company is selling. All he knows is he gets paid if he sells. So Johns motivations may not align with his companys objectives.When it comes to discount some products or services, make sure everyone in your company knows what is the absolute lowest price that is acceptable, you

27、 run a business, not a charity. Dont give away the companys profits by adding excessive discounts into a contract. When you are negotiating a contract, always trying to keep in open mind new approaches and charms to a contract.It is natural to immediately dismiss any changes to your contract, but tr

28、y and listen to new approaches in new ways looking at the business. Sometimes these new ideas will come from your client, and your customers, your best reaction is not to react, but to listen and ask questions, lots and lots of questions Try to understand where theyre coming from, if you let the oth

29、er person explain their position, their logic and their reasons why they are asking for what they are asking, you might see an opportunity or approach that you never thought it before, always respond this way, “oh, all thats interesting”. “Why is that important to you and or your company? The worst

30、contracts are the ones done in a rush. It is well known that most concessions and contracts are done in the final hours at the negotiation. Do what you can to avoid hurried time or sensitive situations such as signing a bunch of contracts on the last day of the month or at the end of the quarter. Tr

31、y to minimize the straps by not setting a deadline to sign by a certain day or a certain time. Of course you will have to eventually sign the contract, but you can now predict ahead of time what issues will come up in the negotiation phase. So dont be at a disadvantage and leave yourself some extra

32、time and flexibility. Contracts can impact businesses in many ways, unless you on run and manage a one-person business. Chances are very high that the contract youre about to sign will affect a lot of people in your company. People may be hired, expensive machinery purchased, office space is rented,

33、 and budgets changed, and so on. So now is the time to hand over your about-to-be signed contract to a trusted party in your company, or organization for them to have a review of the deal.They may have a perspective of our knowledge about a certain situation do you were not aware of. This information may ha