Unit-5-Business-Negotiation市公開(kāi)課一等獎(jiǎng)省賽課微課金獎(jiǎng)?wù)n件

Unit5

BusinessNegotiation1/63【LearningObjectives】Afterfinishingthisunit,studentsshouldknowsomeusefulexpressionsusedinnegotiating.knowsometechniquesinnegotiation.knowhowtodraftacontract.2/63Warm-up

Workinpairs.Ifyouaregoingtotakeanegotiationtosellyourproducts,whatpreparationsshouldyoumake?Ticktheonesyouthinknecessary.()1.Prepareanagendaforthenegotiation.()2.Trytogettoknowmoreaboutthebuyer.()3.Obtainrelevantinformationonthetargetmarket.()4.Domarketresearch.

√√√√3/63()5.Gettoknowthebuyer’srealinterestintheproduct.()6.Makecounter-proposals.()7.Knowyourbottomlineoftheprice.()8.Knowonwhattermsyoucanmakesomeconcessions.√√√√4/63Listening&Speaking

Task1:ListentothedialogueanddecideifthefollowingstatementsareTrue(T)orFalse(F).

NewWordsandExpressionschinawaren.陶瓷器makeout開(kāi)出；寫出considerateadj.考慮周到cataloguen.目錄；目錄冊(cè)respectn.方面 quotationn.報(bào)價(jià)takesthintoconsideration考慮某事物tobefrank坦白地說(shuō)cometoterms妥協(xié)；和解exceptionallyadv.特殊地；例外地

5/63()1.Mr.BlankwantedtopurchasechinawarefromMs.Smith’scompany.()2.Ms.SmiththoughtthepriceofferedbyMr.Blankwasmuchhigherthanthatoftheothersuppliers.()3.Ms.Smithwantedtomakethedealata10%discount.()4.Mr.Blackgavea5%discounttoMs.Smith.()5.Finally,theymadethedealat8%discount.()6.Innegotiation,sometimesbothpartiesneedtomakesomeconcessionstomakethedealpossible.TFFFTT6/63Task2:Listentothefollowingdialogueandcompleteitwiththemissinginformation.NewWordsandExpressions

getdowntosth開(kāi)始；著手termsofpayment付款方式L/C(letterofcredit)信用證exchangerate匯率；兌換率unstableadj.不穩(wěn)；不牢靠promptadj.及時(shí)；按時(shí)D/P(documentagainstpayment)付款交單profitmargin利潤(rùn)率exchangequota外匯限額insufficientadj.不足；不夠7/63Robert:Sincewehavereachedanagreement_________

_______________________oftheproducts,nowlet’sgetdowntotalkingaboutpayment,OK?Julie: Goodidea._____________________wouldyouprefer?Robert:Actually,anL/Cpaymentisourgeneralpractice.TheexchangerateiscurrentlyratherunstableandanL/Cprovides____________________

_________fromthebank.It’salsothegenerallyacceptedinternationalpractice.paymentontheprice,qualityandquantity

Whattermsofpaymentaguaranteeofprompt8/63Julie:That’sright.L/Csareverycommoninforeigntrade.ButthistimewesuggestD/Ppaymentforthefollowingreasons:Firstly,aD/Ppaymentcan________________________allowalargerprofitmarginforbothofus.Secondly,theorderisquitelargeandourexchangequotaisinsufficientatpresent.Finally,wehave_________________inseveralbanks.Youcantrustus!Robert:Thatsoundsreasonable.ButwestillpreferanL/Csinceit’sourgeneralpractice.Doyouthink_____________________?Julie: OK.MaybewecanstartwithanL/CandthentalkaboutD/Plateron.Robert:OK.Iagreewithyou.youcouldapplyforonereducethecostandinturn

agoodcreditrating

9/63SituationalDialogue

LiQiangisthesalesmanagerofanimportandexportcorporation.Mr.Wilson,thebossofacompany,wantstopurchasetheproductofLiQiang’scompany.Nowtheybegintonegotiateonprice.Firstyouarerequiredtomatcheachquestionwithitscorrespondinganswer,andthenmakeadialoguebyusingthequestionsandanswers.Afterfinishingthedialoguepracticeitwithyourpartner.10/631.Now,shallwegetdowntobusiness?2.Yourproductsareverygood.Butcouldyougivemesomediscounts?3.Howabout20%discount?Ifwemakesalesatthisprice,wewillorder500sets.4.I’msosorrytohearthat.Let’sbothmakesomeconcessions,say15%discountinsteadof20%.Isitpossible?5.Sincewehavereachedanagreementontheprice,howaboutcontinuingtotalkabouttermsofpayment?a.Wecangiveyoua10%discount.That’sthebestwecando.b.Definitely.Usually,weacceptpaymentbyirrevocableL/C.c.Wereallycan’tmakeanyprofitatthisprice.Butforthesakeofourlong-termcooperationinthefuture,Iagreewithyouforthatprice.d.Sure.I’dliketogettheballrollingbytalkingaboutprices.e.I’mafraidnot.ThepriceIamofferingyouisaslowasIcango.Wecan’tsetourpricebelowcost.11/63PassageListentothepassage,andthenfillintheblankswiththemissingwords.NewWordsandExpressionsdisputantn.爭(zhēng)論者；爭(zhēng)吵者interpersonaladj.人與人之間corporateadj.團(tuán)體；企業(yè) disputen.爭(zhēng)論；爭(zhēng)吵acknowledgev.認(rèn)可屬實(shí)conflictn.分歧；沖突influencen.影響力voluntarilyadv.自愿地breakoff終止；中止12/63Insimplestterms,negotiationisadiscussionbetweentwoormoredisputantswhoaretryingto_________________totheirproblem.Thisinterpersonalorinter-groupprocesscan______________________,aswellasatacorporateorinternationallevel.Negotiationstypicallytakeplacebecausethepartieswishto___________________thateithercoulddoonhisorherown,ortoresolveaproblemordisputebetweenthem.Thepartiesacknowledgethatthereis_____________________betweenthemandthinktheycanusesomeformofinfluencetogetabetterdeal,ratherthansimplytaking_____________________

_________givethem.Theyprefertosearchforagreementratherthanfightopenly,givein,orbreakoffcontact.workoutasolution

occuratapersonallevelcreatesomethingnewsomeconflictofinterest

whattheothersidewillvoluntarily13/63

LanguageFocus

Startinganegotiation1.I’dliketodiscusstheprice.2.Tostartwith,Ithinkweshouldestablishtheoverallprocedure.3.Firstly,mayIsuggestwestartbytakingalookattheagendaIsentyou?4.Iwonderwhetherwecouldtakethepricequestionfirst.Wereallyneedtoagreeaboutthatbeforeeverythingelse.5.Let’sgetdowntothematterofpriceandtermsofpayment.14/63BargainingIfyoucanreducethepriceby10%,we’llorder500tonsmore.2.Businessispossibleifyouincreasethepriceby10%.3.I’mafraidIcouldnotagreewithyouforsuchabigdiscount.4.Ourpricemayappearalittlehigher,butthequalityismuchbetterthanourcompetitors’.5.That’salittlemorethanwewereexpectingtopay.6.Ourpricesaresupposedtobemuchlowerthanothercompanies.15/637.Ourpricesarehighlycompetitivewhenyouconsiderthequalityoftheproduct.8.Wecan’tmakeanyfurtherdiscount.9.There’snoroomforanydiscountintheprice.10.We’vealreadycutourpricetocostlevel.Withthisprice,wewon’tmakeanyprofit.11.Inthelightofourlong-termcooperation,we’rehappytogiveyouthisdiscount.12.Ourpriceisinlinewiththeprevailingmarketpriceandthereisnoroomforreduction.16/63MakingconcessionsLet’smeeteachotherhalfway,say5%discountinsteadof10%.2.Let’scompromise.3.Wearealwayswillingtocooperatewithyouifyoumakesomeconcessions.4.Icangivepreferentialtermsonthatproblem.5.Wehaveanotherplan.6.Ifyouorderinlargelots,wecanreducethepricealittle.7.Let’sgofiftyfiftyonthedifference.8.Ifyouinsist,Iwillcomplywithyourrequest.17/63EasyTime

Enjoythefollowingsong.

HealtheWorld18/63Reading

Lead-in

Workingroups.Discussthefollowingquestionswithyourpartners.Tellyourexperienceofbargainingwhenbuyingclothes,shoes,books,etc.2.Doyouthinkhonestyisimportantinnegotiation?Why?3.Doyouknowsometechniquesinnegotiation?Namesomeofthem.19/63ReadingNegotiationTechniques20/63NewWordsandExpressionsmutual/?mju?t?u?l/adj.相互；彼此；共有caterto迎合；滿足outcome/?autk?m/n.結(jié)果；效果negotiator/n??g?u??e?t?/n.談判者；商議者breakdown

/?bre?kdaun/n.失?。黄屏?；瓦解visibly/?v?z?bl?/adv.看得見(jiàn)地；有形地invisibly/?n?v?z?bl?/adv.看不見(jiàn)地；無(wú)形地substance/?s?bst?ns/n.實(shí)質(zhì)部分；基本部分executive/?g?zekjut?v/n.經(jīng)理；董事lookupon…as把……看做

21/63scarce/ske?s/adj.缺乏；稀少；罕見(jiàn)accordingly/??k??d??l?/adv.對(duì)應(yīng)；所以；于是equivalent

/??kw?v?l?nt/adj.相等；相當(dāng)tactic/?t?kt?k/n.伎倆；策略customary/?k?st?m?r?/adj.習(xí)慣；通例converse/?k?nv??s/v.交談presumption/pr??z?mp?n/n.假定；假設(shè)；推測(cè)prolonged/pr??l??d/adj.連續(xù)很久；長(zhǎng)時(shí)間interpret…as把……了解為confront/k?n?fr?nt/v.遭遇；面對(duì)

22/63comeintoplay主動(dòng)活動(dòng)；起作用signify/?s?gn?fa?/v.表示……意思；意味insistence/?n?s?st?ns/n.堅(jiān)持；果斷要求castdoubton對(duì)……產(chǎn)生懷疑abandonment/??b?nd?nm?nt/n.遺棄；拋棄；舍棄

23/63Notes

1.Thediscussioncanendinconflictifthenegotiationprocessisnotsuccessful,butitcanalsoleadtoanagreementwhentheneedsofallpartiesarecateredtointheoutcome.假如談判過(guò)程不成功，協(xié)商可能會(huì)引發(fā)沖突，但當(dāng)談判各方需要最終都得以滿足時(shí)也能達(dá)成協(xié)議。

catertosth/sb意思是“迎合；滿足”。Example:TVmustcatertomanydifferenttastes.

電視節(jié)目必須迎合各種人興趣。

24/632.Cultureoperatesbothvisiblyandinvisiblytoinfluencethesubstanceofnegotiationsandperformanceoftheeventualcontract.文化對(duì)談判實(shí)質(zhì)內(nèi)容及最終協(xié)議推行起著有形和無(wú)形作用。

25/633.MostEuropeanswillnotrealizethatsuchanactispartofthebargainingprocess.ItisthusadvisableforforeignexecutivestoadapttheirapproachtotheusualEuropeanpracticeaccordingly.大部分歐洲人不會(huì)意識(shí)到，這種緘默行為也是談判過(guò)程一部分。所以，外方經(jīng)理為符合歐洲通例而對(duì)自己談判方式進(jìn)行對(duì)應(yīng)調(diào)整做法是可取。

adaptto意思是“使適應(yīng)；使適合”。Example:Hehasnotyetadaptedtotheclimate.他還沒(méi)適應(yīng)這種氣候。

26/634.ItiscustomaryinnorthernEurope,inparticular,tomaintaineyecontactwiththepersonwithwhomoneisconversingornegotiating,basedonthepresumptionthatsomeonewhocanbelookedstraightintheeyecanbetrusted.在北歐，人們尤其習(xí)慣于和自己談話或談判那一方保持目光交流，他們認(rèn)為能夠和你坦然對(duì)視人是能夠信賴。

27/635.InsomeEuropeantradesitisstillthecustomtoshakehandstosignifythatanagreementhasbeenachieved.Incertainsituationstheinsistenceonawrittenagreementmaycastdoubtonthehonestyoftheotherpartyandcouldevenresultintheabandonmentoftheagreementjustachieved.在一些歐洲國(guó)家生意場(chǎng)上，人們習(xí)慣經(jīng)過(guò)握手方式表示一份協(xié)議達(dá)成；而在一些情況下，堅(jiān)持書(shū)面協(xié)議可能是對(duì)對(duì)方老實(shí)度質(zhì)疑，甚至可能造成對(duì)方放棄剛才達(dá)成協(xié)議后果。

28/63ExercisesChoosethebestanswerforeachofthefollowingquestions.Whichofthefollowingisnottrueaboutnegotiation?______Negotiationreferstodiscussionbetweentwopartieswithanaimtoreachanagreement.B.Negotiatingprocessmayresultindisagreementwhentheneedsofnegotiatingpartiesfailtobemetintheoutcome.C.Thediscussionbetweennegotiatingpartiescanalwaysendinsuccessasisplanned.D.Cultureoftenplaysapartintheinternationalnegotiatingprocess.C

29/632.Askillednegotiatorshouldhaveaknowledgeofforeignculturebecause______.A.Culturaldifferencescanbringaboutcommunicationbreakdown.B.Culturecaninfluencenotonlythecontentofnegotiationsbutalsotheactualperformingofthefinalcontract.C.Negotiatingwithinone’sowncultureissufficientlydifficult,butthedifficultiesincreasewhenitisheldinadifferentculture.D.BothAandD.D

30/633.Whichofthefollowingstatementsisnottrue,accordingtothepassage?______A.Longperiodsofsilenceisapartofbargainingprocess,asisthecaseallovertheworld.B.Anegotiatorshoulddecideonanappropriatenegotiatingapproachbasedonhisunderstandingofthecultureinwhichthenegotiationisconducted.C.TimeislookeduponasascarceresourceinmostEuropeancountries,soitisrarefornegotiatorstheretotaketimetodiscussanissue.D.Businessnegotiatorsshouldhaveaknowledgeoftheculturaldifferencestohelpdeveloptheirnegotiationtactics.A

31/634.Whatcan’tbeinferredfromthefourthparagraphofthepassage?______A.Though“makingeyecontact”withpeopleyou’retalkingwithistakenforgrantedinsomecountries,itmaybeinterpretedashostileinotherpartsoftheworld.B.InnorthernEurope,youwouldbethoughtofashonestifyoucanbelookedstraightintheeyewhiletalkingwithothers.C.Youdon’thavetotroubleyourselfwithsuchquestionsaswhethertomakeeyecontactwithyourpartnerornot,aslongasyouarehonestwithhim/her.D.Undoubtedlytherearesomepeoplewhodislikebeinglookedstraightintheeyeduringtheconversation,fortheymayfeeloffendedsomehow.C

32/63II.MatcheachwordinColumnAwithitscorrespondingexplanationinColumnB.ColumnA

ColumnB1.outcome2.visibly3.hurry4.insistence5.scarce6.presumption7.conflict8.tacticsanactofdemandingorsayingsthfirmlyb.muchlessthanisneededc.(ofopinions)opposition;differenced.inawaythatiseasilynoticeablee.meansofachievingsthf.effectorresultg.presumingsthtobetrueorthecaseh.dosthormovequickly33/63III.Fillintheblankswiththewordsorphrasesgivenbelow.Changetheformsifnecessary.converse catertoequivalentprolongedcomeintoplayadvisable signify confront

_________useofthedrugisknowntohaveharmfulside-effects.2.Personalfeelingsshouldnot____________whenonehastomakebusinessdecisions.3.Sheisdoingthe_________jobinthenewcompanybutformoremoney.Prolonged

comeintoplayequivalent

34/634.Sheissoshythat__________withhercanbequitedifficult.5.Thenumber30onaroadsign________thatthespeedlimitis30milesanhour.6.IthoughtIwouldremaincalm,butwhenIwas_________withtheTVcamera,Ibecameverynervous.7.Thenewspaper__________people’sloveofscandalhasbeenbannedfrompublication.8.Acertainamountofcautionis_________atthispoint.advisable

conversing

signifies

confronted

cateringto35/63IV.TranslatethefollowingsentencesintoEnglish.

1.格林先生，我們用戶以為，你們價(jià)格和其它供貨商提供價(jià)格相比總是偏高，他們希望你能給一些折扣。

Mr.Green,ourcustomershavetheimpressionthatyourpricesarealwaysmuchtoohigh,comparedwiththoseofothersuppliers.Theyhopeyoucangivesomediscounts.36/632.我們最多只能給你們5%折扣，不可能再低了。我們已經(jīng)降到成本價(jià)了。

Wecangiveyoua5%discountatmost.Thereisnoroomforreductionanymore.We’vealreadycutourpricetocostlevel.3.我們價(jià)格可能稍微高了一點(diǎn)，但我們產(chǎn)品質(zhì)量要遠(yuǎn)遠(yuǎn)優(yōu)于我們競(jìng)爭(zhēng)對(duì)手。

Ourpricemayappearalittlehigher,butthequalityismuchbetterthanourcompetitors’.37/634.雙方都指責(zé)對(duì)方造成了談判破裂。(breakdown)

Bothpartiesblamedeachotherforthebreakdownofthenegotiation.

5.他對(duì)該計(jì)劃可行性表示懷疑。(castdoubton)

Hecastdoubtonthefeasibilityoftheplan.

38/63WritingContract協(xié)議又稱契約，是當(dāng)事人或締約方依據(jù)所在國(guó)法律就各自責(zé)任、權(quán)利和義務(wù)達(dá)成協(xié)議。在中國(guó)它是指平等主體自然人、法人、其它組織之間設(shè)置、變更、終止民事權(quán)利和義務(wù)關(guān)系協(xié)議。因?yàn)閰f(xié)議是約定當(dāng)事人權(quán)利義務(wù)正式文件，因而要求其語(yǔ)言準(zhǔn)確，行文慎重，不能引發(fā)歧義，不然會(huì)造成無(wú)須要法律糾紛。39/63協(xié)議基本組成：1.Title（協(xié)議名稱）2.Preamble（前文）(1)DateofSigning（訂約日期）(2)SigningParties（訂約當(dāng)事人）(3)EachParty’sAuthority（當(dāng)事人正當(dāng)依據(jù)）(4)PlaceofSigning（訂約地點(diǎn)）(5)RecitalsorWhereasClause（訂約緣由）3.Body（本文）(1)DefinitionClause（定義條款）(2)BasicConditions（基本條款）40/63(3)GeneralTermsandConditions（普通條款）Duration（協(xié)議使用期限）Termination（協(xié)議終止）ForceMajeure（不可抗力）Assignment（協(xié)議讓與）Arbitration（仲裁）GoverningLaw（適用法律）Jurisdiction（訴訟管轄）Notice（通知手續(xù)）“EntireAgreement”Clause（完整條款，即與包括現(xiàn)行契約條款關(guān)系）Amendment（協(xié)議修改）Others（其它）41/634.WitnessClause（結(jié)尾條款）(1)ConcludingSentence（結(jié)尾語(yǔ)，包括協(xié)議份數(shù)、使用文字和效力等）(2)Signature（署名）(3)Seal（印章）42/63SampleEnglishversion:SALESCONTRACTThiscontractismadeonthis__________dayof___________________between__________asSellerand__________asBuyer.Bothpartiesagreetothesaleandpurchaseof________underthefollowingtermsandconditions:1.Commodity:2.CountryofOrigin:3.Quantity:4.Brand:5.ContractPrice:FOB:6.Packing:43/63Chineseversion:

銷售協(xié)議本協(xié)議由__________為賣方和__________為買方于__________年__________月__________日訂立。雙方同意買賣__________，其條款以下：1.貨物名稱：2.原產(chǎn)地：3.數(shù)量：4.商標(biāo)：5.協(xié)議價(jià)格：離岸價(jià)格：6.包裝：44/637.TermsofPayment:Byaconfirmed,irrevocable,divisible,transferable,andpartialshipmentnotallowed,letterofcreditwithoutrecourseinfavoroftheseller,L/Cshouldbeopenedwithin7bankingdaysbytheBuyerafterthecontractissigned.8.Shipment:Shipmentshallbeeffectedwithin45daysfromthedateoftheseller’sreceiptoftheBuyer’sLetterofCredit.IntheeventoftheBuyer’svesselfailingtoarriveforloading,thentheSellershallhavetheright,asstipulatedherein,toclaimdamages/lossesnotexceeding3%oftheL/CamountfromtheBuyer.TheBuyerinthisrespect,shallfurnishtheSellerwiththeBankGuarantee.45/637.付款條件：買方須于簽署協(xié)議后7個(gè)銀行工作日開(kāi)出賣方為受益人、已保兌、不可撤消、可分割、可轉(zhuǎn)讓、不得分批裝運(yùn)、無(wú)追索權(quán)信用證。8.裝船：從賣方收到買方信用證日期算起，45天給予裝船。若發(fā)生買方所訂船舶未按期抵達(dá)裝貨，按本協(xié)議要求，賣方有權(quán)向買方索賠殘損/耽擱費(fèi)，按總金額3%計(jì)算為限。所以，買方需要向賣方提供銀行確保。46/639.PerformanceGuarantee:TheSellershallsenda3%depositorBank’sGuaranteetotheBuyerwithin14bankingdaysuponreceiptoftheLetterofCreditfromtheBuyer.IftheSellerfailstocarryoutthecontract,theperformanceguaranteewillbeforfeitedtotheBuyer.10.AccompanyingDocuments:TheSellershallprovidetheBuyerwith:(1)CompletesetofCleanBillsofLading.(2)SignedCommercialInvoiceinquadruplicate.(3)CertificateofCountryofOrigin.(4)PackingList.(5)Otheressentialdocumentsinrespectoftheexportof__________.47/639.推行確保：賣方收到買方信用證14個(gè)銀行工作日內(nèi)，向買方寄出3%確保金或銀行保函。若賣方不執(zhí)行協(xié)議，其確保金買方給予沒(méi)收。10.應(yīng)付單據(jù)：賣方向買方提供：（1）全套清潔提貨單。（2）一式四份經(jīng)簽字商業(yè)發(fā)票。（3）原產(chǎn)地證實(shí)書(shū)。（4）裝箱單。（5）為出口__________所需其它主要單據(jù)。48/6311.ShipmentAdvice:TheSellershalltelextotheBuyeradvisingtheloadingconditionsatleast14daysbeforethefixedloadingtime.TheBuyerorthisagentshalladvisethevessel’sestimatedtimeofarrivalattheportofloading.12.OtherConditions:Inspectingofquality,quantityandweightcanbecarriedoutattheportofloading.Ifotherrelateddocumentsareneeded,theformalitiesandconsularchargesincurredshallbebornebytheBuyer.13.Lay-time:From13:00hoursthesameday,otherwisefrom08:00hoursnextday.49/6311.裝船通知：賣方在要求裝貨時(shí)間，最少14天前以電報(bào)方式將裝船條件通知買方。買方或其代理人將貨船預(yù)計(jì)抵達(dá)裝貨港時(shí)間通知賣方。12.其它條款：質(zhì)量、數(shù)量和重量檢驗(yàn)可在裝貨港一次進(jìn)行。若要求提供所需其它證件、其辦理手續(xù)費(fèi)、領(lǐng)事簽證費(fèi)應(yīng)由買方負(fù)擔(dān)。13.裝運(yùn)時(shí)間：當(dāng)日13:00或次日8:00裝船。50/6314.LoadingRate:200MTperhatchperWWDSHEXUU.15.Demurrage/DelayCharges:__________U.S.$/dayfor5,000/6,000DWTVessel.16.ForceMajeure:IftheimplementationofcontractofeitherSideisinfluencedbytyphoons,earthquakeorothereventsconsideredbybothSidesasFORVEMAJEURE,thepostponementofimplementationshouldbeequaltotheeffectiveperiodofthesaidcauses.TheBuyers:__________Thesellers:__________Witness:__________Witness:__________Date:__________Date:__________51/6314.裝貨效率：每一個(gè)晴天工作日，除星期日、節(jié)假日外，每艙口進(jìn)貨為200公噸。15.延期費(fèi)/慢裝卸罰款：對(duì)于5,000/6,000載重噸級(jí)船來(lái)說(shuō)，天天為_(kāi)_________美元。16.不可抗力：簽約雙方任何一方因?yàn)榕_(tái)風(fēng)、地震、或雙方同意不可抗力事故而影響協(xié)議執(zhí)行時(shí)，則延遲推行協(xié)議期限，應(yīng)相當(dāng)于出事故所影響時(shí)間。買方：__________賣方：__________證人：__________證人：__________日期：__________日期：__________52/63UsefulExpressions

慣用協(xié)議名稱contractofemployment雇用協(xié)議contractofengagement雇用協(xié)議contractofcarriage運(yùn)輸協(xié)議contractofarbitration仲裁協(xié)議contractforgoods訂貨協(xié)議contractforpurchase采購(gòu)協(xié)議contractforservice勞務(wù)協(xié)議contractforfuturedelivery期貨協(xié)議contractofsale銷售協(xié)議contractofinsurance保險(xiǎn)協(xié)議leasecontract租賃協(xié)議53/63along-termcontract長(zhǎng)久協(xié)議ashort-termcontract短期協(xié)議contract協(xié)議，訂立協(xié)議contractor訂約人，承包人tomakeacontract簽署協(xié)議tosignacontract簽協(xié)議todrawupacontract擬訂協(xié)議todraftacontract起草協(xié)議togetacontract得到協(xié)議協(xié)議慣用語(yǔ)54/63tolandacontract得到（擁有）協(xié)議originalsofthecontract協(xié)議正本copiesofthecontract協(xié)議副本awrittencontract書(shū)面協(xié)議tomakesomeconcessions做一些讓步

contractterms/clauses協(xié)議條款contractprovisions/stipulations協(xié)議要求contractperiod/term協(xié)議期限tobringacontractintoeffect使協(xié)議生效tocomeintoeffect生效55/63toceasetobeineffect/force失效tocarryoutacontract執(zhí)行協(xié)議toexecute/implement/fulfill/performacontract

執(zhí)行協(xié)議cancellationofcontract撤消協(xié)議breachofcontract違反協(xié)議tobreakthecontract毀約tocancelthecontract撤消協(xié)議totearupthecontract撕毀協(xié)議toapprovethecontract審批協(xié)議56/63toannulthecontract廢除協(xié)議toterminatethecontract解除協(xié)議toalterthecontract修改協(xié)議toabidebythecontract恪守協(xié)議tobele