国际贸易教程解析.docxVIP

Unit 11 Closing the Negotiation Objectives: Closing the negotiation Making the final concession and review Drafting the contract Signing the contract I. Brainstorming Work in pairs or in groups to discuss the given questions. 1. As a negotiator, what would you do if you intend to finish the negotiation? 2. Before you sign the contract, you have to review the draft of the contract. So what’s the purpose for the final review? 3. How to make a final concession? 4. Who will prepare the draft is very important. Do you know the reasons? And what are they? 5. What do faulty documents mean? How to avoid presenting them? 6. Why is quality so important to the sale of commodity? 7. In order to make profits, what should be taken into account while pricing? 8. Could you list some of the modes of transportation? Please make comparisons about the advantages/disadvantages of each mode? II. Text Passage One Closing the Negotiation As the negotiation moves to the final stage, the negotiator will expect to receive/send signals from/to the other party so as to decide whether a deal could be concluded or not.(以确定是否可以成交) Signals结束谈判的信号 The actual form of signals used varies from one negotiator to another. Here are some of the examples used in practice: 1. The negotiator(谈判的一方) intends to finish the negotiation while the other party doesn’t mean to. In order to conclude the deal as soon as possible, the negotiator(前者) could get in touch with the third party(与第三方进行联系), make believe that you want to reach an agreement with the third party, thus urges the other party to make a quick decision(决定).① 2. The negotiator clarifies(阐明) one’s position briefly without any argument(以无可争议的口吻/方式) and includes some phrases indicative of commitment:（包括一些表达承诺的语句） “This is the furthest we can go.” （我们只能做到这一步了） 3. The negotiator answers the questions concisely, often just a simple “yes” or “no”. 4. The proposal is complete and made in absolute(adj. definite and not likely to change) terms,（谈判者提出的建