Chapter 10 商务谈判课件.ppt

Chapter 10 Post-Negotiation Contract ? Language Skills 1. Using Hedging Words （使用模糊限制语） 2. Minimizing Exclamation （少用感叹语） ? Professional Skills 1. Introduction to Contract Negotiation 2. Concept of Business Contract （合同的概念） 3. Signing of a Contract （合同的订立） 4. Implementation of a Contract （合同的履行） 5. Force Majeure （不可抗力） 6. Arbitration （仲裁） Language Skills 1. Using Hedging Words （使用模糊限制语） Hedging words can mitigate the assertive degree of speech under the conditions of inquiry, assessment and more objective judgment, therefore leaving some leeway for the speaker and save his face. There are two kinds of hedging words: 1) Hedges used to reduce the degree of truth value or alter the related scope of an utterance, such as sort of , kind of, somewhat, really, almost, quite, entirely, a little bit, some, to some extent, more or less, etc. 2) Hedges make the speaker to judge subjectively what is said of to access indirectly what is said according to subjective evidence, such as I think, no wonder, I believe, I assume, I suppose, I am afraid, probably, as far as I can tell, seem, hard to say, etc. Exercise of Language Skills Translate the following sentences into English with the hedging words: 1) 我赶上了大约9点钟的火车。 I caught the 9 something train. I caught up with the train about 9 o’clock. 2）我想我们可能在10月前装运…… 现在据我个人而言，我们立即着手干。 I think we can probably just make shipment before October… As far as I can tell you right now, we start at once. 3）不管怎么说，恐怕这两个术语的含义也还是会有某些差异的。 Anyhow, I am afraid the implications of these two terms are somewhat different. Language Skills 2. Minimizing Exclamation （少用感叹语） Minimizing exclamation is powerful in condition of demonstrating merits in the opponent’s presence, showing merits and worth, negotiation should attach great importance to the mood and tone, for the arrogant airs probably evoke the opponent’s negative assessment such as disagreement, dislike and hostility. As a result, exclamation and impera