Unit 10,Signing Contract (Acceptance),Introduction,A contract is a binding agreement between two or more parties. Once a deal is made, traders may sign two copies of contract face to face. Or the seller may send two copies signed by him to the buyer for counter-signature and the buyer should return one copy to the seller for file. There are no specific requirements about the forms of contract in international trade.,Unit 10 Contract,Objectives,1Know what to do at the final step of the negotiation 2Know how to make confirmation about the acceptance when both the buyer and the seller come to an agreement 3Make amendments or supplements if needed 4Make out a contract or confirmation for both parties to sign to conclude the business negotiation 5Understand and use the language and tactics for acceptance negotiation,Unit 10 Acceptance,Briefing,Relative knowledge Special terms useful expressions Skills,Unit 10 Acceptance,Contract Knowledge,The commonly used forms are: contract, confirmation, agreement, order, indent, memorandum, etc. The first two are more commonly used in Chinese foreign trade enterprises which generally have their own printed set format of contract or confirmation.,Unit 10 Contract,Usually a contract covers:,name and address of the seller and buyer, the willingness and guarantee of both sides to carry out the contract, description of the goods, quantity, packing, price, terms of payment, shipment, port of shipment and destination general terms and conditions concerning insurance, commodity inspection, claim, arbitration, and force majeure, remarks and signature.,Unit 10 Contract,Then what to confirm at the end of the negotiation?,name of the commodity specifications，quality，quantity price and terms of payment packing time of shipment and insurance term,Unit 10 Contract,WHAT TO DO,Draw up a contract,Read the contract,Discuss the problems,Alter the contract,Sign the contract,Unit 10 Contract,1Make amendments in time if you find out any items not suitable while making confirmation before you put all of these items in sales contract or confirmation 2Add the terms and conditions or details that both parties have not discussed yet,Unit 10 Contract,Make amendments or supplements if necessary,Lets how you have prepared: Task 3,sign a contract 购货合同 draw up a contract 拟订合同 originals of the contract 独家代理合同 alter a contract 签订合同 cancel contract 合同约定 purchase contract 合同正本 sole agency contract 取消合同 contract stipulation 修改合同,Unit 10 Acceptance,While making an acceptance (Signing Contract)，you should pay attention to the following： 1Repeat all the terms and conditions that have been agreed upon and again ask for confirmation from the opposite party 2Call for amendments as soon as possible when you find there is any terms or conditions not suitable or beyond you,Unit 10 Contract,Negotiation tips：,3Make out a contract or confirmation in timeSend one copy of the contract or confirmation to the opposite party to checkIf there is no disagreement，you can set the time for both parties to sign the contract,Unit 10 Contract,Make amendments or supplements if necessary 1Make amendments in time if you find out any items not suitable while making confirmation before you put all of these items in sales contract or confirmation 2Add the terms and conditions or details that both parties have not discussed yet,Unit 10 Acceptance,1come to an agreement 达成协议 2confirm vt 确定，批准，证实 3 draw up 拟定，起草 4call for 要求 5have it changed right away 马上叫人修改 6comply vi 顺从，答应,Unit 10 Acceptance,Key Words,7have no objection to 对不反对 8stipulation n 约束，约定，契约 9. concession n 让步，妥协 make concessions 做出让步 10amend v 修改，修正，改善，改良 amendment n修正，修改， make amendment做修改,Unit 10 Acceptance,Lets learn some sample dialogues,Refer to the textbook,Unit 10 Acceptance,Lets practice,Practice in groups Practice with: Cur Card.doc Show what you have practiced Students comment Teachers comment,Unit 10 Acceptance,Lets conclude,Relative knowledge Introduction.ppt, Contract Sample.doc Special terms Key Words.ppt useful expressions Signing Contract.ppt Skills Body Language.doc Assignment: Practice with the Cur Card.doc,Unit 10 Acceptance,