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高级商务英语口语目录Lesson1For__lVerbalCommunicationinBusinessILeadingSeminarsQuestioningTechniquesBeaLeaderandAGoodListenerAttheSameTimeGivingCritici__Lesson2For__lVerbalCommunicationinBusinessIIFour__inPartsofaPresentationDeliverySkillsWhattoSayWhenYouForgetWhattoSayPresentationLanguageFocusLesson3Cross-CulturalCommunicationinBusinessSixFundamentalPatternsofCulturalDifferen__sAGeneralViewofCorporateCultureDecodingBody-languageofNorthAmericaLesson4BusinessEtiquetteGuidelinesforBusinessEntertainingandGift-GivingAc__ptablePublicConductinNorthAmericaTheArtof“__allTalks”WelcomeTopicsofConversationLesson5ContractEnglish__inCharacteristicsofAContractElementsofaContractCommonlyusedLegalTermsTipsonContractLingoLesson6NegotiationEnglishWhatYouShouldKnowBeforeNegotiatingNegotiationTacticsNegotiationLanguageFocusesLesson7BusinessReportingResearchToolsandinfor__tionSour__sForEarnings,Perfor__n__sandSECFilingGeneralTheoryofThe“DoubleEntryAccounting”SystemTheContentsandTheEquationofABalan__SheetLesson8BusinessNewsReadingFeaturesandStylesofWritinginWesternBusinessJournali__WhatisitinanEarningReport?Idio__ticUsagesandSetPhrasesOftenUsedtoDescribeandPredictingEconomicDevelopmentLesson9InterviewEnglishTheABCsofJobInterviewsInNorthAmericaCommonquestionsguidelinestoproperanswers“____mesomethingaboutyourself”–Thetone-settingquestionNonverbalPitfallstoWatchForLessonOneFor__lVerbalCommunicationinBusinessI正式商业交流
(1)–研讨会PartIO__ectivesPro__duresofSeminarsLeadingandCommonlyUsedSenten__Structures研讨会各个程序及常用句型QuestioningTechniques提问技巧ALeaderandAGoodListenerAttheSameTime做好的听众,做好的__者GivingCritici__提出批评观点的技巧PartIITheHow-TosLeadingSeminars/QuestioningTechniquesGeneralpro__duresofaseminar/lecture1Self-introduction2IntroductionofTopic3Describingsequen__sandtiming4Highlightinginfor__tion5Involvingtheau___n__6Givinginstructions7Checkingunderstanding8Askingquestions9Clarifyingquestions10Evadingquestions11Invitingcomments12Interrupting13Transitions14Reformulations15ClosingLanguageReferen__Self-introduction自我介绍GoodmorningIm----andIvebeeninvitedtogivethistalk/presentation/lecturebecause---Ih__edoneresearchin/Ih__easpecialinterestin/myexperien__isinIntroductionofTopic话题介绍Inmypresentation/talk/lecturetodayIshallbedealingwith---Thesu__ectofmy----todayis----WhatIdliketodotodayisintrodu__/suggest/____yse/describe/explainMytopic/su__ecttodayis---Ishallbedealingwith2/3/4….__inareas/topics/su__ectstodayDescribingSequen__sandTiming程序介绍与时间安排FirstIwantto/spendafewminutesoutlining---/remindyouofthebackgroundto/sum__risethe----/explain---/present---NextIshall---/afterthatIwilltaketheopportunityofdescribing---/Thenwelllookat---FinallyIwantto---HighlightingInfor__tion重点介绍RhetoricalquestionsSowhatdoesthatmean/Howcanweinterpretthis/Whatstheexplanationforthis/WhataretheimplicationsofthesefindingsChangeoffocusWhatthat____susis/WhatImsuggestingis/WhatisclearisthatIntroducingauxiliaryverbSoclearlywedoneedto--/Obviouslytheydidunderstandthat---/Ofcourseyoudowantoknowwhy---InvolvingtheAu___n__听者的参与Letsh__eashowofhandshow__nyofyouagreewith----Imsureweallknowwhatitsliketo---Letmeaskyouspendacoupleofsecondsthinkingabout---WellwhatwouldyoudoIwonder---Justlookaroundtheroomandtakeanoteof/how__nymenarewearingatie---/how__nypeoplearewearingjeans---/the__erageageoftheparticipantsGivingInstructions给予指示Forthisexercisewearegoingtoworkinpairs:groupsof3/4/5__keanoteofthesewords/figuresReadtheparagraphonpage---PleasenotethatIshallbetimingtheexerciseandyouh__eexactly7minutesNowcompletethequestionnaireandputyournameinthetopleft-handcornerCheckingUnderstanding随时观察听者反映IseveryonewithmesofarArethereanyquestionsatthisstageWouldanyonelikemetorunthroughthatagainIfyouh__eanyproblemswiththedetaildontworrybecausealltheinfor__tionisinyourhandoutAskingQuestions询问问题Directquestions/open-ended:What/why/how/where/whenClosedquestions:Doyou/didyouDelicatequestions:Iwaswonderingif/couldIaskyou/wouldyoumind____ingme/ifitsnotindiscreetIdliketoknow/mightIask/__yIaskClarifyingQuestions澄清问题Soyouwanttoknowabout---/isitthefiguresthatworryyou/whenyousay---doyoumean---/IfIveunderstoodthequestionyouwanttoknowabout---EvadingQuestions回避问题Thatsnotreallymyfield---/thatsabitoutsidethescopeoftodaystopic/Ih__entgotthepreciseinfor__tionwithmetoday/thatsnotreallyformetosay/Idneednoti__ofthatquestiontoansweryouinfull/thisisnotreallythepla__todiscussthat__tter/perhapsthatsaquestionforanothermeetingInvitingComments鼓励并听取意见HasanyonegotanyquestionsatthispointWouldanyoneliketocommentonthatDoesanyonedisagreewithmylastpointCananyoneconfirmmyexperien__IfnobodyhasanyquestionsthenIllmoveon Interrupting中断IdliketodiscussitfurtherbutIthinkitstimetomoveonCouldIjuststopyouthere---IfImightjustadd----Imsurewedallagreebutperhapsweshouldgetbacktothe__inpointTransitions过渡Ifwecouldnowturnto---/mynextpointis---/whatIwanttodonextis---/letsmoveonto---/thatcompletesmy____ysisof---/sonowwearegoingto---- Reformulations总结IfImightjustgooverthatagain---/soinsum__ry---/justtoremindyouofthekeyfacts/the__inpoints/theadvantagesof---/my__inargumentswere---Closing结束ThankyouforlisteningtometodayIhopeyouh__efoundmypresentationusefulThankyouforyourattentionQuestioningTechniques 提问技巧Reasonsforaskingquestions:Toobtaininfor__tionTofindouttheopinionsofotherpeopleToaskotherpeopletocontributeideasTofindoutthereasonsbehindeventsToseekconfir__tionThestatusofthequestionerThequestioner__yh__eanofficialneedtoaskquestions-work-rolelegalpoweretc.orthequestioner__yh__eanentirelypersonalcuriositytosatisfy.Iftheroleisofficialthequestionerneedstochoosethequestioningstylewithcareinordertoprodu__therequiredresults.Questioningcanbequiteathreateningactivityinsomecircumstan__s.Forexampleifthequestionerwantsinfor__tionthenthepersonwhohasthatinfor__tion__yfeelthats/heisbeingaskedtogiveupsomethingthatrepresentsanadvantage.Ifthequestionerismerelycuriousinasocialsettingthentheimportantpointisthelevelofdelicacyofthequestion.Inmostculturesverypersonaldetailssuchashowmuchmoneyweearnistooprivatetoformthesu__ectofquestionsbyothers.Choi__sofquestionstyleClosedv.openClosedquestionspermitonlyyes/noanswers.They__ythereforebemorethreateningthanopenquestionsbecausetheyle__enoroomforexpansionorexplanation.Thequestionerneedstodecideifitwouldbemoretactfultoask:H__eyoufinishedthatreportyetOrHowareyougettingonwiththatreportThefirstquestionimpliesthatthereportisnowdue;thesecondmerelyasksforaprogressstatement.Theopenquestionallowstherespondenttoelaborateanddoesnoth__eovertonesofauthority.Wh-typequestionsQuestionsstartingwithquestionwords:whatwhenwhywhohowareopenquestionsbuttheyarealsoverydirect.Too__nyquestionslikethish__ethefl__ourofaninterrogationand__y__kethepersonbeingquestionedfeeluncomfortable.It__ybene__ssarytoprefa__thequestionswithphrasesthatshowthequestionerisawareoftheintrusivenessofthequestion:__yIaskyou…Couldyou____me…Wouldyoumind____ingme…IwonderifIcouldaskyou….Iwouldbeinterestedinknowing…Ifitsnotindiscreet__yIask….Iknowitsnotreallymybusinessbut….FacilitativestylesofaskingquestionsIftheintentionofthequestionerisreallytoprompttheinterlocutorindisclosinginfor__tionfreelythenquestiontechniques__ynotbeappropriateatall.Insteaditmightbebettertoechoandtoreformulateinordertogivetheinterlocutortheopportunitytoexpand.IllustrativedialogueA.WellIliveinaflatinaratherpoorpartoftown.B.Poorpartoftown…A.Yesitsquitedirtyandthestreetsarebadlylit.ThatswhyIdontlikegoingoutaloneatnight.B.SoyourefrightenedtogooutaloneA.Wellyesbecausewehearofattacksandmuggings.ThatswhyIwanttole__e.InthisdialoguespeakerBdoesnttrytotaketheinitiativebutmerelyechoesandreformulatestopromptspeakerAtosaywhatworriesher.PartIIILet’sTalkBusinessLEADINGTHROUGHCHANGE:ListeningasaleaderOftenwhenwethinkofcommunicationwethinkofspeakingpresentingwriting--deliveringamessageinsomeway.Butaneffectivecommunicatorisalsoadeptatre__ivingmessages.Youwontbudgepeopletowardagoaliftheydontfeelthattheyvehadinputthattheyvebeenheardandunderstoodandthatthevisiontheyreworkingtowardisalsotheirownvision.Listeningtoyourfollowersistheonlywayyoucan__kethishappen.TobeagoodleaderHEAROUTwhatothersh__etosay:HoldjudgmentandholdeyefocusListencarefullyandwithanopenmind--ifyouredefensiveyou__ymisscriticalinfor__tion.Dontformulateyouranswerwhileapersonisstillspeaking.Watchforsubtlebodylanguagethat__yofferextracluestothespeakerstruemeaning.Alsoholdeyefocus.Ifyoudontlookatthepersonwhoisspeakingtoyouyoucantestablishtrust.Asaleaderyouwantfollowerstotrustyouandbelieveinyou.Endallothertasks.Showrespectforpeoplebyputtingasideyourpaperlunchetc.anddonttakephonecalls.Youllbebetterregardedandyoulls__etime.Bydoingitrightthefirsttimetherewontbemisunderstandingsoranyneedtorepeatinfor__tion.Bereadytojobdownnotesasthepersonspeaks.Allowthespeakertofinish.Dontinterrupt.Dontchangethesu__ect.Dontfinishsenten__sforthespeaker.Re__inquietuntilyouresurethespeakerhascompletedhisorherthoughts.Readbetweenthelines.Asyoulistentothespeakerlistenforwhatmightbeleftunsaid.Itsnotalwayseasyforapersontoapproachsomeoneinamoreseniorpositionand____itlikeitis.Ifyouwanttogetanhonestopinionofsomeofyourideasandactionsyoullneedtoprobe.Youllalsoneedtovaluethatfeedbackandthepersonwhog__eittoyou.Nevershootthemessenger.Outlineyourunderstanding.On__thepersonisfinishedspeakingreiteratewhatyoubelievetobethe__inideasissuesetc.Statethemsimplyandifpossibletrytorankthemfrommostimportanttoleast.Ateachstepaskthespeakerifyouvecorrectlyheardthemessage.Takethetimetobe__rtainoryouvebothsimplywastedtime.Underline__jorpoints.On__youandthespeakeragreeonthe__inideasthath__ebeenuncoveredfocusyourattentionononeortwoofthemostimportant:Whatneedstobedonerightnowto__kethespeaker--andyou--acknowledgethatsomethingpositivehasbeenaccomplishedWhatelsecanbedoneinthefutureSetadatetorevisitthese__inideasandtodiscussprogress.Testthewaters.Takewhatyouvelearnedandtestitwithothers.WhatareothersfeelingandthinkingIsthisanisolatedissueDonttakeitanylessseriouslybutifitsamovementofsortsyoullneedtoaddressitdifferently.Testingthewatersallowsyoutoexploretherealneedsfearsandhopesofyourfollowersandincorporatethemintoyoursharedvision.Rememberifyouretryingtomovepeopleinanewdirectionyoumustknowheretheyrecomingfrom.Peopledontalwaysneedleaderstoagreewiththemandactontheirsuggestions.Butpeoplealwaysdoneedtofeeltheirleadercaresenoughtolisten.Whenpeopleareun__rtainwhattomorrow__ybringaleaderwithareputationasagoodlistener__ybethemostprizedemployeeinanyorganization.Workhardto__keyourselfthatperson.PartIIIIExercisesandDiscussionExercisetosensitizeyourquestioningtechniques.1Writeontheboardalistof5or6prominentpeoplethateveryoneknows.Someofthesepeopleshouldbethesu__ectofcurrentcontroversy.2Writeaquestionofeachtypeseereasonsforaskingquestionsatthebeginningofthisunitandaddresseachofyourquestionstooneofthepeopleyouh__elisted.3Nowgradetheirquestionsforlevelsofdelicacyonascale1-5with5beingthemostdelicate.4Checktheirquestionsfortheappropriatenessoftheirstyle-aretheyopenorclosed;directorindirectAdjustthephrasingofthequestionstosuitthelevelofdelicacy.5Letsdiscusstheresults.Giveexamplesofsituationswhereopen/closedtypesofquestionsaregenerallyasked.Chooseoneofthefollowingtopicsand__keitintoaseminar.Trytoincorporateallthe15elementsmentionedinpartII.-Howtoboilanegg-Howtoorganizeapicnicforyourcompany-KeyfactorsconsumersshouldbeawareofwhenpurchasingaDVDplayerRewritetheconversationbetweenJohnand__ryinPartfive.Discussonthepossibleoutcomesoftheconversationwithyourpartner.PartVSupplementary__terialsGivingCritici__Whenitsne__ssarytocriticisetheworkofcolleaguesitisimportanttodosoina__nnerthatissupportiveandthatpermitstheotherpersonfindwaysofimprovinghisorherperfor__n__.Todothisweneedto: Con__ntrateontheerrornotontheperson__oidgeneralizationsProvidespecificexamplesoftheproblemsthatneedattention__kehelpfulsuggestionsforimprovement__oidaone-sidedattack__oidinsinuationsandhintsConductthecritici__inprivatesoasnottohumiliatetheotherpersonReadthedialoguebelowand__keanoteofthewaysinwhichJohnfailstoobservetheadvi__givenaboveinhiscritici__sof__ryswork: John:Comeinandtakeaseat__ry.Thiswonttakeaminute.__ry:WhatsthisallaboutJohnJohn:WellImsorry__rybutIvecometotheconclusionthatyourworksjustnotuptoscratch.Ineedtoseeabigimprovementifyouwanttostayhere.__ry:Isee.IadmitIh__efoundthesefirstfewweeksahardbutIneedtimetosettleinandtheresalottolearn.KnockatthedoorJohn:Comein.Jane:OhsorryJohnIllcomebacklaterIdidntrealizeyouweretalking.John:Thatsallrightcomein.Iwasjust____ing__rythatIdontthinkshesreallyuptothejobhere.Jane:NoIdontwanttointrudeonaprivateconversation;Illcomebacklater.__ry:SowhatareyousayingJohnareyoufiringmeJohn:No;butIh__etosaythatifthislittletalkdoesnt__keyourealizewhereyouregoingwrongit__ycometothat.Poor__ry!Johnhasjustattackedthestandardofherwithoutgivingheranyideaofwheresheisgoingwrong;ontopofthathesrepeatedthecritici__infrontofanothermemberofstaff.ByusingsomeofthesuggestionsbelowseeifyoucanrewritethedialoguesothatJohnoffers__ryconstructiveandpositivecritici__thatwillhelphertoimproveherperfor__n__:Invite__rytoaprivateinterviewAskifsheisreadytodiscussthestandardofherworkAcknowledgethefactthatsheisnewtothecompanyandthatthereisalottolearnSaythatherreportsarelackingindetailandaccuracyAskherifsheisawareofthatSaythatsheisoftenlateinthemorningAskheriftherearepersonalproblemsthat__keitdifficultforhertoarriveontimeSaythatsomeoftheclientsshedealswithh__ecomplainedthatshemissesappointmentsAskherifshecanexplainwhythisisAskherifthereisanythingyoucandotohelpherimproveintheseareas.Setadateforanothertalkinafewweekstoreviewherprogress.IfJohnconductstheinterviewalongtheselines__rywill:KnowexactlywhichaspectsofherworkareunsatisfactoryWillh__etheopportunitytoexplainwhyshehasproblemsWillnotbepubliclyhumiliatedWillfeelthatsheisgettingsupportinhereffortstoimprove. Referen__BrendaTownsendHall1998___.ecglink.comLessonTwoFor__lVerbalCommunicationinBusinessII正式商业交流–商业演示
(2)PartIO__ectivesFour__inPartsofaPresentation商业演示的四个部分DeliverySkills表达技巧S__eyououtofembarras__entataPresentation摆脱商业演示中的尴尬场面LanguageReferen__s语言参考PartIITheHow-TosFourpartsofapresentationFor__lpresentationsareusuallydividedintofour__inparts.TheintroductionTheoverviewThebodyTheendingTheintroductionAttheveryleasttheintroductionshouldintrodu__thesu__ectofyourpresentation.“TodayI’mgoingto____youaboutthere__ntimprovementsthath__ebeen__detotheXLseriesofengines.”Dependingonthesituationitwillalsodooneormoreofthefollowing:Givetheau___n__areasontolisten“Theseimprovementsgivegreaterfuelefficiencyandalsolowerproductioncosts.”Providebackgroundinfor__tion.“Asyouprobablyknowour__rketsharehasbeenfallinginre__ntyears.”Narrowthetopic.“InparticularIwillshowyouhowtheseimprovements__keourenginesbetterthanourcompe_____s.”TheoverviewTheoverviewprovidesapreviewofyourpresentationfortheau___n__.Itiseasilydonebyexplainingthestructureofyourpresentation.“FirstI’mgoingtodescribethenewfeaturesoftheengine.”“SecondI’llshowyousomeperfor__n__dataoftheengine’sfuelefficiency.”“AfterthatI’llexplainhowthenewfeatureswillallowustoredu__productioncosts.”“FinallyI’llshowacomparisonwithourcompe_____s’models.”Theoverviewisveryimportant.Ithelpstheau___n__toorganizethewaytheylisten.Itissimilartothecontentspageofabook.Aslongasthepresentationiswell-organizedtheoverviewistheeasiestpartofthepresentationtoprepare.ThebodyThisisthe__incontentofthepresentation.Howitisorganizedwilldependonthetypeofpresentation.Itshouldbeorganizedlogicallyto__tchtheoverallpurposeofthepresentation.TheendingTheendingusuallydoestwothings.Itreviewstheinfor__tionandideasthatwerepresentedinthebodyofthepresentation.Thisiscalledthesum__ry.“Asyoucanseetheseimprovementsincreasefuelefficiencyandallowustolowerourproductioncosts.”Itrestatesthe__inpurposeofthepresentationwhichwasstatedintheintroduction.Thisiscalledtheconclusionorconcludingstatement.“Iamsuretheseimprovementswillallowustowinbackour__rketshare.”Deliveryskills
1.LookorganizedTheau___n__willh__econfiden__insomeonewhoseemstoknowwhatheorsheisdoing.Arrangeyourpapersonthedesk.ChecktheOHP(over-headprojector).Putyourbaginasuitablepla__.Putyournotesinasuitablepla__.Changetheseatingarrangementifyoudon’tlikeit.Checkthateveryonecanseeyouandyourvisualaids.
2.UsenaturalgesturesDon’ttrytobeagreatactor.Rely__inlyonthecontentofyourpresentationnotonactingskills.Usethesamegesturesyouwoulduseifyouwereexplainingthesamethingtoacolleagueinaone-to-oneconversation.Toensurethatyouusegesturesnaturally__oidclaspingyourhandsbehindyourbackclaspingtheminfrontofyouorplacingthemonyourhips.Ifyouareholdingnotestrytoholdtheminonehandle__ingyourotherhandfreeto__kegestures.
3.EyecontactLookatindividualmembersofyourau___n__justasifyouwereh__ingaconversationwiththem.Don’tburyyourheadinyournotes.Trynottolookatthe__ilingwhenyoucan’trememberwhattosay.
4.SignalingInwritingyouuseparagraphstoshowthepartsofyourpresentation.Inpresentationsyouh__etodoitinotherways.Youcanuseverbaltechniquesandnon-verbaltechniques.Verbaltechniquesinvolveusingamixtureoflinkingphrasesintonationandpauses.Non-verbaltechniquescanincludechangingpositionsturningpagesofyournotesandchangingtheOHPslide.
5.Pronunciation__kesureyouknowhowtopronoun__thewordsinyourpresentation.BeparticularlycarefulofwordsthatareusedinbothyourlanguageandEnglish.Thesewordscanbefalsefriends.
6.__oiddistractionsAholeinyourshirtwillgetattentionbutitwilldivertattentionfromwhatyouaresaying.Sowillthefollowing:Passingroundthingsforyourau___n__tolookatwhileyouarespeaking.H__ingaslidedisplayedontheOHPwhileyouaretalkingaboutsomethingelse.PartIIILet’sTalkBusinessPullingItOutofThinAir-WhattosaywhenyouforgetwhattosayItslikewhenaplanehitsanairpocket-yourintestinesthrobinyourbrain-pan.Youreflowing__oothlythroughyourpresentationwithoutnotesorwithbulletednotesthatsuddenlynolonger__kesenseandwham!Yougoblank.Theresnothingupstairs.Nothingon-line.YourmindisasblankasablackboardinAugust.Youlickyourlipsclearyourthroatandsayuhenoughtimestojumpstartanoutboard.Youreyesbegintodartaboutindesperationandastheinternalpressuremountstherealsignalsofdistresspourout:gigglingblushingandembarrassingtrueconfessionsofjusthowlostyoureallyarerevealingonlyyourlackofpreparationanddiminishedprofessionali__.WHATTODOFirstuseanoun__ofprevention.Rehearseoutloudfrequentlyenoughtointernalizeyourmessage.Strangelyifyoutrytomemorizeyourre__rksyourealmostsuretogoblank.Understandwhyyourespeakingthewordsyouchooseandsaytheminrehearsaluntilyouh__eagutfeelingfortheessen__ofyourmessage.Useyourvisualsasaroad__pifpossible.Usinggraphici__gesorbulletpointsrelyonyourvisualstokeepyouontrack.Visualsshouldnotserveasascriptbutratherasaseriesoftriggerpointsthatgeneratediscourse.Keepyournotesnearby.__kesuretheyrewritteninlargecolorfulwriting.Theyllbeeasytoreadwhenyoureunderpressure.Focusyoureyesononepersonintheau___n__whenyougoblank.Theyllthinkyourebeingfor__fulanddra__tic.Thenafteraboutfoursecondsmoveyoureyestoanotherperson.Doitagain.Keepdoingthisthroughthesilen__untilyourbraincomesbacktolife.Repeatwhatyoujustsaid.Usingrepetitionisagoodspeakingtechniqueanyway.Keeprepeatingyourselfuntilyourmindclicksintogear.Orsaysomethingthatparallelsyoursu__ectandchan__sarewithinsecondsyoullbebackontrack.Asktheau___n__aquestionifitsa__allgroup.__rilynwhatareyourthoughtssofar__keitanopen-endedquestionso__rilyncantsaysimplyyesorno.Thatwayyougetmoretimetothinkas__rilynspeaks.Ifyourespeakingtoalargegroupaskarhetoricalquestion.Againyoullprobablywakeyourselfupquickly.Askforhelp.WherewasIisnotashamefulthingtosay.Mostau___n__swillbesympathetic.Everyoneknowsthepressureofspeaking.Justdontdoitrepeatedlyor__keabigdealoutofit.PartIIIIExercisesandDiscussionLookatthesamplepresentationbelowand:-TrytoidentifythosefourpartsmentionedinPartTwo-Incasethepresenterherewentblankrightafterthethirdparagraphanysuggestionsfromyoutos__ethepoorguyfromembarras__entTheDCAutodiallerAvoi__controlleddatarecorderandauto__tictelephonedialer.__infeaturesSpeech____yzerLargememoryLargedisplayLithiumbatteriesGoodafternoon.TodayI’dliketo____youaboutourlatestproducttheDCAutodialler.TheDCAutodiallerletsyourecordtelephonenumbersbyspeaking.Itcanalsodialtelephonenumbersauto__tically.Weexpectittobeaverypopularproduct.FirstI’ll____youthe__infeaturesofthe‘autodialler.ThenI’lldescribeitsphysicalcharacteristics.FinallyI’llexplainhowtoseeit.TheAutodiallerhasfourimportantfeatures.Ithasaverysophisticatedspeech____yzerwhichallowsittorecordnamesandtelephonenumbers.Itcanrecognizeupto5000commonNorthAmericannames.Ithasalargememorywhichletsyourecordupto2500namesandtelephonenumbers.Ithasa4-__ntimeterby2-__ntimeterliquidcrystaldisplaywhichprovidesasharpi__ge.Tiuseslithiumbatterieswhichlastfortwoyear.TheAutodiallerisverycompact.Itmeasures10__ntimetersby5__ntimetersby
0.5__ntimeters.It’s__deofverylightbuthardplasticandweightsonly150grams.Itcomesinthreecolors:blacksilverandwinered.NowI’llshowyouhoweasytheAutodialleristouse.Thereareonlythreebuttons:a“new”buttona“find”buttonanda“dial”button.Toenteranewnameandphonenumberpressthe“new”button.Thensaytheperson’sname.Whenthenameisdisplayedsaythetelephonenumber.Tofindanamepressthe“find”buttonandsaytheperson’sname.Whenthenameisdisplayedyou__ydialthenumberchangethenameortelephonenumberordeletetheinfor__tion.TodialthenumberpointtheAutodialleratyourtelephoneandpressthe“dial”button.AsyoucanseetheAutodiallerhas__nyusefulfeaturesit’sverycompactedandit’seasytouse.I’msureyou’llagreethattherewillbealarge__rketforit.Thankyou.Checkoutoneinfomercialyoureallyhatetosee.Trytotransformitintoa3-minutelongbusinesspresentationbyusingsomelanguagereferen__sinpartfive.PartVSupplementary__terialsLanguagereferen__Belowisalistofphrasesandsenten__patternsthat__yhelpyouprepareyourpresentation.Rememberhoweverthateverypresentationisuniqueandyoumustdecideforyourselfwhichlanguageisappropriateforyourpresentation.Theintroduction介绍Basicintroduction基本介绍TodayI’mgoingto____youaboutanewkindof__terial.今天我将要介绍一种新材料I’dliketotalkaboutourre__ntsalesperfor__n__.我想介绍一下我们最近的销售业绩TodayI’dliketoshowyouawaytocutcosts.今天,我想给大家展示一种减少成本的新方法TodayI’mgoingtoexplainourstrategyfornextyear.今天,我想就明年的战略部署进行一下解释Narrowingthetopic缩小范围InparticularIwillexplainhowthe__terialcanbeusedin__nyofourproducts.我重点想解释一下这种材料在我们其它产品中的用途Referringtobackgroundinfor__tion涉及背景资料Asyouprobablyknowour__rketsharehasbeenfallinginre__ntyears.众所周知,我们的市场份额近年来开始下降Someofyou__yknowaboutourresearchprogram.大家可能知道我们研究的项目You__ybeawareofthefeaturesoftheRS-4model.您将会了解到RS-4模型的特点Presentingtheoverview总览程序FirstI’mgoingto…首先,我将要...SecondI’llshowyou…其次我将要展示给您...ThenI’dliketo…再次我想...AfterthatI’llexplain…然后我会解释...FinallyI’ll…最后我将...Signalingandlinking承上启下Sequencing层次NowI’llexplain…现在我来解释...一下Let’snowconsider…我们来考虑一下...Thisbringsusto…由此得来...Finally…最后...Directingattention吸引注意力Pleaselookatthischart.请看图表Let’stakealookatthistable.我们来看表格.Takealookatthediagram.大家看一下图表Ifyoulookatthisgraphyouwillsee…大家从这张曲线图可以看出...Asyoucanseefromthischart…正像大家从这张图表中看到的一样...Causeandeffect原因与结果Sin__increasedperfor__n__isnotouronlycon__rnI’dnowliketotalkabout由于业绩增长并不是我们唯一__的我想在此谈论一下...Asaresultofthisnewfeaturewemustnowconsider由于这个新的特点我们现在必须考虑...Asaresultweh__etofindnewwaystoincreaseour__rketshare.由此我们不得不寻找增长我们市场占有额的新方法.Consequentlyweh__ebeendevelopingamoreefficientengine.结果我们已经__了一台更高性能的发动机ThereforeI’dnowliketoshowyouourlatesttestresults.所以,我现在想就我们最新检测结果给大家进行展示Purpose目的Inordertotakeadvantageofthisnewtechnologyweh__etolookatthe__rket.为了利用这个新技术的优势,我们一定要了解市场Forthenewmodeltoworkeffectivelyweneedanewkindofvalve.为了新模型高效运行,我们需要一种新的电子管Contrast对比Althoughthe__chineoperateswellatlowtemperaturesathightemperaturestherearesomeproblems.虽然在低温下机器运行正常,但在高温下它存在着许多问题UnliketheST-4XtheST5Xisverycompact.与ST-4X不同的是,ST-5X非常简洁Insteadofbatteriesthenewsmodelusessolarpower.新的型号不再用电池,而用太阳能Nevertheless…然而...However…但是...Ontheotherhand…另外...Reinfor__ment进一步的补充说明InadditiontoAsiawearealso__rketingtheproductinSouthAmerica.除亚洲外,我们还在南美__了市场Inadditionweplantointrodu__morerobotstoourproductionlines.除此之外,我们计划在生产线上引入更多的机器人FurthermoretheprogramcantranslatefromJapanesetoEnglish.另外,此程序可以从日语翻成英语Introducingasum__ry介绍总结Asyoucanseetheseimprovementsincreasefuelefficiencyandallowustolowerourproductioncosts.据大家了解,这些改进会增加燃料的性能同时减少产品的成本Introducingaconcludingstatement陈述Iamsuretheseimprovementswillallowustowinbackour__rketshare.我确信这些改进将有助于我们赢回市场份额It’sclearthatthenewmodelmeetsallofourcustomers’requirements.很明显,新的型号满足我们客户的需求Graphsandcharts图表Describingthepurposeofachart讲述图表的用途Itshowsoursalesfrom1985to
1990.这张图表示从1985年到1990年的销售额Itshowsthestagesinthe__nufacturingpro__ss.这张图显示生产流程Ifyoulookatthisdiagramyouwillseehowtheequipmentworks.观察这张图示,您会了解设备的工作方法Describingpartsofagraph描述图表的各个部分Thehorizontalaxisrepresentstemperature.竖轴表示温度Thehorizontalaxisshowssalesinmillionsofdollars.横轴表示以百万为单位的销售额Theblackcolumnsshowsalesofmemorychips.黑柱部分显示的是内存条的销售额Thesolidlineshowsthepressure.实线表示压力Thebrokenlineshowstheinterestrate.断线表示利率Thedottedlinerepresentstherateofunemployment.虚线表示失业率Thegraysegmentrepresentsour__rketshare.灰色部分显示我们的市场占有额Thehatchedsectionshowstheproportionofwomen.阴影部分表示女性的比例Describingtheunitsofagraphordiagram描述图表的单位Theunitsareinmeters.单位是米Thefiguresareinthousandsofdollars.数字是千元为单位的Thenumbersareintensofthousandsofdollars.数字是以万为单位的Describingthesignifican__ofinfor__tion突出特点内容It’sclearthatde__ndisincreasing.很明显需求在提升Thegraphclearlyshowsthatthenew__chine’sperfor__n__isbetter.图表中很清楚地可以看出新机型的表现更加Thefiguresshowthatthecostof__terialshasrisenby25%.数字表示材料成本已上升了25%Theresultsseemtoshowthatoxygenquickensthereactiontime.结果表明氧气加速了反应Theinfor__tionsuggeststhatconsumersarenotsatisfied.信息表示消费者并不满意LessonThreeCross-CulturalCommunicationinUSBusiness美国商业跨文化交流PartIO__ectivesSixFundamentalPatternsofCulturalDifferen__s中西文化差异的6种基本模式Ageneralviewofcorporateculture公司文化概要Decodingbody-languageofNorthAmerica破解北美通用肢体语言PartIITheHow-TosIdentifytheDifferen__s SixFundamentalPatternsofCulturalDifferen__s了解不同中西文化差异的六种基本模式
1.DifferentCommunicationStyles不同的交流风格Thewaypeoplecommunicatevarieswidelybetweenandevenwithincultures.Oneaspectofcommunicationstyleislanguageusage.Acrossculturessomewordsandphrasesareusedindifferentways.ForexampleevenincountriesthatsharetheEnglishlanguagethemeaningofyesvariesfrom__ybeIllconsiderittodefinitelysowith__nyshadesinbetween.Another__joraspectofcommunicationstyleisthedegreeofimportan__giventonon-verbalcommunication.Non-verbalcommunicationincludesnotonlyfacialexpressionsandgestures;italsoinvolvesseatingarrangementspersonaldistan__andsenseoftime.Inadditiondifferentnormsregardingtheappropriatedegreeofassertivenessincommunicatingcanaddtoculturalmisunderstandings.Forinstan__somewhiteAmericanstypicallyconsiderraisedvoi__stobeasignthatafighthasbegunwhilesomeAsianAfricanJewishandItalianAmericansoftenfeelthatanincreaseinvolumeisasignofanexcitingconversationamongfriends.ThussomewhiteAmericans__yreactwithgreateralarmtoalouddiscussionthanwouldmembersofsomeAmericanethnicornon-whiteracialgroups.
2.DifferentAttitudesTowardConflict对待冲突的不同看法Someculturesviewconflictasapositivethingwhileothersviewitassomethingtobe__oided.IntheU.S.conflictisnotusuallydesirable;butpeopleoftenareencouragedtodealdirectlywithconflictsthatdoarise.Infactfa__-to-fa__meetingscusto__rilyarerecommendedasthewaytoworkthroughwhateverproblemsexist.Incontrastin__nyEasterncountriesopenconflictisexperien__dasembarrassingordemeaning;asaruledifferen__sarebestworkedoutquietly.Awrittenexchangemightbethef__oredmeanstoaddresstheconflict.
3.DifferentApproachestoCompletingTasks对待完成任务的不同方法Fromculturetoculturetherearedifferentwaysthatpeoplemovetowardcompletingtasks.Somereasonsincludedifferentac__sstoresour__sdifferentjudgmentsoftherewardsassociatedwithtaskcompletiondifferentnotionsoftimeandvariedideasabouthowrelationship-buildingandtask-orientedworkshouldgotogether.Whenitcomestoworkingtogethereffectivelyonataskculturesdifferwithrespecttotheimportan__pla__donestablishingrelationshipsearlyoninthecollaboration.AcaseinpointAsianandHispanicculturestendtoattachmorevaluetodevelopingrelationshipsatthebeginningofasharedprojectandmoreemphasisontaskcompletiontowardtheendascomparedwithAmericans.Americanstendtofocusimmediatelyonthetaskathandandletrelationshipsdevelopastheyworkonthetask.Thisdoesnotmeanthatpeoplefromanyoneoftheseculturalbackgroundsaremoreorlesscommittedtoaccomplishingthetaskorvaluerelationshipsmoreorless;itmeansthey__ypursuethemdifferently.
4.DifferentDecision-__kingStyles不同的决定风格Therolesindividualsplayindecision-__kingvarywidelyfromculturetoculture.ForexampleintheU.S.decisionsarefrequentlydelegated--thatisanofficialassignsresponsibilityforaparticular__ttertoasubordinate.In__nySouthernEuropeanandLatinAmericancountriesthereisastrongvaluepla__donholdingdecision-__kingresponsibilitiesoneself.Whendecisionsare__debygroupsofpeople__jorityruleisacommonapproachintheU.S.;inAsiaconsensusisthepreferredmode.Beawarethatindividualsexpectationsabouttheirownrolesinshapingadecision__ybeinfluen__dbytheirculturalframeofreferen__.
5.DifferentAttitudesTowardDisclosure对待披露/曝光的不同态度Insomeculturesitisnotappropriatetobefrankaboutemotionsaboutthereasonsbehindaconflictoramisunderstandingoraboutpersonalinfor__tion.Keepthisinmindwhenyouareinadialogueorwhenyouareworkingwithothers.Whenyouaredealingwithaconflictbemindfulthatpeople__ydifferinwhattheyfeelcomfortablerevealing.Questionsthat__yseemnaturaltoyou--WhatwastheconflictaboutWhatwasyourroleintheconflictWhatwasthesequen__ofevents--__yseemintrusivetoothers.Thevariationamongculturesinattitudestowarddisclosureisalsosomethingtoconsiderbeforeyouconcludethatyouh__eanaccuratereadingoftheviewsexperien__sandgoalsofthepeoplewithwhomyouareworking.
6.DifferentApproachestoKnowing对待事物认知的不同方式Notabledifferen__soccuramongculturalgroupswhenitcomestoepistemologies--thatisthewayspeoplecometoknowthings.Westernculturestendtoconsiderinfor__tionacquiredthroughcognitivemeanssuchascountingandmeasuringmorevalidthanotherwaysofcomingtoknowthings.ComparethattoAfricanculturespreferen__foraffectivewaysofknowingincludingsymbolici__geryandrhythm.Asianculturesepistemologiestendtoemphasizethevalidityofknowledgegainedthroughstrivingtowardtrans__nden__.Re__ntpopularworksdemonstratethatourownsocietyispayingmoreattentiontopreviouslyoverlookedwaysofknowing.Youcanseehowdifferentapproachestoknowingcouldaffectwaysof____yzingacommunityproblemorfindingwaystoresolveit.Somemembersofyourgroup__ywanttodolibraryresearchtounderstandasharedproblembetterandidentifypossiblesolutions.Others__yprefertovisitpla__sandpeoplewhoh__eexperien__dchallengesliketheonesyouarefacingandtouchtasteandlistentowhathasworkedelsewhere.PartIIILet’sTalkBusinessWhatliesin“CorporateCulture”__nyarticlesandbooksh__ebeenwritteninre__ntyearsaboutcultureinorganizationsusuallyreferredtoasCorporateCulture.Thedictionarydefinescultureastheactofdevelopingin____ectualandmoralfacultiesespeciallythrougheducation.Thiswritingwilluseaslightlydifferentdefinitionofculture:themoralsocialandbeh__ioralnormsofanorganizationbasedonthebeliefsattitudesandprioritiesofitsmembers.Thetermsadvan__dcultureorprimitiveculturecouldapplytothefirstdefinitionbutnotthelatter.Everyorganizationhasitsownuniquecultureorvalueset.Mostorganizationsdontconsciouslytrytocreatea__rtainculture.Thecultureoftheorganizationistypicallycreatedunconsciouslybasedonthevaluesofthetop__nagementorthefoundersofanorganization.Hewlett-PackardisacompanythathasforalongtimebeenconsciousofitscultureTheHPWayandhasworkedhardto__intainitovertheyears.Hewlett-Packardscorporatecultureisbasedon1respectforothers2asenseofcommunityand3plainhardworkFortune__gazine__y
151995.Ithasbeendevelopedand__intainedthroughextensivetrainingof__nagersandemployees.HPsgrowthandsuc__ssovertheyearshasbeendueinlargeparttoitsculture.Anothersuc__ssfulcompanythatexpendsalotofenergyin__intainingitsworkpla__cultureisSouthwestAirlines.Southwestistheonly__jorairlineintheU.S.thathasbeenprofitableineachofthelastfiveyears.Italsohasagoodreputationasanemployer.InanarticlewrittenintheACAAmericanCompensationAssociationJournalWinter1995issueHerbKelleherSouthwests__OindicatedhowSouthwest__intaineditsculture:Wellfirstofallitstartswithhiring.Wearezealousabouthiring.Wearelookingforaparticulartypeofpersonregardlessofwhichjobcategoryitis.Wearelookingforattitudesthatarepositiveandforpeoplewhocanlendthemselvestocauses.Wewantfolkswhoh__eagoodsenseofhumorandpeoplewhoareinterestedinperformingasateamandtakejoyinteamresultsinsteadofindividualaccomplishments.Ifyoustartwiththetypeofpersonyouwanttohirepresu__blyyoucanbuildaworkfor__thatispreparedforthecultureyoudesire...Anotherimportantthingistospendalotoftimewithyourpeopleandtocommunicatewiththeminavarietyofways.Andalargepartofitisdemeanor.Sometimeswetendtolosesightofthefactthatdemeanor-thewayyouappearandthewayyouact-isaformofcommunication.Wewantourpeopletofeelfulfilledandtobehappyandwewantour__nagementtoradiatethedemeanorthatweareproudofourpeopleweareinterestedinthemasindividualsandweareinterestedinthemoutsidetheworkfor__includingthegoodandbadthingsthathappentothemasindividuals.Inbothoftheseexamplesthetop__nagementofthecompanieswerevigilantabout__intainingtheircultures.Thebeh__iorrulesandboundariesarerelativelyclearandcommunicatedoften.Howeverthisisnottypical.Ibelievemostorganizationsoperatewithadiversityofcultures.Thisisespeciallytrueconsideringtheincreasingworldwidemobilityofpeopleandculturesandvalues.Thereh__ebeensomere__ntmodelscreatedtoattempttostudyandclassifyculturaldiversity.OnemodeltheHofstedeCulturalOrientationModelclassifiesculturesbasedonwheretheyfallonfivecontinuums.
1.Individualvs.CollectiveOrientationThelevelatwhichbeh__iorisappropriatelyregulated
2.Power-Distan__OrientationTheextenttowhichlesspowerfulpartiesac__pttheexistingdistributionofpowerandthedegreetowhichadheren__tofor__lchannelsis__intained.
3.Un__rtainty-__oidan__OrientationThedegreetowhichemployeesarethreatenedbyambiguityandtherelativeimportan__toemployeesofruleslong-termemploymentandsteadyprogressionthroughwelldefinedcareerladders.
4.Dominant-ValuesOrientationThenatureofthedominantvalues-e.g.assertivenessmonetaryfocuswell-definedgenderrolesfor__lstructure-vs.con__rnforothersfocusonqualityofrelationshipsandjobsatisfactionandflexibility
5.Short-Termvs.Long-TermOrientationThetimeframeused:short-terminvolvingmoreinclinationtowardconsumptions__ingfa__bykeepingupvs.long-terminvolvingpreservingstatus-basedrelationshipsthriftdeferredgratifications.Theressomedebateoverwhethercompaniesshoulddesigntheirpersonnelpoliciesandrewardsystemsaroundculturalvalues.Currentlycompaniestendnottobecauseofthecon__rnaboutstereotyping__rtaincultures.Apopulartrendisforcompaniestoreengineerthemselveswhichinvolvesanattempttochangetheircultureusuallytoateamorientation.AsreportedintheACANewsSeptember1995stu___sindicatethatthefollowingarene__ssaryforacompanytochangetoateamculture:CommonandconsistentgoalsOrganizationalcommitmentRoleclarityamongteammembersTeamleadershipMutualaccountabilitywiththeteamComplementaryknowledgeandskillsReinfor__mentofrequiredbeh__ioralcompetenciesPowerrealandper__ivedSharedrewardsTheimportan__ofcorporatecultureisgrowingastheresultofseveralre__ntdevelopments.Companiesareencouragingemployeestobemoreresponsibleandactandthinklikeowners.Inexchangeformoreflexibleworkschedulesemployeesareexpectedtoalwaysbeon-call.Withthedemiseofmoretraditionalcommunitiese.g.nei___orhoodsetc.companiesarefillingemployeesneedtobelongtoacommunity.Atthesametimecompaniesareencouragingteamworkandthefor__tionofteams.Thereforeorganizationalleadersshouldntignorecorporateculture.Ratheritshouldbeaddressedintheorganizationsmissionvisionandgoalstatementsandemphasizedincompanysponsoredtrainingandcompanycommunication.Thestatementsshouldincludethefollowing:Tobefinanciallysuc__ssfuletc.employeeswanttobelongtoasuc__ssfulorganizationTobeac__ptingofculturalethnicdiversityToencourageemployeestoh__ealifeoutsidethecompanyprovidesufficientpaidtime-offbenefitsandencourageemployeestotakethetimePartIIIIExercisesandDiscussions____yourfellowstudentsaboutthecorporatecultureofthecompanythatyouworkin.WhatdoyouthinkofitWhataresomeofthemostuniquecharacteristicsofitWhath__ebeendonebyyourcompanyto__intainsuchcultureAccordingtothearticleinPartTwoandyourbusinessexperien__giveexamplesonculturaldifferen__sbetweenChinesebusinesspeopleandWesternbusinesspeople.WhydoweconsidersomeofourapproachescommonDECODINGBODYLANGUAGE-Thefourbasicmodesofbodylanguageinbusiness破解肢体语言–西方商业肢体语言得四种基本模式Knowinghowtoreadbodylanguageisausefulcommunicationskill.Soisknowinghowtouseit.Therearetwobasicgroupsof bodylanguagepostures:OPEN/CLOSEDandFORWARD/BACKOPEN/CLOSEDisthemostobvious.Peoplewitharmsfoldedandlegscrossedandbo___sturnedawayaresignalingthattheyarerejectingmessages.Peopleshowingopenhandsfullyfacingyouandbothfeetplantedonthegroundareac__ptingthem.FORWARD/BACKindicateswhetherpeopleareactivelyorpassivelyreactingtocommunication.Whentheyareleaningforwardandpointingtowardsyoutheyareactivelyac__ptingorrejectingthemessage.Whentheyareleaningbacklookingupatthe__ilingdoodlingonapadcleaningtheirglassestheyareeitherpassivelyabsorbingorignoringit.Theposturegroupscombinetocreatefourbasicmodes:responsivereflectivecombativeandfugitive.InresponsivemodeOPEN/FORWARDthepersonisactivelyac__pting.Thisisthetimetoclosethesaleaskforagreementde__ndacon__ssionInreflectivemodeOPEN/BACK peopleareinterestedandre__ptivebutnotactivelyac__pting.Tryingtoclosethesaleoraskingforagreementnow__ydrivethemawayintofugitivemode.Thisisthetimetopresentfurtherfactsandin__ntives.It__yalsobeagoodtimetokeepquietandletthemthink.InfugitivemodeCLOSED/BACKpeoplearetryingtoescapephysicallythroughthedoorormentallyintoboredom.Thisisthetimetosparkinterestinanywayyoucanevenirrelevanttothemessage.Finallyincombativemode CLOSED/FORWARDthereisactiveresistan__.Thisisthetimetodefuseanger__oidcontradictionandoutrightargumentandtosteerthemintoreflectivemode.Howthesemodesareexpressedinpostureandgesturesvariesfromculturetoculture.SeepartVforsomeofthemorecommonNorthAmericanandEuropeanconventionsofbodylanguage.PartVSupplementary__terialsSomebusinesssayingsandproverbsTimeismoney.Clothes__kethe__nperson.__kehastenotwaste.Ni__guysfinishlast.Itsadogeatdogworld.Knowyourenemy.Givethemwhattheywant.Itsnotwhatyouknowitswhoyouknow.Itsallinthepresentation.___sells.SinkorSwim.Experien__isthebestteacher.Opportunityonlyknockson__.Moneytalksbull____walks.Putyourmoneywhereyourmouthis.Thecustomerisalwaysright.Honestisthebestpolicy.Theresasuckerborneveryminute.Lookoutfornumberone.Somemorebody-languagesandtheguidetodecodingRESPONSIVE有反应的REFLECTIVE深思熟虑的FUGITIVE变幻莫测的COMBATIVE具竞争力的ENGAGED___leaningforwardopenbodyopenarmsopenhandsLISTENING注意力集中的headtiltedlotsofeyecontactnoddinghighblinkrateBORED无聊的staringintospa__slumpedposturedoodlingfoottappingLETMESPEAK让我发言fingertappingfoottappingstaring EAGER渴望的sprintpositionopenlegsfeetunderchairontoesleaningforwardEVALUATING评估sucksglasses/pencilstrokeschinlooksupandrightlegscrossedin4pos.ankleonkneeLETMEGO让我离开feettowardsdoorlookingaroundbuttoningjacket AGGRESSIVE好斗的leaningforwardsfingerpointingfistsclenched READYTOAGREE表示同意closespaperspendownhandsflatontable ATTENTIVE专心留意的standingarmsbehindback__ileopenfeet REJECTION表拒绝sitting/movingbackarmsfoldedlegscrossed11posthighonkneeheaddownfrownDEFIANT挑衅的standinghandsonhipsfrown DEFENSIVE自卫的standingfeetpointinginhandsclenched LYING说谎的touchesfa__handovermouthpullseareyesdownglan__satyoushiftsinseatlooksdownandtoleft Referen__s:http://___.auxillium.com/culture.shtml ___.joh__ole.comLessonFourBusinessEtiquette商业社交礼仪PartIO__ectivesGuidelinesforProsperousEntertainingandPresentationofGiftsinBusiness商务社交、接送礼物礼仪Ac__ptablePublicConductinNorthAmerica北美通行的公众社交礼仪与举止Practi__son“__alltalks”掌握轻松会话的技巧WelcomeTopicsofConversation初次见面适宜的话题PartIITheHow-TosGuidelinesforProsperousEntertainingandPresentationofGiftsinBusiness商务社交、接送礼物礼仪00a.m.__nypeoplepartakeinbrunchacombinationoflunchandbreakfastbeginninganywherefrom11a.m.to2p.m.Moreoverbusinessmeetingsaresometimesheldoverbrunch.__workcontinuesdirectlyafterward.Additionallyanalcoholicbeveragesuchaswineorbeerissometimesordered.__oftenreferredtoasgettingseparatechecksgoingDutchorsplittingthebill.__keitclearwhetheryouwishtopay.__ptabletoo.__ptabletorefuseanofferoffoodordrink;moreoverinmostcasesthehostprobablywonturgeyoutoeat.__nyfoodsareeatenwiththehandssoyou__ywanttofollowtheexampleofyourcompanions.__keeyecontactandraiseyoureyebrowsbrieflyw__etogethisorherattentionormouththewordforwhatyouwantsuchaswaterorcoffee.Tocallforthecheckyoucan__keawritinggestureormouththewordcheckplease.__iveaChrist__sgifthoweveryou__ybeaskedtowaituntilChrist__sDaytoopenit.__nycasesthebestgiftsarethosethatcomefromyourcountry.__ynotre__iveagiftinreturnrightaway.__sseasongiftsareexchanged.Foryourbusinessassociatesyoucangivegiftssuchasusefulitemsfortheoffi__liquororwine.__ssarytotakeagiftalthoughitisalwaysappreciated.Flowersapottedplantorabottleofwinecanbegoodgiftchoi__s.__entisanotherpopulargift.__ecttoyourgivingatoygunoraviolentvideogametotheirchild.Ac__ptablepublicconduct适宜的公众社交礼仪与举止__okingisnotascommonpla__andissu__ecttorestrictionsinmostpublicpla__s.Before__okingthebestpolicyistoaskifanyonemindsorwaittoseeifothers__oke.Restaurantsoftenh__easectionwhere__okingispermitted;__nyhotelsdesignateroomsas__okingandnon-__oking.__rygreetingforbothmenandwomenalthoughyoushouldwaittoseeifthewo__noffersherhand.__ptivetobeingtouchedduringconversationandothersocialsituations.__betweenyouandyourconversationpartnershouldbeabouttwofeet.MostU.S.executiveswillbeuncomfortablestandingatacloserdistan__.__realthoughitshouldnotbetoointense.__rtainethnicgroupswilllookawaytoshowrespect.__softhesame___generallydonotholdhands.__yusetheindexfingeralthoughitsimpolitetopointatanotherperson.__eeitherallthefingersorjusttheindexfingerinascoopingmotionwiththepalmfacingup.__kingacircleofthethumbandindexfingerandthethumbsupsignformedby__kingafistandpointingthethumbupward.__raderie.__ysometimessitwiththeankleofonelegontheirkneeorproptheirfeetuponchairsordesks.Infor__lbusinesssituationshoweveryoureadvisedto__intaingoodpostureandalesscasualpose.__ptabletotossitorhanditoverwithonlyonehand.PartIIILet’sTalkBusinessWelcomeTopicsofConversationsGeneralGuidelines____meaboutyourjobandemployertostartaconversation.Thiskindofquestionisnotconsideredb____orpresumptuous.__keconversationwithsomeoneyoucancomplimentanitemsuchashisorherclothingoraworkorsportsrelatedachievement.__easenseofhumor.Jokesareusuallywelcomebutbecareful.Forexamplein__nysituationsethnicandreligioushumorsarebest__oided.Self-deprecatinghumorhoweverusuallygoesoverwell.__randbasketball.Soc__rknownasfootballinmostothercountrieshascaughtoninonlyafewpartsofthecountry.Topicsto__oid__oiddiscussingreligionpoliticsorothercontroversialsu__ectsi.e.abortionraci_____i__.__rried.Ifawo__nvolunteersthisinfor__tionhoweveryou__yaskafewpolitequestionsaboutherhu__andand/orchildren.WelcomeTopicsofConversation__tters__elbooksPartIIIIExercisesandDiscussionUsingguidelinesfromPartthreeprepare5questionsthatyouthinkwillbemostpleasanttoaskonthefollowingoccasions:-Newstudents’picnic-Annualballoftheindustry-Yourbestfriend’swedding-Acocktail_____heldforthesigningofamillion-dollarcontractGiveexampleswhereChinesebusinessetiquettesconflictwiththoseoftheWesternbusinessworld.Discusswithotherstudentsthatundersuchcircumstan__sshouldChinesebusinesspeoplealways__kecompromisestofollowingthewesternprotocolsGiveexamplesandyousolutionstosuchconflicts.“__alltalks”couldon__nyoccasionsbeagreatlubricantori__-breakerinfor__lbusinessoccasions.Theartofcarryingsuchtalksnaturallyliesonthefollowingprinciples:I__ginationEllipsisImplymoreSpontaneityAppropriateframeofmindGetintocontextAccuracyisnotthatimportantPartfivewastalkingaboutadifferentformofbusinessetiquette.Observethefollowingbusinessoperationsandshowyourfellowstudentswherethe“ruleofbusinessetiquette”applyorshouldh__ebeenapplied.Doyouh__eanysuggestionstothelaterones-YourLocalMcDonald’srestaurant-NewOrientalschool’sregistration__nter-Carrefourthechainsuper__rketPartVSupplementary__terialsBUSINESSETIQUETTE-THERULEFORBUSINESSSURVIVALEtiquetteisnotatermmostbusinesspeopleoranyoneforthat__tterarecomfortablewith.Aschildrenourtworulesofetiquettewerebequiteandquititbothofwhichsoundalmostlikesomeonewassayingetiquette.Sodontletthetermscareyou.Itisanimportantwordintodaysbusinessworld.BeforeyouthinkthatthisisanarticleaboutsnobappealletsdefinewhatEtiquetteis.Etiquettebusinessorsocialetiquetteistheartoftakingtheunfamiliarand__kingitfamiliarto__ny.Thatswhattherulestheyarereallyguidelinesratherthanrulesofetiquetteare.Nothingmorenothingless.AnotherwayofsayingitisEtiquetteistheartofnotbeingasnob.AsnobinbusinessWellyesunfortunatelyeverybusinessorindustryhasitsnobswhothinkthattheirworkorbusinessisabovewhateveryoneelsedoes.Soletslookatthefirstruleofetiquette:BusinessEtiquetteRule#1is:Atfirstglan__oratfirsthearingwhateverisbeingpresenteditmustbeunderstandableandlogicaltothecustomer*.ThereisnoRule#
2.Allotherrulesyouhearorreadaboutareguidelines.IfwhateverguidelinesomeoneusesdoesnotfitRule#1mostlikelytheguidelinewillnotwork.Thereareliterallythousandsofguidelinesthatwillworkatsometimeoranother...thereisonlyonerule.NowhowdoesthisrelatetobusinessWellthereare__nyaspectstothis.Forexample:Businessowners__nagersandstaffareusuallysoinvolvedwiththeirbusinessthattheyfailtoseethatwhatiscommontothem__ybeveryunusualandevenconfusingtotheircustomers.Confusiondoesnotgeneratesales.Moreoverconfusiondiscouragessalesbecauseifcustomersareconfusedbecauseitwillbeharderforthemto__kethedecisiontobuy.Whenonereadsthebooksandpapersonwhybusinessesfailthereasonmostoftengivenisduetothelackofmoneyorsales.Whattheydontsayisthatthislackofmoneycanoftenbetra__dbacktothedisregardforfollowingtheRule#1ofBusinessEtiquette.Moneyifitcantbefoundontreescanonlycomefromthreesour__s:
1.owners/investors
2.banksandotherlenders
3.customers.On__abusinessisopenitisnoteasytogobacktotheinvestorsorlendersforadditionalfunds.Itthereforemeansthatforabusinesstosurviveitmusth__eadditionalfundsfromtheirthirdsour__ofmoney-customers.Lookingatwhatabusinesshastoofferthroughtheeyesoftheunknowledgeablecustomeristhemostdifficultpartofmerchandisinganyideaservi__orproductinsidethebusinessaswellasoutsidetocustomers.ForexamplejobdescriptionsareaformofBusinessEtiquette.Alogicallyarrangedcatalogueandpri__listisanother.Signswithinthefirmsuchasthesignsgro__rystoresh__eineachaislearebusinessetiquette.Highwayexitsignsandstreetsignsareformsofbusinessetiquette.Easytofindpri__stickersareaformofbusinessetiquette.Wheneverabusinessofofferingsomethingbeitanideaservi__orproductthatisneworrelativelyunknowntoapotentialcustomertheRuleofBusinessEtiquettecomesintoplay.Anditisnotjustforabusinesstoapplytheseguidelines.Anybodywhentheyareaskingsomeoneelsetoac__ptsomethingnewshouldalsobeusingRule#1ofBusinessEtiquette.Referen__sAlanJ.ZellAmbassadorofSelling___.executiveplanet.comhttp://___.executiveplanet.comLessonFiveContractEnglish合同英语PartIO__ectives__incharacteristicsofacontract合同的特性Contractreview:Checkingforkeyelementsofacontract合同的重要组成部分Commonlyusedlegalterms常用法律用语Sometipsoneasyunderstandingofcontractlingo掌握合同专用语的一些相关技巧PartIITheHow-TosWhatYouShouldKnowAboutaContractWhyDoINeedAContract___需要合同?Youdon’th__etobealawyertoreapthebenefitsofwritingyourowncontracts.Alittlecommonsensegoesalongwayandagoodcontractdoesmorethatjustcoveryourrearshouldyouendupincourt.Writtencorrectlyacontractcandemonstratebusinessprofessionali__weedoutinsin__reclientsorganizeyourdutiesspeedupyourpayhelpyougetinsuran____oiddisputes__kemutualobligationsclearandkeepyououtofcourt.WhatisaContract什么是合同?Acontractisalegallybindingagreement.Contractsareeitherfor__lwrittenor______verbal.It__ybeabilateralcontractperformedbybothpartiesorunilateralapromiseinexchangeforanactorperfor__n__ofataskordeed.Contracts__ybevoidedthatistheparties__yagreetonullifythecontractorit__ybevoidedbyacourtoflaw.Thesearesomeofthecharacteristicsofacontract.ElementsofaGoodContract合同的要素Everygoodcontracthasfouressentialcomponentparts.Theyare:offerandac__ptan__mutualityandconsiderationcompetentpartiesandalegalo__ect.Anofferiscommunicatedverballyorinwritingandhasdefiniteterms.Mutualityindicatesdutiesoractionsareperformedbyeach_____.Considerationmeansthatsomethingofvalueisexchanged.Competentpartiesspeaktothementalandlegalcapacityofthepartiesinvolvedin__kingthecontract.Alegalo__ectconnotesalegalo__ectiveandnocriminalintent.Contractsdon’th__etobefor__l:aletterofagreementisacontracttoo.Infactacontractcanbeanything—itcanbeoralcanbewrittenonanapkinthoughnotadvisedcanbeapurchaseorderoracombinationofdocumentsexchangedbetweenparties.Ithasnoparticularform.Writtenisbetterthoughthenthetermsarelessoftenquestioned.Toconstructyourowncontractspecifytheissuesandconditionsthat__tter.IndependentconsultantsforexamplestrugglewithInternalRevenueServi__rulesthatthreatentoreclassifythemasemployees.Inanindependentcontractorscontractstate“thecontractorisanindependentcontractorandnotanemployee.”Thatwillprotectthebusinessidentityandrelieveyourclientofthefearthattheywillenduph__ingtopayyourhealthinsuran__premiumsandSocialSecuritytaxes.Includespecificservi__syouraretoperformanddeadlines.Detailapaymentschedulethatissuitabletobothparties.Ifin____ectualpropertyi.e.softwarereports__nualsisinvolvedincludedetailsaboutwhoownstherightsandtheextentofthoserights.Ifyourworkisproject-basedincludeadescriptionofwhenthejobwillend.Thatcanbethedeliveryofthefinalreportetc.SohowdoyouwriteyourowncontractItiseasierthanit__yappear.Severalsoftwarepackagesexisttohelpyouwiththechore.Lookalsoforprintedforms.Howevertheyarenotaseasilycustomizedtoyourneedsassoftwarepackages.Getagoodsetofformsfilltheminandspendlessonlawyers.Yourunderstandingoftheprinciplesofcontractstheirusesandlimitationsaresurewaystocutlegalbillsor__oidthemaltogether.Itwillalsopreventmurkysituationsinwhichinexperien__dprofessionalsfindthemselvesandto__oidlitigation.ContractReview-AchecklistforyouStartevaluatingyourcontractbydoingaquickcheckofthecriticalbasicelements.Inmoststatesforawrittencontracttobeenfor__ableitmustataminimum:IdentifytheParties.__nyformcontractsusedby__allbusinessesincludespa__sforthenamesofthecontractingpartiesbutinaharriedworkpla__theseblocksdon’talwaysgetfilledin.__oidingalossinacontractdisputebecausethepartiestothecontracth__enotbeenidentifiedshouldbeanobrainer.Simply__kesurethatyouandyouremployeesALWAYSlegiblyifdonebyhandinsertthenamesofthepartiesintheappropriatespa__sonthecontract.DescribetheSu__ect__tter.Acontractmustadequatelydescribethesu__ect__tteroftheagreement.Inacontractforservi__sforinstan__thecontractshouldstatethatthecontractisfortheperfor__n__ofservi__sandthoseservi__sshouldbeclearlydescribed.Howeverifthecontractisforthesaleofgoodsitshouldclearlyindicatethatthepartiesh__eagreedtoasaleofgoods.__kingitclearthatthepartiesunderstoodandagreedinadvan__thatthecontractwasforthesaleofgoodsnotservi__sorvi__versawill__kesurethatthecorrectbodyoflawisappliedintheeventofadispute.ForexampletheUniformCommercialCodeadoptedinsomeformbyallstatesandknownastheUCCappliesonlytothesaleofgoods.Allothertypesofcontractsaregenerallygovernedbythemoreimpreciseandvariedstatutoryandcommonlawofeachstate.Insomecasesitisnotalwaysclearwhetherthecontractisforthesaleofgoodsorservi__s.Ifthereisanydoubtyoushouldconsultanattorneytodeterminehowtocharacterizethedescriptionofthesu__ect__tterofyourcontract.Statethe__terialTerms.Everycontractmuststatethe__terialtermsandconditionsofthecontract.UndertheUniformCommercialCodetheonly__terialtermne__ssaryforanenfor__ablecontractisatermstatingthequantityofgoodstobesold.IntheeventofadisputetheUniformCommercialCodepermitsacourttofillintheunstatedormissingtermswithwhatthecourtdeemstobeareasonablepri__qualitycolordeliverydateinterestrateetc.IncludeaSignature.Everywrittencontractmustbesignedbythe_____tobechargedintheeventofabreach.Whatthismeansisthatifthesellereventuallyrequiresenfor__mentofacontractagainstabuyerthecontractmusth__ebeensignedbythebuyer.Converselyifthebuyerwantstofor__asellertocomplywiththetermsofacontractthecontractmustbeartheseller’ssignature.Asignaturebythebuyerofgoodsorservi__siscriticaleviden__thatheorsheagreedtothetermsofthecontractandintendedtobeboundbythem.Mostpre-printedformcontractsprovidethene__ssaryspa__sforsignatures.FineTuningAftercheckingyourcontractforthebasicelementsconsidersomeofthefollowingmoreadvan__dtouchestotweakyourcontractintobetterform:IntegrationorMergerClause.DoesthecontractcontainsomelanguagetotheeffectthatthetermscontainedinthewrittencontractaretheonlytermsagreedtobetweenthepartiesIncludingsuchlanguagecanprecludea_____intheeventofadisputefromarguingthatadditionaltermswereagreedtoorallyorbysomeothermeansatthetimethecontractwasformed.Thelanguagecouldbeas______asstating“ThisAgreementconstitutesthesoleagreementoftheparties.”Choi__ofLawClause.Specifyinginadvan__withinthebodyoftheagreementitselfwhichstate’slawwillbeusedintheeventofadisputeisaprudentmoveforbusinesseswithcustomersinmorethanonestate.Litigatingthesamecontractindifferentstatesundereachstate’suniquebodyofcontractlawcanprodu__widelydifferingresults.Byinsuringthatonlyasinglestate’slawisappliedthedrafting_____canknowinadvan__withsomedegreeofconfiden__how__rtaindisputes__yberesolved.Atypicalchoi__oflawclausemightsay:“ThisAgreementshallbeconstruedandinterpretedinaccordan__withthelawsoftheStateofOklaho__.”ArbitrationClause.Itispossibletokeepcontractdisputesfromgoingtocourtatallbyincludinglanguageinthecontractrequiringthepartiestosubmitanydisputestoarbitration.Arbitrationisusuallymuchlessexpensiveandfasterthantraditionallitigation.Anarbitrationclauseinacontractmightsay:“AnycontroversyorclaimarisingoutoforrelatingtothisAgreementshallbesettledbyarbitrationinOklaho__CityOklaho__byandinaccordan__withtheRulesoftheAmericanArbitrationAssociation.”Formcontractsarecriticaltoolsforanybusinesswhichbuysorsellsgoodsorservi__s.Theyshouldbereviewedperiodicallyto__kesuretheycomplywiththelawandprovidethedrafterwiththetermsitneedstodobusiness.Consultwithanattorneybeforeaddingorchanginganylanguageinyourexistingcontracts.PartIIILet’sTalkBusinessSuitesWithoutLawyersAnypersonhastherighttosueanother_____formoneyjudgmentwithoutalawyerortechnicallyspeakingprose.Prosepro-saymeansbyorforyourself.Eachstatesetsownlimitsforsocalled__allclaims.Suchclaimsusuallyarisefromimpropercarorapplian__repairdefaultsinrentorloanpaymentsreturnofrentdepositandsoforth.ForexampleinIllinoisthe__allclaimslimitis$5000dollars.Statelawsandjudgesfacilitatemoreexpeditionsandlessfor__ladjudicationofsuchclaimsforda__gesthaninothercasesandcourtpro__edings.Apersonpursuingaclaimincourtiscalledplaintiffandapersonbeingsuediscalleddefendant.Plaintifffilesacomplaintstatingplaintiffsanddefendantsnameshomeorbusinessaddressesdateseventsandgistoftheclaim.Copiesofre__iptscontractsesti__tesandpicturesmustbeidentifiedinandattachedtothecomplaint.Everyparagraphmustbenumberedandbrief.Thecomplainthastospecifythereliefsoughtbytheplaintifffromthecourt.Legalentitiessuchascorporationspartnershipstrustsorassociations__ybeprohibitedbystatutesfromlitigationwithoutattorneys.Minorscanberepresentedbytheirparents.Anyonewhoreachedtheageof__joritycanbeaproseplaintiff.Adefendantmustbeservedwithasummonsandacomplaint.Ifthewrongdefendantisservedortheservi__ofpro__ssisotherwisedoneimproperlynocourtjudgmentwillbevalid.Adefendant__ybeservedby__rtified__ilorthroughsheriff.Servi__onadefendant-corporationmustbeeitheronanyoffi__rofthecorporationoritsregisteredagent.Iftheproperlyserveddefendantdoesnotappearattrialthenadefaultjudgmentwillbeenterdagainstthatdefendant.Iftheplaintiffdoesnotappearattrialthenthecasewillbedi__issedforwantofprosecution.Acomplaintmustidentifythepartiesbynamesprincipalpla__ofbusinessofacompanyorhomeaddressofadefendantthepla__oftheoccurren__actsofthepartiesallegationofthewrongandremedysought.Statestatutesprovedthatthewinning_____isentitledtocostsincurredsuchasfilingfeessheriffschargesandcostofsubpoenasservedonwitnesses.Attorneysfeesarerarelyawardedbyjudgesunlessthestatutereliedthe_____specificallygivessucharight.Adefendantmustfileanappearan__andpaytheappearan__feeswithinthirtydaysofservi__uponthatdefendant.Awrittenanswerhastobefiledonlyincasesinvolvingtheamountsinex__ssof$
5000.00orotherminimumlimitssetbythestatelaw.Adefendantalsocanfileacounterclaimagainsttheplaintiffforpoorwork__nshipandresultingda__gesormoneyowedtothedefendant-counterplaintiff.One_______yrequesttheother_____produ__documentsandthingsanswerinterrogatoriesquestionstobeansweredunderoathandtakepartindepositionsoraldiscoveryorquestioningofawitnessora_____inthepresen__ofacourtreporterifthejudgeorlawallowsthis.Witnessescanbesubpoenaedthesubpoenasareissuedbythecourtfortrial.Awitnessisentitledtoastatutoryfeeplusmileagereimbursement.Witnessescantestifyabouttheeventswhattheysaworheardorgiveopinionson__tterswithintheirexpertise.Forexampleamechaniccanopineonthequalityofenginerepairadoctorcangiveopinionsaboutthehealthproblemsadogtraineraboutthedogbeh__iorandsoon.Esti__tescanbeintrodu__dintoeviden__orinotherwordsheardbyorshowntothejudgeorthejuryonlythroughthetestimonyoftheesti__teprepareorthroughtheplaintiffifthebillswerepaid.Thecourtwillnotac__ptpaperspreparedbyapersonwhoisnotpresentincourtunlessanexpertincorporatessuchdocumentsinhisorherownopinion.Iftheplaintiffdoesnotshowupatthecourtpro__edingsthecasewillbedi__issedforwantofprosecution.Ifthedefendantdoesnotshowupattrialthenthedefaultjudgmentwillbeenteredagainstthatdefendant.Ifa_____cannotcometothecourtanyrepresentativeofthat_____canaskthejudgetocontinuethetrialorthescheduledpro__eding.Atrialorhearingisusuallycontinuedbythejudgetoaselecteddateatthesameroomandtime.Telephonerequestsforcontinuan__oftrialarenotproper.Attriala_____presentsownclaimordefenseby____ingthejudgetheirownversionofeventspresentingwitnessesexhibitsdocumentsphotographsre__iptscontractsandquestioningtheopponentandadversewitnesses.Noargumentswithwitnessesorthejudgeareallowedincourt.Eachrequestmustbefunneledonlythroughthejudge.Incaseswherenoeviden__ispresentedtothejudgeex__pttheconflictingstoriesofpartiesthejudge__ydecidethecaseonthebasisofpersonalappearan__presentationandveracityofstatementsofparties.Afterthejudgerendersadecisionthewinning_____preparesanorderreflectingthejudgesfindings.Thejudgesignsthatorder.Acourtclerkthenstampsacopyoftheorderandgivesittoeachlitigant.Exhibitsaregivenbacktotheparties.Thejudge__yawardthecourtcoststothewinning_____.Suchcostsincludefilingorappearan__feessubpoenasandsheriffschargesforservingsummonses. Thepartiescansettletheirclaimsbeforeduringandafterthetrial.Judgesencouragelitigantstosettleandassistinreachingsuchsettlements.A_____h__ingnofundstopaythejudgmentawardcanpayitininstallments.ThedefendantshouldgetfromtheplaintiffapapercalledSatisfactionofJudgmentafterthejudgmentispaidinfullorthejudgmentissettled.Thisdocumentmustberegisteredincourtandkeptforfuturereferen__incasethedefendantscreditrecordhasnotbeencleared.Alosing_____canfileanappealwithinthirtydaysofthejudgmententeredbythecourt.Theappealtakeslongtimeandcanbewonifthejudgeabusedherdiscretioninrenderingthedecision.Ifthedefendantrefusestopaythejudgmenttheplaintiffcanrecordonlyamemorandumofjudgmentwhichwillimposealienoro__ectiontothedefendantspropertytitle.Therebythepropertywillnobetransferredtoanyonewithoutsatisfactionofjudgment.This__ynotbehelpfulincasethedefendantdoesnotownanyrealestate.Collectionofjudgmentisanotherlegal__enuewhichmustbepursuedbythejudgment-creditoragainstthejudgment-debtor.Suchcollectioncanbeaccomplishedthroughcollectionagenciescharginga__rtainper__ntagefortheirefforts.Thejudgment-creditorcanalsoinitiateagarnishmentactionincourt.Thecourt__yissueawagedeductionorderrequiringtheemployertodeductaportionofwagesforpaymentofjudgment.Acitationtodiscoverassetsissuedbythecourtinthegarnishmentactionfor__sthejudgment-debtortodiscloseallassetsrealestatestocksbondsbankaccountscars.Incaseoffailuretodisclosesuchassetsthecourtcanissueanattachmentfortheresponsible_____sarrest. Ifthedefendantle__esthecountryhasnoassetsordeclaresbankruptcyfurthercollectionefforts__ybecomefruitless.PartIIIIExercisesandDiscussionGivereallifeexamplesof:-awrittencontract-averbalcontract-abilateralcontract-aunilateralcontract-apromiseinexchangeforanactorperfor__n__Identifythepartieslegalo__ectssu__ect__tterandconsiderationsineachoftheabovecontracts.Givelegaladvi__stothefollowings__nariosbaseduponyourunderstandingonlegalpracti__sof“__allclaims”inUS.Trytouseas__ny“legalterms”asyoucan.SuchtermshadbeenunderlinedinParttwoandthree.-MelChentheownerof123__inStAnytownIllinoisissuingoneofhertenantsJohnDowforarentoverdueof$
5500.Melwasplanningnottoh__ealawyerbecauseofthehighcost.Doessheh__etherighttodoso-Followingtheaboves__narioiftheamountoftherentoverduewas$4000couldMelh__ealawsuitwithoutalawyerIfshecouldwhatcapacitywillshebeactinginHowaboutJohn-Followingtheaboves__narioifMeldecidednottoshowupatthecourtduetosomepersonalreasonswhataresomeoftheconsequen__ssheisgoingtotakeWhatifJohndoesntappearattrial-ABCShoe__nufacturingInc.issuinganindependentcontractorJayFoxtheplumberforimproperplumbinginstallationthathadcausedada__geoftheshowroomfloorforanamountof$
800.DoesABCh__etherightto__keaclaimincourtwithoutalawyerWhy-ArottweilerownedbyJoe__rinoattackedJaneDowandsheissuingJoe__rinoforda__geof$
4500.BennyLeethedogtrainerwassubpoenaedtotestifyonthebeh__iorofthedog.WillBennygetpaidfordoingsoIfBennyfailedtoappearincourtwouldapaperpreparedbyhimstatinghisexpertisebeavalidpie__oftestimonytobeusedatthetrialUsingthesamplecontractinpartfiveidentifyallaforementionedelementsthatappearinit.PartVSupplementaryNotesPayattentiontothefollowingexpressionsincontactsasthey__yseemsimilarinformbutpartsfarawayinmeanings.Guarantor保证人Guarantee保证Vendor卖方Vendee买方SuretyWarrantySellerBuyerOnethat__kesorgivesguarantyTheassuran__forthefulfilmentofaconditionOnethatvendsOnetowhomathingissoldConsignor委托人Consignee受托人Payor/Payer付款人Payee领款人_____sendingouttheshipment_____re__ivingtheshipment_____who’s__kingthepayment_____whothepaymentis__detoTheconsignorshouldsendoutthegoodsbyJan
232003.Apayorshouldalwayswritedownthepayee’snamefirstonacheck.Bailor/bailer寄托人Bailee保管受托人ChangeAtoB将A换成BChangeAintoB将A兑换BOwneroftheo__ecttobebailedPersonsafekeepingthesu__ect__tterofthebailmentUsingBinsteadofAUsingforexchangingofcurrencyThetermofbailmentaskedthebaileetopayasecuritydepositof$
50000.BothpartiesagreethatchangethetimeofshipmenttoAugustandchangeUSdollarintoRMB.Shippingadvi__运输建议Shippinginstruction运输指示In在...时间之前After在...时间不确切Noti__ofshippingRulesofshippingA__rtaindayfollowingthetimeperiodbeingsetforthinprovisionAroughperiodoftimeAshippingadvi__wassentoutbytheselleronNov.31st.ThegoodshallbeshippedperMV“__ria”onNov10thandareduetoarriveatRotterdamin140days.Ex把货送到...里来Per把货送出去By在...之内送货Before在...之前送货AninwardshipmentAnoutwardshipmentIncludingthedateindicatedExcludingthedateindicatedThelastbatchper/ex/bySS“Victoria”willarriveatLondononOctober.ThevendorshalldeliverthegoodstothevendeebyJune
15.AsamplecontractusingcommentarycontractEnglishGlassBottomDesignWebDevelopmentandDesignContractCompany/Client_______________________________________________________Phone__________________________FAX__________________________________AuthorizedRepresentativeoftheClient_____________________________________Address______________________________________________________________City___________________________State________Zip__________Country________E-__iladdress__________________________________________________________Present___URLifany:_______________________________________________UserName___________________________Password__________________________ TermsofAgreement
1.AuthorizationTheabovenamedclientisengagingGlassBottomDesignasoleproprietorlocatedat222SnellIsleBlvd.#9St.Peter__urgFL33704asanindependentcontractorforthespecificpurposeofdevelopingand/orimprovingaWorldWideWebsitetobeinstalledontheclientswebspa__locatedonanInternetServi__ProvidersISPserver.HereaftertheclientwillbeknownastheClientandGlassBottomDesignwillbeknownastheDeveloper.TheClientwillestablishaseparatecontractwithanInternetServi__ProviderISPforhostingortheDeveloperwillestablishonefortheClient.TheClientherebyauthorizestheDevelopertoac__ssthisaccountandauthorizestheHostProvidertoprovidetheDevelopedwithwritepermissionfortheClientswebpagedirectorycgi-bindirectoryandanyotherdirectoriesorprogramswhichneedtobeac__ssedforthisproject.
2.StandardHostingServi__ItisagreedthatthisaccountwillbehostedbyMedia
3. IntheopinionoftheDeveloperthisHostProviderofferssuperiorservi__andaffordablevalue.Media3isconsistentlyrankedasoneofthetoptenHostProvidersinthenationbyindependentrankingagencies.DeveloperwilleithersecurethisaccountonbehalfoftheClientortheClient__ysecuretheaccountindependently.WeoffertheClienttheabilitytosecurethisaccountindependentlyasawaytohelptheClientcontrolcost.IfhowevertheClientisnotanadvan__duseroftheInternettheClientisencouragedtousetheservi__softheDevelopertosecureand__intainthisaccount.Pleasenote:UsinganalternatehostisalwaysanoptionfortheClient.ShouldtheClientdesiretouseaHostProviderotherthanMedia3thenameofthehostproviderandthetermsofthehostingagreementwillbelistedinAppendixA.
3.Do__inRegistrationTheDeveloperwillsecureado__inname___.myname.comfortheClientattheClientsrequest.AllchargesincurredindoingsowillbebilledtotheClientasanadditiontothebasepri__contemplatedbythisagreement.TheseareInternicfeesandarenotasour__ofincomefortheDeveloper.IftheClientalreadyhasado__innametheDeveloperwillcoordinateredirectingtheaddresstothenewhost.ShouldtheClientdesireaspecificdo__innamewhichisalreadyownedbyanother_____andnegotiationsforsaiddo__innamemustbeundertakenbytheDeveloperadditionalcharges__yapply.TheClientwillbecontactedinadvan__beforeanynegotiationsofthisnatureareundertakenorchargesareincurred.
4.TrainingTheDeveloperwillprovidee-__ilandtelephoneassistan__totheClientsdesignatedrepresentativesregarding__nagementoftheClientswebsite.Sometimeshowevertrainingforgroupson-siteattheClientspla__ofbusinessisdesired.IfthisisdesiredthechargesincurredbytheClientfortrainingandthedetailsofwhatwillbeprovidedwillbelistedinAppendixAofthisagreement.
5.BasePackage/GraphicCreation/E-__ilThisagreementcontemplatesupto12standardbrandingwebpageswithlayoutgraphiccreationandJ__aScriptincluded.ThiscontractalsoincludesaprovisiontoassisttheClientwithe-__ilsetupusingthe__ximumnumberofaccountsallowedbyMedia3ifthatisthehostchosenbytheClient.Currente-__ilclientssupportedbytheDeveloperincludeallversionsofMicrosoftOutlookExpressandNetscapeCommunicator.
6.Text.FinaltextshouldbebesuppliedbytheClientunlessotherwisespecifiedinAppendixA.500wordsperpageapproxi__testandardifnotsuppliedviadiskette.Webpagesofmorethan1200wordsoftext__ybesu__ecttoadditionalfeesforincreasedfor__ttingtime.
7.Links.Thisagreementcontemplatesuptoan__erageof12externalorrelativelinksperpageandane-__ilresponselinkoneachwebpagetoanye-__iladdresstheClientdesignates.Thisagreementalsocontemplates__kinganylinktheClientdesirespopupinanewwindowifrequestedatthespecificdimensionsandconfigurationspecifiedbytheAuthor.
8.CrossBrowserCompatibility.OuragreementcontemplatesthecreationofawebsiteviewablebybothNetscape
4.0andMicrosoftInternetExplorer
4.
0.Compatibilityisdefinedhereinasallcriticalelementsofeachpagebeingviewableinbothbrowsers.Clientisawarethatsomeadvan__dtechniquesontheInternethowever__yrequireamorere__ntbrowserversionandbrandorplug-in.ClientisalsoawarethatasnewbrowserversionsofInternetExplorerandNetscapearedevelopedthenewbrowserversions__ynotbebackwardcompatible.Intheabsen__ofa__intenan__Agreementtimespenttoredesignasiteforcompatibilityduetotheintroductionofanewbrowserversionwillbeseparatelynegotiatedandinadditiontothebasepri__ofouragreement.
9.GraphicCreation/BannerAdvertisements.ItisanticipatedthattheDeveloperwillcreatecaptureorre__ivefromtheClientallthegraphicelementsne__ssarytocompletetheClientswebsite.Thisincludescreatingthecompanylogoancillaryi__gesani__tedgraphicsandbanneradvertisements.Thisalsoincludesphotographyorscanningservi__saslistedbelow.Thiscontractdoesnotcontemplatehoweverthecreationofmorethan2banneradvertisements.ShouldtheClientneedmorethan2ani__tedbannersthechargewillbelistedinAppendixA..
10.Photography.ForClientsresidinginHill__oroughPinellasorSarasotaCountyFloridatheDeveloperwillattherequestoftheClientvisittheClientspla__ofbusinessandcaptureupto30i__gesindigitalfor__tforinclusionontheClientswebsite.Photographicretouchingofthesei__gesisincludedinthisagreement.Ifphotographiccaptureisne__ssaryandtheClientspla__ofbusinessresidesoutsideHill__oroughPinellasorSarasotaCountyFloridasubcontractors__ybene__ssaryortheClient__ychoosetocapturethephotographsindependently.
11.Scanning.Thisagreementcontemplatesscanningupto10i__gesfortheClient.ItiscontemplatedthatthiswillaccommodatetheneedsofmostClients.Ifmorethan10i__gesneedtobescannedthechargeforeachwillbe$
5.00afterthe10i__geallowan__hasbeenreached.Pleasenote:Ifyouanticipateneedingextensivescanningservi__pleasediscussthisneedwithyoursalesprofessional.Discountsare__ailableforvolumescanningservi__.
12.PageRedirection/Plug-inTechnologyJ__aScriptprogrammingne__ssarytocompletetheClientssiteisincludedinthebasepri__ofthiscontract.J__aScriptprogrammingalsoincludespageredirectionbasedonthepresen__orabsen__ofaviewersbrowserplug-inscreenresolutionandplatform.Notehoweverthatifadditionalpagesarene__ssarytoaccommodatespecificbrowsersplug-intechnologyscreenresolutionsorplatformsadditionalcharges__yapplyifthe12page__ximumcontemplatedbyouragreementisex__eded.
13.J__aApplets.ThisagreementdoesnotcontemplatetheuseofJ__aAppletsunlessspecifiedinAppendixA.ClientsareencouragedtonotuseJ__aAppletsas__nyviewersonAmericaOnlinewillbeservedanerrorwhentryingtoviewthepage.J__aApplets__yalsocrasholdercomputersondownloadanddownloadtimesforsomeviewerscanbeex__ssive.
14.CGI/Perl.ThiscontractcontemplatesonebasicformembeddedontheAuthorswebsitewiththedatacapturedineachformdeliveredtotheClientattheClientsspecifiede-__iladdress.IfaspecificscriptbeyondthiscapabilityisrequestedbytheClientanditmustbepurchasedbytheDeveloperattheClientsrequestthechargeforthescriptifanywillbebilledbacktotheClient.
15.__cromediaFlash__cromediaFlashisalwaysanoptiontotheClientsoftheDeveloper.IfchosenthespecificunderstandingofourarrangementwillbelistedinAppendixA. AlthoughFlashworkischargedbythehourtheDeveloperwarrantstoprotecttheclientbyspecifyinga__ximumchargeinadvan__whichwillbelistedinAppendixA.TheDeveloperwarrantstoworkearnestlytocomeinunderthe__ximumcharge.
16.DHTMLOurbaseagreementdoesnotcontemplateusingDHTMLtechnology.Howeveraswith__cromediaFlashthisisalwaysanoptionfortheAuthor. IfDHTMLtechnologyisdesiredbytheAuthortheratetoprogrameachDHTMLpagewillbespecifiedinAppendixA.TheAuthorunderstandsthatDHTMLtechnology__ynotworkinolderbrowsersandsomeDHTMLtechnologyisnotcross-browserspecific.
17.RealAudio/Video.OurbaseagreementdoesnotcontemplateusingRealAudioorRealVideoontheClientssite.IfchosenhoweverthechargesforsuchwillbelistedinAppendixA.
18.QuickTime/QuickTimeVROuragreementdoesnotcontemplateusingQuickTimeorQuickTimeVRtechnologyontheClientswebsite.Thisishowever__rtainlyanoptionfortheClient.IfchosenthechargesforsuchwillbelistedinAppendixA.
19.E-commer__.Thiscontractcontemplatesthepossibilityofane-commer__enabledsite.IfashoppingcartisrequiredfortheClientssiteMivaMerchantorAbleCommer__willbethedefaultsoftwareusedandMedia3willbethehost.ThechargesfortheshoppingcartwillbelistedinAppendixAasanadditiontothebasepri__ofthisagreement.
20.Secure__rtificateThisagreementcontemplatesthepossibilityofane-commer__enabledsite.IftheClientselectsane-commer__enabledsitetheClientisencouragedtoobtainasecure__rtificateforonlinetransactions.TheClientunderstandsthatiftheydonotobtaintheirownsecure__rtificatedesigncapabilitiesontheshoppingcartitself__ybelimited.
21.MerchantAccountIftheClientswebsiterequirestheabilitytoac__ptcreditcardstheClientwillneedaMerchantAccount.TheClientunderstandsthatanychargesne__ssarytosecuretheMerchantAccountarenotcoveredbythisagreement.
22.CyberCash/Authorize.netIftheClienthasahighvolume/highsaleswebsitereal-timecreditcardpro__ssingwillbedesiredasanadditiontoMivaMerchantorAbleCommer__technology.Inthisinstan__theDeveloperwillassisttheClientinobtainingthisservi__.Anychargesrelatedtothisservi__arepayabletoCyberCashorAuthorize.netwillbebillabletotheClientasanadditiontothebasepri__ofthisagreement.
23.ASP/ColdFusion.Sitesrequiringdatabasedesign__yrequireMicrosoftASPorAllaireColdFusiontechnology.AnychargesapplicabletoASPorColdFusionareinadditiontothebasepri__ofouragreementandwillbelistedinAppendixA.
24.Databases.ThisagreementdoesnotincludeaprovisionforthecreationofadatabaseunlessspecificallylistedinAppendixA.IfyoursiterequiresadatabasethechargesforsuchwillbelistedinAppendixA.
25.PaymentTerms/WorkFlowAminimumdepositoffiftyper__nt50%isrequiredtocommen__work.On__the50%depositisre__ivedbytheDeveloperbasicsitedesigncon__ptswillbeputonlinefortheClientsviewingandapproval.AlternativelyDeveloper__yshowClientthedesignsinpersonvialaptopcomputer.CommunicationbetweentheDeveloperandtheClientiscrucialduringthisphasetoensurethattheulti__tepublicationwill__tchtheClientstasteandneeds.UponcompletionofthisstagetheClientwillbeaskedtoconfirmac__ptan__forthebasicsitedesignviae-__ilorbysigningaprintedcopyofthedesign.On__thisac__ptan__isre__ivedfromtheClienttheworkne__ssarytocompletetheprojectwillbegin.Authorsshouldcontinuehowevertocontinuallyviewupdatestothesiteandexpresstheirpreferen__sordislikestotheDeveloper.Uponcompletionofthewebsiteane-__ilorletterandinvoi__willbesenttotheClientadvisingtheClientthattheworkhasbeencompleted.Finalpaymentofthere__ining50%balan__plusanyadditionalchargesincurredwillduewithinfifteen15businessdaysafterdeliveryofthise-__ilorletterandinvoi__.Ifthefifteen15dayminimumisnotmetanadditionalchargeof10%isdue.Ifpaymentisnot__dewithinthirty30daysofnotification______interestwillaccrueonthebalan__owedatarateof18%fromthedatethe10%penaltywaslevied.DeveloperreservestherighttoremoveallwebcontentfromtheInternetifpaymentisnot__dewithinten30daysafterdeliveryofourcompletionnotification.Mostfrequentlyproblems__kingpaymenttimelyaretheresultofpoorcommunicationchannelsinacompanysAccountingDepartment.IfapaymentdelayisanticipatedpleasecontacttheDevelopertodiscusspotentialproblemsinadvan__.Ifproblemsareanticipatedwe__ybeabletoaccommodateanalternatearrangement.
26. ClientAmendsDeveloperpridesitselfinprovidingex__llentcustomerservi__.ThatisthespiritofouragreementandthespiritoftheDevelopersbusiness.TothatendweencourageinputfromtheClientduringthedesignpro__ss.TheDeveloperunderstandshoweverthatClients__yrequestsignificantdesignchangestopagesthath__ealreadybuilttotheClientsspecification.Tothatendpleasenotethatouragreementdoesnotincludeaprovisionforsignificantpagemodificationorcreationofadditionalpagesinex__ssofouragreed12page__ximum.IfsignificantpagemodificationisrequestedafterapagehasbeenbuilttotheAuthorsspecificationwemustcountitasanadditionalpage.SomeexamplesofsignificantpagemodificationattherequestoftheAuthorinclude:DevelopinganewtableorlayerstructuretoaccommodateasubstantialredesignattheClientsrequest.RecreatingorsignificantlymodifyingthecompanylogographicattheClientsrequest.Replacingmorethan75%ofthetexttoanygivenpageattheClientsrequest.Creatinganewn__igationstructureorchangingthelinkgraphicsattheAuthorsrequest.SignificantlyreconfiguringtheClientsshoppingcartwithnewproductshippingordiscountcalculationifane-commer__enabledsitehasbeenselectedbytheClient.Clientswhoanticipatefrequentlychangingthelookoftheirsiteduringthedesignpro__ssandClientswhodesiretobeintricatelyinvolveddesignofeachpageareencouragedtonegotiateanagreementwhichex__edsthe12page__ximum.IfsignificantpagemodificationisrequestedbytheClientafterthe12page__ximumhasbeenreachedthechargewillbe$
150.00foreachadditionalpage.Moderatechangeshoweverwillalwaysbecoveredduringourdevelopmentofthesiteandalsocoveredbyouronemonthoffree__intenan__.AgainwestrivetoaccommodatetheneedsofeachClientandwe__intainaliberalredesignpolicy.Wecannothoweverprovide__jorredevelopmentservi__stotheinex__ssofthe12page__ximumcontemplatedbythisagreement.
27.__intenan__Agreements__intenan__AgreementsarenegotiatedonaClientbyClientbasisaseachClientwillh__edifferingneeds.ThisisanotherwaytheDeveloperseekstohelptheClientcontrolcost.Ifyouh__echosena__intenan__AgreementthetermsofsuchwillbelistedasAppendixBtothisagreement.Developerofferstwokindsof__intenan__agreements.InonetheClientpaysafixedmonthlyrateforsuchthingsasaschangingpri__toanitemaddingadditionalinventory__kingmoderategraphicchangesandcoordinatingdeliveryofthewebsitewiththeHostProvider.Intheotheragreementthecustomerpaysonanasneededhourlybasis.
28.Third_____orClientPageModificationSomeClientswilldesiretoindependentlyeditorupdatetheirwebpagesaftercompletionofthesiteasawaytocontrolcostsand__oidtheexpenseofa__intenan__Agreement.ThisisalwaysanoptionforClientsoftheDeveloper.IftheClientdesiresthiscapabilityitwillbespecificallylistedinAppendixB.NotehoweverthatifthisoptionisselectedandtheClientoranagentoftheClientotherthantheDeveloperattemptstoupdatethewebsiteandda__gesthedesignorimpairstheabilityforthewebpagestodisplayorfunctionproperlytimetorepairthewebpageswillbeassessedatanhourlyrateof$
75.Thereisaonehourminimum.InthisregardClientsareencouragedtoobtaina__intenan__Agreement.
29.CDBurning.TheDeveloperwillburnonecopyoftheClientswebsiteintoaCDattheClientsrequestuponcompletionofthesite.AdditionalcopiesoftheCDare__ailablefor$
25.00each.
30.SearchEngineRegistrationTheDeveloperwilloptimizetheClientswebsitewithappropriatetitleskeywordsdescriptionsandtextandthereaftersubmittheClientswebsitetoeachofthe__jorsearchenginesanddirectoriesincludingYahoo.TheDeveloperalsooffersadvan__dsearchengineoptimizationandsitepromotionservi__s.Ifadvan__dsearchengineoptimizationandsitepromotionservi__saredesiredtheagreementforsaidservi__swillbelistedinAppendixB.TheDeveloperencouragesallcommercialClientstoobtainadvan__dSearchEngineOptimizationandSitePromotionservi__s.
31.Assig__entofProjectTheDeveloperreservestherighttoassign__rtainsubcontractorstothisprojecttoinsuretherightfitforthejobaswellason-timecompletion.TheDeveloperwarrantsallworkcompletedbysubcontractorsforthisproject.WhensubcontractingisrequiredtheDeveloperwillonlyuseindustryrecognizedprofessionals.
32.AdditionalExpenses.ClientagreestoreimbursetheDeveloperforanycriticalClientrequestedexpensesne__ssaryforthecompletionoftheproject.Exampleswouldbe:PurchaseofspecificfontsattheClientsrequestPurchaseofspecificphotographyattheClientsrequest.PurchaseofspecificsoftwareattheClientsrequest.
33.CopyrightsandTrade__rksTheClientrepresentstotheDeveloperandunconditionallyguaranteesthatanyelementsoftextgraphicsphotosdesignstrade__rksorotherartworkfurnishedtotheDeveloperforinclusionintheClientswebsiteareownedbytheClientorthattheClienthaspermissionfromtherightfulownertouseeachoftheseelementsandwillholdharmlessprotectanddefendtheDeveloperanditssubcontractorsfromanyclaimorsuitarisingfromtheuseofsuchelementsfurnishedbytheClient.
34.AgeAuthorizedrepresentativeoftheClient__rtifiesthatheorsheisatleast18yearsofageandlegallycapableofenteringacontractintheStateofFloridaonbehalfoftheClient.
35.LimitedLiabilityAuthoragreesthatany__terialsubmittedforpublicationwillnotcontainanythingleadingtoanabusiveorunethicaluseoftheWebHostingServi__theHostServerortheDeveloper.Abusiveandunethical__terialsandusesincludebutarenotlimitedto____ographyobs__nitynudityviolationsofprivacycomputervirusesharas__entanyillegalactivityspammingadvocacyofanillegalactivityandanyinfringementofprivacy..ClientherebyagreestoindemnifyandholdharmlesstheDeveloperfromanyclaimresultingfromtheClientspublicationof__terialoruseofthose__terials.ItisalsounderstoodthattheDeveloperwillnotpublishinfor__tionovertheInternetwhich__ybeusedbyanother_____toharmanother.TheDeveloperwillalsonotdevelopa____ographyorwarezwebsitefortheClient.TheDeveloperreservestherighttodeterminewhatisandisnot____ography.
36.Indemnification.Clientagreesthatitshalldefendindemnifys__eandholdtheDeveloperharmlessfromanyandallde__ndsliabilitieslossescostsandclaimsincludingreasonableattorneysfeesassociatedwiththeDevelopersdevelopmentoftheClientswebsite.ThisincludesLiabilitiesassertedagainsttheDeveloperitssubcontractorsitsagentsitsclientsservantsoffi__rsandemployeesthat__yariseorresultfromanyservi__providedorperformedoragreedtobeperformedoranyproductsoldbytheClientitsagentsemployeeorassigns.ClientalsoagreestodefendindemnifyandholdharmlesstheDeveloperagainstLiabilitiesarisingoutofanyinjurytopersonorpropertycausedbyanyproductsorservi__ssoldorotherwisedistributedovertheClientswebsite.Thisincludesinfringingontheproprietaryrightsofathird_____copyrightinfringementanddeliveringanydefectiveproductormisinfor__tionwhichisdetrimentaltoanotherpersonorganizationorbusiness..
37.LawsAffectingElectronicCommer__.TheClientagreesthatitisresponsibleforcomplyingwiththelawstaxesandtariffsrelatedtoe-commer__andwillholdharmlessprotectanddefendtheDeveloperanditssubcontractorsfromanyclaimsuitpenaltytaxortariffarisingfromtheclientsuseofInternetelectroniccommer__.AuthoralsounderstandsthattheDevelopercannotprovidelegaladvi__.
38.OwnershiptoWebPagesandGraphics.Copyrighttothefinishedassembledworkofwebpagesprodu__dbytheDeveloperandgraphicsshallbevestedwiththeClientuponfinalpaymentfortheproject.Thisownershipistoincludedesignphotosgraphicssour__codework-upfilestextandanyprogramsspecificallydesignedorpurchasedonbehalfoftheClientforcompletionofthisproject.
39.DesignCredit.ClientagreesthattheDeveloper__yputabylineonthebottomoftheirindex.htmlor__in.htmlwebpageestablishingdesignanddevelopmentcredit.ClientalsoagreesthatthewebsitecreatedfortheClient__ybeincludedintheDevelopersportfolio.
40.Nondisclosure.TheDeveloperitsemployeesandsubcontractorsagreethatex__ptasdirectedbytheClientitwillnotatanytimeduringorafterthetermofthisAgreementdiscloseanyConfidentialInfor__tiontoanypersonwhatsoever.LikewisetheClientagreesthatitwillnotconveyanyConfidentialinfor__tionobtainedabouttheDevelopertoanother_____.
41.AuthorReferralCommissionProgramTheDeveloperrecognizesword-of-mouthadvertisingasourmostf__orablemethodofdevelopingnewbusiness.Assuchwewanttorewardcustomerswhoarepleasedwithourworkandreferustoanotherindividualbusinessororganization.Ifyoureferourservi__stoanother_____andweulti__telyestablishacontractwiththat_____wewillprovideyoutheClientwithtwomonthsoffree__intenan__servi__.ForClientswhoregularlyhelpusattractnewclientsthiscanresultinavirtuallyfree__intenan__Agreement.
42.CompletionDateTheDeveloperandtheClientmustworktogethertocompletethewebsiteinatimely__nnerforbothpartiestore__inprofitable.Weagreetoworkexpeditiouslytocompletethisprojectnolaterthan___________________________________.
43.Can__llationCan__llationoftheprojectattherequestoftheClientmustbe__deby__rtifiedletter.Intheeventthatworkispostponedorcan__ledattherequestoftheClientbyregisteredlettertheDevelopershallh__etherightretaintheoriginal50%deposit.IntheeventthisamountisnotsufficienttocovertheDeveloperfortime$50perhourandexpensealreadyinvestedintheprojectadditionalpaymentwillbedue.IfadditionalpaymentisduethiswillbebilledtotheClientwithin10daysofnotificationviaregisteredlettertostopwork.FinalpaymentwillbeexpectedunderthesametermsaslistedinArticle25above.
44.Arbitration.Anydisputesinex__ssof$1000orthe__ximumlimitfor__allclaimscourtarisingoutofthisAgreementshallbesubmittedtobindingarbitrationbeforetheJointEthicsCommitteeoramutuallyagreeduponArbitratorsuitorpursuanttotherulesoftheAmericanArbitrationAssociation.TheArbitratorsawardshallbefinalandjudgment__ybeenteredinanycourth__ingjurisdictionthereof.TheAuthorshallpayallarbitrationandcourtcostsreasonableattorneysfeesandlegalinterestonanyawardorjudgmentinf__oroftheDeveloper.
45.EntireUnderstanding.ThiscontractandtheAppendi__sattachedtheretoconstitutethesoleagreementbetweentheDeveloperandtheClientregardingthisproject.Itbecomeseffectiveonlywhensignedbybothparties.ItisthespiritofthisagreementthatthiswillbeamutuallybeneficialarrangementfortheClientandtheDeveloper.SpecificdetailsofouragreementwillbeattachedasAppendixAAppendixBandAppendixC.Bothpartieswarrantthattheyh__ereadandunderstandthetermssetforthinthisagreement.Thisagreementshallbegovernedandconstruedinaccordan__withthelawsoftheStateofFlorida.OnbehalfoftheClient._______________________Date______________________________________OnbehalfoftheDeveloper_____________________Date______________________________________Referen__sParadLawOffi__sP.C.atDENVICA-__LL__llDirectoryWriteYourOwnBusinessContracts:WhatYourLawyerWon’t____YoubyThorpeBarrettTheLegalGuideforStartingandRunninga__allBusinessbyFredSteingoldNoloPressRussell O. Wheeler Esq.UniversityofOklaho__CollegeofLawhttp://glas__ottom.comLessonSixNegotiationEnglish谈判英语PartIO__ectivesWhatyoushouldknowbeforenegotiating北美商务谈判须知Sevenusefultacticsinnegotiation谈判的七条战略___Negotiationlanguagefocuses谈判口语用法总结PartIITheHow-TosWhatyoushouldknowbeforenegotiatinginUS__ynotalwaysre__iveoneinreturn.Trynottobeoffended--intheU.S.theritualsinvolvedinexchangingbusinesscardsaresometimesnotobservedascloselyasinothercultures.__itintoawalletwhicha__n__yputinthebackpocketofhispants.Thisgestureisdoneforconvenien__andisnotmeanttobeasignofdisrespectasitmightbeinothercultures.__nycasesbusinesscardsarenotexchangedunlessyouwanttocontactthepersonlater.__.__edwithbusinessaftersomebriefpreliminary__alltalk.__nyAmericansbelievethattheircountryisthemostsuc__ssfuleconomicanddemocraticpowerandassumethatAmericanwaysarethecorrectones.Thisattitudefrequentlyleadstoalackofinterestinorknowledgeofothercultures.__ptssuchass__ingfa__andthesocialni__tiesandfor__litiesthatarevitallyimportanttoothercultures.__ntriccultureandsoitisclosedtomostoutsideinfor__tion.Thinkingtendstobe____yticalcon__ptsareabstractedquicklyandtheuniversalruleispreferred.__pttimeismoneyistakenseriouslyinU.S.businessculturesoalwaysgettothepoint.__nyotherculturesrarelyifeversacrifi__statusprotocolornationalhonourforfinancialgain.__jorityvoteunhesitatinglyiftheyh__eitandwillnotspendmuchtimeseekingconsensus.In__nycasestheyarewillingtofireanyonejeopardizingtheirdeal.__yh__eonlyoneposition.__s.Opportuni__andrisktakingoftenresultinAmericansgoingforthebiggestpossiblesli__ofthebusiness100%ifpossible.__nagerinasinglemeeting.__debytheaccumulationofo__ectivefacts.Thiseviden__issometimesbiasedbyfaithintheideologiesofdemocracycapitali__andconsumeri__.Thesu__ectivefeelingsoftheparticipantsarenotasmuchofafactor.__enttobusinesstr__elerswhoareunaccustomedtodealingwithAmericans.__eafinancialplanwhichmustbefollowed.__duringnegotiations;theyareusedto__kinguptheirmindsquicklyanddecisively.__isanothercharacteristicyouwillfrequentlyencounterinAmericanbusinesspeople;thereisaprevailingbeliefthatthereisalwaysasolution.Moreovertheywillexplorealloptionswhennegotiationsareatanimpasse.__ttersduringbusinessnegotiations.__den__overtradition.___rolesarechangingrapidlybutwomenarestillstrivingforequalityinpayandpositionsofauthority.__thereisaninevitableinequalityinemployeesrolesbutpersonalequalityisguaranteedbylaw.__ableinanyworkpla__.__Americanstendtobeinfor__landinsistonstayingonafirstnamebasis.Neverthelessitsimportanttounderstandtheoffi__hierarchyandavisitorshouldlearntherankandtitlesofallmembersoftheorganization.PartIIILet’sTalkBusinessSevenGreatTacticsInNegotiation七条谈判技巧1HigherAuthority挡箭牌IdentificationYouarenegotiatingwithsomeonewhoisarepresentativeforacompanyandeverythinghesaysbeginswith“I’dlovetobut…”becauseheisresponsibletoahigherauthority.Allsubstantivechangesh__etobeapprovedbyhisboss.Hecanexpresssympathyandadesiretooffermorebutalltheharddecisionscanbeblamedontheboss.NoteThisployisinfactthewaymostlargecorporationsandsalesmennegotiate.Whiletheydoh__emoreauthoritythantheygenerallyletonmostofthetimeitisatruestateofaffairs.Theydoh__etogetunusualchangesapprovedandtheydoh__etoexplaintheirdealstotheirboss.Alsothistechniquecanh__epositiverepercussions:Itcanremoveemotionsfromthenegotiationsandletbothpartiedfocusontheproblemsathand.SolutionWhenthistactic__kesyouuncomfortablethesolutionis______.De__ndtonegotiatewithsomeonewhohasauthority.Explaintoyournegotiatingpartnerthathe__ynotbeabletorelatetoexactlywhatyourneedsareandthatyouneedtotalktosomeoneincharge.Awillingnesstogouptheladdertofa__authoritygenerallyearnsyoupointsduringthenegotiation.2“TakeItorLe__eIt”当机立断;当抛则抛IdentificationThisis______basichardball.Someonegivesyouandofferandsaysthattherecanbenochanges–thateitheryouac__ptthisdealorfurthernegotiationsarepointless.NoteAdangerousploy.Ifyouusethisyourselfyou__ycomeupempty-handed.Ifyou__keastatementlikethisandtheothersiderejectsitandyoudontwalkawayyouh__elostyourcredibility.Whenyoulosecredibilitytheothersidecandictatetermstoyouwithoutfearofreprisalknowingthatyouwillneverwalkawayfrothedeal.SolutionTherearetwosolutionsthat__kesense.Thefististoexplorethepossibilitythattheymeansomethingotherthanwhatthey’vesaid.A“takeitorle__eit”offerisusually__deasa“bestoffer”meaningthattheycan’tgoanyloweronthesespecificterms.Askthemwhethertheywouldlistentoalternativesolutionsifthetermschanged.Mostpeoplewill.Thesecondresponseiswhatyoushouldalwaysbewillingtodointhesecases–takethemattheirworld.Askyourself“isthisdealonethatIcanac__ptinitspresentformandbehappywith”AreyougoingtofeelunfulfilledwiththisagreementIfyouarebepreparedtowalkaway.3TheProliferatingTip得寸进尺IdentificationYou’vegotadealbasicallyagreedupon.Theothersidecomesbackandasksforsomething__allaninsignificantthingthatitwouldbesillytostopthedealover.Thentheyaskedforanother.Andanother.Thesearethetipsyoupaytogetthedealdone.NoteThetipsyoupayinthissituationaremoreannoyingthansubstantive.Butoverthelongtermtheycanreallyeatawayatyoulevelofgratification.Pleasenotethatthistipdoesn’tmeananythinglargeordeal-breakingthrustonyouattheendofanegotiation.Atipisa__allthingsomethingnoonewouldbalkover.SolutionH__eatiplistofyourownready.EverytimetheyaskforonethingoffertogiveittothemiftheygiveyousomethingonyourlistinreturnOvertimeThey’llgettiredofpesteringyoufortips–particularlyifthesetipsarecostingthemmorethantheyaregetting.4TheStaller拖延;放长线掉大鱼IdentificationYou__kearequestforachangeinthetermsofdeal.Thennegotiatorfortheothersidesaysshehasnoproblemwiththisbutshehastocheckwithherboss.Adaypasses.Twodayspass.Youcallbackandtheother_____saysthere’snoproblem’itjusttakestimetogetchangesapproved.Eventuallybecauseittakessolongtogetanychangeapprovedyoustopaskingforanythingmore.Note__kingcon__ssionsbutstallingthemseemsarduousandonerousbutit’satime-honoredtechniqueofnegotiating.Althoughitdoesn’tdestroygoodwillitcan__keyoulesseagertonegotiatewiththatpersonagain.Italsoinvolvesverylittleconflict.Ifyoucanaffordtostallalittlebitit’sausefultechniquebecauseitdiscouragesextrarequestbutdon’tbecomeaperpetualstaller.SolutionWheneveryou__kearequesttheothersideagreesto__kesureyousetatimethatthechangewillbeapprovedby.Likealltermsthattimeisnegotiable.Pointingoutamisseddeadlinetotheother_____allowsyoutobringtolighttheirstallingtactics.Alsoyoucandefusethestallingtacticbynotgettingfrustratedandsimplycontinuingtoaddressproblemsastheyarise.5TheBeggar空头许愿IdentificationAnegotiationkeepsturningtothesu__ectoftheother_____’sproblems.Youhearhowheisreallyh__ingtroubleathiscompanyandhowbadlyheneedsyourbusiness.Hepromisesthatthenexttimeyounegotiatehe’llgibeyouabreakifyougivehimonenow.NotePromisesareeasy.Perfor__n__isdifficult.Thiskindofnegotiatingtactictakesthedealawayfromtheprofessionalarena.Thistacticlosesmoreoftenthanitwins.Solution____theothersidethatunlesstheywanttonegotiatetwodealsaton__includingthefutureonewherethey__ke__jorcon__ssionsyouarenotinterested.It__yseemhard-heartedbutnegotiatingisaprofessionalskill.Negotiatorsh__etobeh__eprofessionallyperiod.6“OrElse”要不然IdentificationWhentheothersidesays“orelse”you’reunderthepressureofathreat.Youknowit.Theyknowit.ButwhatareyougoingtodoaboutitNoteThreatsonlyworkwhentheperson__kingthem:Doesn’tcareabouttherelationship.Canbackthemup.Ispreparedtobackthemup.SolutionItisoftenmoreeffectivetoaddresstheotherside’stonethantofocusonthesubstan__ofwhattheysay.A______“wecanworkthisoutwithoutthreats”usually__kestheothersidestateexactlywhattheywant.Iftheycanandwillbackuptheirthreatsyoumighth__etodecidethatthedealdoesnotsatisfyyourneedsandconsiderthenegotiationclosedathepoint.7TheNon-Negotiators拒绝谈判者IdentificationTheother_____refusestonegotiateanddiscusstermswithyou.Theysubmitaproposalwithapri__andtermsandthenaskyoutoac__ptorrejectonthewhole.NoteArefusaltonegotiateisusuallyarefusaltonegotiatepri__.Thisisanopportunityforyou.Sin__theyarerigidonpri__youcanaskforcon__ssionsonotherterms.Askingforclarificationastowhytheywon’tnegotiatewillusuallyletyouknowwherethereissomeroomfordiscussionIftheycontinuetonotnegotiateyou__yconsiderchoosinganothercompanyand____ingtheyoriginalonethathadtheybeenmorewillingtonegotiatethey__yh__egottenyourbusiness.SolutionApproachtheminapositiveandinquisitiveway.____themyou’dloveto__keadealbutyouh__esomequestions.Don’ttrytonegotiaterightaway.Theywilltakethetimetoeducateyou.Whentheycommitsometimeandenergytoyoureducationtheysuddenlyh__emoreatstakeinthediscussion.Thenwhenyouh__emoreinfor__tionandsomecreativealternativestoapproachthemwiththey’llbemorewillingtobargain.Sometimeshwyoudosomethingisjustasimportantaswhatyoudo.PartIIIIExercisesandDiscussionsAfterreadingPartTwowhataresomeofthebusinesspracti__sinUSthatyoufindreasonableandunderstandableOntheotherhandwhatisitthatyoufindstrangeandridiculousWriteyouranswersdownonapie__ofpaperandcomparethemwithyourgroupmembers.Feelfreetodebateondifferentviews.Readthefollowingex__rptsfromnegotiationsandidentitywhattacticone_____istryingtouseontheother_____.
1.YouknowI’dloveto__kethatchangebutI’mgoingtoh__etorunthisbymybossandyouknowhe’sreallytough.Idontthinkhe’llgoforit.
2.Thisisit.EithertakeitorelseI’llh__etole__eyouasmysupplier.
3.I’ll____youwhat.WeneedtoshowsomecashupfrontsoifyousignthisdealI’llcutyourten–nofifteen–per__ntoffthenextdealwhenwenegotiateitnextyear.IfwedontI’mnotsurewe’regoingtobearoundtonegotiateanythingnextyear.
4.Youh__eouroffer.Ifyouh__eproblemswithitIsuggestyougosomewhereelse.
5.Surewecanac__ptyourtimingrecommendations.I’llpassthemontotheseniorcommitteeandthey’ll__kearecommendation.Thosewillbepassedalongtothevi__-presidentinchargeofthedivisionwhowillformhisowncommitteeandthenpassalongarecommendationtothepresident.Idon’tseeanyproblemsthough.
6.Ifyoudontac__ptourofferI’llruinyournameinthisbusiness.You’llbelookingforworkinanothercountry.FollowstrategiesgiveninPartthreegiveyourinstantresponsestoabovesituationsanddiscusswithyourclassonanypossiblefutureoutcomes.PartVSupplementary__terialsSupplementaryExpressionsinNegotiation谈判口语用法总结Welcoming表欢迎Onbehalfof…I’mverygladtowelcomeyou…我代表...很高兴欢迎您...Itsapleasuretoseeyouhere.很高兴在这儿见到您.Thankyouforcomingallthisway.感谢您的到来.It’sni__tobehere.很高兴来到这儿.Introductions介绍Thisis…He’sinchargeof…/Helooksafter…/He’sour…这是...他负责...他是我们的...Letmeintrodu__youto…我想把您介绍给...H__eyoumet…She’sjusttakenoverasHeadof…您认识...她是...的主管;刚接管...Startingthenegotiation开始谈判IwonderedifIcouldstartbysaying…我想我是否开始能...说We’reshortoftimesolet’sgetstarted.时间不多我们开始吧.We’vegotaveryfullagendasoperhapswe’dbettergetdowntobusiness.我们的日程很紧所以还是切入正题吧.__allTalk缓和气氛的轻松对话Didyouh__eagoodjourney路上还顺利吧Howwasyourflight__还顺利吧Isthisyourfirstvisitto…这是你头一次到...么/Didyoufinditeasytogethere我们这里还好找吧O__ectives主题We’reheretodayto…我们今天的目的是...The__ino__ective/purposeoftoday’smeetingis…今天会议的主题/目的是...Agenda日程Let’sjustrunthroughtheagenda.让我们先来看一下日程的安排Therearethree/four/fiveitemsontheagenda.日程上有...项内容.Let’sle__e…untillater.我们把...安排到以后吧.Invitinginterruptions询问意见Pleasedon’thesitatetointerrupt.如果有问题请别客气尽管打断我.Pleasefeelfreetoaskquestions.请大家随意提问.Let’sdealwithanyquestionsimmediately.让我们马上来处理问题吧.We/Iwouldliketoknowwhatyouthink.我想了解你想些什麽Consideringwhattheyalreadyknow考虑到他们所了解到的You’veallseenourbrochures/proposal/offer你们都已经看到我们的宣传册/建议书了...Ithinkyou’veallhadachan__toreadour…我想你们一会儿会有时间看到我们的...Idon’twanttogooverthesameground.在这里我不想在重复同样的内容了.Checkingforagreement/approval核对对方是否同意Wouldyou/Wouldntyouagreethat…您同意...吗Doyoumindif…您介意我问...吗Ihopeyoudontmindif…我希望如果我问...您不会介意...Ifthat’sallrightwithyou您都同意吗Isthatokay这样可以吗Askingquestions提出问题I’dbeinterestedtoknowmoreabout…关于...我想了解一下.Couldyou____ussomethingabout…您可否告诉我们...Whatexactlydoyoumeanby…准确的说,你的意思是Couldyoubemorespecific…您是否可以更具体些SupportiveandEncouraging鼓励式的语气Soyouaresaying…喔您是说...IfIunderstandyoucorrectlyyouareoffering/saying…如果我没理解错您的意思是...AmIrightinthinkingyouplanto…您的计划是...我说的对吗Goahead.请继续.That’sinteresting.很有意思.Fine.好.Sure.当然.Pleasedo.请继续.Ofcourse.当然了.Downtoning低调式语气Perhapsweshouldconsiderreducing…也许我们应共同考虑降低...__ybeyourcouldcutdown…也许您应该削减...Ifyoucouldjustofferus…如果您能给我们出...的价...Thatsoundsabittoorisky.这听上去对我们来说风险太大了.Ithinkthosefiguresarealittleoptimistic.我想这个数字对我们来说太过乐观了.Weneedalittlebitmoretime/money.我们需要更多的一点时间/钱.Exertingpressureandattachingconditions施加压力;提出条件Ifyoucan’t…wewillh__etolookelsewhere.如果你不...我们不得不寻找其他合作伙伴.I’mafraidwe’llh__etocallitadayunless…恐怕我们今天只能到此为止了.除非...Butwewouldwant…但我们想...…aslongas…...只要...…ononecondition…...只要...…providedthat…除非...Sum__rizingandClosingsignal总结与结束性话语Let’sgooverthe__inpointsagain.我们再把关键事宜重申一下.CanIjustrunoverthe__inpoints我们可否再重复一遍要点We’veagreethefollowing…我们同意以下...Outstandingissuesare…还有待解决的问题是...Thatbringsustotheendof…...可以到此结束了Ithinkweh__ecoveredeverything.我想我们已经谈及所有内容了.Ithinkwecancallitaday.我想我们今天的谈判就到此为止吧.Ithinkthatcoversit.我想我们已经谈及所有内容了.Referen_____.executiveplanet.comNicholasReidSchaffzin“Negotiate__artTheSecretsofSuc__ssfulNegotiation”ThePrin__tonReviewJeremyComfort“EffectiveNegotiating”OxfordUniversityPressLessonSevenBusinessReporting商业报表PartIO__ectivesResearchtoolsandinfor__tionsour__forearningsperfor__n__sandSECfilings公司收入、经营状况与美国证券委员会备案的调查工具和信息资源Understandgeneraltheoryof“doubleentryaccounting”理解借贷记帐法Understandthecontentsandtheequationofabalan__sheet理解资产负债表的内容与方程式Stockquotesandwhatdoesitsayaboutacompany股票报价浏览PartIITheHow-TosWhat____smostaboutacompany–TheBalan__SheetWhatisDoubleEntryAccountingYouh__etothinkofthebusinessasnothingelsebutacollectionofaccounts.Someoftheseaccountsowethebusinessmoneyandsomeofthemareowedmoneybythebusiness.Alloftheaccountsmustbalan__.Atanyonetimethetotalvalueoftheaccountsincreditmustequalthetotalvalueoftheaccountsindebt.Whenthebusiness__kesanytransactionatallmoneyismovedfromoneaccounttoanother.IfforexamplePepe__kesapaymentof$
200.00forsomeflourwhichhepurchasedfromAlbertoswholesalersthenAlbertosaccountisdebitedby
200.
00.Albertoisthere__iverofmoneyandthetransactionisthereforeenteredonthedebitside.Remembertheprinciple;Debitthere__ivercreditthegiver.AlbertosAccountDR CRDebitSideCreditSide DateDetailsFolioAmount DateDetailsFolioAmount Balan__b/d
500.00 __y10 PurchaseofflourXYZ
200.00 AlbertoisoneofPepescreditors.HesuppliesPepewithflouronaregularbasis.YoucanseethatatthebeginningoftheaccountingperiodPepeowedAlberto$
500.
00.Afterthepaymentwas__dethisfigurewillberedu__dto$
300.
00.Albertohasre__ivedmoneyandhisaccountmustbedebited.Inorderthattheaccountsbalan__anotheraccountmustbecredited.Inthiscaseitisthebankaccount.BankAccount-PepesPizzaParlorDR CRDebitSideCreditSide DateDetailsFolioAmount DateDetailsFolioAmount Balan__b/d
1640.00 __y10 PaymentforflourXYZ
200.00 __y23PaymentforovenlinerC
950160.00__y31Balan__c/d
2000.00
2000.00
2000.00 Balan__b/d
2000.00InthiscasethebankaccountisalreadyPepescreditorbythefactthatPepehasanoverdraft.Beforethepaymentwas__detoAlbertoPepeowedthebank$
1640.Witha$
200.00paymenttoAlbertoandoneotherpaymentthisfigurehasrisento$
2000.
00.Theforeverequationof“Asset+Owner’sEquity=Liability”总资产-负债=资产净值Thebalan__sheetisaveryimportantfinancialstatement.Itgivesshareholdersandpotentialinvestorsinfor__tionaboutthevalueofthebusiness.Thiscomesfromthenetassetsfigurewhichisonewayofplacingavalueonabusinessbecauseitrepresentsthevalueofalltheassetsofthebusinesseverythingitownsnetofitsliabilitieseverythingitowes.Wecanalsousethenetassetsfigureasanapproxi__tefigureforthevalueofabusinessandthereforeitssize.HereisanexampleCOMPANYNAME: ABCCompanyDate: De__mber311993ASSETS:Current Assets:Cash$8742PettyCash$167AccountsRe__ivable$5400Inventory$101800Short-TermInvestments$0PrepaidExpenses$1967-Long-TermInvestments$0-FixedAssetsLandvaluedatcost$185000Buildings:$
1430001. Cost-
2. LessAcc.Depr.-17160028600Improvements:$
01. Cost-
2. LessAcc.Depr.-______________Equipment$
57601. Cost-
2. LessAcc.Depr.-72001440Furniture$
21501. Cost-
2. LessAcc.Depr.-______________Autos/Vehicles$
164321. Cost-
2. LessAcc.Depr.-197003268-OtherAssets
1.$_____
2.$_____-LIABILITIESCurrentLiabilitiesAccountsPayable$2__3NotesPayable$0InterestPayable$!842TaxesPayableFed.Inc.Tax$5200StateInc.Tax$1025Self-Emp.Tax$800SalesTaxAccrual$2130PropertyTax$0PayrollAccrual$4700-Long-TermLiabilitiesNotesPayable$196700-TOTALLIABILITIES$215290-NETWORTHProprietorship$_____orPartnershipJohn__ith60%Equity__ryBlake40%Equity$$153077102051orCorporationCapitalStock$_____SurplusPaidIn$_____RetainedEarnings$_____-TOTALNETWORTH$255128-Assets-Liabilities=NetWorthTotalLiabilitiesandEquitywillalwaysbeequaltoTotalAssetsPartIIILet’sTalkBusinessAReal-LifeExampleBairncoCorporationDec.312001CondensedBalan__SheetsDec.312001Dec312000ASSETSCash$756000$945000Accountsre__ivablenet2464400032504000Inventories2561900029471000Othercurrentassets77740007383000Totalcurrentassets5879300070303000Plantandequipmentnet4260200047341000Costinex__ssofnetassetsofpurchasedbusinesses1263900012828000Otherassets42210005297000Total$118255000$135769000LIABILITIESANDSTOCKHOLDERSINVESTMENTShort-termdebt$4411000$5734000Current__turitiesoflong-termdebt40000003000000Accountspayable1079200011479000Accruedexpenses137__00015164000Totalcurrentliabilities3299200035377000Long-termdebt2517300037456000Otherliabilities1007200010227000Stockholdersinvestment5001800052709000Total$118255000$135769000PartIIIIExercisesandDiscussionsWorkonthefollowingexercisestogetfamiliarwithaB/S.Step1-Findingbalan__sheetinfor__tionLookatthelistofaccounts__ailableandfillinthetablebelowtheonesyouwouldexpecttofindinacompanysbalan__sheet:SalesrevenueCostsofgoodssoldFixedassetsOwner’sequityGrossProfitLiabilityBankLoanPre-PaidrentOperatingprofitBuildings/EquipmentsAccountRight/wrong Nowcheckwhetheryouwererightanddiscussitwithyourinstructor.Step2-Wheredothevariablesgoonthebalan__sheetWenowneedtoestablishwhichpartofthebalan__sheetthevariableswouldappearin.Aretheyapartoftheassetsinthetophalforaretheyoneofthesour__sofowner’sequityPutthreesamplebalan__sineachofthecolumnsbelow:AssetLiabilityOwnersEquity On__againcheckyouranswerswiththeinstructor.Step3-Thewholebalan__sheet-canyougetittobalan__Thefinalstageistotrytoputtogethera______balan__sheet.SoBalan__sheetsforMYSELFVARIABLE DESCRIPTIONSMYCURRENTSELFMEINYEAR2015Fixed/CurrentAssetswhatdouown lessCurrentLiabilitiesLong-termLiabilitieswhatdouowe YourEquitypersonalwealth SomeHint:Fixedassets-doyouh__eacarahi-fiamotor-bikeCDsCurrentassets-cashinthebanks__ingsanyfriendsoweyoumoneydebtorsCurrentliabilities-doyouoweanyonemoneydoyouh__eanoverdraftLong-termliabilities-doyouh__eanylong-termloansoverayearTrytoanswerthefollowingquestionsandcompareanswerswithyourgroupmember.Whyarefixedassetsimportanttoabusiness_____________________________________________________________Whatproblemsmightabusinessfa__ifitwasshortofcurrentassets______________________________________________________________Forexampleifyougooutafterreadingthisandbuyacarfor2002andyoupayforhalffromyours__ingsandhalfbytakingoutabankloanwhatchangeswillyouh__e__detoyourpersonalbalan__sheet______________________________________________________________LessonEightBusinessNewsReading商业报刊阅读PartIO__ectivesFeaturesandstylesofwritinginWesternbusinessjournali__西方商业新闻写作特点Idio__ticusagesandsetphrasesoftenusedtodescribeandpredictingeconomicdevelopment描述经济发展及预测发展趋势的习惯表达方式Whatisitinanearningreport分析盈利报告PartIITheHow-TosFeaturesofWesternBusinessNewsWriting西方商业新闻写作特点OneofthemostimportantfeaturesofWesternbusinessnewswritingistheusageof______andlivelyEnglish.Sin__ofmostthesewritingscovernotstoriesbuttrendsofthe__rketordevelopmentofpoliciesitisessentialto__kethewritingrighttothepointandac__ssibletoreaderofvariouseducationlevels.Thereforeconcisenessandclarityarethekeys语言简练通俗:“Thecompanyexpectstoincuralossexcludingspecialitemsofbetween11__ntsand14__ntspershareinthefirstquarter.”除特殊项目,公司第一季度预计会出现每股11至14分的亏损“CapitalSpendingbyindustryjustpokesalong.Dittoresidentialbuilding.”工业资本开支缓慢增加,住房建筑亦如此Thecollapseofcopperpri__hascomejustasde__ndforitfromtheindustrializedworldhasdropped8%onlastyearandasproductionaftertwoyearsofhighpri__sisstartingtoincrease.铜价的猛跌正好是在工业国家的对铜的需求比去年下降8%和经过两年的高价后铜生产量正开始上升的时候发生的Muchinfor__tionhasbeencoveredyetusingonlyonesenten__.Alongandboringdayatworktiresyoureyesandmind.Wouldn’titbeevenworseifyouh__etoreadontosomedrabwritingsinnewsSodontbesurprisedtoseesuchlivelyexpressions(用词生动形象):“Italyisonecountrywhereitisreallygood-byetotheboomatleastuntilthechronicweaknessinthebalan__ofpaymentsiscuredandthe17%inflationisredu__d.”意大利是一个真正与经济繁荣告别了的国家,至少在国际收支方面的__困境得以改善,以及每年17%的通货膨胀有所一直之前,情况难以好转“WhenitcametoaperennialClintonbugaboo-personnel-thingsbeganonapromisingnote.ProddedbytheWhiteHouseSevenCabinetChiefsannoun__dtheirdeparturessoonafterNov.
5.Theshakeupg__eClintonachan__torevitalizehiswearyteam.Soh__eanyofthosejobsbeenfilledNope.”___刚刚看到即将摆脱困扰他多时的私人琐事的希望在白宫的催促下,7位内阁要员宣布将于11月5日后卸任此次内阁改组给___以机会使其疲惫的内阁恢复活力内阁成员的人选是否已经确定了呢?没有Theusageofellipsises__keseye-catchingtitlesandsubtitles:(巧用省略)“Whoisafraidofglobal__rketsNotU.S.investors.”“TimeforarealitycheckinAsia.Timeforafirebrigade.”“HubrisPerhaps.ButDobsonisn’ttheonlyputtinguphischestthesedays.”傲慢吗?也许但DOBSON可不是近来唯一一位趾高气昂的人Thefrequentuseofquotesparenthesesandhyperbaton:(引语,插入语及倒装)“IamafraidtheUSbanksaregoingtoh__etogetusedtoseeingDoutscheMorganGrenfellmoreoften“saysChiefExecutiveMichaelW.R.Dobson.总裁Dobson说“恐怕美国银行将不得不习惯于经常与DoutscheMorganGrenfell打交道了”“Anyinternationalcompanythat’snotplanningtodosomethinginChinaisprobablymissingabet”saysJ.TracyO’Rourke__OofVarianAssociatesInc.aCalifornia__nufacturerofmedicalequipment.“it’slikethefrontierofdayspast.”“任何一家不打算在中国作些事情的国际公司都可能失去一次机会”,“她犹如往日的西部处女地”PartIIILet’sTalkBusinessFollowingisanearningforecastofMotorola’s1stquarter2002andsome____ysisofwhatsuchnewpressreallymeanstoinvestors.MotorolasFirstQuarterandFullYearEarningsOutlookSCHAUMBURGIll.Jan.23/PRNewswire-FirstCall/--MotorolaInc.NYSE:MOTsaidtodayitexpectssalesinthefirstquarterof2002tobebetween$
6.0billionand$
6.2billion.Thecompanyexpectstoincuralossexcludingspecialitemsofbetween11__ntsand14__ntspershareinthefirstquarter.Thecompanycontinuestoexpectsalesfromongoingoperationsforthefull-year2002todeclinebetween5per__ntand10per__ntcomparedto
2001.Thecompanyconfirmedthatitcontinuestoexpecttoreturntoprofitabilityinthethirdquarterof2002andbeprofitableforthefullyear
2002.Motorolaalsosaidthatitbelievesthecurrent2002consensusearningsexpectationof4__ntspershareforthefullyearexcludingspecialitemsisnotonlyachievablebutcanbeex__eded.Thecompanybelievesthatifannualsalesarenearthehighendofthecompanysguidan__rangeandthewirelesshandsetandsemiconductorindustriesmeetgrowthexpectationsitispossibleforthecompanytoearn15__ntspersharein2002excludingspecialitemsasthecompanypreviouslydiscussed.Thegross__rginimprovementsanticipatedinthesetwobusinessesiftheirindustriesmeetgrowthexpectationscoupledwiththeexpecteds__ingsfromcostreductionswould__kethislevelofearningspossible.BusinessRisks:Statementsaboutthecompanyssalesandearningsoutlookareforward-lookingstatementsbasedoncurrentexpectationsandinvolverisksandun__rtainties.MotorolawishestocautionthereaderthatthefactorsbelowandthoseonpagesF-29throughF-33oftheappendixtoMotorolasProxyStatementforthe2001annualmeetingofstockholdersandinitsotherSECfilingscouldcauseMotorolasactualresultstodiffer__teriallyfromthosestatedintheforward-lookingstatements.ThesefactorsincludeMotorolawishestocautionthereaderthatthefactorsbelowandthoseonpagesF-29throughF-33oftheappendixtoMotorolasProxyStatementforthe2001annualmeetingofstockholdersandinitsotherSECfilingscouldcauseMotorolasactualresultstodiffer__teriallyfromthosestatedintheforward-lookingstatements.Thesefactorsinclude:ithecompanysabilitytoeffectivelycarryouttheplannedcost-reductionactions;iithepotentialforunanticipatedresultsfromcost-reductionactivitiesonproductivity;iiitheimpactoftheslowdownintheoveralleconomyandtheun__rtaintyofcurrenteconomicconditions;ivtheimpactofongoingtaxreliefinterestratereductionandliquidityinfusioneffortstostimulatetheeconomy;vthedeclineinthetelecommunicationssemiconductorandbroadbandindustries;vithecompanyscontinuingabilitytoac__ssthecapital__rketsonf__orableterms;viide__ndforthecompanysproductsincludingproductsrelatedtonewtechnologies;viiithecompanysabilitytocontinuetoincreaseprofitabilityand__rketshareinitswirelesshandsetbusiness;ixthecompanyssuc__ssintheemerging3G__rket;xthede__ndforvendorfinancingandthecompanysabilitytoprovidethatfinancinginordertore__incompetitive;xiunexpectedliabilitiesorexpensesincludingunf__orableoutcomestoanycurrentlypendingorfuturelitigationincludinganyrelatingtotheIridiumproject;xiithelevelsatwhichdesignwinsbecomeactualordersandsales;xiiithesuc__ssofallian__sandagreementswithothercompaniestodevelopnewproductsandservi__s;xivdifficultiesinintegratingtheoperationsofnewly-acquiredbusinessesandachievingstrategico__ectivescosts__ingsandotherbenefits;xvvolatilityinthe__rketvalueofsecuritiesheldbyMotorola;xvitheimpactofforeigncurrencyfluctuations;andxviitheimpactofchangesingover__entalpolicieslawsorregulations.AboutMotorola:MotorolaInc.NYSE:MOTisagloballeaderinprovidingintegratedcommunicationssolutionsandembeddedelectronicsolutions.Salesin2001were$30billion.SOUR__MotorolaInc.PartIIIIExercisesandDiscussionsReadthefollowingearningreportandh__eadiscussionwithyourgroupmembersusinginstructionsbelow.AmericanPacificBankAnnoun__s4thQuarterIncomeUp149%PORTLANDOre.Jan232002BUSINESSWIRE--D__idChenpresidentandchiefexecutiveoffi__rofAmericanPacificBankNasdaq:AMPBannoun__dtodaythatnetincomeforthefourthquarterendedDec.312001rose
149.13%ascomparedtosamequarterof
2000.Netearningsaftertaxesforthefourthquarterof2001cameto$221516or$
0.15pershareascomparedto$88916or$
0.07persharereportedforthesameperiodlastyear.Netearningsaftertaxesforyear-end2001cameto$537393or$
0.36pershareanincreaseof
19.25%ascomparedto$450635or$
0.35persharereportedforthesameperiodlastyear.NetinterestincomeforthefourthquarterendedDec.312001was$1100186comparedto$927975forthesamequarterlastyearanincreaseof
18.56%.ChenstatedTheBankhadanex__llentquarterfacilitatedbythedecreaseininterestexpenseandthecontinuedstrongde__ndinbothconstructionlendingandcommercialrealestatelending.TheBankredu__ditsassetssizefrom$78627079attheendoffiscal2000to$75748871attheendof2001adecreaseof
3.66%.Thisdecreasewastheresultof__nagementsdecisiontonotrenewhighercostjumbodepositsat__turity.Totaldepositsdecreased$5774502or
9.12%duringfiscal2001ascomparedtofiscal
2000.Totalloansdecreasedmini__llyfrom$71893189in2000to$70533273in
2001.ThisoccurredbecausetheBanksold$12millionincommercialrealestateinthesecondquarterof2001toeasethecon__ntrationincommercialrealestateandincreaseoverallliquidity.TheBankcontinuestobewell-capitalizedwiththeleverageratioat
8.93%andarisk-basedcapitalratioat
10.42%.ThebookvalueoftheBanksstockasofDec.312001was$
4.59ascompared$
4.19pershareattheendoffiscal
2000.Chenadded2002willbeanexcitingyearforourBank.Duringfiscal2001weopenedabranchintheWoodVillageWal-__rtstoreandinlate2000theBanklaunchedAmericanOnlineBank___.apbank.com.Weplantobuildonthesesuc__ssesinthecurrentyear.AmericanPacificBankwasformedin1979asanOregonstatecharteredinstitutionprovidingbankingservi__stotheruralcommunitiesofAumsvilleandMillCity.Sin__thattimetheBankhasgrownintoametropolitaninstitutionbasedindowntownPortland.Servi__stopeoplelivingthroughoutOregonandSouthwestWashingtonincludeconstructionandcommerciallendingper__nentmortgagesbusinessandconsumerlendingcreditcardservi__sanddepositservi__s.TheBanksnation-widesecuredcreditcardprogramhasbeenratedbyCardtrakasoneofthebestcreditcardprogramsinthenation.AmericanPacificBankFinancialResultsAsofDe__mber312001andDe__mber312000QuarterQuarterEndedEnded12/31/0112/31/00$$UnauditedAudited-----------------------TotalAssets7574887178627079__erageAssets7857639765879469TotalDeposits57576___63351088TotalLoansafterLoanLossReserve7053327371__31__TotalEquity67822876154096__erageEquity64729735721281__erageNoofshares147402212__571YearEndSharesOutstanding14769601467704-----------------------QuarterQuarterYTDYTDEndedEndedEndedEnded12/31/0112/31/0012/31/0112/31/00$$$$UnauditedAudited-----------------------------------------------InterestIncome1728675190409573774986708414InterestExpense6284__97612036848753119466-----------------------------------------------NetInterestIncome110018692797536926233588948ProvisionforLoanLossReserve10516395695173268362165OtherIncome120195119261600429445133OtherExpenses75855376132032467852945083-----------------------------------------------NetIncomeBeforeTaxes356665190221872999726833IncomeTaxExpense135151101305335606276198-----------------------------------------------NetIncome22151488916537393450635-----------------------------------------------PerShareData:EarningsPerSharebeforetaxes__eragesharesoutstanding$
0.24$
0.15$
0.59$
0.56EarningsPerShareaftertaxes__eragesharesoutstanding$
0.15$
0.07$
0.36$
0.35BookValuebasedonendingsharesoutstanding$
4.59$
4.19$
4.59$
4.19-----------------------------------------------CONTACT:AmericanPacificBankD__idT.Chen503/221-5801Comparingtothe2001annualearninggrowthofAmericanPacificBankisthe4thquartergrowthsosignificanttothebank’soverallfinancialsituationDoyouconsiderthetitleof149%growthmisleadingorjustastrategicpropagandaAccordingtothebusinessrisk____ysiswhataresomeofthefactorthatwillresultadecline/increaseonMotorola’searningin2002I__gineyourselfbeingthe__OofMotorola.Usingthefollowingchartdrawacurvetoshowtheexpectingtrendofyourcompany’searningin
2002.Explaintoyourgroupmembersonyourthoughts.PartVSupplementary__terialsHerearesomecommonidio__ticexpressionsinbusinessnewswritingthatyou__yfindhelpful.商业新闻写作中惯用的表达方式Todescribeanupwardtrend描述增长趋势anincrease/toincreaseagain/togainagrowth/togrowaleap/toleapasurge/tosurgeasoar/tosoararise/toriseahike/tohikeTodescribeadownwardtrend描述下降趋势adip/todiptoadecline/todeclineadrop/todropadecrease/todecreaseacollapse/tocollapseacut/tocutaslip/toslipoffaslump/toslumpTodescribeasteadiness描述平稳走势Afterfallingsharplyintheprevioustwoyearsthejoblessratehashardlymovedsin__April.Augustjoblessnessstoodat
8.2%andtheannualpa__ofweeklyearningsslowedto
3.25%…InSydneystocksendedlittlechangedinsubduedtradingasinvestorsawaiteddirectionfromWallStreetafteritssell-offlastweekaswellasnewAustralianeconomicdatatobereleasedTuesday.Measuredagainstthecurrenciesofthe__jorindustrialcountriesthedollarislikelytohoveraboutwhereitisforseveralcalendarquartersatleast.Todescribetheextendofchange描述变化幅度Bigchange:__rkedlygreatlyconsiderably__allchange:fractionally__rginallyslightlyFastchange:quicklysuddenlyrapidlySlowchange:slowlygraduallygentlyPartVSupplementary__terialsWhatcanyougetfromastockquote BairncoCorp BZ Closingvaluesfrom1/25/2002 Last
5.23Change% -
0.26 -
4.74% PrevClose
5.49 Volume 15900 DaysRange
5.00 -
5.49 Bid
5.25 Ask
5.28 Open
5.49 __gVolume 4400 52WeekRange
5.00 -
8.60 Earn/Share
0.16 P/E
32.69 __rketCap
38.3M DivYield
3.82SomeusefullinksforfinancialreportingandSECfilings财政报表与美国证券委员会备案的一些__链接___.earnings.comhttp://___.earnings.comRegisteredusersh__eac__sstomultimediaresearch____ystrecommendationsearningscallsaswellasafullypersonalizedearningscalendarwheretheycantrackearningsdatesconferen__callsupgrades/downgradesstocksplitsand__joreconomicindicators.http://___.edgar-online.com/http://___.edgar-online.com/ProvidesSECelectroniccorporatefilingsandrelatedbusinessin____igen__tools.___.hoover.comhttp://___.hoover.comSearchablefinancialfilingsandachievesofcompanypressreleasesandcontinuouslyupdatedin____igen__onpublicandprivatecompaniesworldwide.http://___.sec.gov/edgar.shtmlhttp://___.sec.gov/edgar.shtmlTheSECrequiresallpubliccompaniesex__ptforeigncompaniesandcompanieswithlessthan$10millioninassetsand500shareholderstofileregistrationstatementsperiodicreportsandotherformselectronicallythroughEDGAR.Anyonecanac__ssanddownloadthisinfor__tionforfree.Hereyoullfindlinkstoacompletelistoffilings__ailablethroughEDGARandinstructionsforsearchingtheEDGARdatabase.LessonNineInterviewEnglsih面试口语PartIO__ectivesTheABCsofJobInterviewsInNorthAmerica北美工作面试须知Commonquestionsguidelinestoproperanswers常见问题及应对技巧“____mesomethingaboutyourself”–Thetone-settingquestion面试中的自我介绍NonverbalPitfallstoWatchFor小心坠入面试中肢体语言的陷阱PartIITheHow-TosTheABCsofJobInterviewsInNorthAmericaTheone-on-onefor__tisthemostfamiliarandcommonfor__tinjobinterviewing.Itsabouttwopeoplesittingdowntoh__eaconversation.Inthiscasetheconversationhasaparticularpurpose:Todeterminewhetherthereisanaturalfitbetweentheinterviewertheapplicantandthejob__ailable.Bothpartieswillle__ethisconversationwithsomekindofajudgment.Theinterviewerwillknowwhetheryoucanfulfilltheresponsibilitiesofthepositionandyouwillknowwhetherornotthisistherightpositionandcompanyforyoutoutilizeandexpanduponyourtalents.Theinterviewbeginsthesecondyouandtheinterviewerinitiallymeet--thisisthecrucialnonverbaljudgment.Theinterviewerissizingyouup:AreyoudressedappropriatelyAreyouwell-groomedandpleasantNextisthehandshake--doyouofferalimp-fishhandshakeorisitfirmandcomfortableAlotofclosescrutinytakespla__inthoseinitialmomentsandtheinterviewercangetagoodideaastohowwelltheinterviewwillorwillnotgobasedonhisorherfirstimpressionsofyou.Afterabitofchitchatorwarm-upthequestionsbegin.Theconversationwillusuallybeginwiththesamerequest:____meaboutyourself.Theinfor__tionyourevealasananswertothisquestionandthroughouttheinterviewallowstheinterviewertogetaclearpictureofyouand__rtainpicturesorpatternswillbegintoemerge.Eachtimeanewsu__ectismentionedtheinterviewer__ywanttodigalittlefurtherandthepicturebecomesmorefocused.Beh__ioralquestionssuchas____meaboutyourexperien__with...givetheinterviewercluesaboutyourpastexperien__sthatcanbeappliedtosolvingtheproblemsofthejobinquestion.Youmustbepreparedtotalkaboutyourachievementsandpastbeh__iorsandh__eexamplesoftheexperien__syoumention.ForexampleifyousayIamverydetail-orientedorIaman____yticalproblem-solvertheremustbeexamplestobacktheclaims.Showtheinterviewerthatyouaredetail-orientedbyprovidinghimwithanexampleofwhenyourattentiontodetailpositivelyaffectedyourwork.Youshouldcreatealistofyouraccomplishmentsandexperien__sthatvalidatetheseclaimspriortointerviewing.Ifyoudontimmediatelyofferthisinfor__tiontheinterviewercanprobefurther.AsanexampleyoumightsayIh__eex__llentwrittencommunicationskills.Theinterviewercannowfollowuponthissu__ectbyaskingWhattypeofwritingh__eyoudoneOr____meaboutaprojectyouh__eworkedoninvolvingwrittencommunicationskills.Ifyouarentabletocomeupwithgoodexamplesorsuc__ssstoriestheremightbeacredibilityproblem.Sayingyoucandosomethingandactuallygivinganexampleofwhenyouh__edoneitaretwodifferentthings.Interviewersareattemptingtogetapictureofyourabilitiestoperforminthepositionthatis__ailable.Theyarealsolookingtoseehowyouwouldfitinwiththecorporateculture.Sometimestherewillbeasuc__ssionofone-on-oneinterviewswithinthesamecompany.Thepro__ss__ybeginwiththehu__nresour__sdepartmentthenmoveontoaninterviewwithaprospectivebossorhiring__nager.It__ythencontinuedownthelinetoothermembersofadepartmentandcansometimesincludea__O.Ineachone-on-oneconversationyoumustbeabletopresentgoodexamplesand____aboutpastsuc__sses.Whenthisisdoneyoucanle__etheinterviewknowingthatyouh__ecommunicatedapicturethatispositiveandaccurateno__tterhow__nyconversationsittakes.PartIIILet’sTalkBusinessCommonJobInterviewQuestionsByrehearsinginterviewquestionsyoullbecomemorefamiliarwithyourownqualificationsandwillbewellpreparedtodemonstratehowyoucanbenefitanemployer.Someexamples:____meaboutyourself.__keashortorganizedstatementofyoureducationandprofessionalachievementsandprofessionalgoals.Thenbrieflydescribeyourqualificationsforthejobandthecontributionsyoucould__ketotheorganization.WhydoyouwanttoworkhereorWhataboutourcompanyinterestsyouFewquestionsaremoreimportantthanthesesoitisimportanttoanswerthemclearlyandwithenthusia__.Showtheintervieweryourinterestinthecompany.Sharewhatyoulearnedaboutthejobthecompanyandtheindustrythroughyourownresearch.Talkabouthowyourprofessionalskillswillbenefitthecompany.Unlessyouworkinsalesyouranswershouldneverbesimply:money.Theinterviewerwillwonderifyoureallycareaboutthejob.Whydidyoule__eyourlastjobTheinterviewer__ywanttoknowifyouhadanyproblemsonyourlastjob.Ifyoudidnoth__eanyproblemssimplygiveareasonsuchas:relocatedawayfromjob;companywentoutofbusiness;laidoff;temporaryjob;nopossibilityofadvan__ment;wantedajobbettersuitedtoyourskills.Ifyoudidh__eproblemsbehonest.Showthatyoucanac__ptresponsibilityandlearnfromyourmistakes.Youshouldexplainanyproblemsyouhadorstillh__ewithanemployerbutdontdescribethatemployerinnegativeterms.Demonstratethatitwasalearningexperien__thatwillnotaffectyourfuturework.WhatareyourbestskillsIfyouh__esufficientlyresearchedtheorganizationyoushouldbeabletoi__ginewhatskillsthecompanyvalues.Listthemthengiveexampleswhereyouh__edemonstratedtheseskills.Whatisyour__jorweaknessBepositive;turnaweaknessintoastrength.Forexampleyoumightsay:Ioftenworrytoomuchovermywork.SometimesIworklateto__kesurethejobisdonewell.DoyouprefertoworkbyyourselforwithothersTheidealanswerisoneofflexibility.Howeverbehonest.Giveexamplesdescribinghowyouh__eworkedinbothsituations.WhatareyourcareergoalsorWhatareyourfutureplansTheinterviewerwantstoknowifyourplansandthecompanysgoalsarecompatible.Lethimknowthatyouareambitiousenoughtoplanahead.Talkaboutyourdesiretolearnmoreandimproveyourperfor__n__andbespecificaspossibleabouthowyouwillmeetthegoalsyouh__esetforyourself.WhatareyourhobbiesandDoyouplayanysportsTheinterviewer__ybelookingforeviden__ofyourjobskillsoutsideofyourprofessionalexperien__.Forexamplehobbiessuchaschessorbridgedemonstrate____yticalskills.Readingmusicandpaintingarecreativehobbies.Individualsportsshowdeterminationandstaminawhilegroupsportactivities__yindicateyouarecomfortableworkingaspartofateam.Alsotheinterviewermightsimplybecuriousastowhetheryouh__ealifeoutsideofwork.Employeeswhoh__ecreativeorathleticoutletsfortheirstressareoftenhealthierhappierandmoreproductive.WhatsalaryareyouexpectingYouprobablydontwanttoanswerthisonedirectly.Insteaddeflectthequestionbacktotheinterviewerbysayingsomethinglike:Idontknow.WhatareyouplanningonpayingthebestcandidateLettheemployer__kethefirstoffer.Howeveritisstillimportanttoknowwhatthecurrentsalaryrangeisfortheprofession.FindsalarysurveysatthelibraryorontheInternetandchecktheclassifiedstoseewhatcomparablejobsinyourareaarepaying.Thisinfor__tioncanhelpyounegotiatecompensationon__theemployer__kesanoffer.Whath__eIforgottentoaskUsethisasachan__tosum__rizeyourgoodcharacteristicsandattributesandhowthey__ybeusedtobenefittheorganization.Convin__theinterviewerthatyouunderstandthejobrequirementsandthatyoucansuc__ed.Herearesomeotherjobinterviewquestionsyoumightwanttorehearse.YourQualificationsWhatcanyoudoforusthatsomeoneelsecantdoWhatqualificationsdoyouh__ethatrelatetothepositionWhatnewskillsorcapabilitiesh__eyoudevelopedre__ntlyGivemeanexamplefromapreviousjobwhereyouveshowninitiative.Whath__ebeenyourgreatestaccomplishmentsre__ntlyWhatisimportanttoyouinajobWhatmotivatesyouinyourworkWhath__eyoubeendoingsin__yourlastjobWhatqualitiesdoyoufindimportantinacoworkerYourCareerGoalsWhatwouldyouliketobeingdoingfiveyearsfromnowHowwillyoujudgeyourselfsuc__ssfulHowwillyouachievesuc__ssWhattypeofpositionareyouinterestedinHowwillthisjobfitinyourcareerplansWhatdoyouexpectfromthisjobDoyouh__ealocationpreferen__Canyoutr__elWhathourscanyouworkWhencouldyoustartYourWorkExperien__Whath__eyoulearnedfromyourpastjobsWhatwereyourbiggestresponsibilitiesWhatspecificskillsacquiredorusedinpreviousjobsrelatetothispositionHowdoesyourpreviousexperien__relatetothispositionWhatdidyoulikemost/leastaboutyourlastjobWhom__ywecontactforreferen__sYourEducationHowdoyouthinkyoureducationhaspreparedyouforthispositionWhatwereyourf__oriteclasses/activitiesatschoolWhydidyouchooseyour__jorDoyouplantocontinueyoureducationPartIIIIExercisesandDiscussionsAnswerthe10most-askedquestionsmentionedinParttwobyusingguidelinesprovidedinthearticle.____theclassaninterviewstoryofyours.Beforeyourevealthefinalresultofthisjob-huntingexperien__letotherstudentscriticizeonyourperfor__n__andgiveyouavirtualoffer/rejection.Compareitwiththeactualresult.Thinkofyourbest/worseinterviewexperien__sandsharethemwithyourclassandinstructor.Whydoyouthinkthatyoudidagreat/horriblejobIfyoucangothroughitalloveragainwhatimprovementscanbe__dePartVSupplementaryNotes____MeAboutYourselfItsoneofthemostfrequentlyaskedquestionsinaninterview:____meaboutyourself.Yourresponsetothisrequestwillsetthetonefortherestoftheinterview.Forsomethisisthemostchallengingquestiontoanswerastheywonderwhattheinterviewerreallywantstoknowandwhatinfor__tiontheyshouldinclude.Eleanordreadedthisquestion.Whenitwasthefirstoneaskedatherinterviewshefumbledherwaythroughavagueanswernotfocusingonwhatshecouldbringtothejob.Imhappily__rriedandoriginallyfromDenvershebegan.Myhu__andwastransferredherethreemonthsagoandIvebeengettingussettledinournewhome.Imnowreadytogobacktowork.Iveworkedinavarietyofjobsusuallycustomerservi__-related.Imlookingforacompanythatoffersgrowthopportunities.Theinterviewwentdownhillafterthat.Shehadstartedwithpersonalinfor__tionandg__etheinterviewerreasontodoubtwhethershewasanemployeewhowouldstayforverylong.Shes__rriedandwhenherhu__andgetstransferredthatmeansshehastole__e;shediditon__andcandoitagain.Shehassomeworkexperien__withcustomersbutdidntemphasizewhatshedid.Sheislookingtogrow.WhataboutthejobsheisapplyingforWillshestaycontentforlongThesecrettosuc__ssfullyrespondingtothisfree-formrequestistofocusscriptandpracti__.Youcannotaffordtowingthisanswerasitwillaffecttherestoftheinterview.Begintothinkaboutwhatyouwanttheinterviewertoknowaboutyou.FocusListfivestrengthsyouh__ethatarepertinenttothisjobexperien__straitsskillsetc..Whatdoyouwanttheinterviewertoknowaboutyouwhenyoule__eEleanorisstrongincommunicationsandconnectingwithpeople.Shehasastrongbackgroundandprovensuc__sswithcustomerrelationships.Herrealstrengthisherfollow-through.Shepridesherselfonherreputationformeetingdeadlines.ScriptingPrepareascriptthatincludestheinfor__tionyouwanttoconvey.Beginbytalkingaboutpastexperien__sandprovensuc__ss:Ih__ebeeninthecustomerservi__industryforthepastfiveyears.Mymostre__ntexperien__hasbeenhandlingincomingcallsinthehightechindustry.OnereasonIparticularlyenjoythisbusinessandthechallengesthatgoalongwithitistheopportunitytoconnectwithpeople.InmylastjobIformedsomesignificantcustomerrelationshipsresultingina30per__ntincreaseinsalesina__tterofmonths.Nextmentionyourstrengthsandabilities:Myrealstrengthismyattentiontodetail.Ipridemyselfonmyreputationforfollowingthroughandmeetingdeadlines.WhenIcommittodoingsomethingI__kesureitgetsdoneandontime.Concludewithastatementaboutyourcurrentsituation:WhatIamlookingfornowisacompanythatvaluescustomerrelationswhereIcanjoinastrongteamandh__eapositiveimpactoncustomerretentionandsales.Practi__Practi__withyourscriptuntilyoufeelconfidentaboutwhatyouwanttoemphasizeinyourstatement.Yourscriptshouldhelpyoustayontrackbutyoushouldntmemorizeit--youdontwanttosoundstiffandrehearsed.Itshouldsoundnaturalandconversational.Evenifyouarenotaskedthistypeofquestiontobegintheinterviewthispreparationwillhelpyoufocusonwhatyouh__etooffer.Youwillalsofindthatyoucanusetheinfor__tioninthisexercisetoassistyouinansweringotherquestions.Themoreyoucantalkaboutyourproduct--you--thebetterchan__youwillh__eatsellingit.NonverbalCommunicationsItbeginsevenbeforeyousayyourfirstwordinaninterview.Bythetimetheinterviewerwalkstowardyouanopinionisalreadybeingformed.Thereyousitwaitingtospewoutyouranswerstoquestionsyouvepreparedforwhileyouarealreadybeingjudgedbyyourappearan__posture__ileornervouslook.AstudydoneatUCLAafewyearsagorevealedthattheimpactofaperfor__n__wasbased7per__ntonthewordsused38per__ntonvoi__qualityand55per__ntonnonverbalcommunication.Lookbackatspeakersorteachersyouvelistenedto.WhichonesstandoutasmemorableTheoneswhoweremoreani__tedandentertainingortheoneswhojustg__eoutinfor__tionThisisnottosayyouh__etoentertaintheinterviewernojokespleasebutitdoesmeantheconversationshouldbemoreinteractive.Ifyousayyouareexcitedabouttheprospectofworkingforthiscompanybutdontshowanyenthusia__yourmessagewillprobablyfallflat.So__ilegestureon__inawhileshowsomeenergyand__ketheexperien__morepleasurableforbothsides.NonverbalPitfallstoWatchFor:
1.Thehandshake:Itsyourfirstencounterwiththeinterviewer.Heholdsouthishandandre__ivesalimpdamphandinreturn--notaverygoodbeginning.Yourhandshakeshouldbefirm--notbone-crushing--andyourhandshouldbedryandwarm.Tryrunningcoldwateronyourhandswhenyoufirstarriveattheinterviewsite.Runwarmwaterifyourhandstendtobecold.Theinsidesofyourwristsareespeciallysensitivetotemperaturecontrol.
2.Yourposture:Standandsiterect.Werenottalkingramrodposturebutshowsomeenergyandenthusia__.Aslouchingposturelookstiredanduncaring.Checkyourselfoutinamirrororonvideotape.
3.Eyecontact:Looktheinterviewerintheeye.Youdontwanttostareasthisshowsaggression.Occasionallyandnonchalantlyglan__attheinterviewershandasheisspeaking.Byconstantlylookingaroundtheroomwhileyouaretalkingyouconveyalackofconfiden__ordiscomfortwithwhatisbeingdiscussed.
4.Yourhands:Gesturingortalkingwithyourhandsisverynatural.Gettingcarriedawaywithhandgesturescanbedistracting.Also__oidtouchingyourmouthwhiletalking.Watchyourselfinamirrorwhiletalkingonthephone.Chan__sareyouareprobablyusingsomeofthesamegesturesinaninterview.
5.Dontfidget:Thereisnothingworsethansomeoneplayingwithhisorherhairclickingapentoptappingafootorunconsciouslytouchingpartsofthebody.Preparingwhatyouh__etosayisimportantbutpracticinghowyouwillsayitisimperative.Thenonverbalmessagecanspeaklouderthantheverbalmessageyouaresending.附录《初级商务英语口语》目录LessonOne自我介绍(Self-Introduction)LessonTwo更多了解EffectiveQuestionandAnswerTechniquesLessonThree__技巧WesterntelephoneetiquetteLessonFour制定日程Settingagendaformeetingstr__elandeventsLessonFive安排事物Invitingac__ptingdecliningofferingrefusingLessonSix商业用餐TranslationsonfoodsshowingopinionsLessonSeven工作之余ChoosinganddevelopingtopicsofconversationLessonEight工作面试JobinterviewLessonNine办公自动化Offi__Auto__tionLessonTen商业会议AttheMeetingPAGE135。