商务英语口实训 下册Unit 5 Technology Transfer

《商务英语口实训 下册Unit 5 Technology Transfer》由会员分享，可在线阅读，更多相关《商务英语口实训 下册Unit 5 Technology Transfer（43页珍藏版）》请在装配图网上搜索。

1、Unit 5 Technology TransferPart One Warm-up What should be paid attention to when you negotiate on technology transfer?Discuss this question with your partners in groups.Key to the Question in Warm-upMany companies,universities and governmental organizations now have an Office of Technology Transfer(

2、TTO,also known as Tech Transfer or TechXfer)dedicated to identifying research which has potential commercial interest and strategies for how to exploit it.For instance,a research result may be of scientific and commercial interest,but patents are normally only issued for practical processes,and so s

3、omeonenot necessarily the researchersmust come up with a specific practical process.Another consideration is commercial value;for example,while there are many ways to accomplish nuclear fusion,the ones of commercial value are those that generate more energy than they require to operate.The process t

4、o commercially exploit research varies widely.It can involve licensing agreements or setting up joint ventures and partnerships to share both the risks and rewards of bringing new technologies to market.Other corporate vehicles,e.g.spin-outs,are used where the host organization does not have the nec

5、essary will,resources or skills to develop a new technology.Often these approaches are associated with raising of venture capital(VC)as a means of funding the development process,a practice more common in the United States than in the European Union,which has a more conservative approach to VC fundi

6、ng.2 Research spin-off companies are a popular vehicle of commercialisation in Canada,where the rate of licensing of Canadian university research remains far below that of the US.Technology transfer offices may work on behalf of research institutions,governments and even large multinationals.Where s

7、tart-ups and spin-outs are the clients,commercial fees are sometimes waived in lieu of an equity stake in the business.As a result of the potential complexity of the technology transfer process,technology transfer organizations are often multidisciplinary,including economists,engineers,lawyers,marke

8、ters and scientists.The dynamics of the technology transfer process has attracted attention in its own right,and there are several dedicated societies and journals.There has been a marked increase in technology transfer intermediaries specialized in their field since 1980,stimulated in large part by

9、 the Bayh-Dole Act and equivalent legislation in other countries,which provided additional incentives for research exploitation.Reference:http:/en.wikipedia.org/wiki/Technology_transferPart Two Situational DialoguesDialogue 1 technology transfer 技术转让技术转让 Contract for Technology Transfer技术转让合同 techno

10、logy transfer fee技术转让费 We require that at the signature of the technology transfer agreement,you will provide us with the bank guarantee for the transfer of all payments.我方要求在签署技术转让协议时，贵方要向我方提供支付所有技术转让费用的银行担保。supervision,sju:pvin n.管理管理 technical supervision 技术监督 health supervision 卫生监督 democratic s

11、upervision 民主监督 construction supervision 施工监理Part Two Situational DialoguesDialogue 2compensate for 补偿补偿 Nothing can compensate for the loss of ones health.失去健康是无法补偿的。If the damage was caused by poor packing,you should compensate for it.如果破坏因不合格包装造成，你们要对此进行赔偿。proposal prpz()l n.提议提议 technical propos

12、al 技术建议 rationalization proposal 合理化建议 They reacted against my proposal.他们反对我的建议。I think we have to think about your proposal about agency carefully.我想我们必须慎重考虑你方关于代理的建议。Part Two Situational DialoguesDialogue 3technician teknin n.技术员技术员 laboratory technician 化验员 engineering technician 工程技术员 lab techn

13、ician 实验室技术员 computer technician 计算机技术人员 Part Three Classroom ActivitiesActivity 1 One of your customers would like you to provide him a technical license to improve his present products and develop new ones.You need to let him know the rights,period and expenses of the technical license.Make a dial

14、ogue in pairs according to the given situation.Sample dialogue(part 1)A:Shall we take up the business now?B:Thats fine with me.Im ready.A:Wed like you provide us with a technical license to improve our present products and develop new ones.B:I hope we can satisfy your requirements.Well guarantee tha

15、t machines and technology are of advanced world levels,and the technology provided is integrated,precise and reliable.A:Very good.What right will the license grant to us?B:It will grant rights of both manufacture and sales of our products.Sample dialogue(part 2)A:Does the license include the patent?

16、B:Yes.A:How long will you allow us to use the patent?B:3 years.A:Well,how much will you ask for?B:We hope you will pay us$80,000 as initial payment for buying the production rights from us,and 5%of the sales price on each product sold.A:Im afraid that we cant accept that.We hope you can reduce to 3%

17、of the sales price on royalty.B:It would not seem proper to do so.What about 4%?A:Well,yes.B:We have reached an agreement on payment.Then,within 30 days after the effective date of the contract,you must pay the initial payment for our license.Activity 2 A customer has decided to buy a technical lice

18、nse from you,and you should provide him with its details so as to make clear the responsibilities and interests of the two sides.Try to make a dialogue based on the given situation.Sample dialogue(part 1)A:Well,since weve decided to buy the technical license from you,the license should guarantee tha

19、t machines and technology are of world advanced levels.B:Of course.A:If you fail to deliver technical documentations and the equipment or its spare parts,we shall have the rights to cancel the contract and ask you to return us all the payment already made plus interest at a rate of 10%per year.If de

20、livery is delayed,penalty percentage shall be fixed to the duration of delay.Do you agree?B:Yes,I agree and we also should stipulate confidentiality.In 10 years you should keep confidential all the technical information and know-how offered by us.Sample dialogue(part 2)A:Certainly.But you should als

21、o guarantee the ownership of the patent,know-how and technology.If any third party disputes your rights to use the patent and know-how,you should bear the full responsibility.B:All right.A:You shall provide us with adequate facility and the necessary tools to our technicians of rendering technical a

22、ssistance.B:All the costs for them shall be borne by you.Is that OK?A:Oh,yes,we agree.Sample dialogue(part 3)B:How shall we settle disputes?A:All disputes and difference of any kinds arising from the execution of this contract shall be settled amicably by the parties,or shall be submitted to the Chi

23、na Council for Promotion of International Trade,Beijing,for arbitration.B:We agree with you.A:Anything else you want to bring up for discussion?B:No,nothing else.Activity 3 If you are the boss of Long Feng Bao Zi(Long Feng Steamed Stuffed Bun,龙凤包子),and you want to sell your brand to one of your coop

24、erators,how can you persuade him to buy the brand?Exchange your opinions with your partners about this question and then make a dialogue.Sample dialogue(part 1)A:What kind of transfer would you suggest?B:How about my selling you the brand?I mean you name yours after mine,which is Long Feng Bao Zi.A:

25、Yes,and.B:This means Ill provide you with the full information about the making of Long Feng Bao Zi.A:It sounds good,but even so,we may still have difficulties in making Long Feng Bao Zi.Say,the taste may not be the same as that of yours,and itll certainly spoil the fame and reduce the sale.Sample d

26、ialogue(part 2)B:You are right.To solve it,well send some specialists to your country to train your cooks and managing personnel,or if you like,you send your people here to receive all these trainings.You could choose whichever way you like.Part Five HomeworkTask 1 You and your client have come to a

27、greement on the price of technology transfer.And you are going to talk about the details of payment now.Try to make a dialogue based on the given situation.Sample dialogue(part 1)A:It is very glad we have settled down the price issue.B:Yes.Thats the key to the deal.Now,I would like to discuss with y

28、ou the payment details.A:No problem.B:To make it easier for both of us,we divide the fee into three parts,which include technical document preparation fee,training fee and technical service fee.A:We prefer you give us a fixed total fee instead of several parts.B:I may not make myself clear.Actually,

29、the total price remains the same.Firs,50%of the technical document preparation fee should be paid within 10 days after we sign the agreement.The other 50%will be paid after the delivery of the document.The training fee will be paid when you send engineers to us.The technical service fee will be paid

30、 according to actual service.Sample dialogue(part 2)A:We still prefer a fixed total price.And we would like to pay you in 5 times.B:Whats your plan?A:We will pay 10%after we sign the agreement,20%after the delivery of document,30%after the training is done,30%after the quality control test is done.T

31、he last 10%will be paid one year after the quality control test.B:If you insist this way,we have to reconsider the price.It will take so long to pay the price.A:Shall we make some concessions?B:We suggest 20%after we sign the agreement,30%after the delivery of document,30%after training and 20%after

32、 quality control test.Sample dialogue(part 3)B:Usually,we need the full payment if the test shows no problem.A:We insist 10%should be paid one year after the quality control test.Its a good way for us to ensure the quality.B:OK.Could we make it 5%?A:OK,we accept.Task 2 The two parties are negotiatin

33、g on the royalty rate and the initial down payment.And the seller then agrees to lower the royalty rate.Try to make a dialogue based on the given situation.Sample dialogue(part 1)A:As to our existing technology,the minimum accepted royalty is 5 percent of the net sales price of all licensed items ma

34、de and sold during the term of the agreement,in addition to an initial payment of US$100,000.B:Im afraid both the royalty rate and the initial down payment are too high.As you know,the company will have a tough time in the initial stage of operation.How could a joint venture bear such a heavy additi

35、onal load?A:The initial down payment cannot be reduced,but we may consider lowering the royalty rate a little bit.Sample dialogue(part 2)B:We suggest the rate come down to 4%of the net sales price.A:This can be considered.Wed like to have the samples of the first production sent to us.Our technical

36、department will make sure the products meet the necessary specifications.B:Will you issue a surveyors report after the inspection,or suggest measures for improvement if the samples fall short of the requirements?A:Yes,well do that.I think things are quite clear now.B:Not quite,not before weve prepar

37、ed the feasibility report and drafted the contract.Task 3Translate the following sentences from Chinese into English.Key to the CE Exercises（1）We have decided to buy your patent technology of unit design.I come here to discuss with you about terms of the technology transfer.（2）In the former negotiat

38、ion,we have settled all the problems regarding technology.（3）You know that patent licensing fee constitutes a large part of the deal.（4）We think 2%is reasonable because it lasts for 10 years and we have to bear the risk that the technology may be outdated.（5）So you also know that buying the know-how

39、 is better than the right to use the patent.Key to the CE Exercises（6）The know-how tells one all the details of how to manufacture the equipment,and buying the know-how will be capable of contributing to advancement of our scientific and technical level.（7）If thats the case,there is hardly any need

40、for further discussion.We might as well call the whole deal off.（8）You have a way of telling me into agreeing to your terms.（9）I find your factory has very good machinery and equipment.（10）Well provide you with our latest design and send you 2 or 3 technicians to give technical guidance.Task 4Transl

41、ate the following sentences from English into ChineseKey to the EC Exercises（1）非常感谢您亲自到我们公司来与我们商讨。（2）价格的第一部分包含技术文档转移费、专利许可费、技术指导和人员培训费。（3）如果我们确定一个固定价格的话，我们会大幅度提高交割。你们可能接受不了。如果采取分成的形式对你们来说更容易承担。（4）我们建议专利使用费分成比例为2%，使用期为10年。其他费用,采用固定价格一次收取。（5）如你所知，它比用我们的专利制造设备要便宜得多。并且这将意味着你们的成本将削减1/3。Key to the EC Exer

42、cises（6）为了友谊，我们考虑削减5%。（7）我想，我们双方都坚持自己的价格是不明智的，我们各退一步，生意就可成交。（8）我知道你们已向一些厂家提供了专有技术，并大大提高了那些厂家产品质量的竞争力。（9）任何国家，发展中国家和发达国家都一样，或者任何企业都会从引进先进技术中受益。（10）对于一些细节，诸如合作条件、提供设计的时间和派遣技术人员的时间、价格和付款条件等，留待明天再讨论。Task 5Complete the sentences based on what you have learnedKey to Task 5（1）I think a face to face talk co

43、uld save both of us time.（2）In terms of patent licensing,you ask for royalties.（3）It may save us a lot of uncertainty due to the exchange rate fluctuation.（4）However,we think the fee for technical service and personnel training is too expensive.（5）I would like to suggest a sliding-scale royalty base

44、d on your sale.Key to Task 5（6）Thats enough to compensate for the sum you pay for it.（7）I suggest we meet each other half way in order to narrow the gap.（8）Its a great honor to have you visit our factory.（9）Im sure,with your help,well reach the advanced world level.（10）We need quite some time to negotiate.Thanks for Your Attention!