文秘英语教程：Unit Ten Negotiations

周日presentation 任务分配：Over boss 组：Situation A，B和C，两人一组。

Standing组：Situation A，D和E周日presentation 任务分配：冯霞闻舞燕situation A；翁玲玲方圆Situation B；许晓楠胡薇娜situation C。

周日presentation 任务分配：旺旺仙贝组situation A. Grass Four 组Situation B；随便组：Situation C；333335组：Situation D；滚石组任选一个situation。

Exercise:1. Situation A：Suppose Student A is buyer and Student B the seller. Student A requires a 5% reduction on the price and the partner requires the minimum quantity of the order to be 1,000 dozen. After bargaining, student A and B both make some concessions and the deal is concluded.2. Situation B：Roles张先生：an agentMr. Green: a customer张先生：我们现在是不是该谈谈代理的细节问题了？Green: All right. The territory to be covered of the sales agency will be the whole of Asia.张先生：我同意。

那代理时间多长呢？Green：Two years, and renewable for a further period of two years if both parties agree.张先生：行。

【Title of Lesson】Unit 10 Business Negotiation【Text Book】Basic Business English【Teaching Objects and Demands】➢Knowledge and Ability Objects1. To let the students know the relative knowledge of business negotiation.2. To let the students know some words and phrases about business negotiation.3. To train the students’ abilities of listening and speaking.4. To train the students’ abilities of using English to make simple dialogues about business negotiation.➢Procedure and Method Objects1. Through self-study, train students’ abilities of analyzing problems, solving problems and summarizing problems.2. Through group activities, train students’ team spirit of mutual cooperation and to improve their communication ability.3. Through the competition, train students’ sense of competing and participating actively, stimulate students’ interests in learning, improve their abilities to adapt to change and enhance their thinking abilities.➢Moral and value Objects1. To enable the students to understand the importance of business negotiation.2. To lay the foundation for the future English communication.【Teaching Key Points】1. Some words and phrases about business negotiation.2. Some sentences about business negotiation.【Teaching Difficulties】How to make students be able to negotiate business with a customer.【Teaching Aids】Multi-media computer, some exercise papers; Software: Microsoft PowerPoint 【Teaching Methods】Interactive teaching (learning--reciting –utilizing), discussion, questions & answers methods with the help of some games and activities.【Teaching Periods】180 minutes (4 Lessons)【Teaching Procedures】Step 1: Lead-in1. Through asking the students some questions to lead in new lesson.T (Teacher): Do you like shopping?Ss (Students): Yes.T: When we do some shopping, all of us would like to spend less money to buy more things. How can we do that?Ss: Asking for the lower prices.T: Yes, that’s right. We would like to ask the shop assistant to reduce their prices. In fact, it is the same in business. We also need negotiate terms about business with a customer, that is business negotiation. Do you know what business negotiation is?Ss: …T: It doesn’t matter. Today we will learn about it.Step2. Business Reading1. Learning the text【Teacher’s words】To come to terms with customers, it is very important to make business negotiation. So we’d like to know what business negotiation is. This step we will do self-study activity, Choosing Game （选一选游戏）, Filling Game（填一填游戏）.(1) Self-studying ActivityA. Give Ss 5 Mins to self-study the text with three Pre-reading Questions:1. What fields can business negotiation be used in?2. What is the attitude of both parties in business negotiations?3. What is always the link used to negotiate the issue/argument?B. Ask Ss to answer the questions.C. Let Ss explain the main meaning of the text.D. Teacher checks.E. Ss read the text together.(2)Choosing Game1. A. PPT shows five sentences about the text.B. Ask Ss to choose “True or False” one by one.C. Teacher checks.2. A: PPT shows eight sentences, ask the students to make a choice.B: Teacher checks.(3)Filling GameA. PPT shows eight sentences with one blank each. Ask Ss to fill the words in the blanks of the sentences.B. Teacher checks.C. Ss read the completed sentences together.Aim:Through Self-Study Activity and some Games to let Ss know the meaning of text about business negotiation, master some useful words, phrases and sentences. And by reading the text to train the students’ reading a bilities and let Ss pay attention to their pronunciations.2. Games for Grammar【Teacher’s words】: In this step we will have a competition. There are two kinds of questions. One is Translation, another is Choice. Divide the students into four groups, ask them to make a choice and answer the corresponding questions by turns.(1)CompetitionA. PPT shows the questions.B. Each group makes a choice and answers the question by turns.Aim: This step of Games for Grammar is to let Ss study and review grammar knowledge about tense of verbs happily and unconsciously, to train the Ss’ being active in thinking questions and finding the answers for the questions, and their abilities of the cooperation, to enhance their skills of speaking and translating.Step 3: Listening and speaking【Teacher’s words】Through the text, we have a general idea of business negotiation. Then how to negotiate with the customer? Here is a dialogue between Mr. Turner and Miss Jiang. Mr. Turner from France is interested in Chinese silk garments. Now he is having a business negotiation with Miss Jiang from Zhonghua Garment Group. Please listen carefully how Miss Jiang negotiates witha customer.1. Listening ActivityA. Asking the students to listen to the dialogue carefully and repeat the five sentences together.B. Listen to the dialogue again and do Task two: Filling the missing words. Then ask two students to say their answers out. One acts as Mr. Turner and another acts as Miss Jiang.C. Divide the class into several groups. Listen to the dialogue last time and discuss the questionsin Task three in groups. Each group sends one student to say their answers. Then the teacher checks the students’ answers and shows out the correct answers on PPT.Aim: Through Listening Activity repeatedly to let Ss be active in thinking and train their abilities of listening and cooperation.2. Speaking Activity【Teacher’s words】Now we have learned some words and patterns about how to negotiate with a customer. Next we will do pair works according to the following situations:PPT shows the situations and some useful knowledge:Situation:Mr. Turner continues to negotiate the terms of payment with Miss Jiang after the negotiation of the date of shipment.The following may be useful:What’s your terms of payment?by L/C at sightby an irrevocable L/Cby documents against payment after sighton collection basis…A：Ask the Ss to make a dialogue according to the information within 5 minutes.B: Invite some Ss to play their dialogues in the class.Aim:Through the Speaking Activity to train Ss’ skills of listening and speaking and abilities of using language.Step 4: Consolidation and Summary【Teacher’s words】: In this step we will do many practices activities to consolidate and sum something we learn in this lesson.（1）Let Ss do the exercises “Translat ion.”, “Cloze.” And “Writing.” to expand Ss knowledge of business negotiation.Aim: Through many exercises to do summary and consolidation to this lesson, the Ss can review and master the knowledge which we learn in this lesson. And the teacher emphasizes the key points and difficult points of this lesson again so as to let Ss know the importance of business negotiation.Step 5: Homework【Teacher’s words】: Here there are four home works. Each student must do the first, second and third. And Ss have the right to decide whether they will do or not do the fourth one by themselves.1. Read and recite the new words and expressions.2. Read the text fluently.3. Act as roles to make dialogues with your partners.4. Search more knowledge about business negotiation.Aim: Through assignment by levels to let Ss choose their home works by themselves to encourage Ss to analyze themselves, improve Ss’ abilities of listening, speaking and reading further and train Ss’ abilities of communicating with others.。

商务英语谈判实训(参考答案)主编刘玉玲1ContentsUnit 1 Company and Products……………………………… Unit 2 Enquiry and Offer……………………………………… Unit 3 Price Haggling………………………………………… Unit 4 Quality and Quantity………………………………….. Unit 5 Packing and Labeling…………………………………. Unit 6 Delivery and Shipment……………………………….. Unit 7 Terms of Payment……………………………………. Unit 8 Insurance……………………………………………… Unit 9 Conclusion……………………………………………. Unit 10 Claims and Settlement……………………………….. Appendix: Trade Terms and Expressions…………………….2Unit 1 Company and ProductsV. Practice1. Pair work(open)1. Tom Smith, a businessman from ABC Company Ltd., Finland is interested in Home Appliance handled by Guangdong Hualong Trade Co. Ltd. Li Ming Introduces the business activities and the history of his company to him.2. Supposing you are showing Mr. Smith around your sample room, heis interested in the products on display, asking you to give him a general idea of your company and the products. 3. Mr. White, a Canadian businessman specializing in textile, comes to trade with Tianjin Carpets Import & Export Company Ltd. Mr. Liu, the sales manager, is having a general discussion with him regarding the line of business of his company.4. You are attending the 2008 Autumn Guangzhou Fair on behalf of Guangdong Textiles Import & Export Corporation. At the fair, you meet Mr. Burns, a businessman from American Overseas Trading Company. It is the first time for him to attend the fair, everything is new to him. Both of you have a talk for the purpose of establishing business relations .So you take this opportunity to introduce your company and the products you deal in.2. Situations (open)Situation 1You are the sales managers of the Tianjin Home Textiles Corporation. Your products include towels, bedclothes and curtains. You are nowhaving a talk with an American businessperson concerning your companyand the line of business, trying to persuade him to buy your products Situation 2Mr. Anderson, an American businessman, is visiting an exhibition. He is rather interested in a new product, a pair of so-called “air cushioned” shoes, which are manufactured by a small business. Mr. Zhang,an exhibitor from the company, is trying his best to provide Mr. Anderson with detailed information on both his new product and his company.Situation 33You are a novice at the import and export business. This is yourfirst visit to China. You are not sure whether you can close a deal or not. The goods you want to purchase are bedclothes. After going over the catalogues, you find some items very attractive. So you ask a lot of questions. Situation 4Mr. Wang from Guangzhou YUEHUA Import & Export Corporation is having a business talk with Mrs. Jenkins from Australia Johnson & Son Trading Corporation. It is the first time they meet each other. Mrs. Jenkins would like to have more information about YUEHUA Corporation and the products they deal in. Compose dialogues regarding company and products.3. Sentence Translations1. This model of typewriter is efficient and endurable, economical and practical for middle school students.这款打字机功效高、耐用，对中学生来说经济实用。

高级商务英语10单元作文In the realm of international business, negotiation is a critical skill that can make or break a deal. Unit 10 of our Advanced Business English course delves into the intricacies of cross-cultural communication and strategic negotiation techniques that are essential for success in the global marketplace.The essay will explore the following key areas:1. Understanding Cultural Nuances: The importance of cultural awareness in negotiations cannot be overstated. This section will discuss how different cultures approach negotiations, the significance of non-verbal communication, and the role of relationship building in various business contexts.2. Preparation is Key: Before entering any negotiation, thorough preparation is essential. This part will cover the necessary steps to take, including researching the other party, setting clear objectives, and understanding one's own and the other party's BATNA (Best Alternative To a Negotiated Agreement).3. Effective Communication Strategies: The ability to communicate clearly and persuasively is paramount. This section will provide insights into using language to build rapport, the art of active listening, and the power ofquestioning to uncover needs and concerns.4. Negotiation Tactics and Strategies: A deep dive into both cooperative and competitive strategies, including win-win approaches, hard bargaining techniques, and the use of deadlines to influence the negotiation process.5. Deal Closure and Relationship Maintenance: The final part will focus on how to bring a negotiation to a successful close, including the drafting of agreements, handling objections, and the importance of maintaining therelationship post-negotiation for future opportunities.In conclusion, mastering the art of negotiation in a business context requires a nuanced understanding of cultural differences, meticulous preparation, and the ability to communicate effectively. By applying the strategies and tactics learned in Unit 10, business professionals can navigate the complexities of international negotiations with confidence and achieve mutually beneficial outcomes.。

《文秘英语》教学大纲课程名称：《文秘英语》英文名称： Secretary English总学时： 64课时授课学时：理论48 实践学时：实训16 学分： 4学分适用对象: 文秘专业、法律文秘专业第三学期课程类型: 必修课、一、课程性质和任务课程的性质：专业基础课课程的任务：本课程的任务是：通过对十个单元的学习，使学生基本能够使用英语处理日常涉外文秘工作中的口语交流、翻译工作；能够熟悉日常涉外文秘工作技能，包括：办公室日常工作接待、会务、旅游、商务、文件整理等技能；能够掌握涉外文秘常用文体的写作。

通过以上涉外文秘知识的训练，使其能够胜任涉外文秘工作岗位。

二、先修课程大学英语（一）、大学英语（二）三、课程的基本要求知识要求：1、通过各章情境对话的内容，掌握文秘英语常用句型和专业术语的学习，提高英语对话能力。

2、通过对各种文秘英语应用文体模板的学习，学会常用英语应用文体的格式、语言表达特点并根据模板进行模拟套写。

3、通过各章阅读内容和补充阅读和练习，掌握各种文秘业务技能和社交礼仪及各国风俗习惯技能要求：1、能够流利使用英语处理日常涉外文秘工作中的口语交流、翻译工作。

2、能够熟悉日常涉外文秘工作技能，包括：办公室日常工作接待、会务、旅游、商务、文件整理等技能。

3、能够掌握涉外文秘常用文体的写作和现代化办公设施的使用。

四、教学条件（师资、设备和场地要求）教师对所教班级学生相对熟悉，了解他们的知识水平；多媒体教室上课，考核时需要摄像机拍摄模拟场景。

六、教学方法（教学设计指导思想、案例方法、组合教学方式等）根据《文秘英语Secretary English》的教学目标和要求，主要采用多媒体教学设施，情景教学法(Situational Language Teaching Approach) 、模拟教学法（Simulating Teaching Approach）、交际教学法（Communicative Language Teaching Approach）和启发式教学。