新视野商务英语综合教程 Unit 2

Unit 2NegotiationsLead-inTask 1Suggested AnswersTask 2Key1. 订货2. 发盘3. 还盘4. 询价5. 购货合同6. 销售确认书Reading AStarting PointTask 1Translation主要的个人及团队谈判风格在过去几十年里，商品交易会一直被公认为是最有效的营销手段之一。

但近几年情况发生了变化：出于安全和成本的考虑，不少商家都在缩减参展次数，转而将目光投向互联网。

谈判员及其谈判团队必须选择一种能最大限度服务于其谈判目标的谈判风格，在确保对手不会放弃此次谈判的前提下，从对手那儿获取最大的让步。

然而，同一种谈判风格并不适用于所有场合，而每一次谈判也并不是所有风格都适用。

谈判员必须要懂得变通，能够根据情况的变化调整谈判风格。

对自身进行真实而全面的评估，有利于谈判人员选择最适用的谈判风格。

主要的个人谈判风格包括:进攻型、顺从型、被动型、胁迫型、技巧型、财务型、顽固型、实务型及傲慢型。

以被动型为例。

在谈判桌上，被动型的谈判人员并非如他们表面所展示的那样。

这种风格往往被发展中的、合同律法尚未完善的经济体所运用。

被动型谈判员往往会使对方误以为双方已达成共识，故而使对方将一切底牌亮到谈判桌上。

而被动的一方并不亮牌，只是频频点头，使对方认为双方已达成共识。

但点头仅仅表示他们听明白了。

一旦一切底牌亮出，先前被动的一方便开始挑选对自己有利的条款，而就那些他们未能接受的条款开始展开主动积极、甚至是攻势凶猛的谈判。

顽固型是谈判员偏好的另一种风格。

某些谈判员会利用固执掩盖他们真正的动机，分散对手的注意力。

另一种方式是在某些原本被视为无谈判余地的点上进行让步。

这种做法有利于谈判员以回报为理由，从对手那边获取更多重大的让步。

主要的团队谈判风格包括:舆论统一型、牛仔型、逐个击破型和软硬兼施型。

尽管“牛仔”一词带有强烈的个人主义色彩，貌似不大适用于商务领域，在国际商务谈判中，牛仔型的谈判风格就意味着由“路线总指挥”(通常都是由首席谈判员来担任)整合反对意见，并使对方按首席谈判员指定的方向前进。

新视野商务英语综合教程1课后答案unit21、We had a party last month, and it was a lot of fun, so let's have _____ one this month. [单选题] *A.otherB.the otherC.moreD.another(正确答案)2、The story has _______ a lot of students in our class. [单选题] *A. attracted(正确答案)B. attackedC. appearedD. argued3、Nuclear science should be developed to benefit the people_____harm them. [单选题] *A.more thanB.other thanC.rather than(正确答案)D.better than4、Sometimes Americans are said to be _____. [单选题] *A superficially friendB superficial friendC. superficial friendlyD. superficially friendly(正确答案)5、There ______ a football match and a concert this weekend.（）[单选题] *A. isB. haveC. will be(正确答案)D. will have6、______ my great joy, I met an old friend I haven' t seen for years ______ my way ______ town. [单选题] *A. To, in, forB. To, on, to(正确答案)C. With, in, toD. For, in, for7、A healthy life is generally thought to be（）with fresh air, clean water, and homegrown food. [单选题] *A. joinedB. boundC. lackingD. associated(正确答案)8、I hope Tom will arrive _______ to attend the meeting. [单选题] *A. in timesB. on time(正确答案)C. at timesD. from time to time9、I like the food very much.It is _______. [单选题] *A. terribleB. expensiveC. delicious(正确答案)D. friendly10、--How is your friend coming?--I’m not sure. He _______ drive here. [单选题] *A. may(正确答案)B. canC. mustD. will11、This species has nearly （）because its habitat is being destroyed. [单选题] *A. used upB. died out(正确答案)C. gone upD. got rid of12、The（)majority of the members were against the idea. [单选题] *A. substantialB. enormousC. considerable(正确答案)D. overwhelming13、3．—Will you buy the black car?No, I won't. I will buya(n) ________ one because I don't have enough money. [单选题] *A．cheap(正确答案)B．expensiveC．highD．low14、Jim will _______ New York at 12 o’clock. [单选题] *A. get onB. get outC. get offD. get to(正确答案)15、_____ before we leave the day after tomorrow,we should have a wonderful dinner party. [单选题] *A. Had they arrived(正确答案)B. Were they arriveC. Were they arrivingD. Would they arrive16、_____you may do, you must do it well. [单选题] *A.WhichB.WheneverC.Whatever(正确答案)D.When17、I want something to eat. Please give me a _______. [单选题] *A. bookB. watchC. shirtD. cake(正确答案)18、We all wondered（）Tom broke up with his girlfriend. [单选题] *A. thatB. whatC. whoD. why(正确答案)19、At last the plane landed at the Beijing Airport safely. [单选题] *A. 平稳地B. 安全地(正确答案)C. 紧急地D. 缓缓地20、He can’t meet his friends tonight because he _______ do homework. [单选题] *A. has to(正确答案)B. needC. have toD. don’t have to21、---Where’s that report?---I brought it to you ____you were in Mr. Black’s office yesterday. [单选题] *A. ifB. when(正确答案)C. becauseD. before22、My sister gave me a _______ at my birthday party. [单选题] *A. parentB. peaceC. patientD. present(正确答案)23、You can buy some pieces of bread from "_______". [单选题] *A. Bakery(正确答案)B. Travel AgencyC. LaundryD. Ticket Office24、Be _______ when you are driving. [单选题] *A. afraidB. careful(正确答案)C. clearD. clean25、______this story, and you will realize that not everything can be bought with money. [单选题] *A. ReadingB. ReadC. To readD.Being read(正确答案)26、--Whose _______ are these?? ? ? --I think they are John·s. [单选题] *A. keyB. keyesC. keys(正确答案)D. keies27、I will _______ at the school gate. [单选题] *A. pick you up(正确答案)B. pick up youC. pick you outD. pick out you28、6．—How can we get to the school?—________ bus. [单选题] *A．ToB．OnC．By(正确答案)D．At29、Can you give her some ______ ? [单选题] *A. advice(正确答案)B. suggestionC. advicesD. suggest30、( ). The old man enjoys ______ stamps. And now he has1300 of them [单选题] *A. collectB. collectedC. collecting(正确答案)D. to collect。

新视野商务英语综合教程2unit2 sourcing答案1、It’s very hot. Please _______ your coat. [单选题] *A. look afterB. take off(正确答案)C. take onD. put on2、We should _______ a hotel before we travel. [单选题] *A. book(正确答案)B. liveC. stayD. have3、Mum, this T-shirt is much too small for me. Would you buy me a _______ one? [单选题] *A. niceB. largeC. nicerD. larger(正确答案)4、_____ of the land in this area _____ covered with forest. [单选题] *A. Two-fifth; isB. Two fifth; areC. Two fifths; is(正确答案)D. Two fifths; are5、Mary _______ a small gift yesterday, but she didn’t _______ it. [单选题] *A. accepted; receiveB. received; accept(正确答案)C. receives; acceptedD. accepts; received6、We will _______ Mary this Sunday. [单选题] *A. call on(正确答案)B. go onC. keep onD. carry on7、The children were all looking forward to giving the old people a happy day. [单选题]*A. 寻找B. 期盼(正确答案)C. 看望D. 继续8、Jeanne's necklace was _____ 500 francs at most. [单选题] *A. worthyB. costC. worth(正确答案)D. valuable9、She talks too much; you’ll be glad when you’re free of her. [单选题] *A. 与她自由交谈B. 离开她(正确答案)C. 受她的控制D. 与她在一起10、56．Sam is in a hurry. Maybe he has got ________ important to do. [单选题] * A．everythingB．nothingC．anythingD．something(正确答案)11、_____how to do with the trouble of the computer, Tom had to ask his brother for help. [单选题] *A.Not to knowB.Not knowing(正确答案)C.Not knownD.Not know12、How _______ Grace grows! She’s almost as tall as her mother now. [单选题] *A. cuteB. strongC. fast(正确答案)D. clever13、The manager demanded that all employees _____ on time. [单选题] *A. be(正确答案)B. areC. to beD. would be14、—Is this Tony’s history book?—No, it isn’t ______.（）[单选题] *A. himB. his(正确答案)C. heD. himself15、36．The students will go to the Summer Palace if it __________ tomorrow. [单选题] * A．won’t rainB．isn’t rainingC．doesn’t rain (正确答案)D．isn’t rain16、_____ yuan a month _____ not enough for a family of three to live on today. [单选题] *A. Five hundred; is(正确答案)B. Five hundreds; areC. Five hundred; areD.Five hundreds; is17、While my mother _______ the supper, my father came back. [单选题] *A. cooksB. is cookingC. was cooking(正确答案)D. has cooked18、The yellow bag _______ me. [单选题] *A. belong toB. belongs to(正确答案)C. belongD. belongs19、If you want to be successful one day, you have to seize every _______ to realize your dream. [单选题] *A. changeB. chance(正确答案)C. chairD. check20、Tom didn’t _______ his exam again. It was a pity. [单选题] *A. winB. pass(正确答案)C. beatD. Fail21、Could you please ______ why you can’t come to attend the meeting? [单选题] *A. explain(正确答案)B. understandC. giveD. reach22、My watch usually _______ good time, but today it is five minutes fast. [单选题] *A. goesB. makesC. keeps(正确答案)D. gains23、Simon does not（）his fellow workers because they often argue over trivial matters. [单选题] *A. get on with(正确答案)B. come up withC. do away withD. go on with24、95．-Dad, can we walk? ? ? ? ? ? ?the road now?-No,we? ? ? ? ? ? ? ? ? ? . We have to waituntil the light turns green. [单选题] *A．across, needn’tB．across, mustn’t(正确答案)C．though, can’tD．through, mustn't25、There are sixty _______ in an hour. [单选题] *A. hoursB. daysC. minutes(正确答案)D. seconds26、Every year Carl _______ most of his time swimming, camping and traveling with his parents. [单选题] *A. is spendingB. spentC. will spendD. spends(正确答案)27、I have to _______ my glasses, without which I can’t read the book. [单选题] *A. put upB. put awayC. put downD. put on(正确答案)28、Her ideas sound right, but _____ I'm not completely sure. [单选题] *A. somehow(正确答案)B. somewhatC. somewhereD. sometime29、( ). I’m _____ in that ______ film [单选题] *A. interesting interestedB. interested interesting(正确答案)C. interested interestedD. interesting interesting30、I _______ the job because I couldn’t stand(忍受) the rules. [单选题] *A. gave inB. gave outC. gave backD. gave up(正确答案)。

Unit 2 SourcingLead-in1Key1. c2. b3. a4. e5. d2Suggested AnswersRestaurant: price; geographical locationAutomobile: quality; reputation in the industry; technologyClothes: product design; speed of delivery Reading AStarting PointSuggested Answers3A sourcing agent should have the following skills:●Shine in the area of communications●Solid organizational skills●Knowledge of multiple languages●Decision making abilities●Computer skills●Negotiation (between sourcing agent and supplier) skillsTranslation采购四步法大部分制造商都无法自行生产他们开展业务所需的全部原材料、服务，甚至零部件。

所以，他们需要从其他专业生产不同物件的公司进行采购。

负责采购的人员被称为采购专员。

对于采购专员来说，确定采购清单之前，了解采购的基本步骤非常重要。

1. 评估首先要做的是评估公司需求产品的市场情况。

一个好的采购专员应既关心产品质量，也关心产品价格。

他（她）的职责是确保公司不会买到次品或等级不符的原材料。

所以，采购专员通常先订购样品，检测它们是否达到公司的质量标准。

2. 制定协议采购专员敲定供货商之后，就要与之共同商定购货协议。

协议中需规定的内容有: 价格，付款条件，交付时间，退货条件及规则，汇率和运费的支付。

3. 提交采购订单接下来，采购专员需给供货商发送订单。

新视野商务英语综合教程1答案unit21、The commander said that two _____ would be sent to the Iraqi front line the next day. [单选题] *A. women's doctorB. women doctorsC. women's doctorsD. women doctor(正确答案)2、You wouldn' t have caught such ____ bad cold if you hadn' t been caught in ____?rain. [单选题] *A. a, /B. a, aC. a,the(正确答案)D. /, /3、The people’s Republic of China _______ on October 1, 1 [单选题] *A. foundB. was founded(正确答案)C. is foundedD. was found4、It usually takes him about 15 minutes _______ his bike to school. [单选题] *A. ridesB. ridingC. rideD. to ride(正确答案)5、It’s raining outside. Take an _______ with you. [单选题] *A. cashB. life ringC. cameraD. umbrella(正确答案)6、Every morning John takes a（）to his office. [单选题] *A. 20-minutes' walkB. 20 minute ' walkC. 20-minutes walkD. 20-minute walk(正确答案)7、He held his（）when the results were read out. [单选题] *A. breath(正确答案)B. voiceC. soundD. thought8、My father always gets up early. He’s never late _______ work. [单选题] *A. toB. for(正确答案)C. onD. at9、Miss Smith is a friend of _____. [单选题] *A. Jack’s sister’s(正确答案)B. Jack’s sisterC. Jack sister’sD. Jack sister10、While I _____ the morning paper, a headline caught my eye.. [单选题] *A. have readB. was reading(正确答案)C. had readD. am reading11、Then the speaker _____the various factors leading to the economic crisis. [单选题] *A.went onB.went afterC.went into(正确答案)D.went for12、I didn't hear _____ because there was too much noise where I was sitting. [单选题] *A. what did he sayB. what he had said(正确答案)C. what he was sayingD. what to say13、Jim, we have _______ important to tell you right now . [单选题] *A. someB. something(正确答案)C. anyD. anything14、You can distinguish the twins very easily, _____Tom is quite while Jack is active. [单选题] *A. soB. butC. for(正确答案)D. and15、46．The pants look cool.You can ________. [单选题] *A．try it onB．try on itC．try them on(正确答案)D．try on them16、Having stayed in the United States for more than ten years, he got an American（）[单选题] *A. speechB. accent(正确答案)C. voiceD. sound17、40．—________ apples do we need to make fruit salad?—Let me think…We need three apples. [单选题] *A．How longB．How oftenC．How muchD．How many(正确答案)18、We should _______ a hotel before we travel. [单选题] *A. book(正确答案)B. liveC. stayD. have19、I _______ seeing you soon. [单选题] *A. look afterB. look forC. look atD. look forward to(正确答案)20、The market economy is quickly changing people’s idea on_____is accepted. [单选题] *A.what(正确答案)B.whichC.howD.that21、I like this house with a beautiful garden in front, but I don't have enough money to buy _____. [单选题] *A. it(正确答案)B. oneC. thisD. that22、—Where are you going, Tom? —To Bill's workshop. The engine of my car needs _____. [单选题] *A. repairing(正确答案)B. repairedC. repairD. to repair23、She _______ love cats, but one attacked her and she doesn’t like them anymore. [单选题]*A. got used toB. was used toC. was used forD. used to(正确答案)24、Be _______ when you are driving. [单选题] *A. afraidB. careful(正确答案)C. clearD. clean25、If you do the same thing for a long time, you'll be tired of it. [单选题] *A. 试图B. 努力C. 厌倦(正确答案)D. 熟练26、Mary _______ a small gift yesterday, but she didn’t _______ it. [单选题] *A. accepted; receiveB. received; accept(正确答案)C. receives; acceptedD. accepts; received27、Mary's watch is more expensive than _____. [单选题] *A. Susan's(正确答案)B. that of Susan'sC. that of SusanD. Susan28、Mary is interested ______ hiking. [单选题] *A. onB. byC. in(正确答案)D. at29、Look! There are some boats ______ the river.（）[单选题] *A. on(正确答案)B. overC. betweenD. in30、How _______ Grace grows! She’s almost as tall as her mother now. [单选题] *A. cuteB. strongC. fast(正确答案)D. clever。

教案课程名称：___________________________________ 课时：___________________________________ 班级：___________________________________ 任课教师：___________________________________ 教材：_《新视野商务英语综合教程4（第二版）》_Unit 2 CompetitionUnit Overview (单元概览)By studying this unit, you are expected to:●learn four ways to outthink competitors in competition;●earn Adidas’actions in 2012 London Olympics in overtaking its competitor Nike;●learn how to gain an edge over business rivals;●write a competitor analysis report.Lead-in (主题导入)Task 2●Ask the students to work in groups.●Each group is required to look at the photos and discuss what features make thefastfood chains stand out among so many rivals.●Elicit ideas with the whole class or ask different groups to report back. Invitecomments and encourage class discussion.Task 1Task 1Listening (听力练习)Task 2●Pre-teach enlightenment, compact disc technology, payoff, outlet, customized,have a cutting edge over, inside out to help smooth listening.●Allow the students some time to read the exercise. They can predict some answersbased on the context.●Play the recording once and get the students to fill in the blanks individually,pausing at relevant sections when necessary to allow them to write down their answers.●Ask the students to compare their answers in pairs, playing the recording a secondtime if necessary.●Go through the answers with the whole class, referring the students to the audioscript.Moral Reflections (补充教学资源)Unit Overview知己知彼，百战不殆。

新视野商务英语综合教材2马龙海和李毅主编课后答案1、( ) ________ large the library is! [单选题] *A. WhatB. What aC. How(正确答案)D. How a2、John will go home as soon as he _______ his work. [单选题] *A. finishB. will finishC. finishedD. finishes(正确答案)3、John is quite _______. He likes to attend activities in?his spare time. [单选题] *A. active(正确答案)B. quietC. lazyD. honest4、( ) Do you have any difficulty _____ these flowers？I’d like to help you if you need.[单选题] *A in planting(正确答案)B for plantingC with plantingD to plant5、On Mother’s Day, Cathy made a beautiful card as a ______ for her mother. [单选题] *A. taskB. secretC. gift(正确答案)D. work6、There are trees on both sides of the broad street. [单选题] *A. 干净的B. 狭窄的C. 宽阔的(正确答案)D. 宁静的7、Can you _______ this form? [单选题] *A. fillB. fill in(正确答案)C. fill toD. fill with8、He _______ walks to school, because he lives near school. [单选题] *A. sometimes(正确答案)B. neverC. doesn’tD. don’t9、I could ______ control my feelings and cried loudly when I heard the bad news. [单选题] *A. hardly(正确答案)B. ?reallyC. clearlyD. nearly10、I don’t think he will take the case seriously,_____? [单选题] *A.don’t IB.won’t heC.does heD.will he(正确答案)11、_____ of the land in this area _____ covered with forest. [单选题] *A. Two-fifth; isB. Two fifth; areC. Two fifths; is(正确答案)D. Two fifths; are12、Location is the first thing customers consider when_____to buy a house. [单选题] *A.planning(正确答案)B.plannedC.having plannedD.to plan13、You can buy some pieces of bread from "_______". [单选题] *A. Bakery(正确答案)B. Travel AgencyC. LaundryD. Ticket Office14、There are about eight ______ students in my school.（）[单选题] *A. hundred(正确答案)B. hundredsC. hundred ofD. hundreds of15、Generally speaking, it is _______ to ask a woman’s age in western countries. [单选题] *A. possibleB. importantC. not polite(正确答案)D. polite16、The rain is very heavy _______ we have to stay at home. [单选题] *A. butB. becauseC. so(正确答案)D. and17、Tom and Mary's house bought last year is（）Lucy, s. [单选题] *A. the three size ofB. three times the size of(正确答案)C. as three times large asD. three times as larger as18、Lily is a very_____person and never wastes anything. [单选题] *A.generousB.economical(正确答案)C.economicD.efficient19、Why don’t you _______ the bad habit of smoking. [单选题] *A. apply forB. get rid of(正确答案)C. work asD. graduate from20、My friends will _______ me at the airport when I arrive in London. [单选题] *A. takeB. meet(正确答案)C. receiveD. have21、71．How beautiful the shoes look! Can I________？[单选题] *A．try it onB．try on itC．try them on(正确答案)D．try on them22、17．—When ________ they leave here?—Tomorrow morning. [单选题] * A．doB．will(正确答案)C．doesD．are23、I do not have my own room,_____. [单选题] *A. neither does Tom(正确答案)B. neither has TomC. so does TomD. so has Tom24、How I wish I（）to repair the watch! I only made it worse. [单选题] *A. had triedB. hadn't tried(正确答案)C. have triedD.didn't try25、_____you may do, you must do it well. [单选题] *A.WhichB.WheneverC.Whatever(正确答案)D.When26、51．People usually ________ the prices before they buy something. [单选题] * A．receiveB．payC．spendD．compare(正确答案)27、It’s very hot. Please _______ your coat. [单选题] *A. look afterB. take off(正确答案)C. take onD. put on28、It was（）of you to get up early to catch the first bus so that you could avoid the traffic jam. [单选题] *A. senselessB. sensible(正确答案)C. sentimentalD. sensitive29、I tell my mother not ______ me.（）[单选题] *A. worry aboutB. to worry about(正确答案)C. worry withD. to worry with30、Before leaving the village, he visited the old house _____ he spent his childhood. [单选题] *A in which(正确答案)B. whichC. to whichD at which。

新视野商务英语综合教程2unit2答案souring1、If you had told me earlier, I _____ to meet you at the hotel. [单选题] *A. had comeB. will have comeC. would comeD. would have come(正确答案)2、What’s the price and what sort of _______ do you offer? [单选题] *A. advantageB. accountC. displayD. discount(正确答案)3、What he said sounds _______. [单选题] *A. pleasantlyB. nicelyC. friendly(正确答案)D. wonderfully4、35．___________ good music the teacher is playing! [单选题] *A．What(正确答案)B．HowC．What aD．What the5、A good teacher is able to_____a complicated idea in very simple terms. [单选题] *A.put across(正确答案)B.break upC.work outD.bring out6、There is a bank ______ the street. [单选题] *A. on the end ofB. in the end ofC. at the end of(正确答案)D. by the end of7、How I wish I（）to repair the watch! I only made it worse. [单选题] *A. had triedB. hadn't tried(正确答案)C. have triedD.didn't try8、—Excuse me, how long does it ______ to walk to the library? —About 15 minutes, I’m afraid.（）[单选题] *A. take(正确答案)B. spendC. costD. pay9、32．There are about __________ women doctors in this hospital. [单选题] *A．two hundred ofB．two hundreds ofC．two hundredsD．two hundred (正确答案)10、The soldiers would rather die than give in. [单选题] *A. 呈交B. 放弃C. 泄露D. 投降(正确答案)11、—It’s too noisy outside. I can’t fall asleep.—I can’t, either. We have to ______ new ways to solve the problem.（）[单选题] *A. come up with(正确答案)B. get on withC. make up withD. catch up with12、_____ the project, we'll have to work two more weeks. [单选题] *A. CompletingB. CompleteC. Having completedD.To complete(正确答案)13、Last year Polly _______ an English club and has improved her English a lot. [单选题] *A. leftB. sawC. joined(正确答案)D. heard14、This is the news _______ you want to know. [单选题] *A. that(正确答案)B. whatC. whenD. who15、This species has nearly （）because its habitat is being destroyed. [单选题] *A. used upB. died out(正确答案)C. gone upD. got rid of16、The manager demanded that all employees _____ on time. [单选题] *A. be(正确答案)B. areC. to beD. would be17、I don't know the man _____ you are talking about. [单选题] *A. who'sB. whose(正确答案)C. whomD. which18、There may be something wrong with her _______. She can’t see things clearly. [单选题] *A. eyes(正确答案)B. earsC. mouthD. nose19、My dog is very _______. It is safe to touch it if you want to. [单选题] *A. luckyB. deliciousC. friendly(正确答案)D. helpful20、My camera is lost. I am ______ it everywhere.（）[单选题] *A. looking atB. looking for(正确答案)C. looking overD. looking after21、We all wondered（）Tom broke up with his girlfriend. [单选题] *A. thatB. whatC. whoD. why(正确答案)22、You can borrow my book, _____ you promise to give it back to me by the end of this month. [单选题] *A.even ifB. as long as(正确答案)C. in caseD. even though23、My father and I often go ______ on weekends so I can ______ very well. （）[单选题] *A. swim; swimmingB. swims; swimC. swimming; swimmingD. swimming; swim(正确答案)24、The plane arrived at London airport _______ Wednesday morning. [单选题] *A. on(正确答案)B. atC. inD. for25、The boy’s mother always _______ him a story before he goes to bed. [单选题] *A. saysB. speaksC. tells(正确答案)D. talks26、Words are windows（）you can look into the past. [单选题] *A. through which(正确答案)B. through thatC. whichD. whose27、Before leaving the village, he visited the old house _____ he spent his childhood. [单选题] *A in which(正确答案)B. whichC. to whichD at which28、We have ______ homework today. （）[单选题] *A. too manyB. too much(正确答案)C. much tooD. very much29、This year our school is _____ than it was last year. [单选题] *A. much more beautiful(正确答案)B. much beautifulC. the most beautifulD. beautiful30、The beautiful radio _______ me 30 dollars. [单选题] *A. spentB. paidC. cost(正确答案)D. took。

教案课程名称：___________________________________ 课时：___________________________________ 班级：___________________________________ 任课教师：___________________________________ 教材：_《新视野商务英语综合教程3（第二版）》_Unit 2 NegotiationsUnit Overview (单元概览)By studying this unit, you are expected to:●learn some personal and team negotiation styles;●know how to deal with negotiators from different cultural background;●make good use of home/guest court advantages in negotiations.Lead-in (主题导入)●Ask the students to recall their personal experiences when negotiating with othersand think of some inappropriate actions in negotiations.●Ask the students to work in pairs and tick the inappropriate items and give thereasons.●Select some representatives to present their opinions.Task 1●Ask the students to think of some strategies or styles in pairs.●Ask the students to propose some countermeasures to correspond with theircounterparts’ strategies or styles.●Ask the students to read Reading A and summarize the strategies or stylesmentioned in the text.Task 3●Ask the students to find information in the text which supports or goes againsteach statement in the task.●Ask the students to correct the incorrect statements with their own words. Activity 1●Divide the whole class into 2 groups, and then each group into 4 — 5smaller groups.●Ask each bigger group to surf the Internet or check some references aboutpersonal or team negotiation styles.●Then ask each smaller group to focus on one style only and look forinformation about its characteristics and examples.●Ask the representative of each group to present their findings to the class.Task 1●Ask the students to brainstorm some examples of misunderstanding caused bycultural differences.●Ask the students to brainstorm some Dos and Don’ts in communicating withpeople from different cultural background.Activity 2●The United States:The United States is the largest economy in the world. The U.S. has thehardest currency in the world and, like it or not, almost all of countriesmeasure themselves against an “American” yardstick.True to history, Americans believe in winning wars by accepting a few lostbattles. U.S. negotiators are extremely nimble and can change strategy andtactics during a ten-minute break. Yo u’d better be able to respond in kind.They are the practitioners of the original cowboy mentality, and anAmerican company will usually send its negotiators into the field with anunusual amount of authority. They often assume that counterparts havesimilar authority. Individualistic by nature, they can also be good teamplayers.●The United Kingdom:The U.K. has been a top player in international trade and it is certainly itsfirst global practitioner. That's the reason for its standoffish approach to theEuropean Union and its single-currency policy.Being old hands at international business, plus that their history ofnegotiation goes back centuries, the depth of their knowledge is without comparison. So, you’d better arrive in the U.K. thoroughly prepa red and equipped with numerous options. Don’t attempt to learn how things work “at the table”, or your British counterpart will “hand you your head”. Presentations should be detailed, with a minimum of hyperbole. The British have seen everything “under the sun” and there’s nothing new there, so get to your point. The class system is still very much alive and proper connections will make a difference for long-term projects. Government agencies and industrial associations are good starting points for small-and medium-size deals.Listening (听力练习)Task 1●Ask the students to brainstorm their previous experiences of purchasing certainproducts, and to think of what techniques they adopted to negotiate about theprices.●Ask the students to listen to the recording once and try to decide whether thestatements are true or false.●In the second listening, ask the students to correct the false statements, as well asto pay more attention to the figures.●Check the answers with the whole class.●In the third listening, ask the students to imitate the bargaining process, includingexchanging offers, giving counter offers before reaching an agreement.●Ask students to do the oral exercise in pairs. Make sure they display their cardson the negotiation table one by one to propel their negotiation.Task 2●Write down the phrase “payment grace period” on the board and ask the studentsto guess its meaning.●Ask the students to read the five statements first and mark out some phrases orexpressions that they find difficult to understand.●Spare them some time to check those phrases or expressions in a dictionarybefore the listening.●Play the recording twice for the students to get enough information to tick thechoices. Then check the answers and explain those phrases and expressions for them.Task 3●Ask the students to read the setting as well as the short passage before listeningand anticipate the answers to some blanks.●Play the recording twice for the students to get information to complete thepassage.●Check the answers and then ask them to discuss the questions that followed. Askthem to distinguish between daily small talks and small talks in businessenvironment.●Ask the students to brainstorm some unpleasant experiences when exchangingsmall talks, either in daily contexts or in business ones.Communication Project (商务沟通)Task 3●If time permits, ask the students to role-play some scenes concerning about eachparty carrying out their court advantages upon their counterpart.●Have a class vote for the best performance.Activity 3●Divide the students into smaller groups.●Ask the students to prepare a PPT display, and if possible, to extract somevideo clips, or to embed into their presentation some role-plays to make itvivid and impressive.Writing (商务写作)Task 1●Ask the students to brainstorm in pairs about some Dos and Don’ts concerningthe negotiations with the Germans; ask them to list them out on a piece of paper without referring back to Reading B.●Ask the students to check their answers against those mentioned in Reading B.●Ask the students to review the home/guest court advantages as well as strategiesmentioned in Communication Project.●Ask the s tudents to put themselves in Zachary’s shoes and to think of somecounter measures in response to Jack Williams’ invitation.Task 2●Divide the students into groups and ask them to think of some possible excuses todecline the invitation.●Ask the students to think about how they could deliver the refusal in a polite andreasonable manner.●Ask the students to consider what places could possibly serve as neutralized oneswhere both parties could meet and negotiate.●Ask the students to think of reasons to justify the choice of this third place, andthink of the advantages it may bring or the strategies they could adopt to make good use of this neutralized place.Moral Reflections (补充教学资源)Unit Overview中国加入世贸之路China’s Path to WTOThe story of China in global trade started long before. In 1978, China started its reform and opening-up, developing closer ties with the rest of the world. In 1986, China officially applied for admission to the General Agreement on Tariffs (GATT), the WTO’s predecessor (前身). Afterward, China started the arduous (艰苦的) negotiations that lasted for 15 years.In 1995, GATT transformed into the WTO with China obtaining observer status. By 2001, China concluded negotiations with a wide range of nations and regions. In December 2001, China officially became a member of the global trade body.Doing business may be an arduous task, involving rounds of negotiations.Can you summarize some key moments of China’s path to WTO from the above material? Share your answers with your partner.Moral Reflections知识密集型服务贸易knowledge-intensive services tradeChina’s trade in knowledge-intensive services in the first 11 months of 2021 topped 2.04 trillion yuan, up 13.5 percent year on year. The stable growth came amid the rapid development of China’s emerging services industry in recent years, and the competitiveness of services supply in China has improved significantly.【Note】知识密集型服务业是国际组织在研究中广泛采用的一个概念。