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商务英语听说_Unit_15_Price_Negotiation_丁莉维绍兴市中等专业学校教案Unit 15 Price Negotiation(议价)（丁莉维）一、Teaching aims and tasks（教学目标和任务）:Teaching Aims/ Objectives(语言知识目标): make an offer; to make a counter-offer;to negotiate the price of a product; totalk about commission and discounts.让学生能够掌握有关报盘，还盘，磋商价格，谈论贸易和折扣等专业知识并基本运用。
Goalｓfor Language skills(语言技能目标):Listen skills(听): Understand what said on the tape and finish some relative exercises.能听懂录音材料，并完成相应的多种形式的练习。
Speaking skills(说):Grasp the words, rules, and ways of price negotiation by learning from teachers. Meanwhile, Students can make up a dialogueaccording to the information given.能通过专业知识的讲授，基本掌握价格切磋的专业术语、原则和套路，并能就提供的话题，在同学间展开讨论，同时模拟砍价情境，锻炼英语口语能力,表达流畅。
Reading skills(读):Understand the professional words and letters, and use them freely.通过学习，能读懂普通的外贸信件，理解相关的专业术语，并灵活使用。
Writing skills(写): Can write a letter to a trading company asking for price deduction, and express correctly.根据所学知识，能写好一封外贸谈价格的信件，没有语法错误，用词专业。
以下是一段商务英语情景对话，内容涉及订购货物并进行砍价谈判：John: Hello, Ms. Li. It's John from the United States. We ordered 1000 sets of your products last month and the quality was good. However, the price was a bit high. We would like to discuss the price with you.李女士：您好，约翰先生。
我是李女士，上个月你们订购了1000套我们的产品，质量还不错。
但是价格有点高，我们想和您商量一下价格。
John: Yes, Ms. Li. The price is indeed a bit high for us. We would like to order the same products at a lower price this time.约翰：是的，李女士。
对我们来说价格确实有点高。
我们希望这次能以更低的价格订购相同的产品。
Li: Well, Mr. John, the price has already been fixed after we negotiated with you last time. We can't reduce the price any more.李：嗯，约翰先生，上次和您商量后价格已经定下来了，我们不能再降价了。
John: Then, can you give us some discount? We plan to order more products from you in the future.约翰：那么，你能给我们一些折扣吗？我们计划将来向你们订购更多的产品。
Li: Mr. John, as I said, we can't reduce the price any more. But if you order more products, we can offer you some discounts on the original price.李：约翰先生，正如我所说，我们不能再降低价格了。
商务英语洽谈price商务英语洽谈会话商务英语洽谈之议价 PRICE NEGOTIATION——I’m snow Chen, sales manager of the Shanghai Electrical Appliances corporation——I’m Henry Johnson，purchasing manager of international trading co. Our company has decided to import some new refrigerators. So I come to her company for business negotiation. I have been informed of the quality of her refrigerator. So we are going to the price negotiation.——well, Mrs. Chen, I’m very interested in this type of refrigerator. So can you tell me its price?——Of course, the unit price is $800. I think it’s very competitive, isn’t it?——Sorry, I’m afraid not. I have to say the price is too high for me to accept, at least 8% higher than those of Japanese companies. It would be difficult for us buy the goods at such prices.——Mr. Johnson, the prices we offer are quite reasonable as compared with other brands in the international market. As I have told you, this model is newly launched and the latest technology has been employed in it. They are well received by our customers.——yes, your product may have certain advantages over others, but the price gap shouldn’t be so big.——You can’t take price separately from quali ty. In addition to the latest functions, our products are all of high quality. We have strict quality control systems. As a result, it will free you from dealing with too many customers’ complaints——I know your quality is good. That is why we want to startbusiness with you. But I don’t think our consumers would accept your prices.——If you’ve got a good product, the consumers won’t care too much about the price.——I don’t think so. All consumers want both good quality and favorable price. They want the best value for money. Well, I really want to know what makes your prices so high besides the comparatively better quality. ——I believe our price is reasonable. We have imported the first class equipment in manufacturing, and we have also spent a great deal in researching and developing this model. As a result, the cost of production has gone up.——But as far as I know, the use of new materials could reduce the unit cost by 10%. Also, the technology tends to be mature. Supply will soon exceed demand.——Sorry, I can’t agree with you on this point, production is increasing while consumption is going up even faster. We have got several big orders last week. The goods are selling quickly.——However, I still insist that your price is on the high side. We may have to devote a lot of efforts to promoting this new type of refrigerator in our market. Is it possible to expect some reduction on the price?——We would only consider a price reduction if your order is for 1000 or more——That’s impossible! We can’t take such a large amount for a trial order. I’m not sure whether it will gain popularity in our market. We can only take 400 at most. I feel sorry to tell you we have to turn to other suppliers if you don’t make some reduction.——What’s your price idea then, may I ask?——$760 at most, although still higher than our former suppliers.——I’m afraid you are asking too much, we can’t give such a large reduction even if your order is 1000 or more, let alone a small order. Considering our good relationship and further busines s, we’ll make a special reduction of $10 on unit price. That’s our rock bottom price.——I think the gap between us is so big. There is hardly any need for further discussions.——Well, I don’t think it is wise for us to insist on our own price. This is our first business contact. I sincerely hope we can make a transaction. I’m ready to make another step forward. Let’s split the difference and make the final price at $780 per unit. Is that ok?——I really appreciate what you said, but I feel very sorry that’s still not what I expect. I have to contact my company on this issue and let’s stop here then, perhaps we can talk again tomorrow.。
商务英语口语对话：Negotiatingprices商务英语口语对话：Negotiating pricesDANNY MCNEIL： Before we begin, are you sure that you are in a position to conduct this negotiation?丹尼．麦克内尔：在开始前，我想问一下你确定你能够实行这次谈判吗？EDWARD GREEN： Yes, I have the authority to negotiate with you.爱德华．格林：是的，我有跟你谈判的授权。
DANNY MCNEIL： Right. Let' s get down to business.丹尼．麦克内尔：好。
那我们就办正事吧。
EDWARD GREEN：Which of our product lines are you particularly interested in Mr. McNeil?爱德华．格林：麦克内尔先生，你对我们的那些生产线特别感兴趣？DANNY MCNEIL： I could be interested in these ones that I have outlined here.丹尼．麦克内尔：物品对这些划线的感兴趣。
But I want to hear what you say about discounts.但我要听听你给什么样的优惠。
EDWARD GREEN： Let' s talk specifically about Big Boss.爱德华．格林：那我们就具体用“大老板”来谈吧。
DANNY MCNEIL： Let' s be clear about one thing.丹尼．麦克内尔：我们先要明确一件事情。
I hope you realize that we must have a much larger discount than what' s on the table now.我希望你理解到我们要的优惠比现在摆在桌面的要大的多。
价格谈判的商务英语口语与商家订货的时候，经常会就价格问题进展谈判。
下面是的关于价格谈判的英语口语，希望能帮到大家!史密斯:I have here our price sheet on a F.O.B. basis. The prices are given without engagement.这是我们船上交货价的价目单.所报价格没有约束力.纳塔利:Good, if you'll excuse me, I'll go over the sheet right now.很好.如果可以.我马上把价目单看一遍.史密斯:Take your time.请便.纳塔利:I can tell you at a glance that your prices are much too high.我一看这份价目单就知道你们的价格太高了.史密斯:I'm surprised to hear you say so. You know that the cost of production has been skyrocketing in recent years.你这么说我很吃惊.你知道近年来生产本钱迅速上涨.纳塔利:We only ask that your prices be parable to others.That's reasonable, isn't it?我们只要求你方的价格能和别人差不多就行了.这个要求很合理.对不对?史密斯:Well, to get the business done, we can consider making some concessions in our price. But first, you'll have to give me an idea of the quantity you wish to order from us, so that we may adjust our prices aordingly.好吧.为了成交.我们可以考虑作些让步.不过要请你先说明大概要订购多少.以便我们对价格作相应的调整.纳塔利:The size of our order depends greatly on the prices.Let's settle that matter first.我们要订的数量很大程度上取决于价格.就让我们先解决价格问题吧.史密斯:Well, as I've said, if your order is large enough,we're ready to reduce our prices by 2 percent.好吧.如果你们的订货数量很大.我们准备减价百分之二.纳塔利:When I say your prices are much too high, I don't mean they are higher merely by 2 or 3 percent.我说你们的价格太高.并不是说仅仅高出百分之二或三.史密斯:How much do you mean then? Can you give me a rough idea?那么你说是多少呢?能不能说一个大概的数字?纳塔利:To have this business concluded, I should say a reduction of least 10 percent would help.为了促成交易.我认为大约给百分之十的折扣才行.史密斯:Impossible. How can you expect us to make a reduction to that extent?不可能.你怎么能要求我们给那么大的折扣呢?纳塔利:I think you are as well - informed as I am about the market for chemical fertilizers. It's unnecessary for me to point out that supply exceeds demand at present and that this situation is apt to continue for a long time yet. May I suggest that you call y有关化肥的行情.我想你和我一样都很了解.用不着我来指出.目前的情况是供过于求.而且这种情况还要延续很长一段时间.我建议你打个给你们公司.看看他们有什么意见?史密斯:Very well, I will.好吧.我打个问问.斯科特:This is our rock-bottom price,Mr.Nelson.尼尔逊先生.这是我们最低的价格了.尼尔逊:If that`s the case,there`s not much point in further discussion.We might as well call the whole deal off.如果是这样的话.那就没有什么意义再谈下去了.我们还不如取消这笔生意算了.斯科特:What I mean is that we`ll never be able to e down to your price.The gap is too great.我的意思是说我们永远不可能把价格降到你要求的价格.差距太大了.尼尔逊:I think it unwise for either of us to be inflexible.How about meeting each other halfway?我认为我们都这么强硬很不明智.我们能不能各让一半?斯科特:What`s your proposal?您的提议是什么?尼尔逊:Your unit price is 100 dollars higher than wewant.Well,I suggest we meet each other halfway.你们的单价比我们想要的价格高出100美元.嗯.我建议各让一步.斯科特:Do you mean a further reduction of 50 dollars in our price?That`s impossible!您是说我们再减价50美元吗?那真的不可能!尼尔逊:What would you suggest?您的意见呢?斯科特:The best we can do is another 30 dollars off.That`s definitely the lowest we can go.我们最多只能减价30美元.这可是绝对低价了.尼尔逊:That still leaves a gap of 20 dollars.:Let`s meet each other half-way again and split the difference;I think this is a price we can both be satisfied with.这样还留下20美元的差额呢.咱们再各让一半.分担差额吧.我认为我们双方都能满意这个价格.斯科特:OK.We can meet halfway again.好吧.我们就再各让一半吧.。
对话一：Tolerance makes space/One Step Back for Boundless Sky退一步海阔天空小明:It's difficult for us to push the sale（加否定词表示‘无法销售’）of your digital cameras nowadays.小红:What seems to be the problem? 小明:Price.Frankly, your price is on the high side. （charge top dollar要价最高/cost an arm and a leg 很贵，相当贵）小红:As you may have noticed,the price skyrockets in raw materials,so we're forced to adjust our prices accordingly. 小明:I'm sorry to say we have to close business at that price. Aren't we old friends?We've had a very good business relationship over the past years,I suggest you make an appropriate reduction. 小红:Well,in view of our good cooperation over the past years. let's meet each other half way（我们来个折中），I'll make a reduction by3%.对话二：Smith: What do you have there,Ms.Yang?Yang: Some of our new products.Would you like to have a look at the paterns? Smith:Yes,please.Yang: Here they are,MRS.Smith.Smith: I like this printed poplin.How much is it a yard?Yang:45 pence per yard. Cif London.Smith:Your price is higher than i can accept. Could you come down a little? Yang:What would you suggest?Smith:Could you make it 40pence per yard,CIF London?Yang:I'm afraid we can't.This is the best price we can quote.Smith: Let's leave that for the time being.Yang:Are you interested in our pongee?Smith:Yes.Please show me the latest products.Yang: Here it is.Smith:The quality is very good.But nowadays nylon is pushing this material out.Yang: I donot think so. We are sold a lot this month.Smith:Well, anyway, I'll book a trial order. The price?Yang: Same as we offered last time.Smith:What about the quantity?Yang:200 pieces for September shipment.Smith: All right.I'll take the lot.Yang: How about printed poplin,then?Smith: There's stall a gap of 5 pence.Will you give me a trade discount? Yang: Sorry. Can we meet each other half way?Smith: What do you mean?Yang: Let's close the deal at 43 pence per yard,CIF London.Smith: You drive a hard bargain,(意思是拼命讨价还价），but I'll accept this time.Yang:We will provide good service and quality.Smith: That will be deeply appreciated.Yang: Shall I make out the contract for you to sign tomorrow?Smith: Fine对话三：Jane:All right.Shall we get down to the price now? Joe:No problem.Our unit price for the hand-made straw mattress is 10$ per one. Jane:I think the price is a little bit higher; can you give me a discount? Joe:You know our product has a steady demand in market and the quality is excellent, the price is reasonable. If you place more than 1000 pieces, we’ll give you 3% discount. Jane:Well since this is the first transaction between us, we’d lik e to place a trial order of 1000 pieces to promote our relationships. Joe:Good.对话四：安妮:I've come to hear about your offer for bristles. 哈里:We have the offer ready for you. Let me see... here it is. 100 cases（箱）Houston Bristles, 57 mm, at 10 pounds sterling per kilogram, C.I.F(CIF是COST，INSURANCE，ANDFREIGHT，成本加保险加运费，后跟目的地) European Main Ports, for shipment in June 2001（2001.06交货）. The offer(报盘) is valid （有效）for five days. （注：按CIF术语成交，虽然由卖方安排货物运输和办理货运保险，但卖方并不承担保证把货送到约定目的港的义务，因为CIF是属于装运交货的术语，而不是目的港交货的术语，也就是说CIF不是“到岸价” 。
绍兴市中等专业学校教案Unit 15 Price Negotiation(议价)（丁莉维）一、Teaching aims and tasks（教学目标和任务）:Teaching Aims/ Objectives(语言知识目标): make an offer; to make a counter-offer;to negotiate the price of a product; totalk about commission and discounts.让学生能够掌握有关报盘，还盘，磋商价格，谈论贸易和折扣等专业知识并基本运用。
Goalｓfor Language skills(语言技能目标):Listen skills(听): Understand what said on the tape and finish some relative exercises.能听懂录音材料，并完成相应的多种形式的练习。
Speaking skills(说):Grasp the words, rules, and ways of price negotiation by learning from teachers. Meanwhile, Students can make up a dialogueaccording to the information given.能通过专业知识的讲授，基本掌握价格切磋的专业术语、原则和套路，并能就提供的话题，在同学间展开讨论，同时模拟砍价情境，锻炼英语口语能力,表达流畅。
Reading skills(读):Understand the professional words and letters, and use them freely.通过学习，能读懂普通的外贸信件，理解相关的专业术语，并灵活使用。
Writing skills(写): Can write a letter to a trading company asking for price deduction, and express correctly.根据所学知识，能写好一封外贸谈价格的信件，没有语法错误，用词专业。
学习策略：学生根据所学的听说读写材料，自主学习和合作学习相结合，归纳总结英语口语竞赛的技巧和要求。
文化意识：学生通过学习，掌握英美国家的文化、经济、社会上的普遍现象及突出问题。
情感态度：通过学习本课程让学生树立乐观的人生观，并且增加比赛经验和培养对社会较敏锐的观察力。
课程任务：全面培养学生英语综合素质，为学生了解英语考试、竞赛作足分准备，提高他们的英语实际应用能力，激发新生学习英语的积极性。
二、Students’ analysis(学情分析)：学生生源质量欠佳，优等生较少，大多数学生的英语成绩都居于中等偏下的水平，在英语学习的习惯、方法都存在着这样那样的不足，导致基础知识掌握不牢，灵活运用英语听、说、读、写的能力十分薄弱。
外贸由于是新接触的知识，缺少实际操作，故在接受上存在一定的问题。
但另一方面，中职学生在心理方面个性鲜明、思维活跃，乐于接受新生事物。
经过老师精心合理的发挥以学生为主体的教学方式，激发学生的英语学习热情，能较好的帮助学生提高英语水平，突出学生英语交际的能力。
学生对于未来的外贸工作充满学习的热情。
三、Teaching methods(教学方法)：1. explanation; 2 discussion with the example 3. PowerPoint show etc.讲授法、表演法、讨论法、幻灯展示法等。
四.Teaching aids(教学工具):CAL, some pictures, a recorder.多媒体、图片、录音机等五.Time Allowance (授课时间):80 minutes80 分钟Training Procedures（教学过程）Step oneI. Learning objectives:To make an offer；To make a counter-offer；To negotiate the price of a product ；To talk about commission and discountsII. Warm-up PracticeSee the discussions in the textbook1.Show the pictures of different currencies to students and let themhave an awareness of the currencies.2.Let students have a clear idea of the different terms, and mostimportantly, they can put them in use.这些术语基本上分为4组：第一类为“E”组：只有一个术语：EX works （卖方仓库交货）：第二类为“F”组：要求卖方向买方指定的承运人交货，其中包括FCA（交至承运人），FAS（船边交货），FOB（船上交货）；第三类为“C”组：由卖方负责签订承运合同，但对发生于装船和发运后货物丢失或损坏的风险，或其他费用不负责任。
其中包括CFR（成本加运费），CIF（成本加运保费），CPT（运费付至），CIP（运费保险费付至）第四类为“D”组：由卖方承担所有为把货物运至目的国所需的费用和风险，其中包括DAF（边境交货），DES（目的港船上交货）, DEQ (目的港码头交货)，DDU（完税前交货），DDP（完税后交货）。
兹将新的术语分类列表如下：E组发货EXW E xwoks 工厂交货（….指定地点）F 组主要运费未付FCA Free Carrier 交至承运人（。
指定地点）FAS Free Along Side 船边交货(….指定装运港)FOB Free On Board 船上交货（。
指定装运港）C组主要运费已付CFR Cost and Freight 成本加运费（。
指定目的港）CIF Cost，Insurance and Freight 成本、保险加运费付至（。
指定目的港）CPT Carriage Paid to 运费付至(….指定目的港)Step TwoI. Listening PracticeListen to the passage first and repeat the following important sentences.1.The term of price is one of the most important condition in a contract.2.The final price mainly depends on the following factors.3.Factor C is the quantity needed.4.Factor D is the supply and demand position in the international market.5.Factor E is the competition from other competitors.Listen to the passage again and fill in the blanks.The term of price is one of the most important conditions in a contract. It is also the _________ point to decide whether a business negotiation can be _________ or not.The final price made by and between the buyer and the seller mainly depends on the following factors:a.its qualityb.the production costc.the quantity __________.d.the supply and demand__________ in the international ___________.e.the competition from other competitors.f.Skills in negotiation such as usual procedure, usual practice andidiomatic expressions in English. Etc.Listen to the passage for the last time and choose the best answer.1. the following__________ a. factors b. factories2. ___________ cost a. production b. productive3. the ________ needed a. quantity b. quality4. supply and demand _______ a. position b. possession5. in the ________ market a. international b. domestic Step ThreeI. Oral PracticeInterpret the following sentences from Chinese into English.1.你们最早可在什么时候发货？2.我们急需这批货物。
3.我们尽量在本月底装运。
4.订货量大的话，就可以用租船随时装运。
5.我们的厂家任务很重，现在无货可供。
II. Pair workDescribe the following pictures. Student A is an importer and Student B is an exporter of bicycles. Now compose a dialogue between Student A and Student B by using the following information:Models: men’s and women’s , all steel and light aluminium alloySizes: 19’, 21’, 25’ and 27’Colours: red, black, blue, silver gray, purplish red , etcFeatures: gear changer( 变速器), lighter.More convenient and attractiveSize: Small Size: Middle Size: LargeStep fourI.V ocabulary review1.Read through this letter and fill in the form with suitable Englishinformation from the letter.Dear sir,Thank you for you letter dated March 21. 2005. But we feel regretful that your prices are really out of line with the ruling market level and not competitive enough.For your information, we appreciate the nice designs and good workship(工艺) of your products, but the prices for the same quality have dropped another 3% in the market here.To close the trade, may we suggest you give us a special discount of 3% and your minimum quantity be less for a trial order.We think it is for your interest to make such a reduction, as there is a keen business competition in the market.We are anticipating your immediate reply.Yours faithfullyStep FiveI. Writing PracticeDraft a letter to a trading company asking for price deduction.Background: 接到复印纸报盘，宏图贸易公司认为报价过高，回信与对方磋商降低卖价。
