国际商务谈判(英文)Course Description

Leading-in Examples
Pear Case House Rent
Course Introduction
1. Three Questions 1) What is (business) negotiation? 2) What is the purpose of (business) negotiation? 3) By what means can we win the negotiation? Or
What skills are revolved in a successful negotiation? And What are the proper English expressions being used?
The Answers to the First Question
The business negotiations are tough talks happening between two parties in contradiction for the purpose of cooperation and making maximum benefit through discussion and concessions
总评成绩=平时成绩:30%+其中成绩:30%+期末 成绩:40%
考核方式
商务谈判口语是一门专门用途口语课程，因此考 试形式为团队对抗模拟谈判的口语考试。从一开 始明确考核的方式是团队考核，每个成员要发挥 作用，否则影响团队分数。在学期初形成固定的 谈判代表队， 最后用抽签的方法决定最后的谈 判模拟中哪一队和哪一队进行谈判。
容 老师评价总结 组织谈判模拟（CNBEC考试前主要利用教材中的Performance 部
分模拟CNBEC口试；CNBEC考试后，模拟真实的商务谈判） 评价打分
教学组织：
以小组（从开始固定谈判小组）讨论的形式完成 任务书中的一些项目，包括常用的专业术语、英 语的常用表达方式、可以找到的谈判技巧和相关 知识等
Thank You
任务书完成情况展示 谈判模拟
考核方案：
考试内容是将以上前五个任务合并为一个大任务，并将 其具体化，设计成一笔具体的交易。考核过程从任务发 放开始，经历市场调查、网络调查、谈判代表队内部讨 论、调查报告撰写等过程， 使学生对谈判任务逐渐加深 了解，对任务所涉及的市场状况形成了一定的概念，经 过就此项任务进行的谈判技巧辅导后，学生们掌握了此 项任务基本情况，有了基本的思路，了解了基本的谈判 技巧，从而增加了谈判的信心。随后在两个谈判代表队 中用中文进行谈判，当学生练习到一定程度后自然而然 地应英文进行谈判，最后进行正式谈判。调查报告计入 平时成绩。
2.The three features of negotiation:
contradiction co-operation concession 1) Two parties in contradiction try to reach an
agreement on cooperation through discussion and concessions. 2) The general purpose is cooperation. The concrete purpose is to obtain maximum benefit and to make the least concession. 3)The third question is somewhat complicated since the negotiation for different transactions and items in different situations requires different skills, and that comes the negotiation.
考核内容和计分方法
考查内容分为语言能力、礼仪、应变能力和思维 逻辑四个方面。语言能力包括语言的流利程度、 准确程度及语音语调。
记分方法：总分100%：语音部分:10% 仪表和 模拟状况（包括桌签和着装）：10%， 语言输 出数量（Involvement）：30%，语言正确率： 30%，思维逻辑20%计算。
The Requirements on Students
ቤተ መጻሕፍቲ ባይዱ Preview the lessons before class
Attend the class on time. Review the learned
language expressions, special terms, negotiation skills and concerned knowledge after class. Practice actively in the situation offered in the student-centered class.
教学设计： Business Negotiation Performances.doc VS CNBEC 口试 样题.pdf
用头脑风暴的形式 讨论本单元的目标、重点和难点 小组讨论常用的专业术语、英语的常用表达方式、谈判技巧和相关
知识。 以组长或小组代表的形式展示完成情况，介绍课下完成的任务的内
Course Plan
In reference to 学习任务与学习活动一览表.doc
Use of the Book
The Features and Advantages of the Book The Arrangement of the Contents and Time
The Way of Presentation
Teacher-centered
Explanation of language expressions, special terms, negotiation skills and concerned knowledge
Student-centered
Practice in the situation offered in groups
国际商务谈判（英文）Course Description
Contents
Leading-in Examples Course Introduction 1. Three Questions 2. Three Features 3. Three Steps Course Plan Use of the Book The Way of Presentation The Requirements on Students
3. Three Steps to Follow :
Different items and situations demand different skills, generally you have to follow three steps:
1)devise a target 2) do some preparations 3) negotiate for the target