实用商务英语综合教程Unit 4 Business Negotiation
实用综合教程第二版3 unit4 电子教案
《实用综合教程》（第二版）第3册电子教案
《实用综合教程》（第二版）第3册电子教案
Unit 4 The Business World
Listening
Speaking
Having your own business is hard work, but it can be rewarding. Here are some tips for starting a small business. Step 1: Have innovative ideas. Suppose you like dogs and have free time. Why not start a dog-walking service? Step 2: Do a market survey. Find out your potential customers. Also, check out competition. If there’s another dog-walking service nearby, you have a smaller chance. Step 3: Draw up a business plan that includes what will be sold, how it will be sold, who the customers will be, and how much it will cost to start. Step 4: Contact potential customers. Then, set a work schedule for yourself. Finally, you must actually start walking dogs! Step 5: Once your business is up and running, observe how it’s doing. If you have money left after your expenses are paid, you’ve made a profit. Congratulations!
商务英语综合教程第4册Unit
Learn how to create a positive
relationship and establish trust with
international counterparts.
3
Negotiation Techniques
Explore proven strategies and tactics for achieving win-win outcomes in cross-border negotiations.
open dialogue among diverse teams.
3
Building Team Cohesion
Explore strategies for strengthening teamwork and leveraging diversity for innovation and success.
Master the art of effective negotiations in the international business arena.
1
Preparation
Discover the crucial steps to take
Building Rapport
2
before entering into international business negotiations.
Financial Strategies
Discover how global economic factors impact business decisions and learn effective financial management techniques.
Managing Diversity in the Workplace
商务英语课程课件Unit 4 Business
Manage your own emotions and identify the other party's emotional state during negotiation
03 Business Practice Cases
Case analysis of successful enterprises
Multinational Corporation Operations
To supervise or influence an audience's opinion or behavior
Business presentation skills
• To communicate a company's values, goals, and vision
Business presentation skills
Make offers and counteroffers to reach a consensus
Close the deal by agreeing on terms and conditions
Business negotiation skills
Key Skills
Listening: Listen actively to understand the other party's position and needs
• SWOT Analysis: A strategic planning tool that assesses the Strengths, Weaknesses, Opportunities, and Threats affecting a business or organization
UNIT 4 Business Negotiation
• You raise me up, so I can stand on mountains; • 您鼓舞了我 我才立于群山之颠 • You raise me up, to walk on stormy seas; 您鼓舞 了我 让我行过风雨海浪
• I am strong, when I am on your shoulders; 倚在 您肩头 我变得无比强壮 • You raise me up: To more than I can be. 您鼓舞了 我让我超越自我
LOG O
inflation n. 膨胀；通货膨胀；夸张；自命不凡 current adj. 现在的；流通的，通用的；最近的；草写的 n. （水，气，电）流；趋势；涌流
unlimited adj. 无限制的；无限量的；无条件的
contribute vt. 贡献，出力；投稿；捐献
沟通知识概述
— *—
Background Information
Innermost adj. 内心的；最里面的，最深处的；秘密的 exclusive adj. 独有的；排外的；专一的
grand[grænd] adj. 宏伟的；豪华的；极重要的 n. 大钢琴 side bet [bet] Pal lease n. 超过一般赌注的赌博
n. 朋友，伙伴 n. 租约；租期；租赁物；租赁权 vt. 出租
1
Inquiry
询盘：（ inquiry）询盘的内容可涉及：价格、规格、品质、数量、包 装、装运以及索取样品等，而多数只是询问价格。所以，业务上常把询 盘称作询价。
在实际业务中,询盘只是探寻买或卖的可能性,所以不具备法律上的约束 力,询盘的一方对能否达成协议不负有任何责任.由于询盘不具有法律效 力,所以可作为与对方的试探性接触,询盘人可以同时向若干个交易对象 发出询盘。 在实际业务中，询盘一般多由买方向卖方发出。
商务英语Chapter 4
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Three The Main Contents of Business Negotiation
Notes on the Text
1 .Having an inflexible strategy and limited tactics will almost instantly bring negotiations to an unproductive close. 2. Being able to “think on your feet" will go a long way toward success at the negotiation table. 3. Time zone changes，language problems，and legal wrangling can be major distractions from the goals set forth in the strategy. 4. Many an executive has returned from an overseas negotiation with nothing achieved according to the preplan. 5. Negotiation can be a very stressful affair, and there will be moments when it hardly seems worth the effort.
Chapter Four The Basic Qualities of Business Negotiators
Learning Focus学习要点
1 .Understand the importance of negotiation. 理解谈判的重要性。 2. Comprehend deeply about the qualities of a good negotiator. 深人了解优秀谈判人员需要具备的素质。 3. Know how to develop the qualities in business negotiation. 了解如何培养自己的谈判素质。 4. Know how to be a qualified negotiator. 知道怎样做一名合格的谈判者。 5. Read the text extension freely. 熟读拓展课文。
商务英语综合教程U1-U7课后答案
Unit 1 Company Profile1.Translate the following Chinese terms into English.candidate patentindustry personnel registered trademarkcore competency domain nameintended market emerging marketheadquarter multinational corporationChief Executive Officer stakeholder2.Translate the following English terms into Chinese.股本，股金总额以人为本的解决方案精于心简于形对客户的深入了解工业革命回收利用3.Translation:宝洁公司始创于1837年，是世界上最大的日用消费品公司之一。
2007财政年度，公司全年销售额达682亿美元。
在《财富》杂志评选出的全球500家最大企业中，排名第74位。
宝洁公司在全球80多个国家设有工厂或分公司，所经营的300多个品牌的产品畅销160多个国家和地区，其中包括美容护理、居家护理、吉列产品等。
每天，在世界各地，宝洁公司的产品与全球消费者发生着三十亿次亲密接触。
宝洁大中华业务区包括1988年成立的中国大陆分公司、1987成立的香港分公司和1985年成立的台湾分公司。
一九八八年，宝洁公司在广州成立了在中国的第一家合资企业－广州宝洁有限公司，从此开始了其中国业务发展的历程。
宝洁总部位于广州,目前在广州、北京、上海、成都、天津、东莞及南平等地设有多家分公司及工厂，并在北京设立技术中心。
二十年来，宝洁取得了飞速的发展，主要表现在：建立了领先的大品牌宝洁公司是中国最大的日用消费品公司，年销售额超过二十亿美元。
我们在参与竞争的领域内占据了最大的市场份额。
飘柔、舒肤佳、玉兰油、帮宝适、汰渍及吉列等品牌在各自的护发、个人清洁、皮肤护理、婴儿护理、洗衣粉、男士美容等产品领域内都处于领先的市场地位。
实用职场英文口译教程Chapter Four Business Negotiation
让步，妥协 make a concession
向……投诉 appeal to
达成协议 reach an agreement
遵守，信守 abide by
精品文档
B. 句子精炼 Sentence in Focus 1. 您可以给我目录和价格表吗？ Would you please leave your catalogue and price list?
票汇
(D/D）demand draft
电汇
(T/T) telegraphic transfer
预先付款
advance payment
现金结算
cash settlement
自动转账支付 auto-pay
自动转账收款 automatic credit transfer
有效期限
time of validity
精品文档
It is important that you approach the other party directly to make an appointment to negotiate, as this will allow you to set the agenda in advance, and improve the prospects of the other party preparing sufficiently enough to make a decision on the day. Try to be fairly open about your reason for contact or they may lose interest instantly and not follow up the appointment. Save all your comments for the actual appointment——don’t give away anything that will give them a chance to prepare too thoroughly. So, it’s time to negotiate and you’ve prepared well. What else must you have? Two things: confidence and power. Your power will come from your ability to influence.
Chapter 3 Unit 4-Business Negotiations
朱佩芬 周媛
CHAPTER THREE
UNIT FOUR
Business Negotiations
© ZHU Peifen, ZHOU Yuan
LEARNING OBJECTIVES
After learning this chapter, students should be able to: describe various procedures of business
KEY POINTS
Various Types of Business Negotiations Practice of Shipment Interpreting Words and Phrases
4
BUSINESS NEGOTIATIONS
© ZHU Peifen, ZHOU Yuan
Establishment of Business Relations
7
© ZHU Peifen, ZHOU Yuan
G: That’s what I want to say. Can you arrange transshipment at Hong Kong?
R: If transshipment at Hong Kong is allowed, things will be much easier. Sailing from Hong Kong to Alexandria are more frequent.
R: To advance shipment to October? Oh my God! We have to contact the manufacturers. Well, maybe it’s possible. But when I consulted our forwarding agent shortly after you called me last night, I was informed that liner space for North Africa in October had been fully booked. The forwarder said the only solution is to make transshipment at Hong Kong.
《实用商务英语》Unit4
• Ⅰ. Fill in the blanks without referring to the original text. Then check your answers against the text. • Ⅱ. Tell whether the following statements are true (T) or false (F) according to the text.
• Ⅰ. Remember the words, phrases and sentences related to business dinner. • Ⅱ. Imitate and memorize the following dialogues. • Ⅲ. Discuss the following questions with your partner.
1. What is the normal practice for making invitations in Chinese culture? (e.g. who pays and who decides where to go?) 2. Do you know some differences between Chinese culture and western culture? If you do, share them with your partner.
实用商务英语
Unit Four
• • • • • •
Section A Listening and Speaking ★ Business Dinner Section B Reading ★Business Advertising Section C Business Writing ★ Invitation Letters and Cards
商务英语综合教程4课文解析
商务英语综合教程4课文解析English:The text "Business English Integrated Course 4" covers a wide rangeof topics related to business English, including business correspondence, meetings, negotiations, presentations, and socializing. The course provides practical language training for business purposes, helping students improve their English skills in various business contexts. The text also includes case studies, role-plays, and real-life business scenarios to enhance students' understanding and application of the language. Additionally, the text offers valuable insights into international business practices and cross-cultural communication, preparing students to effectively navigate the global business environment.中文翻译:《商务英语综合教程4》涵盖了与商务英语相关的广泛主题，包括商务信函、会议、谈判、演讲和社交。
该课程为商务目的提供实用的语言培训，帮助学生在各种商务环境中提高英语技能。
《实用商务英语》Unit4
3.Color, smell, taste, style, quality and other organic combination有机结合. mon spices调味料 are soy sauce, vinegar, sugar, salt, monosodium味 精 a variety of spices, sauces, etc.
Business dinner
Ⅰ. Remember the words, phrases and sentences related to business dinner. Do you have any recommendations?\ Can you recommend some dishes? Sumptuous [„sʌm(p)tjʊəs] 豪华的
Shandong Cuisine
Shallot and garlic are usually used as seasonings（调味品） pungent usually. Typical Courses: Bird‟s Nest Soup; the Yellow River Carp in Sweet and Sour Sauce
Ⅳ. Oral practice.
1. Listen to Dialogue 6 again, and then work in pairs to make a dialogue about dining with your friend or others.
2. Listen to Dialogue 7 again and then make toasts, for example, toast to your parents on their marriage anniversary, to your friend on his or her birthday, to the guests on your marriage day, to your business guests, etc.
商务英语综合教程4Unit4Businessethics课后答案
商务英语综合教程4Unit4Businessethics课后答案Unit 4 Business ethicsExtensive ReadingCorporate Philanthropy Responds to DisastersExercisesI.Speed Reading ComprehensionRead the text for FIVE minutes, and find the best answer to each of the following questions.nd paragraph, why some companies faced internal criticism?According to the 21.A. These companies have donated too much money to the communities, regardless of theirown capacity.B. These companies ignored the needs of their own employees who were affected by thedisasters.C. The philanthropic programs of these companies were too cheap.D. Corporate had to go back to boards for additional donation resources.2. Why is it that some companies are suggested donating cash instead of products whendisasters take place?A. Products are often hard to transport and warehouse.B. Using cash in the locality helps rebuild the economy.C. Product may not fit the needs of the beset community.D. All of above.3. Which of the following statement is NOT true with Pitney Bowes Inc.?A. It has operated a fund that helps employees out of personal tragedies.B. Its Employee Involvement Fund can reflect employees' interest and support.C. It has started splitting some of its corporate giving between immediate and long-termassistance in the consideration of the complicated nature of identifying appropriatedisaster aid.D. Medical and funeral expenses will not be the focus of its fund.4. According to the text, which of the following company's foundation is NOT long-term-focused?A. Baxter InternationalB. MitsubishiC. General Electric Co.D. Pitney Bowes Inc.5. The software module of MicroEdge Inc. helps the company's community foundation the bestin terms of _______.A. free-of-charge serviceB. online serviceaccountingC.D. disaster reliefII.VocabularyFill in the blanks with appropriate words from the text. The initial letter of each word hasbeen supplied for you.1. It's wise to use just as much caution when making your charitable giving decisions as you dowhen making other decisions affecting your life.2. With soil that has had its biological components destroyed, the first step toward restoration isto stop adding any more chemical fertilizers.3. The global obesity pandemic combined with society's anti-fat bias is more damaging towomen than to men, an expert has warned at an international conference.4. Turkey's two major cities are grappling with water shortages after record-low snow and rainfalls in the winter and searing summer temperatures.5. The importers who do not intend clearing the imported goods for home consumptionstraightaway may choose to warehouse the goods.6. The Foundation is a public charity that works with individuals, families, businesses and foundations, serving their philanthropic needs as well as initiating giving programs.7. As the little copyist proceeded with her work, she sent every now and then a responsiveglance toward her admirer.8. Beset by rumors, and four months from a primary election, the Mayor yesterday for the firsttime gave his account of a 2007 incident in which he argued with a police officer.9. Like so many others around the world, we are following the devastation caused by theearthquake and tsunami that has hit many parts of Southeastern Asia.10. Some coincidences are small, and seemingly inconsequential, but others have the potential to change lives.A Question of EthicsExercisesI.Reading Comprehension1. Which of the following statements is NOT TRUE with Waterschoot's case?A. It raised the ethical concerns regarding information technology and the management obligation.B. Waterschoot immediately reported to her boss and the unit's legal counsel about the problem because there was some crucial information for Lockheed Martin in the template.C. Waterschoot found the competitor's confidential information before 5 p.m.aprotecting of purpose the with server the from document the removed Waterschoot D. competitor of Lockheed Martin's. 2. According to the text, as e-business and IT are developing, companies need to put the following into consideration EXCEPT _______.A. equipping the employees with essential IT ethicsB. establishing a set of ethical guidelines in a companyC. the impacts brought by IT on the employees concernedD. how to deal with the potential problem brought by e-business partnerships3. According to the Information Week Research survey, we can infer that _______.A. If your personal data is collected by a health-care company, they are more likely to be sold to third parties than by any other industries.B. Most companies will inform their customers know when specific types of data of their own are being collected.C. When evaluating the ethical and moral implications of business decisions, a larger number of people will rely on their personal experience only.D. Not many people know some ethical impacts may be brought by their business decisions.4. Paragraph 7 suggests that ________.A. Canon Information Systems Inc is monitoring its employees' online activities;B. Canon Information Systems Inc's human resources department tries to make sure that their employees are using the Internet in an ethical and legal way;C. James Underwood, manager of IS, reports to the human resources department;D. Canon Information Systems Inc's human resources department may be violating the privacy of the employees.5. Companies nowadays concern not only about the employees' awareness of business ethics, but also about ________.A. how the employees interact with the information technology in a digital context;B. the safety when the employees are handling the digital devices;C. the protection of the privacy of its customers;all of above. D.。
国贸课件 Unit 4 Business Negotiation
If the enquiry is made by the buyer, it may be expressed in the following ways:
i. We feel interested in your…(commodity), please offer…; ii. Please advise (offer; quote) by fax (or email)…; iii. Please quote the best price for… (commodity);
How to reply enquiries effectively?
Thank the writer of the letter of enquiry Supply all the information requested Add other relevant information Encourage the customer to place order and assuring them of good service.
Firm offer: a binding written offer to buy or sell that becomes contractually binding upon acceptance of the offer by the offeree and cannot be revoked for a stipulated period of time or for a reasonable time. Once accepted, the terms in the offer generally forms a binding contract. Offer with engagement
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Step4. Play the disc for the class to listen for the answers to the 5 questions in Task2. After listening, the Ss can have 5 minutes to talk about their answers in pairs. (10 minutes) Step5. Play the disc for the class to listen again and fill in the gaps in Task1. (5 minutes)
Step9. Play the disc for the class to listen for the answers to the 5 questions in Task6. After listening, the Ss can have 5 minutes to talk about their answers in pairs. (10 minutes) Step10. Play the disc for the class to listen again and fill in the gaps in Task5. (5 minutes)
Step3. Present the 5 questions in Task2. Ask the class to read them through and make prediction about the points that the conversation may cover based on the key words in the questions. (3 minutes)
Step13. Summary. Step14. Assignments: To learn the new words and expressions in the two conversations; To review the skills shown in the two conversations.
Step8. Present the 5 questions in Task6. Ask the class to read them through and make prediction about the points that the conversation may cover based on the key words in the questions. (3 minutes)
Step11. Retelling. Ask the class to work in pairs and retell the key points to each other and invite 2 pairs to present to the class. (10 minutes) Step12. Speaking. Ask the class to work in pairs and role-play a conversation based on the information given in Task8. (15 minutes)
II. Teaching focus: To learn and practice skills shown in the business negotiation III. Teaching difficulty To listen for gist and specific information VI. Teaching aids: a disc player and the disc V. Teaching length: 90 minutes IV. Teaching procedure:
Step6. Retelling. Ask the class to work in pairs and retell the key points to each other and invite 2 pairs to present to the class. (10 minutes) Step7. Speaking. Ask the class to work in pairs and role-play a conversation based on the information given in Task5. (15 minutes)
Unit 4 Business Negotiation
Listening and speaking Intensive Reading Fast reading and Case Study Grammarg
I. Teaching objectives Ss are expected to learn to: 1. listen for specific information about business negotiation; 2. listen for specific information to fill in the gaps in the conversations; 3. retell the main points heard; 4. role-play and practice asking for information about tariffs and international trade.
Step1. Greet the class and announce the tasks for the periods. Step2. Lead-in Questions (3minutes) 1. What is your understanding of business negotiation? 2. What method will you adopt if you negotiate business with others?