教学课件-商务英语谈判-顾渝.ppt

1、2022-12-22商务英语谈判-Introduction1English for Business Negotiation 商务英语谈判商务英语谈判Introduction2022-12-22商务英语谈判-Introduction2ENGLISH FOR BUSINESS NEGOTIATIONCONTENTSPART ONEPRE-NEGOTIATIONPART TWOINTERNATIONAL TRADEPART THREEINTERNATIONALECONOMICCOOPERATION2022-12-22商务英语谈判-Introduction3PART ONE PRE-NEGOTIAT

2、IONCHAPTER 6ProductDescriptionCHAPTER 5Company DescriptionCHAPTER 4Corporate HospitalityCHAPTER 3Introductions and GreetingsCHAPTER 2Telephone CallsCHAPTER 1Business Manners1-62022-12-22商务英语谈判-Introduction4PART TWO INTERNATIONAL TRADECHAPTER 13Complaintsand AdjustmentsCHAPTER 12Signing a ContractCHA

3、PTER 11ShipmentCHAPTER 10PackingCHAPTER 9Payment TermsCHAPTER 8PriceCHAPTER 7Inquiries and Offers7-132022-12-22商务英语谈判-Introduction5PART THREEINTERNATIONAL ECONOMIC COOPERATION14-15CHAPTER 14Mergers and AcquisitionsCHAPTER 15Licensing Agreements2022-12-22商务英语谈判-Introduction6 1.Before You Begin2.Usefu

4、l Expressions3.Sample Dialogues,Case Analysis4.Words and Expressions5.Exercises2022-12-22商务英语谈判-Introduction7In each section:Background information about each topic is given here.For some chapters,negotiation strategies,tips,or dos and donts are provided for reference.2022-12-22商务英语谈判-Introduction8I

5、n each section:Six(A-F)groups of useful expressions of the related topic are listed according to the functions of such expressions.Each group contains 5 sentences,which will be useful in conducting business dialogues.2022-12-22商务英语谈判-Introduction9In each section:Dialogues of different situations are

6、 given here to show how business people interact under different business settings.Case Analysis is the brief analysis of the language skills or negotiation skills used by the negotiators or people involved in the dialogues.2022-12-22商务英语谈判-Introduction10In each section:New words and expressions app

7、ear in the related chapter are listed according to alphabetical order with Chinese translation.2022-12-22商务英语谈判-Introduction11In each section:Two dialogue situations(A and B)are given here for the students to role-play the negotiation with knowledge learnt in the previous sections One pair of studen

8、ts model play the dialogueOther students comment on the model playTeacher makes the comment.2022-12-22商务英语谈判-Introduction12Final exam5-minute pair work with given dialogue situation(one of the fifteen topics for each pair of students)10-minute preparation before the examChapter 12022-12-22商务英语谈判 Cha

9、pter 113English for Business Negotiation 商务英语谈判Chapter 1 Business Manners2022-12-22商务英语谈判 Chapter 114PART ONE PRE-NEGOTIATIONCHAPTER 6ProductDescriptionCHAPTER 5Company DescriptionCHAPTER 4Corporate HospitalityCHAPTER 3Introductions and GreetingsCHAPTER 2Telephone CallsCHAPTER 1Business Manners1-620

10、22-12-22商务英语谈判 Chapter 115CHAPTER 1 Business MannersObjectives Learn the definition of business negotiation and the effective communication methods Know how to behave properly in the business world Be familiar with the expressions used in communicating with people in social settings Learn the skills

11、 and key points about business manners through cases and case analysis2022-12-22商务英语谈判 Chapter 1161.4 Words and ExpressionsPlease learn this section before you begin learning this Chapter.2022-12-22商务英语谈判 Chapter 1171.1 Before You Begin1.Why is knowledge of“history”and“geography”required for the“suc

12、cess in learning about international business”?2.What is“business negotiation”?3.Why is good business etiquette important for people engaged in business?4.How to understand“a societys culture has a strong influence on business activities”?5.How can too much or too little eye contact create an uncomf

13、ortable feeling in the person you are talking to and create problems in communication?2022-12-22商务英语谈判 Chapter 1186.What do you think is the“right”amount of eye contact?7.Can you give an example to show the written rule for dress code or the informal ideas of what is acceptable to wear?8.Why are“con

14、troversial subjects”not suitable for small talk?9.How to understand“The relationship with a person determines the kind of language you use.This relationship may even affect what you say when you meet people”?10.What communication methods are used in the following sentences?What effects have been bro

15、ught by such methods?We close the caf every night at 11:30 so that we can go home.The caf will remain open until 11:30 P.M.for the convenience of our customer.Answers for reference1.1 Before You Begin2022-12-22商务英语谈判 Chapter 1191.1 Before You Begin1.Why is knowledge of“history”and“geography”required

16、 for the“success in learning about international business”?Consider how a historic event has affected international business,how early Chinese traded with other areas of the world;consider European colonization and the Industrial Revolution.Chinas major trading partners:European Union,Japan,Associat

17、ion of Southeast Asian Nations(ASEAN),Hong Kong,South Korea,Taiwan,Australia,Russia,India2022-12-22商务英语谈判 Chapter 1201.1 Before You Begin2.What is“business negotiation”?Business negotiation is a process of guided transformation that occurs through dialogical exchange aiming at an optimal agreement t

18、hat responds fairly to the co-negotiators aspirations as persons of equivalent moral worth.2022-12-22商务英语谈判 Chapter 1213.Why is good business etiquette important for people engaged in business?Good business etiquette makes it easy to work together.Knowing how to act in a well-mannered way will make

19、you be more confident of your behavior.Confidence gives one an advantage over ones competition.In the world of business that extra confidence can mean greater career success.1.1 Before You Begin2022-12-22商务英语谈判 Chapter 1224.How to understand“a societys culture has a strong influence on business acti

20、vities”?For example,in Spain and parts of Latin America,businesses traditionally were closed for several hours in the middle of the day for a long lunch or a period of rest.1.1 Before You Begin2022-12-22商务英语谈判 Chapter 1235.How can too much or too little eye contact create an uncomfortable feeling in

21、 the person you are talking to and create problems in communication?For example,too little eye contact can make the other person think you are not interested in what they have to say,that you are not listening,or that you are upset with them.Too much eye contact can make you be perceived as strange,

22、be interpreted as an invasion of privacy,or communicate an inappropriately high level of attraction or interest.1.1 Before You Begin2022-12-22商务英语谈判 Chapter 1241.1 Before You Begin6.What do you think is the“right”amount of eye contact?The right amount of eye contact you should maintain during a conv

23、ersation depends on several things,including culture(in some Asian countries,for example,it is considered impolite to maintain eye contact with someone who holds authority over you),the closeness of the relationship(more eye contact is appropriate in close relationships),and whether you are speaking

24、 or listening.In most relationships,however,it is appropriate to spend most of the time looking at the other persons eyes when they are speaking,and between one-quarter and one-half of the time maintaining eye contact with the other person when you are speaking.Such eye contact should be made in an

25、attentive manner,as opposed to an intense staring or disinterested glance.2022-12-22商务英语谈判 Chapter 1251.1 Before You Begin7.Can you give an example to show the written rule for dress code or the informal ideas of what is acceptable to wear?For instance,a company may have a written rule that you may

26、not wear jeans to work,or employees may just feel that they should wear more formal trousers instead of jeans.They know that if they wear jeans to work,they will look out of place.2022-12-22商务英语谈判 Chapter 1261.1 Before You Begin8.Why are“controversial subjects”not suitable for small talk?Because whe

27、n you dont know others stand,controversial subjects might spoil your conversations.2022-12-22商务英语谈判 Chapter 1271.1 Before You Begin9.How to understand“The relationship with a person determines the kind of language you use.This relationship may even affect what you say when you meet people”?For examp

28、le,its not appropriate to say“Hi,how are you!”when meeting the Managing Director of a large company or to say“Good morning,its a great pleasure to meet you”when being introduced to a person youll be working closely with in the same team.2022-12-22商务英语谈判 Chapter 1281.1 Before You Begin10.What communi

29、cation methods are used in the following sentences?What effects have been brought by such methods?1)We close the caf every night at 11:30 so that we can go home.2)The caf will remain open until 11:30 P.M.for the convenience of our customer.Of course the above two sentences are exaggerated in order t

30、o show the effects brought by different communication methods.In Sentence 1),the word“close”shows the“negative approach”,and“we can go home”shows the“we-attitude”;while in Sentence 2),“remain open”shows the“positive approach”and“for the convenience of our customer”reflects the“you-attitude”.Customer

31、s would prefer that Sentence 2)be used in communicating with them even though the two sentences have the same meaning that“at 11:30 the caf ceases to be in operation for the day.”2022-12-22商务英语谈判 Chapter 1291.2 Useful Expressions What are the main contents covered by Group A-F?A.Opening a meeting B.

32、Expressions for the host C.The language of meetings D.Asking for help E.Small talk F.Cooperation 2022-12-22商务英语谈判 Chapter 1301.3 Sample DialogueslPlease read the dialogues with your partners and answer the questions below(A-E).A.What polite and suitable expressions have been used in the informal mee

33、ting among colleagues?B.What are considered proper or improper behaviors before the formal meeting?C.What are considered proper or improper behaviors in a meeting of two?D.What proper small talks have been used during a conference tea break?E.What are considered proper or improper small talks during

34、 a conference tea break?2022-12-22商务英语谈判 Chapter 1311.5 Exercises Work in groups of 2-4.Role-play Exercise A or B.Please assign your own roles.You have 10 minutes for the preparation.After that the teacher will ask one group to model role-play Exercise A or B at your own choice.The other students ar

35、e required to listen carefully to the model role-play and be ready for the comments.Chapter 22022-12-22商务英语谈判 Chapter 232English for Business Negotiation 商务英语谈判 Chapter 2 Telephone Calls2022-12-22商务英语谈判 Chapter 233PART ONE PRE-NEGOTIATIONCHAPTER 6ProductDescriptionCHAPTER 5Company DescriptionCHAPTER

36、 4Corporate HospitalityCHAPTER 3Introductions and GreetingsCHAPTER 2Telephone CallsCHAPTER 1Business Manners1-62022-12-22商务英语谈判 Chapter 234CHAPTER 2 Telephone CallsObjectives Know how to use this modern method of communications more effectively in business Be aware of the importance of telephone eti

37、quette Be familiar with the expressions used in telephone calls Learn the skills and key points in telephone calls through cases and case analysis2022-12-22商务英语谈判 Chapter 2352.4 Words and ExpressionsPlease learn this section before you begin learning this Chapter.2022-12-22商务英语谈判 Chapter 2362.1 Befo

38、re You Begin1.Why is it important to learn the expressions used in telephone calls?2.Which is more difficult for people to communicate,talking face-to-face or making a call in English?3.Do people use non-verbal skills in communication over the phone?4.Why is“courtesy”important in speaking over the p

39、hone?5.How to make telephone numbers easier to understand?2022-12-22商务英语谈判 Chapter 2372.1 Before You Begin6.What are considered good habits in making a business call?7.How to calculate the world time difference?8.What is the best way to answer the phone?9.What are considered appropriate phone-answer

40、ing skills?10.How to answer a call which is not for you but for your colleague who is not in?Answers for reference2022-12-22商务英语谈判 Chapter 2381.Why is it important to learn the expressions used in telephone calls?In order to win business and leave good impressions to the business friends,it is impor

41、tant to learn the expressions used in telephone calls as well as the telephone making skills and answering skills.2.Which is more difficult for people to communicate,talking face-to-face or making a call in English?Making a call in English might be more difficult,because people cannot rely on non-ve

42、rbal communication methods to help them out while speaking English on the phone.2.1 Before You Begin2022-12-22商务英语谈判 Chapter 2393.Do people use non-verbal skills in communication over the phone?Yes,of course.Though non-verbal skills such as gestures,eye contact and smiles cannot be seen by speakers

43、on either end of the call,non-verbal skills in communication over the phone do exist which involve mainly pleasant tone,proper intonation,and clear articulation of words.4.Why is“courtesy”important in speaking over the phone?Because a good telephone manner not only makes a good impression in busines

44、s,but it also helps to make money,since you have to make or receive calls to or from regular customers and prospective customers.2.1 Before You Begin2022-12-22商务英语谈判 Chapter 2405.How to make telephone numbers easier to understand?Telephone numbers are much easier to understand,when pronounced in gro

45、ups and divided by a pause.Therefore try to use single numbers when saying telephone numbers,and group them with pauses(for example,86-750=eight six seven five zero,not eighty-six seven hundred and fifty).The double numbers like 88 can be spoken as eight eight or double eight.The number 0 is usually

46、 pronounced oh or zero,not as nought.6.What are considered good habits in making a business call?For business people,they should prepare for an important phone call in a foreign language by making notes in advance and during the call make notes while talking to help them to remember what was said.2.

47、1 Before You Begin2022-12-22商务英语谈判 Chapter 2417.How to calculate the world time difference?The website is recommended to check the world time difference.8.What is the best way to answer the phone?The best way to answer the phone is to identify yourself with both your first and last names.2.1 Before

48、You Begin2022-12-22商务英语谈判 Chapter 2429.What are considered appropriate phone-answering skills?-Pay attention to the words you choose.-The correct phrases should be said in the right order.-Use positive voice and vocabulary10.How to answer a call which is not for you but for your colleague who is not

49、 in?-Tell the caller the whereabouts of the person requested.-Ask for identification.-When you have to leave the caller on hold,provide him or her with progress reports every 30 to 45 seconds.2.1 Before You Begin2022-12-22商务英语谈判 Chapter 2432.2 Useful Expressions What are the main contents covered by

50、 Group A-F?A.Starting the call B.Giving ones nameC.Clarifying the information D.How to answer a call which is not for you E.Checking the callers identity or other information F.Responding to the callers request2022-12-22商务英语谈判 Chapter 2442.3 Sample DialogueslPlease read the dialogues with your partn