1、Course DescriptionCourse DescriptionOf Business Negotiation in EnglishContentsContentslLeading-in Examplesl Course Introduction1.Three Questions2.Three Features3.Three StepslCourse PlanlUse of the BooklThe Way of PresentationlThe Requirements on Students Leading-in ExampleslPear CaselHouse RentCours
2、e Introduction1.Three Questions1)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 QuestionlThe
3、business negotiations are tough talks happening between two parties in contradiction for the purpose of cooperation and making maximum benefit through discussion and concessions2.The three features of negotiation:l contradiction co-operation concessionl1)Two parties in contradiction try to reach an
4、agreement on cooperation through discussion and concessions.l2)The general purpose is cooperation.The concrete purpose is to obtain maximum benefit and to make the least concession.l3)The third question is somewhat complicated since the negotiation for different transactions and items in different s
5、ituations requires different skills,and that comes the negotiation.3.Three Steps to Follow:lDifferent items and situations demand different skills,generally you have to follow three steps:1)devise a target 2)do some preparations3)negotiate for the targetCourse Plan In reference to 学习任务与学习活动一览表.docUs
6、e of the Book lThe Features and Advantages of the BooklThe Arrangement of the Contents and TimeThe Way of PresentationlTeacher-centered Explanation of language expressions,special terms,negotiation skills and concerned knowledge lStudent-centered Practice in the situation offered in groups教学设计：Busin
7、ess Negotiation Performances.doc VS CNBEC 口试口试样题样题.pdfl用头脑风暴的形式 讨论本单元的目标、重点和难点l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。l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容l老师评价总结l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）l评价打分 教学组织：l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l任务书完成
8、情况展示l谈判模拟 考核方案：l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。考核考核内容和计分方法内容和计分方法l考查内容分为语言能力、礼仪、应变能力和思
9、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。l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。l总评成绩=平时成绩:30%+其中成绩:30%+期末成绩:40%考核方式考核方式l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。The Requirements on StudentslPreview the lessons before classlAttend the class on time.lReview the learned language expressions,special terms,negotiation skills and concerned knowledge after class.lPractice actively in the situation offered in the student-centered class.Thank You
