商务英语口语unit8.pptx

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1、Unit 8Business Negotiation1.What is the definition of business negotiation?2.When starting a negotiation,begin with a greeting at the aim of breaking the ice or making the meeting a friendly one.How can the good starting be like?3.An opening statement usually includes.A negotiation is a discussion t

2、hat should result in an agreement or business contract.The discussion is usually between two parties or organizations,trying to reach agreement,satisfactory to both.(1)I hope you had a pleasant flight.(2)Are you enjoying this city?(3)How is your hotel?To tell the other person what you are expecting

3、to get out of the meeting.To say“to start off with”and then states what you want to achieve,like“we are going to offer you a very good deal.”and also express you want to make a win-win result.I think I just did a good job on the company presentation.So I was promoted to a team leader and appointed t

4、o do business negotiations with other companies.I think I will need a lot negotiation skills.If there is trust and understanding between the two parties,the negotiation will be much more successful,as will the long-term business relationshipbetween them.Task 1 Look at the comics,describe it and then

5、 discuss it with your partners.Words and expressions for your reference:concession-tradingdirectlynegotiation skillstricky horse-tradingHagglinggive-and-takebartering generosityTask 1Task 2Task 3Part 1 Warm-uppart1part2part3part4part5Tip 1 _Tip 2 _Tip 3 _Tip 4 _Tip 5 _Task 2 Fill in the blanksPart 1

6、 Warm-upTask 1Task 2Task 3As you know,Im a new promoted team leader.Not every man under me is satisfied with me.Likewise I am unhappy with the behavior of a member of my team.I have decided to raise the issue with this person and tell her that you would like to see an improvement.What words or phras

7、es might be useful in this tricky conversation?Task 3 Listen to the dialogue and finish the questions1.Now listen to a tricky conversation at work between Michael and Michelle.How does Michael react?As you listen,try to hear the phrases above.Part 1Warm-upTask 1Task 2Task 3Thanks for your suggestion

8、s.Today.Michelle has come to me complaining that she did not get a job recently.Please listen to our dialogue.Michael:Okay,well,(1)who deserved to get the job.Clearly,the person who was appointed was the right person for the job.What you need to do is look at your work and what youre doing and where

9、 thats taking you in your career.(2)you are still employed to do a job and(3)job with a certain attitude.Youre meeting members of the public quite regularly(4)you arent unhappy,or at least that you dont show it.This meeting is really just to let you know(5).Michelle:Okay Michael:and(6).I know its di

10、fficult.I know that its depressing not to get a job,but(7),youve got to get on with the job that youre doing now.Im not going to get into a discussion aboutBut bearing in mind thatI expect you to do thatits important thatIm not happy with the effort that youve made I really want to see some improvem

11、ent youve got to snap out of itFinish the sentence with the correct phrase.Part 1 Warm-upScript of Task 3Michael:Okay,well,Im not going to get into a discussion about who deserved to get the job.Clearly,the person who was appointed was the right person for the job.What you need to do is look at your

12、 work and what youre doing and where thats taking you in your career.But bearing in mind that you are still employed to do a job and I expect you to do that job with a certain attitude.Youre meeting members of the public quite regularly its important that you arent unhappy,or at least that you dont

13、show it.This meeting is really just to let you know Im not happy with the effort that youve made.Michelle:OkayMichael:and I really want to see some improvement.I know its difficult.I know that its depressing not to get a job,but youve got to snap out of it,youve got to get on with the job that youre

14、 doing now.(1)Youve got to _ out of it.A.sort B.cutC.snapD.lift(2)I _ you to try a bit harder.A.expectB.likeC.requestD.hopePart 1 Warm-upFeedback:Wrong you can say“sort it out”but not“sort out of it”.Feedback:Wrong you can say“cut it out”but not“cut out of it”.Feedback:Correct we“snap out”of bad moo

15、ds.Feedback:Wrong this is not an expression in English.2.Negotiations tricky conversations quiz.Feedback:Correct “expect”here has a strong meaning if the person doesnt try harder,you will be unhappy.Feedback:Wrong you can say“Id like you to”but not“I like you to”.Feedback:Wrong this is grammatically

16、 correct,but its too formal for the situation.Feedback:Wrong you can say“I hope you will”but not“I hope you to”.(3)_,what youve done isnt good enough.A.ProbablyB.MaybeC.ClearlyD.Hopefully(4)I really want to see _.A.your tryingB.betterC.better effortD.some improvementFeedback:Wrong this is grammatica

17、lly correct,but it isnt strong enough for this situation.Feedback:Wrong this is grammatically correct,but it isnt strong enough for this situation.Feedback:Correct you are indicating that your statement is not open to discussion.Feedback:Wrong we use“hopefully”to talk about the future,not the past.F

18、eedback:Wrong You can say“to see you try”but not“to see your trying”.Feedback:Wrong this sounds like you have poor eyesight!Feedback:Wrong you can say“more effort”but not“better effort”.Feedback:Correct you can also say“an improvement”.I already know Ms.Johnson who is the representative of Johnson C

19、ompany.Today I am going to meet another potential partner,Mr.Williams who is the representative of Long Company.How should I build the relationship with Long Company?Part II Listening PracticePart II Listening PracticeMichael:Ah,hello.Mr.Williams?Im Michael,Michael Evans.How are you?Mr.Williams:Good

20、 to meet you at last,Michael,after all those emails.And please call me Rob.Michael:OK,welcome,Rob.Sorry to keep you waiting,by the way.We got stuck in a(1)_ for over an hour.Mr.Williams:No problem.I was just admiring your(2)_.Its really impressive.I didnt know you had so many famous(3)_!Michael:Than

21、ks.Yes,well,weve got a great(4)_ team,and we really go for(5)_ _ in a big way here,much more than some of our cheaper(6)_.Mr.Williams:Well,it certainly seems to be an effective(7)_,judging by these(8)_.Michael:Thank you.Yes,theyre very positive,arent they?Mr.Williams:Yes,its amazing.Have you checked

22、 our official website yet?Have you got any idea about the new section?I mentioned once in our emails.Im really looking forward to your(9)_ opinion.Michael:Well,er.its a(10)_ job.Especially the.Mr.Williams:.part1part2part3part4part5Practice 1.1.Listen to the following dialogue and Fill in the missing

23、 words.traffic jam brochure clients sales competitorsstrategy professional marvelousrecommendationsqualityPart II Listening Practice2.Listen again and fill in the table.Michael has made three inappropriate question and response.Do you know what are they?And state your reasons.Silly questions/respons

24、esReasonsWe got stuck in a traffic jam for over an hour.Weve got a great salesteam,and we really go for quality in a big way here,much more than some of our cheaper competitors.Er.He should consider and get prepared for this unforeseen circumstance.He sounds self-boasting by saying these words about

25、 himself.He doesnt know his potential partner very well.Part II Listening PracticePart II Listening PracticePractice 1Michael:Ah,hello.Mr.Williams?Im Michael,Michael Evans.How are you?Mr.Williams:Good to meet you at last,Michael,after all those emails.And please call me Rob.Michael:OK,welcome,Rob.So

26、rry to keep you waiting,by the way.We got stuck in a traffic jam for over an hour.Mr.Williams:No problem.I was just admiring your brochure.Its really impressive.I didnt know you had so many famous clients!Michael:Thanks.Yes,well,weve got a great sales team,and we really go for quality in a big way h

27、ere,much more than some of our cheaper competitors.Mr.Williams:Well,it certainly seems to be an effective strategy,judging by these recommendations.Michael:Thank-you.Yes,theyre very positive,arent they?Mr.Williams:Yes,its amazing.Have you checked our official website yet?Have you got any idea about

28、the new section?I mentioned once in our emails.Im really looking forward to your professional opinion.Michael:Well,er.its a marvelous job.Especially the.Mr.Williams:.Part II Listening Practice。3.Study the following expressions and match them with the corresponding Chinese equivalents.（1）_（2）_（3）_（4）

29、_（5）_（6）_（7）_（8）_（9）_（10）_(1)look forward toa.专业建议(2)an effective strategyb.手册(3)a great sales teamc.干得非常出色(4)a marvelous jobd.通过推荐可以判断(5)get stuck in a jame.官方网站(6)professional opinionf.期待(7)official websiteg.塞车(8)competitorsh.一个出色的销售团队(9)judging by these recommendationsi.有效的策略(10)brochurej.竞争者fihc

30、gbdjea _(1)Michael started a conversation to find things in common with Mr.Williams._(2)Michael and Mr.Williams had many things in common._(3)Mr.Williams showed the generosity first in this conversation._(4)Michael added a personal touch in this conversation._(5)Mr.Williams did not express gratitude

31、 in the end.I made a lot terrible mistakes in the first meeting.But I still have the chance to fix them.I should learn how to build relationships with my working partner.Here is my second meeting with Mr.Williams.Part II Listening PracticePractice 21.Listen to the dialogue and decide whether the sta

32、tements below are true(T)or false(F).TFFTFPart II Listening PracticePractice 2Michael:So,is this your first time in Munich,Mr.Williams?Mr.Williams:Well,yes and no.I came with my family when I was about 14,but.well,that was a very long time ago.I dont remember much about it.Just museums and football.

33、Michael:Football?Are you a fan?Mr.Williams:Not really.But my dad was.I mean he still is obsessed with it.So he took us to matches all over Europe.Michael:Wow.Thats really interesting!Im also a little obsessed with football,but I dont drag my family around to watch matches.Mr.Williams:No,it wasnt so

34、bad.It meant we got to see lots of interesting places.Michael:So good for you.So I thought wed start with a tour of our factory,so you get a really good sense of what we do here and what we need.Id also like to introduce you to a few of our key people here,if thats OK.Mr.Williams:Thats great.It all

35、helps me to get a better picture of how we can help you.Michael:Thats what I thought.And then for lunch,Id like to take you to one of my favorite restaurants.A short drive from of the city.Mr.Williams:Oh.that would be lovely,but please dont go to any trouble.Id be happy with a sandwich!Michael:I wou

36、ldnt dream of it.This project is very important to us,so we want to treat you well!Its a lovely restaurant,and Ive booked my favorite table.So I hope you re hungry!Mr.Williams:Well,thats very kind of you.In that case,you must let me return the favor,if ever you visit our factory in Edinburgh.Michael

37、:OK,that sounds nice.Thank you.Part II Listening Practice2.Translate the underlined sentences by yourself,then listen to the dialogue again and check your translations.Michael:So,is this your first time in Munich,Mr.Williams?Mr.Williams:Well,yes and no.I came with my family when I was about 14,but.w

38、ell,that was a very long time ago.I dont remember much about it.Just museums and football.Michael:Football?Are you a fan?Mr.Williams:Not really.But my dad was.I mean（1）他依然很痴迷。So he took us to matches all over Europe.Michael:Wow.Thats really interesting!Im also a little obsessed with football,（2）但我不会

39、拉我的家人跟我一起看比赛。Mr.Williams:No,it wasnt so bad.It meant we got to see lots of interesting places.Michael:So good for you.So I thought wed start with a tour of our factory,so you get a really good sense of what we do here and what we need.Id also like to introduce you to a few of our key people here,if

40、thats OK.he still is obsessed with it.but I don t drag my family around to watch matches.Mr.Williams:Thats great.（3）这能够帮助我更好地了解如何去协助你们。Michael:Thats what I thought.And then for lunch,Id like to take you to one of my favorite restaurants.（4）驾车出城不远的地方。Mr.Williams:Oh.that would be lovely,but please don

41、t go to any trouble.Id be happy with a sandwich!Michael:I wouldnt dream of it.This project is very important to us,so we want to treat you well!Its a lovely restaurant,and Ive booked my favorite table.So I hope youre hungry!Mr.Williams:Well,thats very kind of you.In that case,（5）您必须让我回馈您的款待if ever y

42、ou visit our factory in Edinburgh.Michael:OK,that sounds nice.Thank you.Part II Listening PracticeIt all helps me to get a better picture of how we can help you.A short drive from of the city.you must let me return the favor.Part II Listening Practice3.Discussion.Michael just made some progress.Disc

43、uss with your partner about these questions.In what way is negotiating like mind-reading?What can you do to prepare for a negotiation?How honest should you be with the other person about what you really want?Part II Listening Practice4.Useful Language:Complete this list of useful language using phra

44、ses from the extract.Introducing yourlist of variables:As we(1)_ it,there are four main issues thatwe need to(2)_.We have identified three points for discussion,and these mostly correspond with your own list.Introducing a variable:On the(3)_ of With regard to the subject of On your fourth pointStati

45、ng the background for a variable:Were(4)_ that We(5)_ As you(6)_ We firmly believe that Insisting(=making stronger demands):What we(7)_ is a strong(8)_ of We(9)_ have to(10)_ that Im afraid this is not negotiable.Im afraid this isnt something we can discuss.This cannot be part of our negotiations to

46、day.seeresolve issueaware understandknowneedguaranteeinsistwouldPart II Listening PracticeUrging(=making normal demands):would have to be Wed have to(11)_ a(12)_ of We(13)_ some of that to be Our expectation is something in the region of We would like to propose will have to depend on Justifying(=pr

47、ovidingreasons):Our members are very worried about would go some way(14)_ restoring the(15)_.So we need to.Otherwise We have conducted research which shows that We have a global policy of Our priority has got to be Showing flexibility:Were prepared to(16)_ If you are(17)_ to we will be(18)_to Of cou

48、rse,we will do all we can to help.That said,we do appreciate that We accept we will need to pay more We can discuss this separately.We would very much like to work with you to expectpromiseexpecttowards balanceacceptpreparedhappyPart III Language FocusIn a negotiation,its very important to know when

49、 to speak,when to ask and when to shut up and listen.Very often,simply asking questions and listening patiently to the responses can be an extremely effective way of obtaining vital information and concessions from the other party.Questions are also essential for checking that you have understood.Th

50、is workshop also introduces some language and techniques for responding to the other partys position to prepare the ground for the bargaining stage,which comes next.Please discuss these questions with your classmates.Part III Language FocusPut the stages of a formal negotiation into the most logical