谈判实训任务书

1、实训项目一：角色扮演-establishing relationship and cooperation实训时刻：周一上午、下午（要求6学时，教师可依照自己的实训时刻灵活安排）实训地点：语音室实训步骤及要求：1.播放视频该视频为深圳职业技术学院的学生实训模拟，教师简单讲明视频内容，让学生明白谈判模拟实训应该如何样进行。（1学时）2. 练习环节学生熟悉下面对话，4人一组演练那个对话，一人扮演Mr. Wang，一人扮演Mr. John，一人扮演interpreter. 四人一组先将对话翻译过来，然后教师给出参考答案，学生在自己的答案上做适当修改即可。教师要求学生脱稿训练。（2-3学时）3. 表演环

2、节教师依照学生团队合作，发音，动作，表情等，按A.B.C.D 四个等级给出评分，并做适当点评。教师可自由把握时刻，建议是2-3学时熟悉演练对话，2-3学时演练。教师要求学生脱稿表演。（2学时）4.任务实训法实行分组练习，教师可按照时刻安排，分两次完成实训任务。如：0801班，共48人，3人一组，共分为16组。教师可安排8组在上午完成，8组在下午完成。5. 学生将自己讲话的内容写在作业本上。Scene: At a trade fair, Mr. Brown seems interested a lot in those products that he has carefully and rep

3、eatedly enquired about. To see if therell be possibilities of establishing relationship and further cooperation, he moves on to enquire about the financial status, and Miss Zhang gives answers and also expresses her sincere hope of cooperation. Mr. Brown: Some of them seem to be of the latest style.

4、 Now Ive a feeling that we can do a lot of trade in this line. We wish to establish relations with you. Interpreter: ? Miss Zhang: 我们双方的愿望是一致的。 Interpreter: ?Mr. Brown: Concerning our financial position, credit standing and trade reputation, you may refer to Bank of Hong Kong, or to our local Chambe

5、r of Commerce or inquiry agencies. Interpreter:? Miss Zhang: 感谢你所提供的情况。我们公司是国营公司，我们一向是在平等互利的基础上进行外贸交易，我们之间建立业务关系将对双方有利。我相信业务关系的建立也将使我们之间的关系更为紧密。Interpreter:?Mr. Brown: That sounds interesting. Ill send a fax home. As soon as I receive a definite answer, Ill make a specific inquiry. Interpreter:?Miss

6、 Zhang: 到时我们一定尽快报价。我希望我们之间能做成专门多生意。Interpreter:?Mr. Brown: So do I. Interpreter:?实训项目二：角色扮演-offer实训时刻：周二上午、下午（要求6学时，教师可依照自己的实训时刻灵活安排）实训地点：语音室实训步骤及要求：1. 练习环节学生熟悉下面对话，3人一组演练那个对话，一人扮演Mr. Wang，一人扮演Mr. John，一人扮演interpreter. 三人一组先讲对话翻译过来，然后教师给出参考答案，学生在自己的答案上做适当修改即可。教师要求学生脱稿训练。（2-3学时）2. 表演环节教师依照学生团队合作，发音，动

7、作，表情等，按A.B.C.D 四个等级给出评分，并做适当点评。教师可自由把握时刻，建议是2-3学时熟悉演练对话，2-3学时演练。教师要求学生脱稿表演。（2学时）3.任务实训法实行分组练习，教师可按照时刻安排，分两次完成实训任务。如：0801班，共48人，3人一组，共分为16组。教师可安排8组在上午完成，8组在下午完成。4. 学生将自己讲话的内容写在作业本上。Scene: Mr. Wang, the seller and Mr. John have had a nice cooperation for many years. Not long ago, they arrived at anoth

8、er agreement, with most of the details remaining unchanged, excepting the price, which keeps changing in the international market. In order to come to cooperative terms, the buyer has invited the seller to Hang Kang for a more intimate talk. Now lets have a careful look at what happens in the negoti

9、ation.王: 约翰先生, 能在香港与您面谈我确实感到特不快乐。约翰：Ive been looking forward to an opportunity to continue cooperating with you王: 特不抱歉，我们没能给你方及时报盘。约翰：Thats all right. I know what it has been with you. Any improvement? 王: 你讲的是供货情况?约翰：Yes.王: 专门走运，供货情况有所好转。关于你们所需要的数量我们一定给与满足。约翰：As for the quantity, we can talk it over

10、 some other time. Shall we decide on the price first?王: 在我方报盘时，已讲明价格了。约翰：Well! Your price was too much on the high side for anyone to accept. Thats why weve invited you to Hang Kong for a face-to-face discussion王: 也许你们对市场情况及现价是了解的。目前由于成本及运费都涨了，我们不得不调整价格。约翰：I am afraid I just cant agree with you. You

11、 know The Canadians price is lower than yours.王: 只是，谈价格总不能不考虑产品质量吧。约翰：It goes without saying that your quality is excellent, but it doesnt justify such a high price.王: 好吧，既然如此，那么你们的价格意见如何？约翰：Frankly, your price is 15% higher than that in American market. If you can see your way to get it down to tha

12、t level, we may consider a possibility to accept.王： 实在令人吃惊，这已是历史数字了，现在情况不同了。约翰：If you dont believe, you may have a look at this quotation sheet王： 我的天哪！约翰先生，我看如此吧，降价10%，如何样？约翰：In view of our friendly partnership, Ill accept it.王： 专门快乐我们终于把价格定下来了。约翰：Lets leave other details for this afternoon, shall w

13、e?王： 好。实训项目三：角色扮演-on price实训时刻：周三上午和周四上午（要求6学时，教师可依照自己的实训时刻灵活安排）实训地点：语音室实训步骤及要求：1. 练习环节学生熟悉下面对话，3人一组演练那个对话，一人扮演Mr. Wang，一人扮演Mr. John，一人扮演interpreter. 三人一组先讲对话翻译过来，然后教师给出参考答案，学生在自己的答案上做适当修改即可。教师要求学生脱稿训练。（2-3学时）2. 表演环节教师依照学生团队合作，发音，动作，表情等，按A.B.C.D 四个等级给出评分，并做适当点评。教师可自由把握时刻，建议是2-3学时熟悉演练对话，2-3学时演练。教师要求学

14、生脱稿表演。（2学时）3.任务实训法实行分组练习，教师可按照时刻安排，分两次完成实训任务。如：0801班，共48人，3人一组，共分为16组。教师可安排8组在上午完成，8组在下午完成。4. 学生将自己讲话的内容写在作业本上。Scene: Mr. Wang, the seller and Mr. John have had a nice cooperation for many years. Not long ago, they arrived at another agreement, with most of the details remaining unchanged, excepting

15、 the price, which keeps changing in the international market. In order to come to cooperative terms, the buyer has invited the seller to Hang Kang for a more intimate talk. Now lets have a careful look at what happens in the negotiation.王: 约翰先生, 能在香港与您面谈我确实感到特不快乐。约翰：Ive been looking forward to an op

16、portunity to continue cooperating with you.王: 特不抱歉，我们没能给你方及时报盘。约翰： Thats all right. I know what it has been with you. Any improvement? 王: 你讲的是供货情况?约翰：Yes.王: 专门走运，供货情况有所好转。关于你们所需要的数量我们一定给与满足。约翰：As for the quantity, we can talk it over some other time. Shall we decide on the price first?王: 在我方报盘时，已讲明价

17、格了。约翰：Well! Your price was too much on the high side for anyone to accept. Thats why weve invited you to Hang Kong for a face-to-face discussion王: 也许你们对市场情况及现价是了解的。目前由于成本及运费都涨了，我们不得不调整价格。约翰：I am afraid I just cant agree with you. You know The Canadians price is lower than yours.王: 只是，谈价格总不能不考虑产品质量吧。

18、约翰：It goes without saying that your quality is excellent, but it doesnt justify such a high price.王: 好吧，既然如此，那么你们的价格意见如何？约翰：Frankly, your price is 15% higher than that in American market. If you can see your way to get it down to that level, we may consider a possibility to accept.王： 实在令人吃惊，这已是历史数字了

19、，现在情况不同了。约翰：If you dont believe, you may have a look at this quotation sheet王： 我的天哪！约翰先生，我看如此吧，降价10%，如何样？约翰：In view of our friendly partnership, Ill accept it.王： 专门快乐我们终于把价格定下来了。约翰：Lets leave other details for this afternoon, shall we?王： 好。实训项目四：视频播放，学习商务礼仪实训时刻：周三下午（要求2学时，教师可依照自己的实训时刻灵活安排）实训地点：语音室实训

20、要求：教师播放视频给学生，要求学生做笔记。教师依照学生笔记情况，给出A.B.C.D评分。实训项目五：编造对话实训时刻：周五上午（要求4学时，教师可依照自己的实训时刻灵活安排）实训地点：语音室或一般教室实训要求：1学生就所学谈判语句表达，4人一组自己编造商务谈判对话（3分钟的对话），可自己添加信息或句型。然后熟悉自己的谈判对话。（4学时）2学生将整个对话内容写在作业本上。实训项目六：对话模拟-会议室实训时刻：周一上午（要求4学时，教师可依照自己的实训时刻灵活安排）实训地点：会议室实训要求：学生就自己编造的对话在会议室进行模拟，教师依照学生团队合作，发音，动作，表情等，按A.B.C.D 四个等级给

21、出评分，并做适当点评。教师可自由把握时刻，建议是2-3学时熟悉演练对话，2-3学时演练。教师要求学生脱稿表演。实训项目七：视频播放，学习商务礼仪（周一下午-2学时）实训时刻：周一下午（要求2学时，教师可依照自己的实训时刻灵活安排）实训地点：语音室实训要求：教师播放视频给学生，要求学生做笔记。教师依照学生笔记情况，给出A.B.C.D评分。实训项目八：角色扮演- Guangzhou Trade Fair实训时刻：周二上午，下午，周三上午（要求6学时，教师可依照自己的实训时刻灵活安排）实训地点：语音室实训步骤及要求：1. 练习环节学生熟悉下面对话，3人一组演练那个对话，一人扮演Mr. Wang，一人

22、扮演Mr. John，一人扮演interpreter. 三人一组先讲对话翻译过来，然后教师给出参考答案，学生在自己的答案上做适当修改即可。教师要求学生脱稿训练。（2-3学时）2. 表演环节教师依照学生团队合作，发音，动作，表情等，按A.B.C.D 四个等级给出评分，并做适当点评。教师可自由把握时刻，建议是2-3学时熟悉演练对话，2-3学时演练。教师要求学生脱稿表演。（2学时）3.任务实训法实行分组练习，教师可按照时刻安排，分两次完成实训任务。如：0801班，共48人，3人一组，共分为16组。教师可安排8组在上午完成，8组在下午完成。4. 学生将自己讲话的内容写在作业本上。Scene: Lind

23、a is a sales manager of Brightness Garment Manufacturer in Germany. She is intending to open up market in China. She gets the information that Ningbo International Fashion Festival is one of most important fashion festivals in China. So she makes a phone call to inquire some specific information.Lin

24、da: This is Brightness garment manufacturer from Germany. Can I speak to the Organizer of Ningbo International Fashion Festival?Interpreter: 我是德国的光明制衣厂，我找宁波国际时装节的主办者。Mr. Wang: 是的，我是王勇，时装节销售部经理，需要我为您做什么？Interpreter: Yes, This is Wang Yong, the manager of sales department for the festival. Can I help

25、you?Linda: Hello, nice to hear you Mr. Wang. My name is Linda, sales manager of Brightness Garment Manufacturer in Germany. We are interested in attending the 11th International Fashion Festival to be held in 2007. Can you make a brief introduction about it? Interpreter: 你好。专门快乐与你谈话。我是德国光明制衣厂的销售经理Li

26、nda，我们有兴趣参加第11届宁波国际时装节，你能做一简单介绍么？Mr. Wang: 感谢您来电话。Linda， 第11届宁波国际时装节是大规模的商业和文化活动，由宁波市政府主办。它是中国最大的时装节之一。 Interpreter: Thanks for your calling, Linda. Fashion Ningbo (Ningbo International Fashion Festival) is a large-scaled commercial and cultural event sponsored by Ningbo Municipals Government. It is

27、 one of the largest fashion festivals in China. Linda: How long has the Fashion been for?Interpreter: 那个活动差不多举办多久了？Mr. Wang: 宁波国际时装节差不多连续成功举办了10年，并被国际时装和活动协会授予国内最有国际阻碍力的时装节和活动。Interpreter: NIFF has been successful for 10 years consecutively and awarded by the IFEA(International Festivals & Events As

28、sociation) as the most internationally influential festival and event in China.Linda: Thats great. I heard it before. But I have not recognized its importance until this moment. We are much interested in participating in 2007 Fashion Ningbo. What is the exact date?Interpreter: 专门棒！我往常听讲过。然而现在才意识到它的重

29、要性。我们专门有兴趣参加2007年宁波国际时装节，确切的时期是几号？Mr. Wang: 将在2007年10月22日到10月25日，在宁波进行。Interpreter: The 11th NIFF will be held from October 22nd to October 25th, 2007 in the city of Ningbo.Linda: How can I reserve a booth?Interpreter: 我如何预订摊位？Mr. Wang: 我们参展手续是先询问洽谈，选择摊位，再签署合同，付款，最后收到主办方的正式通知和参加展会。Interpreter: Our e

30、xhibition procedure is to enquire information first, then to select booth, to sign agreement, to make payment, to get an formal notice from the organizer and to take part in the Fashion finally.Linda: What is about the price?Interpreter: 参展费为多少？Mr. Wang: 展费依照不同的展厅，不同的展位，收取标准不一。平均标准的摊位费为每9（3m 3m）1800

31、美元。Interpreter: The price is different from different exhibition hall to different location. The average standard booth is USD1800 for 3m by 3m space.Linda: Can you make us a favorable offer the soonest possible? Interpreter: 能够尽快向我们。Mr. Wang: 因此，请告知您的传真号和其他联系方式。Interpreter: Sure, may I have your fa

32、x number or any other contact method?Linda: Our fax number is (0831) 2523 304. You can also email me. My email address is HYPERLINK mailto:bgm bgm.Interpreter: 传真是0831- 2523 304。你也能够email我，email地址是 HYPERLINK mailto:bgm bgm.）Mr. Wang: 好的，我尽快传真给你。顺便问一下，你们要展出什么产品？Interpreter: All right. I will fax you

33、as soon as possible. By the way, what kinds of products are you going to display during the exhibition?Linda: Our manufacturer produces different kinds of clothes, such as suit, business clothes, causal wear, Jeans, children clothes and sports wears etc. Interpreter: 我们生产各式衣服，例如套装，西服。休闲服，牛仔服，童装以及运动服

34、。）Mr. Wang: 你们公司以什么著称？Interpreter: Which type is your company famous for?Linda: They all sell fast in the world market. Especially the suit and business clothes are very popular in Japan and Korea. So Im thinking to book booth space 9m by 9m.Interpreter: 我们的产品在国际市场上都卖的专门好，尤其是套转和西服，在日本和韩国特不畅销。我考虑租用81

35、（9m9m）平方的摊位。Mr. Wang: 好的，欢迎加入参加第11届宁波国际时装节。Interpreter: All right. Welcome to join in the 11th Fashion Ningbo.Linda: I will make confirmation for booking by fax when my plan is approved.Interpreter: 我们参展打算通过后，我会传真来确认摊位预订信息。Mr. Wang: 感谢，期待您的确认。Interpreter: Thanks. I look forward to your confirmation.

36、实训项目九：视频播放，学习商务礼仪实训时刻：周三下午（要求2学时，教师可依照自己的实训时刻灵活安排）实训地点：语音室实训要求：教师播放视频给学生，要求学生做笔记。教师依照学生笔记情况，给出A.B.C.D评分。实训项目十 ：claims & arbitration 实训时刻：周四上午（要求2学时，教师可依照自己的实训时刻灵活安排）实训地点：语音室实训要求：此环节，教师可依照自己的时刻灵活把握。假如时刻充足，可要求学生进行脱稿训练，假如时刻不足，作为一般作业，要求学生写在作业本上即可。I. Act as an interpreter between the two:A: Mr. Chen, I have something very unpleasant to talk over with you.B: