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Unit10BusinessNegotiation
BusinessReading
Grammar
Listening
Speaking
PracticeExercises
HomeworkUnit10BusinessNegotiationBusinessReading(1)Self-studyingActivity
1.Whatfieldscanbusinessnegotiationbeusedin?
Answer2.Whatistheattitudeofbothpartiesinbusinessnegotiations?
AnswerReadthetextwithin5minuteswiththreePre-readingQuestions:
3.Whatisalwaysthelinkusedtonegotiatetheissue/argument?
Answer2.bothwanttoreachanagreement.
1.Negotiationcanbeusedforselling,purchasing,borrowing(e.g.loans)andtransactions,alongwithanythingelsethatyoufeelareapplicableforyourbusiness.BusinessReading3.Communication(2)ChoosingGameABusinessReading
Write“T”fortrue,“F”forfalseaccordingtothetext.()1.Negotiation,inabusinesscontext,canbeusedforselling,buying,borrowingandsoon.()2.Negotiationwillhelpyouwithsomethingthatyoufeelareapplicableforyourbusiness.()3.Negotiationisusuallyconsideredtobeavictorytosettleanargumentorissue.()4.Inbusinessnegotiation,theattitudeofbothpartiesisthattheybothwanttoreachagreement.()5.negotiationcannotinvolveseveralmembersfromtwoparties.T
F
T
T
F
1.Thiskindofshoescan_________skatingonrealice.A.beusedtoB.beuseforC.beusedforD.usefor2.Pleasebringusthenecessarydocuments,_________thepricesheet.A.alongwithB.alongtoC.togetherD.togetherto3.Doyouhave__________toplacewithus?A.somethingelseB.anythingelseC.nothingelseD.everythingelse4.TheL/Cisconsidered_________oneofthemostimportantmodesofpaymentininternationaltrade.A.toB.atC.forD.asBusinessReadingC
(2)ChoosingGameBA
B
DBusinessReading5.Youmustdecide_________tobuyornot.A.ifB.weatherC.whetherD.ifnot6.Thetransactionisclosed_________CFRterms.A.inB.onC.atD.for7.Ourfactoryis__________whatitusedtobe.A.nolongerB.nomoreC.notlongerD.notmore8.TheBillofLadingis_________foralmostallthetransactionsatsea.A.suitB.fittingC.applicableD.readyC
(2)ChoosingGameBB
A
C(3)FillingGame
BusinessReading1.Thetwogroupshada_________discussion.2.Itisofgreat_________tous.3.Heis_________atthiscompany.4.Unemploymentoveralongperiodshould_________themainfactor.5.Let'smove_________themusic.6.Thislawshallnot
processingtrade.7.Computerscan_________doalotofworknow.8.Pleaseinformus_________youcansupplyyourelectricfans.face-toface
benefitnolonger
beconsideredas
alongwith
beapplicablefor
beusedto
onwhatterms
beconsideredasalongwithbeapplicableforbenefitnolongerbeusedtoonwhattermsface-to-faceGrammar1
21454323TranslationChoice51
4531
45231
45Translation231
5414314531425314Choice25314GrammarTranslationWhatdoyou___________________________(周日经常做什么)?oftendoonSundays
Translation2.Shetoldmethatschool_____________________________(第二天开学).openedthefollowingmorning
GrammarGrammarTranslation
3.Look!Whois_________________________(在那里放风筝)?
flyingakitethereGrammarTranslation4.I’llcallyouassoonas_________________(我一到济南).IgettoJinan
GrammarTranslation5.Light_________________________________(比声传播得快).travelsfasterthansoundGrammarChoice1.He______aTVplaythesedays.A.writesB.iswriteC.iswritingD.willwriteC
GrammarChoice2.Marymetwithherfriendwhenshe____acarpark.A.passbyBpassedbyC.passD.ispassingB
GrammarChoice3.Shesaidthatshe______anexcitingholiday.A.wouldhaveB.willhaveC.hadD.ishavingCGrammarChoice4.IfMike_____here,IwillshowhimaroundBeijing.A.comesB.willcomeC.comeD.iscomingAGrammarChoice5.--______you______mye-mail?--Yes,I_____itanhourago.A.Didreceive,receiveB.Havereceived,receivedC.Didreceive,receivedD.Havereceived,receive
BListening(A)1.Itisalittlebittoolate.2.Thesilkdressisnotmachineembroidered.3.Itisnotnecessarytosendmeyourpromotionalsample.4.HowaboutbytheendofMay?5.Ifitcan’tbedone,thenIwillwaittilltheendofMay.Listening(B)Mr.Turner:Whencanyou1theship?MissJiang:InJune.Mr.Turner:Itisalittlebittoolate.Thegoodsare
2clothes.JuneandJulywillbethe
3season.Afterthattheycan
4besold.MissJiang:Thesilkdressisnotmachineembroidered,itis5made,soit6alotofwork.Mr.Turner:Itisnotnecessarytosendmeyourpromotionalsample.Butpleasemailthesample7days
7tothetimeofloading.MissJiang:Thatistoo8.HowaboutbytheendofMay?Mr.Turner:Ifitcan’tbedone,thenIwillwaittilltheendofMay.load
hand
summer
sales
hardly
takes
prior
difficult
Listening(C)●Whoisthebuyer?●WhereisMr.Turnerfrom?●Whatdoesthebuyerwanttobuy?●What’sthesalesseasonforsilkgarments?Why?●Isitnecessaryforthesellertosendthepromotionalsample?
JuneandJuly.BecausesilkgarmentsaresummerclothesSilkgarments.
France.
Mr.Turner.
No,itisn’t.SpeakingSituation:Mr.TurnercontinuestonegotiatethetermsofpaymentwithMissJiangafterthenegotiationofthedateofshipment.Thefollowingmaybeuseful:What’syourtermsofpayment?byL/CatsightbyanirrevocableL/Cbydocumentsagainstpaymentaftersightoncollectionbasis…PracticeExercisesTranslatethefollowingsentencesintoChinese.
1.Wefoundthatyourpricearemuchhigherthanthoseofferedbyothersuppliers.2.Itwouldbeimpossibleforustopushanysalesatsuchhighprices.我们发现你方价格比其他供应商所报的要高得多。以如此高的价格我们很难促销。PracticeExercises3.Ourproductsaremoderatelypriced.4.I’mafraidIcan’tagreewithyouinthisrespect.5.Iagreewithwhatyousay,butthepricedifferenceshouldnotbesobig.我方产品定价合理。
恐怕在此方面我不能同意你的观点。
我同意你的意见,但价格差距不应如此之大。PracticeExercisesCloze.WiththerapidgrowthoftheChineseeconomy,especiallyafter_1_theWTO,manyofChina’simportandexportinternationalbusiness2facemoreandmorebusinessnegotiations.Duringanegotiation,_3
sideshopetoobtainthemaximumbenefit,4minimumconflictofinterest(利益冲突).Duringabusinessnegotiation,weshould,firstly,5acorrectconceptofNegotiationandInternationalTradeNegotiation.1.A.enterB.enteringC.enterintoD.enteringinto2.A.companiesB.companyC.officeD.offices3.A.eitherB.neitherC.bothD.all4.A.inB.withC.byD.under5.A.setB.buildC.putD.establishB
A
DB
C
PracticeExercisesAlsowemusthave6awarenessoftwomistakenassumptions(设想)about7businessintheinternationalarena(舞台).Manyeconomicexpertsassumethatinternationalbusinessdealswill_8_naturallyifonlythecorrectgovernmentalpoliciesandstructuresareinplace.Companyleadersassumethattheycansimplyextendtheirsuccessfuldomesticstrategiestotheinternationalsetting.6.A.aB.theC.anD.more7.A.doingB.doC.todoD.done8.A.behappenB.happenC.behappenedD.behappeningC
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