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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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