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Unit 14 Negotiating Prices

本次课标题: Unit 14 Negotiating Prices

授课班级

上课

时间

    日 第  

上课

地点

   日 第  

After completing this lesson, students should be able to:

--use basic vocabulary and expressions related to business negotiations;

--identify basic procedures when negotiating;

--utilize negotiating skills to:

Ÿ           start a negotiation;

Ÿ           express agreement and disagreement;

Ÿ           accept and reject a requirement;

Ÿ           negotiate prices, discounts and commission;

strike a deal.

教学

目标

能力(技能)目标

知识目标

▲能力总目标: able to utilize negotiating skills to

▲能力子目标:

1.1 express agreement and disagreement

1.2 accept and reject a requirement

1.3 negotiate prices, discounts and commission

. identify basic procedures when negotiating.

.comprehend vocabulary and expressions related to negotiating prices;

重点

难点

解决方法

教学重点: comprehend vocabulary and expressions related to negotiating prices

教学难点:master and use basic basic negotiating vocabulary and expressions effectively

解决方法:

make students able to master vocabulary and expressions related to negotiate prices by listening, reading and role-play activity.

参考资料

1.马龙海,《新视野商务英语视听说》下册,北京:外语教学与研究出版社,20081

【步骤一】                                                      (时间:10分钟)

I. Discussion(课堂讨论):  Work in pairs. The following are some terms usually concerned in negotiations of price. Try to work out an example for each of the terms. The first two examples are given. (answers and scripts omitted)

【步骤二】                                                       (时间:45分钟)

II. Sum-up(总结价格谈判策略):

a.       Planning negotiations

b.      Market research

c.       Supply assessment

【步骤三】                                                    (时间:35分钟)

III. Listening practice: Listen and Imitate. (录音呈现和模仿操练)

Task 1: Listen to the following sentences. Then fill in the blanks with the appropriate phrases from the list.

minimum quantity  commission  unit price  discount for bulk 

contract  early-settlement discount

1) We can provide you with a discount for bulk of 2.5% on orders of US$500,000 or more.

2) What’s the minimum quantity if I want to import this medium-sized ceramic vase? 100 pieces?

3) Can you offer me an early-settlement discount if I can pay you in less than 20 days?

4) I’m afraid there’s little possibility of discounts since the commission charged by our agent has already been increased to 4%.

5) The contract value is US$ 5,000 since you have just ordered 100 pieces of item No.T300 at the unit price of US$50 per piece.

Task 2:

1. Nick Donald is the manager of a clothes manufacturing company. He is talking about their regulations on giving discounts and commission. Listen to the conversation and then decide if the following statements are true (T) or false (F).

1) Their favourable terms are reflected in discount.

2) Commission is what the seller provides buyers with a certain percentage of reduction in the original price.

3) They offer a 5% quantity discount if the total value is over US$500,000.

4) They offer a 2% seasonal discount for clothes out of season.

5) They offer a 3% discount if the contract is paid within 50 days.

Keys: 1) T  2) F  3) T  4) F  5) F

2. Listen to the conversation again and fill in the blanks.

1) As a rule, our prices are quoted on an ______ basis.

2) But as you are aware, we are _____. Our service is financed from commissions earned.

3) Since your region is a new market to us, we’ll offer you an ______ 2% commission.

4) We usually get 5.5% from our _____ suppliers.

5) I’m sorry, that’s the best we can do. We’ve already made _____ for you.

Keys: 1) FOB  2) agents  3) extra  4) Korean  5) exceptions

Words and expressions:

favourable; FOB price; agent; exception

【步骤四】                                                      (时间:30分钟)

IV. Follow-up Practice. (后续练习)

1. Listen to the dialogue and choose the correct answer to each question. (questions omitted)

Keys: 1) B  2) A  3) C  4) A  5) C 

2. Work in pairs. Make up a dialogue according to the following situation.

You are the Export Manager of a Chinese electronic company. Mr. Thomson from an Australian company is considering placing an order of 10,000 pieces of your X358 MP4, but he asks for a lower price. You insist on your price and stress the good quality of your products and the rising market demands for the MP4 products. Finally, you agree to provide a discount on condition that he makes a larger order.

【步骤五】                                                    (时间:50分钟)

V. Play the video and make the role play. (视听呈现和角色扮演)

Video 1:

●New words and expressions: trial order; incentive discount; firm order; make concession; sanitary; etc.

●Pre-viewing: Read the following chart to have a rough idea of the video.

●Viewing:

1. Watch the video carefully. Pay attention to the way of negotiating of the two sides. Then choose the correct answer to each question. (questions omitted)

Keys: 1) B  2) C  3) C  4) B  5) A

2. Watch the video again and fill in the chart. (chart omitted)

Keys: 1) Welsh  2) 60 days  3) 13.5  4) 1,000  5) 22.5  6) 3  7) 1,000  8) 500

●Post-viewing: Work in small groups. Discuss skills and techniques that can be used in negotiations under different circumstances. (open)

Video 2:

●New words and expressions: range; decoration; exceed; agency agreement; sales confirmation; etc.

●Pre-viewing: Read the following chart to have a rough idea of the video.

●Viewing:

1. Watch the video carefully. Make brief notes on the content of the dialogue, and then decide if the following sentences are true (T) or false (F).

1) The colour of Mr. Fang’s products is of American style.

2) Mr. Leeser thinks the price Mr. Fang offered is much higher than that of others in the trade fair.

3) Mr. Leeser’s company produces and imports gifts and decorations for Christmas and other holidays.

4) Mr. Fang usually provides his special customers with a 10% discount.

5) Mr. Leeser and Mr. Fang reach an agreement that the discount should be 15%.

6) Mr. Leeser would also like to be Mr. Fang’s agent abroad.

7) If , ,, t, he agent’s annual turnover exceeds US$2 million, they can get a 5% commission.

Keys: 1) F  2) T  3) F  4) F  5) F  6) T  7) F

2. Watch the video again. Pay attention to the expressions used in the negotiation, and complete the chart below. (chart and answers omitted)

●Post-viewing: Work in pairs. Role play the negotiation between Mr. Drouvin and Mr. Liu according to the given information. (role information omitted)

【步骤六】                                                      (时间: 10分钟)

VI. Assignment

Discussion: What negotiating skills and business negotiation procedures do you have in mind?

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