Business English CHAPTER FIVE, BOOK FIVE. 1 Reading Activities 2 Listening Activities 3 Speaking Activity 4 Writing Activities - Homework 5 Translation

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<ul><li>Slide 1</li></ul><p>Business English CHAPTER FIVE, BOOK FIVE Slide 2 1 Reading Activities 2 Listening Activities 3 Speaking Activity 4 Writing Activities - Homework 5 Translation Activities - Homework Slide 3 Read ing Warming up Compre- hension &amp; Sentence Vocabu- lary &amp; Phrase Structure Slide 4 B VWOPS Warming up 1. Please describe the general negotiation phases. 2. Which phases do negotiators from China and from Australia respectively spend their great time on? 3. What do negotiators from Australia usually do during the phase Debriefing do? 4. Why is it important to do cultural homework before international negotiation? Slide 5 Listening Slide 6 B VWOPS Listening 1 To achieve a favorable outcome from the negotiations, an exporter should draw up a plan of act on beforehand, which addresses a few key issues. Experienced negotiators consider that as much as 80% of the r overall time devoted to negotiations should go to such preparations. The preliminary work should be a med at obtaining relevant information on the target market and the buyers of the product. It should also include developing counter-proposals if objections are raised on any of the exporters opening negotiating points. The preparations should thus involve formulating the Slide 7 B VWOPS Listening 1 the negotiating strategy and tactics. In international marketing negotiations, it is advisable for small- and medium sized exporters not just to limit their discussions on pricing issues, although pricing is a key factor in any business transaction, exporters should give more attention to the full range of marketing factors. They should stress the strengths of their firms and products and match them with the perceived needs of the buyers. Once these issues have been covered, they can consider the quest on of price and are able to develop a profitable business. Slide 8 B VWOPS 2. Listen to the passage. Then fill in the blanks with the missing words you hear. Negotiations work (1). This is particularly so in international business since it is mostly through negotiations that exporters and importers (2) their differences and reach a (3) and mutually satisfactory deal. By (4) a more comprehensive negotiating (5) in a well planned and (6) manner, exporters should be able to improve the (7) of their business discussions and in the long (8) the profitability of their export operations. To avoid being (9) by costly demands, an exporter should try to determine the buyers real interest in the product from the (10). Listening 1 wonders bridge fair presenting packagingorganized effectiveness term confronted outset Slide 9 B VWOPS 3. Listen to the passage again and choose the best answer from the choices given. (1) C (2) D (3) B (4) A (5) A Slide 10 B VWOPS 4. Questions and Answers (1)What role does negotiation play in international business? Exporters and importers may bridge their differences and reach a fair and mutually satisfactory deal through negotiations. (2) How could exporters determine the buyers real interest in the product? This can be ascertained through appropriate questions but must also be based on research and other preparations before the negotiations. (3) Why can we say that the preparations involve formulating the negotiating strategy and tactics? The preliminary work should be aimed at obtaining relevant information on the target market and the buyers of the product. It should also include developing counter-proposals if objections are raised on any of the exporters opening negotiating points. The preparations should thus involve formulating the negotiating strategy and tactics. Slide 11 B VWOPS 4. Questions and Answers (4) What advice s specially given to SMEs according to what you hear? In international marketing negotiations, it is advisable for small- and medium-sized exporters not just to limit their discussions on pr icing issues, although pricing is a key factor in any business transact ion, exporters should give more attention to the full range of marketing factors. They should stress the strengths of their firms and products and match them with the perceived needs of the buyers. Once these issues have been covered, they can consider the quest on of price and are able to develop a profitable business. Slide 12 B VWOPS Listening 2 2. Do the exercises to review the vocabulary. (1) A (2) D (3) C (4) B (5) C Slide 13 B VWOPS 2. Listen to the passage. Then fill in the blanks with the missing words you hear. Joyce: We can offer your firm for Item No. 787 at US$120 per metric ton CIF Rotterdam. Peter: Oh, the price s rather too high. Would you please cut down the offer by $30? Joyce: Well, the price may vary according to the quantity (1). How many tons are you likely to take? Peter: 1,000 tons. Joyce: Well, in (2) of our newly-established business relationship, well reduce the price by $10. Peter: I appreciate the concession you are making, but (3) speaking, the gap between your price and Listening 1 ordered consideration frankly Slide 14 B VWOPS 2. Listen to the passage. Then fill in the blanks with the missing words you hear. mine is still enormous. What about $25? Dont let us get stuck over the question of price. Joyce: Sorry, we are not in a position to reduce our prices to that (4). Peter: Can we split the difference and meet each other halfway? Joyce: Well, in order to (5) the bargain, we will reduce another $5. This is the best quotation we can make. Listening 1 strike extent Slide 15 Slide 16 B VWOPS new words 1.naive 2.scenario 3.manipulate 4.resentful 5.squeeze 6.tactics 7.manoeuvre 8. maintenance 9. sophisticated 10.integrate Slide 17 B VWOPS 1.naive = too willing to believe that someone is telling the truth, that people's intentions in general are good or that life is simple and fair e.g.: He is so naive as to believe such a lie. Lacking sophistication or worldly experience; naive. The politician made a naive decision. Slide 18 B VWOPS 2. scenario = to be faced with and have to deal with; meet e.g.: For the rest of the day the port presented a scenario of furious productivity, guaranteed to warm the cockles of the dock boss's heart. It looked ominously like we were about to repeat the earlier scenario. That grim scenario is now unfolding. , Slide 19 B VWOPS 3. manipulate = to control something or someone to your advantage, often unfairly or dishonestly e.g.: All we can do then is to manipulate and change the grammar to alleviate the conflict. , , Do you know how to manipulate a computer? ? He was arrested for trying to manipulate the company's financial records. Slide 20 B VWOPS 4. resentful = feeling angry and upset about something that you think is unfair e.g.: For it produces a resentful animal who at a later stage may well turn man-killer. , He is resentful at the way he has been treated. His eyes were somber, resentful and yet nervous. , Slide 21 B VWOPS 5. squeeze = to press something firmly, especially from all sides in order to change its shape, reduce its size or remove liquid from it e.g.: It took some ingenuity to squeeze all the furniture into the little room. The doll can squeak when you squeeze it. There were already four people in the lift, but he managed to squeeze in. , . Slide 22 B VWOPS 6. tactics = art of placing or moving fighting forces in a battle e.g.: They used surprise tactics. These tactics are unlikely to help you. Slide 23 B VWOPS 7. manoeuvre = a planned and controlled movement or operation by the armed forces for training purposes and in war e.g.: A rapid manoeuvre by the driver prevented an accident. . This was a crafty manoeuvre to outwit his pursuers. , . These shameful manoeuvres were aimed at securing his election. . Slide 24 B VWOPS 8. maintenance = the repairs, painting etc that are necessary to keep something in good condition money that someone gives regularly to another person to pay for the things that the person needs e.g.: This department is responsible for the maintenance of good relations between countries. He lost the money for the maintenance of his family He's taking classes in car maintenance. . Slide 25 B VWOPS 9. sophisticated = having a good understanding of the way people behave and/or a good knowledge of culture and fashion; clever in a complicated way and therefore able to do complicated tasks e.g.:Nobody is as sophisticated as a boy of nineteen who is just recovering from a baby- grand passion. The electronics aboard the new aircraft are very sophisticated. Slide 26 B VWOPS 10. integrate = to mix with and join society or a group of people, often changing to suit their way of life, habits and customs; to combine two or more things in order to become more effective e.g.:It has been very difficult to integrate all of the local agencies into the national organization. Some countries want to integrate into this organization. Some good suggestions will be able to integrate the plan. Slide 27 B VWOPS Useful Phrases 1.on behalf of 2.in advance 3.on the fly 4.come to a close 5.bargaining chip Slide 28 B VWOPS 1.on behalf of = in the interest of; as a representative of e.g.: The legal guardian must act on behalf of the child. I am appealing on behalf of the famine victims. He agreed to testify on behalf of the accused man. Slide 29 B VWOPS 2. in advance = before a particular time, or before doing a particular thing e.g.: Before visiting him, I called him up in advance. To make sure that he was at home, I called him up in advance. Suppose I reserve seats in advance. Slide 30 B VWOPS 3. on the fly (1) = in a hurry and often without preparation e.g.: They have developed a habit of making decisions on the fly. (2) = simultaneously with another task e.g.: John is very busy, and people who want to talk to him have to catch him on the fly. Housework keeps mother on the fly all day. Slide 31 B VWOPS 4. in terms of = with respect to or in relation to e.g.: In terms of money we're quite rich, but not in terms of happiness. , Think of it in terms of an investment. . The figures are expressed in terms of a percentage. . Slide 32 B VWOPS 5. bargaining chip = something which someone else wants that you are willing to lose in order to reach an agreement e.g.: Missiles were used as a bargaining chip in negotiations for economic aid. Rubio suggests that oil be used as a bargaining chip in any trade talks. Slide 33 B VWOPS Difficult sentences 1.A failed negotiation might very well be the one in which you got everything you wanted (or thought you did) but ended up damaging your working relationship with a colleague, supplier, or competitor. (Para. 5) might very well in which the one the one a failed negotiation; Slide 34 B VWOPS Difficult sentences 2. It is not uncommon for the purchasing department of large companies to squeeze small suppliers and contractors to the point where there is no profit (or incentive) in the contract that is ultimately signed. it to squeeze small suppliers and contractors to the point where there is no profit (or incentive) in the contract that is ultimately signed it to do Where point that contract Slide 35 B VWOPS 3. Knowing what the salesman is interested other than just price allows you to develop more sophisticated, effective negotiation strategies and related tactics. (Para. 8) Knowing what the salesman is interested other than just price allows Other than Slide 36 B VWOPS 4. Negotiating is the art of convincing the other side that you should get what you want. (Para. 9) convince sb. that Slide 37 B VWOPS 5. Effective negotiation strategies mean knowing what you would settle for and how you are going to convince the other side to give it to you. (Para. 9) Effective negotiation strategies mean knowing what you would settle for and how you are going to convince the other side to give it to you what you would settle for how you are going to convince to the other side to give it to you knowing Slide 38 B VWOPS 1. Read the article and complete the chart. I found that my clients are not yet ready to begin an effective negotiation. Structure Raise the problem Analyze the problem Ill-prepared: one-sided planning Wrong idea about success: a win-lose approach Two-sided planning solve the problem A win-win approach Slide 39 B VWOPS 2. Read Paragraphs [4] [5][7], and answer the questions. (1)What kind of negotiation plan is realistic? A plan is only realistic if you know what the other side wants, and youve figured out a way to give it to them (while getting what you want) or have figured out a way to change their minds to agree with your demands. Slide 40 B VWOPS 2. Read Paragraphs [2] [12][15], and answer the questions. (2) How to understand negotiation success? Success is determined when a mutual agreement is met and both sides are satisfied without any hard feelings. (3) What is the major difference between strategy and tactics? Strategy is developed from your analysis of what are reasonable targets and objectives. Your negotiation strategies are your approach to how you are going to convince the other side to agree to what you want. Tactics are specific, dentifiable manoeuvres that implement the negotiation strategies. Slide 41 B VWOPS 1. (1)h (2) d (3) e (4) g (5) b (6) i (7) a (8) c (9) f 2. (1) D (2) A Vocabulary (3) A (4) A (5) B Slide 42 B VWOPS 1. (1)C (2)B (3) B Comprehension 2. (1) C (2) C (3) B (4) D (5) B (4) B (5) A (6) D (7) D (8) C (9) A (10) C Slide 43 B VWOPS speakingactivity1activity2 Slide 44 B VWOPS The passage below outlines the stages of a sales negotiation. Put the sentences in the correct order. 1.Then both sides should put forward their proposals before you get down to trading. 2.Ideally a negotiation should be a win-win situation so both you and your customer will probably have to give in on some points, and you should be prepared in case your customer turns down your proposals by having a second plan to fall back on. 3.Before you go to visit a new customer to negotiate a sale you should find out as much as you can about them. Activity 1 Slide 45 B VWOPS 4.As the salesperson, you should write up the agreement as soon as possible after the negotiation and send a copy to your customer. 5.Before closing the sale its a good idea to run through the main points youve agreed on again. 6.At the beginning of the negotiation you should draw up an agenda together with you customer. Slide 46 B VWOPS Below are seven stages of a negotiation process. Match the stages on the left with the phrases from a negotiation on the right. Some stages require more than one sentence. Activity 2 Slide 47 B VWOPS Slide 48 B VWOPS Translation (1) Our negotiations have been going on very well, but today Id like to talk with you about something that is getting to be rather a problem. (2) I really appreciate your correct attitude in this case. And I sincerely hope that everything will be smooth in our future business. Slide 49 B...</p>