商务谈判英语口语教学大纲

《商务谈判英语口语》课程标准第一部分内容标准本课程在第四、五学期开设，一般设置72学时，是教、学、做一体化课程。以下按照本课程不同学习模块对课程能力训练项目和课程教学进度进行设计，明确具体内容标准，实际运用中可根据学生的不同情况适当调整实训内容和学时量分配。ProjectDesignThiscourseisdividedinto3projectsasfollows：No.ProjectTaskSession1PreparationsforNegotiationCompaniesandProducts6SalesPromotion62NegotiationandConclusionEnquiriesandOffers6PriceBargaining6CommissionandDiscount6QualityandQuantity6TermsofPayment6Packing6Shipment6Insurance6ConclusionandContract6

TaskDesignTaskDesignandTeachingProceduresProjectTaskNo.TaskNameTaskAimsKnowledgePointsTrainingResourcesExpectedResults11-1CompaniesandProductsThestudentsareexpectedtobeabletouseaccuratetermsandidiomaticexpressionstointroducethecompanyintermsofitsmainbusiness,businessscopeandapproaches, history,features,achievements,majorpartners,operationideasanddevelopmentplans;andwithfinediplomaticmanners,tobeabletobuildapositivecompanyimageandconveyahealthycorporateculture;understandcustomers,requirementswellanduseaccuratetermsandidiomaticexpressionstointroduce featuredproductsandnewproductsofthecompany,andfinally1.Businesscultureandcustoms involvingcontactingthecustomerforthefirsttimeandguidingthecustomeraroundthecompany;.Generalproceduresandrulesconcerningcompanyoperationsandproducts;.Englishtermsandidiomaticexpressionsofintroducingproducts.TrainingApproaches:Teachers,demonstrationStudents,presentationGrouppracticeTrainingResources:1.Multimediacourseware2.ProductBrochures3.Internet4.SamplesTrainingprocedures:.With multimediacourseware, teachersdemonstrateshowtorecommendcompaniesandproducts;.Withmaterialsandinformationcollectedbeforeclass,studentssetupvirtualcompaniesandplayingrespectiveroles;.Students makepresentations;4.WithrealbrochuresandvarioussamplesintheThestudentsareexpectedtobeabletorecommendthevirtualcompanyanditsproductsandestablishrelations,usingaccuratetermsandidiomaticexpressionsinEnglish.2

achieveapreliminaryconsensusonthebusiness.simulationnegotiationroom,studentspracticeingroup.1-2SalesPromotionThestudentsareexpectedtobeabletouseaccuratetermsandidiomaticexpressionsinEnglishtomakecomparisons andcontrastandfinallymakedecisiononadvertisementmediatopromoteproducts;discussinEnglishduringthecourseofdeveloping newmarketandpromoteproductssuccessfully.Usually employedmarketingmeans;Characteristics ofcommonmassmedia;Englishexpressionsofproductpromotion;Englishexpressionsofemporiumsalesandmarketdevelopment.TrainingApproaches:Teachers,demonstrationStudents,presentationGrouppracticeTrainingResources:MultimediacoursewareInternetTrainingprocedures:With multimediacourseware, teachersdemonstratehowtorecommendcompaniesandproducts;Withmaterialsandinformationonproductsandsalesresourcescollectedbeforeclass,studentsassignrespectiveroles;Accordingtothesituationandhintsgivenbytheteacher,studentsAsrequiredbyspecifictasksandgivensituationsthestudentsareexpectedtobeabletouseEnglishproficientlyindevelopingnewmarketandchoosingappropriatesalesandpublicity meanstopromoteproducts.

practiceingroups.22-3EnquiriesandOffersThestudentsareexpectedtobeabletouseaccuratetermsandidiomaticexpressionsinEnglishtomakeenquiryandquotation,toenquireaboutquantityandshipmentandtogivereply;applyappropriatenegotiationstrategiestodealwithdifferentenquiresandoffers;expresspersonalideasandopinionstactfullyinnegotiation;distinguishfirmofferfromnon-firmoffer;makeanalyticinductionofthegivencasesandaccordingly findappropriatesolutions.Basic concepts,elementsandclassificationofenquiryandoffer;Generalproceduresofthetransaction;Technicaltermsandexpressionsusuallyusedinenquiryandoffer;Negotiationstrategiesrelatedtoenquiryandoffer.TrainingApproaches：Teachers'instruct:CaseanalysisRoleplayGroupdiscussionTrainingResources：MultimediacoursewareSimulatednegotiationlabInternetTrainingProcedures：Theteacherdefinestheclassificationofanenquiryandofferandthekeyelements;thestudentsmakeanalysisanddiscussionaccordingly;Theteacherguidethestudentsindiscussingandanalyzing the keyelementsofenquiries.onAsrequiredbyspecifictasks,thestudentsareexpectedtorole-playenquiriesandoffersinanegotiation.4

andoffersandrelatedtechniques;3.Thestudentsaredividedintogroupsandaskedtoplayrolesinenquiryandofferasrequired.2-4PriceBargainingThestudentsareexpectedtobeableto.standinthepositionofbothsidesandmakepricebargaininginfluentEnglisheasilyacceptedbybothsides;.apply means ofcommissionanddiscountinfluentEnglishtogetmoreorders;.expressinaccurateEnglishtogettheorderrightthefirsttime,pricingalongwithmarketchangesatfirstandthenreadjustingpricesstepbystep.Generalproceduresofpricebargaining;Englishtermsandidiomaticexpressions,andnecessary negotiatingskillsaswell;Basicconceptsandproperlanguageuseinnegotiation.TrainingApproaches:.Caseanalysis.Groupdiscussion.Teachers,demonstration.GrouppracticeTrainingResources:multimediacoursewareInternetTypicalcasesinrealenterprisesTrainingprocedures:.Bymeansofmultimediacoursewareandvideoresources,theteacherdemonstrateshowtomakepricebargaining;.Guidedbyteachers,instructructionandmodeldialogues,thestudentspracticeandpresentinAsrequiredbyspecifictasks,thestudentsareexpectedtobeabletouseproperEnglishtermsandidiomaticexpressionstocompletepricebargaining,bothastheSellerandtheBuyer.

groups;3.Theteachermakesassessmentofthestudents,presentationsandmakefurtherhighlightofthekeypointsinnegotiation.2-5CommissionandDiscountThestudentsareexpectedtobeableto.utilizemeansofcommissionanddiscountinfluentEnglishtodevelopbusiness；.takearightattitudetowardpotentialcustomersandmarketaswell;.utilizedifferentmeansofpayment,commissionanddiscount,andtermsofpricetostrikeabargain,usingproperEnglishtermsandidiomaticexpressions.1.Definition andapplicationofcommission,discountand taxreimbursement；2.Definitionofmemoandfunctionofinitialingamemo;.Differentfunctionsofdifferentmeansofpaymentindevelopingbusiness;.RelatedEnglishtermsandidiomaticexpressionsusedintransactionofcommissionanddiscount.TrainingApproaches:.Caseanalysis.Groupdiscussion.Teachers,demonstration.GrouppracticeTrainingResources:MultimediacoursewareInternetTypicalcasesinrealenterprisesTrainingProcedures:Bymeansofmultimediacoursewareandvideoresources,theteacherdemonstrateshowtomakepricebargaining；Guidedbyteachers,instructructionandmodeldialogues,thestudentspracticeandpresentingroups;TheteachermakesThestudentsareexpectedtobeabletoutilizemeansofcommissionanddiscountinaccurateEnglish termsandidiomaticexpressionstodevelopbusiness.

assessmentofthestudents,presentationsandmakefurtherhighlightofthekeypointsinnegotiation.2-6QualityandQuantityThestudentsareexpectedtobeableto.usepreciseEnglishtermsandexpressionstodescribethequalityandquantityoftheproduct;.usequalityandquantityitemsinnegotiation;.understandthequantityunit,minimumquantityoforder,qualitydescription、factorsaffectingqualityandquantity;.userelevantsentencestructuretoexpressqualityandquantityoftheproduct..maincontentsinquantityandqualityitems;.negotiationskillsonqualityandquantity；.Englishtermsandexpressionsonqualityandquantity.TrainingApproaches:Teacher,sinstructionStudent,spresentationGrouppracticeTrainingResources:1.multi-mediacoursewarequalitycertificationInternetsamplesTrainingprocedures:Theteacherinstructsonqualityandquantityitemsbyusingmulti-mediacourseware;Studentslearnandunderstandonqualityandquantitytermsandexpressions;Theteachergroupsthestudentstomodelthenegotiation withproductqualification,Asrequiredbyspecifictasks,thestudentsareexpectedtobeabletouserelevanttermsandexpressionsonqualityandquantitytoparticipateinnegotiation.

qualitycertificationandsamplesinsimulatedlab2-7TermsofPaymentThestudentsareexpectedtobeabletousepaymenttermsandexpressionstoaskforthetermsofpaymenttheyrequire,suchasT/T,D/P,D/AandL/C,accountfortherequirement,expectforagreementandcometoaconclusion uponnegotiation..basicmeaningsofT/T,D/P,D/AandL/C,andadvantages anddisadvantagesofthemaintermsofpayment；.negotiationskillsofdecliningandpersuadingtoreachaconclusion.TrainingApproaches：Teacher,sinspirationStudent,smodelingandsimulationGrouppracticeRoleplayTrainingResources：InternetsituationsTrainingprocedures：Theteacherleadsinthetermsofpaymentquestionsandinspiresthestudentstoreviewrelevantknowledge andexpressions；Theteacherleadsinsituationanddialoguemodelfordiscussion；TheteachergroupsthestudentstodiscussAsrequiredbyspecifictasks,thestudentsareexpectedtobeabletoactoutthetrainingsituation,askfordifferenttermsofpaymentfornegotiationandreachaconclusion.8

termsandpayment；Thestudentsroleplaythesituationandactoutthedialoguetrainingdatabase.2-8PackingThestudentsareexpectedtobeabletousetermsandexpressionstonegotiateissuesonpacking material,differencesofinnerandouterpacking,meansofpacking；negotiateonpackingmaterialoffragileandleakinggoods,differencesofinnerandouterpacking,meansofpacking；putforwardorresolvetheissues on packingaccordingtodifferentgoods.1.packing materials,differencesofinnerandouterpacking,packingtermsandexpressions；2.advantages anddisadvantagesofdifferentpackinginbusinesstransaction；3.suggestionstoimproveimproperpacking.TrainingApproaches：Videowatching;Fieldvisit;Students,modelingandstimulation.RoleplayTrainingResources：Videomaterial;Samples;Pictures;Multi-mediacourseware.Trainingprocedure：Teacher organizesfieldvisitingforstudentstomemorizedifferentpacking Resources,characteristicsandspecialrequirements.Students discussAsrequiredbyspecifictasks,thestudentsareexpectedtobeabletodistinguish differentpacking and theircharacteristics,choosethebestpackingfordifferentgood,negotiateonrelevantissuesandreachaconclusiononpacking.9

packingissuesbymeansofvideos,picturesandmulti-mediacourseware;Teacherleadsinsituationsandsampledialoguesforstudentstodiscussandsimulate;Studentsroleplayandnegotiatetheissuesonpacking.2-9ShipmentThestudentsareexpectedtobeabletousestandardtermsandexpressions,enterintonegotiationaboutdateofshipmentanddeliveryintermsofcommongoods;usestandardtermsandexpressions,trytoreachanagreementonthedateofdeliverybymeansofPartialShipmentsAllowed,TransshipmentAllowedetc.grasptheinternationaltraderulesandpracticenegotiation skillsconcerningdateofdelivery,partialshipmentandtransshipment;rules concerningcommonmodesoftransportation ininternationalpractice;locationsofmajorportsintheworld.TrainingApproaches：InstructionsbytheteacherIndividualpresentationGrouptasksTrainingResources：MultimediacoursewareSimulatednegotiationlabInternetTrainingProcedures：1.ThestudentslearnaboutthecommonmodesofdeliveryininternationalAsrequiredbyspecifictasks,thestudentsareexpectedtobeabletochoosetherightmodesoftransportationandenterintonegotiationaboutdateofshipmentanddeliveryandmodesofshipment;10

concerningdateofdelivery,partialshipmentsandtransshipment.practice;Thestudentslearnabouttherulesandpractice onpartialshipments andtransshipment;The teacherintroduces sampledialoguesforanalysis,discussionandimitation；Theteachersetsgrouptasksaccordingtodifferentsituations.2-10InsuranceThestudentsareexpectedtobeableto.briefclearlyonBasicInsuranceCoverageandAdditional InsuranceCoverageaccordingtoPICCOceanMarineCargoClauses;.graspthenegotiationskillsforinsuranceandchoose the rightinsurancecoveragebasedoncommodityfeatures..businessscopeofPICC；.various insurancecoverage,calculationofinsurancepremiumsbasedoninsurancerateandawarenessofpaymentobligations；3.standardtermsandexpressionsconcerninginsurance.TrainingApproaches:Teachers,instructionsStudents,presentationGrouppracticeTrainingResources：.MultimediacoursewareSamplessimulatednegotiationlabTrainingProcedures:1.Theteacherinstructsininsuranceclausesandthecoversofinsurancecoverage,Asrequiredbyspecifictasks,thestudentsareexpectedtobeabletofulfillthenegotiationfordecidingoninsuranceclausesbyusingtermsandexpressionsofinsurance.11

reasonablequotationsby means ofmultimediacoursewareandbasedoninsuranceratesandexpressions oninsurance;Thestudentscanunderstandthetermsofinsurancebylearning insuranceknowledge;Thestudentsmakeindividualpresentations andfulfillgrouptasksbyanalyzingthekeypointsfornegotiationbasedondifferentsituations.2-11ConclusionandContractThestudentsareexpectedtobeabletol.fulfillthedialoguestocheckthecontractdetailsbyusingstandardtermsandexpressionsusedincontracts;2.fulfillthedialoguesto.termsandexpressionsofcontracts;.contractdetails forreachinganagreement;.expressions forconcludingacontract;.commonclausesofthecontracts.TrainingApproaches:VideowatchingFollow-upDiscussionGroupPractice(dialogues)TrainingResources:Multimediacourseware2.SamplesofcontractTrainingProcedures:Asrequiredbyspecifictasks,thestudentsareexpectedtobeabletofulfillthesimulationdialoguestoconfirmthecontractdetails,reachanagreementandconcludeacontract byusing12

confirmreachinganagreementandconcludingacontractbyusingstandardtermsandexpressionsofcontract;3.pointouttheproblemsinthecontractsbyusingfundamental insuranceknowledge.Thestudentslearntoconfirm contractdetails,reachinganagreement andconcludeacontractbywatchingmultimediacourseware;Thestudentstalkaboutthevideo;Theteacherinstructsinthekeyanddifficultpoints;Thestudentsfulfillthegrouptasks;Theteachermakescommentsandgivesasummary;Theteacherinstructsthestudentsinanalyzingthecases.standardtermsandexpressionsusedinthecontracts;andpointouttheproblemsinthecontractsgiveninEnglish.33-12ClaimsandSettlementThestudentsareexpectedtobeableto1.buildupacloserelationshipwiththecustomers,basedon“Customersarealwaysright”andbymeansofdiscussionandnegotiationlaws,regulationsandinternational practiceconcerningclaimsandclaimssettlement;termsandexpressionsonclaims and claimssettlement;processofclaimsandTrainingApproaches:CaseanalysisGroupdiscussionTeachers,demonstrationGroupPracticeTrainingResources:1.MultimediacoursewareAsrequiredbyspecifictasks,thestudentsareexpectedtobeabletosettleaclaimrapidlyaccordingtotheclaimbythebuyerandrelevantlaws,regulationsandinternationalpracticeand13

inEnglish;2.locatethecausesleadingtoclaimandreasonablegroundsaccordingtotheclaimbythebuyerandrelevantlaws,regulationsandinternationalpractice,andsettleaclaimrapidlybymeansofnegotiationinclearEnglish.claimssettlement.InternetCasestudyTrainingProcedures:Theteacherinstructsinthepricenegotiationbymeansofmultimediacoursewareandvideos；Thestudentsfulfillthegrouptasksandmakepresentationsbasedonthekeypointsandsampledialogues；Theteachercommentson the students,presentationsandputsforwardthekeypointsforimprovementaccordingtotheforeigntradepractice.usingstandardtermsandexpressions.14

III课程教学进度设计序号周次学时教学目标与主要内容单元标题能力目标能力训练项目（任务）编号知识目标主要教学方法和手段作业或考核内容和形式1 .2公司与产品能够使用准确的英语介绍公司的历史、地理位置、员工情况、组织机构、业务范围等基本概况。1-1.了解主要的公司类型、部门名称、职位名称；.掌握关于公司成立时间、地理方位、员工情况、业务范围、年营业额等的准确英语表达。启发引导样例模仿视频观摩角色扮演两人一组完成规定情境的公司介绍。2二2公司与产品能够使用准确的英语对产品的规格、特点等进行描述并进行产品推介。1-1.了解主要进出口商品的规格及特点；.掌握对产品进行推介的相关英语表达。启发引导样例模仿视频观摩角色扮演两人一组完成规定情境的公司介绍。3三2公司与产品能够使用准确的英语完成公司介绍及产品推介。1-1.掌握公司介绍及产品推介的常用英语表达法；.掌握有效的交流技巧。样例模仿角色扮演分组完成规定情境的公司及产品推介。4四2产品推销能够运用准确的英语及惯用表达法通过比较和对比决定使用杲种广告媒介对产品进行推销。1-2了解大众媒体的作用；了解各种广告媒介的特点；掌握进行媒体比较启发引导样例模仿视频观摩角色扮演两人一组通过讨论完成媒体比较并选定某种媒介进行产品推销。15

的常用英语表达。5五2产品推销能够使用准确的英语通过讨论、磋商开发新市场并在新市场成功促销某种商品。1-2.掌握有关产品营销的常用英语表达；.掌握描述市场情况的常用英语表达。启发引导样例模仿视频观摩角色扮演两人一组通过讨论完成新产品在新市场的推介。6六2产品推销能够使用准确的英语通过讨论、磋商成功促销某种商品1-2熟练掌握市场开发及主要媒体选择的英语表达。样例模仿角色扮演以小组为单位通过讨论及磋商完成规定情境的产品营销。7七2询盘与报盘1.能够运用准确的英文专业术语及常用表达法对某一特定商品进行询价、询问数量、装运等条款；2,能够妥当处理来自不同客户的询盘。3.能够区分及正确处理'实盘”及“虚盘”。2-1.熟练掌握询价、询问数量、装运等条款的常用术语及惯用表达法.理解询盘报盘的基本概念、分类及基本要素。样例模仿分组实训小组讨论以小组为单位进行询盘、报盘，并对换角色演练。8八2询盘与报盘1.能够运用准确的英文专业术语及常用表达法对某一特定商品进行报价、讨论数量、装运等条款；2-1掌握报价、讨论数量、装运等常见贸易术语的专业表达法。小组讨论样例模仿分组实训案例分析以一种常见商品为例进行询盘及报盘；以及进行案例分析。16

2.在谈判期间，能够委婉含蓄的表达观点及意见。9九2询盘与报盘.能够运用准确的表达法进行询盘及报盘的商务谈判；.能够根据所给案例，进行分析归纳，找到适当的解决方案。2-1掌握对某种产品进行询盘及报盘的常用专业表达法。案例分析分组实训以小组为单位，围绕询盘、报盘进行互换角色的谈判演练。10十2价格磋商.能够站在交易双方的不同立场上、以交易对方最容易接受的英文表达及专业术语，进行价格谈判；.交易双方通过使用恰当的英文表达完成价格谈判，实现价格商榷环节“双赢”的交易目的。2-2.掌握价格磋商业务的基本流程；.掌握在价格磋商过程中的相关的英文专业词汇及惯用表达法、谈判技巧。示范演示分组实训角色扮演以小组为单位，根据教师所提示的相关谈判技巧及商务知识，分组准备价格磋商会话；随机抽取不同组别进行分组展示。11一2价格磋商.能够巧妙运用佣金和折扣的方法，使用英语取得更多客户的订单；.能够使用准确的英文表达，以先随行就市、再逐步调整完善价格的2-2.价格条款的准确英语表达方式；.掌握在价格磋商过程中的相关的英文专业词汇及惯用表达法、谈判技巧。示范演示分组实训角色扮演以小组为单位，根据教师所提示的相关谈判技巧及商务知识，分组准备价格磋商会话；随机抽取不同组别进行角色表演、分17

方法及心理准备，在第一时间拿到订单。组展示。12十二2价格磋商1.在理解谈判中语言使用的核心原则基础上，能够熟练运用合适的英文句子表达出交易对方最容易接受的语句。2-21.理解在谈判中语言使用应符合谈判理念；2.掌握如何使得语言简洁明了、适合于西方人的接受方式。案例分析小组讨论分组实训角色扮演以小组为单位进行案例讨论及分析，并根据教师提示完善模拟演练；随机抽取不同组别进行角色表演、分组展示。13十三2佣金与折扣磋商.能够准确运用英文使用佣金与折扣的手段拓展业务；.正确对待潜在客户及市场。2-3.掌握价格条款的相关知识；.掌握佣金、折扣及退税的真实含义及应用；.掌握在佣金及折扣业务中的相关的英文专业词汇及惯用表达法。示范演示分组实训角色扮演角色分析以小组为单位，根据教师所提示的相关谈判技巧及商务知识，分组准备价格磋商会话；随机抽取不同组别进行角色表演、分组展示。14十四2佣金与折扣磋商1.能够使用准确的英文表达、以合乎业务惯例的方式，利用佣金来解决索赔问题。2-31.掌握备忘录的概念及草签备忘录的作用；2.了解谈判前应做好的各项准备工作；3.掌握在佣金及折扣业务中的相关的英文专业词汇及惯用表达法。示范演示分组实训角色扮演角色分析以小组为单位，根据教师所提示的相关谈判技巧及商务知识，分组准备价格磋商会话；随机抽取不同组别进行角色表演、分组展示。15十五2佣金与折扣磋商1.能够运用英文专业术语及表达法，利用付款方式、佣金与折扣、价格条款稳定客源、促进成交。2-3.理解不同付款方式对促进业务发展所起的作用；.具备做业务所必须要有的风险意识；案例分析小组讨论分组实训角色扮演以小组为单位进行案例讨论及分析，并根据教师对实际案例的解决方法提示完善解决实际案例的模拟演18

3.掌握在佣金及折扣业务中的相关的英文专业词汇及惯用表达法。练；随机抽取不同组别进行分组展示。16十六2品质与数量条款磋商.能够运用准确的英文专业术语及惯用表达法描述产品数量；.能够正确理解产品相应的数量单位、起订量、溢短装条款，影响数量的相关因素；.能够正确运用相关句式结构表达产品数量。2-4.掌握数量条款所包含的主要内容；.准确运用数量单位、起订量及溢短装条款.掌握有关数量的英文专业术语及惯用表达法。教授演示视频演示案例分析两人一组进行课文角色模仿，通过网络和课外书籍调查相关品质及数量条款。17十七2品质与数量条款磋商.能够运用准确的英文专业术语及惯用表达法描述产品质量；.能够正确理解产品品质描述的方法、影响品质的相关因素及品质条款所包含的原辅料、规格、等因素对价格的影响；.能够正确运用相关句式结构表达产品质量。2-4.掌握品质条款所包含的主要内容；.掌握原材料、规格、辅料等对价格的影响；.准确掌握与品质有关的英文专业术语及惯用表达法。教授演示视频演示案例分析角色模仿两人一组进行课文角色模仿；进行品质条款分析；对情景案例进行分析，设计谈判情景及内容。18十八2品质与数量条款磋商1.能够运用准确的英文专业术语及惯用表达法描述产品数量及质量；2-41.掌握在谈判中数量条款及品质条款的重点；2.掌握关于质量和品质教授演示案例分析角色扮演随机抽取不同组别进行分组展示，并对其进行点评。19

.能够准确运用数量及品质条款进行买卖双方谈判；.能够正确运用品端量谈判策略；.能够正确运用相关句式结构表达产品数量和质量。的谈判技巧；3.准确掌握与品质与数量有关的英文专业术语、句式结构及惯用表达法。19 .2支付条款磋商能够使用专业术语及磋商付款条件的常用英文表达方式，提出采取分2-5.了解国际贸易中常用付款方式的含义及优缺点并能用英语表述；.学会说服对方采用汇付方式以达到共赢的谈判技巧。启发引导样例模仿角色扮演以小组为单位，完成期付款的方式支付并阐述其理由，并提出希望对方同意的愿望，双方经磋商后达成共识。以分期付款方式支付的磋商任务。20二2支付条款磋商能够使用专业术语及磋商付款条件的常用英文表达方式，提出采取付款交单的方式并阐述其理由，并提出希望对方同意的愿望，双方经磋商后达成共识。2-5.了解付款交单方式及信用证支付的含义及各自的优缺点并能用英语表述；.学会说服对方采用付款交单方式以达到共赢的谈判技巧。启发引导样例模仿角色扮演以小组为单位，完成以付款交单方式付款的磋商任务。21三2支付条款磋商能够使用专业术语讨论不同支付方式的利弊，并根据具体情境选择合适的付款方式，经过磋商使双方对某一种付款2-5.了解信用证、托收及其他付款方式的含义及利弊并能用英语表述；.学会说服对方采^种支付方式以达到共赢启发引导样例模仿角色扮演以小组为单位完成规定情境的付款条件磋商任务。20

方式达成共识的谈判技巧。22四2包装条款磋商能够使用准确的专业英语对某种产品的包装方式进行磋商并最终选定一种适宜的包装。2-61.了解包装的作用、种类并能用英语表述；2.了解包装条款的主要要求并能用英语表述；视频观摩样例模仿角色扮演两人一组完成对某种商品的包装方式的磋商任务。23五2包装条款磋商能够使用准确的专业英语对商品的外包装、内包装进行讨论并能根据具体商品提出改进包装的要求。2-6了解外包装、内包装的作用及各自特点；了解不同种类商品的适宜包装方式及其英文表达。启发引导样例模仿角色扮演两人一组完成对一种易碎商品的包装进行磋商的任务。24六2包装条款磋商能够根据商品的特点提出或协商解决客户提出的各种包装方式及改进等问题。2-6.了解不同包装在实际业务中应用的利与弊；.熟悉各种包装方式的英语表达。样例模仿角色扮演两人一组搜集各种商品包装的资料并做成PPT演示文件，再与另外两人共同完成一方商品的相关包装条款磋商。25七2装运条款磋商.能够运用准确的英文专业术语及惯用表达法，对常见进出口商品的装运日期及交货时间等问题进行磋商；.掌握有关装运期、分批装运及转运的国际贸2-7.掌握国际贸易常见运输方式的一般流程和相关规则；.学会主要运输方式相关的专业术语及惯用表达法。样例模仿小组讨论分组实训.就装运期及空运进行样例模仿；.翻译磋商装运期的对话。21

易规则及惯例。26八2装运条款磋商能够运用准确的英文专业术语及惯用表达法以分批装运或允许转船等方式谋求解决交易双方交货日期难以达成一致的问题。2-71.准确掌握有关装运日期、交货时间、分批装运、转运的英文常用表达法；2,熟悉世界主要港口的地理位置及所属国家。分组实训案例分析.模仿视频材料.判断回答有关装运条款的问题.翻译有关分批装运及转运的对话。27九2装运条款磋商能够准确使用有关装运日期、交货时间、分批装运、转运的英文常用表达法进行业务磋商2-7准确掌握有关装运日期、交货时间、分批装运、转运的英文常用表达法；样例模仿案例分析回顾本单元所学内容28十2保险条款磋商能够运用准确的英文专业术语及惯用表达法介绍中国人民保险公司海洋海事货物运输条款所涉及到的风险及损失。2-81.掌握中国人民保险公司的服务范围；2,准确掌握与保险有关的英文专业术语及惯用表达法。教授演示视频演示案例分析两人一组进行课文角色模仿，针对所学保险惯用语进行翻译练习。29一2保险条款磋商.能够运用准确的英文专业术语及惯用表达法介绍中国人民保险公司海洋海事货物运输条款项下的三种基本险别和附加险别；.能够根据产品的特性正确选择适用的保险范围。.能够掌握正确保险费率的专业表述方式。2-8.掌握中国人民保险公司的服务范围；.掌握各种险别的承保范围；3,准确掌握与保险费率的计算方式。教授演示视频演示案例分析角色模仿两人一组进行课文角色模仿；进行保险条款分析；对情景案例进行分析，设计谈判情景及内容。22

30十二2保险条款磋商.能够运用准确的有关保险的英文专业术语、句式结构及惯用表达法；.能够运用有关保险的谈判技巧，进行谈判，并可以根据产品的特性正确选择适用的保险范围。2-8.掌握与保险有关的专业术语、句式结构及惯用语表达；.准确掌握保险条款的主要内容；.准确掌握谈判技巧。教授演示案例分析角色扮演随机抽取不同组别进行分组展示，并对其进行点评。31十三2交易达成与合同签订能够运用准确的英文合同专业术语及常用表达法完成核对合同细节的对话。2-9.熟悉英语合同专业术语和常用表达法；.掌握交易达成需要确认的合同细节。主要教学方法：.自由讨论并发言；.重难点术语及句型讲解；.分组对话操练。主要教学手段：多媒体课件作业：预习本单元第二段对话并总结对话内容。考核：翻译对话中的重要术语和句子。32十四2交易达成与合同签订能够运用准确的英文合同专业术语及常用表达法完成交易达成并签订合同的对话。2-9.熟悉英语合同专业术语和常用表达法；.掌握达成交易并签订合同时常用的表达法。主要教学方法：.自由