unit 9 tradeppt课件.ppt

A,Whichofthefollowingproductsyouownareimported?Whereweretheymade?,B,Whatareyourcountrysmajorimportsandexports?Doyouthinkproductsmadeinyourcountryarebetterthanproductsmadeinothercountries?,Thegrossdomesticproduct(GDP)orgrossdomesticincome(GDI)isabasicmeasureofacountryseconomicperformanceandisthemarketvalueofallfinalgoodsandservicesmadewithinthebordersofanationinayear.Itisafundamentalmeasurementofproductionandisveryoftenpositivelycorrelatedwiththestandardofliving.,GDP,C,Placethesecountriesonthechartbelow.,Poorinnaturalresources,Richinnaturalresources,LowGDPpercapita,HighGDPpercapita,Brazil,France,Germany,Greece,Italy,Japan,Singapore,UK,USA,China,USA,D,Whyaresomeofthecountriesonthechartricher?,Freetradeisatypeoftradepolicythatallowstraderstoactandtransactwithoutinterferencefromgovernment.Underafreetradepolicy,pricesareareflectionoftruesupplyanddemand,andarethesoledeterminantofresourceallocation.Freetradediffersfromotherformsoftradepolicywheretheallocationofgoodsandservicesamongsttradingcountriesaredeterminedbyartificialpricesthatdonotreflectthetruenatureofsupplyanddemand.Theseartificialpricesaretheresultofprotectionisttradepolicies,wherebygovernmentsinterveneinthemarketthroughpriceadjustmentsandsupplyrestrictions.Interventionsincludesubsidies,taxesandtariffs,non-tariffbarriers,suchasregulatorylegislationandquotas,andeveninter-governmentmanagedtradeagreementssuchastheNorthAmericanFreeTradeAgreement(NAFTA)andCentralAmericaFreeTradeAgreement(CAFTA)(contrarytotheirformaltitles)andanygovernmentalmarketinterventionresultinginartificialpricesthatdonotreflecttheprinciplesofsupplyanddemand.,ThegeneralmeaningofLaissez-faireistoalloweventstotaketheirowncourse,ortoletpeopledowhattheychoose.ThetermisaFrenchphraseliterallymeaningletdoorleaveittobe.IneconomicsoftheChicagoSchool,ithasbecomeadoctrinethatholdsthatthestateshouldneverinterveneinthemarketplace.Thetermisoftenusedtorefertovariouseconomicphilosophiesandpoliticalphilosophieswhichseektominimizeoreliminategovernmentinterventioninmostorallaspectsofsociety.,Laissez-faire自由放任,A“strategicindustry”isonewhichisconsideredtobeimportantandessentialforthepromotionandstabilizationoftheeconomy,onewhichservesaspecific“strategic”purposetotheeconomy,andtherefore,needstobeprotectedtopreventitfromdisappearing.,Infantindustriesarebydefinitionthosethatarenotstrongenoughtosurviveopencompetitiontheyaredependentongovernmentsubsidiesandprotectionisminordertosurvive.,Strategicindustry战略产业,Infantindustry新生工业,A,Usethewordsintheboxtocompletethetable.,barriersdumpingprotectionismquotasopenborderstariffslaisser-fairederegulationfreeportstrategicindustriesliberalizesubsidizeinfantindustriesrestrictionscustoms,dumping,protectionism,quotas,tariffs,laisser-faire,deregulation,freeport,strategicindustries,liberalize,subsidize,infantindustries,r,restrictions,customs,B,Discussthesequestions,1Isfreetradealwaysagoodthing?2Doyouthinkitleadstothecreationofjobs,ortounemployment?3Shouldcertainindustriesbeprotected?Ifso,which?,C,Matchthefirsthalvesofthesentencestothesecondhalves.,1Weretryingtobreakinto2Youshouldcarryout3Ifyouwouldliketoplace4Ifyoucantmeet5Theyvequoted6Letusknowifyouwantustoarrange7Itsessentialtocomplywith,allregulationsifyouwantthedeliverytogothroughwithoutproblems.thedeliverydate,letusknowassoonaspossible.insurancecoverfortheshipment.amarketsurveybeforeyoumakeamajorinvestmenttheJapanesemarketanorder,dialonenow.usaverygoodpricefortheconsignment.,D,Findverb+nounpartnershipsinExerciseC.Whichofthemisnormallydonebythe:a)exporter?b)importer?c)both?,tobreakintoamarkettocarryoutamarketsurveytoplaceanordertomeetadeliverydatetoquoteapricetoarrangeinsurancecovertocomplywithregulations,exporter,both,importer,exporter,exporter,both,both,Backgroundinformation,Fairtradeisanorganizedsocialmovementwhosestatedgoalistohelpproducersindevelopingcountriesachievebettertradingconditionsandtopromotesustainability.Membersofthemovementadvocatethepaymentofhigherpricestoexporters,aswellashighersocialandenvironmentalstandards.Themovementfocusesinparticularoncommodities,orproductswhicharetypicallyexportedfromdevelopingcountriestodevelopedcountries.Themovementseekstopromotegreaterequityininternationaltradingpartnershipsthroughdialogue,transparency,andrespect.Itpromotessustainabledevelopmentbyofferingbettertradingconditionsto,andsecuringtherightsof,marginalizedproducersandworkersindevelopingcountries,Conditionalsentenceisacommonstructureweuseinnegotiating.Mostconditionalsentenceshavetwoparts:theif-clauseandthemainclause,tolinkaconcessionwearepreparedtomake,withtheconditionformakingit.If+presentsimple,will+infinitiveverbButthestructuregenerallyimpliesthattheactionintheif-clauseisquiteprobable.e.g.Ifyouworkhard,youmaypassthetest.Ifitrainstomorrow,themeetingwillbecancelled.,A,Bella:If_morethan500casesoftheReserve,whatdiscountcanyouofferus?Pierre:On500,nothing.Butif_1,000cases,welloffer15%.Bella:Letmethinkaboutthat.Nowif_anorderfor1,000,willyoubealetodespatchimmediately?Pierre:Idontknowaboutimmediately,butcertainlythismonth.Bella:Well,if_tousbeforetheChristmasrush,itllbeOK.Itakeityourpricesincludeinsurance?Pierre:Actually,no.Youdberesponsibleforthat.If_yourorder,thenwedbewillingtocoverinsuranceaswell.Bella:Illneedtodosomecalculations.Pierre:Letslookatmethodsofpayment.Sincewevenotdealtwithyoubefore,wedliketobepaidbybankersdraft.Bella:Well,thisisalargeorder.Wevedonebusinesswithmanywell-knownwineproducersandwevealwayspaidbyletterofcredit.Pierre:OK.If_toyoupayingbyletterofcredit,thenyoullhavetopayuswithin30days.Bella:Thatshouldbefine.,Listenandfillinthemissingwords.,webuy,youbuy,Iplace,yougetit,youcanincrease,weagree,B,BellaandPierrethennegotiatethetermsforanotherwine,theSantaRita.Usethenotesbelowtomaketheconversation.,Pierre:NowletstalkaboutyourorderfortheSantaRita.Bella:OK,Ihopeyoulloffermegoodterms,Sampledialogue,Pierre:NowletstalkaboutyourorderfortheSantaRita.Bella:OK,Ihopeyoulloffermegoodterms.Pierre:Ifyouorder2,000cases,wellgiveyoua10%discountanddeliverbeforetheXmasrush.Wewillalsocovertheinsurancecosts.Bella:WegetlessdemandforSantaRita.A10%discountisOK,butweonlywant1,500cases.Pierre:Imsorry.Wecantagreetothat.Bella:Well,ifweorder2,000,wellwantanother3%discount.Pierre:Wecantincreasethediscountby3%,butwecangiveyouanother1%only,plus30casesofchampagne.Thatsaprettyfairoffer!Bella:OK.Youvegotadeal!,C,Roleplaythefollowingnegotiation.,AwineimportertelephonesJulianMonterotoorder100casesoftheMonteroChardonnaywine.ThelistpriceisUS$150acase.JulianMonterooffersa3%discount,deliveryinsixweeksbyseafreight,andasksforpaymentbybankersdraft.Theimportertriestonegotiateabetterprice,discount,deliveryandpayment.,A,KevinWarren,anexecutiveVicePresidentatCoca-Cola(UK),istalkingaboutnegotiating.Listentothefirstpartoftheinterview.WhatdothelettersL-I-Mstandfor?,L_I_M_,ike,ntend,ust,B,InthenegotiationthatKevindescribes,whatwashisL-I-M?,Like:towinthebusinessthereandthen.,Intend:toshowtheywereprofessionalandcompetentandcouldmeettheirneeds.,Must:tokeepthedialogueopenandensurethatthecompetitordidntwinthebusiness.,D,Listentothesecondpartoftheinterview.WhatarethethreenegotiatingtipsKevingives?,1identifywhothedecisionmakeris.2focusonthebuyersneed,notyourownneed.3leavewhenyouvemadethesaledontkeeptalking.,E,Kevinusesthewordsbelow.Choosethecorrectdefinitionforeach.,1classicerrors2gostraighttothepoint3long-termrelationship4hasslefree5switch6royalty7tailor,typicalmistakesoldmistakesa)movetowardstheendb)Stateyourpurposedirectlywithoutdelayabusinesscontactoveralongperiodb)afriendshipoveralongperiodwithoutextrapaymentcausingnodifficultyortroublea)changeb)turnonkingsandqueensapaymentforaservicea)makemoresuitableforaparticularpurposeb)makeclothes,A,Workinpairsandtrytosellthesethingstoyourpartner.,B,Discussthesequestions,1WereyoupleasedwiththeoutcomeofthenegotiationinExerciseAabove?2Whatstrategyortacticsdidyourpartnerusetoachievetheirobjective?,C,Putthestagesinorder.Whatworddotheinitiallettersofthestagesspell?,Probewithproposalsmakesuggestionsandfindareasofagreement.ClosethedealBringthenegotiationtoaclearandsatisfactoryend.SignalformovementSignalthatyouarepreparedtomoveformyouroriginalposition.Respondtosignalsfromtheotherside.ExchangeconcessionsGivetheothersidesomethinginreturnforsomethingyouneedorwant.TieuplooseendsConfirmwhathasbeenagreed.Summarizethedetailsonpaper.ExploreeachothersneedsBuildrapport.Stateyouropeningposition.Learntheothersidesposition.ReadyyourselfPrepareyourobjectives,concessionsandstrategy.Gatherinformationabouttheotherside.,ReadyyourselfPrepareyourobjectives,concessionsandstrategy.Gatherinformationabouttheotherside.-ExploreeachothersneedsBuildrapport.Stateyouropeningposition.Learntheothersidesposition.-SignalformovementSignalthatyouarepreparedtomoveformyouroriginalposition.Respondtosignalsfromtheotherside.-Probewithproposalsmakesuggestionsandfindareasofagreement.ExchangeconcessionsGivetheothersidesomethinginreturnforsomethingyouneedorwant.-ClosethedealBringthenegotiationtoaclearandsatisfactoryend.TieuplooseendsConfirmwhathasbeenagreed.Summarizethedetailsonpaper.,D,Readthesummaryofthetwostyles.Thendecideifyouare:1aRedstylist2aBluestylist3somewherebetweenthetwostyles,E,Studytheusefullanguageboxonpage82&roleplaythesituation.,Oneofyouisacompanyemployee.Theotheristheemployeesboss.Employee:Youthinkyoushouldhavea10%salaryincrease.Boss:Youthinkthecompanycanonlyafforda2%increase.Negotiatewitheachotherandtr