《 商务英语谈判unit 9》第1-2课时 教案.doc

湖南外国语职业学院备课纸 商务英语谈判Unit 9第 1-2课时 教案课 题Unit 9 Estabishing Business Relationships课 时2课时目的要求1.Ss get the general idea of how to establish business relationships2. Ss know some expressions about establishing business relationships3.Ss practise performing the simple dialogue related to establishing business relationships4.Learn how to write letters related to estblishing business relationship教学重点与难点1.The general isteps of establishing business relationship2.Some set phrases and related everyday English课堂整体设计思路1.Ss get the general idea of how to establish business relationships2.Ss know some expressions about establishing business relationships 3.Ss practise performing the simple dialogue related to establishing business relationships 4.Learn how to write letters related to estblishing business relationship教学反思Surf the internet and find some useful expressions about establishing business relations教学过程Step I . Warming -upA. GreetingsB. Check the words and expressions in Unit2Step II .Presentation of TeachingA. Practise the following orally:1. Weve come to know your name and address from the Commercial Counselors Office of the Chinese Embassy in London. 我们从中国驻伦敦大使馆的商务参赞处得知你们的名字和地址。 2. By the courtesy of Mr. Black, we are given to understand the name and address of your firm. 承蒙布莱克先生的介绍，我们得知贵公司的名称和地址。 We are willing to enter into business relations with your firm. 我们愿意与贵公司建立业务关系。 4. Your firm has been introduced (recommended, passed on) to us by Maple 3. Company. 枫叶公司向我方介绍了贵公司。 5. Our mutual understanding and cooperation will certainly result in important business. 我们之间的相互了解与合作必将促成今后重要的生意。 6. We express our desire to establish business relations with your firm. 我们愿和贵公司建立业务关系。 7. We shall be glad to enter into business relations with you. 我们很乐意同贵公司建立业务关系。 8. We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you. 现在我们借此机会致函贵公司，希望和贵公司建立业务关系。 9. We are now writing you for the purpose of establishing business relations with you. 我们特此致函是想与贵方建立业务关系。 10. Your desire to establish business relations coincides with ours. 你方想同我方建立业务关系的愿望与我方是一致的。 11. We specialize in the export of Japanese Light Industrial Products and would like to trade with you in this line. 鉴于我方专营日本轻工业产品出口业务，我方愿与贵方在这方面开展贸易。 12. Our lines are mainly arts and crafts. 我们经营的商品主要是工艺品。 13. We have been in this line of business for more than twenty years. 我们经营这类商品已有二十多年的历史了。 14. Your letter expressing the hope of establishing business connections with us has met with approval. 来函收悉，得知贵方愿与我方建立业务关系，我们表示同意。 15. In order to acquaint you with the textiles we handle, we take pleasure in sending you by air our latest catalogue for your perusal. 为了使贵方对我方经营的纺织品有所了解，特航寄我方最新目录,供细阅。 16. Glad to see you in your company. 很高兴在贵公司见到您。 17. Its only half an hours car ride. 只有半小时的车程。 18. Suppose we make it, say three oclock tomorrow afternoon. 如果我们能去的话，那么就明天下午三点钟吧。 19. It would be very helpful if you could send us statistics on your sales. 如果你们能将你们的销售统计资料寄给我们，那可就太有帮助了。 20. We would like to ask you to kindly send us the related information. 我们希望你们能将相关资料寄给我们。 B.Learn some expressions in the textbookC.Find out the phrases from the passage:1) Banks; 银行2) Chambers of Commerce in foreign countries;外国商会3) Trade Directory;贸易行行名录4) Chinese Commercial Counsellors Office in foreign countries;中国驻外国商务参赞处5) Business Houses of the same trade;同行商会6) Advertisements and exhibitions;广告和展览7) Market research;市场调查8) Old customers.老客户 9)the source of his information 信息来源10）business scope/business line 业务范围11）liaison offices 联络处.12)the export commodity fairs 出口商品交易会C.Read the letters togetherD.Master some useful expressions:We have come to know the name of your firm and take the pleasure of addressing this letter to you with the hope of establishing business relations with you.我们得悉贵公司名称，特此去函，望与贵公司建立业务关系。Enclosed is a copy of our catalogue for your reference. Please let us know if any item is of interest to you.兹附上目录单一份供参考。如有兴趣，请即与我公司联系。Weve been leading importers of electronic products, esp. computers in our region and feel sure we can sell quite a large number of computers if we get your offers at competitive prices. 我公司是本地区电子产品，尤其是计算机的主要进口商。如能从你公司得到优惠报盘，我们确信能销售大量的计算机。 E.Write a letter:Dear Sirs,Your Chamber of Commerce has recommended you as a possible buyer of our products and we are now writing to you for the possibility of entering into trade relations with you.We specialize in the exportation of cotton piece goods, and weve been in this line for more than 10 years.Enclosed is a copy of our latest catalogue for your reference. We hope to hear from you soon.Yours faithfully, F.Come to the situational dialogues:1. Listen to the dialogues2. Tick out some useful sentences:After knowing youll hold the commodities fair in Changsha, Ive decided to come here in person to explore the possibility of establishing business relations with you.得知你将在长沙举行进出口商品交易会时，我就决定亲自来这里，以探询双方建立业务关系的可能。We think our prices compare favorably with the prices of the same kind of products on the world market. 我认为与国际市场同类产品价格相比，我们的价格很优惠。I found some of the exhibits fine in quality and beautiful in design. 我发现有些产品质量好，设计美观。 As you know, weve been doing business on the basis of equality and mutual benefit. 我们一直在平等互利的基础上开展业务。 We have mainly adopted some usual international practices, such as payment by installments, process with clients materials, compensation trade, assembling trade, joint venture and so on.我们主要采取了一些国际上的习惯做法，如分期付款、来料加工、补偿贸易、装配贸易、合资经营等。 Concerning our financial position, credit standing and trade reputation, you may refer to New York Branch, the Bank of China, or to our local chamber of commerce.关于我们的财经情况、信用、声誉，可向中国银行纽约分行或当地商会进行了解。One of our principles is to see to it that contracts are honored and commercial integrity maintained.我们的一条原则是务必要重合同、守信用。 I hope a lot of business will be put through between us. 我们希望我们之间能做成许多生意。3. Practise having dialogues imitating the dialogues in the textbooksStep III. Consodation of Teaching:1. Translate the following into Chinese:1) We write to introduce ourselves as one of the leading exporters of a wide range of electronic products from the United States.Key: 现具函自我介绍。本公司是美国各种电子产品的主要出口商。2) We thank you for your letter dated March 1 and shall be glad to enter into business relations with you.Key:感谢贵方3月2号的来信。我们很乐意同贵公司建立业务关系。2. Translate the following into English:1) 贵公司信誉卓著，我们极愿与你公司建立业务关系。为此，寄上商品目录和价目单，供贵公司参考。Key: Your firm enjoys high reputation. Were desirous of entering into business relations with you. Accordingly, we send you our catalogues and price lists for your reference.2) 承蒙悉尼商会介绍，获悉你们是中国烟花主要进口商，特冒昧来信，以期与贵公司建立业务关系。Key: Through the courtesy of the Chamber of Commerce, Sydney, we have learned that you are the leading importer of Chinese fireworks. We write to you now with a view to building up business relations with your firm.3. Complete the Following Dialogues:1) A: Good morning. My name is John Smith. Im from America. Here is my business cardB: (史密斯先生，久仰大名，见到你我很高兴。) I have long heard your great name, and Im very pleased to see you, Mr. Smith. 2) A: Whats your line of business, Mr. Smith?B: (我专营中国工艺品。) I specialize in Chinese arts and crafts. 3) A: How would you like to proceed with the negotiations?B: (请看一下我们给你安排的日程。若有不妥当的地方，请告诉我。)Please take a look at the itin