商务英语谈判教案(S)

1、商务英语谈判( Business Spoken English) Preface:（Important points and key words and expressions） Foreign trade workbusiness negotiation and business reception (or receiving foreign businessmen). Business negotiation：talks on price and payment terms, quality of goods, packing of goods, delivery and shipment

2、, insurance, complaints and claims, after-sales service, agency and distribution, doing business in flexible ways, etc.Business reception (or receiving foreign businessmen): meeting foreign businessmen at the airport, inviting foreign businessmen to dinner parties, accompanying foreign businessmen o

3、n their visiting factories, sightseeing, shopping, etc. What skills should a qualified foreign trade worker possess?What is a suitable textbook of business spoken English? (with many real situations / in short sentences / clear, reasonable, convincing) Spoken English for International Business: Dafa

4、 Garments Co. / Wilshire Fashion, Inc. Supplementary reading materials and oral practice of business contacts The main points of this textbook Spoken English for International Business: American merchants: purchase manager of this firm, Mr. Richard Bowen, his secretary Miss Diana Cade, and assistant

5、 manager, Mr. Guy Dewey The Chinese merchants: Li Kang, marketing manager of Dafa Garments Co., and his assistant, Yang ZhonghuaPurchasing better garments-making machines in the US Attending a cocktail party at the Chinese Consulate in Los Angles. Introducing to some American businessmen，Mr. Taylor,

6、 a brewer (酿酒商) and Mr. Bush, a sportswear，maker（运动服制作商）the way to do business of exclusive sales and agency, and the way to invest in China. Part One Meeting Foreign Businessmen (or a Foreign Businessman) at the AirportI. Background: （Important points and key words and expressions）（1） To receive fo

7、reign businessmen at the airport（2） To take them by car to the hotel where they will stay（3） To leave the hotel after a short stay so that your guests can have a rest2. Language points:(Words) foreign trade and economic co-operation对外贸易经济合作 / talk on (or about) business with sb. 与某人谈生意 / car / van /

8、 limo (=limousine)豪华轿车；（美国机场接送乘客的）中型客车 / taxi / a single (double) room with bath / a single (double) room without bath（Sentences）* Appropriate expressions to greet the guests when you meet them: (See p4-p5 of the textbook) （1.1）* Making introductions: (p5)(2.1a)* How to invite the guests (guest) to

9、a dinner party:Wed like you to come to a dinner this evening. (We shall be so pleased if you could come to the dinner party.)With pleasure. What time will the dinner be?At 6:30. Ill be back for you at 6:10.(Oral practice): 1. Go over the words and sentences (Language points) by reading them aloud. 2

10、. Work in groups of three with the patterns in Ex 1.1 (p4-p5) and Ex 2.1 a(p5). Following is the situation: Li Ming and Wei Qingqing come to the airport to meet a foreign merchant, Mr. Singer. Since its the first time for them to meet, Wei Qingqing holds a sign with Mr. Singers name on it. Soon Mr.

11、Singer appears at the exit of the airport and comes towards them. Then Li Ming and Mr. Singer begin to talk with each other. After that, Li Ming introduces Wei Qingqing to Mr. Singer. Then they two greet each other.II. Study the text of Episode One.（Listen to the tape.）(Read the text aloud after cla

12、ss.)Questions on the text:1.How many characters are there in the text? Who are they?2. Who landed at the airport first? Did the hosts and the guest meet before? Then how did the host find him?3. What hotel will the foreigners stay ? Where is it situated?Oral practice:(Situation): Mr. Smith and Mr. B

13、rown are merchants from Great Britain. They are old customers of Yong Sheng Company. Qiu Weiling and Chen Feng, representatives of Yong Sheng Company are waiting for their British guests at the airport. Qiu knows Mr. Smith very well but does not know Mr. Brown. And Chen Feng has never met Smith and

14、Brown. When the Chinese meet their guests at the exit, they exchange greetings with each other and make introductions. Qiu and Chen help the guests with their luggage and take them to the car they arrange for the guests. In the car, Qiu asks Smith whether they had a good journey. Smith says it is a

15、smooth flight and he enjoys it very much. Qiu also asks Smith how many days they will stay in Wuhan. Smith says that he will stay for four days and that they will go to Shanghai after their four days stay in Wuhan. Qiu suggests the guests go sightseeing to the East Lake, the Yellow Crane Tower and t

16、he Guiyuan Temple. Smith says that if time allows, they will go there. But Brown says he wants very much to pay a visit because he was told so much about the three well-known scenic spots. Chen hopes that Mr. Smith will not lose this good chance. After a discussion, they work out an itinerary 1.Visi

17、ting the factories on the first day; 2. Business negotiations and signing the contract in the following two days; 3. Going sightseeing on the fourth day. The car stops at the hotel where the foreigners will stay. In the room, Chen says to Brown that it is quiet and the latter agrees and says it is a

18、 room with a good view of the city. Qiu invites their guests to the dinner party to be given for them in the evening (See the relative sentence patterns on page 2). At last the hosts and guests say good-bye to each other. III. Study the text of Episode Two.（Listen to the tape.）(Read the text aloud a

19、fter class.) Part Two A Dinner PartyI. Background: （Important points and key words and expressions）1. (1) To go to rooms or room of the guests and then accompany them to the dining-room(2) People greet each other, and some of them are introduced to each other. (3) Before dinner, people sit, have tea

20、 or some other drinks and chat for a few minutes.(4) When dinner is ready, the chief host announces the dinner and seats the guests. Everybody sits round the table, and the dinner party begins.(Oral practice 1): What do the hosts and guests say in the above four situations?(1) (The foreigners are wa

21、iting in their room. You press the button of the doorbell. Then)(2) (Reference) p251.1a)1) 2) Li Jun and Fu Qingqing accompany Mr. Green , the general manager of ASR Co. and the purchase manager, Mr. Johnson to the dining-room. Mr. Zhou, the general manager of Jin Shun Co., vice-manager, Mr. Yu, and

22、 the head of the office Mr. Wu are waiting at the gate. Since they meet for the first time, Li introduces Zhou to the foreign guests. Then Zhou introduces the other two people to Green. They also exchange greetings.(3) Do you like or? (tea / coffee) (coca-cola / orange juice) (7-up / lemonade) , ple

23、ase.(4) （略）II. Study the text of Episode Three.(Oral practice 2):Expressions used during the dinner(Serving the food)* What would you like to drink?I prefer to (or Id rather havethan or , please) (mineral water / whisky; soft drinks / spirits; （grape）wine / beer; brandy / maotai)*Please help yoursel

24、f to Its delicious.（assorted vegetarian delicacies素十锦, roast beef, whole fried squirrel-shaped fish）Mm Good!*Let me help you to (cold dishes, sweet and sour pork, white cut chicken) Thank you.*I likebest.（or is my favourite, or I am fond of）(Beijing roast duck, sea food, sweet and sour spareribs) Ha

25、ve some more. (Explaining the food) * My, the design is beautiful. What is it ? Its “Eight-jewel Rice Pudding ”. Its made of eight especially tasty ingredients, such as glutinous rice, assorted candied fruits. It is a pity to disturb the design. Let me take a picture. * Oh, my, marvelous!. The desig

26、n of a peacock. Its “A Peacock Spreading Its Tail”. Let me take some pictures. I know, Chinese food is well-known throughout the world for its colour, aroma and flavour. You are right.* These must be preserved eggs. What do you call them in Chinese? We call them songhua, which means “pine flowers”.

27、If you look at them closely, you will see something that looks like pine trees on them. So it is (果真如此). How interesting!Guifei chicken (guifei: highest ranking imperial concubine). Guifei refers to Lady Yang Yuhuan. She was the favorite mistress of Emperor Tang Xuanzong (725-768 AD) / snowy sharks

28、fins (sharks fins with egg white) / mapodoufu (bean curd cooked with spicy sauce, pock-marked grandmas bean curd) ( Expressions of “toasts”)( Expressions of “toasts”)*Cheers! 干杯！祝你健康！（举杯祝酒时的用语，在宴会上使用频率最高，可随时自由地使用）/ *Bottoms up! 干杯！把杯中的酒喝光！（举杯祝酒时的用语，用于气氛最热烈之时）/ *Let me propose (drink) a toast to(May

29、I?) （Here is to）为干杯! (Situation 1)The Chinese manager：We have long been expecting Mr. Browns visit to our company. May I propose a toast to our distinguished guest Mr. Brown ?All: Cheers! Mr. Brown: Ive come to probe into the possibility of establishing business relations with you and hope for our l

30、ong co-operation. Let me drink a toast to the happiness and health of the whole table.All：Cheers!(Situation 2)The Chinese manager: We shall begin our work tomorrow. I believe both sides can co-operate closely, so lets drink to the success of our negotiation. Bottoms up!All: Bottoms up ! Part Three T

31、elephone callsI. Background: （Important points and key words and expressions）(When you are at home) a telephone call from abroad, a telephone call to foreign countries, a local telephone call; (When you go abroad) telephone calls to make appointments.II. Different situations: (Please note that the n

32、ames of the Chinese can be substituted by any other Chinese names when oral practice is done.)1. (When you are at home) (1)(Situation One) A telephone call from abroad: Ding Wei, a staff member of JinYun Trading Firm, receives a telephone from an old friend, Mr. Joe Fisher of SPT Company in Australi

33、a. In his call, Joe Fisher says he will fly to Wuhan with his colleague Mr. Teller to attend the Wuhan Minifair which is to be held next week, and asks Ding Wei to book a double room for them. He tells Ding Wei his flight numberBA Flight 24 and their arrivallanding at Tianhe Airport at 10:00 this Fr

34、iday morning.(Oral Practice) (Please note that the names of the Chinese can be substituted by any other Chinese names when oral practice is done.)(The telephone in Ding Weis office rings.)D: F: (2) (Situation Two) A telephone call to Britain Xu Yong, the sales manager of CNHB Import & Export Cor

35、poration is phoning a British importer, Alan Brown of Harper & Grand to press for an L/C (催促开立信用证). Since Alan Brown is not in the office, his secretary, Miss Tate receives the phone and says that she will take a message. Xu Yong tells her that according to Contract No. 1378HP, the date of shipm

36、ent is approaching and that the L/C should reach CNHB Import & Export Corporation before March 10th. He stresses that if the L/C arrives late, there wont be any steamer available from the exporters port to the importers port. Alan Brown comes back in his office two hours later. He telephones Xu

37、Yong. He says that he has instructed the bank to open the L/C in one or two days and that it will reach the exporter before March 10th. He also said that as soon as the L/C is opened, he will inform Xu Yong of it. Xu Yong says that he will send the goods as soon as he receives the L/C. (Oral Practic

38、e) (Please note that the names of the Chinese can be substituted by any other Chinese names when oral practice is done.)Miss Tate: Harper & Grand. Can I help you ?Xu Yong: .(Two hours later)Alan Brown:Xu Yong: .(3)(Situation Three) A local telephone call The Garments Company has arranged sightse

39、eing for Miss West, the representative of AST Trading Company. Liu Xiaohua, a staff member of the Garments Company phones Miss West before she goes to the Great Bridge Hotel to pick her up. She first phones the hotel operator, and then Miss West receives the call. The situation is like this: Liu Xia

40、ohua is going to pick up Miss West at the hotel at 9:00 a.m., but the latter says that she is waiting for an urgent phone call from her home office and that she will phone Liu Xiaohua after she answers the phone call from her home office.(Oral Practice) (Please note that the names of the Chinese can

41、 be substituted by any other Chinese names when oral practice is done.)Hotel Operator: Good morning! This is Liu Xiaohua: May Iin Room ?Hotel Operator:.(Miss West picks up the receiver.)Miss West:.Liu Xiaohua:.2. (When you go abroad) (Situations) Members of a Chinese trade delegation are now in the

42、US. They give telephone calls to make appointments with American clients or some American clients give telephone calls to the Chinese trade delegation.(1) (Situation One) A telephone call to make an appointment (1)Someone: Hello!Qian (head of the Chinese trade delegation ): Hello! Is that Mr. Hillma

43、n of ST&T?S: Im sorry youve got the wrong number.Q: Is it 66552166?S: No，this is 66552266.Q. My mistake, sorry.S. Thats nothing.Hillman: Good morning. ST&T. Q: Is that Mr. Hillman?H: Speaking.Q: Hi, Mr. Hillman. This is Qian Jin speaking. Our delegation arrived yesterday and we shall stay he

44、re for seven days. Id like to see you and talk with you.H: Are you free now?Q: Im sorry we are busy arranging the exhibits at the moment.H: Then what time is suitable for you.Q: Could you come at 7 this evening？Ill be expecting you in my room. Now, Im staying in Room 3011, Holiday Inn.H: Ill take do

45、wn your address and the time: (While writing ) Room 3011, Holiday Inn, at 7 p.m.Q: Thats right.H: See you!Q: See you!(2) (Situation Two) A telephone call to make an appointment (2)Hotel Receptionist: The Holiday Inn. Can I help you?Mr. White: Id like to know which room Mr. Lin is in. He is the membe

46、r of the Chinese trade delegation.H.R.: Wait a minute, please. Yes, Mr. Lin. He is in Room 3015.W: Would you please put me through?H.R.: Hold the line, please.L (a member of the Chinese trade delegation): Hello!W: Is that Mr. Lin ? This Norbert White speaking. L: Oh, how are you, Mr. White. Glad to

47、hear you. Im expecting a chance to see you. W: Look, Mr.Lin, Id like to arrange a meeting with you this afternoon.L: Sorry, I have got another appointment then.W: Well, what about tomorrow morning?L: Ill check my diary (记事簿). Ill be free at11:00 tomorrow morning. Is it Ok?W: That would be good. Can

48、you come to my company?L: It sounds great. W: Tomorrow morning at11:00, Ill come to the hotel to pick up you and your colleagues. Ill arrange a Chinese dinner for you all. L: Thats so nice of you. See you tomorrow.W: See you.Oral practice for (1) (Situation One) and for (2) (Situation Two):Talk in g

49、roups on giving telephones to make appointments when you are abroad. You may imitate the materials of Situation One and of Situation Two. Make some changes where necessary.Part Four A Business Journey to a Foreign CountryI. Background: （Important points and key words and expressions）Traveling abroad

50、 to do business sending an invitation getting the visa or visas. The flight tickets, the first class (头等舱), business class （商务舱） and economy class （经济舱）. Informing the foreign company of their flight number and arrival time. (Study the text of Episode Eleven.) Going through entry formalities (办理入境手续

51、). (See Supplementary Reading Material One.) / Baggage Claim (行李领取台) t Having something to declare（申报）/ the red exit (红色通道); / the green exit（绿色通道）. (Study the text of Episode Twelve and Supplementary Reading Material Two.)Checking in at the hotel (在旅馆登记入住). ( See Supplementary Reading Material Thre

52、e.)II. Supplementary Reading Materials1. Supplementary Reading Material One:Immigration officer: Good morning. May I see your passport，please?Visitor: Yes, here you are, sir.I.O.：You are *（某某某）.V.: Yes.I.O. Whats the purpose of your visit?V.: Im here on a business trip. I am invited to an industrial

53、 fair.I.O.: I see. How long are you going to stay here?V.: A little over two weeks.I.O.: May I see your vaccination certificate (预防注射证，免疫证书)?V,: Heres the vaccination certificate.I.O.: All right. Please go to the customs. The officers there may ask you some further questions.2. Supplementary Reading

54、 Material Two:(At the customs office) Customs officer: May I have your customs declaration slip, please?Visitor: Sure. Here it is.C.O.: Is this all your baggage?V.: Yes.C.O.: Have you anything dutiable?V.: I dont believe so. C.O.: Please open your bag.V.：OK. These are my personal effects: my suits a

55、nd underwear, books on finance and computers, and some others.C.O.: You have only one camera?V. Yes.CO.: I see you have ten computers.V.: The computers are samples for the industrial fair. C.O.: I can release (对放行) the ten samples now on condition that on your exit (出境时) you submit a written stateme

56、nt by the organizer of the industrial fair, who receives the samples. Please close your bag. You are through now. Have a pleasant stay here.V.: Thank you.III. Oral practice 1 (Entry into the US) p139 (1.1) Oral practice 2：(Accommodations) p 140 (2.1) / Supplementary Reading Material Three :(At the r

57、eception counter of the hotel)Host (the man from a foreign company): We have a reservation in the name of the Chinese trade delegation, made by a Mr. Parker.Hotel receptionist: Let me see. (To Mr. Li)Yes, sir, a party of four from China. Would you please fill out these registration forms individually while I prepare your keys? Ill also need your passports for registration, if you don