潍 坊 学 院 教 案

潍坊学院教案使用时间2009—2010学年第一学期课程名称国际商务谈判（双语）授课单位经济管理学院授课教师周志霞授课对象专业国际经济与贸易年级2007级1、2班层次本科潍坊学院教案课题Chapter1IntroductionofBusinessNegotiation课时2教学目的与要求目的：Toidentifythefeaturesofasuccessfulinternationalbusinessnegotiation.要求：Mastersentencesonexpressingbusinessnegotiation,andpracticeconversationabouttheprocess.教学重点与难点重点：Sentencepatternsandconversations:internationalbusinessnegotiation.难点：Tomasterthenatureandbasicformsofbusinessnegotiation.教学过程主要内容及步骤备注主要教学内容：PartITeachingfocusPartIIMaincontens:I.Casestudyofbusinessnegotiation案例1在曼哈顿购物案例2新产品的市场调研II.Maincontens:DefinitionandCharacteristicsofbusinessnegotiationFormsofinternationalbusinessnegotiationPartIIIGroupwork:performthesituationalconversation.板书设计：PartITeachingfocus:I.Casestudyofbusinessnegotiation辅助教学：ListentotapeandwatchVedio教学过程案例1在曼哈顿购物案例2新产品的市场调研II.Maincontens:1.Define,featuresandkindsofinternationalbusinessnegotiation2.ValueevaluationstandardsofinternationalbusinessnegotiationPartIIIGroupwork教学方法：采用讲授法与演示法。复习思考题：1.What’sthecharacteristicofinternationalbusinessnegotiation?2.Whatshouldyounoticewhenyouareattheinterviewinacompany?参考书：1.《国际商务谈判》窦然主编，复旦大学出版社2.《商务谈判》张煜编著，四川大学出版社3.《Negotiation》byRoyJ.Lewicki,BruceBarry,DavidM.SaundersandJohnW.Minton,Publisher:McGrawHillHigherEducation,2003授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter1IntroductionofBusinessNegotiation课时2教学目的与要求目的：Toidentifythefeaturesofasuccessfulinternationalbusinessnegotiation.要求：Mastersentencesonexpressingbusinessnegotiation,andpracticeconversationabouttheprocess.教学重点与难点重点：Usefulskillsinnegotiation难点：Tomastertheproceduresofbusinessnegotiation.教学过程主要内容及步骤备注主要教学内容：PartITeachingfocusPartIIMaincontens:I.CasestudyofbusinessnegotiationUsefulskillsinnegotiationII.Maincontens:1.DefinitionandCharacteristicsofbusinessnegotiation2.Formsofinternationalbusinessnegotiation3.ProcedureofinternationalbusinessnegotiationPartIIIGroupwork:performthesituationalconversation.板书设计：PartITeachingfocus:I.Casestudyofbusinessnegotiation辅助教学：ListentotapeandwatchVedio教学过程UsefulskillsinbusinessnegotiationII.Maincontens:1.DefinitionandCharacteristicsofbusinessnegotiation2.Formsofinternationalbusinessnegotiation3.ProcedureofinternationalbusinessnegotiationPartIIIGroupwork教学方法：采用讲授法与讨论法。复习思考题：1.Whatshouldyounoteinthebusinessnegotiation?2.Listmainformsofinternationalbusinessnegotiation?参考书：1.《国际商务谈判》窦然主编，复旦大学出版社2.《商务谈判》张煜编著，四川大学出版社3.《InternationalBusinessEnvironmentsandOperations》影印版，JohnD.Daniels,LeoH.Radebough著，中国人民大学出版社。授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter2BasicPrincipleofBusinessNegotiation课时2教学目的与要求目的：Acquiringknowledgeofthebasicprinciplesofnegotiation,thecommonandcostlynegotiatingmistakes.要求：Masterusefulinformationandsomeskillsonthetopic.教学重点与难点重点：Keyprinciplesofinternationalbusinessnegotiation难点：Howdoyouunderstandtheprincipalsproperly?教学过程主要内容及步骤备注主要教学内容：PartITeachingfocusPartIIReadingMaterialsReadingmaterials(A):Safesexforyourcompany.Readingmaterials(B):Aguidetocomputersandplug-insontheinternet.PartIIIMainContains:KeyprinciplesofinternationalbusinessnegotiationPartIVExercise:Workinpairsandpresentthefollowingexample.板书设计：PartITeachingfocus:辅助教学：ListentotapeandwatchVedio教学过程Sentencepatterns:b.PatterndrillsC.SentencepatternsPartIIMaincontens:1.Keyprinciplesofinternationalbusinessnegotiation2.Essentialqualitiesofinternationalbusinessnegotiation3.ProceduresandstructuresofbusinessnegotiationPartIIIExercise:教学方法：采用讲授法与演示法。复习思考题：1.Howtoavoidmistakesinbusinessnegotiation?参考书：1.《InternationalBusinessNegotiation》白远著，中国人民大学出版社。2.《NegotiatingAndInfluencingSkills》byMcRaeB,Publisher:SagePublications,Inc19983.《InternationalContracts》byShippeyKC,上海外语教育出版社,20004.《国际商务》（英文第二版）查尔斯·希尔著，中国人民大学出版社。授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter2BasicPrincipleofBusinessNegotiation课时2教学目的与要求目的：Acquiringknowledgeofthebasicprinciplesofnegotiation,thecommonandcostlynegotiatingmistakes.要求：Masterusefulinformationandsomeskillsonthetopic.教学重点与难点重点：Sentencepatternsandsentencetraining.难点：Practicesomeskillsonthetopic.教学过程主要内容及步骤备注主要教学内容：Casestudy1PartIWatchversionandmakenotesontheinformation.PartIISentencespattern.PartIIISentencetraining.PartVGroupwork:performthesituationalconversation.板书设计：PartIWatchversionandmakenotesontheinformation:Checklist—organizingameeting.a.thepurposeofthemeeting;b.therolesoftheparticipants;c.theprocedureintermsofagenda,timing,andprocess.辅助教学：ListentotapeandwatchVedio教学过程PartIIISentencetraining.PartIVExercise:SkilltrainingLearnhowtowriteamemoaccordingtoameeting.PartVGroupwork教学方法：采用讲授法与讨论法复习思考题：1.Howtowriteamemoaccordingtothemeetingcorrectlyandcompletely?2.Reviewthesentencetrainings.参考书：1.《新编美语会话》汪榕培等编著，上海外语教育出版社2.《牛津商务英语教程成功会谈》陈苏东改编，复旦大学出版社授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter3ManagingtheNegotiationProcess课时2教学目的与要求目的：Tomustskillofdiscussinginnegotiatin,andpracticeconversationonpricetalk,trytoachieveyourtarget.要求：Requirestudentstomasterprofessionalknowledgeanduestheirknowledgefreely.教学重点与难点重点：Sentencepatternsandconversations:Onprice.难点：Tomasterinformationaboutjobsandresponsibilitieswhenyouarecarryingoutyourbusinessatthemeeting.教学过程主要内容及步骤备注主要教学内容：PartITeachingfocusPartIIMaincontens:Watchtheversionandanswerfollowingquestions.Reviewthecontentsofagenda.Exercises.Languagefocus.PartIIIActualexampleinanegotiationbusiness.PartIVGroupwork:performthesituationalconversation.板书设计：PartITeachingfocus:a.Sentencepatterns:Jobsandresponsibilities辅助教学：ListentotapeandwatchVedio教学过程b.Patterndrillsc.Conversations:OnpricePartIIMaincontens:1.Watchtheversionandanswerfollowingquestions.2.Reviewandexercises.3.Languagefocus.PartIIIActualexamplePartIVGroupwork教学方法：采用讲授法与演示法复习思考题：1.Howtomakeyourconversationmorenaturally?2.Reviewthelanguagefocus.参考书：1.《SettlingforMore:MasteringNegotiatingStrategiesandTechniques》byGoldmanAL.Publisher:TheBureauOf

NationalAffairs,Inc19912.《NegotiatingAndInfluencingSkills》byMcRaeB,Publisher:SagePublications,Inc1998授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter3ManagingtheNegotiationProcess课时2教学目的与要求目的：Toshowhowtocontrolthedirectionofameeting,keeptotheagenda,anddealwithdigressions.要求：Requirestudentstomasterprofessionalknowledgeanduestheirknowledgefreely.教学重点与难点重点：ManagingtheNegotiationProcess难点：Tomasterinformationaboutjobsandresponsibilitieswhenyouareconductingyournegotiationatthemeeting.教学过程主要内容及步骤备注主要教学内容：PartITeachingfocusPartIIRequirement:Bytheendofthislesson,youshouldbeabletoexplainyourideaswhenyouareinterviewd.PartIIIGroupwork:performthesituationalconversation.PartIVUsefulsentencesforbusinessenquiryagreement.PartVPractices.板书设计：PartITeachingfocus:Preparingfornegotiation2．Developingastrategy3.Gettingstarted辅助教学：ListentotapeandwatchVedio教学过程4.Buildingunderstanding5.Bargaining6.ClosingPartIIRequirementPartIIIGroupworkPartIVUsefulsentencesforbusinessenquiryagreement.PartVPractices.教学方法：采用讲授法。复习思考题：1.Howtofinishyourtaskcorrectly?2.Carryoutthesituationalconversationaboutthetopic:jobandresponsibility.参考书：1.《SettlingforMore:MasteringNegotiatingStrategiesandTechniques》byGoldmanAL.Publisher:TheBureauOf

NationalAffairs,Inc19912.《NegotiatingAndInfluencingSkills》byMcRaeB,Publisher:SagePublications,Inc19983.《国际商务谈判》，刘园主编，对外经济贸易大学出版社，1999年3月版授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter4StrategySkillsofBusinessNegotiation课时2教学目的与要求目的：Tomastercommunicatingskills,negotiatingskills,andstrategyskillsininternationalbusinessnegotiation要求：Todemonstratehowtocommunicatingskills,negotiatingskills,andstrategyskillsininternationalbusinessnegotiation.教学重点与难点重点：Sentencepatternsandconversations:Pachinganddespatch.难点：Interruptingandfinishing;acknowledgingandcommentingonpointsofview.教学过程主要内容及步骤备注主要教学内容：PartITeachingfocusPartIIMaincontens:UsefulwordsandsentencesPartIIIGroupwork:performthesituationalconversation.PartIVPractice:Watchversionandanswerthefollowingquestions.Readthevideocontent,trytounderstandthewholemeaningsandkeysentences.板书设计：PartITeachingfocus:1.Communicatingskillsofinternationalbusinessnegotiation辅助教学：ListentotapeandwatchVedio教学过程2.NegotiatingskillsofinternationalbusinessnegotiationPartIIMaincontens:UsefulwordsandsentencesFeatureaboutthecompanyBusinessscopeofthecompanyPartIIIGroupworkPartIVPractice教学方法：采用讲授法。复习思考题：1.Howtomasteryourknowledgemorecompletely?2.Preparetheconverstionperformanceinnextclass.参考书：1.《GettingToYes:NegotiatingAgreementWithoutGivingIn》byRogerBruceM.Patton,WilliamL.Ury,andRogerFisher,Publisher:HoughtonMifflinHarcourt.2.《InternationalBusinessEnvironmentsandOperations》影印版，JohnD.Daniels,LeoH.Radebough著，中国人民大学出版社。授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter4StrategySkillsofBusinessNegotiation课时2教学目的与要求目的：Tomastercommunicatingskills,negotiatingskills,andstrategyskillsininternationalbusinessnegotiation要求：Todemonstratehowtocommunicatingskills,negotiatingskills,andstrategyskillsininternationalbusinessnegotiation.教学重点与难点重点：Negotiatingskillsofinternationalbusinessnegotiation难点：Strategyskillsindifferentstages.教学过程主要内容及步骤备注主要教学内容：PartITeachingfocusPartIIMaincontens:1.Communicatingskillsofinternationalbusinessnegotiation2.Negotiatingskillsofinternationalbusinessnegotiation3.StrategyskillsindifferentstagesStep1PreparingfornegotiationStep2DevelopingastrategyStep3OpeningofnegotiationStep4BuildingunderstandingStep5BargainingProcess板书设计：PartITeachingfocus:a.Sentencepatterns:Companypresentation辅助教学：ListentotapeandwatchVedio教学过程b.Patterndrillsc.Conversations:PachinganddespatchPartIIMaincontens:StrategyskillsindifferentstagesStep1PreparingfornegotiationStep2DevelopingastrategyStep3OpeningofnegotiationStep4BuildingunderstandingStep5BargainingProcess教学方法：采用讲授法与讨论法复习思考题：Preparetheconverstionperformance.参考书：1.《InternationalBusinessEnvironmentsandOperations》影印版，JohnD.Daniels,LeoH.Radebough著，中国人民大学出版社。2.《BusinessCommunicationEssentials》影印版,CounlandL.Borwer,JohnV.Thill,BarbaraE.Schatzman著，中国人民大学出版社。3.《NegotiatingSkillsForBusiness》byChristopherEM,Publisher:KoganPageLtd1996授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter5BusinessPriceNegotiation课时2教学目的与要求目的：Toshowtheimportanceoffocusingonessentials,andemployingactivelisteningtechniques.要求：Requirestudentstomasterprofessionalknowledgeandusethemcomprehensively.教学重点与难点重点：Sentencepatternsandconversations:Marketaccess.难点：Askingdifferentkindsofquestionsandclarifyingwhatotherssay.教学过程主要内容及步骤备注主要教学内容：PartITeachingfocusPartIIUsefulphrasesaboutproductpresentation.PartIIIExercises:Workingroupsanddiscussthesituation,mastertherelevantinformationandcommunicationskillsinthisconversation.PartIVGroupwork:performthesituationalconversation.板书设计：PartITeachingfocus:1.Factorsinfluencingbusinessprice2.Dealwithrelationshipsinbusinessprice3.Pricenegotiationininternationaltrade辅助教学：ListentotapeandwatchVedio教学过程PartIIUsefulphrasesaboutproductpresentation.PartIIIExercises.Workingroupsanddiscussthesituation.PartIVGroupworkPartVWordsandsentencegames.(inpairs)教学方法：采用讲授法与演示法复习思考题：1.Howtocarryoutyourconversationsuccessfully?2.Whatshouldyounoticewhenyouareconductingyourbusinessnegotiation?参考书：1.《TheScienceandArtofCollaborativeDecisionMaking》霍华德主编，东北财经大学出版社2.《国际谈判—国际商务谈判的策划与运作》杰弗里编著，经济科学出版社3.《国际商务》（英文第二版）查尔斯·希尔著，中国人民大学出版社。授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter5BusinessPriceNegotiation课时2教学目的与要求目的：Toshowtheimportanceoffocusingonessentials,andemployingactivelisteningtechniques.要求：Requirestudentstomasterprofessionalknowledgeandusethemcomprehensively.教学重点与难点重点：I.FactorsinfluencingbusinesspriceII.Dealwithrelationshipsinbusinessprice难点：Pricenegotiationininternationaltrade教学过程主要内容及步骤备注主要教学内容：PartITeachingfocusPartIIUsefulphrasesaboutproductpresentation.PartIIIExercises:Workingroupsanddiscussthesituation,mastertherelevantinformationandcommunicationskillsinthisconversation.PartIVCasestudy板书设计：PartITeachingfocus:I.FactorsinfluencingbusinesspriceII.DealwithrelationshipsinbusinesspriceIII.Pricenegotiationininternationaltrade辅助教学：ListentotapeandwatchVedio教学过程PartIIUsefulphrasesaboutproductpresentation.PartIIIExercises.Workingroupsanddiscussthesituation.PartIVGroupworkPartVWordsandsentencegames.(inpairs)教学方法：采用讲授法。复习思考题：1.Howtocarryoutyournegotiationsuccessfully?2.Whatshouldyounoticewhenyouareconductingyourproductpresentation?参考书：1.《TheScienceandArtofCollaborativeDecisionMaking》霍华德主编，东北财经大学出版社2.《国际谈判—国际商务谈判的策划与运作》杰弗里编著，经济科学出版社3.《InternationalContracts》byShippeyKC,上海外语教育出版社,2000授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter6HowtoSuccessfullyGettheTarget课时2教学目的与要求目的：focusonmasteringinternationalbusinessnegotiationskillsofsuccessfullygettingyourgarget.要求：Requirestudentstomasterprofessionalknowledgeandusethemcomprehensively.教学重点与难点重点：Sentencepatternsandconversations:agencybusiness.难点：Watchversionandanswerquestionsonthetopic教学过程主要内容及步骤备注主要教学内容：PartITeachingfocusPartIIMaincontens:Listentotapeaboutthetopic:productpresentiation,andanswerfollowingquestions.Watchversionandanswerquestionsonthetopic:HowtoSuccessfullyGettheTargetWorkingroupsanddiscussabouttheconversation.Meetingpractice:workingroupsandperformthefollowingmoment.板书设计：PartITeachingfocus:辅助教学：ListentotapeandwatchVedio教学过程1.Keepingtothepoint2.GetyourtargetPartIIMaincontens:1.Listentotapeaboutthetopic:productpresentiation,andanswerfollowingquestions.2.Watchversionandanswerquestionsonthetopic:HowtoSuccessfullyGettheTarget3.Workingroupsanddiscussabouttheconversation.4.Meetingpractice:workingroupsandperformthefollowingmoment.教学方法：采用讲授法与讨论法参考书：1.《谈判分析》瑞法主编，东北财经大学出版社2.《Negotiation》JeanMHiltropandSheilaUdall著，中国人民大学出版社，PrenticeHallPublishiongCo.1997年版3.《InternationalNegotiating》（JefferyEdmundCurry著，上海外语教育出版社，2000年版授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter6HowtoSuccessfullyGettheTarget课时2教学目的与要求目的：focusonmasteringinternationalbusinessnegotiationskillsofsuccessfullygettingyourgarget.要求：Requirestudentstomasterprofessionalknowledgeandusethemcomprehensively.教学重点与难点重点：Keepingtothepoint.难点：Getyourtarget.教学过程主要内容及步骤备注主要教学内容：PartITeachingfocusPartIIMaincontens:LanguagefocusPartIIIGroupwork:performthesituationalconversation.PartIVActualexamples:ConversationoneConversationtwo板书设计：PartITeachingfocus:Sentencepatterns:Businesstravelb.Patterndrillsc.Conversations:agencybusinessPartIIMaincontens:LanguagefocusPartIIIGroupwork辅助教学：ListentotapeandwatchVedio教学过程PartIVActualexamples:ConversationoneConversationtwoComparethetwoconversationsandperform.教学方法：采用讲授法。复习思考题：1.Howtomakeyouragencybusinessnegotiationsuccessful?2.Masterthelanguagefocusandprepareconversationsonthetopicinnextclass.参考书：1.《OxfordbusinessEnglishskills》[英]JeremyComort主编，牛津大学出版社2.《InternationalEconomicnegotiations:ModelsVersusReality》VictorKremenyuk编著,Iitors.EdwarElgarPub.c2000授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter7Cross-cultureBusinessNegotiation课时2教学目的与要求目的：TomastertheusefulexpressionstotalkaboutthetopiconCross-cultureInternationalBusinessNegotiation要求：Trainthestudents’abilitytounderstandthemainideaandgraspimportantdetailsofatext.教学重点与难点重点：Conductaseriesoflisteningandspeakingactivitiesrelatedtothethemeofthisuint.难点：Cultivatethestudents’abilitytoexpressanddefendtheiropinionsinissuesrelatedtowhattheyheard.教学过程主要内容及步骤备注主要教学内容：PartITeachingfocusPartIIExercises:Watchversionandanswerthefollowingquestions.Listentothetapeandanswerthefollowingquestions.Situationalconversationpractice.PartIIIFinishthelisteningandspeakingtasks.PartIVGroupwork:performthesituationalconversation.板书设计：PartITeachingfocus:1.Fourtypesofcultures辅助教学：ListentotapeandwatchVedio教学过程2.Theculturedifferencesarethemajorbarrierstocross-culturenegotiations3.Adoptingcultures-specificstrategiesPartIIMaincontens:1.Keypoint2.Difficultpoints3.Additionalknowledge4.Sentenceexplanationsandusefulsentences.PartIIIGroupwork教学方法：采用讲授法。复习思考题：1.Thinkaboutinformationaboutacrisismentionedinthetape?参考书：1.《谈判分析》瑞法主编，东北财经大学出版社2.《OxfordbusinessEnglishskills》[英]JeremyComort主编，牛津大学出版社授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter7Cross-cultureBusinessNegotiation课时2教学目的与要求目的：TomastertheusefulexpressionstotalkaboutthetopiconCross-cultureInternationalBusinessNegotiation要求：Trainthestudents’abilitytounderstandthemainideaandgraspimportantdetailsofatext.教学重点与难点重点：Theculturedifferencesarethemajorbarrierstocross-culturenegotiations难点：Adoptingcultures-specificstrategies.教学过程主要内容及步骤备注主要教学内容：PartITeachingfocusPartIIMaincontens:1.Workinpairsandcarryoutthefollowingconversation.2.Sentenceexplanationsandusefulsentences.3.Sentencepractice.PartIIIGroupwork:performthesituationalconversation.PartIVWordsandsentencegame(inpairs)板书设计：PartITeachingfocus:Sentencepatterns:b.Patterndrillsc.Conversations:辅助教学：ListentotapeandwatchVedio教学过程PartIIMaincontens:1.Fourtypesofcultures2.Theculturedifferencesarethemajorbarrierstocross-culturenegotiations3.Adoptingcultures-specificstrategiesPartIIIGroupworkPartIVWordsandsentencegame教学方法：采用讲授法。复习思考题：1.Masterinformationandprofessionalknowledgeinthesentenceandconversationpractice.参考书：1.《谈判分析》瑞法主编，东北财经大学出版社2.《OxfordbusinessEnglishskills》[英]JeremyComort主编，牛津大学出版社授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter8HowtoEffectivelyConductNegotiation课时2教学目的与要求目的：Toidentifysentencesonbusinesstalking,andorganizeconversationonnegotiatingcharteringbusinesswithforeignbusinessmen.要求：Requirestudentstomasterprofessionalknowledgeandfreelyusethem.教学重点与难点重点：Sentencepatternsandconversations:chartering.难点：Tosummarizeandclarifythemainpoints;closethemeeting.教学过程主要内容及步骤备注主要教学内容：PartITeachingfocusPartIIMaincontens:Watchversionandanswerthefollowingquestions.PartIIIGroupwork:performthesituationalconversation.PartIVWorkinpairsandperformthisactualbusinessmeeting.板书设计：PartITeachingfocus:Sentencepatterns:AtthemeetingPatterndrillsConversations:CharteringPartIIMaincontens辅助教学：ListentotapeandwatchVedio教学过程1.Summarizing,clarifyingandclosing2.Makeyourviewscount3.ControlthedirectionofinternationalbusinessnegotiationPartIIIGroupwork:performthesituationalconversation.PartIVWorkinpairsandperformthisactualbusinessmeeting.教学方法：采用讲授法与演示法复习思考题：1.Howtomakecharteringbusinesstalkingsuccessful?2.Notethelanguagefocusandpreparefornextclass.参考书：1.《Theessentialsofnegotiation》HarvardBusinessSchoolPress2.《国际谈判-分析、方法和问题》维克托主编，华夏出版社授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter8HowtoEffectivelyConductNegotiation课时2教学目的与要求目的：Toidentifysentencesonbusinesstalking,andorganizeconversationonnegotiatingcharteringbusinesswithforeignbusinessmen.要求：Requirestudentstomasterprofessionalknowledgeandfreelyusethem.教学重点与难点重点：Makeyourviewscount难点：Controlthedirectionofinternationalbusinessnegotiation教学过程主要内容及步骤备注主要教学内容：PartITeachingfocusPartIIMaincontens:Writingofcharteringagreements.Languagefocus:keywordsandnewwords.PartIIIGroupwork:performthesituationalconversation.PartIVSentenceexplanations.PartVSkilltraining:Agreementexample.板书设计：PartITeachingfocus:Sentencepatterns:PatterndrillsConversations:PartIIMaincontens辅助教学：ListentotapeandwatchVedio教学过程1.Summarizing,clarifyingandclosing2.Makeyourviewscount3.ControlthedirectionofinternationalbusinessnegotiationPartIIISkilltraining:Agreementexample教学方法：采用讲授法。复习思考题：Howtoeffectivelyconductthebusinessnegotiation?参考书：1.《Theessentialsofnegotiation》HarvardBusinessSchoolPress2.《国际谈判-分析、方法和问题》维克托主编，华夏3.《Negotiation》byRoyJ.Lewicki,BruceBarry,DavidM.SaundersandJohnW.Minton,Publisher:McGrawHillHigherEducation,2003出版社4.《InternationalBusinessEnvironmentsandOperations》影印版，JohnD.Daniels,LeoH.Radebough著，中国人民大学出版社。授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapte9Practic1ofNegotiatingSceneries课时2教学目的与要求目的：Bywatchingnegotiationsceneriesandcarryingouttalkonthem,studentsshouldtrytomasterprofessionalknowledgeandbasicskillsofinternationalbusinessnegotiation.要求：Requirestudentstomasterbasicsituationandprinciplestepandprocessofasuccessfulnegotiation.教学重点与难点重点：Whyarewehere?Preparingtheground难点：Howtosettheagendaeffectivelyinnegotiation?教学过程主要内容及步骤备注主要教学内容：PartITeachingfocus:Topic1Whyarewehere?Topic2PreparingthegroundTopic3SettingtheagendaPartIIReleventknowledge:Checklist—whatmakesagoodnegotiation?Preparation：Havetheparticipantsbeeninformedof:date,place,time,agenda,objectives,specificpreparation,documentation,specificroles?Procedure：Hastheprocedurebeenagreed?Arethetimelimitsclear？Roles：辅助教学：ListentotapeandwatchVedio教学过程Aretherolesclearlyunderstood?Chairperson；Minute-taker；ParticipantsCommunication：Doalltheparticipantsgetachancetocontribute?Isthereacleardirectiontothemeeting?Isthereapositiveatmosphere?Isthereaclearoutcometothemeeting?教学方法：采用小组讨论法复习思考题：(1)Whydoesthechairmanfailtoorganizethenegotiationsuccessfully?(2)What’sthekeyfactorofasuccessfulbusinessnegotiation?(3)What’stheprocedureofthebusinessnegotiation?(4)Canyoufindthekeyclueinthesesceneries?参考资料：1.OxfordBusinessEnglishVideo:EffectiveNegotiating,Oxford2.OxfordBusinessEnglishVideo:SuccessfulMeeting,Oxford授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapte9Practic2，3ofNegotiatingSceneries课时2教学目的与要求目的：Bywatchingnegotiationsceneriesandcarryingouttalkonthem,studentsshouldtrytomasterprofessionalknowledgeandbasicskillsofinternationalbusinessnegotiation.要求：Requirestudentstomasterhowtosuccessfullyopenandclosenegotiation.教学重点与难点重点：Topic1Wherearewegoing?Topic2Wheredowestart?难点：Keepingtothepointandtrytomakeyourviewscount教学过程主要内容及步骤备注主要教学内容：PartITeachingfocus:Topic1Wherearewegoing?Topic2Wheredowestart?Topic3KeepingtothepointTopic4YourviewscountPartIIReleventknowledge:1.Meetingspractice—Writeamemorandum_______Memorandum________From________________(A)To_________________(B)__________________(C)__________________(D)Subject:marketdropproblemsolutionIamlookingforwardtoourfirstmeetingthis辅助教学：ListentotapeandwatchVedio教学过程Fridayat10:00.Ihaveputtogetheraprovisionalagendaforthemeetingsothatyouwhattoexpect.2.Agenda:(1)Objectives:solvethemarketdrop(2)Solutions:(3)Majorroles:(Andrew,Alison)3.Languagefocus–Interrupting,commentingandresuming教学方法：采用小组讨论法复习思考题：(1)Whydothesetwopeoplefailtoaccepttheirnegotiatingcounterpartytoaccepttheirproposal?(2)Howcanyousuccessfullyopenandclosethebusinessnegotiation?(3)What’stheskillofthegoodopeningofbusinessnegotiation?(4)Canyoufindthekeyclueinthesesceneries?参考资料：1.OxfordBusinessEnglishVideo:EffectiveNegotiating,Oxford2.OxfordBusinessEnglishVideo:SuccessfulMeeting,Oxford授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapte9Practic4ofNegotiatingSceneries课时2教学目的与要求目的：Bywatchingnegotiationsceneriesandcarryingouttalkonthem,studentsshouldtrytomasterprofessionalknowledgeandbasicskillsofinternationalbusinessnegotiation.要求：Requirestudentstomasternegotiatingcounterparty’sexpressionandseizethesignofthesuccessofnegotiation.教学重点与难点重点：Topic1MakingandrespondingtoproposalsTopic2What’stheidea?难点：masterhowtomakedecisionsinsuitabletimeinnegtition.教学过程主要内容及步骤备注主要教学内容：PartITeachingfocus:Topic1MakingandrespondingtoproposalsTopic2What’stheidea?Topic3MakingdecisionsPartIIReleventknowledge:Languagefocus–QuestioningandclarifyingClosedquestions(ThesequestionsareseekingaYes/Noanswer.)Leadingquestions(Thesequestionsforceananswerinacertaindirection.)辅助教学：ListentotapeandwatchVedio教学过程Probingquestions(Thesequestionsareseekingfurtherinformation.)Reflectivequestions(Thesequestionssupporttheanswerer.Theyshowthatyouhavebeenlisteningandappreciatethepointwhichisbeingmade.)教学方法：采用小组讨论法复习思考题：(1)Whydothesepeoplefailtoseizethesignofthesuccessofthebusinessnegotiation?(2)What’sthekeyfactoroftryingtokeepclosetothekeypointsinnegotiaotn?(3)Canyouclearlynoteyourcounterparty’sexpressioninbusinessnegotiation?(4)Canyoufindthekeyclueinthesesceneries?参考资料：1.OxfordBusinessEnglishVideo:EffectiveNegotiating,Oxford2.OxfordBusinessEnglishVideo:SuccessfulMeeting,Oxford授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapte9Practic5,6ofNegotiatingSceneries课