新视野商务英语综合教程3-U2电子教案

教案

课程名称：_______________________________________

课时：________________________________________

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任课教师：_______________________________________

教材：一《新视野商务英语综合教程3（第二版）》_

Unit2Negotiations

UnitOverview（单元概览）

Bystudyingthisunit,youareexpectedto:

•learnsomepersonalandteamnegotiationstyles;

•knowhowtodealwithnegotiatorsfromdifferentculturalbackground;

•makegooduseofhome/guestcourtadvantagesinnegotiations.

Lead-in（主题导入）

•AskthestudentstorecaDtheirpersonalexperienceswhennegotiatingwithothers

andthinkofsomeinappropriateactionsinnegotiations.

•Askthestudentstoworkinpairsandticktheinappropriateitemsandgivethe

reasons.

•Selectsomerepresentativestopresenttheiropinions.

ReadingA（精读课文）

Task1

•Askthestudentstothinkofsomestrategiesorstylesinpairs.

•Askthestudentstoproposesomecountermeasurestocorrespondwiththeir

counterparts9strategiesorstyles.

•AskthestudentstoreadReadingAandsummarizethestrategiesorstyles

mentionedinthetext.

Task3

•Askthestudentstofindinformationinthetextwhichsupportsorgoesagainst

eachstatementinthetask.

•Askthestudentstocorrecttheincorrectstatementswiththeii**ownwords.

Activity1

〔TeachingTips

•Dividethewholeclassinto2groups,andtheneachgroupinto4—5

smallergroups.

•AskeachbiggergrouptosurftheInternetorchecksomereferencesabout

personalorteamnegotiationstyles.

•Thenaskeachsmallergrouptofocusononestyleonlyandlookfor

informationaboutitscharacteristicsandexamples.

•Asktherepresentativeofeachgrouptopresentthen,findingstotheclass.

ReadingB（泛读课文）

Task1

•Askthestudentstobrainstormsomeexarrplesofmisunderstandingcausedby

cultuialdiflerences.

•AskthestudentstobrainstormsomeDosandDon'tsincommunicatingwith

peoplefromdifferentculturalbackground.

BackgroundInformation

LetterofIntroduction:astatement,oftenbyathirdparty,inletterformthatbriefly

profilesacompanywithaneyetowarddoingbusinesstogether.Whenwrittenbya

thirdparty,itwilltakeontheformofarecommendation.Somesocietieswillnot

considerdoingbusinesswithforeignfirmswithoutthesubmittalofaLetterof

Introduction.

Activity2

SuggestedAnswers

•TheUnitedStates:

TheUnitedStatesisthelargesteconomyintheworld.TheU.S.hasthe

hardestcurrencyintheworldand,likeitornot,almostallofcountries

measurethemselvesagainstan“American“yardstick.

Truetohistory,Americansbelieveinwinningwarsbyacceptingafewlost

battles.U.S.negotiatorsareextremelynimbleandcanchangestrategyand

tacticsduringaten-minutebreak.You'dbetterbeabletorespondinkind.

Theyarethepractitionersoftheoriginalcowboymentality,andan

Americancorrpanywillusuallysenditsnegotiatorsintothefieldwithan

unusualamountofauthority.Theyoftenassumethatcounterpartshave

similarauthority.Individualisticbynature,theycanalsobegoodteam

players.

•TheUnitedKingdom:

TheU.K.hasbeenatopplayerininternationaltradeanditiscertainlyits

firstgtobalpractitioner.That'sthereasonforitsstandoffishapproachtothe

EuropeanUnionanditssingle-currencypolicy.

Beingoldhandsatinternationalbusiness,plusthattheirhistoryof

negotiationgoesbackcenturies,thedepthoftheirknowledgeiswithout

conparisoaSo,you'dbetterarriveintheU.K.thoroughlypreparedand

equippedwithnumerousoptions.Don'tatterrpttolearnhowthingswork

“atthetable”,oryourBritishcounterpartwill“handyouyourhead^^.

Presentationsshouldbedetafled,withaminimumofhyperbole.TheBritish

haveseeneverything""underthesun“andthere'snothingnewthere,soget

toyourpoint.Theclasssystemisstillverymuchaliveandproper

connectionswillmakeadifferenceforlong-termprojects.Government

agenciesandindustrialassociationsaregoodstartingpointsforsmall-and

medium-sizedeals.

Listening（听力练习）

Task1

•Askthestudentstobrainstormtheirpreviousexperiencesofpurchasingcertain

products,andtothinkofwhattechniquestheyadoptedtonegotiateaboutthe

prices.

•Askthestudentstolistentotherecordingonceandtrytodecidewhetherthe

statementsaretrueorfalse.

•Inthesecondlistening,askthestudentstocorrectthefalsestatements,aswellas

topaymoreattentiontothefigures.

•Checktheanswerswiththewholeclass.

•Inthethirdlistening,askthestudentstoimitatethebargainingprocess,including

exchangingoffers,givingcounteroflersbeforereachinganagreement.

•Askstudentstodotheoralexerciseinpairs.Makesuretheydisplaythen,cards

onthenegotiationtableonebyonetopropeltheii'negotiation.

Task2

•Writedownthephrase"paymentgraceperiod,,ontheboardandaskthestudents

toguessitsmeaning.

•Askthestudentstoreadthefivestatementsfirstandmarkoutsomephrasesor

expressionsthattheyfinddifficulttounderstand.

•Sparethemsometimetocheckthosephrasesorexpressionsinadictionary

beforethelistening.

•Playtherecordingtwiceforthestudentstogetenoughinformationtotickthe

choices.Thenchecktheanswersandexplainthosephrasesandexpressionsfor

them.

Task3

•Askthestudentstoreadthesettingaswellastheshortpassagebeforelistening

andanticq)atetheanswerstosomeblanks.

•Playtherecordingtwiceforthestudentstogetinformationtocompletethe

passage.

•Checktheanswersandthenaskthemtodiscussthequestionsthatfollowed.Ask

themtodistinguishbetweendailysmalltalksandsmalltalksinbusiness

environment.

•Askthestudentstobrainstormsomeunpleasantexperienceswhenexchanging

smalltalks,eitherindaflycontextsorinbusinessones.

CommunicationProject（商务沟通）

Task3

•Iftimepermits,askthestudentstorole-playsomescenesconcerningabouteach

partycarryingouttheircourtadvantagesupontheircounterpart.

•Haveaclassvoteforthebestperformance.

Activity3

〔TeachingTips

•Dividethestudentsintosmallergroups.

•AskthestudentstoprepareaPPTdisplay,andifpossible,toextractsome

videoclips,ortoembedintothen**presentationsomerole-playstomakeit

vividandimpressive.

Writing（商务写作）

Task1

•AskthestudentstobrainstorminpairsaboutsomeDosandDon'tsconcerning

thenegotiationswiththeGermans;askthemtolistthemoutonapieceofpaper

withoutrefeningbacktoReadingB.

•AskthestudentstochecktheiranswersagainstthosementionedinReadingB.

•Askthestudentstoreviewthehome/guestcourtadvantagesaswellasstrategies

mentionedinCommunicationProject.

•AskthestudentstoputthemselvesinZachary'sshoesandtothinkofsome

countermeasuresinresponsetoJackWilliams'invitation.

Task2

•Dividethestudentsintogroinsandaskthemtothinkofsomepossibleexcusesto

declinetheinvitation.

•Askthestudentstothinkabouthowtheycoulddelivertherefusalinapoliteand

reasonablemanner.

•Askthestudentstoconsiderwhatplacescoukipossiblyserveasneutralizedones

wherebothpartiescouldmeetandnegotiate.

•Askthestudentstothinkofreasonstojustifythechoiceofthisthirdplace,and

thinkoftheadvantagesitmaybringorthestrategiestheycouldadopttomake

gooduseofthisneutralizedplace.

MoralReflections（补充教学资源）

UnitOverview

中国加入世贸之路

China勺PathtoWTO

ThestoryofChinainglobaltradestartedlongbefore.In1978,Chinastartedits

reformandopening-up,developingclosertieswiththerestoftheworld.In1986,

ChinaofficiallyappliedforadmissiontotheGeneralAgreementonTariffs（GATT）,

theWTO'spredecessor（前身）.Afterward,Chinastartedtheardtioiis（艰苦的）

negotiationsthatlastedfor15years.

In1995,GATTtransformedintotheWTOwithChinaobtainingobserverstatus.

By2001,Chinaconcludednegotiationswithawiderangeofnationsandregions.In

December2001,Chinaofficiallybecameamemberoftheglobaltradebody.

Doingbusinessmaybeanarduoustask,involvingroundsofnegotiations.

CanyousummarizesomekeymomentsofChina9spathtoWTOfromtheabove

material?Shareyouranswerswithyourpartner.

MoralReflections

ChineseEconomicKeywords

知识密集型服务贸易

knowledge-intensiveservicestrade

Chinastradeinknowledge-intensiveservicesinthefirst11monthsof2021

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