Unit1-10谈判口语市公开课一等奖省赛课微课金奖课件

Q1:Whatismarketresearch?Whyisitimportanttomakemarketresearchbeforeyounegotiatewithanewcustomer?Q2:Howtocarryoutmarketresearch?Whatissuesyouneedtoconsiderwhenyouareperformingmarketresearch?Q3:Whatarethemaincontentsofcreditinvestigations?Throughwhatchannelswecanobtainthenecessaryinformation?Q4:Whatistheimportanceofknowingrelatedbusinessculturesorcustomsbeforenegotiating?

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SimulationUnit1MakingBusinessInvestigation1/32Drill1.

A:Iwentoverthesalesfiguresinthemarketresearch.Itseemsthere’sonlyoneconclusion…B:What’sthat?A:Itseemsthismarketissensitivetoprice.B:So,weshouldstartatalowintroductoryprice?A:Ithinkthatwouldbeagoodidea.Priceisanimportantvariableinourmarket,sowecanuseittobuildourcustomerbase.Wecanbringthepriceupafterourcustomerbaseisconsolidated.

Notes:“wentover”这里指“通读，浏览”；“marketresearch”这里能够翻译为“市场调查”。与之意思大致相同表示还有“marketsurvey”；“introductoryprice”可译作“推广价”；“variable”这里用作名词，意为“变量”。DrillsDrills

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A:FromwhatI’veread,thetrendofeatingoutinsteadofathomecontinuestoincreaseeveryyear.B:You’reright.Thatbusinesswouldprobablybeamoneymakerifyou’reintherightlocation.A:Doyoureallythinkso？B:Yes.Haveyoudoneanyresearchonlocationorwhichkindoffastfoodismorepopular?A:Ihavedonesome,butIneedmoreinformationbeforeImakeafinaldecision.B:Thereareprofessionalsyoucangotoforhelp.

Notes:“moneymaker”这里指挣钱工具或路径。能够翻译为“摇钱书”或“印钞机”之类表示；“professionals”这里指“专业人员”，所以“gotoprofessionalsforhelp”意思是“向专业人员求援”。ModuleOneNegotiationPreparing

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3/32Drill3.

A:Areyouusinganyofourcompany’sproductsatpresent?B:Yes,Iamusingyourcompany’slaptop.A:Good.Thenwhatdoyouthinkaboutit?B:Well,generallyspeaking,it’snotbad.A:Wouldyoupleasebemorespecific?B:Thecolourandthedesignaregood.ButIthinkthereisstillroomforimprovementinperformance.Notes:“laptop”指“手提电脑”。又称“便携式电脑”或“膝上电脑”；“bemorespecific”指“（说得）更详细一些”。ModuleOneNegotiationPreparing

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4/32Drill4.

A:Wejustknowlittleaboutyourcompany.Doyoumindtellingusyourregularbanksothatwecouldgetacquaintedwithyourcompany?B:Noproblem.OurregularbankisBankofCanada.Youwon’tmeetanydifficultyinobtainingtheinformationyouinquirefor.A:Reallygladtohearthat,andthatwillexpediteourfuturetrade.B:Er.Inreturn,canyoufurnishuswithyourreferencebank?A:Yes,ofcourse.OurreferencebankisBankofChina,GuangzhouBranch.Wefeelsurethatthebankwillsupplyyouwithanyinformationyouneed.B:Thanks.Hopeeverythinggoeswellasourexpectations.A:Itwillbe.Wewishtocooperatewithyouassoonaspossible.Unit1MakingBusinessInvestigationModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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5/32Notes:“knowlittle”这里表示否定意思，意为“知之甚少”；“regularbank”这里能够翻译为“往来银行”，与之意思大致相同表示还有“referencebank”（译为“参考银行”）。二者都是指业务往来较多，可提供相关资料银行；“getacquaintedwithsb.”表示“了解或熟悉某人”；“inreturn”这里指“作为交换”；“furnishsb.with…”，表示“向某人提供……”,使用方法与“supplysb.with…”同。Unit1MakingBusinessInvestigationModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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6/32Drill5.A:CanyoupleasetellmesomethingaboutABCcompany？Wearegoingtonegotiatewiththemaboutanexportcontract.B:Asfarasweknow,theexecutivesofthecompanyareveryinexperiencedinthebusiness.A:Really?B:Yes.SoIadviseyoutobecautiousindealingwiththem.A:Asthisisthecase,Ithinkitisadvisableforustorefrainfromhavingrelationswiththatcompany.B:Whattodoisuptoyou.A:Ofcourse.Thankyou,anyway.Unit1MakingBusinessInvestigationModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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7/32Notes:第二句“Asfarasweknow”和第五句“Asthisisthecase”可分别译为“据我们所知”和“既然情况是这么”。这两个表示在谈判口语中用得很多，往往用来引出一个自己将要陈说事实和将要做出决定；“executives”是指“管理人员”；“refrainfromdoingsth.”是个固定表示，指“防止做某事”；“uptosb.”也是个固定表示，表示“由某人负责，由某人决定”之意。Unit1MakingBusinessInvestigationModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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8/32Drill6.

A:OurbosswasangrywithJasoninthemeeting,youknow,theKoreansalesrepresentative.B:Whywasthat?Whathappened?A:WhenourbossaskedhimwhetherArticleNo.F15soldwellinthenortheastmarket,Jaconsaid“yes”.Asamatteroffact,ourbossknewthatthisproductwasnotatallcompetitive.B:Whatanembarrassingcase!Youknow,whenaKoreansays“yes”,hesimplymeans“Iunderstandyourquestions”.A:Ohyeah?B:IthinkyourbossshouldlearnsomerelatedKoreanculturebeforeattendingthemeeting.A:Yes,Iagreewithyou.ModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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9/32Notes:“competitive”是指“（价格、品质等）经得起竞争，有竞争力”意思。所以“wasnotatallcompetitive”指在市场上一点竞争力都没有；“embarrassing”指“尴尬，令人困窘为难”。ModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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10/32Drill7.

A:WhatgiftsshouldItaketothehostwhenIgotodinnerathishouse?B:Butit’sunnecessarytodothat.A:Why,wecouldn’tgotothereempty-handed,couldwe?Iwouldn’tfeelright.B:Perhapsthat’syourChinesecustom.Well,ifyoureallywanttogivethehostapresent,whynotgivesomethingChinese?A:That’sagoodidea.Notes:“feelright”在这里意思是说“以为自在”。所以这一句能够翻译为“我会以为不好意思”。Unit1MakingBusinessInvestigationModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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11/32Drill8.

A:IthoughtatfirstthattheAmericanandtheBritisharealmostalike.AndIalsotrustedaBritishgentlemanIgotalongwellwithonthetelephoneuntil…B:Untilwhen?A:UntilItraveledtoLondontomeetface-to-facewithhimtosignacontract.Therewassomethingthatdidn’tseemright.B:Whathappenedthen?A:ThroughoutthepresentationnoneoftheBritish,noteventhemanIhaddevelopedaphonerelationshipwith,wouldlookatusintheeye.Itwasliketheywerehidingsomething.B:Youhavetounderstandthis,myfriend.WhereasAmericansbelievethatlookingatsomeonedirectlyintheeyeduringnegotiationsindicateshonestyandsincerity,theBritishbelievesuchagesturetobeamarkofrudeness.Unit1MakingBusinessInvestigationModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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12/32A:Iunderstanditnow.IguessIshouldn’thavetakenitso

personally.Notes:“thought”是“think”过去时，很多时候用到它时都是指一个以后被证实是不正确想法，所以往往翻译成汉字“原认为”，这么，这里“Ithoughtatfirst”就能够翻译为“开始我认为”；“Igotalongwellwithonthetelephone”这里作定语修饰“aBritishgentleman”，整句可译为“一个我经过电话建立了良好关系英国人”；“Therewassomethingthatdidn’tseemright.”意思是“好像有点什么不对劲”；“hide”这里指“隐瞒”；在一个复合句中，假如“whereas”放在主句句首，就有“然而，反之”之意，假如放在从句句首则能够了解为“在….时侯(从句)，……却会(主句),”。比如，本操演中这句话就应该译为“在美国人认为…….时侯，英国人却以为…….”；最终一个词“personally”原意为“亲自地、个人地”，在这里能够译为“主观地、自认为是地”。Unit1MakingBusinessInvestigationModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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13/321．贵国市场情况怎样？Howisthemarketsituationinyourcountry?2．您认为我们产品在国际市场上有足够竞争力吗？Doyouthinkourproductsarecompetitiveenoughinaninternationalmarket?3．你们在国外也有工厂吗？Doyouhaveoverseasplantsaswell？4．我们最新型号产品销售情况怎样？Howhasourlatestmodelbeenaccepted？5．这家企业有口皆碑，很可靠。Thiscompanyiswell-establishedandreliable.6．据我们所知，他们非常可靠，但对其财务情况我们不甚了解。Asfarasweknow,theyaresoundenough,butwehavenocertainknowledgeoftheirtruefinancialposition.

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14/327．该被调查企业在商界享受很高声望，他们总能很及时地推行其义务。Thefirmunderinquiryenjoysahighreputationinthebusinesscirclesfortheirpunctualityinfulfillingobligations.8．他们被定为A1级企业。你们可放心地与之交易，没有什么风险。TheyareratedasA1company.Youcandealfreelywithlittlerisk.9．很抱歉，我无意中犯忌了。在我国，人们经常问这么问题。IamverysorryIhaveunconsciouslyviolatedthetaboo.Inmyculture,peopleasksuchquestionsallthetime.10．有时我们需要时间适应文化上差异方便顺利地达成交易。Sometimeweneedtimetobridgetheculturalgapsothatwecanconcludetransactionssmoothly.

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15/321.(Davidisdoingamarketresearchforanewbusiness)David:Excuseme.I’mdoingamarketsurveyforanewbusiness.I’dliketoaskyouafewquestionsifyoudon’tmind.Interviewee:That’sfine,askanyway.David:Thisbusinesswillbe“fastfood”,sothequestionswillberelatedtothat.Interviewee:OK.Goahead.David:Whichofthemajorfastfoodhamburgersdoyouprefer?Interviewee:IlikeBurgerKing.Ithinkyougetmoreforyourmoney.David:Whichsoftdrinkdoyouprefer,CocaColaorPepsiproducts?Interviewee:I’dratherhaveaPepsi.David:Wouldthatpreferencebeadecidingfactorin

whichplaceyouchoose?Unit1MakingBusinessInvestigationModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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Simulation16/32Interviewee:Notusually.David:Areyouconcernedaboutthefatcontentofthefood?Interviewee:I’mnot,butIknowmysisteris.David:Doyouknowwhy?Interviewee:I’mnotsure.Maybeitisbecausesheisalady.David:Thankyouforyourcooperation.Interviewee:Youarewelcome.

Notes:1．“askanyway”这里意思是“怎么问都行”，所以可译为“随便问”。2．“berelatedto”意为“与……相关”3．这里意思是“（在汉堡王这个地方，）你钱能够买到更多东西”，也就是说这里东西更廉价。4．“softdrink”可直译为“软饮料”，指不含酒精饮料。5．整句意思是：这个偏爱是不是您选择餐馆决定性原因呢？

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Simulation17/322.(Mr.HuangismakingaCreditInvestigationwiththehelpofMr.Chen,aclerkfromBankofChina,ShanghaiBranch)Mr.Chen:Goodmorning,thisisConsultantDepartmentofBankofChina,ShanghaiBranch.WhatcanIdoforyou?Mr.Huang:Well,wehavegotanewpartnerinabigtransaction,andplannedtosignacontractattheendofthismonth.SoI’dliketoknowmoreaboutthatcompany.Mr.Chen:Youmeanyouwantustomakeastatusinquiry?Mr.Huang:Yes,Iwanttogetthecreditinformationaboutourcooperativepartner.Mr.Chen:OK.I’llseewhatIcandoforyou.

Mr.Huang:Willmakingacreditinvestigationbedifficult？Unit1MakingBusinessInvestigationModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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Simulation18/32Mr.Chen:No，it’snotcomplicated,theonlythingforyoutodoistofillinaformandsignit.Mr.Huang:Andthen?

Mr.Chen:Thenwewillsendittoourbranchofficeoragent

inCanadabythefastestway.Theywilldoasyourrequest,

thensendthereportback.Ofcourseitisdoneina

confidentialway,andwehopeyouwillkeepitconfidential.Mr.Huang:Yes,ofcoursewewill.Well,whataboutthe

servicefee?Mr.Chen:Forourlong-termclientswechargeonlydirect

feesliketelephoneorfaxfee.Mr.Huang:Thankyou,Mr.Chen.(aweeklater)Unit1MakingBusinessInvestigationModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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Simulation19/32Mr.Huang:Hello,Mr.Chen.IstherethestatusreportaboutPacificTradingCo.?Mr.Chen:Yes.Wehavejustcompletedourinquiriesconcerningthefirmmentionedinyourtrustform.Mr.Huang:Anytroubles?Mr.Chen:No,thisisafavorablereply.It’saprivatefirmandenjoysgoodreputationinitsarea.Asthecreditreportshows,it’salwayspunctualtomeetits

commitments.Itseemstobesafetodobusinesswiththem.Mr.Huang:Great.Nowwecannegotiatewiththemwithassurance.Mr.Chen:Besides,accordingtothereport,thetechniqueofthiscompanyisamongthebestintheworld.Mr.Huang:Thankyouforyourinformation.Unit1MakingBusinessInvestigationModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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Simulation20/32Notes:1．“statusinquiry”这里能够翻译为“信用情况咨询”。与之意思大致相同表示还“creditinvestigation”，译作“资信调查”。2．“complicated”是指程序上复杂或难以了解，而“difficult”是指完成难度；3．“Anthen?”可译为“然后呢？”。这个表示在口语中往往用来引导跟进性问题。4．“confidential”意思是“秘密，保密”。5．“concerning”这里用作介词，意为“关于，相关”6．“trustform”这里可译为“委托表”7．“meetitscommitments”这里可了解为“信守承诺，推行诺言”Unit1MakingBusinessInvestigationModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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Thereareseveralrolesdesignedforyouhere.Pleaseact

themoutinpairsorgroupaccordingtothefollowingsituationalinformation.Youareadvisedtousesomeofthedrillsandexpressionsyouhavelearnedinthisunit,themorethebetter.SituationalInformation:

Mr.ParkerworksasamanageroftheSales

Departmentfor

AAALightIndustryImportandExportCorporationinAmerica.Rightnowthecorporationisexpendingitsimporttrade.Mr.Parkerhimselfisfirmlybehindtheidea.Unit1MakingBusinessInvestigationModuleOneNegotiationPreparing第一章商务调查Role1.Role

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4.22/32He

believesthatthefutureoftheircorporationdependslargelyuponitsdevelopingtradewiththeThirdWorld,especially,China.Asamatteroffact,heisplanninganegotiationwithGuangzhouForeignTradeDevelopmentCompany(GFTD)aboutanimportcontractofman’sshirts.Beforenegotiating,hewouldliketodosomemarketresearchinAmericaandmakeacreditinvestigationaboutGFTDthroughBankofChina,GuangzhouBranch.Unit1MakingBusinessInvestigationModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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4.23/32TheresearchisrelatedtoMan’sshirt.Role1.SupposeyouareMr.Parker.YouaregoingtodoSomemarketresearchinAmerica.TrytocompletethefollowingdialoguewithsomeofthedrillsandexpressionsinpartIIandIII.TheChineseinthebracketsareforyourreferenceonly.Mr.Parker:Excuseme.(我想做一个市场调查).Doyoumindmyaskingyousomequestions?Interviewee:No,Idon’tmind.Askanyway.Mr.Parker:（调查是关于男士衬衣）,sothequestionswillbeaboutthat.Interviewee:OK.Noproblem.Unit1MakingBusinessInvestigationModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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_24/32Mr.Parker:(在主要男士衬衣牌子里，您最喜欢哪一个？)Interviewee:Idon’tcareofthebrand.WhatIcareisthemaximumcomfortofcloths.Mr.Parker:

（您最喜欢哪一个材料），cottonorsilkorfiber(纤维)?Interviewee:I’dratherhavecotton.Mr.Parker:

(这个偏爱是不是您选择衬衣决定性原因呢？)Interviewee:Almost.Mr.Parker:

(您在不在意产品价格或者原产地(origin)呢？)

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Whichofthemajorman’sshirtbrandsdoyou

prefer?Whichmaterialdoyouprefer?

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Areyouconcernedaboutthepriceororiginoftheproduct?

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Wouldthatpreferencebeadecidingfactorinwhichshirtyouchoose?

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25/32Interviewee:Abouttheprice,yes.Youknow,everybodywantstogetmoreforhismoney.Astotheorigin,Idon’tthinkitmatters.Mr.Parker:Doyoumind“madeinChina”?Interviewee:Ofcoursenot.Youknow,Chinaisfamousforitstextiles.Mr.Parker:(谢谢合作).Interviewee:Youarewelcome.Unit1MakingBusinessInvestigationModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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4.Thankyouforyourcooperation._

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26/32Role2.SupposeyouareMr.Parker.YouaregoingtomakeacreditinvestigationthroughBankofChina,GuangzhouBranch.Trytocompletethefollowingdialogueaccordingtothecontexts.BankClerk:Goodmorning,thisisConsultantDepartmentOf

BankofChina,GuangzhouBranch.AnythingIcandoforyou?Mr.Parker:

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Yes,weareplanningtonegotiatewithGuangzhouForeignTradeDevelopmentCompany(GFTD)aboutanimportcontractofman’sshirts.CanyoupleasetellmesomethingaboutGFTD？.

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27/32BankClerk:YoumeanyouwantustomakeacreditinvestigationaboutGFTDCompany?Mr.Parker:Yes,Iwanttogetthecreditinformationaboutourcooperativepartner.BankClerk:Wecancarryouttheinvestigationforyou.Butwehopeyouwillkeeptheinformationconfidential.Mr.Parker:.BankClerk:Ok.Nowwouldyoupleasefillinthisformandsignit?Mr.Parker:BankClerk:Yes.Youdon’tneedtodoanythingelseexceptwaitfortheresults.Waitaminuteplease.Unit1MakingBusinessInvestigationModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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28/32Ok,Ithinkwe’vegotthecreditreportnow.Mr.Parker:BankClerk:No,thisisafavorablereply.ThecompanyenjoysgoodreputationinChina.Asthecreditreportshows,thiscompanyiswell-establishedandreliable.It’salwayspunctualtomeetitscommitments.Mr.Parker:Great.Thankyouforyourinformation.BankClerk:Youarewelcome.Wishyouasuccessfultransaction.Unit1MakingBusinessInvestigationModuleOneNegotiationPreparing第一章商务调查Leading-inQuestionsDrills

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4.Anytroubles?/Anyproblem?/Anythingwrong?_

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