Chapter 3 商务谈判.ppt

1、Chapter 3 Receiving Foreign Businessmen, Language Skills 1. Adopting Softened Words 2. Adopting Passive Voice Business Etiquette 1. Business Table Manners (Dining Etiquette ) 2. Western Table Manners 3. Chinese Table Manners,Language Skills,1. Adopting Softened Words（采用缓和的话语 P.30） People can use sof

2、tened words to express indirectly and inoffensively. The usual expressions are: Im afraid We would say It seems to me We would suggest Exercise Modifying the following sentences with the above skills: 1. We can not agree to your counter-offer. (还盘，还价) I am afraid its difficult for us to agree to you

3、r counter-offer. 2. Our textile products are the best on European markets. We might say that our textile products are the best on European markets.,Language Skills,2. Adopting Passive Voice（采用被动语态 P.30） A passive voice is often vague by way of the omission of the agent. So it seems more polite when

4、the speaker thinks the opponent gets wrong in some regards. For example: A very careless mistake was made here. For the past three years, no order has been placed from us. Exercise 1. Obviously, you made a very careless mistake here. A very careless mistake was made here. 2. For the past two weeks,

5、you did not make any delivery to us. For the past two weeks, no delivery has been made to us. 3. It is unwise of you to have refused that. I would say it is unwise of you to have refused that.,Business Etiquette,Text Invitation to a Business Dinner (Module 1) 1. Business Table Manners (Dining Etique

6、tte ) 1.1 What are Table Manners? 1.2 What are Good Table Manners? 2. Western Table Manners (Dining Etiquette) 2.1 Table Layout 2.2 Sitting Arrangements 2.3 Eating Etiquette 3. Chinese Table Manners (Dining Etiquette) 3.1 Sitting Arrangements 3.2 Eating Etiquette 3.3 Major Schools of Chinese Food,In

7、vitation to a Business Dinner,Listen to Module 1 “Invitation to a Dinner” on P.31 Interpretation of Module 1: P：I really do not deserve your kindness. （looking at the 9th line of text on P.31 ） 我真不敢当。 What is difference between “Cheers” and “Bottom Up” in toast? “Bottom Up” means “all finished” or “

8、drank away”. “Cheers” just means not necessarily all drinking.,1. Business Table Manners (Dining Etiquette),1.1 What are Table Manners? Table manners are the rules of etiquette used while eating, which may also include the appropriate use of utensils. Different cultures observe different rules for t

9、able manners. 1.2 What are Good Table Manners? Please watching the video of “Bad Table Manners” Whats the Problem?,2. Western Table Manners (Dining Etiquette),2.1 Table Layout How to Layout table? Please watching “How to layout Western Dining table”,Western food etiquette,Do you know your salad fork

10、 from your fish fork? The general rule of thumb is to use the flatware starting at the outside and working your way in toward the plate. Soup and salad utensils would be used early in the meal.,2.2 Sitting Arrangements,How to Arrange the Order of Seats? Principle in Business: The Host sits on the se

11、at at central part along the table or the seat faced to the door. Hostess or Vice-host sits opposite the Host. Distinguished people sit on right side of the Host. For example,2.3 Eating Manners,Please watching “One minute western dining etiquette”,Various Rules and Suggestions of Eating Manners,Sit

12、up straight on your chair; Do not put much food in your mouth at a time; Drink only when there is no food in your mouth; Try not to get into your mouth anything that will have to be taken out; Do not make any noise when you are eating; Do not clean your teeth at the table or anywhere in public, eith

13、er with your finger or a tooth pick, not even with you tongue.,3. Chinese Table Manners (Dining Etiquette),3.1 Sitting Arrangements Different Sitting Arrangements in Politics and Business 3.2 Eating Etiquette Etiquette of Using Chopsticks 3.3 Major Schools of Chinese Food (P.39),3.1 Sitting Arrangem

14、ents,3.1.1 Different Sitting Arrangements In Politics: the distinguished people sit on the left side of the Chairman or Host. In Business: the distinguished people sit on the right side of the Host. 3.1.2 Styles of Sitting Arrangements next,3.2 Eating Etiquette,Using Chopsticks Must Avoid the Follow

15、ing: 1. Licking Chopsticks; 2. Perplexing Chopsticks; 3. Shifting Chopsticks; 4. Twisting Chopsticks; 5. Inserting Chopsticks; 6. Digging with Chopsticks; 7. Cross-Chopsticks; 8. Changing Use of Chopsticks;,3.3 Major Schools of Chinese Food (P.39),1. Northern School Beijing School: including Beijing, Shandong, Tianjing and Henan cooking. It is also called “Jinag Cai” in Chinese. 2. Sichuan School It is also called “Chuan Cai” in Chinese, characterized by being “spicy and hot”. 3. Jiang Zhe Sc