Week 4.(job satisfaction)ppt.ppt

1、Business English,商务英语,Week Four,Plan for Week 4 I. Reading: Is There a Place for Time in Corporate Utopia? (40 min) II. Listening (50min.) III. Negotiation (70min.),Starting up:,Questions: 1. What would motivate you work harder in a company? 2. What fringe benefits do your company provide? What else

2、 do you want from your company? Discussion time: 10 min.,Herzberges motivational hygienetheory,Motivation factors : responsibility, achievement, recognition, challenging work, advancement in the organization Hygiene factors: physical working conditions, salary, benefits, company policy, and technica

3、l quality of supervision,Herzberges motivational model,Words to learn,Para. 14 Utopia Masseurs按摩 Single out挑出 Content满足 Subsidize Gourmet美食 Ergonomic能发挥工作着最大效能的 Whisk off突然匆匆走开,Para. 5 9 Bonus额外津贴 Vex使人忧虑 Sever中止，结束 Daunting使胆怯 Stay put留在原处 Bounty慷慨大方,Read the first four paragraphs and find out the

4、fringe benefits companies offer.,Doctors Dentists Onsite childcare Masseurs Subsidized housekeepers Ready-cooked gourmet meals Haircuts Free Viagra,Cut-price sushi Free ergonomic chairs Money for adopting a child Swimming pool Fitness center Guitar lesson Garden allotments,Break,Expressions in diffe

5、rent stages of negotiation,1. Conversation Im sure/confident we can reach agreement. (optimistic) I am sure theres room for negotiation. We have a lot to discuss. Lets see how we get on. (cautious),Expressions in different stages of negotiation,2. Presenting your position This is our position. This

6、is how we see it. We think the following is reasonable/appropriate. Our approach is this.,Expressions in different stages of negotiation,3. Questioning the others position How do you explain your attitude? justify? account for? arrive at Why do you want ? Why such a high charge? long delivery period

7、? low discount?,Expressions in different stages of negotiation,4. Refusing to accept Im sorry, I cant accept 2%. Youll have to do better than that, Im afraid. Im afraid its not enough. Other firms offer more than 2%. I cant go below that price. Im sorry but thats unacceptable,Expressions in differen

8、t stages of negotiation,5. Refusing to move Im afraid I cant agree to that. increase the rate. lower the price shorten delivery. Weve done our best for you. We have to maintain a policy. I have my instructions.,Expressions in different stages of negotiation,6. Suggesting a compromise May I make a su

9、ggestion? If you then we may be able to We may be able to but only if you Unless youthere is no question of our being able to,Expressions in different stages of negotiation,7. Reaching Agreement Lets just go through the terms. Lets summarize the conditions.,Conversation (1) Im sure/confident we can

10、reach agreement. (optimistic) I am sure theres room for negotiation. We have a lot to discuss. Lets see how we get on. (cautious),Presenting your position(2) This is our position. This is how we see it. We think the following is reasonable/appropriate. Our approach is this.,Questioning the others po

11、sition(3) How do you explain your attitude? Why do you want ? Why such a high charge? long delivery period? low discount?,Refusing to accept(4) Im sorry, I cant accept 2%. Youll have to do better than that, Im afraid. Im afraid its not enough. Other firms offer more than 2%. I cant go below that pri

12、ce.,Refusing to move(5) Im sorry. I cant agree to that (increase the rate, lower the price.) Weve done our best for you. I have my instructions. I,Suggesting a compromise(6) My I make a suggestion? If you then we may be able to,Reaching agreement(7) Lets just go through the terms. Lets summarize the

13、 conditions. I think that offer will be acceptable.,Some tips for negotiation,1. Find out how many points are to be negotiated 2. Dont concede without exchange. 3. Dont give what you can sell. 4. Exaggerate the value of your concessions, minimize the value of the other persons. 5. If they insist on

14、principle, expect a concession in return. 6. Dont show disrespect to the other person.,Some of the conditions need to be considered,Conditions 1. Unit price 2. Minimum quantity 3. Credit period信用期限 4. Delivery date 5. Bulk discount大量购货折扣,Examples 1. $15.00 per unit 2. At leas 10,000 units 3. 30 days

15、 after invoice开发票后30天 4. 20 June 2004 5. -2 % if over 10,000 units,Some of the conditions need to be considered,6. Penalty clause惩罚条款 7. Cancellation clause除消条款 8. Early settlement discount早日结算折扣 9. Method of payment付款方法 10. Warranty period担保期限,6. 5% for each month of delay每耽误一个月扣除5% 7. 50% charge i

16、f cancelled less than six weeks beforehand如果除消少于6周,收50%的费用 8. -2% if paid within 20 days如果在20 天内款减2% 9. irrevocable letter of credit不可撤消的信用证 10. 18 months warranty from completion,You are members of negotiating team of either Camdem Football Club and United Media. You will negotiate the following te

17、rms with what we learn: 1. Total value of the contract 2. Timing of payments Time 6 min.,Read “Negotiating Prices”,Keys to Listening A,1. be cooling 2. out of their way 3. hang on 4. marketing budget 5. breathe 6. tremendous increase 7. ski trips,8. ease 9. keep track 10. catered 11. turkey 12. spoiled 13. gymnasium 14.d