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1、经贸英语经贸英语 一个人拥有健康，美貌，诚信，机敏，才学，金钱，荣誉，7个背囊，渡船开始时风平浪静，可是不久就刮起了大风，船夫说要扔掉一个背囊，你会扔掉那个背囊呢？最后你要扔掉哪一个？为什么呢?说说你的理由。 经经 贸贸 英英 语语 ENGLISH FOR CAREERSENGLISH FOR CAREERS Unit 3Unit 3 Business NegotiationBusiness Negotiation 新职业英语新职业英语 经贸英语经贸英语 一个人拥有健康，美貌，诚信，机敏，才学，金钱，荣誉，7个背囊，渡船开始时风平浪静，可是不久就刮起了大风，船夫说要扔掉一个背囊，你会扔掉那个背
2、囊呢？最后你要扔掉哪一个？为什么呢?说说你的理由。 Warming-up Reading A Listening 4 1 2 3 Reading B5 Writing6 Project7 Vocabulary and Structure Unit 3 Business Negotiation 10 8 Speaking 经贸英语经贸英语 一个人拥有健康，美貌，诚信，机敏，才学，金钱，荣誉，7个背囊，渡船开始时风平浪静，可是不久就刮起了大风，船夫说要扔掉一个背囊，你会扔掉那个背囊呢？最后你要扔掉哪一个？为什么呢?说说你的理由。 Unit 3 Business Negotiation Task 1
3、 The following jeans picture is a sample for whole sales advertised in China Daily. Discuss with your partner what you will enquire of the seller when you plan to import them. A price list Specification Samples Shipment Quantity Terms of payment 经贸英语经贸英语 一个人拥有健康，美貌，诚信，机敏，才学，金钱，荣誉，7个背囊，渡船开始时风平浪静，可是不久
4、就刮起了大风，船夫说要扔掉一个背囊，你会扔掉那个背囊呢？最后你要扔掉哪一个？为什么呢?说说你的理由。 Unit 3 Business Negotiation Task 2 Discuss with your classmates to find out what steps might be taken to reach a deal on importing the jeans above. Then, fill in the following boxes and explain why. Reading an advertisement for jeans Sending a quota
5、tion of the jeans and samples Confirming what they have agreed Asking for detailed information of the jeans Negotiating about what they differ in 经贸英语经贸英语 一个人拥有健康，美貌，诚信，机敏，才学，金钱，荣誉，7个背囊，渡船开始时风平浪静，可是不久就刮起了大风，船夫说要扔掉一个背囊，你会扔掉那个背囊呢？最后你要扔掉哪一个？为什么呢?说说你的理由。 Reading A Text Task 1 Task 2 Task 3 Task 4 Backgr
6、ound Information Unit 3 Business Negotiation 经贸英语经贸英语 一个人拥有健康，美貌，诚信，机敏，才学，金钱，荣誉，7个背囊，渡船开始时风平浪静，可是不久就刮起了大风，船夫说要扔掉一个背囊，你会扔掉那个背囊呢？最后你要扔掉哪一个？为什么呢?说说你的理由。 Reading A Background Information As a key part in international trade, business negotiation refers to the process in which a seller and a buyer negoti
7、ate the terms and conditions on trading specified products, and finally reach an agreement. It can be done orally or in writing. Normally, it comes when the company finishes its business background check on its potential business partner. The general procedure of business negotiation is enquiry, off
8、er, counter-offer, and acceptance. But it should be noted that in practice not all business negotiations go through the four phases. Unit 3 Business Negotiation Back 经贸英语经贸英语 一个人拥有健康，美貌，诚信，机敏，才学，金钱，荣誉，7个背囊，渡船开始时风平浪静，可是不久就刮起了大风，船夫说要扔掉一个背囊，你会扔掉那个背囊呢？最后你要扔掉哪一个？为什么呢?说说你的理由。 Reading A Unit 3 Business Neg
9、otiation Task 1 Before reading the passage, see how much you know about the business negotiation by answering the following questions. 1. Have you ever heard of the general steps in business negotiations? If so, list them in time order; if not, guess what they are. Suggested Answers 2. What do we ne
10、ed to pay close attention to in business negotiations? Suggested Answers Back 经贸英语经贸英语 一个人拥有健康，美貌，诚信，机敏，才学，金钱，荣誉，7个背囊，渡船开始时风平浪静，可是不久就刮起了大风，船夫说要扔掉一个背囊，你会扔掉那个背囊呢？最后你要扔掉哪一个？为什么呢?说说你的理由。 Suggested Answers Ive heard a little bit about the steps of business negotiations in Chinese. And after discussing wi
11、th Tom, we finally nail down our version of the general steps in business negotiations. The first step is to ask general information about a product. I remember it is called “enquiry”; next is to give a reply to the so-called “enquiry”, which is mainly on the products price; the third step is called
12、 “counter-offer”; and the last one is to reach an agreement which means one party finally accepts the others conditions and terms. Back 经贸英语经贸英语 一个人拥有健康，美貌，诚信，机敏，才学，金钱，荣誉，7个背囊，渡船开始时风平浪静，可是不久就刮起了大风，船夫说要扔掉一个背囊，你会扔掉那个背囊呢？最后你要扔掉哪一个？为什么呢?说说你的理由。 Suggested Answers We think all the four steps are very impo
13、rtant. For example, if you are a buyer and want to make an enquiry about the product you are interested in, you should state clearly the name and specifications of the product in the letter. And if you want to buy a lot, youd better tell the seller to quote you the best price. For the seller, he sho
14、uld reply the enquiry as soon as possible. When quoting the price, he is strongly recommended to make it clear that the price might fluctuate, especially in a turbulent market. When receiving the sellers offer or quotation, you might find it impossible to accept. Dont reject it rudely or give no rep
15、ly because he might be your future business partner. When drafting a counter-offer, you should give good reasons for the part you disagree with and your new suggestions. As to the last step, “acceptance”, youd better restate what you have agreed on to make sure there is no misunderstanding about it.
16、 It is much helpful, especially after several rounds of exchanges between you and the seller. Back 经贸英语经贸英语 一个人拥有健康，美貌，诚信，机敏，才学，金钱，荣誉，7个背囊，渡船开始时风平浪静，可是不久就刮起了大风，船夫说要扔掉一个背囊，你会扔掉那个背囊呢？最后你要扔掉哪一个？为什么呢?说说你的理由。 General Steps in Business Negotiations Generally speaking, business negotiations involve four steps: enquiry, offer, counter-offer and acceptance.
