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1、Teachers ManualChapter 14Chapter 14Instructional OverviewCommunicative Skills and Functionsl More ESP on negotiating export-import deals (CIF, commission)l Some ESP on shipping (freight forwarder)l Make a comparison involving three or more items (“newest customer”)l Narrate events in the past (regul
2、ar forms)l Ask for a raise in salaryGrammar introducedl Superlativel Irregular adjective forms (more, much, most, little, less, least)l Simple past - regular formsStory for Chapter 14From Rio, Jimmy Andoh calls Paula Zimmer in New York State. He wants to give her an update on the paper deal pending
3、with the Green Day Paper and Pulp Company. The two parties (Apple Falls Mill and Green Day Paper and Pulp) are in basic agreement about the deal points, with only a few details remaining, including the issues of insurance and freight costs. Meanwhile, in Zurich, Steffi Einstein builds up her courage
4、 to ask Claire Thompson for a raise in her salary.PreviewTranscript of Audio TextWelcome to Chapter 14. In the last chapter, Tony Martino called Apple Falls Mill CFO Gary Lane, to tell him the good news about the credit line. Later that day, Tony and Peter Schmidt successfully opened the meeting for
5、 the education campaign on identity theft. Paula really wants to close the deal with the Green Day Paper and Pulp Company, and she needs Jimmys help. Finally, she gets the call from Brazil. Its good news: Most of the deal terms are firm, but there are still a few open issuesfor example, the final nu
6、mbers for insurance and freight. Jimmy and Paula must work out those details soon. Meanwhile, in the Zurich headquarters of UGB, Steffi Einstein is walking back and forth, back and forth. Shes very nervous because today Steffi is going to ask Claire for a raise. Steffi wants a big increase in her sa
7、lary. Will Claire say yes?As you listen, think about the following questions.1. What happens when a person “closes a deal”?2. Why does an exporter or importer need insurance? What kinds of things can go wrong?3. What is a “raise”?4. When asking for a raise, what should one say?1. What happens when a
8、 person “closes a deal”?Closing a deal means finalizing the details or negotiations in a potential business transaction.2. Why does an exporter or importer need insurance? What kinds of things can go wrong?“Insurance policies” can be purchased for such diverse risks as non-payment by the buyer, curr
9、ency problems, loss or damage of goods, and foreign government intervention. 3. What is a “raise”?A raise is an increase in salary.4. When asking for a raise, what should one say?Every situation will be different, but there are some guidelines for how to ask for a raise or promotion. First, an emplo
10、yee should try to understand what the industry or company standards are for his or her job. Second, the employee should prepare documentation for the achievements and skills he or she has, as support. Finally, the employee should go into the meeting very confident. Listen Up!Part One In RioGo over t
11、he keywords with the class before playing the audio text.Keywordsprogress pr3gr5s n. 進展earliest possible time 尽可能早的时间I cant complain. 我还不错, 无忧无虑Were almost there. 我们很快就谈好了。firm f-m adj. 堅決的credit is tight 信用很紧缩in exchange, 作为。的交换negotiate (a price) v. phrase协商价格yup j9p adv. 是的 (yes的變體)pro forma invo
12、ice 形式發票,估價發票 (供進口商據以申請進口證或外匯用的)numbers n9mb0 n. (发票的)數字 Transcript of Audio TextAt 10 oclock in the morning, Jimmy Andoh called Paula Zimmer in New York and talked to her about the quote from Green Day Paper and Pulp. Jimmy was happy with the progress, but Paula wanted to close this deal at the ear
13、liest possible time.Paula: Paula Zimmer.Jimmy: Paula? This is Jimmy. Hows everything at the mill?Paula: I cant complain. So, do you have some good news for me? I really want to close this so we can get more pulp.Jimmy: Were almost there. Heres the situation. I talked with Anna yesterday. Paula, Gree
14、n Day didnt accept the 90-day L/C and didnt accept a three-year contract. Anna Costa was very firm on these points. For one reason, credit is really tight in Brazil right now. Also, she doesnt know youyoure a new customer. Actually, youll be her newest customer.Paula: Hmmm. OK. This isnt the greates
15、t news.Jimmy: But, wait. In exchange, Anna will give you a lower price. We negotiated $620 per ton, FOB Vitria, L/C at sight. What do you think?Paula: Leaving Brazil May first?Jimmy: Yup. Remember, thats FOB. Ive discussed freight and insurance costs with the freight forwarder. And, of course, my commission is one-point-five percent.Paula: I cant forget that, can I?Jimmy: So . . . are you OK with those terms?Paula: Yes, yes, I am. Send me the pro forma invoice with the CIF numbers, so I can have everyt
