Unit 5 Business Negotiation（课件）《商务英语》同步教学

Unit 5 Business Negotiation 【Learning Objectives】 After finishing this unit, students should know some useful expressions used in negotiating. know some techniques in negotiation. know how to draft a contract. Warm-up Work in pairs. If you are going to take a negotiation to sell your products, what preparations should you make? Tick the ones you think necessary. ( ) 1. Prepare an agenda for the negotiation. ( ) 2. Try to get to know more about the buyer. ( ) 3. Obtain relevant information on the target market. ( ) 4. Do market research. √ √ √ √ ( ) 5. Get to know the buyer’s real interest in the product. ( ) 6. Make counter-proposals. ( ) 7. Know your bottom line of the price. ( ) 8. Know on what terms you can make some concessions. √ √ √ √ Listening & Speaking Task 1: Listen to the dialogue and decide if the following statements are True (T) or False (F). New Words and Expressions chinaware n. 陶瓷器 make out 开出；写出 considerate adj. 考虑周到的 catalogue n. 目录；目录册 respect n. 方面 quotation n. 报价 take sth into consideration 考虑某事物 to be frank 坦白地说 come to terms 妥协；和解 exceptionally adv. 特殊地；例外地 ( ) 1. Mr. Blank wanted to purchase chinaware from Ms. Smith’s company. ( ) 2. Ms. Smith thought the price offered by Mr. Blank was much higher than that of the other suppliers. ( ) 3. Ms. Smith wanted to make the deal at a 10% discount. ( ) 4. Mr. Black gave a 5% discount to Ms. Smith. ( ) 5. Finally, they made the deal at 8% discount. ( ) 6. In negotiation, sometimes both parties need to make some concessions to make the deal possible. T F F F T T Task 2: Listen to the following dialogue and complete it with the missing information. New Words and Expressions get down to sth 开始；着手 terms of payment 付款方式 L/C (l