教學(xué)課件·商務(wù)英語口語實(shí)訓(xùn)(下冊(cè))1

1、Unit 1 Negotiation and ContractPart One Warm-up(1) How many people are included in negotiation team? Discuss this topic with your partners in groups. Key to the Question in Warm-upGenerally speaking, a negotiation team consists of negotiating leaders(談判領(lǐng)導(dǎo)人員), technicians (技術(shù)人員), businessmen(商務(wù)人員), l

2、egal advisers (法律顧問)，accountants (財(cái)務(wù)人員,會(huì)計(jì)), and interpreter(翻譯人員). Part Two Situational DialoguesDialogue 1 draft contract 合同草案draft a contract 起草合同Please go through the draft contract and make sure everything is all right.請(qǐng)把合同草案過一遍，看有什么問題。bring up 提出以供考慮He brought up a question for discussion.他提出問題

3、討論。He brought up a subject rarely raised during the course of this campaign.他提出了一個(gè)在該運(yùn)動(dòng)進(jìn)程中很少被提及的話題。stipulate v. 規(guī)定;約定to stipulate a price規(guī)定價(jià)格the items stipulated in the contract合同中約定的條款She could have stipulated that she would pay when she collected the computer.她本可以明確要求取電腦時(shí)付款的。terms of payment 付款條件No

4、w we have settled the terms of payment.現(xiàn)在我們已經(jīng)談妥了付款條件。Our terms of payment is confirmed and irrevocable letter of credit.我們的付款條件是保兌的不可撤消的信用證。D/P= Document against Payment 付款交單We regret we cant accept payment cash against document.很抱歉，我們不能接受憑單付款辦法。Our payment term usually is to accept document against

5、 payment in 60 days, which we hope can satisfy you.我方通常的支付條件是60天付款交單，希望這令你方滿意。L/C= letter of credit 信用狀The project is being backed by a letter of credit from Lasalle Bank.這個(gè)項(xiàng)目有拉薩爾銀行的信用狀支持。The bank has made out an irrevocable letter of credit.銀行開出了不可撤銷的信用證。take up 開始；開始從事He took up writing after grad

6、uation.畢業(yè)后他開始從事寫作。to take up swimming開始學(xué)游泳He did not particularly want to take up a competitive sport. 他并沒有特別想要開始從事競技性運(yùn)動(dòng)項(xiàng)目。Part Two Situational DialoguesDialogue 2skyrocket vi.劇增; 猛漲Production has dropped while prices and unemployment have skyrocketed. 在物價(jià)和失業(yè)人數(shù)猛增的同時(shí)，生產(chǎn)卻下降了。the skyrocketing costs of

7、health care. 暴漲的醫(yī)療費(fèi)用。undertake vt. 從事；試圖We could undertake the work for the time being.我們可以暫時(shí)從事這項(xiàng)工作。She undertook the task of monitoring the elections. 她承擔(dān)了監(jiān)督選舉的任務(wù)。interest n.利息Does your current account pay interest? 你的活期存款賬戶計(jì)息嗎？The money was repaid with interest. 這筆錢是帶息償還的。commencement n.開始；生效All a

8、pplicants should be at least 16 years of age at the commencement of this course. 所有申請(qǐng)人在本課程開始時(shí)應(yīng)至少年滿16歲。the commencement of the financial year 財(cái)政年度的開始 carry out 執(zhí)行You must carry out my orders.你必須執(zhí)行我的命令。Three students were chosen to carry out the experiment.挑選了三名學(xué)生進(jìn)行這項(xiàng)實(shí)驗(yàn)。Part Two Situational DialoguesD

9、ialogue 3mutual adj. 共同的；相互的The East and the West can work together for their mutual benefit and progress. 東西方可以為互惠和進(jìn)步而合作。 mutual respect 相互的尊敬mutual understanding 相互的理解 mutual support aid 相互的支持 mutual aid 相互的幫助 lease v. 出租He leased his shop to a friend.他把商店租給了一個(gè)朋友。We lease all our computer equipmen

10、t. 我們所有的計(jì)算器設(shè)備都是租來的。 Parts of the building are leased out to tenants. 這棟大樓有一部份租出去了。proposal n. 提議，建議to submit/ consider/ accept/ reject a proposal 提交審議接受拒絕一項(xiàng)建議 They judged that the time was right for the proposal of new terms for the trade agreement. 他們判斷，提出貿(mào)易協(xié)議新條款的時(shí)機(jī)成熟了。 supplementary adj. 補(bǔ)充的supple

11、mentary agreement 補(bǔ)充協(xié)議；增補(bǔ)協(xié)議 supplementary contract 補(bǔ)充契約 supplementary provision 補(bǔ)充規(guī)定；追加撥款Part Three Classroom ActivitiesActivity 1One of your customers is complaining that the price of leathers is higher than some of the manufacturers, so you need to persuade him to accept your quotation and let him

12、 know the high quality of your products. Make a dialogue in pairs on the given situation.Sample dialogue (part 1)A: I must point out your price is higher than some of the quotations weve received from other sources.B: But you must take the quality into consideration. Everyone in the trade knows that

13、 Chinas leathers are of superior quality to those from other countries.A: I agree that yours are of better quality. But theres competition from synthetic products, too. We cant very well ignore that. Prices for synthetic leathers are very competitive over the years.B: Theres practically no substitut

14、e for feathers for certain uses. Thats why demand for natural feathers keeps rising in spite of cheaper synthetic ones. To be frank with you, if it were not for the long-standing relationship between us, we would hardly offer this price.Sample dialogue (part 2)A: Well, well have a lot of difficultie

15、s in persuading our clients to buy at this price. But the comforting part is Ive inspected your units, and I am very happy with them. Your goods are all far above standard quality.B: We dont sacrifice quality for quick profits. We spend a lot of money to make sure that our quality is much better.A:

16、Well, were really interested in placing an order under further negotiation. We can start the negotiations as soon as you prepared.B: Thank you very much. I believe the contract will bear fruit in no time, and I hope our continuing cooperation and further extension of our trade relations.A: Thats wha

17、t I want, too.Activity 2Your customer is not satisfied with the contract, and he wants to add one term that your should set up a mechanism of punishment so that both sides can carry on his duty rightly. Try to make a dialogue based on the given situation.Sample dialogue (part 1)Tom: I still have som

18、e questions concerning our contract.Mary: If you have any comment on these clauses, do not hesitate to make. Please!Tom: Thank you. I think we should add one term that we should set up a mechanism of punishment so that both sides can carry on his duty rightly.Mary: We are really glad to see you so c

19、onstructive in helping settle the problems as regards the signing of the contract. We completely agree with your opinion.Tom: Thank you very much.Sample dialogue (part 2)Mary: I think the negotiations on the rights and obligations of the parties under contract turned out to be very successful.Tom: Y

20、es. We have agreed on all terms in the contract. Shall we sign it next week?Mary: All right. Next Monday is OK?Tom: Yes. Its a pleasure to cooperate with you.Mary: Me too.Activity 3The customer would like to renegotiate existing agreements, so you have to call him and ask for information. Discuss th

21、is topic with your partners and then make a dialogue in pairs on the given situation.Sample dialogue (part 1)Paul: Hello, This is Paul speaking, may I speak to Alice?Alice: Hello, Paul. Im Alice. Thanks for calling. As you know, weve experienced some restructuring lately.Paul: I had heard as much. W

22、hat were the main areas of change?Alice: Well, weve become smaller. We shut down the department that put out our magazine. These days, we focus mainly on media relations.Paul: Ah, I see. So you wont be needing as much paper, then?Sample dialogue (part 2)Alice: Thats the long and short of it. I know

23、we have contracted to purchase seven boxes per week, but we really dont need that much anymore.Paul: Im between a rock and a hard place, here, Alice. Id like to help you, but weve already drawn up our plans based on those sales.Alice: Is there any way we could cut our order down a bit? We would be w

24、illing to renew our contract for another two years at the same rate per box.Paul: That just might work, but Ill have to run it by the department head.Part Five HomeworkTask 1After the two-days negotiation, you havent come to a compromise, since this deal is as important to the opposite negotiator as

25、 it is to you. Whats your plan for the following negotiation? What can you do to make a deal? Exchange your opinions with your partners about the questions and make a dialogue.Sample dialogue (part 1)A: How did the two-days negotiation go? Have you come to a compromise yet?B: Slowly and painfully.A:

26、 Why? What do you think of the opposite negotiator? Is he a hard one?B: He is. Whats more, it seems he is trying to make these negotiations fail.A: This deal is as important to them as it is to us. Why would they act like that though?B: I think they are using these tactics to try and get us tired an

27、d impatient, and then try and get the terms of the contracts more in their favor.Sample dialogue (part 2)A: Do we have any plans for tomorrow?B: We pretend to stay reasonable and level-headed as he did. Theres no way we cant achieve any compromise.A: Will it work?B: Three days is the utmost we can w

28、ait. Then we have to return and see if they are willing to be reasonable and hopefully come to a mutually beneficial agreement.A: Then I dont think our plan is reliable.B: But they didnt leave us many choices.A; Well, I personally really learned a lot from the past two days.B: Lets hope its not too

29、late to learn.A: Its never too late to learn.Task 2Your customer can not agree to the contract. They complain that the rates are too high for them to ensure profits. So they suggest that free shipping on these large orders. What can you do? Discuss it with your partners and then make a dialogue to s

30、how what and what you have discussed.Sample dialogue (part 1)June: Im not sure that we can agree to this contract. The rates are just not low enough for us to ensure profitability on our end.Peter: Well, as always we are open to further negotiation. We want this to work as much as you do. How can we

31、 make it worth your while?June: You could start by not charging us for shipping on these large orders.Peter: Free shipping on such large orders is a bit much, dont you think? Those moving men dont work for free.Sample dialogue (part 2)June: I realize that, but we cant keep buying from you at your cu

32、rrent rates. Somethings gotta give.Peter: Well, what if we offered you a discount on shipping? We can meet you halfway.June: Thats a step in the right direction, at least. If you can agree to a 50% rate cut on shipping costs, we can talk about signing this contract.Peter: Ill have our lawyers draft

33、a new version of the agreement and get back to you later this week.Task 3Translate the following sentences from Chinese into English.Key to the CE Exercises（1）I made a thorough study of the draft contract this morning.（2）Your draft contract says that payment is to be made by D/P.（3）We agree to diffe

34、rent packing for the bus base.（4）Well revise the contract tomorrow, and have it ready to be signed tomorrow evening at 8. Hows that?（5）But in a long run, the quality and efficiency of the machines are more important.Key to the CE Exercises（6）You can pay for the coal cutter with the coal produced by

35、the cutter.（7）Youll buy from us three sets of coal cutters at the unit price of US $ 5 million.（8）But we must remind you of your definite responsibilities for technical assistance, the performance of the machines and finally a smooth start-up.（9）We are still not satisfied with Item 4 in your propose

36、d agreement and I hope we can spend some time on it and see what we can do for our mutual benefits.（10）We talked about the guarantee period and we agreed that we would further discuss the period, but now you still insist on two years.Task 4Translate the following sentences from English into ChineseK

37、ey to the EC Exercises（1）草案規(guī)定所有的機(jī)器零件都必須用塑料箱包裝。（2）我們希望通過美國的一家銀行以信用證的方式付款。（3）但在一些小地方還希望能得到你的幫助。（4）今天我們請(qǐng)您來是想探討一下從貴方進(jìn)口挖煤機(jī)的事情。（5）我們的機(jī)器完全是物有所值的。Key to the EC Exercises（6）您想進(jìn)行全部補(bǔ)償貿(mào)易還是部分補(bǔ)償貿(mào)易？（7）我們將從購買之日起三年內(nèi)付清款項(xiàng)。（8）根據(jù)本協(xié)議，所提供的設(shè)備將得到兩年的質(zhì)量保證，保證期限從設(shè)備安裝完成之日算起，設(shè)備安裝后的試運(yùn)行階段包括在內(nèi)。（9）因?yàn)樵诿绹覀兺ǔ５淖龇ㄊ侵唤o客戶提供兩年的質(zhì)量保證期。（10）要我們提

38、供更長的保證期很難，不過，超過保證期后，我可以給你們優(yōu)惠的維修服務(wù)。Task 5Complete the sentences based on what you have learnedKey to Task 5（1）Can we take up the points one by one?（2）Its better than the coal cutters we just purchased from other countries.（3）Which do your prefer, buyback or counter purchase ?（4）On the basis of the cu

39、tters production capacity and the current price of coal, it will take about two years to complete the payment.（5）Its our hope that youll meet our requirements of shipment for all the coal you sell to us.Key to Task 5（6）We will surely act in accordance with our agreement.（7）I hope you understand that

40、 this proposed agreement is based on our letter of intent signed last year when I came to China for this project.（8）I am sorry, Ms. Lu. I dont mean that I want to insist on that. But the manufacturer is unwilling to give us a guarantee period of more than two years.（9）We will charge you only 80 perc

41、ent of the regular service charge for the maintenance service after the guarantee period.（10）Ill put the suggestion into the agreement as a supplementary item for your signature.Thanks for Your Attention!Unit 2 AdvertisingPart One Warm-up(1) Whats the function of advertisements? Discuss this topic w

42、ith your partners in groups. Key to the Question in Warm-up1)For ConsumerFirstly, advertisements could help consumers understand feature/main function of product, for example Wanglaoji ad shows the product “Afraid lit drink Wanglaoji （怕上火喝王老吉）” clearly;Secondly, advertisements also help consumers fa

43、miliar with brand image of the advertiser, as we familiar with Mercedes-Benz ads; Thirdly, advertisements help consumers build up style of consumption which just as what Colgate tooth toothpaste does; Finally, advertisements help consumers have better understanding on trends of consumption which lik

44、e BYD Hybrid advertisements done.Advertisements can educate consumer relevant knowledge2)For AdvertiserOn the other hand, advertisement is good friend to advertiser. Advertisements deliver product information to customer, depends on how, where and when that company want to; Advertisements develop in

45、terest of customer to product, attract them take out money; Advertisements help advertiser to establish a strong competitive advantage by increasing brand awareness and preference; Advertisements can maintain and increase customer loyalty; Part Two Situational DialoguesDialogue 1 expenses ikspens n.

46、 費(fèi)用delivery expense 送貨費(fèi)；運(yùn)輸費(fèi)prepaid expense 預(yù)付費(fèi)用traveling expense 差旅費(fèi)；旅游消費(fèi)running expense 經(jīng)營費(fèi)用；日常費(fèi)用Hes bought a big TV at vast expense so that everyone can see properly.他花了很多錢買了臺(tái)大電視，這樣人人都可以看清楚了。work out 制定出Negotiators are due to meet later today to work out a compromise.談判者們預(yù)定在今天晚些時(shí)候會(huì)面以找到一個(gè)折中的辦法。Stud

47、ents worked out a better method of learning English.學(xué)生們找到了一種更好的學(xué)習(xí)英語的方法。in return 作為回報(bào)；作為的報(bào)酬He was motivated by love,and expected nothing in return.他是出自愛心，并不指望得到任何回報(bào)。Do something for somebody without expecting anything in return.為某人做點(diǎn)什么事情，不期望獲得任何回報(bào)。Part Two Situational DialoguesDialogue 2agency ed()n

48、s n. 公司travel agency 旅行社Advertising agency 廣告公司shipping agency船務(wù)代理；航運(yùn)公司The relief agency distributed food among the poor.救援機(jī)構(gòu)在窮人中分發(fā)食物。client klaint n. 客戶The client left his visiting card on his desk.客戶將自己的名片留在他的桌上。In this pattern, the client needs a service and makes a request for it.在這個(gè)模式中，客戶需要一個(gè)服務(wù)

49、并要為它設(shè)置一個(gè)請(qǐng)求。budget bdt n. 預(yù)算Military budget 國防預(yù)算；軍事預(yù)financial budget 財(cái)政預(yù)算national budget 國家預(yù)算The congress approved the budget.國會(huì)批準(zhǔn)了國家預(yù)算。And so if you can cut out all of that advertising budget, then you can sell the product for much cheaper.所以如果你把廣告預(yù)算都去掉，產(chǎn)品就可以賣得便宜很多。Part Two Situational DialoguesDial

50、ogue 3consultant knsltnt n. 顧問Engineering Consultant 工程顧問HR Consultant人力資源顧問Finance Consultant財(cái)務(wù)顧問She is a consultant to the government.她是政府顧問。So she contacted his consultant at once to consult with him about this.于是她立刻聯(lián)系他的顧問醫(yī)生向他請(qǐng)教怎么辦。illustration ,ilstrein n. 插圖The illustration shows Mr.John as pri

51、nce in Hamlet.這個(gè)插圖說明約翰先生在哈姆雷特一劇中扮演王子這個(gè)角色。A color illustration shows which kinds of buildings and rooms offer the best protection from radiation.一幅彩色插圖顯示了哪些種類的建筑物和房間能夠提供最好的防輻射保護(hù)。be vital to 對(duì)極其重要That public spending will be vital to ensure a strong rebound in the national economy.這項(xiàng)公共支出對(duì)能否保證全國經(jīng)濟(jì)強(qiáng)勁反彈至

52、關(guān)重要。In some countrysides, more and more people realize that online education will be vital to the success of their students.在一些農(nóng)村，越來越多的人認(rèn)識(shí)到在線教育對(duì)他們孩子的成功至關(guān)重要。Part Three Classroom ActivitiesActivity 1Your company is thinking about marketing your products in the American market, so you need to seek advi

53、ce from experts about how to launch an advertising campaign in the US. Make a dialogue in pairs on the given situation.Sample dialogue (part 1)Mr. Chang: Would you give me some expert opinion about marketing our products in the American market?Mr. Bridges: Well, there are a lot of ways to push sales

54、 in the U.S., for example, try to make you known by TV ads. Advertisement on TV costs a lot of money but in a new market, such expenses are absolutely necessary.Mr. Chang: Now, how to?Mr. Bridges: In order to guide your advertising campaigns to success, we should work out a careful plan.Sample dialo

55、gue (part 2)Mr. Chang: Could you put it in detail, Mr. Bridges?Mr. Bridges: The first thing is what media we should choose and when we should place advertising in the media. Very often in a campaign, two or more media are used together. The purpose of our advertising is to draw American customers in

56、terests and keep hold of their attention, so that they may do something in return.Mr. Chang: What media do you recommend then?Mr. Bridges: I recommend television. Its much more effective if youre willing to pay a little more money.Activity 2Advertising plays a very important role in our life, but fe

57、w of us know how it comes out. Do you know? Discuss this topic with your partners and then report what you have discussed.Sample dialogue (part 1)A: Mr. Smith, You are the expert. Could you tell us something about the advertising?B: Sure. Perhaps first I should introduce the structure of advertising

58、 agency. There are three main sections in an advertising agency: the media department, the design department and the client service department.A: How do they function?B: The media department advises and plans which newspapers, magazines or television stations a client should use. It also buys the sp

59、ace or TV time for the client. The design department, from its name you know, designs advertisements. Here youll find the copywriters and artists who actually create the ads. This is the most important section of our agency, I suppose.Sample dialogue (part 2)A: Then, how about the client service dep

60、artment?B: Well, They contact the clients directly. Their job is to ensure that the ads convey the right message to the right people within budget. A: Oh, I see. There is a lot of work to be done before making an advertisement.B: Certainly. Once they know what to achieve, who the advertisement is ta