商務(wù)英語視聽說（第 4 冊）（第二版） 課件 Unit 2 Business Negotiation

Unit2

BusinessNegotiation商務(wù)英語視聽說（第4冊）（第二版）新視界商務(wù)英語系列教材PartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldWin-WinNegotiation:LearnHowtoNegotiateEffectivelyWithoutDamagingRelationships1.Watchthefollowingvideoclipandanswerthequestions.Unit2BusinessNegotiationdread/dred/v.tofeelanxiousorworriedaboutsomethingthatisgoingtohappenormayhappen害怕(TEM-4,CET-4)eg.Manypeopledreadthethoughtofhavingtogiveaspeechinfrontofalargeaudience.asset?/'?set/n.Theassetsofacompanyorapersonareallthethingsthattheyown.資產(chǎn)(TEM-4,CET-4)eg.Thecompany’sassetsincludeseveralproperties,afleetofvehicles,andvaluableintellectualpropertyrights.hardball?/'hɑ?db??l/n.Ifsomeoneplayshardball,theywilldoanythingthatisnecessarytoachieveorgetwhattheywant,evenifthisinvolvesbeingharshorunfair.果敢，果決（尤指政治手段）(TEM-4,CET-4)eg.Inthebusinessnegotiation,theywerepreparedtoplayhardballtoensuretheygotthebestdealpossible.

PartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldWin-WinNegotiation:LearnHowtoNegotiateEffectivelyWithoutDamagingRelationships1.Watchthefollowingvideoclipandanswerthequestions.Unit2BusinessNegotiation

BATNA(BestAlternativetoNegotiatedAgreement)Atermusedinnegotiationtheory,referstothemostadvantageousalternativecourseofactionapartycantakeifnegotiationsfailandanagreementcannotbereached.達(dá)成談判協(xié)議的最佳替代方案，這是談判術(shù)語，指如果談判失敗且無法達(dá)成協(xié)議，一方可以采取的最有利的替代行動方案。PartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldWin-WinNegotiation:LearnHowtoNegotiateEffectivelyWithoutDamagingRelationships1.Watchthefollowingvideoclipandanswerthequestions.Unit2BusinessNegotiation(1)Whydosomepeopledreadnegotiation?(2)Howcanpeoplenegotiateeffectively?(3)Whatisthegoalofwin-winnegotiation?

PartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldHowtoNegotiateaRaise2.Readthefollowingpassageanddiscussthequestions.Unit2BusinessNegotiationlay-off?/'le???f/n.anactofmakingpeopleunemployedbecausethereisnomoreworkleftforthemtodo（因工作不多的）解雇，裁員(TEM-4,CET-6)eg.Duetotheeconomicdownturn,thecompanyhadtoresorttolay-offstocutcosts.quantifiable?/'kw?nt?fa??b?l/adj.Somethingthatisquantifiablecanbemeasuredorcountedinascientificway.可計量的(TEM-4,CET-6)eg.Thenewsystemallowsustotrackandmeasurequantifiabledataoncustomersatisfaction,suchasresponsetimesandresolutionrates.ultimatum?/??lt?'me?t?m/

n.Anultimatumisawarningtosomeonethatunlesstheyactinaparticularway,actionwillbetakenagainstthem.最后通牒(TEM-4,CET-6)eg.Thegovernmentissuedanultimatumtotherebels,demandingtheylaydowntheirarmswithin48hoursorfacemilitaryaction.

PartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldHowtoNegotiateaRaise2.Readthefollowingpassageanddiscussthequestions.Unit2BusinessNegotiationQuestions:(1)Whyisasalaryraiseessentialtocareerdevelopment?(2)Summarizethestepstonegotiationsforaraiseinashortparagraph.(3)Designaconversationofnegotiationsforaraiseandthenconductarole-play.

PartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldConversationOneUnit2BusinessNegotiationConversationOneConversationTwoConversationThree

scale?/ske?l/v.toincreasethesizeornumberofsth增大，擴(kuò)大（規(guī)模或數(shù)量）(TEM-4,CET-4)eg.Thecompanyplanstoscaleitsoperationsbyopeningnewbranchesinseveralmajorcities.logistics?/l?'d??st?ks/

n.thepracticalorganizationthatisneededtomakeacomplicatedplansuccessfulwhenalotofpeopleandequipmentisinvolved后勤；物流；組織工作(TEM-8,CET-6)eg.Efficient

logisticsiscrucialforthesuccessoflarge-scaleevents,ensuringthatallmaterialsandpersonnelareintherightplaceattherighttime.warehouse?/'we?ha?s/?

n.abuildingwherelargequantitiesofgoodsarestored,especiallybeforetheyaresenttoshops/storestobesold倉庫；貨棧；貨倉(TEM-4,CET-6)eg.Thewarehousewasfilledtocapacitywithproductswaitingtobeshippedtovariousretailstores.PartILead-inPartIIBusinesConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldConversationOneUnit2BusinessNegotiationConversationOneConversationTwoConversationThree

SKU(StockKeepingUnit)Thesmallestunitofinventorymeasurement,whichcanbecountedinpieces,boxes,andsoon.ThetermSKUhasnowbeenextendedtomeantheuniqueproductidentifiernumber,witheachproductcorrespondingtoaspecificSKUcode.最小庫存單位，即庫存進(jìn)出計量的基本單元，可以是以件、盒等為單位。SKU現(xiàn)在已經(jīng)被引申為產(chǎn)品統(tǒng)一編號的簡稱，每種產(chǎn)品均對應(yīng)有唯一的SKU號。PartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusiness

WorldConversationOneUnit2BusinessNegotiation(1)Whatdoweknowaboutthewoman?A.She’slookingforbrandedclothingindifferentstyles.B.She’sareseller.C.Herbusinessisofalargescale.D.Shewantstostartwithmorethan1,500unitsperSKU.

(2)What’stheman’sattitudetowardsflexibleorders?A.Favorable.B.Negative.C.Uncertain.D.Shocked.(3)Whycan’tthewoman’ssidecommittoafixedschedule?A.Becausetheyneedforwardplanning.B.Becausetheyneedmoretimetodelivertheorder.C.Becausetheydon’thavealotofwarehousingspace.D.Becausetheirstocklevelishigh.ConversationOneConversationTwoConversationThree

BCCPartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldConversationTwoUnit2BusinessNegotiationConversationOneConversationTwoConversationThree

liable?/'la??b?l/

adj.legallyresponsibleforpayingthecostofsth（法律上）負(fù)有償付責(zé)任的(TEM-4,CET-4)eg.Thecompanyisliableforanydamagescausedbythedefectiveproductsitsold.concession?/k?n'se??n/n.somethingthatyouallowordo,orallowsbtohave,inordertoendanargumentortomakeasituationlessdifficult讓步；妥協(xié)(TEM-4,CET-4)eg.Duringthenegotiation,bothpartiesmadeseveralconcessionsinordertoreachanagreement.feasible?/'fi?z?b?l/adj.thatispossibleandlikelytobeachieved可行的；行得通的(TEM-4,CET-4)eg.Theproposedplanseemsfeasible,butweneedtoconductathoroughanalysistoconfirmitsviability.PartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldConversationTwoUnit2BusinessNegotiation

(1)Whatislikelytohappentotheman’scompanyiftheyofferthelowerpriceswithoutamonthlyorder?A.Theymightlosemoney.B.Theymightnotacceptmonthlyorders.C.Theymightstillofferthelowerprices.D.Theymightremainflexible.(2)Whatistrueabouttheman’ssolution?A.Theyofferanannualcontractwithoutflexibledeliveryschedule.B.Theycanonlyofferthelowerpriceswithafull-yearcontract.C.Theyallowflexibledeliveryschedulebutwithamaximumvolume.D.Theyareliableforthedifferenceinpricebetweentheordersandtheminimum.(3)Howmuchdohoodiesandzip-uptopscostintheman’sanotheroffer?A.5.75.B.5.50.C.14.75.D.14.50.ConversationOneConversationTwoConversationThree

ABDPartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldConversationThreeUnit2BusinessNegotiation

(1)Whatdoweknowaboutthewoman’sorders?A.Theminimumvolumeis500,000unitsinasix-monthperiod.B.Theordersdon’tincludehoodies.C.Thevolumeoftheorderswillbeflexible.D.Thedeliveryoftheordersneedsfourweeks.(2)Whatistrueaboutthedetailsofsizesandcolors?A.Theyhaveworkedthatout.B.Theyhaven’tsettledthat.C.Productioncostsaredifferent.D.Theyaredifficulttoagreeon.(3)Whatismostlikelytohappennextaftertheirconversation?A.Theywillhavemorediscussions.B.Theywilldrawupacontract.C.Theywillwritetheprovisionalagreement.D.Theywillbegintheorderandthedelivery.ConversationOneConversationTwoConversationThree

ABCPartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldStrikesatHelsinkiAirporttoContinueasNegotiationsStallUnit2BusinessNegotiationNewsOne

NewsTwo

stoppage?/'st?p?d?/n.Whenthereisastoppage,peoplestopworkingbecauseofadisagreementwiththeiremployers.罷工(TEM-4,CET-6)eg.Thefactoryhadtohaltproductionduetoastoppagebytheworkersoverwagedisputes.conciliator?/k?n's?l?e?t?/n.apersonwhohelpstwosidesinadisagreement,forexampleemployersandemployees,tomeetandtalkabouttheirdifferentideasinthehopeofendingthedisagreement調(diào)解人(TEM-4,CET-6)eg.Thecompanyappointedaconciliatortohelpresolvetheconflictbetweenthemanagementandthelaborunion.

PartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldStrikesatHelsinkiAirporttoContinueasNegotiationsStallUnit2BusinessNegotiationNewsOne

NewsTwo

prolonged?/pr?'l??d/adj.aprolongedeventorsituationcontinuesforalongtime,orforlongerthanexpected長期的；延長了的(TEM-4,CET-6)eg.Theprolongednegotiationsledtodelaysintheproject’scompletion,causingfrustrationamongthestakeholders.subsidiary?/s?b's?d??ri/n.acompanythatisownedorcontrolledbyanotherlargercompany子公司(TEM-4,CET-6)eg.Themultinationalcorporationhasseveralsubsidiariesoperatingindifferentcountriestoexpanditsmarketreach.

PartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldUnit2BusinessNegotiationNewsOne

NewsTwo

HelsinkiAirportTheairportofHelsinki,whichisthecapitalaswellastheprincipal,andmostpopulouscityofFinland.赫爾辛基機(jī)場，赫爾辛基是芬蘭的首都，也是芬蘭人口最多的城市。

StrikesatHelsinkiAirporttoContinueasNegotiationsStallPartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldUnit2BusinessNegotiationNewsOne

NewsTwo

FinnishNationalConciliator’sOfficeThegovernmentagencythatassistsnegotiationpartnersprimarilyinmediatinglabordisputes.芬蘭國家調(diào)解辦公室，主要協(xié)助談判伙伴調(diào)解勞資糾紛的政府機(jī)構(gòu)。

StrikesatHelsinkiAirporttoContinueasNegotiationsStallPartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldUnit2BusinessNegotiation(1)Whenisthestrikesettohappen?A.OnTuesday.B.OnWednesday.C.OnThursday.D.OnFriday(2)Whydidthenegotiationfailagain?A.BecauseIAUwouldn’tcomprise.B.Becausethenationallaborconciliatorrejectedtheproposal.C.Becausetherewastoomuchdispute.D.Becausetheemployersrefusedtogivetheworkerssomerest.(3)Whoisgoingtotakethewalkout?A.TheIAUofficials.B.Theemployer.C.Theairportgroundstaff.D.Theagency.DACNewsOneNewsTwo

(4)Howlongisthestrikelikelytolast?A.Fourdays.B.Threedays.C.Twodays.D.OnedayBStrikesatHelsinkiAirporttoContinueasNegotiationsStallPartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldVolkswagenAgreesto$14.7BillionSettlementinEmissionsCheatingScandalUnit2BusinessNegotiation

NewsOneNewsTwo

diesel?/'di:zl/n.atypeofheavyoilusedinsteadofpetrolinengines,especiallyintrucks,buses,andtrains柴油(TEM-4,CET-4)eg.Dieselenginesareknownfortheirfuelefficiencyandarecommonlyusedinlargevehiclesliketrucksandbuses.penalty?/'pen?lti/n.apunishmentforbreakingalaw,rule,orlegalagreement處罰(TEM-4,CET-6)eg.Thecompanywashitwithaheftypenaltyforviolatingenvironmentalregulations.pending?/'pend??/

adj.notyetdecidedorsettled未決定的(TEM-4,CET-6)eg.Theoutcomeofthelegalcaseisstillpending,andthefinaldecisionisexpectedtobeannouncednextweek.

PartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldVolkswagenAgreesto$14.7BillionSettlementinEmissionsCheatingScandalUnit2BusinessNegotiation

NewsOneNewsTwo

incentive/?n'sent?v/n.somethingthatencouragesyoutoworkharder,startanewactivity,etc.動力(TEM-4,CET-6)eg.Thecompanyofferedemployeesafinancialincentivetoencouragethemtomeettheirsalestargets.scandal?/'sk?ndl/n.aneventinwhichsomeone,especiallysomeoneimportant,behavesinabadwaythatshockspeople丑聞(TEM-4,CET-6)eg.Thepoliticalscandalinvolvingthemisuseofpublicfundsledtowidespreadpublicoutrageandcallsforreform.

PartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldUnit2BusinessNegotiation

NewsOneNewsTwo

VolkswagenAGermanautomobilemanufacturer大眾汽車，德國汽車制造商。VolkswagenAgreesto$14.7BillionSettlementinEmissionsCheatingScandalEPA(EnvironmentalProtectionAgency)AnindependentexecutiveagencyoftheUSfederalgovernmentresponsibleforenvironmentalprotectionmatters.美國環(huán)境保護(hù)署，美國聯(lián)邦政府的一個獨(dú)立執(zhí)行機(jī)構(gòu)，負(fù)責(zé)環(huán)境保護(hù)事務(wù)。CleanAirActAkeypieceofUSfederalairqualitylegislationaimedatreducingandcontrollingairpollutionnationwide.《清潔空氣法案》，美國主要的聯(lián)邦空氣質(zhì)量法，旨在減少和控制全國的空氣污染。PartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldUnit2BusinessNegotiation

NewsOne

NewsTwo

Write“T”fortrueand“F”forfalse.(1)VWwasguiltyofcheatingonemissionstests.()(2)Volkswagen’svehiclessufferfrompollutioncausedbytheenvironment.()(3)TobetheWorld’sNo.1carbrand,carmanufacturershavetousetoughmanagement.()(4)Volkswagen’smanagementwasnothappyaboutemployeesbelowthem.()(5)Cheatinginthebusinesscanbecaughtwithahugecost.()TFFFTVolkswagenAgreesto$14.7BillionSettlementinEmissionsCheatingScandalPartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldHowtoSucceedinNegotiations?ChooseYourWordsCarefully,SayPsychologistsUnit2BusinessNegotiation

PassageOnePassageTwo

JournalofPersonalityandSocialPsychologyAmonthlypeer-reviewedscientificjournalpublishedbytheAmericanPsychologicalAssociation,coveringthefieldsofsocialpsychologyandpersonalitypsychology.《人格與社會心理學(xué)雜志》，每月由美國心理學(xué)協(xié)會出版的同行評審的科學(xué)雜志，涵蓋了社會心理學(xué)和人格心理學(xué)領(lǐng)域。PartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldUnit2BusinessNegotiation

PassageOnePassageTwo

(1)Whatdidpsychologistsfindaboutnegotiations?(2)Howcanyoubemorelikelytogetwhatyouwantfromanegotiation?(3)Researchmoreonthechoiceofnegotiationwordsthatcanaffecttheoutcome.

HowtoSucceedinNegotiations?ChooseYourWordsCarefully,SayPsychologistsPartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldUnit2BusinessNegotiation

PassageOnePassageTwo

respondent?/r?'sp?nd?nt/n.someonewhodefendsthemselvesinalawcase被告(TEM-4,CET-6)eg.Inthelawsuit,therespondentarguedthatthechargesagainstthemwerebaselessandunfounded.preliminary?/pr?'l?m?n?ri/n.somethingthatissaidordonefirst,tointroduceorprepareforsomethingelse準(zhǔn)備工作(TEM-4,CET-6)eg.Thepreliminaryresearchindicatedthattheprojecthadahighpotentialforsuccess,sotheteamdecidedtomoveforwardwithit.

NegotiatingGoal:ContractorRelationship?PartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPassagePartVBusinessWorldUnit2BusinessNegotiation

PassageOnePassageTwo

(1)Whatdoweknowaboutnegotiationpurpose?A.Negotiatorsfromdifferentculturestendtoviewitthesame.B.It’sasignedcontractinallcultures.C.It’sthecreationofarelationshipinsomecultures.D.Somenegotiatorsdon’thaveanegotiationpurpose.(2)WhatpercentageoftheIndianexecutivesthoughttheirnegotiationpurposewasacontract?A.33%.B.40%.C.70%.D.74%(3)WhichofthefollowingstatementistrueaboutNorthAmericans?A.Theytendtoberelationshipnegotiators.B.Theyoftentakemoretimetogothroughthenegotiationpreliminaries.C.Theyoftenviewrelationshiplessimportantinnegotiation.D.Theyalwaysrushthroughthenegotiation.

CACNegotiatingGoal:ContractorRelationship?(4)Whatshouldwedoifourcounterpartsarerelationshipnegotiators?A.Convincethemofourabilitytodeliveralow-costcontract.B.Persuadethemthatyoutwoorganizationshavethepotentialtobuildarelationship.C.Convincethemofyourabilitytodeliverontime.D.Persuadethemthatyourorganizationhasthebestteam.BPartILead-inPartIIBusinessConversationPartIIIBusinessNewsPartIVBusinessPa