Foreign Language Department揭阳职业技术学院业技L教案课程：国际商务谈判任课教师：黄桂红专业：商务英语班级：商英231、商英订单班231
Foreign Language Department 揭阳职业技术学院 教案 课程： 国际商务谈判 任课教师：黄桂红 专业： 商务英语 班级：商英 231、商英订单班 231
Foreign Language DepartmentLecturelIntroduction&EstablishingChapterBusiness Relations1)to have a general introduction on negotiation,suchas the concept, principles, ect. 2)to have a generalintroduction on the teaching plan for this course andTeaching Objectivethetasksforthestudentsforlearningthis course2）思政目标：帮助学生在商务谈判概念认知中训练辩证思维toknowabouthowtolearnthecoursewell:Teaching Focusto know about things related with negotiation.Teaching DifficultyTeaching Duration4periodsimitation,performance,presentation,groupTeaching Methoddiscussionthe students are asked to have a preview on thetextbook and recite all the useful sentences. A groupAssignmentof students is asked to prepare a presentation (onanything related with negotiation, 10 minutes) for thenext lectureTeaching steps:1.tohavethestudentsnegotiationonthepriceofahandbagwhichhasbeenpricedclearly by the teacher. (not telling the students how to talk on the topic, and to givethe afirst-hand experience on negotiation.)there are two steps:1.the students areasked to negotiate freely, 2) some pairs are asked to perform on the stage and theteacherwill givethem some comments.2.theteacherhaveageneral introduction onnegotiation.3. the teacher talk about the teaching plans and also the tasks for the students.4.the students are divided into groups for activities for learning the course5．案例分析：让学生分析谈判案例，训练学生辩证思维。Somedetailedinformation:1,About concepts:The word“Negotiation"derives fromthe Latinword“Negotiari",which means“to do business”.Now in a board sense,negotiationrefers to the action and process of reaching an agreement by means of exchangingideas with the intention of dispelling conflicts and enhancing relationship to satisfyeach other's needs.It is aimed to resolve points of difference,to gain advantagefor an individualor collective, or to craft outcomes to satisfy various interests. It is often conducted byputting forward a position and making concessions to achieve an agreement. Thedegree to which the negotiating parties trust each other to implement the negotiatedsolution is a major factor in determining whether negotiations are successful
Foreign Language Department Chapter Lecture1 Introduction & Establishing Business Relations Teaching Objective 1) to have a general introduction on negotiation, such as the concept, principles, ect. 2) to have a general introduction on the teaching plan for this course and the tasks for the students for learning this course. 2) 思政目标：帮助学生在商务谈判概念认知中训 练辩证思维 Teaching Focus to know about how to learn the course well; Teaching Difficulty to know about things related with negotiation. Teaching Duration 4 periods Teaching Method imitation, performance, presentation, group discussion Assignment the students are asked to have a preview on the textbook and recite all the useful sentences. A group of students is asked to prepare a presentation (on anything related with negotiation, 10 minutes) for the next lecture. Teaching steps: 1. to have the students negotiation on the price of a handbag which has been priced clearly by the teacher. (not telling the students how to talk on the topic, and to give the a first-hand experience on negotiation.) there are two steps : 1. the students are asked to negotiate freely; 2) some pairs are asked to perform on the stage and the teacher will give them some comments. 2. the teacher have a general introduction on negotiation. 3. the teacher talk about the teaching plans and also the tasks for the students. 4. the students are divided into groups for activities for learning the course. 5. 案例分析：让学生分析谈判案例，训练学生辩证思维。 Some detailed information: 1. About concepts : The word “ Negotiation ” derives from the Latin word “Negotiari”, which means “to do business”. Now in a board sense, negotiation refers to the action and process of reaching an agreement by means of exchanging ideas with the intention of dispelling conflicts and enhancing relationship to satisfy each other’s needs. It is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. It is often conducted by putting forward a position and making concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a major factor in determining whether negotiations are successful
Foreign Language DepartmentPeople negotiate daily, often without considering it a negotiation. Negotiation occursin organizations, including businesses, non-profits, and within and betweengovernments as well as in sales and legal proceedings, and in personal situations suchas marriage, divorce, parenting, etc. Professional negotiators are often specializedsuch as union negotiators, leverage buyout negotiators, peace negotiator, or hostagenegotiators. They may also work under other titles, such as diplomats, legislators,orbrokers.2.Twoclassicexamples ofnegotiation:分橘子美日双方谈判3.About Negotiation Preparing----Making Business InvestigationNote:the course is divided into two main parts:the primary stage, the intermediatestage and the senior stage.For the primary stage, the students will have to learn about how to prepare fornegotiations, and to learn things like the basic principles for negotiation and otherrelated aspect concerning with negotiations. Meanwhile, the teacher will highlight onthe basic language skill of the students, i.e. their ability of self-expression and theirpronunciationand intonation.For the intermediate stage, the students will have to try to negotiate formally andskillfully through imitating the textbook. This time, the teacher will focus on theirlanguage accumulation and emphasize on the usage of the useful expressions on thetextbook, also, the teacher will have steps for training the students' listening skillsFor the senior stage, the students should be able to negotiate freely and tactfullyusing proper strategies and with proper manners. For this stage, the teacher willmainly focus on the way that students negotiate with others.Each topic will be divided into two training theoretical phase and practicalphase
Foreign Language Department People negotiate daily, often without considering it a negotiation. Negotiation occurs in organizations, including businesses, non-profits, and within and between governments as well as in sales and legal proceedings, and in personal situations such as marriage, divorce, parenting, etc. Professional negotiators are often specialized, such as union negotiators, leverage buyout negotiators, peace negotiator, or hostage negotiators. They may also work under other titles, such as diplomats, legislators, or brokers. 2. Two classic examples of negotiation: 分橘子 美日双方谈判 3.About Negotiation Preparing-Making Business Investigation Note: the course is divided into two main parts: the primary stage, the intermediate stage and the senior stage. For the primary stage, the students will have to learn about how to prepare for negotiations, and to learn things like the basic principles for negotiation and other related aspect concerning with negotiations. Meanwhile, the teacher will highlight on the basic language skill of the students, i.e. their ability of self-expression and their pronunciation and intonation. For the intermediate stage, the students will have to try to negotiate formally and skillfully through imitating the textbook. This time, the teacher will focus on their language accumulation and emphasize on the usage of the useful expressions on the textbook, also, the teacher will have steps for training the students’ listening skills. For the senior stage, the students should be able to negotiate freely and tactfully, using proper strategies and with proper manners. For this stage, the teacher will mainly focus on the way that students negotiate with others. Each topic will be divided into two training theoretical phase and practical phase
Foreign Language DepartmentLecture 2 Arts in Negotiation &ChapterInquiryand Offer1) to know how to start a talk in negotiations; to knowhe importance of creating a proper atmosphere for anegotiation, to know how to create a properatmospherebeforestartinganegotiation.toknowhowto establish business relations with other companies;Teaching Objectiveto know how to make and respond to businessinquiries, to have the students practice the oralEnglishcommunicationskillsand listeningskills2）思政目标：帮助学生学习国际商务谈判技巧中训练辩证思维，学会跨国商务交际技巧。to know how to create a proper atmosphere before anegotiation; to know how to cooperate with othersTeaching Focusproperlyinbusinesstransactionsto know how to communicatewith others properlyand establish business relations with other companies;Teaching Difficultyto know the useful expressions and the way of doingbusiness when making business inquiries.Teaching Duration4 periodsimitation,performance,presentation,groupTeaching Methoddiscussionthe students areasked tohaveperformances onthetopic of starting a talk by imitating the usefulAssignmentexpressions on the textbook, and to recite the Englishexpressions for Chinese typical business expressionson the textbookPractical Phase:Teaching time:2periodsTeaching steps:1. warm up: to have the students talk freely or make readings aloud for about 3minutes so as to improvetheir pronunciation and intonationas well as their oralEnglish skill.2. News sharing: in this step, the students may share with their fellow classmates thethings interestthemmost orthemost impressivething thathas happened inthepassed week.3. Presentations: a group of students will have to presents their ideas on a certaintopic related with negotiation; the time limit is 10 minutes.4. Scenario performances: each group will have representative students to have a
Foreign Language Department Chapter Lecture 2 Arts in Negotiation & Inquiry and Offer Teaching Objective 1）to know how to start a talk in negotiations; to know he importance of creating a proper atmosphere for a negotiation; to know how to create a proper atmosphere before starting a negotiation. to know how to establish business relations with other companies; to know how to make and respond to business inquiries; to have the students practice the oral English communication skills and listening skills. 2）思政目标：帮助学生学习国际商务谈判技巧中 训练辩证思维，学会跨国商务交际技巧。 Teaching Focus to know how to create a proper atmosphere before a negotiation; to know how to cooperate with others properly in business transactions. Teaching Difficulty to know how to communicate with others properly and establish business relations with other companies; to know the useful expressions and the way of doing business when making business inquiries. Teaching Duration 4 periods Teaching Method imitation, performance, presentation, group discussion Assignment the students are asked to have performances on the topic of starting a talk by imitating the useful expressions on the textbook, and to recite the English expressions for Chinese typical business expressions on the textbook. Practical Phase: Teaching time: 2 periods Teaching steps: 1. warm up: to have the students talk freely or make readings aloud for about 3 minutes so as to improve their pronunciation and intonation as well as their oral English skill. 2. News sharing: in this step, the students may share with their fellow classmates the things interest them most or the most impressive thing that has happened in the passed week. 3. Presentations: a group of students will have to presents their ideas on a certain topic related with negotiation; the time limit is 10 minutes. 4. Scenario performances: each group will have representative students to have a
Foreign Language Departmentscenario performances related with the topic concerned. All the students in theclass are encouraged to practice their negotiation on stage if time allowed. Theteacher will give them some comments and some suggestions if necessary. (beforetheir performances, the teacher will give the whole class 10 minutes to practicenegotiating on the topic concerned)5.Watching Videos:the students will learn more useful expressions and otherinformation from the videos provided by the teacher, from which they maydirectly imitate6．案例分析：让学生在商务谈判案例分析中分析听、说、问、答的技巧，从而训练学生的辨证思维能力和跨国商务交际技巧。Somedetailed information:Inquiry is the buyer's request on the information of the products. It usually covers theinquiry about prices, catalogs, amounts, date of delivery, payment and so on.It is just the beginning of a potential transaction. There is no legal concerns at thisstage ofthenegotiationfurther inquiry进一步询价large/big/bulkyinquiry大宗询价favorable/goodinquiry有利询价brisk inquiry活泼询价，极有可能成交之询价Aninitial order初次订单Atrial order试销订单Afreshorder新订单Abackorder尚未执行的订单Arepeatorder续订订单To make an order for sth.下订单Toaccept an order接受订单Tocancel anorder撤消订单Toconfirmanorder确认订单Price list价目表Catalog产品目录Amountoftheproducts产品数量Order订单Qualityoftheproducts产品质量Date ofdelivery交付日期Wayofdelivery交付方式Packing包装Insurance保险EXW--EX WORKS (named place)FCAFREECARRIER (place)FASFREEALONGSIDESHIP(portofshipment)FOBFREEONBOARD(port of shipment)CFRCOSTANDFREIGHT(portofdestination)CIFCOST, INSURANCE AND FREIGHT (port of destination)
Foreign Language Department scenario performances related with the topic concerned. All the students in the class are encouraged to practice their negotiation on stage if time allowed. The teacher will give them some comments and some suggestions if necessary. (before their performances, the teacher will give the whole class 10 minutes to practice negotiating on the topic concerned) 5. Watching Videos: the students will learn more useful expressions and other information from the videos provided by the teacher, from which they may directly imitate. 6. 案例分析：让学生在商务谈判案例分析中分析听、说、问、答的技巧，从而 训练学生的辨证思维能力和跨国商务交际技巧。 Some detailed information: Inquiry is the buyer’s request on the information of the products. It usually covers the inquiry about prices, catalogs, amounts, date of delivery, payment and so on. It is just the beginning of a potential transaction. There is no legal concerns at this stage of the negotiation. further inquiry 进一步询价 large/big/bulky inquiry 大宗询价 favorable/good inquiry 有利询价 brisk inquiry 活泼询价,极有可能成交之询价 An initial order 初次订单 A trial order 试销订单 A fresh order 新订单 A back order 尚未执行的订单 A repeat order 续订订单 To make an order for sth. 下订单 To accept an order 接受订单 To cancel an order 撤消订单 To confirm an order 确认订单 Price list 价目表 Catalog 产品目录 Amount of the products 产品数量 Order 订单 Quality of the products 产品质量 Date of delivery 交付日期 Way of delivery 交付方式 Packing 包装 Insurance 保险 EXW-EX WORKS (named place) FCA—FREE CARRIER (place) FAS—FREE ALONGSIDE SHIP (port of shipment) FOB—FREE ON BOARD (port of shipment) CFR—COST AND FREIGHT (port of destination) CIF—COST, INSURANCE AND FREIGHT (port of destination)