Foreign Language DepartmentCPT-CARRIAGEPAIDTO(placeofdestination)CIPCARRIAGEANDINSURANCEPAIDTO(placeofdestination)DAF—DELIVERED ATFRONTIER (place)DES-DELIVERED EX SHIP (port of destination)DEQ-DELIVEREDEXQUAY(port of destination)DDU-DELIVERED DUTY UNPAID (place of destination)DDP—DELIVEREDDUTY PAID (place of destination)Terms of deliveryPort ofdelivery交货港Timeofdelivery交货时间Promptdelivery即期交货Toeffectdelivery办理交货Tomakedelivery办理交货Totakedelivery提货Topostponedelivery延期交货Delayindelivery延期交货Todeliversth.tosb.把某物交付给某人Shipthegoods/yourorder装运货物/你方的订货Patterns:Asking for catalog,price list and sample productWould you leave me ..?Will you please send me .?Could I keep the ...?Can you show me the ...?May I have a copy of your ...?It would be helpful if you could send us ...We would appreciate your sending us ...Inquiry about pricesAre you able to give me a quotation?Please tell me, do you offer FOB or CIF?I'd rather you quote us your CIF prices.I'dbe obliged if you could giveme a quotation.If yourprices are reasonable, wemayplacea largeorder with you.Please keep us informed of the latest quotation for the following items
Foreign Language Department CPT—CARRIAGE PAID TO (place of destination) CIP—CARRIAGE AND INSURANCE PAID TO (place of destination) DAF—DELIVERED AT FRONTIER (place) DES—DELIVERED EX SHIP (port of destination) DEQ—DELIVERED EX QUAY (port of destination) DDU—DELIVERED DUTY UNPAID (place of destination) DDP—DELIVERED DUTY PAID (place of destination) Terms of delivery Port of delivery 交货港 Time of delivery 交货时间 Prompt delivery 即期交货 To effect delivery 办理交货 To make delivery 办理交货 To take delivery 提货 To postpone delivery 延期交货 Delay in delivery 延期交货 To deliver sth. to sb. 把某物交付给某人 Ship the goods/your order 装运货物/你方的订货 Patterns: Asking for catalog, price list and sample product Would you leave me .? Will you please send me .? Could I keep the .? Can you show me the .? May I have a copy of your .? It would be helpful if you could send us . We would appreciate your sending us . Inquiry about prices Are you able to give me a quotation? Please tell me, do you offer FOB or CIF? I’d rather you quote us your CIF prices. I’d be obliged if you could give me a quotation. If your prices are reasonable, we may place a large order with you. Please keep us informed of the latest quotation for the following items
Foreign LanguageDepartmentLecture 3 Types of negotiation styles, aboutChapterPrinciples, Counter-offer1) to know how to make offers in negotiation; tokeep down some relative useful expressionsTeaching Objective2）思政目标：让学生通过学习不同国际商务谈判风格，训练学生辨证思维能力，增强学生文化自信to know the useful expressions for negotiating onTeaching Focusmaking offers, quantity and packing.to know how to initially get some information aboutTeaching Difficultythe targeted productsTeaching Duration4 periodsimitation,performance,presentation,groupTeaching Methoddiscussionthe students are asked to recite all the usefulsentences, especially the English expressions forChinesetypicalbusinessexpressions.EverystudentisrequiredtopracticenegotiationswithapartnerontheAssignmenttopic concerned and they are encouraged to performtheirdialoguesonstageforthepracticalphaseinthenextclass.Agroupofstudentsarerequiredtohavea presentation on any topic related with negotiation inthe next class.Theoretical PhaseTeaching time: 2 periodsTeaching steps:1.Warmup:tohavestudentsfreelynegotiatewithapartner onquality,quantityandpacking, and then have somegroups present their negotiation process in front ofthewholeclass.Therestof themwillmakecommentsaftertheirperformances.And theteacher will givethem suggestions if necessary.2.Theoretical study:the teacher will explain about the topic concerned and showsomerelated videostothe students.3.Listen and obtain information and learn: the teacher will have the students listento some dialogues related with the topic concerned. The students are asked to takedown information according to the questions provided by the teacher and thengive someanswers orally.Then the teacherwill explain someuseful expressionsandthestrategiesapplied inthedialogues4．案例分析：通过国际商务谈判案例，分析各国商务谈判人员风格，训练学生辨证思维能力，增强学生文化自信
Foreign Language Department Chapter Lecture 3 Types of negotiation styles, about Principles，Counter-offer Teaching Objective 1）to know how to make offers in negotiation; to keep down some relative useful expressions 2）思政目标：让学生通过学习不同国际商务谈判 风格，训练学生辨证思维能力，增强学生文化自信 Teaching Focus to know the useful expressions for negotiating on making offers, quantity and packing; Teaching Difficulty to know how to initially get some information about the targeted products. Teaching Duration 4 periods Teaching Method imitation, performance, presentation, group discussion Assignment the students are asked to recite all the useful sentences, especially the English expressions for Chinese typical business expressions. Every student is required to practice negotiations with a partner on the topic concerned and they are encouraged to perform their dialogues on stage for the practical phase in the next class. A group of students are required to have a presentation on any topic related with negotiation in the next class. Theoretical Phase Teaching time: 2 periods Teaching steps: 1. Warm up: to have students freely negotiate with a partner on quality, quantity and packing, and then have some groups present their negotiation process in front of the whole class. The rest of them will make comments after their performances. And the teacher will give them suggestions if necessary. 2. Theoretical study: the teacher will explain about the topic concerned and show some related videos to the students. 3. Listen and obtain information and learn: the teacher will have the students listen to some dialogues related with the topic concerned. The students are asked to take down information according to the questions provided by the teacher and then give some answers orally. Then the teacher will explain some useful expressions and the strategies applied in the dialogues. 4. 案例分析：通过国际商务谈判案例，分析各国商务谈判人员风格，训练学生 辨证思维能力，增强学生文化自信
ForeignLanguageDepartmentPractical Phase:Teaching time: 2 periodsTeaching steps:1.warm up: to have the students talk freely or make readings aloud for about 3minutessoastoimprovetheirpronunciationandintonationaswellastheiroralEnglish skill.2. News sharing: in this step, the students may share with their fellow classmates thethings interest them most orthe most impressivething that has happened in thepassed 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 ascenario 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 givethe whole class 10 minutes to practicenegotiatingonthetopicconcerned)5.Watching Videos: the students will learn more useful expressions and otherinformation from the videos provided by the teacher, from which they maydirectly imitate.Some detailed information:Offer is usually conducted by the seller when he informs the buyer conditions ofmaking a deal.There are two forms of offer. One is the firm offer in which an answering date isrequired. If the buyer accepts the offer within the required date, the deal is madelegally.Theotherformisthefreeofferwithout agivendateforacceptance.Itwontbecome legally valid until the seller has confirmed.Expressionsto make an offerto put forward an offerto accept an offerto extend an offerto renew an offerthe validity of an offerClosebusiness达成交易to cometotermswithyouto come to business with youtocloseadealwithyourofferto conclude businessto enter into business with youto get the businessto see the business through
Foreign Language Department 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 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. Some detailed information: Offer is usually conducted by the seller when he informs the buyer conditions of making a deal. There are two forms of offer. One is the firm offer in which an answering date is required. If the buyer accepts the offer within the required date, the deal is made legally. The other form is the free offer without a given date for acceptance. It won’t become legally valid until the seller has confirmed. Expressions: to make an offer to put forward an offer to accept an offer to extend an offer to renew an offer the validity of an offer Close business 达成交易 to come to terms with you to come to business with you to close a deal with your offer to conclude business to enter into business with you to get the business to see the business through