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1、Programme1MeetingForeignBusinessPartners,ProcessObjectives:Learnhowtoidentifyandgreetbusinesspartners;Knowtheproceduresofgoingthroughformalitiesattheairportandhotel;Practicelisteningforspecificinformation;Practicecommunicatingwithbusinesspartnersforthefirsttime.Finalobjective:Receiveforeignbusinessp
2、artnersforthefirsttimewithappropriatelanguageandmanners.,Briefintroduction,Inbusinessworld,businesspartnersvisiteachotherfortalksfrequently.Whenyourbusinesspartnerscomefromoverseas,itispoliteforyoutomeetthemattheairport,anddressyourselfformally,especiallyatthefirstmeeting.Inthisunit,Mr.andMrs.DavidR
3、odgerscomefromAmericatohavetalkswiththeBeihaiForeignTradeCompanybasedinBeijing.MissLiNa,theinterpreterofthecompany,iswaitingattheairporttomeetthecouplewithHeXin,thedirectoroftheoffice.Theydontknoweachotherbefore.LiNaandHeXinarestandingattheinternationalexitwithaplacardwhichissaying“WelcomeMr.ImJerry
4、Carlson;MissHuang;InternationalTourismBureau;comingtomeetme;yourtrip;apleasantflight,2)Nicetomeetyouagain;Ms.He,ourmarketingmanager;Gladtomeetyou;toChina;,3)passport;Hereyouare;Japanese;Occupation;attendameeting;declare;personalbelongings;enjoyyourstay;,4)CanIhelpyou;haveasingleroomwithabath;availab
5、le;topaypernight;areyougoingtostay;forthreenights;Doesthatsuityou;,2.1)Wevebeenlookingforwardtomeetingyou.2)Itssokindofyoutocometomeetus.3)YoumustbeMr.BrownfromtheProcterandGamble.4)Youhavetogothroughthecustomsformalities.5)Idontknowwhatsdutiable.6)PleasefilloutthisCustomsBaggageDeclarationForm.7)Go
6、odevening!Haveyoumadeareservation?8)Idlikeasingleroomwithabathfortwonights.9)Iwouldliketomakeareservationforaconferenceroomfrom12thto18thAugust.10)Ihopeyoullenjoyyourstaywithus.,Programme2EntertainingBusinessPartners,Teachingobjectives,Learnhowtoinviteavisitingclienttodinner;Knowabouttheetiquetteove
7、rdinner;Learntoarrangesomeentertainingactivitiesoflocalcharacteristic;Practicelisteningforspecificinformation;,Introduction,Entertainingbusinesspartnersplaysaveryimportantroleinestablishingandmaintainingagoodrelationshipwithourbusinesspartners.Therearemanychoicesastohowtoentertainourbusinesspartners
8、.Forexample,takingyourpartnersouttoanicedinnerisabasicandexpectedpartofentertaining.Youcouldalsoentertainyourpartnerswitharoundortwoofgolf.Besides,acitytour,avisittoasportsevent,aneveningatthetheaterorshoppingtrip,especiallyforsomefemalepartnersarealsolistedasthetopchoices.,Introduction,Whenchoosing
9、thewaytoentertainourbusinesspartnersweshouldtakeourpartnersage,education,culturalbackgroundaswellastheirinterestsandhobbiesintoconsideration.Itsadvisablethatweshouldavoidtalkingaboutpolitics,religionandsometopicsinvolvingprivacyintheprocessofentertainingourforeignbusinesspartners.Inthisunit,examples
10、aregivenastohowBeihaiForeignTradeCompanyentertainsaforeignbusinesspartner,Mr.Rodgers.,Case1,Youarethemanagerofatradecompanyandyouarehavingdinnerwithyourbusinesspartner,Mr.YoungfromABCCompanyinAmerica,whoisonabusinesstriptoChina.Talkabouttheyourcooperation.,Case2,YouarethesecretaryofMr.Zhang,theGener
11、alManagerofGreatWallCompany.YouareinvitingMr.Stone,yourbusinesspartnertodinneronbehalfofMr.Zhang.,Case3,Youareaninterpreter.Youareaccompanyingyourforeignclient,Ms.Black,inashopwhereChineseartifactsaresold.Ms.BlackwantstobuysometraditionalChineseartifactsasgiftsforherfriends.,Listenandfillintheblanks
12、inthedialogueofthetext,Conversation11.callingtosee2.nothingspecial.3.haveadinnerwithhim4.imagine5.arenotusedto6.payattentionto7.haveatoast8.pickyouup,Listentotheconversationagainanddecidewhetherthestatementsaretrueorfalse.,Conversation11.F2.F3.F4.T5.T6.F7.T8.T,Listenandfillintheblanksinthedialogueof
13、thetext,Conversation21.takeanyseat2.Chinesecooking3.knifeandfork4.atoast5.presentstay6.fruitful7.effect8.signed9.throughthejointeffortsofbothsides10.keepintouch11.itreallytastesgood12.whatever,Listentotheconversationagainandanswerthefollowingquestions.,Conversation21.Mr.Yang.2.No.becausehethinksitsb
14、etterforMr.Yang,whoknowsChinesefoodbetter,toorder3.Chopsticks.4.Notonlyhavetheysignedalargecontractbutalsoworkedoutspecificplansforfuturecooperation.5.Fivedays.6.Chinesemealsarereallywonderful.Wecanenjoy“color,flavorandtaste”allatthesametime.7.Beer.8.Itsalittlespicy,butitreallytastesgood.Itiscookedi
15、naverydifferentwayfromfoodintheircountry.,Listentotheconversationagainandanswerthefollowingquestions.,Ceto3.regards4.bother5.considerate6.located7.occupiesanarea8.seatingcapacity9.including10.design.11.theopeningandclosingceremonies12.mainbody13.earthquake.14.where15.Since,Listentotheconversationaga
16、inandanswerthefollowingquestions.,Conversation31.HeasksLiNatogiveMr.Rodgershiskindregardsandaccompanyhimforacitytourtoday.2.Theyhavecometoanagreement,sohefeltveryrelaxedandhadagoodsleepyesterday.3.BirdNest.4.theNationalStadium5.ItislocatedatthesouthernpartoftheOlympicGreeninBeijing.6.91,000,includin
17、g11,000temporaryseats.7.thetrackandfieldcompetitions,andthefootballfinals.8.No.,Listentotheconversation4andfillintheblanks,Conversation41.arequiteinterestedin2.thefirsttime3.wonder4.crazyabout5.music，dance，art6.theyfallinloveatthefirstsight7.Whendoestheoperastart?8.tickets9.bytheaudience10.playsther
18、oleof,Listentotheconversationagainanddecidewhetherthestatementsaretrueorfalse.,Conversation41.F2.F3.T4.T5.T6.F7.T8.F,Oralinterpretationofthekeysentences,1.您昨晚睡得好吗？2.请问您今晚有什么安排吗？3.非常感谢您今天陪我。4.我今天下午5点来宾馆接您。5.杨先生要我向您转达他的亲切问候。,Oralinterpretationofthekeysentences,6.您请再吃些鱼吧。7.我相信通过我们双方的共同努力，我们之8.将有更多的交流与合
19、作。8.鸟巢工程总占地面积21公顷，建筑面积258,000平方米9.你想得太周到了。10.请允许我代表我们公司敬您一杯。,Keytointerpretation,1.Didyouhaveasoundsleeplastnight?2.Doyouhaveanyspecialarrangementtonight?3.Itsverykindofyoutokeepmecompany.4.Iwillpickyouupatthehotelat5pm.5.Mr.Yangasksmetogiveyoukindregards.,Keytointerpretation,6.Pleasehelpyourselftos
20、omemorefish.7.Ibelievethroughthejointeffortsofbothsides,therewillmoreexchangesandcooperationbetweenus.8.TheBirdNestcoversanareaof21hectares，andhasafloorspaceof258,000squaremeters.9.Itssoconsiderateofyou.10.Allowmetoproposeatoastonbehalfofourcorporation.,Roleplay,StudentA:YouareaninterpreterfromShang
21、haiCosmeticsCompany.Yourboss,Mr.Zhang,asksyoutoinviteMr.Smithforadinner.Youaresupposedtoarrangetheinvitationwithappropriatelanguage.StudentB:youareabusinessmanfromSeattle.Youaresupposedtoaccepttheinvitation.,Roleplay,StudentA:youareaninterpreterandareresponsibleforarrangingacitytourforyourbusinesspa
22、rtner,Ms.Taylor.Youwillaccompanyherthroughoutthetour.StudentB:youareabusinesswomanwhocomestoBeijingonbusiness.Youwillvisitsomeplacesofinterestswiththeinterpreter,Readingandfinishingtheexercises,Programme3Enquiry,offerandcounter-offer,Teachingobjectives,Learntheprocedureofnegotiation,namely,enquiry,o
23、ffer,counter-offerandacceptance;Learntomakeanenquiry,anofferoracounter-offer;Practicelisteningforspecificinformation;Practicenegotiatingwiththetradingpartnersonbusiness.,Introductiontoenquiry,offerandcounter-offer,ProcedureofbusinessnegotiationEnquiry-offer-counter-offer-acceptanceEnquiry:theverybeg
24、inningofabusinessnegotiationtoaskforsomeinformationonthegoods.,Offerandcounter-offer,Offer:usuallymadeonbasisofanenquiry,itisaproposalthatismadetoacertainindividualorlegalentitytoenterintoacontract,thatisdefineinitsterms,andthatindicatestheofferorsintenttoboundbyanacceptance.Counter-offer:areplytoan
25、offerthataddsto,limits,ormodifiesmateriallythetermsoftheoffer.,Presentationforbusinessnegotiationtomakedialogues,CasestudyandasktheSStomakedialoguesonenquiry,offerandcounter-offeronbasisoftheirindividualcasesandpresenttheirdialoguesandcommentontheirperformance,Case1:makinganenquiry,YouareadealerofaC
26、hineseExportCompanyofelectricalappliances.AndyouhaveexpandedyourproductstotheAfricanMarketinoneoftheAfricandomesticfairs.Nowoneofyourcustomersshowsinterestsinyourproductsandinquiresforthepricesrightnow.,Case2:makinganoffer,Thisofferisforthepurchaseof400mensshirtsand500womenssuitsinblueandblack.Disco
27、untofferedis3%fromthelistedprice.PricesareonFOBShanghai.TermsofpaymentarebyL/C.Pleasemakeadialoguewiththegiveninformationintherolesofoffererandofferee.,Case3:makingacounter-offer,Oneofyourregularclientshaveofferedyou4000setsofmachines,butyoufindthepriceseemsonlowsidebecauseofthesoaringpricesofrawmat
28、erials.Therefore,youaretelephoningyourcustomerforincreasingtheprice.,ListenandfillintheblanksinthedialogueofthetextandexplainsomekeywordsandtermsFairPricetermsSampleDiscountL/CT/T,Oralinterpretationofthekeysentencesineachaspectofbusinessnegotiation.1.Wehavebeeninthelineofimportingandexportingshirtsf
29、ormanyyears.2.Itwillbehighlyappreciatedifyousendussomeofyourlatestsamples,3.WewishthegoodscouldreachusbeforeJunetocatchoursellingseason.4.WearemakingyouanofferatUS$15perpieceFOBHongkongforshipmentinSeptmember.5.Iamsorrytosaythatyourpricesareabout3%higherthanthoseofferedbyothersuppliers.Toshowoursinc
30、erity,wearepreparedtomakeyouaconcessionof2%andnocounter-offerwillbeentertained.,7.如果你方给予我方2%的佣金，我方将不胜感激。8.我方的报价通常采用装运港船上交货价。9.这是我们的最终报盘，不接受任何还盘。10.慎重考虑后，我方不得不拒绝你方报盘。,Roleplay,StudentA:AsanimporterofaChinesetextilescompany,youaremakinganenquiryaskingfortheinformationonthegoods,especially,thepriceandt
31、hetermsofpayment.YouaregoingtotalkwithyourtradingpartnerStudentB.StudentB:AsadealerofanAmericanTradingcompany,youaregoingtosupplythenecessaryinformationonthegoodsStudentAshowsinterestsin.,2)StudentA:YouarearepresentitiveofABCCompany.YouhavemadeanofferonCIFterms,butyourcounter-partthinksitishardtoacc
32、eptthispricetermastheirusualpracticeisonFOBbasis.YouaregoingtonegotiatingwithStudentB.StudentB:AsarespresentivtiveofaChineseexportingcompany,youshouldinsistonthecompanysusualpricetosellthegoodsonFOBbasis.YouaregoingtonegotiatingwithStudentA.,Programme4AcceptanceandOrder,Teachingobjectives,Learnhowto
33、concludethebusinessbyacceptanceorconfirmation;Learntohowtoplaceanorderandreplyanorder;Practicelisteningforspecificinformation;Practicehowtodealwiththeorder.,Introductiontoacceptanceandorder,Acceptanceisanuncondtionalassenttoanofferoritisanassenttoanofferconditionedononlyminorchangesthatdonotaffectan
34、ymterialtermsoftheoffer.,Anorderinforeigntradeisarequestbyacustomerforacompanytosupplygoodsorservice.Itistheresultofanofferoracounter-offerwithapositiveacceptance.Anorderincludesfulldetailsofarticlenumber,quantity,specification,unitprice,packing,shipment,insuranceandtermsofpaymentetc.asagreeduponinp
35、reliminarynegotiations.,Presentationforbusinessnegotiationtomakedialogues,CasestudyandasktheSStomakedialoguesonacceptanceandorderonbasisoftheirindividualcasesandpresenttheirdialoguesandcommentontheirperformance,Case1acceptance,Youhavereceivedthecounter-offerfromyourtradingpartnerandfoundallthetermsa
36、reacceptable.Nowyouaretalkingwithyourtradingpartnerstoconfirmallthetermsandaskforasalescontract.,Case2:placinganorder,YouhavemetyourtradingpartneronGuangzhouFairandyouareinterestedintheelectricalfansandyouarenowplacingatrialorderwithhimfor1000setsonCIFbasis.Creatadialoguewithyourpartnersonthedetails
37、oftheorder.,Case3:declineanorder,Afterreceiptoftheorder,youhavefoundsometermsarenotaccptable.Youarenowcallyourbusinesspartnertoinformhimsomedifferences.PLeasestatethemclearlyandofferyourreasons.,Listenandfillintheblanksinthedialogueofthetextandexplainsomekeywordsandtermscutvt.消减，砍n.减让finaladj.最终的dep
38、artmentn.部门freightn.运费，货运discountn.折扣feen.费用balancen.余额，余款premiumn.保险费signedadj.签字的counter-signaturen.副署签名，会签,1.ironnails铁钉2.sizen.尺寸3.qualityn.质量4.samplen.样品5.satisfactoryadj.令人满意的6.demandn./vt.需求7.availableadj.现有的，可得到的11.bookvt.订购12.shipmentn.运输，装运13.paymentn.支付14.T/T全称telegrafictranfer电汇15.B/L全称b
39、illoflading海运提单,1.executionn.履行，执行2.suspendvi.停产3.urgentlyadv.急切地4.handlevt.处理，经营5.intervaln.间隔6.delivervt.交货7.delayn.延误，延迟vt.延误8.inconveniencen.不便，麻烦9.lossn.损失10.accommodatevt.通融11.expeditevt.加快12.workableadj.可行的13.indemnityn.补偿，赔偿14.resumevt.从新开始n.简历,OralinterpretationofacceptanceandorderWehavebee
40、ninthelineofimportingandexportingshirtsformanyyears.Wehopeyougiveyourusualbestattentiontotheexecutionofthisorder.3.Sinceyouaresoeagertosecureaorderfromus,nowwecanplaceanorderwithyou.,4.Wearegladtotellyouthatwearesatisfiedwiththepriceandthequality.5.Atpresent,wecannotundertaketoentertainyourorderowni
41、ngtotheuncertainavailabilityofrawmaterials.6.Weregretthatweareunabletomeetyourrequirementforthetimebeingasordershasbeenfullbooked.7.鉴于我们长期友好的贸易关系，我方同意接受你方报盘。8.我方有意向你方下十万件订单。9.因为承约过多，我方不得不拒绝你方订单。10.因为我方急需此货，请按照订单规定装运。,Roleplay,StudentA:Asanimporter,youareinterestedintheproductsfromStudentBandplaceala
42、rgeorder.NowyougetthecallfromStudentBthathechangestheprice.StudentB:Asanexporter,youhavereceivedtheorder,butyoufoundthepriceislowtoleaveyounearlynomarginofprofitbecauseoftheincreasingcost.NowyouteleponeStudentAaskingforchangingtheprice.,2)StudentA:ThedealerfromaChinesetradingcompany,youarenowplacing
43、atrialorderwithStudentsBandaskingforpaymentonL/Cbasis.AfterthatyouaremeetingStudentBinthehotel.StudentB:ThedealerfromanAmericancompany,itisyourusualpracticetopaybyT/T.YouaregoingtomeetStudentAinthehoteltonegotiatethepaymentterms.,Programme5PaymentandDelivery,LeaningObjectives:,Learnhowtonegotiatewit
44、hbusinesspartnersabouttermsofpayment;Knowthewaytorejectthecustomersunreasonabledemand;Practicecommunicatingwithbusinesspartnersforthefirstcooperation;Practicelisteningforspecificinformation.,Inbusinessworld,notonlydomestictradebutalsointernationaltradehassettledthroughpaymentbythebuyers.However,paym
45、entininternationaltradeisoftenfacedmanydifficulties.Toguaranteethepunctualdeliveryonthepartofsellerandpaymentbythebuyer,differenttermsofpaymenthavebeencreated.Theycanbedividedintothreeparts:Remittance,CollectionandLetterofcredit.PaymentbyCollectionandL/Daremostfrequentlyusedininternationaltrade.,目前，
46、国际贸易中常用的付款方式(paymentterms)：Remittance（汇付）Collection（托收)LetterofCredit（信用证）。大金额交易时主要是用到信用证，小买卖当然是用托收和汇付来完成。,BasicExpressions:,1.Ourtermsofpaymentarebyaconfirmedirrevocableletterofcreditbydraftatsight.2.Sincethetotalamountissobigandtheworldmonetarymarketisratherunstableatthemoment,wecannotacceptanyter
47、msofpaymentotherthanaLetterofCredit.,BasicExpressions:,3.Inordertoconcludethebusiness,Ihopeyoullmeetmehalfway.Whatabout50%byL/CandthebalancebyD/P?4.Idliketodiscussthetermsofpaymentwithyou.IwonderifyouwouldacceptD/P.,BasicExpressions:,5.Sinceweareoldfriends,IsupposeD/PorD/Ashouldbeadoptedthistimeasth
48、emodeofpayment.6.WedlikeyoutoacceptD/Pforthistransactionandfutureones.,BasicExpressions:,7.Weshalldrawonyouat60dayssightthegoodshavebeenshipped.Pleasehonorourdraftwhenitfallsdue.8.YourrequestforD/Ppaymenthasbeenconsideredandweagreetograntyouthisfacility.,Project1Inameetingroom,Inameetingroom,Mr.Rodg
49、ersandMs.Hearetalkingaboutthetermsofpayment.Whatstheresultofthetalk?,AnswersofTask1:,Task1Listentotheconversation1andfillintheblanks.1.conclude2.settled3.irrevocable4.raise5.deposit6.tieup7.additional8.appreciate9.itcantbehelped10.reducetherequireddeposit11.unsteady12.guarantee13.cooperation.,Project2WouldtheyacceptpaybyD/A?,Asanoldpartner,Mr.andMrs.DavidRodgerswantstopaybyD/A.WouldtheyacceptpaybyD/A?IftheydontacceptpaybyD/A,whattermsofpaymenttheyacceptatlast?,AnswersofTask2:,Task2Listentotheconversation2andfillintheblanks.1.thete