Chapter 2 - Fundamentals of business etiquette
Fundamentals of Business--课程大纲以及阅读资料
Lecture 1Setting Up a BusinessⅠ.Objectives and TasksBe familiar with the major forms of business.There are four, namely, sole proprietorship,partnership, corporation and franchising.Know the advantages and disadvantages of the different forms of business.Memorize the related technical terms.Ⅱ. Major contentsThere are four major forms of business in a market economy: Sole proprietorship, partnership ,corporation and franchising.1.Sole Proprietorship● DefinitionA sole proprietorship is a business owned and controlled by one person.Advantages★ Simple to Establish★ Freer in Decision-Making★ Easy to Keep Operational and Financial Secrecy★ Less Tax Burden★ Exclusive Use of ProfitsDisadvantages☆ Unlimited Liability☆ Limited Access to Capital☆ Limited Managerial Expertise2.Partnership● DefinitionA partnership is an association of two or more persons to carry on as co-workers of a business for profit. (By the US Uniform Partnership Act.)Advantages★ Improved Access to Capital and Credit★ Greater Possibility for Good Management★ Definite Legal framework★ Better Prospects for GrowthDisadvantages☆ Unlimited Liability☆ Internal Conflicts☆ Problem of Continuity3.Corporation● General IntroductionIf your business keeps growing and needs huge sums of capital, you may have to choose a different form.To form a corporation, at least three incorporators are needed.All the incorporators are limited liabilities.A corporation is a legal person.incorporatorselectdirectorate(Board Chairman, CEO)electpresidentAdvantages★ Limited Liability★ Easy to Expand★ Separated Ownership and Management★ Continuous LifeDisadvantages☆ Double Taxation☆ High Organizing Costs☆ Lack of Secrecy4.A Special Form: Franchising● DefinitionFranchising is a licensing agreement, under which the franchisor grants the franchisee the right to sell or use the former’s products, service or method in return for a royalty from the latter. The franchisor also assists the franchisee in financing, selecting, business site, organizing, training, purchasing, advertising and other management activities. It is an agreement/arrangement, whereby a business owner called franchisor, allowed other franchisees to use its trade mark, trade names, or copy rights under specific conditions.Advantages★ Instant Recognition★ Enjoying some Independent as a Sole Proprietor★ Receiving Training Guidance★ Less Difficulty Getting Bank LoanDisadvantages☆ The Franchise Fee Might be So High☆ Less ControlⅢ.Business Expressions.1.setting up a business2.students of business3.account for4.sole proprietorship5. partnership6.corporation7.franchising8.license/permit9.shareholder10.board director11.business strategy12. financial information13.unlimited liability14.business assets15.managerial expertise16. marketing17. Uniform Partnership Act18. share profit and losses19. dissolution20. divide assets 21. law firms22. accounting firms23. real estate firms24. general partner25. limited partner26. sources of capital27. extend credit28.raise fund29. go broke/bankrupt30. withdraw capital31. sales revenues32. legal person33. bonds/ securities34. collateral/mortgage35.the termination of the business36. dividends37. income taxes38.double taxation39.corporation charter40. industrial relationsNotes: Uniform Partnership Act (UPA)（美）统一合伙条例[ 是美国关于合伙企业的法规。
商务英语chapter2
Management Functions
The process of management represents the functions or primary activities engaged in by managers.
Planning function Organizing function Directing function Controlling function
Planning
Plans are nothing, planning is everything.
PLANNING
defining goals for future organizational performance and deciding on the tasks and use of resources needed to attain them. The procedures 1. what is the situation now? what is the states of the economy and other environments? What opportunities exist for meeting people’s needs? What products and customers are most profitable? Why do people buy ( or not buy) our products? Who are our major competitors? What threats are they to our business? 2. where do we want to go? How much
Top Managers Middle Managers First-line managers Operatives
工商导论的PPT
1- 5
Promotion Objectives
Inform
Management may need to make their audience aware that their product exists, and to explain exactly what it does. This is a particularly important objective for new products Persuade
An important stage in creating favorable attitudes towards the business and its brands. Through persuasive promotion, management will seek to persuade customers and the trade that their brand has benefits that are superior to competitors Image crThe aim of promotion is to communicate and create awareness that the business has a product or service that will satisfy an individual's needs. Unless the market is made aware that the product exists, then all the costs and decisions made in creating the product will have been for nothing.
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Fundamentals of Business
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劣势
• • 1. 无限责任 对每位个体经营者来说无限责任是最可怕的恶梦。责任在这里意 味着偿还债务的义务。按照法律，个体经营者的无限责任意味着，如 果此人破产了，偿还债务不仅有可能倾尽他全部的商业财产，还有可 能耗尽他的部分或者全部个人财产， 2. 有限的资金渠道 个体经营者可能也较容易从银行获得贷款，因为他有商业资产或 个人资产做抵押。可是同那些既能从银行获得贷款又能向股东融资的 大型企业相比，个体经营者获取资金的途径十分有限，因此很难保证 额外资金。 3. 有限的管理技能 许多的个体经营者或许是这行或那行的专家，但却很难有管理一 个现代企业所要求的方方面面的技能。这些技能至少涉及营销、融资 和人力资源管理方面。因此，个体经营者不得不做更大的努力来经营 好自己的企业，并在工作上花费更多的时间。
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公司和有限责任公司（LLC）
• 公司与传统意义上的公司在有限责任义务上相似，但前者 按合伙经营的方式付税而后者的纯利润直接由所有人/股 东分得。S 公司的最不利因素是对股东的人数（35人）和 对股东的类型（个体、有房产、有信托）有所限制。 • 有限责任公司（LLC）同样也享受责任有限的权利， 并按合伙经营的方式付税。但与S公司相比，有限责任公 司（LLC）对公司股东的要求限制更少、更灵活、并易于 经营，也不需要股东召开股东大会、记录会议或做决议， 而所有的这些义务都是以公司形式(Corporation)的经营中 必须执行的。因此，(LLC) 被看成是集公司、合伙经营和 个体经营优势为一体的混合体，这一形式在职业律师、职 业医生和职业工程师中广泛迅速地得到发展
劣势
• 但是作为特许加盟商也有很多不利之处。 第一，特许经营协议可以减少风险，但不 能保证成功。特许使用费也许过高，以至 于特许加盟商发现无利可图，甚至亏损。 第二，为了保障成功，特许加盟商不得不 牺牲部分独立性。特许经营权所有者在业 务运作的多数细节上都要遵从指示，比如 装修、标识类型、甚至雇员的服装和发型。
Fundamentalsofbusiness《工商导论》说课稿
Fundamentals of business 《工商导论》说课稿尊敬的各位专家，大家好！我的抽签号是8号，申报的职称是教授。
我今天进行说课的课程是Fundamentals of business 《工商导论》，以下我将从课程定位与学情分析，教学目标，重点难点，教学方法，教学准备与时间分配，教学程序，考核评价，教学反思八个方面进行说课，请各位专家批评指正。
1.首先，课程定位与目标《工商导论》是英语专业（商务英语方向）专业选修课。
该专业的培养目标是旨在培养既具备扎实的语言基础，又具有商务领域基础知识和基本技能的复合型人才。
《工商导论》是一门全英文授课的商务类课程，在学生从语言学习过渡到商务知识学习的过程中起着重要的桥梁作用。
本课程的先修课程为《商务交际英语》，后续课程为国际贸易、工商管理和市场营销方向的专业选修课课程群。
该课程开设在第5学期，教学对象是英语专业（商务英语方向）三年级学生。
学生在一年级和二年级基础阶段进行了大量的语言技能训练，在通用英语听说读写译方面达到了中级以上水平，到高年级阶段，将接受商务知识的学习。
《工商导论》作为商务知识概论课程，对激发学生兴趣，引导学生进一步探索学习具有重要作用。
基于以上学情分析和课程在整个培养方案中的作用，本课程的教学目标便非常明确了。
按照语言与商务知识复合型人才的培养目标，《工商导论》以英语为授课语言，全面、系统、概要地介绍了市场经济体制下工商企业运作各方面的知识。
因此，该课程的教学目标也主要围绕语言和商务知识两个方面展开，同时在教学环节中融入能力培养。
具体要求是：在语言方面，要求学生掌握相关商务领域的专业术语表达，理解并能够用英语口头和书面探讨商务领域相关问题；对商务知识的教学要求是了解工商企业运作各方面的相关概念和基本原理，但不要求深入钻研；在能力方面的目标是培养学生的思辨能力、自主学习能力以及在实际商务环境中运用商务英语的能力。
2.教学内容该课程使用的教材是对外经贸大学陈准明教授主编的《工商导论》第二版。
国际商务英语谈判答案(全)
国际商务英语谈判答案(全)Keys to the exercisesChapter 1 Fundamentals of International Business Negotiation Communication Exercises1. Change the sentences from negative to positive.1) I want a job.2) I work hard.3) My job is terrific.4) This office is great.5) My co-workers are super.6) The Personnel Director is nice.7) My health is good.8) My attitude is positive.9) I make a good impression.10) I understand.2. Change or add to these sentences so that they do not just state what you want, but invite your negotiating partner’s opinion.a) Could we finish at five---if that’s all right with you?b) I hope you don’t mind if Miss Li sits in during the negotiation?c) Perhaps we could take a break now. Is that OK?d) Could we look at these three areas this morning?e) I would like to go through the written offer clause by clause, if that’s OK?f) Do you mind if I answer your questions at the end?3. What is meant by “negotiation”? How would you define “negotiation”?A nego tiation is a meeting in which both parties need each other’s agreementto reach a specific objective. It is the mechanism by which people trade things of value in a civilized manner. Negotiation depends on communication.It occurs between individuals acting either for themselves or as representatives of organized groups. Negotiations are very much part of working and home life. Negotiations could be either internal or external, long or short, formal or informal. The goal of negotiation is not to win but to succeed. The mechanism of successful negotiation is collaboration.In negotiations, both parties should know----why they negotiate----who they negotiate with----what they negotiate about----where they negotiate----when they negotiate----how they negotiate1) T 2) T 3) T 4) F (Everything is negotiable.)5) F (bargaining stage)6) F ( Do not often. Sometimes they will follow the sequence n one aspect of thedeal and then start all over again on a second aspect.)7) T8) F (May not. Because either side may be wiling to say what it thinks or takea position and stick to it )9) T 10)Negotiation skills1．What determines a success in negotiation? Success in negotiation is when the parties to the negotiation reach an agreement to which they are both committed and which they will implement in full.committed [] v.----尽责的implement [] v.----to put into practical effect; carry out 使生效；执行2. What are the elements of a successful negotiation process？There are seven basic elements that should be considered when analyzing the negotiation process:a.The relationship among the parties.b.The parties' interests -- why they need to reach their stated objectivesc.An understanding of the choices available if the parties cannot reachagreement, often called their BATNA -- Best Alternative To a Negotiated Agreementd.Creativity which will expand the bargaining choices among which theparties can choose to reach agreemente.Fairness -- a person who negotiates unfairly may be able to force anagreement, but the 'forced' party will be reluctant to fulfill their share of the agreementf.Whether commitment has been reached. Will the parties each feelcommitted to doing what they have agreed? Is each party capable of fulfilling their share of the deal?g.Negotiation is all about communicating information. If one party knowseverything then why do they need to negotiate with anyone else?And the foundation of good negotiation is preparation. Be prepared and the negotiation will bring a result that really works. If well prepared you areless vulnerable to surprise, and that increases the likelihood you'll be happy with the result.vulnerable [] adj.----易受攻击的, 易受...的攻击3. Your client comes into your office and is exceedingly grumpy and difficult to talk to. How do you approach your client so as to make your meeting as productive as possible?Answer: (e)When the client is grumpy, their emotions will inevitably cloud their judgment and make it difficult to interact with them on substantive matters.At the same time, if they are experiencing anger, it is important to ensure them that we understand that they are upset. By acknowledging the client's anger and offering our assistance, the client will feel as though we are on the "same side" and treat us as friends and continue to direct their anger elsewhere- allowing us to focus on the substantive issues.substantive [] adj.----of or relating to the essence 实质的Chapter 2 Proper Behaviors in International Business Negotiation Communication Skills1. What would you say if…a.Thank you./No, after you.b.Thanks. I’ll need it.c.Thanks. That’s very kind.d.Thanks for coming all the way.e.Thanks for helping. That was very kind of you.f. Thank you for thinking of me, but I’m afraid I can’t take it.2. Answer the following questions.(1) Only about half of what he or she heard(2) Not only does note taking force you to listen carefully, but it alsopsychologically throws the speaker off the balance when he or she sees you nodding and furiously writing away and having a record of all the facts and basically everything said. A further benefit of note taking is that you have the perfect excuse to avoid eye contact if you are afraid to reveal your reactions to someone’s proposals(3) Questions appear to be able to be divided into five basic functions:①Cause attention.②Get information.③Give information.④Start thinking.⑤Bring to conclusion.(4) There are two ways to assure a high degree of reliability for answers toyour questions. One way is to lay the foundation for asking them. The second is through the use of the tactic called “bipolar questioning.”(5) A firm handshake gives the impression of quiet confidence and says thatthis person is glad to meet you.3. Choose the best answer.(1) D (2) C (3) B (4) A (5) (6) D (7) B (8) C (9) A (10)A4. Translate the following into English.(1) There’s a great demand for our new product.(2) This product has good prospects.(3) We need to talk about the basic terms of the transaction.(4) If your prices are reasonable and the quality is satisfactory, we shallplace substantial orders with you.(5) It’s unwise for both of us to insist on his own price. Can we each makesome concession?(6) If you cannot reduce your price, we’d rather call the whole de al off.(7) If you want to expand your business in this market, you have to takeflexible ways in adopting payment terms.(8) We regret that we cannot accept your demand for direct shipment.(9) This product has many advantages compared to other competing products.(10)I’m very glad that we have finally come to an agreement. We’ll go on toother terms and conditions tomorrow. Is it all right with you?5. True or false.(1) F (2) T (3) F (4) T (5) F (6) T (7) F (8) F (9) F (10) T Negotiation Skills1. The person you are negotiating with continually repeats the same argument despite the fact that you have given them a number of counterarguments. What do youdo to move the negotiation forward? Answer: (a)One of the most powerful tools in negotiation is how to listen to what the other party is saying. Very often, we are too focused on the points we are trying to get across to listen to what our counterparts are trying to say.If people keep repeating themselves, they are subconsciously sending a signal that they feel what they are saying is important. And they want us to acknowledge that we have heard and understand them.Accordingly, the best thing to do in this situation is to rephrase what they keep repeating and ask them if we have accurately restated their point. Only when they feel as though they have been heard will they be able to listen to usEffective listening involves much more than simply hearing and understanding what the counterpart is saying. Effective listening isa set of tools and techniques which expertnegotiators use to gain control of the negotiation and turn it to their advantage.2. What are the key communication skills used in negotiation?The key communication skill in negotiation is to listen. There's an old saying: God gave us one mouth and two ears, and we should use them in that ratio.Obviously when we are listening, we need to be listening for useful information. Thus it is very important to plan ahead, thinking about what we can learn that will help us decide what approach to take and to learn about what appeals to the parties with whom we are negotiating. So think about the questions you're going to ask; the result should reward your listening with real problem-solving information.Chapter 3 Choosing the Negotiation TeamCommunication Exercises1. What is the more indirect question or statement behind the following sentences?a. I’m not entirely convinced by these forecasts.b.We’d like to know something about your planning.c.I’d be interested to hear a bit abou t payment.d.Your costs could cause one or two problems.e.Perhaps we could talk a little bit about figures.f.That figure looks a little on the high side.g.Delivery is an area which we’d like to explore a little further with you.h.I’d like to know more about your management structure.1.Write the name of the position in the blank.1) CEO/the president2) Assistant Manager, Europe3) Purchasing Clerk4) Personnel Assistant5) Vice-President, Administration3. (omitted)4. (omitted)5. Fill in the blanks1）maximum2) observers; advisers; speaking; training6. Translate the following into English1）Negotiation is a team sport.2）The negotiator’s function is to negotiate, while the functional specialists provide specialist advice or information.3) The team leader is the person who generates enthusiasm in his team tomaintains the morale under all conditions.4) The team members must learn that the opponent and its representativesare adversaries although they may be friendly.5）I’m afraid you are not in our ballpark.6) Excuse me, but it seems to me we’re giving up too much in this case.7）That’s to o great a financial burden for us.8) 10% is beyond my negotiating limit.9）If you can guarantee that on paper, I think we can discuss this further.10）Could you explain what you mean by that？7. True or false1). F 2). T 3). T 4). F (maximize) 5). T 6). F (can’t)7). F (both sides) 8). T 9). T 10). F(There is no need to )Negotiation skills1. What do you think are the personal qualities of a good negotiator?A good negotiator needs to be:1)A good listener2)Open-minded3)Willing to do the homework to determine her/his interests,objectives, and alternatives4)Well-prepared5)Creative6)Able to merge what he knows about his own interests andresources with the interests and resources of his negotiationpartner7)Someone who is always learning from experience, from otherpeople and from historymerge [] v. ----to combine or unite 使合并或结合2. How to be a cool negotiator?Acting cool is a good part of successful negotiation. But one needs to make sure it is not just an act. The 'coolness' needed for successfulnegotiation really means keeping a cool analytical head. If there is anychance one should prepare ahead of time: what do I want and why do Iwant it? What do they want and why do they want what they want?During the process, one should find ways to take a step back from thediscussion and look at what is going on with that same cool head. 'Why did he say that? What arguments or tactics are being used?3. How to control anger for effective negotiating?When tempted to get angry, remember to check whether or not it is yourturn. If it is someone else's turn to get angry, sit there and take it byreminding you how wonderful you are to be in such control of youremotions.One fundamental rule is: only one person can be angry at a time. Don't let the situation escalate, civility will slip away awfully quickly and there willbe a very tough time healing the relationship or solving the initial issue. civility [] n. ----a courteous act or utterance有礼貌的举止或表达4. What are the advantages and disadvantages of team negotiations?Negotiating as part of a team requires very careful preparation. The biggest danger in team negotiation is that your counterparts will see or hear thatyou and your colleagues don't agree with each other. If they can finddifferences, they may spot opportunities to drive wedges between your team members.wedge [] n.----something that intrudes and causes division or disruption侵入引起分裂的东西Teams can work together ahead of time on strategy: who is going to be the spokesperson on which issues? What information do we need and who isgoing to ask the relevant questions? Who can communicate what decisions to the 'other side'? What members of the team are the experts on technical matters, business matters, etc.?But even if a group of colleagues work hard at developing a commonlyagreed strategy you will find that, there is still a risk that someone will say something out of turn or which is not part of his role. They need to explore how to cope with such problems during the actual negotiation.Individual negotiations have certain other advantages: the negotiator can present him/herself as the decision-maker or as the spokesperson for their company or colleagues. This gives the individual negotiator considerableflexibility that may not be available in team negotiation situations.Chapter 4 Preparing for NegotiationCommunication Exercises1. What would you say in these situations?1) Mrs Zhang, I’d like you to meet Tr acy Morris. She’s our new sales clerk.2) Hello, Kathy. Nice to meet you.3) That’s right. Yes, we once worked together in.4) I’m terribly sorry. I’ve forgotten your name.5) Yes, good morning. My name is … I’ve got an appointment with…6) Did you have a good journ ey? It’s very nice of you to come all this way.7) Would you like a coffee? Or Would you like something to drink?8) Good heavens, is that the time? I didn’t realize it was so late. I really mustbe going now.2. Make these sentences more concise1) He’s an assistant in Personnel.2) She’s the Vice-President in Sales and Marketing.3) He’s the Assistant Manager in Domestic Sales.4) She’s the Manager in International Sales.5) He’s an accountant in Accounting.3. Combine these sentences as concise as possible1) She is a clerk in Purchasing at ABC Company.2) He’s a salesman in the Asian Pacific Division at Sun Computer Company.3) She’s the Manager of Domestic Sales at Legend Group.4) He’s a secretary in Personnel at Huatian Hotel.5) She’s the Vice-President of Administration at Three-One Steel.4. Do you think all negotiations need an agenda? Who should be responsible for controlling a negotiation?Informal negotiations don’t need an agenda. In some cases, you are negotiating just one point. An agenda is often best negotiated rather than imposed at the start of a meeting. Usually the host company should be responsible for controlling the negotiation.5. How can you prepare effectively for a negotiation? What issues do you need to discuss beforehand?The essential preparation areas are firstly to ensure that everyone in the team is clear what the objectives of the negotiation are. The objectives include:What is the best we can get?What’s the worst we can get?What is our bottom line?And secondly, to establish the role that each individual is expected to play in achieving those objectives. Namely:Who is responsible for different stages of the negotiation?What special skills/knowledge do individual members of the team have?What do we know about the other team?It is important to discuss strategies beforehand and to decide on the approach the team is going to take which include:What are the main areas of negotiation?What are likely to be the sticking points?What is the best order to discuss these points?What concessions can we give to achieve our main aim?It is also essential to discuss the communicative ways like:how we are going to maintain positive communication,who is taking notes or minutes andwho is going to ask questions and so on.6. Put the following into English1）Please take a look at the itinerary we prepared for you, and let me know if there’s anything inappropriate, please let me know.2）We are holding a banquet here tonight in honor of our friends coming from the other side of the Pacific Ocean.3）I believe that through our joint efforts, our corporation can be satisfactory and successful.4）Let’s come to the point, the purpose of my current visit here is to explore the possibility of doing barter trade with you.5）T he contract will come into force from May 10, you can’t go back on your words then.6）We always fulfill our promise.7）Owing to our old relationship, we hold our offer valid for one other week, after which our price would probably be raised.8）I'll do my best; and please, try your best too.9）Your price is too high. It’s hard for us to accept.10）All our products are high-grade commodities; naturally the prices are different.7. True or false1) T 2) F 3) F 4) T 5) T 6) F (unwise) 7) T 8) T9) F (fluid) 10) T 11) F（round table）12) FNegotiation Skills1. In your opinion, what are the benefits of considering your own and others’ outcomes in negotiation preparation?The benefit of considering the outcomes for ourselves and others gives us an initial sense of 'what' people are looking for.It is far more important to look to the interests of the others. The question to ask is why do people want the outcome they are pursuing. It is easy to think of desirable outcomes in terms of money, which is in many cases what people want.When thinking ahead of time about others’ interests, we are making a series of assumptions. We should use the negotiation process to pursue the fundamental asset of negotiation, which is information. Are the assumptions accurate? If the interests assumed are 'out there', the answers we derive should yield a clearer understanding of the actual interests that motivate the parties and will lead to a successful agreement.2. How to measure a negotiator’s strengths and w eaknesses?In general, measuring a negotiator's strengths and weaknesses can involvea multiplicity of elements, but the most important are the following:1) A negotiator's relative strength is determined by the quality and extent of his preparation. The better one understand his/her interests and the better he/she understands the interests of other parties, the greater the chance he/she will be able to reach an elegant solution which leaves the parties feeling as if each has achieved the major portion of their goals.2) A negotiator's relative strength can be measured by whether people walk away thinking they would be pleased to negotiate with him again. That is to say----if people leave a negotiation thinking they never want to see him/her again, then he/she is a poor negotiator.3) A negotiator needs to understand that different issues should be treatedas of different priorities in different negotiations. Sometimes the relationship is most important; other times creativity is the measure of how well one negotiates. It is always true that good communication is fundamental of a negotiator's strength. A good negotiator makes his points clearly understood by other parties. A better negotiator makes understanding other parties his top priority.multiplicity n. ----the state of being various or manifold多种多样多方面或者多种形式Chapter 5 The Bargaining ProcessCommunication Exercises1. In the business world, everyone is very busy. Business calls are concise and “to the point.” Remember to be positive. Which is the b est expression?1) b 2) a 3) a2. Make proposals about the following:1) I think we should cut the training budget by five per cent.2) I suggest we aim for a two per cent rise in productivity.3) How about going for a meal after work?4)Why don’t w e go to the National Forest Park this year for the companyexcursion?5) I advise you to reduce production costs.6) I propose that we shorten working hours by two and a half hours per week.3. Use the conditional constructions (if…or unless…) to exert pr essure in the following situations.1) I’m afraid we’ll have to cancel the contract unless you reduce your fees.2) We’ll have to choose another supplier if you can’t pay us on time.3) That looks like the end of the negotiation, unless you can make a concession.4) I’m afraid you’ll lose your job unless you work harder.5) If you can’t offer me a better working condition than this, I’ll leave thecompany.6) I’ll accept the new job only if I get a higher pay.7) Unless you order 10,000 pieces of this product immedia tely, you won’tget a quantity discount.4. Once positions have been established in a negotiation, a process of making and responding to proposals usually follows. Which side (the customer or supplier) should start the process? What are the advantages of going first and second?The supplier will usually be expected to start this process the advantage is then given to the customer who doesn’t have t show his hand until he first hears what the supplier is proposing. On the other hand, making a proposal first may set the parameters for discussion and it could be an advantage if you want the negotiation to go in a certain direction.5. What can cause negotiations to fail? How important is it to maintain a positive tone throughout the meeting?Negotiations can fail for a variety of reasons:competitors offer a better deal;problems seem too difficult to solve;personalities clash;negotiating styles clash.Most negotiations will encounter difficult problems. There is a much greater chance that solutions will be found if both parties keep sight of the main objectives and maintain a positive tone.6. Fill in the blanks1). Assess，differences，strengths，next round；2). Fluid，escape routes，time breaks3).Bargaining to our advantage, the skilled negotiator will:a) outsetb) situationc) roundd) satisfactione) Bluff, brinkmanshipf) parallelg) impassesh) written, equal satisfaction7. Put the following into English1) I understand perfectly.2) Let's compromise.3) That's a smart decision.4) I expect to be compensated.5).The longer we wait, the less likely we will come up with anything.6) I'll be expecting your call.7) I'd like to get the ball rolling by talking about prices8) I know your research costs are high, but what I'd like is a 25% discount.9) We'd need a guarantee of future business, not just a promise.10) If you can guarantee that on paper, I think we can discuss this further.6.True or false1). F 2) T 3) F (positive tone) 4) T 5) T6) F (without comment)7) T 8) F (more ) 9) F (high) 10) TNegotiation Skills1. You are negotiating a major purchase, and the sales agent suggests a ridiculously high price which is far above your anticipated purchase price. How do you address the agent in order to get the best price?(b) and (d)The sales agent is trying to get started on the traditional positional bargaining philosophy of "start high, counter low and end up in the middle." In order to counter their attempts at positional bargaining, we should begin by asking them what the basis for their initial price was. This tactic will draw attention away from the initial price and create a focus on the criteria for determining a fair price. Next, we should suggest a price of our own, prove the offer with appropriate criteria and stick to our offer.2. Do you think it’s a good idea to raise the critical issue early in the negotiation? How would you handle the aggressive position immediately adopted by others?Most negotiators start by identifying the common ground. In other words, the points which both sides agreed on. Then have a firm basis to discuss problem areas. It is important that our team do not show too strong an emotional response to the other party’s aggression. Because they will see this as a weakness.3. How to deal with those who say " Our prices are set, we do not bargain "?Businesses were created to meet a perceived need in the marketplace.There are people who fear that if they negotiate, other parties will take advantage of them. This sort of thinking is the result of the belief that negotiation is a competitive process, and only one side can win.The Internet has created a variety of auction choices; many other companies always guarantee the lowest price. So price competition is far from dead. It is simply a matter of people’s choice. If you want to attempt to bargain for a better deal, don't do business with no-negotiation companies.Chapter 6 Closing the NegotiationCommunication Exercises1. A positive comment makes people comfortable and ready to listen. Rewrite these sentences.1) Thanks for your understanding. I really appreciate it.2) Thanks for meeting me at the airport. I really appreciate it.3) Thanks for coming early. I really appreciate it.4) Thanks for working overtime. I really appreciate it.5) Thanks for your cooperation. I really appreciate it.2. A polite way to correct someone is to make the correction impersonal. Try not to use the word you. Which is a more polite correction?1) b 2)b 3) b 4) b 5) b 6) a 7) b 8) a3. Look at the expressions below. Which of them would you use to express each of these ideas in negotiating?What would you say in negotiating…if you’ve not understood an explanation? (10)when you want to complain indirectly to someone? (7)if you do not want to accept the advice someone is giving you? (5)when you want to tell someone something? (1)when you wish to agree with someone? (2)when someone you already know is introduced to you? (6)if you want to interrupt someone? (8)when it’s unlikely that you can do something? (3)when you would like a person to do something for you? (9)when you want to give someone some information? (4)4. Make these statements into proposals and suggestions. Be inclusive---use we rather than I. Try to word your sentences so that they encourage feedback.a. Let’s start by looking at the sales figures.b. Perhaps we should identify who our main competitors are first.c. Wouldn’t you agree that timing is essential?d. We think the main problem is the security system. Would you agree?e. Shall we discuss delivery issues at the end?5. Match each underlined expression (a-d) with its meaning from the expressions below and use the appropriate form of one of the expressions to complete the sentences(e-h).a. reduce our pricesb. a bargaining zonec. contingency pland. a tough negotiatore. room to manoeuvref. knock us downg. drives a hard bargainh. fall-back position6. What should happen at the end of a negotiation? What issues need to be agreed on before closing the meeting?It is important to round off a negotiation well, so that nothing remains ambiguous. Before closing the negotiation, the participants need to confirm what exactly has been achieved. They need to agree on future follow-up action and, if possible, set a date for the next or future meetings.7. What steps do you go through to close a negotiation effectively?To close a negotiation effectively we should do the following steps:1) Summarizing---summarize issues discussed---confirm objectives attained---state areas where you have yet to reach agreement or where further discussion is needed2) Follow-up action---delegate responsibility for follow-up action and set time-scale---minute or document decisions3) Departing---confirm arrangements for next meeting (if there is to be one)---chairperson thanks participants for coming8．Fill in the blanksunsuccessful, close, maximum, enough, agenda .9. Put the following sentences into English1)I think we have discussed most of the key issues today.2) That takes care of business for today.3) We can work out the detail next time.4) We have done a lot.5) It's party time.6) If there are still unanswered questions, I will be happy to help.7) I think we should meet again.8) Is a week too early to meet again?。
制造业生产计划管理英文书籍
制造业生产计划管理英文书籍Manufacturing Production Planning and Control.Introduction.Manufacturing Production Planning and Control is a crucial aspect of any manufacturing organization. It involves the coordination and management of resources, processes, and activities to ensure efficient and effective production. This book aims to provide a comprehensive guide to the principles, practices, and techniques used in manufacturing production planning and control.Chapter 1: Fundamentals of Manufacturing Production Planning.Manufacturing production planning is the process of planning, scheduling, and controlling the production of goods and services within a manufacturing organization. It involves the identification of production requirements,determination of the optimal production mix, allocation of resources, and monitoring and controlling the production process.The first step in manufacturing production planning is the identification of production requirements. This involves understanding the demand for products or services and translating it into production requirements. Production requirements can be derived from various sources such as customer orders, forecasted demand, and inventory levels.Once the production requirements are identified, the next step is to determine the optimal production mix. This involves deciding which products or services to produce, in what quantities, and when to produce them. The production mix should be optimized to maximize profitability, minimize costs, and meet customer demand.The allocation of resources is another crucial step in manufacturing production planning. Resources such as raw materials, equipment, labor, and capital need to be allocated efficiently to ensure smooth production. Resourceallocation should take into account the availability of resources, production requirements, and the capacity of the production system.Monitoring and controlling the production process is essential to ensure that production plans are being executed effectively. This involves tracking production performance, identifying bottlenecks and issues, and taking corrective actions to ensure that production remains on track.Chapter 2: Production Scheduling.Production scheduling is the process of developing a detailed plan for the production of goods and services based on the identified production requirements. It involves scheduling production activities, allocating resources, and ensuring that production deadlines are met.There are various types of production scheduling methods, including forward scheduling, backward scheduling, and constraint-based scheduling. Forward schedulinginvolves starting with the first available production slot and scheduling activities forward in time. Backward scheduling, on the other hand, starts with the final production deadline and schedules activities backward in time. Constraint-based scheduling focuses on identifying and managing the constraints that limit production capacity and scheduling activities around these constraints.Effective production scheduling requires the use of advanced planning and scheduling tools. These tools help manufacturers to analyze production requirements, identify bottlenecks, optimize resource allocation, and generate detailed production schedules.Chapter 3: Production Control.Production control is the process of monitoring and controlling the production process to ensure that production plans are being executed effectively. It involves tracking production performance, identifying bottlenecks and issues, and taking corrective actions to ensure that production remains on track.Production control systems are used to monitor and control the production process. These systems collect real-time data on production activities, analyze performance, and generate reports and alerts when issues arise. Manufacturers can use this information to identify bottlenecks, optimize production processes, and take corrective actions to improve production efficiency.In addition to production control systems, manufacturers also need to consider quality control and lean manufacturing principles. Quality control involves ensuring that products meet specified quality standards and customer requirements. Lean manufacturing, on the other hand, focuses on eliminating waste and improving production efficiency through continuous improvement and process optimization.Conclusion.Manufacturing Production Planning and Control is a critical aspect of any manufacturing organization. Itinvolves the coordination and management of resources, processes, and activities to ensure efficient and effective production. By understanding the fundamentals of manufacturing production planning, using advanced planning and scheduling tools, and implementing effective production control systems, manufacturers can optimize production processes, improve production efficiency, and meet customer demand.。
商务秘书实务Chapter 2 - Fundamentals of business etiquette[内容充实]
![商务秘书实务Chapter 2 - Fundamentals of business etiquette[内容充实]](https://img.taocdn.com/s3/m/3265b169376baf1ffc4fadfe.png)
高等课件
18
1. Napkin Usage
Never tuck your napkin into your
collar
Do not re-fold your used napkin Do not use your napkin to wipe your
face or nose
高等课件
19
2. Ordering
Who orders?
host
guests
高等课件
20
Order beforehand
If not
The host asks the guest to order
The guest waits for the host to order
The guest orders
Not order the most expensive food Away from messy food
高等课件
40
Minimize e-mail-specific language
e.g.
BTW by the way
:=) I’m happy
lol laugh out loud
u
you
r
are
高等课件
41
Always include a subject line.
高等课件
42
Include an appropriate amount of the
original message in your reply.
高等课件
43
Minimize chain letters, jokes and
other personal e-mails.
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3. Use of Utensils
Forks and knives: before & after you finish the meal Cut steak Used utensils should never touch the table
Forks and Knives
Before you finish meal After you finish meal
A. Blow on the soup B. Wait till it cools down
Answer: B
Eat a
piece at a time
Don't talk with your mouth full
Keep your elbows off the table when eating
Cell Phone Etiquette
You should limit the use of your cell phone to only emergency calls when you are with others.
Set it to the "vibrate" mode.
Avoid asking to use another cell phone.
Introduction
Question 1 Question 2
Question 1:
What is "etiquette"?
"good manners"
Question 2:
Why is it necessary to know the fundamentals of business etiquette?
A party, usually in the early evening, at which cocktails are served.
1. General tips 2. Self-introduction 3.Food and drink .
1. General Tips
Current events Reading newspaper A 30-second "informercial" Business card A-few-minute-earlier arrival Selection of people to talk to
Always include a subject
line.
Include an appropriate amount of the original message in your reply.
Minimize chain letters, jokes and
other personal e-mails.
2. Self-introduction
Good eye contact Smile Raise your eyebrows Extend your right hand
Also Note
Open body language
Mention the most important person's name first.
�
Employer Receptions and Cocktail Parties
A social function, especially one intended to provide a welcome or greeting.
What should you do at employer receptions or cocktail parties?
person's
Email Etiquette
Be aware of and respect people's time.
Minimize e-mail-specific language e.g. BTW by the way :=) I'm happy lol laugh out loud u you r are
Formal Banquets
1. 2. 3. 4. 5.
Napkin usage Ordering Use of utensils Passing food items Eating
1. Napkin Usage
Put your napkin on your lap
ห้องสมุดไป่ตู้
1. Napkin Usage
Choose: weather, positive world news, food, hobbies, etc
Allow 45–60 centimeters of comfort space. person A person B
45-60cm
3. Food and Drink
Hold drinks in your left hand Eat something before you go Avoid alcohol Eat only non-messy, easy-to-eat hors d'oeuvres
Cut Steak
Knife (right hand)
& fork (left hand)
Place prongs of
fork down into the steak
Cut with the
blade
4. Passing Food Items
Pass the salt and pepper together Don't use it or take some first before passing Counter-clockwise direction
To clear out or make free of obstruction by forcing air through
If someone else sneezes, say:
"bless you!"
Don't leave your personal on the table.
belongings
Who first
John Green
George Bush
Tony Blair
What is his name?
If you , what should you do?
Ask the person to repeat his name.
Avoid controversial topics:
politics, religion, etc
Companies tend to promote people who can represent a positive image to all stakeholders and pressmen. Therefore, If you are familiar with the business etiquette, you will get more chances to be promoted.
Bring food to mouth rather than mouth to food
Other Table Manner Tips
Don't apply makeup at the
table.
Don't use a toothpick to clean your teeth.
Don't blow your nose at the table.
Chapter 2 Fundamentals of Business Etiquette
Contents
Introduction Employer Receptions and Cocktail Parties Formal Banquets Other Table Manner Tips Cell Phone Etiquette Email Etiquette Use of Makeup
Praises should be given publicly.
Use of Makeup
Don't touch up your makeup in a business setting. Go to the restroom to re-apply makeup.
(Women Only)
Fingernails
A professional woman who Wears nail color should have beautifully manicured nails.
To wipe
Lipstick should be blotted before a secretary goes out to eat.
2. Ordering
Who orders?
host
guests
Order beforehand
If not
The host asks the guest to order
The guest waits for the host to order
Not order the most expensive food The guest orders Away from messy food Not order alcohol unless the host does
5. Eating Quietly sip soup from the side of the
spoon
To drink, taking only a little at a time into the front of the mouth
If the soup is too do?
hot, what should we