文秘英语教程：Unit Ten Negotiations
《秘书英语》10Business negotiations,Contractand Agreement
我们可以（接近于）签合同了吗？
Once a contract is made, it must be strictly implemented.
合同一旦确定就应严格执行。 We’ve made it at last. Allow me to propose a toast
to the success of our business and to our future cooperation. Cheers! 我们终于成功签了合同。允许我为我们的生意和未 来的合作举杯祝贺。干杯！
To be able to write contracts and agreements
according to the given information.
Contents
Ⅰ. Lead-in Ⅱ. Language Points Ⅲ. Classroom Activities Ⅳ. Practical Writing Ⅴ. Exercises Ⅵ. Key to Exercises
关于该合同的某些条款，我们有几点想说一下。
I’m glad that our negotiation has come to a successful conclusion.
很高兴我们的谈判取得了成功。
Additional Topic-related Sentences
Are we anywhere near a contract yet?
Ⅱ. Language Points
pensation [kɔmpen'seiʃən] 我的工作虽苦，但也有所补偿。 Compensation of injured workers has cost the company a
涉外文秘英语 教案 阮蓓怡 se-7
Readings: How to Make Appointments
Your clients will contact you either by telephone or make personal visits to the office whenever appointments are needed to be made. The scheduling of appointments will vary depending on the type of business that you're involved with. For instance appointments may be scheduled at 1/2 hour intervals, 15 minutes, or 1 hour. This will be dependant upon your office. Most offices though, can attend to business within 30 minutes. So today we'll work on very brief intervals for scheduling appointments. We'll cover aspects relating to: Appointments Your Client's appointments Your Boss' appointments
Conversation III
(Mr. Thompson in Liulin's room telling her to cancel all his appointments after 10:00 on Thursday.) Mr. Thompson: Ah, Liulin. Can you cancel my appointments after 10:00 on Thursday? I'm taking my wife out to lunch early, right after the sales meeting. It's our wedding anniversary, you know. Liulin: Oh, really? Congratulations! Mr. Thompson: Thanks, Liulin. (Mr. Thompson walks away) Liulin: Oh, dear. (Liulin calls Helen to inform her about the change) Helen: Helen May. Liulin: Helen, it's Liulin. I'm afraid Mr. Thompson's busy at 10:00 on Thursday. Can we postpone the appointment? Helen: No problem. Do you have another time in mind? Liulin: Would it be possible to make an appointment for sometime tomorrow? Helen: I'm afraid tomorrow is a busy day for Mr. Franklin. Liulin: In that case, what about the day after tomorrow? Helen: That would be fine. Say, at 10:00 in the morning, would that be convenient to Mr. Thompson? Liulin: Let me look at his diary. He's a bit busy in the morning. He's having a meeting from nine to eleven, and then he's seeing Mr. Baxter at eleven-thirty. How about in the afternoon? He's free after two. elevenHelen: Ok. That's good. Thank you. Liulin: Oh, well, that's all right then. Bye. Helen: Bye.
涉外秘书英语 Unit 10
Tips for Picking Up Visitors
When meeting guests for the first time, it’s of great importance to give the guests a good impression. Here are some tips on picking up guests.
Practical English Course for Foreign-oriented Secretary
Unit 10
Meeting & Seeing Foreign Visitors off
Study Objectives
掌握机场接客或送客的英语口语表达
掌握酒店入住和离店的英语口语表达
S: Good morning, Allen. Did you sleep well last night?
C: Morning, Susan. Yes. I had a sound sleep1 last night.
S: That’s good, So have you packed all the stuff? C: Well, I am a light packer2 . I finished packing last night. All of the important stuff, including passport, money, and tickets are right here. 2. 1. 轻便旅行者 睡得好
9. 这是用于表示婉拒对方的盛情款待,如添菜,喝饮料或提供帮助等,都可以 用这个表达方法｡除此以外,还可以用“I am Okay with it.”
文秘negotiation
周日presentation 任务分配：Over boss 组：Situation A，B和C，两人一组。
Standing组：Situation A，D和E周日presentation 任务分配：冯霞闻舞燕situation A；翁玲玲方圆Situation B；许晓楠胡薇娜situation C。
周日presentation 任务分配：旺旺仙贝组situation A. Grass Four 组Situation B；随便组：Situation C；333335组：Situation D；滚石组任选一个situation。
Exercise:1. Situation A：Suppose Student A is buyer and Student B the seller. Student A requires a 5% reduction on the price and the partner requires the minimum quantity of the order to be 1,000 dozen. After bargaining, student A and B both make some concessions and the deal is concluded.2. Situation B：Roles张先生：an agentMr. Green: a customer张先生：我们现在是不是该谈谈代理的细节问题了？Green: All right. The territory to be covered of the sales agency will be the whole of Asia.张先生：我同意。
那代理时间多长呢？Green：Two years, and renewable for a further period of two years if both parties agree.张先生：行。
unit10 International Trade Negotiations
Shipping time B: When can you make the shipment? make the shipment S: We can (1) ___________________ in December at the earliest. Shipping quantity difference S: Do you allow any quantity difference when the goods are loaded on board ship? B: Yes, there may be some difference, but it (2) _________________ of the can’t exceed 5% quantity stipulated. Partial shipment S: Would you accept partial shipment? B: Yes, actually we would like you to make the shipment in five (3) equal lots ________, once every three months. Transshipment S: I’m afraid there is no direct liner next month. Do you allow the goods to be transshipped? B: I’m afraid we can’t accept that. It will increase the (4) _______________. shipping costs
Unit 10 International Trade Negotiations
文秘专业英语(第二版)Unit10 Seeing Foreign Visitors off
Brainstorm and search online about the necessary job details for meeting foreign clients.
The following short expressions are likely to be used while approaching workplace, please keep them in your mind.
文秘专业英语
第二版
contents
Unit 1 Seeking Employment as a Secretary Unit 2 Knowing Your Office Work Unit 3 Effective Telecommunications Unit 4 Communicating with Your Boss Unit 5 Making a Reception Unit 6 Travel Arrangement
departure boarding gate terminal immigration control luggage claim; baggage claim departure lounge boarding pass schedule board goods to declare
出站（出港、离开） 登机口 终点站，总站 出入境管制 行李领取处 候机室 登机牌 班次表 报关物品
b. According to the passage above, please answer the following questions.
1. Why is it helpful for the secretary to do some background research on the guests? 2. How to show your hospitality when foreign guests arrive? 3. Retell the passage above in your own words.
商务英语基础上册Unit ten教案
【Title of Lesson】Unit 10 Business Negotiation【Text Book】Basic Business English【Teaching Objects and Demands】➢Knowledge and Ability Objects1. To let the students know the relative knowledge of business negotiation.2. To let the students know some words and phrases about business negotiation.3. To train the students’ abilities of listening and speaking.4. To train the students’ abilities of using English to make simple dialogues about business negotiation.➢Procedure and Method Objects1. Through self-study, train students’ abilities of analyzing problems, solving problems and summarizing problems.2. Through group activities, train students’ team spirit of mutual cooperation and to improve their communication ability.3. Through the competition, train students’ sense of competing and participating actively, stimulate students’ interests in learning, improve their abilities to adapt to change and enhance their thinking abilities.➢Moral and value Objects1. To enable the students to understand the importance of business negotiation.2. To lay the foundation for the future English communication.【Teaching Key Points】1. Some words and phrases about business negotiation.2. Some sentences about business negotiation.【Teaching Difficulties】How to make students be able to negotiate business with a customer.【Teaching Aids】Multi-media computer, some exercise papers; Software: Microsoft PowerPoint 【Teaching Methods】Interactive teaching (learning--reciting –utilizing), discussion, questions & answers methods with the help of some games and activities.【Teaching Periods】180 minutes (4 Lessons)【Teaching Procedures】Step 1: Lead-in1. Through asking the students some questions to lead in new lesson.T (Teacher): Do you like shopping?Ss (Students): Yes.T: When we do some shopping, all of us would like to spend less money to buy more things. How can we do that?Ss: Asking for the lower prices.T: Yes, that’s right. We would like to ask the shop assistant to reduce their prices. In fact, it is the same in business. We also need negotiate terms about business with a customer, that is business negotiation. Do you know what business negotiation is?Ss: …T: It doesn’t matter. Today we will learn about it.Step2. Business Reading1. Learning the text【Teacher’s words】To come to terms with customers, it is very important to make business negotiation. So we’d like to know what business negotiation is. This step we will do self-study activity, Choosing Game （选一选游戏）, Filling Game（填一填游戏）.(1) Self-studying ActivityA. Give Ss 5 Mins to self-study the text with three Pre-reading Questions:1. What fields can business negotiation be used in?2. What is the attitude of both parties in business negotiations?3. What is always the link used to negotiate the issue/argument?B. Ask Ss to answer the questions.C. Let Ss explain the main meaning of the text.D. Teacher checks.E. Ss read the text together.(2)Choosing Game1. A. PPT shows five sentences about the text.B. Ask Ss to choose “True or False” one by one.C. Teacher checks.2. A: PPT shows eight sentences, ask the students to make a choice.B: Teacher checks.(3)Filling GameA. PPT shows eight sentences with one blank each. Ask Ss to fill the words in the blanks of the sentences.B. Teacher checks.C. Ss read the completed sentences together.Aim:Through Self-Study Activity and some Games to let Ss know the meaning of text about business negotiation, master some useful words, phrases and sentences. And by reading the text to train the students’ reading a bilities and let Ss pay attention to their pronunciations.2. Games for Grammar【Teacher’s words】: In this step we will have a competition. There are two kinds of questions. One is Translation, another is Choice. Divide the students into four groups, ask them to make a choice and answer the corresponding questions by turns.(1)CompetitionA. PPT shows the questions.B. Each group makes a choice and answers the question by turns.Aim: This step of Games for Grammar is to let Ss study and review grammar knowledge about tense of verbs happily and unconsciously, to train the Ss’ being active in thinking questions and finding the answers for the questions, and their abilities of the cooperation, to enhance their skills of speaking and translating.Step 3: Listening and speaking【Teacher’s words】Through the text, we have a general idea of business negotiation. Then how to negotiate with the customer? Here is a dialogue between Mr. Turner and Miss Jiang. Mr. Turner from France is interested in Chinese silk garments. Now he is having a business negotiation with Miss Jiang from Zhonghua Garment Group. Please listen carefully how Miss Jiang negotiates witha customer.1. Listening ActivityA. Asking the students to listen to the dialogue carefully and repeat the five sentences together.B. Listen to the dialogue again and do Task two: Filling the missing words. Then ask two students to say their answers out. One acts as Mr. Turner and another acts as Miss Jiang.C. Divide the class into several groups. Listen to the dialogue last time and discuss the questionsin Task three in groups. Each group sends one student to say their answers. Then the teacher checks the students’ answers and shows out the correct answers on PPT.Aim: Through Listening Activity repeatedly to let Ss be active in thinking and train their abilities of listening and cooperation.2. Speaking Activity【Teacher’s words】Now we have learned some words and patterns about how to negotiate with a customer. Next we will do pair works according to the following situations:PPT shows the situations and some useful knowledge:Situation:Mr. Turner continues to negotiate the terms of payment with Miss Jiang after the negotiation of the date of shipment.The following may be useful:What’s your terms of payment?by L/C at sightby an irrevocable L/Cby documents against payment after sighton collection basis…A：Ask the Ss to make a dialogue according to the information within 5 minutes.B: Invite some Ss to play their dialogues in the class.Aim:Through the Speaking Activity to train Ss’ skills of listening and speaking and abilities of using language.Step 4: Consolidation and Summary【Teacher’s words】: In this step we will do many practices activities to consolidate and sum something we learn in this lesson.（1）Let Ss do the exercises “Translat ion.”, “Cloze.” And “Writing.” to expand Ss knowledge of business negotiation.Aim: Through many exercises to do summary and consolidation to this lesson, the Ss can review and master the knowledge which we learn in this lesson. And the teacher emphasizes the key points and difficult points of this lesson again so as to let Ss know the importance of business negotiation.Step 5: Homework【Teacher’s words】: Here there are four home works. Each student must do the first, second and third. And Ss have the right to decide whether they will do or not do the fourth one by themselves.1. Read and recite the new words and expressions.2. Read the text fluently.3. Act as roles to make dialogues with your partners.4. Search more knowledge about business negotiation.Aim: Through assignment by levels to let Ss choose their home works by themselves to encourage Ss to analyze themselves, improve Ss’ abilities of listening, speaking and reading further and train Ss’ abilities of communicating with others.。
新编外经贸英语函电与谈判课件Unit10
We think it advisable to postpone this matter until your future sales warrant such a step.
建议将此事推迟直到贵方能证明这一点为止。
我方希望能按装运计划提前装运，但不能为此承担责任。
The supplier commits himself to ship the goods in 3 equal lots in the next quarter.
供方允诺在下个季度内分三批平均交货。
The manufacturers have now heavily committed themselves to substantial orders for a few months ahead.
Unit Ten
Agency
(1) Dear…:
We are obliged to you for your inquiry regarding sole agency for the sale of our Table Cloths in Sweden.
After serious consideration, we decided not to commit ourselves at this stage, when the record of transactions shows only a moderate volume of business.
包装箱既轻便又结实，便于货物的储存和销售。
This will facilitate our settlement of the matter. 这将有利于我方处理此事。 (注意：不能说成This will facilitate us to settle the matter.)
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Secretary English
3. Dr. Cohen says that when you are trying to negotiate you should _____.
A. adapt your style to the people you are talking to
B. make the other side feel superior to you C. dress in a way to make you feel comfortable D. try to make the other side like you
A. there is much emotional content in his negotiation
B. he is often negotiating for somebody else C. he doesn’t care whether he is being
adversarial or not D. he doesn’t need others to recommend him
Secretary English
call in 请（某人）进来 on one’s behalf 代表某人 more often than not 通常，往往 one’s point of view 某人的观点
superior to 高于 make on 在……上获利 joint venture 合资企业 put paid to 了结，结束
Words and Expressions
expectation [,ekspek'teɪʃən] n. 期待，期望 drain [dreɪn] n. 耗尽 competitive [kəm'petɪtɪv] a. 竞争的，比赛的 adversarial [,ædvə'seərɪəl] a. 敌人的，对手的 misconception ['mɪskən'sepʃən] n. 误解 strategy ['strætɪdʒɪ] n. 战略，策略
Secretary English
5. Deals sometimes fail because _____. A. negotiations have gone on too long B. the companies operate in different ways C. one party risks more than the other D. the lawyers work too slowly
Secretary English
be responsible for 对……负责 on hold （电话接通时）等某人接电话 for instance 例如 inform…of… 通知…… have difficulty (in) doing sth. 做某事有困难当心
Secretary English
2. Many people say “no” to a suggestion in the beginning to _____.
A. convince the other party of their point of view B. show they are not really interested C. indicate they wish to take the easy option D. protect their company’s situation
Secretary English
overtly ['əʊvətli] ad. 明显地，公然 approachable [ə'prəʊtʃəb(ə)l] a. 可接近的 alienate ['eɪljəneɪt] vt. 使疏远 hesitation [,hezɪ'teɪʃən] n. 犹豫，踌躇 verbal ['vɜːbəl] a. 词语的；口头的 dexterity [deks'terɪtɪ] n. 手的灵巧，灵活 clash [klæʃ] n. 冲突 blackmail ['blækmeɪl] n. （情感或道德上）迫使 inexhaustible [,ɪnɪg'zɔːstəbl] a. 无穷无尽的
Secretary English
Comprehension of the Text
Read the text carefully, and choose the best answer for each of the following.
Secretary English
1. Dr. Cohen treats negotiation as a game because _____.
Secretary English
Unit Ten Negotiations
Unit Goals Words and Expressions Comprehension of the Text Exercises Practical Writing
Secretary English
Unit Goals
Secretary English
4. According to Dr. Cohen, understanding the other person will help you to _____.
A. gain their friendship B. slow down the negotiations C. plan your next move D. convince them of your point of view
In this unit, you will learn how to : assist in negotiations, make use of some negotiation skills, prepare a negotiation, write business contracts
Secretary English