Transcript Negotiating : Business English

暨南大学外招生《大学英语》教学课件
College English Course for Overseas Undergraduates
JNU QUALITY COURSE
暨南大学外国语学院
MARKET LEADER
体验商务英语
综合教程第一册
a new language course for tomorrow’s business leaders
intermediate Business English Course Book 1
JNU QUALITY COURSE
暨南大学外国语学院
MARKET LEADER BOOK TWO
JNU QUALITY COURSE
暨南大学外国语学院
ML Book Two Unit Two Overview
Vocabulary
Shopping online
Listening
Selling online
Reading
Virtual pocket
money
Skills
Negotiating:
reaching agreement
Language Review
Modals 2: must,
need to, have to,
should
JNU QUALITY COURSE
暨南大学外国语学院
Case study
Lifetime Holidays
4
Business English
Process
How of selling online I
• Choose the goods
• Put them into ato
shopping cart
• Go to the cashier’s
desk
• Confirm the
consignee’s
information
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
How to sell online
Process of selling online II
• Choose the terms of payment
• Choose the terms of delivery
• Pay online or remit after placing your
order
• Confirm your remittance
• Deliver goods
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Alibaba
Alibaba online
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Website
s
Some websites for selling online
• Taobao
http://www.taobao.com
• Zhuoyue
http://www.amazon.cn
• Ebay http://www.ebay.com
• Dangdang
http://www.dangdang.com
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Objectives
• to learn how to talk about traditional shopping versus
buying online as well as goods typically and suitably
bought online
• to learn the useful words and phrases related to buying
and selling in high streets and online
• to grasp the usages of modals for obligation, necessity
and prohibition
• to learn negotiating skills
• to grasp the writing format of E-mail
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
overview
Vocabulary
Shoppiing online
Listening
Language reviews
Reading
Skills
Case study
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Warmer
• Selling online
1. What does this mean to you and your life?
2. Has anyone ever bought anything online?
3. What do you usually buy online?
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
This quotation means a bad business idea will not
work any better just because it is being used as the
basis for selling via the Internet. The technology will
not, in itself, make up for any deficiencies.
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Starting up
1.Discuss the three questions on P.14
2.Further discussions:
1. Why are the following goods suitable
to be bought online?
Books and magazines
Holidays
Travel/concert tickets
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Starting up
2. Why are the following goods not suitable
to be bought online?
CDs
Jewellery
Designer
clothes
Groceries
Perfume
暨南大学精品课程项目
外国语学院大学英语教学部制作
Reasons of not buying online
• 1. Goods are not suitable when they arrive.
• 2. You are sent things you did not order.
• 3. There are security problems with using
credit cards online.
• 4. Some people enjoy shopping in real shops
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Vocabulary
Shopping online
• return VS refund
The buyer returns goods back to the seller
when he is not satisfied with them. Under
such circumstances, the seller shall refund the
money back to the buyer.
e.g. Return goods for cash back
He demanded a refund on the unused
tickets.
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Vocabulary
Shopping online
• bargain: products and services offered at a large
discount
e.g. At that low price, this house is a bargain.
I bought this at a bargain.
• cooling off period: the time when you can change
your mind and cancel an order
• interest-free credit: when you can pay some time
after you buy, but at no extra cost
• money back guarantee: a promise to give your
money back if you are not happy
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Vocabulary
•
•
Shopping online
Key to Exercise A:
a-c-b-a-c-b
Key to Exercise B:
1 cooling off period
2 credit card details
3 method of payment
4 interest-free credit
5 out of stock
6 money back guarantee
7 after-sales service
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Listening
Selling online
2.1
Key to Exercise 2.1
good website
easy
low prices
delivery service
quick
customer service
lots of information
暨南大学精品课程项目
外国语学院大学英语教学部制作
Simon Murdoch
Business English
Listening
Selling online
Language points in Recording 2.1:
·set up the online book-selling company
·create a successful online business
·it relates to sales and to profits
·it’s all driven by doing a fantastic job for
customers
·provide a fast delivery service
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Listening
Selling online
2.2
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Listening
Selling online
 Key to Exercise 2.2
1 Perhaps the products were good and
prices were low.
2 Perhaps delivery was not good.
Simon Murdoch
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Listening
Selling online
• Language points in Recording 2.2:
·in the long/short term
·make profits: make money
·a number of : many
·high profile: a position attracting much attention and
publicity 高姿态
·run out of: use up
·go into liquidation: The company is making such a loss that
investors and bankers are unwilling to lend more money to
keep it going and it has to cease its operation.
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Listening
Selling online
2.3
Key to Exercise 2.3
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Listening
Selling online
• Language points in Recording 2.3:
·point out the parallels between the two:
similarities
·the key difference: main
·present the items in an attractive way: display
them in an appealing way
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Listening
Selling online
• Discuss the differences and similarities
between online selling and high street
retailing with the whole class.
• Differences: shop assistant; delivery; feel of using
website
• Similarities: customer satisfaction; quality of the
goods; reliability of goods; customers want value for
money in the same way
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Reading
Virtual pocket money
• key language points:
·They like using the Internet. (like
doing sth/to do sth)
·But paying online is a tricky
business for consumers who are
too young to own credit cards.
(who are so young that they can
not own credit cards)
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Reading
key language points:
·Kids are frustrated with the
Web. (feeling annoyed,
upset, and impatient,
because you cannot
control or change a
situation, or achieve
something)
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Reading
·If successful, these products could provide an
important stimulus to online sales. (something that
helps a process to develop more quickly or more
strongly)
·Most teenagers have access to the Internet at home
or at school. (have chances to reach or get to)
·One in six buys things over the Internet. (on the
Internet)
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Reading
Virtual pocket money
·In most cases, parents pay for these purchases
with credit cards. (pay for sth with money)
·Pressing parents to spend online is less
productive than pressing on the high street.
(less effective than)
·One way to help them convert notes and
coins into cyber cash is(change … into)
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Language
review
Modals 2
• supplementary exercises:
1). We _____
must be patient when our goals are for the long
term.
2). I _________
have to go now for I have a meeting to attend at
4.00.
had learn
to Japanese.
3). When I lived in Tokyo, I ________
4). A CV
be printed on good quality notepaper,
should be more than two pages long.
but it
shouldn’t
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Language
review
Modals 2
shouldaim at the top end of the
5). I suggest we _______
market.
6). You don’t need to/don’t have toqueue up when
you buy online.
must not
7). Drivers _______
park their vehicles by a traffic
light.
must not
8). In many companies employees ________
wear
do notwear
have atoformal suit
jeans, but they
and tie.
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Language
review
暨南大学精品课程项目
Key to
exercises
外国语学院大学英语教学部制作
Business English
Skills
Pictrues about
Negotiating
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Skills
Negotiating :
reaching agreement
Negotiating tips: Group A
• be friendly
• have clear aims
• tell the other side what you want
• listen carefully
• pay attention to the other side’s body language
• don’t change your plan during the meeting
• never be the first to make an offer
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Skills
Negotiating :
reaching agreement
Listening 2.4 –2.6
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Skills
Negotiating :
reaching agreement
The chart
Negotiating point
What Michelle
wants
Schedule for setting One month, by the
end of July
up the website
Payment terms
Website design
fixed amount
$6,000
A large number
of covers on
every page
暨南大学精品课程项目
What the
designer wants
Two months
$50 an hour
One big image
外国语学院大学英语教学部制作
What they agree
One month,
fewer pages
$6,000(half in
advance)
Two covers per
page
Business English
Skills
Negotiating :
reaching agreement
Listening 2.4 ,2.5
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Skills
Negotiating :
reaching agreement
will you agree
offer
priority
mind if I
agreed
normal fee
as long as
how
about
we’d prefer
agree to
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Skills
Negotiating :
reaching agreement
Listening 2.6
Role play the situation.
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Skills
Negotiating :
reaching agreement
We’d like to have it in a month’s time.
We must have delivery by the end of
next week.
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Skills
Negotiating :
reaching agreement
If I have to finish in one month, I’ll
need to have an extra designer.
That could be all right as I get some
money in advance.
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Skills
Negotiating :
reaching agreement
We’d prefer to pay you a fixed amount.
How about paying me half when I
start the work?
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Skills
Negotiating :
reaching agreement
Let’s talk about the time for setting
up the website.
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Skills
Negotiating :
reaching agreement
·in a month’s time: within one
month
·that’s no problem
·our priority is to have the
website up and running as
soon as possible
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Skills
Negotiating :
reaching agreement
·You want to charge us 50 dollars an hour:
You want us to pay you 50 dollars for an
hour’s work.
·That works out at 400 dollars a day, I believe:
I think that amounts to 400 dollars
a day.
·Do you mind if I …
·It could get out of control: It cannot
be controlled by us.
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Case Study
Lifetime Holidays
DirectSun
Type of holiday
Package holiday
Product range
Small range of
Large catalogue of package destinations, arranges
flights, accommodation,
holidays
car hire, insurance
Low-budget
Sales outlets
Many high street shops
website
Existing customers
Mainly over 50
‘good’ customer base
Appeal to wider age
group (esp. 30-50), join
with an online company
Aims
State of business
暨南大学精品课程项目
Bigger catalogue of holidays
to offer, join with a bigger
organization
Falling demand
外国语学院大学英语教学部制作
Good customer base
Business English
• refer to writing file page
133 .
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Assignments
• Write an e-mail as a director of Lifetime Holidays
or as a director of DirectSun to the other
negotiating party about what they agreed
upon.
• Pay attention to the correct writing format of
E-mail. (referring to P.133)
暨南大学精品课程项目
外国语学院大学英语教学部制作
E-mails
E-mails can have a formal business style or a very
Informal style, similar to spoken English.
TO
CC
Subject
暨南大学精品课程项目
This semi-formal style is
similar to a standard
business letter, but less
formal and usually
shorter. The ending is
Best wishes rather than
Yours sincerely. This style
is best used when you
are sending an e-mail to
somebody, or whom you
do not know very well.
The focus is on giving or
asking for information
quickly.
外国语学院大学英语教学部制作
E-mails
The informal style is most
suitable for e-mail within your
company and for people whom
you know well. The greeting is
often Hi, Hello or even How are
you? Cheers is a common ending,
or sometimes the ending is
omitted. Sometimes the writer
will only use small letters. The
style is much closer to spoken
than written English.
TO
Subject
Sometimes people use abbreviations of words if
they want to save time:
CU = see you
tkx = thanks
RUOK? = Are you OK?
暨南大学精品课程项目
外国语学院大学英语教学部制作
Business English
Thanks for your attention!
Let’s take a break!!
暨南大学精品课程项目
外国语学院大学英语教学部制作