新视野商务英语综合教程3_U2电子教案.pdf

教 案课 程 名 称：_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _课 时：_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _班 级：_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _任 课 教 师：_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _教 材：一 新视野商务英语综合教程3（第二版）_Unit 2 NegotiationsUnit Overview（单元概览）By studying this unit,you are expected to:learn some personal and team negotiation styles;know how to deal with negotiators from different cultural background;make good use of home/guest court advantages in negotiations.Lead-in（主题导入）Ask the students to recaD their personal experiences when negotiating with othersand think of some inappropriate actions in negotiations.Ask the students to work in pairs and tick the inappropriate items and give thereasons.Select some representatives to present their opinions.Reading A（精读课文）Task 1 Ask the students to think of some strategies or styles in pairs.Ask the students to propose some countermeasures to correspond with theircounterparts9 strategies or styles.Ask the students to read Reading A and summarize the strategies or stylesmentioned in the text.Task 3 Ask the students to find information in the text which supports or goes againsteach statement in the task.Ask the students to correct the incorrect statements with theii*ow n words.Teaching Tips Divide the whole class into 2 groups,and then each group into 4 5smaller groups.Ask each bigger group to surf the Internet or check some references aboutpersonal or team negotiation styles.Then ask each smaller group to focus on one style only and look forinformation about its characteristics and examples.Ask the representative of each group to present then,findings to the class.Activity 1Reading B（泛读课文）Task 1 Ask the students to brainstorm some exarrples of misunderstanding caused bycultuial diflerences.Ask the students to brainstorm some Dos and Donts in communicating withpeople from different cultural background.Background InformationLetter of Introduction:a statement,often by a third party,in letter form that brieflyprofiles a company with an eye toward doing business together.When written by athird party,it will take on the form of a recommendation.Some societies will notconsider doing business with foreign firms without the submittal of a Letter ofIntroduction.Activity 2Suggested Answers The United States:The United States is the largest economy in the world.The U.S.has thehardest currency in the world and,like it or not,almost all of countriesmeasure themselves against an“American“yardstick.True to history,Americans believe in winning wars by accepting a few lostbattles.U.S.negotiators are extremely nimble and can change strategy andtactics during a ten-minute break.Youd better be able to respond in kind.They are the practitioners of the original cowboy mentality,and anAmerican corrpany will usually send its negotiators into the field with anunusual amount of authority.They often assume that counterparts havesimilar authority.Individualistic by nature,they can also be good teamplayers.The United Kingdom:The U.K.has been a top player in international trade and it is certainly itsfirst gtobal practitioner.Thats the reason for its standoffish approach to theEuropean Union and its single-currency policy.Being old hands at international business,plus that their history ofnegotiation goes back centuries,the depth of their knowledge is withoutconparisoa So,youd better arrive in the U.K.thoroughly prepared andequipped with numerous options.Dont atterrpt to learn how things work“at the table”,or your British counterpart will“hand you your head.Presentations should be detafled,with a minimum of hyperbole.The Britishhave seen everything under the sun“and theres nothing new there,so getto your point.The class system is still very much alive and properconnections will make a difference for long-term projects.Governmentagencies and industrial associations are good starting points for small-a ndmedium-size deals.Listening（听力练习）Task 1 Ask the students to brainstorm their previous experiences of purchasing certainproducts,and to think of what techniques they adopted to negotiate about theprices.Ask the students to listen to the recording once and try to decide whether thestatements are true or false.In the second listening,ask the students to correct the false statements,as well asto pay more attention to the figures.Check the answers with the whole class.In the third listening,ask the students to imitate the bargaining process,includingexchanging offers,giving counter oflers before reaching an agreement.Ask students to do the oral exercise in pairs.Make sure they display then,cardson the negotiation table one by one to propel theii negotiation.Task 2 Write down the phrase payment grace period,on the board and ask the studentsto guess its meaning.Ask the students to read the five statements first and mark out some phrases orexpressions that 。