新视野商务英语视听说（下）：第四版教学课件U4

1、Unit 4NegotiatingPricesNegotiating PricesListening PracticeLanguage Focus AVideo 2Warm-upVideo 1Business CultureUNIT 4CONTENTSPart I Part II Part IIIPart IV Part V Language Focus BPart VI Part VII Part IWork in pairs.These are some tips from negotiation experts.Fill in the blanks.Then compare your answers with your partners.listen speak interrupt ask questionspennypound aggressive more lessassertivePart IITask 1Listen to the following sentences.Then fill in the blanks with the appropriate phrase

2、s from the list.Scriptdiscount for bulk minimum quantityearly-settlement discountcommission contractunit priceScriptTask 21.Nick Donald is the manager of a clothes manufacturing company.He is talking about their regulations on giving discounts and commission.Listen to the conversation and then decide if the following statements are true(T)or false(F).ScriptTFTFFScript2.Listen to the conversation again and fill in the blanks.FOBagents extra Korean exceptionsScriptPart IIIFollow-up Practice1.Liste

3、n to the dialogue and choose the correct answer to each question.Scriptbac acScriptFollow-up Practice2.Work in pairs.Make up a dialogue according to the following situation.Part IVPre-viewingViewing1.Watch the video carefully.Pay attention to the way of negotiating of the two sides.Then choose the correct answer to each question.00:05/03:00Script1.Watch the video carefully.Pay attention to the way of negotiating of the two sides.Then choose the correct answer to each question.bccbaScriptPrice ne

4、gotiationMr.Welsh:Hello,Mr.Wang.We received the samples you kindly sent to our headquarters.Thank you very much.Were impressed by both the quality and the variety of your products.Mr.Wang:Thanks,and welcome to our factory.I hope you enjoyed the tour around some of our workshops.Mr.Welsh:Yes,we actually picked up several products from your catalogue after the tour.We may be able to give you a trial order.Now Id like to know if we place a firm order with you,when can you deliver the goods?Mr.Wang:

5、It depends on how many items you choose and what quantity.Normally for one container order,we can deliver the goods within 60 days.Mr.Welsh:Thats good.OK,lets work through this list now.Mr.Wang:(After reading the list)Mm,I see,Mr.Welsh.Youve only selected 4 items so we can guarantee delivery.This is the unit price of each product(showing him the prices).ScriptMr.Welsh:Fine.But it seems to us that your price is much higher than other suppliers in China.We are currently doing business with some fa

6、ctories in Shenzhen.Mr.Wang:We know some factories give lower prices but their quality is poor.You see,the surface of our products is very smooth.And after the tour,you must have an idea how well our manufacturing environment meets international sanitary standards.Considering the quality,our price is very reasonable.Mr.Welsh:We dont deny that.But if you can give us a little discount,we can start up a long-term relationship.Mr.Wang:Youre really tempting me.OK,whats your quantity then?Generally,we

7、re not allowed to give discount at this price.But if your order is large enough,I can offer you a special discount.Mr.Welsh:For the large plastic chair and the trolley,we can take 1,000 pieces of each and much more later on after this trial order.Mr.Wang:1,000 pieces Well,since its our initial transaction,Ill give you a 10%discount on these two items.Mr.Welsh:10%?Another company gives us a 15%discount for that size of order.You know,an incentive discount encourages the buyers and helps expand yo

8、ur business.Mr.Wang:Of course,I know,but that is too high a rate.Frankly speaking,the maximum discount we can grant is 10%.Mr.Welsh:Then how about the food box and cup container?Also 10%?We would like to order 800 food boxes and 500 cup containers to start.Mr.Wang:Im afraid we cant do that.You know,the price of the raw material has been rising steadily.Theres no profi t margin left at that price.Mr.Welsh:Come on,of course there is.By the way,we dont need the scale on the cup container.How about

9、reducing the price of the container to US$2 from your original US$3?Mr.Wang:Well,its really hardMr.Welsh:Well,we could meet each other half-way.That would conclude the deal.Mr.Wang:You certainly have a way of talking me into it.All right,lets each make some concession.You increase the food box order to 1,000 pieces,OK?Mr.Welsh:Fine,no problem.Mr.Wang:You really drive a hard bargain!But we look forward to a long partnership.Script2.Watch the video again and fill in the chart.Welsh 60 days 13.51,0

10、0022.5 31,000500Post-viewingWork in small groups.If you encountered each of these people in a negotiation,what would you think of them?Discuss some skills and techniques that can be used in such negotiations.Part VHow to organise your negotiationFollow-up Practice 1.Listen to the dialogue and complete the following sentences.Script4%annual expenses publicitypersonnel 40%next yearScriptFiona:Hello,Im Fiona from ABC.Nice to meet you,Phillip.Phillip:Nice to meet you,too.How are sales in Sweden?Fion

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