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Title: Textile Business English


1
???
  • ??????
  • Textile Business English

2
Module Ten
  • Meetings

3
Task 3
  • Negotiation

4
1. To develop students negotiating skills.2. To
learn some useful phrases to use in a
negotiation. 3. To get students to know the
qualities of a good negotiator.
Learning Objectives
5
Lead-inGroup discussion
  1. Why do people attend business negotiations?
  2. How will you prepare for the negotiation?
  3. Do you need to make concessions in a negotiation?
    Why?

6
Useful expressions and patterns
  • 1. Can I just begin by outlining our proposal?
  • 2. The advantages of our proposal are
  • 3. One of the problems I can foresee is
  • 4. I can see the advantages, but from our point
    of view
  • 5. Its difficult for us to
  • 6. Maybe we could increase the size of our order.
    Could you reduce the price by?

7
Useful expressions and patterns
  • 7. Delivering by May 30 is difficult for us.
    Maybe we could ship in two batches.
  • 8. We do need to get it installed by the end of
    May. Could you do it on the 28th?
  • 9. That seems fine. We seem to be agreed.
  • 10. Ill put something in writing by the end of
    the week and send it to you.

8
Listening
  • Monologue 1
  • Notes to the monologue
  • 1.lay the ground work ???
  • 2.clash v.(?)?????, ??, ??
  • 3. be minded to ???
  • 4.decency period ???
  • 5.reflection n. ??, ??, ??

9
Listening
  • Youll hear two experienced businessmen
    talking about negotiating around the world. First
    listen to Charles Cotton and write America Or
    Asia beside the summaries of what he said.
  • People need to build a personal relationship
    before they trust each other. _________
  • They trust the companies the others represent.
    _________
  • Reaching agreement might take two weeks.
    _________
  • Reaching agreement might take two months.
    _________

10

Listening
  • Monologue 2

Notes to the monologue 1. sort
of ???? 2. compromise ??, ?? 3. tick off
?????, ??, ????? 4. hammer out ??, ????, ??? 5.
contentious adj. ????, ???, ???? 6. reputation
??, ??
11

Listening
  • Monologue 2

Notes to the monologue 7. commit
v. ?...???, ??, ???? e.g. They were committed to
follow orders. ?????????? 8. innocently adv.
???, ??? 9. disadvantage v. ?????????,?? 10.
implication n. ??, ?? 11. incredibly adv. ?????
12
Listening
  • Listen to Peter Callaghan and write Europe or
    Australia
  • beside the summaries of what he said.
  • People first outline what they want to achieve.
    __________
  • People soon begin to discuss the points the need
    to compromise on. __________
  • It takes a long time to explain what you want to
    achieve. ___________
  • It doesnt take long to explain what you want to
    achieve. ___________
  • If you make a mistake, you lose face.
    __________
  • Making a mistake doesnt matter too much.
    __________
  • People don't want to commit themselves too soon.
    __________
  • Its OK to change your mind about a decision
    after a meeting. __________

13

Listening
  • Dialogue 1

Notes to the dialogue 1.
agreeable adj. ???,??? 2. ventilation system
???? 3. disrupt v. ??,??? 4. Would you be
prepared to split the extra labour costs with us?
?????????????????? 5. maintenance n. ??,??
14

Listening
Listen to Kevin and Donna negotiating the
installation of a new ventilation system.
Complete this table to show who makes each
suggestion and if the other agrees.
Suggestion Who suggests this Does the other agree?
Installation This month _______________ ______________ During the day _______________ _______________ At night so as not to disrupt office ______________ ______________ At the weekend ________________ _______________
15

Listening
  • Dialogue 2

Read the following dialogue and translate the
Chinese into English. Tom Im glad to have the
chance to visit your company. I hope to conclude
some substantial business with you. Chen
????,???????????????????????,???????????? Tom
Im interested in your jeans. I have seen the
exhibits and studied your catalogues. I think
some of the items will find a ready market in
Holland. Here is a list of my requirements, for
which Id like to have your lowest quotaions, CIF
Sydney. Chen ??????????????,????????????
16

Listening
  • Dialogue 2

Read the following dialogue and translate the
Chinese into English. Tom Ill do that.
Meanwhille, would you give me an indication of
price? Chen ????????????????,?????????????? Tom
What about the commission from European
suppliers I usually get a 3 to 5 percent
commission for my imports. Its the general
practice. Chen ????????????????????,??????? Tom
I see, but I do business on a commission basis.
Even a 2 or 3 percent would help. Chen
??????,?????????
17
Reading and Analyzing
  • Cathy Pacific Results

18
Reading and Analyzing
  • I. Read this extract from a company report.
    Choose a title for each paragraph from the topics
    in the box.
  • sales personnel investment
  • new developments new business

19
Cathy Pacific Results
  • _______________ (1)
  • The year began very well for Cathay pacific.
    However, there have been a number of problems
    this year which have made this a very difficult
    year for the airline industry. Passenger numbers
    have fallen as fewer tourists come to Hong Kong.
    Troubles in the Asian economies have also had a
    strong effect on the airline industry throughout
    the region. Cathay pacific remains the best
    airline in the Asian-Pacific region, and once
    current troubles pass the airline should return
    to its usual strong performance.
  • _______________(2)
  • The cargo division has done very well this
    year, with strong demand on most routes. The new
    cargo routes have been especially successful. The
    excellent performance from the cargo division has
    helped increase the companys overall results.

20
Cathy Pacific Results
  • _______________(3)
  • Unfortunately, because of the economic
    problems, we have had to make 760 staff
    redundant. This was a very difficult decision,
    but it was necessary to help the company survive.
    We have also had to remove five of our 747
    aircraft from service.
  • _______________(4)
  • There have been a number of exciting
    developments. The company announced an agreement
    with new suppliers of information technology.
    This should keep Cathay Pacifics computer
    systems among the best in the industry.

21
Cathy Pacific Results
  • The company has also had a special offer for
    visitors to Hong Kong, and one of its aircraft
    was painted especially for the return of Hong
    Kong to Chinese rule.
  • _______________(5)
  • Cathay Pacific has invested heavily in Hong
    Kongs new airport. A lot of work went into
    making sure that the move went smoothly and that
    everything was ready when the airport opened.
    Hong Kong is now one of Asias most important air
    centres.

22
Notes to the Passage
  • 1. have s strong effect on ??????
  • 2. cargo division ???
  • 3. makeredundant ???
  • 4. removefrom ???
  • 5. invest in ??

23
Reading and Analyzing
  • Negotiation Strategies

24
Reading and Analyzing
  • Brainstorming Question
  • Why should negotiators make preparations
    before a negotiation?

25
  • Negotiation Strategies
  • Negotiations work wonders. This is particular
    so in international business since it is mostly
    through negotiations that exporters bridge their
    differences and reach a fair and mutually
    satisfactory deal.
  • By presenting a more comprehensive negotiating
    package in a well planned and organized manner,
    exporters should be able to improve the
    effectiveness of their business discussions and
    in the long term the profitability of their
    export operations.

26
  • Negotiation Strategies
  • To avoid being confronted by costly demands,
    an exporter should try to determine the buyers
    real interest in the product from the outset.
    This can be ascertained through appropriate
    questions but must be based on research and other
    preparations before the negotiations. Only then
    can a suitable counter-proposal be presented.
  • To achieve a favorable outcome from the
    negotiations, an exporter should draw up a plan
    of action beforehand, which addresses a few key
    issues. Experienced negotiators consider that as
    much as 80 of their overall time devoted to
    negotiations should go to such preparations. The
    preliminary work should be aimed at obtaining
    relevant information on the target market and the
    buyers of the product.

27
  • Negotiation Strategies
  • It should also include developing
    counter-proposals if objections are raised on any
    of the exporters opening negotiating points. The
    preparations should thus involve formulating the
    negotiating strategy and tactics.
  • In international marketing negotiations, it
    is inadvisable for small and medium-sized
    exporters to limit their discussions to pricing
    issues, although pricing is a key factor in any
    business transaction. Exporters should give more
    attentions to the full range of marketing
    factors. They should stress the strengths of
    their firms and products and match them with the
    perceived needs of the buyers. Once these issues
    have been covered, they can consider the question
    of price and are able to develop a profitable
    business.

28
Notes to the passage
  • 1. bridge differences ????
  • 2. in the long term ????
  • 3. be confronted by ??
  • 4. outset n. ??
  • 5. ascertain v. ??,??
  • 6. counter-proposal ????
  • 7. devote v. ???
  • 8. formulate v. ????
  • 9. inadvisable adj.???
  • 10. perceive v. ??,??

29
Group Discussion
  • Read the passage and answer the following
    questions.
  • How important is a business negotiation in
    business activities?
  • 2. What are usually discussed in a business
    negotiation?
  • 3. What are covered in a company report?

30
Assignment
  • Field work
  • Work in groups of up to six. Collect
    information and materials from the Internet.
    Prepare for a presentation to introduce how to
    design a flow of business activity. (The
    presentation should be facilitated by ppt)

31
Reference
  • For more topic-related information , Pease
  • refer to the following websites
  • http//en.wikipedia.org/wiki/Negotiation
  • http//www.bizhelp24.com/personal/negotiation-skil
    ls.html
  • http//www.beyondintractability.org/essay/negotiat
    ion/
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