世紀(jì)商務(wù)英語(yǔ)綜合教程IV(第三版)教案

世紀(jì)商務(wù)英語(yǔ)綜合教程IV(第三版)教案《世紀(jì)商務(wù)英語(yǔ)——綜合教程IV》（第三版）教案Unit1ImportandExportRelatedInformationProceduresforImportandExportAsimportfromonecountrymeansexportofthatcountry,taketheproceduresofexporttransactionasanexampletoillustratethegeneralproceduresforimportandexport:1.MarketresearchThemostdifficultpartofexportingistakingthefirststep.Anyexporterwhowantstosellhisproductsinaforeigncountryorcountriesmustfirstconductalotofmarketresearch.Marketresearchisaprocessofconductingresearchintoaspecificmarketforaparticularproduct.Exportmarketresearch,inparticular,isastudyofagivenmarketabroadtodeterminetheneedsofthatmarketandthemethodsbywhichtheproductscanbesupplied.Theexporterneedstoknowwhichforeigncompaniesarelikelytousehisproductsormightbeinterestedinmarketinganddistributingtheproductsintheircountry.Hemustthinkwhetherthereisapotentialformakingaprofit.2.BusinessnegotiationIfaforeigncompanyisinterestedinbuyingtheexporter’sproducts,negotiationshouldbeorganized.Businessnegotiationplaysaveryimportantroleintheconclusionandimplementationofasalescontract.Ithasagreatbearingontheeconomicinterestsofthepartiesconcerned.Nomatterwhatwaythenegotiationsareheld,ingeneral,theyconsistofthefollowinglinks:enquiry,offer,counteroffer,acceptanceandconclusionofsalescontract,amongwhichofferandacceptancearetwoindispensablelinksforreachinganagreementandconcludingacontract.3.ConclusionofsalescontractAssoonasanofferisaccepted,awrittensalescontractorsalesconfirmationisusuallyrequiredtobesignedbetweenthebuyerandthesellertoconfirmthesalesandstipulatetheirrightsandobligationsrespectively.Asalescontractorsalesconfirmationcontainssomegeneraltermsandconditionsaswellasthespecifictermsthatvarywiththecommodity.Butsuchtermsasthenamesofthesellerandthebuyer,thedescriptionofthegoods,qualityandspecification,quantity,packing,unitprice,amount,payment,dateofdelivery,shipping,insurance,inspection,claimandarbitrationareindispensable.Thesalescontractorsalesconfirmationisnormallymadeoutintwooriginals,oneforthebuyerandtheotherforhisseller.4.ImplementationofcontractUnderCIFcontractwithtermsofpaymentbyL/C,theimplementationofexportcontractusuallygoesthroughthestepsofgoodspreparation,inspectionapplication,remindingofL/C,examinationandmodificationofL/C,charteringandbookingshippingspace,shipment,insurance,documentspreparationforbanknegotiationandthesettlementofclaims,etc.①PreparinggoodsforshipmentAfteracontractismade,itisthemaintaskfortheexportertopreparethegoodsforshipmentandcheckthemagainstthetermsstipulatedinthecontract.Thequality,specification,quantity,markingandthepackingshouldbeinlinewiththecontractortheL/C,thedateforthepreparationshouldagreewiththeshippingschedule.②InspectionapplicationIfrequiredbythestipulationsofthestatesorcontract,theexportershouldobtainacertificateofinspectionfromtheinstitutionsconcernedwherethegoodsareinspected.Usually,thecommoditywillbereleasedonlyaftertheissuanceoftheinspectioncertificatebytheinspectionorganization.③Reminding,examiningandmodifyingL/CIninternationaltrade,abanker’sletterofcreditiscommonlyusedforthepaymentofpurchaseprice.Inthecourseoftheperformanceofcontract,oneofthenecessarystepsfortheselleristourgethebuyertoestablishanL/C.Accordingtothecontract,thebuyershouldestablishtheL/Contime,butsometimeshemaydelayforvariousreasons.Forthesafecollectionofpayment,thesellerhastourgethebuyertoexpeditetheopeningoftheL/C.Uponreceiptofaletterofcredit,thesellermustexamineitverycarefullytomakesurethatalltermsandconditionsarestipulatedinaccordancewiththecontract.Ifanydiscrepanciesexist,thesellershouldcontactthebuyerimmediatelyfornecessaryamendmentssoastoguaranteethesmoothexecutionofthecontract.④CharteringandbookingshippingspaceAfterreceivingtherelevantL/C,theexportershouldcontacttheship’sagentsortheshippingcompanyforthecharteringandthebookingofshippingspaceandpreparefortheshipmentinaccordancewiththeimporter’sshippinginstruction.Charteringisrequiredforgoodsoflargequantitywhichneedsfullshipload;andforgoodsinsmallquantities,spacebookingwouldbeenough.⑤CustomsformalitiesBeforethegoodsareloaded,certainproceduresincustomsformalitieshavetobecompleted.Asrequired,completedformsgivingparticularsofthegoodsexportedtogetherwiththecopyofthesalescontract,invoice,packinglist,weightmemo,commodityinspectioncertificateandotherrelevantdocuments,havetobelodgedwiththecustoms.Afterthegoodsareonboard,theshippingcompanyortheship’sagentwillissueabillofladingwhichisareceiptevidencingtheloadingofthegoodsonboardtheship.⑥FindacustomsbrokerTodifferentcountries,importcustomsclearanceproceduresmaydiffer.Insomecountries,thecustomsservicedoesnotrequireanimportertohavealicenseorpermitandanindividualmaymakehisowncustomsclearanceofgoodsimportedforpersonaluseorbusiness.You’dbetter,however,havealicensedcustomsbroker(orafreightforwarder)actastheclearingagentforyouunlessyou’reveryfamiliarwiththeimportcustomsclearanceformalitiesinyourcountry.Therefore,thefirsttipistofindalicensedcustomsbrokerwhocanworkwithyouonalongtermbasis.Theyareespeciallyvaluabletoyouwhenyourbusinessisnotlocatedinthedestinationair/seaportwhichisusuallytheportofentry—ifyou’reunabletobetheretoprepareandfileyourentry,thecustomsbrokermayactasyouragent,pickupanddelivertheshipmenttoyourdoor.⑦InsuranceTheexporttradeissubjecttomanyrisks.Forexample,shipsmaysinkorconsignmentsmaybedamagedintransit,exchangeratesmayalter,buyersdefaultorgovernmentsuddenlyimposeanembargo,etc.Itiscustomarytoinsuregoodssoldforexportagainsttheperilsofthejourney.Thecoverpaidforwillvaryaccordingtothetypeofgoodsandthecircumstances.Iftheexporterhasboughtinsuranceforthegoods,hewillbereimbursedforthelosses.⑧DocumentspreparationforbanknegotiationAftertheshipment,allkindsofdocumentsrequiredbytheL/Cshallbepreparedbytheexporterandtheimporterandpresented,withinthevalidityoftheL/Ctothebankfornegotiation.Astotheshippingdocuments,theyincludethecommercialinvoice,billoflading,insurancepolicy,packinglist,weightmemo,certificateofinspection,and,insomecases,consularinvoice,certificateoforigin,etc.Documentsshouldbecorrect,complete,conciseandclean.OnlyafterthedocumentsarecheckedtobefullyinconformitywiththeL/C,theopeningbankmakesthepayment.Paymentshallbedisregardedbythebankforanydiscrepanciesinthedocuments.⑨SettlementofdisputesIninternationaltrade,it’snotuncommonforimportstobedelayed,ortofindthatwhengoodsarrivetheshipmentisincompleteorcontainsdamagedgoods.Itmaybethesupplier’sresponsibility,theimporter’sfault,orcausedbyshippingorcustomsdelays.Inanycase,it’sworthagreeinginadvancehowdeliverieswillbeinspectedandhowproblemswillbehandled.Inmostcases,returningincorrectshipmentsandwaitingforanewdeliveryistooexpensiveandtimeconsuming.Lead-in1.Listening1.F2.T3.T4.TTapeScript:InternationalTradeisOneoftheHotIndustriesoftheNewMillenniumInternationaltradeisoneofthehotindustriesofthenewmillennium.Butit’snotnew.ThinkMarcoPolo.Thinkthegreatcaravansofthebiblicalagewiththeircargoesofsilkandspice.Thinkevenfurtherbacktoprehistoricmantradingshellsandsaltwithdistanttribes.Tradeexistsbecauseonegrouporcountryhasasupplyofsomecommodityormerchandisethatisindemandbyanother.Andastheworldbecomesmoreandmoretechnologicallyadvanced,asweshiftinsubtleandnotsosubtlewaystowardoneworldmodesofthought,internationaltradebecomesmoreandmorerewardingbothintermsofprofitandpersonalsatisfaction.2.SpotDictation1.complicated2.concludeatransaction.3.inthecourseof4.undergoesfourstages5.implementingthecontract6.illustrateTextALanguageStudy1.merchandise①n.commercialgoods;commodities商品，貨物◆Thereismuchdiscountmerchandiseonholidays.◆Merchandisefirstshouldbetheproductsoflabour.②vt.toengageinthecommercialpurchaseandsaleof(goodsorservices);trade做生意，交易◆Heismerchandisingautoparts.merchandisebroker商品經(jīng)紀(jì)人merchandisebudget商品預(yù)算merchandiseexport商品出口merchandisecost商品成本2.brokern.anagentwho,actingonbehalfofaprincipal,buysorsellsgoods,securities,etc,inreturnforacommission(股票債券等的)經(jīng)紀(jì)人,(買賣的)中間人,代理人◆Hesetupinbusinessasaninsurancebroker.brokeragen.經(jīng)紀(jì)業(yè)，傭金，回扣，經(jīng)紀(jì)費(fèi)brokeragent經(jīng)紀(jì)人兼代理人brokerinsurance保險(xiǎn)代理人3.prospectivea.lookingtowardsthefuture將來(lái)的，未來(lái)的；盼望中的；預(yù)期的；有希望的◆Theforeigninvestorwithdrewfundswithoutgettinghisprospectivebenefits.◆Shedemonstratesanarticletoaprospectivespectivebuyer可能的買主prospectivedamage預(yù)計(jì)的損失prospectivemarket未來(lái)的市場(chǎng)prospectivereturn預(yù)期收益prospectivebenefits預(yù)期利益4.outlayn.anexpenditureofmoney,effort,etc費(fèi)用，花費(fèi)；支出◆Theweeklyoutlayonday-to-dayoperationinthecompanywasenormous.◆Thiswillinvolvehighexpensesandnonrecoverableoutlays.outlayaccounts支出賬戶outlaycost支出成本outlayforloanpayment償還債務(wù)支出outlayofliquidation清理支出5.attorneyn.apersonappointedtoactforanotherinbusinessorlegalmatters(業(yè)務(wù)或法律事務(wù)上的)代理人◆Theattorney’ssummationwastelling.◆Hehasbeenappointedastheattorneyofthecompanytosignthecontractwithitspartner.attorneyatlaw律師attorneyfee律師公費(fèi)attorneygeneral首席檢察官powerofattorney委托權(quán);委任書6.substantiala.largeinamountornumber很多的，大量的◆Themanincurredsubstantiallossesduringthestockmarketcrash.◆Theexistenceofsubstantialinvisibleincomesuggeststhattheincomedistributionsystemshouldbestandardized.substantialcostdifferentials巨大成本差額substantialincrease大幅度增長(zhǎng)substantiallaboursurplusmarket勞動(dòng)力大量剩余市場(chǎng)7.identifyvt.recognizesb/sthandbeabletosaywhoorwhattheyare確認(rèn)、證明某人（某事物）；鑒別出◆Themanrefusedtoidentifyhimselfasthepersonwhoshouldhavebeeninfullchargeoftheaccident.identificationn.識(shí)別，證實(shí)，核對(duì)dentificationcard身份證dentificationdimensions船舶文件規(guī)定的尺度identifyoneselfwith支持，參與8.makeacommitment(tosb/sth)作出承諾◆I’dliketomakesureifitisacceptabletothefactorybeforemakingacommitmenttoyou.9.relieve...of...免除某人的職務(wù)；解除某人的(負(fù)擔(dān)等)；減輕某人的(痛苦等)◆ThecompanyrelievedMr.Brownofhispostasmanager.◆Theworkersarerelievingofburdensfromtheship.TranslationoftheText商品進(jìn)出口對(duì)大多數(shù)國(guó)家來(lái)說(shuō)，進(jìn)出口是國(guó)際收入和支出的主要來(lái)源。進(jìn)出口的對(duì)象主要指的是貨物和服務(wù)。有形產(chǎn)品，由于其出入境的可見性常被看作是有形進(jìn)出口。這些概念廣泛應(yīng)用于商品進(jìn)出口的實(shí)際操作中。出口間接出口許多間接出口貿(mào)易中都會(huì)涉及中間人。有好幾種中間人：收費(fèi)代理商收費(fèi)代理商扮演著聯(lián)系你的產(chǎn)品或服務(wù)與特定的外國(guó)購(gòu)買商的“掮客”的角色。一般來(lái)說(shuō)，代理人或掮客并不會(huì)履行訂單，而是把它們交給你，讓你來(lái)決定。出口代理公司（EMC）出口代理公司是“不在場(chǎng)”的出口部門，向潛在的海外買家推薦你的產(chǎn)品以及其他公司的產(chǎn)品。出口貿(mào)易公司（ETC）出口貿(mào)易公司的作用，許多都和出口代理公司一樣。然而，作為買賣雙方的中間人，他以需求為動(dòng)力，以交易的達(dá)成為導(dǎo)向。這樣的定位對(duì)于制造商來(lái)說(shuō)就能減少與出口相關(guān)的風(fēng)險(xiǎn)。出口貿(mào)易商/出口代理商出口貿(mào)易商或出口代理商會(huì)買進(jìn)產(chǎn)品然后重新包裝來(lái)出口，他們承擔(dān)全部的風(fēng)險(xiǎn)，把產(chǎn)品賣給自己的顧客。直接出口雖然間接出口有許多的優(yōu)點(diǎn)，但是直接出口也有自己的優(yōu)勢(shì)。雖然初期投入比較多，相關(guān)風(fēng)險(xiǎn)也比較大，但是其利潤(rùn)也相應(yīng)更高一些。銷售代表海外銷售代表相當(dāng)于制造商在國(guó)外的代理人。他們利用公司的產(chǎn)品目錄和樣品向潛在顧客宣傳產(chǎn)品。代理商常被理解錯(cuò)誤的“代理商”其真正含義是經(jīng)授權(quán)，甚至擁有代理權(quán)的能代表其所代理的公司做承諾的代理人。海外經(jīng)銷商海外經(jīng)銷商是從出口商手中購(gòu)買貨物（通常以很低的折扣購(gòu)買）然后轉(zhuǎn)手賣出獲利的商人。海外經(jīng)銷商一般會(huì)對(duì)產(chǎn)品提供支持和服務(wù)，這樣就減輕了出口商相應(yīng)的責(zé)任。國(guó)外零售商公司也會(huì)直接將產(chǎn)品賣給海外零售商，雖然在這樣的交易中，產(chǎn)品一般僅限于消費(fèi)品。這種方式主要依賴于和國(guó)外零售商直接打交道的巡回推銷員。直銷給用戶美國(guó)公司可能將自己的產(chǎn)品或服務(wù)直接賣給國(guó)外的用戶。買家可能是國(guó)外政府機(jī)構(gòu)，例如醫(yī)院等。進(jìn)口一個(gè)國(guó)家進(jìn)口就意味著另一個(gè)國(guó)家出口。進(jìn)口就是產(chǎn)品或服務(wù)被其他國(guó)家的買家購(gòu)買的過(guò)程，意思與出口剛好相反。同樣的，進(jìn)口被分為直接進(jìn)口和間接進(jìn)口。間接進(jìn)口通過(guò)國(guó)內(nèi)中間商實(shí)現(xiàn)，而直接進(jìn)口則是進(jìn)口商直接從國(guó)外購(gòu)買產(chǎn)品。相較而言，我們可以得出這樣的結(jié)論，間接進(jìn)口對(duì)產(chǎn)品的選擇要求比較高，但其方便是顯而易見的。而直接進(jìn)口雖然經(jīng)濟(jì)實(shí)惠但是程序復(fù)雜。Keys1.Reading1.Thereare4kindsofexportintermediariesmentionedinthetext.TheyareCommissionedAgent,ExportManagementCompany(EMC),ExportTradingCompany(ETC),andExportMerchant/ExportAgent.2.Thereare5kindsofdirectexportingmentionedinthetext.TheyareSalesRepresentative,Agent,ForeignDistributor,ForeignRetailerandDirectSalestoEndUsers.3.Indirectimportingislimitedinselectionofgoods,howeveritsconvenienceisobviouslyseen.Whiledirectimportingiseconomicalbutmorecomplicatedinprocedurethanindirectimporting.4.off-site:awayfromthesite;demanddriven:bedrivenbythedemand;transactionoriented:aimtowrapupabusinessdeal.5.Indirectexportingneedsexportintermediary.Itrequireslessinvestmentandtakeslowerrisk.Whileindirectexporting,theexportertakesthewholecontrolofthebusinessandrequiresmoreinvestment,aswellashigherriskrunning.2.ComprehensionPart11.D2.B3.D4.DPart23.VocabularyPart11.visible2.Direct3.repackage4.equivalent5.representatives6.merchant7.distributor8.retailersPart21.E2.F3.B4.G5.J6.A7.H8.C9.I10.DPart31.relieve...of...2.onbehalfof3.tendto4.beclassified...into...5.Alongwith6.actas7.beenidentifiedas8.madeacommitmentPart41.initial2.merchandise3.outlays4.government5.substantial4.TranslationPart11.商品進(jìn)出口2.收費(fèi)代理商3.出口代理公司4.出口貿(mào)易公司5.出口貿(mào)易商6.出口代理商7.銷售代表8.潛在買家/顧客9.潛在的海外買家10.國(guó)外零售商11.直銷12.終端用戶Part21.Themerchandisecouldbeclassifiedintovisibleoneandinvisibleone.2.Theforeigndistributorscangetsubstantialdiscountfromtheexporters.3.ThereisdifferencebetweendirectsalesandPyramidsales.4.Indirectexportingneedstheexportintermediaries,theinitialoutlaysandriskofwhicharelesscomparedwithdirectexporting.5.Onecountry’sexportcanbeanother’importwhichalsohavedirectimportingandindirectimporting.Part3從飲料到其他各類商品，到其他許多你從未想象過(guò)會(huì)成為全球性商品的東西，所有的一切都是精明的生意人做買賣的對(duì)象。這些產(chǎn)品每天在全世界的某個(gè)地方被買賣，代理和分銷。TextBLanguageStudy1.transmissionn.①theactorprocessoftransmitting傳遞；移轉(zhuǎn)②asystemofshafts,gears,torqueconverters,etc,thattransmitspower傳送裝置◆Drivingthecarwithautomatictransmissionwillmakethedrivermorecomfortable.◆Thewaysforinternationaltransmissionofinflationarevarious.transmitvt.傳送2.ceremonyn.aformalactorritual,oftensetbycustomortradition,performedinobservationofaneventoranniversary典禮，儀式◆Thegrandopeningceremonyisquitesmoothlygoing.3.coincidewith...與……相符◆Yourdesirecoincideswithours.◆Theresultofthecustomsinspectioncoincidedwithwhatwehadexpected.4.shootup暴漲◆Pricesshotupovernight.◆Thesalesshotup200percentduetothestrategicadjustment.TranslationoftheText通用，福特將向中國(guó)出口更多的汽車美通用和福特汽車公司于周一在華盛頓分別簽署的協(xié)議中表示他們將會(huì)向中國(guó)出口更多北美制造的整車和零部件。至2010年前，通用公司將會(huì)向其中國(guó)合資公司－上海通用汽車有限公司出口價(jià)值10億美元的整車，零部件和機(jī)械設(shè)備。福特也將出口超過(guò)3萬(wàn)輛北美制造的整車，并向其在中國(guó)的合資企業(yè)長(zhǎng)安福特“馬自達(dá)”汽車公司出口傳輸組件和零配件，交易總值達(dá)8億美元。中國(guó)國(guó)務(wù)院副總理王岐山出席了簽約儀式，正趕上這周在美國(guó)馬里蘭州安納波利斯舉行的中美經(jīng)濟(jì)戰(zhàn)略對(duì)話。通用公司發(fā)言人格里格·馬丁表示，組裝好的凱迪拉克將會(huì)占出口至中國(guó)之汽車數(shù)量的大多數(shù)。通用在中國(guó)最受歡迎的汽車品牌是別克，但去年凱迪拉克的銷量攀升了148%，達(dá)到7022臺(tái)，原因之一就是凱迪拉克SLS新車款的上市。成立于1997年的上海通用汽車有限公司是與上海汽車工業(yè)集團(tuán)總公司持股比例均等的合資公司。它銷售別克，凱迪拉克，雪佛萊和薩博品牌的汽車，自2005年以來(lái)，一直是中國(guó)汽車銷售第一的合資公司。通用集團(tuán)中國(guó)地區(qū)總裁暨總經(jīng)理凱文·威爾表示，美國(guó)通用公司在中國(guó)有八家合資公司，過(guò)去11年，從美國(guó)進(jìn)口的汽車產(chǎn)品總價(jià)值超過(guò)了42億美元。長(zhǎng)安福特成立于2001年。福特公司表示稍后將披露具體的進(jìn)口車型。2007年，該公司在中國(guó)的銷售上升了30％，福特福克斯是中國(guó)10大暢銷車型之一。Notes1.GeneralMotorsCorp.,theworld’slargestautomaker,hasbeentheglobalindustrysalesleaderfor76years.Foundedin1908,GMtodayemploysabout280,000peoplearoundtheworld.WithglobalheadquartersinDetroit,GMmanufacturesitscarsandtrucksin33countries.In2006,nearly9.1millionGMcarsandtrucksweresoldgloballyunderthefollowingbrands:Buick,Cadillac,Chevrolet,GMC,GMDaewoo,Holden,HUMMER,Opel,Pontiac,Saab,SaturnandVauxhall.GM’sOnStarsubsidiaryistheindustryleaderinvehiclesafety,securityandinformationservices.2.FordMotorCompanyisanAmericanmultinationalcorporationandtheworld’sthirdlargestautomakerbasedonworldwidevehiclesales.BasedinDearborn,Michigan,asuburbofDetroit,theautomakerwasfoundedbyHenryFord,andincorporatedinJune16,1903.Fordnowencompassesmanyglobalbrands,includingLincolnandMercuryoftheUS,JaguarandLandRoveroftheUK,andVolvoofSweden.FordalsoownsaonethirdcontrollinginterestinMazda.Keys1.Comprehension1.TwooftheChinesepartnersofGMareShanghaiGMorShanghaiAutomotiveIndustryCorp.andChang’anFordMazdaAutomobileCo.2.OneofthereasonisthenewCadillacSLS.3.A4.C5.D2.Vocabulary1.coincidewith2.makeup3.component4.dueto5.ceremony6.Accordingto7.bulk8.shotup3.Translation1.福特2.雪佛萊3.凱迪拉克4.馬自達(dá)5.別克6.長(zhǎng)安7.薩博PracticalWritingSampleWritingTheComparisonBetweenDirectExportingandIndirectExportingDirectexportingandindirectexportingarebothmodelsofexport.Theyhavetheirownadvantagesanddisadvantages,whichdeterminesthatnoneofeachhasanedgeovertheother.Astodirectexporting,theexporterhandleseveryaspectoftheexportingprocess,suchasmarketresearch,foreigndistributionandcollections.Thus,theexportercancontrolmoreovertheexportprocessandwillestablishacloserrelationshiptotheoverseasmarket.However,itneedsmoreinitialoutlaysandrequiressubstantialresources,furthermore,theexporterwilltakelargerrisks,butfirstshouldhavethegiftfororganizingandmanagement.Whiletheindirectexportingrequireslessmarketinginvestmentandtolerateslessrisks,ontheotherhand,theexporterwilllosesubstantialcontroloverthemarketingprocessandwillbenotsoprofitableasindirectexporting.Inaword,wemaysaythereisnotthebestchoiceinexporting,butwhatyoucandoistochoosethebestoneonyourownconditions.Unit2NegotiationRelatedInformationNegotiationSkillDevelopmentAlthougheveryonenegotiatesinformallyallthetimewithoutevenbeingawareofit,formalnegotiationisaskillthatcanbelearnedthroughexperienceandpractice.Peoplewhonegotiatealottendtobemuchmoreskilledatitthanpeoplewhohavenotparticipatedinmanyformalnegotiations.Experiencedpeoplearemorelikelytoknowwhattosay,whentomakeconcessions,whennotto,whattoconcede,whatnotto,and,ingeneral,howtomanipulatethesituationtotheirownadvantage.Forthisreason,negotiationtendstofavortheexperiencedparty.Ingeneral,itisusefultoknowandunderstandthedifferencebetweenintegrative(orwin-win)negotiationstrategiesanddistributive(orwin-lose)strategies.Win-winstrategiesaremostusefulwhenitispossibletodevelopasolutiontoaprobleminwhichboth(orall)sideswin,oratleastcomeoutaheadofwheretheywould,weretheconflicttocontinue.Wherethereisagreatdealatstakeinanegotiation,thenitmaybeappropriatetoprepareindetailandlegitimate“gamesmanship”togainadvantage.Anyonewhohasbeeninvolvedwithlargesalesnegotiationswillbefamiliarwiththis.Neitheroftheseapproachesisusuallymuchgoodforresolvingdisputeswithpeoplewithwhomyouhaveanongoingrelationship:Ifonepersonplayshardball,thenthisdisadvantagestheotherperson—thismay,quitefairly,leadtoreprisallater.Similarly,usingtricksandmanipulationduringanegotiationcanunderminetrustanddamageteamwork.Whileamanipulativepersonmaynotgetcaughtoutifnegotiationisinfrequent,thisisnotthecasewhenpeopleworktogetherroutinely.Here,honestyandopennessarealmostalwaysthebestpolicies.Lead-in1.ListeningDialogue1:PriceDialogue2:PackingDialogue3:DeliveryTapeScript:Dialogue1A:I’msorrytosaythatyourpricehassoared.It’salmost20%higherthanlastyear’s.B:That’sbecausethepriceofrawmaterialshasgoneup.A:Isee.Thankyou.Itwouldbeverydifficultforustopushanysalesifwebuyitatthisprice.B:Well,ifyoutakequalityintoconsideration,youwon’tthinkourpriceistoohigh.A:Let’smeeteachotherhalfway.Dialogue2A:Youknow,packinghasaclosebearingonsales.B:Yes,italsoaffectsthereputationofourproducts.Buyersalwayspaygreatattentiontopacking.A:Wewishthenewpackingwillgiveourclientssatisfaction.A:Sohowdoyouthinktheshirtsarepacked?B:They’repackedincardboardboxes.A:I’mafraidthecardboardboxesarenotstrongenoughforoceantransportation.Dialogue3A:Whencanyoueffectshipment?I’mterriblyworriedaboutlateshipment.B:WecaneffectshipmentinDecemberorearlynextyearatthelatest.A:That’sfine.Howdoyoulikethegoodsdispatched,byrailwayorbysea?B:Bysea,please.Becauseofthehighcostofrailwaytransportation,wepreferseatransportation.A:That’swhatwethink.2.SpotDictationPart11.soared2.pushanysales3.take4.intoconsideration5.halfway6.bearing7.reputation8.satisfaction9.packed10.ocean11.shipment12.dispatched13.prefer14.whatPart21.Counteroffer2.negotiating3.unacceptable4.bargaining5.regretforbeingunable6.otheropportunitiestodobusinessTextALanguageStudy1.advocacyn.activesupport;especiallytheactofpleadingorarguingforsomething支持，擁護(hù)，提倡◆Patienceisessentialinnegotiationwhileadvocacyof“quicksuccess”isharmful.advocaten.辯護(hù)者;律師;擁護(hù)者;倡導(dǎo)者advocatorn.擁護(hù)者,鼓吹者,提倡者2.A“successful”negotiationintheadvocacyapproachiswhenthenegotiatorisabletoobtainallormostoftheoutcomeshispartydesires,butwithoutdrivingtheotherpartytopermanentlybreakoffnegotiations.whenthenegotiator...是表語(yǔ)從句;butwithoutdriving...是分詞短語(yǔ),做狀語(yǔ)。3.permanentlyad.foralongtimewithoutessentialchange永久地；長(zhǎng)久地◆HehasdecidedtosettledownpermanentlyintheUS.permanenta.永久的，持久的4.breakoff中斷,折斷,突然停止,暫停,斷絕◆Wehavetobreakoffthecommercialrelationwiththatcompanyduetotheirbreachofthecontract.breakoffnegotiations中斷談判breakofftheaction停戰(zhàn)breakoffthehabitof改掉……的習(xí)慣breakoffwith與……斷絕交往5.Traditionalnegotiatingissometimescalledwin-losebecauseoftheassumptionofafixed“pie”,thatoneperson’sgainresultsinanotherperson’sloss.thatoneperson’s...是同位語(yǔ),修飾assumption。6.assumptionn.thingacceptedastrueorassuretohappen,butnotproved假定，設(shè)想Yourassumptionofhighreturnprovedwrong.assumedcost假定成本assumeddata假定數(shù)據(jù)assumedsettingday假定結(jié)算日7.Duringtheearlypartofthe20thcentury,academicssuchasMaryParkerFollettdevelopedideassuggestingthatagreementoftencanbereachedifpartieslooknotattheirstatedpositionsbutratherattheirunderlyinginterestsandrequirements.suggestingthat...是分詞短語(yǔ),修飾ideas,做定語(yǔ)。thatagreementoftencan...做賓語(yǔ)從句。8.assurevt.tocausetofeelsureorcertain;convince使確信,使放心◆Theywereassuredthateverythingpossiblewasbeingdonetomakethetransactionconcluded.◆Theytriedtoassurehimoftheirwillingnesstowork.assurern.保證人，保險(xiǎn)業(yè)者assurancen.確信,把握,信心,自信assurancecompany保險(xiǎn)公司assurancefactor安全系數(shù)9.Inthe1970s,practitionersandresearchersbegantodevelopwin-winapproachestonegotiation,includingthepublicationofGettingtoYESpublishedbyRogerFisherandWilliamUryaspartoftheHarvardnegotiationproject.includingthepublication...是分詞短語(yǔ),做狀語(yǔ)。aspartof...介詞短語(yǔ),做定語(yǔ),修飾thepublicationofGettingtoYES10.prioritizevt.assignapriorityto優(yōu)先考慮◆Networkmanagerscanprioritizedatatrafficbyassigningchannels.◆It’salsoimportantforthecompanytoprioritizethepersonalcontactandgroupdynamicsthatshapeemployees’development.priora.在前的，優(yōu)先的priorityn.優(yōu)先權(quán)11.issue①n.animportantquestionthatisindisputeandmustbesettled急需解決的問(wèn)題◆Thesefactorswillforcethebosstoreconsiderthecostissue.②vt.prepareforpublicdistributionorsale發(fā)行◆Theauthoritiesinchargeofexaminingandissuingcuttinglicensesshallnotissuethecuttinglicensesissuedcapital已發(fā)股本issueatthemarketprice按市價(jià)發(fā)行issueofbillofexchange簽發(fā)匯票issueofbonds公司債券的發(fā)行12.intimidatevt.maketimidorfearful恫嚇,恐嚇◆Itissaidthattheaccusedhasintimidatedthewitness.◆Heusuallyintimidateshiscounterpartyintomakingfurtherconcessionbyraisinghisvoiceandpoundingtheimidatesbintodoingsth恐嚇，威脅某人做某事13.recapvt.shortforrecapitulate扼要重述；摘要說(shuō)明◆Letmejustrecapwhatwe’veagreedsofar.14.formalizevt.tobeormakeformal;tomakeofficialorvalid使具有形式，使定形◆Thearrangementofthisconferenceshouldbeformalizedassoonaspossible.formalizationn.形式化，儀式化formalizedmodel形式化模型15.intent①n.somethingthatisintended;aim;purpose;design意圖，目的◆Shetriedeverythingtolearnmoreaboutthatcompanyandprepareherselfwithintenttopasstheinterviewandgethired.②a.firmlyfixed;determined;concentrated熱心的，急切的；專注的，專心的◆Heisintentonhismarketentionn.意圖，目的intentionala.有意圖的，故意的16.competencyn.thequalityofbeingadequatelyorwellqualifiedphysicallyandintellectually技能；本領(lǐng)◆Thesuccessofacompanyisdirectlyrelatedtothecompetencyofitsmanagers.◆Handlingthismatterisbeyondhispetenta.有能力的，能勝任的，能干的competencen.資格,能力，勝任17.profile①n.ananalysis(ofteningraphicalform)representingtheextenttowhichsomethingexhibitsvariouscharacteristics簡(jiǎn)介，概述◆TheBBCisworkingonaprofileoftherecentTibetriot.②vt.writeabout寫（某人某事物的）簡(jiǎn)介◆ThisarticleprofilesafamousDutchpain