Unit 3 Price Negotiation.docx

Unit 3 Price Negotiation.docx

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Unit3PriceNegotiation

Unit3PriceNegotiation

TeachingObjectives

1.Todevelopthestudents’listeningskill.

2.Totrainthestudents’abilitytograsptheknowledgeaboutthepricenegotiation.

3.Togivethestudentsmorechancestotalkaboutsomethinginrelationtowhattheyhaveheardonthetape.

4.Todevelopthestudentsspeakingskill.

Theimportantanddifficultpoints

Tofamiliarizethestudentswithhowtousethelanguagetheylearntopracticetheactivitiesinrelationtothepricenegotiation.

TeachingTime

4课时（180分钟）

Teachingsteps:

Lead-in

1）Askthestudentstodiscussthefollowingquestion:

Howdotheybargainwhentheydosomeshopping?

2）Choosetwoorthreestudentstotelltheclasstheirargumentationandlistthekeywordsandsentences.

3）Tolearnthenewwordsandexpressionsinthisunit.

Theimportantwordsandthephrases:

scarfn．围巾，领巾　　　　　　suppliern．厂商，供货商

comparev．比较，相比continuouslyadv．连续地；不断地

negotiatev．谈判；磋商profitn．利润，益处

persuadev．劝说，说服；使某人相信rock‐bottomprice最低价

onthehighside偏高tobefrank老实说；说实话

take．．．intoconsideration把……考虑在内

bepreparedtodosomething准备做，打算做，同意做

counter‐offern．还盘　　　　　　　　similaradj．类似的，相似的

competitorn．竞争者，竞争对手currentadj．现在的，当前的

inviewof鉴于，考虑到encouragetrade促进贸易

meetone'srequirement满足某人的要求bringdown降低

meeteachotherhalfway折中，各让一半callitadeal成交

breweryn．酿酒厂　　　adjustmentn．调整，调节

cannedadj．罐装的laborcost劳动力成本

unfavorableadj．不宜的，不利的，不顺利的

commissionn．佣金makeanexception破例

4）Askthestudentstodiscussthelead-inactivityintheirbooks.

Choosetherightsentencesfrom

（1）to（3）tocompletethepricenegotiation．

Buyer：

Wefeelyourpriceistoohigh．

Seller：

___________．

Buyer：

I'dlikeyoutoreduceyourpriceby15％．

Seller：

___________．

Buyer：

Ifyoubringitdownby10％，I'llplacealargerorder．

Seller：

___________．

（１）Sorry，thebestIcandoistocutitby5％．

（２）Toohigh？

Thenwhatpricedoyouhaveinmind？

（３）Allright．Let'scallitadeal．

3-1DecliningtheRequestforLowerPrice

Teachingobjective

Thispartisdesignedtomakethestudentslearnhowtodeclinetherequestforlowerprice.

1.Pre-listeningtasks

1）UsefulSentences

（1）Isthisyourbestprice？

这是你方最优惠的价格了吗？

（2）Pleasegiveusyourbestquotations．请报你方最优惠的价格。

（3）That'sourrock‐bottomprice．那是我方的最低价了。

（4）Yourpriceistoohigh．你方的价格太高了。

（5）Thisisourlowestprice．这是我方的最低价。

（6）Thispricedoesn'tleaveuswithmuchprofit．此价格使我方获利甚微。

2）Askthestudentstoreadthesentencesinthisexercisesandmakeguessesaboutwhataregoingtobediscussedbeforetheylistentothedialogue.

2.While-listeningtasks

1）Playthedialogueonceandletthestudentsgetthemainideaofthematerial.Andthentheteacherexplainsthedifficultlanguagepoints.

2）PlaythedialoguetwiceandletthestudentsdoTask1.

3）PlaythedialoguethreetimesandletthestudentsdoTask2.

3.Post-listeningtask

1）Playthedialogueanothertimesandletthestudentslistenandrepeatafterthetape,andthendoTask3（practicethesentenceswiththeirpartners）andthendoTask4.

2）Givethestudentstimetomakeasimilardialogueanddoroleplaywiththeirpartners.（Task5）

3）Checkthestudents’work.（Asksomestudentstodoroleplayinfrontoftheclass.）

Task1　Listenanddecidetrueorfalse．

1.Mr．Wanghasquotedtheirlowestprice．（　T　）

2.Mr．Simpsonisnotabletobuysimilarproductsfromothersellers．（　F　）

3.AccordingtoMr.Wang，thequalityoftheirproductsisoneofthebest．（T　）

4.Mr．Simpsonwillplacelargeorderscontinuously．（F　　）

6.Mr．Wanghasdecidedtoreducetheprice．（F　　）

Task2　Listenandfill．

1.S：

Isthisyourbest_price？

W：

I'mafraiditis，Mr．Simpson．That'sour_rock-bottompriceprice．

2.S：

Yourpriceisratheronthe_highside，I'mafraid．Tobe_frank，Mr．Wang，it'seasyforustogetsimilarproductsfromother_suppliersatapricelowerthanyours．

3.W：

Thatmaybetrue，Mr．Simpson，butplease_takethequalityanddesign_intoconsideration．

Oursilkproductsareoftopqualityandfewotherbrandscan_comparewithours．

4.S：

Iunderstandit，Mr．Wang，butifyoumakeitlower，we'llbeableto_placelargeorderscontinuously．

W：

I'msorry，butthere'snoroomto_negotiatetheprice.Thispricedoesn'tleaveuswith_muchprofit.

5.S：

in_that_case，I'llhaveto_persuadediscusswithmycustomersandtrytoaccept_themtoyourprice．

W：

Allright，Mr．Simpson．Pleasecomebacktouswhenyou_arepreparedtoplaceanorder．

Task3　Learntheusefulsentencesandpractisewithyourpartner．略

Task4　Completethesentences．

1.Yourpriceisratheronthehighside（偏高），I'mafraid．

2.It'seasyforustogetsimilarproductsfromothersuppliersatapricelowerthanyours（以比你方低的价格）．

3.Oursilkproductsareoftopqualityandfewotherbrandscancomparewithours（与我们的相媲美）．

4.Ifyoumakeitlower，we'llbeabletoplacelargeorders（大量订货）continuously．

5.I'llhavetodiscusswithmycustomersandtrytopersuadethemtoaccept（说服他们接受）yourprice．

Task5　Roleplay．

A———AbusinessmanfromNewYork

B———AsalespersonofaChinesetradingcompany

Aisaskingforlowerprices，andBdeclinestherequest．

3-2MakingConcessiononPrice

TeachingObjective

Inthispart,weshouldtraintheSs’abilitiestograspimportantdetailsofmakingconcessiononprice.

Teachingsteps

1.Pre-listeningtasks

1）Usefulsentences

（1）Thenwhat'syourcounter‐offer？

那么你方的还盘是多少？

（2）Inviewofthequalityofourgreentea，ourpriceisquitereasonable．

考虑到我方绿茶的质量，我方价格是合理的。

（3）Besides，thecurrentmarketisdeclining．此外，目前市场不景气。

（4）Thatdoesn'tseemlikemuchofareduction．Howaboutmeetingeachotherhalfway？

折扣不怎么多。

各让一半如何？

2）AskthestudentstoreadthechoicesinTask1andmakeguessesaboutthesituationaldialoguebeforetheylistentothedialogue.

3）TheteachercangivethestudentssomekeywordsandsentenceslistedinNewWordsandExpressionsandnotestohelpthestudentstoformthesituationaldialogue.

2.While-listeningtasks

1）PlaythedialogueandaskthestudentstofocustheirattentiononthequestionsinTask1,andthendoTask1.

2）PlaythedialogueagainandthestudentsdoTask2.

3）Playthedialoguethethirdtimesandaskthestudentstorepeatthesentencesafterthetape.

3.Post-listeningtasks

1）AskthestudentstodoTask3inpairs.

2）AskthestudentstodoTask4first,thencheckwiththeirpartners,andtheteachermakesfeedback.

3）GivethestudentssomeminutestomakeadialoguewiththeirpartnersaccordingtotheinformationgiveninTask5.

4）Askthestudentstodoroleplayinfrontoftheclass.

Task1　Listenandchoose．

1.Whatproductsaretheytalkingabout？

A．Greenbeans.　　　　B．Greentea.　　　　C．Blacktea.

2.Howmuchofareductiondoesthebuyerwant？

A．5％．B．10％．C．15％．

3.Whatdoweknowaboutthemarketforthisproduct？

A．Themarketisgoingdown．

B．Themarketisstrong．

C．Themarketremainsunchanged．

4.Howmuchofareductionhasthesellerdecidedtomake？

A．5％．B．10％．C．15％．

5.Inwhatconditiondoestheselleragreetogivetheabovereduction？

A．Thebuyershouldn'tbuysimilarproductsfromothersuppliers．

B．Thebuyershouldplaceanorderwhichisbigenough．

C．Thebuyershouldpromisetoplacefurtherorders．

Task2　Listenandfill．

1.Itwouldbe_acceptableifyoureduceyourprice_by15%．

2.Inviewof_thequalityofourgreentea，ourpriceisquite_reasonable．

3.Infact，I'vealreadyhad_asimilarofferfromyourcompetitorsataprice_lowerthanyours．

4.Inorderto_encouragetradebetweenus，wearewillingto_giveyouareduction，butI'mafraidwecan't_meetyourrequirement．

5.Thatpricebrings_littleprofit，butwewouldacceptitifyourorderis_bigenough．

Task3　Learntheusefulsentencesandpractisewithyourpartner．略

Task4　Completethesentences．

1.Wefeelthepriceisisalittletoohigh（有点太高了）．

2.Itwouldbeacceptableifyoureduceyourpriceby15%（降价15％）．

3.Inviewofthequalityofourgreentea，ourpriceisquitereasonable（甚为合理）．

4.Wearewillingtogiveyouareduction，butI'mafraidwecan'tmeetyourrequirement（满足你方的要求）.

5.I'mafraidwecan'tacceptyourcounteroffer（接受你方的还盘）．

Task5　Roleplay．

A———AbusinessmanfromLondon

B———AsalespersonofaChineseimportandexportcompany

BismakingAanofferformen'sshirts．

3-3IncreasingthePrice

TeachingObjective

Inthispart,weshoulddevelopthestudents’abilitytograspimportantlanguageofincreasingtheprice.

Teachingsteps

1.Pre-listeningactivity

1）Usefulsentences

（1）．．．thecostofmaterialshasgoneuprecently，andthelaborcosthasincreasedaswell．Wehavetoadjustourpricestocovertheincreaseincost．

……最近原材料成本上涨，劳动力成本也增加了。

我方不得不调整价格来弥补增加的成本。

（2）Ididn'texpectittogothathigh．Isthereanyroomtonegotiatetheprice？

我没料到会涨得那么高。

还能再讨价还价吗？

（3）I'mafraidthat'sourlowestlevel，butwearewillingtoincreaseyourcommissionto5％．恐怕那是我方的最低价了，不过我方愿意将你的佣金提高到5％。

2）AskthestudentstoreadthesentencesinTask1firstandpredicttheanswers.

2.While-listeningactivities

1）Playthedialogueonce,andthentheteacherexplainssomedifficultwordsandsentenceslistedinWordsandExpressionsandNotes.

2）Playthedialogueagain,andthestudentsdoTask1.

3）Playthedialogueagain,andthestudentsdoTask2.

4）Playthedialogueanothertimes,andaskthestudenttorepeataftert