《商务谈判英语口语》教学大纲.docx

《商务谈判英语口语》教学大纲.docx

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《商务谈判英语口语》教学大纲

《商务谈判英语口语》课程标准

第一部分内容标准

本课程在第四、五学期开设，一般设置72学时，是教、学、做一体化课程。

以下按照本课程不同学习模块对课程能力训练项目和课程教学进度进行设计，明确具体内容标准，实际运用中可根据学生的不同情况适当调整实训内容和学时量分配。

I.ProjectDesign

Thiscourseisdividedinto3projectsasfollows：

No.

Project

Task

Session

1

PreparationsforNegotiation

CompaniesandProducts

6

SalesPromotion

6

2

NegotiationandConclusion

EnquiriesandOffers

6

PriceBargaining

6

CommissionandDiscount

6

QualityandQuantity

6

TermsofPayment

6

Packing

6

Shipment

6

Insurance

6

ConclusionandContract

6

3

ClaimsandSettlement

ClaimsandSettlement

6

Total

72

II.TaskDesign

TaskDesignandTeachingProcedures

Project

TaskNo.

TaskName

TaskAims

KnowledgePoints

TrainingResources

ExpectedResults

1

1-1

CompaniesandProducts

Thestudentsareexpectedtobeableto

1.useaccuratetermsandidiomaticexpressionstointroducethecompanyintermsofitsmainbusiness,businessscopeandapproaches,history,features,achievements,majorpartners,operationideasanddevelopmentplans;andwithfinediplomaticmanners,tobeabletobuildapositivecompanyimageandconveyahealthycorporateculture;

2.understandcustomers’requirementswellanduseaccuratetermsandidiomaticexpressionstointroducefeaturedproductsandnewproductsofthecompany,andfinallyachieveapreliminaryconsensusonthebusiness.

1.Businesscultureandcustomsinvolvingcontactingthecustomerforthefirsttimeandguidingthecustomeraroundthecompany;

2.Generalproceduresandrulesconcerningcompanyoperationsandproducts;

3.Englishtermsandidiomaticexpressionsofintroducingproducts.

TrainingApproaches:

1.Teachers’demonstration

2.Students’presentation

3.Grouppractice

TrainingResources:

1.Multimediacourseware

2.ProductBrochures

3.Internet

4.Samples

Trainingprocedures:

1.Withmultimediacourseware,teachersdemonstrateshowtorecommendcompaniesandproducts;

2.Withmaterialsandinformationcollectedbeforeclass,studentssetupvirtualcompaniesandplayingrespectiveroles;

3.Studentsmakepresentations;

4.Withrealbrochuresandvarioussamplesinthesimulationnegotiationroom,studentspracticeingroup.

Thestudentsareexpectedtobeableto

recommendthevirtualcompanyanditsproductsandestablishrelations,usingaccuratetermsandidiomaticexpressionsinEnglish.

1-2

SalesPromotion

Thestudentsareexpectedtobeableto

1.useaccuratetermsandidiomaticexpressionsinEnglishtomakecomparisonsandcontrastandfinallymakedecisiononadvertisementmediatopromoteproducts；

2.discussinEnglishduringthecourseofdevelopingnewmarketandpromoteproductssuccessfully.

1.Usuallyemployedmarketingmeans;

2.Characteristicsofcommonmassmedia;

3.Englishexpressionsofproductpromotion;

4.Englishexpressionsofemporiumsalesandmarketdevelopment.

TrainingApproaches:

1.Teachers’demonstration

2.Students’presentation

3.Grouppractice

TrainingResources:

1.Multimediacourseware

2.Internet

Trainingprocedures:

1.Withmultimediacourseware,teachersdemonstratehowtorecommendcompaniesandproducts;

2.Withmaterialsandinformationonproductsandsalesresourcescollectedbeforeclass,studentsassignrespectiveroles;

3.Accordingtothesituationandhintsgivenbytheteacher,studentspracticeingroups.

AsrequiredbyspecifictasksandgivensituationsthestudentsareexpectedtobeabletouseEnglishproficientlyindevelopingnewmarketandchoosingappropriatesalesandpublicitymeanstopromoteproducts.

2

2-3

EnquiriesandOffers

Thestudentsareexpectedtobeableto

1.useaccuratetermsandidiomaticexpressionsinEnglishtomakeenquiryandquotation,toenquireaboutquantityandshipmentandtogivereply;

2.applyappropriatenegotiationstrategiestodealwithdifferentenquiresandoffers;

3.expresspersonalideasandopinionstactfullyinnegotiation;

4.distinguishfirmofferfromnon-firmoffer;

5.makeanalyticinductionofthegivencasesandaccordinglyfindappropriatesolutions.

1.Basicconcepts,elementsandclassificationofenquiryandoffer;

2.Generalproceduresofthetransaction;

3.Technicaltermsandexpressionsusuallyusedinenquiryandoffer;

4.Negotiationstrategiesrelatedtoenquiryandoffer.

TrainingApproaches：

1．Teachers’instruction

2．Caseanalysis

3．Roleplay

4．Groupdiscussion

TrainingResources：

1．Multimediacourseware

2．Simulatednegotiationlab

3．Internet

TrainingProcedures：

1．Theteacherdefinestheclassificationofanenquiryandofferandthekeyelements;thestudentsmakeanalysisanddiscussionaccordingly;

2．Theteacherguidethestudentsindiscussingandanalyzingthekeyelementsofenquiriesandoffersandrelatedtechniques;

3.Thestudentsaredividedintogroupsandaskedtoplayrolesinenquiryandofferasrequired.

Asrequiredbyspecifictasks,thestudentsareexpectedtorole-playenquiriesandoffersinanegotiation.

2-4

PriceBargaining

Thestudentsareexpectedtobeableto

1.standinthepositionofbothsidesandmakepricebargaininginfluentEnglisheasilyacceptedbybothsides;

2.applymeansofcommissionanddiscountinfluentEnglishtogetmoreorders;

3.expressinaccurateEnglishtogettheorderrightthefirsttime,pricingalongwithmarketchangesatfirstandthenreadjustingpricesstepbystep.

1.Generalproceduresofpricebargaining;

2.Englishtermsandidiomaticexpressions,andnecessarynegotiatingskillsaswell;

3.Basicconceptsandproperlanguageuseinnegotiation.

TrainingApproaches:

1.Caseanalysis

2.Groupdiscussion

3.Teachers’demonstration

4.Grouppractice

TrainingResources:

1.multimediacourseware

2.Internet

3.Typicalcasesinrealenterprises

Trainingprocedures:

1.Bymeansofmultimediacoursewareandvideoresources,theteacherdemonstrateshowtomakepricebargaining；

2.Guidedbyteachers’instructructionandmodeldialogues,thestudentspracticeandpresentingroups;

3.Theteachermakesassessmentofthestudents’presentationsandmakefurtherhighlightofthekeypointsinnegotiation.

Asrequiredbyspecifictasks,thestudentsareexpectedtobeabletouseproperEnglishtermsandidiomaticexpressionstocompletepricebargaining,bothastheSellerandtheBuyer.

2-5

CommissionandDiscount

Thestudentsareexpectedtobeableto

1.utilizemeansofcommissionanddiscountinfluentEnglishtodevelopbusiness；

2.takearightattitudetowardpotentialcustomersandmarketaswell;

3.utilizedifferentmeansofpayment,commissionanddiscount,andtermsofpricetostrikeabargain,usingproperEnglishtermsandidiomaticexpressions.

1.Definitionandapplicationofcommission,discountandtaxreimbursement；

2.Definitionofmemoandfunctionofinitialingamemo;

3.Differentfunctionsofdifferentmeansofpaymentindevelopingbusiness;

4.RelatedEnglishtermsandidiomaticexpressionsusedintransactionofcommissionanddiscount.

TrainingApproaches:

1.Caseanalysis

2.Groupdiscussion

3.Teachers’demonstration

4.Grouppractice

TrainingResources:

1.Multimediacourseware

2.Internet

3.Typicalcasesinrealenterprises

TrainingProcedures:

1.Bymeansofmultimediacoursewareandvideoresources,theteacherdemonstrateshowtomakepricebargaining；

2.Guidedbyteachers’instructructionandmodeldialogues,thestudentspracticeandpresentingroups;

3.Theteachermakesassessmentofthestudents’presentationsandmakefurtherhighlightofthekeypointsinnegotiation.

ThestudentsareexpectedtobeabletoutilizemeansofcommissionanddiscountinaccurateEnglishtermsandidiomaticexpressionstodevelopbusiness.

2-6

QualityandQuantity

Thestudentsareexpectedtobeableto

1.usepreciseEnglishtermsandexpressionstodescribethequalityandquantityoftheproduct;

2.usequalityandquantityitemsinnegotiation;

3.understandthequantityunit,minimumquantityoforder,qualitydescription、factorsaffectingqualityandquantity;

4.userelevantsentencestructuretoexpressqualityandquantityoftheproduct.

1.maincontentsinquantityandqualityitems;

2.negotiationskillsonqualityandquantity；

3.Englishtermsandexpressionsonqualityandquantity.

TrainingApproaches:

1.Teacher’sinstruction

2.Student’spresentation

3.Grouppractice

TrainingResources:

1.multi-mediacourseware

2.qualitycertification

3.Internet

4.samples

Trainingprocedures:

1.Theteacherinstructsonqualityandquantityitemsbyusingmulti-mediacourseware;

2.Studentslearnandunderstandonqualityandquantitytermsandexpressions;

3.Theteachergroupsthestudentstomodelthenegotiationwithproductqualification,qualitycertificationandsamplesinsimulatedlab

Asrequiredbyspecifictasks,thestudentsareexpectedtobeabletouserelevanttermsandexpressionsonqualityandquantitytoparticipateinnegotiation.

2-7

TermsofPayment

Thestudentsareexpectedtobeableto

usepaymenttermsandexpressionstoaskforthetermsofpaymenttheyrequire,suchasT/T,D/P,D/AandL/C,accountfortherequirement,expectforagreementandcometoaconclusionuponnegotiation.

1.basicmeaningsofT/T,D/P,D/AandL/C,andadvantagesanddisadvantagesofthemaintermsofpayment；

2.negotiationskillsofdecliningandpersuadingtoreachaconclusion.

TrainingApproaches：

1．Teacher’sinspiration

2．Student’smodelingandsimulation

3．Grouppractice

4．Roleplay

TrainingResources：

1．Internet

2．situations

Trainingprocedures：

1．Theteacherleadsinthetermsofpaymentquestionsandinspiresthestudentstoreviewrelevantknowledgeandexpressions；

2．Theteacherleadsinsituationanddialoguemodelfordiscussi