1、 2009 年全国技工教育和职业培训 参评组别：教案 B优秀教研成果评选活动参评教案 专业分类：商务与贸易课程名称：实用英语谈判口语 实用英语谈判口语Unit 3 Bargain on Price 授课专业、年级、班级商务英语专业一年级 G0816 班课程名称 实用英语谈判口语授课内容 Unit 3 Bargain on Price授课课时 2 课时教学目的与要求 要求学生了解价格谈判在国际贸易中的重要性，重点掌握对话中的新单词和价格谈判的有用表达法，注意谈判过程中的技巧及习惯用语。 Enable students to get to know the importance of bargai
2、ning in the international trade, learn about the useful words and expressions in the dialogue, and some useful negotiation tips related to bargaining.教学重点与难点 Focus:A: to know the importance of bargaining in the international tradeB: to learn the new words, expressions and sentence patternsDifficulti
3、es:C: to learn some negotiation tips related to bargaining.方法：communicative and task-based teaching method教学方法与手段教具（是否使用多媒体）：yes教学内容与时间安排Step1,2 （第一课时）Step4,5,6 （第二课时）教 学 过 程 辅助手段讲课提纲与幻灯片设计The 1st PeriodStep1:Greetings and Revision1.GreetingsHow was your weekend? Did you go shopping this weekend?2.R
4、evisionRevise the terms of price. Ask the students to answer the following questions:What is a EXW/FOB/CIF/DDU/DDP price?Step2: Talking about Dialogue 1& 21.Lead-inDo you bargain while shopping? How do you make it?2.Presentation1.Listen to the dialogues and find out the answers to the following ques
5、tions:How much discount did A give B ?Did B accept As offer finally?MP32 Explain in brief.The following is worth mentioning: exceed v. 超过 The sales exceeded my expectation. 销售超过了我的预料。come to: 达成 come to an agreement for the sake of 为了 market price 市价 the best/lowest pricerock-bottom price 最低价 Lets m
6、eet each other half way. 我们各让一步吧。 place a large order: 大量订购 long-standing 长期的 appointment 预约3 Sentences patterns related to bargaining 买方认为卖方价格过高:Your price is unacceptable/ not competitive.Your price is really/much higher than other companies.Your price is far beyond our expectation.Your price is o
7、ut of line with the ruling market.(市场价)买方建议减价:Id appreciate it if you could reduce your price by another 5%.How about meeting each other half way.If you could go a little lower, Id give you the order right away.卖方同意减价:Considering the long standing business relationship between us, we shall grant you
8、 a special discount of 10%.If you increase your order, well consider reducing our prices.卖方拒绝减价:In this way, it wont leave us anything.Considering our high quality, I think our price is quite reasonable.I have to say this is our rock-bottom price. We cant lower it any more.幻灯片$360 is about as low as
9、 we can go.The 2nd PeriodStep3: Consolidation1.Fill in the blanks with the right words or expressions.for the sake of exceed the market price came to discount long-standing 1 The demand of our products _the supply.2 Both parties _ an agreement after two days negotiation.3 Considering the_ business r
10、elationship between us,we shall grant you a special discount of 10%.4 _our friendship, were prepared to offer you a discount of 3%.5 Your price is far beyond _. 6 I hope you can give us a 10%_. 2. Read the dialogues and ask some students to role play it.Step 4: TrainingMaking practice on bargaining
11、Buyer: America Daily Use Co.Seller: Shanghai House Wares Co.Commodity: Coffee PotQuantity: 8000 piecesUnit Price: Seller: USD30 FOB Shanghai per pieceBuyer: USD 25 FOB shanghai per piece要求:学生两人一组，根据给出的情景进行价格谈判，洽谈要点如下：买方 卖方对 V-1 型号有兴趣 介绍产品，强调样式新颖，质量上乘要求报价 报价，每件 30 美元 FOB 上海认为价格太高 每件 30 美元的价格符合市价幻灯片希望降到每件 25 美元 数量达到 10,000 件，同意每件降到 28 美元Step 5: ConclusionStep 6: AssignmentExercise 2.MP3幻灯片
