1、,MARKET LEADER 4,Unit Three Building Relationship,3 Building Relationship,Main Menu,1,Language review: Multi-word verbs,Starting up,Listening: Relationships in a global market,Reading: AIG knows everyone,Vocabulary: Describing relations,MARKET LEADER 4,3 Building Relationship,Case study: Getting to
2、know you,Starting up,MARKET LEADER 4,3 Building Relationship,Starting up,MARKET LEADER 4,What are the most important relationships for you? Why? Choose from your relationships with the following: Your family Your brothers/ sisters Your friends Your teacher Your relatives Your club or society2.What b
3、enefits do you get from each relationship?,A. Discuss these questions.,3 Building Relationship,Starting up,MARKET LEADER 4,B. Ward Lincoln, Business Relations Manager with an international training organisation, is talking about areas for companies to consider in order to build strong business relat
4、ionships. What factors do you think he will mention?,3 Building Relationship,Starting up,MARKET LEADER 4,C. Listen to the interview and check the predictions you made in Exercise B.,3 Building Relationship,3.1,Quiz time P.22,D. Answer the questions in the quiz to find out how good you are at buildin
5、g relationships.,Starting up,MARKET LEADER 4,3 Building Relationship,Further quiz: 1. In a large group, do you more often a) introduce others b) get introduced? 2. When you meet strangers, do you find it a) pleasant, or at least easy b) sth. that takes a good deal of effort?,Starting up,MARKET LEADE
6、R 4,3 Building Relationship,3. In attending social gathering, do you a) focus on building relationships with one or a few people b) try to make as many relationships as possible? 4. Someone you know lets you down on an important matter. Do you a) stop seeing them forever b) ask for an explanation an
7、d give them another chance?,Starting up,MARKET LEADER 4,3 Building Relationship,5. Do you socialise with colleagues from work because a) you like to b) you think that you ought to?6. Your best customer is making an unjustified complaint. Do you a) point out their error b) agree with them because the
8、yre important?,Starting up,MARKET LEADER 4,3 Building Relationship,Vocabulary Describing Relations,MARKET LEADER 4,3 Building Relationship,A. The verbs below are often used with the word relations. Use them to complete the table.,Vocabulary : Describing relations,MARKET LEADER 4,3 Building Relations
9、hip,break off build up cement cloud cut off develop disrupt encourage establish impair improve jeopardise maintain promote restore resume sever sour spoil strengthen,cement,develop,encourage,establish,improve,maintain,promote,restore,resume,strengthen,cloud,cut off,disrupt,impair,jeopardise,sever,so
10、ur,to risk losing or spoiling something important,spoil,B. The adjectives in the box below are often used with the word relations. Place them on the line below according to their meaning.,MARKET LEADER 4,Vocabulary : Describing relations,3 Building Relationship,amicable close cool excellent friendly
11、 stormy strained,very good,very bad,excellent,stormy,strained,cool,amicable,friendly,close,C. Match the halves of sentences below. Then make five more sentences with the verbs and adjectives above.,MARKET LEADER 4,Vocabulary : Describing relations,3 Building Relationship,MARKET LEADER 4,Vocabulary :
12、 Describing relations,3 Building Relationship,Widespread rumours of a hostile take-over bid are certain The Accounts departments very slow payment of invoices The long-term contracts, which will run for the next five years, The excellent relations the company enjoys with the local community As a res
13、ult of the governments imposition of currency controls,are a credit to its highly effective PR Department. have cemented relations between the two companies. its close relations with several major foreign investors have been jeopardised. is causing stormy relations with some of the companys supplier
14、s. to strain relations between the two leading French software companies.,D. Complete the sentences by choosing the correct option. 1. These exciting cross-border business links will further _ relations between the two countries.A. resume B. cement C. damage 2. The Marshall plan abolished trade barr
15、iers and _economic co-operation between European nations.A. fostered B. undermined C. broke off 3. There is growing concern that a weak leader could _ the countrys still fragile economic recovery.A. jeopardise B. maintain C. promote 4. A good work-life balance plan would _ parents to return to work.
16、A. improve B. encourage C. resume,MARKET LEADER 4,Vocabulary : Describing relations,3 Building Relationship,5. The unions have threatened to _ services if their members are satisfied with the pay award.A. strengthen B. disrupt C. break off 6. They are worried that the government might _ funding for
17、their project.A. cut off B. damage C. jeopardise 7. Our company wants to _ its South American operations and plans to set up two more sales subsidiaries in Argentina.A. disrupt B. develop C. establish,MARKET LEADER 4,Vocabulary : Describing relations,3 Building Relationship,1. Company executives and
18、 the unions were optimistic that they could soon _ talks about proposed pay cuts. 2. Our chamber of commerce is trying to _ closer links with high-growth areas such as Dubai. 3. Our new advertising campaign is a serious attempt to _ our reputation as an ethical business. 4. Suspicions of unfair comp
19、etition caused relations between the two companies to _. 5. The allegations that the CEO was involved in the scandal have seriously _ the reputation of the company.,MARKET LEADER 4,Vocabulary : Describing relations,3 Building Relationship,E. Complete the sentences by choosing the correct option.,res
20、ume,sour,strengthened,restore,break off,promote,maintain,undermine,damaged,established,MARKET LEADER 4,Vocabulary : Describing relations,3 Building Relationship,E. Complete the sentences by choosing the correct option.,resume,sour,strengthened,restore,break off,promote,maintain,undermine,damaged,est
21、ablished,6. The new taxes will _ international confidence in Mr. Stamers commitment to free trade. 7. The two companies were unable to come up with a convincing long-term strategic vision and so decided to _ merger talks. 8. Will our company be able to _ its upmarket positioning if it outsources so
22、much? 9. The government raised the minimum wage, which _ domestic consumer confidence ahead of crucial elections. 10. Under its new CEO, EBS quickly _ a strong foothold in the consumer banking sector.,Relationships in a global market,Listening,MARKET LEADER 4,3 Building Relationship,power lunch: an
23、occasion at which people eat while they are working and talking about business :并不是像一般朋友那样为了见见面，聊聊天而一起吃午饭；而是为了谈生意，或其他工作上的事。intermediary: noun. a person or organization that tries to help two other people or groups to agree with each other中间人,New words in listening materials,extravagant: adj. spendin
24、g much more than is necessary or wise; wasteful:奢华的，浪费的status: n. the position of an individual in relation to another or others地位 hospitality: n. the friendly reception and treatment of guests or strangers.热情好客,strengthen: v. to make something stronger or more effective, or to become stronger or mo
25、re effective:巩固，加强bear in minds: v. remember 记住 vital: adj. important, significant 重要的,Listen to the first part of the interview with Agnes Chen, a Chinese business executive, who travels frequently on overseas trips. Complete the summary notes on the next slide.,3.2,Listening: Ways of entering mark
26、ets,MARKET LEADER 4,3 Building Relationship,1. If you want to expand internationally, you have to _ good business relationships. 2. Understand the cultures and _ of the people you deal with. 3. In South America, _ are extremely important. 4. So people there like to take their time before _ with you.
27、 5. In China, people like to work with _. 6. So you often have to find an _, someone who can help you to establish good relationships. 7. Chinese people will trust you if you are _ and show respect. 8. In China, expensive gifts such as high quality _ are part of business practice. 9. But the best wa
28、y to build a relationship is to _ to a customer and to be available to give them _.,MARKET LEADER 4,Vocabulary : Describing relations,3 Building Relationship,build,business behavior,personal contacts,doing business,friends and relatives,intermediary,loyal to them,branded goods,make yourself valuable
29、,expert advice,Listening: Ways of entering markets,MARKET LEADER 4,3 Building Relationship,Listen to the second part of the interview and give an oral summary of it using the words and phrases on page 24.,3.3,Reading,AIG knows everyone in Asia,MARKET LEADER 4,3 Building Relationship,Language points
30、of the text,About AIG,American International Group, Inc. (AIG) is a leading international insurance organization serving customers in more than 130 countries and jurisdictions. AIG companies serve commercial, institutional, and individual customers through one of the most extensive worldwide propert
31、y-casualty networks of any insurer. In addition, AIG companies are leading providers of life insurance and retirement services in the United States. AIG common stock is listed on the New York Stock Exchange and the Tokyo Stock Exchange. AIG Insurance Company China Limited (AIG China, formerly Charti
32、s Insurance Company China Limited) is a China registered wholly owned property & casualty subsidiary of AIG, with branch offices in Beijing, Shanghai, Guangdong Province, Shenzhen, Jiangsu Province and Zhejiang Province.,Match between spelling and pronunciation,underwriting (L. 3),Definition of Unde
33、rwriting The process by which investment bankers raise investment capital from investors on behalf of corporations and governments that are issuing securities(发行证券) (both equity and debt(股票和债券). The process of issuing insurance policies. (),MARKET LEADER 4,3 Building Relationship,Insurer (L. 5) The
34、party to an insurance arrangement who undertakes to indemnify(赔偿) for losses.,Match between spelling and pronunciation,Market value （市场价值）(L. 3),1. The current quoted price（报价） at which investors buy or sell a share of common stock(股票) or a bond(债券) at a given time. Also known as “market price.” 2.
35、The market capitalization plus the market value of debt. Sometimes referred to as “total market value.“(上市总价值) ()To put it simply, it is the price as determined dynamically by buyers and sellers in an open market.,MARKET LEADER 4,3 Building Relationship,Match between spelling and pronunciation,be em
36、bedded in (L. 8):,fixed into the surface of something: (内嵌，内置）,The thorn was embedded in her thumb. Sensors have been embedded in cars to prevent collisions.,2) If an emotion, opinion, etc. is embedded in someone or something, it is a very strong or important part of them: （also be rooted in),A sens
37、e of guilt was deeply embedded in my conscience.That terrible day will for ever be embedded in her memory.,MARKET LEADER 4,3 Building Relationship,Match between spelling and pronunciation,Corporate culture (L. 6),Organizational culture is the behavior of humans who are part of an organization and th
38、e meanings that the people attach to their actions. Culture includes the organization values, visions, norms, working language, systems, symbols, beliefs and habits. It is also the pattern of such collective behaviors and assumptions that are taught to new organizational members as a way of perceivi
39、ng, and even thinking and feeling. Organizational culture affects the way people and groups interact with each other, with clients, and with stakeholders. (Wikipedia) 企业文化，或称组织文化（Corporate Culture或Organizational Culture），是一个组织由其价值观、信念、仪式、符号、处事方式等组成的其特有的文化形象。,MARKET LEADER 4,3 Building Relationship,M
40、atch between spelling and pronunciation,unrivalled (L. 8):,having no equal; better than any other of the same type:,The museum houses an unrivalled collection of French porcelain.,any standard or reference by which others can be measured or judged,Her outstanding performances set a new benchmark for
41、 singers throughout the world.,MARKET LEADER 4,benchmark (L. 18):,standard,yardstick,touchstone,criterion,3 Building Relationship,Match between spelling and pronunciation,prosper (L. 22): （繁荣，成功）,to be or become successful, especially financially:,trans：自从她当了主管, 公司开始兴旺起来.,available but not yet used,
42、untapped assets/resources/markets/talent,MARKET LEADER 4,untapped (L. 25):,With her at the chair, the company began to prosper.,tap: make use of it by getting from it something that you need or want.开发，发掘，利用（资源、形势）,tap oil reserves/rich resources/new markets,3 Building Relationship,Match between spe
43、lling and pronunciation,lobby (L. 27):,try to persuade a politician, the government, or an official group that a particular thing should or should not happen, or that a law should be changed:向（政府官员、委员会委员等）进行游说（或疏通）,Small businesses have lobbied hard for/against changes in the tax laws.,+ obj + to in
44、finitive They have been lobbying Congress to change the legislation concerning guns.,MARKET LEADER 4,+ to infinitive Local residents lobbied to have the factory shut down.,3 Building Relationship,Match between spelling and pronunciation,quest (L. 44):,n. a long search for something that is difficult
45、 to find, or an attempt to achieve something difficult:,She went to India on a spiritual quest.,They went to California in quest of gold.,MARKET LEADER 4,Collocation in quest of sth.,v. to search; seek (often followed by for or after ):,to quest after hidden treasure.,trans. 为了找个安静的地方读书，我去了图书馆。,I we
46、nt to the library in quest of a quiet place to read .,3 Building Relationship,in pursuit of,Match between spelling and pronunciation,ensuing (L. 44):,adj. happening after something and because of it:接着发生的；接踵而至的,He lost his job and in the ensuing months became more and more depressed.,MARKET LEADER 4
47、,As to what happened thereafter, that will be disclosed in the ensuing chapter.,trans.欲知后事如何，且听下回分解。,3 Building Relationship,Match between spelling and pronunciation,court (L. 66):,v. try to please someone （为使某人、团体或国家按自己的意愿做某事而）试图取悦，讨好,Stars are courted by manufacturers who value their influence on
48、style-conscious fans.,MARKET LEADER 4,Paraphrase: AIG believes that it will be quite fruitful for it to establish good relationships with China in the past thirty years as China will allow the company to do business in its insurance market.,line 65-69 AIG believes its three decades spent courting China will be rewarded with unrestricted access to its vast insurance market.,3 Building Relationship,
