标准书号66 67 308 06661 第五章 讨价还价.pptVIP

商务英语谈判 作者：王秀萍 商务英语谈判 第五章 讨价还价 Unit 5 Pricing Lead—in Pre-reading Questions After-reading Exercises Vocabulary: Find the words in the text which mean the following 4. 1. 2 Comprehension: Answer the following questions with True or False. 1) “Make me an offer.” is used by the seller to try to make the buyer go first after stating an initial price. . 2) When one party sets a fixed price and is resolute to compromise, he would say “Take it or leave it.” 3) Authority limitation can discourage the other from emphasizing issues outside this scope of authority. 4) Deadlocks appearing in the negotiation may decrease both parties willingness to subsequently compromise. 5) Bad guy is the One who acts in an aggressive way, making unreasonable demands, and good guy is the one who acts in a kind and friendly way, getting compliance. 4. 1. 3 Comprehension: Complete the following statements with the information from the passage. 本课的重要句型 1. Do/ Would you mind doing... 你介意做……吗？ e.g. Do/Would you mind turning off the lights? 2. I absolutely agree with... 我完全同意…… e.g. I absolutely agree with you. 3. Id like /love to, but... 我很想, 但…… e.g. Id like /love to, but I have to finish the task first. 4. Im determined to...我决定…… e.g. Im determined to carry out the plan. 5. Make sure to do sth.一定要做某事. e.g. Make sure to follow the contract completely. 6. Would you like to... 你想……吗? e.g. Would you like to decrease the price? 7. On the contrary, ... 正好相反,…… e.g. On the contrary, I have just begun. 8. In general, ... 一般而言，…… e.g. In general, the goods are in good shape. Dialogues 5. 2. 2 Dialogue 1 Meeting each other halfway Important sentence patterns 重点句型1）meet each other halfway　各退一步 重点句型2）call the whole deal off 　放弃生意 重点句型3）take the quality into consideration 考虑到质量问题 重点句型4）have a way of talking sb. Into　有办法说服某人做某事　 5. 2. 3 Dialogue 2 Take it or leave itImportant sentence patterns 重点句型1）Frankly speaking,…坦率地说，…… 重点句型2）out of the question 不可能 重点句型3）to such an extent