标准书号66-67 308-06661 第四章 还盘新.pptVIP

商务英语谈判 作者：王秀萍 商务英语谈判 第四章 还盘 Unit 4 Counter-offer 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) Making a counter offer automatically rejects the prior offer. 2) A counter-offer must be only directed against the price. 3) Tactics should be used randomly to face the changeable situation. 4) The types of tactics that can be employed during the negotiation process are limited. 5) Time is a key tactical consideration in any negotiation. 4. 1. 3 Comprehension: Complete the following statements with the information from the passage. 本课的重要句型 1. Do you know if /whether...? 你知道是否…… ? e.g. Do you know if there is a station near here? 2. How long will it take you to... ?……要用多长时间 ? e.g. How long will it take you to the factory ? 3. I find it hard for me to... 我发现……对我来说很难。 e.g. I find it hard for me to work the problem out. 4. Id like to know more about... 我想了解更多关于…… e.g. Id like to know more about your new product. 5. Let me know if … 如果……，请告诉我。 e.g. Let me know if you change your mind. 6. What you have to do is... 你必须做的是…… e.g. What you have to do is to type letters and answer the phone. 7. Now that... 　既然/由于…… e.g. Now that John’s arrived, we can begin. 8. In conclusion, ...　最后，……/总之，…… e.g. In conclusion, I should like to say how much I have enjoyed myself. Dialogues 4. 2. 2 Dialogue 1 Driving a Bargain Important sentence patterns How long will it take you to... ？……要用多长时间 ？ Id like to know more about... 我想了解更多关于…… Let me know if … 如果……，请告诉我。 In conclusion, ...最后，……/总之，…… 4. 2. 3 Dialogue 2 Meeting Each Other HalfwayImportant sentence patterns Do you know if /whether...?你知道是否……？ I find it hard for me to... 我发现……对我来说很难。 What you have to do is... 你必须做的是…… Now that...　既然/由于…… 4. 3 Background information 谈判知识与技巧 4.3.1是非题。 1. 开局是实质性谈判的第一个阶段，洽谈开始时的话题最好是业务性的。 2. 在报价阶段由一方当事人报价，另一方当事人还价，这里所指的