商务英语听力 Negotiating a Discount 4 negotiating a discount.ppt

Learning Focus To build up the vocabulary about international trade To be able to understand terms about offering To learn the skills of negotiating price and terms in doing business 1. Warming-up The following abbreviations are terms usually used in giving an offer. Work out their complete spellings with your partner. Click to add Title Cost Insurance Freight Click to add Title Cost Freight Click to add Title Free on Board Click to add Title Free Alongside Ship Click to add Title Free In and Out CIF CF FOB FAS FIO 1. unwise a. 不明智的；轻率的 It is very unwise for the girl to marry him. 这女孩嫁给他是很不明智的。 2. in view of 鉴于；由于 I couldn’t go to London in view of the train strike. 由于铁路罢工，我未能前往伦敦。 3. insist on 坚决主张；强调 I must insist on more regular hours. 我必须强调起居定时。 4. for the sake of 为了??的利益 They were ready to suffer death for the sake of their country. 他们愿意为国牺牲。 New Words Expressions 2. Extensive Watching Script Laurent White is talking with Alice on the phone. Watch the video clip and tick (√) the correct answer to each question. 1. What’s the purpose of Laurent White calling Alice? ? A. To bargain for a better offer. ? B. To refuse her offer. ? C. To cancel the deal. 2. What’s the result of this telephone conversation? ? A. They call the whole deal off. ? B. They reach an agreement. ? C. They decide to negotiate later. 3. Intensive Watching Watch the video clip again and decide whether the following statements are true or false. Then write down the key words to support your answers. Laurent White thinks there’s no chance of business between them in view of Alice’s offer. Alice insists on reducing the price by 2% or they will cancel the deal. 3. They finally reached the agreement at the price of $38 per unit. True You’ll reduce the price by 5%? That will be $38 per unit. False Laurent says the chances are small. False Alice proposes to meet half way. Script 4. Language Summary Read aloud the following sentences, paying spe