潍坊学院教案-国际商务谈判（双语）教案.pdf

潍坊学院教案课题Chapter 1 Introduction of Business Negotiation 课时2教学目的 与要 求目的：To identify the features of a successful international business negotiation.要求：Master sentences on expressing business negotiation,and practice conversation about the process.教学重点 与难 点重点：Sentence patterns and conversations:international business negotiation.难,点：To master the nature and basic forms of business negotiation.教学过程主要内容及步骤备注主要教学内容：Part I Teaching focusPart II Main contens:I.Case study of business negotiation案例1在曼哈顿购物案例2 新产品的市场调研II.Main contens:1.Definition and Characteristics of business negotiation2.Forms of international business negotiation Part III Group work:perform the situational conversation.板书设计：Part I Teaching focus:I.Case study of business negotiation辅助教学：Listen to tape and watch Vedio教学过程案例1在曼哈顿购物案例2 新产品的市场调研II.Main contens:1.Define,features and kinds of internationalbusiness negotiation2.Value evaluation standards of internationalbusiness negotiationPart III Group work教学方法：采用讲授法与演示法。复习思考题：1.Whafs the characteristic of internationalbusiness negotiation?2.What should you notice when you are at theinterview in a company?参考书：1.国际商务谈判窦然主编，复旦大学出版 社2.商务谈判张煜编著，四川大学出版社3.Negotiationby Roy J.Lewicki,Bruce Barry,David M.Saunders and John W.Minton,Publisher:Me Graw Hill Higher Education,2003授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter 1 Introduction of Business Negotiation课时2教学目的 与要 求目的：To identify the features of a successful international business negotiation.要求：Master sentences on expressing business negotiation,and practice conversation about the process.教学重点 与难 点重点：Useful skills in negotiation难点：To master the procedures of business negotiation.教主要内容及步骤备注学主要教学内容：Part I Teaching focus过Part II Main contens:I.Case study of business negotiation辅助教学：程Useful skills in negotiationII.Main contens:1.Definition and Characteristics of business negotiation2.Forms of international business negotiation3.Procedure of international business negotiationPart III Group work:perform the situational conversation.Listen to tape and watch Vedio板书设计：Part I Teaching focus:I.Case study of business negotiation教学过程Useful skills in business negotiationIL Main contens:1.Definition and Characteristics of businessnegotiation2.Forms of international business negotiation3.Procedure of international businessnegotiationPart III Group work教学方法：采用讲授法与讨论法。复习思考题：1.What should you note in thebusiness negotiation?2.List main forms of international businessnegotiation?参考书：1.国际商务谈判窦然主编，复旦大学出版社2.商务谈判张煜编著，四川大学出版社3.International Business Environments andOperations影 印版，John D.Daniels,Leo H.Radebough著，中国人民大学出版社。授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter 2 Basic Principle of Business Negotiation 课时2教学目的 与要 求目 的：Acquiring knowledge of the basic principles of negotiation,the common and costly negotiating mistakes.要求：Master useful information and some skills on the topic.教学重点 与难 点重点：Key principles of international business negotiation 难点：How do you understand the principals properly?教学过程主要内容及步骤备注主要教学内容：Part I Teaching focusPart II Reading Materials1.Reading materials(A):Safe sex for your company.2.Reading materials(B):A guide to computers and plug-ins on the internet.Part III Main Contains:Key principles of international business negotiationPart IV Exercise:Work in pairs and present the following example.板书设计：Part I Teaching focus:辅助教学：Listen to tape and watch Vedio教学过程a.Sentence patterns:b.Pattern drillsC.Sentence patternsPart II Main contens:1.Key principles of international business negotiation2.Essential qualities of international business negotiation3.Procedures and structures of business negotiationPart III Exercise:教学方法：采用讲授法与演示法。复习思考题：1.How to avoid mistakes in business negotiation?参考书：1.International Business Negotiation白远著，中国人民大学出版社。2.Negotiating And Influencing Skillsby McRaeB,Publisher:Sage Publications,Inc 19983.International Contracts by Shippey KC,上 海外语教育出版社，20004.国际商务（英文第二版）查尔斯希尔著，中国 人民大学出版社。授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter 2 Basic Principle of Business Negotiation课时2教学目的 与要 求目 的：Acquiring knowledge of the basic principles of negotiation,the common and costly negotiating mistakes.要求：Master useful information and some skills on the topic.教学重点 与难 点重点：Sentence patterns and sentence training.难点：Practice some skills on the topic:Working in the company.教主要内容及步骤备注学过程主要教学内容：Case study 1Part I Watch version and make notes on the information.Part II Sentences pattern.Part III Sentence training.Part V Group work:perform the situational conversation.板书设计：Part I Watch version and make notes on the information:Checklist-organizing a meeting.a.the purpose of the meeting;b.the roles of the participants;c.the procedure in terms of agenda,timing,and process.辅助教学：Listen to tape and watch Vedio注：教师每次课都要写一份教案，放在该次课讲稿前面。教学过程Part III Sentence training.Part IV Exercise:1.Skill training2.Learn how to write a memo according to a meeting.Part V Group work教学方法：采用讲授法与讨论法复习思考题：1.How to write a memo according to the meeting correctly and completely?2.Review the sentence trainings.参考书：1.新编美语会话汪榕培等编著，上海外语教 育出版社2.牛津商务英语教程成功会谈陈苏东改编，复旦大学出版社授课效果分析总结潍坊学院教案课题Chapter 3 Managing the Negotiation Process课时2教学目的 与要 求目的：To must skill of discussing in negotiatin,and practice conversation on price talk,try to achieve your target.要求：Require students to master professional knowledge and ues their knowledge freely.教学重点 与难 点重点：Sentence patterns and conversations:On price.难点：To master information about jobs and responsibilities when you are carrying out your business at the meeting.主要内容及步骤备注主要教学内容：Part I Teaching focus教Part II Main contens:1.Watch the version and answer following questions.2.Review the contents of agenda.辅助教学：Listen to tape and watch Vedio学3.Exercises.过4.Language focus.Part III Actual example in a negotiation程business.Part IV Group work:perform the situationalconversation.板书设计：Part I Teaching focus:a.Sentence patterns:Jobs and responsibilities教学过程b.Pattern drillsc.Conversations:On pricePart II Main contens:1.Watch the version and answer following questions.2.Review and exercises.3.Language focus.Part III Actual examplePart IV Group work教学方法：采用讲授法与演示法复习思考题：1.How to make your conversation more naturally?2.Review the language focus.参考书：1.英语听力与口译陈汉生、齐伟钧 主编，上海外语教育出版社2.英语翻译教程连淑能主编，高等教育出 版社授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter 3 Managing the Negotiation Process 课时2教学目的 与要 求目的：Toshow how to control the direction of a meeting,keep to the agenda,and deal with digressions.要求：Require students to master professional knowledge and ues their knowledge freely.教学重点 与难 点重点：Managing the Negotiation Process难点：To master information about jobs and responsibilities when you are conducting your negotiation at the meeting.教主要内容及步骤备注学主要教学内容：Part I Teaching focus过程Part II Requirement:By the end of this lesson,you should be able to explain your ideas when you辅助教学：Listen toare interviewd.Part III Group work:perform the situational conversation.Part IV Useful sentences for business enquiry agreement.Part V Practices.板书设计：Part I Teaching focus:1.Preparing for negotiation2.Developing a strategy3.Getting startedtape and watch Vedio教学过程4.Building understanding5.Bargaining6.ClosingPart II RequirementPart III Group workPart IV Useful sentences for business enquiry agreement.Part V Practices.教学方法：采用讲授法。复习思考题：1.How to finish your task correctly?2.Carry out the situational conversation about the topic:job and responsibility.参考书：1.Settling for More:Mastering Negotiating Strategies and Techniques by Goldman A L.Publisher:The Bureau Of National Affairs,Inc 19912.Negotiating And Influencing Skills by McRae B,Publisher:Sage Publications,Inc 19983.国际商务谈判，刘园主编，对外经济贸易大学出版社，1999年3月版授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter 4 Strategy Skills of Business Negotiation课时2教学目的 与要 求目的：Tomaster communicating skills,negotiating skills,and strategy skills in international business negotiation要求：To demonstrate how to communicating skills,negotiating skills,and strategy skills in international business negotiation.教学重点 与难 点重点：Sentence patterns and conversations:Paching and despatch.难点：Interrupting and finishing;acknowledging and commenting on points of view.教主要内容及步骤备注学主要教学内容：Part I Teaching focusPart II Main contens:Useful words and辅助教学：sentencesListen toPart III Group work:perform the situationaltape andwatch Vedioconversation.Part IV Practice:1.Watch version and answer the followingquestions.2.Read the video context,try to understandthe whole meanings and key sentences.板书设计：Part I Teaching focus:1.Communicating skills of internationalbusiness negotiation教学过程2.Negotiating skills of internationalbusiness negotiationPart II Main contens:Useful words and sentences1.Feature about the company2.Business scope of the companyPart III Group workPart IV Practice教学方法：采用讲授法。复习思考题：1.How to master your knowledgemore completely?2.Prepare the converstion performance in nextclass.参考书：1.Getting To Yes:Negotiating Agreement Without Giving Inby Roger Bruce M.Patton,William L.Ury,and Roger Fisher,Publisher:Houghton Mifflin Harcourt.2.International Business Environments and Operations 影印版，John D.Daniels,Leo H.Radebough 著，中国人民大 学出版社。授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter 4 Strategy Skills of Business Negotiation课时2教学目的 与要 求目的：Tomaster communicating skills,negotiating skills,and strategy skills in international business negotiation要求：To demonstrate how to communicating skills,negotiating skills,and strategy skills in international business negotiation.教学重点 与难 点重点：Negotiating skills of international business negotiation 难点：Strategy skills in different stages.教主要内容及步骤备注学过主要教学内容：Part I Teaching focusPart II Main contens:1.Communicating skills of international辅助教学：程business negotiationListen to tape and2.Negotiating skills of international business negotiation3.Strategy skills in different stagesStep 1 Preparing for negotiationStep 2 Developing a strategyStep 3 Opening of negotiationStep 4 Building understandingStep 5 Bargaining Process 板书设计：Part I Teaching focus:a.Sentence patterns:Company presentationwatch Vedio注：教师每次课都要写一份教案，放在该次课讲稿前面。教学过程b.Pattern drillsc.Conversations:Paching and despatchPart II Main contens:Strategy skills in different stagesStep 1 Preparing for negotiationStep 2 Developing a strategyStep 3 Opening of negotiationStep 4 Building understandingStep 5 Bargaining Process教学方法：采用讲授法与讨论法复习思考题：Prepare the converstion performance.参考书：1.International Business Environments andOperations影 印版，John D.Daniels,Leo H.Radebough著，中国人民大学出版社。2.Business Communication Essentials影印版，Counland L.Borwer,John V.Thill,Barbara E.Schatzman著，中国人民大学出版社。3.Negotiating Skills For BusinessMy Christopher E M,Publisher:Kogan Page Ltd 1996授课效果分析总结潍坊学院教案课题Chapter 5 Business Price Negotiation课时2教学目的 与要 求目的：To show the importance of focusing on essentials,and employing active listening techniques.要求：Require students to master professional knowledge and use them comprehensively.教学重点 与难 点重点：Sentence patterns and conversations:Market access.难点：Asking different kinds of questions and clarifying what others say.主要内容及步骤备注主要教学内容：Part I Teaching focusPart II Useful phrases aboutproductpresentation.辅助教学：教Part III Exercises:Work in groups and discuss the situation,Listen to tape and watch Vedio学master the relevant information andcommunication skills in this conversation.过Part IV Group work:perform the situational程conversation.板书设计：Part I Teaching focus:1.Factors influencing business price2.Deal with relationships in business price3.Price negotiation in international trade教学过程Part II Useful phrases about product presentation.Part III Exercises.Work in groups and discuss the situation.Part IV Group workPart V Words and sentence games.(in pairs)教学方法：采用讲授法与演示法 复习思考题：1.How to carry out your conversation successfully?2.What should you notice when you are conducting your business negotiation?参考书：1.The Science and Art of Collaborative Decision Making)霍华德主编，东北财经大学出版社 2.国际谈判一国际商务谈判的策划与运作 杰弗里编著，经济科学出版社3.国际商务(英文第二版)查尔斯希尔著，中国 人民大学出版社。授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter 5 Business Price Negotiation课时2教学目的 与要 求目的：To show the importance of focusing on essentials,and employing active listening techniques.要求：Require students to master professional knowledge and use them comprehensively.教学重点 与难 点重点：I.Factors influencing business priceII.Deal with relationships in business price 难点：Price negotiation in international trade教主要内容及步骤备注学主要教学内容：Part I Teaching focus讨Part II Useful phrases about product辅助教学：presentation.拜Listen toPart III Exercises:tape andwatch VedioWork in groups and discuss the situation,master the relevant information andcommunication skills in this conversation.Part IV Case study板书设计：Part I Teaching focus:I.Factors influencing business priceIL Deal with relationships in business priceIII.Price negotiation in international trade教学过程Part II Useful phrases about product presentation.Part III Exercises.Work in groups and discuss the situation.Part IV Group workPart V Words and sentence games.(in pairs)教学方法：采用讲授法。复习思考题：1.How to carry out your negotiation successfully?2.What should you notice when you are conducting your product presentation?参考书：1.The Science and Art of Collaborative Decision Making)霍华德主编，东北财经大学出版社2.国际谈判一国际商务谈判的策划与运作 杰弗里编著，经济科学出版社3.International Contractsby Shippey KC,上海 外语教育出版社，2000授课效果分析总结注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter 6 How to Successfully Get the Target 课时2教学目的 与要 求目 的：focus on mastering international business negotiation skills of successfully getting your garget.要 求：Require students to master professional knowledge and use them comprehensively.教学重点 与难 点重点：Sentence patterns and conversations:agency business.难点：Watch version and answer questions on the topic教主要内容及步骤备注主要教学内容：学Part I Teaching focus过Part II Main contens:辅助教学：1.Listen to tape about the topic:productListen to程tape andpresentiation,and answer followingwatch Vedioquestions.2.Watch version and answer questions on thetopic:How to Successfully Get the Target3.Work in groups and discuss about theconversation.4.Meeting practice:work in groups andperform the following moment.板书设计：Part I Teaching focus:1.Keeping to the point2.Get your targetPart II Main contens:1.Listen to tape about the topic:product presentiation,and answer following questions.教2.Watch version and answer questions on the topic:How to Successfully Get the Target学3.Work in groups and discuss about the过conversation.4.Meeting practice:work in groups and程perform the following moment.教学方法：采用讲授法与讨论法参考书：1.谈判分析瑞法主编，东北财经大学出版社2.NegotiationJean M Hiltrop and Sheila Udall 著，中国人民大学出版社，Prentice Hall Publishiong Co.1997 年版3.International Negotiating(Jeffery Edmund Curry著，上海外语教育出版社，2000年版注：教师每次课都要写一份教案，放在该次课讲稿前面。潍坊学院教案课题Chapter 6 How to Successfully Get the Target 课时2教学目的 与要 求目 的：focus on mastering international business negotiation skills of successfully getting your garget.要求：Require students to master professional knowledge and use them comprehensively.教学重点 与难 点重点：Keeping to the point.难,煎：Get your target.教学过程主要内容及步骤备注主要教学内容：Part I Teaching focusPart II Main contens:Language focusPart III Group work:perform the situational