商務(wù)談判英語口語教學(xué)大綱

《商務(wù)談判英語口語》課程標(biāo)準(zhǔn)第一部分內(nèi)容標(biāo)準(zhǔn)本課程在第四、五學(xué)期開設(shè)，一般設(shè)置72學(xué)時，是教、學(xué)、做一體化課程。以下按照本課程不同學(xué)習(xí)模塊對課程能力訓(xùn)練項目和課程教學(xué)進(jìn)度進(jìn)行設(shè)計，明確具體內(nèi)容標(biāo)準(zhǔn)，實際運用中可根據(jù)學(xué)生的不同情況適當(dāng)調(diào)整實訓(xùn)內(nèi)容和學(xué)時量分配。ProjectDesignThiscourseisdividedinto3projectsasfollows：No.ProjectTaskSession1PreparationsforNegotiationCompaniesandProducts6SalesPromotion62NegotiationandConclusionEnquiriesandOffers6PriceBargaining6CommissionandDiscount6QualityandQuantity6TermsofPayment6Packing6Shipment6Insurance6ConclusionandContract6

TaskDesignTaskDesignandTeachingProceduresProjectTaskNo.TaskNameTaskAimsKnowledgePointsTrainingResourcesExpectedResults11-1CompaniesandProductsThestudentsareexpectedtobeabletouseaccuratetermsandidiomaticexpressionstointroducethecompanyintermsofitsmainbusiness,businessscopeandapproaches, history,features,achievements,majorpartners,operationideasanddevelopmentplans;andwithfinediplomaticmanners,tobeabletobuildapositivecompanyimageandconveyahealthycorporateculture;understandcustomers,requirementswellanduseaccuratetermsandidiomaticexpressionstointroduce featuredproductsandnewproductsofthecompany,andfinally1.Businesscultureandcustoms involvingcontactingthecustomerforthefirsttimeandguidingthecustomeraroundthecompany;.Generalproceduresandrulesconcerningcompanyoperationsandproducts;.Englishtermsandidiomaticexpressionsofintroducingproducts.TrainingApproaches:Teachers,demonstrationStudents,presentationGrouppracticeTrainingResources:1.Multimediacourseware2.ProductBrochures3.Internet4.SamplesTrainingprocedures:.With multimediacourseware, teachersdemonstrateshowtorecommendcompaniesandproducts;.Withmaterialsandinformationcollectedbeforeclass,studentssetupvirtualcompaniesandplayingrespectiveroles;.Students makepresentations;4.WithrealbrochuresandvarioussamplesintheThestudentsareexpectedtobeabletorecommendthevirtualcompanyanditsproductsandestablishrelations,usingaccuratetermsandidiomaticexpressionsinEnglish.2

achieveapreliminaryconsensusonthebusiness.simulationnegotiationroom,studentspracticeingroup.1-2SalesPromotionThestudentsareexpectedtobeabletouseaccuratetermsandidiomaticexpressionsinEnglishtomakecomparisons andcontrastandfinallymakedecisiononadvertisementmediatopromoteproducts;discussinEnglishduringthecourseofdeveloping newmarketandpromoteproductssuccessfully.Usually employedmarketingmeans;Characteristics ofcommonmassmedia;Englishexpressionsofproductpromotion;Englishexpressionsofemporiumsalesandmarketdevelopment.TrainingApproaches:Teachers,demonstrationStudents,presentationGrouppracticeTrainingResources:MultimediacoursewareInternetTrainingprocedures:With multimediacourseware, teachersdemonstratehowtorecommendcompaniesandproducts;Withmaterialsandinformationonproductsandsalesresourcescollectedbeforeclass,studentsassignrespectiveroles;Accordingtothesituationandhintsgivenbytheteacher,studentsAsrequiredbyspecifictasksandgivensituationsthestudentsareexpectedtobeabletouseEnglishproficientlyindevelopingnewmarketandchoosingappropriatesalesandpublicity meanstopromoteproducts.

practiceingroups.22-3EnquiriesandOffersThestudentsareexpectedtobeabletouseaccuratetermsandidiomaticexpressionsinEnglishtomakeenquiryandquotation,toenquireaboutquantityandshipmentandtogivereply;applyappropriatenegotiationstrategiestodealwithdifferentenquiresandoffers;expresspersonalideasandopinionstactfullyinnegotiation;distinguishfirmofferfromnon-firmoffer;makeanalyticinductionofthegivencasesandaccordingly findappropriatesolutions.Basic concepts,elementsandclassificationofenquiryandoffer;Generalproceduresofthetransaction;Technicaltermsandexpressionsusuallyusedinenquiryandoffer;Negotiationstrategiesrelatedtoenquiryandoffer.TrainingApproaches：Teachers'instruct:CaseanalysisRoleplayGroupdiscussionTrainingResources：MultimediacoursewareSimulatednegotiationlabInternetTrainingProcedures：Theteacherdefinestheclassificationofanenquiryandofferandthekeyelements;thestudentsmakeanalysisanddiscussionaccordingly;Theteacherguidethestudentsindiscussingandanalyzing the keyelementsofenquiries.onAsrequiredbyspecifictasks,thestudentsareexpectedtorole-playenquiriesandoffersinanegotiation.4

andoffersandrelatedtechniques;3.Thestudentsaredividedintogroupsandaskedtoplayrolesinenquiryandofferasrequired.2-4PriceBargainingThestudentsareexpectedtobeableto.standinthepositionofbothsidesandmakepricebargaininginfluentEnglisheasilyacceptedbybothsides;.apply means ofcommissionanddiscountinfluentEnglishtogetmoreorders;.expressinaccurateEnglishtogettheorderrightthefirsttime,pricingalongwithmarketchangesatfirstandthenreadjustingpricesstepbystep.Generalproceduresofpricebargaining;Englishtermsandidiomaticexpressions,andnecessary negotiatingskillsaswell;Basicconceptsandproperlanguageuseinnegotiation.TrainingApproaches:.Caseanalysis.Groupdiscussion.Teachers,demonstration.GrouppracticeTrainingResources:multimediacoursewareInternetTypicalcasesinrealenterprisesTrainingprocedures:.Bymeansofmultimediacoursewareandvideoresources,theteacherdemonstrateshowtomakepricebargaining;.Guidedbyteachers,instructructionandmodeldialogues,thestudentspracticeandpresentinAsrequiredbyspecifictasks,thestudentsareexpectedtobeabletouseproperEnglishtermsandidiomaticexpressionstocompletepricebargaining,bothastheSellerandtheBuyer.

groups;3.Theteachermakesassessmentofthestudents,presentationsandmakefurtherhighlightofthekeypointsinnegotiation.2-5CommissionandDiscountThestudentsareexpectedtobeableto.utilizemeansofcommissionanddiscountinfluentEnglishtodevelopbusiness；.takearightattitudetowardpotentialcustomersandmarketaswell;.utilizedifferentmeansofpayment,commissionanddiscount,andtermsofpricetostrikeabargain,usingproperEnglishtermsandidiomaticexpressions.1.Definition andapplicationofcommission,discountand taxreimbursement；2.Definitionofmemoandfunctionofinitialingamemo;.Differentfunctionsofdifferentmeansofpaymentindevelopingbusiness;.RelatedEnglishtermsandidiomaticexpressionsusedintransactionofcommissionanddiscount.TrainingApproaches:.Caseanalysis.Groupdiscussion.Teachers,demonstration.GrouppracticeTrainingResources:MultimediacoursewareInternetTypicalcasesinrealenterprisesTrainingProcedures:Bymeansofmultimediacoursewareandvideoresources,theteacherdemonstrateshowtomakepricebargaining；Guidedbyteachers,instructructionandmodeldialogues,thestudentspracticeandpresentingroups;TheteachermakesThestudentsareexpectedtobeabletoutilizemeansofcommissionanddiscountinaccurateEnglish termsandidiomaticexpressionstodevelopbusiness.

assessmentofthestudents,presentationsandmakefurtherhighlightofthekeypointsinnegotiation.2-6QualityandQuantityThestudentsareexpectedtobeableto.usepreciseEnglishtermsandexpressionstodescribethequalityandquantityoftheproduct;.usequalityandquantityitemsinnegotiation;.understandthequantityunit,minimumquantityoforder,qualitydescription、factorsaffectingqualityandquantity;.userelevantsentencestructuretoexpressqualityandquantityoftheproduct..maincontentsinquantityandqualityitems;.negotiationskillsonqualityandquantity；.Englishtermsandexpressionsonqualityandquantity.TrainingApproaches:Teacher,sinstructionStudent,spresentationGrouppracticeTrainingResources:1.multi-mediacoursewarequalitycertificationInternetsamplesTrainingprocedures:Theteacherinstructsonqualityandquantityitemsbyusingmulti-mediacourseware;Studentslearnandunderstandonqualityandquantitytermsandexpressions;Theteachergroupsthestudentstomodelthenegotiation withproductqualification,Asrequiredbyspecifictasks,thestudentsareexpectedtobeabletouserelevanttermsandexpressionsonqualityandquantitytoparticipateinnegotiation.

qualitycertificationandsamplesinsimulatedlab2-7TermsofPaymentThestudentsareexpectedtobeabletousepaymenttermsandexpressionstoaskforthetermsofpaymenttheyrequire,suchasT/T,D/P,D/AandL/C,accountfortherequirement,expectforagreementandcometoaconclusion uponnegotiation..basicmeaningsofT/T,D/P,D/AandL/C,andadvantages anddisadvantagesofthemaintermsofpayment；.negotiationskillsofdecliningandpersuadingtoreachaconclusion.TrainingApproaches：Teacher,sinspirationStudent,smodelingandsimulationGrouppracticeRoleplayTrainingResources：InternetsituationsTrainingprocedures：Theteacherleadsinthetermsofpaymentquestionsandinspiresthestudentstoreviewrelevantknowledge andexpressions；Theteacherleadsinsituationanddialoguemodelfordiscussion；TheteachergroupsthestudentstodiscussAsrequiredbyspecifictasks,thestudentsareexpectedtobeabletoactoutthetrainingsituation,askfordifferenttermsofpaymentfornegotiationandreachaconclusion.8

termsandpayment；Thestudentsroleplaythesituationandactoutthedialoguetrainingdatabase.2-8PackingThestudentsareexpectedtobeabletousetermsandexpressionstonegotiateissuesonpacking material,differencesofinnerandouterpacking,meansofpacking；negotiateonpackingmaterialoffragileandleakinggoods,differencesofinnerandouterpacking,meansofpacking；putforwardorresolvetheissues on packingaccordingtodifferentgoods.1.packing materials,differencesofinnerandouterpacking,packingtermsandexpressions；2.advantages anddisadvantagesofdifferentpackinginbusinesstransaction；3.suggestionstoimproveimproperpacking.TrainingApproaches：Videowatching;Fieldvisit;Students,modelingandstimulation.RoleplayTrainingResources：Videomaterial;Samples;Pictures;Multi-mediacourseware.Trainingprocedure：Teacher organizesfieldvisitingforstudentstomemorizedifferentpacking Resources,characteristicsandspecialrequirements.Students discussAsrequiredbyspecifictasks,thestudentsareexpectedtobeabletodistinguish differentpacking and theircharacteristics,choosethebestpackingfordifferentgood,negotiateonrelevantissuesandreachaconclusiononpacking.9

packingissuesbymeansofvideos,picturesandmulti-mediacourseware;Teacherleadsinsituationsandsampledialoguesforstudentstodiscussandsimulate;Studentsroleplayandnegotiatetheissuesonpacking.2-9ShipmentThestudentsareexpectedtobeabletousestandardtermsandexpressions,enterintonegotiationaboutdateofshipmentanddeliveryintermsofcommongoods;usestandardtermsandexpressions,trytoreachanagreementonthedateofdeliverybymeansofPartialShipmentsAllowed,TransshipmentAllowedetc.grasptheinternationaltraderulesandpracticenegotiation skillsconcerningdateofdelivery,partialshipmentandtransshipment;rules concerningcommonmodesoftransportation ininternationalpractice;locationsofmajorportsintheworld.TrainingApproaches：InstructionsbytheteacherIndividualpresentationGrouptasksTrainingResources：MultimediacoursewareSimulatednegotiationlabInternetTrainingProcedures：1.ThestudentslearnaboutthecommonmodesofdeliveryininternationalAsrequiredbyspecifictasks,thestudentsareexpectedtobeabletochoosetherightmodesoftransportationandenterintonegotiationaboutdateofshipmentanddeliveryandmodesofshipment;10

concerningdateofdelivery,partialshipmentsandtransshipment.practice;Thestudentslearnabouttherulesandpractice onpartialshipments andtransshipment;The teacherintroduces sampledialoguesforanalysis,discussionandimitation；Theteachersetsgrouptasksaccordingtodifferentsituations.2-10InsuranceThestudentsareexpectedtobeableto.briefclearlyonBasicInsuranceCoverageandAdditional InsuranceCoverageaccordingtoPICCOceanMarineCargoClauses;.graspthenegotiationskillsforinsuranceandchoose the rightinsurancecoveragebasedoncommodityfeatures..businessscopeofPICC；.various insurancecoverage,calculationofinsurancepremiumsbasedoninsurancerateandawarenessofpaymentobligations；3.standardtermsandexpressionsconcerninginsurance.TrainingApproaches:Teachers,instructionsStudents,presentationGrouppracticeTrainingResources：.MultimediacoursewareSamplessimulatednegotiationlabTrainingProcedures:1.Theteacherinstructsininsuranceclausesandthecoversofinsurancecoverage,Asrequiredbyspecifictasks,thestudentsareexpectedtobeabletofulfillthenegotiationfordecidingoninsuranceclausesbyusingtermsandexpressionsofinsurance.11

reasonablequotationsby means ofmultimediacoursewareandbasedoninsuranceratesandexpressions oninsurance;Thestudentscanunderstandthetermsofinsurancebylearning insuranceknowledge;Thestudentsmakeindividualpresentations andfulfillgrouptasksbyanalyzingthekeypointsfornegotiationbasedondifferentsituations.2-11ConclusionandContractThestudentsareexpectedtobeabletol.fulfillthedialoguestocheckthecontractdetailsbyusingstandardtermsandexpressionsusedincontracts;2.fulfillthedialoguesto.termsandexpressionsofcontracts;.contractdetails forreachinganagreement;.expressions forconcludingacontract;.commonclausesofthecontracts.TrainingApproaches:VideowatchingFollow-upDiscussionGroupPractice(dialogues)TrainingResources:Multimediacourseware2.SamplesofcontractTrainingProcedures:Asrequiredbyspecifictasks,thestudentsareexpectedtobeabletofulfillthesimulationdialoguestoconfirmthecontractdetails,reachanagreementandconcludeacontract byusing12

confirmreachinganagreementandconcludingacontractbyusingstandardtermsandexpressionsofcontract;3.pointouttheproblemsinthecontractsbyusingfundamental insuranceknowledge.Thestudentslearntoconfirm contractdetails,reachinganagreement andconcludeacontractbywatchingmultimediacourseware;Thestudentstalkaboutthevideo;Theteacherinstructsinthekeyanddifficultpoints;Thestudentsfulfillthegrouptasks;Theteachermakescommentsandgivesasummary;Theteacherinstructsthestudentsinanalyzingthecases.standardtermsandexpressionsusedinthecontracts;andpointouttheproblemsinthecontractsgiveninEnglish.33-12ClaimsandSettlementThestudentsareexpectedtobeableto1.buildupacloserelationshipwiththecustomers,basedon“Customersarealwaysright”andbymeansofdiscussionandnegotiationlaws,regulationsandinternational practiceconcerningclaimsandclaimssettlement;termsandexpressionsonclaims and claimssettlement;processofclaimsandTrainingApproaches:CaseanalysisGroupdiscussionTeachers,demonstrationGroupPracticeTrainingResources:1.MultimediacoursewareAsrequiredbyspecifictasks,thestudentsareexpectedtobeabletosettleaclaimrapidlyaccordingtotheclaimbythebuyerandrelevantlaws,regulationsandinternationalpracticeand13

inEnglish;2.locatethecausesleadingtoclaimandreasonablegroundsaccordingtotheclaimbythebuyerandrelevantlaws,regulationsandinternationalpractice,andsettleaclaimrapidlybymeansofnegotiationinclearEnglish.claimssettlement.InternetCasestudyTrainingProcedures:Theteacherinstructsinthepricenegotiationbymeansofmultimediacoursewareandvideos；Thestudentsfulfillthegrouptasksandmakepresentationsbasedonthekeypointsandsampledialogues；Theteachercommentson the students,presentationsandputsforwardthekeypointsforimprovementaccordingtotheforeigntradepractice.usingstandardtermsandexpressions.14

III課程教學(xué)進(jìn)度設(shè)計序號周次學(xué)時教學(xué)目標(biāo)與主要內(nèi)容單元標(biāo)題能力目標(biāo)能力訓(xùn)練項目（任務(wù)）編號知識目標(biāo)主要教學(xué)方法和手段作業(yè)或考核內(nèi)容和形式1 .2公司與產(chǎn)品能夠使用準(zhǔn)確的英語介紹公司的歷史、地理位置、員工情況、組織機構(gòu)、業(yè)務(wù)范圍等基本概況。1-1.了解主要的公司類型、部門名稱、職位名稱；.掌握關(guān)于公司成立時間、地理方位、員工情況、業(yè)務(wù)范圍、年營業(yè)額等的準(zhǔn)確英語表達(dá)。啟發(fā)引導(dǎo)樣例模仿視頻觀摩角色扮演兩人一組完成規(guī)定情境的公司介紹。2二2公司與產(chǎn)品能夠使用準(zhǔn)確的英語對產(chǎn)品的規(guī)格、特點等進(jìn)行描述并進(jìn)行產(chǎn)品推介。1-1.了解主要進(jìn)出口商品的規(guī)格及特點；.掌握對產(chǎn)品進(jìn)行推介的相關(guān)英語表達(dá)。啟發(fā)引導(dǎo)樣例模仿視頻觀摩角色扮演兩人一組完成規(guī)定情境的公司介紹。3三2公司與產(chǎn)品能夠使用準(zhǔn)確的英語完成公司介紹及產(chǎn)品推介。1-1.掌握公司介紹及產(chǎn)品推介的常用英語表達(dá)法；.掌握有效的交流技巧。樣例模仿角色扮演分組完成規(guī)定情境的公司及產(chǎn)品推介。4四2產(chǎn)品推銷能夠運用準(zhǔn)確的英語及慣用表達(dá)法通過比較和對比決定使用杲種廣告媒介對產(chǎn)品進(jìn)行推銷。1-2了解大眾媒體的作用；了解各種廣告媒介的特點；掌握進(jìn)行媒體比較啟發(fā)引導(dǎo)樣例模仿視頻觀摩角色扮演兩人一組通過討論完成媒體比較并選定某種媒介進(jìn)行產(chǎn)品推銷。15

的常用英語表達(dá)。5五2產(chǎn)品推銷能夠使用準(zhǔn)確的英語通過討論、磋商開發(fā)新市場并在新市場成功促銷某種商品。1-2.掌握有關(guān)產(chǎn)品營銷的常用英語表達(dá)；.掌握描述市場情況的常用英語表達(dá)。啟發(fā)引導(dǎo)樣例模仿視頻觀摩角色扮演兩人一組通過討論完成新產(chǎn)品在新市場的推介。6六2產(chǎn)品推銷能夠使用準(zhǔn)確的英語通過討論、磋商成功促銷某種商品1-2熟練掌握市場開發(fā)及主要媒體選擇的英語表達(dá)。樣例模仿角色扮演以小組為單位通過討論及磋商完成規(guī)定情境的產(chǎn)品營銷。7七2詢盤與報盤1.能夠運用準(zhǔn)確的英文專業(yè)術(shù)語及常用表達(dá)法對某一特定商品進(jìn)行詢價、詢問數(shù)量、裝運等條款；2,能夠妥當(dāng)處理來自不同客戶的詢盤。3.能夠區(qū)分及正確處理'實盤”及“虛盤”。2-1.熟練掌握詢價、詢問數(shù)量、裝運等條款的常用術(shù)語及慣用表達(dá)法.理解詢盤報盤的基本概念、分類及基本要素。樣例模仿分組實訓(xùn)小組討論以小組為單位進(jìn)行詢盤、報盤，并對換角色演練。8八2詢盤與報盤1.能夠運用準(zhǔn)確的英文專業(yè)術(shù)語及常用表達(dá)法對某一特定商品進(jìn)行報價、討論數(shù)量、裝運等條款；2-1掌握報價、討論數(shù)量、裝運等常見貿(mào)易術(shù)語的專業(yè)表達(dá)法。小組討論樣例模仿分組實訓(xùn)案例分析以一種常見商品為例進(jìn)行詢盤及報盤；以及進(jìn)行案例分析。16

2.在談判期間，能夠委婉含蓄的表達(dá)觀點及意見。9九2詢盤與報盤.能夠運用準(zhǔn)確的表達(dá)法進(jìn)行詢盤及報盤的商務(wù)談判；.能夠根據(jù)所給案例，進(jìn)行分析歸納，找到適當(dāng)?shù)慕鉀Q方案。2-1掌握對某種產(chǎn)品進(jìn)行詢盤及報盤的常用專業(yè)表達(dá)法。案例分析分組實訓(xùn)以小組為單位，圍繞詢盤、報盤進(jìn)行互換角色的談判演練。10十2價格磋商.能夠站在交易雙方的不同立場上、以交易對方最容易接受的英文表達(dá)及專業(yè)術(shù)語，進(jìn)行價格談判；.交易雙方通過使用恰當(dāng)?shù)挠⑽谋磉_(dá)完成價格談判，實現(xiàn)價格商榷環(huán)節(jié)“雙贏”的交易目的。2-2.掌握價格磋商業(yè)務(wù)的基本流程；.掌握在價格磋商過程中的相關(guān)的英文專業(yè)詞匯及慣用表達(dá)法、談判技巧。示范演示分組實訓(xùn)角色扮演以小組為單位，根據(jù)教師所提示的相關(guān)談判技巧及商務(wù)知識，分組準(zhǔn)備價格磋商會話；隨機抽取不同組別進(jìn)行分組展示。11一2價格磋商.能夠巧妙運用傭金和折扣的方法，使用英語取得更多客戶的訂單；.能夠使用準(zhǔn)確的英文表達(dá)，以先隨行就市、再逐步調(diào)整完善價格的2-2.價格條款的準(zhǔn)確英語表達(dá)方式；.掌握在價格磋商過程中的相關(guān)的英文專業(yè)詞匯及慣用表達(dá)法、談判技巧。示范演示分組實訓(xùn)角色扮演以小組為單位，根據(jù)教師所提示的相關(guān)談判技巧及商務(wù)知識，分組準(zhǔn)備價格磋商會話；隨機抽取不同組別進(jìn)行角色表演、分17

方法及心理準(zhǔn)備，在第一時間拿到訂單。組展示。12十二2價格磋商1.在理解談判中語言使用的核心原則基礎(chǔ)上，能夠熟練運用合適的英文句子表達(dá)出交易對方最容易接受的語句。2-21.理解在談判中語言使用應(yīng)符合談判理念；2.掌握如何使得語言簡潔明了、適合于西方人的接受方式。案例分析小組討論分組實訓(xùn)角色扮演以小組為單位進(jìn)行案例討論及分析，并根據(jù)教師提示完善模擬演練；隨機抽取不同組別進(jìn)行角色表演、分組展示。13十三2傭金與折扣磋商.能夠準(zhǔn)確運用英文使用傭金與折扣的手段拓展業(yè)務(wù)；.正確對待潛在客戶及市場。2-3.掌握價格條款的相關(guān)知識；.掌握傭金、折扣及退稅的真實含義及應(yīng)用；.掌握在傭金及折扣業(yè)務(wù)中的相關(guān)的英文專業(yè)詞匯及慣用表達(dá)法。示范演示分組實訓(xùn)角色扮演角色分析以小組為單位，根據(jù)教師所提示的相關(guān)談判技巧及商務(wù)知識，分組準(zhǔn)備價格磋商會話；隨機抽取不同組別進(jìn)行角色表演、分組展示。14十四2傭金與折扣磋商1.能夠使用準(zhǔn)確的英文表達(dá)、以合乎業(yè)務(wù)慣例的方式，利用傭金來解決索賠問題。2-31.掌握備忘錄的概念及草簽備忘錄的作用；2.了解談判前應(yīng)做好的各項準(zhǔn)備工作；3.掌握在傭金及折扣業(yè)務(wù)中的相關(guān)的英文專業(yè)詞匯及慣用表達(dá)法。示范演示分組實訓(xùn)角色扮演角色分析以小組為單位，根據(jù)教師所提示的相關(guān)談判技巧及商務(wù)知識，分組準(zhǔn)備價格磋商會話；隨機抽取不同組別進(jìn)行角色表演、分組展示。15十五2傭金與折扣磋商1.能夠運用英文專業(yè)術(shù)語及表達(dá)法，利用付款方式、傭金與折扣、價格條款穩(wěn)定客源、促進(jìn)成交。2-3.理解不同付款方式對促進(jìn)業(yè)務(wù)發(fā)展所起的作用；.具備做業(yè)務(wù)所必須要有的風(fēng)險意識；案例分析小組討論分組實訓(xùn)角色扮演以小組為單位進(jìn)行案例討論及分析，并根據(jù)教師對實際案例的解決方法提示完善解決實際案例的模擬演18

3.掌握在傭金及折扣業(yè)務(wù)中的相關(guān)的英文專業(yè)詞匯及慣用表達(dá)法。練；隨機抽取不同組別進(jìn)行分組展示。16十六2品質(zhì)與數(shù)量條款磋商.能夠運用準(zhǔn)確的英文專業(yè)術(shù)語及慣用表達(dá)法描述產(chǎn)品數(shù)量；.能夠正確理解產(chǎn)品相應(yīng)的數(shù)量單位、起訂量、溢短裝條款，影響數(shù)量的相關(guān)因素；.能夠正確運用相關(guān)句式結(jié)構(gòu)表達(dá)產(chǎn)品數(shù)量。2-4.掌握數(shù)量條款所包含的主要內(nèi)容；.準(zhǔn)確運用數(shù)量單位、起訂量及溢短裝條款.掌握有關(guān)數(shù)量的英文專業(yè)術(shù)語及慣用表達(dá)法。教授演示視頻演示案例分析兩人一組進(jìn)行課文角色模仿，通過網(wǎng)絡(luò)和課外書籍調(diào)查相關(guān)品質(zhì)及數(shù)量條款。17十七2品質(zhì)與數(shù)量條款磋商.能夠運用準(zhǔn)確的英文專業(yè)術(shù)語及慣用表達(dá)法描述產(chǎn)品質(zhì)量；.能夠正確理解產(chǎn)品品質(zhì)描述的方法、影響品質(zhì)的相關(guān)因素及品質(zhì)條款所包含的原輔料、規(guī)格、等因素對價格的影響；.能夠正確運用相關(guān)句式結(jié)構(gòu)表達(dá)產(chǎn)品質(zhì)量。2-4.掌握品質(zhì)條款所包含的主要內(nèi)容；.掌握原材料、規(guī)格、輔料等對價格的影響；.準(zhǔn)確掌握與品質(zhì)有關(guān)的英文專業(yè)術(shù)語及慣用表達(dá)法。教授演示視頻演示案例分析角色模仿兩人一組進(jìn)行課文角色模仿；進(jìn)行品質(zhì)條款分析；對情景案例進(jìn)行分析，設(shè)計談判情景及內(nèi)容。18十八2品質(zhì)與數(shù)量條款磋商1.能夠運用準(zhǔn)確的英文專業(yè)術(shù)語及慣用表達(dá)法描述產(chǎn)品數(shù)量及質(zhì)量；2-41.掌握在談判中數(shù)量條款及品質(zhì)條款的重點；2.掌握關(guān)于質(zhì)量和品質(zhì)教授演示案例分析角色扮演隨機抽取不同組別進(jìn)行分組展示，并對其進(jìn)行點評。19

.能夠準(zhǔn)確運用數(shù)量及品質(zhì)條款進(jìn)行買賣雙方談判；.能夠正確運用品端量談判策略；.能夠正確運用相關(guān)句式結(jié)構(gòu)表達(dá)產(chǎn)品數(shù)量和質(zhì)量。的談判技巧；3.準(zhǔn)確掌握與品質(zhì)與數(shù)量有關(guān)的英文專業(yè)術(shù)語、句式結(jié)構(gòu)及慣用表達(dá)法。19 .2支付條款磋商能夠使用專業(yè)術(shù)語及磋商付款條件的常用英文表達(dá)方式，提出采取分2-5.了解國際貿(mào)易中常用付款方式的含義及優(yōu)缺點并能用英語表述；.學(xué)會說服對方采用匯付方式以達(dá)到共贏的談判技巧。啟發(fā)引導(dǎo)樣例模仿角色扮演以小組為單位，完成期付款的方式支付并闡述其理由，并提出希望對方同意的愿望，雙方經(jīng)磋商后達(dá)成共識。以分期付款方式支付的磋商任務(wù)。20二2支付條款磋商能夠使用專業(yè)術(shù)語及磋商付款條件的常用英文表達(dá)方式，提出采取付款交單的方式并闡述其理由，并提出希望對方同意的愿望，雙方經(jīng)磋商后達(dá)成共識。2-5.了解付款交單方式及信用證支付的含義及各自的優(yōu)缺點并能用英語表述；.學(xué)會說服對方采用付款交單方式以達(dá)到共贏的談判技巧。啟發(fā)引導(dǎo)樣例模仿角色扮演以小組為單位，完成以付款交單方式付款的磋商任務(wù)。21三2支付條款磋商能夠使用專業(yè)術(shù)語討論不同支付方式的利弊，并根據(jù)具體情境選擇合適的付款方式，經(jīng)過磋商使雙方對某一種付款2-5.了解信用證、托收及其他付款方式的含義及利弊并能用英語表述；.學(xué)會說服對方采^種支付方式以達(dá)到共贏啟發(fā)引導(dǎo)樣例模仿角色扮演以小組為單位完成規(guī)定情境的付款條件磋商任務(wù)。20

方式達(dá)成共識的談判技巧。22四2包裝條款磋商能夠使用準(zhǔn)確的專業(yè)英語對某種產(chǎn)品的包裝方式進(jìn)行磋商并最終選定一種適宜的包裝。2-61.了解包裝的作用、種類并能用英語表述；2.了解包裝條款的主要要求并能用英語表述；視頻觀摩樣例模仿角色扮演兩人一組完成對某種商品的包裝方式的磋商任務(wù)。23五2包裝條款磋商能夠使用準(zhǔn)確的專業(yè)英語對商品的外包裝、內(nèi)包裝進(jìn)行討論并能根據(jù)具體商品提出改進(jìn)包裝的要求。2-6了解外包裝、內(nèi)包裝的作用及各自特點；了解不同種類商品的適宜包裝方式及其英文表達(dá)。啟發(fā)引導(dǎo)樣例模仿角色扮演兩人一組完成對一種易碎商品的包裝進(jìn)行磋商的任務(wù)。24六2包裝條款磋商能夠根據(jù)商品的特點提出或協(xié)商解決客戶提出的各種包裝方式及改進(jìn)等問題。2-6.了解不同包裝在實際業(yè)務(wù)中應(yīng)用的利與弊；.熟悉各種包裝方式的英語表達(dá)。樣例模仿角色扮演兩人一組搜集各種商品包裝的資料并做成PPT演示文件，再與另外兩人共同完成一方商品的相關(guān)包裝條款磋商。25七2裝運條款磋商.能夠運用準(zhǔn)確的英文專業(yè)術(shù)語及慣用表達(dá)法，對常見進(jìn)出口商品的裝運日期及交貨時間等問題進(jìn)行磋商；.掌握有關(guān)裝運期、分批裝運及轉(zhuǎn)運的國際貿(mào)2-7.掌握國際貿(mào)易常見運輸方式的一般流程和相關(guān)規(guī)則；.學(xué)會主要運輸方式相關(guān)的專業(yè)術(shù)語及慣用表達(dá)法。樣例模仿小組討論分組實訓(xùn).就裝運期及空運進(jìn)行樣例模仿；.翻譯磋商裝運期的對話。21

易規(guī)則及慣例。26八2裝運條款磋商能夠運用準(zhǔn)確的英文專業(yè)術(shù)語及慣用表達(dá)法以分批裝運或允許轉(zhuǎn)船等方式謀求解決交易雙方交貨日期難以達(dá)成一致的問題。2-71.準(zhǔn)確掌握有關(guān)裝運日期、交貨時間、分批裝運、轉(zhuǎn)運的英文常用表達(dá)法；2,熟悉世界主要港口的地理位置及所屬國家。分組實訓(xùn)案例分析.模仿視頻材料.判斷回答有關(guān)裝運條款的問題.翻譯有關(guān)分批裝運及轉(zhuǎn)運的對話。27九2裝運條款磋商能夠準(zhǔn)確使用有關(guān)裝運日期、交貨時間、分批裝運、轉(zhuǎn)運的英文常用表達(dá)法進(jìn)行業(yè)務(wù)磋商2-7準(zhǔn)確掌握有關(guān)裝運日期、交貨時間、分批裝運、轉(zhuǎn)運的英文常用表達(dá)法；樣例模仿案例分析回顧本單元所學(xué)內(nèi)容28十2保險條款磋商能夠運用準(zhǔn)確的英文專業(yè)術(shù)語及慣用表達(dá)法介紹中國人民保險公司海洋海事貨物運輸條款所涉及到的風(fēng)險及損失。2-81.掌握中國人民保險公司的服務(wù)范圍；2,準(zhǔn)確掌握與保險有關(guān)的英文專業(yè)術(shù)語及慣用表達(dá)法。教授演示視頻演示案例分析兩人一組進(jìn)行課文角色模仿，針對所學(xué)保險慣用語進(jìn)行翻譯練習(xí)。29一2保險條款磋商.能夠運用準(zhǔn)確的英文專業(yè)術(shù)語及慣用表達(dá)法介紹中國人民保險公司海洋海事貨物運輸條款項下的三種基本險別和附加險別；.能夠根據(jù)產(chǎn)品的特性正確選擇適用的保險范圍。.能夠掌握正確保險費率的專業(yè)表述方式。2-8.掌握中國人民保險公司的服務(wù)范圍；.掌握各種險別的承保范圍；3,準(zhǔn)確掌握與保險費率的計算方式。教授演示視頻演示案例分析角色模仿兩人一組進(jìn)行課文角色模仿；進(jìn)行保險條款分析；對情景案例進(jìn)行分析，設(shè)計談判情景及內(nèi)容。22

30十二2保險條款磋商.能夠運用準(zhǔn)確的有關(guān)保險的英文專業(yè)術(shù)語、句式結(jié)構(gòu)及慣用表達(dá)法；.能夠運用有關(guān)保險的談判技巧，進(jìn)行談判，并可以根據(jù)產(chǎn)品的特性正確選擇適用的保險范圍。2-8.掌握與保險有關(guān)的專業(yè)術(shù)語、句式結(jié)構(gòu)及慣用語表達(dá)；.準(zhǔn)確掌握保險條款的主要內(nèi)容；.準(zhǔn)確掌握談判技巧。教授演示案例分析角色扮演隨機抽取不同組別進(jìn)行分組展示，并對其進(jìn)行點評。31十三2交易達(dá)成與合同簽訂能夠運用準(zhǔn)確的英文合同專業(yè)術(shù)語及常用表達(dá)法完成核對合同細(xì)節(jié)的對話。2-9.熟悉英語合同專業(yè)術(shù)語和常用表達(dá)法；.掌握交易達(dá)成需要確認(rèn)的合同細(xì)節(jié)。主要教學(xué)方法：.自由討論并發(fā)言；.重難點術(shù)語及句型講解；.分組對話操練。主要教學(xué)手段：多媒體課件作業(yè)：預(yù)習(xí)本單元第二段對話并總結(jié)對話內(nèi)容。考核：翻譯對話中的重要術(shù)語和句子。32十四2交易達(dá)成與合同簽訂能夠運用準(zhǔn)確的英文合同專業(yè)術(shù)語及常用表達(dá)法完成交易達(dá)成并簽訂合同的對話。2-9.熟悉英語合同專業(yè)術(shù)語和常用表達(dá)法；.掌握達(dá)成交易并簽訂合同時常用的表達(dá)法。主要教學(xué)方法：.自由