商務(wù)英語第九單元

BusinessEnglishUnit9contents目錄BusinessConferencePlanningandOrganizationBusinessSpeechSkillsandPracticeBusinessnegotiationstrategiesandresponsemethodsKeypointsforwritingandreviewingbusinesscontractscontents目錄ApplicationofcrossculturalcommunicationskillsinbusinesssettingsBusinessetiquettenormsandworkplaceimageshaping01BusinessConferencePlanningandOrganizationDefinethepurposeofthemeetingWhichitistosolveaspecificproblem,discussanewproject,ormakeadecision,thegoalshouldbeclearandconsensusIdentifythedesiredoutcomesDeterminewhatyouhopetoachievebytheendofthemeeting,suchasalistofactionitems,adecisiononaspecificmatter,oranagreementonthenextstepsAdvisorthetargetaudienceThinkaboutwhowillbeattendingthemeetingandwhatinformationoroutputstheywillneedtoknoworcontributetoreceivethemeetinggoalsMeetingGoalSettingDeterminethemeetingdurationBasedonthegoalsandagendaitems,estimatehowlongthemeetingwilltakeandplanaccordinglyCreateadetailedagendaListallthetopicsthatneedtobecovered,alongwiththeestimatedtimeforeachitem,andleavesometimeforunexpecteddiscussionsorquestionsSchedulebreaksPlanforregularbreakstoallowparticipantstostretch,usetherestroom,andrefreshmentsifneededMeetingschedulearrangementIdentifykeyparticipants01DeterminewhoneedstobepresentatthemeetingtoreceivethedesiredoutcomesSendinvitations02Useaprofessionalandpublictonetoinviteparticipants,includingallrelevantinformationsuchasthemeetingdate,time,location,andagendaConfirmattention03FollowupwithinvitationstoconfirmtheirattentionandprovideanyadditionalinformationtheymayneedInvitationandconfirmationofattendeesArrangeseatingSetupthemeetingroominawaythatresourcesparticipationandfacilitiesdiscussion,suchasaU-shapeorclassroomstylesetupPrepareequipmentEnsurethatallnecessaryequipment,suchasaprojector,screen,microphones,andanyotheraudioaids,aresetupandtestedbeforethemeetingstartsProviderefreshmentsDependenceonthemeetingdurationandschedule,planforrefreshmentssuchascoffee,tea,andsnackstobeavailableduringbreaksSitelayoutandequipmentpreparation02BusinessSpeechSkillsandPracticeConceptandstructuraldesignofspeechcontentClearpurposeDefinethegoalofthespeechandensurethateveryelementcontributestoachievingitAudienceanalysisUnderstandthebackground,interests,andexpectationsoftheaudiencetodetailorthespeechaccordingtoStructuredoutlineCreatealogicalflowofideaswithanintroduction,body,andconclusionEngagingcontentUsestories,examples,andrelevantdatatomakethespeechinterestingandmemorableUseclear,concise,andgrammaticallycorrectlanguageLanguageproficiencyVocaldiversityNonverbalcuesBodylanguageEmployeedifferentpitch,tone,andspacetoaccommodateemotionandengagetheaudienceUtilizeeyecontact,financialexpressions,andstylestoreinforceverbalmessagesStandconfidently,maintaingoodposture,anduseappropriatehandmovementsSpeechLanguageExpressionandNonverbalCommunicationPreparationThoroughlypreparethespeechandpracticeitmultipletimestoincreasefamiliarityandcomfortlevelTakeslow,deepbreakstocallthenervesandreduceanxietyRepeatencodingphrasestoboostselfconfidenceandimproveperformanceImagineasuccessfulspeechdeliverytoenhancementalpreparationandreducestressDeepbreakingPositiveconfirmationsVisualizationtechniquesDealingwithNervousEmotionsandEnhancingConfidenceExampleanalysis:SharingsuccessfulspeechcasesCasestudy1SteveJobs'StanfordConferenceAddress-Analysisofstructure,languageuse,andemotionalimpactCasestudy2MartinLutherKing's"IHaveaDream"Speech-Examinationofpowerfulmessaging,useofrepetitionandrhetoricaldevicesCasestudy3ElizabethWarren'sSpeechonEconomicInequality-Discussiononprospectivearguments,useofstatisticsandanecdotesCasestudy4BarackObama'sVictorySpeechin2008-ReviewofInspirationalleadershipmessaging,inclusion,andcalltoaction03BusinessnegotiationstrategiesandresponsemethodsResearchingtheotherpartyGatherinformationabouttheotherparty'sinterests,goals,andpotentialweaknessestounderstandtheirnegotiatingpositionAnalyzingmarketconditionsExaminemarkettrends,competition,andpricingtoassessthecurrentstateofthemarketandpotentialopportunitiesorchallengesPreparingnegotiationmaterialsGatherrelevantdata,documents,andexamplestosupportyourpositionandattractpotentialquestionsorconcernsfromtheotherparty010203Negotiationpreparationwork:UnderstandingobjectivesandmarketconditionsEstablishingabottomlineDeterminetheminimumacceptabletermsforadealtoensureyoudon'tagreetounfordabletermsDevelopingprocessstrategiesPlanforpotentialprocessesandidentifyareaswhereyoucanbeflexibletofacilitateasuccessfulnegotiationDefiningnegotiationgoalsClearlyidentifyyourdesiredoutcomesandprioritizethemtoguideyournegotiationstrategyDevelopingnegotiationstrategies:clarifyinggoalsandbottomlinesActivelistening:Demonstratingactivelisteningskillsbyacknowledgingtheotherparty'spoints,askingclarifyingquestions,andsummarizingtheirpositionClearexpression:Communicateyourposition,goals,andconcernsinaclearandconsensusmantoensuretheotherpartyunderstandingyourperspectiveOfferingconstructivefeedbackandsuggestionstohelpmovethenegotiationforwardwhilemaintainingapositiveandprospectivetoneApplyingcommunicationskills:listening,expressing,andprovidingfeedbackDealingwithdeadlockandprocessissuesRecognizewhenanegotiationhasbeenstalledandidentifythespecificissuescausingthedeadlockExploringcreativesolutionsBrainstormalternativesolutionsorcomplicationsthatcouldpotentiallyresolvethedeadlockandsatisfybothparties'interestsManagingprocessesCarefullyconsideranyprocessesyouarewillingtomakeandnegotiatetheminawaythatmaintainsyouroverallgoalsandbottomlineIdentifyingdeadlockissues04KeypointsforwritingandreviewingbusinesscontractsTitleClearystatethenatureofthecontract,suchas"SalesContract"or"ServiceAgreement."ConsiderationDetailtheexchangeofgoods,services,ormoneythatformsthebasisofthecontractPartiesIdentifythecontractingparties,includingtheirfullnames,addresses,andcontactinformationTermsandConditionsOutlinethespecificrequirementsandobjectivesofeachparty,includingpaymentterms,deliverydates,andanyspecialconditionsDateSpecifythedatethecontractissignedorexecutedSignsIncludethesignsofallpartiesinvolved,alongwiththeircorrespondingdatesofsigningBasicelementsandformatspecificationsofcontractsClarifytherightsandobservationsofbothpartiesDetailsofthesequencesoffailurestofulfillcontractualobligations,includinganypenaltiesorremindersavailabletothenonbreakingpartyBreachofContractDefinetherightsofeachpartyunderthecontract,suchastherighttoreceivepaymentortherighttouseintellectualpropertyRightsSpecifythedutiesandresponsibilitiesofeachparty,suchastheobservationtodelivergoodsontimeortheobservationtomaintainconfidentialityPublicationsBreachofContractLiabilityUnderstandthelegalimplicationsofbreachofcontract,includingthepotentialformonetarydamagesorspecificperformanceDisputeResolutionFamiliarizeyourselfwithcommondisputeresolutionmethods,suchasnegotiation,mediation,arbitration,andrefinement,andspecifywhichmethodwillbeusedincaseofacontractdisputePayattentiontobreakofcontractreliabilityanddisputeresolutionmethodsAnalyzeasalescontractdisputetounderstandhowcontracttermsandconditionsareinterpretedandappliedinpracticeCaseStudy1ExamineaserviceagreementdisputetogaininsightintohowbreachofcontractreliabilityisdeterminedandenforcedCaseStudy2StudyalicensingagreementdisputetoapprovethecomplexityinvolvedinresolvingcontractdisputesinvolvingintellectualpropertyrightsCaseStudy3ExampleAnalysis:InterpretationofTypicalContractCases05ApplicationofcrossculturalcommunicationskillsinbusinesssettingsIdentifykeyculturaldifferencesthatcanimpactbusinessinteractionsAnalyzehowculturalvaluesinfluencecommunicationstylesandexpectationsRecognizetheimportanceofculturalawarenessinbusinesscommunicationUnderstanddifferencesinculturalbackgroundsandvaluesDevelopculturalsensitivityandrespectfordiverseperspectivesUseclearanddirectlanguagetoavoidambiguityandfusionEmployeenon-verbalcommunicationstrategiestoenhanceunderstandingMethodstoavoidculturalconflictsandmisunderstandingsFosteropenmindednessandmaturitya