unit-9-trade市公開課一等獎(jiǎng)省賽課微課金獎(jiǎng)?wù)n件

1/28AWhichofthefollowingproductsyouownareimported?Whereweretheymade?BWhatareyourcountry’smajorimportsandexports?Doyouthinkproductsmadeinyourcountryarebetterthanproductsmadeinothercountries?2/28Thegrossdomesticproduct(GDP)orgrossdomesticincome(GDI)isabasicmeasureofacountry'seconomicperformanceandisthemarketvalueofallfinalgoodsandservicesmadewithinthebordersofanationinayear.Itisafundamentalmeasurementofproductionandisveryoftenpositivelycorrelatedwiththestandardofliving.GDP3/28CPlacethesecountriesonthechartbelow.PoorinnaturalresourcesRichinnaturalresourcesLowGDPpercapitaHighGDPpercapitaBrazilFranceGermanyGreeceItalyJapanSingaporeUKUSAChinaUSADWhyaresomeofthecountriesonthechartricher?4/28Freetradeisatypeoftradepolicythatallowstraderstoactandtransactwithoutinterferencefromgovernment.Underafreetradepolicy,pricesareareflectionoftruesupplyanddemand,andarethesoledeterminantofresourceallocation.Freetradediffersfromotherformsoftradepolicywheretheallocationofgoodsandservicesamongsttradingcountriesaredeterminedbyartificialpricesthatdonotreflectthetruenatureofsupplyanddemand.Theseartificialpricesaretheresultofprotectionisttradepolicies,wherebygovernmentsinterveneinthemarketthroughpriceadjustmentsandsupplyrestrictions.Interventionsincludesubsidies,taxesandtariffs,non-tariffbarriers,suchasregulatorylegislationandquotas,andeveninter-governmentmanagedtradeagreementssuchastheNorthAmericanFreeTradeAgreement(NAFTA)andCentralAmericaFreeTradeAgreement(CAFTA)(contrarytotheirformaltitles)andanygovernmentalmarketinterventionresultinginartificialpricesthatdonotreflecttheprinciplesofsupplyanddemand.5/28ThegeneralmeaningofLaissez-faireistoalloweventstotaketheirowncourse,ortoletpeopledowhattheychoose.ThetermisaFrenchphraseliterallymeaning"letdo"or"leaveittobe".IneconomicsoftheChicagoSchool,ithasbecomeadoctrinethatholdsthatthestateshouldneverinterveneinthemarketplace.Thetermisoftenusedtorefertovariouseconomicphilosophiesandpoliticalphilosophieswhichseektominimizeoreliminategovernmentinterventioninmostorallaspectsofsociety.Laissez-faire自由放任A“strategicindustry”isonewhichisconsideredtobeimportantandessentialforthepromotionandstabilizationoftheeconomy,onewhichservesaspecific“strategic”purpose

totheeconomy,andtherefore,needstobeprotectedtopreventitfromdisappearing.Infantindustriesarebydefinitionthosethatarenotstrongenoughtosurviveopencompetition–theyaredependentongovernmentsubsidiesandprotectionisminordertosurvive.Strategicindustry戰(zhàn)略產(chǎn)業(yè)Infantindustry新生工業(yè)6/28AUsethewordsintheboxtocompletethetable.barriersdumpingprotectionismquotasopenborderstariffslaisser-fairederegulationfreeportstrategicindustriesliberalizesubsidizeinfantindustriesrestrictionscustomsInfavoroffreetradeAgainstfreetradeopenbordersbarriersdumpingprotectionismquotastariffslaisser-fairederegulationfreeportstrategicindustriesliberalizesubsidizeinfantindustriesrrestrictionscustoms7/28BDiscussthesequestions1Isfreetradealwaysagoodthing?2Doyouthinkitleadstothecreationofjobs,ortounemployment?3Shouldcertainindustriesbeprotected?Ifso,which?8/28CMatchthefirsthalvesofthesentencestothesecondhalves.1We’retryingtobreakinto2Youshouldcarryout3Ifyouwouldliketoplace4Ifyoucan’tmeet5They’vequoted6Letusknowifyouwantustoarrange7It’sessentialtocomplywithallregulationsifyouwantthedeliverytogothroughwithoutproblems.thedeliverydate,letusknowassoonaspossible.insurancecoverfortheshipment.amarketsurveybeforeyoumakeamajorinvestmenttheJapanesemarketanorder,dialonenow.usaverygoodpricefortheconsignment.9/28DFindverb+nounpartnershipsinExerciseC.Whichofthemisnormallydonebythe:a)exporter?b)importer?c)both?tobreakintoamarkettocarryoutamarketsurveytoplaceanordertomeetadeliverydatetoquoteapricetoarrangeinsurancecovertocomplywithregulationsexporterbothimporterexporterexporterbothboth10/28BackgroundinformationFairtrade

isanorganized

socialmovement

whosestatedgoalistohelpproducersin

developingcountries

achievebettertradingconditionsandtopromote

sustainability.Membersofthemovementadvocatethepaymentofhigherpricestoexporters,aswellashighersocialandenvironmentalstandards.Themovementfocusesinparticularoncommodities,orproductswhicharetypicallyexportedfromdevelopingcountriesto

developedcountries.Themovementseekstopromotegreaterequityininternationaltradingpartnershipsthroughdialogue,transparency,andrespect.Itpromotessustainabledevelopmentbyofferingbettertradingconditionsto,andsecuringtherightsof,marginalizedproducersandworkersindevelopingcountries11/28Conditionalsentenceisacommonstructureweuseinnegotiating.Mostconditionalsentenceshavetwoparts:theif-clauseandthemainclause,tolinkaconcessionwearepreparedtomake,withtheconditionformakingit.If+presentsimple,will+infinitiveverbButthestructuregenerallyimpliesthattheactionintheif-clauseisquiteprobable.e.g.Ifyouworkhard,youmaypassthetest.Ifitrainstomorrow,themeetingwillbecancelled.ConcessionConditionWewillgiveyouadiscountIfweorder1,000casesWecangiveyoua2%discount,ifyouordernow.howmuchdiscountwillyouofferus?ifyoupaywithin10days.12/28ABella:If________morethan500casesoftheReserve,whatdiscountcanyouofferus?Pierre:On500,nothing.Butif_________1,000cases,we’lloffer15%.Bella:Letmethinkaboutthat.Nowif_________anorderfor1,000,willyoubealetodespatchimmediately?Pierre:Idon’tknowaboutimmediately,butcertainlythismonth.Bella:Well,if____________tousbeforetheChristmasrush,it’llbeOK.Itakeityourpricesincludeinsurance?Pierre:Actually,no.You’dberesponsibleforthat.If______________yourorder,thenwe’dbewillingtocoverinsuranceaswell.Bella:I’llneedtodosomecalculations.Pierre:Let’slookatmethodsofpayment.Sincewe’venotdealtwithyoubefore,we’dliketobepaidbybanker’sdraft.Bella:Well,thisisalargeorder.We’vedonebusinesswithmanywell-knownwineproducersandwe’vealwayspaidbyletterofcredit.Pierre:OK.If__________toyoupayingbyletterofcredit,thenyou’llhavetopayuswithin30days.Bella:Thatshouldbefine.Listenandfillinthemissingwords.webuyyoubuyIplaceyougetityoucanincreaseweagree13/28BBellaandPierrethennegotiatethetermsforanotherwine,theSantaRita.Usethenotesbelowtomaketheconversation.Pierre:Nowlet’stalkaboutyourorderfortheSantaRita.Bella:OK,Ihopeyou’lloffermegoodterms…PierreBella-Order2,000cases/10%discount/deliverybeforeChristmasrush/coverinsuranceCannotagree-1%discountonlyand30casesofchampagne/fairoffer-LessdemandforSantaRita/10%discountOKWantonly1,500cases-Order2,000cases/wantanother3%discount-Adeal!14/28SampledialoguePierre:Nowlet’stalkaboutyourorderfortheSantaRita.Bella:OK,Ihopeyou’lloffermegoodterms.Pierre:Ifyouorder2,000cases,we’llgiveyoua10%discountanddeliverbeforetheXmasrush.Wewillalsocovertheinsurancecosts.Bella:WegetlessdemandforSantaRita.A10%discountisOK,butweonlywant1,500cases.Pierre:I’msorry.Wecan’tagreetothat.Bella:Well,ifweorder2,000,we’llwantanother3%discount.Pierre:Wecan’tincreasethediscountby3%,butwecangiveyouanother1%only,plus30casesofchampagne.That’saprettyfairoffer!Bella:OK.You’vegotadeal!15/28CRoleplaythefollowingnegotiation.AwineimportertelephonesJulianMonterotoorder100casesoftheMonteroChardonnaywine.ThelistpriceisUS$150acase.JulianMonterooffersa3%discount,deliveryinsixweeksbyseafreight,andasksforpaymentbybanker’sdraft.Theimportertriestonegotiateabetterprice,discount,deliveryandpayment.16/28AKevinWarren,anexecutiveVicePresidentatCoca-Cola(UK),istalkingaboutnegotiating.Listentothefirstpartoftheinterview.WhatdothelettersL-I-Mstandfor?L________I____________M________ikentendustBInthenegotiationthatKevindescribes,whatwashisL-I-M?Like:towinthebusinessthereandthen.Intend:toshowtheywereprofessionalandcompetentandcouldmeettheirneeds.Must:tokeepthedialogueopenandensurethatthecompetitordidn’twinthebusiness.17/28DListentothesecondpartoftheinterview.WhatarethethreenegotiatingtipsKevingives?1identifywhothedecisionmakeris.2focusonthebuyer’sneed,notyourownneed.3leavewhenyou’vemadethesale–don’tkeeptalking.18/28EKevinusesthewordsbelow.Choosethecorrectdefinitionforeach.1classicerrors2gostraighttothepoint3long-termrelationship4hasslefree5switch6royalty7tailortypicalmistakesoldmistakesa)movetowardstheendb)Stateyourpurposedirectlywithoutdelayabusinesscontactoveralongperiodb)afriendshipoveralongperiodwithoutextrapaymentcausingnodifficultyortroublea)changeb)turnonkingsandqueensapaymentforaservicea)makemoresuitableforaparticularpurposeb)makeclothes√√√√√√√19/28AWorkinpairsandtrytosellthesethingstoyourpartner.BDiscussthesequestions1WereyoupleasedwiththeoutcomeofthenegotiationinExerciseAabove?2Whatstrategyortacticsdidyourpartnerusetoachievetheirobjective?20/28CPutthestagesinorder.Whatworddotheinitiallettersofthestagesspell?Probewithproposals

makesuggestionsandfindareasofagreement.Closethedeal

Bringthenegotiationtoaclearandsatisfactoryend.Signalformovement

Signalthatyouarepreparedtomoveformyouroriginalposition.Respondtosignalsfromtheotherside.Exchangeconcessions

Givetheothersidesomethinginreturnforsomethingyouneedorwant.Tieuplooseends

Confirmwhathasbeenagreed.Summarizethedetailsonpaper.Exploreeachother’sneeds

Buildrapport.Stateyouropeningposition.Learntheotherside’sposition.Readyyourself

Prepareyourobjectives,concessionsandstrategy.Gatherinformationabouttheotherside.Readyyourself

Prepareyourobjectives,concessionsandstrategy.Gatherinformationabouttheotherside.

-Exploreeachother’sneeds

Buildrapport.Stateyouropeningposition.Learntheotherside’sposition.-Signalformovement

Signalthatyouarepreparedtomoveformyouroriginalposition.Respondtosignalsfromtheotherside.-Probewithproposals

makesuggestionsandfindareasofagreement.Exchangeconcessions

Givetheothersidesomethinginreturnforsomethingyouneedorwant.-Closethedeal

Bringthenegotiationtoaclearandsatisfactoryend.Tieuplooseends

Confirmwhathasbeenagreed.Summarizethedetailsonpaper.21/28DReadthesummaryofthetwostyles.Thendecideifyouare:1aRedstylist2aBluestylist3somewherebetweenthetwostylesRedstylistsBluestylists

Wantsomethingfornothing.

TrytowinbyshowingtheyarestrongerthantheotherpersonSeenegotiationasashort-termactivityUsetricksandpressuretogetwhattheywant.Wanttotradesomethingforsomething.Trytosucceedbycooperatingwiththeotherperson.Seenegotiationasalong-termactivityDonotusetricks.Theythinkabouteachother’sinterests.22/28EStudytheusefullanguageboxonpage82&roleplaythesituation.Oneofyouisacompanyemployee.Theotheristheemployee’sboss.Employee:Youthinkyoushouldhavea10%salaryincrease.Boss:Youthinkthecompanycanonly