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1、,單擊此處編輯母版標(biāo)題樣式,*,*,單擊此處編輯母版文本樣式,第二級,第三級,第四級,第五級,單擊此處編輯母版標(biāo)題樣式,單擊此處編輯母版文本樣式,第二級,第三級,第四級,第五級,*,*,Unit 6,Negotiation Strategies,Warm-up Activities,I.Pair works,Think about what you should do in a negotiation and talk with your partner.,II.Group work,Business negotiation is a very important occasion in a

2、corporation,s operation.Work in small groups,discussing the role of negotiation in business and what are important in business negotiation.,III,Think about and then make a list of all the important points which you have discussed.,2.The lower price strategy,This strategy is also called Japanese offe

3、r,which is to propose a lower price than actual requirements of one,s own starting point of negotiations at first,so as to attract others and try to defeat opponents of its kind first,and then have genuine negotiations with the real seller who is tempted to engage in,forcing them to compromise.This

4、strategy is more suitable when mass contents in the transaction or whole sets of equipment transaction,or the opponents,negotiations skills is weak and do not quite understand the market conditions.,2.Price segmentation strategy,The strategy is a technique of price decomposition,the quantity of good

5、s or the using time acting as divisor,and commodity prices as dividend,coming up with low price,so buyers felt cheap with a high price in the first place.,3.The addition bidding strategy,Addition bidding strategy is in business negotiations,sometimes high prices will scare away customers,the seller

6、put the price down into several levels,and gradually raised to a number of quotations,and finally still equal to the price one-time high quoted.,4.Differences quote,Differences quote is adopting different strategies on account of the nature of customer business purchase amount,transaction time,diffe

7、rent methods of payment,etc.This price difference reflects the market demand of commodity in trading and should be paid attention to use.,5.Price Comparison,Price Comparison refers to throw more price offers of the same commodity,which are beneficial to the buyer himself,to set up a price frame of r

8、eference,then compare the trading goods and similar products of these businesses in the performance,quality,service and other trading conditions to made more conducive to the side,and as the basis for the party asking price.,Text analysis,1.Such sessions are likely to become reactive and meandering

9、meetings rather than being proactive with specific goals in mind.,這樣的會議并不能使人在頭腦中形成明確的目標(biāo)并采取主動，而是很容易就會起到反作用并使得談判變得迂回曲折。,Session,n.,會議；（法庭的）開庭；（議會等的）開會；學(xué)期；講習(xí)會,例：,The legislative session prorogued yesterday.,立法會議昨天休會。,This question will come forward at the next session.,這個(gè)問題將在下次會議上被提出討論。,It seems that t

10、he suit has to hang over till its next session.,看來這個(gè)訴訟案得留到下次開庭時(shí)處理了。,Phrase,plenary session,全體大會,in session,在開庭；在開會；在上課,session key,會話密鑰；對話關(guān)鍵碼,special session,特別會議；特別法庭,practice session,練習(xí)賽；實(shí)習(xí)期,opening session,開幕式；開幕會議,briefing session,簡介會,legislative session,議會會議；立法會會期,work session,工作對話；工作會話,joint s

11、ession,上下兩議院的聯(lián)席會議,session manager,會話管理器；對話管理員；對話管理程序,proactive,adj.,前攝的（前一活動中的因素對后一活動造成影響的）；有前瞻性的，先行一步的,例：,You have to be proactive about this.,對此，你必須要主動。,You should be proactive,not passive.,你應(yīng)該主動，而非被動。,They should work together with the other partners in countries so that they can be proactive rat

12、her than reactive to situations.,他們應(yīng)當(dāng)與國家的其他合作伙伴共同合作以便能夠積極的而非被動的應(yīng)對這些狀況。,Phrsse,be proactive,積極主動；主動；主動積極；積極主動的心態(tài),proactive facilitation,前攝易化；順攝助長,proactive interaction,超前的交互作用；式互動；主動式學(xué)習(xí),reveal,vt.,顯示；透露；揭露；泄露,n.,揭露；暴露；門側(cè)，窗側(cè),However,he declined to reveal everything about his diet.,然而 他拒絕透露任何有關(guān)他的飲食,.,I

13、 should be glad to give you any help if you reveal your thoughts to me.,如果你把你的想法透露給我，我愿意盡全力幫助你。,Not yet because that would reveal which ones we have seen and which we have not.,對不起，現(xiàn)在還不能細(xì)說，因?yàn)檫@會暴露我們看到和沒看到的。,Phrase,reveal itself v.,呈現(xiàn)，出現(xiàn)；被認(rèn)知,reveal all,顯示全部（計(jì)算機(jī)操作命令）,detrimental,adj.,不利的；有害的,n.,有害的人（或物

14、）；不受歡迎的求婚者,例：,Lime in the soil is detrimental to some plants.,土壤里的石灰對某些植物有害。,But I think that correcting for it would be detrimental.,但我認(rèn)為對那種情況進(jìn)行矯正將是有害的。,But I think that correcting for it would be detrimental.,但我認(rèn)為試圖為之改變會是有害不利的。,Phrase,detrimental effect,損害效應(yīng)；有害影響,detrimental corrosion,有害的腐蝕；正在翻譯；不

15、利的腐蝕,detrimental settlement,不穩(wěn)定沉降,baneful detrimental,壞的,detrimental account,呆帳,detrimental information,有害信息,Detrimental attitudes,有害的態(tài)度,detrimental soil,不穩(wěn)定土,Phrase,spiral bevel gear,弧齒錐齒輪；螺旋傘齒輪,spiral groove,螺旋溝,spiral case,蝸殼；水輪機(jī)蝸殼,downward spiral,向下旋轉(zhuǎn)；螺旋式下跌；減記惡性循環(huán),spiral flow,螺旋流,outlandish,adj.

16、,古怪的；奇異的；異國風(fēng)格的；偏僻的,例：,Surtees was tragically unlucky;Massa was more fortunate but he believes the coincidence of two outlandish accidents is a warning.,瑟蒂斯的不幸非?？杀?；馬薩更幸運(yùn)，但他相信這兩起古怪的事故的巧合是一個(gè)警告。,Once upon a time it was the province of philosophy to propose ambitious and outlandish theories in advance of any concrete evidence for them.,這曾經(jīng)是物理學(xué)的領(lǐng)域，可以提出炫耀和古怪理論而不用管是否真的有任何具體的證據(jù)。,Phrase,outlandish costume,顧客,outlandish rumor,外國氣派的,bizarre outlandish,奇異,Text analysis,4.Then again,principled reasoning facil