Step Three
Listening: Negotiating techniques
In this listening Kevin Warren, an Executive Vice President at CoCa-Cola in theUKtalks about his own experience of negotiating and the strategies he employs, and gives some tips for successful negotiating.
5 min
操练（掌握初步或基本能力）
Listen to the negotiation recording and fill in the missing words in the dialogue.
Write another conversation about negotiation and practice it.
2)If the proposal is more tentative and possibly less feasible we use past verb forms.
3)We use unless in conditional sentences to mean if not.
4)As long as and provided that are also used to state conditions.
3. Use the suggestion on negotiation to identify negotiating styles.
4. To apply negotiating styles in case study.
1. Conditions.
2. Negotiating techniques.
2)Play the recording for them to check their answers.
3)Go through the answers with the whole class.
Answers:
1 we buy 2 you buy 3 I place
4 you get it 5 you can increase 6 we agree
Part B: Use the notes below to write the conversation. Then practice the conversation.
Example:
Pierre: If you order 2,000 cases, we’ll give you a 10% discount and deliver before the Xmas rush. We will also cover the insurance costs.
阅读资料
Read the material and learn useful language.
15min
训练(巩固拓展检验)
Case Study
Task: Read your information files. Identify your priorities and work out your strategy and tactics. Then negotiate so that you get the best deal for your company.
分角色对话
Students study the case, read their role card and act out their negotiations.
10min
总结
1. Conditions.
2. Negotiating techniques.
3. Useful language andnegotiating styles.
4. Role play negotiation
5. Listen to the recordings and finish the exercise.
6. Read the material.
7. Do the discussion.
8. Learn useful language.
9. Role play the situation with useful language.
Listening: Negotiating techniques
Kevin Warren, an Executive Vice President at Coca-Cola（UK）, is talking about negotiating. Listen to the interview and answer the questions.
Pole play another negotiation.
播放听力并要求模仿听力原文演示对话
Students listen to the recording and role play another negotiation referring to the recording.
20 min
深化（加深对基本能力的体会）
3)Play the recording. Students do the exercises individually and then to compare answers with a partner.
Bella: We get less demand for Santa Rita. A 10% discount is ok, but we only want 1,500 cases.
Pierre: I’m sorry. We can’t agree to that.
Bella: Well, if we order 2,000, we’ll want another 3% discount.
8. To apply negotiating styles in case study.
讲授
5min
引入（任务项目）
Grammatical rules of Conditions.
阅读获知
Read the grammatical rules of Conditions and example sentences.
I
2. Negotiating techniques.
3. Suggestion on negotiation.
4.Case Study.
e conditions to negotiate.
6. Use negotiating techniques to negotiate.
2. Negotiating techniques.
3. Suggestion on negotiation.
4.Case Study.
e conditions to negotiate.
6. Use negotiating techniques to negotiate.
e the suggestion on negotiation to identify negotiating styles.
3. Suggestion on negotiation.
4. Case Study.
能力训练任务及过程
1. Greet the students and introduce the aims of this class
2. Rules of Conditions
3. Listening exercise about conditions.
Pierre: We can’t increase the discount by 3%, but we can give you another 1% only, plus 30 cases of champagne. That’s pretty fair offer!
Bella: OK. You’ve got a deal!
Step Two
Language review: Conditions
Part A : listen and fill in the missing words.
1)Ask students to think of possibilities for the gaps before they listen. Encourage faster pairs to think of several possibilities.
Part C
Role play this negotiation. A wine importer telephones Julian Montero to order 100 cases of the Montero Chardonnay wine. The list price is US$150 acase. Julian Montero offers a 3% discount, delivery in six weeks by sea freight, and asks for payment by banker’s draft. The importer tries to negotiate a better price, discount, delivery and payment.
归纳讲述
5min
作业
Writing: Write a fax summarizing the points agreed during the negotiation.
课堂写作练习
Practice in class
10min
后记
Period
Steps
（步骤）
Methods & Tasks（方法、任务）
e the suggestion on negotiation to identify negotiating styles.