Textile Business English

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• ??????
• Textile Business English

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Module Ten

• Meetings

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Task 3

• Negotiation

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1. To develop students negotiating skills.2. To
learn some useful phrases to use in a
negotiation. 3. To get students to know the
qualities of a good negotiator.
Learning Objectives
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Lead-inGroup discussion

1. Why do people attend business negotiations?
2. How will you prepare for the negotiation?
3. Do you need to make concessions in a negotiation?
   Why?

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Useful expressions and patterns

• 1. Can I just begin by outlining our proposal?
• 2. The advantages of our proposal are
• 3. One of the problems I can foresee is
• 4. I can see the advantages, but from our point
  of view
• 5. Its difficult for us to
• 6. Maybe we could increase the size of our order.
  Could you reduce the price by?

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Useful expressions and patterns

• 7. Delivering by May 30 is difficult for us.
  Maybe we could ship in two batches.
• 8. We do need to get it installed by the end of
  May. Could you do it on the 28th?
• 9. That seems fine. We seem to be agreed.
• 10. Ill put something in writing by the end of
  the week and send it to you.

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Listening

• Monologue 1
• Notes to the monologue
• 1.lay the ground work ???
• 2.clash v.(?)?????, ??, ??
• 3. be minded to ???
• 4.decency period ???
• 5.reflection n. ??, ??, ??

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Listening

• Youll hear two experienced businessmen
  talking about negotiating around the world. First
  listen to Charles Cotton and write America Or
  Asia beside the summaries of what he said.
• People need to build a personal relationship
  before they trust each other. _________
• They trust the companies the others represent.
  _________
• Reaching agreement might take two weeks.
  _________
• Reaching agreement might take two months.
  _________

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Listening

• Monologue 2

Notes to the monologue 1. sort
of ???? 2. compromise ??, ?? 3. tick off
?????, ??, ????? 4. hammer out ??, ????, ??? 5.
contentious adj. ????, ???, ???? 6. reputation
??, ??
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Listening

• Monologue 2

Notes to the monologue 7. commit
v. ?...???, ??, ???? e.g. They were committed to
follow orders. ?????????? 8. innocently adv.
???, ??? 9. disadvantage v. ?????????,?? 10.
implication n. ??, ?? 11. incredibly adv. ?????
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Listening

• Listen to Peter Callaghan and write Europe or
  Australia
• beside the summaries of what he said.
• People first outline what they want to achieve.
  __________
• People soon begin to discuss the points the need
  to compromise on. __________
• It takes a long time to explain what you want to
  achieve. ___________
• It doesnt take long to explain what you want to
  achieve. ___________
• If you make a mistake, you lose face.
  __________
• Making a mistake doesnt matter too much.
  __________
• People don't want to commit themselves too soon.
  __________
• Its OK to change your mind about a decision
  after a meeting. __________

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Listening

• Dialogue 1

Notes to the dialogue 1.
agreeable adj. ???,??? 2. ventilation system
???? 3. disrupt v. ??,??? 4. Would you be
prepared to split the extra labour costs with us?
?????????????????? 5. maintenance n. ??,??
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Listening
Listen to Kevin and Donna negotiating the
installation of a new ventilation system.
Complete this table to show who makes each
suggestion and if the other agrees.
Suggestion Who suggests this Does the other agree?
Installation This month _______________ ______________ During the day _______________ _______________ At night so as not to disrupt office ______________ ______________ At the weekend ________________ _______________
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Listening

• Dialogue 2

Read the following dialogue and translate the
Chinese into English. Tom Im glad to have the
chance to visit your company. I hope to conclude
some substantial business with you. Chen
????,???????????????????????,???????????? Tom
Im interested in your jeans. I have seen the
exhibits and studied your catalogues. I think
some of the items will find a ready market in
Holland. Here is a list of my requirements, for
which Id like to have your lowest quotaions, CIF
Sydney. Chen ??????????????,????????????
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Listening

• Dialogue 2

Read the following dialogue and translate the
Chinese into English. Tom Ill do that.
Meanwhille, would you give me an indication of
price? Chen ????????????????,?????????????? Tom
What about the commission from European
suppliers I usually get a 3 to 5 percent
commission for my imports. Its the general
practice. Chen ????????????????????,??????? Tom
I see, but I do business on a commission basis.
Even a 2 or 3 percent would help. Chen
??????,?????????
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Reading and Analyzing

• Cathy Pacific Results

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Reading and Analyzing

• I. Read this extract from a company report.
  Choose a title for each paragraph from the topics
  in the box.
• sales personnel investment
• new developments new business

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Cathy Pacific Results

• _______________ (1)
• The year began very well for Cathay pacific.
  However, there have been a number of problems
  this year which have made this a very difficult
  year for the airline industry. Passenger numbers
  have fallen as fewer tourists come to Hong Kong.
  Troubles in the Asian economies have also had a
  strong effect on the airline industry throughout
  the region. Cathay pacific remains the best
  airline in the Asian-Pacific region, and once
  current troubles pass the airline should return
  to its usual strong performance.
• _______________(2)
• The cargo division has done very well this
  year, with strong demand on most routes. The new
  cargo routes have been especially successful. The
  excellent performance from the cargo division has
  helped increase the companys overall results.

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Cathy Pacific Results

• _______________(3)
• Unfortunately, because of the economic
  problems, we have had to make 760 staff
  redundant. This was a very difficult decision,
  but it was necessary to help the company survive.
  We have also had to remove five of our 747
  aircraft from service.
• _______________(4)
• There have been a number of exciting
  developments. The company announced an agreement
  with new suppliers of information technology.
  This should keep Cathay Pacifics computer
  systems among the best in the industry.

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Cathy Pacific Results

• The company has also had a special offer for
  visitors to Hong Kong, and one of its aircraft
  was painted especially for the return of Hong
  Kong to Chinese rule.
• _______________(5)
• Cathay Pacific has invested heavily in Hong
  Kongs new airport. A lot of work went into
  making sure that the move went smoothly and that
  everything was ready when the airport opened.
  Hong Kong is now one of Asias most important air
  centres.

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Notes to the Passage

• 1. have s strong effect on ??????
• 2. cargo division ???
• 3. makeredundant ???
• 4. removefrom ???
• 5. invest in ??

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Reading and Analyzing

• Negotiation Strategies

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Reading and Analyzing

• Brainstorming Question
• Why should negotiators make preparations
  before a negotiation?

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• Negotiation Strategies
• Negotiations work wonders. This is particular
  so in international business since it is mostly
  through negotiations that exporters bridge their
  differences and reach a fair and mutually
  satisfactory deal.
• By presenting a more comprehensive negotiating
  package in a well planned and organized manner,
  exporters should be able to improve the
  effectiveness of their business discussions and
  in the long term the profitability of their
  export operations.

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• Negotiation Strategies
• To avoid being confronted by costly demands,
  an exporter should try to determine the buyers
  real interest in the product from the outset.
  This can be ascertained through appropriate
  questions but must be based on research and other
  preparations before the negotiations. Only then
  can a suitable counter-proposal be presented.
• To achieve a favorable outcome from the
  negotiations, an exporter should draw up a plan
  of action beforehand, which addresses a few key
  issues. Experienced negotiators consider that as
  much as 80 of their overall time devoted to
  negotiations should go to such preparations. The
  preliminary work should be aimed at obtaining
  relevant information on the target market and the
  buyers of the product.

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• Negotiation Strategies
• It should also include developing
  counter-proposals if objections are raised on any
  of the exporters opening negotiating points. The
  preparations should thus involve formulating the
  negotiating strategy and tactics.
• In international marketing negotiations, it
  is inadvisable for small and medium-sized
  exporters to limit their discussions to pricing
  issues, although pricing is a key factor in any
  business transaction. Exporters should give more
  attentions to the full range of marketing
  factors. They should stress the strengths of
  their firms and products and match them with the
  perceived needs of the buyers. Once these issues
  have been covered, they can consider the question
  of price and are able to develop a profitable
  business.

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Notes to the passage

• 1. bridge differences ????
• 2. in the long term ????
• 3. be confronted by ??
• 4. outset n. ??
• 5. ascertain v. ??,??
• 6. counter-proposal ????
• 7. devote v. ???
• 8. formulate v. ????
• 9. inadvisable adj.???
• 10. perceive v. ??,??

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Group Discussion

• Read the passage and answer the following
  questions.
• How important is a business negotiation in
  business activities?
• 2. What are usually discussed in a business
  negotiation?
• 3. What are covered in a company report?

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Assignment

• Field work
• Work in groups of up to six. Collect
  information and materials from the Internet.
  Prepare for a presentation to introduce how to
  design a flow of business activity. (The
  presentation should be facilitated by ppt)

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Reference

• For more topic-related information , Pease
• refer to the following websites
• http//en.wikipedia.org/wiki/Negotiation
• http//www.bizhelp24.com/personal/negotiation-skil
  ls.html
• http//www.beyondintractability.org/essay/negotiat
  ion/