Unit 4 Business Negotiation,Listening and speaking,I. Teaching objectives Ss are expected to learn to: 1. listen for specific information about business negotiation; 2. listen for specific information to fill in the gaps in the conversations; 3. retell the main points heard; 4. role-play and practice asking for information about tariffs and international trade.,II. Teaching focus: To learn and practice skills shown in the business negotiation III. Teaching difficulty To listen for gist and specific information VI. Teaching aids: a disc player and the disc V. Teaching length: 90 minutes IV. Teaching procedure:,Step1. Greet the class and announce the tasks for the periods. Step2. Lead-in Questions (3minutes) 1. What is your understanding of business negotiation? 2. What method will you adopt if you negotiate business with others?,Step3. Present the 5 questions in Task2. Ask the class to read them through and make prediction about the points that the conversation may cover based on the key words in the questions. (3 minutes),Step4. Play the disc for the class to listen for the answers to the 5 questions in Task2. After listening, the Ss can have 5 minutes to talk about their answers in pairs. (10 minutes) Step5. Play the disc for the class to listen again and fill in the gaps in Task1. (5 minutes),Step6. Retelling. Ask the class to work in pairs and retell the key points to each other and invite 2 pairs to present to the class. (10 minutes) Step7. Speaking. Ask the class to work in pairs and role-play a conversation based on the information given in Task5. (15 minutes),Step8. Present the 5 questions in Task6. Ask the class to read them through and make prediction about the points that the conversation may cover based on the key words in the questions. (3 minutes),Step9. Play the disc for the class to listen for the answers to the 5 questions in Task6. After listening, the Ss can have 5 minutes to talk about their answers in pairs. (10 minutes) Step10. Play the disc for the class to listen again and fill in the gaps in Task5. (5 minutes),Step11. Retelling. Ask the class to work in pairs and retell the key points to each other and invite 2 pairs to present to the class. (10 minutes) Step12. Speaking. Ask the class to work in pairs and role-play a conversation based on the information given in Task8. (15 minutes),Step13. Summary. Step14. Assignments: To learn the new words and expressions in the two conversations; To review the skills shown in the two conversations.,Intensive Reading,I. Teaching objectives: The Ss are expected to learn: 1. how to succeed in a business negotiation; 2.the words and expressions; 3.the reading skills to find out the general idea and specific information.,II. Teaching focus: To learn how to succeed in a business negotiation III. Teaching difficulty: The reading skills to find out the general idea and specific information VI. Teaching length: 90 minutes IV. Teaching procedure:,Step1. Greet the class and announce the tasks. Step2. Lead-in questions: How much do you know about the negotiating strategies? (2 minutes),Step3. Reading skills: ask the class to skim the passage and outline its logical structure. Then talk about their answers in pairs. Ask 2 pairs to present to the class. (20 minutes),How to Succeed in a Business Negotiation General idea: Sound negotiating techniques are essential in all business 1. Importance of business negotiation 1) startup entrepreneurs surprise 2) the pervasions of negotiations in business 3) the absence of teaching negotiation in formal education,2. Advice from the professionals about the vital dos and donts of handling negotiation 3. Conclusion,Step4. Reading skills: ask the class to scan the passage and find out the answers to Tasks911 based on the key words in each question and the outline made in Step3. (20 minutes),Step5. Intensive reading: ask the class to read through the passage in details and mark out the language points that are difficult to understand. (10 minutes) Step6. Language points in the passage. (25-30 minutes),Difficult sentences 1. They step into the shoes of a business owner for the first time and find to their surprise that nearly everything involves negotiation of some kind, and they may not always have those negotiation techniques. 他们一旦走上企业所有人这一岗位，就会吃惊地发现，所有的一切都涉及到某种谈判，但是他们却往往缺乏这些谈判的技巧。,2. Everyone has a minimum and a maximum and most of the negotiation takes place in the zone in between. 每个人都有自己的底线和最高目标，大多数谈判结果都是折中。,3. While people often prefer the other side to go first, there is the danger of becoming “anchored”, where the other side throws out a figure that is much higher and the entire discussion revolves around that. 虽然人们经常都会让对方首先开出条件，但这种做法也具有一定的风险。他们会抛出更高的要求，“套牢”对手，使整个谈判都围绕他们转。,4. From bringing in good people, to arranging financing or nailing that first big deal, sound negotiating techniques will be essential. 从招贤纳士，到安排融资或搞定第一笔大交易，良好的谈判技巧都必不可少。,Step7. Translating: ask the class to finish Task12 according to the lan