unit-1-Establish-unit-1-Establish-Business-RelationsBusiness-RelationsLesson 1 Establish Business RelationsLesson 1 Establish Business Relations Learning PointInthislesson,wewilllearnhowtoconductpreliminarycontactwhichisthefirststepofbusinessnegotiations.(Tips:LearningPointBackgroundKnowledgeCaseTips:LearningPointBackgroundKnowledgeCaseStudyClassActivityExercises)StudyClassActivityExercises)Lesson 1 Establish Business RelationsLesson 1 Establish Business Relations Background KnowledgeBackground KnowledgeBusinessrelationsareveryimportantforoperationBusinessrelationsareveryimportantforoperationandexpansionofcompanies.Establishinggoodbusinessandexpansionofcompanies.Establishinggoodbusinessrelationsisthestartingpointaswellasultimategoalforrelationsisthestartingpointaswellasultimategoalfornegotiations.Intheotherhand,inordertoestablishthenegotiations.Intheotherhand,inordertoestablishtheexpectedrelations,theremustbenegotiations.Negotiationsexpectedrelations,theremustbenegotiations.Negotiationsstartwiththepreliminarycontact,andthennegotiatingstartwiththepreliminarycontact,andthennegotiatingprocess,achievingagreement,makingcontract,performingprocess,achievingagreement,makingcontract,performingcontract.Andthesuccessfulfulfillmentofcontractconfirmscontract.Andthesuccessfulfulfillmentofcontractconfirmsthesmoothrelationsinfuturebetweencompaniesinvolved.thesmoothrelationsinfuturebetweencompaniesinvolved.Andinthischapter,welllearnhowtoconductpreliminaryAndinthischapter,welllearnhowtoconductpreliminarycontactwhichisthefirststepofbusinessnegotiations.contactwhichisthefirststepofbusinessnegotiations.Lesson 1 Establish Business RelationsLesson 1 Establish Business Relations Case StudyLesson 1 Establish Business RelationsLesson 1 Establish Business Relations Meeting an American businessperson at the airport Meeting an American businessperson at the airport (Part l) (Here, “C” refers to Chinese, “F” refers to (Part l) (Here, “C” refers to Chinese, “F” refers to foreigner.)foreigner.)n nC:YoumustbeMr.JonesfromtheUnitedStates?C:YoumustbeMr.JonesfromtheUnitedStates?n nF:Thatsright.IamTimothyJones.Youare.?F:Thatsright.IamTimothyJones.Youare.?n nC:MynameisWangMing.ImfromtheMinistryofForeignC:MynameisWangMing.ImfromtheMinistryofForeignTrade&EconomicCooperation.ThisisMr.ZhangPing,fromTrade&EconomicCooperation.ThisisMr.ZhangPing,fromtheChinaNationalArtsandCraftsImportandExporttheChinaNationalArtsandCraftsImportandExportCorporation.Corporation.n nF:Howareyou,Mr.Wang?ImverypleasedtomeetbothF:Howareyou,Mr.Wang?Imverypleasedtomeetbothofyou.Thanksforcomingtotheairporttomeetme.Whereofyou.Thanksforcomingtotheairporttomeetme.Whereareweheadingnow?areweheadingnow?n nC:WeregoingtoaccompanyyoutotheFriendshipHotel.C:WeregoingtoaccompanyyoutotheFriendshipHotel.Istheluggageallhere,Mr.Jones?ThecarisjustoutthereIstheluggageallhere,Mr.Jones?Thecarisjustoutthereintheparkinglot.intheparkinglot.Lesson 1 Establish Business RelationsLesson 1 Establish Business Relations Meeting an American businessperson at the airport Meeting an American businessperson at the airport (Part 2)(Part 2)n nC:Hello.MynameisZhaoXinmin.IrepresenttheOrientalC:Hello.MynameisZhaoXinmin.IrepresenttheOrientalTradeCompany.WelcometoBeijing.TradeCompany.WelcometoBeijing.n nF:Thankyou.ImBrianReeves.ImveryhappytomeetF:Thankyou.ImBrianReeves.Imveryhappytomeetyou.you.n nC:OurCompanyhasassignedmetobeyourhosthereinC:OurCompanyhasassignedmetobeyourhosthereinBeijing.Beijing.n nF:Thankyou,Mr.Zhao.F:Thankyou,Mr.Zhao.n nC:Howsyourflight,Mr.Reeves?C:Howsyourflight,Mr.Reeves?n nF:Fine.IgotontheplaneatSanFranciscoandittookF:Fine.IgotontheplaneatSanFranciscoandittookabout17hourstogethere.Butitwasasmoothflight.about17hourstogethere.Butitwasasmoothflight.n nC:Thatwasreallykindoflongintheairplane,wasntit?IC:Thatwasreallykindoflongintheairplane,wasntit?Ihopeyoullfeelrestedafteranightofgoodsleep.hopeyoullfeelrestedafteranightofgoodsleep.Lesson 1 Establish Business RelationsLesson 1 Establish Business Relations Introducing oneself and each otherIntroducing oneself and each othern nC:AreyoutheUSChinaTradeNationalCouncilC:AreyoutheUSChinaTradeNationalCouncilDelegation?Delegation?n nF:Yes,weare.ImDouglasHarrinton,theF:Yes,weare.ImDouglasHarrinton,theDelegationLeader.DelegationLeader.n nC:MynameisI.uHai.IrepresenttheChinaC:MynameisI.uHai.IrepresenttheChinaCouncilforthePromotionofInternationalTrade.CouncilforthePromotionofInternationalTrade.Thisismynamecard.Thisismynamecard.n nF:Imverypleasedtomeetyou,Mr.Lu.LetmeF:Imverypleasedtomeetyou,Mr.Lu.Letmeintroduceyou.ThisisMr.GilesSchmid,Viceintroduceyou.ThisisMr.GilesSchmid,VicePresidentoftheUSChinaTradeCouncil.PresidentoftheUSChinaTradeCouncil.n nC:WelcometoBeijing,Mr.Schmid,Mr.Harrinton.C:WelcometoBeijing,Mr.Schmid,Mr.Harrinton.Lesson 1 Establish Business RelationsLesson 1 Establish Business Relations On the way to the hotel On the way to the hotel n nC:Youllbehereforthreedays,right?C:Youllbehereforthreedays,right?n nF:Thatsright.IllbehereforthreedaysandF:Thatsright.IllbehereforthreedaysandthenIllgotoGuangzhou.thenIllgotoGuangzhou.n nC:IsthereanyplaceyoudliketovisitinC:Isthereanyplaceyoudliketovisitinparticular?Icouldhelpyouarrangethat.particular?Icouldhelpyouarrangethat.n nF:Well,Idliketomakeafieldtourtoafactory,F:Well,Idliketomakeafieldtourtoafactory,ifpossible.1ifpossible.1n nC:Okay.IllhaveitsetupforyouandletyouC:Okay.Illhaveitsetupforyouandletyouknowthisevening.knowthisevening.n nF:Thatwillbeterrific.Thankyou.F:Thatwillbeterrific.Thankyou.n nC:Mypleasure.C:Mypleasure.Lesson 1 Establish Business RelationsLesson 1 Establish Business Relations At the hotelAt the hoteln nC:Pleasegothroughtheregistrationprocedure.C:Pleasegothroughtheregistrationprocedure.Here,Here,pleasefilloutthiscard.pleasefilloutthiscard.n nF:Thanks,(afterfillingoutthecard)ImustsaythishotelF:Thanks,(afterfillingoutthecard)Imustsaythishotelreallyisnicereallyisnice；itsveryimpressive.Igatheritsajointitsveryimpressive.Igatheritsajointventurebusiness?venturebusiness?n nC:Yes,C:Yes,youreright.Infact,thishotelisconsideredoneofyoureright.Infact,thishotelisconsideredoneofthebestinBeijingthebestinBeijing；thereresometwentyfivestarhotelsthereresometwentyfivestarhotelslikethisinBeijing.likethisinBeijing.n nF:IsthishotelajointventurebusinesswithanAmericanF:IsthishotelajointventurebusinesswithanAmericancompany?company?n nC:No.ItsC:No.Itsa aSinoJapaneseinvestmentSinoJapaneseinvestmentOnethingisOnethingisobvious.Nomatterwhereyougointhecountrytoday,youobvious.Nomatterwhereyougointhecountrytoday,youcanseeallthesestarhotelseverywhere.Iguesstheyreallcanseeallthesestarhotelseverywhere.Iguesstheyreallpartofthebasicfacilityconstructionresultingfromthepartofthebasicfacilityconstructionresultingfromtheopendoorandreformpolicy.opendoorandreformpolicy.Lesson 1 Establish Business RelationsLesson 1 Establish Business Relations ClassActivityLesson 1 Establish Business RelationsLesson 1 Establish Business Relations Compose dialogues on the following Compose dialogues on the following situations.situations.n n1.YourepresenttheOrientalCarpeting1.YourepresenttheOrientalCarpetingExhibitionCenter(ExhibitionCenter(东方地毯展览中心东方地毯展览中心).Youarenow).Youarenowattheairporttomeetavisitingbusinessperson,attheairporttomeetavisitingbusinessperson,Mr.LeeStoltmanfromBoston,theUnitedStates.Mr.LeeStoltmanfromBoston,theUnitedStates.Youhavenevermethimbefore,soyouhaveaYouhavenevermethimbefore,soyouhaveasignboardinyourhand.Afteryoumeeteachsignboardinyourhand.Afteryoumeeteachother,yousaygreetings,askhimhowhisflightother,yousaygreetings,askhimhowhisflightwasandshowhimtothecar.Nowyouactthiswasandshowhimtothecar.Nowyouactthisoutwithanotherstudentintheclass.outwithanotherstudentintheclass.Lesson 1 Establish Business RelationsLesson 1 Establish Business Relations 2.YourepresentChinaNationalLight2.YourepresentChinaNationalLightIndustrialProductImport&ExportCorporationIndustrialProductImport&ExportCorporation( (轻工业品进出口总公司轻工业品进出口总公司),andyouareassignedto),andyouareassignedtomeetanAmericanbusinesspersonRonaldmeetanAmericanbusinesspersonRonaldWannberg,MarketingManagerofawholesaler,Wannberg,MarketingManagerofawholesaler,ValleyViewCompanyattheairport.YouandValleyViewCompanyattheairport.YouandWannberghavenevermeteachotherbefore,soWannberghavenevermeteachotherbefore,soyouhaveasignboardinyourhand.Afteryouyouhaveasignboardinyourhand.Afteryoumeeteachother,yousaygreetings,askhimhowmeeteachother,yousaygreetings,askhimhowhisflightwasandshowhimtothecar.Nowyouhisflightwasandshowhimtothecar.Nowyouactthisoutwithanotherstudentintheclass.actthisoutwithanotherstudentintheclass.Lesson 1 Establish Business RelationsLesson 1 Establish Business Relations ExercisesLesson 1 Establish Business RelationsLesson 1 Establish Business Relations I. Answer the following question.I. Answer the following question.n nWhatdoyouthinkabouttheWhatdoyouthinkaboutthefunctionsofbusinessrelationsforthefunctionsofbusinessrelationsfortheoperationandexpansionofonecompany?operationandexpansionofonecompany?II. Interpret the following sentences II. Interpret the following sentences into English.into English. n n1.1.请问您是不是从美国来的史密斯先生？请问您是不是从美国来的史密斯先生？我代表东方贸易公司来接您。我非常高兴见到二我代表东方贸易公司来接您。我非常高兴见到二位。谢谢你们到机场来接我。位。谢谢你们到机场来接我。Lesson 1 Establish Business RelationsLesson 1 Establish Business Relations n n2.2.您的行李是不是都在这儿了？我们到停车场那您的行李是不是都在这儿了？我们到停车场那边上车去吧。我陪您一道去宾馆。边上车去吧。我陪您一道去宾馆。n n3.3.请允许我为您相互介绍一下。请允许我为您相互介绍一下。n n4.4.陈先生是国际信托投资公司的高级顾问。郑先陈先生是国际信托投资公司的高级顾问。郑先生是化工进出口总公司副总经理。张先生是中国生是化工进出口总公司副总经理。张先生是中国日报驻欧洲的首席记者。日报驻欧洲的首席记者。n n5.5.我代表我们公司欢迎您来北京，并希望您在北我代表我们公司欢迎您来北京，并希望您在北京过得愉快。京过得愉快。Lesson 1 Establish Business RelationsLesson 1 Establish Business Relations Thankyouverymuch!结束结束