《商務(wù)談判英語(yǔ)口語(yǔ)》課程標(biāo)準(zhǔn)第一部分內(nèi)容標(biāo)準(zhǔn)本課程在第四、五學(xué)期開(kāi)設(shè)，一般設(shè)置72學(xué)時(shí)，是教、學(xué)、做一體化課程。以下按照本課程不同學(xué)習(xí)模塊對(duì)課程能力訓(xùn)練項(xiàng)目和課程教學(xué)進(jìn)度進(jìn)行設(shè)計(jì)，明確具體內(nèi)容標(biāo)準(zhǔn)，實(shí)際運(yùn)用中可根據(jù)學(xué)生的不同情況適當(dāng)調(diào)整實(shí)訓(xùn)內(nèi)容和學(xué)時(shí)量分配。ProjectDesignThiscourseisdividedinto3projectsasfollows：No.ProjectTaskSession1PreparationsforNegotiationCompaniesandProducts6SalesPromotion62NegotiationandConclusionEnquiriesandOffers6PriceBargaining6CommissionandDiscount6QualityandQuantity6TermsofPayment6Packing6Shipment6Insurance6ConclusionandContract6

TaskDesignTaskDesignandTeachingProceduresProjectTaskNo.TaskNameTaskAimsKnowledgePointsTrainingResourcesExpectedResults11-1CompaniesandProductsThestudentsareexpectedtobeabletouseaccuratetermsandidiomaticexpressionstointroducethecompanyintermsofitsmainbusiness,businessscopeandapproaches, history,features,achievements,majorpartners,operationideasanddevelopmentplans;andwithfinediplomaticmanners,tobeabletobuildapositivecompanyimageandconveyahealthycorporateculture;understandcustomers,requirementswellanduseaccuratetermsandidiomaticexpressionstointroduce featuredproductsandnewproductsofthecompany,andfinally1.Businesscultureandcustoms involvingcontactingthecustomerforthefirsttimeandguidingthecustomeraroundthecompany;.Generalproceduresandrulesconcerningcompanyoperationsandproducts;.Englishtermsandidiomaticexpressionsofintroducingproducts.TrainingApproaches:Teachers,demonstrationStudents,presentationGrouppracticeTrainingResources:1.Multimediacourseware2.ProductBrochures3.Internet4.SamplesTrainingprocedures:.With multimediacourseware, teachersdemonstrateshowtorecommendcompaniesandproducts;.Withmaterialsandinformationcollectedbeforeclass,studentssetupvirtualcompaniesandplayingrespectiveroles;.Students makepresentations;4.WithrealbrochuresandvarioussamplesintheThestudentsareexpectedtobeabletorecommendthevirtualcompanyanditsproductsandestablishrelations,usingaccuratetermsandidiomaticexpressionsinEnglish.2

achieveapreliminaryconsensusonthebusiness.simulationnegotiationroom,studentspracticeingroup.1-2SalesPromotionThestudentsareexpectedtobeabletouseaccuratetermsandidiomaticexpressionsinEnglishtomakecomparisons andcontrastandfinallymakedecisiononadvertisementmediatopromoteproducts;discussinEnglishduringthecourseofdeveloping newmarketandpromoteproductssuccessfully.Usually employedmarketingmeans;Characteristics ofcommonmassmedia;Englishexpressionsofproductpromotion;Englishexpressionsofemporiumsalesandmarketdevelopment.TrainingApproaches:Teachers,demonstrationStudents,presentationGrouppracticeTrainingResources:MultimediacoursewareInternetTrainingprocedures:With multimediacourseware, teachersdemonstratehowtorecommendcompaniesandproducts;Withmaterialsandinformationonproductsandsalesresourcescollectedbeforeclass,studentsassignrespectiveroles;Accordingtothesituationandhintsgivenbytheteacher,studentsAsrequiredbyspecifictasksandgivensituationsthestudentsareexpectedtobeabletouseEnglishproficientlyindevelopingnewmarketandchoosingappropriatesalesandpublicity meanstopromoteproducts.

practiceingroups.22-3EnquiriesandOffersThestudentsareexpectedtobeabletouseaccuratetermsandidiomaticexpressionsinEnglishtomakeenquiryandquotation,toenquireaboutquantityandshipmentandtogivereply;applyappropriatenegotiationstrategiestodealwithdifferentenquiresandoffers;expresspersonalideasandopinionstactfullyinnegotiation;distinguishfirmofferfromnon-firmoffer;makeanalyticinductionofthegivencasesandaccordingly findappropriatesolutions.Basic concepts,elementsandclassificationofenquiryandoffer;Generalproceduresofthetransaction;Technicaltermsandexpressionsusuallyusedinenquiryandoffer;Negotiationstrategiesrelatedtoenquiryandoffer.TrainingApproaches：Teachers'instruct:CaseanalysisRoleplayGroupdiscussionTrainingResources：MultimediacoursewareSimulatednegotiationlabInternetTrainingProcedures：Theteacherdefinestheclassificationofanenquiryandofferandthekeyelements;thestudentsmakeanalysisanddiscussionaccordingly;Theteacherguidethestudentsindiscussingandanalyzing the keyelementsofenquiries.onAsrequiredbyspecifictasks,thestudentsareexpectedtorole-playenquiriesandoffersinanegotiation.4

andoffersandrelatedtechniques;3.Thestudentsaredividedintogroupsandaskedtoplayrolesinenquiryandofferasrequired.2-4PriceBargainingThestudentsareexpectedtobeableto.standinthepositionofbothsidesandmakepricebargaininginfluentEnglisheasilyacceptedbybothsides;.apply means ofcommissionanddiscountinfluentEnglishtogetmoreorders;.expressinaccurateEnglishtogettheorderrightthefirsttime,pricingalongwithmarketchangesatfirstandthenreadjustingpricesstepbystep.Generalproceduresofpricebargaining;Englishtermsandidiomaticexpressions,andnecessary negotiatingskillsaswell;Basicconceptsandproperlanguageuseinnegotiation.TrainingApproaches:.Caseanalysis.Groupdiscussion.Teachers,demonstration.GrouppracticeTrainingResources:multimediacoursewareInternetTypicalcasesinrealenterprisesTrainingprocedures:.Bymeansofmultimediacoursewareandvideoresources,theteacherdemonstrateshowtomakepricebargaining;.Guidedbyteachers,instructructionandmodeldialogues,thestudentspracticeandpresentinAsrequiredbyspecifictasks,thestudentsareexpectedtobeabletouseproperEnglishtermsandidiomaticexpressionstocompletepricebargaining,bothastheSellerandtheBuyer.

groups;3.Theteachermakesassessmentofthestudents,presentationsandmakefurtherhighlightofthekeypointsinnegotiation.2-5CommissionandDiscountThestudentsareexpectedtobeableto.utilizemeansofcommissionanddiscountinfluentEnglishtodevelopbusiness；.takearightattitudetowardpotentialcustomersandmarketaswell;.utilizedifferentmeansofpayment,commissionanddiscount,andtermsofpricetostrikeabargain,usingproperEnglishtermsandidiomaticexpressions.1.Definition andapplicationofcommission,discountand taxreimbursement；2.Definitionofmemoandfunctionofinitialingamemo;.Differentfunctionsofdifferentmeansofpaymentindevelopingbusiness;.RelatedEnglishtermsandidiomaticexpressionsusedintransactionofcommissionanddiscount.TrainingApproaches:.Caseanalysis.Groupdiscussion.Teachers,demonstration.GrouppracticeTrainingResources:MultimediacoursewareInternetTypicalcasesinrealenterprisesTrainingProcedures:Bymeansofmultimediacoursewareandvideoresources,theteacherdemonstrateshowtomakepricebargaining；Guidedbyteachers,instructructionandmodeldialogues,thestudentspracticeandpresentingroups;TheteachermakesThestudentsareexpectedtobeabletoutilizemeansofcommissionanddiscountinaccurateEnglish termsandidiomaticexpressionstodevelopbusiness.

assessmentofthestudents,presentationsandmakefurtherhighlightofthekeypointsinnegotiation.2-6QualityandQuantityThestudentsareexpectedtobeableto.usepreciseEnglishtermsandexpressionstodescribethequalityandquantityoftheproduct;.usequalityandquantityitemsinnegotiation;.understandthequantityunit,minimumquantityoforder,qualitydescription、factorsaffectingqualityandquantity;.userelevantsentencestructuretoexpressqualityandquantityoftheproduct..maincontentsinquantityandqualityitems;.negotiationskillsonqualityandquantity；.Englishtermsandexpressionsonqualityandquantity.TrainingApproaches:Teacher,sinstructionStudent,spresentationGrouppracticeTrainingResources:1.multi-mediacoursewarequalitycertificationInternetsamplesTrainingprocedures:Theteacherinstructsonqualityandquantityitemsbyusingmulti-mediacourseware;Studentslearnandunderstandonqualityandquantitytermsandexpressions;Theteachergroupsthestudentstomodelthenegotiation withproductqualification,Asrequiredbyspecifictasks,thestudentsareexpectedtobeabletouserelevanttermsandexpressionsonqualityandquantitytoparticipateinnegotiation.

qualitycertificationandsamplesinsimulatedlab2-7TermsofPaymentThestudentsareexpectedtobeabletousepaymenttermsandexpressionstoaskforthetermsofpaymenttheyrequire,suchasT/T,D/P,D/AandL/C,accountfortherequirement,expectforagreementandcometoaconclusion uponnegotiation..basicmeaningsofT/T,D/P,D/AandL/C,andadvantages anddisadvantagesofthemaintermsofpayment；.negotiationskillsofdecliningandpersuadingtoreachaconclusion.TrainingApproaches：Teacher,sinspirationStudent,smodelingandsimulationGrouppracticeRoleplayTrainingResources：InternetsituationsTrainingprocedures：Theteacherleadsinthetermsofpaymentquestionsandinspiresthestudentstoreviewrelevantknowledge andexpressions；Theteacherleadsinsituationanddialoguemodelfordiscussion；TheteachergroupsthestudentstodiscussAsrequiredbyspecifictasks,thestudentsareexpectedtobeabletoactoutthetrainingsituation,askfordifferenttermsofpaymentfornegotiationandreachaconclusion.8

termsandpayment；Thestudentsroleplaythesituationandactoutthedialoguetrainingdatabase.2-8PackingThestudentsareexpectedtobeabletousetermsandexpressionstonegotiateissuesonpacking material,differencesofinnerandouterpacking,meansofpacking；negotiateonpackingmaterialoffragileandleakinggoods,differencesofinnerandouterpacking,meansofpacking；putforwardorresolvetheissues on packingaccordingtodifferentgoods.1.packing materials,differencesofinnerandouterpacking,packingtermsandexpressions；2.advantages anddisadvantagesofdifferentpackinginbusinesstransaction；3.suggestionstoimproveimproperpacking.TrainingApproaches：Videowatching;Fieldvisit;Students,modelingandstimulation.RoleplayTrainingResources：Videomaterial;Samples;Pictures;Multi-mediacourseware.Trainingprocedure：Teacher organizesfieldvisitingforstudentstomemorizedifferentpacking Resources,characteristicsandspecialrequirements.Students discussAsrequiredbyspecifictasks,thestudentsareexpectedtobeabletodistinguish differentpacking and theircharacteristics,choosethebestpackingfordifferentgood,negotiateonrelevantissuesandreachaconclusiononpacking.9

packingissuesbymeansofvideos,picturesandmulti-mediacourseware;Teacherleadsinsituationsandsampledialoguesforstudentstodiscussandsimulate;Studentsroleplayandnegotiatetheissuesonpacking.2-9ShipmentThestudentsareexpectedtobeabletousestandardtermsandexpressions,enterintonegotiationaboutdateofshipmentanddeliveryintermsofcommongoods;usestandardtermsandexpressions,trytoreachanagreementonthedateofdeliverybymeansofPartialShipmentsAllowed,TransshipmentAllowedetc.grasptheinternationaltraderulesandpracticenegotiation skillsconcerningdateofdelivery,partialshipmentandtransshipment;rules concerningcommonmodesoftransportation ininternationalpractice;locationsofmajorportsintheworld.TrainingApproaches：InstructionsbytheteacherIndividualpresentationGrouptasksTrainingResources：MultimediacoursewareSimulatednegotiationlabInternetTrainingProcedures：1.ThestudentslearnaboutthecommonmodesofdeliveryininternationalAsrequiredbyspecifictasks,thestudentsareexpectedtobeabletochoosetherightmodesoftransportationandenterintonegotiationaboutdateofshipmentanddeliveryandmodesofshipment;10

concerningdateofdelivery,partialshipmentsandtransshipment.practice;Thestudentslearnabouttherulesandpractice onpartialshipments andtransshipment;The teacherintroduces sampledialoguesforanalysis,discussionandimitation；Theteachersetsgrouptasksaccordingtodifferentsituations.2-10InsuranceThestudentsareexpectedtobeableto.briefclearlyonBasicInsuranceCoverageandAdditional InsuranceCoverageaccordingtoPICCOceanMarineCargoClauses;.graspthenegotiationskillsforinsuranceandchoose the rightinsurancecoveragebasedoncommodityfeatures..businessscopeofPICC；.various insurancecoverage,calculationofinsurancepremiumsbasedoninsurancerateandawarenessofpaymentobligations；3.standardtermsandexpressionsconcerninginsurance.TrainingApproaches:Teachers,instructionsStudents,presentationGrouppracticeTrainingResources：.MultimediacoursewareSamplessimulatednegotiationlabTrainingProcedures:1.Theteacherinstructsininsuranceclausesandthecoversofinsurancecoverage,Asrequiredbyspecifictasks,thestudentsareexpectedtobeabletofulfillthenegotiationfordecidingoninsuranceclausesbyusingtermsandexpressionsofinsurance.11

reasonablequotationsby means ofmultimediacoursewareandbasedoninsuranceratesandexpressions oninsurance;Thestudentscanunderstandthetermsofinsurancebylearning insuranceknowledge;Thestudentsmakeindividualpresentations andfulfillgrouptasksbyanalyzingthekeypointsfornegotiationbasedondifferentsituations.2-11ConclusionandContractThestudentsareexpectedtobeabletol.fulfillthedialoguestocheckthecontractdetailsbyusingstandardtermsandexpressionsusedincontracts;2.fulfillthedialoguesto.termsandexpressionsofcontracts;.contractdetails forreachinganagreement;.expressions forconcludingacontract;.commonclausesofthecontracts.TrainingApproaches:VideowatchingFollow-upDiscussionGroupPractice(dialogues)TrainingResources:Multimediacourseware2.SamplesofcontractTrainingProcedures:Asrequiredbyspecifictasks,thestudentsareexpectedtobeabletofulfillthesimulationdialoguestoconfirmthecontractdetails,reachanagreementandconcludeacontract byusing12

confirmreachinganagreementandconcludingacontractbyusingstandardtermsandexpressionsofcontract;3.pointouttheproblemsinthecontractsbyusingfundamental insuranceknowledge.Thestudentslearntoconfirm contractdetails,reachinganagreement andconcludeacontractbywatchingmultimediacourseware;Thestudentstalkaboutthevideo;Theteacherinstructsinthekeyanddifficultpoints;Thestudentsfulfillthegrouptasks;Theteachermakescommentsandgivesasummary;Theteacherinstructsthestudentsinanalyzingthecases.standardtermsandexpressionsusedinthecontracts;andpointouttheproblemsinthecontractsgiveninEnglish.33-12ClaimsandSettlementThestudentsareexpectedtobeableto1.buildupacloserelationshipwiththecustomers,basedon“Customersarealwaysright”andbymeansofdiscussionandnegotiationlaws,regulationsandinternational practiceconcerningclaimsandclaimssettlement;termsandexpressionsonclaims and claimssettlement;processofclaimsandTrainingApproaches:CaseanalysisGroupdiscussionTeachers,demonstrationGroupPracticeTrainingResources:1.MultimediacoursewareAsrequiredbyspecifictasks,thestudentsareexpectedtobeabletosettleaclaimrapidlyaccordingtotheclaimbythebuyerandrelevantlaws,regulationsandinternationalpracticeand13

inEnglish;2.locatethecausesleadingtoclaimandreasonablegroundsaccordingtotheclaimbythebuyerandrelevantlaws,regulationsandinternationalpractice,andsettleaclaimrapidlybymeansofnegotiationinclearEnglish.claimssettlement.InternetCasestudyTrainingProcedures:Theteacherinstructsinthepricenegotiationbymeansofmultimediacoursewareandvideos；Thestudentsfulfillthegrouptasksandmakepresentationsbasedonthekeypointsandsampledialogues；Theteachercommentson the students,presentationsandputsforwardthekeypointsforimprovementaccordingtotheforeigntradepractice.usingstandardtermsandexpressions.14

III課程教學(xué)進(jìn)度設(shè)計(jì)序號(hào)周次學(xué)時(shí)教學(xué)目標(biāo)與主要內(nèi)容單元標(biāo)題能力目標(biāo)能力訓(xùn)練項(xiàng)目（任務(wù)）編號(hào)知識(shí)目標(biāo)主要教學(xué)方法和手段作業(yè)或考核內(nèi)容和形式1 .2公司與產(chǎn)品能夠使用準(zhǔn)確的英語(yǔ)介紹公司的歷史、地理位置、員工情況、組織機(jī)構(gòu)、業(yè)務(wù)范圍等基本概況。1-1.了解主要的公司類型、部門(mén)名稱、職位名稱；.掌握關(guān)于公司成立時(shí)間、地理方位、員工情況、業(yè)務(wù)范圍、年?duì)I業(yè)額等的準(zhǔn)確英語(yǔ)表達(dá)。啟發(fā)引導(dǎo)樣例模仿視頻觀摩角色扮演兩人一組完成規(guī)定情境的公司介紹。2二2公司與產(chǎn)品能夠使用準(zhǔn)確的英語(yǔ)對(duì)產(chǎn)品的規(guī)格、特點(diǎn)等進(jìn)行描述并進(jìn)行產(chǎn)品推介。1-1.了解主要進(jìn)出口商品的規(guī)格及特點(diǎn)；.掌握對(duì)產(chǎn)品進(jìn)行推介的相關(guān)英語(yǔ)表達(dá)。啟發(fā)引導(dǎo)樣例模仿視頻觀摩角色扮演兩人一組完成規(guī)定情境的公司介紹。3三2公司與產(chǎn)品能夠使用準(zhǔn)確的英語(yǔ)完成公司介紹及產(chǎn)品推介。1-1.掌握公司介紹及產(chǎn)品推介的常用英語(yǔ)表達(dá)法；.掌握有效的交流技巧。樣例模仿角色扮演分組完成規(guī)定情境的公司及產(chǎn)品推介。4四2產(chǎn)品推銷能夠運(yùn)用準(zhǔn)確的英語(yǔ)及慣用表達(dá)法通過(guò)比較和對(duì)比決定使用杲種廣告媒介對(duì)產(chǎn)品進(jìn)行推銷。1-2了解大眾媒體的作用；了解各種廣告媒介的特點(diǎn)；掌握進(jìn)行媒體比較啟發(fā)引導(dǎo)樣例模仿視頻觀摩角色扮演兩人一組通過(guò)討論完成媒體比較并選定某種媒介進(jìn)行產(chǎn)品推銷。15

的常用英語(yǔ)表達(dá)。5五2產(chǎn)品推銷能夠使用準(zhǔn)確的英語(yǔ)通過(guò)討論、磋商開(kāi)發(fā)新市場(chǎng)并在新市場(chǎng)成功促銷某種商品。1-2.掌握有關(guān)產(chǎn)品營(yíng)銷的常用英語(yǔ)表達(dá)；.掌握描述市場(chǎng)情況的常用英語(yǔ)表達(dá)。啟發(fā)引導(dǎo)樣例模仿視頻觀摩角色扮演兩人一組通過(guò)討論完成新產(chǎn)品在新市場(chǎng)的推介。6六2產(chǎn)品推銷能夠使用準(zhǔn)確的英語(yǔ)通過(guò)討論、磋商成功促銷某種商品1-2熟練掌握市場(chǎng)開(kāi)發(fā)及主要媒體選擇的英語(yǔ)表達(dá)。樣例模仿角色扮演以小組為單位通過(guò)討論及磋商完成規(guī)定情境的產(chǎn)品營(yíng)銷。7七2詢盤(pán)與報(bào)盤(pán)1.能夠運(yùn)用準(zhǔn)確的英文專業(yè)術(shù)語(yǔ)及常用表達(dá)法對(duì)某一特定商品進(jìn)行詢價(jià)、詢問(wèn)數(shù)量、裝運(yùn)等條款；2,能夠妥當(dāng)處理來(lái)自不同客戶的詢盤(pán)。3.能夠區(qū)分及正確處理'實(shí)盤(pán)”及“虛盤(pán)”。2-1.熟練掌握詢價(jià)、詢問(wèn)數(shù)量、裝運(yùn)等條款的常用術(shù)語(yǔ)及慣用表達(dá)法.理解詢盤(pán)報(bào)盤(pán)的基本概念、分類及基本要素。樣例模仿分組實(shí)訓(xùn)小組討論以小組為單位進(jìn)行詢盤(pán)、報(bào)盤(pán)，并對(duì)換角色演練。8八2詢盤(pán)與報(bào)盤(pán)1.能夠運(yùn)用準(zhǔn)確的英文專業(yè)術(shù)語(yǔ)及常用表達(dá)法對(duì)某一特定商品進(jìn)行報(bào)價(jià)、討論數(shù)量、裝運(yùn)等條款；2-1掌握?qǐng)?bào)價(jià)、討論數(shù)量、裝運(yùn)等常見(jiàn)貿(mào)易術(shù)語(yǔ)的專業(yè)表達(dá)法。小組討論樣例模仿分組實(shí)訓(xùn)案例分析以一種常見(jiàn)商品為例進(jìn)行詢盤(pán)及報(bào)盤(pán)；以及進(jìn)行案例分析。16

2.在談判期間，能夠委婉含蓄的表達(dá)觀點(diǎn)及意見(jiàn)。9九2詢盤(pán)與報(bào)盤(pán).能夠運(yùn)用準(zhǔn)確的表達(dá)法進(jìn)行詢盤(pán)及報(bào)盤(pán)的商務(wù)談判；.能夠根據(jù)所給案例，進(jìn)行分析歸納，找到適當(dāng)?shù)慕鉀Q方案。2-1掌握對(duì)某種產(chǎn)品進(jìn)行詢盤(pán)及報(bào)盤(pán)的常用專業(yè)表達(dá)法。案例分析分組實(shí)訓(xùn)以小組為單位，圍繞詢盤(pán)、報(bào)盤(pán)進(jìn)行互換角色的談判演練。10十2價(jià)格磋商.能夠站在交易雙方的不同立場(chǎng)上、以交易對(duì)方最容易接受的英文表達(dá)及專業(yè)術(shù)語(yǔ)，進(jìn)行價(jià)格談判；.交易雙方通過(guò)使用恰當(dāng)?shù)挠⑽谋磉_(dá)完成價(jià)格談判，實(shí)現(xiàn)價(jià)格商榷環(huán)節(jié)“雙贏”的交易目的。2-2.掌握價(jià)格磋商業(yè)務(wù)的基本流程；.掌握在價(jià)格磋商過(guò)程中的相關(guān)的英文專業(yè)詞匯及慣用表達(dá)法、談判技巧。示范演示分組實(shí)訓(xùn)角色扮演以小組為單位，根據(jù)教師所提示的相關(guān)談判技巧及商務(wù)知識(shí)，分組準(zhǔn)備價(jià)格磋商會(huì)話；隨機(jī)抽取不同組別進(jìn)行分組展示。11一2價(jià)格磋商.能夠巧妙運(yùn)用傭金和折扣的方法，使用英語(yǔ)取得更多客戶的訂單；.能夠使用準(zhǔn)確的英文表達(dá)，以先隨行就市、再逐步調(diào)整完善價(jià)格的2-2.價(jià)格條款的準(zhǔn)確英語(yǔ)表達(dá)方式；.掌握在價(jià)格磋商過(guò)程中的相關(guān)的英文專業(yè)詞匯及慣用表達(dá)法、談判技巧。示范演示分組實(shí)訓(xùn)角色扮演以小組為單位，根據(jù)教師所提示的相關(guān)談判技巧及商務(wù)知識(shí)，分組準(zhǔn)備價(jià)格磋商會(huì)話；隨機(jī)抽取不同組別進(jìn)行角色表演、分17

方法及心理準(zhǔn)備，在第一時(shí)間拿到訂單。組展示。12十二2價(jià)格磋商1.在理解談判中語(yǔ)言使用的核心原則基礎(chǔ)上，能夠熟練運(yùn)用合適的英文句子表達(dá)出交易對(duì)方最容易接受的語(yǔ)句。2-21.理解在談判中語(yǔ)言使用應(yīng)符合談判理念；2.掌握如何使得語(yǔ)言簡(jiǎn)潔明了、適合于西方人的接受方式。案例分析小組討論分組實(shí)訓(xùn)角色扮演以小組為單位進(jìn)行案例討論及分析，并根據(jù)教師提示完善模擬演練；隨機(jī)抽取不同組別進(jìn)行角色表演、分組展示。13十三2傭金與折扣磋商.能夠準(zhǔn)確運(yùn)用英文使用傭金與折扣的手段拓展業(yè)務(wù)；.正確對(duì)待潛在客戶及市場(chǎng)。2-3.掌握價(jià)格條款的相關(guān)知識(shí)；.掌握傭金、折扣及退稅的真實(shí)含義及應(yīng)用；.掌握在傭金及折扣業(yè)務(wù)中的相關(guān)的英文專業(yè)詞匯及慣用表達(dá)法。示范演示分組實(shí)訓(xùn)角色扮演角色分析以小組為單位，根據(jù)教師所提示的相關(guān)談判技巧及商務(wù)知識(shí)，分組準(zhǔn)備價(jià)格磋商會(huì)話；隨機(jī)抽取不同組別進(jìn)行角色表演、分組展示。14十四2傭金與折扣磋商1.能夠使用準(zhǔn)確的英文表達(dá)、以合乎業(yè)務(wù)慣例的方式，利用傭金來(lái)解決索賠問(wèn)題。2-31.掌握備忘錄的概念及草簽備忘錄的作用；2.了解談判前應(yīng)做好的各項(xiàng)準(zhǔn)備工作；3.掌握在傭金及折扣業(yè)務(wù)中的相關(guān)的英文專業(yè)詞匯及慣用表達(dá)法。示范演示分組實(shí)訓(xùn)角色扮演角色分析以小組為單位，根據(jù)教師所提示的相關(guān)談判技巧及商務(wù)知識(shí)，分組準(zhǔn)備價(jià)格磋商會(huì)話；隨機(jī)抽取不同組別進(jìn)行角色表演、分組展示。15十五2傭金與折扣磋商1.能夠運(yùn)用英文專業(yè)術(shù)語(yǔ)及表達(dá)法，利用付款方式、傭金與折扣、價(jià)格條款穩(wěn)定客源、促進(jìn)成交。2-3.理解不同付款方式對(duì)促進(jìn)業(yè)務(wù)發(fā)展所起的作用；.具備做業(yè)務(wù)所必須要有的風(fēng)險(xiǎn)意識(shí)；案例分析小組討論分組實(shí)訓(xùn)角色扮演以小組為單位進(jìn)行案例討論及分析，并根據(jù)教師對(duì)實(shí)際案例的解決方法提示完善解決實(shí)際案例的模擬演18

3.掌握在傭金及折扣業(yè)務(wù)中的相關(guān)的英文專業(yè)詞匯及慣用表達(dá)法。練；隨機(jī)抽取不同組別進(jìn)行分組展示。16十六2品質(zhì)與數(shù)量條款磋商.能夠運(yùn)用準(zhǔn)確的英文專業(yè)術(shù)語(yǔ)及慣用表達(dá)法描述產(chǎn)品數(shù)量；.能夠正確理解產(chǎn)品相應(yīng)的數(shù)量單位、起訂量、溢短裝條款，影響數(shù)量的相關(guān)因素；.能夠正確運(yùn)用相關(guān)句式結(jié)構(gòu)表達(dá)產(chǎn)品數(shù)量。2-4.掌握數(shù)量條款所包含的主要內(nèi)容；.準(zhǔn)確運(yùn)用數(shù)量單位、起訂量及溢短裝條款.掌握有關(guān)數(shù)量的英文專業(yè)術(shù)語(yǔ)及慣用表達(dá)法。教授演示視頻演示案例分析兩人一組進(jìn)行課文角色模仿，通過(guò)網(wǎng)絡(luò)和課外書(shū)籍調(diào)查相關(guān)品質(zhì)及數(shù)量條款。17十七2品質(zhì)與數(shù)量條款磋商.能夠運(yùn)用準(zhǔn)確的英文專業(yè)術(shù)語(yǔ)及慣用表達(dá)法描述產(chǎn)品質(zhì)量；.能夠正確理解產(chǎn)品品質(zhì)描述的方法、影響品質(zhì)的相關(guān)因素及品質(zhì)條款所包含的原輔料、規(guī)格、等因素對(duì)價(jià)格的影響；.能夠正確運(yùn)用相關(guān)句式結(jié)構(gòu)表達(dá)產(chǎn)品質(zhì)量。2-4.掌握品質(zhì)條款所包含的主要內(nèi)容；.掌握原材料、規(guī)格、輔料等對(duì)價(jià)格的影響；.準(zhǔn)確掌握與品質(zhì)有關(guān)的英文專業(yè)術(shù)語(yǔ)及慣用表達(dá)法。教授演示視頻演示案例分析角色模仿兩人一組進(jìn)行課文角色模仿；進(jìn)行品質(zhì)條款分析；對(duì)情景案例進(jìn)行分析，設(shè)計(jì)談判情景及內(nèi)容。18十八2品質(zhì)與數(shù)量條款磋商1.能夠運(yùn)用準(zhǔn)確的英文專業(yè)術(shù)語(yǔ)及慣用表達(dá)法描述產(chǎn)品數(shù)量及質(zhì)量；2-41.掌握在談判中數(shù)量條款及品質(zhì)條款的重點(diǎn)；2.掌握關(guān)于質(zhì)量和品質(zhì)教授演示案例分析角色扮演隨機(jī)抽取不同組別進(jìn)行分組展示，并對(duì)其進(jìn)行點(diǎn)評(píng)。19

.能夠準(zhǔn)確運(yùn)用數(shù)量及品質(zhì)條款進(jìn)行買(mǎi)賣(mài)雙方談判；.能夠正確運(yùn)用品端量談判策略；.能夠正確運(yùn)用相關(guān)句式結(jié)構(gòu)表達(dá)產(chǎn)品數(shù)量和質(zhì)量。的談判技巧；3.準(zhǔn)確掌握與品質(zhì)與數(shù)量有關(guān)的英文專業(yè)術(shù)語(yǔ)、句式結(jié)構(gòu)及慣用表達(dá)法。19 .2支付條款磋商能夠使用專業(yè)術(shù)語(yǔ)及磋商付款條件的常用英文表達(dá)方式，提出采取分2-5.了解國(guó)際貿(mào)易中常用付款方式的含義及優(yōu)缺點(diǎn)并能用英語(yǔ)表述；.學(xué)會(huì)說(shuō)服對(duì)方采用匯付方式以達(dá)到共贏的談判技巧。啟發(fā)引導(dǎo)樣例模仿角色扮演以小組為單位，完成期付款的方式支付并闡述其理由，并提出希望對(duì)方同意的愿望，雙方經(jīng)磋商后達(dá)成共識(shí)。以分期付款方式支付的磋商任務(wù)。20二2支付條款磋商能夠使用專業(yè)術(shù)語(yǔ)及磋商付款條件的常用英文表達(dá)方式，提出采取付款交單的方式并闡述其理由，并提出希望對(duì)方同意的愿望，雙方經(jīng)磋商后達(dá)成共識(shí)。2-5.了解付款交單方式及信用證支付的含義及各自的優(yōu)缺點(diǎn)并能用英語(yǔ)表述；.學(xué)會(huì)說(shuō)服對(duì)方采用付款交單方式以達(dá)到共贏的談判技巧。啟發(fā)引導(dǎo)樣例模仿角色扮演以小組為單位，完成以付款交單方式付款的磋商任務(wù)。21三2支付條款磋商能夠使用專業(yè)術(shù)語(yǔ)討論不同支付方式的利弊，并根據(jù)具體情境選擇合適的付款方式，經(jīng)過(guò)磋商使雙方對(duì)某一種付款2-5.了解信用證、托收及其他付款方式的含義及利弊并能用英語(yǔ)表述；.學(xué)會(huì)說(shuō)服對(duì)方采^種支付方式以達(dá)到共贏啟發(fā)引導(dǎo)樣例模仿角色扮演以小組為單位完成規(guī)定情境的付款條件磋商任務(wù)。20

方式達(dá)成共識(shí)的談判技巧。22四2包裝條款磋商能夠使用準(zhǔn)確的專業(yè)英語(yǔ)對(duì)某種產(chǎn)品的包裝方式進(jìn)行磋商并最終選定一種適宜的包裝。2-61.了解包裝的作用、種類并能用英語(yǔ)表述；2.了解包裝條款的主要要求并能用英語(yǔ)表述；視頻觀摩樣例模仿角色扮演兩人一組完成對(duì)某種商品的包裝方式的磋商任務(wù)。23五2包裝條款磋商能夠使用準(zhǔn)確的專業(yè)英語(yǔ)對(duì)商品的外包裝、內(nèi)包裝進(jìn)行討論并能根據(jù)具體商品提出改進(jìn)包裝的要求。2-6了解外包裝、內(nèi)包裝的作用及各自特點(diǎn)；了解不同種類商品的適宜包裝方式及其英文表達(dá)。啟發(fā)引導(dǎo)樣例模仿角色扮演兩人一組完成對(duì)一種易碎商品的包裝進(jìn)行磋商的任務(wù)。24六2包裝條款磋商能夠根據(jù)商品的特點(diǎn)提出或協(xié)商解決客戶提出的各種包裝方式及改進(jìn)等問(wèn)題。2-6.了解不同包裝在實(shí)際業(yè)務(wù)中應(yīng)用的利與弊；.熟悉各種包裝方式的英語(yǔ)表達(dá)。樣例模仿角色扮演兩人一組搜集各種商品包裝的資料并做成PPT演示文件，再與另外兩人共同完成一方商品的相關(guān)包裝條款磋商。25七2裝運(yùn)條款磋商.能夠運(yùn)用準(zhǔn)確的英文專業(yè)術(shù)語(yǔ)及慣用表達(dá)法，對(duì)常見(jiàn)進(jìn)出口商品的裝運(yùn)日期及交貨時(shí)間等問(wèn)題進(jìn)行磋商；.掌握有關(guān)裝運(yùn)期、分批裝運(yùn)及轉(zhuǎn)運(yùn)的國(guó)際貿(mào)2-7.掌握國(guó)際貿(mào)易常見(jiàn)運(yùn)輸方式的一般流程和相關(guān)規(guī)則；.學(xué)會(huì)主要運(yùn)輸方式相關(guān)的專業(yè)術(shù)語(yǔ)及慣用表達(dá)法。樣例模仿小組討論分組實(shí)訓(xùn).就裝運(yùn)期及空運(yùn)進(jìn)行樣例模仿；.翻譯磋商裝運(yùn)期的對(duì)話。21

易規(guī)則及慣例。26八2裝運(yùn)條款磋商能夠運(yùn)用準(zhǔn)確的英文專業(yè)術(shù)語(yǔ)及慣用表達(dá)法以分批裝運(yùn)或允許轉(zhuǎn)船等方式謀求解決交易雙方交貨日期難以達(dá)成一致的問(wèn)題。2-71.準(zhǔn)確掌握有關(guān)裝運(yùn)日期、交貨時(shí)間、分批裝運(yùn)、轉(zhuǎn)運(yùn)的英文常用表達(dá)法；2,熟悉世界主要港口的地理位置及所屬國(guó)家。分組實(shí)訓(xùn)案例分析.模仿視頻材料.判斷回答有關(guān)裝運(yùn)條款的問(wèn)題.翻譯有關(guān)分批裝運(yùn)及轉(zhuǎn)運(yùn)的對(duì)話。27九2裝運(yùn)條款磋商能夠準(zhǔn)確使用有關(guān)裝運(yùn)日期、交貨時(shí)間、分批裝運(yùn)、轉(zhuǎn)運(yùn)的英文常用表達(dá)法進(jìn)行業(yè)務(wù)磋商2-7準(zhǔn)確掌握有關(guān)裝運(yùn)日期、交貨時(shí)間、分批裝運(yùn)、轉(zhuǎn)運(yùn)的英文常用表達(dá)法；樣例模仿案例分析回顧本單元所學(xué)內(nèi)容28十2保險(xiǎn)條款磋商能夠運(yùn)用準(zhǔn)確的英文專業(yè)術(shù)語(yǔ)及慣用表達(dá)法介紹中國(guó)人民保險(xiǎn)公司海洋海事貨物運(yùn)輸條款所涉及到的風(fēng)險(xiǎn)及損失。2-81.掌握中國(guó)人民保險(xiǎn)公司的服務(wù)范圍；2,準(zhǔn)確掌握與保險(xiǎn)有關(guān)的英文專業(yè)術(shù)語(yǔ)及慣用表達(dá)法。教授演示視頻演示案例分析兩人一組進(jìn)行課文角色模仿，針對(duì)所學(xué)保險(xiǎn)慣用語(yǔ)進(jìn)行翻譯練習(xí)。29一2保險(xiǎn)條款磋商.能夠運(yùn)用準(zhǔn)確的英文專業(yè)術(shù)語(yǔ)及慣用表達(dá)法介紹中國(guó)人民保險(xiǎn)公司海洋海事貨物運(yùn)輸條款項(xiàng)下的三種基本險(xiǎn)別和附加險(xiǎn)別；.能夠根據(jù)產(chǎn)品的特性正確選擇適用的保險(xiǎn)范圍。.能夠掌握正確保險(xiǎn)費(fèi)率的專業(yè)表述方式。2-8.掌握中國(guó)人民保險(xiǎn)公司的服務(wù)范圍；.掌握各種險(xiǎn)別的承保范圍；3,準(zhǔn)確掌握與保險(xiǎn)費(fèi)率的計(jì)算方式。教授演示視頻演示案例分析角色模仿兩人一組進(jìn)行課文角色模仿；進(jìn)行保險(xiǎn)條款分析；對(duì)情景案例進(jìn)行分析，設(shè)計(jì)談判情景及內(nèi)容。22

30十二2保險(xiǎn)條款磋商.能夠運(yùn)用準(zhǔn)確的有關(guān)保險(xiǎn)的英文專業(yè)術(shù)語(yǔ)、句式結(jié)構(gòu)及慣用表達(dá)法；.能夠運(yùn)用有關(guān)保險(xiǎn)的談判技巧，進(jìn)行談判，并可以根據(jù)產(chǎn)品的特性正確選擇適用的保險(xiǎn)范圍。2-8.掌握與保險(xiǎn)有關(guān)的專業(yè)術(shù)語(yǔ)、句式結(jié)構(gòu)及慣用語(yǔ)表達(dá)；.準(zhǔn)確掌握保險(xiǎn)條款的主要內(nèi)容；.準(zhǔn)確掌握談判技巧。教授演示案例分析角色扮演隨機(jī)抽取不同組別進(jìn)行分組展示，并對(duì)其進(jìn)行點(diǎn)評(píng)。31十三2交易達(dá)成與合同簽訂能夠運(yùn)用準(zhǔn)確的英文合同專業(yè)術(shù)語(yǔ)及常用表達(dá)法完成核對(duì)合同細(xì)節(jié)的對(duì)話。2-9.熟悉英語(yǔ)合同專業(yè)術(shù)語(yǔ)和常用表達(dá)法；.掌握交易達(dá)成需要確認(rèn)的合同細(xì)節(jié)。主要教學(xué)方法：.自由討論并發(fā)言；.重難點(diǎn)術(shù)語(yǔ)及句型講解；.分組對(duì)話操練。主要教學(xué)手段：多媒體課件作業(yè)：預(yù)習(xí)本單元第二段對(duì)話并總結(jié)對(duì)話內(nèi)容?？己耍悍g對(duì)話中的重要術(shù)語(yǔ)和句子。32十四2交易達(dá)成與合同簽訂能夠運(yùn)用準(zhǔn)確的英文合同專業(yè)術(shù)語(yǔ)及常用表達(dá)法完成交易達(dá)成并簽訂合同的對(duì)話。2-9.熟悉英語(yǔ)合同專業(yè)術(shù)語(yǔ)和常用表達(dá)法；.掌握達(dá)成交易并簽訂合同時(shí)常用的表達(dá)法。主要教學(xué)方法：.自由