资源描述
,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,LOGO,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,Unit 8,Quotation and Counter-offer,To practice listening for specific information about quotation and counter-offer,Aims,To listen and understand what is a counter-offer,To listen and master basic skills of price negotiation,To practice listening for general ideas,Aims,To learn and practice phrases and expressions of price negotiation,Contents,Part I.Warm-Up,Part II,Reply to a Counter-offer,Part III A Counter-offer Letter,Part IV Price Negotiation,Contents,Price negotiation is a common occurrence when purchasing materials or supplies.During a price negotiation,there are two roles:buyer and seller.The purpose of the negotiations is to determine a price that is acceptable to both parties.Upon the completion of negotiations,either a deal is reached and the product is sold or there is no sale.,Situation,Part I.Warm-Up,What is a counter-offer?,When does a buyer make a counter-offer?,Task 1:Directions:Work with your partner and discuss the following questions:,Task 1,Keys,1,A counter-offer is a partial or full rejection of the original offer of the seller.,Task 1,Keys,2,A counter offer is made when a potential buyer finds the terms and conditions in the offer is unacceptable or as an attempt to gain more favorable terms.,Word Bank,Word Bank,conclusion,订立,satisfactory,令人满意的,cautious,谨慎的,concerning,与,相关的,various,各种各样的,conduct,进行,correspondence,书信,Task 2 KEYS,Directions,:,Listen to the passage and decide whether the following statements are true or false.,(F)1.According to the passage,the conclusion of a satisfactory contract results largely from the good and steady business relationship.,(F )2.The purpose of negotiation is to reduce the price of the product.,(F )3.Terms concerning insurance and commission cannot be negotiated through business negotiation.,(T )4.When both parties agree on the various terms,the contract of sales can be concluded.,(F )5.Business negotiation can only be conducted face-to-face.,Task 3 KEYS,Directions,:,Work with your partner,and discuss the possible,reasons for requesting a price reduction,1.Large order,e.g.For such a big order like ours,we suggest that you make a reduction,say 20%.,2.Competitive forces;,e.g.Your price is not so competitive as other sellers,The competitors are trying to occupy the market by selling their goods at a lower price.,Task 3 KEYS,Directions,:,Work with your partner,and discuss the possible,reasons for requesting a price reduction,3.Market changes,e.g.As the present market is rather weak,your price is unworkable.,Could you possibly consider decreasing your price to help develop a new market?,4.long-term relationship,e.g.Business will still be difficult unless your price proves attractive in the future.,5.early payment,e.g.can you offer me a discount if I can pay you in less than 20 days?,Part II Types of Enquiry and Offer,Word Bank,profit,收益,speculation,规格,in the light of,鉴于，考虑到,cooperation,合作,rock-bottom,最低的,reduction,减少,adjust,调整,proposal,提议，建议,consideration,考虑,meet each other half way,折中,Task 1 KEYS,Directions:,Listen to 8 replies to counter-offers and find out which reply is a rejection of a counter-offer and which is an acceptance or concession.Complete the following table by writing down the number of the reply in the corresponding blank.,Rejecting a Counter-offer,Accepting a Counter-offer or Make a Concession,1,3,4,5,2,6,7,8,Task 2 KEYS,Directions,:,Listen again and fill in the blanks,.,1.Our,offer,was based on,reasonable profit,not on wild speculations.,2.In the light of our,long-term cooperation,were happy to help by giving you a,discount,.,3.Our rock-bottom price is,$500,per ton,and cannot be further,lowered,.,4.Weve already cut our price to,cost level,.With this price,we wont make any,profit,.,Task 2 KEYS,Directions,:,Listen again and fill in the blanks,.,5.It is always,a pleasure,to help you where we can.But to make a,10%reduction,is out of the question.,6.In order to,conclude the deal,the best we can do is to give you a discount of,2%,.,7.Well,adjust,our prices taking your proposal into,consideration,.,8.That still leaves a,gap,of,20,dollars to be covered.Lets,meet each other half way,once more,then the gap will be closed and our business completed.,Task 3 KEYS,Directions,:Work with your partner and practice how to respond to the following counter-offers.You can add more counter-offers and practice more.,1.Could you make it a little cheaper?,-Im sorry.This is our rock-bottom price and it is in fact more advantageous than others.,2.Is it possible for you to reduce the price by 10%?,-In the light of our long-term cooperation,we/happy/help you/by giving you this discount.,3.How much do you think you can bring the price down by?,-We/already/cut our price/cost level.With this price,we/not make/profit.,Part III,A Counter-offer Letter,Word Bank,urgent,急切的,out of line with,跟,不一致,prevailing,主流的,deprive,使不能拥有,come to terms,达成协议,decline,减少,demand,需求,favorably,好意的,acc
展开阅读全文