-
Unit 3
Price Negotiation
Teaching
Objectives
1.
To
develop the students’ listening skill.
2.
To train the
students’ ability to grasp the knowledge
abo
ut the price negotiation.
3.
To give the
students more chances to talk about something in
relation to what they
have heard on the
tape.
4.
To
develop the students speaking skill.
The important and difficult points
To
familiarize
the
students
with
how
to
use
the
language
they
learn
to
practice
the
activities in relation
to the price negotiation.
Teaching Time
4
课时（
180
分钟）
Teaching
steps:
Lead-in
1) Ask the students to
discuss the following question: How do they
bargain when
they do some shopping?
2
）
Choose two or
three students to tell the class their
argumentation and list the
key words
and sentences.
3)
To learn the new words and expressions
in this unit.
The important words and
the phrases:
scarf
n
．
围巾，领巾
supplier
n
．
厂商，供货商
compare
v
．
比较，相比
continuously
ad
v
．
连续地；不断地
negotiate
v
．
谈判；磋商
profit
n
．
利润，益处
persuade
v
．
劝说，说服；使某人相信
rock
‐
bottom price
最低价
on the high
side
偏高
to be frank
老实说；说实话
take
．
．
．
into
consideration
把…
…
考虑在内
be prepared to do something
准备做，打算做，同意做
counter
‐
offer n
．
还盘
similar
ad j
．
类似的，相似的
competitor
n
．
竞争者，竞争对手
current
ad
j
．
现在的，当前的
in view
of
鉴于，考虑到
encourage trade
促进贸易
meet one's
requirement
满足某人的要求
bring down
降低
meet each other half way
折中，各让一半
call it
a deal
成交
brewery
n
．
酿酒厂
adjustment
n
．
调整，调节
canned
ad j
．
罐装的
labor cost
劳动力成本
unfavorable
ad j
．
不宜的，不利的，不顺利的
commission
n
．
佣金
make an exception
破例
4)
Ask the students to discuss the lead-in activity
in their books.
Choose the right
sentences from
（
1
）
to
（
3
）
to complete the price negotiation
．
Buyer
：
We feel your price is too high
．
Seller
：
___________
．
Buyer
：
I'd like you to
reduce your price by 15
％
．
Seller
：
___________
．
Buyer
：
If you bring it
down by 10
％
，
I'll place a
larger order
．
Seller
：
___________
．
（１）
Sorry
，
the best I can do is to cut it by 5
％
．
（２）
Too high
？
Then what price do you have in mind
？
（３）
All right
．
Let's call it a
deal
．
3-1
Declining the Request for Lower Price
Teaching
objective
This
part
is
designed
to
make
the
students
learn
how
to
decline
the
request for lower price.
1. Pre-listening tasks
1) Useful Sentences
(1)
Is this your best price
？
这是你方最优惠的价格了吗？
（
2
）
Pleas
e give us your best quotations
．
请报你方最优惠的价格。
（
3
）
That's
our rock
‐
bottom price
．
那是我方的最低价了。
（
4
）
Your
price is too high
．
你方的价格太高了。
（
5
）
This is
our lowest price
．
这是我方的最低价。
（
6
）
This
price doesn't leave us with much profit
．
此价格使我方获利甚微。
2)
Ask
the
students
to
read
the
sentences
in
this
exercises
and
make
guesses
about what are going to be discussed
before they listen to the dialogue.
2. While-listening tasks
1)
Play the dialogue once and let the students get
the main idea of the material.
And then
the teacher explains the difficult language
points.
2) Play the dialogue twice and
let the students do Task 1.
3) Play the
dialogue three times and let the students do Task
2.
3. Post-listening task
1)
Play the dialogue another times and let the
students listen and repeat after the
tape, and then do Task 3 (practice the
sentences with their partners) and then do
Task 4.
2) Give the students
time to make a similar dialogue and do role play
with their
partners. (Task5)
3) Check the
students
’
work. (Ask some
students to do role play in front of the
class.)
Task 1
Listen and decide true or false
．
1.
Mr
．
Wang has quoted their
lowest price
．
（
T
）
2.
Mr
．
Simpson is not able to
buy similar products from other sellers
．
（
F
）
3. According to Mr.
Wang
，
the quality
of their products is one of the
best
．
（
T
）
4.
Mr
．
Simpson will place large
orders continuously
．
（
F
）
6. Mr
．
Wang has
decided to reduce the price
．
（
F
）
Task 2
Listen
and fill
．
1. S
：
Is this your
best
_price
？
W
：
I'm afraid it is
，
Mr
．
Simpson
．
That's
our_
rock-bottom price
price
．
2.
S
：
Your
price
is
rather
on
the_
high
side
，
I'm
afraid
．
To
be_
frank
，
Mr
．
Wang
，
it's easy for
us to get similar products from other _
suppliers
at a price
lower
than yours
．
3.
W
：
That may be
true
，
Mr
．
Simpson
，
but
please_
take
the quality and
design_
into
consideration
．
Our silk products are of
top
quality and
few other brands can _
compare
with ours
．
4.
S
：
I
understand it
，
Mr
．
Wang
，
but if you make it lower
，
we'll be able
to_
place large
orders
continuously
．
W
：
I'm
sorry
，
but there's no room
to_
negotiate
the price.
This price doesn't leave us
with_
much
profit
.
5. S
：
in
_
that_
case
，
I'll have to
_
persuade
discuss with my
customers and try to
accept
_them to your price
．
W
：
All
right
，
Mr
．
Simpson
．
Please
come
back
to
us
when
you
_
are
prepared
to place an order
．
Task 3
Learn the
useful sentences and practise with your partner
．
略
Task 4
Complete the sentences
．
1.
Your price is rather
on the high
side
（偏高）
，
I'm afraid
．
2.
It's easy for us to get similar products from
other suppliers
at a price lower than
yours
（以比你方低的价格）
．
3.
Our silk products are of top quality and few other
brands can
compare with ours
（
与
我们的相媲美）
．
4.
If
you
make
it
lower
，
we'll
be
able
to
place
large
orders
（大量订货）
continuously
．
5. I'll have to discuss
with my customers and try to
persuade
them to
accept
（说服他
们接受）
your price
．
Task 5
Role play
．
A
———
A businessman from New York
B
———
A
salesperson of a Chinese trading company
A is asking for lower
prices
，
and B
declines the request
．
3-2
Making Concession on Price
Teaching Objective
In this part,
we should train the Ss
’
abilities to grasp important details of
making concession on price.
Teaching steps
1.
Pre-listening tasks
1)
Useful sentences
(1) Then what's your
counter
‐
offer
？
那么你方的还盘是多少？
(2) In view of the quality of our green
tea
，
our price is
quite reasonable
．
考虑到我方绿茶的质量，我方价格是合理的。
(3) Besides
，
the current market is declining
< br>．
此外，目前市场不景气。
(4)
That
doesn't
seem
like
much
of
a
reduction
．
How
about
meeting
each
other
halfway
？
折扣不怎么多。各让一半如何？
2)
Ask
the
students
to
read
the
choices
in
Task
1
and
make
guesses
about
the
situational dialogue before they listen
to the dialogue.
3) The teacher can
give the students some key words and sentences
listed in New
Words
and
Expressions
and
notes
to
help
the
students
to
form
the
situational
dialogue.
2. While-listening tasks
1)
Play the dialogue and ask the students to focus
their attention on the questions
in
Task 1, and then do Task 1.
2) Play the dialogue again and the
students do Task 2.
3) Play the
dialogue the third times and ask the students to
repeat the sentences
after the tape.
3. Post-listening tasks
1)
Ask the students to do Task 3 in pairs.
2)
Ask
the
students
to do
Task
4 first,
then
check
with
their
partners,
and
the
teacher
makes feedback.
3)
Give
the
students
some
minutes
to
make
a
dialogue
with
their
partners
according to the
information given in Task 5.
4) Ask the
students to do role play in front of the class.
Task 1
Listen and choose
．
1.
What products
are they talking about
？
A
．
Green beans.
B
．
Green
tea.
C
．
Black tea.
2.
How much of a
reduction does the buyer want
？
A
．
5
％
．
B
．
10
％
．
C
．
15
％
．
3.
What do we
know about the market for this product
？
A
．
The market is
going down
．
B
．
The market is strong
．
C
．
The market
remains unchanged
．
4.
How much of a reduction has the seller
decided to make
？
A
．
5
％
．
B
．
10
％
．
C
．
15
％
．
5.
In what condition does the seller agree
to give the above reduction
？
A
．
The buyer
shouldn't buy similar products from other
suppliers
．
B
．
The buyer
should place an order which is big enough
．
C
．
The buyer
should promise to place further orders
．
Task 2
Listen
and fill
．
1.
It
would be_
acceptable
if you
reduce your price_
by 15%
．
2.
In
view of
_the quality of our green tea
，
our price is
quite_
reasonable
．
3.
In
fact
，
I've
already had _
a similar
offer
from your competitors at a price
_