ListeningandspeakingUnit4BusinessNegotiationIntensiveReadingFastreadingandCaseStudyGrammarandWritingListeningandspeakingUnit4BListeningandspeakingI.TeachingobjectivesSsareexpectedtolearnto:1.listenforspecificinformationaboutbusinessnegotiation;2.listenforspecificinformationtofillinthegapsintheconversations;3.retellthemainpointsheard;4.role-playandpracticeaskingforinformationabouttariffsandinternationaltrade.ListeningandspeakingI.TeachII.Teachingfocus:TolearnandpracticeskillsshowninthebusinessnegotiationIII.TeachingdifficultyTolistenforgistandspecificinformationVI.Teachingaids:adiscplayerandthediscV.Teachinglength:90minutesIV.Teachingprocedure:II.Teachingfocus: Step1.Greettheclassandannouncethetasksfortheperiods. Step2.Lead-inQuestions(3minutes)1.Whatisyourunderstandingofbusinessnegotiation?2.Whatmethodwillyouadoptifyounegotiatebusinesswithothers? Step1.Greettheclassandan Step3.Presentthe5questionsinTask2.Asktheclasstoreadthemthroughandmakepredictionaboutthepointsthattheconversationmaycoverbasedonthekeywordsinthequestions.(3minutes)

Step3.Presentthe5question Step4.Playthediscfortheclasstolistenfortheanswerstothe5questionsinTask2.Afterlistening,theSscanhave5minutestotalkabouttheiranswersinpairs.(10minutes) Step5.PlaythediscfortheclasstolistenagainandfillinthegapsinTask1.(5minutes) Step4.Playthediscforthe Step6.Retelling.Asktheclasstoworkinpairsandretellthekeypointstoeachotherandinvite2pairstopresenttotheclass.(10minutes) Step7.Speaking.Asktheclasstoworkinpairsandrole-playaconversationbasedontheinformationgiveninTask5.(15minutes) Step6.Retelling.Askthecla Step8.Presentthe5questionsinTask6.Asktheclasstoreadthemthroughandmakepredictionaboutthepointsthattheconversationmaycoverbasedonthekeywordsinthequestions.(3minutes) Step8.Presentthe5question Step9.Playthediscfortheclasstolistenfortheanswerstothe5questionsinTask6.Afterlistening,theSscanhave5minutestotalkabouttheiranswersinpairs.(10minutes) Step10.PlaythediscfortheclasstolistenagainandfillinthegapsinTask5.(5minutes) Step9.Playthediscforthe Step11.Retelling.Asktheclasstoworkinpairsandretellthekeypointstoeachotherandinvite2pairstopresenttotheclass.(10minutes) Step12.Speaking.Asktheclasstoworkinpairsandrole-playaconversationbasedontheinformationgiveninTask8.(15minutes) Step11.Retelling.Askthecl Step13.Summary. Step14.Assignments:Tolearnthenewwordsandexpressionsinthetwoconversations;Toreviewtheskillsshowninthetwoconversations. Step13.Summary.IntensiveReadingI.Teachingobjectives:TheSsareexpectedtolearn:1.howtosucceedinabusinessnegotiation;2.thewordsandexpressions;3.thereadingskillstofindoutthegeneralideaandspecificinformation.IntensiveReadingI.TeachingoII.Teachingfocus:TolearnhowtosucceedinabusinessnegotiationIII.Teachingdifficulty:ThereadingskillstofindoutthegeneralideaandspecificinformationVI.Teachinglength:90minutesIV.Teachingprocedure:II.Teachingfocus:

Step1.Greettheclassandannouncethetasks. Step2.Lead-inquestions:Howmuchdoyouknowaboutthenegotiatingstrategies?(2minutes) Step1.Greettheclassandan

Step3.Readingskills:asktheclasstoskimthepassageandoutlineitslogicalstructure.Thentalkabouttheiranswersinpairs.Ask2pairstopresenttotheclass.(20minutes)

Step3.Readingskills:askthHowtoSucceedinaBusinessNegotiationGeneralidea:Soundnegotiatingtechniquesareessentialinallbusiness1.Importanceofbusinessnegotiation1)startupentrepreneurs’surprise2)thepervasionsofnegotiationsinbusiness3)theabsenceofteachingnegotiationinformaleducationHowtoSucceedinaBusinessN2.Advicefromtheprofessionalsaboutthevitaldosanddon’tsofhandlingnegotiation3.Conclusion2.Advicefromtheprofessiona Step4.Readingskills:asktheclasstoscanthepassageandfindouttheanswerstoTasks9—11basedonthekeywordsineachquestionandtheoutlinemadeinStep3.(20minutes)

Step4.Readingskills:askth

Step5.Intensivereading:asktheclasstoreadthroughthepassageindetailsandmarkoutthelanguagepointsthataredifficulttounderstand.(10minutes) Step6.Languagepointsinthepassage.(25-30minutes) Step5.Intensivereading:asDifficultsentences1.Theystepintotheshoesofabusinessownerforthefirsttimeandfind—totheirsurprise—thatnearlyeverythinginvolvesnegotiationofsomekind,andtheymaynotalwayshavethosenegotiationtechniques.他們一旦走上企業(yè)所有人這一崗位，就會(huì)吃驚地發(fā)現(xiàn)，所有的一切都涉及到某種談判，但是他們卻往往缺乏這些談判的技巧。Difficultsentences2.Everyonehasaminimumandamaximumandmostofthenegotiationtakesplaceinthezoneinbetween.每個(gè)人都有自己的底線(xiàn)和最高目標(biāo)，大多數(shù)談判結(jié)果都是折中。2.Everyonehasaminimumand3.Whilepeopleoftenprefertheothersidetogofirst,thereisthedangerofbecoming“anchored”,wheretheothersidethrowsoutafigurethatismuchhigherandtheentirediscussionrevolvesaroundthat.雖然人們經(jīng)常都會(huì)讓對(duì)方首先開(kāi)出條件，但這種做法也具有一定的風(fēng)險(xiǎn)。他們會(huì)拋出更高的要求，“套牢”對(duì)手，使整個(gè)談判都圍繞他們轉(zhuǎn)。3.Whilepeopleoftenprefert4.Frombringingingoodpeople,toarrangingfinancingornailingthatfirstbigdeal,soundnegotiatingtechniqueswillbeessential.從招賢納士，到安排融資或搞定第一筆大交易，良好的談判技巧都必不可少。4.Frombringingingoodpeopl

Step7.Translating:asktheclasstofinishTask12accordingtothelanguagepointslearnedinthepassage.(10minutes) Step8.Summary Step7.Translating:asktheFastreadingandCaseStudyI.Teachingobjectives:TheSsareexpectedtolearn:1.bargainingskillsofJapanesenegotiators;2.thereadingskillstofindoutthegeneralideaandspecificinformation;FastreadingandCaseStudyI.II.Teachingfocus:TolearnthebargainingskillsIII.Teachingdifficulty:ThereadingskillstofindoutthegeneralideaandspecificinformationVI.Teachinglength:90minutesIV.Teachingprocedure:II.Teachingfocus: Step1.Greettheclassandannouncethetasks. Step2.Lead-inquestions:HowmuchdoyouknowthebargainingstyleofJapanesenegotiators?(2minutes) Step1.Greettheclassandan Step3.Readingskills:asktheclasstoskimthepassageandoutlineitslogicalstructurethetalkabouttheiranswersinpairs.Ask2pairstopresenttotheclass.(20minutes) Step3.Readingskills:asktSomeTipsinBargaining

Generalidea:ThesuccessfulnegotiationbetweenJapaneseandWesternbusinessmenusuallyendsuplookingverymuchlikeonebetweentwoJapanese.SomeTipsinBargaining1.Introduction:westernbusinessmen’spuzzleindealingwithJapanesenegotiators2.ThefeaturesofJapanesenegotiating1.Introduction:westernbusin1)Theexoticsetofrituals;2)lastingforalongtime;3)minutelywellinformedabouttheirprospectivepartners;4)appearingtohaveremarkablylittleinterestinthebusinessathand;5)stressingpersonalrelations;6)numerousrestaurantsandbarshours;

1)Theexoticsetofrituals;7)endingtalkssuddenlywhentheyseetroubleahead;8)refusingwomenandyoungnegotiators;9)yesisnotalwaysyes;10)lapsingintosilencetomullapoint;11)Evasive3.Conclusion7)endingtalkssuddenlywhen Step4.Readingskills:asktheclasstoscanthepassageandfindouttheanswerstoTasks13and14basedonthekeywordsineachquestionandtheoutlinemadeinStep3.(20minutes) Step4.Readingskills:askth Step5.Intensivereading:asktheclasstoreadthroughthepassageindetailsandfindoutthespecificinformationforeachpartofthekeypoints.(10minutes) Step6.CaseStudy.Asktheclasstoreadthroughthecaseandfindoutthespecificinformation.(10minutes) Step5.Intensivereading:ask Step7.Discussion.AsktheclasstotalkaboutthequestionsinTask15inpairsbasedonthecasestudy.Thenasktopairstopresenttotheclass.(15-20minutes) Step8.Summary Step7.Discussion.AsktheclGrammarandWritingI.Teachingobjectives:TheSsareexpectedtolearn:1.theconceptanduseofadverbialclauses;2.howtodraftaletterofthanks.GrammarandWritingI.TeachingII.Teachingfocus:1.Theuseofadverbialclauses;2.thenecessarypartsandsetphrasesforlettersofthanksIII.Teachingdifficulty:1.Theuseofadverbialclauses;2.theparagrapharrangementofaletterofthanks.II.Teachingfocus:VI.Teachinglength:90minutesV.Teachingprocedure:

Step1.Greettheclassandannouncethetasks. Step2.Presentadverbials:(14minutes)VI.Teachinglength:90minute1.Thedefinition2.Theclassification3.Theconnectives.4.Theagreementoftensebetweenthemainclauseandthesubordinateclause1.Thedefinition

Step3.Task16.AsktheclasstofinishTask16anddiscussinpairs.(10minutes) Step4.Task17.AsktheclasstofinishTask17anddiscussinpairs.(15minutes) Step5.Presentthenecessarypartsofaletterofthanks(2minutes) Step3.Task16.Asktheclass1.expressingthanks;2.theevent;3.detailsimpressingthewriter;4.appreciations5.expectation1.expressingthanks; Step6.PresenttheformatofandsetphraseswiththehelpoftheSampleon85:(7minutes) Step7.Task18.Asktheclasstofinishthetaskandinvite2Sstopresenttheirwritingstotheclass.(20minutes) Step6.Presenttheformatof Step8.Task19.AsktheSstodothetranslatingwithfocusonthetense.Thenchecktheanswers.(15minutes) Step9.Summary

Step8.Task19.AsktheSstoListeningandspeakingUnit4BusinessNegotiationIntensiveReadingFastreadingandCaseStudyGrammarandWritingListeningandspeakingUnit4BListeningandspeakingI.TeachingobjectivesSsareexpectedtolearnto:1.listenforspecificinformationaboutbusinessnegotiation;2.listenforspecificinformationtofillinthegapsintheconversations;3.retellthemainpointsheard;4.role-playandpracticeaskingforinformationabouttariffsandinternationaltrade.ListeningandspeakingI.TeachII.Teachingfocus:TolearnandpracticeskillsshowninthebusinessnegotiationIII.TeachingdifficultyTolistenforgistandspecificinformationVI.Teachingaids:adiscplayerandthediscV.Teachinglength:90minutesIV.Teachingprocedure:II.Teachingfocus: Step1.Greettheclassandannouncethetasksfortheperiods. Step2.Lead-inQuestions(3minutes)1.Whatisyourunderstandingofbusinessnegotiation?2.Whatmethodwillyouadoptifyounegotiatebusinesswithothers? Step1.Greettheclassandan Step3.Presentthe5questionsinTask2.Asktheclasstoreadthemthroughandmakepredictionaboutthepointsthattheconversationmaycoverbasedonthekeywordsinthequestions.(3minutes)

Step3.Presentthe5question Step4.Playthediscfortheclasstolistenfortheanswerstothe5questionsinTask2.Afterlistening,theSscanhave5minutestotalkabouttheiranswersinpairs.(10minutes) Step5.PlaythediscfortheclasstolistenagainandfillinthegapsinTask1.(5minutes) Step4.Playthediscforthe Step6.Retelling.Asktheclasstoworkinpairsandretellthekeypointstoeachotherandinvite2pairstopresenttotheclass.(10minutes) Step7.Speaking.Asktheclasstoworkinpairsandrole-playaconversationbasedontheinformationgiveninTask5.(15minutes) Step6.Retelling.Askthecla Step8.Presentthe5questionsinTask6.Asktheclasstoreadthemthroughandmakepredictionaboutthepointsthattheconversationmaycoverbasedonthekeywordsinthequestions.(3minutes) Step8.Presentthe5question Step9.Playthediscfortheclasstolistenfortheanswerstothe5questionsinTask6.Afterlistening,theSscanhave5minutestotalkabouttheiranswersinpairs.(10minutes) Step10.PlaythediscfortheclasstolistenagainandfillinthegapsinTask5.(5minutes) Step9.Playthediscforthe Step11.Retelling.Asktheclasstoworkinpairsandretellthekeypointstoeachotherandinvite2pairstopresenttotheclass.(10minutes) Step12.Speaking.Asktheclasstoworkinpairsandrole-playaconversationbasedontheinformationgiveninTask8.(15minutes) Step11.Retelling.Askthecl Step13.Summary. Step14.Assignments:Tolearnthenewwordsandexpressionsinthetwoconversations;Toreviewtheskillsshowninthetwoconversations. Step13.Summary.IntensiveReadingI.Teachingobjectives:TheSsareexpectedtolearn:1.howtosucceedinabusinessnegotiation;2.thewordsandexpressions;3.thereadingskillstofindoutthegeneralideaandspecificinformation.IntensiveReadingI.TeachingoII.Teachingfocus:TolearnhowtosucceedinabusinessnegotiationIII.Teachingdifficulty:ThereadingskillstofindoutthegeneralideaandspecificinformationVI.Teachinglength:90minutesIV.Teachingprocedure:II.Teachingfocus:

Step1.Greettheclassandannouncethetasks. Step2.Lead-inquestions:Howmuchdoyouknowaboutthenegotiatingstrategies?(2minutes) Step1.Greettheclassandan

Step3.Readingskills:asktheclasstoskimthepassageandoutlineitslogicalstructure.Thentalkabouttheiranswersinpairs.Ask2pairstopresenttotheclass.(20minutes)

Step3.Readingskills:askthHowtoSucceedinaBusinessNegotiationGeneralidea:Soundnegotiatingtechniquesareessentialinallbusiness1.Importanceofbusinessnegotiation1)startupentrepreneurs’surprise2)thepervasionsofnegotiationsinbusiness3)theabsenceofteachingnegotiationinformaleducationHowtoSucceedinaBusinessN2.Advicefromtheprofessionalsaboutthevitaldosanddon’tsofhandlingnegotiation3.Conclusion2.Advicefromtheprofessiona Step4.Readingskills:asktheclasstoscanthepassageandfindouttheanswerstoTasks9—11basedonthekeywordsineachquestionandtheoutlinemadeinStep3.(20minutes)

Step4.Readingskills:askth

Step5.Intensivereading:asktheclasstoreadthroughthepassageindetailsandmarkoutthelanguagepointsthataredifficulttounderstand.(10minutes) Step6.Languagepointsinthepassage.(25-30minutes) Step5.Intensivereading:asDifficultsentences1.Theystepintotheshoesofabusinessownerforthefirsttimeandfind—totheirsurprise—thatnearlyeverythinginvolvesnegotiationofsomekind,andtheymaynotalwayshavethosenegotiationtechniques.他們一旦走上企業(yè)所有人這一崗位，就會(huì)吃驚地發(fā)現(xiàn)，所有的一切都涉及到某種談判，但是他們卻往往缺乏這些談判的技巧。Difficultsentences2.Everyonehasaminimumandamaximumandmostofthenegotiationtakesplaceinthezoneinbetween.每個(gè)人都有自己的底線(xiàn)和最高目標(biāo)，大多數(shù)談判結(jié)果都是折中。2.Everyonehasaminimumand3.Whilepeopleoftenprefertheothersidetogofirst,thereisthedangerofbecoming“anchored”,wheretheothersidethrowsoutafigurethatismuchhigherandtheentirediscussionrevolvesaroundthat.雖然人們經(jīng)常都會(huì)讓對(duì)方首先開(kāi)出條件，但這種做法也具有一定的風(fēng)險(xiǎn)。他們會(huì)拋出更高的要求，“套牢”對(duì)手，使整個(gè)談判都圍繞他們轉(zhuǎn)。3.Whilepeopleoftenprefert4.Frombringingingoodpeople,toarrangingfinancingornailingthatfirstbigdeal,soundnegotiatingtechniqueswillbeessential.從招賢納士，到安排融資或搞定第一筆大交易，良好的談判技巧都必不可少。4.Frombringingingoodpeopl

Step7.Translating:asktheclasstofinishTask12accordingtothelanguagepointslearnedinthepassage.(10minutes) Step8.Summary Step7.Translating:asktheFastreadingandCaseStudyI.Teachingobjectives:TheSsareexpectedtolearn:1.bargainingskillsofJapanesenegotiators;2.thereadingskillstofindoutthegeneralideaandspecificinformation;FastreadingandCaseStudyI.II.Teachingfocus:TolearnthebargainingskillsIII.Teachingdifficulty:ThereadingskillstofindoutthegeneralideaandspecificinformationVI.Teachinglength:90minutesIV.Teachingprocedure:II.Teachingfocus: Step1.Greettheclassandannouncethetasks. Step2.Lead-inquestions:HowmuchdoyouknowthebargainingstyleofJapanesenegotiators?(2minutes) Step1.Greettheclassandan Step3.Readingskills:asktheclasstoskimthepassageandoutlineitslogicalstructurethetalkabouttheiranswersinpairs.Ask2pairstopresenttotheclass.(20minutes) Step3.Readingskills:asktSomeTipsinBargaining

Generalidea:ThesuccessfulnegotiationbetweenJapaneseandWesternbusinessmenusuallyendsuplookingverymuchlikeonebetweentwoJapanese.SomeTipsinBargaining1.Introduction:westernbusinessmen’spuzzleindealingwithJapanesenegotiators2.ThefeaturesofJapanesenegotiating1.Introduction:westernbusin1)Theexoticsetofrituals;2)lastingforalongtime;3)minutelywellinformedabouttheirprospectivepartners;4)appearingtohaveremarkablylittleinterestinthebusinessathand;5)stressingpersonalrelations;6)numerousrestaurantsandbarshours;

1)Theexoticsetofrituals;7)endingtalkssuddenlywhentheyseetroubleahead;8)refusingwomenandyoungnegotiators;9)yesisnotalwaysyes;10)lapsingintosilencetomullapoint;11)Evasive3.Conclusion7)endingtalkssuddenlywhen Step4.Readingskills:asktheclasstoscanthepassageandfindouttheanswerstoTasks13and14basedonthekeywordsineachquestionandtheoutlinemadeinStep3.(20minutes) Step4.Readingskills:askth Step5.Intensivereading:asktheclasstoreadthroughthepassageindetailsandfindoutth