WhatyoushouldgraspandlearntodoAskforthecommissionNegotiateaboutthepriceTalkaboutthediscountMakecompromisesCustomermeetingSignacontractWhatyoushouldknowaboutExpressionsofbusinessnegotiationExpressionsofcustomermeetinngEtiquetteofnegotiationEtiquetteofsigningacontractContentsSectionⅤCultureTipSectionⅣReadingComprehensionSectionⅠListeningandSpeakingSectionⅡWritingSectionⅢGrammarandTranslationSituation1AskingfortheCommissionSituation2MakingCompromisesSituation3CustomerMeetingSituation4SignaContractListeningandSpeakingA:Nicetomeetyou.B:Hello,Mr.Li,we'vecomehereto（1）.Areyouinterestedinselectinganagentabroadtopromoteyoursales?A:Totellyouthetruth,wedidconsiderit,butthetermswerenotright,soweputitonhold.B:（2）A:However,asanencouragementforbusinesses,（3）B:3%istoolow,Ithink.Yousee,wehavealotofworktodoinsalespromotion,suchasadvertising,printingleaflets,etc.A:Iftheorderislargeenough,（4）B:Couldn'tyouraisethecommissionto4%?A:That'sthebestwecando.（5）Whatdoyouthink?B:That'ssettledthen.Watchavideoclipofcommissionnegotiation,fillintheblanks.BackSituation1AskingfortheCommissiondiscusstheagentthingsonpurpose（2）Whatcommissiontermscanyouoffer?wewillallowyoua3%commission.we'llconsiderraisingthecommission.Wecan'tgoanyfurther.UsefulWordsandExpressionsagent[?e?d??nt]n.代理人；代理商raisethecommission提高傭金commissionterms傭金條件BackPracticeCompletethefollowingconversationaboutcommissionnegotiationwithexpressionsinthebox.Blair:Ihavetobringupthecommission.Afterall,(1)Compton:(2)Blair:Howmuchcommissionwillyougrant?Compton:Usually,(3)Blair:I'mafraidit'stoolow.Isitpossibletoincreaseitto5%?Compton:Ifyourorderisasizeableone,(4)Blair:Ifeel4%isreallyoutofthequestion.Compton:Tobefrank,youarenottheonlyoneapplyingtobetheagentofourcompany.Blair:Iknow,however,weexpectahighcommission,ofcourse.(5)Compton:Sorry.BADCEMartin:Thatstill(1)

tobecovered.Let'smeeteachotherhalfwayoncemore,thenthegapwillbeclosedandourbusinesscompleted.John:Youcertainlyhaveawayoftalkingmeintoit.Allright,let'smeethalfwayagain.Martin:I'mgladwe've(2)

.We'llgoontotheothertermsandconditionsatournextmeeting.John:Yes,there'soneotherpoint(3).Martin:Whatisit?John:MyfriendsinbusinesscirclesallseemtobeoftheopinionthattheU.S.importandexportcorporationshave(4)

indoingbusinessrecently.Martin:Yes,they'reright.Infact,wehaveeitherrestoredoradoptedinternationalpractices(5).Watchavideoclipaboutmakingacompromiseandfillintheblanks.BackSituation2MakingCompromisesleavesagapof35dollarscometoanagreementonpriceIwishtoclearupbecomemoreflexibleinourforeigntradeUsefulWordsandExpressionsgap［g?p］n.間隙；缺口；空白flexible［＇fleksibl］adj.靈活的；柔韌的；易彎曲的internationalpractice國(guó)際慣例cometoanagreement達(dá)成一致BackPracticeJohnsonandBobaretalkingaboutdiscount.Completethefollowingconversationwiththeexpressionsinthebox.Bob:Mr.Johnson(1).Imustpointoutthatyourpriceismuchhigherthanotherofferswe'vereceived.Johnson:Well,itmayappearalittlehigher,(2).Youmusttakethisintoconsideration.Bob:Iagreewithyouonthispoint.(3)ThistimeIintendtoplacealargeorderbutbusinessisalmostimpossibleunlessyougivemeadiscount.Johnson:Ifso,(4)Buthowlargeistheorderyouintendtoplacewithus?Bob:80000setswithadiscountrateof20%.Johnson:IamafraidIcannotagreetosuchabigdiscount.(5)Ourmaximumis10%.CEDABSituation3CustomerMeetingWatchavideoclipaboutcustomermeetingandfillintheblanks.A:Goodmorning,Mr.Green.(1)lastnight?B:Yes,(2).Ifeelenergeticafteranight'srest.A:That'dbegreat.(3)Pleasehavealook.B:Okay,whyisitnotscheduledfrom4p.m.to6p.m?A:Well,thisisfreetimeforyoutorelax.B:Bytheway,(4)A:Inourconferenceroom,nowItakeyouoverbycar.B:Thankyou.WhichseatshouldItake?A:Don'tworryaboutthis.(5),youcanseeitontheconferencetable.Bytheway,whatdoyouwant,coffee,teaormineralwater?B:Abottleofmineralwaterwouldbegood.(1)Didyouhaveagoodrest(2)thankyouforyourcordialhospitality(3)Hereistheschedulefortoday'smeeting.(4)whereshallwehavethemeeting?(5)WehavepreparedanamecardBackPracticeCompletethefollowingconversationofcustomermeetingwiththeexpressionsinthebox.A:Hello,everyone.I'mLifromDFtradingcompany.(1)I'dliketocallthemeetingtoorder.B:Mr.Li,(2)sowehopeyoucanmakesomeconcessionsintermsofprice.A:I'msorry,Mr.Geller,(3)Butwecantalkabouthowtocompensatefortheloss.B:Pleaselistentoourproposalfirst.We'dlikeyoutoreduceyourunitpriceto$10andwewillorderanother1000sets.A:Inthatcase,wecanreduceitto$15,and(4)B:Howtodealwiththedamageduringtheshipment?A:Wewillbuyinsuranceandtakeintoaccountwhatmayhappen.B:Verywell,(5),thereremainsonlythequestionoftransportation.EBDACSituation4SignaContractWatchavideoclipaboutsigningthecontractandanswerthefollowingquestions.(1)Inwhatlanguagesisthecontractwritten?

(2)Whatcontentdoesthecontractinclude?

(3)Dotheyreachanagreementfinally?

(1)InChineseandEnglish.(2)Thetotalamountoftheorder,unitprice,modeofpayment,etc.(3)Yes.BackPracticeCompletethefollowingdialogofsigningthecontractwiththesentencesinthebox.Tom:We"vebroughtthedraftofourcontract.(1)Mike:Howlongwillthecontractlast?Tom:(2)Mike:I’mafraidthatoneyearistooshort.Thiscontractmustbevalidforatleastthreeyears.Tom:Ifeverything'sgoingsatisfactorily,itcouldbeextendedfortwoyears.Mike:Allright.Weacceptyoursuggestion.Tom:Whatdoyouthinkofthewordings?Mike:(3)Tom:Isthereanyotherquestion?Mike:No.Nothingmore.Tom:Wehavefinallyreachedabasicagreementontheproblemsthatshouldbeworkedout.Mike:(4)Tom:That'strue.Itistimeforustosignthecontract.CADBTask1Task2WritingTask3Task1CounterOffer收到對(duì)方公司對(duì)棉布的還盤后，由于原材料的價(jià)格翻了一倍，所以只能拒絕還盤，除非對(duì)方愿意增加訂貨量。請(qǐng)根據(jù)以下信息寫郵件，拒絕對(duì)方的還盤:貴方3月5日的來(lái)函已收到，要求我們提供更優(yōu)惠的條款。我們完全明白你方的立場(chǎng)，不過(guò)很遺憾，目前該報(bào)價(jià)已經(jīng)是我們所能做到的最大限度。原因在于原材料的價(jià)格幾乎漲了一倍，我們希望控制庫(kù)存成本。盡管如此，如果你方愿意增加訂貨數(shù)量，我方承諾會(huì)提供一些折扣?，F(xiàn)隨函附上有關(guān)商品清單，清單上列明了每種商品的折扣。我們希望你方能盡快作出最后決定。Task2InfringingtheContract你方因?yàn)槟承┰蜻`反合同，請(qǐng)根據(jù)以下信息寫一封郵件：十分抱歉我們未能按合同約定的時(shí)間交貨。很不幸，由于某些技術(shù)問(wèn)題，我們不得不推遲交易日期。我方對(duì)于違反合同一事致以真誠(chéng)的歉意。不過(guò)，我們會(huì)賠償您所有的經(jīng)濟(jì)損失。并且我們向您保證下周一你們一定可以收到貨物。為了感謝對(duì)方提供的說(shuō)明書，去函表明對(duì)方提供的資料非常有用，對(duì)自己的工作有很大的幫助。Task3CongratulationsandThanksNon-predicateVerbs(3)TranslationGrammarandTranslation分詞分詞既具有動(dòng)詞的一些特征，又具有形容詞和副詞的句法功能。因此在句子中可以充當(dāng)：定語(yǔ)、狀語(yǔ)、表語(yǔ)、賓語(yǔ)補(bǔ)足語(yǔ)。1.分詞的形式：現(xiàn)在分詞的形式過(guò)去分詞的形式doing/beingdonedonehavingdone/havingbeendone

2.現(xiàn)在分詞和過(guò)去分詞的區(qū)別：現(xiàn)在分詞的基本意義過(guò)去分詞的基本意義1.主動(dòng)語(yǔ)態(tài)，即與被修飾詞構(gòu)成主動(dòng)關(guān)系。Doyouknowthenumberofpeoplecomingtotheparty?1.被動(dòng)語(yǔ)態(tài)，即與被修飾詞構(gòu)成被動(dòng)關(guān)系。IsthisthebookwrittenbyHenry?2.進(jìn)行時(shí)態(tài)，即表示動(dòng)作正在進(jìn)行、即將發(fā)生或表示某個(gè)狀態(tài)。Canyouseethestarmovinginthesky?2.完成時(shí)態(tài)，即表示已經(jīng)完成的動(dòng)作或所處的狀態(tài)。Dressedinwhite,shesuddenlyappeared.3．分詞的用法1)作定語(yǔ)：分詞作定語(yǔ)，當(dāng)分詞單獨(dú)作定語(yǔ)時(shí)，放在所修飾的名詞前；如果是分詞短語(yǔ)作定語(yǔ)放在名詞后。fallingstones,fallenleavesthemanspeakingtotheteacher,thoseelectedascommitteemembers2)作表語(yǔ):現(xiàn)在分詞表示主語(yǔ)所具有的特征;“令人……的”；過(guò)去分詞表示“感到……的”Thepresentsituationisinspiring.Theywerefrightenedatthesadsight.3)作賓語(yǔ)補(bǔ)足語(yǔ)：如下動(dòng)詞后可跟現(xiàn)在分詞作賓語(yǔ)補(bǔ)足語(yǔ)：see,watch,hear,feel,find,get,keep,notice,observe,listento,lookat,leave,catch等。Canyouhearhersingingthesonginthenextroom?Iheardthesongsungseveraltimeslastweek.4)作狀語(yǔ)(1)作時(shí)間狀語(yǔ)Workinginthefactory,hewasanadvancedworker.Heated,waterchangesintosteam.(2)作原因狀語(yǔ)BeingaLeaguemember,heisalwayshelpingothers.Treatedbadlybyherhusband,Marydecidedtoleavehome.(3)作方式狀語(yǔ)或伴隨狀語(yǔ)Hestayedathome,cleaningandwashing.Supportedbyhisson,theoldmanstoodupslowly.(4)作條件狀語(yǔ)Playingallday,youwillwasteyourvaluabletime.Givenmoretime,I’llbeabletodoitbetter.(5)作結(jié)果狀語(yǔ)（這類狀語(yǔ)通常放在句子的后半部分，并用逗號(hào)同前面的句子成分隔開，?？勺g為“于是，所以，因而”等）Hedroppedtheglass,breakingitintopieces.(6)作讓步狀語(yǔ)Thoughrainingheavily,itclearedupverysoon.Filledwithhopesandfears,heenteredthecave.BackPracticeTranslatethefollowingsentencesintoEnglish.1)他們代表著地球正回歸生機(jī)。_____________________________________________________________________2)吉姆退休了，但他仍然記得他和他的學(xué)生們?cè)谝黄鸬拿篮脮r(shí)光。_____________________________________________________________________3)現(xiàn)在的情形令人鼓舞。_____________________________________________________________________4)我們接到一個(gè)電話說(shuō)她病了。_____________________________TheyrepresenttheearthcomingbacktolifeJimhasretired,buthestillrememberthehappytimespentwithhisstudents.Thepresentsituationisinspiring.Wegotacallsayingshewasill.5)我能聽到她在隔壁唱歌。_____________________________________________________________________6)就像古代的水手，鳥也可以使用太陽(yáng)和星星找到路。_____________________________________________________________________7)被他的兒子支撐著，這個(gè)老頭緩慢的站起來(lái)了。_____________________________________________________________________8)雖然雨下的很大，但很快就晴了。_______________________________________IcanhearhersinginginthenextroomLikeancientsailors,birdscanfindtheirwayusingthesunandthestars.Supportedbyhisson,theoldmanstoodupslowly.Thoughrainingheavily,itclearedupverysoon..PointofViewandAttitudePracticeReadingComprehension觀點(diǎn)態(tài)度題是考察作者的寫作觀點(diǎn)、態(tài)度以及文章的基調(diào)的題型。這樣的題型需要讀者揣摩文章的遣詞造句來(lái)判斷其作者的寫作態(tài)度和目的。首先應(yīng)注意篇章中起連接手段作用的那些詞語(yǔ)；其次應(yīng)注意有些表明作者觀點(diǎn)的詞匯，如形容詞、動(dòng)詞等。通常情況下，往往可以通過(guò)分析作者使用的詞匯或采用的其他修辭方式來(lái)判斷他的態(tài)度和語(yǔ)氣?？偟膩?lái)說(shuō)，這類題較難，對(duì)于這類問(wèn)題的回答，應(yīng)從篇章的體裁著手，從文章的論述方法、語(yǔ)氣和遣詞措辭中把握作者對(duì)事物的好惡，從而了解作者的態(tài)度和情感。一般來(lái)說(shuō)，新聞?lì)?、科研類及歷史事件的文章是以事實(shí)為依據(jù)，作者的態(tài)度是客觀的(objective)或中立的(neutral)；而在社論、評(píng)論性文章中，作者的觀點(diǎn)會(huì)顯得多種多樣，我們可以將其分為二大類：褒義的、貶義的和中性的。表示褒義態(tài)度經(jīng)常出現(xiàn)的這項(xiàng)有：positive(正面的，肯定的)，approving(支持的，贊同的)，humorous(幽默的)，informative(提供信息的，情報(bào)的)，instructive(有教育意義的，啟發(fā)性的)，polite(禮貌的)，optimistic(樂觀的)等等；表示貶義態(tài)度經(jīng)常出現(xiàn)的選項(xiàng)有：arbitrary(武斷的)，critical(批判的，挑剔的)，doubtful(表示懷疑的，不信任的)，ironical(諷刺的)，questioning(置疑的)，negative(反面的，否定的)，pessimistic(悲觀的),sarcastic(挖苦的，嘲諷的)，subjective(主觀的)等等；表示中立態(tài)度經(jīng)常出現(xiàn)的選項(xiàng)有：concerned(關(guān)心的，關(guān)注的)，detached(超然的，分開的，獨(dú)立的)，disinterested(不感興趣的,冷漠的)，neutral(中立的)，objective(客觀的)，serious(嚴(yán)肅的)，sympathetic(同情的)，tolerant(寬容的)，warning(警告的)等等。 對(duì)于主觀性較強(qiáng)的文章，通常文章的最后一段或最后一句作者的觀點(diǎn)、態(tài)度表達(dá)尤為明顯，考生應(yīng)該特別注意。PracticePractice1IntheUnitedStateselementaryeducationbeginsattheageofsix.Atthisstagenearlyalltheteachersarewomen,mostlymarried.Theatmosphereisusuallyveryfriendly,andtheteachershavenowacceptedtheideathattheimportantthingistomakethechildrenhappyandinterested.Theoldauthoritarian(要求絕對(duì)服從的)methodsofeducationwerediscredited(不被認(rèn)可)ratheralongtimeago—somuchsothatmanypeoplenowthinkthattheyhavegonetoofarinthedirectionoftryingtomakechildrenhappyandinterestedratherthangivingthemactualinstruction.Thesocialeducationofyoungchildrentriestomakethemaccepttheideathathumanbeingsinasocietyneedtoworktogetherfortheircommongood.Sotheemphasisisoncooperationratherthancompetitionthroughoutmostofthisprocess.Thismayseemcurious,inviewofthefactthatAmericansocietyishighlycompetitive;however,theneedformakingpeoplesociableinthissensehascometoberegardedasoneofthefunctionofeducation.MostAmericansdogrowupwithcompetitiveideas,andobviouslyquiteafewascriminals,butitisnotfairtosaythattheeducationsystemfails.Itprobablydoessucceedinmakingmostpeoplesociableandreadytohelponeanotherbothinmaterialwaysandthroughkindnessandfriendliness.Q：Theauthor’sattitudetowardAmericaneducationcanbebestdescribedas?A.unfriendly.B.negative.C.tolerant.D.favorable.Practice2Thefridgeisconsideredanecessity;ithasbeensosincethe1960swhenpackagedfoodfirstappearedwiththelabel:"storeintherefrigerator."Inmyfridge-lessfifteenchildhood,Iwasfedwellandhealthily.themilkmancamedaily,thegrocer,thebutcher(肉商),thebaker,andtheice-creammandeliveredtwoorthreetimesaweek.TheSundaymeatwouldlastuntilWednesdayandsurplusbreadandmilkbecameallkindsofcakes.Nothingwaswasted,andwewerenevertroubledbyrottenfood.Thirtyyearson,fooddeliverieshaveceased;freshvegetablesarealmostunobtainableinthecountry.Theinventionofthefridgecontributedcomparativelylittletotheartoffoodpreservation.Avastwayofwell-triedtechniquesalreadyexisted—naturalcooling,drying,smoking,salting,sugaring,bottling...

Practice2Thefridgeisconsideredanecessity;ithasbeensosincethe1960swhenpackagedfoodfirstappearedwiththelabel:"storeintherefrigerator."Inmyfridge-lessfifteenchildhood,Iwasfedwellandhealthily.themilkmancamedaily,thegrocer,thebutcher(肉商),thebaker,andtheice-creammandeliveredtwoorthreetimesaweek.TheSundaymeatwouldlastuntilWednesdayandsurplusbreadandmilkbecameallkindsofcakes.Nothingwaswasted,andwewerenevertroubledbyrottenfood.Thirtyyearson,fooddeliverieshaveceased;freshvegetablesarealmostunobtainableinthecountry.Theinventionofthefridgecontributedcomparativelylittletotheartoffoodpreservation.Avastwayofwell-triedtechniquesalreadyexisted—naturalcooling,drying,smoking,salting,sugaring,bottling...

Whatrefrigerationdidpromotewasmarketingmarketinghardwareandelectricity,marketingsoftdrinks,marketingdeadbodiesofanimalsaroundtheglobeinsearchofagoodprice.Consequently,mostoftheworm’sfridgesaretobefound,notinthetropicswheretheymightproveuseful,butinthewealthycountrieswithmildtemperatureswheretheyareclimaticallyalmostunnecessary.Everywinter,millionsoffridgeshumawaycontinuously,andatvastexpense,busilymaintaininganartificially-cooledspaceinsideanartificiallyhatedhourwhileoutside,natureprovidesthedesiredtemperaturefreeofcharge.Thefridge'seffectupontheenvironmenthasbeenevident,whileitscontributiontohumanhappinesshasbeeninsignificant.Ifyoudon'tbelieveme,tryityourself,investinafoodcabinetandturnoffyourfridgenextwinter.Youmaymissthehamburgers,butatleastyou'llgetridofthatterriblehum.Q：Whatistheauthor'soverallattitudetowardfridges?A.Neutral.B.CriticalC.Objective.D.Compromising.CultureTips:BusinessNegotiationTherearethreeelementsofbusinessnegotiation:Negotiationparties,Negotiationaimsandagreement.AsweallknowthatBusinessNegotiationincludesdomesticbusinessnegotiationandinternationalbusiness。InCompetitivenegotiationsituation:thesellerasksforoneprice,usuallyabovethepricethebuyeriswillingtopay.Thebuyerrespondsbyofferingapricebelowtheaskedpriceuntilacompromiseisreached.However,theotherapproachmeansthatpeopleshouldsitdownandsharetheirtrueinterestsinsteadoffocusingontheirpositions.Searchingforcommongroundandbeingcreativewillresultinanegotiatedagreementandamuchricherrelationship.Thebookalsointroducesthecharacteristicsofbusinessnegotiation:1.Negotiationisaprocessofinformationexchangebetweentwosides.2.Negotiationisattheheartofeverytransactionandforthemostpart,itcomesdowntotheinteractionbetweentwosideswithacommongoalbutdivergemethods.3.Negotiationmustbetothesatisfactionofbothparties.Itcanbeaverytryingprocesswithconfrontationandconcession.4.Bothpartiesshareopeninformation.Theyintendtofindsomethingincommon.5.Bothsidestrytounderstandeachother'spointofview.6.Bothpartiesknowthattheyhavecommonandconflictingobjectives,sotheytrytofindawaytoachievecommonandcomplementaryobjectivesacceptabletothemboth.Whenreallycomestonegotiation,therearesomenegotiationtacticsweneedtolearn.Whenitcomestotalentsthatspellsuccessintheworldofbusiness,theabilitytonegotiatewellisoneofthemostvitalattributesyoucanpossess.Takecaretodevelopthisskill.Somepeoplethinktheyaregoodnegotiators,butinrealityarenot.Frombringingingoodpeople,toarrangingfinancingornailingthatfirstbigdeal,soundnegotiatingtacticswillbeessential.Enteranegotiationwithoutproperpreparationandyou'vealready