在整体设计中的位置

第12次

授课班级

上课

时间

周 月 日第    节至  周 月 日第    节

上课

地点

教学

目标

能力目标

知识目标

素质目标

1. 能够运用英文进行价格谈判

2. 与国外客户的沟通交往能力

1. 掌握价格谈判的相关英文表达方式

2. 掌握价格谈判技巧

3. 了解不同客户的文化背景

1.有理有利有节与外商谈判，实现双赢

2.要尊重客户，同时也要表达己方观点

能力训练任务

任务 ：与国外客户进行价格磋商

本次课使用的外语单词

FOB

CFR

CIF

Competitor

Overseas market

Budget

profit 

案例和

教学

材料

（指教材或讲义、课件、参考资料、仪器、设备等）

情境：环宇进出口公司与美国的客户就价格问题产生了分歧，于是在电话中沟通协商

教材：《新视野商务英语视听说（下）》

参考资料：网络视频

课件：PPT课件、教学软件

仪器、设备：多媒体

1

英文自我展示                                                                      

 教师认真倾听，对学生们的展示进行点评，多鼓励他们表达自己

 两位同学上台进行英语自我展示

8

2 

课前任务检查                                                                      

检查课前任务，再次巩固常见菜名的翻译                                                                    

跟老师一起检查自己的课前任务

7

3

情境模拟训练

教师给出情境，对小组的分角色表演进行评价、指导、示范

情境：环宇进出口公司与美国的客户就价格问题产生了分歧，于是在电话中沟通协商

评价：整体设计编排、语言的流利度和正确率、肢体语言的使用等

学生根据情境，进行分角色表演；2-3个小组上台表演；其他同学进行点评

20

4 

视频学习                                                                           

介绍该视频的主人公和具体背景

FOB

CFR

CIF

Competitor

Overseas market

Budget

profit 

根据视频，完成两个练习

练习一：完成课本中的判断正误题

练习二：情节复述：让学生尝试从旁观者的角度复述这个过程，锻炼笔录能力和 语言组织能力，巩固相关的表达方式

25

5

情境模拟训练                                                                    

学习完视频后，再请2-3组同学上台表演。

情境：环宇进出口公司与美国的客户就价格问题产生了分歧，于是在电话中沟通协商

评价：整体设计编排、语言的流利度和正确率、肢体语言的使用等

1. 学生们进一步修改之前的编排设计

2. 2-3个小组上台表演

20

5

归纳总结                                                                            

教师引领学生对学习内容进行梳理归纳

学生进行归纳

5

6

课后任务                                                                             

①教师布置课后拓展任务（阅读课后商务文化部分）；

②把本次课的情境模拟训练拍成视频提交；

③安排两位同学进行下次课的英文自我展示。                                                                            

阅读课后商务文化部分

拍摄视频并提交

5

授课对象：2016级国商

学时： 4

上课地点：

学习

目标

能力（技能）目标

知识目标

To develop skills to:

introduce the company and products;

guide the visitors to visit the company

To comprehend basic expressions of a factory tour;

To understand the basic elements of a factory tour.

To understand the importance of a factory tour in business.

能力训练任务及案例

Video 1 Ford Rouge Factory Tour

1. Pre-viewing

Step 1. New words and Expressions

Step 2. Discuss the following questions: what are these logos? Which company do they belong to?

2. Viewing

Step 1. Watch the video and fill in the following blanks.

Step 2. Watch the video again and find out how long each part of the factory tour will last.

3. Post-viewing

Work in pairs. Discuss the following questions.

Video 2  Victory Instant Noodle Factory Tour

1. Pre-viewing

Step1: New Words and Expressions

Step2: Could you list some instant foods? Do you like them? Why or why not?

Step 3:Read the following chart to have a rough idea of the video.

2.Viewing

Step1. Watch the video. As you watch, rearrange the producing procedure in the correct order.

Step2. Correct the answers.

Step3.Watch the video again, and fill in the blanks.

3. Post-viewing

 Retell the story

教学组织

采用的是班级授课的组织形式，在学期初对同学进行了分组，大组是六个成员，方便进行模拟训练，小组是两个成员，方便讨论和对话练习。

教学材料

教材采用的是马龙海主编的《新视野商务英语视听说》，有配套的CD-ROM,包括相应的视频和音频，在多媒体教室进行授课。

作业

1.Review the language points.

2.Preview the following unit.

List the commonly used trade terms.

授课对象：2016级国商

学时：4

上课地点：

学习

目标

能力（技能）目标

知识目标

To develop skills to:

participate in a trade fair;

introduce the company and products.

To comprehend basic trade fair vocabulary;

To understand how to participate in a trade fair.

能力训练任务及案例

Video 1 Exhibiting at Trade Fairs

1. Pre-viewing

Step 1. New words and Expressions

Step 2. Read the following chart to have a rough idea of the video.

2. Viewing

Step 1. Watch the video and identify who is the speaker of each of the following sentences.

Step 2. Correct the answers.

Step3. Watch the video again and choose the correct answer to each question.

3. Post-viewing

Work in groups. Here are seven steps considered important for planning a trade show. Rank the importance. Exchange ideas and give explanations to your group members.

Video 2  A Trade Fair Interview

1. Pre-viewing

Step1. New Words and Expressions

Statistics; booth; delegate; profile; promotional literature; deadline

Step 2.  Read the following chart to have a rough idea of the video.

2.Viewing

Step1. Watch the video. As you watch, write down the questions James Goldman asked.

Step2. Correct the answers.

Step3.Watch the video again, and choose the correct answer to each question.

3. Post-viewing

 Retell the story

教学组织

采用的是班级授课的组织形式，在学期初对同学进行了分组，大组是六个成员，方便进行模拟训练，小组是两个成员，方便讨论和对话练习。

教学材料

教材采用的是马龙海主编的《新视野商务英语视听说》，有配套的CD-ROM,包括相应的视频和音频，在多媒体教室进行授课。

作业

Imitation Practice

Suppose Mr. Smith visited Mr. Liu’s booth at the trade fair and is very interested with the staff toys and electronic toys. He intended to establish business relations with Mr. Liu’s company and is consulting related things.

授课对象：2016级国商

学时：4

上课地点：

学习

目标

能力（技能）目标

知识目标

To develop skills to:

Make an enquiry;

Answer an enquiry;

Make and respond to an offer.

To comprehend basic enquiry vocabulary;

To understand the basic elements of making enquiries.

能力训练任务及案例

Video 1 Enquiring about price

1. Pre-viewing

Step 1. New words and Expressions

Step 2. Look at the following pictures to have a rough idea of the video.

2. Viewing

Step 1. Watch the video and pay attention to what Jacques says and fill in the blanks.

Step 2. Watch the video again. This time please pay attention to what Rocky says and fill in the blanks.

3. Post-viewing

Work in pairs. Discuss the following questions.

Video 2  Commission in business

1. Pre-viewing

Step1: New Words and Expressions

Step 2. Look at the following pictures to have a rough idea of the video.

2.Viewing

Step1. Watch the video and choose the best answer to each question.

Step2. Correct the answers.

Step3.Watch the video again, think over and discuss what role commission plays in business.

3. Post-viewing

 Retell the story

教学组织

采用的是班级授课的组织形式，在学期初对同学进行了分组，大组是六个成员，方便进行模拟训练，小组是两个成员，方便讨论和对话练习。

教学材料

教材采用的是马龙海主编的《新视野商务英语视听说》，有配套的CD-ROM,包括相应的视频和音频，在多媒体教室进行授课。

作业

Work in pairs. One of you is the representative of the seller and the other is the representative of the buyer. Choose a card and make a conversation according to the situation described on the card.

授课对象：2016级国商

学时：6

上课地点：

学习

目标

能力（技能）目标

知识目标

To develop negotiating skills to:

Start a negotiation;

Express agreement and disagreement;

Negotiating prices, discounts and commission.

To comprehend basic expressions related to business negotiations;

To identify basic procedure when negotiating.

能力训练任务及案例

Video 1 Price negotiation

1. Pre-viewing

Step 1. New words and Expressions

Step 2. Look at the following pictures to have a rough idea of the video.

2. Viewing

Step 1. Watch the video and pay attention to the way of negotiating of the two sides. Then choose the correct answer to each question.

Step 2. Watch the video again and fill in the chart.

3. Post-viewing

Work in small groups. If you encountered each of these people in a negotiation, what would you think of them? Discuss some skills and techniques that can be used in such negotiations.

Video 2  Price and commission

1. Pre-viewing

Step1: New Words and Expressions

Step 2. Look at the following pictures to have a rough idea of the video.

2.Viewing

Step1. Watch the video carefully. Make brief notes on the content of the dialogue, and decide whether the following statements are true or false.

Step2. Correct the answers.

Step3.Watch the video again. Pay attention to the expressions used in the negotiation and complete the chart below.

3. Post-viewing

 Retell the story

教学组织

采用的是班级授课的组织形式，在学期初对同学进行了分组，大组是六个成员，方便进行模拟训练，小组是两个成员，方便讨论和对话练习。

教学材料

教材采用的是马龙海主编的《新视野商务英语视听说》，有配套的CD-ROM,包括相应的视频和音频，在多媒体教室进行授课。

作业

Work in pairs. Role-play the negotiation between Mr. Drouvin and Mr. Liu according to the given situation.

授课对象：2016级国商

学时： 4

上课地点：

学习

目标

能力（技能）目标

知识目标

To develop negotiating skills to:

Talk about some of the general terms related to orders and contracts.

To comprehend basic expressions related to placing an order;

To identify the differences between an order and a contract.

能力训练任务及案例

Video 1 modifying an order

1. Pre-viewing

Step 1. New words and Expressions

Step 2. Look at the following pictures to have a rough idea of the video.

2. Viewing

Watch the video and pay attention to the modifications the importer wants to make as well as the response of the exporter, and fill in the blanks.

3. Post-viewing

Work in small groups. Discuss the functions of packaging in transcontinental trade.

Video 2  confirming a contract

1. Pre-viewing

Step1: New Words and Expressions

Step 2. Look at the following pictures to have a rough idea of the video.

2.Viewing

Step1. Watch the video and complete the sales contract below.

Step2. Correct the answers.

3. Post-viewing

  Discuss with your partner about the importance of accuracy and clarity in the placing of an order.

教学组织

采用的是班级授课的组织形式，在学期初对同学进行了分组，大组是六个成员，方便进行模拟训练，小组是两个成员，方便讨论和对话练习。

教学材料

教材采用的是马龙海主编的《新视野商务英语视听说》，有配套的CD-ROM,包括相应的视频和音频，在多媒体教室进行授课。

作业

1.Review the language points.

2.Preview the following unit.

List terms of payment as many as you can.

What is a letter of credit? List different kinds of L/C.

授课对象：2016级国商

学时：6

上课地点：

学习

目标

能力（技能）目标

知识目标

To develop negotiating skills to:

Talk about different modes of payment.

Recommend the use of an L/C.

To comprehend basic expressions related to terms of payment;

To understand the basic elements of an L/C.

能力训练任务及案例

Video 1 modifying an order

1. Pre-viewing

Step 1. New words and Expressions

Step 2. Look at the following pictures to have a rough idea of the video.

2. Viewing

Watch the video and pay attention to the modifications the importer wants to make as well as the response of the exporter, and fill in the blanks.

3. Post-viewing

Work in small groups. Discuss the functions of packaging in transcontinental trade.

Video 2  confirming a contract

1. Pre-viewing

Step1: New Words and Expressions

Step 2. Look at the following pictures to have a rough idea of the video.

2.Viewing

Step1. Watch the video and complete the sales contract below.

Step2. Correct the answers.

3. Post-viewing

  Discuss with your partner about the importance of accuracy and clarity in the placing of an order.

教学组织

采用的是班级授课的组织形式，在学期初对同学进行了分组，大组是六个成员，方便进行模拟训练，小组是两个成员，方便讨论和对话练习。

教学材料

教材采用的是马龙海主编的《新视野商务英语视听说》，有配套的CD-ROM,包括相应的视频和音频，在多媒体教室进行授课。

作业

1.Review the language points.

2.Preview the following unit.

List terms of payment as many as you can.

What is a letter of credit? List different kinds of L/C.

授课对象：2016级国商

学时： 4

上课地点：

学习

目标

能力（技能）目标

知识目标

To develop negotiating skills to:

Ask for an early delivery;

Settle delivery dates;

Discuss problems related to delivery dates.

To comprehend basic expressions related to delivery;

To identify the basic elements that determine delivery time and methods.

能力训练任务及案例

Video 1 settling the delivery time

1. Pre-viewing

Step 1. New words and Expressions

Step 2. Look at the following pictures to have a rough idea of the video.

2. Viewing

1. Watch the video. Note down the disagreement between Mr. Hall and Mr. Aubery on the matter of delivery time.

2. Watch the video again and fill in the blanks.

3. Post-viewing

Work in pairs. Suppose you are the seller and the buyer respectively. Make up a dialogue according to the following situation.

Video 2 Dealing with a wrong delivery

1. Pre-viewing

Step1: New Words and Expressions

Step 2. Look at the following pictures to have a rough idea of the video.

2.Viewing

Step1. Watch the video. Note down the reasons for the wrong delivery and solution to the mistake.

Step2. Watch the video again and decide whether the following statements are true or false.

3. Post-viewing

 Retell the story.

教学组织

采用的是班级授课的组织形式，在学期初对同学进行了分组，大组是六个成员，方便进行模拟训练，小组是两个成员，方便讨论和对话练习。

教学材料

教材采用的是马龙海主编的《新视野商务英语视听说》，有配套的CD-ROM,包括相应的视频和音频，在多媒体教室进行授课。

作业

Work in pairs. Choose a card and make up a dialogue according to the situation described on the card.

授课对象：2016级国商

学时：4

上课地点：

学习

目标

能力（技能）目标

知识目标

To develop communication skills to:

Make a complaint or a claim;

Respond to a complaint or a claim.

To comprehend basic expressions related to complaints and claims;

To identify the basic elements of dealing with complaints and claims.

能力训练任务及案例

Video 1 entertaining claims

1. Pre-viewing

Step 1. New words and Expressions

Step 2. Discuss: what should be the sell make sure before entertaining a claim?

Step 3. Look at the following pictures to have a rough idea of the video.

2. Viewing

1. Watch the video. Pay attention to the negotiation between Mr. Carlos and Mr. Lin, and complete the table below.

2. Watch the video again. Stop each time when Mr. Carlos raises a question about the claim and repeat the sentences.

3. Post-viewing

Work in pairs. One of you plays the role of seller and the other plays the role of buyer. Make up a dialogue according to the following situation.

Video 2 Refusing a claim

1. Pre-viewing

Step1: New Words and Expressions

Step 2. Discuss: why are some claims refused?

Step3. Look at the following pictures to have a rough idea of the video.

2.Viewing

Step1. Watch the video and fill in the note below.

Step2. Watch the video again and answer the following questions.

3. Post-viewing

 Retell the story.

教学组织

采用的是班级授课的组织形式，在学期初对同学进行了分组，大组是六个成员，方便进行模拟训练，小组是两个成员，方便讨论和对话练习。

教学材料

教材采用的是马龙海主编的《新视野商务英语视听说》，有配套的CD-ROM,包括相应的视频和音频，在多媒体教室进行授课。

作业

Work in pairs. Choose a card and make up a dialogue according to the situation described on the card.

授课对象：2016级国商

学时： 6

上课地点：

学习

目标

能力（技能）目标

知识目标

To develop skills to:

Marketing and skills of communications

To comprehend basic expressions of marketing;

To understand the basic elements of marketing

能力训练任务及案例

Video 1 Ford Rouge Factory Tour

1. Pre-viewing

Step 1. New words and Expressions

Step 2. Discuss the following questions: How many marketing strategies you know?

2. Viewing

Step 1. Watch the video and fill in the following blanks.

Step 2. Watch the video again and find out how long each part of the factory tour will last.

3. Post-viewing

Work in pairs. Discuss the following questions.

Video 2  

1. Pre-viewing

Step1: New Words and Expressions

Step2: Give marketing plans, describe marketing results and make marketing prediction

Step 3:Read the following chart to have a rough idea of the video.

2.Viewing

Step1. Watch the video. As you watch, rearrange the producing procedure in the correct order.

Step2. Correct the answers.

Step3.Watch the video again, and fill in the blanks.

3. Post-viewing

 Retell the story

教学组织

采用的是班级授课的组织形式，在学期初对同学进行了分组，大组是六个成员，方便进行模拟训练，小组是两个成员，方便讨论和对话练习。

教学材料

教材采用的是马龙海主编的《新视野商务英语视听说》，有配套的CD-ROM,包括相应的视频和音频，在多媒体教室进行授课。

作业

1.Review the language points.

2.Preview the following unit.

List the commonly used trade terms.

授课对象：2016级国商

学时： 6

上课地点：

学习

目标

能力（技能）目标

知识目标

To develop skills to:

Understand an advertising

Judge the effectiveness of an advertising

To comprehend basic expressions of advertising

To understand the basic elements of advertising

To understand the importance of advertising in business.

能力训练任务及案例

Video 1 Ford Rouge Factory Tour

1. Pre-viewing

Step 1. New words and Expressions

Step 2. Discuss the fundamentals of advertising

2. Viewing

Step 1. Watch the video and fill in the following blanks.

Step 2. Watch the video again and find out how long each part of the factory tour will last.

3. Post-viewing

Work in pairs. Discuss the following questions.

Video 2  Victory Instant Noodle Factory Tour

1. Pre-viewing

Step1: New Words and Expressions

Step2: Could you list some famous advertising in your mind? Why is it so impressive?

Step 3:Read the following chart to have a rough idea of the video.

2.Viewing

Step1. Watch the video. As you watch, rearrange the producing procedure in the correct order.

Step2. Correct the answers.

Step3.Watch the video again, and fill in the blanks.

3. Post-viewing

 Retell the story

教学组织

采用的是班级授课的组织形式，在学期初对同学进行了分组，大组是六个成员，方便进行模拟训练，小组是两个成员，方便讨论和对话练习。

教学材料

教材采用的是马龙海主编的《新视野商务英语视听说》，有配套的CD-ROM,包括相应的视频和音频，在多媒体教室进行授课。

作业

1.Review the language points.

2.Preview the following unit.

List the commonly used trade terms.