Opening the negotiation

        谈判开场

学习内容提要 ：

•  Establishing rapport with negotiatingpartners and getting started 与对方建立融洽关系并开始谈判

•  Useful phrases for making introductions andsmall talk  介绍彼此与问候寒暄的实用表达

•  Useful phrases for setting the agenda andstating your interests  确定议程与表明关注议题的实用表达

Context   情景

1  1~5是谈判开场阶段需包含的要素，将其与定义a-e对应起来。

1 Welcome

2 Introductions

3 Small talk

4 Set the agenda

5  State interests

a This can break the ice and help non-native speakers get used to speaking English.

b This can make visitors feel that it is worth them having travelled.

c This is to clarify what everyone hopes to achieve from the negotiation.

d This is to outline hop the negotiation will proceed.

e This is to when everyone gets to know the others' names.

2 根据谈判开场时你（会）进行以下步骤的频度，将相关数字（1-6）放到下面表示频率的直线上。

         1 Welcome your business partner                 4 Make smalltalk

         2 Introduce  yourself                                      5 Set the agenda

         3 Introduce your colleagues                          6 State yourinterests

             always       often         sometimes           rarely              never

3 想一想，不同文化背景的人在练习2中的排序时，答案是否会不同？

Presentation 语言呈现

谈判开场

1 请听Leclerc Electronics 和By Design两家公司谈判开场的对话。BY Design是一家设计公司，Leclerc Electronics正在考虑与其合作。判断下列说法是否正确。

     1 The negotiation is taking place in the office of By Design     [True / False]

2 Everyone knows one another already.  [True / False]

3The two parties discuss the weather before staring business.  [True / False]

4The two parties had outlined the general aims of the negotiation before the meeting.  [True / False]

5 Leclerc Electronics’interests are to find a cheap supplier.  [True / False]

6 ByDesign prefer working with business partners who give detailed informationabout what they want.  [True / False]

2 再听一遍录音，将谈判中出现的表达的前后两部分连接起来

3  a请将练习2中的表达填入下表中正确的位置

b 请看103页音频2.1的录音文本，在上面的表格中补充更多的表达。

4 请将以下非正式表达（1-7）与相应的正式表达（a-g)对应起来。

 Informal                             Formal

1 Welcome to ...                                    a   I suggest we begin by...

2 My name is ...                                    b   I hope you had a good journey.

3 Did you have a good journey?          c  It is essential that we ...

4 Is this your first trip to Dubai?          d  Let me begin by welcoming you to...

5 How about starting with ...?              e  May I introduce myself, my name is...

6 We need to ...                                     f  This is your first tripto Dubai, I believe.

7 We want to...                                      h We are hoping to...   

发音练习

5 a请听下列句子在单词to中字母o的发音，注意是发长音/u:/（如too)还是短音/e/(如tonight)?

1 Welcome to Sanicare Installations.                                          [Long]  [Short]

2 I’d like to welcome you all this morning.                                [Long]  [Short]

3 Are you looking forward to seeing the Eiffel Tower?             [Long]  [Short]

4 Our company is keen to work with upcoming companies.      [Long]  [Short]

5 We need to decide the schedules by the end of the week.        [Long]  [Short]

6 He’s hoping to sign the contract as soon as possible.               [Long]  [Short]

b 请听下列简短对话中粗体单词to中字母o的发音，注意是发长音还是短音？

1 Perhaps we don’t need to discuss that now.

    No, I’m afraid we need to.                                                         [Long]  [Short]

2 I’m not sure if you’d like to see some of the sights while you are here.

   Yes, I’d like to.                                                                           [Long]  [Short]

3 Monsieur Rivot hasn’t really got time to get involved in this project.

 That’s a shame, as he’s very keen to.                                          [Long]  [Short]

Practice 演练

欢迎·介绍与问候寒暄

1 a 完成下列句子。

1 Welcome _______ Brightside Datasystems.

2 May I introduce _________ , my name is Sarah Beecham.

3__________ is my secretary, Tim Hunt.

4 Did you _________ a good journey?

    5 Unfortunately, there was a ______ with the flight --- we had to wait for two hours!

6 This is your first _________ to Dubai, I ___________.

7 I’m looking _________ to _________ some of the sights.

b 听录音，核对答案。

确定议程与表明关注议题

2 a 重新排列下面的单词，组成完整的句子，用以确定议程或表明关注的议题。

1 business? / down / get / Shall / to / we

2 by /clarifying / I / situation. / start / suggest /the / we

3 are / expand / looking / into /markets. / new / to / We

4 An/ consideration /customers. /existing / for /important / is / keep /to / us

5 aim / business /develop /in / the /to / USA. / We

6 Are / high / keen /maintain / quality. / to / We

现在时态

3 改正下列句子中的错误，注意动词的时态。

正式表达与非正式表达

4 将下列各句改写成不那么正式的表达。

1 I’d like to introduce my colleague, Elodie Hussain.

2 I hope your hotel is comfortable.

3 May I suggest we begin by our advertising campaign before the summer.

4 We fully intend to launch our advertising campaign before the summer.

5 We are hopeful of a risein sales by the end of the year.

发音练习

5 大声练习“语言呈现”部分练习5中的句子和对话，尤其要注意单to中字母o的发音。

Consolidation 巩固练习

1.设想你即将参加一场谈判。在以下表格中做笔记来帮助你开场。写出你可能会用到的表达以及可能会听到对方使用的表达。

2.扩充以上表格中的内容，大声练习如何用英语进行谈判开场。

3.谈判结束后，用几分钟反思以下：

 How did the opening stage go?

    What would you do differently next time? Why/why not?

Reference  重要词汇和表达

Useful phrases 实用表达

welcoming 欢迎 

Making introduction

Making small talk 问候寒暄

Setting the agenda 确定会议程

Stating interests 表明关注议题

Vocabulary  词汇

Increasing business 扩大业务

Smalltalk 问候寒暄

Review

Skills  技能

为什么在谈判开始的时人们会花一些时间来问候寒暄？

谈判开场时通常还会发生什么？

Useful phrases 实用表达

1 在下列情况中，你会使用哪种表达？

  1 Welcoming your business partners to the negotiation.

     2 Giving your name and your colleagues’ names.

     3 Setting the agenda.

    4 Stating your interests.

2  选择动词的正确形式完成下列句子。

 1 I am hoping / hope you had a good journey.

    2 Our competitors are having / have more experience than us.

    3 Our director is hoping /holds negotiations at this very moment.

    4 Are you visiting /Do you visit the factory as well as the research centre while you   are  here this week?

Vocabulary 词汇

用与扩大业务相关的词汇完成以下思维导图。

Pronunciation 发音练习

 大声练习上面“实用表达“部分练习1中写出的短语。注意单词to中字母0的发音，应该是短音还是长音？边读边录音，一遍核对。

Transcripts

2.1

MartinStewart Goodmorning, ladies and gentlemen, welcome to Leclerc Electronics. My name isMartin Stewart, and these are my colleagues Valerie Dupont and HubertChevalier.

Emma Sadera Good morning and thank you. We’re happy to behere. I’m Emma sadera, Head of Sales at By Design. This is my assistant, SimonClark.

MS   Pleased tomeet you. I hope you had a good journey.

ES Yes, the flight was fine, and just a slight delayon the roads because of heavy traffic.

MS Have you been to Lyon before, Mr Clark?

Simon Clark No, this is my first visit, so I’m looking forwardto seeing some of the sights﹣if our schedule allows it, of course. Oh, and callme Simon, please.

ValerieDupont Ah,you must make time to visit some of our restaurants﹣Lyonis famous for its cuisine, you know.

MS Right, shall we get down to business? I suggest westart by clarifying what is needed, and then we’ll see whether we can dobusiness together. OK?

ES Fine.

MS Well, I’m sure you’re aware from our telephoneconversation and email exchange that Leclerc Electronics is looking to expandinto new markets. We have a solid client base in France, Belgium, Spain and Luxembourg,but we’re hoping to open up in the rest of Europe and possibly into the USA. Animportant consideration for us is to portray the correct image﹣agood-quality electronics firm with modern ideas and up-to-date products. Wewant a new image that will be recognized internationally.

ES Right, By Design is keen to work with well-knowncompanies like Leclerc Electronics, but we aim only to accept contracts wherewe can be sure of providing a top-quality service, which means we need to havea detailed brier and one contact person who remains the same throughout theproject.

MS That sounds reasonable. We should be able toassign …

2.2

1       Welcome to Sanicare Installations.

2       I’d like to welcome you all this morning.

3       Are you looking forward to seeing the Eiffel Tower?

4       Our company is keen to work with upcoming companies.

5       We need to decide the schedules by the end of the week.

6       He’s hoping to sign the contract as soon as possible.

2.3

1    ◇Perhaps we don’t need to discuss that now.

      ◇ No, I’m afraid we need to.

2   ◇ I’m not sure if you’d like to see some of thesights while you are here.

     ◇Yes, I’d like to.

3    ◇Monsieur Rivot hasn’t really got time to get involved in this project.

      ◇That’s a shame, as he’s very keen to.

2.4

1       Welcome to Brightside Datasystem.

2       May I introduce myself my name is Sarah Beecham.

3       This is my secretary, Tim Hunt.

4       Did you have a good journey?

5       Unfortunately, there was a problem with the flight﹣we hadto wait for two hours!

6       This is your first visit to Dubai, I believe.

7       I’m looking forward to seeing some of the sights.

Answer key

Context

1     1 b        2 e        3 a         4d         5 c 

3   Different cultures react in different ways,some cultures spend more time on small talk than other than other cultures, andsome prefer to get down to business more quickly. Setting and following astrict agenda is important to some cultures, whereas others prefer to be moreflexible.

Presentation

1       1   False       2  False

       3    False       4  True

       5    False       6  True

2     1 g          2 I         3 k  

4 b           5 e          6d  

7 h           8f          9 a  

10 j          11c

3 Additional phrases are shown in italics.

4   1   d       2   e       3   b         4   f    5   a       6   c       7   g

5   a  The pronunciation of the 0 in each to is short because the word/ sound is followed by another word which takes thestress.

b   The pronunciation of the 0 in each to is long because the word to is the final word of the sentence and therefore carries thestress.

Practice

1   a   1   to       2   myself        3  this   4   have        5  delay / problem

          6   visit / trip; believe / understand / think      7   forward; seeing / visiting

 b   Note that only one version each of sentence 5, 6 and 7 has been recorded (the most natural-sounding version).

2         1  Shall we get down to business?

        2    I suggest we start by clarifying thesituation.

        3   We are looking to expand into newmarkets.

       4    An important consideration for us is tokeep existing customers.

       5   We aim to develop business in the USA.

       6    We are keen to maintain high quality.

3         1  We have a good reputation.

        2    Our clients need to give us adetailed brief.

        3   Maynard Plc is currently lookingto promote sales in Europe.

        4     Our Hear of Marketing is launchinga new campaign this month.

        5     Does your Director wanta decision today?

       6     Are you looking forwardto visiting our city while you are here this week?

4       Suggested answers

       1    This is my colleague, Élodie Hussain.

       2    Is your hotel comfortable?

       3    Let’s begin by outlining the currentsituation.

       4    We aim to launch our advertisingcampaign before the summer.

      5     We hope to see a rise in sales by theend of the year.

Review

Useful phrases

1         See Reference section.

2         1  hope        2         have   3         is holding     4         Are you visiting

Vocabulary