-
1
-
2 text &&n...
Marking proposals
提出建议
学习内容提：
1 Marking and responding to proposals 提出建议与回应建议
2 Useful phrases for marking offers ,reacting and makingcounter-proposals
提出建议`回应建议和提出反建议的实用表达
3 Ways of marking language more diplomatic 使语言表述更加婉转的方法
Context 情景
1以下是文章节选一本有关谈判的书，阅读下文并回答问题。
1 In a negotiation, when someone doesn’t agree with a suggestion and they put an alternative forward instead ,what is it called ?
2 What sort of language can soften a negative reaction ?
At the proposal stage of as negotiation, delegates make proposals, react to them, and if they don’t agree with the suggestion made , they may offer a counter-proposal as an alternative .When reacting to proposals, using diplomatic language such as 'I’m afraid that’s not really what we had in mind’ instead of ‘No ,that’s not good enough’ can help you sound less direct or negative .This can promote a good working relationship between you and your business partner, and is more likely to lead to a successful outcome in the negotiation. |
2 你怎么看提出建议和回应建议？你觉得那个更困难？原因是什么？
Presentation 语言呈现
提出建议和回应建议
1 a 请听部门主管与员工之间的谈判对话。那一种分组方式代表的是主管最初的提议？
Grouping A
| Project 1 | Project 2 | Project 3 | |||
 |  | | | | |
| John | Regina | Thomas | Helga | Paul | Helga |
Grouping B
| Project 1 | Project 2 | Project 3 | ||
| | | | |
| John | Thomas | Helga | Paul | Paul |
b. 哪一种分组方式代表的是最终的决定？
Grouping A
| Project 1 | Project 2 | Project 3 | ||
| | | | |
| Thomas | Paul | Helga | Paul | John |
Grouping B
| Project 1 | Project 2 | Project 3 | ||
| | | | |
| John | Paul | Helga | Paul | Thomas |
2 再听一遍录音，完成以下讨论。
BOSS: So, in the meantime, 1_____John moves form his current project and works with Thomas.
Helga ,2 ______you stay where you are---Paul can help out if need be , as he knows that
client…[...]
Helga: 3 ____to me .
John: 4 _____moving from my project. I know it’s nearly finished, but I propose that I see it through to the end. 5___Thomas work on his own for a while instead?
BOSS: Hm, 6____, but the project Thomas is working on is worth $250,000, whereas yours is only $30,000, so 7___ to have just one person on that project. 8___for Paul to work with Thomas and you , John, take on the new contract just in.
Paul: 9 _____
John: 10 _____
BOSS: Everyone else?
Helga/Thomas: 11 _______.
Boss: Good ,so that’s settled. then…
3 请看下列表达，为每组表达选择正确的标题。
a.Marking proposals b. Accepting proposals c. Rejecting proposals
d. Making counter-proposals
1________________________ | I think that meets our requirements. That sounds acceptable. |
2_______________________ | Sorry,but I’ m not really sure about that. That’s not quite what we had in mind . I’ m afraid I'm not convinced by that. |
3______________________ | Instead of …, how about …? Rather than … we might be able to … |
4______________________ | My proposal is to … Our idea is that we … |
委婉表达方式
4 在2.8.4中音频3.1的录音文本找出与下列句子意思相同的表达。
1 It’s a bad ideal form me to move from my project
2 I know you don’t like that.
3 It’s impossible having just one person on that project
5. 将以下直接的表达方式（1-4）与相应的委婉表达方式（a-d）对应起来。
1 That’s totally unacceptable. a I’m afraid I can’t really agree to that.
2 I cannot agree to that. b I’m not sure that idea is realistic.
3 That is impossible! c I don’t think we can accept that.
4 That’s stupid idea! d I’m sorry, but that’s not really a possibility.
小贴士 通常用not+表示积极意义的词来委婉地表达负面的含义，而不直接用表示消极意义的词。以“I’m afraid”或“I’m sorry”作为句子的开头也可以使得表达更为委婉。 |
6.用框中的表达完成下列句子。
moving propose suggest that we stay |
1 I’d like to propose that ＿＿＿＿ in this team.
2 We ＿＿＿ you move to another department.
3 I’d like to ＿＿＿staying in this team.
4 We suggest ＿＿＿toanother department.
发音练习
7 听录音，将以下表达（1-5）与正确的重读方式（a-e）对应起来。
1 I propose that you stay in this team. a. ●●●●●●●●●
2 We suggest postponing the project. b. ●●●●●●●●●
3 I can’t agree to that, I’m afraid. c.●●●●●●●●●
4 Could we delay the start date instead? d.●●●●●●●●●
5 Yes, we can accept those conditions. e.●●●●●●●●●
小贴士 注意动词的形式：propose/ suggest +that+( verb phrase)：propose/suggest+(-ing). |
Practice 演练
提出建议与回应建议
1 听录音并对提议作出回应。使用下面的指示，这些提示会告诉你是接受提议，
提出反建议还是拒绝提议。
| Reaction | Reason |
| 1 Accept | Owen has experience. |
| 2 Reject | Cause too much disruption. |
| 3 Reject Offer counter-proposal | Didn't work last time. Promote one of team members as development opportunity. |
| 4 Accept | They work well together. |
2.用恰当的表达完成下列句子。
1 I’d like to propose that...
2 My colleagues and I suggest…
3 We propose…
4Having considered your proposals, my boss suggests…
5 Last time we met, we proposed that…
委婉地表达方式
3 改写下列句子，使语言表达得更委婉些。
1 That’s out of the question.
2 I can’t accept that.
3 That’s not good enough!
4 That’s far too expensive.
5 Your delivery times are extremely slow.
发音练习
4 a 标出下列句子中重读的单词或音节。
1 We suggest starting again.
2 I propose forming a new team.
3 We suggest asking our customers what they want.
4 I propose that we do some researchfirst.
5 I’m afraid that’s not really acceptable.
6 How about using a new supplier？
7 That’s a good idea!
b 大声朗读上面的句子，然后听录音核对答案
小贴士 虽然句子重读有固定的模式，但是也会根据语境和个人说话风格而发生变化。 |
Consolidation 巩固练习
1 设想你即将参加一场谈判。在第89页的表格中写出一些你或对方可能会提出的建议。
| Marking proposals | |
| Consider the following | Notes |
| Your proposals
| |
| Possible proposals your counterpart will make:
| |
| Your reaction:
| |
| Your counter-proposals:
| |
| Diplomatic language:
| |
| Useful vocabulary
| |
2 在表格中列出你在提出建议和回应建议时可能用到的表达。大声练习这些表达。
3 谈判结束后，用几分钟时间反思一下：
◇ Did you make your proposalseffectively and did you respond well?
◇ Did you use diplomatic language?
◇ What would you do differently nexttime? Why/ Why not?
Reference 重要词汇和表达
Useful phrases实用表达
Making proposals提出建议
My proposal is to… | 我的建议是…… |
Our idea is that we… | 我们的想法是我们…… |
I‘d like to propose that… | 我提议…… |
My suggestion is … | 我的建议是…… |
Acceptingproposals 接受提议
I think that meets our requirements. | 我认为那符合我们的要求。 |
That sounds acceptable. | 听起来可以接受。 |
That sounds reasonable. | 听起来合乎情理。 |
I can accept that. | 我可以接受。 |
Fine. | 好的。 |
Rejecting proposals 拒绝提议
Sorry, but I’m not really sure about that. | 抱歉，我对此不是很确定。 |
That’s not quite what we had in mind. | 这不太符合我们原来的想法。 |
I’m afraid I’m not convinced by that. | 恐怕这不能使我信服。 |
I’m afraid I have some reservations about that. | 恐怕我对此有所保留。 |
Offering counter-proposals 提出反建议
Instead of …, how about …? | 如果不……，……怎么样？ |
Rather than…, we might be able to … | 我们可以……, 而不是…… |
Could… instead? | 相反，可以……吗？ |
Perhaps a better idea would be to … | 或许……会是更好的主意。 |
Vocabulary词汇
Team organization 团队组织
| agree v. 同意 | postpone a project 推迟一个项目 |
client n.客户 | project leader 项目主管 |
| contract n. 合同；协议 | project management 项目管理 |
| proposal n.建议；提议 | reorganize the team 重组团队 |
counter-proposal n.反建议 | see a project through 完成一个项目 |
customer n. 顾客；客户 | take a contract on接下合同 |
delay the start date 推迟开始日期 | team n.合同 |
do research 做研究 | work with someone与某人一起工作 |
| project n.项目 | move from one project to another 从一个项目转到另一个项目 |
学习建议 用卡片记录下实用的表达，如果可能，可以把卡片带到谈判现场。可以用不同颜色的卡片来记录不同用途的表达，如委婉表达等；还可以在卡片上标注单词的重音。 |
用恰当的单词完成以下有关提出建议的段落。
Review 复习
Skills 技巧
If you don’t agree with your business partner’s proposal, you can ¹ r_______it and offer a ² c_______-p_______ , but it could be advisable to be ³d_______ in doing so. Your business partner might then 4a_______ your proposal.
Useful phrases 实用表达
1 在下列标题旁边写出恰当的表达。
Making proposals | |||
| Accepting | |||
| Rejecting | |||
Making counter proposals |
2 用括号中动词的正确形式填空。
1 We propose that _______ (outsource) the project will reduce costs.
2 I’dlike to suggest________(delay) the start of the project.
3 I propose________(change) the team leader.
4 We suggest________(reorganize) the team.
Vocabulary 词汇
你能根据以下定义猜出它们描述的是哪个表达吗？
1 To move the date when a project begins to a later date
2 A person who organizes a project team and takes control
3 To complete a project
4 To change the members of a team or their roles within it
5 To put forward a suggestion
6 To put forward an alternative suggestion
