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2 文本与答案
Concluding the deal
达成协议
学习内容提要:
总结和确定协议的实用表达
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Context 情景
1 回忆一下你（或者你认识的人）最近参加过的一场谈判，回答下列问题。
What was the outcome of the negotiation
Were all the key points covered during the negotiation
Did you agree to discuss any other issues at a later date?
Did one of the parties summarize what was agreed(e.g. at the end of the negation or in a written follow—up)？
Were there any misunderstandings？If so,were these related to language?cultural differences? Different assumptions/agendas?Communication styles?
What future action(s) did each party agree to do following the negotiation?
小贴士 书面总结有助于清楚记录谈判中涉及的要点 |
2 为了使谈判的结束更有效率，应该注意什么？看看下面几个小贴士，你同意这些建议吗？你还有什么其他建议？
Summarize all the points that you have discussed.
Confirm what has been agreed.
Outline future actions-who will do what,by when,etc.
Thank everyone for taking part and say goodbye.
小贴士 通过闲谈的方式，以积极的语气结束谈判 |
Presentation 语言呈现
EmilySchmidt 是一次会议的组织者，她与一家饮料供应商的谈判已接近尾声。听他们的对话，判断下列句子的正误。
Ture False
1 Emily has ordered over 400 bottles of mineral water. [ ] [ ]
2 The supplier will deliver the order to the conference venue. [ ] [ ]
3 Emily will pay the supplier by the end of the month. [ ] [ ]
4 Emily and the supplier still need to discuss the details of the delivery. [ ] [ ]
结束谈判
2下面是谈判结束时常用的一些表达。再听一遍录音，在下面四组句子中勾出你听到的句子.
1 a Perhaps I could just summarize what we’ve agreed?
b Can I just go over what we’ve agreed?
2 a Do you have anything to add?
b Have I missed anything out?
3 a One point we need to agree is a suitable delivery time.
b As agreed,we will contact you about a suitable delivery time.
4 a I look forward to speaking to you again then.Bye.
b Thank you--and goodbye.
3 a 将练习2中的表达填入下列表格中正确的位置。
| Summarizing | |
| Confirming agreement/Responding | |
| Outlining future action | |
| Thanking/ Saying goodbye |
b 将以下卡片两两组合成更多的表达，补充到上面的表格中。
| Would you like | a coffee before you leave? |
| Let’s just recap | what we’ve agreed. |
| Are you happy | with that? |
| I think we’ve | covered everything. |
| Do we need to | discuss anything else? |
| So we’ve agreed | we will deliver tomorrow. |
| So,you’re going | to send us a written summary. |
| No,I think | that’s all. |
小贴士 可以使用will和going to来描述后续跟进运动，例如，As agreed,you will send a written summary |
发音练习
4 请听音频6.2中的句子，标出每个句子中重读的单词。
1 You’re going to supply us with 100 bottles of still and 200 bottles of sparkling water.
2 The total cost to us will be €456
3 We have agreed to pay in full within 25 working days.
Practice
结束谈判
1 a 搭配左右两栏，组成了一个完整的句子。
1 Are you happy a agree?
2 Do you need to b anything to add?
3 Do you have c discuss anything else?
4 Do you d missed anything out?
5 Have I e with thay
b 请看以上“重要词汇和表达”部分用来作出回应的表达方式，练习回答上面的问题。
c 听音频6.3中的范例。
2 按照正确顺序排列以下单词，组成用于结束谈判的实用表达。
1 agreed./ could/ I/ just/ Perhaps/ summarize/ we’ve/ what/
2 everything./for/ Thank/ you
3 anything/ discuss/ Do/ else?/ need/ to/ we
4 a/ agreed,/As/send/ summary./we/ will/ written/ you
5 discussed./just/ Let’s/ recap/ we’ve/ what
6 forward/ I/ look/next/ speaking/ to/ to/ week./you
确认函
下列邮件画线的表达中有些有错误，找出并改正。
To: Andrew Drummond From: Kate Mckay Subject: Conference invitations
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It was good to speak to you yesterday.❶I’d just like to go what we agreed.❷Sum up,❸you are going to deliver five boxes of the conference invitations currently stored in your warehouse (code:4543643B) to each of the three addresses belowby 14 April. ❹As agreed,you will charge us a total of €65-that is:two deliveries to Dublin @ €15 each and one delivery to Manchester @€35 .❺Are you agree?
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4 a 按正确顺序排列以下句子，重现谈判的结尾。
a Yes, that’s right.And you’re going to send me the addresses.
b Can I just summarize what we’ve agreed?
c Good idea.Go ahead.
d You’re going to reprint 12,000 copies of our annual report, 10,000 of which you will mail out by the 2nd July,with the remainder going to our Warsaw office. Are you happy with that?
e No problem.I look forward to speaking to you tomorrow.
f Yes，I will--but I’ll need to speak to our Marking Department first. Can I Call you tomorrow?
g Great.Thanks foryour patience .Bye.
b 听录音，核对答案。
发音练习
5 a 听练习中对话的节选，在2.8.7的录音文本中标出重读了的单词。
b参照录音文本，练习你在录音中听到的表达。
小贴士 谈判中为了避免出现误解，关键词（日期、时间、 地点、 人物等等）应重读。有时应主动给出不常用词的拼写。 |
Consolidation 巩固练习
1 回想你最近参加过的一场谈判，回答下列问题
Were you happy with the agreement made?
Did you summarize the main points of the agreement at the end ?
Did you confirm any action points---who does what,when,etc.?
What would you have done differently?
2 设想你即将参加一场谈判，写下你打算使用的表达
3 谈判结束后，用几分钟时间反思一下并完成以下表格。
| Negotiation checklist:summary |
| Did you reach an agreement both parties were happy with? |
| Have you confirmed the terms of the agreement in writing? |
| Have you checked your understanding of the agreement? |
| Are there any points still to be agreed？ |
| Notes： |
4 给对方写一封邮件总结达成的协议内容
Reference 重要词汇和表达
Useful phrases 实用表达
Summarizing总结
Perhaps I could just…? | 或许我可以…？ |
| Can I just go over/summarize (what we’ve agreed) | 我能把（我们达成一致的内容）重复/总结一下吗？ |
| I'd like to... | 我现在想…… |
Let’s justrecap/go through (what’s we’ve discussed). | 我们概述一下/过一遍（我们刚刚讨论过的内容）吧 |
| To sum up/recap,… | 综上所述/概述一下… |
Confirming agreement 确认协议
Do you agree | 你同意吗？ |
Do you have anything to add? | 你有什么要补充的吗？ |
Have I missed anything out? | 我有没有遗漏的地方？ |
Do we need to discuss anything else? | 还有其他我们需要讨论的问题吗？ |
Are you happy with that ? | 你对这个结果满意吗？ |
Please (could you) tell me if (I have missed anything out). | 请（可以）告诉我（我是否有遗漏之处）。 |
Responding 作出回应
That’s right/fine. | 是的，没错。 |
Agreed./I agree. | 我同意。 |
I think that’s everything/all. | 我认为就是这些了。 |
I think we’ve/you’ve covered everything. | 我认为我们/你们已经把所有内容都包括了。 |
Outlining futureaction规划后续跟进行动
So (we’ve agreed) you’re going to / you will… | 那么（我们都同意）你们将… |
As agreed ,wewill/are going to… | 按照之前商议的，我们将… |
You’ve agreed to… | 你们已经同意… |
One point we still need to agree is… | 还有一点我们需要达成协议的是… |
Thanking/Sayinggoodbye 致谢/告别
Thank you /Thanks very much (everyone for your time). | 谢谢/非常感谢（各位宝贵的时间） |
Would you like a coffee(before you leave)? | （在离开之前）你想要喝杯咖啡吗？ |
Goodbye.I look forward to speaking to you （next week）. | 再见。期待（下个星期）再与您通话。 |
Vocabulary 词汇
logistics物流
| agree v.达成一致 | agreement n.协议 |
confirm v.确认 | confirmation n.确认函 |
| deliver递送；交付 | delivery n.递送；交付 |
| goods n.商品 | invoice. v.开发票 |
| invoice n.发票 | lorry n. 货车 |
| mail out寄出；发出 | order v.订购 n.订单 |
| outline v.概述 | outline n.纲要 |
| pay(in full) （全款）支付 | payment n.支付；付款 |
| receive v.收到 | summarize v.总结 |
| supply v.供应 | supplier n.供应商 |
supplies n.日用品 | within(five)working days 在（五个）工作日内 |
学习建议 记录下你在今后的谈判中可能会用到的关键表达。突出标记（如加下划线）每个表达中重读的单词。例如：Can I just go over your quotes for storing our merchandise ang for distributing it. |
Review 复习
Skills 技巧
关于如何有效结束谈判，你会给同事哪四条建议？
Useful phrases实用表达
1请听几位同事内部谈判的结尾部分，选择正确的选项
1. The delivery service chosen is LMP Mail /Despatch-2-u/Go Places.
2. LMP Mail /Despatch-2-u/Go Places was too expensive.
3. LMP Mail /Despatch-2-u/Go Places didn’t offer enough service.
2 再听一遍录音，以下情况应该使用哪些表达?
1. Summarize 3.outline future action
2. Confirmagreement 4. thank/say goodbye
Vocabulary 词汇
1 完成下列表格，然后到“重要词汇和表达”部分核对答案
| Verb | Noun |
| 1 | confirmation |
| summarize | 2 |
| 3 | agreement |
| deliver | 4 |
| 5 | outline |
| pay
| 6 |
2选择正确的单词补全下列句子。
by in out out over to with with |
1. Have I missed anything_____?
2. Are you happy _____that?
3. Can you please pay____the end of the month?
4. We need to mail_____copies this week.
5. Can we go____what we have agreed?
6. Please could you pay ____full?
7. As agreed,you will supply us ____the brochures by Friday.
8. I look forward _____speaking to you tomorrow.
Pronunciation发音练习
A. 请看第2.8.7音频6.7的录音文本，你会重读哪些单词？
B. 大声练习这些句子
C. 听录音，进行比较
