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Lesson plan and video Notes
Business Negotiation:
Price
Level:
Intermediate and above
(Business English)
Topic:
Business Negotiation: Price
Aims:
familiar
with the procedures and other details in price
negotiation;
2. Master words,
expressions and useful patterns for price
negotiation;
3. Master the price
negotiation skills.
Materials:
Handout materials
Teacher
:
Tony, Wade
Students Number:
24 Students from BE A071,
divided into 4 groups, 6
students in each.
Length:
50 minutes
Teaching Approach:
Practice-oriented Approach
Situated teaching
Peer
teaching
Peer tutoring
Self-directed learning
Role
play
1
Lesson plan and video Notes
Teaching
Design
Teaching Procedures
Time
Teachers
’
Instructions
T&W:
Good
Morning,
everyone.
S: Good Morning, Sirs
W:
Welcome back to our class.
Tony:
Today
Wade
and
I
will
be
partners.
First
of
all,
let
’
s
look
at
the
picture
on
the
screen
W:
Then
tell
us
what
the
people are doing in the
picture.
S:
Tony: Well done.
W: That leads to
today
’
s topic.
T:
We are going to learn
“
price
negotiation
”
W:
Usually
a
complete
price
negotiation involves 4 parts:
T:
As
you
have
preview
the
Price
terms,
who
’
d
like
to
explain
inquiry
briefly?
S:
Inquiry
is
a
request
for
business
information
such
as
2
Video Notes
要为两位
老师和每个小组
准备准备无线话筒
In Step 1, a 1.5-minute clip
will be needed.
拍摄要求：
1.
首先是教室全貌，
然后从老师
到学生的取景。
2.
当两位老师用多媒体展示图
片供学生讨论和出事教学任务
时，聚焦多媒体屏幕。
3.
此部分需要
1.5
分钟的内容
剪辑。
Step 1
Lead-in
1.
Peer
teachers
greet
the
students.
2.
Introduce the
topic with the
help
of
pictures
shown
through
the
screen.
Ask
the
ss
to
guess
what
the
people
are
doing
in
the
picture.
Accept
any
answers
from
the
ss,
but
stop
to
move
to
the
next
step
when
the
intended
answer is given:
Show
the
ss
the
following
business term on
the screen:
Inquiries
↓
Quotation
↓
Counteroffer
↓
Acceptance
Step 2 Peer
Demonstration
Then
get
ss
to
know
what
they
mean by each term through peer
teaching.
Inquiry
Peer demonstration
Tony
: Our company is
interested
in your peanuts. Could you
give
us some idea about your prices?
4-minute clip is needed
from
Step 2
拍摄要求：
1.
此部分重点拍摄同伴教师的
示范
内容和师生之间的互动。
Lesson plan and
video Notes
Wade
:
Here
is
our
price
list
for
our
local
peanuts.
The
quotations are all FOB prices in
US
dollars.
I’
m
sure
you
’
ll
find
our prices are most
favorable.
Wade:
Here
what
Tony
asked:
“
Could
you
give
us
some
idea
about
your <
/p>
prices
?
”
is
an
inquiry?
Quotation
Tony
:
I’ve come to
hear about
your quotation for the peanuts.
Wade
:
Thank
you
for
your
inquiry.
I’m
glad
to
quote
you
for our peanuts. The unit price is
US$$2 per Kilo FOB Rizhao, for
shipment in June, 2009.
Tony
: What
Wade
answers is an
offer.
Counteroffer
Peer demonstration
Tony
:
I’ve
come
to
hear
about
your quotation for the
peanuts.
Wade
:
Thank
you
for
your
inquiry.
I’m
glad
to
quote
you
for
our
microwave
ovens.
The
unit price is US$$2 per
kilo FOB
Rizhao,
for
shipment
in
June,
2009.
Tony
:
Frankly
speaking,
I
think
the
price
is
working
against
us.
To
conclude
the
business,
I’m
afraid
you
have
to
reduce
your
price by about eight percent.
Wade
:
What
Tony
answered
at
last is a counter offer.
Acceptance
Peer demonstration:
Wade
:
We’ll
sell
you
2,000
metric
tons
of
peanuts
price
list,
catalogue,
sample,
trade
terms
and
details
about
goods.
W:
Who
’
d
like
to
explain
briefly what quotation is?
S: A quotation or offer may be
defined as a reply to an inquiry
to
inform
the
prices
or
the
information
about
certain
goods.
T:
Someone
explain
Counter-
offer then?
S: Actually a counter offer is a
rejection of the offer.
W: Nice going.
3
2.
拍摄视角要随着教师位置的
转移
而转移，
两位老师会从靠近
多媒体屏幕走至谈判桌的位置。
3.
四分钟的内容剪辑。
Lesson plan and video Notes
RMB15000
per
metric
ton
CIF
Rizhao.
Tony
:
Sounds
great.
Could
you
manage
to
ship
the
goods
by
June 15?
Wade
: Yes, we can, if
you open
the L/C no later
than May 15.
Tony
:
All
right.
I’m
glad
we
agreed
upon
the
price.
I
believe
the
success of this deal will be a
great
step
forward
in
our
relationship.
Wade
: So do I.
Step
3
Task
Assignments
and
self-directed learning
After
the
peer
demonstration,
Tony
shows
on
the
screen
the
tasks
for
group
work,
Wade
helps to clarify the
requirements.
Designated
situation:
1.
After
receiving
an
offer
of
sportswear
Article
130
from
Lanyan
Clothing
Co.,
an
American
company
makes
a
counteroffer.
Then
the
two
parties
hold
further
discussions
on the price
issue.
2. At the Guangzhou Trade Fair,
a
Canadian
company
bargains
with
Shanchuan
Medical
Equipment
Co.
on
the
price
of
Blood
–
pressure
Meter.
4.
The
staff
from
Scott
Household
Equipment
Company,
meeting
staff
from
Haier
Group
for
the
first
time,
who
are
attracted
by
your
latest
microwaves
on
display
in
your
show
room.
They
are
now
making
an
inquiry
for
the
W: Finally, acceptance.
(Hands up to cue the ss to give
the explanation)
T: Now
Let
’
s come to the
group task for today. On the
screen are five tasks. Our class
has been divided into 4 groups
based on where you seat. Each
group chooses one task for
your group.
W:
Then members in your
group will explore
languages
for price negotiation through
books and internet with the
recommended links, after that
you will share what you leant
with your group member
(Hand
out
product
information
material)
4
1-minute clip
The
scene
that
ss
are
searching information on the
computer
is
1
minute
clip
only.
拍摄要求：
1.
首先拍摄教师利用多媒
体布置任务。
2.
然后拍摄学生利用电脑
查找资料的情景
3.
一分钟的内容剪辑