商贸英语会话第二版课件许进 ISBN9787566306111 PPTUnit 4 IIquality and quantity.pptVIP

Learning Objectives acquire a general idea about the importance of quality and quantity learn about the stages and important issues in quality and quantity negotiation comprehend and use basic vocabulary and expressions related to quality and quantity develop skills to negotiate on common problems of quality and quantity Important Difficult Points The basic vocabulary and sentence patterns used in quality and quantity negotiation The way to argue for and against a specific point in quality and quantity discussion. Teaching Procedures Warming-up Practice Negotiations often take place between the buyer and the seller. Of the following statements, which do you agree or disagree with? 1) There is need for the seller to grant discount for order of large quantity. 2) The buyer should pay more attention to quality of the products than prices. Background Information The quality and quantity are usually quoted as “two sides of a coin”; however, the truth is not that simple. The two issues are two basic concepts that will inevitably be talked about in business negotiation. But, people would expect more for better quality than larger quantity, hence give quality a position higher in the level than quantity. Quality is the critical criteria for consideration in price negotiation. If the product is of better quality, the exporter would certainly have more confidence in bargaining for better price. Quantity, on the other hand, is the tool that is usually practiced by importers. The importer may push for lower price if he/she shows intention of large order. No matter which of the two “Q”s finally plays the vital role in negotiation, both the importers and exporter should take these two issues into consideration. Presentation Comprehension Listen to the sample dialogue, try to fill in the blanks according to it. Imitation Practice Summarizing on the Key Points Summarizing on the Key Points Summarizing on the Ke