Unit2BuyingandSelling

Part1ConversationListeningConversation1WordTipscompetitive/k?m'pet?t?v/adj.有競爭力的abletocompetesuccessfullysoar/s??/v.翱翔；快速上升torisesharplysplitthedifference妥協；折中tobridgethegapbymeetinghalfwayoutofstock沒有庫存notinstocktrial/'tra??l/adj.試驗性的testing'

Part1ConversationListeningConversation1A.Watchthevideoclipandchoosethebestanswertoeachquestionyouhear.1.A)Skillsforpricecuts.B)Apricenegotiation.C)Thedifferenteffectsofdifferentprices.D)Thebiggestdiscountforawonderfulproduct.2.A)Hercompanyisstillexploringthemarket.B)Hercompanydoesnothaveenoughfunds.C)Herbosshassetapriceceiling.D)Shebelievestheproducttobeofinferiorquality.3.A)Themangivesin.B)Thewomangivesin.C)Thetwopersonsmeethalfway.D)Athirdpersonoffersaspecialbenefit.4.A)Toshowittoherboss.B)Toshowittotheengineer.C)Tosellittoathirdparty.D)Totryitout.

Part1ConversationListeningConversation1B.Watchthevideoclipagainandcompletethenegotiationtablewiththeinformationyouhear.Thewomanasksfor_______________________.Themandoesnotwanttodomuch________________.Thewomanwantstocuttheprice___________________.Themancan’tofferthewoman______________________a2percentcut.Thewomanrefusesto________________.Themansaysthepriceofthisproduct________________.Thewomansuggests_____________________,ora________________.Thebusiness/dealisthereforedone.adiscountof5percentbargainingbyabout4percentanythingbetterthanmakeadealissoaringsplittingthedifference3percentcut

Part1ConversationListeningConversation1C.Pairwork:Listentotheconversationagain,repeatitsentencebysentence,andthenrole-playitinpairs.Afterthepractice,changeroles.

Part1ConversationListeningConversation1D.Inthefollowingboxofsubstitutionexpressions,tickthoseyouheardintheconversation.Memorizealltheexpressionsinthebox.Thenmakeanewconversationwithyourpartnerbyusinganyoftheexpressions.Youdon’thavetorepeatallthedetailsintheoriginalconversation.

Part1ConversationListeningConversation1offerusa5percentdiscountgiveusadiscountof5percentcutthepriceby5percentwe’renotinthehabitofbargainingwerarelydiscussdiscountswedon’tdomuchbargaining

Part1ConversationListeningConversation1behighlycompetitivehaveasharpcompetitiveedgehaveakeencompetitivespirit

a2percentreductiona2percentcutadiscountof2percent

Part1ConversationListeningConversation1makeadealstrikeadealcloseadeal

thepriceofthisproductisrisingtheproductissellingforahigherandhigherpricethepriceofthisproductissoaring

Part1ConversationListeningConversation1dividethedifferencereachapricehalfwaybetweensplitthedifferenceAnotherpoint.Anotherthing.There’syetanotherthing.

Part1ConversationListeningConversation1notinstocksoldoutoutofstock

Part1ConversationListeningConversation1E.PairWork:Workwithyourpartnertocreateaconversationaccordingtothefollowingsituation.StudentAintendstosellhisDVDplayerfor$50,andStudentBwantstobuyitforjust30dollars.Theynegotiatethepricebutfinallyfailtostrikeadeal.Youmayrefertothefollowingexpressionsthoughyouarenotlimitedtothem.

Part1ConversationListeningConversation1E.PairWork:Workwithyourpartnertocreateaconversationaccordingtothefollowingsituation.Itissoldfor...dollars.I’dliketohaveitfor...dollars.Canyougivemea10%discount?Icanoffernomorethana2%cut.My...isofsuperiorquality.Thiskindof...sellswell.Themarketpriceishigher.Theelectronicsstoreisofferingabigdiscount.Whydon’twesplitthedifference?That’sthelowestpriceIcanoffer.That’sthehighestquoteIcangiveyou.I’mafraidIcan’tsellitforthisprice.Thanksanyway.

Part1ConversationListeningConversation2WordTipshardware/'hɑ?dwe?/n.硬件thephysicalequipmentusedinacomputersystemquote/kw??t/v.開(價)tostateaprice'

Part1ConversationListeningConversation2WatchthevideoclipandanswerthequestionsyouhearwithY(Yes)orN(No).1.2.3.4.5.YNNYN

Part1ConversationListeningConversation2B.Watchthevideoclipagainandidentifythemainideaoftheconversationbyfillingintheblanks.Thewomanthinksthepriceforthehardwareison________________,butthemanarguesthatit________________atthesamepriceinAmerica.Thewomansaysthat50dollarswouldbeabittooexpensive________________andtheyhavereceivedattractiveoffersofbelow40dollarsfrom________________.Themanthinksthelowpriceisduetoa________________.Alsohebelievesthat40dollarsleavesthemonly________________,soheasksthewomantoplace________________.Unfortunately,thewomanisplanningtoorderonly________________andrequestsaquantitydiscountof________________.Inreply,themanoffershera________________,towhichthewomanmakesacounterofferof________________.Toachievethis,thewomanhasto________________herorder.thehighsidesellswellinCannadaothersuppliersdifferenceinqualityatinyprofitalargeorder1500$14.00aunit3percentdiscount5percentdoublethesize

Part1ConversationListeningConversation2C.Pairwork:Listentotheconversationagain,repeatitsentencebysentence,andthenrole-playitinpairs.Afterthepractice,changeroles.

Part1ConversationListeningConversation2D.Inthefollowingboxofsubstitutionexpressions,tickthoseyouheardintheconversation.Memorizealltheexpressionsinthebox.Thenmakeanewconversationwithyourpartnerbyusinganyoftheexpressions.Youdon’thavetorepeatallthedetailsintheoriginalconversation.

Part1ConversationListeningConversation2yourpriceforthehardwareisonthehighsideyourpriceforthehardwareishighyourhardwareisexpensive

itsellswellitissellingquitewellit’ssellingbriskly

Part1ConversationListeningConversation2Frankly,...Honestly,...Totell(you)thetruth,...madeaquotationoflessthan40gaveafigurelowerthan40quotedapricebelow40

Part1ConversationListeningConversation2Howcouldthatbe?That’simpossible.Thatcan’tbetrue.youcanmakealargeorderyourorderwillbelargeyou’llplacealargeorder

Part1ConversationListeningConversation2Whatabouta5percentcut?Howabout5percent?Canyoumanage5percentofftheprice?

doublethesizeofyourorderincreaseyourordertwicemakeanordertwicethatsize

Part1ConversationListeningConversation2makeabargainstrikeabargainmakeagooddeal

leadtomoreordersresultinmoreordersbringadditionalordersin

Part1ConversationListeningConversation2E.Pair/Groupwork:Workwithyourpartner(s)todiscussthequestions.1.Whatcanyousaytoaskasellertoreducethepriceofhisproduct?(Youmayrefertothefollowingkeywordsthoughyou’renotlimitedtothem:thepricesatotherstores,theproblemsoftheproduct,yourlimitedbudget,yourboss’sinstructions,thefuturemarketfortheproduct,etc.)2.Wouldyouliketobuyanexpensivecellphonewithmanyfunctionsoraninexpensivecellphonewithjustthebasicfunctions?Justifyyourchoicewithasmanyreasonsaspossible.

Part1ConversationListeningConversation3:AdditionalListeningandSpeakingWordTipsgothroughtheroof飛漲(ofaprice)toincreaseveryrapidlyskyrocket/'ska?r?k?t/v.飛漲(ofaprice)toincreaseverysteeplyorrapidlyinflation/?n'fle??n/n.通貨膨脹increaseinpricescausedbygreatermoneysupply

ridiculous/r?'d?kj?l?s/adj.可笑的verysillyorunreasonableprofit/'pr?f?t/n.利潤themoneythatyoumakeinbusinessorbysellingthingssettle/'setl/v.解決；確定；定居

Part1ConversationListeningConversation3Listentotheconversationandchoosethebestanswertoeachquestionyouhear.1.A)Thequalityoftheshoes.B)Theproductioncosts.C)Thesuitableprice.D)Thecheapestprice.2.A)Theyareabout20percenthigher.B)Theyareabout30percenthigher.C)Theyareabout20percentlower.D)Theyareabout30percentlower.

Part1ConversationListeningConversation3Listentotheconversationandchoosethebestanswertoeachquestionyouhear.3.A)Theproductqualityhasimproved.B)Thereputationofthecompanyhasrisen.C)Theproductioncostshaveincreased.D)Othercompaniesarelesscompetitive.4.A)Atleast10percenthigher.B)Atleast20percenthigher.C)About30percenthigher.D)About10percentlower.5.A)5dollars.B)10dollars.C)20dollars.D)3,000dollars.

Part1ConversationListeningConversation3B.Listentotheconversationagainandanswerthequestionsbyfillingintheblanks.1.Hesays,“Onlytwopercent?Youmust____________!Inthatcase,there’snoreasonto________thisdiscussion.”2.Sheremindsthemanofthe________________and________________oftheirproducts.3.Shesaysthatisridiculous.Theywouldhaveno________.Theywouldbeselling_______________.bejokingcontinuefinequalitygoodreputionprofitataloss

Part1ConversationListeningConversation3C.Pairwork:Workwithyourpartnertodiscussthequestions.Ifyouareveryinterestedinapeddler’s（小販）toycar,forwhichheasks50dollars,whatcounter-offerwillyoumakeinthebeginning?(40,30or20dollars?)Giveyourreasons.Whatpricecanyouacceptintheend?Again,giveyourreasons.

Part2PassageListeningPassage1WordTipsrealestaten.房地產propertyrobust/r?'b?st/adj.強壯的；強有力的strongreplacement/r?'ple?sm?nt/n.替換puttingintheplaceofanother;substitutionappliance/?'pla??ns/n.設備anelectricdevice

Part2PassageListeningPassage1A.Listentothepassageandchoosethebestanswertoeachquestionyouhear.1.A)Youcanplanyournegotiation.B)Youcanpredictthemarkettrend.C)Youcandecidewhetheryoushouldbuyrightnow.D)Youcandecidewhetheryoushouldsellrightnow.2.A)Youmaygiveupbuyingthehouse.B)Youmaytrytoaddthosecoststothetotalprice.C)Youmayaskfornewappliancestomakeupfortheloss.D)Youmayasktheownertoreducethepriceby5%.

Part2PassageListeningPassage13.A)Tobuyahouseaftergettingaloan.B)Tobuyahouseafteritundergoesaprofessionalinspection.C)Toaskforoldappliancestobereplacedbynewones.D)Toaskthattheoldappliancesstay.4.A)Itisamagazinearticlewrittenbyanexpert.B)Itisanewspaperarticlewrittenbyanexpert.C)Itisanexpert’stalkwithhiscolleagues.D)Itisanexpert’slecture.

Part2PassageListeningPassage1B.Listentothepassageagainandfillintheblanksinthetreediagram.ThePositionsoftheBuyerandtheSellerThe________mayhavethestrongerpositionifthelocalrealestatemarket_____________andhomesare________________

ifthesellerisnot____________tomoveifsimilarhouseshavebeensoldfor_______________

their

askingpriceThe________mayhave

thestrongerpositionifthelocalrealestatemarket________

ifthesellerneedsto_____________

ifthehouse

hasbeen_________________________sellerisrobustsellingquicklyinarushclosetoorabovebuyerisweakmovequicklyonthemarketforalongtime

Part2PassageListeningPassage1C.CommunicationTask:Workwithyourpartnertocreateaconversationaccordingtothefollowingsituation.Youandyourpartnerplaytherolesofthebuyerandthesellerrespectively.Thebuyerwantstopurchaseacamerathatispricedat200dollars.Trytonegotiateaprice.Youcanrefertothefollowingexpressionsthoughyouarenotlimitedtothem.

Part2PassageListeningPassage1ThesellerThecamerasellswellelsewhere.Itsperformance/priceratioisgood.Anewmodelisusuallyveryexpensive.Thepromotionsalewillsoonbeover.Mybossdoesnotauthorizemetoprovidea

lowerprice.ThebuyerShowhesitation.Mentionalowerpriceelsewhere.Pointoutsomeproblemswiththecamera.Anewmodelwillsooncomeout.Askifthepriceismuchhigherthanthemarketprice.Threatentoleave.

Part2PassageListeningPassage2NewsReportWordTipsillegal/?'li?ɡl/adj.非法的notlegalorlawfulgrant/ɡrɑ?nt/v.授予；給予togivevend/vend/v.（小攤、售貨機）出售sellpermit/'p??m?t/n.許可證，執照

/p?'m?t/v.允許allowlicense/'la?sns/n.執照availability/?ve?l?'b?l?t?/n.可獲得beingavailableholder/'h??ld?/n.持有者unlicensed/?n'la?snst/adj.沒有執照的withoutalicense

Part2PassageListeningPassage2NewsReportA.Listentothepassageandchoosethebestanswertoeachquestionyouhear.1.A)Theirpricewillgoupsoon.B)Theirpricewillcomedownsoon.C)Thesupplyisgreaterthanthedemand.D)Thedemandisgreaterthanthesupply.2.A)$22,000.B)$20,000.C)$2,000.D)$200.3.A)Hewantedtogainabigprofit.B)Hewantedtoresellthelicense.C)Hemustprovidehisfamilywithbasiclivingconditions.D)Heneededmoneytoinvestinthestockmarket.

Part2PassageListeningPassage2NewsReportB.Groupwork:Workinagroupoffourtobrainstormtheadvantagesanddisadvantagesofstreetvendorsforcityresidents.

Part2PassageListeningPassage3WordTipspriority/pra?'?r?t?/n.優先事項sth.givenfirstattentionspecific/sp?'s?f?k/adj.具體的；明確的definiteconcede/k?n'si?d/v.讓步toyield;giveoverturnaround/'t??n?ra?nd/n.周轉turnover;thespeedatwhichgoodsaresoldconcession/k?n'se??n/n.讓步yieldingnegate/n?'ɡe?t/v.否定tosaynotobargainwith與……討價還價tonegotiatethetermsofanexchange

Part2PassageListeningPassage3Listentothepassageandputthefollowingsentencesintotherightorderbyenteringthenumbersinthebrackets.()Startbydefiningwhatyourprioritiesare.()Ensureeachmemberoftheteamknowsyournegotiatingstrategy.()Writedownyournegotiatingstrengthstogettheconcessionsyourequire.()Establishtherightnegotiatingteam.()Considerthesupplier’sdifferentoffersandwhatyouarereadytoconcede.()Makeawrittenplanofyourstrategy.264531

Part2PassageListeningPassage3B.Listentothepassageagainandanswerthequestionsbyfillingintheblanks.1.Itwillhelpyou____________andworkoutwhereyouwilldrawthelineand________________________.2.Theprioritiescanbelowprice,____________goodsoraspecific________________.3.Youshouldn’tsenda________accountmanagerto_________________________________.setcleargoalswalkawayfromthedealhigh-qualitydeliveryschedulejuniorbargainwiththeirmanagingdirector

Part2PassageListeningPassage3C.Pair/GroupWork:Workwithyourpartner(s)todiscussthequestions.Whichofthefollowingthreestrategiesdoyouthinkisthemosteffective?Andwhichistheleasteffective?Why?(1)Statethestrengthsofyourproduct(quality,price,salesvolu