商務(wù)英語閱讀（下冊(cè)）（第二版）unit13商務(wù)禮儀.ppt

1、Unit Thirteen,Teaching Objectives,了解各國(guó)商務(wù)禮儀的差異 了解中國(guó)商務(wù)文化的特點(diǎn) 了解談判的技巧,Teaching Emphases,business etiquette hierarchical order business culture in China negotiation tips,Content,Text Fast Reading I Fast Reading II,TEXT Business Etiquette,Pre-reading questions 1.How much do you know about international bu

2、siness etiquette? 2. In your opinion, what makes a successful business meeting,UP,PREV,NEXT,Business etiquette consists of significantly more important things than knowing which fork to use at lunch with a client. Unfortunately, in the perception of others, the devil is in the details. People are a

3、key factor in your business success. Many potentially valuable alliances are lost because of an unintentional breach of manner. In communication, most behavior that is considered discourteous or disrespectful could have been avoided if good manners had been practiced. We find that most negative expe

4、rience with someone was unintentional and they could have been easily repaired if you keep an open mind and communicate honestly,There are many rules and guidelines for etiquette and it s necessary for a businessperson to learn them. Among the guidelines, the most important thing is to be courteous

5、and thoughtful to the people around you. Consider other peoples feelings. Address conflicts situation-related instead of person-related. Say sorry when you step on toes. If you stick with the basics that you have learned in kindergarten, you will not go too far wrong. The following are helpful guide

6、lines for dealing with people in working and social situations,It is about people Do you think a secretary is not an important role? Dont differentiate by position within the company. In fact, secretaries actually have tremendous power to help your career. Make a point to meet them and show your app

7、reciation. Often visit people working next to you. When you visit other sites, linger over a cup of coffee and introduce yourself to people nearly. If you arrive early for a meeting, introduce yourself to other participants. After introducing, talk little about yourself and your hobbies, pets, etc.

8、not too much, just enough to get others to open up about themselves. Keep notes on people. This helps you create a people database with names, addresses, phone numbers, birthdays and childrens named-information that is appropriate for your situation,Peers and Subordinates The key factor for forty pe

9、rcent employees failures in their first job is their inability to build good relationship with peers and subordinates. Social rank or class is a corner stone of social interaction in many cultures. The corporate climate is no exception. People think it is more important to show respect and practice

10、etiquette around superiors than around peers and subordinates. However, the current economic and social climate is one of rapid advancement through technology. It is very likely for a salesman to become a coworker overnight. Dont treat people differently according to their corporate standing. Show r

11、espect to everyone regardless of position. Even the people at the top will suspect your motives if you treat VIPs with impeccable courtesy and snap at counter clerks. In a new era of international business, a businessperson must master different business etiquettes in different countries. The follow

12、ing tips of some countries and areas business etiquettes may be helpful for you,Australia. As we all know, in some countries it is customary to begin the meeting with a small talk. But in Australia it is appropriate to get to the point different from many other cultures. Remember: while conducting b

13、usiness with Australians, be direct. Say what you have to say. China. The best advice for you to participate in a Chinese meeting is to go with the flow. The Chinese business culture may appear rather slow moving to Westerners. When westerners are conducting business with Chinese, they are expected

14、to allow their Chinese hosts to set the tone by allowing them to initiate greetings, seating suggestions, and negotiations. In china, people place emphasis on rank. Thus, youd better select a senior team member to be your spokesperson,Hong Kong. In Hong Kong companies, meetings are scheduled in adva

15、nce. Before arriving at the meeting, send a list of all delegates attending, in ranking order with titles next to their names. In Hong Kong, hierarchical order and position are paid special attention to, so your group should enter the room in hierarchical order and sit across from the Hong Kong pers

16、on who holds the same position to your own. Like the mainland of China, there is a social conversation at the beginning of the meeting and a Hong Kong Chinese leader will move the talk to business,Indonesia. Indonesian businesspeople are slow and deliberate when it comes to making decisions. During

17、the meeting with Indonesians, be patient and diligent. If you try to rush them to make a decision, you will be regarded unfavorably. Being thoughtful helps you to maintain harmony with your partner. If the Indonesians with whom you are meeting make few comments, dont view their silence as a negative

18、 response. Indonesians are naturally soft-spoken, so avoid being loud or harsh-sounding when taking,Japan. Before a Japanese meeting, write down what you are going to say beforehand, so when discussing business everyone will have this information in front of him or her. Remember to take notes when l

19、istening to others discussing business. It may takes a long time to establish business relationship officially with Japanese, so when doing business with Japanese have a much more realistic attitude about what to expect. Philippines. At the beginning of the meeting there is usually a small talk or a

20、 meal together. Before the meeting you can also see people getting together for a sports outing or the like. When others are talking, listen intently without interrupting. If you break in while someone else is talking, you will be considered offensive,Singapore. Stand when someone higher in rank ent

21、ers a room. Dont eat until they begin eating. When sitting in a chair, keep your feet flat on the floor instead of crossing your legs in front of the hierarchical superiors. When an elder person or superior is speaking, avoid challenging, or disagreeing. Otherwise, you will cause them to lose face.

22、As a result, you will lose the respect of others. A Singaporean may actually mean yes when saying perhaps, agrees to your proposition and then offers to be of assistance. Some phrases such as It may not work out, My schedule may not permit me.” sound like yes but in fact they mean no,South Korea. It

23、 is part of the South Korean meeting ritual to begin by offering guests a beverage. Accept a drink when its offered to you, even if you only choose to sip rather than drink it. If a South Korean is bothered or confused by something that has been said, he or she will likely not express this concern v

24、erbally, but instead will expect you to know it from his or her body language or facial expression. When planning meetings, be sure to build in several breaks for smoking. Smoking is very common in South Korea, so this courtesy will be much appreciated,Taiwan. Avoid discussing money too early in a b

25、usiness relationship with Taiwanese. Although the Taiwanese emphasize the importance of profit, this society encourages concern for the good of the whole. So dont give precedence to money issues. Agreements are not the final decision. It is very common to continue a negotiation after signing an agre

26、ement. Thailand. Thais are less formal than others when conducting business. However, obvious breaches of Thai etiquette will be considered rude. Ask your Thai partner whether they have questions directly because in Thailand, blunt questioning is considered bad form. Before making any final decision

27、s, the Thais will want to meet several times with you and your team,Vietnam. Business meetings with the Vietnamese are relaxed and long, so remember to schedule ample time. You will be invited to a meal after meeting. The most senior member of the Vietnamese team will come into the room last and sit

28、 at the head of the table. In most cases, the most senior member will appoint a junior member to lead the discussion,Language points breach,n. a violation or infraction, as of a law, a legal obligation, or a promise. 破壞，違犯，不履行：破壞或違反一法規(guī)、法律責(zé)任或一誓言 e.g. a breach of contract / copyright 違反合同/ 侵犯版權(quán) - a br

29、eaking up or disruption of friendly relations; an estrangement. 決裂：結(jié)束或斷決友好關(guān)系；脫離關(guān)系 e.g. a breach in Franco-German relations 法德關(guān)系破裂,UP,PREV,NEXT,Language points deal with,to do business with 與 做生意 e.g. deal with foreigners 與外國(guó)人做生意 - to solve, carry out 解決，處理， 應(yīng)付 e.g. to deal with enquiries/ complaints

30、 處理各種詢問/ 投訴 - to be about 涉及，論及，關(guān)于 e.g. Her poems often deal with the subjects of death. 她的詩(shī)通常是關(guān)于死亡這個(gè)主題的,UP,PREV,NEXT,Language points linger,v. to be slow in leaving, especially out of reluctance; 徘徊：尤指因不愿離開而繼續(xù)逗留 e.g. We lingered over breakfast on the terrace. 我們?cè)谄脚_(tái)上慢條斯理地吃著早餐。 - to persist: 繼續(xù)存留： e.

31、g. an aftertaste that lingers. 回味無窮 -to continue to look at sth or think about sth for longer than usual 持續(xù)看（或思考） e.g. His eyes lingered on the diamond ring on her finger. 他的目光滯留在她手指上的鉆戒上,UP,PREV,NEXT,Language points regardless of,in spite of: 不管 e.g. We will persevere regardless of past failures. 盡

32、管以前我們失敗過，但仍要堅(jiān)持下去 - with no heed to: 不顧： e.g. freedom for all, regardless of race or creed. 不論民族或信仰的全體的自由,UP,PREV,NEXT,Language points impeccable,a. having no flaws, perfect 無錯(cuò)誤的，無瑕疵的，完美的 e.g. impeccable manners/ taste 完美的舉止/ 品位 e.g. Her written English is impeccable. 她寫的英語無可挑剔,UP,PREV,NEXT,Language

33、points courtesy,n. polite behavior. 謙恭有禮：有禮貌的舉止行為 e.g. I was treated with the utmost courtesy by the staff. 我受到了工作人員極有禮貌的接待,UP,PREV,NEXT,Language points participate in,take part in ; became involved in 參加， 參與 e.g. 1. She didnt participate in the discussion. 她沒有參加討論。 2. We want to encourage students

34、to participate fully in the running of the college. 我們想鼓勵(lì)學(xué)生完全參與學(xué)院的管理工作,UP,PREV,NEXT,Language points initiate,v. to set going by taking the first step; begin 開始, 展開最初的工作, 開始, e.g. initiate trade with developing countries 開始與發(fā)展中國(guó)家的貿(mào)易,UP,PREV,NEXT,Language points hierarchical,a. of or relating to a hie

35、rarchy. 屬于或有關(guān)于宗教職位等級(jí)制度的 e.g. a hierarchical society/ organization 分等級(jí)的社會(huì)/ 組織,UP,PREV,NEXT,Language points deliberate,a. done with or marked by full consciousness of the nature and effects; intentional: 蓄意的：在明顯完全意識(shí)到性質(zhì)和后果的情況下干的；故意的： e.g. mistake the oversight for a deliberate insult. 把疏忽錯(cuò)當(dāng)成蓄意的侮辱 - ari

36、sing from or marked by careful consideration: 深思熟慮的：源于慎重考慮的，以仔細(xì)考慮為特征的： e.g. a deliberate decision. 深思熟慮的決定 - unhurried in action, movement, or manner, as if trying to avoid error: 謹(jǐn)慎的：行動(dòng)、移動(dòng)、舉止方面不慌不忙的，仿佛努力避免錯(cuò)誤： e.g. move at a deliberate pace. 以小心謹(jǐn)慎的步伐移動(dòng),UP,PREV,NEXT,Language points break in,to enter

37、premises forcibly or illegally: 強(qiáng)行進(jìn)入，非法進(jìn)入： e.g. a prowler who was trying to break in 企圖非法闖入的小偷 - to interrupt a conversation or discussion 打斷談話，打斷討論 e.g. She longed to break in on their conversation but didnt want to appear rude. 她很想打斷他們談話， 但又不愿顯得粗魯,UP,PREV,NEXT,Language points ritual,n .the prescri

38、bed form of conducting a formal secular ceremony 典禮, 舉行正式非宗教典禮的指定形式： e.g. the ritual of an inauguration. 就職典禮 - a detailed method of procedure faithfully or regularly followed: 例行公事，老規(guī)矩，習(xí)慣：忠實(shí)地或規(guī)律地遵守詳細(xì)的程序方法： e.g. My household chores have become a morning ritual. 家務(wù)已經(jīng)成了我早晨的例行公事,UP,PREV,NEXT,Language p

39、oints beverage,n. any one of various liquids for drinking, usually excluding water. 飲料：任一種飲用的液體，通常不包括水在內(nèi),UP,PREV,NEXT,Language points precedence,n. the fact, state, or right of preceding; priority: 領(lǐng)先：領(lǐng)先的事實(shí)、狀態(tài)或權(quán)利；優(yōu)先權(quán)： e.g. Those applications arriving first will receive precedence. 最先到的申請(qǐng)者將有優(yōu)先權(quán) - pri

40、ority claimed or received because of preeminence or superiority: 優(yōu)先權(quán)：由于其重要性或較高地位而要求或得到的優(yōu)先權(quán)： e.g. Our company will continue to assert its precedence as the worlds leading manufacturer of pharmaceuticals. 我們公司由于在世界藥品生產(chǎn)中的領(lǐng)先地位而將繼續(xù)斷言其優(yōu)先權(quán),UP,PREV,NEXT,Language points,business etiquette 商務(wù)禮儀，在商務(wù)活動(dòng)中，為了體現(xiàn)相互尊

41、重，需要通過一些 行為準(zhǔn)則去約束人們?cè)谏虅?wù)活動(dòng)中的方方面面，這其中包括儀 表禮儀，言談舉止，書信來往，電話溝通等技巧，從商務(wù)活動(dòng) 的場(chǎng)合又可以分為辦公禮儀，宴會(huì)禮儀，迎賓禮儀等,UP,PREV,NEXT,Language points,database 數(shù)據(jù)庫(kù)，是按照數(shù)據(jù)結(jié)構(gòu)來組織、存儲(chǔ)和管理數(shù)據(jù)的倉(cāng)庫(kù)，它 產(chǎn)生于距今五十年前，隨著信息技術(shù)和市場(chǎng)的發(fā)展，特別是二 十世紀(jì)九十年代以后，數(shù)據(jù)管理不再僅僅是存儲(chǔ)和管理數(shù)據(jù)， 而轉(zhuǎn)變成用戶所需要的各種數(shù)據(jù)管理的方式。數(shù)據(jù)庫(kù)有很多種 類型，從最簡(jiǎn)單的存儲(chǔ)有各種數(shù)據(jù)的表格到能夠進(jìn)行海量數(shù)據(jù) 存儲(chǔ)的大型數(shù)據(jù)庫(kù)系統(tǒng)都在各個(gè)方面得到了廣泛的應(yīng)用,UP,PREV,

42、NEXT,Language points,Business etiquette consists of significantly more important things than knowing which fork to use at lunch with a client. consist of: to be made of or formed from something 由組成，由.構(gòu)成 The team consists of four Europeans and two Americans. Its a simple dish to prepare, consisting m

43、ainly of rice and vegetables,UP,PREV,NEXT,Language points,In communication, most behavior that is considered discourteous or disrespectful could have been avoided if good manners had been practiced. 條件句中的虛擬語氣根據(jù)不同的時(shí)間有三種不同的形式。 (1)表示與現(xiàn)在事實(shí)相反的情況： if+主語+過去時(shí)+其他+主語+should/would/could/might+do+其他 If I knew h

44、is telephone number, I would tell you. (2)表示與過去事實(shí)相反的情況 if+主語+had done +其他+主語+should/would/could/might+have done+其他 If he had taken my advice, he would not have made such a mistake. (3)表示對(duì)將來情況的主觀推測(cè) if+主語+were to do+sth.+主語+should/would/could/might+do+其他 if+主語+did/be(were)+sth.+主語 +should/would/could/

45、might+do+其他 if+主語+should+do+sth.+主語 +should/would/could/might+do+其他 If he should come here tomorrow, I should/would talk to him. If there were a heavy snow next Sunday, we would not go skating. If she were to be there next Monday, I would tell her about the matter,UP,PREV,NEXT,Language points,It is

46、very likely for a salesman to become a coworker overnight. It is likely: 可能 It is very likely that a salesman becomes a coworker overnight. A salesman is very likely to become a coworker overnight,UP,PREV,NEXT,I. Answer the following questions based on the text,1. How can you avoid disrespectful man

47、ners? In communication, it can help you to avoid disrespectful behavior by practicing goon manners and keeping an open mind and communicating honestly,Reference,I. Answer the following questions based on the text,2. Why is a secretary important to your career? Because a secretarys opinion about you

48、is likely to be required by the decision-maker,Reference,I. Answer the following questions based on the text,3. Why do so many people fail in their first? Because they are incapable of building good relationship with peers and subordinates,Reference,I. Answer the following questions based on the tex

49、t,4. What is special on Singapores business ? They show significant respect to people higher in rank,Reference,I. Answer the following questions based on the text,5. What a South Korean will do if he is bothered in a meeting? He or she will express this concern with body language or facial expressio

50、n,Reference,II. Read the following terms and match each with its proper definition,1. alliance 2. Hierarchical 3. Ritual 4. Impeccable 5. database 6. Etiquette 7. Precedence 8. Ample 9. deliberate 10. breach,a. arranged in a hierarchy b. an organized set of data that is stored in a computer and can

51、be looked at and used in various ways c. the formal rules of correct or polite behavior in society or among members of a particular profession d. enough or more than enough e. a group of people, political parties, etc, to work together in order to achieve something that they all want f. a failure to

52、 do something that must be done by law g. (of a movement or action）done slowly and carefully h. the condition of being more important than somebody else and therefore coming or being dealt with first i. without mistakes or faults; perfect j. a series of actions that are always carried out in the sam

53、e way, especially as part of a religious ceremony,1. e 2. a 3. j 4. i 5. b 6. c 7. h 8. d 9. g 10.f,III. Translate the following passage into Chinese,Thais are less formal than others when conducting business. However, obvious breaches of Thai etiquette will be considered rude. Ask your Thai partner

54、 whether they have questions directly because in Thailand, blunt questioning is considered bad form. Before making any final decisions, the Thais will want to meet several times with you and your team,泰國(guó)人在做生意的時(shí)候，不像其他國(guó)家的人那么正式。但是，如果公然違背泰國(guó)的禮儀，那也被認(rèn)為是很粗魯?shù)?。要直接問他們是否有問題。因?yàn)樵谔﹪?guó)人看來，拐彎抹角的提問是很不好的一種形式。泰國(guó)人要在和你及其你的

55、團(tuán)隊(duì)會(huì)面數(shù)次后才會(huì)做出最終決定,Reference,IV. Please put the following sentences into English,1. 商人經(jīng)常認(rèn)為，交談時(shí)流利與溝通比語法更重要。 Business people often think that fluency and communication take precedence over grammar when talking. 2. 有時(shí)，很難對(duì)物品的顏色和聲音進(jìn)行口頭描述。 It can sometimes be difficult to give a verbal description of things

56、like colors and sounds. 3.我們不因工人的背景和種族不同而區(qū)分對(duì)待。 We do not differentiate between our workers on the basis of their background or ethnic origin. 4. 演出結(jié)束后，我們?cè)诰瓢啥毫袅艘粫?huì)，希望能一睹演員們的風(fēng)采。 After the play had finished, we lingered for a while in the bar hoping to catch sight of the actors. 5. 他謹(jǐn)言慎行。 He was deliber

57、ate in his speech and action,Fast Reading I,Western Business Culture,UP,PREV,NEXT,When meeting someone in a Western business setting, conversation usually remains focused on business matters and business topics. Family and/or personal matters are not brought up, especially the first time you meet. C

58、onversations stick to the business purpose at hand and remain objective and professional. Western clients and customers are not expecting an overly friendly conversation when they make a business call. They expect some degree of professionalism. If the person answering the call is too lackadaisical,

59、 unenthusiastic or indifferent, they may hang up and take their business someplace else,In Western business culture, making an appointment is commonplace for most business dealings. Most company personnel are on a tight schedule, and it saves your time and theirs by planning ahead and scheduling app

60、ointments. Project management is a key methodology that Western businesses use on a regular basis to solve problems, to launch new products and services, and to maximize the use of personnel. Project management teams are usually comprised of members who have the highly specialized skills appropriate