1. Unit 7 Agenda 目的要求 通过本章学习了解谈判的程序和优秀谈判人员的条件，会议议程安排，会议记 录的内容和重点。 学习重点 商务谈判的方法 会议程序 会议记录语言和内容的要求 学习难点 谈判的技巧 会议记录语言应注意简洁, 要点突出

2. Teaching procedure Warm-up questionsCheck Ss understandingText organizationPractical writingUseful expressionsAssignments

3. Warm-up questions 1.What makes a good negotiator? 2. What shall we do before negotiation?

4. Check Ss understanding 1. A good rapport is very important at the beginning of negotiator. 2. A good negotiator always tries to catch the immediate gain during negotiation. 3. Concession means losing face. 4. A successful negotiator collects as much information about his counterpart as possible.

5. Check Ss understanding 5. The purpose of negotiation is to gain benefits for both sides. 6. To ensure a successful negotiation, we should keep the negotiation focused on our key point. 7. During negotiation, we can win an advantageous position by complicated language. 8. Careful preparation, correct techniques and appropriate language make a good negotiator.

6. Text organization Some factors helping to make a good negotiator FactorsPurposesTechniques Good rapportA willingness to make concessions To create 1)_________ Mutual benefitAgreement 2)_______To take a long-term vies 3)_______Avoid locking themselves To have a range of objectives TenacityKeep negotiation going on To be 4)_______ ListenerAvoid misunderstanding To listen attentive and 5)______

7. Practical writing: Minutes of meeting 会议记录一般包括以下几个部分 : 1. 标题 ( 会议名称、会议地点、会议时间） 2. 会议人员（到会人员、缺席人员 、会务人员等） 3. 记录正文 语言应注意简洁, 同时记录内容要注意甄选, 避免记 流水账。

8. Practical writing: Agenda Legislative Council Ref: CB1/PL/ITB/1 LC paper No. Cb64.07-08 Legislative Council Panel on Information Technology and Broadcasting Minutes of meeting Held on Tuesday, 10 Oct 2000, at 12:30 pm In the Chamber of the Legislative Council Building Members present: Members absent: Clerk in attendance: Staff in attendance: I. Election of Chairman and Deputy Chairman II. Schedule of meetings for the 2007-2008 session III. Discussion items for next meeting

9. Useful expressions 1. Mr. Smith presided at the election of the Chairman of the Panel for the 2007-2008. 2. Mr. Wang Dawei was declared elected Chairman of the Panel for the 2007-2008. 3. Mr. Waukon took the chair and called for nominations for the deputy chairmanship. 4. They also agreed that deputations should be invited to give their views and attend the meeting. 5. The meeting ended at 12:45 p.m.

10. Assignments Do exercises I- VI Role play (p115) Preview unit 8