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          首页 新东方高级商务英语讲义

          新东方高级商务英语讲义.pdf

          新东方高级商务英语讲义

          saraco
          2010-10-31 0人阅读 举报 0 0 暂无简介

          简介:本文档为《新东方高级商务英语讲义pdf》,可适用于高等教育领域

          高级商务英语口语目录LessonFormalVerbalCommunicationinBusinessI?LeadingSeminars?QuestioningTechniques?BeaLeaderandAGoodListenerAttheSameTime?GivingCriticismLessonFormalVerbalCommunicationinBusinessII?FourMainPartsofaPresentation?DeliverySkills?WhattoSayWhenYouForgetWhattoSay?PresentationLanguageFocusLessonCrossCulturalCommunicationinBusiness?SixFundamentalPatternsofCulturalDifferences?AGeneralViewofCorporateCulture?DecodingBodylanguageofNorthAmericaLessonBusinessEtiquette?GuidelinesforBusinessEntertainingandGiftGiving?AcceptablePublicConductinNorthAmerica?TheArtof“SmallTalks”?WelcomeTopicsofConversationLessonContractEnglish?MainCharacteristicsofAContract?ElementsofaContract?CommonlyusedLegalTerms?TipsonContractLingoLessonNegotiationEnglish?WhatYouShouldKnowBeforeNegotiating?NegotiationTactics?NegotiationLanguageFocusesLessonBusinessReporting?ResearchToolsandinformationSourcesForEarningsPerformancesandSECFiling?GeneralTheoryofThe“DoubleEntryAccounting”System?TheContentsandTheEquationofABalanceSheetLessonBusinessNewsReading?FeaturesandStylesofWritinginWesternBusinessJournalism?WhatisitinanEarningReport??IdiomaticUsagesandSetPhrasesOftenUsedtoDescribeandPredictingEconomicDevelopmentLessonInterviewEnglish?TheABCsofJobInterviewsInNorthAmerica?Commonquestionsguidelinestoproperanswers?“Tellmesomethingaboutyourself”–Thetonesettingquestion?NonverbalPitfallstoWatchForLessonOneFormalVerbalCommunicationinBusinessI正式商业交流()–研讨会PartIObjectives?ProceduresofSeminarsLeadingandCommonlyUsedSentenceStructures研讨会各个程序及常用句型?QuestioningTechniques提问技巧?ALeaderandAGoodListener,AttheSameTime做好的听众做好的领导者?GivingCriticism提出批评观点的技巧PartIITheHowTosLeadingSeminarsQuestioningTechniques?Generalproceduresofaseminarlecture)Selfintroduction)IntroductionofTopic)Describingsequencesandtiming)Highlightinginformation)Involvingtheaudience)Givinginstructions)Checkingunderstanding)Askingquestions)Clarifyingquestions)Evadingquestions)Invitingcomments)Interrupting)Transitions)Reformulations)Closing?LanguageReferenceSelfintroduction自我介绍Goodmorning,I'mandI'vebeeninvitedtogivethistalkpresentationlecturebecauseIhavedoneresearchinIhaveaspecialinterestinmyexperienceisinIntroductionofTopic话题介绍InmypresentationtalklecturetodayIshallbedealingwithThesubjectofmytodayisWhatI'dliketodotodayisintroducesuggestanalysedescribeexplainMytopicsubjecttodayisIshallbedealingwith…mainareastopicssubjectstodayDescribingSequencesandTiming程序介绍与时间安排FirstIwanttospendafewminutesoutliningremindyouofthebackgroundtosummarisetheexplainpresentNextIshallafterthatIwilltaketheopportunityofdescribingThenwe'lllookatFinallyIwanttoHighlightingInformation重点介绍(Rhetoricalquestions)So,whatdoesthatmeanHowcanweinterpretthisWhat'stheexplanationforthisWhataretheimplicationsofthesefindings(Changeoffocus)WhatthattellsusisWhatI'msuggestingisWhatisclearisthat(Introducingauxiliaryverb)SoclearlywedoneedtoObviouslytheydidunderstandthatOfcourseyoudowantoknowwhyInvolvingtheAudience听者的参与Let'shaveashowofhands,howmanyofyouagreewithI'msureweallknowwhatit'sliketoLetmeaskyouspendacoupleofsecondsthinkingaboutWell,whatwouldyoudo,IwonderJustlookaroundtheroomandtakeanoteofhowmanymenarewearingatiehowmanypeoplearewearingjeanstheaverageageoftheparticipantsGivingInstructions给予指示Forthisexercise,wearegoingtoworkinpairs:groupsofMakeanoteofthesewordsfiguresReadtheparagraphonpagePleasenotethatIshallbetimingtheexerciseandyouhaveexactlyminutesNowcompletethequestionnaireandputyournameinthetoplefthandcornerCheckingUnderstanding随时观察听者反映IseveryonewithmesofarArethereanyquestionsatthisstageWouldanyonelikemetorunthroughthatagainIfyouhaveanyproblemswiththedetail,don'tworrybecausealltheinformationisinyourhandoutAskingQuestions询问问题Directquestionsopenended:WhatwhyhowwherewhenClosedquestions:DoyoudidyouDelicatequestions:IwaswonderingifcouldIaskyouwouldyoumindtellingmeifit'snotindiscreetI'dliketoknowmightIaskmayIaskClarifyingQuestions澄清问题SoyouwanttoknowaboutisitthefiguresthatworryyouwhenyousaydoyoumeanIfI'veunderstoodthequestionyouwanttoknowaboutEvadingQuestions回避问题That'snotreallymyfieldthat'sabitoutsidethescopeoftoday'stopicIhaven'tgotthepreciseinformationwithmetodaythat'snotreallyformetosayI'dneednoticeofthatquestiontoansweryouinfullthisisnotreallytheplacetodiscussthatmatterperhapsthat'saquestionforanothermeetingInvitingComments鼓励并听取意见HasanyonegotanyquestionsatthispointWouldanyoneliketocommentonthatDoesanyonedisagreewithmylastpointCananyoneconfirmmyexperienceIfnobodyhasanyquestionsthenI'llmoveonInterrupting中断I'dliketodiscussitfurther,butIthinkit'stimetomoveonCouldIjuststopyouthereIfImightjustaddI'msurewe'dallagree,butperhapsweshouldgetbacktothemainpointTransitions过渡IfwecouldnowturntomynextpointiswhatIwanttodonextislet'smoveontothatcompletesmyanalysisofso,nowwearegoingtoReformulations总结IfImightjustgooverthatagainso,insummaryjusttoremindyouofthekeyfactsthemainpointstheadvantagesofmymainargumentswereClosing结束ThankyouforlisteningtometodayIhopeyouhavefoundmypresentationusefulThankyouforyourattention?QuestioningTechniques提问技巧Reasonsforaskingquestions:ToobtaininformationTofindouttheopinionsofotherpeopleToaskotherpeopletocontributeideasTofindoutthereasonsbehindeventsToseekconfirmationThestatusofthequestionerThequestionermayhaveanofficialneedtoaskquestionsworkrole,legalpower,etc,orthequestionermayhaveanentirelypersonalcuriositytosatisfyIftheroleisofficial,thequestionerneedstochoosethequestioningstylewithcareinordertoproducetherequiredresultsQuestioningcanbequiteathreateningactivityinsomecircumstancesForexample,ifthequestionerwantsinformation,thenthepersonwhohasthatinformationmayfeelthatsheisbeingaskedtogiveupsomethingthatrepresentsanadvantageIfthequestionerismerelycuriousinasocialsetting,thentheimportantpointisthelevelofdelicacyofthequestionInmostcultures,verypersonaldetailssuchashowmuchmoneyweearnistooprivatetoformthesubjectofquestionsbyothersChoicesofquestionstyleClosedvopenClosedquestionspermitonly'yes''no'answersTheymaythereforebemorethreateningthanopenquestionsbecausetheyleavenoroomforexpansionorexplanationThequestionerneedstodecideifitwouldbemoretactfultoask:HaveyoufinishedthatreportyetOrHowareyougettingonwiththatreportThefirstquestionimpliesthatthereportisnowduethesecondmerelyasksforaprogressstatementTheopenquestionallowstherespondenttoelaborateanddoesnothaveovertonesofauthorityWhtypequestionsQuestionsstartingwithquestionwords:what,when,why,who,how,areopenquestionsbuttheyarealsoverydirectToomanyquestionslikethishavetheflavourofaninterrogationandmaymakethepersonbeingquestionedfeeluncomfortableItmaybenecessarytoprefacethequestionswithphrasesthatshowthequestionerisawareoftheintrusivenessofthequestion:MayIaskyou…Couldyoutellme…Wouldyoumindtellingme…IwonderifIcouldaskyou…Iwouldbeinterestedinknowing…Ifit'snotindiscreet,mayIask…Iknowit'snotreallymybusiness,but…FacilitativestylesofaskingquestionsIftheintentionofthequestionerisreallytoprompttheinterlocutorindisclosinginformationfreely,thenquestiontechniquesmaynotbeappropriateatallInsteaditmightbebettertoechoandtoreformulateinordertogivetheinterlocutortheopportunitytoexpandIllustrativedialogueAWell,IliveinaflatinaratherpoorpartoftownBPoorpartoftown…AYes,it'squitedirtyandthestreetsarebadlylitThat'swhyIdon'tlikegoingoutaloneatnightBSoyou'refrightenedtogooutaloneAWell,yesbecausewehearofattacksandmuggingsThat'swhyIwanttoleaveInthisdialogue,speakerBdoesn'ttrytotaketheinitiative,butmerelyechoesandreformulatestopromptspeakerAtosaywhatworriesherPartIIILet’sTalkBusinessLEADINGTHROUGHCHANGE:ListeningasaleaderOften,whenwethinkofcommunication,wethinkofspeaking,presenting,writingdeliveringamessageinsomewayButaneffectivecommunicatorisalsoadeptatreceivingmessagesYouwon'tbudgepeopletowardagoaliftheydon'tfeelthatthey'vehadinput,thatthey'vebeenheardandunderstood,andthatthevisionthey'reworkingtowardisalsotheirownvisionListeningtoyourfollowersistheonlywayyoucanmakethishappenTobeagoodleader,HEAROUTwhatothershavetosay:HoldjudgmentandholdeyefocusListencarefullyandwithanopenmindifyou'redefensiveyoumaymisscriticalinformationDon'tformulateyouranswerwhileapersonisstillspeakingWatchforsubtlebodylanguagethatmayofferextracluestothespeaker'struemeaningAlso,holdeyefocusIfyoudon't'lookatthepersonwhoisspeakingtoyou,youcan'testablishtrustAsaleader,youwantfollowerstotrustyouandbelieveinyouEndallothertasksShowrespectforpeoplebyputtingasideyourpaper,lunch,etc,anddon'ttakephonecallsYou'llbebetterregarded,andyou'llsavetimeBy"doingitrightthefirsttime,"therewon'tbemisunderstandingsoranyneedtorepeatinformationBereadytojobdownnotesasthepersonspeaksAllowthespeakertofinishDon'tinterruptDon'tchangethesubjectDon'tfinishsentencesforthespeakerRemainquietuntilyou'resurethespeakerhascompletedhisorherthoughtsReadbetweenthelinesAsyoulistentothespeaker,listenforwhatmightbeleftunsaidIt'snotalwayseasyforapersontoapproachsomeoneinamoreseniorpositionandtellitlikeitisIfyouwanttogetanhonestopinionofsomeofyourideasandactions,you'llneedtoprobeYou'llalsoneedtovaluethatfeedbackandthepersonwhogaveittoyouNevershootthemessengerOutlineyourunderstandingOncethepersonisfinishedspeaking,reiteratewhatyoubelievetobethemainideas,issues,etcStatethemsimplyand,ifpossible,tryto"rank"themfrommostimportanttoleastAteachstep,askthespeakerifyou'vecorrectlyheardthemessageTakethetimetobecertain,oryou'vebothsimplywastedtimeUnderlinemajorpointsOnceyouandthespeakeragreeonthemainideasthathavebeenuncovered,focusyourattentionononeortwoofthemostimportant:WhatneedstobedonerightnowtomakethespeakerandyouacknowledgethatsomethingpositivehasbeenaccomplishedWhatelsecanbedoneinthefutureSetadatetorevisitthesemainideasandtodiscussprogressTestthewatersTakewhatyou'velearnedandtestitwithothersWhatareothersfeelingandthinkingIsthisanisolatedissueDon'ttakeitanylessseriouslybutifit'sa"movement"ofsorts,you'llneedtoaddressitdifferentlyTestingthewatersallowsyoutoexploretherealneeds,fearsandhopesofyourfollowersandincorporatethemintoyoursharedvisionRemember,ifyou'retryingtomovepeopleinanewdirection,youmustknowherethey'recomingfromPeopledon'talwaysneedleaderstoagreewiththemandactontheirsuggestionsButpeoplealwaysdoneedtofeeltheirleadercaresenoughtolistenWhenpeopleareuncertainwhattomorrowmaybring,aleaderwithareputationasa"goodlistener"maybethemostprizedemployeeinanyorganizationWorkhardtomakeyourselfthatpersonPartIIIIExercisesandDiscussion?ExercisetosensitizeyourquestioningtechniquesWriteontheboardalistoforprominentpeoplethateveryoneknowsSomeofthesepeopleshouldbethesubjectofcurrentcontroversyWriteaquestionofeachtype(seereasonsforaskingquestionsatthebeginningofthisunit)andaddresseachofyourquestionstooneofthepeopleyouhavelistedNowgradetheirquestionsforlevelsofdelicacyonascale,withbeingthemostdelicateChecktheirquestionsfortheappropriatenessoftheirstylearetheyopenorcloseddirectorindirectAdjustthephrasingofthequestionstosuitthelevelofdelicacyLetsdiscusstheresults?Giveexamplesofsituationswhereopenclosedtypesofquestionsaregenerallyasked?ChooseoneofthefollowingtopicsandmakeitintoaseminarTrytoincorporatealltheelementsmentionedinpartIIHowtoboilaneggHowtoorganizeapicnicforyourcompanyKeyfactorsconsumersshouldbeawareofwhenpurchasingaDVDplayer?RewritetheconversationbetweenJohnandMaryinPartfiveDiscussonthepossibleoutcomesoftheconversationwithyourpartnerPartVSupplementaryMaterialsGivingCriticismWhenit'snecessarytocriticisetheworkofcolleaguesitisimportanttodosoinamannerthatissupportiveandthatpermitstheotherpersonfindwaysofimprovinghisorherperformanceTodothisweneedto:Concentrateontheerror,notontheperson?Avoidgeneralizations?Providespecificexamplesoftheproblemsthatneedattention?Makehelpfulsuggestionsforimprovement?Avoidaonesidedattack?Avoidinsinuationsandhints?ConductthecriticisminprivatesoasnottohumiliatetheotherpersonReadthedialoguebelowandmakeanoteofthewaysinwhichJohnfailstoobservetheadvicegivenaboveinhiscriticismsofMary'swork:John:Comeinandtakeaseat,MaryThiswon'ttakeaminuteMary:What'sthisallabout,JohnJohn:WellI'msorryMary,butI'vecometotheconclusionthatyourwork'sjustnotuptoscratchIneedtoseeabigimprovementifyouwanttostayhereMary:IseeIadmitIhavefoundthesefirstfewweeksahard,butIneedtimetosettleinandthere'salottolearn(Knockatthedoor)John:ComeinJane:Oh,sorryJohn,I'llcomebacklater,Ididn'trealizeyouweretalkingJohn:That'sallright,comeinIwasjusttellingMarythatIdon'tthinkshe'sreallyuptothejobhereJane:No,Idon'twanttointrudeonaprivateconversationI'llcomebacklaterMary:SowhatareyousayingJohn,areyoufiringmeJohn:NobutIhavetosaythatifthislittletalkdoesn'tmakeyourealizewhereyou'regoingwrong,itmaycometothatPoorMary!Johnhasjustattackedthestandardofherwithoutgivingheranyideaofwheresheisgoingwrongontopofthathe'srepeatedthecriticisminfrontofanothermemberofstaffByusingsomeofthesuggestionsbelow,seeifyoucanrewritethedialoguesothatJohnoffersMaryconstructiveandpositivecriticismthatwillhelphertoimproveherperformance:?InviteMarytoaprivateinterview?Askifsheisreadytodiscussthestandardofherwork?Acknowledgethefactthatsheisnewtothecompanyandthatthereisalottolearn?Saythatherreportsarelackingindetailandaccuracy?Askherifsheisawareofthat?Saythatsheisoftenlateinthemorning?Askheriftherearepersonalproblemsthatmakeitdifficultforhertoarriveontime?Saythatsomeoftheclientsshedealswithhavecomplainedthatshemissesappointments?Askherifshecanexplainwhythisis?Askherifthereisanythingyoucandotohelpherimproveintheseareas?SetadateforanothertalkinafewweekstoreviewherprogressIfJohnconductstheinterviewalongtheselines,Marywill:?Knowexactlywhichaspectsofherworkareunsatisfactory?Willhavetheopportunitytoexplainwhyshehasproblems?Willnotbepubliclyhumiliated?WillfeelthatsheisgettingsupportinhereffortstoimproveReference?BrendaTownsendHall,?wwwecglinkcomLessonTwoFormalVerbalCommunicationinBusinessII正式商业交流–商业演示()PartIObjectives?FourMainPartsofaPresentation商业演示的四个部分?DeliverySkills表达技巧?Saveyououtofembarrassment,ataPresentation摆脱商业演示中的尴尬场面?LanguageReferences语言参考PartIITheHowTos?FourpartsofapresentationFormalpresentationsareusuallydividedintofourmainpartszTheintroductionzTheoverviewzThebodyzTheendingTheintroductionAttheveryleast,theintroductionshouldintroducethesubjectofyourpresentation“TodayI’mgoingtotellyouabouttherecentimprovementsthathavebeenmadetotheXLseriesofengines”Dependingonthesituation,itwillalsodooneormoreofthefollowing:zGivetheaudienceareasontolisten“Theseimprovementsgivegreaterfuelefficiencyandalsolowerproductioncosts”zProvidebackgroundinformation“Asyouprobablyknow,ourmarketsharehasbeenfallinginrecentyears”zNarrowthetopic“Inparticular,Iwillshowyouhowtheseimprovementsmakeourenginesbetterthanourcompetitors”TheoverviewTheoverviewprovidesapreviewofyourpresentationfortheaudienceItiseasilydonebyexplainingthestructureofyourpresentation“First,I’mgoingtodescribethenewfeaturesoftheengine”“Second,I’llshowyousomeperformancedataoftheengine’sfuelefficiency”“Afterthat,I’llexplainhowthenewfeatureswillallowustoreduceproductioncosts”“Finally,I’llshowacomparisonwithourcompetitors’models”TheoverviewisveryimportantIthelpstheaudiencetoorganizethewaytheylistenItissimilartothecontentspageofabookAslongasthepresentationiswellorganized,theoverviewistheeasiestpartofthepresentationtoprepareThebodyThisisthemaincontentofthepresentationHowitisorganizedwilldependonthetypeofpresentationItshouldbeorganizedlogicallytomatchtheoverallpurposeofthepresentationTheendingTheendingusuallydoestwothingsItreviewstheinformationandideasthatwerepresentedinthebodyofthepresentationThisiscalledthesummary“Asyoucansee,theseimprovementsincreasefuelefficiencyandallowustolowerourproductioncosts”Itrestatesthemainpurposeofthepresentationwhichwasstatedintheintroduction

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