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Mastering Trade Negotiation Skills

Enhance negotiating skills in trade through applied sentence structures, vocabulary discussion, and practical exercises. Develop competence in trade analysis and communication. Embrace diverse negotiating styles and strategies to excel in international trade scenarios.

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Mastering Trade Negotiation Skills

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  1. Matakuliah : G0622/Bahasa Inggris 1 Tahun : 2005 Versi : 1.01 09 - Trade

  2. Learning Outcomes Pada akhir pertemuan ini, diharapkan mahasiswa akan mampu : • Mendemonstrasikan aplikasi struktur kalimat ‘condition’ untuk bernegosiasi.

  3. Outline Materi

  4. Quote of the Week

  5. Definition of Trade

  6. 1. Introduction

  7. Book • Answer comprehension questions to check understanding of topic vocabulary and concepts.

  8. In class / Assignment: • Discuss imports and exports and international trade. • Discuss the questions about imports and exports on page 46. • Read the questions in Parts A and B on page 46. • Answer the questions individually. • Go through and complete the chart in Part C. • Think of a few more countries to put on the chart. • Discuss opinions about the question in Part D

  9. 2. Vocabulary

  10. Free Trade • In favour of free trade • Against free trade

  11. Book: • Use vocabulary to describe the concept of international trade.

  12. In class / Assignment: • Discuss the advantages and disadvantages of free trade. • Use the vocabulary and information about trade presented in the Vocabulary section to discuss the advantages and disadvantages of free trade. • Topic • Discuss free trade and trade barriers as they affect your company or your country. • How does the current situation help or hurt your company (country)? • What changes would you like to see?

  13. 3. Reading

  14. Book: • Read the "Letter of Credit" and extract information.

  15. In class / Assignment: • Write a letter of credit using the correct format. • See Assignment 09-01: Web Research and Writing Assignment: Letters of Credit

  16. 4. Grammar

  17. Book: • Recognise and use the present real conditional.

  18. 5. Listening

  19. Book: • Listen to an expert speak about negotiating techniques and extract meaning. • Kevin Warren - Executive Vice President at Coca Cola (UK)

  20. In class / Assignment: • Present the topic of negotiation. • See Assignment 09-02: Speaking Assignment: Summary of Negotiating Tips

  21. 6. Business Skills

  22. Negotiating • Ready yourself • Explore each other's needs • Signal for movement • Probe with proposals • Explore each other's needs • Close the deal • Tie up loose ends

  23. Book: • Use key words and phrases for negotiating.

  24. In class / Assignment: • Discuss two different negotiating styles. • Assignment: Students discuss the two negotiating styles on pages 51-52.  • Red Stylists • Want something for nothing • Try to win by showing they are stronger than the other person • See negotiation as a short-term activity • Use tricks and pressure to get what they want • Blue Stylists • Want to trade something for something • Try to succeed by cooperating with the other person • See negotiation as a long-term activity • Do not use tricks. They think about each other’s interests.

  25. In class / Assignment: • Role play two negotiations. • See Assignment 09-03: Role Play

  26. 7. Case Study

  27. Ashbury Guitars • In class / Assignment: • Analyse and discuss a case study. Ashbury Guitars: Negotiating a deal. • Write a summary of negotiations fax. • See Assignment 09-04: Case Study: Writing Assignment: Summary of Negotiations Fax

  28. 8. Unit Review

  29. Book: • Review listening, vocabulary, and reading from Unit 6. • See Assignment 09-05: Discussion Board

  30. 09 - Trade

  31. Assignments • 09-01: Web Research and Writing Assignment: Letters of Credit • 09-02: Speaking Assignment: Summary of Negotiating Tips • 09-03: Role Play • 09-04: Case Study: Writing Assignment: Summary of Negotiations • 09-05: Discussion Board • Due next week

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