教案學年第學期課程《國際商務英語函電》計劃學時48授課系別授課專業授課班級主講教師教研室系（部）年月日教案/學年第學期課程計劃學時授課系別授課專業授課班級主講教師教研室系（部）年月日首頁學習對象分析（根據不同單元教學內容，開課前進行簡析）學期教學工作總結教案首頁單元/章節名稱Unit5OfferandCounteroffer學時2學期總課次授課時間第周，星期，第節學習目標Afterlearningthisunit,,studentsshouldbeableto:knowwhatandhowtoofferforthegoods.knowtheessentialcomponentsofalettertomakeanofferandcounteroffer.mastertypicalsentencepatternsandexpressionsinwritingofferandcounteroffer.教學重點Studentsknowwhatandhowtoofferforthegoods.Studentsknowtheessentialcomponentsofalettertomakeanofferandcounteroffer.Studentsmastertypicalsentencepatternsandexpressionsinwritingofferandcounteroffer.教學難點Studentsmastertypicalsentencepatternsandexpressionsinwritingofferandcounteroffer.教學反思授課內容及教學活動設計附注（教學方法、活動形式、輔助手段等）I.SituationalIntroduction今天李娜的工作是就海外客戶的詢問信發一份發盤。

雖然在上周她已學習了回復詢盤（replytoenquiry）的基本知識和句型，但撰寫一份正式的、具有法律效力的發盤還是要求更高的，對她來說有點棘手。

于是她帶著一些問題求教于張先生，她的帶教老師。II.BackgroundKnowledgeOncethesellerhasrepliedthepotentialbuyer’senquiryandfoundthereisapossibilityofbusinessbetweenthem，anofferletteriswrittentoexpressthewillingnessofsupplyingtheparticulargoodsonspecifictermsforthebuyer’sacceptance.

However,thebuyerisnotalwaysacceptingthetermsimmediatelyandthusacounterofferwillbesenttothesellerexpressingsomepreferenceandhopefromthebuyer.

Theremightbeseveralroundsofnegotiationbeforeadealismade.Generallyspeaking,bothpartieswillcompromisealittlebittocontributeasuccessfultransaction.

III.Impartingknowledge1.Ssdiscusswiththeirpartnersandanswerthefollowingquestionsaftergoingoverthedialogue1)Areyoualwayshappywiththeseller’sofferwhenshopping?Whatwillyoudoifyouwantabetteroffer?Haveyougotanysuccessfulbargainingexperiences?2.TexplainsthekeyexpressionsinthedialogueandmakesurethatSscanunderstandthedialogue.IV.PracticeSscancompletethetasksbydiscussingwiththeirpartner.ThelpcheckSs’answers.V.Keywordsandphrases.SscanreadthewordsandphrasesafterTandTcanselectsomeofthemforSstomemorize.VI.KnowledgeconsolidationSsfindouttheanswersbythemselvesandTcaninviteoneortwostudentstocometotheblackboardactingasateachertoexplainthispartfortherestofstudents.VII.Homework