国际商务英语谈判标准答案全Word文档下载推荐.docx

1、 6） The Personnel Director is nice. 7） My health is good. 8） My attitude is positive. 9） I make a good impression. 10） I understand.2. Change or add to these sentences so that they do not just state what you want, but invite your negotiating partners opinion. a） Could we finish at five-if thats all

2、right with you? b） I hope you dont mind if Miss Li sits in during the negotiation? c） Perhaps we could take a break now. Is that OK? d） Could we look at these three areas this morning? e） I would like to go through the written offer clause by clause, if thats OK? f） Do you mind if I answer your ques

3、tions at the end?3. What is meant by “negotiation”? How would you define “negotiation”?A negotiation is a meeting in which both parties need each others agreement to reach a specific objective. It is the mechanism by which people trade things of value in a civilized manner. Negotiation depends on co

4、mmunication. It occurs between individuals acting either for themselves or as representatives of organized groups. Negotiations are very much part of working and home life. Negotiations could be either internal or external, long or short, formal or informal. The goal of negotiation is not to win but

5、 to succeed. The mechanism of successful negotiation is collaboration. In negotiations, both parties should know-why they negotiate -who they negotiate with -what they negotiate about-where they negotiate-when they negotiate-how they negotiate mechanism n.- a process by which something is done or co

6、mes into being途径4. Fill in the blanks human, negotiable, interest, giving, trust 5. Answer the following questions1） Physical or survival needs; Security and safety needs; Social needs; Ego or esteem needs; Self-realization needs2） Exploration, bidding, bargaining, settling and ratifying .6. Put the

7、 following into English 1） Are you negotiable?2） Im sure there is some room for negotiation.3） Before we have anything to negotiate, you have to make me an offer.4） We could add it to the agenda.5） Would anyone like something to drink before we begin?6） See what I can do.7） I would if I could.8） I k

8、now I can count on you.9） Well come out from this meeting as winners.10） Ill try to make you happy.7. True or false1） T 2） T 3） T 4） F （Everything is negotiable.） 5） F （bargaining stage）6） F （ Do not often. Sometimes they will follow the sequence n one aspect of the deal and then start all over agai

9、n on a second aspect.）7） T8） F （May not. Because either side may be wiling to say what it thinks or take a position and stick to it ）9） T 10） Negotiation skills1What determines a success in negotiation? Success in negotiation is when the parties to the negotiation reach an agreement to which they ar

10、e both committed and which they will implement in full. committed v.-尽责的implement v.-to put into practical effect; carry out使生效；执行2. What are the elements of a successful negotiation process？There are seven basic elements that should be considered when analyzing the negotiation process:a. The relati

11、onship among the parties. b. The parties interests - why they need to reach their stated objectives c. An understanding of the choices available if the parties cannot reach agreement, often called their BATNA - Best Alternative To a Negotiated Agreement d. Creativity which will expand the bargaining

12、 choices among which the parties can choose to reach agreement e. Fairness - a person who negotiates unfairly may be able to force an agreement, but the forced party will be reluctant to fulfill their share of the agreement f. Whether commitment has been reached. Will the parties each feel committed

13、 to doing what they have agreed? Is each party capable of fulfilling their share of the deal?g. Negotiation is all about communicating information. If one party knows everything then why do they need to negotiate with anyone else?And the foundation of good negotiation is preparation. Be prepared and

14、 the negotiation will bring a result that really works. If well prepared you are less vulnerable to surprise, and that increases the likelihood youll be happy with the result.vulnerable adj.-易受攻击的, 易受.的攻击3. Your client comes into your office and is exceedingly grumpy and difficult to talk to. How do

15、 you approach your client so as to make your meeting as productive as possible?Answer: （e）When the client is grumpy, their emotions will inevitably cloud their judgment and make it difficult to interact with them on substantive matters. At the same time, if they are experiencing anger, it is importa

16、nt to ensure them that we understand that they are upset. By acknowledging the clients anger and offering our assistance, the client will feel as though we are on the same side and treat us as friends and continue to direct their anger elsewhere- allowing us to focus on the substantive issues.substa

17、ntive adj.-of or relating to the essence 实质的Chapter 2 Proper Behaviors in International Business NegotiationCommunication Skills1. What would you say ifa. Thank you./No, after you.b. Thanks. Ill need it.c. Thanks. Thats very kind.d. Thanks for coming all the way.e. Thanks for helping. That was very

18、kind of you.f. Thank you for thinking of me, but Im afraid I cant take it.2. Answer the following questions.（1） Only about half of what he or she heard（2） Not only does note taking force you to listen carefully, but it also psychologically throws the speaker off the balance when he or she sees you n

19、odding and furiously writing away and having a record of all the facts and basically everything said. A further benefit of note taking is that you have the perfect excuse to avoid eye contact if you are afraid to reveal your reactions to someones proposals（3） Questions appear to be able to be divide

20、d into five basic functions: Cause attention. Get information. Give information. Start thinking. Bring to conclusion. （4） There are two ways to assure a high degree of reliability for answers to your questions. One way is to lay the foundation for asking them. The second is through the use of the ta

21、ctic called “bipolar questioning.”（5） A firm handshake gives the impression of quiet confidence and says that this person is glad to meet you.3. Choose the best answer.（1） D （2） C （3） B （4） A （5） （6） D （7） B （8） C （9） A （10）A4. Translate the following into English.（1） Theres a great demand for our n

22、ew product.（2） This product has good prospects.（3） We need to talk about the basic terms of the transaction.（4） If your prices are reasonable and the quality is satisfactory, we shall place substantial orders with you.（5） Its unwise for both of us to insist on his own price. Can we each make some co

23、ncession?（6） If you cannot reduce your price, wed rather call the whole deal off.（7） If you want to expand your business in this market, you have to take flexible ways in adopting payment terms.（8） We regret that we cannot accept your demand for direct shipment.（9） This product has many advantages c

24、ompared to other competing products.（10）Im very glad that we have finally come to an agreement. Well go on to other terms and conditions tomorrow. Is it all right with you?5. True or false.（1） F （2） T （3） F （4） T （5） F （6） T （7） F （8） F （9） F （10） TNegotiation Skills1. The person you are negotiating

25、 with continually repeats the same argument despite the fact that you have given them a number of counterarguments. What do you do to move the negotiation forward? （a）One of the most powerful tools in negotiation is how to listen to what the other party is saying. Very often, we are too focused on t

26、he points we are trying to get across to listen to what our counterparts are trying to say. If people keep repeating themselves, they are subconsciously sending a signal that they feel what they are saying is important. And they want us to acknowledge that we have heard and understand them. Accordin

27、gly, the best thing to do in this situation is to rephrase what they keep repeating and ask them if we have accurately restated their point. Only when they feel as though they have been heard will they be able to listen to us Effective listening involves much more than simply hearing and understandi

28、ng what the counterpart is saying. Effective listening is a set of tools and techniques which expert negotiators use to gain control of the negotiation and turn it to their advantage. 2. What are the key communication skills used in negotiation? The key communication skill in negotiation is to liste

29、n. Theres an old saying: God gave us one mouth and two ears, and we should use them in that ratio. Obviously when we are listening, we need to be listening for useful information. Thus it is very important to plan ahead, thinking about what we can learn that will help us decide what approach to take

30、 and to learn about what appeals to the parties with whom we are negotiating. So think about the questions youre going to ask; the result should reward your listening with real problem-solving information. Chapter 3 Choosing the Negotiation Team1. What is the more indirect question or statement behind the following sentences?a. Im not entirely convinced by these forecasts.b. Wed like to know something about your planning.c. Id be interested to hear a bit about pa