國(guó)際商務(wù)英語(yǔ)談判標(biāo)準(zhǔn)答案(全)

1、國(guó)際商務(wù)英語(yǔ)談判答案（全）作者:日期:KeystotheexercisesChapter1FundamentalsofInternationalBusinessNegotiationCommunicationExercises1. Changethesentencesfromnegativetopositive.1) Iwantajob.2) Iworkhard.3) Myjobisterrific.4) Thisofficeisgreat.5) Myco-workersaresuper.6) ThePersonnelDirectorisnice.7) Myhealthisgood.8) My

2、attitudeispositive.9) Imakeagoodimpression.10) Iunderstand.2. Changeoraddtothesesentencessothattheydonotjuststatewhatyouwant,butinviteyournegotiatingpartnersopinion.a) Couldwefinishatfive-ifthat'sallrightwithyou?b) Ihopeyoudon'drfiMissLisitsinduringthenegotiation?c) Perhapswecouldtakeabreakn

3、ow.IsthatOK?d) Couldwelookatthesethreeareasthismorning?e) Iwouldliketogothroughthewrittenofferclausebyclause,ifthatf)DoyoumindifIansweryourquestionsattheend?s agreement3. Whatismeantbynegotiation"？Howwouldyoudefinenegotiation”？Anegotiationisameetinginwhichbothpartiesneedeachotherreachaspecifico

4、bjective.Itisthemechanismbywhichpeopletradethingsofvalueinacivilizedmanner.Negotiationdependsoncommunication.Itoccursbetweenindividualsactingeitherforthemselvesorasrepresentativesoforganizedgroups.Negotiationsareverymuchpartofworkingandhomelife.Negotiationscouldbeeitherinternalorexternal,longorshort

5、,formalorinformal.Thegoalofnegotiationisnottowinbuttosucceed.Themechanismofsuccessfulnegotiationiscollaboration.Innegotiations,bothpartiesshouldknow-whytheynegotiate-whotheynegotiatewith-whattheynegotiateabout-wheretheynegotiate-whentheynegotiate-howtheynegotiatemechanismn.aprocessbywhichsomethingis

6、doneorcomesintobeing途徑4. Fillintheblankshuman,negotiable,interest,giving,trust5. Answerthefollowingquestions1) Physicalorsurvivalneeds;Securityandsafetyneeds;Socialneeds;Egooresteemneeds;Self-realizationneeds2) Exploration,bidding,bargaining,settlingandratifying.6. PutthefollowingintoEnglish1) Areyo

7、unegotiable?2) I'msurethereissomeroomfornegotiation.3) Beforewehaveanythingtonegotiate,youhavetomakemeanoffer.4) Wecouldaddittotheagenda.5) Wouldanyonelikesomethingtodrinkbeforewebegin?6) SeewhatIcando.7) IwouldifIcould.8) IknowIcancountonyou.9) We'llcomeoutfromthismeetingaswinners.10) I'

8、;lltrytomakeyouhappy.7. Trueorfalse1) T2)T3)T4)F(Everythingisnegotiable.)5) F(bargainingstage)6) F(Donotoften.Sometimestheywillfollowthesequencenoneaspectofthedealandthenstartalloveragainonasecondaspect.)7) T8) F(Maynot.Becauseeithersidemaybewilingtosaywhatitthinksortakeapositionandsticktoit)9) T10)

9、Negotiationskills1. Whatdeterminesasuccessinnegotiation?Smittedv.-盡責(zé)的implementv.-toputintopracticaleffect;carryout使生效；執(zhí)行2. Whataretheelementsofasuccessfulnegotiationproces

10、sTherearesevenbasicelementsthatshouldbeconsideredwhenanalyzingthenegotiationprocess:a. Therelationshipamongtheparties.b. Theparties'interests-whytheyneedtoreachtheirstatedobjectivesc. Anunderstandingofthechoicesavailableifthepartiescannotreachagreement,oftencalledtheirBATNA-BestAlternativeToaNeg

11、otiatedAgreementd. Creativitywhichwillexpandthebargainingchoicesamongwhichthepartiescanchoosetoreachagreemente. Fairness-apersonwhonegotiatesunfairlymaybeabletoforceanagreement,butthe'forced'partywillbereluctanttofulfilltheirshareoftheagreementf. Whethercommitmenthasbeenreached.W川thepartiese

12、achfeelcommittedtodoingwhattheyhaveagreed?Iseachpartycapableoffulfillingtheirshareofthedeal?g. Negotiationisallaboutcommunicatinginformation.Ifonepartyknowseverythingthenwhydotheyneedtonegotiatewithanyoneelse?Andthefoundationofgoodnegotiationispreparation.Bepreparedandthenegotiationwillbringaresultt

13、hatreallyworks.Ifwellpreparedyouarelessvulnerabletosurprise,andthatincreasesthelikelihoodyou'llbehappywiththeresult.vulnerableadj.-易受攻擊的，易受的攻擊3. Yourclientcomesintoyourofficeandisexceedinglygrumpyanddifficulttotalkto.Howdoyouapproachyourclientsoastomakeyourmeetingasproductiveaspossible?Answer:(e

14、)Whentheclientisgrumpy,theiremotionswillinevitablycloudtheirjudgmentandmakeitdifficulttointeractwiththemonsubstantivematters.Atthesametime,iftheyareexperiencinganger,itisimportanttoensurethemthatweunderstandthattheyareupset.Byacknowledgingtheclient'sangerandofferingourassistance,theclientwillfee

15、lasthoughweareonthe"sameside"andtreatusasfriendsandcontinuetodirecttheirangerelsewhere-allowingustofocusonthesubstantiveissues.substantive adj.-oforrelatingtotheessence實(shí)質(zhì)的Chapter 2 ProperBehaviorsinInternationalBusinessNegotiationCommunicationSkills1. Whatwouldyousayifa. Thankyou./No,after

16、you.b. Thanks.I'llneedit.c. Thanks.That'sverykind.d. Thanksforcomingalltheway.e. Thanksforhelping.Thatwasverykindofyou.f. Thankyouforthinkingofme,butI'mafraidIcan'ttakeit.2. Answerthefollowingquestions.(1) Onlyabouthalfofwhatheorsheheard(2) Notonlydoesnotetakingforceyoutolistencarefu

17、lly,butitalsopsychologicallythrowsthespeakeroffthebalancewhenheorsheseesyounoddingandfuriouslywritingawayandhavingarecordofallthefactsandbasicallyeverythingsaid.Afurtherbenefitofnotetakingisthatyouhavetheperfectexcusetoavoideyecontactifyouareafraidtorevealyourreactionstosomeone"sproposals(3) Qu

18、estionsappeartobeabletobedividedintofivebasicfunctions: Causeattention. Getinformation. Giveinformation. Startthinking. Bringtoconclusion.(4) Therearetwowaystoassureahighdegreeofreliabilityforanswerstoyourquestions.Onewayistolaythefoundationforaskingthem.Thesecondisthroughtheuseofthetacticcalled“bip

19、olarquestioning.”(5) Afirmhandshakegivestheimpressionofquietconfidenceandsaysthatthispersonisgladtomeetyou.3. Choosethebestanswer.(1) D(2)C(3)B(4)A(5)(6)D(7)B(8)C(9)A(10)A4. TranslatethefollowingintoEnglish.(1) There'sagreatdemandforournewproduct.(2) Thisproducthasgoodprospects.(3) Weneedtotalka

20、boutthebasictermsofthetransaction.(4) Ifyourpricesarereasonableandthequalityissatisfactory,weshallplacesubstantialorderswithyou.(5) It'sunwiseforbothofustoinsistonhisownprice.Canweeachmakesomeconcession?(6) Ifyoucannotreduceyourprice,we'drathercallthewholedealoff.(7) Ifyouwanttoexpandyourbus

21、inessinthismarket,youhavetotakeflexiblewaysinadoptingpaymentterms.(8) Weregretthatwecannotacceptyourdemandfordirectshipment.(9) Thisproducthasmanyadvantagescomparedtoothercompetingproducts.(10)I'verygladthatwehavefinallycometoanagreement.Wellgoontoothertermsandconditionstomorrow.Isitallrightwith

22、you?5. Trueorfalse.(1) F(2)T(3)FT(5)F(6)TF(8)F(9)F(10)TNegotiationSkills1. Thepersonyouarenegotiatingwithcontinuallyrepeatsthesameargumentdespitethefactthatyouhavegiventhemanumberofcounterarguments.Whatdoyoudotomovethenegotiationforward?Answer:(a)Oneofthemostpowerfultoolsinnegotiationishowtolistento

23、whattheotherpartyissaying.Veryoften,wearetoofocusedonthepointswearetryingtogetacrosstolistentowhatourcounterpartsaretryingtosay.Ifpeoplekeeprepeatingthemselves,theyaresubconsciouslysendingasignalthattheyfeelwhattheyaresayingisimportant.Andtheywantustoacknowledgethatwehaveheardandunderstandthem.Accor

24、dingly,thebestthingtodointhissituationistorephrasewhattheykeeprepeatingandaskthemifwehaveaccuratelyrestatedtheirpoint.OnlywhentheyfeelasthoughtheyhavebeenheardwilltheybeabletolistentousEffectivelisteninginvolvesmuchmorethansimplyhearingandunderstandingwhatthecounterpartissaying.Effectivelisteningisa

25、setoftoolsandtechniqueswhichexpertnegotiatorsusetogaincontrolofthenegotiationandturnittotheiradvantage.2. Whatarethekeycommunicationskillsusedinnegotiation?Thekeycommunicationskillinnegotiationistolisten.There'sanoldsaying:Godgaveusonemouthandtwoears,andweshouldusetheminthatratio.Obviouslywhenwe

26、arelistening,weneedtobelisteningforusefulinformation.Thusitisveryimportanttoplanahead,thinkingaboutwhatwecanlearnthatwillhelpusdecidewhatapproachtotakeandtolearnaboutwhatappealstothepartieswithwhomwearenegotiating.Sothinkaboutthequestionsyou'regoingtoask;theresultshouldrewardyourlisteningwithrea

27、lproblem-solvinginformation.Chapter 3 ChoosingtheNegotiationTeamCommunicationExercises1. Whatisthemoreindirectquestionorstatementbehindthefollowingsentences?a. Imnotentirelyconvincedbytheseforecasts.b. Wedliketoknowsomethingaboutyourplanning.c. I'dbeinterestedtohearabitaboutpayment.d. Yourcostsc

28、ouldcauseoneortwoproblems.e. Perhapswecouldtalkalittlebitaboutfigures.f. Thatfigurelooksalittleonthehighside.g. Deliveryisanareawhichwe'dliketoeiXtpecfuetherwithyou.h. I'dliketoknowmoreaboutyourmanagementstructure.1. Writethenameofthepositionintheblank.1) CEO/thepresident2) AssistantManager,

29、Europe3) PurchasingClerk4) PersonnelAssistant5) Vice-President,Administration3. (omitted)4. (omitted)5. Fillintheblanks1) maximum2) observers;advisers;speaking;training6. TranslatethefollowingintoEnglish1) Negotiationisateamsport.2) Thenegotiatorfursctionistonegotiate,whilethefunctionalspecialistspr

30、ovidespecialistadviceorinformation.3) Theteamleaderisthepersonwhogeneratesenthusiasminhisteamtomaintainsthemoraleunderallconditions.4) Theteammembersmustlearnthattheopponentanditsrepresentativesareadversariesalthoughtheymaybefriendly.5) I'mafraidyouarenotinourballpark.6) Excuseme,butitseemstomew

31、e'regivinguptoomuchinthiscase.7) That'stoogreatafinancialburdenforus.8) 10%isbeyondmynegotiatinglimit.9) Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.10) Couldyouexplainwhatyoumeanbythat7. Trueorfalse1) .F2).T3).T4).F(maximize)5).T6).F(can't)7) .F(bothsides)8).T9).T10).F(Th

32、ereisnoneedto)Negotiationskills1. Whatdoyouthinkarethepersonalqualitiesofagoodnegotiator?Agoodnegotiatorneedstobe:1) Agoodlistener2) Open-minded3) Willingtodothehomeworktodetermineher/hisinterests,objectives,andalternatives4) Well-prepared5) Creative6) Abletomergewhatheknowsabouthisowninterestsandre

33、sourceswiththeinterestsandresourcesofhisnegotiationpartner7) Someonewhoisalwayslearningfromexperience,fromotherpeopleandfromhistorymergev.-tocombineorunite使合并或結(jié)合2. Howtobeacoolnegotiator?Actingcoolisagoodpartofsuccessfulnegotiation.Butoneneedstomakesureitisnotjustanact.The'coolness'neededfor

34、successfulnegotiationreallymeanskeepingacoolanalyticalhead.Ifthereisanychanceoneshouldprepareaheadoftime:whatdoIwantandwhydoIwantit?Whatdotheywantandwhydotheywantwhattheywant?Duringtheprocess,oneshouldfindwaystotakeastepbackfromthediscussionandlookatwhatisgoingonwiththatsamecoolhead.'Whydidhesay

35、that?Whatargumentsortacticsarebeingused?3. Howtocontrolangerforeffectivenegotiating?Whentemptedtogetangry,remembertocheckwhetherornotitisyourturn.Ifitissomeoneelse'sturntogetangry,sitthereandtakeitbyremindingyouhowwonderfulyouaretobeinsuchcontrolofyouremotions.Onefundamentalruleis:onlyonepersonc

36、anbeangryatatime.Don'tletthesituationescalate,civjlilywillslipawayawfullyquicklyandtherewillbeaverytoughtimehealingtherelationshiporsolvingtheinitialissue.civilityn.-acourteousactorutterance有禮貌的舉止或表達(dá)4. Whataretheadvantagesanddisadvantagesofteamnegotiations?Negotiatingaspartofateamrequiresverycar

37、efulpreparation.Thebiggestdangerinteamnegotiationisthatyourcounterpartswillseeorhearthatyouandyourcolleaguesdon'tagreewitheachother.Iftheycanfinddifferences,theymayspotopportunitiestodrivewedgesbetweenyourteammembers.wedgen.somethingthatintrudesandcausesdivisionordisruption侵入引起分裂的東西Teamscanworkt

38、ogetheraheadoftimeonstrategy:whoisgoingtobethespokespersononwhichissues?Whatinformationdoweneedandwhoisgoingtoasktherelevantquestions?Whocancommunicatewhatdecisionstothe'otherside'?Whatmembersoftheteamaretheexpertsontechnicalmatters,businessmatters,etc.?Butevenifagroupofcolleaguesworkhardatd

39、evelopingacommonlyagreedstrategyyouwillfindthat,thereisstillariskthatsomeonewillsaysomethingoutofturnorwhichisnotpartofhisrole.Theyneedtoexplorehowtocopewithsuchproblemsduringtheactualnegotiation.Individualnegotiationshavecertainotheradvantages:thenegotiatorcanpresenthim/herselfasthedecision-makeror

40、asthespokespersonfortheircompanyorcolleagues.Thisgivestheindividualnegotiatorconsiderableflexibilitythatmaynotbeavailableinteamnegotiationsituations.Chapter4PreparingforNegotiationCommunicationExercises1. Whatwouldyousayinthesesituations?1) MrsZhang,I'dlikeyoutomeetTracyMorris.She'sournewsal

41、esclerk.2) Hello,Kathy.Nicetomeetyou.3) That'sright.Yes,weonceworkedtogetherin.4) I'mterriblysorry.I'veforgottenyourname.5) Yes,goodmorning.MynameisI'vegotanappointmentwith6) Didyouhaveagoodjourney?It'sveryniceofyoutocomeallthisway.7) Wouldyoulikeacoffee?OrWouldyoulikesomethingto

42、drink?8) Goodheavens,isthatthetime?Ididn'trealizeitwassolate.Ireallymustbegoingnow.2. Makethesesentencesmoreconcise1) He'sanassistantinPersonnel.2) She'stheVPresidentinSalesandMarketing.3) He'stheAssistantManagerinDomesticSales.4) She'theManagerinInternationalSales.5) He'sana

43、ccountantinAccounting.3. Combinethesesentencesasconciseaspossible1) SheisaclerkinPurchasingatABCCompany.2) He'sasalesmanintheAsianPacificDivisionatSunComputerCompany.3) She'hetManagerofDomesticSalesatLegendGroup.4) He'sasecretaryinPersonnelatHuatianHotel.5) ShestheVPresidentofAdministrat

44、ionatThree-OneSteel.4. Doyouthinkallnegotiationsneedanagenda?Whoshouldberesponsibleforcontrollinganegotiation?Informalnegotiationsdon'tneedanagenda.Insomecases,youarenegotiatingjustonepoint.Anagendaisoftenbestnegotiatedratherthanimposedatthestartofameeting.Usuallythehostcompanyshouldberesponsibl

45、eforcontrollingthenegotiation.5. Howcanyouprepareeffectivelyforanegotiation?Whatissuesdoyouneedtodiscussbeforehand?Theessentialpreparationareasarefirstlytoensurethateveryoneintheteamisclearwhattheobjectivesofthenegotiationare.Theobjectivesinclude:Whatisthebestwecanget?What'stheworstwecanget?What

46、isourbottomline?Andsecondly,toestablishtherolethateachindividualisexpectedtoplayinachievingthoseobjectives.Namely:Whoisresponsiblefordifferentstagesofthenegotiation?Whatspecialskills/knowledgedoindividualmembersoftheteamhave?Whatdoweknowabouttheotherteam?Itisimportanttodiscussstrategiesbeforehandand

47、todecideontheapproachtheteamisgoingtotakewhichinclude:Whatarethemainareasofnegotiation?Whatarelikelytobethestickingpoints?Whatisthebestordertodiscussthesepoints?Whatconcessionscanwegivetoachieveourmainaim?Itisalsoessentialtodiscussthecommunicativewayslike:howwearegoingtomaintainpositivecommunication

48、,whoistakingnotesorminutesandwhoisgoingtoaskquestionsandsoon.6. PutthefollowingintoEnglish1) Pleasetakealookattheitinerarywepreparedforyou,andletmeknowifthere'sanythinappropriate,pleaseletmeknow.2) WeareholdingabanquetheretonightinhonorofourfriendscomingfromtheothersideofthePacificOcean.3) Ibeli

49、evethatthroughourjointefforts,ourcorporationcanbesatisfactoryandsuccessful.4) Let'smetothepoint,thepurposeofmycurrentvisithereistoexplorethepossibilityofdoingbartertradewithyou.5) ThecontractwillcomeintoforcefromMay10,youcangobackonyourwordsthen.6) Wealwaysfulfillourpromise.7) Owingtoouroldrelat

50、ionship,weholdouroffervalidforoneotherweek,afterwhichourpricewouldprobablyberaised.8) I'lldomybest;andplease,tryyourbesttoo.9) Yourpriceistoohigh.It'shardforustoaccept.10) Allourproductsarehigh-gradecommodities;naturallythepricesaredifferent.7. Trueorfalse1) T2)F3)F4)T5)T6)F(unwise)7)T8)T9)

51、F(fluid)10)T11)F(roundtable)12)FNegotiationSkills1. Inyouropinion,whatarethebenefitsofconsideringyourownandothers"outcomesinnegotiationpreparation?Thebenefitofconsideringtheoutcomesforourselvesandothersgivesusaninitialsenseof'what'peoplearelookingfor.Itisfarmoreimportanttolooktotheinter

52、estsoftheothers.Thequestiontoaskiswhydopeoplewanttheoutcometheyarepursuing.Itiseasytothinkofdesirableoutcomesintermsofmoney,whichisinmanycaseswhatpeoplewant.Whenthinkingaheadoftimeaboutothers'interests,wearemakingaseriesofassumptions.Weshouldusethenegotiationprocesstopursuethefundamentalassetofn

53、egotiation,whichisinformation.Aretheassumptionsaccurate?Iftheinterestsassumedare'outthere',theanswerswederiveshouldyieldaclearerunderstandingoftheactualintereststhatmotivatethepartiesandwillleadtoasuccessfulagreement.2. Howtomeasureanegotiator'sstrengthsandweaknesses?Ingeneral,measuringa

54、negotiator'sstrengthsandweaknessescaninvolveamultiplicityofelements,butthemostimportantarethefollowing:1) Anegotiator'srelativestrengthisdeterminedbythequalityandextentofhispreparation.Thebetteroneunderstandhis/herinterestsandthebetterhe/sheunderstandstheinterestsofotherparties,thegreaterthe

55、chancehe/shewillbeabletoreachanelegantsolutionwhichleavesthepartiesfeelingasifeachhasachievedthemajorportionoftheirgoals.2) Anegotiator'srelativestrengthcanbemeasuredbywhetherpeoplewalkawaythinkingtheywouldbepleasedtonegotiatewithhimagain.Thatistosay-ifpeopleleaveanegotiationthinkingtheyneverwan

56、ttoseehim/heragain,thenhe/sheisapoornegotiator.3) Anegotiatorneedstounderstandthatdifferentissuesshouldbetreatedasofdifferentprioritiesindifferentnegotiations.Sometimestherelationshipismostimportant;othertimescreativityisthemeasureofhowwellonenegotiates.Itisalwaystruethatgoodcommunicationisfundament

57、alofanegotiator'sstrength.Agoodnegotiatormakeshispointsclearlyunderstoodbyotherparties.Abetternegotiatormakesunderstandingotherpartieshistoppriority.multiplicityn.-thestateofbeingvariousormanifold多種多樣多方面或者多種形式Chapter5TheBargainingProcessCommunicationExercises1. Inthebusinessworld,everyoneisveryb

58、usy.Businesscallsareconciseand“tothepoint."Remembertobepositive.Whichisthebestexpression?1)b2)a3)a2. Makeproposalsaboutthefollowing:1) Ithinkweshouldcutthetrainingbudgetbyfivepercent.2) Isuggestweaimforatwopercentriseinproductivity.3) Howaboutgoingforamealafterwork?4)Whydon'twegototheNationalForestParkthisyearforthecompanyexcursion?5) Iadviseyoutoreduceproductioncosts.6) Iproposethatweshortenworkinghoursbytwoandahalfhoursperweek.3. Usetheconditionalconstructions(iforunless)toexertpressureinthefollowingsituations.1) I'mafraidwe'llhavetocancelthecontractunlessyoureduceyou