感情路国际商务英语谈判标准答案（全）
国际商务英语谈判答案(全)
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Keys to the exercis
Chapter 1 Fundamentals of International Business Negotiation
Communication Exercis
1. Change the ntences from negative to positive.
1) I want a job.
2) I work hard.
3) My job is terrific.
4) This office is great.
5) My co-workers are super.
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 the ntences so that they do not just state what you want, but invite your negotiating partner’s opinion.
a) Could we finish at five---if that’s all right with you?
b) I hope you don’t min d if Miss Li sits in during the negotiation?
c) Perhaps we could take a break now. Is that OK?
d) Could we look at the three areas this morning?
e) I would like to go through the written offer clau by clau, if that’s OK?
f) Do you mind if I answer your questions 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 other’s agreement to
reach a specific objective. It is the mechanism by which people trade things of value in a civilized manner. Negotiation depends on communication. It occurs between individuals acting either for themlves or as reprentatives 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 to succeed. The mechanism of successful negotiation
is collaboration.
In negotiations, both parties should know
故事三只小猪
----why they negotiate
----who they negotiate with
----what they negotiate about
----where they negotiate
----when they negotiate
十五用英语怎么写----how they negotiate
原发性痛经mechanism [ ] n.---- a process by which something is done or comes
into being
途径
4. Fill in the blanks
human, negotiable, interest, giving, trust
5. Answer the following questions
1) Physical or survival needs; Security and safety needs; Social needs; Ego or
esteem needs; Self-realization needs
2) Exploration, bidding, bargaining, ttling and ratifying
.
6. Put the following into English
1) Are you negotiable?
2) I'm 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.
e32007) I would if I could.
8) I know I can count on you.
9) We'll come out from this meeting as winners.优的近义词
10) I'll try to make you happy.
7. True or fal
1) T 2) T 3) T 4) F (Everything is negotiable.)
5) F (bargaining stage)
6) F ( Do not often. Sometimes they will follow the quence n one aspect of the问的笔顺
deal and then start all over again on a cond aspect.)
7) T
8) F (May not. Becau either side may be wiling to say what it thinks or take a
position and stick to it )
9) T 10)
Negotiation skills
1．What determines a success in negotiation? Success in negotiation is when the parties to the negotiation reach an agreement to which they are 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 ven basic elements that should be considered when analyzing the negotiation process:
a.The relationship 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 choices among which the parties
can choo to reach agreement
e.Fairness -- a person who negotiates unfairly may be able to force an agreement,
如何炒期货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
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 el?
