国际商务英语谈判答案(全)

国际商务英语谈判答案(全)

Keys to the exercises

Chapter 1 Fundamentals of International Business Negotiation Communication Exercises

1. Change the sentences 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 these sentences 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 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 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 nego tiation 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 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 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

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 sequence n one aspect of the

deal and then start all over again on a second aspect.)

7) T

8) 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 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 seven 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 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 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 the negotiation will bring a result that really works. If well prepared you are

less vulnerable to surprise, and that increases the likelihood you'll 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 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 important to ensure them that we understand that they are upset. By acknowledging the client's 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.

substantive [] adj.----of or relating to the essence 实质的

Chapter 2 Proper Behaviors in International Business Negotiation Communication Skills

1. What would you say if…

a.Thank you./No, after you.

b.Thanks. I’ll need it.

c.Thanks. That’s very kin

d.

d.Thanks for coming all the way.

e.Thanks for helping. That was very kind of you.

f. Thank you for thinking of me, but I’m afraid I can’t 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 nodding 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 someone’s proposals

(3) Questions appear to be able to be divided into five basic functions:

①Cause attention.

②Get information.

③Give information.

④Start thinking.

⑤Bring 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 tactic 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)A

4. Translate the following into English.

(1) There’s a great demand for our new 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) It’s unwise for both of us to insist on his own price. Can we each make

some concession?

(6) If you cannot reduce your price, we’d rather call the whole de al 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 compared to other competing products.

(10)I’m very glad that we have finally come to an agreement. We’ll 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) T Negotiation Skills

1. The person you are negotiating 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? Answer: (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 the 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.

Accordingly, 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 understanding what the counterpart is saying. Effective listening is