国际商务英语谈判标准答案(全)

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 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 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 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 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 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

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, settling 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.

7) I would if I could.

8) I know I can count on you.

9) We'll come out from this meeting as winners.

10) I'll try to make you happy.

7. True or false

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:

relationship among the parties.

parties' interests -- why they need to reach their stated

objectives

understanding of the choices available if the parties

cannot reach

agreement, often called their BATNA -- Best Alternative To a

Negotiated Agreement

vity which will expand the bargaining choices among

which the parties

can choose to reach agreement

ss -- 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

r 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?

ation 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…

you./No, after you.

. I’ll need it.

. That’s very kin

d.

for coming all the way.

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 y ou cannot reduce your price, we’d 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 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 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 listen.

There's 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 and to learn about what appeals to the parties

with whom we are negotiating. So think about the questions

you're going to ask; the result should reward your listening with

real problem-solving information.

Chapter 3 Choosing the Negotiation Team

Communication Exercises

1. What is the more indirect question or statement behind

the following sentences?

a. I’m not entirely convinced by these forecasts.

’d like to know something about your planning.

c.I’d be interested to hear a bit about payment.

costs could cause one or two problems.

s we could talk a little bit about figures.

figure looks a little on the high side.

ry is an area which we’d like to explore a little

further with you.

h.I’d like to know more about your management structure.

the name of the position in the blank.

1) CEO/the president

2) Assistant Manager, Europe

3) Purchasing Clerk

4) Personnel Assistant

5) Vice-President, Administration

3. (omitted)

4. (omitted)

5. Fill in the blanks

1）maximum

2) observers; advisers; speaking; training

6. Translate the following into English

1）Negotiation is a team sport.

2）The negotiator’s function is to negotiate, while the

functional specialists provide specialist advice or information.

3) The team leader is the person who generates enthusiasm

in his team to

maintains the morale under all conditions.

4) The team members must learn that the opponent and its

representatives are

adversaries although they may be friendly.

5）I’m afraid you are not in our ballpark.

6) Excuse me, but it seems to me we’re giving up too much

in this case.

7）That’s too great a financial burden for us.

8) 10% is beyond my negotiating limit.

9）If you can guarantee that on paper, I think we can discuss

this further.

10）Could you explain what you mean by that？

7. True or false

1). F 2). T 3). T 4). F (maximize) 5). T 6). F (can’t)

7). F (both sides) 8). T 9). T 10). F (There is no need to )

Negotiation skills

1. What do you think are the personal qualities of a good

negotiator?

A good negotiator needs to be:

1) A good listener

2)Open-minded

3)Willing to do the homework to determine her/his interests,

objectives,

and alternatives

4)Well-prepared

5)Creative

6)Able to merge what he knows about his own interests and

resources

with the interests and resources of his negotiation partner

7)Someone who is always learning from experience, from

other people

and from history

merge [] v. ----to combine or unite 使合并或结合

2. How to be a cool negotiator?

Acting cool is a good part of successful negotiation. But one

needs to make sure it is not just an act. The 'coolness' needed for

successful negotiation really means keeping a cool analytical

head. If there is any chance one should

prepare ahead of time: what do I want and why do I want it?

What do they

want and why do they want what they want?

During the process, one should find ways to take a step back

from the discussion and look at what is going on with that same

cool head. 'Why did he say that? What arguments or tactics are

being used?

3. How to control anger for effective negotiating?

When tempted to get angry, remember to check whether or

not it is your turn. If it is someone else's turn to get angry, sit

there and take it by reminding you how wonderful you are to be

in such control of your emotions.

One fundamental rule is: only one person can be angry at a

time. Don't let the

situation escalate, civility will slip away awfully quickly and

there will be a very tough time healing the relationship or solving

the initial issue.

civility [●???] n. ----a courteous act or utterance有礼貌的举止或表达

4. What are the advantages and disadvantages of team

negotiations?

Negotiating as part of a team requires very careful

preparation. The biggest

danger in team negotiation is that your counterparts will see

or hear that you and your colleagues don't agree with each other.

If they can find differences, they

may spot opportunities to drive wedges between your team

members.

wedge [] n.----something that intrudes and causes

division or disruption

侵入引起分裂的东西

Teams can work together ahead of time on strategy: who is

going to be the

spokesperson on which issues? What information do we

need and who is going to ask the relevant questions? Who can

communicate what decisions to the 'other side'? What members

of the team are the experts on technical matters, business

matters, etc.?

But even if a group of colleagues work hard at developing a

commonly agreed strategy you will find that, there is still a risk

that someone will say something out of turn or which is not part

of his role. They need to explore how to cope with such problems

during the actual negotiation.

Individual negotiations have certain other advantages: the

negotiator can present him/herself as the decision-maker or as

the spokesperson for their company or colleagues. This gives the

individual negotiator considerable flexibility that may not be

available in team negotiation situations.

Chapter 4 Preparing for Negotiation

Communication Exercises

1. What would you say in these situations?

1) Mrs Zhang, I’d like you to meet Tracy Morris. She’s our

new sales clerk.

2) Hello, Kathy. Nice to meet you.

3) That’s right. Yes, we once worked together in.

4) I’m terribly sorry. I’ve forgotten your name.

5) Yes, good morning. My name is … I’ve got an

appointment with…

6) Did you have a good journey? It’s very nice of you to

come all this way.

7) Would you like a coffee? Or Would you like something to

drink?

8) Good heavens, is tha t the time? I didn’t realize it was so

late. I really must be

going now.

2. Make these sentences more concise

1) He’s an assistant in Personnel.

2) She’s the Vice-President in Sales and Marketing.

3) He’s the Assistant Manager in Domestic Sales.

4) She’s the Manager in International Sales.

5) He’s an accountant in Accounting.

3. Combine these sentences as concise as possible

1) She is a clerk in Purchasing at ABC Company.

2) He’s a salesman in the Asian Pacific Division at Sun

Computer Company.

3) She’s t he Manager of Domestic Sales at Legend Group.

4) He’s a secretary in Personnel at Huatian Hotel.