国际商务英语谈判答案全.doc

Keys to the exercisesChapter 1 Fundamentals of International Business NegotiationCommunication Exercises1. 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 partners opinion. a) Could we finish at five-if thats all 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 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 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 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 5mekEnizEm 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 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 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 know 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 again 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 are both committed and which they will implement in full. committed kE5mitid v.-尽责的implement 5implimEnt 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 youll be happy with the result.vulnerable 5vQlnErEb(E)l 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 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.substantive 5sQbstEntIv 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 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 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 someones proposals(3) Questions appear to be able to be divided 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 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)A4. Translate the following into English.(1) Theres 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) Its unwise for both of us to insist on his own price. Can we each make some concession?(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 compared 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 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. 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 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 TeamCommunication Exercises1. 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 payment.d. Your costs could cause one or two problems.e. Perhaps we could talk a little bit about figures.f. That figure looks a little on the high side.g. Delivery is an area which wed like to explore a little further with you.h. Id like to know more about your management structure.1. Write the name of the position in the blank.1) CEO/the president2) Assistant Manager, Europe3) Purchasing Clerk4) Personnel Assistant5) Vice-President, Administration 3. (omitted)4. (omitted)5. Fill in the blanks1） maximum2) observers; advisers; speaking; training 6. Translate the following into English1）Negotiation is a team sport.2）The negotiators 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）Im afraid you are not in our ballpark.6) Excuse me, but it seems to me were giving up too much in this case.7）Thats 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 false1). F 2). T 3). T 4). F (maximize) 5). T 6). F (cant) 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 listener2) Open-minded3) Willing to do the homework to determine her/his interests, objectives, and alternatives4) Well-prepared5) Creative6) Able to merge what he knows about his own interests and resources with the interests and resources of his negotiation partner7) Someone who is always learning from experience, from other people and from history merge mE:dV 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 elses 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. Dont 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 si5viliti 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 dont agree with each other. If they can find differences, they may spot opportunities to drive wedges between your team members. wedge wedV 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 NegotiationCommunication Exercises1. What would you say in these situations?1) Mrs Zhang, Id like you to meet Tracy Morris. Shes our new sales clerk.2) Hello, Kathy. Nice to meet you.3) Thats right. Yes, we once worked together in.4) Im terribly sorry. Ive forgotten your name.5) Yes, good morning. My name is Ive got an appointment with6) Did you have a good journey? Its 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 that the time? I didnt realize it was so late. I really must be going now.2. Make these sentences more concise1) Hes an assistant in Personnel.2) Shes the Vice-President in Sales and Marketing.3) Hes the Assistant Manager in Domestic Sales.4) Shes the Manager in International Sales.5) Hes an accountant in Accounting.3. Combine these sentences as concise as possible1) She is a clerk in Purchasing at ABC Company.2) Hes a salesman in the Asian Pacific Division at Sun Computer Company.3) Shes the Manager of Domestic Sales at Legend Group.4) Hes a secretary in Personnel at Huatian Hotel.5) Shes the Vice-President of Administration at Three-One Steel. 4. Do you think all negotiations need an agenda? Who should be responsible for controlling a negotiation? Informal negotiations dont need an agenda. In some cases, you are negotiating just one point. An agenda is often best negotiated rather than imposed at the start of a meeting. Usually the host company should be responsible for controlling the negotiation.5. How can you prepare effectively for a negotiation? What issues do you need to discuss beforehand?The essential preparation areas are firstly to ensure that everyone in the team is clear what the objectives of the negotiation are. The objectives include:What is the best we can get? Whats the worst we can get? What is our bottom line? And secondly, to establish the role that each individual is expected to play in achieving those objectives. Namely:Who is responsible for different stages of the negotiation? What special skills/knowledge do individual members of the team have? What do we know about the other team? It is important to discuss strategies beforehand and to decide on the approach the team is going to take which include:What are the main areas of negotiation? What are likely to be the sticking points? What is the best order to discuss these points? What concessions can we give to achieve our main aim? It is also essential to discuss the communicative ways like:how we are going to maintain positive communication, who is taking notes or minutes and who is going to ask questions and so on.6. Put the following into English1）Please take a look at the itinerary we prepared for you, and let me know if theres anything inappropriate, please let me know.2）We are holding a banquet here tonight in honor of our friends coming from the other side of the Pacific Ocean.3）I believe that through our joint efforts, our corporation can be satisfactory and successful.4）Lets come to the point, the purpose of my current visit here is to explore the possibility of doing barter trade with you.5）The contract will come into force from May 10, you cant go back on your words then.6）We always fulfill our