《商务英语阅读（第4册）》课件Unit 2

《商务英语阅读IV》

Unit2BusinessNegotiationLifeisnotagame,sowehavenorighttogiveitupbyourownwill.

——LeoTolstoy,Russiannovelist,shortstorywriter,essayist,playwrightandphilosopherBusinessEnglishReadingBook4Unit2

TextA

Role-playTextB

CultureTour4123Contents5

CaseStudyTextA

Structureanalysis

Understanding

Reproduction

Textstudy

Wordsandexpressions

Notestothetext

IdeasharingTEXTA

BusinessEnglishReadingBook4Unit2Lead-in

Q1

Q2

Q3Whydopeoplehavenegotiations?1.Doyouhaveanexperienceofnegotiation,whetherformallyorinformally?Whathaveyoulearnedfromthatexperience?BusinessEnglishReadingBook4Unit2Whatstrategiesshouldwepayattentiontowhenwehaveanegotiation?Businessnegotiation/v_show/id_XMjk4MzgyMTI2OA==.htmlAbouttheauthorRichardD.HarrochisaManagingDirectorandGlobalHeadofM&AatVantagePointCapitalPartners,alargeventurecapitalfundintheSanFranciscoarea.HisfocusisoninvestinginInternetanddigitalmediacompanies,andhewasthefounderofseveralInternetcompanies.Richardistheauthorofseveralbooksonstartupsandentrepreneurshipaswellastheco-authorof

PokerforDummies

anda

WallStreetJournal-bestsellingbookonsmallbusiness.HewasalsoacorporatepartneratthelawfirmofOrrick,Herrington&Sutcliffe,withexperienceinstartups,mergersandacquisitions,strategicalliances,andventurecapital.TextATacticsforSuccessfulBusinessNegotiations

StructureanalysisPartII(Para.2-15)TacticsforsuccessfulbusinessnegotiationsPartI(Para.1)Introduction

BusinessEnglishReadingBook4Unit2ScanningHowmanytacticsforsuccessfulbusinessnegotiationshavebeendiscussedbytheauthor?14Detailedreading(Para.2)Whatwilltheworstnegotiatorsprefertodoaccordingtothepassage?Theworstnegotiatorsmayprefertodoallthetalking,seemingtowanttocontroltheconversationandexpoundendlesslyonthemeritsoftheirposition.Detailedreading(Para.3)Accordingtothepassage,youshoulddoallthepreparationsexcept_____beforeabusinessnegotiation?A.reviewingthoroughlythebusinessoftheotherpartyB.reviewingthebackgroundofthepersonyouarenegotiatingwithC.reviewingwhatsimilardealshavebeencompletedbytheothersideD.reviewingthetrainingsystemofcompetitorsofthepartyDDetailedreading(Para.4)Whyshouldnegotiatorskeepthenegotiationsprofessionalandcourteous?Afterall,evenafterthenegotiationsareconcluded,youmaywanttodobusinesswiththispersonagain,orthetransactionmayrequireongoinginvolvementwiththerepresentativeoftheotherside.Detailedreading(Para.5)Whatdoesdynamicsmeaninthispart?A.strengthB.motionC.currentsituationD.advantage★Detailedreading(Para.6)Whyshouldnegotiatorsalwaystrytodraftthefirstversionoftheagreement?Thisletsyouframehowthedealshouldbestructured,implementkeypointsthatyouwantthathaven’tbeendiscussed,andgetsmomentumonyourside.Detailedreading(Para.7)Whenshouldanegotiatorbepreparedtowalkawayinanegotiation?Ifyouareconfrontedwithanultimatumthatyouabsolutelycan’tlivewith,bepreparedtowalkaway.Detailedreading(Para.8)Whatmaybetheresultofnegotiatingbycontinuallyconceding?Continuallyconcedingpoints(whilenotgettinganythinginreturn)canleadtotheexactoppositeofwhatyouarehopingfor.Detailedreading(Para.9)Whatdoestheword“prompt”meaninthisparagraph?A.immediateB.slowC.stagnantD.emergent★Detailedreading(Para.10)Whydoyouwanttohavecompetitivealternativesinanegotiation?A.Thiscanenhanceyournegotiatingposition.B.Thiscanallowyoutomakethebestdecisionastohowtoproceed.C.Youcanavoidbeinglockedupintoexclusivenegotiationswithonebidder.D.Alltheabovestatementsaretrue.★Detailedreading(Para.11)Whatshouldyoudotoavoidgettingstuckonaseeminglyintractableissue?TheissueshouldbesetasideforthemomentandbothpartiesmoveontomakeprogressonotherissuesDetailedreading(Para.12)WhyisitimportanttoIdentifywhotherealdecision-makeris?Bydoingthis,wecanavoidgoingthroughalongandfruitlesssetofnegotiations.Detailedreading(Para.13)Whyshouldn’tanegotiatoracceptthefirstoffer?Ifyoudon’tcounter,theotherpartywillbeconcernedthattheyofferedtoomuchandmayendupwithbuyer’sremorseandattempttogetoutofthedeal.Detailedreading(Para.14)WhatisaLetterofIntentorTermSheetmainlyabout?It'smailyaboutyourviewofthekeytermsofadeal.Detailedreading(Para.15)Whyshouldyougetthehelpofthebestadvisorsandlawyersinabigorcomplicateddeal?BecauseyouwantrealexpertiseonyoursidehelpingyouinthenegotiationsanddraftingthecontractWordsandexpressionsPara.2Refrainfromtalkingtoomuch.refrain

v.deliberatelynotdosomethinge.g.MrsHardierefrainedfrommakinganycomment.e.g.Heappealedtoallfactionstorefrainfromviolence.WordsandexpressionsPara.3...understandthoroughlythebusinessoftheotherpartybyreviewingtheirwebsite,theirpressreleases,...pressrelease:awrittenstatementaboutamatterofpublicinterestwhichisgiventothepresse.g.Thegovernmenthadputoutapressreleasenamingthemen.e.g.Therewerenopressreleasesfrompublicrelationscompanies.WordsandexpressionsPara.3Reviewthebackgroundofthepersonyouarenegotiatingwithbyreviewinganybioonthecompany’ssite,...bion.（尤其公开发表的）个人简历(biography的缩写)

WordsandexpressionsPara.7Bepreparedwithmarketdatatobackupwhyyourpriceisreasonable...backupestablishasvalidorgenuine;supplyevidencetosuggestthatsomethingistruee.g.Radiosignalsreceivedfromthegalaxy'scentrebackuptheblackholetheory.e.g.Herviewsarebackedupbya1989HomeOfficereportoncrime.WordsandexpressionsPara.7...ifyouareconfrontedwithanultimatumthatyouabsolutelycan’tlivewith...confront

v.dealwith(somethingunpleasant)headone.g.Shewasconfrontedwithseveremoneyproblems.e.g.Iwasconfrontedwithanarrayofknobs,levers,andswitches.WordsandexpressionsPara.8...theypanicked

attheprospectoflosingthedeal.panick

v.tosuddenlyfeelfrightenedortomakesbdothise.g.IpanickedwhenIsawsmokecomingoutoftheengine.attheprospectofsth/ofdoingsth一想到e.g.Smithexpressedalarmattheprospectofitsdiminishment.e.g.Theyarepanickedattheprospectofafreeandopendebate.WordsandexpressionsPara.9Sobepromptatresponding,...promptadj.accordingtoscheduleorwithoutdelay;quickinapprehendingorreactinge.g.Itisnottoolate,butpromptactionisneeded.e.g.Professorscangivepromptfeedbacktostudents'homeworkWordsandexpressionsPara.9...youshouldrushthroughnegotiationsandmakeconcessions...concessionn.

theactofconcedingoryieldinge.g.Thefirmwillbeforcedtomakeconcessionsifitwantstoavoidastrike.e.g.Itisunwiseofthemtoadvertisetheirwillingnesstomakeconcessionsatthenegotiations.WordsandexpressionsPara.10Inmanysituationsyouwanttohavecompetitivealternatives.alternativen.somethingthatcanbefound,used,ordoneinsteadofanothere.g.Newwaystotreatarthritismayprovideanalternativetopainkillers.e.g.Itseemsclearthathehasnoreasonablealternative.WordsandexpressionsPara.10...youwilloftenbebetteroffifyouhavealternatives...bebetteroff:beinamorefortunateorprosperousconditione.g.We'dbebetteroffwithoutthemasneighbours.e.g.shewouldhavebeenbetteroffifshehadstuckwithteachingWordsandexpressionsPara.11Sometimesit’sbesttosuggestthatanissuebesetasideforthemoment...setaside:tonotconsidersth,becauseotherthingsaremoreimportante.g.Heurgedthemtosetasideminordifferencesforthesakeofpeace.e.g.Let'ssetasidemypersonalfeelingsfornow.WordsandexpressionsPara.12...Ineededtonegotiatewiththepersonwhowasauthorizedtomakedecisions...authorizev.

giveordelegatepowerorauthoritytoe.g.Sheauthorizedherassistanttosignthepapers.e.g.Wearewillingtoauthorizethepresidenttouseforceifnecessary.WordsandexpressionsPara.13...andthusbemorecommittedtoclosingthedeal.becommittedto

致力于e.g.ThePresidentiscommittedtoreforminghealthcare.NotestothetextLinkedIn领英(全球知名职场社交网站):

LinkedInisabusiness-andemployment-oriented

socialnetworkingservice

thatoperatesviawebsites

andmobileapps.FoundedonDecember28,2002,

andlaunchedonMay5,2003,itismainlyusedfor

professionalnetworking,includingemployerspostingjobsandjobseekerspostingtheir

CVs.

NotestothetextSEC美国证券交易委员会:

theU.S.

SecuritiesandExchangeCommission

ComprehensiveBusinessEnglishBook1Unit9NotestothetextLetterofIntent（合同）意向书，项目合作意向书:A

letterofintent

(LOI

or

LoI,andsometimescapitalizedas

LetterofIntent

inlegalwriting,butonlywhenreferringtoaspecificdocumentunderdiscussion)isadocumentoutliningoneormoreagreementsbetweentwoormorepartiesbeforetheagreementsarefinalized.

NotestothetextTermSheet条款清单，条款说明书:A

termsheet

isa

bullet-point

documentoutliningthematerialtermsandconditionsofabusinessagreement.Afteratermsheethasbeen“executed”,itguideslegalcounselinthepreparationofaproposed“finalagreement”.NotestothetextM&Atransaction并购交易:MergerandAcquisitiontransactionNewwordsandexpressionsexpound[ɪkˈspaʊnd]v.adddetails,astoanaccountoridea;explain;clarify解释，详细讲解

—Thespeakerhasanhourtoexpoundhisviewstothepublic.formulate[ˈfɔ:mjuleɪt]eupwith(anidea,plan,orexplanation)afteramentaleffort构想(CET-4;CET-6)

—Hetookcaretoformulatehisreplyveryclearly.

entail[ɪnˈteɪl]v.involve,orimplyasanecessaryaccompanimentorresult牵涉，使必然发生

—Suchadecisionwouldentailahugepoliticalrisk.Newwordsandexpressionsprofile[ˈprəʊfaɪl]

n.biographicalsketch;ashortarticleaboutone’slife人物简介(CET-6)—Anewspaperpublishedprofilesofthecandidates’wives.thereof[ˌðeərˈɒv]

adv.oforconcerningthisorthat它的，其，关于那，由此

—Lossescausedasaresultthereofshallbebornebytheviolator.collaborative[kəˈlæbərətɪv]adj.accomplishedbycollaboration合作的，协作的(CET-6)—Mostwikisarecollaborativewebsites.Newwordsandexpressionsimplement[ˈɪmplɪment]v.pursuetoaconclusionorbringtoasuccessfulissue使生效，落实，实施(CET-4;CET-6)

—Hetriedto

implement

atechnocraticeconomicpolicy.

momentum[məˈmentəm]n.animpellingforceorstrength动力，势头

—Demandsforhisdismissalhavegatheredmomentuminrecentweeks.ultimatum[ˌʌltɪˈmeɪtəm]n.afinalperemptorydemand最后通牒，最终条件

—Hegavemeanultimatum:eitherTomhadtoleave,orme.Newwordsandexpressionsaquirer[ə'kwaɪərə]

n.acompanyorpersonwhobuysanothercompany受让人，需方，收买者

—TheleisurelytimescalesaysalotaboutChinaasan

acquirer.

concede[kənˈsi:d]v.admit,oftenunwillingly,thatsomethingistrue;giveover承认，让步(CET-6)

—Theorganisersofthedemonstrationconcedethattheyhadn'tsoughtpermissionforit.derail[dɪˈreɪl]

v.topreventsomethingfromcontinuingasplanned阻挠，使离开正常进程

—Opportunistictradesdonothavetoderaillong-timestrategies.Newwordsandexpressionsfixate['fɪkseɪt]

v.payattentiontoexclusivelyandobsessively注视，关注.—

Aceed[prəˈsi:d]

v.

continuewithonesactivities;moveahead继续进行，前进(CET-6)

—

EffortstoreformtheInteriorMinistryhavenotyetproceededveryfar.lease[li:s]v.letformoney;rent出租，租借

—

Shehopestoleasethebuildingtostudents.Newwordsandexpressionsviable[ˈvaɪəbl]

adj.

capableofdevelopment;capableofdoingwhatisintended能活的，切实可行的—Tractable[ɪnˈtræktəbl]adj.difficulttodealwith(问题或情况)棘手的,难处理的

—

Itemergedasthemostintractableissueofourera.remorse[rɪˈmɔ:s]

n.astrongfeelingofsadnessandregret懊悔，悔恨

—

Ifeltguiltyandfullofremorse.Newwordsandexpressionsexpedite[ˈekspədaɪt]

v.causesomethingtobedonemorequickly加快进展，迅速完成—

Thatwillexpeditetheproject.expertise[ˌekspɜ:ˈti:z]n.specialskillorknowledgeacquiredbytraining,study,orpractice专门知识或技能，专家的意见(CET-6)

—

Theylacktheskillsandexpertiseneededfortheirjobs.Role-playABusinessNegotiationSupposeyouarelookingtoleaseofficespacetothemanagerofacompany,andyouhiredarealestateaganttohelpyou.Youthreearehavingabusinessnegotiation.TextBGlobalNegotiationPreparation

Understanding

Reproduction

Textstudy

Wordsandexpressions

NotestothetextTEXTA

BusinessEnglishReadingBook4Unit2Wordsandexpressionspremise['premɪs]v.takesomethingaspreexistingandgiven作为前提(CET-6)

—Letme

premise

myargumentwithabitofhistory.binding[ˈbaɪndɪŋ]

adj.executedwithproperlegalauthority有约束力的，应履行的

—RickyBurnsisunderbindingpromotionalandmanagementcontracts.

hierarchical

[ˌhaɪəˈrɑ:kɪkl]adj.classifiedaccordingtovariouscriteriaintosuccessivelevelsorlayers按等级划分的

—Congressisacollegialandnotahierarchicalbody.Wordsandexpressions

bog[bɒg]v.causetoslowdownorgetstuck陷入困境，停滞不前

—Weintendedfromtheverybeginningtobogtheprosecutiondownoverwhodidthis.

verbatim[vɜ:ˈbeɪtɪm]adj.inpreciselythesamewordsusedbyawriterorspeaker照字面的，逐字的

—Whilewehavequotedverbatim,thewikipediatellsthesamething.pending[ˈpendɪŋ]adj.bewaitingtobedealtwithorsettled待定的

—Shehadalibelactionagainstthemagazinepending.Wordsandexpressionsmaterialize[məˈtɪəriəlaɪz]v.happenorappear,afterhavingbeeninvisible

发生，出现—Thepromotionhehadbeenpromisedfailedtomaterialize.

disposition[ˌdɪspəˈzɪʃn]n.Thepatternthatthingsarearranged部署，战略计划

—Thegeneralplannedthe

disposition

ofhissoldiersforthebattle.revolve[rɪˈvɒlv]v.bemainlyabout(atopic)围绕，以…为主题—Thedebaterevolvesaroundspecificaccountingtechniques.

Wordsandexpressionsstagnant[ˈstægnənt]adj.notgrowingorchanging;withoutforceorvitality停滞的，不景气的(CET-6)

—Duetolowinvestment,industrialoutputhasremainedstagnant.gauge[ɡeɪdʒ]v.

judgetentativelyorformanestimateof

评估，判断(CET-6)