国际人才英语教程 高级 参考答案Going-Global-Advanced-U3 How can they handle the last-minute change

《国际人才英语教程高级》教师手册ReferenceanswersCASE2Howcantheyhandlethelast-minutechange？CasebriefingReferenceanswers11)available2)powersystem3)Negotiate4)solution5)apologizing2ThefollowinganswerisfortheT’sreference.Theconsequencesoflast-minutechangesmayincludethefollowing:Participantsbeingforcedtomakechangesaccordingly,causingmajorfinanciallosses.Audiencesnotbeinginformedintime,reducingsatisfactionlevels.Legalconsequences.Publicrelationscrises.ScriptsLiuYang:HiMonica,doyouhaveaminute?Monica：I’mnotbusynow,butIhaveaclientmeetinginhalfanhour.LiuYang:Alright.I’llbebrief.Wehaveencounteredaproblemwiththeinternationalbookfairthatweplantoholdinthreeweeks.Ithinkyouneedtohaveallthedetailsassoonaspossible.Monica：OK,whathappened？LiuYang:I’vejustreceivedacallfromtheconventioncenter.Itsmanagementphonedtoinformusthattheconferencehallswebookedfortheinternationalbookfairarenolongeravailableduringthedesignatedperiodduetoanunforeseenpowerfailure.Thevenuemanagementexplainedthattheyneededafewweekstoconductathoroughcheckontheirpowersystemtopreventanyfurtherrisks.So,wemayneedtomakeanemergencyplan.Monica：Iunderstand.Thismustbequiteachallenge,LiuYang.Doyouhaveanyideasonhowtoproceed?LiuYang:Yes.Ithinkweshouldfirstfindasolutiontominimizeourlossessincewehavemadeextensivepreparationsfortheevent,andmanypublishinghouseshavealreadyregistered.Monica：Yes,that’sexactlywhatIwasthinking.Whatcanwedotoaddresstheissue?LiuYang:Ithinklitigationornegotiationcouldbeourbestoption.Monica：Right.But,litigationmayharmourrelationshipwiththeconventioncenter.Inthissense,negotiationwouldbeabetterchoice.SoIneedyoutonegotiatewiththeconventioncentermanagementaboutthesolutionassoonaspossible.Afterthat,youneedtowriteanemailtotheparticipatingpublishinghousesapologizingforthechangeandinformingthemofournewplan.LiuYang:Sure.Iwillscheduleameetingwiththeconventioncentermanagementassoonaspossibleanddiscussthefollow-upactions.Monica：LiuYang,youhavemyfullsupportandremember:Beswifttohearandslowtospeak.LiuYang:Thankyou,Monica.Iwilldomybest.Monica：Alright.Keepmeinformedofanyupdates.Unit3NegotiateasolutionTakinginReadingReferenceanswer1ThefollowinganswerisfortheT’sreference.Typically,abusinesscontractmayincludethefollowing:Offer–Theagreementbetweenthepartiesandthecorrespondingtermsandconditions.Inotherwords,theofferisPartyA’sintentiontoinvolveanotherpartyforaspecifictaskoropportunity.Acceptance–Thisreflectsthatbothpartiesagreetothetermsofthecontract.Consideration–Thissignifiestheactionsrequiredforthevaluespecifiedintheoffer,themosttypicalofwhichispaymentforgoodsorservices.Capacity–Thiselementshowsthatthepartieshavelegalcapacitytounderstandwhattheyareengagedin.Legality–Thiselementexplainsthatthecontractissubjecttothelawsandregulationsunderwhichthecontractisestablished.Signatures–Bothpartiesprovidetheirsignaturestoratifythecontract.3ThefollowinganswerisfortheT’sreference.1Thespecificdutieshavebeenspecifiedinthecontract,including:1.Maintainingtheexhibitionspace,particularlytheutilities;2.Visitorservices;3.ObtainingPartyA’swrittenapprovalbeforemajorprogresses;4.Ensuringthevenueisavailable2ShouldtheConventionCenterfailtoupholdtheobligations,itshouldbothprovideanalternativelocationtoholdtheevent,andpaythecorrespondingfeesincludinglitigation,disputeresolution,indemnityclaimsorpenalties.3Intheeventofadispute,thefirstrecourseistomediationtoresolveit.Ifthemediationfails,GECcanresorttolitigationwherePartyAislocated.Listening1ThefollowinganswerisfortheT’sreference.Insuchascenario,thefirstpriorityofGECisprobablyfindingareplacementlocation.ThissolutioncanminimizetheharmtoGEC’sreputationintheindustry.Atthesametime,GECcanaskforfinancialcompensationfromtheconventioncenter.Alternatively,GECcanfindanotherlocationbyitself,andresorttolitigation.Thissavestime,butthelast-minutecontractsmayinduceahigherfinancialcost.21)aquicksolution2)awin-winoutcome3)theirfuturecooperation4)findingasuitablereplacementvenue5)theexpenses3ThefollowinganswerisfortheT’sreference.GECcannegotiateforanupgradeforthereplacementvenue.Aswithhotelsandairlines,consumersexpectbetterserviceaftersufferinginconveniences.GECcannegotiateforfuturediscounts.GECcanalsonegotiateforajointteamtosettlethedispute.Afterall,GECneedsaquicksolution.ScriptsLiuYang:Monica,Iwouldliketoupdateyouonthebookfair.Monica:I’mallears.LiuYang:OK,Ithinkalthoughlitigationisnotourbestoption,goingthroughthecontractcanhelpusfindaquicksolutionaccordingtotheterms.Aftertalkingtoyoulasttime,Iimmediatelyreviewedthecontractbetweentheconventioncenterandus.Now,Ihaveseveralthoughtsonhowtoefficientlynegotiatewiththeconventioncenterforawin-winoutcomeandlay

asolidfoundationforourfuturecooperation.Monica:OK.What’syourapproach?LiuYang:First,Ibelieveitwouldbeappropriatetoasktheconventioncentertotakeresponsibilityforfindingasuitablereplacementvenueforourbookfairsincetheycausedthecancellation.Weshouldcommunicatethisrequesttotheconventioncenterandnegotiatewiththemonthismatter.Monica:Iagree.

Bymakingthisrequest,wecanensurethatwearenotputatadisadvantageduetotheirbreachofcontract.Italsoservesasademonstrationoftheirwillingnesstorectifythesituationandmaintainapositiverelationshipforfutureevents.LiuYang:Right.Oncewehavetheircommitmenttofindingareplacementvenue,wecanthenmoveontodiscussingthefinancialaspectsofthecancellationandanypotentialcompensationfortheinconveniencecaused.AsfortheexpensesthatGECExpohasalreadypaidfor,thecentershouldprovidearefund.ButIamnotsurehowthecenterwouldrespond.Monica:Iamafraidthatthecenterwillprobablydeclinearequestforanunconditionalrefundbecausethecontractcancellationwascausedbyanunforeseenpowerfailure,notbytheirchoice.LiuYang:Right.Iwillstrivetomaximizethebenefitsforourcompany.Wecannegotiatewiththeconventioncenteraboutthesumoftherefund.Let’ssay20%shouldbeourlowestacceptableoffer.Whatdoyouthink,Monica?Monica:ThatwillbeOK.LiuYang:Iftheycanfindanotherconferencecenterwithoutinducingextracosts,itwillbemucheasier,andwewillstillhavetimetomakethenecessaryadjustments.Well,I’lltrytomakeithappen.Monica:Right.Bepreparedforseveralroundsofintensearguments.LiuYang:Surething.Iwilltalktothemanageragainafterward.BuildingupPreparingforthestructureStructureofabusinessnegotiation1ThefollowinganswerisfortheT’sreference.OpeningPhase,PresentationPhase,BargainingPhase,AgreementPhase.21)G2)E3)C4)D5)B6)H7)A8)FScriptsGECEXPO:Hello,welcometoourheadquarters.Wehopeyouhadanicetrip.Aftercooperatingforalongtime,Iamgladwecanfinallymeetinpersonandexchangeourideas!CLIENT:Verypleasedtomeetyou!Welookforwardtoreachingaconsensusinthisroundoftalks.GECEXPO:That’swhatwehopefor.Let’sfocusonthebudgetadjustmentoftheupcomingconsumerelectronicsexhibition.Wehavesomedifferentideas,butwewouldliketoknowmoreaboutyourconcernsfirst.CLIENT:Theeconomyisthemainreasonwhywehopetoreduceourbudgetfortheexhibitionby20%.Thisyear,consumerconfidencehasbeenweakened.Andweareconcernedthatthenumberofvisitorsattractedtotheexhibitionwillsignificantlyreducecomparedtolastyear.Therefore,wehopetoscaledowntheeventtomaketheexpendituremoresensible.GECEXPO:Weunderstandyourconcerns.Butyouknow,manypreparationshavebeenmadealready.Thoughitmaynotbepossibletofullyaccommodatetherequestedbudgetreduction,wevalueyourinsightsregardinghowGECExpocaneffectivelymanageareducedbudgetwhilestilldeliveringasuccessfulexhibitionexperience.CLIENT:We’rethinkingof“deepplowing”.Thatis,insteadofaimingforbroadandwide-reachingexposure,wewouldliketostrengthenourrelationshipwiththekeyplayers:theleadingsuppliers,retailers,andopinionleadersofthemarket.Asforthelesssignificantmarketsegmentsornicheaudiences,weareconsideringpostponingoureffortstotargetthematthistime.GECEXPO:Thankyouforsharingyourthoughtsandplans.Ifweunderstoodcorrectly,youwouldliketoclingtofewersegmentsratherthancatertothewholemarketthistime.Wecouldrentasmallerexhibitioncenter,buildfewerbooths,andentertainonlyasmallgroupofVIPguests.DidImissanything?CLIENT:You’reright.WehopeGECExpocanmakeithappen.Youhavebeenourmosttrustedpartner.GECEXPO:Weappreciateyourtrustinus.Restassured,wearefullycommittedtomeetingyourneedsandensuringthesuccessofthisevent.Atthesametime,wealsohaveaproposal.Accordingtotheoriginalplan,wehavesentinvitationstoalotofcorporations,andsomeofthemhaveregistered.Wehopeyoucankeeptheseregistrationsvalid.Maintaininggoodwillisimportantinourculture,whichmeansanextraRMB300,000ontopofthenewbudget.CLIENT:Ofcourse.Weunderstandtheimportanceofgoodwillandpromises.Webelievethattheamountiswithinourcapability.Moreover,theseearlybirdswillprobablybecomelong-termpartners,too.GECEXPO:Great!Thatshouldsolvetheproblem.Thanksforbeingflexible!Wewillcarryouttheplanasdiscussed.CLIENT:Thankyou,andlet’smeetagainwhennecessary.SharpeningtheskillsExpressingagreementanddisagreementeffectively1ThefollowinganswerisfortheT’sreference.Expressionsforagreement:That’swhatwehopefor.Ifweunderstoodcorrectly,youwouldliketo…Wecould…Weunderstandtheimportanceofgoodwillandpromises.Expressionsfordisagreement:Wehavesomedifferentideas,butwewouldliketoknowmoreaboutyourconcernsfirst.Weunderstandyourconcerns.But…2ThefollowinganswerisfortheT’sreference.·Wemayacceptyourofferonconditionthatyouwilldefinitelydeliverthegoodswithinonemonth.·I’mafraidthat’snotacceptabletous.Themissionofourjointventurehasalwaysbeenlong-termgrowth.DevelopingthestrategiesChoosingappropriatenegotiationstyles1ThefollowinganswerisfortheT’sreference.Thenegotiatorsactivelyengagedinthediscussiononsolutions.So,thegeneralstyleofnegotiationiswin–win/collaboration.Iftheydonotintendtoconsidereachother’sconcerns,thestylecouldhavebeenavoidance,orcompetition.ScriptsJohn:Hi,Susan.Sinceweareoldfriends,IsupposewecoulduseD/Pasthemodeofpaymentthistime.Susan:Sorry,John.I’mafraidnot.Weinsistonaletterofcredit,whichcangiveexporterslikeusadditionalprotection.John:Iunderstand.Buttotellyouthetruth,itwouldincreasethecostofmyimport.Susan:Whydon’twemeeteachotherhalfway?FiftypercentbyletterofcreditandthebalancebyD/P.Andwecangrantyouanextensionoftwoweeks.Doyouthinkwecanagreeonthis?John:Oh,that’snotaproblematall.Inthisway,youcangetadditionalprotection,andwecanrelievethecompanyfromthefinancialburden.Thanksforthis.Susan:Wedonotwanttomissoutoncooperation,youknow.2ThefollowinganswerisfortheT’sreference.1ahard/competitivestyle,inordertoprotecttheinterestsofourcompany2asoft/collaborativestyle,inordertokeepthecurrentcustomer.3aprincipled/compromisingoraccommodatingstyle,dependingonhowmuchlocalizationourstrategyallows.Carryingout(略)Lookingbeyond1ThefollowinganswerisfortheT’sreference.1Poetry,fiction,anddrama.2Yes,Ihaveparticipatedinabookclub.It’sawonderfulexperiencetoshareinsightsanddiscussvarioustopicswithagroupoflike-mindedbooklovers.Sometimestherearedifferingviewsandopinions,butit’sthein-depthdiscussionsthathaveallowedmetolearnsomuch.Despiteoccasionalchallengeswithdifferingreadingspeedsandtastes,I’vegainedawealthofknowledgeandfriendshipsthroughit.21-5:DCDCAScriptsIt’sSunday,butthirdgraderLingetsupearlyandrides20kilometersfromhomeforthis.HereadsChineseclassicswithhisfatherandotherbookloversintheclub.Thegroupreadandrereadclassics,emulatetraditionalcalligraphystyle,andhelpeachotherunravelthemeaningofthetexts.Lin’sfathersaysit’sgoodfortheboyastheclubhasbeengoodforhimandhelpedhimreadthefourgr