商务与基础英语4

商务英语阅读4UNIT2BusinessNegotiationLearningObjectivesUnderstandthatculturalnuancesmightbeencounteredduringaninternationalnegotiation.Developreadingskillsaboutskimmingandscanning.Understandtheimpactofculturenuancesonbusinessnegotiation.Explorethetacticsforsuccessfulbusinessnegotiation.Learntodoglobalnegotiationpreparationandtrytodevelopnegotiationskills.CONTENTS01.TextA02.

TextB03.ChineseValuesTacticsforSuccessfulBusinessNegotiationsTextAWarmingup1.Doyouhaveanexperienceofnegotiation,whetherformallyorinformally?Whathaveyoulearnedfromthatexperience?2.Whydopeoplehavenegotiations?3.Whatstrategiesshouldwepayattentiontowhenwehaveanegotiation?WordsandExpressions1.expound

vt.toadddetails,astoanaccountoridea;toexplain;toclarify解释，详细讲解（CET-6;TEM-8）Schmidtcontinuedtoexpoundhisviewsoneconomicsandpolitics.Thespeakerhasanhourto

expound

hisviewstothepublic.Fearisn'tjustanabstractconceptforphilosophersto

expound

on.WordsandExpressions2.formulatevt.tocomeupwith(anidea,plan,orexplanation)afteramentaleffort构想（CET-4;CET-6;TEM-8）Weshouldformulatealong-termprogramforscientificdevelopment.Iwasimpressedbythewayhecould

formulate

hisideas.Governmentsneedto

formulate

energypoliciesthatpromoteeconomicallyandenvironmentallysounddevelopment.WordsandExpressions3.entailvt.toinvolve,orimplyasanecessaryaccompanimentorresult牵涉，使必然发生（CET-6;TEM-8）Thechangedoutlookentailshighereconomicgrowth.Suchadecisionwould

entail

ahugepoliticalriskinthemidstofthepresidentialcampaign.Guaranteesarepopularbecausethey

entail

noimmediatecost.WordsandExpressions4.profilen.biographicalsketch;ashortarticleaboutone’slife人物简介（CET-4;CET-6;TEM-4）Anewspaperpublishedprofilesofthecandidates’wives.Belowyouwillfinda

profile

ofeachprogram.Wefirstbuildupadetailed

profile

ofourcustomersandtheirrequirements.

WordsandExpressions5.thereofadv.oforconcerningthisorthat它的，其，关于那，由此（TEM-4）Isthepropertyoranypartthereofusedforcommercialactivity?Theysubmitonlythedatamodeloraportion

thereof.Secondarymarketbuyingisabouttactics,notsupportorlack

thereof

foracompanyorindustry.WordsandExpressions6.collaborativeadj.accomplishedbycollaboration合作的，协作的（CET-4;CET-6）Collaborative

designrequirescommunicationamongmembers.Thatshouldcreatemore

collaborative

endeavorsandhelptodevelopprojectsaimeddirectlyatsolvingglobalproblems.Whenwe'retoo

collaborative,wewanteveryonetoagreewithadecisionbeforeweproceed.WordsandExpressions7.implement

vt.topursuetoaconclusionorbringtoasuccessfulissue使生效，落实，实施（CET-4;CET-6;TEM-4）It'sstillnotclearhowfartheRussianparliamentwillgoto

implement

itsownplans.Don'tlimityourselfbecausesomethinglookstoodifficultto

implement.Governmentsindevelopednationsdeviseand

implement

policythatchangesconsumerexpectations.

WordsandExpressions

8.

momentum

n.animpellingforceorstrength动力，势头（CET-6;TEM-8）Thiscampaignisreallygaining

momentum.Theyareeachanxioustomaintainthemomentumofthesearchforasolution.Theworldartmarkethadalreadybeenlosing

momentum

forawhileafterrisingbewilderinglysince2003.WordsandExpressions9.ultimatumn.afinalperemptorydemand最后通牒，最终条件（CET-6;TEM-4）NextdaytheEUsummitstrengthenedtheirultimatum.Theyissuedan

ultimatum

tothepolicetoridtheareaofracistattackers,ortheywilltakethelawintotheirownhands.Thebossgavehiman

ultimatum

toworkoutanewproposalbytheendofweek.WordsandExpressions10.acquirern.acompanyorpersonwhobuysanothercompany受让人，需方，收买者The

acquirer

shallsimultaneouslysubmitthereportonacquisitionofthelistedcompanytothestockexchange.Youshouldclearlyunderstandthefinancingmethodsemployedbythe

acquirer.Andalmostunnoticed,ithasbecometheworld'sbiggest

acquirer

offoreignpublicdebt.WordsandExpressions11.concedevt.toadmit,oftenunwillingly,thatsomethingistrue;togiveover承认，让步（CET-4;CET-6;TEM-8）BessfinallyconcededthatNancywasright.Hewasforcedto

concede

(that)theremightbedifficulties.Iwill

concede

thatofferingcashisnotalwaysproductive.WordsandExpressions12.derail

vt.topreventsomethingfromcontinuingasplanned阻挠，使离开正常进程（CET-6;TEM-8）Thepresentwaveofpoliticalkillingswillderailpeacetalks.Thislatestincidentcould

derail

thepeaceprocess.Couldthecurrentglobalcrisis

derail

theParty'sstrategy?

WordsandExpressions13.fixate

vi.topayattentiontoexclusivelyandobsessively注视，关注（GRE）Traderswho

fixate

likethatarelookingatthetreeinsteadofseeingthewholeforest.Sheoffersclosingadvice:"Don't

fixate

onthingsyoucan'tdo,butonthingsyoucan.“However,itiseasyto

fixate

onsuchfactorsandcompletelydiscountfactorswhichwepersonallycontrol.WordsandExpressions14.proceed

vi.tocontinuewithone’sactivities;tomoveahead继续进行，前进（CET4;CET6;TEM4）Thebestwaytoproceedisbyaprocessofelimination.Don'twaituntilyoufeel100percentconfidentbeforeyou

proceed.We'renotsurewhetherwestillwantto

proceed

withthesale.WordsandExpressions15.lease

vt.toletformoney;rent出租，租借（CET-4;CET-6;TEM-4）Weleasedourapartmenttofriendswhilewewereabroad.They

lease

thelandfromalocalfarmer.We

lease

allourcomputerequipment.WordsandExpressions16.viable

adj.capableofdevelopment;capableofdoingwhatisintended能活的，切实可行的（CET-6;TEM-8）Wemustprotectourparksandgardensandfindmore

viable

waystoeasetrafficcongestioninourcities.Ifindustrialagricultureistobereplaced,whatisa

viable

alternative?

WordsandExpressions17.intractable

adj.difficulttodealwith（问题或情况）棘手的，难处理的（TEM-8;GRE）Theeconomystillfacesintractableproblems.Whatmaybedonetoreducetheinfluenceof

intractable

opponents?ThedifficultiesfacedbyMondadoriarecomplexandmore

intractable.

WordsandExpressions18.remorse

n.astrongfeelingofsadnessandregret懊悔，悔恨（CET-6;TEM-8）Hehasshownnoremorseforhisactions.Ifeltguiltyandfullof

remorse.Hewasfullof

remorse

andaskedBeatricewhathecoulddotomakeamends.

WordsandExpressions19.expedite

vt.tocausesomethingtobedonemorequickly加快进展，迅速完成（TEM-8;GRE）Wetriedtohelpyouexpediteyourplans.Wehavedevelopedrapidorderprocessingto

expedite

deliveriestocustomers.Thefacilitatingagencies

expedite

theclearanceofinternationalcargo.

WordsandExpressions20.expertise

n.specialskillorknowledgeacquiredbytraining,study,orpractice专门知识或技能，专家的意见（CET-4;CET-6;TEM-4）Theproblemisthatmostlocalauthoritieslacktheexpertisetodealsensiblyinthismarket.Wehavethe

expertise

tohelpyourunyourbusiness.Togrowthebusiness,heneedstodevelopmanagement

expertise

andinnovationacrosshisteam.

StructuralAnalysisParas.MainTopicsPara.1Introductionof

tacticsforsuccessfulbusinessnegotiations.Paras.2-15Specifictacticsforsuccessfulbusinessnegotiations.NotesonTextAReviewthebackgroundofthepersonyouarenegotiatingwithbyreviewinganybioonthecompany’ssite,theperson’sLinkedInprofile,andbydoingaWebsearch.通过回顾其公司网站的个人简历、领英网站的人物简介以及通过网页搜索，仔细研究你正与之谈判的人的背景。“bio”

的意思为“个人简历，小传”，是biography的缩写。NotesonTextA2.Forpubliccompanies,someoftheirprioragreementsmaybefiledwiththeSEC.对于上市公司，他们的一些合同先例会在美国证券交易委员会备案。“befiledwith”

的意思为“备案”。NotesonTextA3.Bepreparedwithmarketdatatobackupwhyyourpriceisreasonable,andifyouareconfrontedwithanultimatumthatyouabsolutelycan’tlivewith,bepreparedtowalkaway.准备好市场数据为你的价格合理性提供支持。当你面对完全不能接受的最终条件时，就准备离开。“backup”的意思是”为……提供支持”。“beconfrontedwith”

的意思为“面临、面对”。NotesonTextA4.Bythattime,thebuyeritselfhadexpendedagreatdealoflegalfeesandmanagementtimetogettoadeal,andtheypanickedattheprospectoflosingthedeal.到那时，买方自己已经花费了大量的法律费用和时间以达成交易，并且他们也害怕面对交易失败的可能性。“attheprospectof”的意思为“面对……的前景，一想到……的可能性”NotesonTextA5.Counter-offersandsomeback-and-forthnegotiationswillmostlikelyleadtothetwopartiesbeingsatisfiedthattheystruckthebestdealtheycould,andthusbemorecommittedtoclosingthedeal.还盘与一些反复协商将最可能使双方都满意于他们达成了最好的交易，因而更致力于达成交易。“becommittedto”

的意思为“致力于，专注于”。DiscussionWhatshouldbepreparedbeforeyoustartoffinanynegotiation?2.Pleasegiveabriefintroductionto“LetterofIntent”.3.Doyouagreethat“negotiatingbycontinuallyconceding”isabadstrategy?Why?4.Howdoyouunderstand“Don’tgethungupononeissue”?GlobalNegotiationPreparationTextBWordsandExpressions1.premisevt.totakesomethingaspreexistingandgiven作为前提（CET-6；TEM-4）Letmepremisemyargumentwithabitofhistory.WordsandExpressions2.bindingadj.executedwithproperlegalauthority有约束力的，应履行的（CET-6；TEM-4）Thepanel’sdecisionsaresecretandnotbindingonthegovernment.Itissetoutinalegally

binding

protocolwhichformspartofthetreaty.

WordsandExpressions3.preliminaryadj.designedtoorientoracquaintwithasituationbeforeproceeding预备的，开始的（CET-4；CET-6；TEM-4)Preliminarytalksonthefutureofthebasesbeganyesterday.Itwasagreedthatanotherroundof

preliminary

talkswouldbeheldinBeijing.WordsandExpressions4.hierarchicaladj.classifiedaccordingtovariouscriteriaintosuccessivelevelsorlayers按等级划分的（CET-6；TEM-8）Ithasbeensaidthatonlyahierarchicalsocietywithaleisureclassatthetopcanproduceworksofart.Thisiscertainlyalittledifficultforpeoplewhoaremoreusedtoa

hierarchical

system.WordsandExpressions5.bogv.tocausetoslowdownorgetstuck陷入困境，停滞不前（CET-6；TEM-8）Thetalkshaveboggeddownovertheissueofmilitaryreform.Don't

bog

yourselfdowntryingtosolvethesephantomissues.

WordsandExpressions6.squabblevi.toargueoverpettythings争吵，口角（GRE；TEM-8)Babbittdidnotoftensquabblewithhisemployees.MotherisdevotedtoDadalthoughthey

squabble

allthetime.WordsandExpressions7.verbatimadj.inpreciselythesamewordsusedbyawriterorspeaker照字面的，逐字的（GRE；TEM-8）Iwastreatedtoaverbatimreportofeveryconversationshe’stakenpartinoverthepastweek.Thepresident'sspeechesareregularlyreproduced

verbatim

inthestate-runnewspapers.WordsandExpressions8.nuancen.asubtledifferenceinmeaningoropinionorattitude细微差别（CET-6；TEM-8）Theseuserswilleasilylearneachnuanceoftheapplicationstheyuse.Wecanuseoureyesandfacialexpressionstocommunicatevirtuallyeverysubtle

nuance

ofemotionthereis.WordsandExpressions9.pendingadj.bewaitingtobedealtwithorsettled待定的（CET-6；TEM-8）In1989,thecourthad600pendingcases.Ninecasesarestill

pending.

WordsandExpressions10.embassyn.adiplomaticbuildingwhereambassadorsliveorwork大使馆（CET-4；CET-6；TEM-4）Oneyoungpolicemanstoodguardoutsidethelockedembassygates.Iranreopenedits

embassy

inLondon.

WordsandExpressions11.materializevi.tohappenorappear,afterhavingbeeninvisible发生，出现（CET-4；CET-6；GRE）Noneoftheanticipateddifficultiesmaterialized.Thepromotionhehadbeenpromisedfailedto

materialize.

WordsandExpressions12.dispositionn.thepatternthatthingsarearranged部署，战略计划（CET-6；TEM-4）Thegeneralplannedthedispositionofhissoldiersforthebattle.Asthereportauthorspointout,evennear-missesmightleadtothe"creationofaburdensomeregulatoryframeworkandaffectthefuture

disposition

ofscienceCubeSats".WordsandExpressions13.revolvevi.Ifadiscussionorconversationrevolvesaroundaparticulartopic,itismainlyaboutthattopic.围绕，以……为主题（CET-4；CET-6；TEM-4)Theconversationrevolvedaroundtheterribleconditionoftheroad.Manyresolutions

revolve

arounddietandweightgain.WordsandExpressions14.stagnantadj.notgrowingorchanging;withoutforceorvitality停滞的，不景气的（CET-6；TEM-4）Heisseekingadviceonhowtorevivethestagnanteconomy.Reformingthe

stagnant

economyrequiresharshmeasuresthatwouldtranslateintojoblosses.WordsandExpressions15.gauge

vt.tojudgetentativelyorformanestimateof评估，判断（CET-6；TEM-8）Hismoodcanbegaugedbyhisreactiontothemosttrivialincidents.Theyinterviewedemployeesto

gauge

theirreactiontothechanges.

StructuralAnalysisPartIPara.1TheimportanceofpreparationsforaglobalnegotiationStructuralAnalysisPartIISpecificpreparationsforaglobalnegotiationPara.2GoalsorobjectivesofthenegotiationsPara.3KnowingauthoritylimitsPara.4PreliminaryagreementPara.5/6OrganizationofanappropriatehierarchicalnegotiationteamPara.7AsinglespokespersonPara.8Teammembers’responsibilitiesandaqualifiedinterpreterPara.9ResearchtheothersideandtheirperspectiveStructuralAnalysisPartIISpecificpreparationsforaglobalnegotiationPara.10AwealthofinformationfromourownembassyPara.11/12EstimatingtheBATNAsofbothpartiesPara.13/14Knowingeachside’sgoalsandinterestsPara.15ClearlyidentifytheissuesPara.16TechnicalandlogisticalproblemsPara.17ConsidermultipleproposalsthatareofmutualbenefitPara.18-20PresentadraftagreementproposalandbeadaptableStructuralAnalysisPartIIIPara.21:

AsummaryofpreparationsfornegotiationNotesonTextBIfwedon’tpreparewiselybeforehand,thenwe’relikelytobeinforabumpyride.如果我们没有提前进行明智的准备，那么我们将可能经历一段崎岖之旅。NotesonTextB2.Thismightleadtoneedlesssquabblingoverminorissuesthatcloudthebiggerpicture.这可能会导致一些无谓的关于小问题的争吵，从而给大局蒙上阴影。NotesonTextB3.WehavetoconsiderourBATNA.我们得考虑我方的最佳备选方案。“BATNA”的意思为“达成谈判协议的最佳选择方案（BestAlternativetoNegotiatedAgreement）”。NotesonTextB4.Wemuststrivetoconsiderallouralternativesshouldthepartnershipnotmaterialize.如果合作关系没有实现，我们得努力考虑我方所有的备选方案。NotesonTextB5.Itshowstheothersidethetypeoftransactionthatweareleaningtowards.