国际商务谈判口语 教师用书Task 11 Reference answer

Task11HandlingClaimsandSettlementsReferenceAnswers

KnowledgeLecture

Exercise

perform(execute)(2)entitled(3)indemnity(compensation)

(4)disputes(5)amicably

LearningaboutNegotiationsfromBusinessMentors

Dialogue1

Exercise1

(1)F(2)F(3)T(4)T(5)T

Exercise2

(1)regretful(2)improperpacking

(3)surveyreport(4)outerpacking(5)satisfactorysolution

Dialogue2

Exercise1

C(2)A(3)E(4)B(5)D

Exercise2

(1)justified(2)evidence

(3)readily(4)solution

(5)agreeable

Dialogue3

Exercise1

(1)stowage(2)inevitable(3)disposeof

(4)aptto(5)relieved

Exercise2

C(2)D(3)B(4)B(5)D

Exercise3

roughhandling(2)frames'scratches(3)worn-outsaddles(4)inspectionfee(5)shippingline(6)insurancecompany

threemorebucketsofpaint(8)air(9)newsaddles(10)sea

disposeof(12)thefoamcushionpackagingmaterial

TellingaStoryofChina

Exercise1

B(2)B

Self-Assessment

1.

e(2)i(3)a(4)f(5)b(6)c(7)d(8)j(9)g(10)h

2.

lodgedaclaim(2)complain,inferiorinquality

(3)surveyreport(4)returnthegoods(5)inperfectcondition

3.

(1)Thegoodswereceivedwerequitedifferentfromwhatweexpected.

(2)Mostoftheshirtsareofsmallersizes.Wewonderifyoumadeamistakewhenyousentthegoods.

(3)Therearemanydefectiveitemsinthisshipment.

(4)MayIsuggestyousellthegoodsinyourmarketandwereducethepriceby30%?

(5)I'mafraidthatwecan'tacceptyourclaimasyoucan'tprovidesufficientevidence.

4.

(1)wecan'tselltheminourmarket.

(2)Ourcustomersgivethefeedbackthattherawmaterialsareuncomfortableandstiff.

(3)Wehavecomparedtheleatheroftheconsignmentwiththatofthesampleandfoundmanyofthemfarbelowthestandardofthesample.

(4)Allofourbagsexportedareproducedtoidenticalstandardindesignandquality.

(5)Maybetherewasconfusionaboutdifferentgradesofproducts.Iwilllookintothematter.Ifitindeedlieswithourfactory,wewillgetthegoodsreplacedbynewones.

TaskSummary

improper(2)inferior