高级综合商务英语2（第二版） 课件Unit 9 Decision Making、Unit 10 Business Negotiation

UnitNine

DecisionMakingLead-in

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DiscussionEverydaywearefacedwithalotofdecisions.Decisionmakingisalsooneofthecentralactivitiesinbusiness.Arrangethefollowingdecision-makingstepsintocorrectorder.Createalternatives.Implementadecision.Identifytheproblem.Evaluatethealternatives.Decideonthebestsolution.Learnfromandreflectonthedecision.Lead-in

Discussion2.Haveyouboughtanythingonlinerecently?Howlongdoyouusuallyspendinmakingyouronlinepurchasedecisions?Manyfactorscaninfluencepeople’spurchasedecisions:productofferings,price,distributionchannel,promotionactivities,andone’spersonality,purchasingpower,buyingsituation,etc.Themorecomplextheabovefactorsare,thelongertimeittakestomakeadecision.TextAWhatAI-DrivenDecisionMakingLooksLikeStructuralAnalysisPara.MainTopics1-3Introduction:Data-drivenandAI-drivendecisionmakingaredifferent,andAIhelpsmaximizethevalueofdata.4-7Traditionalbusinessdecisionsdependonhumanintuition,whichhascognitivebiasesfromevolution.8-12Data-drivendecisionmakingstillhaslimitsbecausedatasummariesloseinformationandhumanskeepbiasedthinking.13-17AIshouldbethemaindataprocessor,andhumansandAIshouldworktogetherforbetterdecisions.18-19Conclusion:AI-drivendecisionmakingisthenextdevelopmentstage,andnewcompanieswillleadthischange.PartI

QuestionsaboutPartIQ1.Whatisthemaindifferencebetweendata-drivenandAI-drivenapproaches?Data-drivenfocusesondataassetsandreliesonhumansasthemainprocessor;AI-drivenfocusesonprocessingabilityandusesAItoextractinsightsfromdata.PartI

QuestionsaboutPartIQ2.WhydoestheauthorthinkweneedtomovetoAI-drivenworkflows?Tofullyleveragethevaluehiddenindataandreducelimitationsfromhumanprocessing.Datacanimprovedecisions,butitrequirestherightprocessortogetthemostfromit.(Line2,Para.1)Dataitselfsupportsbetterdecisions,butyouneedaneffectiveprocessor(humanorAI)tofullyrealizeitsvalue.PartI

SentenceInterpretation

leverage(Para.2)

v.

tousesomethingtoachievemaximumadvantageorprofit

synonyms:utilize;exploit;capitalizeon

example:EnterprisesmustleverageAItechnologytoimproveoperationalefficiency.PartI

WordsandExpressionsPartI

NotesArtificialIntelligence(AI)ArtificialIntelligence(AI)isabranchofcomputersciencethatbuildssmartsystemstosimulatehumanintelligence.Itcoversmachinelearning,computervision,andnaturallanguageprocessingascoresectors.NowAIhaspenetratedallindustries,boostingproductionefficiency,assistingmedicaldiagnosis,andenablingautonomousdriving.Itbringshugeconveniencewhiletriggeringdiscussionsonethicsandemployment,andremainsthecoredriveroffuturetechprogress.Q1.Whatwasthemainbasisofbusinessdecisionmaking50–75yearsago?Humanjudgment,intuition,andexperiencefromlongyearsofpractice,withverylittledatasupport.PartII

QuestionsaboutPartIIQ2.Whydidhumansevolvecognitivebiases?Earlyhunter-gatherersneededquick,low-costdecisionsforsurvival;evolutionfavoredimpulsiveshortcutsoveraccuracy.PartII

QuestionsaboutPartIIQ3.Whatnegativeeffectsdocognitivebiasesbringtobusinessdecisions?Theymakedecisionsirrational,inefficient,capricious,andfallible,limitingorganizationalperformance.PartII

QuestionsaboutPartII1.Ourbrainsareinflictedwithmanycognitivebiasesthatimpairourjudgmentinpredictableways.(Line2,Para.5)Cognitivebiasesarebuiltintoourthinkingandtheyregularlycauseustomakeflawed,non‑objectivejudgments.PartII

SentenceInterpretation2.Withsuchasymmetryinoutcomes,evolutionfavorsthetraitthatleadstolesscostlyconsequences,evenatthesacrificeofaccuracy.(Line10,Para.6)Becausetherisksandresultsofdifferentchoicesarehighlyunbalanced(thecostofbeingwrongisfarhigherthanthecostofbeingcautious),naturalselectiontendstoretainthedecision-makingtraitthatminimizesseverelosses,evenifthismeansreducingjudgmentaccuracy.PartII

SentenceInterpretationcognitivebias(Para.5)np.asystematicpatternofdeviationfromrationaljudgmentindecisionmakingsynonyms:perceptualbias;judgmentalerrorexample:

Cognitivebiasoftenleadsmanagerstomakewronginvestmentdecisions.PartII

WordsandExpressionsheuristics(Para.5)n.awayofsolvingproblemsbyfindingsolutionsbasedonyourownexperiencesexample:

Themarketingteamhasusedsimpleheuristicstoquicklytestcampaignstrategies.PartII

WordsandExpressionsplague(Para.7)v.totrouble,torment,orbothersomeoneorsomethingpersistentlysynonyms:torment;trouble;pesterexample:

Severesupplychaindisruptionsofoilcontinuetoplaguetheglobalmanufacturingsector.PartII

WordsandExpressionsPartIII

QuestionsaboutPartIIIQ1.Whatisa“data-driven”workflowinpractice?Machinesstorebigdata→ITsummarizesdataintosmallreadableformats→humansanalyzeviadashboards/spreadsheets→humansmakedecisions.PartIII

QuestionsaboutPartIIIQ2.Nametwomajorlimitationsofhuman-leddata-drivendecisions.1)Datasummarizationlosesdetailedinsightsandmaymisleadpeople;2)Humansstillapplycognitivebiaseswhendirectingdataanalysis.PartIII

QuestionsaboutPartIIIQ3.Whycan’tdataeliminatehumanbias?Humansdesignhowdataisaggregated,classified,andinterpreted,followingintuitivebutbiasedrules.1.Summarizeddatacanobscuremanyoftheinsights,relationships,andpatternscontainedintheoriginal(big)dataset.(Line1,Para.10)Whenbigdataissimplifiedintosummaries,manyimportantinsights,variableconnections,andhiddenpatternsgethiddenorlost.PartIII

SentenceInterpretation2.Datasummariesaredirectedbyhumansinawaythatispronetoallthosecognitivebiases.(Line1,Para.11)Humansdecidehowtosummarizedata,sothesesummariesstillcarryandreflecthumancognitivebiases.PartIII

SentenceInterpretationaggregate(Para.10)adj.collectedintoatotalorsummarysynonyms:

total;consolidatedexample:Weneedtheaggregatemonthlysalesdatatoanalyzeourannualperformance.PartIII

WordsandExpressionsconfoundingfactor(Para.10)np.avariablethatdistortsthetruerelationshipbetweentwomeasuredfactorssynonyms:

interferingfactor;distortingvariableexample:Confoundingfactorsincludingseasonalitymustbeexcludedinsalesdataanalysis.PartIII

WordsandExpressionsSimpson’sparadox(Para.10)Simpson’sparadoxisastatisticalphenomenonwhereatrendobservedinseparatedatagroupsreverseswhengroupsarecombined.Itoftenarisesfromhiddenconfoundingvariablesskewingdatadistribution.Itwarnsanalystsagainstdrawingconclusionsfromaggregateddataalone,highlightingtheneedtoexaminesegmenteddatacarefullyinstatisticalresearch.PartIII

NotesPartIV

QuestionsaboutPartIVQ1.WhatadvantagesdoesAIhaveoverhumansindataprocessing?AIavoidscognitivebias,handlesfine-grainedsegmentsandmassivedata,andunderstandsnon-linearrelationships.PartIV

QuestionsaboutPartIVQ2.DoesAI-drivendecisionmakingmeanhumansareunnecessary?No.Humanscontributestrategy,values,culture,andnon-structuredinformationthatAIcannotprocess.PartIV

QuestionsaboutPartIVQ3.HowshouldhumansandAIcollaborate?Humansdonotinterfacedirectlywithrawdata;theychoosefromoptionsgeneratedbyAI,combiningAIobjectivitywithhumanstrategy.1.AIcanbetrainedtofindsegmentsinthepopulationthatbestexplainvarianceatfine-grainlevelseveniftheyareunintuitivetoourhumanperceptions.(Line7,Para.13)AIcanidentifydetailedusergroupsthatexplaindatadifferenceswell,evenifthesegroupsseemillogicalorunnoticeabletohumans.PartIV

SentenceInterpretation2.ThekeyisthathumansarenotinterfacingdirectlywithdatabutratherwiththepossibilitiesproducedbyAI’sprocessingofthedata.(Line1,Para.17)Humansnolongerdealwithrawdatadirectly;theyonlyevaluateandchoosefromdecisionoptionsgeneratedbyAI.PartIV

SentenceInterpretationincremental(Para.14)adj.relatingtoordenotingaprocessofincreaseordevelopmentthathappensgraduallyinaseriesofregularsmallstepssynonyms:

gradual;step-by-step;progressiveexample:Theproductteamplanstorolloutincrementalfeatureupdatestopromoteuserexperienceovertime.PartIV

WordsandExpressionsobsolete

(Para.15)adj.nolongerusefulorneeded;outofdatesynonyms:

outdated;redundant;disposableexample:IntheAIera,humanswillnotbecomeobsoleteinbusinessdecisionsbutwillshifttheirroles.PartIV

WordsandExpressionsreconcile(Para.17)v.tomaketwoideasorgoalsconsistentorcompatiblesynonyms:

balance;alignexample:Whensettingstrategicdirections,leadersmustreconcileAI’sobjectivesuggestionswithcorporatevalues.PartIV

WordsandExpressionsPartV

QuestionsaboutPartVQ1.Whatisthenextphaseofdecision-makingevolution?Shiftingfromdata-driventoAI-drivendecisionmaking.PartV

QuestionsaboutPartVQ2.Whowillbemorelikelytoleadthisevolution?NewlyfoundedcompaniesthatnativelybuildAI–humancollaborationintoworkflows.EmbracingAIinourworkflowsaffordsbetterprocessingofstructureddataandallowsforhumanstocontributeinwaysthatarecomplementary.(Line2,Para.18)UsingAIinworkprocessesimprovesstructureddataprocessingandletshumansprovideunique,supplementaryvalue.PartV

SentenceInterpretationThemoreefficientorganizationswillsurviveathigherrate.(Line4,Para.19)CompaniesthatadoptAI‑drivendecisionmakingandbecomemoreefficienthaveahigherchancetosucceedandpersistinthemarket.PartV

SentenceInterpretationPartV

NotesevolutionbynaturalselectionEvolutionbynaturalselection,proposedbyDarwin,isthecoremechanismofbiologicalevolution.Accordingtothetheory,organismsproducemoreoffspringthancansurvive,andthosewithheritabletraitsbetteradaptedtoenvironmentssurvivelonger,reproducemore,andpassfavorabletraitstofuturegenerations.Overtime,thisprocessdrivesadaptationandspeciation,shapingEarth’sbiodiversity.

TextBStrategicDecisions:WhenCanYouTrustYourGut?StructuralAnalysisPara.MainTopics1-2DanielKahnemanandGaryKleinareataninterviewbytheMcKinseyQuarterlyonthepowerandrisksofusingintuitionindecisionmaking.3-40Thewholeinterviewfocusesonthediscussiononthefollowingtopics:Whenandhowcanintuitionhelpdecisionmaking?(Para.3-19)Theuseof“premortem”techniqueandchecklistindecisionmaking.(Para.20-33)Listeningtointuitionsorstiflingintuitions?(Para.34-40)Q:Whenfacedwithanemergentcase,whichonewillyoutrustmoretohelpyoumakedecisions,reasonorintuition?Theanswermayvaryaswemayneedtomakedecisionsbasedonrationonsomeoccasionswhilemakingintuitiveonesonotheroccasions.PartI

QuestionsaboutPartIgutn.thepatternorbehaviorbasedoninstinctoremotionratherthanreasonsynonyms:

intuition;instinctexample:Let’shaveyourgutreactiontothefactsasweknowthem.PartI

WordsandExpressionsperil(Para.2)n.astateofdangerinvolvingrisksynonyms:

danger;riskexample:Duetothefinancialcrisis,thecountry’seconomyisnowingraveperil.PartI

WordsandExpressionsDanielKahneman(Para.1)DanielKahneman(bornonMarch5,1934)isanIsraeli-Americanpsychologist.Hesharedthe2002NobelMemorialPrizeinEconomicScienceswithVernonL.Smith.Kahnemanisnotableforhisworkonthepsychologyofjudgmentanddecision-making,behavioraleconomicsandhedonicpsychology.PartI

NotesGaryKlein(Para.1)GaryKlein(bornonFebruary5,1944)isaresearchpsychologistfamousforpioneeringinthefieldofnaturalisticdecisionmaking.Bystudyingexpertssuchasfirefightersintheirnaturalenvironment,hediscoveredthatlaboratorymodelsofdecisionmakingcouldnotdescribeitunderuncertainty.HisRecognition-PrimedDecision(RPD)modelhasinfluencedchangesinthewaystheMarinesandArmytraintheirofficerstomakedecisions.PartI

NotesMcKinsey(Para.2)McKinsey&Company,Inc.isanAmericanglobalmanagementconsultingfirmheadquarteredintheU.S.Thefirmservesasanadvisertobusinesses,governments,andinstitutions.Foundedin1926,McKinseyisconsideredoneofthemostprestigiousandmostexpensivemanagementconsultingfirms.Itsinfluenceandpowerinshapingbusinessthroughthe20thcenturyandintomoderndayisunparalleled.McKinseywascitedasthe“mostprestigiousconsultingfirmofall”ina2011NewYorkTimesarticle.PartI

NotesQ1:WhatdoesGarymeanbysaying“youshouldn’ttrustthejudgmentsofstockbrokerspickingindividualstocks”?(Para.7)Undercertainconditions,intuitionsaren’tgoingtobetrustworthyasrecommendationsfromstockbrokerswhosejudgmentsmightbelackofpredictabilityandbeoflowvalidity.PartII

QuestionsaboutPartIIQ2:Whatisthe“premortem”technique?Whataretheadvantagesofit?(Para.21)The“premortem”technique,inessence,isakindofrisk-managementmaneuverthathelpsidentifythepotentialrisksandproblemsthatanorganizationmayencounterinacertainproject.Itcanhelpdecision-makerscomeupwithsolutionstothoseproblems.Itisalow-cost,high-payoffstrategy.PartII

QuestionsaboutPartIIwary(Para.9)adj.markedbykeencautionandwatchfulprudencesynonyms:

suspicious;cautiousexample:Investorsarekeepingawaryeyeonthe3rdquarterfiscalreportofthecompany.PartII

WordsandExpressionsgosour(Para.11)vp.todeteriorateorbecomeunsatisfiedsynonym:

gosouthexample:Insomeways,itisastrangetimeformultinationalstogosouronChina.PartII

WordsandExpressionshindsight(Para.15)n.

theabilitytounderstandthenatureofaneventafterithashappenedantonym:

foresightexample:It’seasytosaynowwhatweshouldhavedonethen—withthewisdomofhindsight!PartII

WordsandExpressionsdither(Para.15)v.tokeepbeingunabletomakeaquickdecisionaboutsomethingsynonyms:

falter;hesitateexample:Ifyouhavebeenditheringaboutbuyingshares,nowcouldbethetimetodoit.PartII

WordsandExpressionsTheQuarterly(Para.3)TheQuarterly

(theMcKinseyQuarterly)isabusinessmagazineforseniorexecutivesfocusedonmanagementandorganizationaltheory.ItiswrittenprimarilybyMcKinseyconsultantsandalumni,withsomeguestauthors.

ItalsopublishesresearchfromtheMcKinseyGlobalInstitute,whichwasfoundedin1990andconductsoriginalresearchoneconomicissues.

Themagazineispublishedquarterlyandhasonespecialissueeachyear.ItisalsoindexedinBusinessPeriodicalsIndex.PartII

NotesStageKeyProcessesQuickTipsPreparationConfirmmotionDefinekeytermsBuildargumentsPreparerebuttalsPredictopponents’ideasFollowPEEL(Point→Evidence→Explanation→Link)structureOpeningSpeech1stProposition1stOppositionBeclear&confidentSpeakingDebateHerearesomekeyissuesaboutatypicaldebate.SpeakingDebateStageKeyProcessesQuickTipsCross-ExaminationQ&AbetweensidesChallengelogic&factsMain&Rebuttal2ndProposition2ndOppositionPointoutflawspolitelyClosingSpeechOppositionfirstPropositionlastSummarizewhyyouwinJudgmentJudgesscore&feedbackStaycalm&respectfulSWOTanalysisisabasicstrategicplanningtoolusedtoidentifyandevaluatetheinternalandexternalfactorsthataffectaperson,team,project,orbusiness.WritingSWOTAnalysisNameMeaningTypeS:StrengthsPositiveinternalfactorsyoucontrolInternalW:WeaknessesNegativeinternalfactorsyoucanimproveInternalO:OpportunitiesPositiveexternalfactorsyoucanuseExternalT:ThreatsNegativeexternalfactorsyoucannotcontrolExternalUnitTen

BusinessNegotiationLead-in

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Role-Play1.Performarole-playwithyourpartneraboutnegotiationbasedonthefollowingcartoons.Youcanchooseascenariofromthethree.

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Role-Play

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Role-Play

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Role-Play

2.Doyouknowanynegotiationstylesornegotiationskills?Shareyourideaswithyourpartner.

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DiscussionTextANegotiationStylesStructuralAnalysisPara.MainTopics

1-2Therearefivenegotiationstylesthatareusefulindifferentsituations.3-50Detailedintroductiontothefivenegotiationstyles.51-53Finalsuggestionstonegotiators.PartI

QuestionsaboutPartIQ1.WhatisthemainideaofPartI(Paras.1-2)?Wetendtohaveoneortwopreferrednegotiationconflictstylesamongthefivestyles,eitherbecauseourpreferredstyleshaveworkedforusinthepast,orbecauseofournatureornurture.Q2.Theauthormentions

“nature”and“nurture”inPara.1.

Whatdoyouknowaboutit?Scholarlyandpopulardiscussionaboutnatureandnurturerelatestotherelativeimportanceofanindividual’sinnatequalitiesascomparedtoanindividual’spersonalexperiencesincausingindividualdifferencesinphysicalandbehavioraltraits.PartI

QuestionsaboutPartIQ3.Whatfigureofspeechisusedin“nature”and“nurture”?Canyougiveanyotherexamples?Alliterationisusedin“nature”and“nurture”.FamousexamplesincludethetitlesofJaneAusten’sfamousnovelsPrideandPrejudiceandSenseandSensibility.PartI

QuestionsaboutPartItemperament(Para.1)n.

themannerofthinking,behaving,orreacting;characteristicofaspecificperson

synonyms:disposition;character;personality;nature

example:Weneedtorecruitcandidateswithacollaborativeandpragmatictemperamentforthiscross-departmentproject.

PartI

WordsandExpressionsnurture(Para.1)n.upbringing,education,andenvironment,contrastedwithinborncharacteristicsasaninfluenceonordeterminantofpersonalitysynonyms:

upbringing;

cultivatingexample:

Thelong-termnurtureofourkeyclientecosystemhashelpedusmaintaina95%clientretentionratefor5consecutiveyears.PartI

WordsandExpressionsQ1.WhatisthemainideaofPartII(Paras.3-50)?Detailedintroductiontothefivenegotiationstyles:compete,accommodate,avoid,compromise,andcollaborate.PartII

QuestionsaboutPartIIQ2.

PleaseillustratethestructureofPartIIwhichcanbefurtherdividedintofivesections.PartII

QuestionsaboutPartIIPara.SubheadingsParas.3-8Thefirstnegotiationstyle:compete(Iwin—youlose)Paras.9-18Thesecondnegotiationstyle:accommodate(Ilose—youwin)Paras.19-29Thethirdnegotiationstyle:avoid(Ilose—youlose)Paras.30-40Thefourthnegotiationstyle:compromise(Ilose/winsome—youlose/winsome)Paras.41-50Thefifthnegotiationstyle:collaborate(Iwin—youwin)Theyusuallydon’twanttocauseotherstosufferorlose;theyarejustsonarrowlyfocusedontheirshortertermgainsthattheyplunderobliviouslythroughnegotiationslikeapirate.(Line2,Para.3)Theydon’tmeantohurtothers’business;theymerelyconcentrateontheirshortertermprofit,andhencethey,likeapirate,stealunmindfullythroughnegotiations.PartII

SentenceInterpretationCompetitioniscriticalwhenyouarecertainthatsomethingisnotnegotiableandimmediatecomplianceisrequired.(Line1,Para.4)Whenyouarefacedwithadeadlockandimmediateobedienceisnecessary,competitioniscrucial.PartII

SentenceInterpretationWewouldrecommendthatyouuseablendedapproachthough,asbothnegotiationpartieslockinghornsinacompetitivebattlecanresultinaspiralingdeadlock.(Line2,Para.5)However,youaresuggestedtouseamixedapproach,becauseconflictbetweentwounyieldingnegotiationpartiesinacompetitivebattlecanleadtoanescalatingimpasse.PartII

SentenceInterpretationInapowerimbalancenegotiation,highlycompetitivebehaviorisverylikelytoleadtodeadlock,whichwillgetyounowhere.(Line4,Para.6)Iflossofbalanceoccursinpowerbetweentwonegotiationparties,inalllikelihood,highlycompetitivebehaviorwillbringaboutstalemateandlittleprogresswillbemadeinnegotiation.PartII

SentenceInterpretationThesenegotiatorswillcompetefirst,andiftheydon’tclaimaneasyscalp,theywalkawayfromthenegotiationtable.(Line10,Para.6)Thesenegotiatorstendtostartwithanaggressivegambit,andiftheycannotachievethegoaleasily,theychoosetosuspendthenegotiation.PartII

SentenceInterpretationWhenwefeelvictimized,weoftenplotourrevenge.(Line5,Para.7)Whenfindingourselvesdeceived,weusuallyplantoinflictvengeance.PartII

SentenceInterpretationGivingawayvaluetooeasily,tooearlycansignaltoyournegotiationcounterpartthatyouhaveverydeeppockets,andyourgiftisjustatasterofbiggerandbettergiftstocome.(Line1,Para.14)Easyandearlyconcessioncanimplytotheothernegotiationpartythatyouhavemuchmoretogiveaway,andyourfirstofferisjustthetipoftheiceberg.PartII

SentenceInterpretationYoualsoneedtobecarefulthattheyarenotanincompetentnegotiator,makingbigconcessionsthatjeopardizetheviabilityoftheirbusiness,oragreeingtoadealthattheirmanagerswilllaterveto.(Line1,Para.18)Youshouldalsobealerttothepossibilitythattheyarenotanincapablenegotiator,makingalotofsacrificesthatendangerthesurvivaloftheirbusiness,oragreeingtoadealthattheirmanagerswilllaterforbid.PartII

SentenceInterpretationCollaborativenegotiatorsareadamantthattheirneedsmustbemetandtheyacknowledgethattheotherpartyhasneedsthatmustbemettoo.(Line8,Para.41)Collaborativenegotiatorsholdarigidbeliefthattheirownneedsmustbefulfilled,andsowilltheircounterpart’sneeds.PartII

SentenceInterpretationIfyouneedtounderstandthefeelingsanddeeperinterestsormotivationsofallnegotiators,thencollaborationisyourbestpath.(Line1,Para.46)Collaborationisthebestapproachtolearntheinnerthoughtsanddeeperinterestsorincentivesofallnegotiators.PartII

SentenceInterpretationplunder(Para.3)v.toseizewrongfullyorbyforce;stealsynonyms:pillage;lootexample:

Thecourtruledthattherivalcompanyhadillegallyplunderedourcoreuserdatathroughimpropertechnicalmeans.PartII

WordsandExpressionsmuster(Para.3)v.togatherresources,personnel,orcouragetotackleurgentbusinesstaskssynonyms:

gather;assemble;mobilizeexample:Thepresident’smoveappearsparticularlyriskyatatimewhenheisseekingtomustercross-partysupportfortheelectionofthenewpresidentoftherepublic.PartII

WordsandExpressionscompliance(Para.4)n.theactofcomplyingwithawish,request,ordemandsynonyms:

acquiescence;abidance;conformityexample:Compliancewiththelawisexpectedinthestate.PartII

WordsandExpressionsspiral(Para.5)v.totakeaspiralformorcourse;toaccelerateupwardordownwardsynonyms:

twirl;coilexample:Withoutcostcontrolmeasures,operatingexpenseswillspiralrapidlyinthenexttwoquarters.PartII

WordsandExpressionsvictimize(Para.7)v.tosubjecttoswindleorfraudsynonym:

discriminateagainstexample:Thefraudcommittedbysomanymerchantsvictimizedconsumersandallowedthemerchantstolaundertheirillegalproceeds.PartII

WordsandExpressionsappease(Para.8)v.

topacifyorattempttopacify(anenemy)bygrantingconcessions,oftenattheexpenseofprinciplesynonyms:

pacify;conciliateexample:Theaccountmanageroffereda10%discounttoappeasetheclientaffectedbythedelayeddelivery.PartII

WordsandExpressionsaccommodate(Para.9)v.tomakechangesthattakeaccountofthewishesordemandsofsynonyms:

reconcile;catertoexample:Wewilladjustthemeetingscheduletoaccommodatetheclient’stimezonedifference.PartII

WordsandExpressionsreciprocation

(Para.17)n.thefactofbehavingorfeelingtowardsomebodyinthesamewayastheybehaveorfeeltowardyousynonym:

interchangeexample:Thetwosidesreachedatacitagreementonthereciprocationofexclusiveresourcesharinginthestrategicpartnership.PartII

WordsandExpressionsjeopardize(Para.18)v.toexposetolossorinjurysynonyms:

imperil;endangerantonyms:safeguard;protectexample:Anyunapproveddataleakagewilljeopardizeourlong-termcooperativerelationshipwiththecoreenterpriseclient.PartII

WordsandExpressionsviability(Para.18)n.abilitytosucceedinoperationsynonyms:

feasibility;sustainabilityexample:Welaunchedafullmarketsurveytoverifythelong-termviabilityofthisnewofflineretailproject.PartII

WordsandExpressionsveto(Para.18)v.toforbidorprohibitauthoritativelysynonyms:

forbid;prohibit;blockexample:Theboardholdsthepowertovetoanymajorinvestmentproposalthatdoesnotmeetthecompany’slong-termstrategicgoals.PartII

WordsandExpressionsprocurement(Para.23)n.theformal,organizedprocessofsourcingandpurchasingrequiredmaterials,services,orresourcessynonyms:

obtaining;purchasing;acquisitionexample:Thecomp