国际商务英语谈判答案(全)
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Keys to the exercises
Chapter 1 Fundamentals of International Business Negotiation
Communication Exercises
1. Change the sentences from negative to positive. 1) I want a job. 2) I work hard. 3) My job is terrific. 4) This office is great. 5) My co-workers are super. 6) The Personnel Director is nice. 7) My health is good. 8) My attitude is positive. 9) I make a good impression. 10) I understand.
2. Change or add to these sentences so that they do not just state what you want, but invite your negotiating partner’s opinion.
a) Could we finish at five---if that’s all right with you? b) I hope you don’t min d if Miss Li sits in during the negotiation?
c) Perhaps we could take a break now. Is that OK? d) Could we look at these three areas this morning?
e) I would like to go through the written offer clause by
clause, if that’s OK?
f) Do you mind if I answer your questions at the end? 3. What is meant by “negotiation”? How would you define “negotiation”?
A negotiation is a meeting in which both parties need each other’s agreement to
reach a specific objective. It is the mechanism by which people trade things of value in a civilized manner. Negotiation depends on communication. It occurs between individuals acting either for themselves or as representatives of organized groups. Negotiations are very much part of working and home life.
Negotiations could be either internal or external, long or short, formal or informal. The goal of negotiation is not to win but to succeed. The mechanism of successful negotiation is collaboration.
In negotiations, both parties should know ----why they negotiate ----who they negotiate with ----what they negotiate about ----where they negotiate ----when they negotiate ----how they negotiate
mechanism [ ] n.---- a process by which something is done or comes
into being 途径
4. Fill in the blanks
human, negotiable, interest, giving, trust 5. Answer the following questions
1) Physical or survival needs; Security and safety needs;
Social needs; Ego or
esteem needs; Self-realization needs
2) Exploration, bidding, bargaining, settling and ratifying .
6. Put the following into English 1) Are you negotiable?
2) I'm sure there is some room for negotiation.
3) Before we have anything to negotiate, you have to make me an offer.
4) We could add it to the agenda.
5) Would anyone like something to drink before we begin? 6) See what I can do. 7) I would if I could.
8) I know I can count on you.
9) We'll come out from this meeting as winners. 10) I'll try to make you happy. 7. True or false
1) T 2) T 3) T 4) F (Everything is negotiable.) 5) F (bargaining stage)
6) F ( Do not often. Sometimes they will follow the sequence n one aspect of the
deal and then start all over again on a second aspect.) 7) T
8) F (May not. Because either side may be wiling to say what it thinks or take a
position and stick to it ) 9) T 10)
Negotiation skills
1．What determines a success in negotiation? Success in negotiation is when the parties to the negotiation reach an
agreement to which they are both committed and which they will implement in full.
committed [ ] v.----尽责的
implement [ ●??] v.----to put into practical effect; carry out使生效；执行
2. What are the elements of a successful negotiation process？There are seven basic elements that should be considered when analyzing the negotiation process:
a.The relationship among the parties.
b.The parties' interests -- why they need to reach their stated objectives
c.An understanding of the choices available if the parties cannot reach
agreement, often called their BATNA -- Best Alternative To a Negotiated Agreement
d.Creativity which will expand the bargaining choices among which the parties
can choose to reach agreement
e.Fairness -- a person who negotiates unfairly may be able to force an agreement,
but the 'forced' party will be reluctant to fulfill their share of the agreement
f.Whether commitment has been reached. Will the parties each feel committed
to doing what they have agreed? Is each party capable of fulfilling their share of the deal?
g.Negotiation is all about communicating information. If one party knows
everything then why do they need to negotiate with anyone else?
And the foundation of good negotiation is preparation. Be prepared and the
negotiation will bring a result that really works. If well prepared you are less
vulnerable to surprise, and that increases the likelihood you'll be happy with the result.
vulnerable [ ??●●] adj.----易受攻击的, 易受...的 攻击
3. Your client comes into your office and is exceedingly grumpy and difficult to talk to. How do you approach your client so as to make your meeting as productive as possible?
Answer: (e)
When the client is grumpy, their emotions will inevitably cloud their judgment and make it difficult to interact with them on substantive matters. At the same time, if they are experiencing anger, it is important to ensure them that we understand that they are upset. By acknowledging the client's anger and offering our assistance, the client will feel as though we are on the \"same side\" and treat us as friends and continue to direct their anger elsewhere- allowing us to focus on the substantive issues.
substantive [ ] adj.----of or relating to the essence 实质的Chapter 2 Proper Behaviors in International Business Negotiation Communication Skills
1. What would you say if… a.Thank you./No, after you. b.Thanks. I’ll need it. c.Thanks. That’s very kin d.
d.Thanks for coming all the way.
e.Thanks for helping. That was very kind of you.
f. Thank you for thinking of me, but I’m afraid I can’t take it.
2. Answer the following questions.
(1) Only about half of what he or she heard
(2) Not only does note taking force you to listen carefully, but it also
psychologically throws the speaker off the balance when he or she sees you nodding and furiously writing away and having a record of all the facts and basically everything said. A further benefit of note taking is that you have the perfect excuse to avoid eye contact if you are afraid to reveal your reactions to someone’s proposals
(3) Questions appear to be able to be divided into five basic functions:
①Cause attention. ②Get information. ③Give information. ④Start thinking. ⑤Bring to conclusion.
(4) There are two ways to assure a high degree of reliability for answers to your
questions. One way is to lay the foundation for asking them. The second is through the use of the tactic called “bipolar questioning.”
(5) A firm handshake gives the impression of quiet confidence and says that this
person is glad to meet you. 3. Choose the best answer.
(1) D (2) C (3) B (4) A (5) (6) D (7) B (8) C (9) A (10)A 4. Translate the following into English.
(1) There’s a great demand for our new product. (2) This product has good prospects.
(3) We need to talk about the basic terms of the transaction. (4) If your prices are reasonable and the quality is satisfactory, we shall place
substantial orders with you.
(5) It’s unwise for both of us to insist on his own price. Can we each make some
concession?
(6) If y ou cannot reduce your price, we’d rather call the whole deal off.
(7) If you want to expand your business in this market, you have to take flexible
ways in adopting payment terms.
(8) We regret that we cannot accept your demand for direct shipment.
(9) This product has many advantages compared to other competing products.
(10)I’m very glad that we have finally come to an agreement. We’ll go on to
other terms and conditions tomorrow. Is it all right with you? 5. True or false.
(1) F (2) T (3) F (4) T (5) F (6) T (7) F (8) F (9) F (10) T Negotiation Skills
1. The person you are negotiating with continually repeats the same argument despite the fact that you have given them a number of counterarguments. What do you do to move the negotiation forward?
Answer: (a)
One of the most powerful tools in negotiation is how to listen
to what the other party is saying. Very often, we are too focused on the points we are trying to get across to listen to what our counterparts are trying to say.
If people keep repeating themselves, they are subconsciously sending a signal that they feel what they are saying is important. And they want us to acknowledge that we have heard and understand them.
Accordingly, the best thing to do in this situation is to rephrase what they keep repeating and ask them if we have accurately restated their point. Only when they feel as though they have been heard will they be able to listen to us
Effective listening involves much more than simply hearing and understanding what the counterpart is saying. Effective listening is a set of tools and techniques which expert negotiators use to gain control of the negotiation and turn it to their advantage.
2. What are the key communication skills used in negotiation? The key communication skill in negotiation is to listen. There's an old saying: God gave us one mouth and two ears, and we should use them in that ratio.
Obviously when we are listening, we need to be listening for useful information. Thus it is very important to plan ahead, thinking about what we can learn that will help us decide what approach to take and to learn about what appeals to the parties with whom we are negotiating. So think about the questions you're going to ask; the result should reward your listening with real problem-solving information.
Chapter 3 Choosing the Negotiation Team Communication Exercises
1. What is the more indirect question or statement behind
the following sentences?
a. I’m not entirely convinced by these forecasts. b.We’d like to know something about your planning. c.I’d be interested to hear a bit about payment. d.Your costs could cause one or two problems. e.Perhaps we could talk a little bit about figures. f.That figure looks a little on the high side.
g.Delivery is an area which we’d like to explore a little further with you.
h.I’d like to know more about your management structure. 1.Write the name of the position in the blank. 1) CEO/the president 2) Assistant Manager, Europe 3) Purchasing Clerk 4) Personnel Assistant
5) Vice-President, Administration 3. (omitted) 4. (omitted) 5. Fill in the blanks 1）maximum
2) observers; advisers; speaking; training 6. Translate the following into English 1）Negotiation is a team sport.
2）The negotiator’s function is to negotiate, while the functional specialists provide specialist advice or information.
3) The team leader is the person who generates enthusiasm in his team to
maintains the morale under all conditions.
4) The team members must learn that the opponent and its representatives are
adversaries although they may be friendly. 5）I’m afraid you are not in our ballpark.
6) Excuse me, but it seems to me we’re giving up too much in this case.
7）That’s too great a financial burden for us. 8) 10% is beyond my negotiating limit.
9）If you can guarantee that on paper, I think we can discuss this further.
10）Could you explain what you mean by that？ 7. True or false
1). F 2). T 3). T 4). F (maximize) 5). T 6). F (can’t) 7). F (both sides) 8). T 9). T 10). F (There is no need to ) Negotiation skills
1. What do you think are the personal qualities of a good negotiator?
A good negotiator needs to be: 1) A good listener 2)Open-minded
3)Willing to do the homework to determine her/his interests, objectives,
and alternatives 4)Well-prepared 5)Creative
6)Able to merge what he knows about his own interests and resources
with the interests and resources of his negotiation partner 7)Someone who is always learning from experience, from other people
and from history
merge [] v. ----to combine or unite 使合并或结合
2. How to be a cool negotiator?
Acting cool is a good part of successful negotiation. But one needs to make sure it is not just an act. The 'coolness' needed for successful negotiation really means keeping a cool analytical head. If there is any chance one should
prepare ahead of time: what do I want and why do I want it? What do they
want and why do they want what they want?
During the process, one should find ways to take a step back from the discussion and look at what is going on with that same cool head. 'Why did he say that? What arguments or tactics are being used?
3. How to control anger for effective negotiating?
When tempted to get angry, remember to check whether or not it is your turn. If it is someone else's turn to get angry, sit there and take it by reminding you how wonderful you are to be in such control of your emotions.
One fundamental rule is: only one person can be angry at a time. Don't let the
situation escalate, civility will slip away awfully quickly and there will be a very tough time healing the relationship or solving the initial issue.
civility [●???] n. ----a courteous act or utterance有礼貌的举止或表达
4. What are the advantages and disadvantages of team negotiations?
Negotiating as part of a team requires very careful preparation. The biggest
danger in team negotiation is that your counterparts will see or hear that you and your colleagues don't agree with each other.
If they can find differences, they
may spot opportunities to drive wedges between your team members.
wedge [] n.----something that intrudes and causes division or disruption
侵入引起分裂的东西
Teams can work together ahead of time on strategy: who is going to be the
spokesperson on which issues? What information do we need and who is going to ask the relevant questions? Who can communicate what decisions to the 'other side'? What members of the team are the experts on technical matters, business matters, etc.?
But even if a group of colleagues work hard at developing a commonly agreed strategy you will find that, there is still a risk that someone will say something out of turn or which is not part of his role. They need to explore how to cope with such problems during the actual negotiation.
Individual negotiations have certain other advantages: the negotiator can present him/herself as the decision-maker or as the spokesperson for their company or colleagues. This gives the individual negotiator considerable flexibility that may not be available in team negotiation situations.
Chapter 4 Preparing for Negotiation Communication Exercises
1. What would you say in these situations?
1) Mrs Zhang, I’d like you to meet Tracy Morris. She’s our new sales clerk.
2) Hello, Kathy. Nice to meet you.
3) That’s right. Yes, we once worked together in.
4) I’m terribly sorry. I’ve forgotten your name.
5) Yes, good morning. My name is … I’ve got an appointment with…
6) Did you have a good journey? It’s very nice of you to come all this way.
7) Would you like a coffee? Or Would you like something to drink?
8) Good heavens, is tha t the time? I didn’t realize it was so late. I really must be
going now.
2. Make these sentences more concise 1) He’s an assistant in Personnel.
2) She’s the Vice-President in Sales and Marketing. 3) He’s the Assistant Manager in Domestic Sales. 4) She’s the Manager in International Sales. 5) He’s an accountant in Accounting.
3. Combine these sentences as concise as possible 1) She is a clerk in Purchasing at ABC Company.
2) He’s a salesman in the Asian Pacific Division at Sun Computer Company.
3) She’s t he Manager of Domestic Sales at Legend Group. 4) He’s a secretary in Personnel at Huatian Hotel.
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