商务英语谈判复习题第一套.doc
《商务谈判》试题4套及答案(大学期末复习资料).doc
新世纪高职高专市场营销类系列规划教材配套试卷A卷商务谈判（第五版）一、填空（15分，每空1分）1、谈判的基本要素包括：________ 、 ______ 和谈判背景。
2、按商务谈判所在分，商务谈判分为: ____________ 、_______ 、________ o3、商务谈判的程序包括：________ 、 _________ 和履约阶段。
4、货物买卖谈判的内容分为：________________ 、商务部分和 ___________ o5、商务谈判中的僵局产生的原因通常有：___________________ 、_____________ -_______________ 、___________________ 等。
6、谈判终结的判断通常考虑三方面：____________________________ 、时机是否成熟 _____________________ O二、判断分析题（30分要求先判断再分析）1、谈判是智慧的较量和利益与行为的协调。
2、商务谈判中的标的、品质、包装、数量、付款方式等条款与价格条款没有实质的联系。
3、“协议并非都在谈判桌上达成，信息也不一定都从正规渠道获得，往往来自更广泛的社交和交流”是错误的。
三、论述题（15分）在实践中，人们对谈判与商务谈判有种种认识：“谈判是敌对关系的暂时缓和。
"谈判是你输我赢的战争。
”“商务谈判是商业性欺诈的代言词。
”“商务谈判是经济上的耍手腕。
"商务谈判是经营上的阴谋诡计。
”“谈判是利益需求的相互满足。
”等等。
针对以上种种认识，试述谈判与商务谈判的真正含义及商务谈判在经济活动中的必要性。
四、案例分析题（40分）1、xx年，山东某市塑料编织袋厂厂长获悉日本某株式会社准备向我国出售环保塑料编织袋生产线，出马与日商谈判。
谈判桌上，日方代表开始开价240 万美元，我方厂长立即答复,据我们掌握情报，贵国某株式会社所提供产品与你们完全一样，开价只是贵方一半，我建议你们重新报价。
商务谈判试题1.doc
一、单项选择题（本大题共20小题，每小题1分，共20分）在每小题列出的四个备选项中只有一个是符合题目要求的，请将其代码填写在题后的括号内。
错选、多选或未选均无分。
1.国际商务谈判与一般贸易谈判的共性体现在（）A.较强的政策性B.以价格为核心C.谈判内容广泛D.影响因素复杂2.商务谈判人员的最佳年龄一般在（）A.20〜45岁B.25—55 岁C.30〜55岁D.40—60 岁3.在任何欧洲国家都只用于万圣节和葬礼，而不宜送人的花是（）A.荷花B.菊花C.玫瑰花D.茉莉花4.套期保值者根据现货交易情况，先在期货市场上建立空头交易地位，然后再以多头进行平仓的做法叫（）A.卖期保值B.买期保值C.掉期交易D.期权交易5.双方谈判人员适当互赠礼品的做法是（）A.求助B.贿赂C.为了理解D.润滑策略6.在谈判的交锋过程中，成功的谈判者花在听上的时间占到总谈判时间的（）A.30%以下B.30%〜40%C.40%〜50%D.50%以上7.无论穿什么，都不会把手放到口袋里，因为这样做会被认为是粗鲁的。
具有这种行为习惯的是（）B.美国人C.韩国人D.日本人8.在国际商务谈判中，认为手帕象征亲人离别，是不祥之物，不能送人的国家是（）A.美国B.英国C.法国D.意大利9.商务谈判成为必要是由于交易中存在（）A.冲突B.攻击C.合作D.辩论10.从法律学角度来讲，其结果是终局性的是（）A.协商B.调解C.仲裁D.诉讼11.在一支谈判队伍中，负责对交易标的物的品质进行谈判的是（）A.技术人员B.法律人员C.商务人员D.谈判领导人12.若我方在谈判中实力较强，可采取的外汇风险防范方法是（）A.硬货币计价法B.对等易货贸易法C.约定货币保值条款D.汇率风险分摊条款13.“对这个问题，我虽没有调查过，但曾经听说过。
”这种答复谈判对手的技巧是（）A.避正答偏B.答非所问C.以问代答D.推卸责任14.在国际商务谈判中，往往会不断地点头，但并非表示“同意”。
商务英语复习题及答案
商务英语复习题及答案一、选择题1. What does "B2B" stand for in the context of business?A. Business to BusinessB. Business to ConsumerC. Business to GovernmentD. Business to Industry答案：A2. Which of the following is NOT a common payment term in international trade?A. FOB (Free On Board)B. CIF (Cost, Insurance and Freight)C. DDP (Delivered Duty Paid)D. COD (Cash on Delivery)答案：D3. In a business negotiation, what does "NR" mean?A. Not ReceivedB. Not ReadyC. Not RespondedD. Non-Renewable答案：C二、填空题4. When addressing a formal business letter, it is appropriate to use the title "_______" before the person's name.答案：Dear Sir/Madam5. The abbreviation "ETA" in logistics stands for "_______". 答案：Estimated Time of Arrival6. In a business proposal, the section that outlines the benefits of the proposed solution is called "_______".答案：Benefits三、阅读理解Read the following passage and answer the questions:In today's globalized economy, companies are increasingly looking for ways to expand their markets and reach new customers. One effective strategy is to engage in cross-border e-commerce, which allows businesses to sell their products and services online to customers in different countries. This approach not only opens up new revenue streams but also helps to build brand awareness on a global scale.7. What is the main advantage of cross-border e-commerce mentioned in the passage?答案：It allows businesses to sell their products and services online to customers in different countries.8. What is another benefit of engaging in cross-border e-commerce?答案：It helps to build brand awareness on a global scale.四、翻译题9. 将下列句子从英文翻译成中文："The company is seeking to diversify its product line to appeal to a broader customer base."答案：该公司正寻求多样化其产品线，以吸引更广泛的客户群。
商务英语考试试题
商务英语考试试题Part I: Listening Comprehension (30 points)Section A: Short Conversations1. (5 points)Speaker A: Good morning. May I help you?Speaker B: Yes, I'd like to inquire about the availability of meeting rooms on the 20th of this month.Speaker A: Sure. Could you please provide me with your name and contact information?Speaker B: Of course. My name is John Smith, and you can reach me at 555-1234.Question:What does the man want to know?A. The meeting room availability on the 20th.B. The contact information of the receptionist.C. The reservation details for next month's meeting.2. (5 points)Speaker A: Hi, Mark. How's the new marketing campaign going?Speaker B: Not so well. We're not seeing the expected results.Speaker A: Have you analyzed the reasons behind this setback?Speaker B: Yes, it seems that our target audience is not responding positively to the advertising message.Question:What is the main problem with the marketing campaign?A. The campaign is not achieving the expected results.B. The target audience is not aware of the advertising message.C. The marketing team has not analyzed the setback properly.Section B: Passages3. (10 points)You will hear a passage about tourism in China. Listen carefully and answer the questions.Question 1:What is the focus of the passage?A. The increase in international tourists visiting China.B. The top tourist attractions in China.C. The impact of tourism on China's economy.Question 2:What is the purpose of the passage?A. To provide recommendations for travelers in China.B. To inform about the development of tourism in China.C. To promote future tourism partnerships with China.4. (10 points)You will hear a passage about effective business communication skills. Listen carefully and answer the questions.Question 1:What is the purpose of effective business communication?A. To build and maintain professional relationships.B. To gain a competitive advantage in the market.C. To increase profits for the company.Question 2:According to the passage, what are the key components of effective communication?A. Clear and concise messages, active listening, and nonverbal cues.B. Extensive vocabulary, strong voice projection, and technical knowledge.C. Formal language, detailed reports, and persuasive speaking.Part II: Reading Comprehension (40 points)Section A: Multiple Choice QuestionsRead the following passage and choose the best answer to each question.Quality Control in ManufacturingQuality control plays a crucial role in ensuring that manufacturing processes are efficient and products meet or exceed customers' expectations. It involves monitoring and maintaining the desired level of quality throughout the production process. Here are some key aspects of quality control:1. Inspection: Regular inspections are carried out to identify defects or issues in raw materials, components, and finished goods. This helps in early detection of problems and avoids costly rework or customer complaints.2. Testing: Various tests are performed using appropriate equipment and techniques to ensure that products meet required specifications and comply with industry standards. This includes checks for dimensions, performance, strength, and durability.3. Quality Documentation: Comprehensive documentation is essential for traceability and providing evidence of adherence to quality standards. This includes records of inspections, testing results, and any corrective actions taken.4. Continuous Improvement: Quality control is an ongoing process that aims to continuously improve performance and reduce defects. Feedback from inspections, testing, and customer feedback plays a vital role in identifying areas of improvement and implementing corrective measures.5. Training and Education: Proper training programs are essential to ensure that employees understand quality control procedures, standards, and the importance of their roles in maintaining product quality.Question 1: What is the main purpose of quality control in manufacturing?A. To exceed customers' expectations.B. To reduce defects and improve performance.C. To implement traceability and documentation.Question 2: What role does comprehensive documentation play in quality control?A. It helps in early detection of problems.B. It provides evidence of adherence to quality standards.C. It ensures proper training programs for employees.Section B: Passage CompletionRead the following passage. Choose the best option to complete each blank.International Business EtiquetteIn today's globalized business world, understanding and adhering to appropriate international business etiquette is key to successful cross-cultural communication and building strong business relationships. Here are some (1)_______________ for conducting business in different countries:1. France: Punctuality is highly valued in France, so be sure to arrive on time for meetings. Addressing people using their formal titles, such as "Monsieur" or "Madame," is also customary.2. Japan: Bowing is a common form of greeting in Japan. Business cards, known as meishi, are exchanged with both hands being held out, and they should be handled with respect.3. Brazil: Building personal relationships is important in Brazil. Business meetings often start with some small talk and conversation unrelated to business matters. It is also common to exchange kisses on the cheeks when greeting someone.4. Saudi Arabia: Respect for Islamic traditions and customs is crucial in Saudi Arabia. Women should dress modestly and meetings should be arranged in advance, preferably through a local contact.(2)_______________, it is always a good practice to research and familiarize yourself with the specific etiquette of the country you will be conducting business in.Question 1: What phrase best completes (1)?A. guidelines and practicesB. recommendations and adviceC. customs and traditionsQuestion 2: What phrase best completes (2)?A. To concludeB. As a resultC. In conclusionPart III: Writing (30 points)Write an email to your business partner, John, to:1. Confirm a meeting time and date for next week.2. Discuss the agenda for the upcoming meeting.3. Request any necessary documents or materials prior to the meeting. Remember to:- Use a professional and polite tone.- Keep the email concise and to the point.- Sign off appropriately.(Write your email on the following pages.)。
国际商务谈判 考试资料1
一．完形填空1. Fill in the blacksNot everyone is 1 out to be a negotiator, for being a negotiator, he must 2 a wide variety 3 technical, social, communication and 4 skill. The job of a negotiator 5 both mental acuity and a high 6 of sympathy with the 7 side of the party, and meanwhile he must always 8 the middle ground. To maximize the long-term 9 of the venture while securing 10 needs is also his job. Negotiation involves the 11 of personalities and each individual 12 different qualities to the bargaining table. Therefore, certain personal aspects of a negotiator’s approach 13 a negotiation can influence negotiation. This unit offers some personal qualities of a negotiator, such as patience, inventiveness and 14 , active listening, self-Control an analytical mind, flexibility and 15 of persuasion, to name only a few.If a negotiator is courteous, pleasant and 16 ，his opponents will feel more 17 and he willing to18 in. Last but not the least, 19 and creativity are also 20 of good negotiators2 .Fill in the blacksThere is 1_ new about negotiation .The origin of the word negotiation derives from the _2 word ,which means “to carry on 3. ”There are different 4 for negotiation. The definition of business-to business negotiation is: Business negotiation is the 5 of 6 over a set of 7 for the 8 of reaching an 9 The essence of negotiation is not about winning or losing ---it is about 10 a deal, which is 11 to both sides .A good outcome in negotiation is one in 12 both sides 13 . So in a 14 commercial negotiation , both parties have something to 15 and something to 16 .Negotiation is simply a means by which 17 people resolve their 18 aims and objective in a 19 and 20 acceptable manner .3. Cloze: Fill the blanks with the following words.affected being done expenses homeinvested knowing must opponent painfulpast phenomenon somewhat sure thisto under visitor walk willingThat nagging felling of not knowing or not 1____________ enough or not knowing for 2_________ is one reason why international negotiations are so demanding. The travelling negotiator is always 3___________ enormous pressure not to return 4_________ empty handed. He has travelled a long way, 5__________ a lot of time and incurred huge 6__________ to participate in the negotiations,and the idea of all 7___________ being in vain, of returning empty handed, is often repulsive 8_________ him and to his company. As a result, he is often 9________ more anxious to get the deal 10_________ than he would have been had he negotiated at home. You should use this 11__________ to your advantage in international negotiations. If your 12________ visit you, you can assume that he will not 13___________ out easily and that he is probably 14__________ to go the extra mile in order to work something out. 15___________ the host in such a situation adds to your bargaining power. If you are the 16___________, try not to be 17_________ by all the time, money and hope you have invested in the trip. They are 18________ history. Remember that important question that you should have asked yourself during preparation:” Is reaching an agreement a 19__________? ” If not (and reaching agreement seldom is an absolute must), do not act as if it is. Be prepared to walk out and to return empty handed, 20__________ as that might be.4.Close:article basis before comes divergent effectively form has in interest into negotiation or printed should source speaking takes then tocommunicationCommunication is central 1_________ the negotiation process. Without the communication of ideas, positions, offers and counter-offers, 2__________ is not possible. The word “communication” 3___________ from the Latin communis, which means commonness or having something 4_________ common. So as communication occurs and the interchange of meanings 5__________ place, good negotiators will look for areas of common concern that favour the 6________ of both partiers. The areas of common interest 7__________be featured strongly in the working agenda. This common ground can then be used as the 8_________ for reducing the disruptive effect of any 9___________ issues. Note that in order to communicate 10 __________, the motives, attitudes and personality of the other party must be understood.A communication 11___________ three component parts: a source, a message and a destination. The source may be one person 12__________ to another, or one person speaking to a mass audience, or an 13_________ in a newspaper or a magazine, or a newsflash from a television 14_________ a radio station. The message comprises the idea or the feeling that the 15_________ is trying to convey. But before the message can be transmitted, it has to be encoded 16__________ a form that the destination can understand. This might take the 17__________ of speech, or the written word, or even an electronic recording that can be 18__________ out later. The destination 19_________ has to decode the message 20__________ it can be understood.二．判断True or false ?1.People in the distant past believed that there was more to gain from fighting over a problem than there was from bargaining over it.2.“A give-and-take trading process” is similar to “take it or leave it”.3. Negotiation is concerned with solving conflict between two or more parties, usually by the exchange of concessions .4.The definition of business-to-business negotiation contains three points.5.Business negotiation should be an event with either a winner or a loser .6.Everyone is cut out to be a good negotiator.7.Self-management or self-discipline is at the heart of every negotiation.8.Poor outcomes of a negotiation are closely related to poor decision-making and poor-discipline.9.Every negotiator can afford to negotiate always in the same way.10.The outcome of a negotiation is always hard to measure.11.Once a proposal is submitted in a negotiation, it cannot be added to or changed.12.The outcome of a negotiation always reflects the true bargaining strength of either side.13.The executives or chief negotiators seldom make mistakes when assigning membership to the negotiation14.To determine the negotiation objectives is one of the most important parts of pre-negotiation planning15.Successful buyers should have an understanding of costs and the relationships that exist between promise in a negotiation tends to reach an agreement.17.Once a negotiation style is chosen, it can be used all though the negotiation process. 18.It’s an ideal way for some companies to use negotiation as an ongoing training tool by including less experienced members on the team.19.An analysis of the seller’s cost structure should always be considered by the buyer20.Anyone in a team can be a spokesman when the style of consensus is adopted.。
商务英语模拟题库 卷1 .doc
商务英语模拟题库 卷1Part One: ReadingQuestion 1-20(30%) Look at question 1-20.In each question, which sentence is correct?For each question, mark one letter( A, B or C) on your answer sheet. A. did not arrive.B. was sent to the wrong address.C. was destroyed. 2.A. arrived late.B. not arrived yet.C. been cancelled 3.A. call Alex tomorrow.B. wait for Alex to call back later.C. call Alex again later today. 4.A. will pick the parcel up today.B. intends to deliver the parcel at 3pm.C. came for the parcel parcel at 3pm. 5. A. her office. B. a meeting. C. her car. 6.A. immediately.B. before 25 January.C. after 25 January. 7.A. promised to call back.B. left a message.C. was put through.A.production.B.marketing.C.finance.9.A.producing enough goods.B.delivering enough goods.C.selling enough goods.10.A.to buy the product.B.more information.C. a product demonstration.11.B.Send only one of the two forms back to us.C.Send the top copy of the form for us to sign.12.A.obtain information about the company’s prices.B.arrange a visit to the showroom..C.speak to a representative about special offers.13.A.B. You must have tickets for this event.C. Tickets are now on sale for this event.14.A.B.The courses are designed by people working in banking and finance.C.The courses are organized for people working in banking and finance.15.A.B.You get a statement after each payment you make.C.You will not receive your statement of payment immediately.16.A.SalesB.FinanceC.Administration17.A.Return their identity card at the end of their visit.B.Show their identity card to one of the security staff.C.Collect their identity card before they leave.18A.visit the office again next week.B.make an appointment next week.C.telephone you next week.B.There is a discount on orders worth more than ￡75.C.It is cheaper to order calculators during August.20.Part TwoQuestions 21-30(20%)Look at the list below. It shows the contents page from a directory of suppliers.For question 21-25, decide which section (A—H) of the directory each person on theopposite page should consult.For each question, mark the correct letter (A—H) on your Answer Sheet.22. Yoko Kawana is looking for new equipment for her gym.23.Steve Jones wants to buy more products for his food store.24.Juan Martin is planning to paint his restaurant.25.Sara Lim wants to buy more stock for her school library.A. RightB. WrongC. Doesn’t say32.Some suppliers will change people less if they pay early.A. RightB. WrongC. Doesn’t say33.Different insurance companies charge almost the same prices for insurance policies.A. RightB. WrongC. Doesn’t say34.Interest rates will usually increase after people have borrowed money.A. RightB. WrongC. Doesn’t say35.Senior managers have the best views on how to save money.A. RightB. WrongC. Doesn’t say36.Many companies do not consider all the relevant information before they move.A. RightB. WrongC. Doesn’t say37.New machines are often more powerful than old machines.46. A far B soon C well47. A can B ought C willPart V (10%)Question 48-52Read the memo and the notice below.Complete the booking form.Write a word or phrase (in CAPITAL LETTERS) or a number on lines 48-52 on your answer sheet.Part VI Writing (6%+10%)I.■You are Daniel Black. You have organized a marketing conference for your companyat the Karoliny Conference Center, Prague.■ Write a memo to the delegates:●saying where the conference will be●saying when the conference will be●asking everyone to confirm if they can attend.II. ■ Read this letter from a salesperson enquiring about the transport and accommodation arrangements for a conference you have organized.●agreeing to make the hotel booking●explaining that she will have to pay for the extra night●asking her for her flight detailsAnswer SheetClass_______ Name___________ Mark________ Part I（30%）1_____ 2_____ 3______4______ 5______6______ 7_____ 8______ 9_____ 10______11____12_____13_____14_____15______16______17______ 18______ 19______20_____Part II (20%)21____22_____23_____24_____25_____26_____27______28_____29_____30_____Part III (14%)31____32____33____34____35______36______37______ Part IV (10%)38____ 39____ 40____ 41____ 42_____ 43_____44_____ 45______ 46_____ 47______Part V (10%)48____________49____________50____________51____________52____________Part VI (16%)I.MemoFrom: Daniel BlackTo: Marketing Personnel II.______________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ _________________________________________________。
国际商务谈判试卷.doc
原则型谈判和软式谈判 集体谈判 横向谈判 投资谈判A.实力B.经济利益C.法律D.级别法律人员 商务人员 财务人员 技术人员图形式数据式 农格式 D.组合式合作型模式B 对立型模式温和型模式 中立型模式中国式报价 H 本式报价 东欧式报价 中东式报价A.坚定B.等额C.风险性D.不平衡8.商务谈判屮, 作为摸清对方需要,掌握对方心理的手段是（A.问B.听C.看D.说国际商务谈判试卷1 第一部分选择题一、单项选择题（本大题共15小题，每小题1分，共15分）在每小题列出的四个选项屮只有一个选项是符合题口要求的，请将正确选项前的字母填在题后的 括号内O1•按谈判中双方所采取的的态度，可以将谈判分为立场型谈判、2. 在商务谈判中，双方地位平等是指双方在—上的平等。
（3•价格条款的谈判应由—承捉。
（4•市场信息的语言组织结构包括文字式结构和—结构。
（5. 根据谈判者让步的程度，谈判风格口J 分为软弱型模式、强有力模式和（6. 在国际商务谈判屮，冇两种典型的报价战术，即曲欧式报价秋7. 在缺乏谈判经验的情况下，进行一些较为陌生的谈判，谈判人员应采取的让步方式。
10.谈判中最为纷繁多变，也是经常发生破裂的阶段是谈判（）A.初期B冲期 C.协议期 D.后期11.国际商务谈判非人员风险主要冇政治风险、自然风险和（)屮，A.技术风险B"场风险 C.经济风险 D.素质风险12.谈判屮，双方互赠礼品吋，西方人较为重视礼物的意义和（)A.礼物价值B.礼物包装C.礼物类型D.感情价值13.谈判中以与别人保持良好关系为满足的谈判心理属于是（)A.进取型B关系型 C.权力型 D.自我型14.英国人的谈判风格一般表现为（)A.讲效率B.守信用C.按部就班D.有优越感15 •日木人的谈判风格一般表现为（)A.宜截了当B.不讲面子C.等级观念弱D.集团意识强二、多项选择题（本大题共11小题，每小题1分，共11分）在每小题列出的四个选项中有二至四个选项是符合题冃要求的，请将止确选项前的字母填在题后的括号内。
商务谈判试卷
1、Background material: a British consortium, vice president of a delegation to China toexamine the matter declared environment and negotiate a joint venture to do winery, awinery to welcome the arrangements. The first day of talks, the British officers all thesuits and ties, wearing a uniform specification attend our representative wearing a jacket, shoes, wear jeans, shoes, there's simply wearing those sweater coat. The result,after the end of the day's talks hastily, the British side even inspect the scene did not gothe next day to find a reason to go home.
(8)Business negotiations of the optimal target also called (A)
The highest goal B and actual demand target C, acceptable target D, the minimum target
(9)So, you to the prospect of the cooperation of both sides how see? "The answer of the negotiation opponent skills (A)
全国国际商务英语(一级)口试题
1全国国际商务英语培训认证考试（一级）口试试题===================================================================== 全国国际商务英语培训认证考试（一级）CHINANA TIONALBUSINESS ENGLISH CERTIFICA TE TEST (Level One)(CNBECT-1)SPEAKINGSectionADirections: In this section, you will be asked to give a short talk on a business topic for about two minutes. Y ou have two minutes to prepare.Why do we package our products?l To hold the productsl To protect the products from damagesl To help sell the productsSectionBDirections: In this section, you will hear two sentences in Chinese. After you hear each sentence, therewill be a pause about one minute for you to interpret the sentence into English.Now please listen1、我们10天前已收到你们的装运通知，但货现在还没到。
2、如果付款方式能更灵活一些，我们可以订更多的货。
Section CDirections: In this section, you will be asked to make a business conversation with your partner according to the information given in the cue card. Y ou have two minutes to prepare and nomore than two minutes to complete the conversation.PDF 文件使用"pdfFactory Pro" 试用版本创建2Cue CardASituation: Ms./Mr. Wilson and Ms./Mr. Li are talking about the price of Sunshine T-shirts on the phone.l Y ou are:Ms./Mr.Wilson, the purchasing specialist fromMacbill Company.l For the price:Ms./Mr. Li quoted the price at US$100/dozen FOB Shenzhen.Ask for a lower price.Ask for a discount.Promise to place a prompt order.The price is finally set at US$90/dozen.Cue CardBSituation: Ms./Mr. Wilson and Ms./Mr. Li are talking about the price of Sunshine T-shirts on the phone.l Y ou are:Ms./Mr. Li, the sales representative from Changfeng Company.l For the price:Y ou quoted the price at US$100/dozen FOB Shenzhen.Try to make it US$95/dozen.If the quantity is above 400 dozens, a 10% discount is allowed. The price is finally set at US$90/dozen.PDF 文件使用"pdfFactory Pro" 试用版本创建。
商务英语谈判复习题
第一套一、单项选择题在下列每小题的四个备选答案中选出一个正确答案，并将其字母标号填入相应的括号内。
（每小题1分，共15分）1. The Sales Contract provided that the sellers___ _ship the goods before July 15.A. mustB. canC. willD. should2. Mr. Brown will get ____ touch with you.A. intoB. inC. uponD. on3. We shall do our best ______ your requirements.A. satisfyB. meetC. supplyD. answer4. ______ please find a price list of our new products.A. EnclosingB. EncloseC. EnclosedD. Encloses5. We have read your letter of the 8th inst. under the _____ of Order No. 25.A. captionedB. captioningC. captionD. captions6. We anticipate ______ your early reply.A. to receiveB. having receiveC. receivingD. receive7. We expect ______ an offer next week.A. to makeB. makingC. makeD. have made8. We confirm ______ your fax of even date.A. receivedB. to receiveC. having receivedD. receive9. As requested, we are pleased to quote you without engagement the _______.A. followsB. followC. followingD. followed10. We would suggest ______ a small quantity for trial.A. you to buyB. you buyC. your buyingD. your buy11. Mr. Brown informs us ______ you are exporters of cotton bed sheets.A. ofB. whatC. thatD. for12. Your letter has _____ our careful attention.A. drawnB. broughtC. receivedD. invited13. “Joint Venture” means a _____ usually temporary but sometime permanent, formed by two ormore persons or companies.A. factoryB. partnershipC. firmD. organization14. The buyer ______ the sellers to ship the goods within a week.A. demandB. demand toC. demand ofD. have demanded15. July shipment is acceptable ______ our customer.A. /B. toC. forD. in二、填空题将与下列词相对应的字母标号填入空格，可改变这些词的形式。
商务英语(BEC)初级考试复习题(一)
商务英语(BEC)初级考试复习题（一）PART ONEQuestions 1 – 8Look at the sentences below and at the five managers’ comments on leadersh ip on the opposite page Which new item (A, B, C ,D or E) dose each statement 1 – 8 refer to ?For each statement ! – 8 , make one letter(A, B, C ,D or E) on your Answer Sheet .You will need to use some of these letters more than once .1、Successful leadership involves making sure that employees accept new ide as.2、A good leader can bring success to a company in difficulties3、Leaders should be assessed on the basis of their achievements4、The personalities of good leaders are generally different from those of other managers5、Patience is a valuable quality in a successful leader6、Leaders consider potential changes in what their company does for others7、Good leaders will encourage their staff if their organization is in diff iculties8、Leaders need to adapt their behaviour to suit different circumstancesAMaurizio VernaLong-term, visionary business leaders must be prepared to invest to get wha t they want for their company. They know when and how to apply pressure and to take risks, when they need to display a more hands-off approach. I have a prett y clear view of my ideal business leader, and of course that’s where I ‘m try ing to head: he or she should start up and grow a cash-rich, multi-interest int ernational organization of tremendous strenngth and depth.BSue TuckerThe pace of technological change, and the rate at which businesses are chan ging , requires leaders to have a particular aptitude for technology and an und erstanding of the internet. A lot of people are aware of the opportunities here ,but awareness alone isn’t enough: in a true leader this needs to be coupled with clever marketing, product design and technological innovation, and keeping abreast of everything going on in the company. In fact the acid test , I think , is being able to use all of these skills to turn around a failing company.CCarol GodfreyEffective leaders stand out from the herd. They’re often idiosyncratic, ev en eccentric.They have the confidence to be themselves, and not to adopt the la nguage and attributes of the run-of-the-mill professional managers and accounta nts. What’s crucial is having the charisma or whatever it is that gives their staff confidence in them, so they can keep everyone on board when they want to make innovations. So often these don’t get off the ground because of lack of l eadership, because after all, our response to change is significantly affected by how it’s introduced.DBrian MatthewsLeadership is about making things happen and being judged by results. Good ideas that go nowhere are a waste of time. Anticipate needs-those of customers for instance-and initiate action to meet those needs before the people concerned have even recognized they’ve got them. That way you’ll always be ahead of t he game, whatever line you’re in. For instance, top stockbrokers will learn al l about you and your business and keep themselves completely up to date with yo ur field in order to advise you. If they’re really good they ‘ll recognize tr ends even before you do .E Ana CostaOutstanding leaders understand both tactics and strategy, and are prepared to play a very long game to achieve their objectives. They understand that in n egotiations they need the “ win-win” concept, because losers risk losing thei r dignity, which is no good for your long-term business relationship with them. Leaders must stay optimistic, whatever the odds, and keep up morale of their c ompany, even when the going’s tough. It’s important to be very much hands-on, too. A good leader will champion ideas that keep the company in the forefront.。
商务英语谈判试题
商务英语谈判试题篇一：商务英语谈判考题湖北三峡*************学院2021年春季学期《商务英语谈判》试卷适用班级__________________________考试班级_______________ 姓名_____________ 学号________________ 1. case study you represent a shoe manufacturer. your latest product is the so-called “self-heating” boots. the boots themselves control the temperature inside automatically through friction and rubbing of your feet against the inner side shanghai,＄58 a pair. now an american businessman wants to place an order for your shoes, but the price he counter-offers is only＄48 a pair. now you are negotiating. questions:a. what should you learn before you begin to bargain with the american buyer’s team?b. do you really believe ＄48 a pair is his minimum level? why? 第1页（共3页） 2. case studythe subcontractor’s negotiators dutifully listed the issues. when we reached point forty-one we simply said, “can we start with number one?” then we went straight into negotiation.note carefully the dynamics of the situation. the subcontractor’s staff have just broken guideline three and were now negotiating forty-one pointsthat they are never seen, planned a nd prepared for before. what’s more,twenty-seven of those points ere figments of our imagination. we simply made them up. we used them to create room to maneuver and to control the agenda.the subcontractor won twenty-seven points and we won on ly fourteen. 第2页（共3页）they had clearly beaten us. question:how did the negotiator maneuver and control the agenda? 第3页（共3页）篇二：商务英语谈判用语特点学年论文题目学生指导教师年级 2021 专业系别学院商务英语谈判用语特点级英语教育英语系西语学院 term paperenglish departmentharbin normal uniersitytitle: the feature of language used in business negotiation student: tutor: grade: grade 2021major: english educationdepartment: english departmentcollege: faculty of western languages and literaturesthe feature of language used in business negotiationabstract: this paper aims at summarizing the features of language used in business negotiation. after a brief introduction to the functions and classifications of languages, the paper respectively presents the features of improper language and effective language used in business negotiation. since negotiation is quite a practical activity, this paper sets forth a lot ofvivid example added to the theoretical demonstration.key words: business negotiation ; language features ��. introduction1. language implication in business negotiation the language used in business negotiation is to detect, hint, induce and even threaten the counterparts as reactions to their words, countenance, manners, body language and attitudes. it is the manifest of the negotiators’ ability of thinking and intelligence in logic way and that of convey of judgment, inference and demonstration to their counterparts or fellow negotiators2. language function in business negotiationthe language used in business negotiation functions a lot. a proper way of speaking involves clear statement, sufficient demonstration and sensible consideration and it can improve the chance to persuade the opponent, reach mutual understanding, coordinate the objectives and interests of both parts and secure the success of negotiation. time spacethere are large differences in spatial preferences according to gender, age, generation, socioeconomic class, and context. these differences vary by group, but should be considered in any exploration of space as a variable in negotiations. body languagebody language can be telling as it can help one determine the exact meaning of what the other side is saying and also can help you get your own message across. likes and dislikes, tensions, and assessing an argument are shown by numerous signs such as blushing, contraction of facial muscles, giggling, strained laughter or simply silence. wherever a party negotiates, the negotiator must watch and observe the other party. people, when seated, lean forward if they like what you are saying or are interested in listening.they sit back with crossed arms if they do not like the message. nervousnesscan manifest itself through nonverbal behavior, and blinking can be related to feeling of guilt or fear. iv. four dimensions of culture individualism-collectivismin individualistic cultures the focus of one’s behavior can beunashamedlyself-centered. the individual can make objections, state his feelings andbe openly篇三：商务英语谈判实例商�沼⒄Z��判��例商务谈判实例(一)(12月5日)dan smith是一位美国的健身用品经销商，此次是robert liu第一回与他交手。
商务英语谈判复习题第一套.doc
《商务英语谈判》复习题（第一套）I. Translate the following sentences into Chinese. （10X2.5 分=25 分）1・ Our products are well known for their fine quality.2.How would you pack the goods we are going to order?3.We are in a position to offer tea from stock.4.The offer is subject to our final confirmation .5.If you make a further reduction of 3%, your price will be more competitive.6.We shall make shipment within the time the contract stipulates.7.What kind of terms of payment should you usually adopt?8.Our commodity has always come to the international standard.9.The packing must be strong enough to withstand rough handling.10.What coverage will you take out for our goods?IL Translate the following sentences into English. （10X2.5 分=25 分）1. 如果有任何纠纷，我们希望通过友好协商来解决。
2 •请尽快开立有关信用证。
3. 开箱时我们就发现货物少了10台。
4. 包装直接关系到产品的销售。
5. 与新客户做生意我们通常要求用信用证支付，这是我们的惯例。
国际商务英语谈判标准答案(全)
国际商务英语谈判答案(全)————————————————————————————————作者：————————————————————————————————日期：Keys to the exercisesChapter 1 Fundamentals of International Business NegotiationCommunication Exercises1. 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 toreach 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 negotiatemechanism [ ] n.---- a process by which something is done or comesinto being途径4. Fill in the blankshuman, negotiable, interest, giving, trust5. Answer the following questions1) Physical or survival needs; Security and safety needs; Social needs; Ego oresteem needs; Self-realization needs2) Exploration, bidding, bargaining, settling and ratifying.6. Put the following into English1) 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 false1) 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 thedeal and then start all over again on a second aspect.)7) T8) F (May not. Because either side may be wiling to say what it thinks or take aposition and stick to it )9) T 10)Negotiation skills1．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 objectivesc.An understanding of the choices available if the parties cannot reachagreement, often called their BATNA -- Best Alternative To a Negotiated Agreementd.Creativity which will expand the bargaining choices among which the partiescan choose to reach agreemente.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 agreementf.Whether commitment has been reached. Will the parties each feel committedto 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 knowseverything then why do they need to negotiate with anyone else?And the foundation of good negotiation is preparation. Be prepared and thenegotiation will bring a result that really works. If well prepared you are lessvulnerable 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 Skills1. What would you say if…a.Thank you./No, after you.b.Thanks. I’ll need it.c.Thanks. That’s very kind.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 alsopsychologically 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 yourquestions. 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 thisperson 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)A4. 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 placesubstantial orders with you.(5) It’s unwise for both of us to insist on his own price. Can we each make someconcession?(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 flexibleways 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 toother 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) TNegotiation Skills1. 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 usEffective 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 TeamCommunication Exercises1. 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 president2) Assistant Manager, Europe3) Purchasing Clerk4) Personnel Assistant5) Vice-President, Administration3. (omitted)4. (omitted)5. Fill in the blanks1）maximum2) observers; advisers; speaking; training6. Translate the following into English1）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 tomaintains the morale under all conditions.4) The team members must learn that the opponent and its representatives areadversaries 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 false1). 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 skills1. What do you think are the personal qualities of a good negotiator?A good negotiator needs to be:1) A good listener2)Open-minded3)Willing to do the homework to determine her/his interests, objectives,and alternatives4)Well-prepared5)Creative6)Able to merge what he knows about his own interests and resourceswith the interests and resources of his negotiation partner7)Someone who is always learning from experience, from other peopleand from historymerge [❍☜♎✞] 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 shouldprepare ahead of time: what do I want and why do I want it? What do theywant 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 thesituation 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 biggestdanger 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, theymay 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 thespokesperson 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 NegotiationCommunication Exercises1. 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 begoing now.2. Make these sentences more concise1) 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 possible1) 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.5) She’s the Vice-President of Administration at Three-One Steel.4. Do you think all negotiations need an agenda? Who should be responsible for controlling a negotiation?Informal negotiations don’t need an agenda. In some cases, you are negotiating just one point. An agenda is often best negotiated rather than imposed at the start of a meeting. Usually the host company should be responsible for controlling the negotiation.5. How can you prepare effectively for a negotiation? What issues do you need to discuss beforehand?The essential preparation areas are firstly to ensure that everyone in the team is clear what the objectives of the negotiation are. The objectives include: What is the best we can get?What’s the worst we can get?What is our bottom line?And secondly, to establish the role that each individual is expected to play in achieving those objectives. Namely:Who is responsible for different stages of the negotiation?What special skills/knowledge do individual members of the team have?What do we know about the other team?It is important to discuss strategies beforehand and to decide on the approach the team is going to take which include:What are the main areas of negotiation?What are likely to be the sticking points?What is the best order to discuss these points?What concessions can we give to achieve our main aim?It is also essential to discuss the communicative ways like:how we are going to maintain positive communication,who is taking notes or minutes andwho is going to ask questions and so on.6. Put the following into English1）Please take a look at the itinerary we prepared for you, and let me know if there’s anythin g inappropriate, please let me know.2）We are holding a banquet here tonight in honor of our friends coming from the other side of the Pacific Ocean.3）I believe that through our joint efforts, our corporation can be satisfactory and successful.4）Let’s co me to the point, the purpose of my current visit here is to explore the possibility of doing barter trade with you.5）The contract will come into force from May 10, you can’t go back on your words then.6）We always fulfill our promise.7）Owing to our old relationship, we hold our offer valid for one other week, after which our price would probably be raised.8）I'll do my best; and please, try your best too.9）Your price is too high. It’s hard for us to accept.10）All our products are high-grade commodities; naturally the prices are different.7. True or false1) T 2) F 3) F 4) T 5) T 6) F (unwise) 7) T 8) T9) F (fluid) 10) T 11) F（round table）12) FNegotiation Skills1. In your opinion, what are the benefits of considering your own and other s’ outcomes in negotiation preparation?The benefit of considering the outcomes for ourselves and others gives us an initial sense of 'what' people are looking for.It is far more important to look to the interests of the others. The question to ask is why do people want the outcome they are pursuing. It is easy to think of desirable outcomes in terms of money, which is in many cases what people want.When thinking ahead of time about others’ interests, we are making a series of assumptions. We should use the negotiation process to pursue the fundamental asset of negotiation, which is information. Are the assumptions accurate? If the interests assumed are 'out there', the answers we derive should yield a clearer understanding of the actual interests that motivate the parties and will lead to a successful agreement.2. How to measure a negotiator’s strengths and weaknesses?In general, measuring a negotiator's strengths and weaknesses can involve a multiplicity of elements, but the most important are the following:1) A negotiator's relative strength is determined by the quality and extent of his preparation. The better one understand his/her interests and the better he/she understands the interests of other parties, the greater the chance he/she will be able to reach an elegant solution which leaves the parties feeling as if each has achieved the major portion of their goals.2) A negotiator's relative strength can be measured by whether people walk away thinking they would be pleased to negotiate with him again. That is to say----if people leave a negotiation thinking they never want to see him/her again, then he/she is a poor negotiator.3) A negotiator needs to understand that different issues should be treated as of different priorities in different negotiations. Sometimes the relationship is most important; other times creativity is the measure of how well one negotiates. It is always true that good communication is fundamental of a negotiator's strength. Agood negotiator makes his points clearly understood by other parties. A better negotiator makes understanding other parties his top priority.multiplicity n. ----the state of being various or manifold多种多样多方面或者多种形式Chapter 5 The Bargaining ProcessCommunication Exercises1. In the business world, everyone is very busy. Business calls are concise and “to the point.” Remember to be positive. Which is the best expression?1) b 2) a 3) a2. Make proposals about the following:1) I think we should cut the training budget by five per cent.2) I suggest we aim for a two per cent rise in productivity.3) How about going for a meal after work?4)Why don’t we go to the National Forest Park this year for the companyexcursion?5) I advise you to reduce production costs.6) I propose that we shorten working hours by two and a half hours per week.3. Use the conditional constructions (if…or unless…) to exert pressure in the following situations.1) I’m afraid we’ll have to cancel the contract unless you reduce your fees.2) We’ll have to choose another supplier if you can’t pay us on time.3) That looks like the end of the negotiation, unless you can make a concession.4) I’m afraid you’ll lose your job unless you work harder.5) If you can’t offer me a better working condition than this, I’ll leave thecompany.6) I’ll accept the new job only if I get a higher pay.7) Unless you order 10,000 pieces of this product immediately, you won’t get aquantity discount.4. Once positions have been established in a negotiation, a process of making and responding to proposals usually follows. Which side (the customer or supplier) should start the process? What are the advantages of going first and second?The supplier will usually be expected to start this process the advantage is then given to the customer who doesn’t have t show his hand until he first hears what the supplier is proposing. On the other hand, making a proposal first may set the parameters for discussion and it could be an advantage if you want the negotiation to go in a certain direction.5. What can cause negotiations to fail? How important is it to maintain a positive tone throughout the meeting?Negotiations can fail for a variety of reasons:competitors offer a better deal;problems seem too difficult to solve;personalities clash;negotiating styles clash.Most negotiations will encounter difficult problems. There is a much greater chance that solutions will be found if both parties keep sight of the main objectives and maintain a positive tone.6. Fill in the blanks1). Assess，differences，strengths，next round；2). Fluid，escape routes，time breaks3).Bargaining to our advantage, the skilled negotiator will:a) outsetb) situationc) roundd) satisfactione) Bluff, brinkmanshipf) parallelg) impassesh) written, equal satisfaction7. Put the following into English1) I understand perfectly.2) Let's compromise.3) That's a smart decision.4) I expect to be compensated.5).The longer we wait, the less likely we will come up with anything.6) I'll be expecting your call.7) I'd like to get the ball rolling by talking about prices8) I know your research costs are high, but what I'd like is a 25% discount.9) We'd need a guarantee of future business, not just a promise.10) If you can guarantee that on paper, I think we can discuss this further.6.True or false1). F 2) T 3) F (positive tone) 4) T 5) T6) F (without comment)7) T 8) F (more ) 9) F (high) 10) TNegotiation Skills1. You are negotiating a major purchase, and the sales agent suggests a ridiculously high pricewhich is far above your anticipated purchase price. How do you address the agent in order to get the best price?(b) and (d)The sales agent is trying to get started on the traditional positional bargaining philosophy of "start high, counter low and end up in the middle." In order to counter their attempts at positional bargaining, we should begin by asking them what the basis for their initial price was. This tactic will draw attention away from the initial price and create a focus on the criteria for determining a fair price.Next, we should suggest a price of our own, prove the offer with appropriate criteria and stick to our offer.2. Do you think it’s a good idea to raise the critical issue early in the negotiation? How would you handle the aggressive position immediately adopted by others?Most negotiators start by identifying the common ground. In other words, the points which both sides agreed on. Then have a firm basis to discuss problem areas. It is important that our team do not show too strong an emotional response to the other party’s aggression. Because they will see this as a weakness.3. How to deal with those who say " Our prices are set, we do not bargain "?Businesses were created to meet a perceived need in the marketplace. There are people who fear that if they negotiate, other parties will take advantage of them. This sort of thinking is the result of the belief that negotiation is a competitive process, and only one side can win.The Internet has created a variety of auction choices; many other companies always guarantee the lowest price. So price competition is far from dead. It is simply a matter of people’s choice. If you want to attempt to bargain for a better deal, don't do business with no-negotiation companies.Chapter 6 Closing the NegotiationCommunication Exercises1. A positive comment makes people comfortable and ready to listen. Rewrite these sentences.1) Thanks for your understanding. I really appreciate it.2) Thanks for meeting me at the airport. I really appreciate it.3) Thanks for coming early. I really appreciate it.4) Thanks for working overtime. I really appreciate it.5) Thanks for your cooperation. I really appreciate it.2. A polite way to correct someone is to make the correction impersonal. Try not to use the word you. Which is a more polite correction?1) b 2)b 3) b 4) b 5) b 6) a 7) b 8) a3. Look at the expressions below. Which of them would you use to express each of these ideas in negotiating?What would yo u say in negotiating…if you’ve not understood an explanation? (10)when you want to complain indirectly to someone? (7)if you do not want to accept the advice someone is giving you? (5)when you want to tell someone something? (1)when you wish to agree with someone? (2)when someone you already know is introduced to you? (6)if you want to interrupt someone? (8)when it’s unlikely that you can do something? (3)when you would like a person to do something for you? (9)when you want to give someone some information? (4)4. Make these statements into proposals and suggestions. Be inclusive---use we rather than I. Try to word your sentences so that they encourage feedback.a. Let’s start by looking at the sales figures.b. Perhaps we should identify who our main competitors are first.c. Wouldn’t you agree that timing is essential?d. We think the main problem is the security system. Would you agree?e. Shall we discuss delivery issues at the end?5. Match each underlined expression (a-d) with its meaning from the expressions below and use the appropriate form of one of the expressions to complete the sentences(e-h).a. reduce our pricesb. a bargaining zonec. contingency pland. a tough negotiatore. room to manoeuvref. knock us downg. drives a hard bargainh. fall-back position6. What should happen at the end of a negotiation? What issues need to be agreed on before closing the meeting?It is important to round off a negotiation well, so that nothing remains ambiguous.Before closing the negotiation, the participants need to confirm what exactly has been achieved. They need to agree on future follow-up action and, if possible, seta date for the next or future meetings.7. What steps do you go through to close a negotiation effectively?To close a negotiation effectively we should do the following steps:。
国际商务英语谈判答案全.doc
Keys to the exercisesChapter 1 Fundamentals of International Business NegotiationCommunication Exercises1. 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 mind 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 me eting 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 negotiatemechanism [ ] n.---- a process by which something is done or comes intobeing途径4. Fill in the blankshuman, negotiable, interest, giving, trust5. Answer the following questions1) Physical or survival needs; Security and safety needs; Social needs; Ego oresteem needs; Self-realization needs2) Exploration, bidding, bargaining, settling and ratifying.6. Put the following into English1) 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 false1) 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 thedeal and then start all over again on a second aspect.)7) T8) F (May not. Because either side may be wiling to say what it thinks or take aposition and stick to it )9) T 10)Negotiation skills1．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 objectivesc.An understanding of the choices available if the parties cannot reachagreement, often called their BATNA -- Best Alternative To a Negotiated Agreementd.Creativity which will expand the bargaining choices among which the partiescan choose to reach agreemente.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 agreementf.Whether commitment has been reached. Will the parties each feel committedto 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 knowseverything 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 Skills1. What would you say if…a.Thank you./No, after you.b.Thanks. I’ll need it.c.Thanks. That’s very kind.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 alsopsychologically 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 yourquestions. 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 thisperson 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)A4. 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 placesubstantial orders with you.(5) It’s unwise for both of us to insist on his own price. Can we each make someconcession?(6) If you cannot reduce your price, we’d rather call the whole de al off.(7) If you want to expand your business in this market, you have to take flexibleways 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 otherterms 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) TNegotiation Skills1. 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 usEffective 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 TeamCommunication Exercises1. 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 abou t 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 president2) Assistant Manager, Europe3) Purchasing Clerk4) Personnel Assistant5) Vice-President, Administration3. (omitted)4. (omitted)5. Fill in the blanks1）maximum2) observers; advisers; speaking; training6. Translate the following into English1）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 maintainsthe morale under all conditions.4) The team members must learn that the opponent and its representatives areadversaries 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 to o 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 false1). 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 skills1. What do you think are the personal qualities of a good negotiator?A good negotiator needs to be:1) A good listener2)Open-minded3)Willing to do the homework to determine her/his interests, objectives,and alternatives4)Well-prepared5)Creative6)Able to merge what he knows about his own interests and resourceswith the interests and resources of his negotiation partner7)Someone who is always learning from experience, from other peopleand from historymerge [❍☜♎✞] 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 thesituation 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 thespokesperson 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 NegotiationCommunication Exercises1. 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 that the time? I didn’t realize it was so late. I really must begoing now.2. Make these sentences more concise1) 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 Ac counting.3. Combine these sentences as concise as possible1) 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 the Manager of Domestic Sales at Legend Group.4) He’s a secreta ry in Personnel at Huatian Hotel.5) She’s the Vice-President of Administration at Three-One Steel.4. Do you think all negotiations need an agenda? Who should be responsible for controlling a negotiation?Informal negotiations don’t need an agenda. In some cases, you are negotiating just one point. An agenda is often best negotiated rather than imposed at the start of a meeting. Usually the host company should be responsible for controlling the negotiation.5. How can you prepare effectively for a negotiation? What issues do you need to discuss beforehand?The essential preparation areas are firstly to ensure that everyone in the team is clear what the objectives of the negotiation are. The objectives include: What is the best we can get?What’s the wo rst we can get?What is our bottom line?And secondly, to establish the role that each individual is expected to play in achieving those objectives. Namely:Who is responsible for different stages of the negotiation?What special skills/knowledge do individual members of the team have?What do we know about the other team?It is important to discuss strategies beforehand and to decide on the approach the team is going to take which include:What are the main areas of negotiation?What are likely to be the sticking points?What is the best order to discuss these points?What concessions can we give to achieve our main aim?It is also essential to discuss the communicative ways like:how we are going to maintain positive communication,who is taking notes or minutes andwho is going to ask questions and so on.6. Put the following into English1）Please take a look at the itinerary we prepared for you, and let me know if there’s anything inappropriate, please let me know.2）We are holding a banquet here tonight in honor of our friends coming from the other side of the Pacific Ocean.3）I believe that through our joint efforts, our corporation can be satisfactory and successful.4）Let’s come to the point, the purpose of my current visit here is to explore the possibility of doing barter trade with you.5）The contract will come into force from May 10, you can’t go back on your words then.6）We always fulfill our promise.7）Owing to our old relationship, we hold our offer valid for one other week, after which our price would probably be raised.8）I'll do my best; and please, try your best too.9）Your pr ice is too high. It’s hard for us to accept.10）All our products are high-grade commodities; naturally the prices are different.7. True or false1) T 2) F 3) F 4) T 5) T 6) F (unwise) 7) T 8) T9) F (fluid) 10) T 11) F（round table）12) FNegotiation Skills1. In your opinion, what are the benefits of considering your own and others’ outcomes in negotiation preparation?The benefit of considering the outcomes for ourselves and others gives us an initial sense of 'what' people are looking for.It is far more important to look to the interests of the others. The question to ask is why do people want the outcome they are pursuing. It is easy to think of desirable outcomes in terms of money, which is in many cases what people want.When thinking ahead of time about others’ interests, we are making a series of assumptions. We should use the negotiation process to pursue the fundamental asset of negotiation, which is information. Are the assumptions accurate? If the interests assumed are 'out there', the answers we derive should yield a clearer understanding of the actual interests that motivate the parties and will lead to a successful agreement.2. How to measure a negotiator’s strengths and weaknesses?In general, measuring a negotiator's strengths and weaknesses can involve a multiplicity of elements, but the most important are the following:1) A negotiator's relative strength is determined by the quality and extent of his preparation. The better one understand his/her interests and the better he/she understands the interests of other parties, the greater the chance he/she will be able to reach an elegant solution which leaves the parties feeling as if each has achieved the major portion of their goals.2) A negotiator's relative strength can be measured by whether people walk away thinking they would be pleased to negotiate with him again. That is to say----if people leave a negotiation thinking they never want to see him/her again, then he/she is a poor negotiator.3) A negotiator needs to understand that different issues should be treated as of different priorities in different negotiations. Sometimes the relationship is most important; other times creativity is the measure of how well one negotiates. It is always true that good communication is fundamental of a negotiator's strength. Agood negotiator makes his points clearly understood by other parties. A better negotiator makes understanding other parties his top priority.multiplicity n. ----the state of being various or manifold多种多样多方面或者多种形式Chapter 5 The Bargaining ProcessCommunication Exercises1. In the business world, everyone is very busy. Business calls are concise and “to the point.” Remember to be positive. Which is the best expression?1) b 2) a 3) a2. Make proposals about the following:1) I think we should cut the training budget by five per cent.2) I suggest we aim for a two per cent rise in productivity.3) How about going for a meal after work?4)Why don’t we go to the National Forest Park this year for the comp anyexcursion?5) I advise you to reduce production costs.6) I propose that we shorten working hours by two and a half hours per week.3. Use the conditional constructions (if…or unless…) to exert pressure in the following situations.1) I’m afraid we’ll have to cancel the contract unless you reduce your fees.2) We’ll have to choose another supplier if you can’t pay us on time.3) That looks like the end of the negotiation, unless you can make a concession.4) I’m afraid you’ll lose your job unless you w ork harder.5) If you can’t offer me a better working condition than this, I’ll leave thecompany.6) I’ll accept the new job only if I get a higher pay.7) Unless you order 10,000 pieces of this product immediately, you won’t get aquantity discount.4. Once positions have been established in a negotiation, a process of making and responding to proposals usually follows. Which side (the customer or supplier) should start the process? What are the advantages of going first and second?The supplier will usually be expected to start this process the advantage is then given to the customer who doesn’t have t show his hand until he first hears what the supplier is proposing. On the other hand, making a proposal first may set the parameters for discussion and it could be an advantage if you want the negotiation to go in a certain direction.5. What can cause negotiations to fail? How important is it to maintain a positive tone throughout the meeting?Negotiations can fail for a variety of reasons:competitors offer a better deal;problems seem too difficult to solve;personalities clash;negotiating styles clash.Most negotiations will encounter difficult problems. There is a much greater chance that solutions will be found if both parties keep sight of the main objectives and maintain a positive tone.6. Fill in the blanks1). Assess，differences，strengths，next round；2). Fluid，escape routes，time breaks3).Bargaining to our advantage, the skilled negotiator will:a) outsetb) situationc) roundd) satisfactione) Bluff, brinkmanshipf) parallelg) impassesh) written, equal satisfaction7. Put the following into English1) I understand perfectly.2) Let's compromise.3) That's a smart decision.4) I expect to be compensated.5).The longer we wait, the less likely we will come up with anything.6) I'll be expecting your call.7) I'd like to get the ball rolling by talking about prices8) I know your research costs are high, but what I'd like is a 25% discount.9) We'd need a guarantee of future business, not just a promise.10) If you can guarantee that on paper, I think we can discuss this further.6.True or false1). F 2) T 3) F (positive tone) 4) T 5) T6) F (without comment)7) T 8) F (more ) 9) F (high) 10) TNegotiation Skills1. You are negotiating a major purchase, and the sales agent suggests a ridiculously high pricewhich is far above your anticipated purchase price. How do you address the agent in order to get the best price?(b) and (d)The sales agent is trying to get started on the traditional positional bargaining philosophy of "start high, counter low and end up in the middle." In order to counter their attempts at positional bargaining, we should begin by asking them what the basis for their initial price was. This tactic will draw attention away from the initial price and create a focus on the criteria for determining a fair price. Next, we should suggest a price of our own, prove the offer with appropriate criteria and stick to our offer.2. Do you think it’s a good idea to raise the critical issue early in the negotiation? How would you handle the aggressive position immediately adopted by others?Most negotiators start by identifying the common ground. In other words, the points which both sides agreed on. Then have a firm basis to discuss problem areas. It is important that our team do not show too strong an emotional response to the other party’s aggression. Because they will see this as a weakness.3. How to deal with those who say " Our prices are set, we do not bargain "?Businesses were created to meet a perceived need in the marketplace. There are people who fear that if they negotiate, other parties will take advantage of them. This sort of thinking is the result of the belief that negotiation is a competitive process, and only one side can win.The Internet has created a variety of auction choices; many other companies always guarantee the lowest price. So price competition is far from dead. It is simply a matter of people’s choice. If you want to a ttempt to bargain for a better deal, don't do business with no-negotiation companies.Chapter 6 Closing the NegotiationCommunication Exercises1. A positive comment makes people comfortable and ready to listen. Rewrite these sentences.1) Thanks for your understanding. I really appreciate it.2) Thanks for meeting me at the airport. I really appreciate it.3) Thanks for coming early. I really appreciate it.4) Thanks for working overtime. I really appreciate it.5) Thanks for your cooperation. I really appreciate it.2. A polite way to correct someone is to make the correction impersonal. Try not to use the word you. Which is a more polite correction?1) b 2)b 3) b 4) b 5) b 6) a 7) b 8) a3. Look at the expressions below. Which of them would you use to express each of these ideas in negotiating?What would you say in negotiating…if you’ve not understood an explanation? (10)when you want to complain indirectly to someone? (7)if you do not want to accept the advice someone is giving you? (5)when you want to tell someone something? (1)when you wish to agree with someone? (2)when someone you already know is introduced to you? (6)if you want to interrupt someone? (8)when it’s unlikely that you can do something? (3)when you would like a person to do something for you? (9)when you want to give someone some information? (4)4. Make these statements into proposals and suggestions. Be inclusive---use we rather than I. Try to word your sentences so that they encourage feedback.a. Let’s start by looking at the sales figures.b. Perhaps we should identify who our main competitors are first.c. Wouldn’t you agree that timing is essential?d. We think the main problem is the security system. Would you agree?e. Shall we discuss delivery issues at the end?5. Match each underlined expression (a-d) with its meaning from the expressions below and use the appropriate form of one of the expressions to complete the sentences(e-h).a. reduce our pricesb. a bargaining zonec. contingency pland. a tough negotiatore. room to manoeuvref. knock us downg. drives a hard bargainh. fall-back position6. What should happen at the end of a negotiation? What issues need to be agreed on before closing the meeting?It is important to round off a negotiation well, so that nothing remains ambiguous. Before closing the negotiation, the participants need to confirm what exactly has been achieved. They need to agree on future follow-up action and, if possible, set a date for the next or future meetings.7. What steps do you go through to close a negotiation effectively?To close a negotiation effectively we should do the following steps:。
完整word版商务交际英语1期末复习
完整word版商务交际英语1期末复习《商务交际英语（1）》期末复习一纸开卷一、选择题（每小题2分，共20分）主要测试学生对基本概念的理解和应用,参考练习册每章的第一部分练习。
如：1.Which of the following describes a memo written to a president from a department supervisor?AA.Upward, formal, internal2.Which sentence contains five W's? BB. New employees should report at 8:30 a.m. on Monday, October for an orientation session.3. Which of the following main ideas should be communicated in a business message in indirectorder? DD. Your library books are overdue and a fine has been assessed.4. Which of the following describes a cross-cultural communication situation? CC. A receptionist speaks slowly to a client who speaks with a heavy accent.5. Instead of making judgements based on sterotypes, you should BB. learn to understand people as individuals6. A key to receiving honest feedback is CC. the sender's attitude7.An agenda is BB. the order of business to be discussed during a meeting8. Which of the following should be used for a message that is to provide information for a groupof people (some are inside the company and some are outside)? CC. A report9. Which of the following statements promotes goodwill by using courteous words? DD. Perhaps you overlooked last month's statement, as your account is past due.110. The heading of a memo in traditional format consist of B .B. TO, FROM, DATE, and SUBJECT lines11.Which of the following is an internal barrier tocommunication? AA. The shyness of person.12. Which of the following statements best defines communication? CC. The sending and interpreting of messages.13. The sender signs his or her initials or name to memo to indicate that he or she CC. has read the memo14. Which of the following is a form of secondary research? AA. Reading an article in a magazine.15. Which of the following sentences contains a redundant expression? AA. Currently we have an overstock of red and blueT-shirt, as of his week.16. Which type of letter is considered a goodwill letter? AA. A letter of acknowledgement.17. Which of the following would be part of an analytical report? DD. All of the above.18. Which of the following would be the best beginning for an acknowledgement?DD. I received your order for 15 speaker sets.19. Which of the following is based on date? AA. Findings.20. Which of the following is an example of external communication? BB. A collection letter sent to a customer.21. Cultural differences can be communication barriers because D .2D. technologies used by people of different cultures vary.22. Which of the following letter parts is optional? AA. dateline23. Which of the following would be the best beginning for an acknowledgement?BB. Here at ABE company, we sincerely appreciate your business.24. Which of the following is a supplementary part of a formal report? CC. Talbe of contents25. Effective teams B .B. strive to avoid conflict二. 正误判断（每小题2分，共20分）选自练习册中的正误判断练习。
商务谈判试卷.doc
I. Select the best one from the choices given below and put your answer on the answer sheet (20 points).1.1 refuse to pay a late charge my account.A. forB. onC. aboutD. with2.1 will be happy to put that writing for you as soon as I can.A. inB. fromC. upD. with3. Thank you for taking the time to work our differences.A. upB. onC. offD. out4. The pay is not competitive the company for which T am working now.A. forB. onC. aboutD. with5. Stock options would serve a form of extra compensation.A. forB. fromC. asD. with6.1 think we will have to cut our profits a little to lower our prices.A. inB. intoC. offD. out7. Your credit line is almost spent, so you should slow your spending habits.A. forB. overC. downD. with8. Since my warranty just ran , what do you suggest that I do to extend it? A. out B. from C. off D.up 9. What is the latest date that I can pay _ ____ this loan?A. upB. on c.。
商务英语题库(1).doc
一、搭配题：PersonnelI • The department in an organization that recruits and trains employees and deals with their problem.Reference2. Statement about a person's character or abilities・Subsidiary3. A company which is owned by another company, called a parent company or holding compa ny.Shareholder4. A person who owns shares in a company and is, therefore, a member of the company. Dividend5. A sum of money paid to shareholder as their part of the company's profit.Viability6. Ability to succeed in operation; ability to continue to exist as a living thing.Symptom7. Change in the body that indicates an illness; sign of the existence of something bad. Etiquette8. The formal rules of proper behavior.Itinerary9. A plan of a journey including places to be seen and visited・Courteous10. Having or showing good manners; polite and kind.RapportII • Close relationship or understandingReservation12. Travel arrangement to keep something for somebody, such as a seat in a train or aircraft ・Refreshment13. That which refreshes, esp. food and drink.Videoconference14. A teleconference using video technology, such as closed-circuit television.Inherent15. Existing as a natural and permanent part or quality of.Incentive16. That which in cites, rouses or encourages a person.Banquet17. A dinner for many people in honor of a special person or occasion, esp. one at which speeches re made・Flexitime18・ An arrangement by which employees may set their work schedules, esp・ their starting and finishing hours・Brainstorming19. Method of solving problems in which all the members of a group suggest ideas which are then discussed・Routi ne20- A fixed way of doing something.Proofread21 • To read and correct the printer's proofs of.Second22. To support an idea put forward by somebody else at a meeting.Motion23- Formal suggestion to be discussed and voted upon at a meeting・Monitor24. To make continue observation of; record or test the operation of.Transmitter25. Telegraph or radio apparatus for sending out signals, messages, and so on.Synchronize26. To arrange for two or more actions to happen at exactly the same time・Terminal27. A piece of computer equipment consisting of at least a keyboard and a screen that you use for a large computer.Prosperity28. State of being successful; good fortune.Eloquent29. Skillful in using language to persuade or to appeal to the feelings.Nuance30. A slight delicate quality or difference in color, meaning, and so on.Counterpart31 • A person or thing that serves the same purpose as another.Arrogant32. Behaving in a proud, superior manner.Diplomacy33. Art of, skill in, dealing with people so that business is done smoothly.Editorial34. Main article in a newspaper, written by the editor.Insult35. To speak or act in a way that hurts or is in tended to hurt a pers orfs feeling or dignity. Backfire36. To have an unexpected effect opposite to the effect intended.Connotation37. A meaning or idea suggested by a word or thing in addition to the formal meaning or nature of the word or thing.Dilemma38- A situation in which one has to choose between two things, two courses of action, both unfavorable or desirable・Stipulate39- To arrange definitely; demand as a condition of agreement.Breakdown40- Separation or division of anything into parts, steps, or other units; analysis・Consultant41 • An expert who changes a fee for advice or work on a particular subject.Shorthand42. Rapid writing in a system using signal or shorter forms for letter, words, phrases and so on.Permanent43. Going on for a long time.Dividend44. A sum of money paid to shareholders as their part of the company's profit.Envisage45. To picture in the mind as a future possibility.Impersonal46. Not influe need by personal feeling.Badge47. To arrange for in a budget.Professionalism48. The expertness characteristic of a professional person.Embassy49. Duty and missio n of an ambassador; his official reside nee.Sensitivity50. Quality, degree of being sensitive・Penalty51 • Punishment for wrong doing, for the failure to obey rules or keep an agreement; what is imposed as punishment.Precaution52. Care taken in advance or avoid a risk.Vegetarian53. Person who, for human or religious reasons or for his health's sake, eats no meat. Doomsday54. The day of judgment; the end of the worldCoordinate55. To bring or put into proper relationPitfail56. Unexpected danger of difficultyCorporate57. Relating to a company or groupSubscriber58. A person who receives the use of a service over a period of time, for which he pays Demarcate59. To mark the limits of; to set apart; separateCherish59・ Keep alive in one's heartMinimize60. To reduce to the least possible amount or degreeFacility61. Something that makes an action easy; an aid二、短语翻译1.财政年度fiscal year2.货运甲•据shipping documents3.远期跟单信用证term documentary credit4.信用证letter of credit5.卖方报价selling offer6.垠彳氐价rock-bottom price7.销售确认书sales confinnation8-销售合同sales contract9.反还盘counter counter-oifer10.剪样sample cutting11.根据样本as per sample12.公平竞争a fair play13.贸易展销会trade fair14.增值税value added tax15.免税额duty-free allowance16.免税品商店duty-free shop17.所得税income tax18.领导体系system of command19.合资公司joint venture20.并脳J merger and acquisition21.战略联盟strategic alliimce22.厉地产real estate23.多元化经营的公司a diversified company24.跨国公司multinational company25.求职信cover letter26.育接投资foreign direct investment27.国有企业state-owned enterprise28.汇率foreign exchange rate29.证券交易所security exchange上市公司listed company目标管理managemenf by objective 国际航班international flight 往返票round-trip ticket 建设性的建议constructive suggestion 相互促进mutual promotion 经济活力economic vitality 年会annual meeting 直达航班direct flight 销售代表sales respective 销售份额sales share 佣金商commission agent 经销渠道distribution channel 目标市场target market 拍卖山场auction market 头等品质first-class quality 平均良好品质FAQ资信状况credit standing/status 经营方式modes of business 实盘tinn offer 虚盘non-firm offer 新订单fresh order 邮购mail order 接受订单-to accept an order 批发价wholesale price 零售价retail price 财政预算fiscal budget 履行合同honor the contact 信?'J:诺言keep the promise 滞销品dead stock59•商务关系business relations60.饼状图pie chart61.柱状图bar chart62.履约保函guarantee of performance63.第三产业the tertiary industry64.服务贸易service trade65. 市场份额market share66.重I •业heavy industry67.发电厂power pl ant68.出口导向型公司Export-oriented company69.客串演讲者gust speaker70.财务控制financial control71.金融危机financial crisis72.短量short weight73.合资公司joint venture三、翻译题1.如果你处在我的位置，你希望你的雇员具备哪些素质？If you were in my shoes, what sort of qualities you'd look for in your employees?2.我想在贵公司会有更多个人发展的机会，而且这里的工作对我來说更具有挑战性。
商务谈判(英语)复习单1-3
ReviewI.Introduction to“negotiation”1.The Definition of Negotiation•What is negotiation?•--Negotiation is “a form of decision making in which two or more parties talk with one another in an effort to resolve their opposing interests”--(Pruitt,1981)•--It is a problem-solving process in which two or more people voluntarily discuss their differences and attempt to reach a joint decision on their common concerns, requiring participants to identify issues about which they differ, inform each other about their needs and interests, generate possible settlement options and bargain over the terms of the final agreement.(Textbook P1)2. Characteristics of a Negotiation Situation--Negotiation is “a form of decision making in which two or more parties talk with one another in an effort to resolve their opposing interests” --(Pruitt,1981)(1) There are two or more parties.(2) There is a conflict of needs and desires between two or more parties.(3) The parties negotiate by choice.(4) When we negotiate we expect a “give and take ” process.(5) The parties prefer to negotiate and search for agreement.(6) Successful negotiation involves the management of tangibles& also the resolution of intangibles.12.3. When you shouldn’t negotiate?There are times when you should avoid negotiating. In these situations, stand your ground and you’ll come out ahead.•When you’d lose the farm.•When you’re sold out.•When the demands are unethical.•When you don’t care.•When you don’t have time.•When they act in bad faith.•When waiting would improve your position.•When you’re not prepared.4. Intangible factors can have an enormous influence on negotiation processes and outcomes.They are often rooted in personal values and emotions.13.It is almost impossible to ignore intangibles because they affect our judgmentabout what is fair, or right, or appropriate in the resolution of the tangibles.•The need to “win”, beat the other party, or avoid losing to the other party;•The need to look “good”, “competent”, or “tough” to the people you represent;•The need to defend an important principle or precedent in a negotiation;•The need to appear “fair”, or “honorable” or to protect one’s reputation;•The need to maintain a good relationship with the other party after the negotiation is over, primarily by maintaining trust and reducing uncertainty(Saorin-Iborra, 2006)5. Basic principles of business negotiation•Equality principle 平等互利原则•Sincere cooperation客观合作原则•Keep it flexible and fluid 灵活变通原则6.Stages of business negotiation•Pre-negotiation (Preparation for negotiation)•The process of negotiation•Post-negotiation (Signing a business contract)7. Features of International Business Negotiation1)different laws, policies and political authorities in different countries2)different currencies3)participation of governmental authorities4)risks of sudden and drastic changes such as war, revolution, governmenttransition or currency devaluation5)different ideas about private investment, profit and individual rights6)different cultures (value, perception, philosophy)8.Business Negotiation Theoriesa)Need Theory 需求理论b)Value Theory价值谈判理论/原则谈判法c)Bargaining Range 谈判的空间理论d)Nonviolent Communication非暴力沟通理论9.Maslow’s Hierarchy of Needs马斯洛需求层级理论1)Physiological2)Safety3)Love/belonging4)Esteem5)Self-actualization10.Value Theory价值谈判理论/原则谈判11. Guidelines for creating value in negotiation1. Capitalize on differences.2. Ask questions and share information.3. Negotiate multiple issues simultaneously.14.Bargaining range15.Nonviolent Communication非暴力沟通理论a)Observations (Observation Without Evaluation)b)Feelings (Taking responsibility ——don’t blame anyone else for your ownfeelings.)c)Need (Identify your need deep inside from your wants)d)Request (Use Positive Language To Verbalize Your Request)16.Application of nonviolent communicatione.g.My daughter left her toys all across the floor.a)observe the situation;b)ask myself how it makes me feel (angry, frustrated, worried for the family’ssafety?);c)identify what need I have (clean house, safe environment?);d)ponder for a second what’s the best way to voice my request in a way thatinfluence her without hurting her.“Hi, when I see your toys spread across the kitchen’s floor I feel frustrated because I need our house to be clean and safe. Do you think you can pick up your toys and take them to your room when you are done playing?”Answer：observation without evaluation；taking responsibility—don’t blame anyone else for your own fellings；Using positive language to verbalize your request；listening well, become an engaged listener.17.Listening Well•Listen empathically (try to feel what they feel)•Don’t try to cheer them up•Don’t offer immediate solutions or advice•Ask questions•Repeat their last words (it will lead them to expand and clarify)•Paraphrase and summarize what they said to make sure you understand18.What should we do if we have conflict with someone?1) Ask yourself these four questions:•What’s my opinion?•What’s his / her opinion?•Do we hold differing views?•If so, what’s the reason?2) Understand the bias he/she holds, let him/her express his/her views clearly and then explain your own opinion.复习单2答案1-5 C DD A C 6-10 DBBDC11-15 CBBAD 16-20 ACBCA21. CDBBC1.Intangible factors can have an enormous influence on negotiation processes and outcomes. They are often rooted in personal values and emotions. Which of the following is NOT the intangible outcome in the negotiation?A. Protecting one’s reputationB. The service term in the agreementC.The need to look “good”, “fair”, or “competent”D. Maintaining a good relationship with the other party2.If my daughter left her toys all across the floor, and I want to apply nonviolent communication, what is inappropriate behavior?A.Observe the situation and ask myself how it makes me feel (angry, frustrated,worried for the family’s safety?);B.Identify what need I have (clean house, safe environment?);C.Ponder for a second what’s the best way to voice my request in a way thatinfluence her without hurting her.D.Tell her I don’t like her leaving toys all across the floor.3. What are NOT the basic principles of business negotiation?A. Equality principleB. Sincere cooperationC. Keep it flexible and fluidD. Frankness principle4. If we have conflict with someone, we must NOT _____.A. Interrupt him/her and let him/her listen to us.B. Let him/her express his/her views clearly, and dig out more information.C. Put yourself in his/her shoes, and figure out the picture in his/ her mind.D. Understand the bias he/she holds, and then explain your own opinion.5. _________ is both rational and of human interest.A. Concession negotiationB. Soft negotiationC. Principled negotiationD. Hard negotiation原则型谈判要求谈判双方首先将对方作为与自己并肩合作的同事对待，而不是作为敌人来对待。
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《商务英语谈判》复习题（第一套）I. Translate the following sentences into Chinese. （10X2.5 分=25 分）1・ Our products are well known for their fine quality.2.How would you pack the goods we are going to order?3.We are in a position to offer tea from stock.4.The offer is subject to our final confirmation .5.If you make a further reduction of 3%, your price will be more competitive.6.We shall make shipment within the time the contract stipulates.7.What kind of terms of payment should you usually adopt?8.Our commodity has always come to the international standard.9.The packing must be strong enough to withstand rough handling.10.What coverage will you take out for our goods?IL Translate the following sentences into English. （10X2.5 分=25 分）1. 如果有任何纠纷，我们希望通过友好协商来解决。
2 •请尽快开立有关信用证。
3. 开箱时我们就发现货物少了10台。
4. 包装直接关系到产品的销售。
5. 与新客户做生意我们通常要求用信用证支付，这是我们的惯例。
6. 货物将在收到信用证30内发运。
7. 如果用即期信用证付款的话，我们可以减价2%o&我们很高兴接受你方报盘。
9. 我们已经同意了所有的条款.10. 额外的保费由你方承担。
III. Role-play （50%）Mr. Johnson, a businessman from Canada, wants to place a trial order for Chinese green tea with you. As he has done business with you for quite a few years and the amount of his order is USD 300,000, he makes a suggestion to adopt D/A as the payment terms for his imports. In the negotiation, you finally agree to D/P at sight. Try to act out the negotiation.《商务英语谈判》复习题（第二套）I. Translate the following sentences into Chinese.（10X2.5 分=25 分）1.The quality conforms in every aspect to your requirements.2.Fm basically in favour of it, but the problem should be discussed further.3.We regret that we have to decline your offer.4.If you insist on your price, Fm afraid that business is impossible.5.As a rule, we deliver all our orders within three months after receipt of the covering L/C.6.More than 30% of the goods were seriously damaged when it arrived at the port of destination.7.If the L/C hasn^t reached us in time, we may not execute the order within the prescribed time.8.Under the circumstances, the only acceptable thing to us is to return all the goodsto you at your disposal.9.We require payment by confirmed, irrevocable L/C payable by sight draft againstpresentation of shipping documents.10.If terms and delivery date are satisfactory, we should expect to place regular orderswith you.IL Translate the following sentences into English・（10X2.5 分=25 分）1.能否通融一下接受30天的远期信用证？2.我们通常允许±10%的差额。
3.至于内包装，必须具有吸引力，有利于促销。
4 •请将你方希望投保的具体险别告我们。
5.我们发现有一箱货物受损严重。
6 •没有给我们足够的时间准备装运和单据。
7.机器包装必须防湿、防潮、防锈、防震。
8.我们承揽去世界各地的货物运输。
9•行情坚挺/稳定/活跃。
10.我相信新包装定会使您的客户满意。
III. Role-play （50%）Mr. Cheng is the sales manager of China Trading Company. Mr. Peter Kim is the manager from Pakistan. He is interested in medium-sized computers and is making an enquiry about the products, the prices, etc. They have made an appointment to meet at Mi*. Cheng's office at 9 am.《商务英语谈判》复习题（第三套）Translate the following sentences into Chinese.（10X2.5 分=25 分）1. The quality is appreciated by users abroad.2. If the quality is suitable, we may order in quantity.3. The offer is subject to our written acceptance.4. The goods are running low, yet demand is become active. Therefore, the recent prices will go upwards.5. We are confident of being able to ship the goods to you by the end of next month.6. We9re glad the deal has come off nicely and hope there will be more to come.7. It would be to our mutual benefit if you could allow partial shipment and transshipment.8. We regret to say that the goods you shipped to us are completely different from those stipulated in the contract.9・ We apologize sincerely for the trouble and will take all possible steps to avoid such a mistake again in the future.10. Ours is a sample order, and the amount involved is not so big, so I would like to propose a different mode of payment.IL Translate the following sentences into English・(10X2.5 分=25 分)1. 我们的产品质量优良（好/优）。
2. 这是我们的惯例，不能在做让步啦。
3・货物必须达到样品的标准。
4.不同商品需要不同的包装。
5.要求你方尽快对11号信用证做出修改。
6・我们按发票金额的110%为这批货物投保。
7.请在数量前加入“大约”字样。
8.按你方要求，所有箱子都包装得很牢I古I。
9.行情下跌/下滑。
10.表上所列价格以我方电报确认为准。
III. Role-play (50%)After settling a number of problems in a transaction, Mr. Li, from the Shanghai Garments Import and Export Corporation, is going to talk about the packing issue with Mr Smith, an importer from the United States.《商务英语谈判》复习题（第四套）I.Translate the following sentences into Chinese. （10X2.5 分=25 分）1.We would also like to know your terms of payment.2.What is your usual practice in giving commission?3.The offer is subject to your reply reaching here.4.Because this is our first transaction with you, we are prepared to reduce our priceto $ 120 per set CIF Sydney.5.The bill of lading should be marked as "freight prepaid".6.I heard you would accept different kinds of payment such as D/P or D/A.7.Please doif t forget to stencil “Handle with care?\ "Fragile冷and other relativewarning marks on the cartons.8.The goods you delivered to us are short by 15 tons from our order.9.As there is no direct steamer to your port, please amend the L/C to allowtransshipment.10.It would be better to pack the goods with equally assorted colors so as to facilitateselling.IL Translate the following sentences into English. （10X2.5 分=25 分）1. 我们的产品质量上乘。