国际商务英语谈判答案(全)

国际商务英语谈判答案(全)

Keys to the exercises

Chapter 1 Fundamentals of International Business Negotiation Communication Exercises

1. Change the sentences from negative to positive.

1) I want a job.

2) I work hard.

3) My job is terrific.

4) This office is great.

5) My co-workers are super.

6) The Personnel Director is nice.

7) My health is good.

8) My attitude is positive.

9) I make a good impression.

10) I understand.

2. Change or add to these sentences so that they do not just state what you want, but invite your negotiating partner’s opinion.

a) Could we finish at five---if that’s all right with you?

b) I hope you don’t 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 nego tiation is a meeting in which both parties need each other’s agreement

to reach a specific objective. It is the mechanism by which people trade things of value in a civilized manner. Negotiation depends on communication.

It occurs between individuals acting either for themselves or as representatives of organized groups. Negotiations are very much part of working and home life. Negotiations could be either internal or external, long or short, formal or informal. The goal of negotiation is not to win but to succeed. The mechanism of successful negotiation is collaboration.

In negotiations, both parties should know

----why they negotiate

----who they negotiate with

----what they negotiate about

----where they negotiate

----when they negotiate

----how they negotiate

1) T 2) T 3) T 4) F (Everything is negotiable.)

5) F (bargaining stage)

6) F ( Do not often. Sometimes they will follow the sequence n one aspect of the

deal and then start all over again on a second aspect.)

7) T

8) F (May not. Because either side may be wiling to say what it thinks or take

a position and stick to it )

9) T 10)

Negotiation skills

1．What determines a success in negotiation? Success in negotiation is when the parties to the negotiation reach an agreement to which they are both committed and which they will implement in full.

committed [] v.----尽责的

implement [] v.----to put into practical effect; carry out 使生效；执行

2. What are the elements of a successful negotiation process？There are seven basic elements that should be considered when analyzing the negotiation process:

a.The relationship among the parties.

b.The parties' interests -- why they need to reach their stated objectives

c.An understanding of the choices available if the parties cannot reach

agreement, often called their BATNA -- Best Alternative To a Negotiated Agreement

d.Creativity which will expand the bargaining choices among which the

parties can choose to reach agreement

e.Fairness -- a person who negotiates unfairly may be able to force an

agreement, but the 'forced' party will be reluctant to fulfill their share of the agreement

f.Whether commitment has been reached. Will the parties each feel

committed to doing what they have agreed? Is each party capable of fulfilling their share of the deal?

g.Negotiation is all about communicating information. If one party knows

everything then why do they need to negotiate with anyone else?

And the foundation of good negotiation is preparation. Be prepared and the negotiation will bring a result that really works. If well prepared you are

less vulnerable to surprise, and that increases the likelihood you'll be happy with the result.