国际商务谈判英文版期末试卷答案

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国际商务谈判参考答案解析

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 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 negotiate4. Fill in the blankshuman, negotiable, interest, giving, trust5. Answer the following questions1) Physical or survival needs; Security and safety needs; Social needs; Ego or esteemneeds; 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 the dealand 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. (omitted)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 reach agreement,often called their BATNA -- Best Alternative To a Negotiated Agreementd.Creativity which will expand the bargaining choices among which the parties canchoose 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 committed todoing 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.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.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 also psychologicallythrows 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 throughthe 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 deal off.(7) If you want to expand your business in this market, you have to take flexible waysin 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?。

国际商务期末试题及答案

I B Midterm Examination Answering card (A)CLASS:1001NAME:NUMBER:I. True / False Questions (1 score per question)1. The notion that national economies are relatively self-contained entities is on the rise.2.Mercantilism advocated that countries should encourage exports and imports.3. A firm becomes a multinational enterprise when it undertakes foreign direct investment.4.The two most common methods of restricting inward FDI are ownership restraints and performance requirements.5. The most global markets currently are markets for industrial goods and materials that serve a universal need the world over.6. Outsourcing is a process that is limited to manufacturing enterprises.7. According to Porter, four broad attributes of a nation shape the environment in which local firms compete including supply conditions, factor endowments, regulation, and advanced factors.8. One of the UN central mandates is the promotion of higher standards of living, full employment, and conditions of economic and social progress and development9. The total amount of capital invested in factories, stores, office buildings and the like is referred to as the stock of FDI.10. Licensing involves the establishment of a new operation in a foreign country.II. Multiple Choice Questions(11-50,2score per question ; 51-60, 1 score per question)11.Which of the following is not characteristic of globalization?A. National economies are turning into independent economic systems.B. Material culture is starting to look similar the world over.C. Perceived distance is shrinking due to advances in transportation and telecommunications.D. Barriers to cross-border trade and investment are declining.12.Which of the following is not an impediment(限制) that makes it difficult for firms to achieve the optimal dispersion（最优分散）of their productive activities to locations around the globe?A. Reduced transportation costs.B. Government regulations.C. Issues associated with economic and political risk.D. Barriers to foreign direct investment.13. Technological innovations have facilitated all of the following except:A. globalization of production.B. globalization of markets.C. creation of electronic global marketplaces.D. creation of absolutely homogeneous（均匀的）consumer markets.14.What is the total cumulative value of foreign investments best referred to as?A. Accumulation of foreign sharesB. Portfolio investmentsC. Stock of foreign direct investmentsD. Stock market investments15.If the critics of globalization are correct, all of the following things must be shown except:A. the share of national income received by labor, as opposed to the share received by the owners of capital should have declined in advanced nations.B. even though labor's share of the economic pie may have declined, living standards need not deteriorate if the size of the total pie has increased sufficiently to offset（抵消）the decline in labor's share.C. the decline in labor's share of national income must be due to moving production to low-wage countries, as opposed to improving production technology and productivity.D. economic growth in developed nations has offset the fall in unskilled workers' share of national income, raising their living standards.16. This theory, advanced by the 19th-century English economist David Ricardo, forms the intellectual basis of the modern argument for unrestricted free trade.A. Heckscher-OhlinB. MercantilismC. Comparative advantageD. Absolute advantage17. This theory explains the observed patterns of international trade by emphasizing the interplay between the proportions in which the factors of production are available in different countries and the proportions in which they are needed for producing particular goods.A. MercantilismB. Heckscher-OhlinC. Absolute advantageD. Comparative advantage18. Identify the incorrect statement pertaining to Raymond Vernon's product life-cycle theory.A. Early in their life cycle, most new products are produced in and exported from the country in which they were developed.B. As a new product becomes widely accepted internationally, production starts in other countries.C. A product in the early stage of the product life-cycle is imported by the country where it was innovated.D. A product may ultimately be exported back to the country of its original innovation.19.The theory of _____, developed by Michael Porter, focuses on the importance of country factors, in addition to factor endowments, such as domestic demand and domestic rivalry in explaining a nation's dominance in the production and export of particular products.A. new tradeB. absolute advantageC. comparative advantageD. national competitive advantage20.Identify the theory that can be interpreted as justifying some limited government intervention to support the development of certain export-oriented industries.A. Theory of national competitive advantageB. Heckscher-Ohlin theoryC. Theory of comparative advantageD. Theory of absolute advantage21. Mercantilism viewed trade as a(n):A. economic evil.B. zero-sum game.C. nonessential economic activity.D. threat to a government's independence.22.What is the basic message of the theory of comparative advantage?A. Countries are similar in their ability to produce goods efficientlyB. International trade is rarely beneficial to a countryC. Potential world production is greater with unrestricted free trade than it is with restricted tradeD. Trade is a zero-sum game23.According to the product life-cycle theory, the locus of global production initially switches from the U.S. to other advanced nations and then from those nations to developing countries. The consequence of this trend for the pattern of world trade is that over time the U.S.:A. becomes the sole producer of the product.B. switches from being an exporter of the product to being an importer of the product.C. switches from being an importer of the product to being an exporter of the product.D. becomes the sole consumer of the product.24._____ suggests that when nations trade, each nation may be able to specialize in producing a narrower range of products than it would in the absence of trade, and through trade, each nation can simultaneously increase the variety of goods available to its consumers and lower the costs of those goods.A. The product life-cycle theoryB. Porter's diamond of competitive advantageC. New trade theoryD. The theory of comparative advantage25. According to the new trade theorists, because early entrants are able to gain _____, the early entrants into an industry may get a lock on the world market that discourages subsequent entry.A. zero-sum advantagesB. highly skilled employeesC. process expertiseD. economies of scale26. A greenfield investment:A. is a form of FDI that involves the establishment of a new operation in a foreign country.B. involves a 7 percent stock in an acquired foreign business entity.C. involves a merger with a foreign business.D. occurs when a firm acquires another company in a foreign country.27. Historically, most FDI has been directed at the _____ nations of the world as firms based in advanced countries invested in:A. underdeveloped; underdeveloped countries.B. developed; underdeveloped countries.C. developed; each other's markets.D. underdeveloped; each other's markets.28.Identify the incorrect statement regarding the direction of FDI.A. Historically, most FDI has been directed at the developing nations of the world.B. During the 1980s and 1990s, the United States was often the favorite target for FDI inflows.C. The developed nations of the EU have received significant FDI inflows.D. Recent inflows into developing nations have been targeted at the emerging economies of South, East, and Southeast Asia.29. According to Knickerbocker:A. the firms that pioneer a product in their home markets undertake FDI to produce a product for consumption in a foreign market.B. when a firm that is part of an oligopolistic industry expands into a foreign market, other firms in the industry will be compelled to make similar investments.C. combining location-specific assets or resource endowments and the firm's own unique assets often requires FDI.D. impediments to the sale of know-how increase the profitability of FDI relative to licensing.30.When two or more enterprises encounter each other in different regional markets, national markets, or industries, there is:A. vertical integration.B. horizontal integration.C. multipoint competition.D. monopolistic competition.31.The product life cycle suggests that:A. often the same firms that pioneer a product in their home markets undertake FDI to produce a product for consumption in foreign markets.B. when a firm that is part of an oligopolistic industry expands into a foreign market, other firms in the industry will be compelled to make similar investments.C. combining location-specific assets or resource endowments and the firm's own unique assets often requires FDI.D. impediments to the sale of know-how increase the profitability of FDI relative to licensing.32.The _____ suggests that a firm will establish production facilities where foreign assets or resource endowments that are important to the firm are located.A. product life cycleB. strategic behavior theoryC. multipoint competition theoryD. eclectic paradigm33. Advantages that arise from using resource endowments or assets that are tied to a particular location and that a firm finds valuable to combine with its own unique assets are known as:A. location-specific advantages.B. resource-specific advantages.C. competitive advantages.D. directional advantages.34.John Dunning, a champion of the eclectic paradigm, argues that:A. the firms that pioneer a product in their home markets undertake FDI to produce a product for consumption in a foreign market.B. when a firm that is part of an oligopolistic industry expands into a foreign market, other firms in the industry will be compelled to make similar investments.C. combining location-specific assets or resource endowments and the firm's own unique assets often requires FDI.D. impediments to the sale of know-how increase the profitability of FDI relative to licensing.35.According to the _____ view of FDI, MNEs extract profits from the host country and take them to their home country, giving nothing of value to the host country in exchange.A. imperialistB. conservativeC. free marketD. radical36. Which of the following is not an impediment that makes it difficult for firms to achieve the optimal dispersion of their productive activities to locations around the globe?A. Reduced transportation costs.B. Government regulations.C. Issues associated with economic and political risk.D. Barriers to foreign direct investment.37.Michael Porter has argued that _____ and _____ are two basic strategies for creating value and attaining a competitive advantage in an industry.A. differentiation; price competitionB. economies of scale; diversification.C. low cost; differentiationD. efficiency; promotion38. The _____ was created in 1944 by 44 nations that met in Breton Woods, New Hampshire to promote economic development.A. World BankB. International Trade CenterC. World Trade OrganizationD. United Nations39. Identify the incorrect statement pertaining to the World Wide Web.A. It makes it much easier for buyers and sellers to find each other.B. Viewed globally, it is emerging as an equalizer.C. It rolls back all of the constraints of location, scale, and time zones.D. It allows businesses to expand their global presence at a lower cost than ever before.40. Technological innovations have facilitated all of the following except:A. globalization of production.B. globalization of markets.C. creation of electronic global marketplaces.D. creation of absolutely homogeneous consumer markets.41. What is the total cumulative value of foreign investments best referred to as?A. Accumulation of foreign sharesB. Portfolio investmentsC. Stock of foreign direct investmentsD. Stock market investments42. Identify the incorrect statement regarding the former Communist nations of Europe and Asia.A. The economies of most of the former Communist states are very strong and developed.B. Many of the former Communist nations of Europe and Asia share a commitment to free market economies.C. As a result of disturbing signs of growing unrest and totalitarian tendencies, the risks involved in doing business in these countries is very high.D. For about half a century these countries were essentially closed to Western international business.43.When a company "exports jobs" overseas, the company is:A. helping domestic workers by pushing up wage rates.B. increasing the demand of qualified domestic workers.C. taking advantage of lower wages in foreign markets.D. deceiving the supporters of globalization.44. Propagated in the 16th and 17th centuries, _____ advocated that countries should simultaneously encourage exports and discourage imports.A. ethnocentrismB. capitalismC. collectivismD. mercantilism45. Identify the incorrect statement pertaining to Raymond Vernon's product life-cycle theory.A. Early in their life cycle, most new products are produced in and exported from the country in which they were developed.B. As a new product becomes widely accepted internationally, production starts in other countries.C. A product in the early stage of the product life-cycle is imported by the country where it was innovated.D. A product may ultimately be exported back to the country of its original innovation.46. Identify the theory that can be interpreted as justifying some limited government intervention to support the development of certain export-oriented industries.A. Theory of national competitive advantageB. Heckscher-Ohlin theoryC. Theory of comparative advantageD. Theory of absolute advantage47. China, deliberately keeping its currency value low against the U.S. dollar in order to sell more goods to the United States, and thus amass a trade surplus and foreign exchange reserves, is viewed by critics as following a:A. zero-sum game.B. neo-mercantilist policy.C. positive-sum game.D. free trade policy.48. A basic tenet of Ricardo's theory is that:A. consumers in those countries with an absolute advantage in the production of all goods might derive no benefits from international trade.B. consumers in all nations can consume more if there are no restrictions on trade.C. restrictions on trade help consumers in countries that lack an absolute advantage in the production of a particular good.D. trade is a zero-sum game.49. According to the _____ model, when a rich country enters into a free trade agreement with a poor country that rapidly experiences dynamic gains, the rich country is likely to not have net gains.A. absolute advantageB. mercantilistC. Heckscher-OhlinD. Samuelson50. According to the new trade theorists, because early entrants are able to gain _____, the early entrants into an industry may get a lock on the world market that discourages subsequent entry.A. zero-sum advantagesB. highly skilled employeesC. process expertiseD. economies of scale51. A greenfield investment:A. is a form of FDI that involves the establishment of a new operation in a foreign country.B. involves a 7 percent stock in an acquired foreign business entity.C. involves a merger with a foreign business.D. occurs when a firm acquires another company in a foreign country.52. If General Electric, a U.S. based corporation, purchased a 50 percent interest in a company in Italy, that purchase would be an example of a(n):A. minority acquisition.B. outright stake.C. majority acquisition.D. greenfield investment.53. FDI has been rising for all of the following reasons except:A. the globalization of the world economy.B. the general increase in trade barriers over the past 30 years.C. firms are trying to circumvent trade barriers.D. there is a shift toward democratic political institutions and free market economies.54. Historically, most FDI has been directed at the _____ nations of the world as firms based in advanced countries invested in:A. underdeveloped; underdeveloped countries.B. developed; underdeveloped countries.C. developed; each other's markets.D. underdeveloped; each other's markets.55. Identify the incorrect statement regarding the direction of FDI.A. Historically, most FDI has been directed at the developing nations of the world.B. During the 1980s and 1990s, the United States was often the favorite target for FDI inflows.C. The developed nations of the EU have received significant FDI inflows.D. Recent inflows into developing nations have been targeted at the emerging economies of South, East, and Southeast Asia.56. The total amount of capital invested in factories, stores, office buildings, and the like is summarized by:A. gross fixed capital formation.B. total investment capital.C. total tangible investment.D. gross depreciable investments.57. Most cross-border investment is:A. in the form of greenfield investments.B. made via mergers and acquisitions.C. between American and Japanese companies.D. involved in building new facilities.58. The rise in FDI in the services sector is a result of all of the following except:A. the general move in many developed countries away from manufacturing and toward services.B. accelerating regulations of services.C. many services cannot be traded internationally.D. many countries have liberalized their regimes governing FDI in services.59.When two or more enterprises encounter each other in different regional markets, national markets, or industries, there is:A. vertical integration.B. horizontal integration.C. multipoint competition.D. monopolistic competition.60.The _____ suggests that a firm will establish production facilities where foreign assets or resource endowments that are important to the firm are located.A. product life cycleB. strategic behavior theoryC. multipoint competition theoryD. eclectic paradigm11。

商务谈判期末试卷

国际商务谈判（英语）期末试卷一、名词解释（3*5，共15分）1. Negotiation Agenda（第三章）Answer: Negotiation Agenda refers to the scheduling of negotiation time, sites and topics discussed. The agenda is usually prepared by the host party or established through discussion by both parties.2.Business negotiation（第一章）Answer: Business negotiation is a process of conferring in which the participants of business activities communicate, discuss, and adjust their views, settle differences and finally reach a mutually acceptable agreement in order to close a deal or achieve a proposed financial goal.3.Negotiation strategy (第六章)Answer: Negotiation strategy is the approach of how to manage your negotiation process, and the way to avoid deadlock so as to impulse the negotiation towards the end.4.impasse（第七章）Answer: during the negotiation process, the two party strongly insisted their own profits and ignoring whether it harmful another party. Then it leadthe negotiation in a dilemma. This situation is called “impasse”.5. Open-ended questions(第八章)Answer：Refer to question that don’t limit the answer and can’t be answered with the simple word“Yes”or “NO”.二、判断题（1*10，共10分）1. ( T ) Controlling is best when the other party would take advantage of co-operative behavior.(第六章)2. ( F ) In “NO TRICKS”, “R” represents reputation.（第二章）3.（T ）Tips for making statements are be clear and concise.(第八章)4. ( T ) A good listener should pay attention to the speaker. (第八章)5.( F )Approaches to concluding the negotiation may include argument.(第九章)6.（T）Watch carefully and understand the other side’s thinking are bargaining tactics.（第五章）7.（T）The written contract is the major form of international business contract.（第九章）8. ( F )Formal negotiation is also called informal negotiation.（第一章）9.( T ）Negotiation environments can be divided into sites and seats.(第四章)10. （T ）change of specification might be helpful to take intoconsideration of “Seeking easy escape routes”. （第七章）三、选择题（1*15,共15分）1. Which of the following are the game principles of negotiation? ( ).(第二章)A. Equal and Voluntary ParticipationB. bargaining over the priceC. written and readD. Acceptable target, or expected targetAnswer: A2.Which the option is not the forms of international business negotiation which classification by negotiator object.（）（第一章）A.Technology trade negotiationB.International project negotiationC. M ultilateral negotiationD. Service trade negotiationAnswer:C3.The agenda is usually prepared by the host party or discussed by both parties in advance, which can be segmented into ( )and ( )sometimes.A. open agendaB. investment, options, caution, timeC. restricted agendaD. knowledge, caution, skills, timeAnswer: AC (第四章)4. Questions raised in business negotiations can be divided into ( ).A. suggestive questionsB. closed questionsC. reference questionsD. Answer questionsAnswer: B （第八章）5.( ) are procedures for formatting a contract.（第九章）A. counter offerB. offer invitationC. acceptanceD. bargainingAnswer: C6.The choice of negotiation courts includes ( ) （第三章）A. the choices of the country or regionB. the specific negotiation siteC. Including A and BD. None of the above.Answer: C7.At the first sight, ( ) atmosphere created by one or both parties will help the negotiation to develop towards agreement. (第四章)A. Positive and friendlyB. Tense and contradictoryC. Brief and straightforwardD. Dilatory and protractedAnswer: A8.Key focus of simulated negotiations include ( ). （第三章）A. Train and improve the negotiators’ ability to meet the contingency.B. litigationC. rights.D.relationship.Answer: A9.( ) atmosphere opposite to the friendly and positive style.（第四章）A. Positive and friendlyB. Tense and contradictoryC. Brief and straightforwardD. Dilatory and protractedAnswer: B10.How do we handle impasse? ( ) （第七章）A. “Keep it fluid”B. “litigation”C. “Credibility First”D. “Speech and deportment”Answer: A11.In Business negotiation, why the two parties should keep the principle of “Mutual Reciprocity and Mutual Benefits” ( ).（第二章）A. Credibility enhances trustworthiness.B. It is better for long-term relationship .C. Its principle is equality and mutual benefit.D. Items of contract should keep strictly accurate and rigorous.Answer：B12. Which are not bargaining tactics.（）（第五章）A. Strike where there is a weakness.B. Watch carefully and understand the other side’s thinking.C. Be flexible and well-prepared.D. the benefits your party have brought to the other party in the previous cooperation.Answer:D13.The ( ) adopts a negotiating stance which involves a little bit of winning and a little bit of losing, both with respect to the goals and the relationships of the parties involved. 第六章)A. collaboratorB. compromiserC. controllerD. accommodatorAnswer: B14.What is the approaches to answering question.( ) (第八章)A.Silence approachB.Optional approachC.Swarm out approachD.Equivocal approachAnswer:D15.Forming the Negotiation Team, not related factors involve ( ). (第三章)A. Size of the Negotiation TeamB. The Staffing of the Negotiation TeamC. Items of contract should keep strictly accurate and rigorousD. Collaboration and Support from the Outside MembersAnswer：C四、简答题(5*4，共20分)1.What characteri stics does “business negotiation” demonstrate?（第一章）Answer:(1) The objective of business negotiation is to obtain financial interest(2) The core of business negotiation is price(3) Its principle is equality and mutual benefit(4) Items of contract should keep strictly accurate and rigorous2.what are the game principles of negotiation?（第二章）Answer:(1) Equal and Voluntary Participation.(2)Credibility First.(3)Mutual Reciprocity and Mutual Benefits(4)Maximizing Commonalities and Minimizing Differences.(5)Speak on Good Grounds.(6)Separate the People from the Problem.3. How do negotiators handle impasse?（第七章）Answer: “Keep it fluid”; “Seeking easy escape routes”; “Using time breaks”; “Changing topics”4. In the preparation of negotiation, what should the negotiating party do? （第三章）Answer: (1) Collecting Information, related to Qualification and credit status, Negotiation representatives, Market quotations and Laws and cultures; (2) Forming the Negotiation Team, considering the factors like Size, staffing of the Negotiation Team and Collaboration and Support from the Outside Members; (3) Planning for International Business Negotiation, like targets, strategies, and agenda; (4) Physical Preparations, include The choice of negotiation places, Decorations of the negotiation sites, Arrangements for board and lodging and Visiting and sightseeing; (5) Possibly, Simulated Negotiations.五、翻译（4*5，共20分）1.请稍候，我去看看是否还有存货？Just a moment, please. I will go and see if we have any stockleft.2.我们订购的数量取决于你们的价格。

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 exercisesChapter 1 Fundamentals of International Business Negotiation Communication 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 nego tiation is a meeting in which both parties need each other’s agreementto 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 negotiate1) 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 takea position 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 theparties can choose to reach agreemente.Fairness -- a person who negotiates unfairly may be able to force anagreement, but the 'forced' party will be reluctant to fulfill their share of the agreementf.Whether commitment has been reached. Will the parties each feelcommitted 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 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 areless 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 toyour questions. One way is to lay the foundation for asking them. The second is through the use of the tactic called “bipolar questioning.”(5) A firm handshake gives the impression of quiet confidence and says thatthis person is glad to meet you.3. Choose the best answer.(1) D (2) C (3) B (4) A (5) (6) D (7) B (8) C (9) A (10)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 shallplace substantial orders with you.(5) It’s unwise for both of us to insist on his own price. Can we each makesome concession?(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 takeflexible ways in adopting payment terms.(8) We regret that we cannot accept your demand for direct shipment.(9) This product has many advantages compared to other competing products.(10)I’m very glad that we have finally come to an agreement. We’ll go on 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) T Negotiation 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 youdo 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 isa set of tools and techniques which expertnegotiators 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 tomaintains the morale under all conditions.4) The team members must learn that the opponent and its representativesare adversaries although they may be friendly.5）I’m afraid you are not in our ballpark.6) Excuse me, but it seems to me we’re giving up too much in this case.7）That’s 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 andresources with the interests and resources of his negotiationpartner7)Someone who is always learning from experience, from otherpeople and 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 successfulnegotiation really means keeping a cool analytical head. If there is anychance one should prepare ahead of time: what do I want and why do Iwant 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 thediscussion 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 yourturn. If it is someone else's turn to get angry, sit there and take it byreminding you how wonderful you are to be in such control of youremotions.One fundamental rule is: only one person can be angry at a time. Don't let the situation escalate, civility will slip away awfully quickly and there willbe 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 thatyou and your colleagues don't agree with each other. If they can finddifferences, they may spot opportunities to drive wedges between your team members.wedge [] n.----something that intrudes and causes division or disruption侵入引起分裂的东西Teams can work together ahead of time on strategy: who is going to be the spokesperson on which issues? What information do we need and who isgoing 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 commonlyagreed 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 considerableflexibility 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 Tr acy 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 journ ey? 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 mustbe going 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 the 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 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）T he 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 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 w eaknesses?In general, measuring a negotiator's strengths and weaknesses can involvea 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 treatedas 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. A good 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 b est 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 w e 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 pr essure 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 immedia tely, you won’tget a quantity 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 price which 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 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:1) Summarizing---summarize issues discussed---confirm objectives attained---state areas where you have yet to reach agreement or where further discussion is needed2) Follow-up action---delegate responsibility for follow-up action and set time-scale---minute or document decisions3) Departing---confirm arrangements for next meeting (if there is to be one)---chairperson thanks participants for coming8．Fill in the blanksunsuccessful, close, maximum, enough, agenda .9. Put the following sentences into English1)I think we have discussed most of the key issues today.2) That takes care of business for today.3) We can work out the detail next time.4) We have done a lot.5) It's party time.6) If there are still unanswered questions, I will be happy to help.7) I think we should meet again.8) Is a week too early to meet again?。

2023学年国际商务商务英语考卷(附答案)

专业课原理概述部分一、选择题（每题1分，共5分）A. 信用证B. 汇票C. 电汇D. 货到付款答案：DA. 世界贸易组织B. 国际货币基金组织C. 欧洲联盟D. 亚太经济合作组织答案：CA. 准备阶段B. 摸底阶段C. 僵持阶段D. 成交阶段答案：AA. 美元B. 欧元C. 英镑D. 俄罗斯卢布答案：DA. CFRB. CIFC. FOBD. DDP答案：A二、判断题（每题1分，共5分）1. 国际商务合同中，卖方负责办理出口手续。

（√）2. 在国际商务活动中，信用证是一种无条件的支付承诺。

（×）3. 国际商务谈判中，文化差异对谈判结果没有影响。

（×）4. 国际货币基金组织的宗旨是促进国际货币领域的合作。

（√）5. 国际商务活动中，关税壁垒是唯一一种限制进口的手段。

（×）三、填空题（每题1分，共5分）1. 国际商务活动中，以信用证方式支付货款时，银行承担的是______（第一性）付款责任。

2. 世界贸易组织的基本原则包括非歧视原则、______（最惠国待遇）原则和透明度原则。

3. 在国际商务谈判中，______（利益）是谈判双方关注的焦点。

4. 国际商务活动中，跨国公司通过______（直接投资）方式进入国外市场。

5. 国际商务合同中，______（仲裁）是解决合同争议的一种方式。

四、简答题（每题2分，共10分）1. 简述国际商务活动中信用证的作用。

答案：信用证是一种银行信用，为买卖双方提供信用保障，降低交易风险；有利于买卖双方解决交易中的信任问题；有利于买卖双方融资。

2. 简述跨国公司的组织结构类型。

答案：跨国公司的组织结构类型包括母子结构、兄弟结构、区域结构和全球产品结构。

3. 简述国际商务谈判中的文化差异对谈判的影响。

答案：文化差异影响谈判双方的语言沟通、非语言沟通、价值观、谈判风格和信任建立。

4. 简述国际货币基金组织的职能。

答案：国际货币基金组织的主要职能包括监督国际货币体系和汇率政策、提供技术援助和培训、为成员国提供资金支持。

商务英语期末试题与答案

1、FOB(Free On Board)：船上交货：船上交货2、 CIF(Cost 、 Insurance and Freight)：成本、保险费加运费：成本、保险费加运费3、L/C ：信用证（Letter of Credit ，L/C ）4、B/L ：提单（Bill of Lading,B/L ）5、D/P ，Documents against Payment 付款交单付款交单付款交单 6、 D/A 全称为documents against acceptance 承兑交单承兑交单Translate the following Chinese into English:1. 请随时向我方报告下列货物的最新价格。

Please keep us informed of the latest quotation for the following items. 2. 我方打算按照当前的国际市场价格给你报个价。

We are prepared to give you a quotation which is based upon the prevailing international market price.3. 很遗憾，我们的价格与你方还盘之间的差距太大。

I ’m sorry the difference between our price and your counteroffer is too wide.’m sorry the difference between our price and your counteroffer is too wide.4. 能不能互相让步我想我们双方都坚持自己的价格是不明智的。

How about meeting each other half way? I don’t think it wise for either of us to insist on his own price.5. 我们不能做这笔交易因为卖方提价百分之五并降低数量百分之二十五。

烟台大学国际商务谈判期末考试复习题及参考答案

国际商务谈判A 2022秋复习题提示：输入题目题干部分文字，按键盘快捷键CtrWF查找题目答案。

超越高度一、单选题（每题2分，共25道小题，总分值50分）L商务谈判中，作为摸清对方需要，掌握对方心理的手段是（）（2分）A、问B、听C、看D、说正确答案:A2.为谈判过程确定基调是在（2分）A、准备阶段B、开局阶段C、正式谈判阶段D、签约阶段正确答案:B3.澳大利亚人的谈判风格一般表现为（2分）A N重视办事效率B、待人苛刻C、不愿接受款待D、不守信用正确答案:A4.既理性又富有人情味的谈判类型是（2分）A、让步型谈判B、软式谈判C、原则型谈判D、立场型谈判正确答案:C5.下列选项中,不属于非人员风险的是（2分）A、素质风险B、市场风险C、合同风险D、政治风险正确答案:A6.谈判中，双方互赠礼品时，西方人较为重视礼物的意义和（）（2分）A、礼物价值B、礼物包装C、礼物类型D、感情价值正确答案:D7.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。

（）（2分）B、等额C、风险性D、不平衡正确答案:B8.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、原则型谈判和（）（2分）A、软式谈判B、集体谈判C、横向谈判D、投资谈判正确答案:A9.既能带来收益机会又存在损失可能的风险是（2分）A、纯风险B、投机风险C、政治风险D、市场风险正确答案:B10.根据谈判者让步的程度，谈判风格可分为软弱型模式、强有力模式和（）（2分）A、合作型模式B、对立型式C、温和型模式D、中立型模式正确答案:D11.必须选择全能型谈判人员的谈判类型是（2分）A、集体谈判B、双边谈判C、多边谈判D、个体谈判正确答案:D12.在涉及合同中某些专业性法律条款的谈判时,主谈人应该（2分）A、由懂行的专家或专业人员担任B、由商务人员担任C、由谈判领导人员担任D、由法律人员担任正确答案:D13.谈判中最为纷繁多变，也是经常发生破裂的阶段是谈判（）（2分）A、初期B、中期C、协议期D、后期正确答案:C14.当今世界各国当事人普遍选择的解决争议的基本方式是诉讼和（2分）A、行政复议C、仲裁D、谈判正确答案:C15.国际商务谈判中，非人员风险主要有政治风险、自然风险和（）（2分）A、技术风险B、市场风险C、经济风险D、素质风险正确答案:B16.在国际商务谈判中，有两种典型的报价战术，即西欧式报价和（）（2分）A、中国式报价B、日本式报价C、东欧式报价D、中东式报价正确答案:B17.在国际商务活动中,一旦发生纠纷并诉诸法律,其法律适用问题将涉及到（2分）A、买方国家B、卖方国家C、不同国家之间D、第三方国家正确答案:C18.下列方法中属于间接处理潜在谈判僵局的是（2分）A、反问劝导法B、场外沟通C、站在对方立场上说服对方D、先重复对方的意见,然后再削弱对方正确答案:D19.市场信息的语言组织结构包括文字式结构和—结构。

外贸谈判英语期末试卷AB(含参考答案)

8. In case the quality does not _____________ the contract we demand a reinspection performed by Bureau Veritas. 符合
9. In this case I’d like to draw your attention to the fact that once there might be some disputes over the results of inspection the certificates _______ by BV shall be final to both parties.颁发
10. We demand the inspection ___________by Food Safty and Inspection Service.执行
11. We’ll ________ our baskets in cartons, 30 pieces to one carton, gross weight around 25 kilos a carton. 包装
8. We want the goods inspected by Societe Generale de Surveillance S.A.. 仿写：Shanghai Entry-Exit Inspection and Quarantine Bureau
9. The certificate can prove that the textiles are the same as the samples. 仿写：Goods are in good condition.
参考答案
I. Vocabulary (20%) 1. Write the English according to the Chinese given.

商英-《国际商务谈判理论与实践》期末试卷B答案「精编推荐].doc

铜陵学院2007-2008学年第二学期《国际商务谈判理论与实践》期末考试试卷（B卷）答案（适用班级：06商务英语专科1、2）题号二三四五总分得分-、单项选择题（本大题共13小题，每小题1分，共13分）得分在每小题列出的四个选项屮只有一个选项是符合题目要求的，请将正确选项前的字母填在题后的括号内。

1. D2. A3. _D_4. A5. C6. D7. C 8. D 9. B 10. B 11. C 12. D 13. D二、多项选择题（本大题共18小题，每小题1.5分，共27分）得分在每小题列出的选项小有二至四个选项是符合题H要求的，请将止确选项丽的字母填在题干的括号内。

多选、少选、错选均无分1. CD2. ABCD3. AC 4 ACD 5. BDEF 6. ABCD7. BCD & ABCD 9. ABCD 10. ABDE 11. CD 12. DEF13. ABCD 14. ABCDE 15. CDE 16. ABCD 17. AC 18. ABEF三、判断题（判断下列各题正误，正者在描号内打〃丁〃，误得分者在括号内打〃X〃，每小题0.5分，共10分）1. J2. X3. V4. X5. J6. J7. V 8. X 9. J 10. V 11. V 12. X13. V 14. V 15. V 16. V 17. X I& X19. V 20.1、简述合作原则谈判法(CPN)的基本原理。

(1) 对事不对人(2)针对利益而非立场(3)为共同利益献策 (4)以客观标准为木2、简述商务谈判小组人员配备原则。

(1) 性格协调(2)分工明确(3)知识互补(4)规模适当3、简述双赢谈判原则的耍点。

(1) 决定各方的利益和需求(2)找出对方的利益和需求(3)提供建设性的方法和解决办法(4)宣布谈判的成功或宣布谈判的失败或者陷入僵局4、简述谈判僵局形成的原因。

(1)依法成立(2)有必要的财产和经费(3)有自己的名称、组织机构和场所(4)能够独立承担民事责任5、简述国际商务谈判的基木原则。

国际商务英语试题及答案

国际商务英语试题及答案一、选择题（每题2分，共20分）1. The term "FOB" in international trade refers to:A. Free on BoardB. Free of BoardC. Full of BoardD. Final on Board答案：A2. Which of the following is not a document required for exporting goods?A. Commercial InvoiceB. Packing ListC. Certificate of OriginD. Birth Certificate答案：D3. In international business, what does "T/T" stand for?A. Trust TransferB. Telex TransferC. Transfer TrustD. Telegraphic Transfer答案：D4. The most common method of payment in international trade is:A. Cash in AdvanceB. Letter of CreditC. ConsignmentD. Countertrade答案：B5. What is the meaning of "CIF" in international trade terms?A. Cost, Insurance, and FreightB. Cost, Insurance, and Freight to DestinationC. Cost, Insurance, Freight, and CommissionD. Cost, Insurance, Freight, and Taxes答案：A6. Which of the following is not a function of a commercial bank in international business?A. Letter of Credit IssuanceB. Foreign Exchange ServicesC. Insurance ServicesD. Documentary Collections答案：C7. The Incoterms rule that requires the seller to arrange for carriage but not insurance is:A. FOBB. CFRC. CIFD. CIP答案：B8. What is the abbreviation for "World Trade Organization"?A. WTOB. WBOC. WTOOD. WOT答案：A9. In international trade, the term "D/P" stands for:A. Documents against PaymentB. Direct PaymentC. Direct PurchaseD. Deferred Payment答案：A10. The document that proves the ownership of goods being transported is:A. Bill of LadingB. Air WaybillC. Sea WaybillD. Railway Bill答案：A二、填空题（每题2分，共20分）1. The ________ is an international treaty that governs the rules of international trade.答案：GATT2. When goods are sold on a ________ basis, the seller retains the title until payment is made.答案：Consignment3. The ________ is a type of documentary credit that allows the seller to draw the money before shipment.答案：Usance Letter of Credit4. In international trade, the ________ is the document that proves the goods have been loaded on board the vessel.答案：Bill of Lading5. The ________ is a document that lists the contents and details of each package in a shipment.答案：Packing List6. The ________ is a document that provides information about the origin of the goods.答案：Certificate of Origin7. The ________ is a document that shows the terms and conditions of a sale.答案：Sales Contract8. The ________ is a document that provides proof of insurance coverage for the goods being transported.答案：Insurance Policy9. The ________ is a document that lists the goods and their quantities, weights, and measures.答案：Manifest10. The ________ is a document that provides a summary of the financial transactions between the buyer and seller.答案：Statement of Accounts三、简答题（每题10分，共40分）1. Explain the difference between a "Proforma Invoice" and a "Commercial Invoice".答案：A Proforma Invoice is a document that serves as a preliminary invoice providing details about the shipment andis often used for customs purposes or as a reference for the buyer. A Commercial Invoice, on the other hand, is a legally binding document that outlines the terms of sale, includingthe price, quantity, and description of goods, and is usedfor customs clearance and payment purposes.2. What are the advantages and disadvantages of using aLetter of Credit in international trade?答案：Advantages include security for both the buyer and seller, as the payment is guaranteed by a bank, and itprovides a framework for the transaction. Disadvantagesinclude the cost of the bank fees, potential delays due to documentation issues, and the complexity of the process.3. Describe the process of a Documentary Collection in international trade.答案：In a Documentary Collection, the exporter ships the goods and submits the required documents to their bank, which then forwards them to the importer's bank. The importer'sbank releases the documents to the importer upon payment (D/P) or acceptance of a time draft (D/A).4. What is the role of a freight forwarder in international trade?答案：A freight forwarder acts as an intermediary between the exporter and various transportation services, arranging forthe transportation of goods, preparing necessary documents,。

国贸英语试题及答案

国贸英语试题及答案一、选择题（每题2分，共20分）1. What is the most common mode of payment in international trade?A. Cash on deliveryB. Letter of CreditC. ConsignmentD. Open account2. The term "FOB" in international trade stands for:A. Free on BoardB. Freight on BoardC. Free of ChargeD. Full Container Load3. Which of the following is not a type of international trade agreement?A. Bilateral agreementB. Multilateral agreementC. Unilateral agreementD. All of the above are types of agreements4. What does the abbreviation "CIF" represent in trade terms?A. Cost, Insurance, FreightB. Cost, Insurance, and FreightC. Cost, Insurance, FreeD. Cost, Insurance, and Free5. The process of negotiating the terms of a trade deal is known as:A. Trade negotiationB. Trade arbitrationC. Trade mediationD. Trade settlement6. Which of the following is a risk associated with international trade?A. Currency fluctuationB. Market saturationC. Product obsolescenceD. All of the above7. The term "Tariff" refers to:A. A tax on imported or exported goodsB. A list of goods for tradeC. A method of paymentD. A trade agreement8. What is the primary purpose of a Letter of Credit (L/C)?A. To guarantee payment to the sellerB. To provide insurance for the goodsC. To facilitate the shipment of goodsD. To negotiate trade terms9. The "Incoterms" are a set of international commercial terms that:A. Define the responsibilities of exporters and importersB. Determine the value of goodsC. Set the prices of goodsD. Regulate the quality of goods10. Which of the following is not a form of international trade finance?A. FactoringB. ForfaitingC. HedgingD. All of the above are forms of trade finance答案：1. B2. A3. C4. A5. A6. A7. A8. A9. A 10. C二、填空题（每空1分，共10分）1. The term "EXW" in international trade means the buyer takes over the goods at the seller's ________.2. The International Chamber of Commerce (ICC) is responsible for publishing the ________.3. When a country imposes a high tariff on imported goods, it is known as a ________.4. The payment term "D/P" stands for "Documents against________."5. A "countertrade" involves a transaction where goods are exchanged for other goods or services, rather than for________.6. The risk of non-payment by the buyer is typically covered by ________.7. The "CPT" term in Incoterms means "Carriage Paid To," where the seller pays for the transport of goods up to the________.8. The "DDP" term in Incoterms stands for "Delivered Duty Paid," which means the seller is responsible for all costsand risks until the goods are delivered to the ________.9. The "FCA" term in Incoterms stands for "Free Carrier," where the risk is transferred to the buyer when the goods are handed over to the ________.10. A "forward contract" is a financial instrument used to hedge against the risk of ________.答案：1. premises2. Incoterms3. protectionism4. Payment5. cash6. credit insurance7. destination8. buyer's premises9. carrier 10. currency fluctuation三、简答题（每题5分，共20分）1. Explain the difference between "CIF" and "CIP" in international trade terms.2. What are the advantages and disadvantages of using aLetter of Credit in international trade?3. Describe the process of a typical international trade transaction from the seller's perspective.4. What is meant by "trade finance" and why is it importantin international trade?答案：1. CIF (Cost, Insurance, and Freight) is a term where the seller covers the cost of the goods, insurance, and freight to the port of destination. CIP (Carriage and Insurance Paid to) is similar but only requires the seller to pay for the carriage and insurance to the destination, not the full freight cost.2. Advantages of using a。

国际商务英语谈判标准答案（全）

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 byclause, 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 anagreement 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.Thank s. 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.③Giv e 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) Th ere’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 listento 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 behindthe 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 bu rden 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. Ye s, 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) H e’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.。

国际商务谈判：理论、案例分析与实践（第六版）英文版课后习题参考答案

国际商务谈判：理论、案例分析与实践（第六版）英文版课后习题参考答案Referential Answer for the case studies and negotiation simulations:Chapter one Negotiation Motives and Key Terminology5. Group discussion: Negotiation: This negotiation is an equal exchange process,in which the both parties share common interests as well as different interests, but in the end they reach a mutually acceptable outcome.Business negotiation: The content of the negotiation is related to commercial interests, and the issues are specific and clearly expressed. A win-win result is sought for their respectivecommercial interests, and a binding contract is formed after thetwo parties reach consensus.International business negotiations:The parties in the negotiations come from different countries. Such risks and uncertainties increase as different languages, transaction currency, trading conditions, market prospects, and changes caused in the Covdid-19 pandemic have made thenegotiations more complicated and made both parties more cautious.6. Read the case study, and consider the questions: What are the major reasons that Chrysler misses its opportunity entering China automobile market? What is the opportunity cost of Chrysler?Chrysler made a wrong estimation about the development of Chinese automobile marketand development of Chinese automobile industry. Chrysler’s interest in selling just a processing line is a strategic blunder. Its opportunity cost is missing the chance of entering Chinese automobile market, the most lucrative and potential one. Chapter Two Negotiation Procedure and Structure4. Do simulation “An Economic Recession” as required.Analysis: The interests of the employees areto keep the present job, which is also the bottom line of the employees, and at the same time try to negotiate a rise in their wages. While for the management to tide over the recession and avoid losses are the most important. Comparing the two options, the first one is better choice for the labor representatives, since atleast both white-and-blue collar workers’ jobs are kept.5. Readcase study (I) and discuss the following questions: Do you thinkthe case shows the principle of mutual giving and taking for negotiation?Yes. The seller also asks the buyer to give their retaili ng sales cost and the buyer agrees, which is a practice of givingand taking.How important is the exploration of alternative option in this case?The cost of producer is proprietary information. The negotiation would have failed if the seller insisted on not giving the information. The seller here shows flexibility by providing an alternative solution that saves the negotiation.6. Read case study (II) and discuss the following questions:What are China’s interests and what are US interests in IPR negotiation respectively?China’s major interest is to get US support to join WTO as adeveloping country. However it is also for China’s future interest if such an IPR protection system is to be established. USinterests are to protect their IPR holders’ interests in China and gain more access to China market.What are the issues talked about in IPR protection negotiation?Major issue : IPR protection; Related issue: China’s accession into WTO; China-US trade unbalance What are the direct and indirect impacts of China’s effort into WTOon the consequence of the IPR negotiation?China’s effort to joinWTO was frustrated by countries like US because of China’s developing country requirement. China makes use of accepting China’s developing country status as a bargaining leverage in exchange forUS demand to protection of its IRP holder interest. However China’s WTO entrance is not a main issue of the negotiation, thereforeit has both direct and indirect impact on the result of the negotiation. What are the implications you have learnt from IPR negotiation?Ask students to answer the question.Chapter Three Negotiation Lubrication5. Read the case study and discuss thefollowing questions:What is your first reaction after you read the Gabon case? Interesting or surprising? Ask students’ feedback.We have a saying in Chinese “seeing is believing”. After you have read the case, do you think the saying is true or not?Depending on situations. In this case, “seeing is not believing.”6. Do simulation: silksellingAnalysis: the actual result of this simulation is $5.36 p er yard, however almost all students doing the simulation, theirresults are below $5.36 per yard. Discuss with students the reason behind. Chapter four Win-win Concept5. Do negotiation simulation: Financial Leasing NegotiationAnalysis: The most important interest of the lessee is the length of the leasing, however the length of leasing is regulated by business practices, so the leasing interest rate becomes important for the lessee. Take the reference of the bank interest rate and the benefits gained from reducedincome taxes. For the lesser, the most important is leasing interest rate, the higher the better. In this negotiation, the actualresults: the length of leasing period: 5 years; way of payment: equal share approach, Sanfeng Group pays an equal amount at everyend of a month, which is about 24.19 million yuan; service fee: 1.5% of 1200 million yuan; leasing rate: 7.76% of 1200 million yuan; additional benefit for Sanfeng Group, the length of depreciation year: reduced from 15years to 5 years, a reduction of 250.8 million yuan of taxesChapter five Collaborative Principled Negotiation1. Case analysisFor the buyer and seller, the requirements forthe location of their new constructions are highly complementary. The seller needs a quiet location for the construction of the new hotel, while the buyer needs a place whe re the seller’s hotelis currently located. The mutual needs of the both sides make iteasier for the buyer and seller to reach an agreement. Comparatively speaking, the seller has greater bargaining power in the negotiation because of the scarcity of the hotel’s location. Moreover, the seller can require the buyer to make concessions in the price by showing its goodwill to young people, especially students for whom the seller mainly serves.2. Negotiation resultsThe firstbid of both parties anchored the negotiation range, and the finalprice was 350,000 dollars, of which 50,000 dollars were given tothe seller by the buyer as interior decoration materials of the new hotel. The buyer’s intention is to set up a good reputation among young people. The outcome of the negotiation is a win-win situation because the both parties have achieved their goals and realized their most important interests.5. Read the case study andanswer the following questions:In the negotiation, one party usespositional bargaining and the other principled negotiation. Tellwho uses principled negotiation and how has he applied it. Tom practices principled negotiation by not haggling with the insurance adjuster, but by emphasizing “what is the standard for replacement o f a comparable car”.Has the negotiation produced awinner ora loser?Everyone is a winner.6. Simulation: Hotel SellingTips for the simulation: the actual result of negotiation price for the case is $ 300 000, plus $25 000 donation for hotel’s financial aid fund for those who may not able to pay for their stay. Chaptersix Law of Interest Distribution6. Do simulation “A Dam on the River” as required.Analysis: The three parties finally came to a solution after a careful analysis of each other’s interest s. The agreement includes reducing the original capacity design under thecondition that the local people’s electricity demand is satisfied. The modification of the design guarantees enough water flow atthe lower reaches, meanwhile maintaining the eco-environment. Theagreement also decides to establish a protection fund for American cranes. It is important to have students realize why reducingthe capacity of the dam is a win-win solution and learn not to turn to government for help as Chinese are used to. The option of reducing the original capacity is based on careful survey of the local need for electricity and water need for farmers. The protection fund comes from money saved from original design budget. 7. Read the case study and discuss the following questionsWhat are the major issues concerned in the negotiation?Direct issue: marketaccess; related issue: dumping Who are the key actors from the American side, and from the Japanese side?The American side: the Department of Commerce and the US Trade Representative (USTR), TheSemiconductor Industry Association (SIA) and individual chip manufacturers were the chief initiators and catalysts of the disputeThe Japanese side: Ministry of International Trade and Industry (MITI), the Prime Minister and Liberal Democratic Party leaders were allied with pare the American win-sets with the Japanese win-sets and tell which is more specific?The American win-setsis more specific because they have two targets and are all supported with specific measures and numeral targets; while Japanese win-sets are very general without specific ment on thefinal results of the Semiconductors case and try to explain why American negotiators could gain what they demanded for?By the final deadline for settlement set by the US, an agreement was reached. It gave the US everything it had demanded, including Japanese government monitoring of export prices and third-country markets,and provision of firm-specific manufacturing data to the US Commerce Department to determine whether dumping, as defined by the Americans was occurring. The agreement is a result of American’s specific and forceful measurements, besides, the unification of thegovernment and the industry, and less dispute between domestic producers and end-users made it possible for American side to workfor one purpose set by the American negotiators set in the win-set. Chapter seven Negotiating Power and related factors3(2): Oneway to reduce dependence is to seek alternative supply sources, such as from India and Russia, the fourth and fifth largest in theworld in terms of production. The long-term goal is to achieve industrial structure upgrading, because the steel industry is a capital-intensive and highly polluting industry, and the future development should gradually eliminate low-value-added production capacity and thus reduce the import demand for iron ore. The secondgoal is to achieve structural upgrading of the manufacturing industry and change the excessive dependence on the steel industry in some regions in China.4. Do simulation “Negotiation on Oil Contract” while considering the following questions:Analyze CO company and J&R’s stakes and power.CO company’s stakes: the estimationof the market for VCM supply is over demand, so successful renewof the contract is crucial for the company. If the negotiation fails, the company may lose 20% capacity, which means that it may have difficulty selling enough VCM to run its plant profitably because CO breaks even at 70% of rated capacity and it is now running at 87% of capacity, including 4% to the spot market. So CO company has a high stake in the negotiation.CO’s negotiating power: One of the largest and best known world-wide producers of industrial petrochemicals; Good reputation for fine quality of VCM, whichis important for J&R; Having its own pipeline to J&R, which ensure the stable supply to J&R, and relatively lower cost of transportation, 5% less of cost compared with suppliers without pipelineJ&R’s stake: To sign the contract is also important for J&R, because J&R is expanding its manufacturing operations in the production of plastic pipe and pipe fittings, particularly in Europe. J&Rbuys a large quantity of VCM and CO is geared to supplying product to J&R’s quality specifications. Interruptions in supply due to unacceptable quality or delayed shipments can force a customerlike J&R to cut back production or shut down in two weeks. J&R’spower: CO’s second largest buyer, taking 20% of CO’s capacity Themarket is getting over e table 7-1 to estimate the two companies’ negotiating power.With the changing situation of thesupply and demand market, J&R is gaining upper hand in the negotiation.What alternatives can you explore? Why?CO company can sellits VCM at in the spot market where prices and amounts availablevaried considerably from week to week. It could replace 100 million pounds of J&R’s 200 million pounds/year VCM demand by sellingto four small, new customers. To get these replacement sales intoday’s market (June, 1977), you would have to make price concessions which would reduce revenues an estimated $1 million a year below your provisional agreements with J&R. Also the replacement sales would increase CO’s oper ating and administrative costs $150,000 a year for three years.Encourage students to work out other alternatives. What is your company’s interest in, and your “walk away” position for:MFN，MTC，RTRCO can accept MFN, but not MTC and RTR. MTC would allow J&R to demand CO to follow those supplies whosell VCM at low price but also poor quality. RTR would produce apotential competitor with CO company at VCM market.Are the fundamental interests of the two companies in convergent or divergent?The fundamental interests of the two companies are convergent because CO needs J&R to keep its profit and J&R depends on CO’s stable supply of qualified VCM.What concessions or trade-off are youwilling to make? Why?CO company has made concessions on price, minimum quantities, length of new contract and metering, so in future negotiation, CO company should make no more concession exceptin MFN.5. Read the case study and discuss the questions:(1) Whatare the sources of the negotiating power of FAW and Volkswagen?FAW: established its position as the number one automobile manufacturer group in China with a considerable and stable market sharein China, its sales volume hitting 450 billion yuan in 2013, Volkswagen relying on China market.Volkswagen: the number one automobile producer in the world, ranking the first in the world top 10automobile manufacturers, enjoying high reputation among Chineseconsumers, controlling latest technology in developing cars driven by new energy which FAW hopes to acquire, FAW depending on Volkswagen for its support in being listed on the stock marketWho hasstronger negotiating power, FAW or Volkswagen?Volkswagen has stronger negotiating power.Who has won the long term interests of their own, FAW or Volkswagen?Both of them have. However, FAW has won less because it does not have any specific return except for things like higher inspiration of the foreign share holders, more potential investment, and confidence for the future.(4) What is your comment on the length of the contract lasting for 25 years?25years is too long. It is possible that FAW’s dependence on Volkswagen will last for another 25 years.Chapter eight Law of Trust8.Read the case study and discuss the following questions:What arethe major problems the company confronts? The major problem is the conflict between modernization and expansion of facilities, essential to the company’s long-term success, and improved profits next year. In the case study, between the board and the managementare the conflict of present interests and the long term development. What can be done to address such conflicts?It requires the board and the management to trust each other to address the conflicts. Besides, the management has to trust each other in order towork out fea sible measures to satisfy the company’s long-term success, and improved profits as suggested by the high trust group in the simulation.The conflicts between the board and the management are quiet common. Try to tell the interests they represent respectively? The board represents investors’ or share holders’ interests and management represents the firm’s interests.The resultsof two trial groups are quite different. Do you think the resultsreflect the real situation of the negotiation?Yes, the results of high trust group and low trust group can be expected and reflect the real situation. Chapter nine Personal Styles vs. Negotiation Modes7. The point of the simulation is that students should keep their roles as American or Japanese negotiators as required bythe simulation. Thus the result of the simulation is not so important.8. Read case study and answer the following questions:(1) What is the possible personal style of the Chinese student in the case study? Her personal style is avoiding style because she doesnot state consent or objection openly and resists passively all the time by finding excuses, or changing topics or leaving the matters to others.(2) Compare the Chinese student’s personality withthat of Mr. Wang’s from New York Consumer’s Association.Do youagree that personality plays an important role in negotiations?Yes, certainly, but it does not mean that avoiding style has no merits at all. For instance, a person of avoiding style can frustrate efforts of a person of competing style effectively and makes the latter to make concession in the end.Chapter ten Game Theory and Negotiation Application7. Read the case study and discuss the following questions:The case study shows how we can make a decision when we are in a dilemma. Do you think you can apply the methodin your negotiation decision making?Yes , I agree because I willbe able to estimate the probability of the other party’s decision against or for me.When you are not sure of what to do, do you prefer to play head or tail or to make you decision based on a rational analysis?I would make my decision based on a rational analysis because to try one’s luck is risky. Chapter eleven Distributive Negotiation and Price Negotiation7. Read the case study and discuss the following questions:(1) How did the buyer find out theprice of the equipment was overvalued?The buyer did the cost analysis. (2) Point out those factors which make it possible for the buyer to make the cost analysis.They used the drawings of the equipment and broke it down item by item. They then sought two quotes for each item to try to establish a complete material cost. They then obtained the seller’s annual reports for the past five years. Material ratios, labor ratios, overheads, marketing costs andthe seller’s profit were calculated, and built into a fiscal mod el.Chapter twelve Complex NegotiationNegotiation simulation: Green Bank Tips for the negotiation simulation: both sides have a common interest of promoting sales of their product, so they may establish a sales promotion team consisting of both product development specialists and sales personnel.6. Read the case study and discuss the following questions:Why did industries in US go up against the government support to rescue the Chrysler Company from bankruptcy?US is by tradition a market economy, so it is widely believed that market has a final say in determining the fate of a company. What was the most powerful point of argument that Iacoccaused to persuade other congressmen?Employment rate. Iacocca declared at the congress hearing that the company had 140,000 employees and their dependents, 4,700 auto dealers and their 150,000 employees, 19,000 suppliers and their 250,000 employees, and all their families. The president of the House of Representatives made his last efforts supporting Iacocca by stating that he would spareno effort for 100 job opportunities not to say over one million jobs.Chapter thirteen Culture Patterns vs. Negotiation Patterns6.Do the simulation in this chapter. Follow the direction as required by the role and try to experience cultural differences in thecourse of the negotiation.The final agreement of the negotiationis reached based on mutual concessions. The World Bank officialsagreed not to refer to all detailed information but the most important numbers must appear in the document delivered to the villagers, such as how much they have to pay for the wter tariff. The Chinese project officials agreed to mention of water tariff and the contribution that villagers had to pay.7. Read the case study and discuss the following questions:（1）Why did Mr. Durand decide not to carry the Southern Candles product line?The reason is due to the mistakes Mr. Picard made.（2）Point out Mr. P icard’s culturalmistakes during his Paris visit after a research into the French culture.a. Picard believed he has a good understanding of the European culture based on his past trips to Europe to attend international trade shows. He was confident that his business experience in the US market would carry over to the European market. Manybusiness men make this same mistake. b. Mr. Picard was impressedto see the French business cards printed in English and French, which may mean that his business card was printed onlyEnglish. Intoday’s global business environment, business travelers should have business cards printed in their own language on one side andthe language of the country with whom they want to do business onthe other side. c. Unlike Americans, many cultures take long lunch breaks, but work later in the day. This is true in France as well most other European countries. d. The French are very socialconscious and tend to be formal and reserved. Mr. Picard’s takingoff his coat is considered too casual by French standards. e. The messages conveyed by nonverbal communication must be consideredwhen dealing with people from a different culture. Mr. Picard used the “okay” sign, which is inappropriate because in France the“okay” sign means zero. f. Mr. Picard’s blunders did not end at the business meeting. They carried over to the dinner party at Mr.Durand’s home. Roses are given at funerals. His mentioning business during the evening is not appropriate either because it isavery casual situation, although the French like to discuss business during lunch.g. Mr. Picard did not do any research about conducting business in France. Had he done so, he certainly would haverealized how nationalistic the French are. This fact alone wouldhave told him that Mrs. Dubois’s Canadian French was not an asset but a liability. When in France, one speaks Parisian French. Mr. Picard’s lack of cultural awareness and sensitivity led to Mr.Durand’s decision not to carry the Southern Candles products. Mr.Picard came across as bourgeois (middle class), which did not impress Mr. Durand, who was very social class conscious. (Remember,Les Belles Choses catered to an elite upper-class clientele.) In itially Mr. Durand saw Southern Candles as complementing his already exclusive line of products. However, his one-day experience with Mr Picard and his team (professionally and socially) made Mr.Durand realize that Mr. Picard was too uncouth to do business with.Case Study II How Giving Face Can Brew Success8. Reade study two and discuss the following questions:（1）How did understanding the Chinese culture help Benjamin achieve the final success of the negotiation? Try to point out the behavior of the Chinese negotiators the Benjamin feels different from his own culture.To understand the Chinese culture in business fields helps him win the brewery project, and later development in China.To sum upthe differences:Inviting four teams at the same time for them tocompete against each other;Chinese team members taking turns to talk with the four teams;Implicit and implied language;Crying poorsaying they had a limited budget;Enough patience for long time negotiation;Contract being considered as a ‘discussion document.’The Chinese expect y ou to ‘be like bamboo and bend with the wind.’...Try to explain the reason why the Chinese take so care of their faces? Do you also think keeping face is very important for you? Explain from the cultural perspective.How much do yound the Chinese negotiation culture? Does reading this case help you know more about your own culture? Chapter 14: Case Study ICNOOC acquiring Unocal Petroleum Company1. Case studyThe main reasonfor the failure of this acquisition is, first of all, the political risks in the United States, especially the interference of ant i-China forces in the US Congress. In addition, the acquisition involves an important industrial sector in the United States, namely the energy sector. More importantly, CNOOC is China''s third largest state-owned oil company, and its state-owned nature has become an important pretext for opposing Chinese enterprises investing in the United States, revealing the fact that the Chinese enterprises are exposed to increasing ideological risks in the United States.Risks in the economic and trade field, including the trade deficit between China and the United States, the strength of the RMB, the loss of assumed American jobs abroad, the rise in natural gas prices, and China''s worldwide acquisition of natural resources, are indirect reasons for the failure of this acquisition.From the Chinese side, the lack of sensitivity of the senior management of Chinese enterprises to the understanding of the political risks in the United States resulted in CNOOC’s entering into the acquisition process rashly. It was only after repeatedly encountering difficulties that it realized that thepolitical resistance in the US was so strong that it was impossible for them to accomplish the acquisition. 2. Enlightenment of the case study:From the economic perspective, CNOOC''s acquisition of Unocal was beneficial to both sides, and the result should be a win-win situation. However, with the rapid development of China''s economy and the growing strength of Chinese enterprises, the concerns and precautions of US politicians about China have increased. But, at the that time, China''s domestic circles from enterprises to academics were not keenly aware of the growing anti-China sentiment in the domestic political circles of the United States, and still believed that the United States was the most open economy, and investment in the United States was only an economic act, until CNOOC encountered a "man-made storm" and the acquisition was stifled. CNOOC''s failure also indicates the rise of political risk as a major one for Chinese enterprises engaging in economic activity in the US.。

商务英语期末试题及答案

商务英语期末试题及答案一、选择题（每题2分，共20分）1. What is the most common method of payment in international trade?A. CashB. Letter of CreditC. ConsignmentD. Barter答案：B2. Which of the following is not a function of a sales contract?A. To define the terms of the saleB. To serve as a legal documentC. To increase the sales volumeD. To specify the rights and obligations of the parties答案：C3. In business negotiations, what is the purpose of making a counteroffer?A. To reject the initial offerB. To show interest in the dealC. To indicate a willingness to compromiseD. To end the negotiation答案：C4. What is the meaning of "FOB" in international trade terms?A. Free On BoardB. Freight On BoardC. Full OverloadD. Forward Operating Base答案：A5. Which of the following is a benefit of using a franchise business model?A. Complete control over the businessB. Reduced risk due to established brand recognitionC. The ability to set your own pricesD. No need to follow the franchisor's business system答案：B6. What is the primary role of a business plan?A. To secure financingB. To provide a detailed roadmap for the businessC. To advertise the businessD. To serve as a legal document for the business答案：B7. In the context of business, what does ROI stand for?A. Return on InvestmentB. Risk of InvestmentC. Rate of InterestD. Revenue of Income答案：A8. What is the main difference between a sole proprietorship and a partnership?A. The number of ownersB. The type of business activitiesC. The legal structureD. The level of liability答案：A9. Which of the following is an example of a tangible asset?A. A brand nameB. A patentC. A piece of machineryD. A customer database答案：C10. What is the term used to describe the process of exchanging goods or services for other goods or services without using money?A. BarterB. TradeC. ExchangeD. Commerce答案：A二、填空题（每空1分，共10分）1. The term "B2B" stands for __________, which refers to business transactions between two businesses.答案：Business to Business2. In a business context, "SWOT" analysis stands for Strengths, Weaknesses, Opportunities, and __________.答案：Threats3. The process of evaluating a potential investment's profitability is known as __________ analysis.答案：Financial4. A __________ is a document that outlines the terms and conditions of a sale between a buyer and a seller.答案：Invoice5. The concept of "just-in-time" (JIT) inventory managementis often associated with the __________ production system.答案：Lean6. When a company's net income is divided by its total assets, the result is the __________ ratio.答案：Return on Assets (ROA)7. The __________ is the process of identifying and understanding the needs and wants of a target market.答案：Market Research8. A __________ is a type of contract where the ownership of goods is transferred to the buyer upon payment.答案：Sales Contract9. The term "due diligence" refers to the process of__________ before making a business decision.答案：Careful investigation10. In marketing, "4Ps" stands for Product, Price, Place, and __________.答案：Promotion三、简答题（每题10分，共20分）1. Explain the concept of "Net Present Value" (NPV) and its importance in investment decisions.答案：Net Present Value (NPV) is the difference between the present value of cash inflows and the present value of cash outflows over a period of time. It is used to analyze the profitability of an investment or project. NPV is important because it provides a method to compare the value of different investments, taking into account the time value of money. A positive NPV indicates that the investment is expected to generate more cash than the cost, making it a potentially profitable opportunity.2. Describe the role of a "Board of Directors" in a company.答案：A Board of Directors is a group of。

国际商务谈判试题及参考答案

国际商务谈判试题及参考答案国际商务谈判试题及参考答案一、判断题1、在国际商务谈判中，谈判者应该尽可能使用试探性方法来降低对方的不安全感。

（×）正确说法是：在国际商务谈判中，谈判者应该尽可能使用试探性方法来降低对方的不确定性和疑虑。

2、在国际商务谈判中，初次接触的双方往往采用直接谈判的方式，以示坦诚。

（×）正确说法是：在国际商务谈判中，初次接触的双方往往采用间接谈判的方式，以示尊重和谨慎。

3、当国际商务谈判陷入僵局时，可以通过改变谈判环境或者调整谈判组成员来打破僵局。

（√）正确说法是：当国际商务谈判陷入僵局时，可以通过改变谈判环境、调整谈判组成员或者采取其他策略来打破僵局。

4、在国际商务谈判中，文化背景对谈判的影响是最为重要的。

（×）正确说法是：在国际商务谈判中，文化背景对谈判的影响是最为重要的之一，其他因素还包括政治、经济、法律等方面。

5、在国际商务谈判中，谈判者应该避免将自己的意愿强加给对方，而是尊重对方的选择和观点。

（√）正确说法是：在国际商务谈判中，谈判者应该尊重对方的选择和观点，并通过沟通和协商来达成双赢的解决方案。

二、选择题1、下列哪个国家在国际商务谈判中倾向于采用直接谈判方式？（A）A. 美国B. 日本C. 德国D. 法国正确答案是：A. 美国。

美国人在商务谈判中倾向于采用直接、坦率的谈判方式，注重效率和质量。

2、下列哪一项不是文化背景对国际商务谈判的影响？（D） A. 语言沟通 B. 社交礼仪 C. 价值观 D. 产品标准正确答案是：D. 产品标准。

产品标准是根据行业标准或国际标准制定的，不受文化背景的影响。

3、在国际商务谈判中，下列哪个因素是最不重要的？（C） A. 文化背景 B. 政治环境 C. 个人性格 D. 经济条件正确答案是：C. 个人性格。

个人性格对谈判的影响相对较小，而文化背景、政治环境和经济条件等因素对谈判的影响更为重要。

4、下列哪个国家在国际商务谈判中倾向于采用间接谈判方式？（B）A. 美国B. 日本C. 德国D. 法国正确答案是：B. 日本。

国际商务谈判(答案及评分标准)

《国际商务谈判》参考答案及评分标准NOTE: Write your answer (s) on the Answer Sheet please.Ⅰ. Identify the following statements are True (T) or False (F). (40%)1 — 5: ( T ) , ( F ) , ( T ) , ( F ) , ( T );6 — 10: ( T ) , ( T ) , ( F ) , ( F ) , ( F ); 11—15: ( F ) , ( F ) , ( T ) , ( F ), ( T ); 16—20: ( T ) , ( F ) , ( T ) , ( T ) , ( T ); 21—25: ( F ) , ( T ) , ( F ) , ( F ) , ( F ); 26—30: ( F ) , ( F ) , ( F ) , ( F ) , ( T ); 31—35: ( T ) , ( T ) , ( T ) , ( T ) , ( F ); 36—40: ( T ) , ( F ) , ( T ) , ( F ) , ( T ); Ⅱ. Read the Case One below and make your comments about these phenomena.(30%）第1页共 2 页第 2 页共 2 页Ⅲ. Read the Case Two below and answer the following question. (30%） Question: If you were the negotiating scholar, please make some analysis and suggestions for the American company.评分标准：第I 题，1）本题满分为40分；2）每个选项1分，共40个选项，合计40分； 3）严格依照参考答案给分；第II 题，1）本题满分为30分； 2）给定答案为参考答案；3）依据参考答案，结合考生答案，可以灵活给分； 4）每个合理的comment 解释，可给5分；5）能答出5个合理的commen 解释，可给满分30分； 6）能答出5个以上合理的commen 解释，最多给满分30分； 7）每个不合理、或不正确的comment 解释，可给0分； 8）本题最多扣除30分；第III 题，1) 本题满分为30分； 2) 给定答案为参考答案；3) 依据参考答案，结合考生答案，可以灵活给分； 4) 每个合理的analysis 和suggestion ，可给5分；5) 能答出5个合理的analysis 和suggestion ，可给满分30分； 6) 能答出5个以上合理的analysis 和suggestion ，最多给满分30分； 7) 每个不合理、或不正确的analysis 和suggestion 解释，可给0分；8) 本题最多扣除30分；。

国际商法英语期末试题及答案

国际商法英语期末试题及答案一、选择题1. Which of the following is NOT a main source of international commercial law?A) International conventions and treatiesB) Domestic legislationC) Customary international lawD) Judicial decisions答案: B) Domestic legislation2. Which of the following is NOT an essential element of a valid contract?A) Offer and acceptanceB) ConsiderationC) CapacityD) Legality答案: C) Capacity3. In international trade, the "INCOTERMS" refer to:A) International copyright lawsB) International standards for product labelingC) International payment terms and shipping conditionsD) International tax regulations答案: C) International payment terms and shipping conditions4. Which of the following is a dispute resolution mechanism often used in international commercial contracts?A) MediationB) ArbitrationC) LitigationD) All of the above答案: D) All of the above5. The United Nations Convention on Contracts for the International Sale of Goods (CISG) applies to:A) Contracts for the sale of servicesB) Contracts for the sale of goods between parties in different countriesC) Contracts for the sale of goods within a single countryD) Contracts for the sale of goods between parties in the same country答案: B) Contracts for the sale of goods between parties in different countries二、简答题1. 请简要说明国际商法的定义和重要性。

国际商务沟通(英语)_南京财经大学中国大学mooc课后章节答案期末考试题库2023年

国际商务沟通（英语）_南京财经大学中国大学mooc课后章节答案期末考试题库2023年1.Example of oral communication is答案:telephone2.How to make audio-visual communication effective?答案:the pictures are colourful3.Written communication includes答案:reports & formsmunication saves time in答案:oral communication5.The most important part of the letter is答案:body of the letter6.The communication cycle, the process of re translation of signals into ideas iscalled答案:decoding7.The inside address should be written答案:above the salutation8.Reports from the subordinates to the superiors take the form of答案:upward communication9.Pictures, slides, films fall under答案:audio-visual communication10.Salutation答案:begins at left hand margin of the letter 11. A memo is an example for答案:internal communication12.Gesture is an example for答案:body language13.The term communis derived from______ word.答案:Latin14.Posters fall under _______ communication.答案:visual15.Physical Barriers to communication are答案:time and distance16.Conciseness means答案:brevity17.Post script appears in a letter ________.答案:never appears18.The information the receiver gets is called答案:message19.Contents of offers and quotation are答案:details of product20.The letter should be based on答案:you attitude21. A report is a basic management tool used in答案:decision making22.The official record of the proceeding of a meeting is called答案:minutes23.Letter of credit is issued答案:by bank24.The effective business letter must be答案:reader oriented25.__________is the system of shared values, beliefs, attitudes, and norms thatguides what is considered appropriate among an identifiable group of people.答案:Culture26.The aim of cross-cultural communication training is to ______.答案:create cultural ties27.The gap between the top and the bottom of the organisation's hierarchy canbe explained by _________.答案:Power distance28.Which one of the following reports can be a formal report?答案:An analytical report produced by a professional outside the organization. 29.Which of the following statements is correct about the writing style of formalreports?答案:Often use passive voice.30.Which of the following statements is correct about the writing style ofinformal reports?答案:Simple vocabulary with minimal jargon.31.Which of the following source does not belong to primary sources ofinformation gathering?答案:Literature review32.The front section of formal reports contains答案:Title Page, Letter of Transmittal, Table of Contents, List of Figures and Tables.33.Which of the following statements is wrong about the organization of themain section components?答案:In the indirect approach, conclusions and recommendations are presented before findings.34.Which of the following components is not a part of an informal proposal?答案:Executive summary35.Which of the following skills is not a non-verbal communication skill?答案:Speaking clearly and concisely36.Which of the following statements is wrong about the question-and-answerstage of an interview?答案:You should wait until the interviewer finishes asking all questions before you answer them one by one.37.Which of the following statements is wrong about the close stage of aninterview?答案:You should be told, but not ask the interviewer what you should do next. 38.Which of the following statements is correct about a letter of acceptance?答案:You should let the receiver see your positive attitude and enthusiasm for the job.39.Which of the following statements is incorrect about the letter of rejection?答案:You do not have to explain why you are declining the offer.40.Which of the following statements is incorrect about the letter of resignation?答案:At least a four-week notice is expected before submitting the letter.41.It is standard in emails to include a first (given) name or a full name,depending on the degree of formality.答案:正确42.“We shall give you a discount on orders of Rs. 50,000/- or more within thesame calendar month.” This sentence can be from a quotation reply.答案:正确43.Ability to communicate means being able to give a proper speech.答案:错误44.The crucial element of communication is sender.答案:错误45.Internal communication policy needs to be carefully planned to preventspread of information.答案:正确46.Non-verbal communication is mostly intended.答案:错误47.Oral communication requires that both parties should be present andattentive at the same time.答案:正确munication that tries to increase the number of receivers is masscommunication.答案:正确49.Uncertainty avoidance reflects the degree to which members of a culture feelthreatened by ambiguous situations and how much they try to avoid them.答案:正确50.Power distance refers to the extent of the gap between in-groups and out-groups influence on communication.答案:错误。

国际商务谈判-英文版-期末试卷答案

Negotiations谈判： A negotiation is a process of communication between parties to manage conflicts in order for them to come to an agreement, solve a problem or make arrangements.Conflicts冲突：A conflict is dispute, disagreement or argument between two or more interdependent parties who have different and common interests.Stakes利益：Stakes are the value of benefits that may be gained or lost，and the costs that may be incurred or avoided.Information信息: Information is generally esteemed as a valuable commodity in a sense that it has power to reduce uncertainty。

Power能力: is a social phenomenon ,which endows people with control Negotiation power谈判力：Negotiation power is the ability that one negotiator can make use of to control over and affect the other side's decision making and to resolve the dispute and attain the target of negotiation。

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:。

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Negotiations谈判: A negotiation is a process of communication between parties to manage conflicts in order for them to come to an agreement, solve a problem or make arrangements. Conflicts冲突: A conflict is dispute, disagreement or argument between two or more interdependent parties who have different and common interests.Stakes利益: Stakes are the value of benefits that may be gained or lost, and the costs that may be incurred or avoided. Information信息: Information is generally esteemed as a valuable commodity in a sense that it has power to reduce uncertainty.Power能力: is a social phenomenon ,which endows people with controlNegotiation power谈判力: Negotiation power is the ability that one negotiator can make use of to control over and affect the other side’s de cision making and to resolve the dispute and attain the target of negotiation.Trust信任: trust means increasing your vulnerability to another person whose behavior is not under your control in a situation in which the penalty, lose or deprivation you would suffer if the other person abuses or fails to protect your vulnerability is substantially greater than the benefits, reward or satisfaction you would gain if the other person fulfills or protect your vulnerability.Distributive Negotiation两分法谈判: the most common kind in business activities, are also named as “zero-sum games” because the sum of the two parties’ interests are constant, which means A gain is at the expenses of B’s interests. Coalition谈判联盟: A coalition is defined as two or more parties from different political, social or economic groups coordinate their actions or combine their resources to achieve a particular aim because they believe that together they will have a better chance of reaching their goals the separately. Culture文化: Culture is also defined as an integrated system of learned behavior patterns that are characteristic of the members of any given society.Negotiation produce 谈判程序步骤1.introduction of team member2.negotiation agenda and its arrangement3.formal negotiation4.wrapping upnegotiation produce structure 谈判程序的结构1.determine interests and issues2.design and offer options3.introduce criteria to evaluate options4.estimate reservation points5.explore alternative to agreement6.reach an agreementstructure of business negotiation 贸易谈判的机构inquiry---offer---counteroffer—acceptancetarget level谈判三种目标1.desirable target :is what negotiations wish to attain butin reality ralelyreach2.acceptable target :is what negotiation make all efforts toachieve3.bottom target :is what negotiations will defend andsafeguard which all their efforts信息的直接用途：problem solving信息的间接用途：strategic planningWhere to collect information信息的收集渠道1.international organizationernments3.service organization4.directories and newsletters5.online serviceFour cause of unwilling?不愿意做谈判准备的原因？ck of sensitivity2.limited cognitionck of familiarty4.inactivity and gambling mindfour steps 谈判准备的步骤？1.target decision2.collecting information3.staffing negotiation teams4.choice of negotiation venueswhen is the third party desired?什么时候选择第三方加入谈判？1.power is relatively lower than other counterpart2.relationship deteriorates and communicate close in adeadlock3.negotiation goes impasse and no alternative available4.established norms and standards hinder the processWhen to choose third party’s venue(何时选择第三方谈判地点)：1) First, the two negotiating parties are hostile and antagonistic to each other, or even engaged in a fighting against each other.2) Second, negotiation goes into an impasse and no sign of rapprochement, impossible to carry on negotiation in neither party’s place.3) Third, a dispute is stirred up when both parties strongly demand to host the negotiation.Win-win model 双赢模式1.determine each party’s own interest and needs2.find out the other party’s interests and demands3.discuss the possibilities of making concession4.reach on agreement of compromising or declare failure win—lose model 输赢模式1. Determine each party’s own interests and stance2.Defend one’s own interests and stance3.Discuss the possibilities of making concession4.Reach on agreement of compromising or declare failure Collaborative Principled Negotiation four basic components(合作原则谈判的四个准则)：1.people: separate the people from problem2.interests: focus on interests but not positions3.gaining: invent options for mutual gain4.criteria: introduce objective criteriahow to tell a criterion is objective 如何客观品评判标准1.independent of wills and free from sentimental influence2.valid and realistic3.at least theoretically accepted by both sideshow to standards for successful negotiation判定谈判成功与否的标准1.satisfy the both valid interests, resolve the conflicts,protect interests2.highly efficient3.improve the relationshipneeds theory 需求理论五种1.physiological needs2.safety needs3.love and belonging needs4.esteem needs5.needs to for self-actualization6.needs to know and understand7.aesthetic needslaw of two level game 双层法规level 1 international level :relationship of interests and chances of success of negotiationNo change success possible success increasingLevel 2 domestic level :win—sets, the sets gain the necessary majority among the constituentsConclusion：the larger win—sets make the more likely an agreement at level 1the smaller win—sets can be a bargaining advantage for a country at level哪些因素影响谈判力：1.motivation: A party’s power is increasing with decreasingof its motivation or the greater a party’s motivation is ,the weaker its relative.2.dependence: A party’s power is diminishing with increasingof its dependence on the other party3.substitutes: one party’s independence increase and thus itspower is strengthened when there are more substitutes available for considerationHow to stimulate motivation(如何刺激对方的动机)：1.offering inducements2.demonstrating attractiveness3.getting external third party back4.placing a time limitHow to increase substitutes(如何增加拟方替代)：1.has alternatives which allow operating without the other party2.absorb the escalating cost of conflict3.can continue despite the other party’s discouraging effects on its supporterse expert counsel, persuasion, communication and legal, historial or moral precedents to gain access to alternative Determinants Affecting a person’s trustful or mistrustful behavior(影响人的信任或不信任行为的决定因素)：1. Unchangeable Elements: 1) childhood education; 2) professional or special training2. Changeable Elements: 1) past credit reward; 2) competence of others to perform a task 3) intentions of others; 4) reward systemEffect or trust 信任的效应结论Trust stimulates intellevtual development and originality, and leads to greater emotional stability and self-control. trust facilitates accepts and open of expression for establishing sound relationship among negotiating team members as well as between negotiating parties. Negotiations based conversely, mistrust provokes rejection and defensireness, damages vollaboration in a group with wish high level of mistrust, members signal of mistrust and expect mistrust from others, thus produce law level of trust.AC Model:1. Competing: mono policing; not listening; exaggerating; attacking2. Collaborating: sharing information & understanding; enlict finding a creative solution; cooperation; during3. Compromising: rushing to settle; pragmatism; seeking middleground; setting for less optional solution4. Avoiding: skipping meetings; avoid people; withholding information; delaying5. Accommodating: shading the truth; giving in; bending rules; appeasing结论：the more stakes and power, the more assertiveness depends on alignment of interest and relationship; the more mutual interests and the more mutual trust, the more cooperativeness 一次囚徒和多次囚徒的结论--one-short prison’s dilemma game rarely leads to cooperation --iterated prison’s dilemma games lead to cooperation and high trust两分法分类：reward system; relationship; tangible issues; assumptions; strategy usedHow to build a coalition(怎样建立谈判联盟)：1.Setting coalition targets：(1) parties who can join;(2) parties who may join;(3) parties who might join2. Building coalitions:(1) Understand the target parties’ interests(2)Appeal the target parties(3)Alert the target partiesHow to manage the coalition(怎样掌控谈判联盟)：1) Development a collective stance and view2) Clarify differences.3) Keep internal warring factor apart.4) Highlight real interests and deflate unrealistic expectations.Third parties第三方的种类1. conciliator function: go-between or matchmaker2. facilitator focus: process—focus--oriented function: listen, ask them to do, release blocks to the process3. mediator focus: process—focus--oriented content—focus--oriented function: listen, work together with parties4. arbitrator focus: content—focus--oriented function: listen, control the negotiation; develop his own solution ifneeded5. executive。