国际商务谈判参考答案

Keys to the exercises

Chapter 1 Fundamentals of International Business Negotiation Communication Exercises

1. Change the sentences from negative to positive.

1) I want a job.

2) I work hard.

3) My job is terrific.

4) This office is great.

5) My co-workers are super.

6) The Personnel Director is nice.

7) My health is good.

8) My attitude is positive.

9) I make a good impression.

10) I understand.

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

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

b) I hope you don’t mind if Miss Li sits in during the negotiation?

c) Perhaps we could take a break now. Is that OK?

d) Could we look at these three areas this morning?

e) I would like to go through the written offer clause by clause, if that’s OK?

f) Do you mind if I answer your questions at the end?

3. What is meant by “negotiation”? How would you define “negotiation”?

A negotiation is a meeting in which both parties need each other’s agreement to reach a specific objective. It is the mechanism by which people trade things of value in a civilized manner. Negotiation depends on communication. It occurs between individuals acting either for themselves or as representatives of organized groups. Negotiations are very much part of working and home life. Negotiations could be either internal or external, long or short, formal or informal. The goal of negotiation is not to win but to succeed. The mechanism of successful negotiation is collaboration.

In negotiations, both parties should know

----why they negotiate

----who they negotiate with

----what they negotiate about

----where they negotiate

----when they negotiate

----how they negotiate

4. Fill in the blanks

human, negotiable, interest, giving, trust

5. Answer the following questions

1) Physical or survival needs; Security and safety needs; Social needs; Ego or

esteem needs; Self-realization needs

2) Exploration, bidding, bargaining, settling and ratifying

.

6. Put the following into English

1) Are you negotiable?

2) I’m sure there is some room for negotiation.

3) Before we have anything to negotiate, you have to make me an offer.

4) We could add it to the agenda.

5) Would anyone like something to drink before we begin?

6) See what I can do.

7) I would if I could.

8) I know I can count on you.

9) We’ll come out from this meeting as winners.

10) I’ll try to make you happy.

7. True or false

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

5) F (bargaining stage)

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

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