国际商务谈判参考答案

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1、KeystotheexercisesChapter1FundamentalsofInternationalBusinessNegotiationCommunicationExercises1.Changethesentencesfromnegativetopositive.1)Iwantajob.2)Iworkhard.3)Myjobisterrific.4)Thisofficeisgreat.5)Myco-workersaresuper.6)ThePersonnelDirectorisnice.7)Myhealthisgood.8)Myattitudeispositive.9)Ima

2、keagoodimpression.10)Iunderstand.2.Changeoraddtothesesentencessothattheydonotjuststatewhatyouwant,butinviteyournegotiatingpartner’sopinion.a)Couldwefinishatfive---ifthat’sallrightwithyou?b)Ihopeyoudon’tmindifMissLisitsinduringthenegotiation?c)Perhapswecouldtakeabreaknow.IsthatOK?d)Couldwelookatt

3、hesethreeareasthismorning?e)Iwouldliketogothroughthewrittenofferclausebyclause,ifthat’sOK?f)DoyoumindifIansweryourquestionsattheend?3.Whatismeantby“negotiation”?Howwouldyoudefine“negotiation”?Anegotiationisameetinginwhichbothpartiesneedeachother’sagreementtoreachaspecificobjective.Itisthemechani

4、smbywhichpeopletradethingsofvalueinacivilizedmanner.Negotiationdependsoncommunication.Itoccursbetweenindividualsactingeitherforthemselvesorasrepresentativesoforganizedgroups.Negotiationsareverymuchpartofworkingandhomelife.Negotiationscouldbeeitherinternalorexternal,longorshort,formalorinformal.T

5、hegoalofnegotiationisnottowinbuttosucceed.Themechanismofsuccessfulnegotiationiscollaboration.Innegotiations,bothpartiesshouldknow----whytheynegotiate----whotheynegotiatewith----whattheynegotiateabout----wheretheynegotiate----whentheynegotiate----howtheynegotiate4.Fillintheblankshuman,negotiable,

6、interest,giving,trust5.Answerthefollowingquestions1)Physicalorsurvivalneeds;Securityandsafetyneeds;Socialneeds;Egooresteemneeds;Self-realizationneeds2)Exploration,bidding,bargaining,settlingandratifying.6.PutthefollowingintoEnglish1)Areyounegotiable?2)I’msurethereissomeroomfornegotiation.3)Befor

7、ewehaveanythingtonegotiate,youhavetomakemeanoffer.4)Wecouldaddittotheagenda.5)Wouldanyonelikesomethingtodrinkbeforewebegin?6)SeewhatIcando.7)IwouldifIcould.8)IknowIcancountonyou.9)We’llcomeoutfromthismeetingaswinners.10)I’ll