国际商务英语谈判答案(全).doc

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1、KeystotheexercisesChapter1FundamentalsofInternationalBusinessNegotiationCommunicationExercises1.Changethesentencesfromnegativetopositive.1)Iwantajob.2)Iworkhard.3)Myjobisterrific.4)Thisofficeisgreat.5)Myco-workersaresuper.6)ThePersonnelDirectorisnice.7)Myhealthisgoo

2、d.8)Myattitudeispositive.9)Imakeagoodimpression.10)Iunderstand.2.Changeoraddtothesesentencessothattheydonotjuststatewhatyouwant,butinviteyournegotiatingpartner’sopinion.a)Couldwefinishatfive---ifthat’sallrightwithyou?b)Ihopeyoudon’tmindifMissLisitsinduringthenegotia

3、tion?c)Perhapswecouldtakeabreaknow.IsthatOK?d)Couldwelookatthesethreeareasthismorning?e)Iwouldliketogothroughthewrittenofferclausebyclause,ifthat’sOK?f)DoyoumindifIansweryourquestionsattheend?3.Whatismeantby“negotiation”?Howwouldyoudefine“negotiation”?Anegotiationis

4、ameetinginwhichbothpartiesneedeachother’sagreementtoreachaspecificobjective.Itisthemechanismbywhichpeopletradethingsofvalueinacivilizedmanner.Negotiationdependsoncommunication.Itoccursbetweenindividualsactingeitherforthemselvesorasrepresentativesoforganizedgroups.Ne

5、gotiationsareverymuchpartofworkingandhomelife.Negotiationscouldbeeitherinternalorexternal,longorshort,formalorinformal.Thegoalofnegotiationisnottowinbuttosucceed.Themechanismofsuccessfulnegotiationiscollaboration.Innegotiations,bothpartiesshouldknow----whytheynegoti

6、ate----whotheynegotiatewith----whattheynegotiateabout----wheretheynegotiate----whentheynegotiate----howtheynegotiatemechanism[5mekEnizEm]n.----aprocessbywhichsomethingisdoneorcomesintobeing途径4.Fillintheblankshuman,negotiable,interest,giving,trust5.Answerthefollowing

7、questions1)Physicalorsurvivalneeds;Securityandsafetyneeds;Socialneeds;Egooresteemneeds;Self-realizationneeds2)Exploration,bidding,bargaining,settlingandratifying.6.PutthefollowingintoEnglish1)Areyounegotiable?2)I'msurethereissomeroomfornegotiation.3)Beforewehaveanyt

8、hingtonegotiate,youhavetomakemeanoffer.4)Wecouldaddittotheagenda.5)Wouldanyonelikesomethingtodrinkbeforewebegin?6)SeewhatIcando.7)Iwouldif