国际商务谈判参考答案Word格式文档下载.docx

国际商务谈判参考答案Word格式文档下载.docx

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2.Changeoraddtothesesentencessothattheydonotjuststatewhatyouwant,butinviteyournegotiatingpartner’sopinion.

a）Couldwefinishatfive---ifthat’sallrightwithyou?

b）Ihopeyoudon’tmindifMissLisitsinduringthenegotiation?

c）Perhapswecouldtakeabreaknow.IsthatOK?

d）Couldwelookatthesethreeareasthismorning?

e）Iwouldliketogothroughthewrittenofferclausebyclause,ifthat’sOK?

f）DoyoumindifIansweryourquestionsattheend?

3.Whatismeantby“negotiation”?

Howwouldyoudefine“negotiation”?

Anegotiationisameetinginwhichbothpartiesneedeachother’sagreementtoreachaspecificobjective.Itisthemechanismbywhichpeopletradethingsofvalueinacivilizedmanner.Negotiationdependsoncommunication.Itoccursbetweenindividualsactingeitherforthemselvesorasrepresentativesoforganizedgroups.Negotiationsareverymuchpartofworkingandhomelife.Negotiationscouldbeeitherinternalorexternal,longorshort,formalorinformal.Thegoalofnegotiationisnottowinbuttosucceed.Themechanismofsuccessfulnegotiationiscollaboration.

Innegotiations,bothpartiesshouldknow

----whytheynegotiate

----whotheynegotiatewith

----whattheynegotiateabout

----wheretheynegotiate

----whentheynegotiate

----howtheynegotiate

4.Fillintheblanks

human,negotiable,interest,giving,trust

5.Answerthefollowingquestions

1）Physicalorsurvivalneeds;

Securityandsafetyneeds;

Socialneeds;

Egooresteemneeds;

Self-realizationneeds

2）Exploration,bidding,bargaining,settlingandratifying

.

6.PutthefollowingintoEnglish

1）Areyounegotiable?

2）I’msurethereissomeroomfornegotiation.

3）Beforewehaveanythingtonegotiate,youhavetomakemeanoffer.

4）Wecouldaddittotheagenda.

5）Wouldanyonelikesomethingtodrinkbeforewebegin?

6）SeewhatIcando.

7）IwouldifIcould.

8）IknowIcancountonyou.

9）We’llcomeoutfromthismeetingaswinners.

10）I’lltrytomakeyouhappy.

7.Trueorfalse

1）T2）T3）T4）F（Everythingisnegotiable.）

5）F（bargainingstage）

6）F（Donotoften.Sometimestheywillfollowthesequencenoneaspectofthedealandthenstartalloveragainonasecondaspect.）

7）T

8）F（Maynot.Becauseeithersidemaybewilingtosaywhatitthinksortakeapositionandsticktoit）

9）T10）

Negotiationskills

1.（omitted）

2.Whataretheelementsofasuccessfulnegotiationprocess？

Therearesevenbasicelementsthatshouldbeconsideredwhenanalyzingthenegotiationprocess:

a.Therelationshipamongtheparties.

b.Theparties’interests--whytheyneedtoreachtheirstatedobjectives

c.Anunderstandingofthechoicesavailableifthepartiescannotreachagreement,oftencalledtheirBATNA--BestAlternativeToaNegotiatedAgreement

d.Creativitywhichwillexpandthebargainingchoicesamongwhichthepartiescanchoosetoreachagreement

e.Fairness--apersonwhonegotiatesunfairlymaybeabletoforceanagreement,butthe‘forced’partywillbereluctanttofulfilltheirshareoftheagreement

f.Whethercommitmenthasbeenreached.Willthepartieseachfeelcommittedtodoingwhattheyhaveagreed?

Iseachpartycapableoffulfillingtheirshareofthedeal?

g.Negotiationisallaboutcommunicatinginformation.Ifonepartyknowseverythingthenwhydotheyneedtonegotiatewithanyoneelse?

Andthefoundationofgoodnegotiationispreparation.Bepreparedandthenegotiationwillbringaresultthatreallyworks.Ifwellpreparedyouarelessvulnerabletosurprise,andthatincreasesthelikelihoodyou’llbehappywiththeresult.

3.Yourclientcomesintoyourofficeandisexceedinglygrumpyanddifficulttotalkto.Howdoyouapproachyourclientsoastomakeyourmeetingasproductiveaspossible?

Answer:

（e）

Whentheclientisgrumpy,theiremotionswillinevitablycloudtheirjudgmentandmakeitdifficulttointeractwiththemonsubstantivematters.Atthesametime,iftheyareexperiencinganger,itisimportanttoensurethemthatweunderstandthattheyareupset.Byacknowledgingtheclient’sangerandofferingourassistance,theclientwillfeelasthoughweareonthe"

sameside"

andtreatusasfriendsandcontinuetodirecttheirangerelsewhere-allowingustofocusonthesubstantiveissues.

Chapter2ProperBehaviorsinInternationalBusinessNegotiation

CommunicationSkills

1.Whatwouldyousayif…

a.Thankyou./No,afteryou.

b.Thanks.I’llneedit.

c.Thanks.That’sverykind.

d.Thanksforcomingalltheway.

e.Thanksforhelping.Thatwasverykindofyou.

f.Thankyouforthinkingofme,butI’mafraidIcan’ttakeit.

2.Answerthefollowingquestions.

（1）Onlyabouthalfofwhatheorsheheard

（2）Notonlydoesnotetakingforceyoutolistencarefully,butitalsopsychologicallythrowsthespeakeroffthebalancewhenheorsheseesyounoddingandfuriouslywritingawayandhavingarecordofallthefactsandbasicallyeverythingsaid.Afurtherbenefitofnotetakingisthatyouhavetheperfectexcusetoavoideyecontactifyouareafraidtorevealyourreactionstosomeone’sproposals

（3）Questionsappeartobeabletobedividedintofivebasicfunctions:

Causeattention.

Getinformation.

Giveinformation.

Startthinking.

Bringtoconclusion.

（4）Therearetwowaystoassureahighdegreeofreliabilityforanswerstoyourquestions.Onewayistolaythefoundationforaskingthem.Thesecondisthroughtheuseofthetacticcalled“bipolarquestioning.”

（5）Afirmhandshakegivestheimpressionofquietconfidenceandsaysthatthispersonisgladtomeetyou.

3.Choosethebestanswer.

（1）D

（2）C（3）B（4）A（5）（6）D（7）B（8）C（9）A（10）A

4.TranslatethefollowingintoEnglish.

（1）There’sagreatdemandforournewproduct.

（2）Thisproducthasgoodprospects.

（3）Weneedtotalkaboutthebasictermsofthetransaction.

（4）Ifyourpricesarereasonableandthequalityissatisfactory,weshallplacesubstantialorderswithyou.

（5）It’sunwiseforbothofustoinsistonhisownprice.Canweeachmakesomeconcession?

（6）Ifyoucannotreduceyourprice,we’drathercallthewholedealoff.

（7）Ifyouwanttoexpandyourbusinessinthismarket,youhavetotakeflexiblewaysinadoptingpaymentterms.

（8）Weregretthatwecannotacceptyourdemandfordirectshipment.

（9）Thisproducthasmanyadvantagescomparedtoothercompetingproducts.

（10）I’mverygladthatwehavefinallycometoanagreement.We’llgoontoothertermsandconditionstomorrow.Isitallrightwithyou?

5.Trueorfalse.

（1）F

（2）T（3）F（4）T（5）F（6）T（7）F（8）F（9）F（10）T

NegotiationSkills

1.Thepersonyouarenegotiatingwithcontinuallyrepeatsthesameargumentdespitethefactthatyouhavegiventhemanumberofcounterarguments.Whatdoyoudotomovethenegotiationforward?

（a）

Oneofthemostpowerfultoolsinnegotiationishowtolistentowhattheotherpartyissaying.Veryoften,wearetoofocusedonthepointswearetryingtogetacrosstolistentowhatourcounterpartsaretryingtosay.

Ifpeoplekeeprepeatingthemselves,theyaresubconsciouslysendingasignalthattheyfeelwhattheyaresayingisimportant.Andtheywantustoacknowledgethatwehaveheardandunderstandthem.

Accordingly,thebestthingtodointhissituationistorephrasewhattheykeeprepeatingandaskthemifwehaveaccuratelyrestatedtheirpoint.Onlywhentheyfeelasthoughtheyhavebeenheardwilltheybeabletolistentous

Effectivelisteninginvolvesmuchmorethansimplyhearingandunderstandingwhatthecounterpartissaying.Effectivelisteningisasetoftoolsandtechniqueswhichexpertnegotiatorsusetogaincontrolofthenegotiationandturnittotheiradvantage.

2.Whatarethekeycommunicationskillsusedinnegotiation?

（omitted）

Chapter3ChoosingtheNegotiationTeam

1.Whatisthemoreindirectquestionorstatementbehindthefollowingsentences?

a.I’mnotentirelyconvincedbytheseforecasts.

b.We’dliketoknowsomethingaboutyourplanning.

c.I’dbeinterestedtohearabitaboutpayment.

d.Yourcostscouldcauseoneortwoproblems.

e.Perhapswecouldtalkalittlebitaboutfigures.

f.Thatfigurelooksalittleonthehighside.

g.Deliveryisanareawhichwe’dliketoexplorealittlefurtherwithyou.

h.I’dliketoknowmoreaboutyourmanagementstructure.

1.Writethenameofthepositionintheblank.

1）CEO/thepresident

2）AssistantManager,Europe

3）PurchasingClerk

4）PersonnelAssistant

5）Vice-President,Administration

3.（omitted）

4.（omitted）

5.Fillintheblanks

1）maximum

2）observers;

advisers;

speaking;

training

6.TranslatethefollowingintoEnglish

1）Negotiationisateamsport.

2）Thenegotiator’sfunctionistonegotiate,whilethefunctionalspecialistsprovidespecialistadviceorinformation.

3）Theteamleaderisthepersonwhogeneratesenthusiasminhisteamtomaintainsthemoraleunderallconditions.

4）Theteammembersmustlearnthattheopponentanditsrepresentativesareadversariesalthoughtheymaybefriendly.

5）I’mafraidyouarenotinourballpark.

6）Excuseme,butitseemstomewe’regivinguptoomuchinthiscase.

7）That’stoogreatafinancial