国际商务谈判参考答案.pdf

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1、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)

2、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

3、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 woul

4、d 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 th

5、emselves 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

6、、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;Securit

7、y and safety needs;Social needs;Ego or esteem needs;Self-realization needs 国际商务谈判参考答案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

8、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

9、)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、)7)T 8)F(May not、Because either side may be wiling to say what it thinks or take a position and stick to it)9)T 10)Negotiation skills 1、(omitted)2、Wh

10、at 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 objectives c.An understanding of the choices availa

11、ble if the parties cannot reach agreement,often called their BATNA-Best Alternative To a Negotiated Agreement d.Creativity which will expand the bargaining choices among which the parties can choose to reach agreement e.Fairness-a person who negotiates unfairly may be able to force an agreement,but

12、the forced party will be reluctant to fulfill their share of the agreement f.Whether commitment has been reached、Will the parties each feel committed 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

13、 party knows everything then why do they need to negotiate with anyone else?文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH

14、4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT

15、8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码

16、:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6

17、HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1

18、ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档

19、编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7国际商务谈判参考答案And the foundation of good negotiation is prep

20、aration、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 appr

21、oach 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 t

22、hem 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 Behav

23、iors in International Business Negotiation Communication Skills 1、What would you say ifa.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 i

24、t、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 psychologically 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 b

25、asically 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:Cause attention、Get information、Give information、

26、Start thinking、Bring to conclusion、(4)There are two ways to assure a high degree of reliability for answers to your questions、One way is to lay the foundation for asking them、The second is 文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1

27、 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文

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32、P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6

33、U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7国际商务谈判参考答案through the use of the tactic called“bipolar questioning、”(5)A firm handshake gives the impression of quiet confidence and says that this 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)A 4、

34、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 place substantial orders with you、(5)It s unwise

35、 for both of us to insist on his own price、Can we each make some concession?(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 ways in adopting payment terms、(8)We regret that we cannot accept your de

36、mand 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 other 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 Negotiat

37、ion Skills 1、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 part

38、y 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

39、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 us Effective listening involves much

40、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?(omitted)Chapter 3

41、 Choosing the Negotiation Team 文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10

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47、U3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7文档编码:CU3D1S9P2C6 HH4E10M6U7H1 ZT8B5O6P8M7国际商务谈判参考答案Communication Exercises 1、What is the more indirect question or statement behind the follow

48、ing 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 sid

49、e、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 president 2)Assistant Manager,Europe 3)Purchasing Clerk 4)Personnel Assistant 5)Vice-President,Administration 3

50、、(omitted)4、(omitted)5、Fill in the blanks 1）maximum 2)observers;advisers;speaking;training 6、Translate the following into English 1)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 t