商務(wù)英語(yǔ)談判考題

PAGEPAGE3湖北三峽*************學(xué)院2011年春季學(xué)期《商務(wù)英語(yǔ)談判》試卷適用班級(jí) 考試班級(jí)

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學(xué)號(hào) 題號(hào)題號(hào)實(shí)得分閱卷人一二總得分復(fù)核人一、Composition（50分）Casestudyrepresentashoemanufacturer.latestproductistheso-calledboots.Thebootsthemselvescontrolthetemperatureinsideautomaticallythroughfrictionandrubbingofyourfeetagainsttheinnersideapair.NowanAmericanbusinessmanwantstoplaceanforyourshoes,butthepricehecounter-offersisonl＄48apair.Nowyouarenegotiating.Questions:WhatshouldyoulearnbeforeyoubegintobargainwiththeAmericanbuyer’steam?Doyoureallybelieve＄48apairishisminimumlevel?Why?第1頁(yè)（共3頁(yè)）CasestudyOnoneoccasionwereceivedaproposalfromacompanythatwasinterestedindoingworkforaclientofoursasasubcontractor.Westudiedtheproposalverycarefullyanddecidedthattherewerefourteenpointsthat wewouldliketowin.Whilenotallfourteenwerecrucialtous,ifwecouldwinthemitwouldprovideaparticularlysatisfactoryoutcomeforourclient.Thenegotiationwasundertakenatouroffice.Whenthestaffarrived,wegreetedthemwarmly.Oncetheywerecomfortablyseated,wesaid:proposalisexcellent,andwearedelightedwithit.Butthereareforty-onepointsthatwehavetodiscussifwearetoreachagreement.Wouldyouliketowritethemdown?”Thesubcontractor’snegotiatorsdutifullylistedtheissues.Whenwereachedpointforty-onewesimplysaid,“Canwestartwithnumberone?”Thenwewentstraightintonegotiation.Notecarefullythedynamicsofthesituation.Thesubcontractor’sstaffhavejustbrokenguidelinethreeandwerenownegotiatingforty-onepointsthattheyareneverseen,plannedandpreparedforbefore.What’smore,twenty-sevenofthosepointserefigmentsofourimagination.Wesimplymadethemup.Weusedthemtocreateroomtomaneuverandtocontroltheagenda.Thesubcontractorwontwenty-sevenpointsandwewononlyfourteen.第2頁(yè)（共3頁(yè)）Th