商務(wù)英語綜合教程第四冊Unit-6-Negotiation-Strategies課件

Unit6

NegotiationStrategies

Warm-upActivitiesI.Pairworks

Thinkaboutwhatyoushoulddoinanegotiationandtalkwithyourpartner.II.Groupwork

Businessnegotiationisaveryimportantoccasioninacorporation’soperation.Workinsmallgroups,discussingtheroleofnegotiationinbusinessandwhatareimportantinbusinessnegotiation.III．Thinkaboutandthenmakealistofalltheimportantpointswhichyouhavediscussed.

2.ThelowerpricestrategyThisstrategyisalsocalledJapaneseoffer,whichistoproposealowerpricethanactualrequirementsofone’sownstartingpointofnegotiationsatfirst,soastoattractothersandtrytodefeatopponentsofitskindfirst,andthenhavegenuinenegotiationswiththerealsellerwhoistemptedtoengagein,forcingthemtocompromise.Thisstrategyismoresuitablewhenmasscontentsinthetransactionorwholesetsofequipmenttransaction,ortheopponents’negotiationsskillsisweakanddonotquiteunderstandthemarketconditions.2.PricesegmentationstrategyThestrategyisatechniqueofpricedecomposition,thequantityofgoodsortheusingtimeactingasdivisor,andcommoditypricesasdividend,comingupwithlowprice,sobuyersfeltcheapwithahighpriceinthefirstplace.

3.TheadditionbiddingstrategyAdditionbiddingstrategyisinbusinessnegotiations,sometimeshighpriceswillscareawaycustomers,thesellerputthepricedownintoseverallevels,andgraduallyraisedtoanumberofquotations,andfinallystillequaltothepriceone-timehighquoted.4.DifferencesquoteDifferencesquoteisadoptingdifferentstrategiesonaccountofthenatureofcustomerbusinesspurchaseamount,transactiontime,differentmethodsofpayment,etc.Thispricedifferencereflectsthemarketdemandofcommodityintradingandshouldbepaidattentiontouse.5.PriceComparisonPriceComparisonreferstothrowmorepriceoffersofthesamecommodity,whicharebeneficialtothebuyerhimself,tosetupapriceframeofreference,thencomparethetradinggoodsandsimilarproductsofthesebusinessesintheperformance,quality,serviceandothertradingconditionstomademoreconducivetotheside,andasthebasisforthepartyaskingprice.Textanalysis1.Suchsessionsarelikelytobecomereactiveandmeanderingmeetingsratherthanbeingproactivewithspecificgoalsinmind.這樣的會(huì)議并不能使人在頭腦中形成明確的目標(biāo)并采取主動(dòng)，而是很容易就會(huì)起到反作用并使得談判變得迂回曲折。Sessionn.會(huì)議；（法庭的）開庭；（議會(huì)等的）開會(huì)；學(xué)期；講習(xí)會(huì)例：Thelegislativesessionproroguedyesterday.立法會(huì)議昨天休會(huì)。Thisquestionwillcomeforwardatthenextsession.這個(gè)問題將在下次會(huì)議上被提出討論。Itseemsthatthesuithastohangovertillitsnextsession.看來這個(gè)訴訟案得留到下次開庭時(shí)處理了。Phraseplenarysession全體大會(huì)insession在開庭；在開會(huì)；在上課sessionkey會(huì)話密鑰；對話關(guān)鍵碼specialsession特別會(huì)議；特別法庭practicesession練習(xí)賽；實(shí)習(xí)期openingsession開幕式；開幕會(huì)議briefingsession簡介會(huì)legislativesession議會(huì)會(huì)議；立法會(huì)會(huì)期worksession工作對話；工作會(huì)話jointsession上下兩議院的聯(lián)席會(huì)議sessionmanager會(huì)話管理器；對話管理員；對話管理程序proactiveadj.前攝的（前一活動(dòng)中的因素對后一活動(dòng)造成影響的）；有前瞻性的，先行一步的例：Youhavetobeproactiveaboutthis.對此，你必須要主動(dòng)。Youshouldbeproactive,notpassive.你應(yīng)該主動(dòng)，而非被動(dòng)。Theyshouldworktogetherwiththeotherpartnersincountriessothattheycanbeproactiveratherthanreactivetosituations.他們應(yīng)當(dāng)與國家的其他合作伙伴共同合作以便能夠積極的而非被動(dòng)的應(yīng)對這些狀況。Phrssebeproactive積極主動(dòng)；主動(dòng)；主動(dòng)積極；積極主動(dòng)的心態(tài)proactivefacilitation前攝易化；順攝助長proactiveinteraction超前的交互作用；式互動(dòng)；主動(dòng)式學(xué)習(xí)revealvt.顯示；透露；揭露；泄露n.揭露；暴露；門側(cè)，窗側(cè)However,hedeclinedtorevealeverythingabouthisdiet.然而他拒絕透露任何有關(guān)他的飲食.Ishouldbegladtogiveyouanyhelpifyourevealyourthoughtstome.如果你把你的想法透露給我，我愿意盡全力幫助你。Notyetbecausethatwouldrevealwhichoneswehaveseenandwhichwehavenot.對不起，現(xiàn)在還不能細(xì)說，因?yàn)檫@會(huì)暴露我們看到和沒看到的。Phraserevealitselfv.呈現(xiàn)，出現(xiàn)；被認(rèn)知revealall顯示全部（計(jì)算機(jī)操作命令）detrimentaladj.不利的；有害的n.有害的人（或物）；不受歡迎的求婚者例：Limeinthesoilisdetrimentaltosomeplants.土壤里的石灰對某些植物有害。ButIthinkthatcorrectingforitwouldbedetrimental.但我認(rèn)為對那種情況進(jìn)行矯正將是有害的。ButIthinkthatcorrectingforitwouldbedetrimental.但我認(rèn)為試圖為之改變會(huì)是有害不利的。Phrasedetrimentaleffect損害效應(yīng)；有害影響detrimentalcorrosion有害的腐蝕；正在翻譯；不利的腐蝕detrimentalsettlement不穩(wěn)定沉降banefuldetrimental壞的detrimentalaccount呆帳detrimentalinformation有害信息Detrimentalattitudes有害的態(tài)度detrimentalsoil不穩(wěn)定土Phrasespiralbevelgear弧齒錐齒輪；螺旋傘齒輪spiralgroove螺旋溝spiralcase蝸殼；水輪機(jī)蝸殼downwardspiral向下旋轉(zhuǎn)；螺旋式下跌；減記惡性循環(huán)spiralflow螺旋流outlandishadj.古怪的；奇異的；異國風(fēng)格的；偏僻的例：Surteeswastragicallyunlucky;Massawasmorefortunatebuthebelievesthecoincidenceoftwooutlandishaccidentsisawarning.瑟蒂斯的不幸非常可悲；馬薩更幸運(yùn)，但他相信這兩起古怪的事故的巧合是一個(gè)警告。Onceuponatimeitwastheprovinceofphilosophytoproposeambitiousandoutlandishtheoriesinadvanceofanyconcreteevidenceforthem.這曾經(jīng)是物理學(xué)的領(lǐng)域，可以提出炫耀和古怪理論而不用管是否真的有任何具體的證據(jù)。

Phraseoutlandishcostume顧客outlandishrumor外國氣派的bizarreoutlandish奇異Textanalysis4.Thenagain,principledreasoningfacilitatesthecordialtoneofthenegotiationandadvancesthesearchforaviable,fairsolution.而按照計(jì)劃而進(jìn)行的金錢舉措可能在談判過程中隨著信息的了解而發(fā)生變化，事前的考慮就比未經(jīng)準(zhǔn)備做出的決定更能提供一個(gè)好的指導(dǎo)來進(jìn)行調(diào)整。cordialadj.熱忱的，誠懇的；興奮的n.補(bǔ)品；興奮劑；甜香酒，甘露酒例：Notexactlycordial,butatleastweweretalking.不完全是親切的，但至少我們在會(huì)談。Thehallwascircumfusedwithacordialandfriendlyatmosphere.大廳中充滿了親切友好的氣氛。Iwishtotakethisopportunitytoextendtoyouand,throughyou,tothefriendlypeopleofRussia,cordialgreetingsandbestwishesoftheChineseGovernmentandpeople.借此機(jī)會(huì)，我謹(jǐn)代表中國政府和人民，向在座各位并通過你們向友好的俄羅斯人民，致以誠摯的祝賀和良好的祝愿！Phrasecordialhospitality盛情接待；美意接待cordialmedicine興奮劑VeryCordial非常親切；非常誠懇excusecordial誠懇的SoCordial那么親切CordialVisit親切回訪Ourcordial對我們十分熱情aromaticcordial種甜酒EntenteCordial英法友好協(xié)約Textanalysis4.Anothertechniqueforthemoneyphaseofthenegotiationistoestablishaformula,rationale,orframeworkwhoseprincipleswillenlightenmonetaryissues.formulan.[數(shù)]公式，準(zhǔn)則；配方；嬰兒食品formulaOK.Howdowejustifythisformula?好的，我們?nèi)绾巫C明這個(gè)公式？ButthatformulaforcesustoreturntotheoriginalSocraticquestionabouttheharmonyofthesoulandthecity.但那個(gè)公式迫使我們回到,原始的蘇格拉底式問題,即有關(guān)靈魂與城市的和諧。WedevelopedaviewforeachofthesetasksandcodedtheformformulaintheviewwiththenameoftheXMLdisplayform.我們?yōu)檫@些任務(wù)的每一個(gè)開發(fā)了一個(gè)視圖，并且在視圖中用XML顯示表單的名稱編碼表單的公式。phraseempiricalformula[試驗(yàn)]

實(shí)驗(yàn)公式；實(shí)驗(yàn)式；[化學(xué)]

經(jīng)驗(yàn)公式；經(jīng)驗(yàn)式interpolationformula[數(shù)]

插值公式；[數(shù)]

內(nèi)插公式recursionformula[數(shù)]

遞推公式；[數(shù)]

遞歸公式；回公式recurrenceformula遞歸公式；循環(huán)公式；遞推公式electronicformula電子方程式；電子式；電子公式；電子點(diǎn)式BaseFormula芳程式；英國芳程式；蘆薈膠；蘆薈海藻膠refutableformula可駁公式solutionformula解公式reactionformula反應(yīng)式；化學(xué)反應(yīng)式；化學(xué)反応式；反應(yīng)公式enlightenvt.啟發(fā)，啟蒙；教導(dǎo)，開導(dǎo)；照耀例：Canyouenlightenheronthissubject?對這個(gè)問題你能啟發(fā)啟發(fā)她嗎?Ihopetheresultsofmyresearchwillenlightenmycolleagues.我希望我的研究成果會(huì)對我的同事們有所啟發(fā)。They’regoodnotmerelybecausetheyenlightenusaboutcreativity,butalsobecausemostofthebetterpayingjobsintheyearstocomewillhavecreativeandinnovativedimensionstothem.說他們好，不僅僅是因?yàn)檫@些真相可以啟發(fā)我們的創(chuàng)造力，而且還因?yàn)槲磥泶蠖鄶?shù)薪酬比較好的工作都需要更多創(chuàng)造力和創(chuàng)新。phraseEnlightenYou啟發(fā)你EnlightenWisdom啟迪智慧ExpertEnlighten請高手賜monetaryadj.貨幣的；財(cái)政的

例：Sothatwillbethemonetarypolicytool.所以，這將會(huì)是貨幣政策的工具。Today,ladiesandgentlemen,withallthesedecisionswehaveshownthatwewillnotwaverinthedefenceofourmonetaryunionandourcommoncurrency.今天，女士們，先生們，我們作出的所有這些決定都表明，在保衛(wèi)我們的貨幣聯(lián)盟，保衛(wèi)我們的共同貨幣方面，我們絕對不會(huì)動(dòng)搖。Phrasemonetarypolicy貨幣政策internationalmonetaryfund國際貨幣基金組織monetarysystem貨幣制度internationalmonetarysystem國際貨幣制度monetaryauthority貨幣當(dāng)局；金融管理專員monetaryunit[經(jīng)]貨幣單位tightmonetarypolicy緊縮的貨幣政策；緊縮信用政策monetaryunion貨幣聯(lián)盟monetaryvalue貨幣價(jià)值；貨幣值；幣值monetarybase[經(jīng)]貨幣基礎(chǔ)fiscalandmonetarypolicy財(cái)政金融政策Exercise:

I.Answerthefollowingquestionsaccordingtothetext:1.

Whatisthemaintopicofthepassage?

Themaintopicofthepassageisabouttheplanningofanegotiation.2.Whyshouldnegotiatorsrecognizetheneedsandintereststhatfrequentlydiffer,andreflectdifferentvalues,concerns,andmotives?Becausethesedifferencesallowthenegotiationtobecomeaninquirytofinddifferingneedsandthesolutionsthatwillsatisfythem.3.Howdoeslackingofplanningoftenappear?Lackofplanningoftenappearsatthenegotiatingtableastoomuchrelianceondemandsandineffectiveattemptstopersuadetheopponent.4.Howmanystrategiesdoesgoodplanninginclude?Whatarethey?

Itincludesfivestrategies:decideonpriorityinterestsandrankthem,assesstheotherside’spriorities,moneyrepresentsotherneeds,planfactualinquiriescarefully,andplanmoneymovesbasedonobjectiveprinciples.

8.Howcanwegainasuperiorplanforaspecificandfruitfulinformationinquiry?

Asuperiorplanforaspecificandfruitfulinformationinquiryduringtheearlystagesofthenegotiationusuallyarisesafteranalyzingtheotherside’spossibleunderlyinginterestsandpriorities,andoptionsthatmightsatisfythem.

9. Whycanbettermonetaryissuehandlingleadtobetteroutcome?

Becausemoneywillalmostalwaysariseasacomponentofthenegotiatedsolution.10.Whatistheothertechniqueforthemoneyphaseofthenegotiation?

Anothertechniqueforthemoneyphaseofthenegotiationistoestablishaformula,rationale,orframeworkwhoseprincipleswillenlightenmonetaryissues.WordPractice

Fillintheblankswithappropriatewordsfromthetext.Theinitialletterofeachwordhasbeensuppliedforyou.

1.Thelastandperhapsgreatestu________causeofinstabilityarisesfromthenatureoftheArabstatesthemselves.2.TheGovernmentreleaseddetailsofitsnewc________onCapitalTransferTax.3.Thenextbiggestgovernmento________isinterestonthedebt.4.Somearegettingafirstlookatwhatthewatersdidtotheirhomesandpossessions,withmanysayingthereislittlelefttos________.5.Thisprovedthatthetechnology,althoughstillatanearlystage,wasv________.1.underlying 2.concession 3.outlay4.salvage5.viableFillintheblankswiththeappropriatewordsorphrasesgiveninthebox.Changetheformswherenecessary.ratherthan waryabout consistentwithlackofinone’sshoesleadtoupsetwithcoupledwithinthelongruntakeadvantageofpavethewayforinreturn1. Zangattributedtheproblemtoa________mechanisminthebankingandfinancingsystem.2. Repeateduseofasubstancecanalso________physicaladdictionorsubstancedependence.3. But________therightguidancecansaveyoufrommonthsofpoorperformance.1.lackof 2.leadto 3.inthelongrun4.Yetthegovernmentisstill________thecurrentmoveofterrorism.5.Theforestwasbeingclearedto________amuch-needednewroadbetweentheRussiancapitalandStPetersburg.6.Actually,Iam________whatyoudid,butIforgiveyou.7.We’llhavethemeetingintheclassroom________intheauditorium.8.Thesecompaniescanemergefromthisperiodstrongerthanrivalsandwiththecapitalstrengthto________marketopportunities.9.Itmustdecidewhichmembersofthehouseholddowhichtasksandwhateachmembergets________.10.Thepolicyandproceduresregardinggovernmentprocurementprovidedwere________internationalpractice.4.waryabout 5.pavethewayfor 6.upsetwith7.ratherthan8.takeadvantageof 9.inreturn10.consistentwith

Translation

TranslatethefollowingsentencesintoEnglish:1.工業(yè)革命開展已久，但多半時(shí)候并未經(jīng)過縝密思考，也沒有前瞻的視野。2.我們需要以全新并更主動(dòng)的方式來思考軟件能夠怎樣幫助人們實(shí)現(xiàn)其目標(biāo)和任務(wù)。3.公司提出申請要求獲得阻止他們競爭者出售類似產(chǎn)品的禁令。4.不過，增加這些稅賦，可能對經(jīng)濟(jì)活動(dòng)產(chǎn)生不利影響。5.

我謹(jǐn)對您的友好邀請和盛情款待，表示衷心的感謝！1.TheIndustrialRevolutionhasunfolded,forthemostpart,withoutdesignorforethought.2.Weneedanewandmoreproactivewayofthinkingabouthowsoftwarecanhelppeoplereachtheirgoalsandcompletetheirtasks.3.Thecompanyappliedforaninjunctiontostoptheircompetitorfrommarketingasimilarproduct.4.However,raisingsuchtaxescanhavedetrimentaleffectsoneconomicactivity.5.I’dliketoexpressmyheartfeltgratitudeforyourcordialinvitationandgracioushospitality.V.Readingcomprehension

Readthetextcarefully,andchoosethebestanswer.

IthasbeenthoughtandsaidthatAfricansarebornwithmusicaltalent.BecausemusicissoimportantinthelivesofmanyAfricansandbecausesomuchmusicisperformedinAfrica,weareinclinedtothinkthatallAfricansaremusicians.Theimpressionisstrengthenedwhenwelookatourselvesandfindthatwehavebecomelargelyasocietyofmusicalspectators.Musicisimportanttous,butmostofuscanbeconsideredconsumersratherthanproducersofmusic.Wehaverecords,television,concerts,andradiotofulfillmanyofourmusicalneeds.Inmostsituationswheremusicisperformedinourcultureitisnotdifficulttodistinguishtheaudiencefromtheperformers,butsuchisoftennotthecaseinAfrica.AlbanAyipaga,aKasenasemiprofessionalmusicianfromnorthernGhana,sayswhenhisfluteanddrumensembleisperforming,“Anybodycantakepart.”Thisistrue,butKasenamusiciansrecognizethatnotallpeopleareequallycapableoftakingpartinthemusic.Somecansingalongwiththedrummers,butrelativelyfewcandrumandevenfewercanplaytheflutealongwiththeensemble.ItisfairlycommoninAfricafortheretobeanensembleofexpertmusicianssurroundedbyotherswhojoininbyclapping,singing,orsomehowaddingtothetotalityofmusicalsound.Performingnucleiandtheadditionalperformers,activespectators,andpassivespectatorsmaybedifficulttodrawfromourpointofview.1.ThedifferencebetweenusandAfricans,asfarasmusicisconcerned,isthatmostofusareconsumerswhilemostofthemareproducersofmusic.

A)Right B)Wrong C)Notmentioned2.Theword“such”(Line10)referstothefactthatpeopletendtodistinguishtheaudiencefromtheperformers.

A)Right B)Wrong C)Notmentioned3.TheauthorofthepassageimpliesthatmostAfricansperformaswellasprofessionalmusicians.

A)Right B)Wrong C)Notmentioned4.Itisverycommonthatmanypeoplemayjoinaperformanceofexpertmusicians.

A)Right B)Wrong C)Notmentioned5.Theword“nuclei”(Line19)probablyreferstomusiciansfamousinAfrica.

A)Right B)Wrong C)Notmentioned

1. A

2.A

3.C

4.A

5.BWritingReminderLettersandCollectionLettersAreminderletterisaletterthatasksifaclienthasforgottentopayabill.Itgentlyremindsclientsthattheyowepaymenttoacompany.Iftheclientdoesnotsendpayment,thecompanysendsacollectionletter.Acollectionletterisaletterthatasksforalatepaymentfromaclient.Bothreminderlettersandcollectionlettersmustbeclearandfirm,butalsopoliteandprofessional.Inthispart,wewilllearnaboutHOWTOWRITEREMINDERLETTERSORCOLLECTIONLETTERS.I.TheelementsoftheproperreminderletterandcollectionletterThebodyofareminderletterorcollectionlettergenerallyhasfourparts.1.OpeningInthispart,themissingpayment(s)shouldbeidentified.Exam