胡琳祝-國(guó)際商務(wù)談判：雙語實(shí)訓(xùn)教程-課后習(xí)題答案

AnswersforExercise

Chapter1IntroductionstoInternationalBusinessNegotiation

I.Answerthefollowingquestionsaccordingtothetext.

略

II.MatchthewordsinColumnAwithdefinitionsinColumnB.

1.J2.H3.G4.15.B6.D7.F8.E9.A10.C

III.TranslatethefollowingtermsandphrasesintoChinese.

1.談判的性質(zhì)

2.跨文化的

3.咨詢合同

4.談判對(duì)手

5.人際關(guān)系

6.宗教信仰

7.共同的興趣

8.復(fù)雜的環(huán)境

9.良好的口才

10.國(guó)內(nèi)立法

11.技術(shù)轉(zhuǎn)讓

12.談判的戰(zhàn)略

13.最求不同的目標(biāo)

14.還盤/還價(jià)

15.達(dá)成交易/達(dá)成一致

16.專有技術(shù)

17.過剩產(chǎn)能

18.貿(mào)易中間商

19.一站式操作

20.許可證協(xié)議

IV.Pleasedeterminewhetherthefollowingstatementsaretrueor

false.

l.T2.F3.F4.T5.F6.T7.T8.F9.F10.T

V.TranslatethefollowingsentencesintoChinese.

1.談判是一種社會(huì)現(xiàn)象和一種人際關(guān)系的特殊體現(xiàn)。

2.談判的成功不是用對(duì)手的得分來衡量,而是用談判對(duì)整個(gè)活動(dòng)的成

功運(yùn)作所做的貢獻(xiàn)來衡量的。

3.整個(gè)談判過程是建立在談判雙方相互依存的條件下。

4.與國(guó)內(nèi)商務(wù)談判相比，國(guó)際商務(wù)談判的獨(dú)特性在于它受環(huán)境多樣性

的影響。

5.事實(shí)證明，在很多艱難的談判中，雙贏的方法是成功和有效的，因

為它完全考慮了談判雙方的利益。

VI.TranslatethefollowingsentencesintoEnglish.

1.Negotiationissomethingweexperienceeveryday.

2.Negotiatorsneedtoexchangeviewsoncommoninterestsandgoals,

soastoadjusttheirstrategies.

3.OnlyWin-Winnegotiationsaretrulysuccessfulnegotiations.

4.Internationalbusinessnegotiationsmainlyexistintheeconomicfield.

5.There'snorightorwronginthenegotiaitons,soweshouldignorethe

bargainingpostition.

6.Ininternationalbusinessnegotiations,themostfundamentalprinciple

isequalityandmutualbenefit.

7.Wearepleasuretoreceiveyourorderforfurtherimportofoursilk.

8.Theremustberoomfordiscussionbetweenus.

VII.Casestudy.

Case1

Questions:

l.Intheforeigneconomicandtradeactivities,thewholeprocessof

negotiatingtheconditionsofthetransactionbetweenthebuyerandthe

sellerinordertoreachacertaintransactionisanimportantpartof

internationalbusinessactivitiesandanextensionanddevelopmentof

domesticbusinessnegotiations.

2.Negotiationsareactivitiesthatseektoestablishorimprovepeople's

socialrelationships.Thepurposeofthenegotiationistoobtaincertain

benefits.Torealizetheinterestspursued,itisnecessarytoestablishnew

socialrelationsorimprovetheoriginalsocialrelations,andthe

establishmentofsuchrelationsneedstobeachievedthroughnegotiation.

Case2

Questions;

l.Inthiscase,thenegotiatingpartiesusedthe"win?wirTnegotiation

principle.

2.Theprinciplecanbecarriedoutby,forexample,reducingrisksand

expandingtheinterestsofbothparties;increasingpartoftheexpenditure,

sothattheincreaseinbenefitsexceedstheincreaseinexpenditure;

reducingsomeexpenses,andreducingtheinterestlessthanthereduction

inpaperjams.

VIII.Roleplaypractice.

略

Chapter2Composition,ClassificationandBasicProcedureof

InternationalBusinessNegotiation

(.Answerthefollowingquestionsaccordingtothetext.

略

II.MatchthewordsinColumnAwithdefinitionsinColumnB.

l.G2.F3.14J5.B6.H7.D8.C9.E10.A

Ill.TranslatethefollowingtermsandphrasesintoChinese.

1.面部表情

2?中美貿(mào)易談判

3.把??????與……分開/隔開

4.網(wǎng)絡(luò)合同

5.共同的利益

6.主體的語言

7.把..…當(dāng)作/看作

8.依賴，依靠

9.易于……的

10.決策

1L集體討價(jià)還價(jià)

12.集體談判

13.法律限制

14.和平談判

15.決絕爭(zhēng)議/沖突

16.技術(shù)合作

17.主體資格

18.非常重要的作用

19.承擔(dān)義務(wù)

20.參加者的人數(shù)

IV.PIeasedeterminewhetherthefollowingstatementsaretrueorfalse.

l.F2.T3.F4.F5.F6.T7.F8.F9.T10.F

V.TranslatethefollowingsentencesintoChinese.

1.國(guó)際商務(wù)談判本質(zhì)上來講是國(guó)際商務(wù)活動(dòng)中的不同利益相關(guān)方位

達(dá)成交易而對(duì)交易條件進(jìn)行談判的過程。

2.在這種類型的談判中，談判人員有相對(duì)更大的決定權(quán)，并獨(dú)立的

處理談判中出現(xiàn)的各種情況。

3.談判小組成員都有明確的職責(zé)。有些人是作為主談人，有些人處理

法律方面的問題。

4.商務(wù)談判的內(nèi)容是復(fù)雜多樣的，主要分為投資、貨物采購(gòu)、技術(shù)

貿(mào)易、勞務(wù)合作和貸款。

5.成功的跨國(guó)商務(wù)談判在很大程度上取決恰當(dāng)溝通方式的選擇。

VI.TranslatethefollowingsentencesintoEnglish.

1.Negotiationcanbedividedintohostfieldnegotiation,guestfield

negotiationandneutralfieldnegotiationdependingonthelocationof

thenegotiation.

2.Principle-basednegotiationholdsthattherearesomecommon

interestsandconflictinginterestsbehindtheopposingpositionsofboth

parties.

3.Amongthecomponnetsofinternationalbusinessnegotiation,

negotiatingsubject,negotiatingobjectandnegotiatingissuearethe

threemostbasicelements.

4.I'mgladyoucouldrenewtheorderforimportingoursilkproductsthis

year.

5.Thereisnothingtoeitherhaveorgiveupininternationalbusiness

negotiations.

6.Neutralfieldnegotiationsareguestfieldnegotiationsforbothparties.

Choosinganeutralplaceacceptableforbothpartieswillhelpcreatean

objectiveandrationalnegotiatingatmosphere.

7.Ifonepartywantstomaintainalong-termbusinessrelationswiththe

counter-partyandhassuchapossibility,it'sunsuitabletochoose

positon-basednegotation.

8.Ininternationalbusinessnegotiations,thenegotiationsintheformof

groupsaremostlyformalnegotiations,especiallythoseinvolvinghuge

amountsofmoneyorcomplexcontents.

VII.Casestudy.

Case1

Questions:

1.Internationalbusinessnegotiationscanbedividedintoinvestment

negotiations,leasingand“threetoonesupplement"negotiations,

internationalgoodstradingnegotiations,internationaltechnologytrade

negotiations,andclaimsnegotiations.

2.Thenegotiationsinvolvedinthiscasebelongtothenegotiationof

claims.Whennegotiatingtheclaims,thefollowingissuesshouldbe

noted:First,focusonthecontract,thecontractistheonlybasic

conditionfordeterminingwhethertobreachthecontract;secondly,

focusontheevidence,ifthereisqualityproblem,needtoprovide

Technicalappraisaldocument;again,payattentiontotimeliness,no

matterwhattypeofcooperationproject,theclaimisnotindefinite.If

theclaimisexceeded,itislikelythatitwillnothelp;finally,payattention

totherelationshipbetweenthetwoparties.Inthenegotiations,itis

necessarytoconsiderthelong-termcooperativerelationshipbetween

thetwopartiesandmutualunderstandingtoreachaclaimagreement.

Case2

Questions:

l.Thesubjectofnegotiationisthenegotiatingpartyandthetwoparties

whoparticipateinthenegotiationactivities.Itcanbeonepersonor

multiplepeopleintheformofanegotiatingteam.Thenegotiating

objectisalsothesubjectofnegotiation.Itistheobjectivethingthat

bothparties'rightsandobligationsarenegotiating,suchascommodity

trading,cargotransportation,insurance,andcooperativemanagement.

2.ThenegotiatingsubjectinthiscaseisLiGangofAnImportandExport

CorporationandMilanoS.P.A.ofMilan,Italy.Theobjectofnegotiationis

1000setsofmen'ssuits

Case3

Questions:

1.Fullyunderstandthesituationofthesubjectmatterofnegotiation,and

combineitsownadvantages.

2.Offeringlowerpriceproductsinsmallpackages.

VIII.Roleplaypractice.

略

Chapter3PreparationforInternationalBusinessNegotiation

I.Answerthefollowingquestionsaccordingtothetext.

略

II.MatchthewordsinColumnAwithdefinitionsinColumnB.

1.12.E3J4.A5.D6.B7.C8.F9.G10.H

Ill.TranslatethefollowingtermsandphrasesintoChinese.

1.集體力量

2.勞動(dòng)分工

3.把……分類；整理；解決（問題）；清理（細(xì)節(jié)）

4.產(chǎn)品生命周期

5.市場(chǎng)份額

6.具體情況

7.法律顧問

8.幕后

9.專業(yè)技能/專門技術(shù)

10.做出評(píng)價(jià)/判斷

IV.PIeasedeterminewhetherthefollowingstatementsaretrueorfalse.

l.T2.F3.F4.T5,T

V.TranslatethefollowingsentencesintoChinese.

1.在談判準(zhǔn)備階段有幾個(gè)重要的方面需要注意：評(píng)估談判情況和談判

人員；組織談判小組；信息收集；設(shè)計(jì)談判日程；制訂可行的談判方

案。

2.從商務(wù)談判的性質(zhì)來看，能夠了解某位高官的背景、興趣愛好和家

庭狀況對(duì)談判而言是一大優(yōu)勢(shì)。

3.在收集談判對(duì)手信息時(shí)，應(yīng)該從對(duì)方的角度而不是己方的角度來分

析各種數(shù)據(jù)從而衡量對(duì)方可能想要達(dá)到的目標(biāo)和偏好。

4.技術(shù)人員負(fù)責(zé)產(chǎn)品的規(guī)格、程序和工作方法。

5.談判小組組長(zhǎng)的職責(zé)是選擇剩余的團(tuán)隊(duì)成員，制定談判計(jì)劃，主導(dǎo)

談判，對(duì)做出讓步做最后決策以及權(quán)衡項(xiàng)目的選擇。

VI.TranslatethefollowingsentencesintoEnglish.

1.Internationalbusinessnegotiationisateamworkactivitywhich

requiresprofessionalskills,strongcommunicationskillsandteamwork

ability.

2.Ininternationalbusinessnegotiations,legalpersonnelaremainly

responsiblefordraftingandreviewingcontracttermsandconditions,

andgettingfamiliarwiththelawsoftheirowncountryandthe

counter-party'scountry,internationalconventionsandinternational

practices.

3.Whencollectinginformation,wemustpayattentiontothe

confidentialityofinformationtransimission,whichisdirectlyrelatedto

nationalsecurityandthesuccessofthethenegotiations.

4.Generallyspeakinginternationalbusinessnegotiationplanswill

involvesettingidealgoalsandminimumgoals.

5.Ininternationalbusinessnegotiations,theprocessandcontentsofthe

negotiationshouldbecarriedoutaroundthenegotiationagenda

preparedinadvance.Therefore,whenmakingthenegotiationagenda,it

needstobecloselycombinedwiththeneogitaionissuesandkeypoints.

VII.Casestudy.

Case1

Questions:

1.Methodsofinformationcollectionininternationalbusiness

negotiationsincludeobservation,interview,questionnaire,induction,

expertconferenceinvestigation,literatureandmediacollection,and

economicintelligence.

2..Inthiscase,theGermancompanyadoptedtheeconomicespionage

method,whichiscommercialespionage.Thismethodhaslowrisk,high

compensation,illegality,throughacombinationofbugs,loudspeakers,

recordersandvariousinstruments.

Case2

Questions:

l.ThesurveyoftheenterpriseUIitselfbeforetheinternationalbusiness

negotiationincludesitsbasicoverview,suchasthedevelopmenthistory

oftheenterprise,socialstatus,economicstrength,organizational

structure,mainbusiness,productcategory,salesscale,equipment

processcapability,managementlevel.,brandawareness,etc.;the

informationneededtonegotiate.

2.Thenegotiatingmaterialsthatneedtobepreparedbeforethe

internationalbusinessnegotiationarethelicensequalificationmaterials,

producttechnicaldata,productsamplesandquotations.Thecaseis

mainlythepreparationofproducttechnicaldata.

Case3

Questions:

1.Thecriteriaforselectingnegotiatorsbeforeinternationalbusiness

negotiationsaremainlyconsideredfromthreeaspects:basicquality,

knowledgelevelandcomprehensiveability.

2.Inthiscase,thelevelofknowledgeofthenegotiatorsinthefactory

doesnotmeettherequirements.Thelevelofknowledgeincludesboth

horizontalandhorizontalknowledge,suchasthenationalguidelineson

foreigneconomicrelations,policiesandgovernment-related

foreign-relatedlawsandregulations;International,domesticproduction

statusandmarketsupplyanddemand;informationonpricelevelsand

trends;producttechnicalrequirementsandqualitystandards;

knowledgeofinternationaltradeandinternationalpractices,aswellas

verticalknowledge,suchascommodityknowledge;negotiation

Experienceandcopingwiththeabilitytoencountercomplexsituations

innegotiations;masteringoneortwoforeignlanguages;understanding

foreigncompanies,typesandnecessityofcompanies;familiarizingwith

thestylesandcharacteristicsofnegotiatingopponentsindifferent

countries.

VIII.Roleplaypractice.

略

Chapter4OpeningforInternationalBusinessNegotiation

I.Answerthefollowingquestionsaccordingtothetext.

略

II.MatchthewordsinColumnAwithdefinitionsinColumnB.

2.H2.E3.14.D5.B6.A7.C8J9.F10.G

Ill.TranslatethefollowingtermsandphrasesintoChinese.

1,友好關(guān)系的建立

2.談判方

3.談判對(duì)手

4,交換意見/想法

5.談判議題

6.期望的結(jié)果

7.抓住機(jī)會(huì)

8.關(guān)鍵時(shí)刻

9.心理狀態(tài)

10.第一印象

1L眼神交流

12.雙邊談判

13.談判桌

14.中性話題

15.達(dá)到目的

16.做出讓步

".全面的回答

18.模糊的信息

19.調(diào)整觀念

20.謹(jǐn)慎的態(tài)度

IV.PIeasedeterminewhetherthefollowingstatementsaretrueorfalse.

l.F2.F3.F4.T5.F6.F7.F8.T9.T10.T

V.TranslatethefollowingsentencesintoChinese.

1.在開局階段，談判人員相互了解并確定談判議題，之后進(jìn)行審核。

談判人員就開局階段因?yàn)橹皼]有了解過而在開局階段進(jìn)行披露的

因素根據(jù)需要修改其談判計(jì)劃。

2.談判一方可以主動(dòng)提出對(duì)方要求的提案，或者對(duì)對(duì)方已經(jīng)提出的提

案作出答復(fù)。

3.開局階段是有影響力的，因?yàn)樵谠谌魏位顒?dòng)的開始，人的精力和注

意力都是最旺盛的。

4.在繼續(xù)進(jìn)行談判之前，談判各方應(yīng)回顧開局階段所取得的成果，然

后決定談判是否可以達(dá)成雙方都能接受的協(xié)議。

5.國(guó)際交易中的很多關(guān)系都是始于談判人員之間個(gè)人關(guān)系的建立。

VI.TranslatethefollowingsentencesintoEnglish.

l.Agoodopeningatmosphereshouldbecreatedatthebeginingofthe

negotiation,whichisconducivetothenegotiation.

2.Intermsofthecharacteristicsofbusinessnegotiation,itisbeneficial

tounderstandthebackground,hobbiesandfamilystatusofthe

counter-party'smainnegotiator.

3.Negotiationisacollectiveproject,whichrequiresnegotiatorstohave

professionalskills,communicationabilitiesandteamworkspirit.

4.Negotiationisalongbargainingprocess.Bothpartiesmake

concessionsandprofitfromit,soastonarrowthegapbetweenthemto

acertainextent.

5.Attheopeningofnegotiation,attentionshouldbepaidtotheaccuracy

ofinformationtransmission,closetothenegotiationissues,anduse

correctnegotiationstrategies.

6.Whencreatinganatmosphereatthebeginningogfthenegotiation,

weshouldchooseneutraltopicsforcommunication,suchasweather

andavoiddiscussingsensitivetopicslikepoliticsandreligion.

7.Eachnegotiationhasauniqueatmosphere,someofwhicharecold

andantagonistic;somearepositiveandfriendly;somearecalmand

rigorous.

8.Attheopeningofnegotiation,thereasonableuseofnegotiators/

expressionsandeyecontactcanplayagreatroleinthenegotiation.

VII.Casestudy.

Case1

Questions:

Docarefulpreparationandorganization;toknowthecounterpart.A

littleorchestrawontheharmoniousatmosphereofnegotiations,which

cannotbedeniedbeingasuperbartofnegotiation.

Case2

Questions:

1.Startofthetalks；Alistoftheagendaforthenegotiationswas

distributed;representativesofbothpartiesexchangedviewsonthe

negotiationagenda;statements;summary.

2.high-profileatmosphere

Case3

Questions:

1.Createapositiveandfriendlyatmosphere.Fromtheverybeginning,

wehaveshownapositive,understandingandcooperativeattitude,

creatinganatmosphereofsincerity,seriousnessandjointeffortstosolve

difficulties.ThiscanbetakenfromtheChineseeditor-in-chieftothe

airportpick-up,arrangedfortheGermaneditor-in-chiefattheBund

Hotel,whichisclosetothemagazine,andtheMeilongTownRestaurant,

whichhasbeenvisitedbymanyEuropeanheadsofstate,totakeguests

andbringguestspersonally.Itwasclearlydemonstratedonthestreetsof

Shanghaiandthenewsstandsofsubwaystationstofeeltheinfluenceof

Chinesejournalsonthemarket.Theselaidagoodfoundationforthe

futurepartiestoenterintosubstantivenegotiationsandsign

cooperationagreements.

2..Awarm,positiveandcooperativeatmospherewillhelptopushthe

negotiationsinthedirectionofconsensus.Theatmosphereoftension

andoppositionmakesthenegotiationsonthevergeofcrisis.Dragging

thelastingatmosphereisagreattestfortheenergy,strengthand

mentalityofthenegotiators.

Case4

Questions:

1.Offensiveopening.

2.Theattitudeshouldbetough,andisnotafraidtoreturnempty-handed.

Second,thepriceconditionswillrisebacktothemarketlevel.

Chapter5ConsultationforInternationalBusinessNegotiation

(.Answerthefollowingquestionsaccordingtothetext.

略

II.MatchthewordsinColumnAwithdefinitionsinColumnB.

1J2.F3.A4.15.B6.H7.C8.D9.E10.G

Ill.TranslatethefollowingtermsandphrasesintoChinese.

1.磋商階段

2.實(shí)質(zhì)性問題

3.求同存異

4.報(bào)價(jià)/報(bào)盤

5.確定內(nèi)容

6.商品檢驗(yàn)

7.免費(fèi)維修

8.貨幣金融

9.充分的準(zhǔn)備

10.實(shí)力更強(qiáng)的談判者

11.原價(jià)

12.隱藏價(jià)格

13.動(dòng)搖信念

14.良好的禮儀

15.攻擊性的語言

16.令人反感的問題

17.打破僵局

18.達(dá)成一致/簽訂合同

19.清除障礙

20.防線

IV.PIeasedeterminewhetherthefollowingstatementsaretrueorfalse.

l.F2.T3.F4.F5.T6.F7.T8.F9.F10.T

V.TranslatethefollowingsentencesintoChinese.

1.該階段包括一個(gè)廣泛的討價(jià)還價(jià)時(shí)期，在此期間做出讓步并獲得優(yōu)

勢(shì)，從而將雙方之間的差距縮小到一定程度。

2.最后的讓步應(yīng)該在適當(dāng)?shù)臅r(shí)候作出。從時(shí)間階段來劃分，可以分為

兩部分。讓步的主要部分應(yīng)在對(duì)方在審核和截止日期之前作出。

3.如果完全有必要，應(yīng)在最后一刻提出一個(gè)小程度的讓步作為最終利

益。

4.通過雙方的初步接觸，雙方可能會(huì)修改最初的目標(biāo)，重新評(píng)估潛在

的結(jié)果以及師先這些目標(biāo)所需要的時(shí)間。

5.在回應(yīng)在開局陳述中關(guān)于談判目標(biāo)，立場(chǎng)和報(bào)價(jià)時(shí)，最好使用前面

描述的反思性傾聽技巧。

VI.TranslatethefollowingsentencesintoEnglish.

1.Afterconcludingthenon-substantivetalks,bothpartieswillturnthe

topictothenegotiationonthetransactioncontent,thatis,qutotation

starting.

2.Thequotationshouldbebasedonthemarketconditions,interest

need,productattributes,deliverytime,transactionscaleandpayment

method.

3.Differentquotationorderwillalsohavedifferenteffectsonthefinal

resultofnegotiation.

4.Ifafriendlyandcooperativeatmospherehasbeencreatedinthe

openingstage,itisnecessarytocontinuetomaintainthisatmosphere

afterenteringtheconsultationstage.

5.Comprehensivebargainingisgenerallyappliedtothefirstoffer;in

whichthebuyerrequeststhesellertomakeanewquotationfromthe

wholesituationoftheoverallquotation.

6.Thecounter-offercanbemadeaccordingtotheanalysiscostorthe

numberofcounter-offeritems.Specificanalysisisrequired.

7.Therearegenerallytworesultsinthedeadlockofnegotiations:oneis

tobreakthedeadlockandcontinuenegotiations;anotheroneis

negotiationfailed.

8.Whenthereisadeadlockinthenegotiation,bothpartiescanconsider

makingconcessions.Otherwise,thenegotiationswillneverreachan

agreementandthegoalspursuedbybothpartieswillneverbeachieved.

VII.Casestudy.

Case1

Questions:

1.Includeexchangeratechangesinproductquotations.

2.Adoptmulti-currencysettlementcurrency

3.Lockintheexchangerate

4.Shareexchangerateriskswithtradepartners

5.HandleSinosure'sexportcreditinsuranceaccountsreceivablebuyout

6.Signforwardratesaleagreementwithbank

Case2

Questions:

1.Negotiatingexpertsusedasilentstrategytoforcetheotherpartyto

increasecompensation.

2.Thesilentstrategyistorefrainfromcounter-offeringaftertheother

party'squotationiscompleted,buttowaitandseewhatisgoingon,not

toraisetheirownrequirementsandshakethebasisoftheotherparty's

quotation,tostriveforgreaterbenefitsfortheotherparty,andwaitfor

theotherpartytoresistfurtherrequest.

Case3

Questions:

1..Chris'judgeiscorrect,asitcanbeseenfromthefollowingaspects:

A.CompanyBwillbethelaststopinChongqingforMikeanditcanbe

seenthatCompayBistreatedasthemostinterestedcompany.

B.AfterarrivingatChongqingonthe21st,Mikedidn'tvisitCompanyB.

Hemustgotoothermanufacturersforinquiries.

C.Ittook3hoursforMiketonegotiatewithCompanyB.

D.Havingalightmealattheofficeisfortheconvenienceofprintingthe

contractandsignimmediatelyafterthebusinessisconcluded.

2.Mikeadoptsaprocrastinationstrategyandadherestohislow-cost

procurementtarget,anddoesnotgiveupuntilthegoalisreached.

ChrisadoptsanexchangestrategytosatisfyPartyA'sreservepricesales

anddoubletheordervolumeinexchangeforprofitloss.

Case4

Questions:

l.ThemainobstacletocommunicationisthattheChinesebusiness

womandoesn'trespectIraniandressinghabits.

2.Thisobstacleleadstodissatisfactionoftheothermemberandis

unwillingtocooperatewithChina.

3.Youshouldapologizetotheothermemberforthispurpose.

4.TheChinesenegotiatorsshouldunderstandthecustomsofthetarget

marketcountriesbeforethenegotiations,respecttheirtraditional

dressinghabits,anddonotexposetheirhair,armsandlegs.Thehead

mustbecoveredwithbuttock.Sheshouldn'tweartightclothesthat

outlineherfigure.

Case5

Questions:

l.lnthiscase,theChineserepresentativeusedamutuallybeneficial

strategyandexchangedhisownconcessionsforthecorresponding

concessionstrategy.

2.Reciprocityandmutualbenefit,youneedtoaccuratelyjudgethe

situation,becausetheotherpartydoesnotnecessarilygivebackwhen

youmakeconcessions.Iftheotherpartyexpresslyindicatesthatyou

givein,Ialsogivein,askingustomakeaconcessionfirst.Itisbetterto

dealwithit.Iftheotherparty'sattitudeistough,thetwosideswillbe

deadlocked.Ifwewanttoadoptthisstrategy,weneedtoadoptthe

correspondingskills.

Chapter6ClosingofIntenationalBusinessNegotiation

I.Answerthefollowingquestionsaccordingtothetext.

略

II.Fillintheblankswiththeexpressionsgivenbelow.

1.Close,maximum

2.agenda

3.Time,extent

“transaction,suspension,breakdown

5.tradeterms,negotiationtime,negotiationstrategies

III.Pleasedeterminewhetherthefollowingstatementsaretrueor

false.

l.T2.F3.F4.T5.T6.T7.F8.T9.T10.F

IV.TranslatethefollowingtermsandphrasesintoChinese.

1.我想我們已經(jīng)討論了所有的問題。

2.請(qǐng)您注意協(xié)議草案第4條。

3.希望你理解第8分款不得不加以修改。

4.我認(rèn)為我們應(yīng)該包括不可抗力條款。

5.我認(rèn)為第一條款沒有反映我們上周五達(dá)成的協(xié)議。

6.我認(rèn)為第5條款實(shí)際和第8條款一樣。我想我們可以刪掉它。

7.它基本包括了我們談判中達(dá)成一致的所有內(nèi)容。

8.這份是給你的。讓我們?yōu)榻灰壮晒c祝。

9.今天就到這里吧。

10.我們?nèi)〉昧撕艽蟮?良好的/一些進(jìn)展。

11.我能把要點(diǎn)講一遍嗎？

12.我確信我們都認(rèn)可我們的會(huì)晤很成功。

V.TranslatethefollowingsentencesintoEnglish.

1.Let'sgooverthecontracttoseeifeverythingisinorder.

2.IhavestrongreservationaboutParagraph2.

3.IthinkthewordingofClause9ismisleadingandshouldbechanged.

4.WhatstruckmeaboutClause10isthatnomentionismadeof

demurrage.

5.Inmyopinionweshouldaddastandardarbitrationclause.

6.Ifonesidefailstohonorthecontract,theothersideisentitledto

cancelit.

7.Haveyouanyquestionsaboutthisstipulation?

8.we'vetakenamajorstepforward.

9.Let'sgooverthemainpointsagain.

10.Isthereanythingyouwanttoadd?

11.Canyoudraftthatbeforethenextmeeting?

VI.Separatethefollowingsentencesintothreecategoriesbelow.

ii:cdfg

iii:beh

VII.Casestudy.

Case1

Questions:

1.l.Thestateclearlystipulatedthatthehot-rolledcoilimportwasnot

allowedforspecificationsfrom310mmto10100mmincluding310mm

and10100mm.

2.Accordingtotheaboveschedule,webelievethattheshiphadthe

possibilityoftransshipmentandpre-lendingbillsoflading.Wesentafax

totheforeignparty,tellingthesellerthatifwefoundthatthebillof

ladingwaspre-borrowed,itwouldrefusetopaythepurchaseprice.

Case2

Questions:

l.Theywillneverlookforabusinesspartnerwhohasnotimeconcept.

Theythinkthosewhodonotcomplywiththeagreementwillneverbe

trusted.

2.Weshouldknowaboutandfollowthesigningetiquetteoftheforeign

party.

Case3

Questions:

1.l.TheChinesesidedidn/tcarefullydeterminethedetailsofthe

contractwhensigningthecontracttoallowthetermsunclear.Sothe

contractwasdeceivedandcouldnotrecoverthelosses.

2.2.Whensigningthecontract,wemustpayattentiontodeterminethe

detailswithoutbeingsloppy.

Case4

Questions:

l.CompanyCbecamethebuyeroftheimportcontractbytheagent.

WhencompanyAcouldnotfulfillthepaymentobligation,Cnaturally

assumedthecorrespondingpaymentobligation.

2.Theagencyimportagreementmustbesignedbytheseller,thebuyer

andtheagent.Thebuyermustbewrittenintheimportcontractandthe

importagentasthetrusteetoprovethelegalrelationshipbetweenthe

sellerandthebuyer.

Case5

Questions:

l.Mr.Guodidn'tleavethetimeandofferconveniencefortheDubai

delegationtopray.Thereisporkonthetable,butpeoplewhobelievein

Islamareforbiddentoeatpork.Thisistheirtaboo.Dubaipeoplethink

thatCompanyHdoesnotrespecttheirreligiousbeliefs,sotheyleave

andrefusetocooperatewithCompanyH.

2.Heshouldlearnaboutandshowrespecttotheforeigners'beliefsand

culturaltradition.

Chapter7NegotiationStylesinDifferentCountries

(.Answerthefollowingquestionsaccordingtothetext.

略

II.Multiplechoice.

1.b

2.d

3.c

4.a

5.b

6.a

7.a

8.c

9.a

10.d

III.Pleasedeterminewhetherthefollowingstatementsaretrueor

false.

l.T2.T3.F4.F5.T6.F7.T8.T9.T10.T

VI.TranslatethefollowingsentencesintoChinese.

1.你方給我方訂單裝運(yùn)的貨物質(zhì)量與雙方所同意的規(guī)格不符，因此

我們必須向你們提出索賠。

2.檢驗(yàn)證明，貨物受損是由于包裝不合適而造成的，因此我們不得不

將此事提交你方解決

3.由于你方未能按時(shí)交貨，我方將向你方提出由此而遭受的全部損

失的索賠。

4.我們有足夠的證據(jù)提出索賠。這是倫敦一家有名的公證行出具的

檢驗(yàn)報(bào)告。

5.按你方要求，我方將在一周內(nèi)給你方寄替換品，希望你們對(duì)新的一

批貨物滿意。

6.既然我已親眼目睹了生銹的器械，我同意一回去就馬上給你們調(diào)

換。

7.你們的貨物可以由下一班船運(yùn)回，運(yùn)費(fèi)由我們承擔(dān)。但是最好由你

方在市場(chǎng)就地處理掉，因?yàn)檫@些羊毛衫質(zhì)量不錯(cuò)，式樣也很新。

8.因?yàn)槟銈冑?gòu)買的這批貨的價(jià)格是青島船上交貨價(jià)，所以我們不能

接受你們?cè)谶\(yùn)輸途中受損的索賠。我們建議你們向船運(yùn)公司或保險(xiǎn)公

司去聯(lián)系索賠。

9.我們很遺憾地告訴你，我們不能受理你們的索賠案,因?yàn)樗堰h(yuǎn)遠(yuǎn)

超過合同規(guī)定的索賠期限。

10.沒有聲譽(yù)好的檢驗(yàn)人員出具的檢驗(yàn)報(bào)告來證實(shí)你方的索賠，我們

不能考慮你方的索賠。

V.TranslatethefollowingsentencesintoEnglish.

1.Wehavefoundcertaingravedefectsinthegoods.

2.Wehavesubstantialevidenceforlodgingaclaim.

3.Asregardsinferiorqualityofyourgoods,weclaimacompensationof

USS20,000.

4.Thegoodshavebeensodiscoloredandheavilysaturatedbyrainthat

theyareunsalable.

5.I'mterriblysorryforthis.Myhomeofficehasinstructedmetodomy

besttoremedyit.

6.Weregretforthelossyouhavesufferedandwillagreeto

compensateyouby$20,000.

7.Youmaybeassuredthatifit'sourfault,we'llcertainlyputthematter

right.

8.afraidwecan'tacceptyourclaimasyoucannotprovidesufficient