国际商务谈判：双语实训教程课后习题答案

AnswersforExerciseChapter1IntroductionstoInternationalBusinessNegotiationAnswerthefollowingquestionsaccordingtothetext.略MatchthewordsinColumnAwithdefinitionsinColumnB.J2.H3.G4.I5.B6.D7.F8.E9.A10.CTranslatethefollowingtermsandphrasesintoChinese.谈判的性质跨文化的咨询合同谈判对手人际关系宗教信仰共同的兴趣复杂的环境良好的口才国内立法技术转让谈判的战略最求不同的目标还盘/还价达成交易/达成一致专有技术过剩产能贸易中间商一站式操作许可证协议Pleasedeterminewhetherthefollowingstatementsaretrueorfalse.1.T2.F3.F4.T5.F6.T7.T8.F9.F10.TTranslatethefollowingsentencesintoChinese.谈判是一种社会现象和一种人际关系的特殊体现。谈判的成功不是用对手的得分来衡量，而是用谈判对整个活动的成功运作所做的贡献来衡量的。整个谈判过程是建立在谈判双方相互依存的条件下。与国内商务谈判相比，国际商务谈判的独特性在于它受环境多样性的影响。事实证明，在很多艰难的谈判中，双赢的方法是成功和有效的，因为它完全考虑了谈判双方的利益。TranslatethefollowingsentencesintoEnglish.Negotiationissomethingweexperienceeveryday.Negotiatorsneedtoexchangeviewsoncommoninterestsandgoals,soastoadjusttheirstrategies.OnlyWin-Winnegotiationsaretrulysuccessfulnegotiations.Internationalbusinessnegotiationsmainlyexistintheeconomicfield.There’snorightorwronginthenegotiaitons,soweshouldignorethebargainingpostition.Ininternationalbusinessnegotiations,themostfundamentalprincipleisequalityandmutualbenefit.Wearepleasuretoreceiveyourorderforfurtherimportofoursilk.Theremustberoomfordiscussionbetweenus.Casestudy.Case1Questions:1.Intheforeigneconomicandtradeactivities,thewholeprocessofnegotiatingtheconditionsofthetransactionbetweenthebuyerandthesellerinordertoreachacertaintransactionisanimportantpartofinternationalbusinessactivitiesandanextensionanddevelopmentofdomesticbusinessnegotiations.2.Negotiationsareactivitiesthatseektoestablishorimprovepeople'ssocialrelationships.Thepurposeofthenegotiationistoobtaincertainbenefits.Torealizetheinterestspursued,itisnecessarytoestablishnewsocialrelationsorimprovetheoriginalsocialrelations,andtheestablishmentofsuchrelationsneedstobeachievedthroughnegotiation.Case2Questions;1.Inthiscase,thenegotiatingpartiesusedthe“win-win”negotiationprinciple.2.Theprinciplecanbecarriedoutby,forexample,reducingrisksandexpandingtheinterestsofbothparties;increasingpartoftheexpenditure,sothattheincreaseinbenefitsexceedstheincreaseinexpenditure;reducingsomeexpenses,andreducingtheinterestlessthanthereductioninpaperjams.Roleplaypractice.略Chapter2Composition,ClassificationandBasicProcedureofInternationalBusinessNegotiationI.Answerthefollowingquestionsaccordingtothetext.略II.MatchthewordsinColumnAwithdefinitionsinColumnB.1.G2.F3.I4.J5.B6.H7.D8.C9.E10.AIII.TranslatethefollowingtermsandphrasesintoChinese.1.面部表情2.中美贸易谈判3.把......与......分开/隔开4.网络合同5.共同的利益6.主体的语言7.把.....当作/看作8.依赖，依靠9.易于......的10.决策11.集体讨价还价12.集体谈判13.法律限制14.和平谈判15.决绝争议/冲突16.技术合作17.主体资格18.非常重要的作用19.承担义务20.参加者的人数IV.Pleasedeterminewhetherthefollowingstatementsaretrueorfalse.1.F2.T3.F4.F5.F6.T7.F8.F9.T10.FV.TranslatethefollowingsentencesintoChinese.1.国际商务谈判本质上来讲是国际商务活动中的不同利益相关方位达成交易而对交易条件进行谈判的过程。2.在这种类型的谈判中，谈判人员有相对更大的决定权，并独立的处理谈判中出现的各种情况。3.谈判小组成员都有明确的职责。有些人是作为主谈人，有些人处理法律方面的问题。4.商务谈判的内容是复杂多样的，主要分为投资、货物采购、技术贸易、劳务合作和贷款。5.成功的跨国商务谈判在很大程度上取决恰当沟通方式的选择。VI.TranslatethefollowingsentencesintoEnglish.1.Negotiationcanbedividedintohostfieldnegotiation,guestfieldnegotiationandneutralfieldnegotiationdependingonthelocationofthenegotiation.2.Principle-basednegotiationholdsthattherearesomecommoninterestsandconflictinginterestsbehindtheopposingpositionsofbothparties.3.Amongthecomponnetsofinternationalbusinessnegotiation,negotiatingsubject,negotiatingobjectandnegotiatingissuearethethreemostbasicelements.4.I’mgladyoucouldrenewtheorderforimportingoursilkproductsthisyear.5.Thereisnothingtoeitherhaveorgiveupininternationalbusinessnegotiations.6.Neutralfieldnegotiationsareguestfieldnegotiationsforbothparties.Choosinganeutralplaceacceptableforbothpartieswillhelpcreateanobjectiveandrationalnegotiatingatmosphere.7.Ifonepartywantstomaintainalong-termbusinessrelationswiththecounter-partyandhassuchapossibility,it’sunsuitabletochoosepositon-basednegotation.8.Ininternationalbusinessnegotiations,thenegotiationsintheformofgroupsaremostlyformalnegotiations,especiallythoseinvolvinghugeamountsofmoneyorcomplexcontents.VII.Casestudy.Case1Questions:Internationalbusinessnegotiationscanbedividedintoinvestmentnegotiations,leasingand“threetoonesupplement”negotiations,internationalgoodstradingnegotiations,internationaltechnologytradenegotiations,andclaimsnegotiations.Thenegotiationsinvolvedinthiscasebelongtothenegotiationofclaims.Whennegotiatingtheclaims,thefollowingissuesshouldbenoted:First,focusonthecontract,thecontractistheonlybasicconditionfordeterminingwhethertobreachthecontract;secondly,focusontheevidence,ifthereisqualityproblem,needtoprovideTechnicalappraisaldocument;again,payattentiontotimeliness,nomatterwhattypeofcooperationproject,theclaimisnotindefinite.Iftheclaimisexceeded,itislikelythatitwillnothelp;finally,payattentiontotherelationshipbetweenthetwoparties.Inthenegotiations,itisnecessarytoconsiderthelong-termcooperativerelationshipbetweenthetwopartiesandmutualunderstandingtoreachaclaimagreement.Case2Questions:1.Thesubjectofnegotiationisthenegotiatingpartyandthetwopartieswhoparticipateinthenegotiationactivities.Itcanbeonepersonormultiplepeopleintheformofanegotiatingteam.Thenegotiatingobjectisalsothesubjectofnegotiation.Itistheobjectivethingthatbothparties'rightsandobligationsarenegotiating,suchascommoditytrading,cargotransportation,insurance,andcooperativemanagement.2.ThenegotiatingsubjectinthiscaseisLiGangofAnImportandExportCorporationandMilanoS.P.A.ofMilan,Italy.Theobjectofnegotiationis1000setsofmen'ssuitsCase3Questions:1.Fullyunderstandthesituationofthesubjectmatterofnegotiation,andcombineitsownadvantages.2.Offeringlowerpriceproductsinsmallpackages.VIII.Roleplaypractice.略Chapter3PreparationforInternationalBusinessNegotiationI.Answerthefollowingquestionsaccordingtothetext.略II.MatchthewordsinColumnAwithdefinitionsinColumnB.1.I2.E3.J4.A5.D6.B7.C8.F9.G10.HIII.TranslatethefollowingtermsandphrasesintoChinese.1.集体力量2.劳动分工3.把......分类；整理；解决（问题）；清理（细节）4.产品生命周期5.市场份额6.具体情况7.法律顾问8.幕后9.专业技能/专门技术10.做出评价/判断IV.Pleasedeterminewhetherthefollowingstatementsaretrueorfalse.1.T2.F3.F4.T5.TV.TranslatethefollowingsentencesintoChinese.1.在谈判准备阶段有几个重要的方面需要注意：评估谈判情况和谈判人员；组织谈判小组；信息收集；设计谈判日程；制订可行的谈判方案。2.从商务谈判的性质来看，能够了解某位高官的背景、兴趣爱好和家庭状况对谈判而言是一大优势。3.在收集谈判对手信息时，应该从对方的角度而不是己方的角度来分析各种数据从而衡量对方可能想要达到的目标和偏好。4.技术人员负责产品的规格、程序和工作方法。5.谈判小组组长的职责是选择剩余的团队成员，制定谈判计划，主导谈判，对做出让步做最后决策以及权衡项目的选择。VI.TranslatethefollowingsentencesintoEnglish.1.Internationalbusinessnegotiationisateamworkactivitywhichrequiresprofessionalskills,strongcommunicationskillsandteamworkability.2.Ininternationalbusinessnegotiations,legalpersonnelaremainlyresponsiblefordraftingandreviewingcontracttermsandconditions,andgettingfamiliarwiththelawsoftheirowncountryandthecounter-party’scountry,internationalconventionsandinternationalpractices.3.Whencollectinginformation,wemustpayattentiontotheconfidentialityofinformationtransimission,whichisdirectlyrelatedtonationalsecurityandthesuccessofthethenegotiations.4.Generallyspeaking,internationalbusinessnegotiationplanswillinvolvesettingidealgoalsandminimumgoals.5.Ininternationalbusinessnegotiations,theprocessandcontentsofthenegotiationshouldbecarriedoutaroundthenegotiationagendapreparedinadvance.Therefore,whenmakingthenegotiationagenda,itneedstobecloselycombinedwiththeneogitaionissuesandkeypoints.VII.Casestudy.Case1Questions:1.Methodsofinformationcollectionininternationalbusinessnegotiationsincludeobservation,interview,questionnaire,induction,expertconferenceinvestigation,literatureandmediacollection,andeconomicintelligence.2..Inthiscase,theGermancompanyadoptedtheeconomicespionagemethod,whichiscommercialespionage.Thismethodhaslowrisk,highcompensation,illegality,throughacombinationofbugs,loudspeakers,recordersandvariousinstruments.Case2Questions:1.ThesurveyoftheenterpriseUIitselfbeforetheinternationalbusinessnegotiationincludesitsbasicoverview,suchasthedevelopmenthistoryoftheenterprise,socialstatus,economicstrength,organizationalstructure,mainbusiness,productcategory,salesscale,equipmentprocesscapability,managementlevel.,brandawareness,etc.;theinformationneededtonegotiate.2.Thenegotiatingmaterialsthatneedtobepreparedbeforetheinternationalbusinessnegotiationarethelicensequalificationmaterials,producttechnicaldata,productsamplesandquotations.Thecaseismainlythepreparationofproducttechnicaldata.Case3Questions:1.Thecriteriaforselectingnegotiatorsbeforeinternationalbusinessnegotiationsaremainlyconsideredfromthreeaspects:basicquality,knowledgelevelandcomprehensiveability.2.Inthiscase,thelevelofknowledgeofthenegotiatorsinthefactorydoesnotmeettherequirements.Thelevelofknowledgeincludesbothhorizontalandhorizontalknowledge,suchasthenationalguidelinesonforeigneconomicrelations,policiesandgovernment-relatedforeign-relatedlawsandregulations;International,domesticproductionstatusandmarketsupplyanddemand;informationonpricelevelsandtrends;producttechnicalrequirementsandqualitystandards;knowledgeofinternationaltradeandinternationalpractices,aswellasverticalknowledge,suchascommodityknowledge;negotiationExperienceandcopingwiththeabilitytoencountercomplexsituationsinnegotiations;masteringoneortwoforeignlanguages;understandingforeigncompanies,typesandnecessityofcompanies;familiarizingwiththestylesandcharacteristicsofnegotiatingopponentsindifferentcountries.VIII.Roleplaypractice.略Chapter4OpeningforInternationalBusinessNegotiationI.Answerthefollowingquestionsaccordingtothetext.略II.MatchthewordsinColumnAwithdefinitionsinColumnB.H2.E3.I4.D5.B6.A7.C8.J9.F10.GIII.TranslatethefollowingtermsandphrasesintoChinese.1.友好关系的建立2.谈判方3.谈判对手4.交换意见/想法5.谈判议题6.期望的结果7.抓住机会8.关键时刻9.心理状态10.第一印象11.眼神交流12.双边谈判13.谈判桌14.中性话题15.达到目的16.做出让步17.全面的回答18.模糊的信息19.调整观念20.谨慎的态度IV.Pleasedeterminewhetherthefollowingstatementsaretrueorfalse.1.F2.F3.F4.T5.F6.F7.F8.T9.T10.TV.TranslatethefollowingsentencesintoChinese.1.在开局阶段，谈判人员相互了解并确定谈判议题，之后进行审核。谈判人员就开局阶段因为之前没有了解过而在开局阶段进行披露的因素根据需要修改其谈判计划。2.谈判一方可以主动提出对方要求的提案，或者对对方已经提出的提案作出答复。3.开局阶段是有影响力的，因为在在任何活动的开始，人的精力和注意力都是最旺盛的。4.在继续进行谈判之前，谈判各方应回顾开局阶段所取得的成果，然后决定谈判是否可以达成双方都能接受的协议。5.国际交易中的很多关系都是始于谈判人员之间个人关系的建立。VI.TranslatethefollowingsentencesintoEnglish.1.Agoodopeningatmosphereshouldbecreatedatthebeginingofthenegotiation,whichisconducivetothenegotiation.2.Intermsofthecharacteristicsofbusinessnegotiation,itisbeneficialtounderstandthebackground,hobbiesandfamilystatusofthecounter-party’smainnegotiator.3.Negotiationisacollectiveproject,whichrequiresnegotiatorstohaveprofessionalskills,communicationabilitiesandteamworkspirit.4.Negotiationisalongbargainingprocess.Bothpartiesmakeconcessionsandprofitfromit,soastonarrowthegapbetweenthemtoacertainextent.5.Attheopeningofnegotiation,attentionshouldbepaidtotheaccuracyofinformationtransmission,closetothenegotiationissues,andusecorrectnegotiationstrategies.6.Whencreatinganatmosphereatthebeginningogfthenegotiation,weshouldchooseneutraltopicsforcommunication,suchasweatherandavoiddiscussingsensitivetopicslikepoliticsandreligion.7.Eachnegotiationhasauniqueatmosphere,someofwhicharecoldandantagonistic;somearepositiveandfriendly;somearecalmandrigorous.8.Attheopeningofnegotiation,thereasonableuseofnegotiators’expressionsandeyecontactcanplayagreatroleinthenegotiation.VII.Casestudy.Case1Questions:Docarefulpreparationandorganization;toknowthecounterpart.Alittleorchestrawontheharmoniousatmosphereofnegotiations，whichcannotbedeniedbeingasuperbartofnegotiation.Case2Questions:1.Startofthetalks；Alistoftheagendaforthenegotiationswasdistributed;representativesofbothpartiesexchangedviewsonthenegotiationagenda;statements;summary.2.high-profileatmosphereCase3Questions:1.Createapositiveandfriendlyatmosphere.Fromtheverybeginning,wehaveshownapositive,understandingandcooperativeattitude,creatinganatmosphereofsincerity,seriousnessandjointeffortstosolvedifficulties.ThiscanbetakenfromtheChineseeditor-in-chieftotheairportpick-up,arrangedfortheGermaneditor-in-chiefattheBundHotel,whichisclosetothemagazine,andtheMeilongTownRestaurant,whichhasbeenvisitedbymanyEuropeanheadsofstate,totakeguestsandbringguestspersonally.ItwasclearlydemonstratedonthestreetsofShanghaiandthenewsstandsofsubwaystationstofeeltheinfluenceofChinesejournalsonthemarket.Theselaidagoodfoundationforthefuturepartiestoenterintosubstantivenegotiationsandsigncooperationagreements.2..Awarm,positiveandcooperativeatmospherewillhelptopushthenegotiationsinthedirectionofconsensus.Theatmosphereoftensionandoppositionmakesthenegotiationsonthevergeofcrisis.Draggingthelastingatmosphereisagreattestfortheenergy,strengthandmentalityofthenegotiators.Case4Questions:1.Offensiveopening.2.Theattitudeshouldbetough,andisnotafraidtoreturnempty-handed.Second,thepriceconditionswillrisebacktothemarketlevel.Chapter5ConsultationforInternationalBusinessNegotiationI.Answerthefollowingquestionsaccordingtothetext.略II.MatchthewordsinColumnAwithdefinitionsinColumnB.1.J2.F3.A4.I5.B6.H7.C8.D9.E10.GIII.TranslatethefollowingtermsandphrasesintoChinese.1.磋商阶段2.实质性问题3.求同存异4.报价/报盘5.确定内容6.商品检验7.免费维修8.货币金融9.充分的准备10.实力更强的谈判者11.原价12.隐藏价格13.动摇信念14.良好的礼仪15.攻击性的语言16.令人反感的问题17.打破僵局18.达成一致/签订合同19.清除障碍20.防线IV.Pleasedeterminewhetherthefollowingstatementsaretrueorfalse.1.F2.T3.F4.F5.T6.F7.T8.F9.F10.TV.TranslatethefollowingsentencesintoChinese.1.该阶段包括一个广泛的讨价还价时期，在此期间做出让步并获得优势，从而将双方之间的差距缩小到一定程度。2.最后的让步应该在适当的时候作出。从时间阶段来划分，可以分为两部分。让步的主要部分应在对方在审核和截止日期之前作出。3.如果完全有必要，应在最后一刻提出一个小程度的让步作为最终利益。4.通过双方的初步接触，双方可能会修改最初的目标，重新评估潜在的结果以及师先这些目标所需要的时间。5.在回应在开局陈述中关于谈判目标，立场和报价时，最好使用前面描述的反思性倾听技巧。VI.TranslatethefollowingsentencesintoEnglish.1.Afterconcludingthenon-substantivetalks,bothpartieswillturnthetopictothenegotiationonthetransactioncontent,thatis,qutotationstarting.2.Thequotationshouldbebasedonthemarketconditions,interestneed,productattributes,deliverytime,transactionscaleandpaymentmethod.3.Differentquotationorderwillalsohavedifferenteffectsonthefinalresultofnegotiation.4.Ifafriendlyandcooperativeatmospherehasbeencreatedintheopeningstage,itisnecessarytocontinuetomaintainthisatmosphereafterenteringtheconsultationstage.5.Comprehensivebargainingisgenerallyappliedtothefirstoffer,inwhichthebuyerrequeststhesellertomakeanewquotationfromthewholesituationoftheoverallquotation.6.Thecounter-offercanbemadeaccordingtotheanalysiscostorthenumberofcounter-offeritems.Specificanalysisisrequired.7.Therearegenerallytworesultsinthedeadlockofnegotiations:oneistobreakthedeadlockandcontinuenegotiations;anotheroneisnegotiationfailed.8.Whenthereisadeadlockinthenegotiation,bothpartiescanconsidermakingconcessions.Otherwise,thenegotiationswillneverreachanagreementandthegoalspursuedbybothpartieswillneverbeachieved.VII.Casestudy.Case1Questions:Includeexchangeratechangesinproductquotations.Adoptmulti-currencysettlementcurrencyLockintheexchangerateShareexchangerateriskswithtradepartnersHandleSinosure'sexportcreditinsuranceaccountsreceivablebuyoutSignforwardratesaleagreementwithbankCase2Questions:1.Negotiatingexpertsusedasilentstrategytoforcetheotherpartytoincreasecompensation.2.Thesilentstrategyistorefrainfromcounter-offeringaftertheotherparty’squotationiscompleted,buttowaitandseewhatisgoingon,nottoraisetheirownrequirementsandshakethebasisoftheotherparty’squotation,tostriveforgreaterbenefitsfortheotherparty,andwaitfortheotherpartytoresistfurtherrequest.Case3Questions:1..Chris’judgeiscorrect,asitcanbeseenfromthefollowingaspects:A.CompanyBwillbethelaststopinChongqingforMikeanditcanbeseenthatCompayBistreatedasthemostinterestedcompany.B.AfterarrivingatChongqingonthe21st,Mikedidn’tvisitCompanyB.Hemustgotoothermanufacturersforinquiries.C.Ittook3hoursforMiketonegotiatewithCompanyB.D.Havingalightmealattheofficeisfortheconvenienceofprintingthecontractandsignimmediatelyafterthebusinessisconcluded.2.Mikeadoptsaprocrastinationstrategyandadherestohislow-costprocurementtarget,anddoesnotgiveupuntilthegoalisreached.ChrisadoptsanexchangestrategytosatisfyPartyA’sreservepricesalesanddoubletheordervolumeinexchangeforprofitloss.Case4Questions:1.ThemainobstacletocommunicationisthattheChinesebusinesswomandoesn’trespectIraniandressinghabits.2.ThisobstacleleadstodissatisfactionoftheothermemberandisunwillingtocooperatewithChina.3.Youshouldapologizetotheothermemberforthispurpose.4.TheChinesenegotiatorsshouldunderstandthecustomsofthetargetmarketcountriesbeforethenegotiations,respecttheirtraditionaldressinghabits,anddonotexposetheirhair,armsandlegs.Theheadmustbecoveredwithbuttock.Sheshouldn’tweartightclothesthatoutlineherfigure.Case5Questions:1.Inthiscase,theChineserepresentativeusedamutuallybeneficialstrategyandexchangedhisownconcessionsforthecorrespondingconcessionstrategy.2.Reciprocityandmutualbenefit,youneedtoaccuratelyjudgethesituation,becausetheotherpartydoesnotnecessarilygivebackwhenyoumakeconcessions.Iftheotherpartyexpresslyindicatesthatyougivein,Ialsogivein,askingustomakeaconcessionfirst.Itisbettertodealwithit.Iftheotherparty'sattitudeistough,thetwosideswillbedeadlocked.Ifwewanttoadoptthisstrategy,weneedtoadoptthecorrespondingskills.Chapter6ClosingofIntenationalBusinessNegotiationI.Answerthefollowingquestionsaccordingtothetext.略II.Fillintheblankswiththeexpressionsgivenbelow.1.Close,maximum 2.agenda 3.Time,extent 4.transaction,suspension,breakdown 5.tradeterms,negotiationtime,negotiationstrategiesIII.Pleasedeterminewhetherthefollowingstatementsaretrueorfalse.1.T2.F3.F4.T5.T6.T7.F8.T9.T10.FIV.TranslatethefollowingtermsandphrasesintoChinese.我想我们已经讨论了所有的问题。请您注意协议草案第4条。希望你理解第8分款不得不加以修改。我认为我们应该包括不可抗力条款。我认为第一条款没有反映我们上周五达成的协议。我认为第5条款实际和第8条款一样。我想我们可以删掉它。它基本包括了我们谈判中达成一致的所有内容。这份是给你的。让我们为交易成功庆祝。今天就到这里吧。10.我们取得了很大的/良好的/一些进展。11.我能把要点讲一遍吗？12.我确信我们都认可我们的会晤很成功。V.TranslatethefollowingsentencesintoEnglish.Let'sgooverthecontracttoseeifeverythingisinorder.IhavestrongreservationaboutParagraph2.IthinkthewordingofClause9ismisleadingandshouldbechanged.WhatstruckmeaboutClause10isthatnomentionismadeofdemurrage.Inmyopinionweshouldaddastandardarbitrationclause.Ifonesidefailstohonorthecontract,theothersideisentitledtocancelit.Haveyouanyquestionsaboutthisstipulation?8.we'vetakenamajorstepforward.9.Let'sgooverthemainpointsagain.10.Isthereanythingyouwanttoadd?11.Canyoudraftthatbeforethenextmeeting?VI.Separatethefollowingsentencesintothreecategoriesbelow.i: a ii: c d f giii: b e hVII.Casestudy.Case1Questions:1.Thestateclearlystipulatedthatthehot-rolledcoilimportwasnotallowedforspecificationsfrom310mmto10100mmincluding310mmand10100mm.2.Accordingtotheaboveschedule,webelievethattheshiphadthepossibilityoftransshipmentandpre-lendingbillsoflading.Wesentafaxtotheforeignparty,tellingthesellerthatifwefoundthatthebillofladingwaspre-borrowed,itwouldrefusetopaythepurchaseprice.Case2Questions:1.Theywillneverlookforabusinesspartnerwhohasnotimeconcept.Theythinkthosewhodonotcomplywiththeagreementwillneverbetrusted.2.We

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party.Case3Questions:1.TheChinesesidedidn’tcarefullydeterminethedetailsofthecontractwhensigningthecontracttoallowthetermsunclear.Sothecontractwasdeceivedandcouldnotrecoverthelosses.2.Whensigningthecontract,wemustpayattentiontodeterminethedetailswithoutbeingsloppy.Case4Questions:1.CompanyCbecamethebuyeroftheimportcontractbytheagent.WhencompanyAcouldnotfulfillthepaymentobligation,Cnaturallyassumedthecorrespondingpaymentobligation.2.Theagencyimportagreementmustbesignedbytheseller,thebuyerandtheagent.Thebuyermustbewrittenintheimportcontractandtheimportagentasthetrusteetoprovethelegalrelationshipbetweenthesellerandthebuyer.Case5Questions:1.Mr.Guodidn’tleavethetimeandofferconveniencefortheDubaidelegationtopray.Thereisporkonthetable,butpeoplewhobelieveinIslamareforbiddentoeatpork.Thisistheirtaboo.DubaipeoplethinkthatCompanyHdoesnotrespecttheirreligiousbeliefs,sotheyleaveandrefusetocooperatewithCompanyH.2.Heshouldlearnaboutandshowrespecttotheforeigners’beliefsandculturaltradition.Chapter7NegotiationStylesinDifferentCountriesI.Answerthefollowingquestionsaccordingtothetext.略II.Multiplechoice.bdcabaacadIII.Pleasedeterminewhetherthefollowingstatementsaretrueorfalse.1.T2.T3.F4.F5.T6.F7.T8.T9.T10.TVI.TranslatethefollowingsentencesintoChinese.你方给我方订单装运的货物质量与双方所同意的规格不符,因此我们必须向你们提出索赔。检验证明,货物受损是由于包装不合适而造成的,因此我们不得不将此事提交你方解决由于你方未能按时交货,我方将向你方提出由此而遭受的全部损失的索赔。我们有足够的证据提出索赔。这是伦敦一家有名的公证行出具的检验报告。按你方要求,我方将在一周内给你方寄替换品,希望你们对新的一批货物满意。既然我已亲眼目睹了生锈的器械,我同意一回去就马上给你们调换。你们的货物可以由下一班船运回,运费由我们承担。但是最好由你方在市场就地处理掉,因为这些羊毛衫质量不错,式样也很新。因为你们购买的这批货的价格是青岛船上交货价,所以我们不能接受你们在运输途中受损的索赔。我们建议你们向船运公司或保险公司去联系索赔。我们很遗憾地告诉你,我们不能受理你们的索赔案,因为它已远远超过合同规定的索赔期限。没有声誉好的检验人员出具的检验报告来证实你方的索赔,我们不能考虑你方的索赔。V.TranslatethefollowingsentencesintoEnglish.Wehavefoundcertaingravedefectsinthegoods.Wehavesubstantialevidenceforlodgingaclaim.Asregardsinferiorqualityofyourgoods,weclaimacompensationofUSS20,000.Thegoodshavebeensodiscoloredandheavilysaturatedbyrainthattheyareunsalable.I’mterriblysorryforthis.Myhomeofficehasinstructedmetodomybesttoremedyit.Weregretforthelossyouhavesufferedandwillagreetocompensateyouby$20,000.Youmaybeassuredthatifit'sourfault,we'llcertainlyputthematterright.afraidwecan’tacceptyourclaimasyoucannotprovidesufficientevidence.I’mafraidwecan’tcompensatethedamag