《高级综合商务英语2》参考答案

Unit12BusinessNegotiationTextANegotiationStylesExercisesReadingComprehensionDeterminewhetherthefollowingstatementsaretrueorfalsebasedontheinformationyougetfromthetext.WriteaTfortrue,anFfbrfalse,andanNGfbrnotgiven.F2)F3)T4)T5)T6)NG7)F8)TBlank-fillingCompletethefollowingsentenceswiththewordsorphrasesgiveninthebox.Changetheformwhennecessary.victimize 2)revert 3)compliance 4)procurement5)spiral 6)temperament 7)veto 8)nurtureFindthesynonymsforthewordsorphrasesinthebracketsfromthetextandfillintheblankswiththeproperformsofthewordsyou'vefound.plunder 2)muster 3)appease4)accommodate5)reciprocation6)jeopardize7)viability8)invalidateParaphrasingRewritethefollowingsentenceswiththewordsorphrasesgiveninthebrackets,keepingthemeaningunchanged.Theydon'tmeantohurtothers'business;theymerelyconcentrateontheirshortertermprofit,andhencethey,likeapirate,stealunmindfullythroughnegotiations.Whenyouarefacedwithadeadlockandimmediateobedienceisnecessary,competitioniscrucial.However,youaresuggestedtouseamixedapproach,becauseconflictbetweentwounyieldingnegotiationpartiesinacompetitivebattlecanleadtoanescalatingimpasse.Thesenegotiatorstendtostartwithanaggressivegambit,andiftheycannotachievethegoaleasily,theychoosetosuspendthenegotiation.Youshouldalsobealerttothepossibilitythattheyarenotanincapablenegotiator,makingalotofsacrificesthatendangersthesurvivaloftheirbusiness,oragreeingadealthattheirmanagerswilllaterforbid.Rewritethefollowingsentencesinyourownwords.Iflossofbalanceoccursinpowerbetweentwonegotiationparties,inalllikelihood,highcompetebehaviorwillbringaboutstalemaleandlittleprogresswillbemadeinnegotiation.Whenfindingourselvesdeceived,weusuallyplantoinflictvengeance.Easyandearlyconcessioncanimplytotheothernegotiationpartythatyouhavemuchmoretogiveaway,andyourfirstofferisjustthetipoftheiceberg.Collaborativeprofilenegotiatorsholdarigidbeliefthattheirownneedsmustbefulfilled,andsowilltheircounterpart'sneeds.Collaborationisthebestapproachtolearntheinnerthoughtsanddeeperinterestsorincentivesofallnegotiators.TranslationSentenceTranslation如任由谈判两方的竞争肆意发展，商贸合作关系将会支离破碎。这些迁就型谈判者错失了大量本可用来打造牢固持久商贸关系的其他机会。当谈判对方送你礼物时，你是否谦逊坦诚接受？当心！他们也许就是谚语中说的“黄鼠狼给鸡拜年不安好心"一施以小恩小惠引君入瓮，然后再狮子大开口，痛宰一刀。矛盾的是，逃避型谈判者经常努力躲避利益冲突，但是他们的逃避作风却反而令自己身陷更多冲突之中。然而，妥协型谈判者所没有看到的是，釆取极端谈判观点的人往往会力争多分一杯羹，他们戴着有色眼镜所走的谈判路线是不会把蛋糕做大的。PassageTranslationNegotiationistheprocessbywhichcontractsaredevelopedandagreedto,andhenceofcriticalimportancetocontractingandcontractmanagementexecutivesandprofessionals.Itshouldalsobenotedthatnegotiationisoftenanintra-organizationalaswellasextra-organizationalactivity.Contractmanagementprofessionalstypicallynegotiate,albeitinformally,onadailybasiswithcolleaguesinSales,Procurement,Finance,andLegal,andwiththeirsuperiorsandsubordinates.Infact,theseinternalnegotiationshaveacriticalimpactonwhathappensinexternalnegotiationswithcustomers,suppliers,licensees,distributors,andotherbusinesspartners.Cloze1)rule2)misunderstanding3)involving4)price5)carry6)business 7)arrive 8)agreement9)build10)pointListeningListentothefirstpartofiherecordingandcompletethefollowingpassagewiththeinformationyouget.1)complex2)initiate 3)constantly4)budget5)chasing6)interrupt7)bizarre 8)transaction9)appreciate10)shareListentothesecondpartoftherecordingandanswerlhefollowingquestions.Theyarebusydiscussingandworkingonthetermsofanagreementwithoutevercommittingtheirideastoawrittenagreement.Crying,gettingangry,namecallingandblowingoffsteammaymakeyoufeelgood,butsuchbehaviorwillnotbenefityouwhilenegotiating.Tapescripts:Thefirstpart:Herearemythreegoldenrules,which1won'tallowmyselftoviolateinanynegotiation,whethersimpleorcomplex:1.AlwaysStarttheNegotiations.Youmustinitiatelheprocessbecausewhoevercontrolsthestartofthenegotiationstendstocontrolwheretheyend.Ifyoulettheotherpartystartnegotiations,youwillbeconstantlygivingupcontrol,oftenwithoutevenrealizingit.Forinstance,whenyouasksomeonewhathisprojectbudgetis,youareallowinghimtostartthenegotiations.Youwillthenspendyourtimechasinghisnumberratherthanfindingthebestsolution.WhenIsitdowntoworkoutanagreementonthenumbersinvolvedinthedecision,Iwilleveninterrupttopreventtheothersidefromcontrollingthestartingpoint.Soundsbizarre,butthatishowimportantstartingthetransactionis.Ioncehadaclientwhowantedtoofferhistermsupfront.Ipolitelysaid,"Excuseme,IappreciateyourwillingnesstotellmewhatyoucandoandwouldlikejustamomenttosharewithyouwhatIhaveputtogetherforyou.Ifitdoesn'twork,thenpleasetellme."Thisallowedmetocontrolthestartingpoint.Thesecondpart:AlwaysNegotiateinWriting.Iseesomanyprofessionalsalespeoplemakethemistakeofdiscussingandworkingonthetermsofanagreementwithoutevercommittingtheirideastoawrittenagreement.Butthepurposeofnegotiationsistoarriveataformalwrittenagreement,nottellastoryorspendtimetalking.FromlhefirstmomentImakeaproposal,Irefertoadocumentthatisbeingcreatedinfrontoftheclient.Itincludesallthepointsofagreementandbecomesrealtotheprospectivecustomer.Negotiatingfirstandthenhavingtocreateadocumentaddsunnecessarytimetoatransaction.Butifyoubuildyourwrittenagreementasyounegotiate,youarepreparedtoaskfdrasignaturethemomentthedecisiontobuyismade.AlwaysStayCool.Thenegotiationtablecanbeloadedwithagendas,egosandemotions.Greatnegotiatorsknowhowtostaycool,providingleadershipandsolutions,whiletherestoftheroombecomesinsanelyinvestedinpersonalagendasanduselessemotions.Crying,gettingangry,namecallingandblowingoffsteammaymakeyoufeelgood,butsuchbehaviorwillnotbenefityouwhilenegotiating.Whentherestoftheroomgetsemotional,staycoolanduselogictonegotiateandclose.TextBHowtoSucceedWhenWorkingWithTacticalNegotiatorsI.DiscussionWhenemotionalconflictsoccuratanegotiation,it'scrucialtoseparatepeoplefromtheissue.Onehastoremembernottocomplainoreventrytocoachtheotherpartyintermsofnegotiationskillsasthemostimportantthingistokeepthenegotiationontrackandfocus