国际商务谈判英文版

检测要求熟练掌握国际商务谈判专业知识熟练运用国际商务谈判策略与技巧检测内容：

(1)ProfessionalKnowledgeQuiz(2)FreeTalkWhatshouldwedotoensureasuccessfulinternationalbusinessnegotiation?评分标准准确掌握国际商务谈判专业知识20熟练掌握国际商务谈判策略技巧20熟练运用专业知识与技能自由陈述20熟练运用英语表述专业知识与技能20熟练运用英语自由陈述谈判专题20FreeTalking:

Whatshouldwedotoensureasuccessfulinternationalbusinessnegotiation?检测内容1：Whydowenegotiate?Negotiationisacommon＿activity＿＿thatmostpeopleprobablydoitatsomepointeveryday.Negotiationisnotonlycommonbutalsoessentialfordealingwithmanyorganizational＿problems＿＿.检测内容2：Whatissuccessfulnegotiation?Theoutcomeofnegotiationisaresultofmutual＿giving＿and＿taking＿＿.Onesidedconcessionorcompromisecannotbecalledasuccessfulnegotiation.2.Negotiationshappenduetotheexistenceof＿conflict＿＿,however,nonegotiationscanproceedsmoothly顺利进行andcometoasatisfactorysolutionwithout＿collaboration合作＿＿＿betweentheparticipants.检测内容3：CONFLICTS1.Contradictions矛盾andinterests＿＿利益coexist共存的＿.Ifthereareonlycontradictionsandnosharingofcommoninterests,negotiationsbecomegroundless无理由的andunnecessary.2.Twopartiesinaconflictwillnaturallyfightforeachother’sowninterestsandmakeeveryefforttogain＿more＿＿＿

fromtheotherside,asaresultitwill＿reduce＿＿

gainofinterestsexpectedinitially.检测内容4：STAKESThenegotiatorswillhavetodecide＿howmuchof＿

theymaygainiftheychooseoptionAinsteadofoptionB.Negotiatorswillhavetocompareand＿balance＿

therelationbetweenthecurrentinterestsandlongterminterestsorunderlying潜在的desiresinordertomakedecisionon＿satisfactory＿＿

longterminterestsatthecostofcurrentinterests.检测内容5：GuidingrulesNegotiationisa__voluntary_____activityinthesensethateitherpartycanbreakawayfromorrefusetoenterintodiscussionatanytime.(2)Negotiationdoesnothavetobeaverbal言语的tug拉力，斗争ofwartobe____successful_______.Notallsituations__warrant保证，授权_____‘negotiationtreatment’.检测内容6：GuidingrulesSuccessfulnegotiationinvolvestheability

toa.determinethroughobservationandanalysisthebestmeansof__persuasion_______.b.putthatpersuasiveapproachintothewayinto___practice____attheappropriatetime.检测内容7：CredibilityfirstBasicmeaning(1)_Understanding________derivesfromcredibilityandtrustworthiness.(2)Credibilityenhances_trustworthiness

_.(3)Beawareofthelevelofcounterparty’s___credibility______.检测内容8：Mutualreciprocity

&benefits(1)Anegotiationusuallystartsbecauseatleastoneofthepartieswantstochangethestatusquoandbelievesthatamutuallysatisfactory_agreement_

ispossible.(2)Asuccessfuloutcomeinnegotiationisnotalwayswinningatanycostoreven‘winning’,butgettingwhatbothsides___want_____.检测内容9：Maximizingcommonalities&minimizingdifferences(1)Theexistenceoftwopartieswhoshareanimportantobjective有一个重要的目的buthavesomesignificant__

differences___.(2)Theoutcomeofthenegotiatingconferencemaybea__compromise__satisfactorytobothsides,astandofforastandoffwithan__agreement_totryagainatalatertime.检测内容10：Creatingaright

negotiationatmosphere(1)__High-spirit____atmospherepositive&enthusiastic,optimisticaboutprospect,generatepleasantelements.(2)__Low-spirit___atmosphereserious,depressinganddowncast,indifferentattitudewithunpleasantfactor.(3)_Natural_____atmospherenaturalandsteadymood,havepeachofmind.

检测内容11：Openingstrategies(1)__Resonant_共鸣_____openingfriendly,harmonious,worktogether(2)__Frank__坦诚____openingfrankly,makeabreakthrough(3)___Evasive_逃避___openingreserved,avoid/reserveinformation,drivingadvancetodirectionwedesire.检测内容12：Openingstrategies(4)___Nitpicking_挑剔____atmosphereblame,createtension,confuse,suppress&forcethemtomakeconcession(5)__Offensive__进攻____openingattack,firmattitudewithcounterpartcompetitive,nervousandtense

检测内容13：PreparingfornegotiationSettingbargaining＿＿objectives＿＿Assessingtheotherside’s＿case＿＿Assessingrelativestrengths＿and＿weakness＿＿检测内容14：

HowtoplannegotiationToplanyournegotiation,youmayhavetomake＿assumptions＿＿＿abouttheotherside’slikelyreactionstoyourdemands.对方对于你的要求的可能反应。Keystages:Trytoestablishwhattheotherpart’s＿＿claims＿＿areandwhattheyareseekingto＿achieve＿＿＿检测内容15：

Howtoplannegotiation(1)Probewhetherspecific＿＿problems＿＿or＿＿concerns＿＿liebehindtheirquestionsorclaims(2)Exchange＿factual＿＿＿datainadvanceofnegotiations(3)Considerwhat＿facts＿andarguments＿

theotherpartyislikelytouseinsupportoftheirclaim检测内容16：NegotiationapproachThecollaborator’sapproachtoconflictistomanageitby＿maintaining＿＿interpersonal人与人之间的;人际的relationshipsand＿ensuring＿＿＿thatbothpartiestotheconflictachievetheirpersonalgoals.Comprisingapproachassumesthatawin-winsolutionisnot＿possible＿＿＿.

检测内容17：Negotiationapproach

Theaccommodator’s调解人approachtoconflictinvolves＿maintaining＿theinterpersonalrelationshipatallcost.Controllingapproachviewedconflictasawinorloseposition,with__winning__somehowequatedwithstatusandcompetence在某种程度上等同于地位和能力.avoider’sstanceistoleave-lose逃避者的立场是离开放弃,allowingtheotherpartytowin＿＿.检测内容18：Whydodeadlocksarise?--Bothpartieshavewidely_divergent发散的有分歧的___objectives--Onepartymistakesfirmnessforrigidity坚硬;严格;刚直;死板andwillnotmake__concessions________eventokeepthenegotiationalive.--Asadeliberatetactic手段;策略;战术;战略;duringanegotiationto_force____theotherpartytoreconsider重新考虑itspositionandmakeconcessions检测内容19：Suggestionsforbreakingdeadlocks--Gobacktoinformationgatheringandbuildingunderstandingtogenerate形成，造成___additional_____options--Trytodiscoverthe___barriers_____toeffectivenegotiating--Agreenotto__agree___forthetimebeing检测内容20：Suggestionsforbreakingdeadlocks僵局;停顿--Informtheotherpartyofthe__consequences______offailuretoreachanegotiatedsolution--Seeiftheotherpartyiswillingtotryoutoneoftheproposed___solutions_______foraperiodoftime--Callinan___outside_______partytoactasaconciliator安抚者，劝慰者,amediator调解人;传递者;中介物oranarbitrator检测内容21：Languageskillsofstatementandrefutation--Neveraccepta____first_____proposal--Talk_lessnotmore_.Listen.Ask

questions.--Alwaysrememberyourbasic__interests_--Useadjournments休会;延期;休会期;休庭期tokeep___control_____overyourteamanddiscussions--Trybargainingby__objectives___:setyourselfaclear,specificandrealisticgoalbeforeenteringameeting检测内容22：Languageskillsofstatementandrefutation驳斥--Summarize总结，概述___regularly____--Donotuse__weak_____language,suchas“Wehope”,“welike”and“weprefer”--Avoid___emotional_____outbursts,blaming,personalattacks,sarcasm,爆发，谴责、人身攻击、讽刺point-scoring得分点,interrupting中断andbeing“tooclever”--Alwaysrememberyourbasic_interests.检测内容23：ProceduresofnegotiationDetermine做出决定_interests_andissues;Designandoffer_options__