商务英语综合教程第四册Unit-6-Negotiation-Strategies课件

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.这样的会议并不能使人在头脑中形成明确的目标并采取主动，而是很容易就会起到反作用并使得谈判变得迂回曲折。Sessionn.会议；（法庭的）开庭；（议会等的）开会；学期；讲习会例：Thelegislativesessionproroguedyesterday.立法会议昨天休会。Thisquestionwillcomeforwardatthenextsession.这个问题将在下次会议上被提出讨论。Itseemsthatthesuithastohangovertillitsnextsession.看来这个诉讼案得留到下次开庭时处理了。Phraseplenarysession全体大会insession在开庭；在开会；在上课sessionkey会话密钥；对话关键码specialsession特别会议；特别法庭practicesession练习赛；实习期openingsession开幕式；开幕会议briefingsession简介会legislativesession议会会议；立法会会期worksession工作对话；工作会话jointsession上下两议院的联席会议sessionmanager会话管理器；对话管理员；对话管理程序proactiveadj.前摄的（前一活动中的因素对后一活动造成影响的）；有前瞻性的，先行一步的例：Youhavetobeproactiveaboutthis.对此，你必须要主动。Youshouldbeproactive,notpassive.你应该主动，而非被动。Theyshouldworktogetherwiththeotherpartnersincountriessothattheycanbeproactiveratherthanreactivetosituations.他们应当与国家的其他合作伙伴共同合作以便能够积极的而非被动的应对这些状况。Phrssebeproactive积极主动；主动；主动积极；积极主动的心态proactivefacilitation前摄易化；顺摄助长proactiveinteraction超前的交互作用；式互动；主动式学习revealvt.显示；透露；揭露；泄露n.揭露；暴露；门侧，窗侧However,hedeclinedtorevealeverythingabouthisdiet.然而他拒绝透露任何有关他的饮食.Ishouldbegladtogiveyouanyhelpifyourevealyourthoughtstome.如果你把你的想法透露给我，我愿意尽全力帮助你。Notyetbecausethatwouldrevealwhichoneswehaveseenandwhichwehavenot.对不起，现在还不能细说，因为这会暴露我们看到和没看到的。Phraserevealitselfv.呈现，出现；被认知revealall显示全部（计算机操作命令）detrimentaladj.不利的；有害的n.有害的人（或物）；不受欢迎的求婚者例：Limeinthesoilisdetrimentaltosomeplants.土壤里的石灰对某些植物有害。ButIthinkthatcorrectingforitwouldbedetrimental.但我认为对那种情况进行矫正将是有害的。ButIthinkthatcorrectingforitwouldbedetrimental.但我认为试图为之改变会是有害不利的。Phrasedetrimentaleffect损害效应；有害影响detrimentalcorrosion有害的腐蚀；正在翻译；不利的腐蚀detrimentalsettlement不稳定沉降banefuldetrimental坏的detrimentalaccount呆帐detrimentalinformation有害信息Detrimentalattitudes有害的态度detrimentalsoil不稳定土Phrasespiralbevelgear弧齿锥齿轮；螺旋伞齿轮spiralgroove螺旋沟spiralcase蜗壳；水轮机蜗壳downwardspiral向下旋转；螺旋式下跌；减记恶性循环spiralflow螺旋流outlandishadj.古怪的；奇异的；异国风格的；偏僻的例：Surteeswastragicallyunlucky;Massawasmorefortunatebuthebelievesthecoincidenceoftwooutlandishaccidentsisawarning.瑟蒂斯的不幸非常可悲；马萨更幸运，但他相信这两起古怪的事故的巧合是一个警告。Onceuponatimeitwastheprovinceofphilosophytoproposeambitiousandoutlandishtheoriesinadvanceofanyconcreteevidenceforthem.这曾经是物理学的领域，可以提出炫耀和古怪理论而不用管是否真的有任何具体的证据。

Phraseoutlandishcostume顾客outlandishrumor外国气派的bizarreoutlandish奇异Textanalysis4.Thenagain,principledreasoningfacilitatesthecordialtoneofthenegotiationandadvancesthesearchforaviable,fairsolution.而按照计划而进行的金钱举措可能在谈判过程中随着信息的了解而发生变化，事前的考虑就比未经准备做出的决定更能提供一个好的指导来进行调整。cordialadj.热忱的，诚恳的；兴奋的n.补品；兴奋剂；甜香酒，甘露酒例：Notexactlycordial,butatleastweweretalking.不完全是亲切的，但至少我们在会谈。Thehallwascircumfusedwithacordialandfriendlyatmosphere.大厅中充满了亲切友好的气氛。Iwishtotakethisopportunitytoextendtoyouand,throughyou,tothefriendlypeopleofRussia,cordialgreetingsandbestwishesoftheChineseGovernmentandpeople.借此机会，我谨代表中国政府和人民，向在座各位并通过你们向友好的俄罗斯人民，致以诚挚的祝贺和良好的祝愿！Phrasecordialhospitality盛情接待；美意接待cordialmedicine兴奋剂VeryCordial非常亲切；非常诚恳excusecordial诚恳的SoCordial那么亲切CordialVisit亲切回访Ourcordial对我们十分热情aromaticcordial种甜酒EntenteCordial英法友好协约Textanalysis4.Anothertechniqueforthemoneyphaseofthenegotiationistoestablishaformula,rationale,orframeworkwhoseprincipleswillenlightenmonetaryissues.formulan.[数]公式，准则；配方；婴儿食品formulaOK.Howdowejustifythisformula?好的，我们如何证明这个公式？ButthatformulaforcesustoreturntotheoriginalSocraticquestionabouttheharmonyofthesoulandthecity.但那个公式迫使我们回到,原始的苏格拉底式问题,即有关灵魂与城市的和谐。WedevelopedaviewforeachofthesetasksandcodedtheformformulaintheviewwiththenameoftheXMLdisplayform.我们为这些任务的每一个开发了一个视图，并且在视图中用XML显示表单的名称编码表单的公式。phraseempiricalformula[试验]

实验公式；实验式；[化学]

经验公式；经验式interpolationformula[数]

插值公式；[数]

内插公式recursionformula[数]

递推公式；[数]

递归公式；回公式recurrenceformula递归公式；循环公式；递推公式electronicformula电子方程式；电子式；电子公式；电子点式BaseFormula芳程式；英国芳程式；芦荟胶；芦荟海藻胶refutableformula可驳公式solutionformula解公式reactionformula反应式；化学反应式；化学反応式；反应公式enlightenvt.启发，启蒙；教导，开导；照耀例：Canyouenlightenheronthissubject?对这个问题你能启发启发她吗?Ihopetheresultsofmyresearchwillenlightenmycolleagues.我希望我的研究成果会对我的同事们有所启发。They’regoodnotmerelybecausetheyenlightenusaboutcreativity,butalsobecausemostofthebetterpayingjobsintheyearstocomewillhavecreativeandinnovativedimensionstothem.说他们好，不仅仅是因为这些真相可以启发我们的创造力，而且还因为未来大多数薪酬比较好的工作都需要更多创造力和创新。phraseEnlightenYou启发你EnlightenWisdom启迪智慧ExpertEnlighten请高手赐monetaryadj.货币的；财政的

例：Sothatwillbethemonetarypolicytool.所以，这将会是货币政策的工具。Today,ladiesandgentlemen,withallthesedecisionswehaveshownthatwewillnotwaverinthedefenceofourmonetaryunionandourcommoncurrency.今天，女士们，先生们，我们作出的所有这些决定都表明，在保卫我们的货币联盟，保卫我们的共同货币方面，我们绝对不会动摇。Phrasemonetarypolicy货币政策internationalmonetaryfund国际货币基金组织monetarysystem货币制度internationalmonetarysystem国际货币制度monetaryauthority货币当局；金融管理专员monetaryunit[经]货币单位tightmonetarypolicy紧缩的货币政策；紧缩信用政策monetaryunion货币联盟monetaryvalue货币价值；货币值；币值monetarybase[经]货币基础fiscalandmonetarypolicy财政金融政策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.工业革命开展已久，但多半时候并未经过缜密思考，也没有前瞻的视野。2.我们需要以全新并更主动的方式来思考软件能够怎样帮助人们实现其目标和任务。3.公司提出申请要求获得阻止他们竞争者出售类似产品的禁令。4.不过，增加这些税赋，可能对经济活动产生不利影响。5.

我谨对您的友好邀请和盛情款待，表示衷心的感谢！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