世纪商务英语综合教程IV(第三版)教案

世纪商务英语综合教程IV(第三版)教案《世纪商务英语——综合教程IV》（第三版）教案Unit1ImportandExportRelatedInformationProceduresforImportandExportAsimportfromonecountrymeansexportofthatcountry,taketheproceduresofexporttransactionasanexampletoillustratethegeneralproceduresforimportandexport:1.MarketresearchThemostdifficultpartofexportingistakingthefirststep.Anyexporterwhowantstosellhisproductsinaforeigncountryorcountriesmustfirstconductalotofmarketresearch.Marketresearchisaprocessofconductingresearchintoaspecificmarketforaparticularproduct.Exportmarketresearch,inparticular,isastudyofagivenmarketabroadtodeterminetheneedsofthatmarketandthemethodsbywhichtheproductscanbesupplied.Theexporterneedstoknowwhichforeigncompaniesarelikelytousehisproductsormightbeinterestedinmarketinganddistributingtheproductsintheircountry.Hemustthinkwhetherthereisapotentialformakingaprofit.2.BusinessnegotiationIfaforeigncompanyisinterestedinbuyingtheexporter’sproducts,negotiationshouldbeorganized.Businessnegotiationplaysaveryimportantroleintheconclusionandimplementationofasalescontract.Ithasagreatbearingontheeconomicinterestsofthepartiesconcerned.Nomatterwhatwaythenegotiationsareheld,ingeneral,theyconsistofthefollowinglinks:enquiry,offer,counteroffer,acceptanceandconclusionofsalescontract,amongwhichofferandacceptancearetwoindispensablelinksforreachinganagreementandconcludingacontract.3.ConclusionofsalescontractAssoonasanofferisaccepted,awrittensalescontractorsalesconfirmationisusuallyrequiredtobesignedbetweenthebuyerandthesellertoconfirmthesalesandstipulatetheirrightsandobligationsrespectively.Asalescontractorsalesconfirmationcontainssomegeneraltermsandconditionsaswellasthespecifictermsthatvarywiththecommodity.Butsuchtermsasthenamesofthesellerandthebuyer,thedescriptionofthegoods,qualityandspecification,quantity,packing,unitprice,amount,payment,dateofdelivery,shipping,insurance,inspection,claimandarbitrationareindispensable.Thesalescontractorsalesconfirmationisnormallymadeoutintwooriginals,oneforthebuyerandtheotherforhisseller.4.ImplementationofcontractUnderCIFcontractwithtermsofpaymentbyL/C,theimplementationofexportcontractusuallygoesthroughthestepsofgoodspreparation,inspectionapplication,remindingofL/C,examinationandmodificationofL/C,charteringandbookingshippingspace,shipment,insurance,documentspreparationforbanknegotiationandthesettlementofclaims,etc.①PreparinggoodsforshipmentAfteracontractismade,itisthemaintaskfortheexportertopreparethegoodsforshipmentandcheckthemagainstthetermsstipulatedinthecontract.Thequality,specification,quantity,markingandthepackingshouldbeinlinewiththecontractortheL/C,thedateforthepreparationshouldagreewiththeshippingschedule.②InspectionapplicationIfrequiredbythestipulationsofthestatesorcontract,theexportershouldobtainacertificateofinspectionfromtheinstitutionsconcernedwherethegoodsareinspected.Usually,thecommoditywillbereleasedonlyaftertheissuanceoftheinspectioncertificatebytheinspectionorganization.③Reminding,examiningandmodifyingL/CIninternationaltrade,abanker’sletterofcreditiscommonlyusedforthepaymentofpurchaseprice.Inthecourseoftheperformanceofcontract,oneofthenecessarystepsfortheselleristourgethebuyertoestablishanL/C.Accordingtothecontract,thebuyershouldestablishtheL/Contime,butsometimeshemaydelayforvariousreasons.Forthesafecollectionofpayment,thesellerhastourgethebuyertoexpeditetheopeningoftheL/C.Uponreceiptofaletterofcredit,thesellermustexamineitverycarefullytomakesurethatalltermsandconditionsarestipulatedinaccordancewiththecontract.Ifanydiscrepanciesexist,thesellershouldcontactthebuyerimmediatelyfornecessaryamendmentssoastoguaranteethesmoothexecutionofthecontract.④CharteringandbookingshippingspaceAfterreceivingtherelevantL/C,theexportershouldcontacttheship’sagentsortheshippingcompanyforthecharteringandthebookingofshippingspaceandpreparefortheshipmentinaccordancewiththeimporter’sshippinginstruction.Charteringisrequiredforgoodsoflargequantitywhichneedsfullshipload;andforgoodsinsmallquantities,spacebookingwouldbeenough.⑤CustomsformalitiesBeforethegoodsareloaded,certainproceduresincustomsformalitieshavetobecompleted.Asrequired,completedformsgivingparticularsofthegoodsexportedtogetherwiththecopyofthesalescontract,invoice,packinglist,weightmemo,commodityinspectioncertificateandotherrelevantdocuments,havetobelodgedwiththecustoms.Afterthegoodsareonboard,theshippingcompanyortheship’sagentwillissueabillofladingwhichisareceiptevidencingtheloadingofthegoodsonboardtheship.⑥FindacustomsbrokerTodifferentcountries,importcustomsclearanceproceduresmaydiffer.Insomecountries,thecustomsservicedoesnotrequireanimportertohavealicenseorpermitandanindividualmaymakehisowncustomsclearanceofgoodsimportedforpersonaluseorbusiness.You’dbetter,however,havealicensedcustomsbroker(orafreightforwarder)actastheclearingagentforyouunlessyou’reveryfamiliarwiththeimportcustomsclearanceformalitiesinyourcountry.Therefore,thefirsttipistofindalicensedcustomsbrokerwhocanworkwithyouonalongtermbasis.Theyareespeciallyvaluabletoyouwhenyourbusinessisnotlocatedinthedestinationair/seaportwhichisusuallytheportofentry—ifyou’reunabletobetheretoprepareandfileyourentry,thecustomsbrokermayactasyouragent,pickupanddelivertheshipmenttoyourdoor.⑦InsuranceTheexporttradeissubjecttomanyrisks.Forexample,shipsmaysinkorconsignmentsmaybedamagedintransit,exchangeratesmayalter,buyersdefaultorgovernmentsuddenlyimposeanembargo,etc.Itiscustomarytoinsuregoodssoldforexportagainsttheperilsofthejourney.Thecoverpaidforwillvaryaccordingtothetypeofgoodsandthecircumstances.Iftheexporterhasboughtinsuranceforthegoods,hewillbereimbursedforthelosses.⑧DocumentspreparationforbanknegotiationAftertheshipment,allkindsofdocumentsrequiredbytheL/Cshallbepreparedbytheexporterandtheimporterandpresented,withinthevalidityoftheL/Ctothebankfornegotiation.Astotheshippingdocuments,theyincludethecommercialinvoice,billoflading,insurancepolicy,packinglist,weightmemo,certificateofinspection,and,insomecases,consularinvoice,certificateoforigin,etc.Documentsshouldbecorrect,complete,conciseandclean.OnlyafterthedocumentsarecheckedtobefullyinconformitywiththeL/C,theopeningbankmakesthepayment.Paymentshallbedisregardedbythebankforanydiscrepanciesinthedocuments.⑨SettlementofdisputesIninternationaltrade,it’snotuncommonforimportstobedelayed,ortofindthatwhengoodsarrivetheshipmentisincompleteorcontainsdamagedgoods.Itmaybethesupplier’sresponsibility,theimporter’sfault,orcausedbyshippingorcustomsdelays.Inanycase,it’sworthagreeinginadvancehowdeliverieswillbeinspectedandhowproblemswillbehandled.Inmostcases,returningincorrectshipmentsandwaitingforanewdeliveryistooexpensiveandtimeconsuming.Lead-in1.Listening1.F2.T3.T4.TTapeScript:InternationalTradeisOneoftheHotIndustriesoftheNewMillenniumInternationaltradeisoneofthehotindustriesofthenewmillennium.Butit’snotnew.ThinkMarcoPolo.Thinkthegreatcaravansofthebiblicalagewiththeircargoesofsilkandspice.Thinkevenfurtherbacktoprehistoricmantradingshellsandsaltwithdistanttribes.Tradeexistsbecauseonegrouporcountryhasasupplyofsomecommodityormerchandisethatisindemandbyanother.Andastheworldbecomesmoreandmoretechnologicallyadvanced,asweshiftinsubtleandnotsosubtlewaystowardoneworldmodesofthought,internationaltradebecomesmoreandmorerewardingbothintermsofprofitandpersonalsatisfaction.2.SpotDictation1.complicated2.concludeatransaction.3.inthecourseof4.undergoesfourstages5.implementingthecontract6.illustrateTextALanguageStudy1.merchandise①n.commercialgoods;commodities商品，货物◆Thereismuchdiscountmerchandiseonholidays.◆Merchandisefirstshouldbetheproductsoflabour.②vt.toengageinthecommercialpurchaseandsaleof(goodsorservices);trade做生意，交易◆Heismerchandisingautoparts.merchandisebroker商品经纪人merchandisebudget商品预算merchandiseexport商品出口merchandisecost商品成本2.brokern.anagentwho,actingonbehalfofaprincipal,buysorsellsgoods,securities,etc,inreturnforacommission(股票债券等的)经纪人,(买卖的)中间人,代理人◆Hesetupinbusinessasaninsurancebroker.brokeragen.经纪业，佣金，回扣，经纪费brokeragent经纪人兼代理人brokerinsurance保险代理人3.prospectivea.lookingtowardsthefuture将来的，未来的；盼望中的；预期的；有希望的◆Theforeigninvestorwithdrewfundswithoutgettinghisprospectivebenefits.◆Shedemonstratesanarticletoaprospectivespectivebuyer可能的买主prospectivedamage预计的损失prospectivemarket未来的市场prospectivereturn预期收益prospectivebenefits预期利益4.outlayn.anexpenditureofmoney,effort,etc费用，花费；支出◆Theweeklyoutlayonday-to-dayoperationinthecompanywasenormous.◆Thiswillinvolvehighexpensesandnonrecoverableoutlays.outlayaccounts支出账户outlaycost支出成本outlayforloanpayment偿还债务支出outlayofliquidation清理支出5.attorneyn.apersonappointedtoactforanotherinbusinessorlegalmatters(业务或法律事务上的)代理人◆Theattorney’ssummationwastelling.◆Hehasbeenappointedastheattorneyofthecompanytosignthecontractwithitspartner.attorneyatlaw律师attorneyfee律师公费attorneygeneral首席检察官powerofattorney委托权;委任书6.substantiala.largeinamountornumber很多的，大量的◆Themanincurredsubstantiallossesduringthestockmarketcrash.◆Theexistenceofsubstantialinvisibleincomesuggeststhattheincomedistributionsystemshouldbestandardized.substantialcostdifferentials巨大成本差额substantialincrease大幅度增长substantiallaboursurplusmarket劳动力大量剩余市场7.identifyvt.recognizesb/sthandbeabletosaywhoorwhattheyare确认、证明某人（某事物）；鉴别出◆Themanrefusedtoidentifyhimselfasthepersonwhoshouldhavebeeninfullchargeoftheaccident.identificationn.识别，证实，核对dentificationcard身份证dentificationdimensions船舶文件规定的尺度identifyoneselfwith支持，参与8.makeacommitment(tosb/sth)作出承诺◆I’dliketomakesureifitisacceptabletothefactorybeforemakingacommitmenttoyou.9.relieve...of...免除某人的职务；解除某人的(负担等)；减轻某人的(痛苦等)◆ThecompanyrelievedMr.Brownofhispostasmanager.◆Theworkersarerelievingofburdensfromtheship.TranslationoftheText商品进出口对大多数国家来说，进出口是国际收入和支出的主要来源。进出口的对象主要指的是货物和服务。有形产品，由于其出入境的可见性常被看作是有形进出口。这些概念广泛应用于商品进出口的实际操作中。出口间接出口许多间接出口贸易中都会涉及中间人。有好几种中间人：收费代理商收费代理商扮演着联系你的产品或服务与特定的外国购买商的“掮客”的角色。一般来说，代理人或掮客并不会履行订单，而是把它们交给你，让你来决定。出口代理公司（EMC）出口代理公司是“不在场”的出口部门，向潜在的海外买家推荐你的产品以及其他公司的产品。出口贸易公司（ETC）出口贸易公司的作用，许多都和出口代理公司一样。然而，作为买卖双方的中间人，他以需求为动力，以交易的达成为导向。这样的定位对于制造商来说就能减少与出口相关的风险。出口贸易商/出口代理商出口贸易商或出口代理商会买进产品然后重新包装来出口，他们承担全部的风险，把产品卖给自己的顾客。直接出口虽然间接出口有许多的优点，但是直接出口也有自己的优势。虽然初期投入比较多，相关风险也比较大，但是其利润也相应更高一些。销售代表海外销售代表相当于制造商在国外的代理人。他们利用公司的产品目录和样品向潜在顾客宣传产品。代理商常被理解错误的“代理商”其真正含义是经授权，甚至拥有代理权的能代表其所代理的公司做承诺的代理人。海外经销商海外经销商是从出口商手中购买货物（通常以很低的折扣购买）然后转手卖出获利的商人。海外经销商一般会对产品提供支持和服务，这样就减轻了出口商相应的责任。国外零售商公司也会直接将产品卖给海外零售商，虽然在这样的交易中，产品一般仅限于消费品。这种方式主要依赖于和国外零售商直接打交道的巡回推销员。直销给用户美国公司可能将自己的产品或服务直接卖给国外的用户。买家可能是国外政府机构，例如医院等。进口一个国家进口就意味着另一个国家出口。进口就是产品或服务被其他国家的买家购买的过程，意思与出口刚好相反。同样的，进口被分为直接进口和间接进口。间接进口通过国内中间商实现，而直接进口则是进口商直接从国外购买产品。相较而言，我们可以得出这样的结论，间接进口对产品的选择要求比较高，但其方便是显而易见的。而直接进口虽然经济实惠但是程序复杂。Keys1.Reading1.Thereare4kindsofexportintermediariesmentionedinthetext.TheyareCommissionedAgent,ExportManagementCompany(EMC),ExportTradingCompany(ETC),andExportMerchant/ExportAgent.2.Thereare5kindsofdirectexportingmentionedinthetext.TheyareSalesRepresentative,Agent,ForeignDistributor,ForeignRetailerandDirectSalestoEndUsers.3.Indirectimportingislimitedinselectionofgoods,howeveritsconvenienceisobviouslyseen.Whiledirectimportingiseconomicalbutmorecomplicatedinprocedurethanindirectimporting.4.off-site:awayfromthesite;demanddriven:bedrivenbythedemand;transactionoriented:aimtowrapupabusinessdeal.5.Indirectexportingneedsexportintermediary.Itrequireslessinvestmentandtakeslowerrisk.Whileindirectexporting,theexportertakesthewholecontrolofthebusinessandrequiresmoreinvestment,aswellashigherriskrunning.2.ComprehensionPart11.D2.B3.D4.DPart23.VocabularyPart11.visible2.Direct3.repackage4.equivalent5.representatives6.merchant7.distributor8.retailersPart21.E2.F3.B4.G5.J6.A7.H8.C9.I10.DPart31.relieve...of...2.onbehalfof3.tendto4.beclassified...into...5.Alongwith6.actas7.beenidentifiedas8.madeacommitmentPart41.initial2.merchandise3.outlays4.government5.substantial4.TranslationPart11.商品进出口2.收费代理商3.出口代理公司4.出口贸易公司5.出口贸易商6.出口代理商7.销售代表8.潜在买家/顾客9.潜在的海外买家10.国外零售商11.直销12.终端用户Part21.Themerchandisecouldbeclassifiedintovisibleoneandinvisibleone.2.Theforeigndistributorscangetsubstantialdiscountfromtheexporters.3.ThereisdifferencebetweendirectsalesandPyramidsales.4.Indirectexportingneedstheexportintermediaries,theinitialoutlaysandriskofwhicharelesscomparedwithdirectexporting.5.Onecountry’sexportcanbeanother’importwhichalsohavedirectimportingandindirectimporting.Part3从饮料到其他各类商品，到其他许多你从未想象过会成为全球性商品的东西，所有的一切都是精明的生意人做买卖的对象。这些产品每天在全世界的某个地方被买卖，代理和分销。TextBLanguageStudy1.transmissionn.①theactorprocessoftransmitting传递；移转②asystemofshafts,gears,torqueconverters,etc,thattransmitspower传送装置◆Drivingthecarwithautomatictransmissionwillmakethedrivermorecomfortable.◆Thewaysforinternationaltransmissionofinflationarevarious.transmitvt.传送2.ceremonyn.aformalactorritual,oftensetbycustomortradition,performedinobservationofaneventoranniversary典礼，仪式◆Thegrandopeningceremonyisquitesmoothlygoing.3.coincidewith...与……相符◆Yourdesirecoincideswithours.◆Theresultofthecustomsinspectioncoincidedwithwhatwehadexpected.4.shootup暴涨◆Pricesshotupovernight.◆Thesalesshotup200percentduetothestrategicadjustment.TranslationoftheText通用，福特将向中国出口更多的汽车美通用和福特汽车公司于周一在华盛顿分别签署的协议中表示他们将会向中国出口更多北美制造的整车和零部件。至2010年前，通用公司将会向其中国合资公司－上海通用汽车有限公司出口价值10亿美元的整车，零部件和机械设备。福特也将出口超过3万辆北美制造的整车，并向其在中国的合资企业长安福特“马自达”汽车公司出口传输组件和零配件，交易总值达8亿美元。中国国务院副总理王岐山出席了签约仪式，正赶上这周在美国马里兰州安纳波利斯举行的中美经济战略对话。通用公司发言人格里格·马丁表示，组装好的凯迪拉克将会占出口至中国之汽车数量的大多数。通用在中国最受欢迎的汽车品牌是别克，但去年凯迪拉克的销量攀升了148%，达到7022台，原因之一就是凯迪拉克SLS新车款的上市。成立于1997年的上海通用汽车有限公司是与上海汽车工业集团总公司持股比例均等的合资公司。它销售别克，凯迪拉克，雪佛莱和萨博品牌的汽车，自2005年以来，一直是中国汽车销售第一的合资公司。通用集团中国地区总裁暨总经理凯文·威尔表示，美国通用公司在中国有八家合资公司，过去11年，从美国进口的汽车产品总价值超过了42亿美元。长安福特成立于2001年。福特公司表示稍后将披露具体的进口车型。2007年，该公司在中国的销售上升了30％，福特福克斯是中国10大畅销车型之一。Notes1.GeneralMotorsCorp.,theworld’slargestautomaker,hasbeentheglobalindustrysalesleaderfor76years.Foundedin1908,GMtodayemploysabout280,000peoplearoundtheworld.WithglobalheadquartersinDetroit,GMmanufacturesitscarsandtrucksin33countries.In2006,nearly9.1millionGMcarsandtrucksweresoldgloballyunderthefollowingbrands:Buick,Cadillac,Chevrolet,GMC,GMDaewoo,Holden,HUMMER,Opel,Pontiac,Saab,SaturnandVauxhall.GM’sOnStarsubsidiaryistheindustryleaderinvehiclesafety,securityandinformationservices.2.FordMotorCompanyisanAmericanmultinationalcorporationandtheworld’sthirdlargestautomakerbasedonworldwidevehiclesales.BasedinDearborn,Michigan,asuburbofDetroit,theautomakerwasfoundedbyHenryFord,andincorporatedinJune16,1903.Fordnowencompassesmanyglobalbrands,includingLincolnandMercuryoftheUS,JaguarandLandRoveroftheUK,andVolvoofSweden.FordalsoownsaonethirdcontrollinginterestinMazda.Keys1.Comprehension1.TwooftheChinesepartnersofGMareShanghaiGMorShanghaiAutomotiveIndustryCorp.andChang’anFordMazdaAutomobileCo.2.OneofthereasonisthenewCadillacSLS.3.A4.C5.D2.Vocabulary1.coincidewith2.makeup3.component4.dueto5.ceremony6.Accordingto7.bulk8.shotup3.Translation1.福特2.雪佛莱3.凯迪拉克4.马自达5.别克6.长安7.萨博PracticalWritingSampleWritingTheComparisonBetweenDirectExportingandIndirectExportingDirectexportingandindirectexportingarebothmodelsofexport.Theyhavetheirownadvantagesanddisadvantages,whichdeterminesthatnoneofeachhasanedgeovertheother.Astodirectexporting,theexporterhandleseveryaspectoftheexportingprocess,suchasmarketresearch,foreigndistributionandcollections.Thus,theexportercancontrolmoreovertheexportprocessandwillestablishacloserrelationshiptotheoverseasmarket.However,itneedsmoreinitialoutlaysandrequiressubstantialresources,furthermore,theexporterwilltakelargerrisks,butfirstshouldhavethegiftfororganizingandmanagement.Whiletheindirectexportingrequireslessmarketinginvestmentandtolerateslessrisks,ontheotherhand,theexporterwilllosesubstantialcontroloverthemarketingprocessandwillbenotsoprofitableasindirectexporting.Inaword,wemaysaythereisnotthebestchoiceinexporting,butwhatyoucandoistochoosethebestoneonyourownconditions.Unit2NegotiationRelatedInformationNegotiationSkillDevelopmentAlthougheveryonenegotiatesinformallyallthetimewithoutevenbeingawareofit,formalnegotiationisaskillthatcanbelearnedthroughexperienceandpractice.Peoplewhonegotiatealottendtobemuchmoreskilledatitthanpeoplewhohavenotparticipatedinmanyformalnegotiations.Experiencedpeoplearemorelikelytoknowwhattosay,whentomakeconcessions,whennotto,whattoconcede,whatnotto,and,ingeneral,howtomanipulatethesituationtotheirownadvantage.Forthisreason,negotiationtendstofavortheexperiencedparty.Ingeneral,itisusefultoknowandunderstandthedifferencebetweenintegrative(orwin-win)negotiationstrategiesanddistributive(orwin-lose)strategies.Win-winstrategiesaremostusefulwhenitispossibletodevelopasolutiontoaprobleminwhichboth(orall)sideswin,oratleastcomeoutaheadofwheretheywould,weretheconflicttocontinue.Wherethereisagreatdealatstakeinanegotiation,thenitmaybeappropriatetoprepareindetailandlegitimate“gamesmanship”togainadvantage.Anyonewhohasbeeninvolvedwithlargesalesnegotiationswillbefamiliarwiththis.Neitheroftheseapproachesisusuallymuchgoodforresolvingdisputeswithpeoplewithwhomyouhaveanongoingrelationship:Ifonepersonplayshardball,thenthisdisadvantagestheotherperson—thismay,quitefairly,leadtoreprisallater.Similarly,usingtricksandmanipulationduringanegotiationcanunderminetrustanddamageteamwork.Whileamanipulativepersonmaynotgetcaughtoutifnegotiationisinfrequent,thisisnotthecasewhenpeopleworktogetherroutinely.Here,honestyandopennessarealmostalwaysthebestpolicies.Lead-in1.ListeningDialogue1:PriceDialogue2:PackingDialogue3:DeliveryTapeScript:Dialogue1A:I’msorrytosaythatyourpricehassoared.It’salmost20%higherthanlastyear’s.B:That’sbecausethepriceofrawmaterialshasgoneup.A:Isee.Thankyou.Itwouldbeverydifficultforustopushanysalesifwebuyitatthisprice.B:Well,ifyoutakequalityintoconsideration,youwon’tthinkourpriceistoohigh.A:Let’smeeteachotherhalfway.Dialogue2A:Youknow,packinghasaclosebearingonsales.B:Yes,italsoaffectsthereputationofourproducts.Buyersalwayspaygreatattentiontopacking.A:Wewishthenewpackingwillgiveourclientssatisfaction.A:Sohowdoyouthinktheshirtsarepacked?B:They’repackedincardboardboxes.A:I’mafraidthecardboardboxesarenotstrongenoughforoceantransportation.Dialogue3A:Whencanyoueffectshipment?I’mterriblyworriedaboutlateshipment.B:WecaneffectshipmentinDecemberorearlynextyearatthelatest.A:That’sfine.Howdoyoulikethegoodsdispatched,byrailwayorbysea?B:Bysea,please.Becauseofthehighcostofrailwaytransportation,wepreferseatransportation.A:That’swhatwethink.2.SpotDictationPart11.soared2.pushanysales3.take4.intoconsideration5.halfway6.bearing7.reputation8.satisfaction9.packed10.ocean11.shipment12.dispatched13.prefer14.whatPart21.Counteroffer2.negotiating3.unacceptable4.bargaining5.regretforbeingunable6.otheropportunitiestodobusinessTextALanguageStudy1.advocacyn.activesupport;especiallytheactofpleadingorarguingforsomething支持，拥护，提倡◆Patienceisessentialinnegotiationwhileadvocacyof“quicksuccess”isharmful.advocaten.辩护者;律师;拥护者;倡导者advocatorn.拥护者,鼓吹者,提倡者2.A“successful”negotiationintheadvocacyapproachiswhenthenegotiatorisabletoobtainallormostoftheoutcomeshispartydesires,butwithoutdrivingtheotherpartytopermanentlybreakoffnegotiations.whenthenegotiator...是表语从句;butwithoutdriving...是分词短语,做状语。3.permanentlyad.foralongtimewithoutessentialchange永久地；长久地◆HehasdecidedtosettledownpermanentlyintheUS.permanenta.永久的，持久的4.breakoff中断,折断,突然停止,暂停,断绝◆Wehavetobreakoffthecommercialrelationwiththatcompanyduetotheirbreachofthecontract.breakoffnegotiations中断谈判breakofftheaction停战breakoffthehabitof改掉……的习惯breakoffwith与……断绝交往5.Traditionalnegotiatingissometimescalledwin-losebecauseoftheassumptionofafixed“pie”,thatoneperson’sgainresultsinanotherperson’sloss.thatoneperson’s...是同位语,修饰assumption。6.assumptionn.thingacceptedastrueorassuretohappen,butnotproved假定，设想Yourassumptionofhighreturnprovedwrong.assumedcost假定成本assumeddata假定数据assumedsettingday假定结算日7.Duringtheearlypartofthe20thcentury,academicssuchasMaryParkerFollettdevelopedideassuggestingthatagreementoftencanbereachedifpartieslooknotattheirstatedpositionsbutratherattheirunderlyinginterestsandrequirements.suggestingthat...是分词短语,修饰ideas,做定语。thatagreementoftencan...做宾语从句。8.assurevt.tocausetofeelsureorcertain;convince使确信,使放心◆Theywereassuredthateverythingpossiblewasbeingdonetomakethetransactionconcluded.◆Theytriedtoassurehimoftheirwillingnesstowork.assurern.保证人，保险业者assurancen.确信,把握,信心,自信assurancecompany保险公司assurancefactor安全系数9.Inthe1970s,practitionersandresearchersbegantodevelopwin-winapproachestonegotiation,includingthepublicationofGettingtoYESpublishedbyRogerFisherandWilliamUryaspartoftheHarvardnegotiationproject.includingthepublication...是分词短语,做状语。aspartof...介词短语,做定语,修饰thepublicationofGettingtoYES10.prioritizevt.assignapriorityto优先考虑◆Networkmanagerscanprioritizedatatrafficbyassigningchannels.◆It’salsoimportantforthecompanytoprioritizethepersonalcontactandgroupdynamicsthatshapeemployees’development.priora.在前的，优先的priorityn.优先权11.issue①n.animportantquestionthatisindisputeandmustbesettled急需解决的问题◆Thesefactorswillforcethebosstoreconsiderthecostissue.②vt.prepareforpublicdistributionorsale发行◆Theauthoritiesinchargeofexaminingandissuingcuttinglicensesshallnotissuethecuttinglicensesissuedcapital已发股本issueatthemarketprice按市价发行issueofbillofexchange签发汇票issueofbonds公司债券的发行12.intimidatevt.maketimidorfearful恫吓,恐吓◆Itissaidthattheaccusedhasintimidatedthewitness.◆Heusuallyintimidateshiscounterpartyintomakingfurtherconcessionbyraisinghisvoiceandpoundingtheimidatesbintodoingsth恐吓，威胁某人做某事13.recapvt.shortforrecapitulate扼要重述；摘要说明◆Letmejustrecapwhatwe’veagreedsofar.14.formalizevt.tobeormakeformal;tomakeofficialorvalid使具有形式，使定形◆Thearrangementofthisconferenceshouldbeformalizedassoonaspossible.formalizationn.形式化，仪式化formalizedmodel形式化模型15.intent①n.somethingthatisintended;aim;purpose;design意图，目的◆Shetriedeverythingtolearnmoreaboutthatcompanyandprepareherselfwithintenttopasstheinterviewandgethired.②a.firmlyfixed;determined;concentrated热心的，急切的；专注的，专心的◆Heisintentonhismarketentionn.意图，目的intentionala.有意图的，故意的16.competencyn.thequalityofbeingadequatelyorwellqualifiedphysicallyandintellectually技能；本领◆Thesuccessofacompanyisdirectlyrelatedtothecompetencyofitsmanagers.◆Handlingthismatterisbeyondhispetenta.有能力的，能胜任的，能干的competencen.资格,能力，胜任17.profile①n.ananalysis(ofteningraphicalform)representingtheextenttowhichsomethingexhibitsvariouscharacteristics简介，概述◆TheBBCisworkingonaprofileoftherecentTibetriot.②vt.writeabout写（某人某事物的）简介◆ThisarticleprofilesafamousDutchpain