胡琳祝-国际商务谈判：双语实训教程-课后习题答案

AnswersforExercise

Chapter1IntroductionstoInternationalBusinessNegotiation

I.Answerthefollowingquestionsaccordingtothetext.

略

II.MatchthewordsinColumnAwithdefinitionsinColumnB.

1.J2.H3.G4.15.B6.D7.F8.E9.A10.C

III.TranslatethefollowingtermsandphrasesintoChinese.

1.谈判的性质

2.跨文化的

3.咨询合同

4.谈判对手

5.人际关系

6.宗教信仰

7.共同的兴趣

8.复杂的环境

9.良好的口才

10.国内立法

11.技术转让

12.谈判的战略

13.最求不同的目标

14.还盘/还价

15.达成交易/达成一致

16.专有技术

17.过剩产能

18.贸易中间商

19.一站式操作

20.许可证协议

IV.Pleasedeterminewhetherthefollowingstatementsaretrueor

false.

l.T2.F3.F4.T5.F6.T7.T8.F9.F10.T

V.TranslatethefollowingsentencesintoChinese.

1.谈判是一种社会现象和一种人际关系的特殊体现。

2.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。

3.整个谈判过程是建立在谈判双方相互依存的条件下。

4.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。

5.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。

VI.TranslatethefollowingsentencesintoEnglish.

1.Negotiationissomethingweexperienceeveryday.

2.Negotiatorsneedtoexchangeviewsoncommoninterestsandgoals,

soastoadjusttheirstrategies.

3.OnlyWin-Winnegotiationsaretrulysuccessfulnegotiations.

4.Internationalbusinessnegotiationsmainlyexistintheeconomicfield.

5.There'snorightorwronginthenegotiaitons,soweshouldignorethe

bargainingpostition.

6.Ininternationalbusinessnegotiations,themostfundamentalprinciple

isequalityandmutualbenefit.

7.Wearepleasuretoreceiveyourorderforfurtherimportofoursilk.

8.Theremustberoomfordiscussionbetweenus.

VII.Casestudy.

Case1

Questions:

l.Intheforeigneconomicandtradeactivities,thewholeprocessof

negotiatingtheconditionsofthetransactionbetweenthebuyerandthe

sellerinordertoreachacertaintransactionisanimportantpartof

internationalbusinessactivitiesandanextensionanddevelopmentof

domesticbusinessnegotiations.

2.Negotiationsareactivitiesthatseektoestablishorimprovepeople's

socialrelationships.Thepurposeofthenegotiationistoobtaincertain

benefits.Torealizetheinterestspursued,itisnecessarytoestablishnew

socialrelationsorimprovetheoriginalsocialrelations,andthe

establishmentofsuchrelationsneedstobeachievedthroughnegotiation.

Case2

Questions;

l.Inthiscase,thenegotiatingpartiesusedthe"win・wirTnegotiation

principle.

2.Theprinciplecanbecarriedoutby,forexample,reducingrisksand

expandingtheinterestsofbothparties;increasingpartoftheexpenditure,

sothattheincreaseinbenefitsexceedstheincreaseinexpenditure;

reducingsomeexpenses,andreducingtheinterestlessthanthereduction

inpaperjams.

VIII.Roleplaypractice.

略

Chapter2Composition,ClassificationandBasicProcedureof

InternationalBusinessNegotiation

(.Answerthefollowingquestionsaccordingtothetext.

略

II.MatchthewordsinColumnAwithdefinitionsinColumnB.

l.G2.F3.14J5.B6.H7.D8.C9.E10.A

Ill.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

1L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.PIeasedeterminewhetherthefollowingstatementsaretrueorfalse.

l.F2.T3.F4.F5.F6.T7.F8.F9.T10.F

V.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,guestfield

negotiationandneutralfieldnegotiationdependingonthelocationof

thenegotiation.

2.Principle-basednegotiationholdsthattherearesomecommon

interestsandconflictinginterestsbehindtheopposingpositionsofboth

parties.

3.Amongthecomponnetsofinternationalbusinessnegotiation,

negotiatingsubject,negotiatingobjectandnegotiatingissuearethe

threemostbasicelements.

4.I'mgladyoucouldrenewtheorderforimportingoursilkproductsthis

year.

5.Thereisnothingtoeitherhaveorgiveupininternationalbusiness

negotiations.

6.Neutralfieldnegotiationsareguestfieldnegotiationsforbothparties.

Choosinganeutralplaceacceptableforbothpartieswillhelpcreatean

objectiveandrationalnegotiatingatmosphere.

7.Ifonepartywantstomaintainalong-termbusinessrelationswiththe

counter-partyandhassuchapossibility,it'sunsuitabletochoose

positon-basednegotation.

8.Ininternationalbusinessnegotiations,thenegotiationsintheformof

groupsaremostlyformalnegotiations,especiallythoseinvolvinghuge

amountsofmoneyorcomplexcontents.

VII.Casestudy.

Case1

Questions:

1.Internationalbusinessnegotiationscanbedividedintoinvestment

negotiations,leasingand“threetoonesupplement"negotiations,

internationalgoodstradingnegotiations,internationaltechnologytrade

negotiations,andclaimsnegotiations.

2.Thenegotiationsinvolvedinthiscasebelongtothenegotiationof

claims.Whennegotiatingtheclaims,thefollowingissuesshouldbe

noted:First,focusonthecontract,thecontractistheonlybasic

conditionfordeterminingwhethertobreachthecontract;secondly,

focusontheevidence,ifthereisqualityproblem,needtoprovide

Technicalappraisaldocument;again,payattentiontotimeliness,no

matterwhattypeofcooperationproject,theclaimisnotindefinite.If

theclaimisexceeded,itislikelythatitwillnothelp;finally,payattention

totherelationshipbetweenthetwoparties.Inthenegotiations,itis

necessarytoconsiderthelong-termcooperativerelationshipbetween

thetwopartiesandmutualunderstandingtoreachaclaimagreement.

Case2

Questions:

l.Thesubjectofnegotiationisthenegotiatingpartyandthetwoparties

whoparticipateinthenegotiationactivities.Itcanbeonepersonor

multiplepeopleintheformofanegotiatingteam.Thenegotiating

objectisalsothesubjectofnegotiation.Itistheobjectivethingthat

bothparties'rightsandobligationsarenegotiating,suchascommodity

trading,cargotransportation,insurance,andcooperativemanagement.

2.ThenegotiatingsubjectinthiscaseisLiGangofAnImportandExport

CorporationandMilanoS.P.A.ofMilan,Italy.Theobjectofnegotiationis

1000setsofmen'ssuits

Case3

Questions:

1.Fullyunderstandthesituationofthesubjectmatterofnegotiation,and

combineitsownadvantages.

2.Offeringlowerpriceproductsinsmallpackages.

VIII.Roleplaypractice.

略

Chapter3PreparationforInternationalBusinessNegotiation

I.Answerthefollowingquestionsaccordingtothetext.

略

II.MatchthewordsinColumnAwithdefinitionsinColumnB.

1.12.E3J4.A5.D6.B7.C8.F9.G10.H

Ill.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.PIeasedeterminewhetherthefollowingstatementsaretrueorfalse.

l.T2.F3.F4.T5,T

V.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.Internationalbusinessnegotiationisateamworkactivitywhich

requiresprofessionalskills,strongcommunicationskillsandteamwork

ability.

2.Ininternationalbusinessnegotiations,legalpersonnelaremainly

responsiblefordraftingandreviewingcontracttermsandconditions,

andgettingfamiliarwiththelawsoftheirowncountryandthe

counter-party'scountry,internationalconventionsandinternational

practices.

3.Whencollectinginformation,wemustpayattentiontothe

confidentialityofinformationtransimission,whichisdirectlyrelatedto

nationalsecurityandthesuccessofthethenegotiations.

4.Generallyspeakinginternationalbusinessnegotiationplanswill

involvesettingidealgoalsandminimumgoals.

5.Ininternationalbusinessnegotiations,theprocessandcontentsofthe

negotiationshouldbecarriedoutaroundthenegotiationagenda

preparedinadvance.Therefore,whenmakingthenegotiationagenda,it

needstobecloselycombinedwiththeneogitaionissuesandkeypoints.

VII.Casestudy.

Case1

Questions:

1.Methodsofinformationcollectionininternationalbusiness

negotiationsincludeobservation,interview,questionnaire,induction,

expertconferenceinvestigation,literatureandmediacollection,and

economicintelligence.

2..Inthiscase,theGermancompanyadoptedtheeconomicespionage

method,whichiscommercialespionage.Thismethodhaslowrisk,high

compensation,illegality,throughacombinationofbugs,loudspeakers,

recordersandvariousinstruments.

Case2

Questions:

l.ThesurveyoftheenterpriseUIitselfbeforetheinternationalbusiness

negotiationincludesitsbasicoverview,suchasthedevelopmenthistory

oftheenterprise,socialstatus,economicstrength,organizational

structure,mainbusiness,productcategory,salesscale,equipment

processcapability,managementlevel.,brandawareness,etc.;the

informationneededtonegotiate.

2.Thenegotiatingmaterialsthatneedtobepreparedbeforethe

internationalbusinessnegotiationarethelicensequalificationmaterials,

producttechnicaldata,productsamplesandquotations.Thecaseis

mainlythepreparationofproducttechnicaldata.

Case3

Questions:

1.Thecriteriaforselectingnegotiatorsbeforeinternationalbusiness

negotiationsaremainlyconsideredfromthreeaspects:basicquality,

knowledgelevelandcomprehensiveability.

2.Inthiscase,thelevelofknowledgeofthenegotiatorsinthefactory

doesnotmeettherequirements.Thelevelofknowledgeincludesboth

horizontalandhorizontalknowledge,suchasthenationalguidelineson

foreigneconomicrelations,policiesandgovernment-related

foreign-relatedlawsandregulations;International,domesticproduction

statusandmarketsupplyanddemand;informationonpricelevelsand

trends;producttechnicalrequirementsandqualitystandards;

knowledgeofinternationaltradeandinternationalpractices,aswellas

verticalknowledge,suchascommodityknowledge;negotiation

Experienceandcopingwiththeabilitytoencountercomplexsituations

innegotiations;masteringoneortwoforeignlanguages;understanding

foreigncompanies,typesandnecessityofcompanies;familiarizingwith

thestylesandcharacteristicsofnegotiatingopponentsindifferent

countries.

VIII.Roleplaypractice.

略

Chapter4OpeningforInternationalBusinessNegotiation

I.Answerthefollowingquestionsaccordingtothetext.

略

II.MatchthewordsinColumnAwithdefinitionsinColumnB.

2.H2.E3.14.D5.B6.A7.C8J9.F10.G

Ill.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

1L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

".全面的回答

18.模糊的信息

19.调整观念

20.谨慎的态度

IV.PIeasedeterminewhetherthefollowingstatementsaretrueorfalse.

l.F2.F3.F4.T5.F6.F7.F8.T9.T10.T

V.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.

l.Agoodopeningatmosphereshouldbecreatedatthebeginingofthe

negotiation,whichisconducivetothenegotiation.

2.Intermsofthecharacteristicsofbusinessnegotiation,itisbeneficial

tounderstandthebackground,hobbiesandfamilystatusofthe

counter-party'smainnegotiator.

3.Negotiationisacollectiveproject,whichrequiresnegotiatorstohave

professionalskills,communicationabilitiesandteamworkspirit.

4.Negotiationisalongbargainingprocess.Bothpartiesmake

concessionsandprofitfromit,soastonarrowthegapbetweenthemto

acertainextent.

5.Attheopeningofnegotiation,attentionshouldbepaidtotheaccuracy

ofinformationtransmission,closetothenegotiationissues,anduse

correctnegotiationstrategies.

6.Whencreatinganatmosphereatthebeginningogfthenegotiation,

weshouldchooseneutraltopicsforcommunication,suchasweather

andavoiddiscussingsensitivetopicslikepoliticsandreligion.

7.Eachnegotiationhasauniqueatmosphere,someofwhicharecold

andantagonistic;somearepositiveandfriendly;somearecalmand

rigorous.

8.Attheopeningofnegotiation,thereasonableuseofnegotiators/

expressionsandeyecontactcanplayagreatroleinthenegotiation.

VII.Casestudy.

Case1

Questions:

Docarefulpreparationandorganization;toknowthecounterpart.A

littleorchestrawontheharmoniousatmosphereofnegotiations,which

cannotbedeniedbeingasuperbartofnegotiation.

Case2

Questions:

1.Startofthetalks；Alistoftheagendaforthenegotiationswas

distributed;representativesofbothpartiesexchangedviewsonthe

negotiationagenda;statements;summary.

2.high-profileatmosphere

Case3

Questions:

1.Createapositiveandfriendlyatmosphere.Fromtheverybeginning,

wehaveshownapositive,understandingandcooperativeattitude,

creatinganatmosphereofsincerity,seriousnessandjointeffortstosolve

difficulties.ThiscanbetakenfromtheChineseeditor-in-chieftothe

airportpick-up,arrangedfortheGermaneditor-in-chiefattheBund

Hotel,whichisclosetothemagazine,andtheMeilongTownRestaurant,

whichhasbeenvisitedbymanyEuropeanheadsofstate,totakeguests

andbringguestspersonally.Itwasclearlydemonstratedonthestreetsof

Shanghaiandthenewsstandsofsubwaystationstofeeltheinfluenceof

Chinesejournalsonthemarket.Theselaidagoodfoundationforthe

futurepartiestoenterintosubstantivenegotiationsandsign

cooperationagreements.

2..Awarm,positiveandcooperativeatmospherewillhelptopushthe

negotiationsinthedirectionofconsensus.Theatmosphereoftension

andoppositionmakesthenegotiationsonthevergeofcrisis.Dragging

thelastingatmosphereisagreattestfortheenergy,strengthand

mentalityofthenegotiators.

Case4

Questions:

1.Offensiveopening.

2.Theattitudeshouldbetough,andisnotafraidtoreturnempty-handed.

Second,thepriceconditionswillrisebacktothemarketlevel.

Chapter5ConsultationforInternationalBusinessNegotiation

(.Answerthefollowingquestionsaccordingtothetext.

略

II.MatchthewordsinColumnAwithdefinitionsinColumnB.

1J2.F3.A4.15.B6.H7.C8.D9.E10.G

Ill.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.PIeasedeterminewhetherthefollowingstatementsaretrueorfalse.

l.F2.T3.F4.F5.T6.F7.T8.F9.F10.T

V.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,bothpartieswillturnthe

topictothenegotiationonthetransactioncontent,thatis,qutotation

starting.

2.Thequotationshouldbebasedonthemarketconditions,interest

need,productattributes,deliverytime,transactionscaleandpayment

method.

3.Differentquotationorderwillalsohavedifferenteffectsonthefinal

resultofnegotiation.

4.Ifafriendlyandcooperativeatmospherehasbeencreatedinthe

openingstage,itisnecessarytocontinuetomaintainthisatmosphere

afterenteringtheconsultationstage.

5.Comprehensivebargainingisgenerallyappliedtothefirstoffer;in

whichthebuyerrequeststhesellertomakeanewquotationfromthe

wholesituationoftheoverallquotation.

6.Thecounter-offercanbemadeaccordingtotheanalysiscostorthe

numberofcounter-offeritems.Specificanalysisisrequired.

7.Therearegenerallytworesultsinthedeadlockofnegotiations:oneis

tobreakthedeadlockandcontinuenegotiations;anotheroneis

negotiationfailed.

8.Whenthereisadeadlockinthenegotiation,bothpartiescanconsider

makingconcessions.Otherwise,thenegotiationswillneverreachan

agreementandthegoalspursuedbybothpartieswillneverbeachieved.

VII.Casestudy.

Case1

Questions:

1.Includeexchangeratechangesinproductquotations.

2.Adoptmulti-currencysettlementcurrency

3.Lockintheexchangerate

4.Shareexchangerateriskswithtradepartners

5.HandleSinosure'sexportcreditinsuranceaccountsreceivablebuyout

6.Signforwardratesaleagreementwithbank

Case2

Questions:

1.Negotiatingexpertsusedasilentstrategytoforcetheotherpartyto

increasecompensation.

2.Thesilentstrategyistorefrainfromcounter-offeringaftertheother

party'squotationiscompleted,buttowaitandseewhatisgoingon,not

toraisetheirownrequirementsandshakethebasisoftheotherparty's

quotation,tostriveforgreaterbenefitsfortheotherparty,andwaitfor

theotherpartytoresistfurtherrequest.

Case3

Questions:

1..Chris'judgeiscorrect,asitcanbeseenfromthefollowingaspects:

A.CompanyBwillbethelaststopinChongqingforMikeanditcanbe

seenthatCompayBistreatedasthemostinterestedcompany.

B.AfterarrivingatChongqingonthe21st,Mikedidn'tvisitCompanyB.

Hemustgotoothermanufacturersforinquiries.

C.Ittook3hoursforMiketonegotiatewithCompanyB.

D.Havingalightmealattheofficeisfortheconvenienceofprintingthe

contractandsignimmediatelyafterthebusinessisconcluded.

2.Mikeadoptsaprocrastinationstrategyandadherestohislow-cost

procurementtarget,anddoesnotgiveupuntilthegoalisreached.

ChrisadoptsanexchangestrategytosatisfyPartyA'sreservepricesales

anddoubletheordervolumeinexchangeforprofitloss.

Case4

Questions:

l.ThemainobstacletocommunicationisthattheChinesebusiness

womandoesn'trespectIraniandressinghabits.

2.Thisobstacleleadstodissatisfactionoftheothermemberandis

unwillingtocooperatewithChina.

3.Youshouldapologizetotheothermemberforthispurpose.

4.TheChinesenegotiatorsshouldunderstandthecustomsofthetarget

marketcountriesbeforethenegotiations,respecttheirtraditional

dressinghabits,anddonotexposetheirhair,armsandlegs.Thehead

mustbecoveredwithbuttock.Sheshouldn'tweartightclothesthat

outlineherfigure.

Case5

Questions:

l.lnthiscase,theChineserepresentativeusedamutuallybeneficial

strategyandexchangedhisownconcessionsforthecorresponding

concessionstrategy.

2.Reciprocityandmutualbenefit,youneedtoaccuratelyjudgethe

situation,becausetheotherpartydoesnotnecessarilygivebackwhen

youmakeconcessions.Iftheotherpartyexpresslyindicatesthatyou

givein,Ialsogivein,askingustomakeaconcessionfirst.Itisbetterto

dealwithit.Iftheotherparty'sattitudeistough,thetwosideswillbe

deadlocked.Ifwewanttoadoptthisstrategy,weneedtoadoptthe

correspondingskills.

Chapter6ClosingofIntenationalBusinessNegotiation

I.Answerthefollowingquestionsaccordingtothetext.

略

II.Fillintheblankswiththeexpressionsgivenbelow.

1.Close,maximum

2.agenda

3.Time,extent

“transaction,suspension,breakdown

5.tradeterms,negotiationtime,negotiationstrategies

III.Pleasedeterminewhetherthefollowingstatementsaretrueor

false.

l.T2.F3.F4.T5.T6.T7.F8.T9.T10.F

IV.TranslatethefollowingtermsandphrasesintoChinese.

1.我想我们已经讨论了所有的问题。

2.请您注意协议草案第4条。

3.希望你理解第8分款不得不加以修改。

4.我认为我们应该包括不可抗力条款。

5.我认为第一条款没有反映我们上周五达成的协议。

6.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。

7.它基本包括了我们谈判中达成一致的所有内容。

8.这份是给你的。让我们为交易成功庆祝。

9.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.

1.Let'sgooverthecontracttoseeifeverythingisinorder.

2.IhavestrongreservationaboutParagraph2.

3.IthinkthewordingofClause9ismisleadingandshouldbechanged.

4.WhatstruckmeaboutClause10isthatnomentionismadeof

demurrage.

5.Inmyopinionweshouldaddastandardarbitrationclause.

6.Ifonesidefailstohonorthecontract,theothersideisentitledto

cancelit.

7.Haveyouanyquestionsaboutthisstipulation?

8.we'vetakenamajorstepforward.

9.Let'sgooverthemainpointsagain.

10.Isthereanythingyouwanttoadd?

11.Canyoudraftthatbeforethenextmeeting?

VI.Separatethefollowingsentencesintothreecategoriesbelow.

ii:cdfg

iii:beh

VII.Casestudy.

Case1

Questions:

1.l.Thestateclearlystipulatedthatthehot-rolledcoilimportwasnot

allowedforspecificationsfrom310mmto10100mmincluding310mm

and10100mm.

2.Accordingtotheaboveschedule,webelievethattheshiphadthe

possibilityoftransshipmentandpre-lendingbillsoflading.Wesentafax

totheforeignparty,tellingthesellerthatifwefoundthatthebillof

ladingwaspre-borrowed,itwouldrefusetopaythepurchaseprice.

Case2

Questions:

l.Theywillneverlookforabusinesspartnerwhohasnotimeconcept.

Theythinkthosewhodonotcomplywiththeagreementwillneverbe

trusted.

2.Weshouldknowaboutandfollowthesigningetiquetteoftheforeign

party.

Case3

Questions:

1.l.TheChinesesidedidn/tcarefullydeterminethedetailsofthe

contractwhensigningthecontracttoallowthetermsunclear.Sothe

contractwasdeceivedandcouldnotrecoverthelosses.

2.2.Whensigningthecontract,wemustpayattentiontodeterminethe

detailswithoutbeingsloppy.

Case4

Questions:

l.CompanyCbecamethebuyeroftheimportcontractbytheagent.

WhencompanyAcouldnotfulfillthepaymentobligation,Cnaturally

assumedthecorrespondingpaymentobligation.

2.Theagencyimportagreementmustbesignedbytheseller,thebuyer

andtheagent.Thebuyermustbewrittenintheimportcontractandthe

importagentasthetrusteetoprovethelegalrelationshipbetweenthe

sellerandthebuyer.

Case5

Questions:

l.Mr.Guodidn'tleavethetimeandofferconveniencefortheDubai

delegationtopray.Thereisporkonthetable,butpeoplewhobelievein

Islamareforbiddentoeatpork.Thisistheirtaboo.Dubaipeoplethink

thatCompanyHdoesnotrespecttheirreligiousbeliefs,sotheyleave

andrefusetocooperatewithCompanyH.

2.Heshouldlearnaboutandshowrespecttotheforeigners'beliefsand

culturaltradition.

Chapter7NegotiationStylesinDifferentCountries

(.Answerthefollowingquestionsaccordingtothetext.

略

II.Multiplechoice.

1.b

2.d

3.c

4.a

5.b

6.a

7.a

8.c

9.a

10.d

III.Pleasedeterminewhetherthefollowingstatementsaretrueor

false.

l.T2.T3.F4.F5.T6.F7.T8.T9.T10.T

VI.TranslatethefollowingsentencesintoChinese.

1.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。

2.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

3.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。

4.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。

5.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。

6.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。

7.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。

8.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。

9.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。

10.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.

1.Wehavefoundcertaingravedefectsinthegoods.

2.Wehavesubstantialevidenceforlodgingaclaim.

3.Asregardsinferiorqualityofyourgoods,weclaimacompensationof

USS20,000.

4.Thegoodshavebeensodiscoloredandheavilysaturatedbyrainthat

theyareunsalable.

5.I'mterriblysorryforthis.Myhomeofficehasinstructedmetodomy

besttoremedyit.

6.Weregretforthelossyouhavesufferedandwillagreeto

compensateyouby$20,000.

7.Youmaybeassuredthatifit'sourfault,we'llcertainlyputthematter

right.

8.afraidwecan'tacceptyourclaimasyoucannotprovidesufficient