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KeytoexercisesChapter32.Inthisdialogue,AandBatthefirsttimearewillingtocooperate.NegotiatorAwantstoknowsomebasicinformationaboutB’scompanyortheirbusinessscopes.Bviolatesthemaximofquantitydeliberately,hisreplyismoreinformativethanA’srequirement.Hegivesmoreinformationabouthiscompany.B’sreply“accordingtothespecialreporttakenbyBeijingReviewlastmonth,theeconomicprofitsofourfactoryhasbeendoubled”isenoughtoA’srequirement.Butinordertoexplainthequestionindetail,Bintroducesthestateof“BeijingReview”anditsreportonB’scompany,thenhegoesonwiththecompetitiveadvantageofhisowncompany.AlltheinformationprovidedbyBhassurpassedA’srequirement.Chapter42.Itmakessensethatthesellerhasrighttorefusethecounterofferifthepricesuggestedbythebuyeristoolow,anditisalsounderstandabletousethenegativewordslike“not”inthistranslation,however,itwouldsoundstiffandimpolitebyadoptingthiskindofabsolutenegativetone,withoutleavingroomtoprotectthebuyer’sfaceinaroundaboutway.Apparently,thetranslationtakesnoconsiderationofcourtesyandneedstobeimproved.ImprovedVersion:Thankyouforordering100…However,Iamafraidthatyourrequirementforchangingthepriceof100piecestotheoneof1000piecescouldbeunavailablenow.Chapter5PleasetranslatethefollowingpatternsentencesintoChinese:（1）——（6）：期待贵方及时回复。3.货品已收到，但为错寄货物，并非我方所定。Chapter62.快乐之源淡香水，馥郁芳香魅惑而撩人，如此简单而鲜明，犹如徒步行走在充满地中海风情的意大利里埃维拉，无忧无虑的脚步与快乐随行。3.Owingtobeingunfamiliarwiththeprofessionalterms,therearetwomistranslations.Thefirstisthat“credits”means“信贷”，butnot“贷款”(“loan”).Thesecondoneisthat“liabilities”means“债务”，butnot“贷款”。Therefore,thecorrecttranslationshouldbeasfollows：现在，为了限制利率和汇率风险，取得其资金的盈利性、流动性和安全性的合理协调，中国银行还经营诸如项目融资、中期和长期出口信贷、现金管理、国际银团贷款、债券、掉期、资产负债管理等业务。Chapter82.(1)>>IBMhadbeenthinkinglikeaBank,andhadbeenthinkinglikeacustomer.Thepresuppositiontriggerofthisadisstopandstart,issuingastateofchange,presupposingthatIBMhadbeenthinkinglikeaBank,andhadbeenthinkinglikeacustomer.Andnowthestatecomestoanendandanewagebegins.Thedeterminedmovesaregonetobetakenandtheprogresswillsoonbemade.Intheconsumers’side,theywillnotbothertoprovetheresults.(2)>>IhavebeentherebeforeTheadinthisexampleisfortheproductofsanitarynapkin,whichisfeaturedbyitssoftnessandcomfort.Whattheadvertiserwantstopresupposeisthataftertheconsumersfrequentchangesofthebrands,theystillcomebacktoDr.White,soobviouslythequalityoftheproductissecondtonone.(3)>>节日快到了Thisadpresupposesthatthefestivaliscoming.Asthetargetconsumersarewomenwhoaremoreconsiderable,thisadcaneasilydrawtheirattention,andwillsurelyinspirethemtothinkaboutthepresents.Thentheproductswillundoubtedlybetheirfirstchoicefortheirmalefriends,asitrepresentsthewomen’slovefortheirbelovedmen.Inthiscase,thereisnoneedfortheadvertiserstopointouttheinformationorthepriorityoftheproduct.(4)>>大家都用象牙牌牙膏Rhetoricalquestionsarewidelyusedaspresuppositiontriggers,whichgiveanswersthemselves.Inotherwords,theanswersareactuallytheirrecommendationsforconsumers.Inthisexample,theadpresupposesthecounterpartofthesentence,thatis,everyoneisusingtheivorybrandtoothpaste.Inthiscase,thewell-receivedfactcanhelpwintheconsumers’belief.Chapter9T1A:MayIleavenow?T2B:Haveyoufinishedtheessay?T3A:No.T4B:No.Theturnsinthisconversationaremainlyconstitutedbysimpleclausesandwords;theinsertionsequenceisT2B:Haveyoufinishedtheessay?T3A:No.3.InthisSino-USbusinessnegotiation,AistheChinesenegotiator,andBistheUSnegotiator.Americansprefertogettothepoint.Theyhopethattheoppositeinterlocutorscantouchthemaintopicdirectly.Americanstrytoavoidlonggreetingsandpartings,insteadtheywouldrathertouchthemaintopicasquickaspossiblebysayingsomethinglike“Thepurposeofourtalkstodayisto...”Intheexample,T2,T4,T6,T10,T12areaseriesofquestionsthatraisedbytheAmericanparty,whotriestoleadtheconversationtotheexactpointhewantstoknow.Americansthinkthatitisveryimportanttospeakoutone’sownideas.ThispositivevaluetowardtheexpressionofemotionisverydifferentfromtheonefoundinChina.WeknowthatChinesearesocializednottoopenlyexpresstheirownpersonalemotions,especiallystrongnegativeones.ThereisevenaChineseproverbstating,“Aharshworddroppedfromthetonguecannotbebroughtbackbyacoachandsixhorses.”TheChinesepartyusesamoreindirectandslowerwaytogettheturntocontinuethenegotiation.Inthisbusinessnegotiation,wecouldobviouslyseethattheChinesepartyiswaitingforquestionsandthentriestoanswerit.Forexample,inT3,theChinesepartycouldhaveofferedtworeasonstogether,butsinceChineseprefertomakenegotiationslowdown,therefore,thereis“That’sthesecondreason.”inT5.InT9,theChinesepartycouldhave