国际商务谈判参考答案Word格式文档下载.docx
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国际商务谈判参考答案Word格式文档下载.docx
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2.Changeoraddtothesesentencessothattheydonotjuststatewhatyouwant,butinviteyournegotiatingpartner’sopinion.
a)Couldwefinishatfive---ifthat’sallrightwithyou?
b)Ihopeyoudon’tmindifMissLisitsinduringthenegotiation?
c)Perhapswecouldtakeabreaknow.IsthatOK?
d)Couldwelookatthesethreeareasthismorning?
e)Iwouldliketogothroughthewrittenofferclausebyclause,ifthat’sOK?
f)DoyoumindifIansweryourquestionsattheend?
3.Whatismeantby“negotiation”?
Howwouldyoudefine“negotiation”?
Anegotiationisameetinginwhichbothpartiesneedeachother’sagreementtoreachaspecificobjective.Itisthemechanismbywhichpeopletradethingsofvalueinacivilizedmanner.Negotiationdependsoncommunication.Itoccursbetweenindividualsactingeitherforthemselvesorasrepresentativesoforganizedgroups.Negotiationsareverymuchpartofworkingandhomelife.Negotiationscouldbeeitherinternalorexternal,longorshort,formalorinformal.Thegoalofnegotiationisnottowinbuttosucceed.Themechanismofsuccessfulnegotiationiscollaboration.
Innegotiations,bothpartiesshouldknow
----whytheynegotiate
----whotheynegotiatewith
----whattheynegotiateabout
----wheretheynegotiate
----whentheynegotiate
----howtheynegotiate
4.Fillintheblanks
human,negotiable,interest,giving,trust
5.Answerthefollowingquestions
1)Physicalorsurvivalneeds;
Securityandsafetyneeds;
Socialneeds;
Egooresteemneeds;
Self-realizationneeds
2)Exploration,bidding,bargaining,settlingandratifying
.
6.PutthefollowingintoEnglish
1)Areyounegotiable?
2)I’msurethereissomeroomfornegotiation.
3)Beforewehaveanythingtonegotiate,youhavetomakemeanoffer.
4)Wecouldaddittotheagenda.
5)Wouldanyonelikesomethingtodrinkbeforewebegin?
6)SeewhatIcando.
7)IwouldifIcould.
8)IknowIcancountonyou.
9)We’llcomeoutfromthismeetingaswinners.
10)I’lltrytomakeyouhappy.
7.Trueorfalse
1)T2)T3)T4)F(Everythingisnegotiable.)
5)F(bargainingstage)
6)F(Donotoften.Sometimestheywillfollowthesequencenoneaspectofthedealandthenstartalloveragainonasecondaspect.)
7)T
8)F(Maynot.Becauseeithersidemaybewilingtosaywhatitthinksortakeapositionandsticktoit)
9)T10)
Negotiationskills
1.(omitted)
2.Whataretheelementsofasuccessfulnegotiationprocess?
Therearesevenbasicelementsthatshouldbeconsideredwhenanalyzingthenegotiationprocess:
a.Therelationshipamongtheparties.
b.Theparties’interests--whytheyneedtoreachtheirstatedobjectives
c.Anunderstandingofthechoicesavailableifthepartiescannotreachagreement,oftencalledtheirBATNA--BestAlternativeToaNegotiatedAgreement
d.Creativitywhichwillexpandthebargainingchoicesamongwhichthepartiescanchoosetoreachagreement
e.Fairness--apersonwhonegotiatesunfairlymaybeabletoforceanagreement,butthe‘forced’partywillbereluctanttofulfilltheirshareoftheagreement
f.Whethercommitmenthasbeenreached.Willthepartieseachfeelcommittedtodoingwhattheyhaveagreed?
Iseachpartycapableoffulfillingtheirshareofthedeal?
g.Negotiationisallaboutcommunicatinginformation.Ifonepartyknowseverythingthenwhydotheyneedtonegotiatewithanyoneelse?
Andthefoundationofgoodnegotiationispreparation.Bepreparedandthenegotiationwillbringaresultthatreallyworks.Ifwellpreparedyouarelessvulnerabletosurprise,andthatincreasesthelikelihoodyou’llbehappywiththeresult.
3.Yourclientcomesintoyourofficeandisexceedinglygrumpyanddifficulttotalkto.Howdoyouapproachyourclientsoastomakeyourmeetingasproductiveaspossible?
Answer:
(e)
Whentheclientisgrumpy,theiremotionswillinevitablycloudtheirjudgmentandmakeitdifficulttointeractwiththemonsubstantivematters.Atthesametime,iftheyareexperiencinganger,itisimportanttoensurethemthatweunderstandthattheyareupset.Byacknowledgingtheclient’sangerandofferingourassistance,theclientwillfeelasthoughweareonthe"
sameside"
andtreatusasfriendsandcontinuetodirecttheirangerelsewhere-allowingustofocusonthesubstantiveissues.
Chapter2ProperBehaviorsinInternationalBusinessNegotiation
CommunicationSkills
1.Whatwouldyousayif…
a.Thankyou./No,afteryou.
b.Thanks.I’llneedit.
c.Thanks.That’sverykind.
d.Thanksforcomingalltheway.
e.Thanksforhelping.Thatwasverykindofyou.
f.Thankyouforthinkingofme,butI’mafraidIcan’ttakeit.
2.Answerthefollowingquestions.
(1)Onlyabouthalfofwhatheorsheheard
(2)Notonlydoesnotetakingforceyoutolistencarefully,butitalsopsychologicallythrowsthespeakeroffthebalancewhenheorsheseesyounoddingandfuriouslywritingawayandhavingarecordofallthefactsandbasicallyeverythingsaid.Afurtherbenefitofnotetakingisthatyouhavetheperfectexcusetoavoideyecontactifyouareafraidtorevealyourreactionstosomeone’sproposals
(3)Questionsappeartobeabletobedividedintofivebasicfunctions:
Causeattention.
Getinformation.
Giveinformation.
Startthinking.
Bringtoconclusion.
(4)Therearetwowaystoassureahighdegreeofreliabilityforanswerstoyourquestions.Onewayistolaythefoundationforaskingthem.Thesecondisthroughtheuseofthetacticcalled“bipolarquestioning.”
(5)Afirmhandshakegivestheimpressionofquietconfidenceandsaysthatthispersonisgladtomeetyou.
3.Choosethebestanswer.
(1)D
(2)C(3)B(4)A(5)(6)D(7)B(8)C(9)A(10)A
4.TranslatethefollowingintoEnglish.
(1)There’sagreatdemandforournewproduct.
(2)Thisproducthasgoodprospects.
(3)Weneedtotalkaboutthebasictermsofthetransaction.
(4)Ifyourpricesarereasonableandthequalityissatisfactory,weshallplacesubstantialorderswithyou.
(5)It’sunwiseforbothofustoinsistonhisownprice.Canweeachmakesomeconcession?
(6)Ifyoucannotreduceyourprice,we’drathercallthewholedealoff.
(7)Ifyouwanttoexpandyourbusinessinthismarket,youhavetotakeflexiblewaysinadoptingpaymentterms.
(8)Weregretthatwecannotacceptyourdemandfordirectshipment.
(9)Thisproducthasmanyadvantagescomparedtoothercompetingproducts.
(10)I’mverygladthatwehavefinallycometoanagreement.We’llgoontoothertermsandconditionstomorrow.Isitallrightwithyou?
5.Trueorfalse.
(1)F
(2)T(3)F(4)T(5)F(6)T(7)F(8)F(9)F(10)T
NegotiationSkills
1.Thepersonyouarenegotiatingwithcontinuallyrepeatsthesameargumentdespitethefactthatyouhavegiventhemanumberofcounterarguments.Whatdoyoudotomovethenegotiationforward?
(a)
Oneofthemostpowerfultoolsinnegotiationishowtolistentowhattheotherpartyissaying.Veryoften,wearetoofocusedonthepointswearetryingtogetacrosstolistentowhatourcounterpartsaretryingtosay.
Ifpeoplekeeprepeatingthemselves,theyaresubconsciouslysendingasignalthattheyfeelwhattheyaresayingisimportant.Andtheywantustoacknowledgethatwehaveheardandunderstandthem.
Accordingly,thebestthingtodointhissituationistorephrasewhattheykeeprepeatingandaskthemifwehaveaccuratelyrestatedtheirpoint.Onlywhentheyfeelasthoughtheyhavebeenheardwilltheybeabletolistentous
Effectivelisteninginvolvesmuchmorethansimplyhearingandunderstandingwhatthecounterpartissaying.Effectivelisteningisasetoftoolsandtechniqueswhichexpertnegotiatorsusetogaincontrolofthenegotiationandturnittotheiradvantage.
2.Whatarethekeycommunicationskillsusedinnegotiation?
(omitted)
Chapter3ChoosingtheNegotiationTeam
1.Whatisthemoreindirectquestionorstatementbehindthefollowingsentences?
a.I’mnotentirelyconvincedbytheseforecasts.
b.We’dliketoknowsomethingaboutyourplanning.
c.I’dbeinterestedtohearabitaboutpayment.
d.Yourcostscouldcauseoneortwoproblems.
e.Perhapswecouldtalkalittlebitaboutfigures.
f.Thatfigurelooksalittleonthehighside.
g.Deliveryisanareawhichwe’dliketoexplorealittlefurtherwithyou.
h.I’dliketoknowmoreaboutyourmanagementstructure.
1.Writethenameofthepositionintheblank.
1)CEO/thepresident
2)AssistantManager,Europe
3)PurchasingClerk
4)PersonnelAssistant
5)Vice-President,Administration
3.(omitted)
4.(omitted)
5.Fillintheblanks
1)maximum
2)observers;
advisers;
speaking;
training
6.TranslatethefollowingintoEnglish
1)Negotiationisateamsport.
2)Thenegotiator’sfunctionistonegotiate,whilethefunctionalspecialistsprovidespecialistadviceorinformation.
3)Theteamleaderisthepersonwhogeneratesenthusiasminhisteamtomaintainsthemoraleunderallconditions.
4)Theteammembersmustlearnthattheopponentanditsrepresentativesareadversariesalthoughtheymaybefriendly.
5)I’mafraidyouarenotinourballpark.
6)Excuseme,butitseemstomewe’regivinguptoomuchinthiscase.
7)That’stoogreatafinancial
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