国际商务谈判参考答案.docx

Keys to the exercisesChapter 1 Fundamentals of International Business Negotiation Communication Exercises1. Change the sentences from negative to positive.1) I want ajob.2) I work hard.3) My job is terrific.4) This office is great.5) My co-workers are super.6) The Personnel Director is nice.7) My health is good.8) My attitude is positive.9) I make a good impression.10) I understand.2. Change or add to these sentences so that they do not just state what you want, but invite your negotiating partner s opinion.a) Could we finish at five---if that s all right with you?b) I hope you don't mind if Miss Li sits in during the negotiation?c) Perhaps we could take a break now. Is that OK?d) Could we look at these three areas this morning?e) I would like to go through the written offer clause by clause, ifthafs OK?f) Do you mind if I answer your questions at the end?3. What is meant by negotiation"？ How would you define negotiation”？A negotiation is a meeting in which both parties need each other's agreementto reach a specific objective. It is the mechanism by which people trade things of value in a civilized manner. Negotiation depends on communication. It occurs between individuals acting either for themselves or as representatives of organized groups. Negotiations are very much part of working and home life. Negotiations could be either internal or external, long or short, formal or informal. The goal of negotiation is not to win but to succeed. The mechanism of successful negotiation is collaboration.In negotiations, both parties should know----why they negotiate----who they negotiate with----what they negotiate about----where they negotiate----when they negotiate----how they negotiate4. Fill in the blankshuman, negotiable, interest, giving, trust5. Answer the following questions1) Physical or survival needs; Security and safety needs; Social needs; Ego or esteem needs; Self-realization needs2) Exploration, bidding, bargaining, settling and ratifying .6. Put the following into English1) Are you negotiable?2) I 'm sure there is some room for negotiation.3) Before we have anything to negotiate, you have to make me an offer.4) We could add it to the agenda.5) Would anyone like something to drink before we begin?6) See what I can do.7) I would if I could.8) I know I can count on you.9) We 'll come out from this meeting as winners.10) I'll try to make you happy.7. True or false1) T 2) T 3) T 4) F (Everything is negotiable.)5) F (bargaining stage)6) F ( Do not often. Sometimes they will follow the sequence n one aspect of the deal and then start all over again on a second aspect.)7) T8) F (May not. Because either side may be wiling to say what it thinks or take a position and stick to it )9) T 10)Negotiation skills1. (omitted)2. What are the elements of a successful negotiation process There are seven basic elements that should be considered when analyzing the negotiation process:a. The relationship among the parties.b. The parties interests -- why they need to reach their stated objectivesc. An understanding of the choices available if the parties cannot reach agreement, often called their BATNA -- Best Alternative To a Negotiated Agreementd. Creativity which will expand the bargaining choices among which the parties can choose to reach agreemente. Fairness -- a person who negotiates unfairly may be able to force an agreement, but the fbrced' party will be reluctant to fulf川 their share of the agreementf. Whether commitment has been reached. W川 the parties each feel committed to doing what they have agreed? Is each party capable of fulfilling their share of the deal?g. Negotiation is all about communicating information. If one party knows everything then why do they need to negotiate with anyone else?And the foundation of good negotiation is preparation. Be prepared and the negotiation will bring a result that really works. If well prepared you are less vulnerable to surprise, and that increases the likelihood yoill be happy with the result.3. Your client comes into your office and is exceedingly grumpy and difficult to talk to. How do you approach your client so as to make your meeting as productive as possible?Answer: (e)When the client is grumpy, their emotions will inevitably cloud their judgment and make it difficult to interact with them on substantive matters. At the same time, if they are experiencing anger, it is important to ensure them that we understand that they are upset. By acknowledging the clients anger and offering our assistance, the client will feel as though we are on the "same side" and treat us as friends and continue to direct their anger elsewhere- allowing us to focus on the substantive issues.Chapter 2 Proper Behaviors in International Business NegotiationCommunication Skills1. What would you say if …a. Thank you./No, after you.b. Thanks. I'll need it.c。