国际商务英语谈判答案.pdf

: .
which
somethi
ng is
done or
comes
into
being
途径
4. Fill in the blanks
human, negotiable, interest, giving, trust
5. Answer the following questions
1) Physical or survival needs; Security and safety needs; Social needs; Ego
or esteem needs; Self-realization needs
2) Exploration, bidding, bargaining, settling and ratifying
.
6. Put the following into English
1) 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 false
1) 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 thedeal and then start all over again on a second aspect.)
7) T
8) 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 skills
1．What determines a success in negotiation? Success in negotiation is when the
parties to the negotiation reach an agreement to which they are both
committed and which they will implement in full.
committed [] v.----尽责的
implement [] v.----t