国际商务谈判参考答案

KeystotheexercisesChapter1FundamentalsofInternationalBusinessNegotiationCommunicationExercises1.Changethesentencesfromnegativetopositive.1)Iwantajob.2)Iworkhard.3)Myjobisterrific.4)Thisofficeisgreat.5)Myco-workersaresuper.6)ThePersonnelDirectorisnice.7)Myhealthisgood.8)Myattitudeispositive.9)Imakeagoodimpression.10)Iunderstand.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----howtheynegotiate4.Fillintheblankshuman,negotiable,interest,giving,trust5.Answerthefollowingquestions1)Physicalorsurvivalneeds;Securityandsafetyneeds;Socialneeds;Egooresteemneeds;Self-realizationneeds2)Exploration,bidding,bargaining,settlingandratifying.6.PutthefollowingintoEnglish1)Areyounegotiable?2)I’msurethereissomeroomfornegotiation.3)Beforewehaveanythingtonegotiate,youhavetomakemeanoffer.4)Wecouldaddittotheagenda.5)Wouldanyonelikesomethingtodrinkbeforewebegin?6)SeewhatIcando.7)IwouldifIcould.8)IknowIcancountonyou.9)We’llcomeoutfromthismeetingaswinners.10)I’lltrytomakeyouhappy.7.Trueorfalse1)T2)T3)T4)F(Everythingisnegotiable.)5)F(bargainingstage)6)F(Donotoften.Sometimestheywillfollowthesequencenoneaspectofthedealandthenstartalloveragainonasecondaspect.)7)T8)F(Maynot.Becauseeithersidemaybewilingtosaywhatitthinksortakeapositionandsticktoit)9)T10)Negotiationskills1.(omitted)2.Whataretheelementsofasuccessfulnegotiationprocess？Therearesevenbasicelementsthatshouldbeconsideredwhenanalyzingthenegotiationprocess:a.Therelationshipamongtheparties.b.Theparties’interests--whytheyneedtoreachtheirstatedobjectivesc.Anunderstandingofthechoicesavailableifthepartiescannotreachagreement,oftencalledtheirBATNA--BestAlternativeToaNegotiatedAgreementd.Creativitywhichwillexpandthebargainingchoicesamongwhichthepartiescanchoosetoreachagreemente.Fairness--apersonwhonegotiatesunfairlymaybeabletoforceanagreement,butthe‘forced’partywillbereluctanttofulfilltheirshareoftheagreementf.Whethercommitmenthasbeenreached.Willthepartieseachfeelcommittedtodoingwhattheyhaveagreed?Iseachpartycapableoffulfillingtheirshareofthedeal?g.Negotiationisallaboutcommunicatinginformation.Ifonepartyknowseverythingthenwhydotheyneedtonegotiatewithanyoneelse?Andthefoundationofgoodnegotiationispreparation.Bepreparedandthenegotiationwillbringaresultthatreallyworks.Ifwellpreparedyouarelessvulnerabletosurprise,andthatincreasesthelikelihoodyou’llbehappywiththeresult.3.Yourclientcomesintoyourofficeandisexceedinglygrumpyanddifficulttotalkto.Howdoyouapproachyourclientsoastomakeyourmeetingasproductiveaspossible?Answer:(e)Whentheclientisgrumpy,theiremotionswillinevitablycloudtheirjudgmentandmakeitdifficulttointeractwiththemonsubstantivematters.Atthesametime,iftheyareexperiencinganger,itisimportanttoensurethemthatweunderstandthattheyareupset.Byacknowledgingtheclient’sangerandofferingourassistance,theclientwillfeelasthoughweareonthesamesideandtreatusasfriendsandcontinuetodirecttheirangerelsewhere-allowingustofocusonthesubstantiveissues.Chapter2ProperBehaviorsinInternationalBusinessNegotiationCommunicationSkills1.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:①Causeattention.②Getinformation.③Giveinformation.④Startthinking.⑤Bringtoconclusion.(4)Therearetwowaystoassureahighdegreeofreliabilityforanswerstoyourquestions.Onewayistolaythefoundationforaskingthem.Thesecondisthroughtheuseofthetacticcalled“bipolarquestioning.”(5)Afirmhandshakegivestheimpressionofquietconfidencea