实用英语教程第四册unit 2.ppt

New Practical English Unit 2 Translation 有些国际商业人士利用对方对文化观念的无知大做文章。有很多这方面的故事，讲的是亚洲人在同美国人谈判时，拼命拖延时间直到最后美国人不得不在某些条款上无奈地做出让步。同样，也有的故事说美国人如何坚持严格遵守谈判时间，迫使亚洲人仓促作出决定。但是利用这种游戏手段赢得的谈判成果是要付出极大代价的。他们获得了短期的利益，却失去了长期的效益。 New Practical English Unit 2 Translation 国际商业谈判的一方，在与来自另一文化或国度的对手开始首次谈判前的很长一段时间，就要制定一个谈判计划，尽量减少可能出现的冲突，从而大大增加达成一致的机会，包括建立商业合作关系的机会，并使其能经得起时间的考验。 ? New Practical English Unit 2 Practice Read and Judge 1 Read and Complete 2 Read and Translate 3 New Practical English Unit 2 Read and Judge 1 The pitfalls in negotiations have resulted in many aborted projects and canceled ventures in Asia. People should pay attention to cultural differences in doing business with people from other cultures. The success of a negotiation very much depends on the first session. T T T New Practical English Unit 2 Read and Judge The American businessman knew that playing golf with his Japanese business partner was part of the negotiation. To a Japanese businessman a close relationship with his business partner seems more important than the business contract itself. F F New Practical English Unit 2 Read and Judge 6 The American businessman and his Japanese counterpart differed from each other in their concepts of time. ? 7 The author believes that gamesmanship is vital to winning a cross-cultural business negotia-tion. 8 Cultural understanding is beneficial for a long-term business relationship. ? T F T New Practical English Unit 2 Read and Complete bottom line Pyrrhic victory frustrate prospective ? practice conclude counterpart impose? 1 They conceded on several points in the negotiation in order to gain their ___________ benefits. ? 2 Both parties insisted that the terms of the contract be set according to international ________. ? 3 Anyone who’s ever laid eyes on her would agree that her beauty has no __________ in the world. prospective practice counterpart 8 New Practical English Unit 2 Read and Complete 4 The multiple invasions