胡琳祝-国际商务谈判：双语实训教程-课后习题答案.pdfVIP

AnswersforExercise

Chapter1IntroductionstoInternationalBusinessNegotiation

I.Answerthefollowingquestionsaccordingtothetext.

略

II.MatchthewordsinColumnAwithdefinitionsinColumnB.

1.J2.H3.G4.15.B6.D7.F8.E9.A10.C

III.TranslatethefollowingtermsandphrasesintoChinese.

1.谈判的性质

2.跨文化的

3.咨询合同

4.谈判对手

5.人际关系

6.宗教信仰

7.共同的兴趣

8.复杂的环境

9.好的口才

10.国内立法

11.技术转让

12.谈判的战略

13.最求不同的目标

14.还盘/还价

15.达成交易/达成一致

16.专有技术

17.过剩产能

18.贸易中间商

19.一站式操作

20.许可证协议

IV.Pleasedeterminewhetherthefollowingstatementsaretrueor

false.

l.2.F3.F4.5.F6.7.8.F9.F10.

V.TranslatethefollowingsentencesintoChinese.

1.谈判是一种社会现象和一种人际关系的特殊体现。

2.谈判的成功不是用对手的得分来衡量,而是用谈判对整个活动的成

功运作所做的贡献来衡量的。

3.整个谈判过程是建立在谈判双方相互依存的条件下。

4.与国内商务谈判相比，国际商务谈判的独特性在于它受环境多样性

的影响。

5.事实证明，在很多艰难的谈判中，双赢的方法是成功和有效的，因

为它完全考虑了谈判双方的利益。

VI.Translatethefollowingsentencesintonglish.

1.Negotiationissomethingweexperienceeveryday.

2.Negotiatorsneedtoexchangeviewsoncommoninterestsandgoals,

soastoadjusttheirstrategies.

3.OnlyWin-Winnegotiationsaretrulysuccessfulnegotiations.

4.Internationalbusinessnegotiationsmainlyexistintheeconomicfield.

5.Theresnorightorwronginthenegotiaitons,soweshouldignorethe

bargainingpostition.

6.Ininternationalbusinessnegotiations,themostfundamentalprinciple

isequalityandmutualbenefit.

7.earepleasuretoreceiveyourorderforfurtherimportofoursilk.

8.Theremustberoomfordiscussionbetweenus.

VII.Casestudy.

Case1

Questions:

l.Intheforeigneconomicandtradeactivities,thewholeprocessof

negotiatingtheconditions