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1、商务英语综合教程商务英语综合教程ISBNISBN：978-7-81134-978-7-81134-20112011年年年年1111月月月月 第第第第2 2版版版版 Unit 15 What Kind of Negotiations Are You Preparing For?IntroductionIntroductionNo matter what business you do, you are involved in negotiations every day. Negotiations vary widely in their importance and significance.
2、 A negotiated agreement is the outcome of concession trading and compromise. People enter a negotiation because they believe that there is something in it for them. New Wordsnegotiation n. 谈判谈判emphasis n. 强调强调confrontation n. 公然反对，敌对公然反对，敌对co-operation n. 合作合作consensus n. （意见等）共同一致（意见等）共同一致victory n
3、. 胜利胜利opponent n. 对手，敌手，反对者对手，敌手，反对者outcome n. 结果，成果结果，成果negotiator n. 谈判者谈判者convince v. 使（某人）信服，明白使（某人）信服，明白compliance n. 依从，顺从依从，顺从agreement n. 协议协议self-respect n. 自尊自尊intact adj. 未损伤的，完整的未损伤的，完整的New Wordsjoint-venture n. 合资企业合资企业contract n. 合同，合约合同，合约partnerships n. 合股，合股经营的生意合股，合股经营的生意franchise
4、n. 特权，独家经营特权，独家经营arrangement n. 安排安排conflicting n. 相反的相反的well-being n. 兴盛兴盛adjuster n. 保险公司调解员保险公司调解员road-hog n.（口）鲁莽而不顾他人的汽车驾驶者（口）鲁莽而不顾他人的汽车驾驶者 settlement n. 解决；和解解决；和解frustrate v. 阻止（某人）作某事；阻止（某人）作某事；implementation n. 实现，履行实现，履行boy scout n. 童子军童子军altruistic adj. 利他主义的利他主义的New Wordsdeduce v. (根据事实根
5、据事实)推理；推想推理；推想criterion n. 判断的标准判断的标准reverse adj. 在性质上或顺序上相反的在性质上或顺序上相反的voluntarily adj. 主动地主动地resentment n. 愤恨，怨恨愤恨，怨恨bitterness n. 痛苦，苦难痛苦，苦难autobiography n. 传记传记European Community n. 欧洲共同体欧洲共同体intransigence n. 不妥协（尤指政治上的）不妥协（尤指政治上的）budget n. 预算预算dispute n. 纠纷，争端纠纷，争端atmosphere n. 气氛气氛consistent a
6、dj. 一致的，一贯的一致的，一贯的astray n. 迷途，离正路迷途，离正路irrelevant adj. 不相关的不相关的Notes1. First of all, you have to decide whether you are about to enter what are commonly called win/lose negotiations or win/win negotiations, whether the emphasis of the negotiations will be on confrontation or on co-operation.首先，你得决定
7、你想采取一方输、一方赢的谈判方式还是想采取双赢的谈判方式。这两种谈判最重要的差别是看它强调“对抗”还是注重“合作”。negotiation : COM. The act or process of negotiating, of bargaining over business deals. (商)（就商业交易而进行的）协商，谈判what are commonly called win/lose negotiations or win/win negotiations：此部分是what 所引导的名词性从句，在句子中作enter的宾语。whether 引导的是decide 这个动词的两个并列宾语
8、从句2. Some negotiators take the attitude that negotiating is, by its very nature, primarily a win/lose process. 有些谈判人员认为谈判都是一方赢、一方输模式的。 take the attitude that. ：持有观点；认为 e.g. The importer takes the attitude that they will reserve the right to lodge a claim against the seller if the quality of the good
9、s is poor. 进口方认为如果商品质量差，他们将保留向出口方索赔的权利。Notes3. Negotiate with a win/win attitude, and do not go for the last drop of blood. （如果答案是肯定的话）那就采用双赢的谈判方式，不要搞得双方都面红耳赤的。 4. See to it that your opponent, too, is satisfied with the result. see to it that 务必做到 e.g. See to it that the goods are packed in cartons
10、 of 50 pieces each. 请务必做到将货物装进纸板箱内，每箱装50件。5. And do you care in the least about the feelings of the loss adjuster of the insurance company representing the road-hog, who injured you in a traffic accident? 比如在交通事故中你被撞伤了，当要求索赔的时候，你会不会在乎那个肇事者的保险公司派来的毁损估算员的感受呢？句子中连词who所引导的是非限定性的定语从句，修饰前面的the road-hog，注意
11、非限定性定语从句前用逗号隔开。Notes6. However, if you are negotiating a relationship which obviously requires a win/win approach and you notice that your opponent does not seem to think so, that in itself might prompt you to stop and wonder whether you should embark on a venture with that opponent at all. 然而，如果在一场
12、谈判中，你认为很显然应该采取双赢策略时，对手却不以为然，那你得想想要不要跟他再同舟共济了。 however 为转折连词，在句中起到转折的作用，用于言及既成事实是表示的转折。 e.g. I thought those figures were correct, however, I have recently heard they were not. 我原以为那些数字正确无误，不过我最近听说并不正确。 embark on : to start a new project or activity, usually one that will be difficult and take time 开
13、始或从事（尤指新的或难的事） e.g. They embark on the design of their new products. 他们开始研究新产品的包装。Notes7. Another important but often misunderstood matter to remember is that the question whether or not you are sitting in the drivers seat at the negotiating table has hardly any bearing on the decision whether to ne
14、gotiate in a win/win or win/lose spirit. 第三：一个至关重要但又被常常忽略的问题是：无论你是否在谈判中占了上风，都与谈判采取一方赢、一方输或是双赢的模式进行谈判没什么关系。8. You build long-term resentment and bitterness if one side kicks the other one while its down. 你要是落井下石的话，那就得长期承担别人的怨恨。9. It too often happens that negotiators rationally conclude that they sho
15、uld negotiate in a win/win spirit but in the heat of the negotiations they apply all kinds of tricks which are only suitable for a win/lose negotiation. 谈判人员经常理性地得出结论，即应该采取双赢的模式来进行谈判，但实际上他们在谈判高峰时却换用了一方赢、一方输模式的策略和技巧。ExercisesComprehension of the TextI. Answer the following questions according to the
16、text.1. In win/lose negotiations, what does the parties strive for? 2. What kind of attitude should you take in the negotiation in order to keep a long-term relationship with the opponent? 3. Is it necessary for you to want the other part to be satisfied with the outcome of the negotiation? Why? 4.
17、When is it proper for you to seriously consider calling the whole thing off? 5. What is the final point you should keep in mind in negotiation?ExercisesLanguage SkillsII. Word Study 1. The prefixes il(l)-, ir- are used before a noun or adjective, meaning no or bad. e.g. legibleillegibleNow complete
18、the following table.Noun/AdjectiveAntonymNoun/AdjectiveAntonymlegalityremediablemanneredrelevanceliberalrecoverablelogicalrationalExercises2. Fill in the blanks in the passage with the words or expressions given below. dealing available be conductive in advance minimize obtain play a key role offer
19、surplus application1. If a country is exporting more than it is importing, we say that this countrys trade is in _.2. The expansive fiscal policy was introduced in 1998 to _the negative impact of the Asian financial crisis. 3. The manager is not _ now; he is talking some investment plans with the pr
20、esident. 4. Since we didnt have any _ with this company before, wed better investigate its credibility first. 5. The government loan will _ in the course of economic recovery. Exercises6. Both sides agreed that the traditional friendly relations between the two countries conform to the common aspira
21、tion and fundamental interests of the two peoples and _to regional and world peace and development. 7. After the _ of the new technology, we have greatly improved our productivity. 8.The possibility of investment failure should be reduced as much as possible _.9. Qualified investors with prospective
22、 profitability may _loans from the bank. 10.The market economy could _ the most effective supervision with least cost. Exercises3. Multiple Choice.1. Before trying to solve the puzzle, let us consider the best way to _it. a. analyzeb. understandc. approachd. study2. Its impossible for us to work out
23、 that kind of product _existing conditions. a. at b. on c. amongd. under3. Our company just _computers but not other officer appliances. a. deals in b. deals withc. deals outd. is dealing4. Maybe you are right only _ this point. a. on b. at c. in d. for5.This factory produced footwear_, but later it
24、 specialized in manufacturing sports shoes. a. latelyb. earlyc. originallyd. originatelyExercises6.Both two parties think that this is the most_ solution to the dispute. a. equitableb. equityc. equivalentd. equivocal.7. The situation couldnt be modified, so the only thing that you can do is to _the
25、loss. a. minimalb. minimumc. minimized. minima8. _means a reduction in the amount of money in a countrys economy, so that prices fall or stop rising. a. Inflationb. Inflationaryc. Deflation d. Deflationary9. Through the further enquiry of the eyewitness, the police have _ two suspects.a. reducedb. m
26、inusc. eliminatedd. decreased10. The two parties have reached a _ on this issue.a. consensusb. consentc. censusd. consort ExercisesIII. Grammar Attribute Clause (II)1. Complete the following sentences, using attributive clauses.1. This is the hotel _(我们去年夏天住的旅馆).2. She didnt tell me the reason _(她拒绝
27、这份工作的原因).3.There are times _(这样的事是必要的).4. Well put off the picnic until next week, _(那时天气可能会好一点).5. I am off to St. James Park, _(在那里我得做一个关于戏剧的报告). 2. Combine the sentences in each group by using the connectives given. Model: A. 1994 was the year. B. She was born in 1994. (when).1994 was the year wh
28、en she was born.Exercises1.A. He took me aboard the boat. B. We had a tiny cabin aboard the boat( where).2. A. Give me one reason. B. Why should we help you?(why) 3. A. Ill never forget the days. B. In the days I stayed in your beautiful country. (when)4. A. The reason is to tell you a party on Satu
29、rday. B. Why am I writing to you?(why)5. A. September 18, 1931 was the day. B. They first met each other on the day. (when)ExercisesBusiness Knowledge Extensions . Translate the following sentences into English. 1.你同意这一观点吗？即谈判的准备要投入大量的时间和金钱。(involve; a considerable investment of time and money) 2.这位
30、出口商的过失就在于制定了错误的付款条件（terms of payment）3.用站在买方的立场来看待问题的方法是极为有效的。(approach; from the buyers point of view )4.当谈判人员在国外从事谈判工作时，与自己的公司保持联系是最重要的事情之一。(to keep track of) 5.对于一位参与谈判的卖方来说，根据买方已研究并充分了解了你的提议的假设去做，肯定是错的。（on the premise）ExercisesV. Translate the following sentences in the text into Chinese. 1. For
31、 starters you want to determine what sort of negotiations you are preparing for.2. They not only have no desire to beat their opponent but, on the contrary, they want him to be satisfied with the outcome of the negotiations, too.3. See to it that your opponent, too, is satisfied with the result. At
32、the very least, leave him self-respect intact.4. He will love to do business with you again and he will gladly implement the agreement faithfully and on time.5.Even if your position is very strong, even if you could almost dictate your terms, it might be better for you, in the long run, not to fully
33、 use your power. ExercisesVI. Write a summary of the text in about 120 words.VII. Write a one-paragraph composition entitled “Personal Qualities of a Negotiator”. The first sentence is given: “Not everyone is cut out to be a negotiator. ” Complete the paragraph with five to seven sentences, using th
34、e words or phrases given below.necessary qualifications, a variety of technical , social, communication and ethical skills, preparations, patience, to the point VIII. Discuss with your partner sustainable growth.Related Technical Terms1. EC (European Community)欧洲共同体 是欧洲经济共同体、欧洲煤钢联营和欧洲原子能联合三个共同体的合称。1
35、967年7月1日这三个组织实行合并，把原来各自的执行机构合成一个机构。目前欧洲共同体设有四个主要机构，即部长理事会、委员会、欧洲议会和法院。总部设在布鲁塞尔。2. budget1)An account of probable future income (money coming in) and expenditure (money going out ) during a stated period, usu. a year, used as a guide in making financial arrangements. 预算 关于未来一个规定的时间内（通常是一年）收入和支出的账户，用作
36、财务安排的指导。2)The budget, the British Governments formal plan for future national revenue and expenditure which is put before Parliament by the Chancellor of the Exchequer usu. Once each year, making proposals for changes in taxation which later become law in the yearly Finance Act. 预算案 英国政府关于未来国家岁入和支出的
37、正式计划，通常每年一次由财政大臣递交给议会，该计划可提出税收改革的建议，然后此建议在年度财政法案中就成为法律。3)an account of the probable cost of carrying out a plan or programme for a special purpose. 预算 为了某个专门目的而实行一项计划或项目可能需要的费用的账目。Key to the Exercises. 1. Noun/AdjectiveAntonymNoun/AdjectiveAntonymlegalityillegalityremediableirremediablemanneredill-m
38、anneredrelevanceirrelevanceliberalilliberalrecoverableirrecoverablelogicalillogicalrationalirrationalBackKey to the Exercises2. 1. surplus 2. minimize 3. available 4. dealings 5. play a key role in 6.be conductive 7. application 8. in advance 9. obtain 10. offer3. 1. c 2. d 3. a 4. c 5. c 6. a 7. c
39、8. c 9. c 10. a BackKey to the ExercisesIII. 1.1. where we were staying last summer2.why she refused the job offer3. when such things are necessary4. when the weather will be better5.where I have to give a lecture on the theatre2.1. He took me aboard the boat where we had a tiny cabin.2.Give me one
40、reason why we should help you.3.Ill never forget the days when I stayed in your beautiful country.4. The reason why Im writing to you is to tell you a party on Saturday.5. September 18, 1931 was the day when they first met each other. BackKey to the Exercises. 1.Do you agree with this viewpoint, tha
41、t is, preparation for negotiation involves a considerable investment of time and money? 2.The mistake of this exporter was simply in quoting the wrong terms of payment.3.The approach to examine the problem from the buyers point of view is a most effective way. 4. To keep track of ones company is one
42、 of the most important issues when a negotiator is working abroad. 5. It would be quite wrong for any seller entering a negotiation to work on the premise that the buyer has studied its proposal and understands it fully. BackKey to the ExercisesV. 1. 你必须先决定你要选择哪一种谈判方式。2. 谈判双方不但不把对方当作对手，反而却希望对方都能对谈判的结果满意。3. 同时也要保证对手对谈判的结果感到满意，至少也得给对手留点面子。4. 他也会乐意与你合作，并很愉快地如期履行合同。5. 即使你处于强势，即使你可以支配你的团队，从长远方面考虑，也不要独断专行。Back
