國際商務(wù)談判英文版

檢測要求熟練掌握國際商務(wù)談判專業(yè)知識熟練運用國際商務(wù)談判策略與技巧檢測內(nèi)容：

(1)ProfessionalKnowledgeQuiz(2)FreeTalkWhatshouldwedotoensureasuccessfulinternationalbusinessnegotiation?評分標(biāo)準(zhǔn)準(zhǔn)確掌握國際商務(wù)談判專業(yè)知識20熟練掌握國際商務(wù)談判策略技巧20熟練運用專業(yè)知識與技能自由陳述20熟練運用英語表述專業(yè)知識與技能20熟練運用英語自由陳述談判專題20FreeTalking:

Whatshouldwedotoensureasuccessfulinternationalbusinessnegotiation?檢測內(nèi)容1：Whydowenegotiate?Negotiationisacommon＿activity＿＿thatmostpeopleprobablydoitatsomepointeveryday.Negotiationisnotonlycommonbutalsoessentialfordealingwithmanyorganizational＿problems＿＿.檢測內(nèi)容2：Whatissuccessfulnegotiation?Theoutcomeofnegotiationisaresultofmutual＿giving＿and＿taking＿＿.Onesidedconcessionorcompromisecannotbecalledasuccessfulnegotiation.2.Negotiationshappenduetotheexistenceof＿conflict＿＿,however,nonegotiationscanproceedsmoothly順利進行andcometoasatisfactorysolutionwithout＿collaboration合作＿＿＿betweentheparticipants.檢測內(nèi)容3：CONFLICTS1.Contradictions矛盾andinterests＿＿利益coexist共存的＿.Ifthereareonlycontradictionsandnosharingofcommoninterests,negotiationsbecomegroundless無理由的andunnecessary.2.Twopartiesinaconflictwillnaturallyfightforeachother’sowninterestsandmakeeveryefforttogain＿more＿＿＿

fromtheotherside,asaresultitwill＿reduce＿＿

gainofinterestsexpectedinitially.檢測內(nèi)容4：STAKESThenegotiatorswillhavetodecide＿howmuchof＿

theymaygainiftheychooseoptionAinsteadofoptionB.Negotiatorswillhavetocompareand＿balance＿

therelationbetweenthecurrentinterestsandlongterminterestsorunderlying潛在的desiresinordertomakedecisionon＿satisfactory＿＿

longterminterestsatthecostofcurrentinterests.檢測內(nèi)容5：GuidingrulesNegotiationisa__voluntary_____activityinthesensethateitherpartycanbreakawayfromorrefusetoenterintodiscussionatanytime.(2)Negotiationdoesnothavetobeaverbal言語的tug拉力，斗爭ofwartobe____successful_______.Notallsituations__warrant保證，授權(quán)_____‘negotiationtreatment’.檢測內(nèi)容6：GuidingrulesSuccessfulnegotiationinvolvestheability

toa.determinethroughobservationandanalysisthebestmeansof__persuasion_______.b.putthatpersuasiveapproachintothewayinto___practice____attheappropriatetime.檢測內(nèi)容7：CredibilityfirstBasicmeaning(1)_Understanding________derivesfromcredibilityandtrustworthiness.(2)Credibilityenhances_trustworthiness

_.(3)Beawareofthelevelofcounterparty’s___credibility______.檢測內(nèi)容8：Mutualreciprocity

&benefits(1)Anegotiationusuallystartsbecauseatleastoneofthepartieswantstochangethestatusquoandbelievesthatamutuallysatisfactory_agreement_

ispossible.(2)Asuccessfuloutcomeinnegotiationisnotalwayswinningatanycostoreven‘winning’,butgettingwhatbothsides___want_____.檢測內(nèi)容9：Maximizingcommonalities&minimizingdifferences(1)Theexistenceoftwopartieswhoshareanimportantobjective有一個重要的目的buthavesomesignificant__

differences___.(2)Theoutcomeofthenegotiatingconferencemaybea__compromise__satisfactorytobothsides,astandofforastandoffwithan__agreement_totryagainatalatertime.檢測內(nèi)容10：Creatingaright

negotiationatmosphere(1)__High-spirit____atmospherepositive&enthusiastic,optimisticaboutprospect,generatepleasantelements.(2)__Low-spirit___atmosphereserious,depressinganddowncast,indifferentattitudewithunpleasantfactor.(3)_Natural_____atmospherenaturalandsteadymood,havepeachofmind.

檢測內(nèi)容11：Openingstrategies(1)__Resonant_共鳴_____openingfriendly,harmonious,worktogether(2)__Frank__坦誠____openingfrankly,makeabreakthrough(3)___Evasive_逃避___openingreserved,avoid/reserveinformation,drivingadvancetodirectionwedesire.檢測內(nèi)容12：Openingstrategies(4)___Nitpicking_挑剔____atmosphereblame,createtension,confuse,suppress&forcethemtomakeconcession(5)__Offensive__進攻____openingattack,firmattitudewithcounterpartcompetitive,nervousandtense

檢測內(nèi)容13：PreparingfornegotiationSettingbargaining＿＿objectives＿＿Assessingtheotherside’s＿case＿＿Assessingrelativestrengths＿and＿weakness＿＿檢測內(nèi)容14：

HowtoplannegotiationToplanyournegotiation,youmayhavetomake＿assumptions＿＿＿abouttheotherside’slikelyreactionstoyourdemands.對方對于你的要求的可能反應(yīng)。Keystages:Trytoestablishwhattheotherpart’s＿＿claims＿＿areandwhattheyareseekingto＿achieve＿＿＿檢測內(nèi)容15：

Howtoplannegotiation(1)Probewhetherspecific＿＿problems＿＿or＿＿concerns＿＿liebehindtheirquestionsorclaims(2)Exchange＿factual＿＿＿datainadvanceofnegotiations(3)Considerwhat＿facts＿andarguments＿

theotherpartyislikelytouseinsupportoftheirclaim檢測內(nèi)容16：NegotiationapproachThecollaborator’sapproachtoconflictistomanageitby＿maintaining＿＿interpersonal人與人之間的;人際的relationshipsand＿ensuring＿＿＿thatbothpartiestotheconflictachievetheirpersonalgoals.Comprisingapproachassumesthatawin-winsolutionisnot＿possible＿＿＿.

檢測內(nèi)容17：Negotiationapproach

Theaccommodator’s調(diào)解人approachtoconflictinvolves＿maintaining＿theinterpersonalrelationshipatallcost.Controllingapproachviewedconflictasawinorloseposition,with__winning__somehowequatedwithstatusandcompetence在某種程度上等同于地位和能力.avoider’sstanceistoleave-lose逃避者的立場是離開放棄,allowingtheotherpartytowin＿＿.檢測內(nèi)容18：Whydodeadlocksarise?--Bothpartieshavewidely_divergent發(fā)散的有分歧的___objectives--Onepartymistakesfirmnessforrigidity堅硬;嚴(yán)格;剛直;死板andwillnotmake__concessions________eventokeepthenegotiationalive.--Asadeliberatetactic手段;策略;戰(zhàn)術(shù);戰(zhàn)略;duringanegotiationto_force____theotherpartytoreconsider重新考慮itspositionandmakeconcessions檢測內(nèi)容19：Suggestionsforbreakingdeadlocks--Gobacktoinformationgatheringandbuildingunderstandingtogenerate形成，造成___additional_____options--Trytodiscoverthe___barriers_____toeffectivenegotiating--Agreenotto__agree___forthetimebeing檢測內(nèi)容20：Suggestionsforbreakingdeadlocks僵局;停頓--Informtheotherpartyofthe__consequences______offailuretoreachanegotiatedsolution--Seeiftheotherpartyiswillingtotryoutoneoftheproposed___solutions_______foraperiodoftime--Callinan___outside_______partytoactasaconciliator安撫者，勸慰者,amediator調(diào)解人;傳遞者;中介物oranarbitrator檢測內(nèi)容21：Languageskillsofstatementandrefutation--Neveraccepta____first_____proposal--Talk_lessnotmore_.Listen.Ask

questions.--Alwaysrememberyourbasic__interests_--Useadjournments休會;延期;休會期;休庭期tokeep___control_____overyourteamanddiscussions--Trybargainingby__objectives___:setyourselfaclear,specificandrealisticgoalbeforeenteringameeting檢測內(nèi)容22：Languageskillsofstatementandrefutation駁斥--Summarize總結(jié)，概述___regularly____--Donotuse__weak_____language,suchas“Wehope”,“welike”and“weprefer”--Avoid___emotional_____outbursts,blaming,personalattacks,sarcasm,爆發(fā)，譴責(zé)、人身攻擊、諷刺point-scoring得分點,interrupting中斷andbeing“tooclever”--Alwaysrememberyourbasic_interests.檢測內(nèi)容23：ProceduresofnegotiationDetermine做出決定_interests_andissues;Designandoffer_options__