世紀商務英語綜合教程IV(第三版)教案

世紀商務英語綜合教程IV(第三版)教案《世紀商務英語——綜合教程IV》（第三版）教案Unit1ImportandExportRelatedInformationProceduresforImportandExportAsimportfromonecountrymeansexportofthatcountry,taketheproceduresofexporttransactionasanexampletoillustratethegeneralproceduresforimportandexport:1.MarketresearchThemostdifficultpartofexportingistakingthefirststep.Anyexporterwhowantstosellhisproductsinaforeigncountryorcountriesmustfirstconductalotofmarketresearch.Marketresearchisaprocessofconductingresearchintoaspecificmarketforaparticularproduct.Exportmarketresearch,inparticular,isastudyofagivenmarketabroadtodeterminetheneedsofthatmarketandthemethodsbywhichtheproductscanbesupplied.Theexporterneedstoknowwhichforeigncompaniesarelikelytousehisproductsormightbeinterestedinmarketinganddistributingtheproductsintheircountry.Hemustthinkwhetherthereisapotentialformakingaprofit.2.BusinessnegotiationIfaforeigncompanyisinterestedinbuyingtheexporter’sproducts,negotiationshouldbeorganized.Businessnegotiationplaysaveryimportantroleintheconclusionandimplementationofasalescontract.Ithasagreatbearingontheeconomicinterestsofthepartiesconcerned.Nomatterwhatwaythenegotiationsareheld,ingeneral,theyconsistofthefollowinglinks:enquiry,offer,counteroffer,acceptanceandconclusionofsalescontract,amongwhichofferandacceptancearetwoindispensablelinksforreachinganagreementandconcludingacontract.3.ConclusionofsalescontractAssoonasanofferisaccepted,awrittensalescontractorsalesconfirmationisusuallyrequiredtobesignedbetweenthebuyerandthesellertoconfirmthesalesandstipulatetheirrightsandobligationsrespectively.Asalescontractorsalesconfirmationcontainssomegeneraltermsandconditionsaswellasthespecifictermsthatvarywiththecommodity.Butsuchtermsasthenamesofthesellerandthebuyer,thedescriptionofthegoods,qualityandspecification,quantity,packing,unitprice,amount,payment,dateofdelivery,shipping,insurance,inspection,claimandarbitrationareindispensable.Thesalescontractorsalesconfirmationisnormallymadeoutintwooriginals,oneforthebuyerandtheotherforhisseller.4.ImplementationofcontractUnderCIFcontractwithtermsofpaymentbyL/C,theimplementationofexportcontractusuallygoesthroughthestepsofgoodspreparation,inspectionapplication,remindingofL/C,examinationandmodificationofL/C,charteringandbookingshippingspace,shipment,insurance,documentspreparationforbanknegotiationandthesettlementofclaims,etc.①PreparinggoodsforshipmentAfteracontractismade,itisthemaintaskfortheexportertopreparethegoodsforshipmentandcheckthemagainstthetermsstipulatedinthecontract.Thequality,specification,quantity,markingandthepackingshouldbeinlinewiththecontractortheL/C,thedateforthepreparationshouldagreewiththeshippingschedule.②InspectionapplicationIfrequiredbythestipulationsofthestatesorcontract,theexportershouldobtainacertificateofinspectionfromtheinstitutionsconcernedwherethegoodsareinspected.Usually,thecommoditywillbereleasedonlyaftertheissuanceoftheinspectioncertificatebytheinspectionorganization.③Reminding,examiningandmodifyingL/CIninternationaltrade,abanker’sletterofcreditiscommonlyusedforthepaymentofpurchaseprice.Inthecourseoftheperformanceofcontract,oneofthenecessarystepsfortheselleristourgethebuyertoestablishanL/C.Accordingtothecontract,thebuyershouldestablishtheL/Contime,butsometimeshemaydelayforvariousreasons.Forthesafecollectionofpayment,thesellerhastourgethebuyertoexpeditetheopeningoftheL/C.Uponreceiptofaletterofcredit,thesellermustexamineitverycarefullytomakesurethatalltermsandconditionsarestipulatedinaccordancewiththecontract.Ifanydiscrepanciesexist,thesellershouldcontactthebuyerimmediatelyfornecessaryamendmentssoastoguaranteethesmoothexecutionofthecontract.④CharteringandbookingshippingspaceAfterreceivingtherelevantL/C,theexportershouldcontacttheship’sagentsortheshippingcompanyforthecharteringandthebookingofshippingspaceandpreparefortheshipmentinaccordancewiththeimporter’sshippinginstruction.Charteringisrequiredforgoodsoflargequantitywhichneedsfullshipload;andforgoodsinsmallquantities,spacebookingwouldbeenough.⑤CustomsformalitiesBeforethegoodsareloaded,certainproceduresincustomsformalitieshavetobecompleted.Asrequired,completedformsgivingparticularsofthegoodsexportedtogetherwiththecopyofthesalescontract,invoice,packinglist,weightmemo,commodityinspectioncertificateandotherrelevantdocuments,havetobelodgedwiththecustoms.Afterthegoodsareonboard,theshippingcompanyortheship’sagentwillissueabillofladingwhichisareceiptevidencingtheloadingofthegoodsonboardtheship.⑥FindacustomsbrokerTodifferentcountries,importcustomsclearanceproceduresmaydiffer.Insomecountries,thecustomsservicedoesnotrequireanimportertohavealicenseorpermitandanindividualmaymakehisowncustomsclearanceofgoodsimportedforpersonaluseorbusiness.You’dbetter,however,havealicensedcustomsbroker(orafreightforwarder)actastheclearingagentforyouunlessyou’reveryfamiliarwiththeimportcustomsclearanceformalitiesinyourcountry.Therefore,thefirsttipistofindalicensedcustomsbrokerwhocanworkwithyouonalongtermbasis.Theyareespeciallyvaluabletoyouwhenyourbusinessisnotlocatedinthedestinationair/seaportwhichisusuallytheportofentry—ifyou’reunabletobetheretoprepareandfileyourentry,thecustomsbrokermayactasyouragent,pickupanddelivertheshipmenttoyourdoor.⑦InsuranceTheexporttradeissubjecttomanyrisks.Forexample,shipsmaysinkorconsignmentsmaybedamagedintransit,exchangeratesmayalter,buyersdefaultorgovernmentsuddenlyimposeanembargo,etc.Itiscustomarytoinsuregoodssoldforexportagainsttheperilsofthejourney.Thecoverpaidforwillvaryaccordingtothetypeofgoodsandthecircumstances.Iftheexporterhasboughtinsuranceforthegoods,hewillbereimbursedforthelosses.⑧DocumentspreparationforbanknegotiationAftertheshipment,allkindsofdocumentsrequiredbytheL/Cshallbepreparedbytheexporterandtheimporterandpresented,withinthevalidityoftheL/Ctothebankfornegotiation.Astotheshippingdocuments,theyincludethecommercialinvoice,billoflading,insurancepolicy,packinglist,weightmemo,certificateofinspection,and,insomecases,consularinvoice,certificateoforigin,etc.Documentsshouldbecorrect,complete,conciseandclean.OnlyafterthedocumentsarecheckedtobefullyinconformitywiththeL/C,theopeningbankmakesthepayment.Paymentshallbedisregardedbythebankforanydiscrepanciesinthedocuments.⑨SettlementofdisputesIninternationaltrade,it’snotuncommonforimportstobedelayed,ortofindthatwhengoodsarrivetheshipmentisincompleteorcontainsdamagedgoods.Itmaybethesupplier’sresponsibility,theimporter’sfault,orcausedbyshippingorcustomsdelays.Inanycase,it’sworthagreeinginadvancehowdeliverieswillbeinspectedandhowproblemswillbehandled.Inmostcases,returningincorrectshipmentsandwaitingforanewdeliveryistooexpensiveandtimeconsuming.Lead-in1.Listening1.F2.T3.T4.TTapeScript:InternationalTradeisOneoftheHotIndustriesoftheNewMillenniumInternationaltradeisoneofthehotindustriesofthenewmillennium.Butit’snotnew.ThinkMarcoPolo.Thinkthegreatcaravansofthebiblicalagewiththeircargoesofsilkandspice.Thinkevenfurtherbacktoprehistoricmantradingshellsandsaltwithdistanttribes.Tradeexistsbecauseonegrouporcountryhasasupplyofsomecommodityormerchandisethatisindemandbyanother.Andastheworldbecomesmoreandmoretechnologicallyadvanced,asweshiftinsubtleandnotsosubtlewaystowardoneworldmodesofthought,internationaltradebecomesmoreandmorerewardingbothintermsofprofitandpersonalsatisfaction.2.SpotDictation1.complicated2.concludeatransaction.3.inthecourseof4.undergoesfourstages5.implementingthecontract6.illustrateTextALanguageStudy1.merchandise①n.commercialgoods;commodities商品，貨物◆Thereismuchdiscountmerchandiseonholidays.◆Merchandisefirstshouldbetheproductsoflabour.②vt.toengageinthecommercialpurchaseandsaleof(goodsorservices);trade做生意，交易◆Heismerchandisingautoparts.merchandisebroker商品經紀人merchandisebudget商品預算merchandiseexport商品出口merchandisecost商品成本2.brokern.anagentwho,actingonbehalfofaprincipal,buysorsellsgoods,securities,etc,inreturnforacommission(股票債券等的)經紀人,(買賣的)中間人,代理人◆Hesetupinbusinessasaninsurancebroker.brokeragen.經紀業(yè)，傭金，回扣，經紀費brokeragent經紀人兼代理人brokerinsurance保險代理人3.prospectivea.lookingtowardsthefuture將來的，未來的；盼望中的；預期的；有希望的◆Theforeigninvestorwithdrewfundswithoutgettinghisprospectivebenefits.◆Shedemonstratesanarticletoaprospectivespectivebuyer可能的買主prospectivedamage預計的損失prospectivemarket未來的市場prospectivereturn預期收益prospectivebenefits預期利益4.outlayn.anexpenditureofmoney,effort,etc費用，花費；支出◆Theweeklyoutlayonday-to-dayoperationinthecompanywasenormous.◆Thiswillinvolvehighexpensesandnonrecoverableoutlays.outlayaccounts支出賬戶outlaycost支出成本outlayforloanpayment償還債務支出outlayofliquidation清理支出5.attorneyn.apersonappointedtoactforanotherinbusinessorlegalmatters(業(yè)務或法律事務上的)代理人◆Theattorney’ssummationwastelling.◆Hehasbeenappointedastheattorneyofthecompanytosignthecontractwithitspartner.attorneyatlaw律師attorneyfee律師公費attorneygeneral首席檢察官powerofattorney委托權;委任書6.substantiala.largeinamountornumber很多的，大量的◆Themanincurredsubstantiallossesduringthestockmarketcrash.◆Theexistenceofsubstantialinvisibleincomesuggeststhattheincomedistributionsystemshouldbestandardized.substantialcostdifferentials巨大成本差額substantialincrease大幅度增長substantiallaboursurplusmarket勞動力大量剩余市場7.identifyvt.recognizesb/sthandbeabletosaywhoorwhattheyare確認、證明某人（某事物）；鑒別出◆Themanrefusedtoidentifyhimselfasthepersonwhoshouldhavebeeninfullchargeoftheaccident.identificationn.識別，證實，核對dentificationcard身份證dentificationdimensions船舶文件規(guī)定的尺度identifyoneselfwith支持，參與8.makeacommitment(tosb/sth)作出承諾◆I’dliketomakesureifitisacceptabletothefactorybeforemakingacommitmenttoyou.9.relieve...of...免除某人的職務；解除某人的(負擔等)；減輕某人的(痛苦等)◆ThecompanyrelievedMr.Brownofhispostasmanager.◆Theworkersarerelievingofburdensfromtheship.TranslationoftheText商品進出口對大多數(shù)國家來說，進出口是國際收入和支出的主要來源。進出口的對象主要指的是貨物和服務。有形產品，由于其出入境的可見性常被看作是有形進出口。這些概念廣泛應用于商品進出口的實際操作中。出口間接出口許多間接出口貿易中都會涉及中間人。有好幾種中間人：收費代理商收費代理商扮演著聯(lián)系你的產品或服務與特定的外國購買商的“掮客”的角色。一般來說，代理人或掮客并不會履行訂單，而是把它們交給你，讓你來決定。出口代理公司（EMC）出口代理公司是“不在場”的出口部門，向潛在的海外買家推薦你的產品以及其他公司的產品。出口貿易公司（ETC）出口貿易公司的作用，許多都和出口代理公司一樣。然而，作為買賣雙方的中間人，他以需求為動力，以交易的達成為導向。這樣的定位對于制造商來說就能減少與出口相關的風險。出口貿易商/出口代理商出口貿易商或出口代理商會買進產品然后重新包裝來出口，他們承擔全部的風險，把產品賣給自己的顧客。直接出口雖然間接出口有許多的優(yōu)點，但是直接出口也有自己的優(yōu)勢。雖然初期投入比較多，相關風險也比較大，但是其利潤也相應更高一些。銷售代表海外銷售代表相當于制造商在國外的代理人。他們利用公司的產品目錄和樣品向潛在顧客宣傳產品。代理商常被理解錯誤的“代理商”其真正含義是經授權，甚至擁有代理權的能代表其所代理的公司做承諾的代理人。海外經銷商海外經銷商是從出口商手中購買貨物（通常以很低的折扣購買）然后轉手賣出獲利的商人。海外經銷商一般會對產品提供支持和服務，這樣就減輕了出口商相應的責任。國外零售商公司也會直接將產品賣給海外零售商，雖然在這樣的交易中，產品一般僅限于消費品。這種方式主要依賴于和國外零售商直接打交道的巡回推銷員。直銷給用戶美國公司可能將自己的產品或服務直接賣給國外的用戶。買家可能是國外政府機構，例如醫(yī)院等。進口一個國家進口就意味著另一個國家出口。進口就是產品或服務被其他國家的買家購買的過程，意思與出口剛好相反。同樣的，進口被分為直接進口和間接進口。間接進口通過國內中間商實現(xiàn)，而直接進口則是進口商直接從國外購買產品。相較而言，我們可以得出這樣的結論，間接進口對產品的選擇要求比較高，但其方便是顯而易見的。而直接進口雖然經濟實惠但是程序復雜。Keys1.Reading1.Thereare4kindsofexportintermediariesmentionedinthetext.TheyareCommissionedAgent,ExportManagementCompany(EMC),ExportTradingCompany(ETC),andExportMerchant/ExportAgent.2.Thereare5kindsofdirectexportingmentionedinthetext.TheyareSalesRepresentative,Agent,ForeignDistributor,ForeignRetailerandDirectSalestoEndUsers.3.Indirectimportingislimitedinselectionofgoods,howeveritsconvenienceisobviouslyseen.Whiledirectimportingiseconomicalbutmorecomplicatedinprocedurethanindirectimporting.4.off-site:awayfromthesite;demanddriven:bedrivenbythedemand;transactionoriented:aimtowrapupabusinessdeal.5.Indirectexportingneedsexportintermediary.Itrequireslessinvestmentandtakeslowerrisk.Whileindirectexporting,theexportertakesthewholecontrolofthebusinessandrequiresmoreinvestment,aswellashigherriskrunning.2.ComprehensionPart11.D2.B3.D4.DPart23.VocabularyPart11.visible2.Direct3.repackage4.equivalent5.representatives6.merchant7.distributor8.retailersPart21.E2.F3.B4.G5.J6.A7.H8.C9.I10.DPart31.relieve...of...2.onbehalfof3.tendto4.beclassified...into...5.Alongwith6.actas7.beenidentifiedas8.madeacommitmentPart41.initial2.merchandise3.outlays4.government5.substantial4.TranslationPart11.商品進出口2.收費代理商3.出口代理公司4.出口貿易公司5.出口貿易商6.出口代理商7.銷售代表8.潛在買家/顧客9.潛在的海外買家10.國外零售商11.直銷12.終端用戶Part21.Themerchandisecouldbeclassifiedintovisibleoneandinvisibleone.2.Theforeigndistributorscangetsubstantialdiscountfromtheexporters.3.ThereisdifferencebetweendirectsalesandPyramidsales.4.Indirectexportingneedstheexportintermediaries,theinitialoutlaysandriskofwhicharelesscomparedwithdirectexporting.5.Onecountry’sexportcanbeanother’importwhichalsohavedirectimportingandindirectimporting.Part3從飲料到其他各類商品，到其他許多你從未想象過會成為全球性商品的東西，所有的一切都是精明的生意人做買賣的對象。這些產品每天在全世界的某個地方被買賣，代理和分銷。TextBLanguageStudy1.transmissionn.①theactorprocessoftransmitting傳遞；移轉②asystemofshafts,gears,torqueconverters,etc,thattransmitspower傳送裝置◆Drivingthecarwithautomatictransmissionwillmakethedrivermorecomfortable.◆Thewaysforinternationaltransmissionofinflationarevarious.transmitvt.傳送2.ceremonyn.aformalactorritual,oftensetbycustomortradition,performedinobservationofaneventoranniversary典禮，儀式◆Thegrandopeningceremonyisquitesmoothlygoing.3.coincidewith...與……相符◆Yourdesirecoincideswithours.◆Theresultofthecustomsinspectioncoincidedwithwhatwehadexpected.4.shootup暴漲◆Pricesshotupovernight.◆Thesalesshotup200percentduetothestrategicadjustment.TranslationoftheText通用，福特將向中國出口更多的汽車美通用和福特汽車公司于周一在華盛頓分別簽署的協(xié)議中表示他們將會向中國出口更多北美制造的整車和零部件。至2010年前，通用公司將會向其中國合資公司－上海通用汽車有限公司出口價值10億美元的整車，零部件和機械設備。福特也將出口超過3萬輛北美制造的整車，并向其在中國的合資企業(yè)長安福特“馬自達”汽車公司出口傳輸組件和零配件，交易總值達8億美元。中國國務院副總理王岐山出席了簽約儀式，正趕上這周在美國馬里蘭州安納波利斯舉行的中美經濟戰(zhàn)略對話。通用公司發(fā)言人格里格·馬丁表示，組裝好的凱迪拉克將會占出口至中國之汽車數(shù)量的大多數(shù)。通用在中國最受歡迎的汽車品牌是別克，但去年凱迪拉克的銷量攀升了148%，達到7022臺，原因之一就是凱迪拉克SLS新車款的上市。成立于1997年的上海通用汽車有限公司是與上海汽車工業(yè)集團總公司持股比例均等的合資公司。它銷售別克，凱迪拉克，雪佛萊和薩博品牌的汽車，自2005年以來，一直是中國汽車銷售第一的合資公司。通用集團中國地區(qū)總裁暨總經理凱文·威爾表示，美國通用公司在中國有八家合資公司，過去11年，從美國進口的汽車產品總價值超過了42億美元。長安福特成立于2001年。福特公司表示稍后將披露具體的進口車型。2007年，該公司在中國的銷售上升了30％，福特福克斯是中國10大暢銷車型之一。Notes1.GeneralMotorsCorp.,theworld’slargestautomaker,hasbeentheglobalindustrysalesleaderfor76years.Foundedin1908,GMtodayemploysabout280,000peoplearoundtheworld.WithglobalheadquartersinDetroit,GMmanufacturesitscarsandtrucksin33countries.In2006,nearly9.1millionGMcarsandtrucksweresoldgloballyunderthefollowingbrands:Buick,Cadillac,Chevrolet,GMC,GMDaewoo,Holden,HUMMER,Opel,Pontiac,Saab,SaturnandVauxhall.GM’sOnStarsubsidiaryistheindustryleaderinvehiclesafety,securityandinformationservices.2.FordMotorCompanyisanAmericanmultinationalcorporationandtheworld’sthirdlargestautomakerbasedonworldwidevehiclesales.BasedinDearborn,Michigan,asuburbofDetroit,theautomakerwasfoundedbyHenryFord,andincorporatedinJune16,1903.Fordnowencompassesmanyglobalbrands,includingLincolnandMercuryoftheUS,JaguarandLandRoveroftheUK,andVolvoofSweden.FordalsoownsaonethirdcontrollinginterestinMazda.Keys1.Comprehension1.TwooftheChinesepartnersofGMareShanghaiGMorShanghaiAutomotiveIndustryCorp.andChang’anFordMazdaAutomobileCo.2.OneofthereasonisthenewCadillacSLS.3.A4.C5.D2.Vocabulary1.coincidewith2.makeup3.component4.dueto5.ceremony6.Accordingto7.bulk8.shotup3.Translation1.福特2.雪佛萊3.凱迪拉克4.馬自達5.別克6.長安7.薩博PracticalWritingSampleWritingTheComparisonBetweenDirectExportingandIndirectExportingDirectexportingandindirectexportingarebothmodelsofexport.Theyhavetheirownadvantagesanddisadvantages,whichdeterminesthatnoneofeachhasanedgeovertheother.Astodirectexporting,theexporterhandleseveryaspectoftheexportingprocess,suchasmarketresearch,foreigndistributionandcollections.Thus,theexportercancontrolmoreovertheexportprocessandwillestablishacloserrelationshiptotheoverseasmarket.However,itneedsmoreinitialoutlaysandrequiressubstantialresources,furthermore,theexporterwilltakelargerrisks,butfirstshouldhavethegiftfororganizingandmanagement.Whiletheindirectexportingrequireslessmarketinginvestmentandtolerateslessrisks,ontheotherhand,theexporterwilllosesubstantialcontroloverthemarketingprocessandwillbenotsoprofitableasindirectexporting.Inaword,wemaysaythereisnotthebestchoiceinexporting,butwhatyoucandoistochoosethebestoneonyourownconditions.Unit2NegotiationRelatedInformationNegotiationSkillDevelopmentAlthougheveryonenegotiatesinformallyallthetimewithoutevenbeingawareofit,formalnegotiationisaskillthatcanbelearnedthroughexperienceandpractice.Peoplewhonegotiatealottendtobemuchmoreskilledatitthanpeoplewhohavenotparticipatedinmanyformalnegotiations.Experiencedpeoplearemorelikelytoknowwhattosay,whentomakeconcessions,whennotto,whattoconcede,whatnotto,and,ingeneral,howtomanipulatethesituationtotheirownadvantage.Forthisreason,negotiationtendstofavortheexperiencedparty.Ingeneral,itisusefultoknowandunderstandthedifferencebetweenintegrative(orwin-win)negotiationstrategiesanddistributive(orwin-lose)strategies.Win-winstrategiesaremostusefulwhenitispossibletodevelopasolutiontoaprobleminwhichboth(orall)sideswin,oratleastcomeoutaheadofwheretheywould,weretheconflicttocontinue.Wherethereisagreatdealatstakeinanegotiation,thenitmaybeappropriatetoprepareindetailandlegitimate“gamesmanship”togainadvantage.Anyonewhohasbeeninvolvedwithlargesalesnegotiationswillbefamiliarwiththis.Neitheroftheseapproachesisusuallymuchgoodforresolvingdisputeswithpeoplewithwhomyouhaveanongoingrelationship:Ifonepersonplayshardball,thenthisdisadvantagestheotherperson—thismay,quitefairly,leadtoreprisallater.Similarly,usingtricksandmanipulationduringanegotiationcanunderminetrustanddamageteamwork.Whileamanipulativepersonmaynotgetcaughtoutifnegotiationisinfrequent,thisisnotthecasewhenpeopleworktogetherroutinely.Here,honestyandopennessarealmostalwaysthebestpolicies.Lead-in1.ListeningDialogue1:PriceDialogue2:PackingDialogue3:DeliveryTapeScript:Dialogue1A:I’msorrytosaythatyourpricehassoared.It’salmost20%higherthanlastyear’s.B:That’sbecausethepriceofrawmaterialshasgoneup.A:Isee.Thankyou.Itwouldbeverydifficultforustopushanysalesifwebuyitatthisprice.B:Well,ifyoutakequalityintoconsideration,youwon’tthinkourpriceistoohigh.A:Let’smeeteachotherhalfway.Dialogue2A:Youknow,packinghasaclosebearingonsales.B:Yes,italsoaffectsthereputationofourproducts.Buyersalwayspaygreatattentiontopacking.A:Wewishthenewpackingwillgiveourclientssatisfaction.A:Sohowdoyouthinktheshirtsarepacked?B:They’repackedincardboardboxes.A:I’mafraidthecardboardboxesarenotstrongenoughforoceantransportation.Dialogue3A:Whencanyoueffectshipment?I’mterriblyworriedaboutlateshipment.B:WecaneffectshipmentinDecemberorearlynextyearatthelatest.A:That’sfine.Howdoyoulikethegoodsdispatched,byrailwayorbysea?B:Bysea,please.Becauseofthehighcostofrailwaytransportation,wepreferseatransportation.A:That’swhatwethink.2.SpotDictationPart11.soared2.pushanysales3.take4.intoconsideration5.halfway6.bearing7.reputation8.satisfaction9.packed10.ocean11.shipment12.dispatched13.prefer14.whatPart21.Counteroffer2.negotiating3.unacceptable4.bargaining5.regretforbeingunable6.otheropportunitiestodobusinessTextALanguageStudy1.advocacyn.activesupport;especiallytheactofpleadingorarguingforsomething支持，擁護，提倡◆Patienceisessentialinnegotiationwhileadvocacyof“quicksuccess”isharmful.advocaten.辯護者;律師;擁護者;倡導者advocatorn.擁護者,鼓吹者,提倡者2.A“successful”negotiationintheadvocacyapproachiswhenthenegotiatorisabletoobtainallormostoftheoutcomeshispartydesires,butwithoutdrivingtheotherpartytopermanentlybreakoffnegotiations.whenthenegotiator...是表語從句;butwithoutdriving...是分詞短語,做狀語。3.permanentlyad.foralongtimewithoutessentialchange永久地；長久地◆HehasdecidedtosettledownpermanentlyintheUS.permanenta.永久的，持久的4.breakoff中斷,折斷,突然停止,暫停,斷絕◆Wehavetobreakoffthecommercialrelationwiththatcompanyduetotheirbreachofthecontract.breakoffnegotiations中斷談判breakofftheaction停戰(zhàn)breakoffthehabitof改掉……的習慣breakoffwith與……斷絕交往5.Traditionalnegotiatingissometimescalledwin-losebecauseoftheassumptionofafixed“pie”,thatoneperson’sgainresultsinanotherperson’sloss.thatoneperson’s...是同位語,修飾assumption。6.assumptionn.thingacceptedastrueorassuretohappen,butnotproved假定，設想Yourassumptionofhighreturnprovedwrong.assumedcost假定成本assumeddata假定數(shù)據(jù)assumedsettingday假定結算日7.Duringtheearlypartofthe20thcentury,academicssuchasMaryParkerFollettdevelopedideassuggestingthatagreementoftencanbereachedifpartieslooknotattheirstatedpositionsbutratherattheirunderlyinginterestsandrequirements.suggestingthat...是分詞短語,修飾ideas,做定語。thatagreementoftencan...做賓語從句。8.assurevt.tocausetofeelsureorcertain;convince使確信,使放心◆Theywereassuredthateverythingpossiblewasbeingdonetomakethetransactionconcluded.◆Theytriedtoassurehimoftheirwillingnesstowork.assurern.保證人，保險業(yè)者assurancen.確信,把握,信心,自信assurancecompany保險公司assurancefactor安全系數(shù)9.Inthe1970s,practitionersandresearchersbegantodevelopwin-winapproachestonegotiation,includingthepublicationofGettingtoYESpublishedbyRogerFisherandWilliamUryaspartoftheHarvardnegotiationproject.includingthepublication...是分詞短語,做狀語。aspartof...介詞短語,做定語,修飾thepublicationofGettingtoYES10.prioritizevt.assignapriorityto優(yōu)先考慮◆Networkmanagerscanprioritizedatatrafficbyassigningchannels.◆It’salsoimportantforthecompanytoprioritizethepersonalcontactandgroupdynamicsthatshapeemployees’development.priora.在前的，優(yōu)先的priorityn.優(yōu)先權11.issue①n.animportantquestionthatisindisputeandmustbesettled急需解決的問題◆Thesefactorswillforcethebosstoreconsiderthecostissue.②vt.prepareforpublicdistributionorsale發(fā)行◆Theauthoritiesinchargeofexaminingandissuingcuttinglicensesshallnotissuethecuttinglicensesissuedcapital已發(fā)股本issueatthemarketprice按市價發(fā)行issueofbillofexchange簽發(fā)匯票issueofbonds公司債券的發(fā)行12.intimidatevt.maketimidorfearful恫嚇,恐嚇◆Itissaidthattheaccusedhasintimidatedthewitness.◆Heusuallyintimidateshiscounterpartyintomakingfurtherconcessionbyraisinghisvoiceandpoundingtheimidatesbintodoingsth恐嚇，威脅某人做某事13.recapvt.shortforrecapitulate扼要重述；摘要說明◆Letmejustrecapwhatwe’veagreedsofar.14.formalizevt.tobeormakeformal;tomakeofficialorvalid使具有形式，使定形◆Thearrangementofthisconferenceshouldbeformalizedassoonaspossible.formalizationn.形式化，儀式化formalizedmodel形式化模型15.intent①n.somethingthatisintended;aim;purpose;design意圖，目的◆Shetriedeverythingtolearnmoreaboutthatcompanyandprepareherselfwithintenttopasstheinterviewandgethired.②a.firmlyfixed;determined;concentrated熱心的，急切的；專注的，專心的◆Heisintentonhismarketentionn.意圖，目的intentionala.有意圖的，故意的16.competencyn.thequalityofbeingadequatelyorwellqualifiedphysicallyandintellectually技能；本領◆Thesuccessofacompanyisdirectlyrelatedtothecompetencyofitsmanagers.◆Handlingthismatterisbeyondhispetenta.有能力的，能勝任的，能干的competencen.資格,能力，勝任17.profile①n.ananalysis(ofteningraphicalform)representingtheextenttowhichsomethingexhibitsvariouscharacteristics簡介，概述◆TheBBCisworkingonaprofileoftherecentTibetriot.②vt.writeabout寫（某人某事物的）簡介◆ThisarticleprofilesafamousDutchpain