英语商务谈判课后答案

英语商务谈判课后答案

第⼀单元

2) The Leader

4. What tactics did the Chine side u in responding to their introduction of the product ?

Ask while knowing the answer.

Ca three: Team members do not get on well together

A common question in business negotiation when determining whether someone will be a success is,“Can they pass

muster（符合要求）?”. Members of a negotiating group are masters preparing to stitch together a successful negotiation. In

this ca, we should avoid arranging the unfriendly persons in one negotiating team becau in such circumstances, their

quarrel only brings up problems but never offers solutions, and the counterparts will make u of the disnsion （意见不同,

纠纷, 争执）within the team. So they cannot be involved in the same group. A successful negotiating team needs tho who

can get on well with each other.

第三单元

II. Form Groups and Discuss

pled negotiations reprent a higher level of negotiation strategy and tactics. They include focusing on interest, not

position; parating the people from the problem; inventing options for mutual gains; and insisting on using objective criteria.

The hurdle can be overcome. Victor is able to rai a cond possibility: to provide the Chine with some new equipment at

a cost he thought they would appreciate. In return, the Chine agree to help him out with his regulatory mandate and agree

to the pricing of the deal as originally stated. This satisfies Victor's own pricing problems and als the relationship of special

friendship between his company and the Chine, and looks on his possible chips as needs-satisfiers. Nowadays, many

American business persons have come to e the importance of relationship in Chine negotiation and adapt their style

The key element in the ca is moving a counterpart toward an unpleasant outcome, then threatening to push.

When both sides in a negotiation have a great deal to lo if the negotiation fails and a great deal to win if it succeeds, the

3. identify possible means to persuade a foreign company to accept the prices at which your company is prepared to

negotiate a contract

1)justify the price by analyzing the international market situation, the supply conditions ,etc.

2)showing the lling points and the unique features of your products which are superior to other similar products, such as

quality, design, technology, after-sale rvice, ur-friendliness, company culture, package,