商务英语谈判_商务英语谈判答案

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Chapter 1 :

1.Negotiation is the proce we use to satisfy our needs when someone else control what we want.2.Different types in Theory and Practice:

a)Competitive style: To try to gain all there is to gain

b)Accommodative style(通融式谈判): To be willing to yield all there is to yield

c)Avoidance style: To try to stay out of negotiation

d)Compromising style(妥协谈判): To try to split the difference or find an intermediate

point according to someone principle

e)Collaborative style(合作谈判): To try to find maximum poible gain for both

parties

f)Vengeful style(报复谈判): harm the other

g)Self-inflicting style(自损谈判): harm oneself

h)Vengeful and self-inflicting style: harm the other and also oneself

3.The goal of collaborative negotiation is to manage the dispute so that the outcome is more constructive than destructive.4.Principled negotiation is centered around four consideration(PIOC):

a)People: separate the people from the problem

b)Interests: focus on interests, not position

c)Options(选择): invent options for mutual gains

d)Criteria(条件): insist on using objective criteria

5.Personal interests are interests of individuals who participate in negotiation.Organizational interests are of collective bodies such as private or state-owned enterprises, institutions and other kinds of entities(实体)

6.Case study: During the Cold War......against it.2)They followed the “National interests go before organizational interests.” principle