商务英语谈判考题

湖北三峡*************学院

2011年春季学期《商务英语谈判》试卷

适用班级__________________________

考试班级_______________ 姓名_____________ 学号________________

一、Composition（50分）

1.Case study

Y ou represent a shoe manufacturer. Y our latest product is the so-called “self-heating”boots. The boots themselves control the temperature inside automatically through friction and rubbing of your feet against the inner side Shanghai,＄58 a pair. Now an American businessman wants to place an order for your shoes, but the price he counter-offers is only＄48 a pair. Now you are negotiating.

Questions:

A. What should you learn before you begin to bargain with the American

buyer’s team?

B. Do you really believe ＄48 a pair is his minimum level? Why?

第1页（共3页）

2.Case study

On one occasion we received a proposal from a company that was interested in doing work for a client of ours as a subcontractor. We studied the proposal very carefully and decided that there were fourteen points that we would like to win. While not all fourteen were crucial to us, if we could win them it would provide a particularly satisfactory outcome for our client. The negotiation was undertaken at our client’s office. When the subcontractor’s staff arrived, we greeted them warmly. Once they were comfortably seated, we said: “Y our proposal is excellent, and we are delighted with it. But there are forty-one points that we have to discuss if we are to reach agreement. Would you like to write them down?”

The subcontractor’s negotiators dutifully listed the issues. When we reached point forty-one we simply said, “Can we start with number one?”Then we went straight into negotiation.

Note carefully the dynamics of the situation. The subcontractor’s staff have just broken guideline three and were now negotiating forty-one points that they are never seen, planned and prepared for before. What’s more, twenty-seven of those points ere figments of our imagination. We simply made them up. We used them to create room to maneuver and to control the agenda.

The subcontractor won twenty-seven points and we won on ly fourteen.

第2页（共3页）

They had clearly beaten us.

Question:

How did the negotiator maneuver and control the agenda?

第3页（共3页）

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商务谈判实用语100句 热18myflyer2010-03-16 09:08 1 I've come to make sure that your stay in Beijing is a pleasant one.我特地为你们安排使你们在北京的逗留愉快。 2 You're going out of your way for us, I believe.我相信这是对我们的特殊照顾了。 3 It's just the matter of the schedule, that is, if it is convenient for yo u right now.如果你们感到方便的话，我想现在讨论一下日程安排的问题。 4 I think we can draw up a tentative plan now.我认为现在可以先草拟一具临时方案。 5 If he wants to make any changes, minor alternations can be made t hen.如果他有什么意见的话，我们还可以对计划稍加修改。 6 Is there any way of ensuring we'll have enough time for our talks？我们是否能保证有充足的时间来谈判？ 7 So our evenings will be quite full then？那么我们的活动在晚上也安排满了吗？ 8 We'll leave some evenings free, that is, if it is all right with you.如果你们愿意的话，我们想留几个晚上供你们自由支配。 9 We'd have to compare notes on what we've discussed during the day.我们想用点时间来研究讨论一下白天谈判的情况。 10 That'll put us both in the picture.这样双方都能了解全面的情况。 11 Then we'd have some ideas of what you'll be needing.那么我们就会心中有点儿数，知道你们需要什么了。 12 I can't say for certain off-hand.我还不能马上说定。 13 Better have something we can get our hands on rather than just s pend all our time talking.有些实际材料拿到手总比坐着闲聊强。 14 It'll be easier for us to get down to facts then.这样就容易进行实质性的谈判了。 15 But wouldn't you like to spend an extra day or two here？你们不愿意在北京多待一天吗？ 16 I'm afraid that won't be possible，much as we'd like to.尽管我们很想这样做，但恐怕不行了。 17 We've got to report back to the head office.我们还要回去向总部汇报情况呢。 18 Thank you for you cooperation.谢谢你们的合作。 19 We've arranged our schedule without any trouble.我们已经很顺利地把

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