国际商务谈判模拟题2
Part 1: Term Analysis (explain them in English, write your answers on the ANSWER －SHEET.) (20%)
1.Basic Requirements for Negotiator
Technical, social, communicative and ethical skills, sympathy, acuity, middle ground, long-term benefits and short-term needs
2.Types of perceived economic power
Types of perceived economic power: emerging economies, industrialized economies, technological economies.
3.Contents of project summary
Contents of Project Summary: History, project description, deal description, financial data.
4.Contents for taking a proactive role
fixed agenda, crafting the meeting agenda, run the clock out, dragging out the negotiating process.
Part 2: Term Translation (put the following terms into English, write your answers on the ANSWER －SHEET.) (20%)
5 技术型
6 金融型
7 法律型
8 保密型
9 欺骗型 10 意见一致型 11 “分而治之”型 12 双重性格型 13 等级型 14 平行组型 Part 3
: Sentence Translation (20%) (Translate 15, 16, 17 into English and 18, 19 into Chinese and write your answers on the ANSWER －SHEET.)
15. 赢和输的尺度：制定出一组必须要得到的条件，以及通过努力希望对方给予的条件。
明确、合理的预期；把握“足够”的尺度；策略选择的指导方针。
Win Enough and Lose Enough: acquiring a mandatory group of needs and as many wants as prudence and the opposition allow. Planning, “enough is enough”. Guidelines for strategy selection.
16 谈判前检查你的自尊：在选择和实施策略时，不要让自尊左右自己，应该以大局为重，且要善于应变。
Checking Your Ego at the Door: Equity between ego-bruising and ego-inflating is not tied up in personal objectives or feelings but rather in strategy.
17. 盯住公司目标：目标和合同条款一样重要，一定要做书面记录。
Pursuing Company Objectives: Objectives are just like the contract terms. Get them in writing.
18 Formulating a Clear and Workable Strategy: visiting team profile, visitor’s objectives, host team profile.
制定清晰明了、切实可行的策略：列表说明来访团队情况、来访者的目标、东道国团队概况。
19. Case history: Infrastructure Related Negotiations: The stakeholders, the process, critical factors, formal negotiation and culture.
案例：有关基础设施的谈判-财产所有人、谈判过程、关键因素、正式谈判与文化。
Technical
Financial
Legalistic
Secretive
Deceptive
Consensus
Divide and Conquer
Jekyll and Hyde
Hierarchical
Horizontal
Part 4: Essay Question (40%) (answer them in English, write your answers on the ANSWER－SHEET.)
20.Please list the qualifications to look for in a potential CN consultant.
What to look for in a potential CN consultant: match ethics, match cultures, match technical prowess, match commitment, match loyalty, match motivations.
21.What are the contents of Reconnaissance?
Reconnaissance: political security, economy, education, infrastructure, technology, finance, accounting, transportation, telecommunications, distribution, investment and trade restrictions, tax structure, legal environment, personnel policies, real estate and lease prices, corruption, attitudes toward foreigners, cultural history.
22.What are the contents of handling the reactions of counterparts?
Total Agreement, total Disagreement, Request for meetings immediately upon arrival in-country, Request for fewer and shorter meetings, Request for more and longer meetings, Change of departments for presentations, Excessive socializing, Inclusion of government receptions, The multisite agenda 23.What are the advantages and disadvantages of looking in-house for translators?
Advantages: familiar with product lines, company background and ethics; eager to be part of an upper-level company program; thankful for the opportunity to take advantage of company-sponsored travel; loyalty to company goals during negotiation.
Disadvantages: inexperienced translators may be nerve-racked during fast-paced negotiation; employees new to high-level discussions may be enthralled with the activity and distracted from their translating duties.。