1、Unit 2,Business English,2,Text A,Words and Expressions arena n. 场所，舞台 assess v. 评估，估价 bludgeon v. 连击 bureaucracy n. 官僚体制 circumstance n. 情况，环境 concession n. 让步 confines n. 界限，边界 conflicting adj. 矛盾的，冲突的 disintegration n. 解体,The Nature of Cross-cultural Negotiation,3,Text A,Words and Expressions enac
2、tment n. 实施 encounter v. 遇到，面临 far- reaching adj. 长久的，深远的 formidable adj. 难以应付的，可怕的 geometrically adv. 以几何级数递增的 geopolitical adj. 地缘政治的 intelligent adj. 聪明的，智慧的 legislation n. 立法 obstacle n. 障碍,The Nature of Cross-cultural Negotiation,4,Text A,Words and Expressions permanently adv. 永久的 persuasion n.
3、 说服 pitfall n. 潜在的困难 project v. 设计，规划 relevant adj. 相关的 strategy n. 策略 submission n. 屈从，服从 subtle adj. 微妙的 theme n. 主题，主旨，主旋律 unobtrusive adj. 不明显的，不突出的 volatile adj. 不稳定的，可能剧烈波动的,The Nature of Cross-cultural Negotiation,5,Text A,Words and Expressions a mutually beneficial agreement 互惠的协议 as though
4、即使 cultural awareness 文化认知 it goes without saying 毫无疑问 legal structures 法律框架 now that 既然 to bludgeon sb. into doing sth. 强迫某人做某事 to cope with 应对 to bring sb. to his knees 使某人屈服 two-way 双向的 whereby 与一致；通过；从而,The Nature of Cross-cultural Negotiation,6,Text B,Words and Expressions blueprint n. 蓝图，设计图，计
5、划 bottom-line n. 概要，账本底线 brochure n. 小册子 clinch v. 敲弯，扭住 consensus n. 一致同意，多数人的意见，舆论 counterbalance n. 平衡量，势均力敌 extraneous adj. 无关系的，外来的 forethought n. 考虑将来，先见，谋远,Eight Steps to Success in Negotiating,7,Text B,Words and Expressions fundamental adj. 基础的，基本的 impartial adj. 公平的，不偏不倚的 impassion vt. 激动，激
6、起热情 intermediary n. 仲裁者，调解者，中间物 itinerary n. 路线 magnitude n. 大小，数量，巨大，广大 prioritize vt. 把区分优先次序 reimburse v. 偿还,Eight Steps to Success in Negotiating,8,Text B,Words and Expressions resort vi. 求助，诉诸；采取（某种手段） seminar n. 研究会，讨论发表会 stalemate n/vt. 僵局;成为僵局 tactic n. 战术，策略 tangible adj. 切实的 unravel v. 拆开
7、break a deadlock 打破僵局 not have a clue 毫无头绪，什么也不知道 take stock of 估计，观察,Eight Steps to Success in Negotiating,9,Business Writing,备忘录的结构 标题： 收件人 备忘录针对的对象 发件人 撰写备忘录的人及其职务或机构名称 抄送 其他应该知晓此消息的人的姓名和职务（如：上司） 备忘录主题 备忘录所叙述的事件 日期 发送时间 正文： 开头回答两个问题：为什么这与我有关？需要我做什么？ 陈述以精炼的语言介绍详情 结尾部分简要说明希望收件人立即做的工作,Memo,10,Busine
8、ss Writing,SampleMemo To: All Secretaries from: General Administration Dept. CC: Mary Vessel, Operation Director Date: 2008-2-28 Subject: Please install new calendar scheduling software The General Administration Department has purchased a new type of software to make your scheduling tasks easier. A
9、 training session has been arranged to provide familiarity with the new system. All Secretaries are required to attend the training. Please contact Tony Butcher to have this software installed. The training will be provided on Mar 5, 2008 in Room 908 with the following agenda:13:30-14:00 Software ov
10、erview14:30-15:00 Interface and basic functions15:00-16:00 Advanced functions16:00-16:30 Q&A Please mark your calendar and confirm your attendance with Tony Butcher, Thank you.,Memo,11,Business Dialogue,Dialogue 1 A: Dear Sir, we have received a number of inquiries from our trade connections for you
11、r “Fine Suit” clothes and think we may be able to place regular orders with you if your prices are competitive. B: We have the offer ready for you. Here it is. 100 cases at 500 pounds, C.I.F. European Main Ports. A: Why? Your price has soared. The market will not stand a high-priced line. B: You kno
12、w very well that markets for cloth have gone up a great deal in recent months. Our prices compare favorably with those offered by other manufacturers either in Europe or anywhere else. A: In our opinion a coat of lighter material than yours but equally of best quality and massed-produced at a lower
13、price, would have a large sale in this country. B: Everyone in the trade knows that clothes of our company are of superior quality, above that from other sources. A: I grant that yours are of better quality, but we have a hard time persuading our clients. B: To be frank, if not for the long-standing
14、 relationship between us, we would hardly be willing to make you a firm offer at this price. We regret being unable to keep up with your demand. A: It would help me greatly if you make an exception with an eye to future business. B: All right, well do as you wish. We sincerely hope the concession of
15、 ours will set the ball rolling.,Business Negotiation,12,Business Dialogue,Dialogue 2A: Your selling offer sounds good, but wed like to place some of the details under negotiation. B: We understand that our selling offer was simply to open the negotiations. Can you give us the details of your counte
16、r offer? A: Well, in our buying offer we would like to ask for 10 percent discount off your prices if we place orders over 5,000 units per month. B: As I see it, that will make our profits go down. A: I know, but I think if you lower prices, and spend a little money on quality analysis, sales will g
17、o up. B: Well, that sounds reasonable, but I cant make decision yet. I must discuss it with my boss. A: Thats fine. But I must point out that the offer is valid until the end of the month. B: I understand fully, I promise to get back to you as soon as possible with a counter offer. A: I must make it
18、 clear that there can be no counter offer. The answer must be either yes or no. If no, well look for another supplier.,Business Negotiation,13,Business Dialogue,Dialogue 3A: Im glad to have chance to meet you again. I hope to conclude some substantial business with you. B: Its a great pleasure. Id l
19、ike to answer any questions about our products. A: Im interested in your hardware. Would you please give me an indication of price? B: Here are our F.O.B. price lists. The prices are given without engagement. All the prices in the lists are subject to our confirmation. A: Im afraid I must point out
20、that your price is higher than some of the quotations weve received from other sources. B: As your wish, were ready to reduce our prices by 2 percent. A: For the business to be concluded, I should think a reduction of about 10 percent would help. B: This is our rock-bottom price. No further concessi
21、on can be made in that respect. But if the order is large enough, well allow a 3 to 5 percent commission. A: In fact, a commission on your prices would make it easier for me to promote sales. Lets meet each other half way, or we might call the whole deal off. B: Well, it is only in consideration of our good relationship that we accept your counter offer, and Im glad we have brought this transaction to a successful conclusion.,Business Negotiation,
