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  3. Negotiation Your company will do business with another foreign company. Since it is the first timeto do business with that c

Negotiation Your company will do business with another foreign company. Since it is the first timeto do business with that c

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问题     Negotiation
    Your company will do business with another foreign company. Since it is the first timeto do business with that company, you have been asked to submit you suggestions on how to negotiate with people from that company. Discuss, and decide together:
• How important is knowing the culture of the people with whom you’re negotiating?
• What kinds of things should be paid more attention to in this negotiation?
选项
答案Interviewer: Well, Wang Jie and Yu Cheng, the last part of this speaking test is a discussion task. Your discussion topic is on this task card. You have about 30 seconds to read it carefully. After you have read the task, you will have a discussion on the given topic. Your discussion time is around three minutes. OK? Now read your task card. Well, can you start your discussion now? I’m going to listen to you and then ask you to stop at the end of three minutes. Wang Jie: En, I think negotiating with people from different backgrounds from our own is quite challengeable. Language is very important. English becomes an international language nowadays. In situations where English is Used by native and non-native speakers, the native speakers will tend to dominate the discussion because of their fluency and relatively exact expression. If we’re not good at English, we must take an interpreter who knows some knowledge of business. Yu Cheng： Well, language is really an important thing. Knowing some cultures of the country from which our rival company comes is also very important. For example, in negotiation settings, visible signs of status carry more weight in some cultures. And formal gestures of respect are more important and age differences carry different connotations in different cultures. So knowing some cultures can make us communicate better with our rival company. Wang Jie: Right, and knowing their culture is very important which can make us avoid unnenes- sary troubles. For example, it may be taken as a kind of offence in some cultures if we express our personal opinions on anything very directly. Yu Cheng: Besides knowing languages and knowing cultures, I think knowing same negotiating skills is important as well. Tough negotiator will take control of the whole negotiating. If we want to become tough negotiators, we’d better know some skills. We can speak with one voice. This is critical to a successful negotiation. We’d better have no talk, no passing of notes, little or no murmuring while our team member is talking. We’d better give no indication of anything but unanimity and confidence from our side. f think this will enhance the credibility of our position. Wang Jie: En, meanwhile, we should speak economically. We needn’t express too much but calm and patient discussion. Yu Cheng: Well, if our team can pay more attention to those things, in my opinion, we may win the negotiation finally. Wang Jie: Yes. Those aspects are very important to a successful negotiation. Interviewer: Have you become an interpreter in a negotiation? Yu Cheng: Yes. I have worked as an interpreter for twice. I felt very nervous when I first worked as an interpreter. I think it’s a challenge and I practice my English as well as ability to translate very much. Wang Jie: I only worked as an interpreter for two small companies. The atmosphere was not very intense. I didn’t feel quite nervous. Interviewers Do you think that you’re very eligible to be an interpreter in a negotiation? Yu Cheng: As for me, I don’t think I was quite eligible at the first time because I didn’t prepare many vocabularies and knowledge before I went interpreting. I think I was lacking in some business knowledge. I couldn’t interpret several sentences accurately since I didn’t understand fully. But before I went interpreting at the second time, ! made some preparation and I think I did a good job that time. Wang Jie: Eh, I think some preparation and knowledge of business are important. At that time, I think I did a good job because I attended some business courses in my spare time. Interviewer: Thank you, Wang Jie and Yu Cheng.
解析
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本试题收录于： BEC高级口语题库BEC商务英语分类
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