第六章 Chapter 6 Intercultural Business Negotiation：谈判是一种特殊的沟通。国际商务谈判已成为企业在国际竞争中不可缺少的一项重要活动。本章将主要介绍成功的商务谈判所包含的要素：在谈判中如何进行有效沟通，应保持何种谈判风格，谈判分为几个阶段，在不同阶段运用什么样的谈判策略等。另外本章还从文化角度出发，分析和探讨文化差异给谈判造成的影响。6.1Communication and Style in Negotiation:本节介绍了商务谈判中谈判焦点的差异，包括荣誉、情感和沉默，同时选取了美国、德国、法国、俄罗斯、印度和日本六个国家进行分析，不同国家的人有不同的谈判风格，使学生在今后的工作中能够避免文化障碍，提高交流效率。[判断题]In some high-context cultures, public display of emotions is a sign of immaturity and a potential cause of shame to the group.
6.2The Influence of Cultural Differences on Negotiation:本节介绍了谈判目标、谈判态度、个人风格、交际方式、协议方式等方面的文化差异对商务谈判产生的影响，使谈判者在谈判之前就能采取一定的措施来弥补这种影响。
6.3Phases of Negotiation:本节介绍了商务谈判的四个阶段，即准备阶段、开始阶段、讨价还价阶段和结束阶段，这是一个谈判双方能够克服各种障碍，化解各种矛盾，尽量将各自的利益最大化，最后达成协议的过程。因此谈判者需要步步为营，在每个谈判阶段都需要倾尽全力，才能达到理想的目标。
6.4Negotiation Strategies:谈判策略和谈技巧对商务谈判至关重要，因此本节讲述了两类谈判技巧，进攻型和防御型。谈判技巧和谈判风格有着密切关系，故本章介绍了常见的七种个人风格：进攻型、顺从型、被动型、无所谓型、神秘型、含糊型、速战速决型；和五种团队风格：统一行动型、分散型、权力集中型、分个征服型、部门型。
错
对
答案：对
[判断题] Whether an international business negotiation succeeds or not is not only determined by the strategies and skills used in formal negotiation, but also closely related to whether enough careful preparation has been made.
错
对[判断题]In the opening phase, the atmosphere is the only factor we should consider.
对
错[判断题]Bargaining strength refers to the degree of movement that is possible for each party with respect to individual issues on the agenda.
对
错[单选题]In some Asian cultures, they will use communication to encourage harmony, preserve face, and develop ________ relationships.
Short run
Short-term
Long-term
Middle-term[单选题]The purpose of bargaining is to settle the differences that stand in the way of an agreement. Settling the differences involves ________.
concession and reappraisal
high-context and low-context
aims and objectives
adjustment and compromise[单选题]The proposal should be based on a sound analysis of the buyer’s current situation, taking into account of ________ and ________ within which the transaction takes place.
the corporate credit, the bank accounting book
the commercial circumstances, the overall context
the manager’s stability, the site selection
the commercial invoice, the chief negotiator’s ability[多选题]Differences in ________, ________, and ________ have a profound impact on how successfully the parties are able to negotiate or conduct business transactions.
Ways of thinking
Managing conflict
Behaving
Human resources[多选题]The political system, ________, and the counterpart may in some way determine the success or failure of the negotiation.
The legal system
The business system
The financial system
Infrastructure and logistics system[多选题] The specific tasks of the opening phase are concluded:
To state proposal in opening phase
To explain the concrete issue
To declare for our intention
To create suitable atmosphere
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