4 How to Negotiate<谈判> with Americans
如何与美国人谈判
1.美国是一个富有吸引力的市场。它给世界带来的诸如“股东价值”和“首次公开募股”的商业文化近几年来一直引导着商业思想,并且在未来几年内还将保持。但是无论是谁,想要在美国取得成功,都必须记住游戏的规则。
2.美国的商业,在《纽约,纽约》这首歌的歌词中是这样描述的:“如果你能在这里取得成功,你就能在别的任何地方取得成功!” 但是愉快的做生意的方法是绝对不够的。虽然在美国的商业沟通是愉快的和自在的,但是它同时也因为不讲情面而成为焦点。
3.沟通是美国人与生俱来的才能。双方谈判的时候,闲聊和微笑是很重要的。美国人比英国人更幽默也更直接。(that 引导定语从句,可以译为:美国人自由地使用幽默感,这种幽默感比英国人更加直接。)如果你和美国人谈话,要很放松并且要准备很多笑话来吸引听众的注意力。
4.美国人不拘礼节。商业伙伴不会在他们的名片上写他们的毕业院校。会议期间会提供一些用塑料瓶或盒子装的三明治和饮料。你的生意伙伴很可能会在办公室随意地做一些事情或聊他们的家庭。
5.“时间就是金钱”这种态度在美国的生意场上的影响力比其他任何领域都强。在简单的寒暄之后,美国谈判双方很快地切入主题,甚至社会上举办的联欢会都会被利用来讨论生意。
6.美国人做生意很注重实效,他们就是想赢。相比之下,发展与商业伙伴的个人关系(与得到的谈判结果相比)就不是那么重要了。
7.而且美国谈判者想最快地获得结果。金融情况时刻受到关注(或直译为“财务业绩每季上报”),这对在短期内保证收益很重要。因此,许多美国契约在前言里面包含“时间就是生命”这一条款。所以美国人谈判很性急,但这不应该被理解为无礼,而是因为“时间就是金钱”的理念在起作用。
8.因为战略合作和其他的长期项目都是以其潜在的快速投资回报率来进行评价的,这种态度会对谈判有很大的影响。(本句也可译为:“时间就是金钱”的这种态度对谈判具有很大的影响,因为,战备合作和其他的长期项目都是以获得快速投资回报的潜能来进行评价的。)
待>.
9.亚洲人谈判的时间历来很长,这也是为什么美国和亚洲的很多企业合作起来却没有达到预期效果的一个主要原因。
10.当你在美国经商时,以下的这些事情是值得考虑一下的。
11.引导一个高水平的、专业的谈判,并借助于艺术手段将谈判内容呈现出来,这在美国很受欢迎。你应该制定一个谈判议程,甚至是一个协定草案。谈判将会在准备充分、平和、实事求是的和实用的状态中进行,整个过程充满幽默。
12.在介绍自己公司情况的时候,要很积极。对自己公司的产品、服务和在市场上的地位都不要说得太谦虚。相反要釆取一种乐观进取的态度,让对方觉得你能行。
13.还有,不要被你的谈判合伙人放松的沟通方式所误导。诸如宗教、政治或种族背景等,这些问题一定要慎重提及,即使是在私人的交谈中也应如此。
14.这种不拘礼节的态度并不意味着在美国的公司中没有等级制度。相反,每个人的身份地位会以一种非常微妙的方式表现出来,而要真正理解这种表达方式是需要一定时间的。
课后练习:
1. Its business culture, has brought the world "shareholder value" and "IPOs", commercial thinking in recent years and will continue to do so.
A. which; has leaded
B. which; has been leading
C. that; has leaded
D. that; has been leading
2. Yet a euphoric approach business is by no means enough.
A. into
B. with
C. to
D. on
3. Although business communication in the US is pleasant and easygoing, it is at the same time focused.
A. ruthless
B. ruthlessly
C. ruthlessness
4. a personal relationship with the business partner is not as important as results.
A. Developing; getting
B. Developing; to get
C. To develop; getting
D. To develop; to get
5. For this reason, many US contain the provision "time is of the essence" within their preamble.
A. contacts
B. contents
C. contends
D. contracts
6. The negotiation will in a well-prepared, calm and pragmatic manner, all laced a substantial dose of humor.
A.proceed; with
B. process; with
C. process; in
D. proceed; in
7. Present and market your case in a way.
A. negative
B. positively
C. negatively
D. positive
8. Religion, politics or ethnic background should be touched on .
A. cautiously
B. cautiousness
C. cautious
D. caution
9. Do not your negotiating partners' relaxed style of communication.
A. are misled by
B. misled by
C. be misled by
D. be misled
10. The casual attitude in the US does not mean no hierarchy in US companies.
A. that is
B. there is
C. there are
D. that are
2016年. 【农民】__theirland. 丧失 ,__provedthathewasn'tworkinghardenough.非限制性定语 倒装句 Athens同位语 翻译:奥林匹克马拉松赛跑为26英里,385码.大约为马拉松到雅典的距离 ,wedecided totakethetrain.完成被动的非谓语动词形式 与…打成一片 【记录】theplain【平常的,简单的】facts【事实,真相】ofsmalltownlife. 非谓语动词 抚养 :为了 ''tknowmorethanyoudo. ''llmoveinsoonandweneedtobuy__furniture. 【药方】 【生物学家】doesnotmerely【仅仅】describe【描述】organisms【有机物】,buttriestolearn__actastheydo. "Hashecomeback....Yes,he__back forthreedays. 【32课】同位语 翻译:生态学,即研究生物与其环境之间关系的科学,在石油地质中也很重要。 ,theearth__coveredbywater.【55课】虚拟语气
翻译:如果所有的大陆和山脉被推平,那么地球表面将被一层超过12000英尺深的水所覆盖。 "veryhappy".【5课】 翻译:拥有五个或更多亲密朋友的人自认“非常快乐”的机会高出他人50%。【不协调的,不相配的】withgoodhealth. ' ' 2017年 .【31课】 翻译:老人把手浸在盐水里,努力保持头脑清醒。 虚拟语气(过去相反) 翻译:Smith上周非常忙,否则他就去看你了。 . 非谓语动词 翻译:她需要买所有的东西,她将要离开市场,在小镇的街上再花费一个小时。 翻译:我很感激三年前给我的出国工作的机会。 ,__isclearfromtheexpressionsonhisface.【模拟三】as引导的非限制性定语从句翻译:他得了第一名,他脸上的表情清楚地表明了这一切。 . 【大纲原句】 翻译:直到后来他们才意识到发生了多么可怕的事情。 ,airtrafficcontrollersrelyonradar. 翻译:为了追踪机场航行中的飞机,空中交通控制台要用雷达。 ……to:太……而不能
36 To Be Content with One's Lot乐天知命 (be content with 对…满足;lot n. 命运) 1. Peter Hessler described two lifestyles and asked his Chinese students to choose the one they preferred, either a very long yet<但是> ultimately
模拟试題一 I. Vocabulary Sectio n A Directions: There are 10 in complete senten ces in this secti on. For each sentence there are four choices marked A, B, C and D. Choose the ONE an swer that best completes the sentence and mark your an swer on the an swer sheet. 1.1 could just see a car in the dista nee, but I could n't __ what color it was. A. make out B. look to C. look out D. take in 2. He mumbled something and blushed as though a secret had been ___ A. imposed B. exposed C. composed D. opposed 3. You should these tables and buy new ones. A. throw off B. throw dow n C. throw up D. throw away 4. _____ their suggestions we will discuss them fully at the next meeting. A. In regard for B. In regard t o C. With regard of D. Regardless for 5. On cloudy nights it is not possible to see the stars with ________ e ye. A. n aked B. bare C. flesh D. pure 6. Many new _____ will be opened up in the future for those with a university education. A. opport un ities B. n ecessities C. probabilities D. realities 7. I found myself completely ____ by his vivid performanee. A. carried out B. carried off C. carried away D. carried on 8. Although the exam in atio n he had passed was uni mporta nt, his success ___ him in his later study. A. persuaded B. promised C. urged D. en couraged 9. This is the first time you have been late. A. un der no circumsta nces B. on no acco unt C. by no means D. for no reas on 10. The taxi had to _ because the traffic light had turned red. A. set up B. catch up C. shut up D. pull up Secti on B Directi ons: There are 10 senten ces in this sect ion. Below each sentence are four other words or phrases. You are to choose the one word or phrase which would best keep ing the meaning of the original sentence if it were substituted for the underlined word or phrase. Then mark your answer on the an swer sheet. - II. The roof of the house was practically falling in and the front steps were rotting away. A. almost B. esse ntially C. always D. convenien tly
4 How to Negotiate<谈判> with Americans 如何与美国人谈判 1.美国是一个富有吸引力的市场。它给世界带来的诸如“股东价值”和“首次公开募股”的商业文化近几年来一直引导着商业思想,并且在未来几年内还将保持。但是无论是谁,想要在美国取得成功,都必须记住游戏的规则。 2.美国的商业,在《纽约,纽约》这首歌的歌词中是这样描述的:“如果你能在这里取得成功,你就能在别的任何地方取得成功!” 但是愉快的做生意的方法是绝对不够的。虽然在美国的商业沟通是愉快的和自在的,但是它同时也因为不讲情面而成为焦点。
3.沟通是美国人与生俱来的才能。双方谈判的时候,闲聊和微笑是很重要的。美国人比英国人更幽默也更直接。(that 引导定语从句,可以译为:美国人自由地使用幽默感,这种幽默感比英国人更加直接。)如果你和美国人谈话,要很放松并且要准备很多笑话来吸引听众的注意力。 4.美国人不拘礼节。商业伙伴不会在他们的名片上写他们的毕业院校。会议期间会提供一些用塑料瓶或盒子装的三明治和饮料。你的生意伙伴很可能会在办公室随意地做一些事情或聊他们的家庭。
5.“时间就是金钱”这种态度在美国的生意场上的影响力比其他任何领域都强。在简单的寒暄之后,美国谈判双方很快地切入主题,甚至社会上举办的联欢会都会被利用来讨论生意。 6.美国人做生意很注重实效,他们就是想赢。相比之下,发展与商业伙伴的个人关系(与得到的谈判结果相比)就不是那么重要了。 7.而且美国谈判者想最快地获得结果。金融情况时刻受到关注(或直译为“财务业绩每季上报”),这对在短期内保证收益很重要。因此,许多美国契约在前言里面包含“时间就是生命”这一条款。所以美国人谈判很性急,但这不应该被理解为无礼,而是因为“时间就是金钱”的理念在起作用。
2016新版中石油职称英语水平考试 课后练习及答案 目录 1.SIX GOLDEN RULES FOR MEETING MANAGEMENT主持会议六大准则(2016新增) (2) 2. NETWORK SECURITY 网络安全(2013版) (2) 3 .ALL I LEARNED IN KINDERGARTEN 幼儿园所学的... . (4) 4. HOW TO NEGOTIATE WITH AMERICANS 如何与美国人谈判(2013版) (5) 5.CARBON-BASED ALTERNATIVE 碳基替代燃料(2010版) (7) 6. AUTOMATIC AUTO: A CAR THAT DRIVES ITSELF 无人驾驶汽车(2013版) (9) 7 OUR FAMILY CREED 家族的信条(2007版) (11) 8 THE ART OF PUBLIC SPEAKING 公共演讲的艺术(2007版) (13) 9. OIL AND GAS GENERATION油气生成(2016版新增) (16) 10.THE DRESS CODE FOR OFFICE LIFE办公室的着装礼仪(2016版新增) (16)
1.Six Golden Rules for Meeting Management主持会议六大准则(2016新增) 课后练习: 1.If you are asked to chair【主持,椅子】a meeting, remember the following six golden rules for meeting ____. A. treatment B.requirement C.management D.improvement 2.If you begin on time, group members who ____ late will realize the value of time. A.bring up https://www.doczj.com/doc/0711256701.html,e up C.dress up D.show up 3. You may need to refer back to【查阅,重新提及】an issue ____ was discussed during the meeting at a later date. A.that B.what C.who D.where 4. ____, we often hear only what we want to hear, rather than【而不是】really listening to other people. A.Traditionally B.Additionally C.Conditionally D.Exceptionlly 5.Many times important issues can get sidetracked【转变话题的】in a meeting, _____ when everyone has a different opinion about the topic. A.essentially B.entirelly C.extremely D.especially 6. If you ____ a conflict【冲突】prior to【在……之前】the meeting, discuss the issue with participants【参与者】in advance【提前】. A.anticipate B.participate C.preserve D.announce 7. If an unanticipated【不曾预料到的】conflict develops once the meeting is in progress 【进行中】, either appoint a subcommittee【小组委员会】to ____ the problem A.look into B.look on C. look over D.look through 答案:1C 2D 3A 4B 5D 6A 7A 2. Network Security 网络安全(2013版) 课后练习: 1.Internet ____ theft 【失窃】is a growing—and very costly【昂贵的,expensive】—problem A.identify B.identity C. identical D.identification
花了一天时间做了一份真题答案,特做几点申明: 1、仅为参考答案,由于水平问题,可能与每个人的答案会有出入,见仁见智吧,毕竟官方不给出标准答案。 2、作答依据大部分来源于网上搜索,尽可能地找到原题出处,实在无法找到出处的根据个人理解给出答案。 3、每题后列出了题目出处,并做出简单解析。前40题错误应该不多,阅读理解部分无法保证全对。 中石油职称英语考试2016年真题及参考答案解析 I. Vocabulary Section A Directions: There are some sentences in this section. Below each sentence are four other words or phrases. You are to choose the one word or phrase which would best keeping the meaning of the original sentence if it were substituted for the underlined word or phrase. Then mark your answer on the answer sheet. 1、In most countries, the crime of murder carries harsh penalties. A. unconscious B. thrive C. severe D.prudent 【参考答案】C 【释义】harsh adj.残酷的;严酷的;严厉的;恶劣的 unconscious adj.无知觉的;昏迷的;不省人事的;无意识的 thrive v.繁荣;茁壮成长;蓬勃发展;兴旺发达 severe adj.极为恶劣的;十分严重的;严厉的;苛刻的 prudent adj.谨慎的;慎重的;精明的 2、I tell my mother about my trials at work and brag about the kids. A. lie B. boast C. secretive D. feel awkward 【参考答案】B 【出处】2016版《通用选读》第28课That "Other Woman" in My Life第8段。【释义】brag v.吹嘘;自吹自擂 lie v.躺;说谎;撒谎;在于 boast v.自夸;自吹自擂;有(值得自豪的东西) secretive adj.(思想、情感等)不外露的;惯于掩藏自己的;有城府的 feel awkward 为难;作难;犯难 3、The employee had to breakoff the conversation in order to wait on his manger. A. continue B. hurry C. begin D.discontinue 【参考答案】D 【出处】MBA联考大纲英语词组。原题:The employee had to break off the conversation in order to wait on his manager. (discontinue) 【释义】break off v.断绝;折取;把…折断;使脱落 continue v.持续;延伸;继续存在;不断发生 hurry v.赶快;(朝某方向)迅速移动;催促(某人);迅速处理
59. Forest Fires: a Major Disaster 森林大火:可怕的灾难 1.The United States Forest Service<林业局>defines a wildfire<野火,山火>as “any fire that b urns uncontrolled in vegetative
2016年中石油职称英语考试真题及参考答案解析 I. Vocabulary Section A Directions: There are some sentences inthis section. Below each sentence are four other words or phrases. You are tochoose the one word or phrase which would best keeping the meaning of theoriginal sentence if it were substituted for the underlined word or phrase.Then mark your answer on the answer sheet. 1、In most countries,the crime of murder carries harsh penalties. A. unconscious B. thrive C. severe D.prudent 【参考答案】C 【释义】harsh adj.残酷的;严酷的;严厉的;恶劣的 unconscious adj.无知觉的;昏迷的;不省人事的;无意识的 thrive v.繁荣;茁壮成长;蓬勃发展;兴旺发达 severe adj.极为恶劣的;十分严重的;严厉的;苛刻的 prudent adj.谨慎的;慎重的;精明的 2、I tell my motherabout my trials at work and brag about the kids. A. lie B. boast C. secretive D. feel awkward 【参考答案】B 【出处】2016版《通用选读》第28课That "Other Woman" in My Life第8段。【释义】brag v.吹嘘;自吹自擂 lie v.躺;说谎;撒谎;在于 boast v.自夸;自吹自擂;有(值得自豪的东西) secretive adj.(思想、情感等)不外露的;惯于掩藏自己的;有城府的 feelawkward 为难;作难;犯难 3、The employee had to breakoff the conversation in order to wait on his manger. A. continue B. hurry C. begin D.discontinue 【参考答案】D 【出处】MBA联考大纲英语词组。原题:The employee had to break off theconversation in order to wait on his manager. (discontinue) 【释义】break off v.断绝;折取;把…折断;使脱落 continue v.持续;延伸;继续存在;不断发生 hurry v.赶快;(朝某方向)迅速移动;催促(某人);迅速处理 begin v.开始;启动;起始;开始存在(或进行) discontinue v.停止;终止;中断;终止(生产)
2016年中国石油职称英语考试真题及参考答案
花了一天时间做了一份真题答案,特做几点申明: 1、仅为参考答案,由于水平问题,可能与每个人的答案会有出入,见仁见智吧,毕竟官方不给出标准答案。 2、作答依据大部分来源于网上搜索,尽可能地找到原题出处,实在无法找到出处的根据个人理解给出答案。 3、每题后列出了题目出处,并做出简单解析。前40题错误应该不多,阅读理解部分无法保证全对。 中石油职称英语考试2016年真题及参考答案解析 I. Vocabulary Section A Directions: There are some sentences in this section. Below each sentence are four other words or phrases. You are to choose the one word or phrase which would best keeping the meaning of the original sentence if it were substituted for the underlined word or phrase. Then mark your answer on the answer sheet. 1、In most countries, the crime of murder carries harsh penalties. A. unconscious B. thrive C. severe D.prudent 【参考答案】C 【释义】harsh adj.残酷的;严酷的;严厉的;恶劣的 unconscious adj.无知觉的;昏迷的;不省人事的;无意识的 thrive v.繁荣;茁壮成长;蓬勃发展;兴旺发达 severe adj.极为恶劣的;十分严重的;严厉的;苛刻的 prudent adj.谨慎的;慎重的;精明的 2、I tell my mother about my trials at work and brag about the kids. A. lie B. boast C. secretive D. feel awkward 【参考答案】B 【出处】2016版《通用选读》第28课That "Other Woman" in My Life第8段。【释义】brag v.吹嘘;自吹自擂 lie v.躺;说谎;撒谎;在于 boast v.自夸;自吹自擂;有(值得自豪的东西) secretive adj.(思想、情感等)不外露的;惯于掩藏自己的;有城府的 feel awkward 为难;作难;犯难 3、The employee had to breakoff the conversation in order to wait on his manger. A. continue B. hurry C. begin D.discontinue 【参考答案】D
45 How to Become a Scientist 怎样才能成为一名科学家 1.Looking back at the time,nearly seventy years ago,when the love of science took hold of<吸引,控制住>me,I think of no big event but of many small things that influenced me.As a child I read books and learned lessons,but I did not have much curiosity<好奇>about the natural world<自然界>.This began to change when I looked at the stars.In Australia,where I grew up,the skies are often clear.I learned to recognize the stars and the constellations
52 Sales Promotion 产品促销 1. Sales promotion consists of those promotional activities<推销活动>other than<不同于,除了,绝不是>advertising, personal selling, and publicity<宣传>. As such<因此>, any promotional activities that do not fall under<归入…类> the other three activities of the promotion mix are considered sales promotion. The trade often uses the term indiscriminately
40 Fundamental<基本的> Techniques in Handling<处理> People 处理人际关系的基本技巧 1. On the morning of April 15, 1865, Abraham Lincoln lay dying<奄奄一息地躺在> in a hall bedroom of a cheap lodging<寄住的,暂住的> house directly across the street from Ford's Theater, where John Wilkes Booth had shot him. Lincoln's long body lay stretched<伸展> diagonally