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
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
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/2b9059288.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
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
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
20 A World without Oil 假如世界上没有石油 1. Have you ever stopped to think how your life would change if the world ran out of<用完,用尽> oil? Take a look at your day. The roof of your home is probably made waterproof<防水的> by an oil product, bitumen<沥青>. The same product is used for the road surface outside your home. Before you leave to go to work or school, just examine your surroundings<周围的环境>. Is the room warmer than the cold air outside? Oil, or electricity<电力> from oil-fed generators<燃油发电机> may be keeping you comfortably warm. If you are comfortably cool in a tropical climate, your air conditioning unit<空调器> may also depend on oil-fed generators. 1.你曾想过没有,如果世界上用尽了石油,你的生活会发生什么样的变化呢?请看一看你的日常生活。你家的屋顶可能是用一种叫沥青的石油产品做成防水的。沥青同样可用来铺你家外面的路面。在你离家去上班或上学之前,请观察一下你周围的环境。房间里会比外面冷空气暖和吗?这是石油或由燃油发电机发出来的电使你感到舒适温暖。如果你在炎热的气候里感到舒适凉爽,那么你家的空调器可能也是靠燃油发电机工作的。 2. In the kitchen and the bathroom you will probably see some plastic<塑料的> fittings<器具> such as tiles<瓷砖,瓦片> and working surfaces; polystyrene<聚苯乙烯> cups; curtains<门帘>made from synthetic<合成的> materials; disinfectants<消毒剂> and detergents<去污剂>. All owe their origin to the oil known as petroleum (Latin/Greek 'petra', rock, and Latin 'oleum', oil), found deep in the earth. Look inside the medicine cupboard for more petroleum
22The Germanic Languages 日耳曼语系 1. Most people have heard of the Tower of Babel<巴别塔> story in the Bible<圣经>. According to this story, long ago all people spoke the same https://www.doczj.com/doc/2b9059288.html,ter, however, they were punished<惩罚,处罚> by speaking a great number of different tongues<语言>. Today, there are literally<照字面意义,逐字地> thousands of different languages (defined as mutually<相互地> unintelligible<难解的> tongues) around the world, though many are related to one another. Indeed, the two largest language families, the Indo-European (the language family with the largest number of speakers) and Sino-Tibetan (containing the Chinese languages, Thai, Vietnamese, and Tibetan) include hundreds of languages with over half the world's population. 1. 大多数的人都听过圣经中巴别塔的故事。故事称很久以前,人们说的是同一种语言。但是,后来人们遭受惩罚,而开始说各种不同的语言。今天,全世界真是有好几千种不同的语言(此处指的是彼此无法相通的语言),虽然其中语言彼此都有所关联。的确,这两个最大的语系,印欧语系(最多人使用的语系)和汉藏语系(包括华语、泰语、越语和西藏语),涵盖了几百种不同的语言,使用者也超过了全世界半数的人口。 2. Because there are so many languages within the above two super-categories<种类,类别> of language families,linguists<语言学家> have further divided these linguistically<语言上地,语言学上地> rich and geographically<地理上地>diverse<不同的> families into sub-groups<次级语系>, one of which, the Germanic language group, has the second-largest number of speakers (Chinese being first). Within this group of over 500,000,000 speakers is the world's foremost<
33 What Do Parents Owe<欠> Their Children 父母欠子女什么? 1. If I had to select<选择,挑选> a word that best describes the majority of American parents, that word would be guilt-ridden<内疚>. How sad it is to see parents become the willing victims<牺牲者> of the "give-me game", only to discover that, no matter what they do, it isn't enough. In the end, they are despised<轻视,蔑视>for their lack of firmness<坚定> and blamed<责备>when their spoiled<宠坏的> children get in trouble. With this in mind, I shall first answer this question:" What do parents owe their children?" and I shall start with what they don't owe them. 1. 如果我必须挑选一个词,来描述美国的大多数父母,这个词便是“内疚”。目睹父母们甘愿做“给我游戏”的牺牲者是很令人伤心的。但我们发现无论他们怎么做,都还是不够。到最后,父母们都会因自己的软弱而受到蔑视,因他们宠坏的孩子惹出事端而受到责备。认识到这些,我们应该首先回答这个问题:“父母欠子女些什么?”而我首先要从他们不欠子女什么谈起。 2. Parents don't owe their children every minute of their day and every ounce<一点儿,盎司> of their energy. They don't owe them round-the-clock<时时刻刻的全天候的> car service, singing lessons, tennis lessons, expensive bicycles, a motorcycle or a car when they reach sixteen, or a trip to Europe when they graduate<毕业>. 2. 父母不必把分分秒秒、点点滴滴的精力都花在孩子们身上。不必时时准备替他们开车外出,不必让他们上音乐课或网球课,不必给他们买很贵的自行车、摩托车、或在他们满十六岁时给他们买汽车,也不必在他们毕业时出钱让他们去欧洲旅游。父母并不欠子女这些。 3. I take the firm position<确信>that parents do not owe their children a college education. If they can afford it, fine; they can certainly send them to the best universities. But they must not feel guiltily<内疚地> if they can't. If the children really want to go, they'll find a way. There are plenty of loans<贷款项目> and scholarships<金学金>for the bright and eager who can't afford to pay. 3. 我还确信父母并不欠孩子高等教育的费用。如果付的起,很好,他们当然可以将子女送进一流大学。但付不起亦无须感到愧疚。假如子女们真愿意上大学,他们自己会
27 When You Travel to a Large City 旅行在都市 1.For many travelers there is nothing like a big city.The big cities of a nation offer things that are usually not found in other places.Outstanding<杰出的、显著地> museums,plays,music, and dance groups are examples.Shops that seem to<似乎、好像> sell everything under the sun,great buildings,famous businesses,and very fine restaurants also are common<普遍>. 1.对许多游客来说大城市是独一无二的。一个国家的大城市总是奉献给人们在其他地区绝对找不到的东西,奇妙的博物馆、戏剧、音乐、舞蹈等。在商店里似乎可以买到世上任何东西,高楼大厦、著名企业、有名的餐馆等更是随处可见。 2.For many travelers,therefore<因此>,the city is the place to be.Yet<然而>,for some,the city has become a place to fear<害怕、恐惧>.They see the city as a place with too many people,too much traffic,and yes,too much crime<犯罪率>. 2.因此,城市让一些人向往;而大城市的人满为患、交通拥挤,当然还有居高不下的犯罪率,又令人们感到恐惧。 3.Nobody can deny<否认>that such problems are there or that the traveler has to deal with<处理>them in some way<在某种程度上>.But these problems need not keep the visitor from enjoying the many good things that cities have to offer. 3.没人会否认这些问题的存在,游客们也必须学会应对它们,但这并不影响游客们去享受城市带给他们美妙。 4.Here are a few suggestions and safety rules which can help the visitor to have more fun and fewer worries.Keep them in mind the next time you travel to a large city so that you can make the most of your visit. 4.下面这些建议和安全提示可以帮助游客们减少担忧,从而尽情享受。当您下次到大城市旅行时,记住这些小贴士,你就可以充分享受你的旅行。 5.Choose a hotel which has a good reputation<声誉>.Don’t choose just any place from a list of hotels and prices.Try to talk with<与…交谈> someone who has been there. 5.选择一家口碑好的酒店。不要只凭名字和价格来做决定,尽量找一些曾经住过那里的人,听听他的意见。 6.If you are planning to drive to a city for the first time,figure out<计算出、规划> your route in detail<详细的> ahead of time<提前>.Mark<标出>it carefully on a map,or write out<写出> the directions<方向> very carefully. 6.如果你计划第一次就自驾车旅行,请提前尽量详细地规划路线,在地图上仔细地标注出来,或是把路线方向写出来。 7.Park your car in the garage<车库>of your hotel or in a regular<正规的> parking garage.It is almost impossible to be sure of finding street parking.And your car will be safer