4. How to Negotiate with Americans 如何与美国人谈判

How to Bargain?1.Don't be afraid to ask for what you want.Successful negotiatorsare assertive and challenge everything-they know that everything is negotiable.2.Shut up and listen.I am amazed by all the people I meet who can'tstop talking.Negotiators are detectives.They ask probing questions and then shut up.The other negotiator will tell you everything you need to know-all you have to do is listen.3.Do your homework.This is what detectives do.Gather as muchpertinent information prior to your negotiation.What are their needs?What pressures do they feel?What options do they have?Doing your homework is vital to successful negotiation.4.Always be willing to walk away.Never negotiate without options.Ifyou depend too much on the positive outcome of a negotiation,you lose your ability to say NO.When you say to yourself,"I will walk if i can't conclude a deal that is satisfactory,"the other side can tell that you mean business.5.Don't be in a hurry.Being patient is very difficult for Americans.Wewant to get it over with.Anyone who has negotiated in Asia,South America,or the Middle East will tell you that people in those cultures look at time differently than we do in North America and Europe.They know that if you rush,you are more likely to make mistakes and leave money on the table.6.Aim high and expect the best outcome.Successful negotiators areoptimists.If you expect more,you'll get more.A proven strategy for achieving higher results is opening with an extreme position.Sellers should ask for more than they expect to receive,and buyers should offer less than they are prepared to pay.People who aim higher do better.7.Focus on the other side's pressure,not yours.We have a tendencyto focus on our own pressure,on the reasons why we need to make a deal.It's the old story about the grass being greener in the otherperson's backyard.If you fall into this trap,you are working against yourself.The other side will appear more powerful.When you focus on your own limitations,you miss the big picture.Instead,successful negotiators ask,"What is the pressure on the other side in thisnegotiation?"8.Show the other person how their needs will be met.Successfulnegotiators always look at the situation from the other side'sperspective.Everyone looks at the world differently,so you are way ahead of the game if you can figure out their perception of the deal.Instead of trying to win the negotiation,seek to understand the other negotiator and show them ways to feel satisfied.9.Don't give anything away without getting something in return.Unilateral concessions are self-defeating.Whenever you givesomething away,something in return.Always tie a string:"I'll do this if you do that."10.Don't take the issues or the other person's behaviour personally.All too often negotiations fail because one or both of the parties get sidetracked by personal issues unrelated to the deal at hand.Ifsomeone is rude or difficult to deal with,try to understand theirbehaviour and don't take it personally.。

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. treatmentB.requirementC.managementD.improvement2.If you begin on time, group members who ____ late will realize the value of time.A.bring upe upC.dress upD.show up3. 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.thatB.whatC.whoD.where4. ____, we often hear only what we want to hear, rather than【而不是】really listening to other people.A.TraditionallyB.AdditionallyC.ConditionallyD.Exceptionlly5.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.essentiallyB.entirellyC.extremelyD.especially6. 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.anticipateB.participateC.preserveD.announce7. 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 problemA.look intoB.look onC. look overD.look through答案：1C 2D 3A 4B 5D 6A 7A2. 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】—problemA.identifyB.identityC. identicalD.identification2. All offers ____ require payment【付款】or private information before giving an award 【奖品】are bogus【假冒的】.A.whatB.whoC.whoseD.that3. Take the time to ____ the validity【合法性】of an offer.A.check outB.look outC.make outD.pick out4.Thoroughly【彻底地】conduct a background【背景】check【核实】on the company, ____ as many phone calls and Internet searches as you can.A.madeB.makesC.makingD.make5. If ____, visit a local law enforcement【执行】office and ask their opinion.A.in doubtB.in caseC.in conditionD.in detail6. ____ people who report such crimes, ____ criminals are arrested.A. the more; the moreB. the more; moreC. more; moreD. the most; the most答案：1B 2D 3A 4C 5A 6A补充练习：1. Use the ____ version of your web browser.A. laterB. lastC. latestD. late2. ____ conduct a background check on the company, making as many phone calls and Internet searches as you can.A. ThoughB. ThroughlyC. ThorughD. Thoroughly3. Don't ____ secure websites using public Wi-Fi.A. accessB. acessC. processD. accesses4. Sign up for alerts ____ your mobile phone or email.A. to send toB. to be sent toC. to be sentD. to sent to5. your bank and credit card accounts weekly.A. monitoB. monitoredC. monitorD. monitoring答案：1C 2D 3A 4B 5C3 .All I Learned in Kindergarten 幼儿园所学的…课后练习：1.Grandpa ___ to water the flowers now, It’s going to rain soon.A.isn’t needingB.needn’tC.doesn’t needD.needs2.Have you watered the flower? I don’t think this kind of flower need ____ every day.A.waterB.wateringC.be wateredD.being watered3.___ he had not hurt his leg,John would have won the race.A.IfB.SinceC.ThonghD.When4.____ interesting story it is!A.What aB.thatC.whichD.since5. Put things back ____ you found them. (2010年考题)A.whereB.thatC.whichD.since6.You ___ yourself about money(2010年考题)A.need not worryB.have worryC. are not being worriedD.need’n be worried7. No matter how old you are, when you go out into the world, it _____ to hold hands and stick together.A. would betterB. had betterC. be betterD. is better8. Goldfish and hamsters all die. ________.A. So do usB. So we doC. So are weD. So do we9. Think of what a better world ______ if we all had cookies and milk about 3 o’clock every afternoon.A. would it beB. it would beC. will it beD. it going to be答案：1C 2B 3A 4A 5A 6A 7D 8D 9B补充练习：1、When you go out into the world, watch for traffic, hold hands and _____ together.A. stickB. stuckC. strikeD. struck2. Put things back _______ you found them.A. whatB. whileC. whereD. which3. It would be a better world if we all _____ with our blankets for a nap.A. lay downB. laid downC. lain downD. lied down4. Don't take things .A. that aren't yoursB. which aren’t youC. that aren’t youD. which are n’t yours答案：1A 2C 3A 4A4. How to Negotiate with Americans 如何与美国人谈判(2013版)课后练习：1.___ wants to succeed【成功】in the US needs to remember the rules of the game.A.WhoeverB.whateverC.whomeverD.whenever2. Yet a euphoric approach to business is ___ enough.A. by all meansB. by means ofC. by no meansD. by means for3. he attitude【态度】"time is money" has more ___ on business communication in the US than it does anywhere else.A.discussB.containC.evaluateD.influence4.Present【介绍】and market【推销】your case in a ___ way.A.positiveB.possibleC.previousD.private5.When doing business in the US, you should take the following considerations into ___.A.adventureB.accountC.adviceD.ambition答案：1A 2C 3D 4A 5B补充练习：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 leadedB. which; has been leadingC. that; has leadedD. that; has been leading2. Yet a euphoric approach _____ business is by no means enough.A. intoB. withC. toD. on3. Although business communication in the US is pleasant and easygoing, it is at the same time ____ focused.A. ruthlessB. ruthlesslyC. ruthlessness4. ____ a personal relationship with the business partner is not as important as ____ results.A. Developing; gettingB. Developing; to getC. To develop; gettingD. To develop; to get5. For this reason, many US __ contain the provision "time is of the essence" within their preamble.A. contactsB. contentsC. contendsD. contracts6. The negotiation will ___ in a well-prepared, calm and pragmatic manner, all laced ___a substantial dose of humor.A. proceed; withB. process; withC. process; inD. proceed; in7. Religion, politics or ethnic background should be touched on ___.A. cautiouslyB. cautiousnessC. cautiousD. caution8. Do not ____ your negotiating partners' relaxed style of communication.A. are misled byB. misled byC. be misled byD. be misled9. The casual attitude in the US does not mean ___ no hierarchy in US companies.A. that isB. there isC. there areD. that are答案：1B 2C 3B 4A 5D 6A 7A 8C 9B5.Carbon-based Alternative 碳基替代燃料（2010版）课后练习：1. Although recent years have seen ______ reductions in noxious pollutants from individual motor vehicles, the number of such vehicles has been steadily increasing.A. substantialB. substanceC. submitD. subjective2.The number of such vehicles ___ steadily increasingA.have beenB.had beenC.having beenD.has been3.There is a serious liability ___ performance and fuel efficiency.A.in time ofB.in case ofC.in terms ofD.in honour of4.At a rough estimate,Nigeria is _____ Great BritainA.three times as big asB.three times as bigger asC. as three times big asD.as three times gigger as5. Ethanol is commonly used as a gasoline supplement, but it is currently about ___ methanolA.twice as expensive asB. twice as more expensive asC. as twice more expensive asD. as twice expensive as6. the number of such vehicles has been steadily increasing. ____, more than 100 cities in the United States still have levels of carbon monoxide that exceed legally established limits.【2010年考题】A.ContinuouslyB.ConsequentlyC.ConsantlyD.Consistently7. All of these alternatives are carbon-based fuels _______ molecules are smaller and simpler than those of gasoline.A. whichB. whoC. whatD. whose8. The hydrocarbons they do emit are less likely to _____ ozone.A generalB generationC generateD generous9. The combustion of larger molecules, _____ have multiple carbon-carbon bonds involvesa more complex series of reactions.A. whatB. whichC. thatD. who10. Ethanol is commonly used ____ a gasoline supplementA.forB.toC.byD.as11.Henry and Tom ___ to the particles at the Trade Union every Saturday(2010年考题)ed to goB.were used to goC.are used to goD.ues to go12. Vehicles ____ only the simplest of the engine improvements that methanol makes feasible would still contribute to an immediate lessening of urban air pollution.A. corporateB.cooperatingC. operatingD. incorporating答案：1A 2D 3C 4A 5A 6D 7D 8C 9B 10D 11A 12D补充练习：1. Although recent years have seen substantial reductions in noxious pollutants from individual motor vehicles, the number of such vehicles ____ .A. have been steadily increasingB. has been steadily increasedC. has been steadily increasingD. have been steadily increased2. Consequently, more than 100 cities in the United States still have levels of carbon monoxide, particulate matter, and ozone that _____ legally established limits.A. succeedB. proceedC. exceedD. excess3. There is a growing realization that the only effective way to achieve further reductions in vehicle _____ is to replace conventional diesel fuel and gasoline with cleaner-burning fuels.A. permissionB. emissionC. omissionD. Mission4. There is a growing realization that the only ___ way to achieve further reductions in vehicle emissions is to replace conventional diesel fuel and gasoline with cleaner-burning fuels.A. effectiveB. efficientC. sufficientD. Supplement5. These reactions increase the probability of incomplete combustion and are more likelyto _____ uncombusted and photochemically active hydrocarbon compounds into the atmosphere.A. leaseB. releaseC. pleaseD. relief6. On the other hand, alternative fuels do have _____.A. drawbacksB. setbackC. drawerD. backward7. Ethanol and methanol have important advantages _____ other carbon-based alternative fuels.A. onB. overC. byD. with8. It is currently about ______ as methanol.A. twice as expensive asB. as twice expensive asC. as expensive twice asD. expensive as twice as9. Methanol's most attractive feature is that it can reduce ____ about 90 percent the vehicle emissions.A. ofB. inC. onD. by10. However, since methanol-fueled vehicles could be designed to be much more ____ than gasoline clone vehicles fueled with methanol, they would need comparatively less fuel.A. effectiveB. efficientC. sufficientD. supplement答案：1C 2C 3B 4A 5B 6A 7B 8A 9D 10B6. Automatic Auto: a Car That Drives Itself 无人驾驶汽车(2013版)课后练习：1.The car will be guided by a differential GPS system that corrects errors ___ in global positioning satellite signals.A.arisingB.riseC.raiseD.arouse2. GM envisions【设想，想象】a system ___ the Mobility InternetA.callingB.callC.callsD.called3. How much control you want to turn over to the car may __ your age and where youare goingA.depend onB.call one onD.go on4. On vacation with the family the driver may want to __ and talk to the kidsA.turn upB.turn toC.turn onD.turn around5. Taking the fun out of the driving is not our main goal—we'd like to help people enjoy __A. to driveB.driveC.drivesD.driving6. But they should make the ___ if they want to drive or (they) press the autopilotbutton.A.decisionB.decideC.departureD.depart答案：1A 2D 3A 4D 5A补充练习：1. It is an early step toward a robo-car that can drive itself, perhaps ____ .A. better than youB. better than you canC. better you can2. The TTS run will demonstrate ____ the car can take curves as fast as a human driver—without driving off a cliff.A. asB. thatC. whenD. whether3. The car will be guided by a differential GPS system that corrects errors arising in global positioning satellite signals ____ they travel through the ionosphere and troposphere.A. asB. thatC. whatD. where4. Second, the car needs ____ collisions.A. to be able to avoidB. being able to avoidC. to be able to avoiding5. Some of these capabilities have already hit the street, and others %___ in tests.A. has been demonstratedB. have been demonstratedC. have demonstrated6. GM envisions a system ___ connects intelligent cars to each other and to remote servers in a vast, moving peer-to-peer network that would let them ____ efficiently and in sync.A. that; to travelB. which; travelC. where; travelD. that; travel7. How much control you want to turn over to the car(主语) may depend on your age and ____.A. where are you goingB. where you are goingC. where do you go toD. that you are going8. Taking the fun out of the driving（主语）is not our main goal—we'd like to ___.A. help people to enjoy to driveB. help people enjoy to driveC. help people enjoy drivingD. help people enjoying to drive答案：1B 2D 3A 4A 5B 6D 7B 8C考点：使役动词是表示使、令、让、帮、叫等意义的“不完全”及物动词，主要有make(使,令)，let(让)，help(帮助)，have(叫)等，其后的不定式“不带to”。

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怎么和美国人交谈英语作文Title: Mastering Conversations with Native English Speakers。

Introduction:Engaging in conversations with native English speakers can be both exciting and challenging, especially for non-native English speakers. However, with the right approach and consistent practice, you can improve your communication skills and build meaningful connections with Americans. In this article, we will explore various strategies and tips to enhance your English conversation skills and effectively communicate with native speakers.1. Develop Strong Listening Skills:One of the fundamental aspects of effective communication is active listening. Paying attention to the speaker's words, tone, and body language allows you tounderstand their message better. Here are some tips to improve your listening skills:Maintain eye contact with the speaker to show your interest and attention.Avoid interrupting or finishing sentences for the speaker; instead, let them complete their thoughts.Take notes or mentally summarize the key points to ensure comprehension.Ask clarifying questions to demonstrate your understanding and engage in the conversation.2. Expand Your Vocabulary:Building a rich vocabulary is crucial for expressing yourself clearly and understanding native speakers. Here are some strategies to enhance your vocabulary:Read English books, newspapers, and magazines to exposeyourself to a wide range of words and phrases.Utilize online resources, such as vocabulary-building apps and websites, to learn new words and their contextual usage.Keep a vocabulary journal to record new words, their meanings, and sample sentences for future reference.Practice using new words regularly in conversations to reinforce your learning.3. Improve Pronunciation and Intonation:Clear pronunciation and appropriate intonation are essential for effective communication. Here are some techniques to improve your pronunciation:Listen to native English speakers, such as podcasts, audiobooks, or songs, to familiarize yourself with their pronunciation patterns.Practice speaking English aloud, focusing on individual sounds, words, and sentences.Use pronunciation apps or websites to receive feedback on your pronunciation and work on specific areas of improvement.Engage in conversations with native English speakers and ask for their feedback on your pronunciation and intonation.4. Learn Informal Expressions and Idioms:Informal expressions and idioms are frequently used in everyday conversations. Familiarizing yourself with these expressions will help you understand native speakers better and make your conversations more natural. Here are some ways to learn informal expressions:Watch American movies, TV shows, or sitcoms to hear how native speakers use idiomatic expressions in different contexts.Read books or articles about American culture and expressions to gain insights into their usage.Practice using informal expressions and idioms in conversations with native speakers, gradually incorporating them into your own speech.5. Understand Cultural Nuances:Cultural understanding plays a significant role in effective communication. Being aware of culturaldifferences and norms can help you navigate conversations with Americans more smoothly. Consider the following aspects:Familiarize yourself with American customs, traditions, and social etiquette through books, online resources, or cultural exchange programs.Be open-minded and respectful of different perspectives, even if they differ from your own cultural background.Observe and adapt to non-verbal cues, such as body language and gestures, as they can vary across cultures.Ask questions and show genuine interest in American culture, as it demonstrates your willingness to learn and engage in meaningful conversations.Conclusion:Engaging in conversations with native English speakers, particularly Americans, can be a rewarding experience that expands your linguistic and cultural horizons. By developing strong listening skills, expanding your vocabulary, improving pronunciation, learning informal expressions, and understanding cultural nuances, you can confidently communicate with native speakers and establish meaningful connections. Remember, practice and perseverance are key to mastering English conversations, so keep engaging in conversations and embrace the learning process.。