王关富商务英语阅读第二版参考译文分析解析

商务英语阅读(第二版)-王关富-UnitThe-Incredible-Shrinki ng-Europe-课后答案————————————————————————————————作者：————————————————————————————————日期：Unit 4The Incredible Shrinking EuropeExercises1. Answers to the questions on the text:1) What was the dream that the Europhiles were familiar with?Their dream was to make E.U. a newly emboldened world power stepping up to calm trouble spots, using aid and persuasion where it could, but prepared to send in troops when it had to.2) Why does the passage say that Europe is a remarkably good place to live?Because Europe is more stable, safe, green and culturally diverse than most parts of the world and a quality life can be guaranteed in E.U. states.3) Does the good life at home make Europe strong abroad ? Why?No, a good life at home doesn’t mean a strong Europe abroad. Because the E.U.may have all the soft-power credentials in the world, but on the grand stage it has lacked the weight and influence of others on some big issues.4) What do Critics think of the selection of Herman Van Rompuy and Catherine Ashton as Europe's President and Foreign Minister?They consider the selection as symbolic of a lack of vision and it means the grouping will have to reconcile itself to five years of underperformance.5) What can be listed as E.U.’s achievements in the years around 1980s according to the passage?By extending an area of peace and liberal government to the east, the E.U. has done much to calm a part of the world that not long ago was the cockpit for murderous rivalries.6) In what way can Europe realize its own dreams and those of others according to the passage?It has to act as a true single bloc and win others to its side.7) Why does the German government face enormous domestic challenges in admitting its forces in Afghanistan are there to fight, not to be humanitarian workers in uniform ?Because one of modern Europe's most cherished convictions is that the force of arms rarely settles political disputes for long and European public opinion in the 20th century seems unwilling to commit to the war in Afghanistan for the long haul.8) What roles did Germany play in Europe in the 20th century?For the last half of the 20th century, Germany was at the heart of the European experiment. But since the end of the Cold War, it has stepped back from the E.U.and begun strengthening ties with Russia.9 What are the advantages for E.U. to be chosen as the White House’s partner?The advantages are that Europe is rich and democratic, and its values arecloser to those of the U.S. than those of anywhere else.2. Fill in each blank of the following sentences with one of the phrases in the listgiven below. Make changes when necessary.1) China will adhere to the principle of developing high technology and realizingindustrialization to step up the commercialization, industrialization and internationalization of scientific and technological achievements.2) In the recent crisis no banks could manage to bail out the companies in financialpressure.3) In terms of the information from the Universe he is apathetic and sometimesirritable, he is like an ostrich sticking his head in sand.4) It will be up to the board to decide if the CEO should be removed.5) All our hopes rest upon the arrival of the shipment.6) The plan has already been worked out, and could be put into operation at amoment's notice.7) The whole machinery of civilization will break down if this doctrine wins in thewar.8) His remarks hit home when he said that we did not work enough.9) Some analysts suspected that Toyota had pulled strings to stifle probes into itsauto quality problems.10) Mercy is reaching out to those who have nothing to give back to you.3. Match the terms in column A with the explanations in column B:A ____________________ B_____________________________________1)free market A) Effects on the behavior of individuals causedby observation of the actions of others and theirconsequences. 32) coalition government B) An economic turmoil where companies gobankrupt, people are laid off, and markets aresluggish. There is a lot of panic in bothbusiness and daily lives.93) demonstration effects C) A market in which there is no economicinterventionby the state, except to enforceprivate contracts and the ownership of property.14) health insurance D) A qualified retirement plan set up by acorporation, laborunion, government, orotherorganization for itsemployees. 6E) A form of collectivism by means of whichpeople collectivelypool their risk, in this casethe risk of incurringmedical expenses. 45) national interest F) The ability to obtain what one wants througheconomic or cultural means. It allows nations toexert their influence without using militarymeans or coercion. 86) pension scheme G) A fight or contention for territory, power,control, or resources between tow more partiesin a place or area.. 77) turf war H) Things of great importance to a nation,including itsgoals, visionsand ambitions inpolitical,economic,cultural fields,etc. and actions,circumstances,and decisions toachieve them. 5 8) soft power I) A cabinet of a parliamentary government inwhich severalparties cooperate. 29) economic crunch4. Translate the following into Chinese.有什么能让欧洲振奋起来吗？当然：如果欧洲领导人能像20年前那样抓住时机，欧盟就将繁荣昌盛。

商务英语第二版王关富课文翻译-Chapter8————————————————————————————————作者：————————————————————————————————日期：财富：如何改变苹果乔布斯的十年北京时间11月5日《财富》文章指出,专横但又极富才华的乔布斯是如何改变苹果的呢?这是一段扣人心弦的创业故事:年轻的乔布斯在上个世纪八十年代一手创立了苹果,九十年代回归,在随后的十年里,他在鬼门关前转了两圈,也曾陷入违反证券法的丑闻,但是他领导苹果开发的一系列产品一直到今天还很畅销,他经常作出的一些令人不愉快的行为成为四个不同行业的主流个性,数次荣登亿万富豪榜,长期担任硅谷最有价值公司的掌门人.这听起来是不是有点象天方夜谭? 也许吧.但是这却是史蒂夫乔布斯的真实经历,他对他接触到的任何事物都产生了巨大的影响.商业界过去的十年是属于乔布斯的.就在一年之前,任何关于他的生平介绍的文章似乎都带着一丝告别的意味. 但是时至今日,乔布斯又回来了.他经常签的“再多一件事(one more thing)”放在他自己的身上也同样合适.经过上半年长达6个月的病休之后,他又精神抖擞地出现在3.4万苹果员工的面前.他在离开的期间接受了肝脏移植手术.在乔布斯年轻的时候,他的身边就聚集了一大批富有才干的追随者.现在乔布斯已经到了54岁,仅仅是简单地列出他的辉煌成就就足以解释他为什么能够当选财富杂志的“十年CEO”.仅在过去的十年里,他就从根本上改变了音乐、电影和手机等三大市场的格局.而他对最初起家的电脑行业的影响力也是有增无减.他是一位少见的全球知名的生意人.即便是从未看过苹果年报或者商业杂志的消费者也能滔滔不绝地谈论乔布斯的设计品位、优雅的零售店以及他不拘一格的广告创意.他经常被比喻为演员、天生的推销员、魔法师以及专横的完美主义者.这些评价当然十分准确,同时它们也给乔布斯增添了不少的传奇色彩.他经常与撰稿人、工业设计师和音乐家们混在一起,虽然他的着装不太正统和讲究,但是别搞错了,他可是天生的企业家.他或许不太注意对客户进行研究,但是他会非常勤奋地工作以生产出客户愿意购买的产品.他是一个极富幻想的人,但是他也不脱离现实,他密切注意着苹果的各种运营和营销活动.他的好友、甲骨文首席执行官拉里埃利森说,乔布斯是一个不为金钱所动的人. 他的勤奋显然是处于内心对苹果的热爱,通过苹果这个媒介,他既是冷酷的裁决者,又是改变世界的执行者.不管对于苹果还是乔布斯来说,每个季度的财报都是令人大吃一惊的.苹果在2000年时的市值大约为50亿美元,不久之后乔布斯第一次披露了苹果的数字生活方式战略,当时几乎没有评论家们能理解他的战略意图. 如今,苹果的市值达到了1700亿美元,略微超过谷歌.当时苹果在个人电脑市场的份额大幅下滑,现金外流非常严重,公司几乎到了破产的边缘. 现在苹果手中的现金和现金等价物的总价值达到340亿美元,超过了竞争对手戴尔的总市值. Mac电脑在美国个人电脑市场上的份额达到了9％,而且还在继续增长.苹果在9个国家开设了275家零售店,在美国MP3播放器市场占有73％的份额,自从推出iPhone之后,它又无可争议地确立了它在创新上的领袖地位.迪斯尼在2006年斥资75亿美元收购了乔布斯创立和控制的皮克斯动画制片厂.乔布斯顺理成章地成为迪斯尼董事和大股东. 仅仅计算他所持有的苹果和迪斯尼股票的价值,他的净资产就达到了50亿美元.一些其他企业的高管也有人能够辉煌十年,但是无人能够与乔布斯相比.乔布斯的十年实际上始于1997年,当时的乔布斯在离开了公司12年之后刚刚回归.乔布斯重掌公司大权后的第二年,他就完成了新的领导班子的组建. 那些优秀的人才正是十年以来乔布斯智囊团的核心人物.随后,苹果推出了乔布斯回归之后的首款Mac电脑iMac,那款具有突破性意义的产品预示着苹果将恢复健康.iMac推出之后大获成功,加上乔布斯坚决果断地大幅削减成本,为苹果今后的发展积累了充足的现金. 他改善了苹果的资产负债表,为未来的大投资做好了准备.在一切看起来都还正处于最黑暗的时候,乔布斯就开始为苹果日后的飞跃式发展打基础.苹果在2000年9月份发布的财报未能达到预期目标,股价在随后的几个月里持续下跌,一直跌到相当于如今的7美元的水平上. 然而乔布斯到现在仍然记得苹果东山再起的关键因素.2001年,当全球市场下滑,全球都陷入衰退的时候,苹果在那一年的1月份发布了iTunes,在3月份发布了Mac OS X操作系统,在5月份开设了首家苹果零售店,在11月份推出了首款iPod.市场当时并未迅速发现那些事件的重要性.iTunes当时还只是内建在Mac电脑中的音乐播放软件,当时也没有销售音乐的网络商店. 但是新的操作系统带来了一款极具吸引力、强大而且精美的产品,那就是iPod.当苹果的股价一蹶不振的时候,市场不时会传出苹果即将被收购的传闻.鲜为人知的是,乔布斯当时确实慎重考虑过在收购集团银湖的帮助下将苹果私有化的方案. 收购苹果可能会成为整个世纪最大的交易,但是据知情人士称,乔布斯最终放弃了那个想法.那其实是苹果第二次面临可能被收购的命运.早在1997年的时候,乔布斯的好友埃利森就曾联合了一些财团,准备收购苹果.埃利森在最近一次接受采访时说,乔布斯不喜欢事后被人批评,搞得好象他纯粹是为了赚钱才重新出山的一样.他向我解释说,他认为他可以更轻松和更体面地作出决定.对那些在乔布斯重返苹果后开始关注苹果的人来说,首席执行官的任务就是确定公司今后的发展方向.他在2002年初曾对媒体说过:“我宁愿与索尼竞争,也不愿意在另一个产品领域与微软竞争.我们都是同时拥有硬件、软件和操作系统的完整产品厂商.我们可以为用户完全负责.我们可以做到其他人做不到的事情.”乔布斯相信,只要他可以与公众直接对话,公众会转到苹果这边来的.他所说的公众并不是指Mac电脑的忠实用户,而是普通的消费者.开设自己的零售店的战略在当时还遭到了普遍的嘲笑,许多人认为那样做可能会让苹果的现金外流.前苹果高管、现在担任Intuit董事长和苹果董事的Bill Campbell说:“当时董事会都很紧张,但是他还是那么做了.他知道客户们想要什么.”现在回头来看,当时的苹果零售店能够出售的产品是多么少啊.乔布斯知道,他应该拿出更多的产品.乔布斯将彻底了解苹果当作自己的任务.曾经与苹果断断续续地合作了几年的前Chiat/Day创意总监Ken Segall说:“乔布斯参与了许多非常细致的工作,你是绝对不会认为一家公司的首席执行官应该参与那些细致的工作的.” Segall说,每当苹果将要推出新产品之前,乔布斯都会发起了著名的“换个思路”活动.他甚至将这个活动推广到了广告团队.他说:“乔布斯会说'第四段的第三个单词不恰当,你也许可以考虑用那个单词.'这样的话.”同时兼顾细节管理和大局观是乔布斯的特色标志.在刚刚回到苹果的时候,他便意识到产品的精美设计是苹果区别于当时由戴尔、微软和英特尔等厂商引领的计算机行业的因素之一.产品设计顾问公司Ideo的首席执行官Tim Brown在他的新作《通过设计去改变》中写道:“我根本数不清到底有多少客户会冲进苹果零售店然后说'给我下一款iPod'.那可能跟那些小声地说'给我下一个乔布斯'的设计师的数量很接近.”乔布斯还非常善于把握时机.在苹果推出iTunes之前,音乐界一直都没能开发出自己的数字音乐销售网站.之后苹果便开始为把iTunes变成一个购买音乐的商店作准备.当iTunes还只能在Mac电脑上使用的时候,苹果就巧妙地同各大唱片公司签订了协议.在iTunes兼容Windows系统之前,苹果的地位非常低,这在当时或许是苹果的一项优势. 这也使得iTunes更象是一块试验田,而不是破坏性的转型之举.滚石乐队的Steve Knopper在其新作《自我破坏的欲望》中写道,环球音乐的高管Doug Morris曾经说过:“我不明白苹果怎么可能只用一年的时间就在Mac电脑上毁灭了唱片行业.”Knopper写道:“我们为什么不能尝试一下呢?乔布斯重返苹果的时候,他已经是孤注一掷了.只是他很聪明,知道该怎么做.他做得很辛苦,但是再怎么辛苦也比不上最近几十年以来唱片公司的任何一位律师在艺人合同中进行的谈判那么艰难.”乔布斯抓住了一项重要的工具,那就是他对信息的熟练控制.他仿佛演练他和其他高管将要对外公布的每一句话.苹果只授权极少数高管可以公开就特定话题发表意见.乔布斯会非常认真地推敲他和其他高管能够对外发布的每一句话以及不能对外公布的信息. 哈佛大学教授David Yoffie估计,在2007年宣布推出和开始销售首款iPhone之间的几个月里,苹果未作任何公开声明就已经接到了价值4亿美元的免费广告,因此刺激的媒体都陷入了疯狂.乔布斯本人也非常小心,极其注意不过多透露消息,只有苹果要推销产品的时候,他才会出来说几句.他在2004年接受了癌症手术,但是直到手术完成之后,他才在致员工的电子邮件形式的公开信中发布了那个消息.后来,他同样是通过另一封致员工的公开信解释了他离开公司的情况,而且没有提到他或苹果其他高管的其他消息.在乔布斯的管理下,在没有得到公司媒体关系部同意的情况下,没有人有权公开发表意见.据说媒体关系部是直接向乔布斯汇报的.在撰写本文之前,记者曾想给乔布斯作个专访,但是苹果拒绝了那一要求.对于那起将苹果前首席财务官和法律顾问都牵连进去的股票期权倒填日期丑闻,乔布斯一开始保持沉默态度.在最后提交给证券交易委员会的文件中,苹果承认乔布斯在这件事上是知情的.为此,乔布斯公开发表了道歉,并且声称这个小插曲绝非苹果的本性.乔布斯管理着苹果的财务、消息、交易、设计等等. 但是最近乔布斯的病患也给人们提了个醒,告诉世人乔布斯也是一个人,而不是神.终有一天他也会西去,那时缺少了乔布斯的苹果还能走多远呢?苹果的未来今年9月,乔布斯重新回到了公众的视野里,他对苹果首席运营官提姆库克表示了深切的谢意,因为在他病休期间,暂时代他行使首席执行官权力的库克将公司打理得井井有条.在新款iPod的发布会上,乔布斯首先告知新闻记者、分析师和开发商,他现在拥有的肝脏来自于一位死于车祸的年轻人.随后他对库克和一班高管表达了谢意,因为他们在他不在的期间表现得非常能干. 随后,在库克的带领下,会场全体起立为乔布斯重返岗位而欢呼.由于乔布斯已经回到工作岗位,关于库克或者其他什么人准备接替乔布斯出任首席执行官的争论逐渐平息下去.苹果内部的等级制度是由一位被乔布斯称作“前苹果高管”的人决定下来的. 乔布斯的话还是很有份量的.众所周知,甲骨文首席执行官埃利森非常不喜欢讨论接班人这个话题.他在与朋友交谈过程中谈到乔布斯时说:“他是无可替代的.他创建了一个神话一般的品牌. 他开发出了大量的产品.不管他什么时候退休,我都希望他那个时候是健健康康的,还能开着游艇去逛地中海.但是人们肯定会非常想念他,因为苹果是一家消费品公司. 产品周期太快了.”现在已经有迹象表明,乔布斯已经开始教育他的团队,让他们能够在他暂时离开的时候维持公司的正常运作.一位认识苹果高管团队中的某些高管的知情人士说:“整个公司都已经被彻底被培训过了,完全象乔布斯那样去思考问题. 这就是为什么苹果在乔布斯离开的6个月里能够保持平静的原因.人们会想,如果乔布斯在,他肯定也会这么做.”实际上,乔布斯的影响力已经超出了苹果的范围.拉里佩奇和谢尔盖布林最近在纽约曾说过,乔布斯是他们心目中的英雄. 当Jeff Bezos发布亚马逊的Kindle 2阅读器的时候,他对乔布斯的羡慕是显而易见的.风险资本家、Netscape的联合创始人Marc Andreessen表示,他经常在给其他企业家的建议中以乔布斯作例子. 他说:“发布首款产品时应该考虑的问题是:乔布斯会怎么做?”展望下一个十年,乔布斯也许会这样问自己:在创造了1500亿美元的股东价值,改变了电影、电信、音乐、计算甚至零食和设计等行业之后,他下一步该做些什么呢? 鉴于他喜欢保密和给人意外惊喜的惯例,我们不妨等他自己在合适的时候为我们解答这个问题.。

Unit 8The decade of SteveExercises1.Answer the questions on the text.1)What makes the story of Steve Jobs so incredible and remarkable?So perseverant in his goals;Experiencing and overcoming so many difficulties and frustrations;Dominating in as many as four distinct industries;Running Apple so well------creatively, competitively, and profitably;Miraculously returning from his fatal diseases.2)What are the four markets that Steve Jobs reorganized and dominated?Music, movies, mobile telephones as well as computing.3)Why is he regarded as the rare businessman?Predilections unique to him.Distinctive design taste and elegant retail stores.Outside-the box approach to advertisingA showman, born salesman, and a magician.Legitimate worldwide celebrityAlways making products customers want to buy.Visionary but grounded in reality.Motivated not by money, but by a visceral ardor for Apple.4)What astounding achievements has Steve Jobs made up to date?Increasing corporate worth from $5 billion in 2000 to $170 billion now.Moving from cash drain and near bankruptcy to $34 billion in cash and market securities.275 retail stores in 9 countries with 73% share of US MP3 player market, and undisputed leadership in mobile phone innovation.His personal net worth about $5 billion.5)What was the first important success of Steve’s team?It created the first Macintosh (iMac), a breakthrough all-in-one computer and monitor. With drastic cost cutting and lucrative sales, it greatly improved the Apple’s balance sheet and financially got Apple well prepared for big investments and business leap.6)Why did Steve object to Ellison buy out Apple in 1997?Because he didn’t like people to second-guess the intention of his return (as making money) and wanted to take high moral ground so that he could easy and graceful decisions.7)Why did Steve build Apple-owned retail stores and some have doubts?Because through the building of retail stores, Steve could establish direct contact with customers, get to know what they really want, and fill the stores with allthose products.But some people at the time, even members of the board had great doubts about establishing retail stores. They are extremely nervous that the stores might become a risky cash drain.8)What are the outstanding qualities reflected from Jobs’integration ofmicromanagement with big-picture vision?# Micro-management:Consciousness/ dedication/ concentrationHe tries to know everything about Apple. He is involved in so many details that people can hardly believe. He is so detailed that he might tell an ad writer that the third word in the fourth paragraph wasn’t right.# Big-picture vision:Acumen for market changeHe recognized gorgeous design as differentiator for Apple.Creative, innovative and visionary in product developmentClients responded “Give me the next Steve Jobs”Knack for taking opportunities at the right momentHe made iTunes compatible with Windows and expanded Apple market to all PCs.He developed Apple’s own digital-music sales stores.9)How did Steve Jobs master the message?Carefully consider what he and Apple say and don’t say to the public.Rehearse time and again before speaking publicly.Authorize only a small number of executives to speak publicly.He is careful to avoid overexposure.Nobody is supposed to speak without the permission of Apple’s media relations team reporting directly Steve Jobs.10) How did Steve Jobs handle Apple’s stock options backdating scandal?He remained silent initially but later in the report to SEC he admitted and apologized for the change of option grant dates for employee benefits. He said it was totally inappropriate for Apple to do.11) Whom did Steve Jobs thank and why when he returned?He thanked Tim Cook (Apple’s chief operating officer) for excellent running of the company during his absence.He also thanked a twentysomething who died in a car crash for donating his liver.12) How do people feel about the future of Apple?Though some are worried about its future due to Steve’s health problem, most are confident about its future because:He is a fabulous brand and irreplaceable person.He has educated and influenced Apple employees well enough to think and behave like him.His influence has gone beyond Apple and become a hero for the IT industry.His pursuit for secrecy and surprise and proven brilliance will ensure greater successes for Apple in the future.2.Fill in each blank of the following sentences with one of the phrases in the listgiven below. Make changes when necessary.1)When the starlet was asked about her new boyfriend, she couldn’t help but gushabout him and their intimate plans for Valentine’s Day.2)The leaking of as many as 251,000 State Department documents, including secretembassy reports from around the world, is nothing short of a political meltdown for US foreign policy.3)With very critical views on the government economic policies, she often palsaround with those scholars who also take rather radical stance on economic issues.4)It is high time for everyone in the department to kick into full gear and fulfill oursales quota by the end of the year.5)The mother did whatever possible to prevent her son from hanging out with theguy who she thought was up to nothing good.6)Obama’s victory in the election was viewed by many as progress in the UnitedStates. But I think his ethnicity is beside the point.7)The neighbors said what happened was totally out of character for the womanthey knew as quiet and friendly.8)Unfortunately, the firm has not been able to pare) production cost to the level thatmatches its competitors in the market.9)On the back of strong corporate earnings reports from a number of firms last week,coupled with the improving unemployment rate, investor sentiment was bolstered on the first trading day of the week.10)The team is expected to take a vote tonight that could set in motion a new plan torevitalize the financial market.11)It was a long time before our business partners could catch on to what we reallyintended.12)As a shrewd man, he successfully pounced at the opportunity last year to becomethe marketing manager.3.Match the terms in column A with the definitions in column B:A______________________ B________________________________________ 1)market share A) A group of advisors, originally to a political candidate,for their expertise in particular fields, but now to anydecision makers, whether or not in politics. 62)cash drain B) The rate of new product development, which isgetting faster with more severe competition andfaster technological advancement. 103)shareholder wealth C) Percentage or proportion of the total availablemarket or market segment that a product orcompany takes. 14)net worth D) A group of executives employed to manage aproject, department, or company with theirparticular expertise or skills. 55)management team E) A person, project, business or company thatcontinues to consume large amounts of cash withno end in sight. 26)brain trust F) A person or firm that invests in a businessventure, providing capital for start-up orexpansion, and expecting a higher rate of returnthan that for traditional investments. 97)balance sheet G) The wealth shareholders get to accrue from theirownership of shares in a firm, which can beincreased by raising either share prices ordividend payments. 38)captains of industry H) A financial statement that summarizes acompany's assets, liabilities and shareholders'equity at a specific point in time. 79)Venture capitalist I) Total assets minus total liabilities, an importantdeterminant of the value of a company, primarilycomposed of all the money that has been investedand the retained earnings for the duration of itsoperation. 410)product cycle L) A business leader who is especially successfuland powerful and whose means of amassing apersonal fortune contributes substantially to thecountry in some way. 84.Translate the following passage into Chinese:头已秃顶，留着胡须的他坐在其超大的华盛顿办公室内谈论着经济话题，从眼神可看出显得疲劳。

王关富商务英语阅读第二课译文商务英语在现代社会中扮演着至关重要的角色。

无论是对于个人职业发展还是企业经营管理来说，掌握商务英语都是必不可少的。

在王关富商务英语阅读第二课中，我们将学习有关跨文化交流和商务谈判的重要知识。

以下为该课程的译文，以供参考。

第一篇：跨文化交流跨文化交流是指不同文化背景的人之间进行沟通和交流的过程。

在商务环境中，跨文化交流至关重要，因为它能够帮助我们更好地理解不同国家和地区的商业习俗、价值观和行为准则。

在跨文化交流中，对文化差异的理解是非常重要的。

不同的文化有着不同的礼仪和行为规范，我们应该尊重并适应对方的文化习惯。

例如，在与日本商务伙伴进行交流时，我们应该注意到他们倾向于强调集体主义和尊重等价值观。

因此，在商务谈判中，我们应该关注产生合作关系和建立互信的方面。

此外，在跨文化交流中，语言的使用也起着重要的作用。

尽管英语是商务交流的通用语言，但我们仍然应该注意使用简单明了的语言方式，避免使用含糊不清或文化障碍的术语。

同时，我们还应该注意语速和语调的把握，以确保信息传达的准确性和流畅性。

第二篇：商务谈判商务谈判是指为达成商业协议而进行的讨论和交流过程。

在商务谈判中，双方的谈判技巧和策略能够直接影响到交易的结果。

下面是一些在商务谈判中应该注意的重点。

首先，了解对方的背景信息是至关重要的。

在进行商务谈判之前，我们应该尽可能了解对方的利益、需求和文化背景。

这将帮助我们更好地为谈判做准备，并在谈判中做出明智的选择。

其次，正确运用谈判技巧是非常重要的。

例如，倾听并尊重他人的意见是建立互信的重要步骤。

通过询问问题和展示对对方观点的兴趣，我们可以表达出对合作的积极态度。

此外，适时的提出建议和解决方案，能够帮助我们更好地推动谈判进程。

最后，合理控制情绪也是商务谈判中必不可少的。

在谈判中，双方可能会出现分歧和冲突。

我们应该保持冷静和理性，并避免过度激动或争执。

通过以可靠和专业的方式进行谈判，我们能够更好地实现双赢的结果。

商务英语阅读(第二版)-王关富Unit2The-World-Economic-For um-课后答案Unit 2A Changed Global RealityExercises1. Answer the questions on the text:1) What are the features of the two major economies that the world has seen formore than 200 years?One has dominated technological innovation and trade and amassed great wealth. The second—much of it politically under the thumb of the first—has remained poor and technologically dependent.2) How much did low-and-middle-income countries contribute to world growthin 2010?Almost half (46%)3) Taking a long term view, why is it good news that developing countries aregrowing fast?As billions of poor people become more prosperous, they will be able to afford comforts their counterparts in the rich world have long considered the normal appurtenances of life.4) What are the worst-case scenarios that Europe has so far avoided?A collapse of the euro, a debt crisis that spills from small economies such asGreece and Ireland to much bigger ones like Italy and Spain, and bitter social unrest in those nations that are having to massage wages down while cutting public budgets.5) Why does Jim Walker think that 2011 will be a “year of reckoning”?Because Jim Walker thinks that the rebound in the US is a mirage created by excessive stimulus. He expects the US to slip into the double dip it dodged in 2010.6) Why has the private-sector debt crisis of 2008-2009 morphed into apublic-sector debt crisis in 2010-11?It has been the result of the debt and deficits amassed in the process of stimulating economies and bailing out banks during the downturn.7) What are the risks that emerging economies face?a. sharp rise in inflationb. rising oil pricesc. soaring food price8) What did China and India do to cope with inflation and rising food prices?China raised the reserve-requirement ratio;India resorted to diplomatic means when Pakistan temporarily cut off some exports of onions to the country.9) How can the disaffection with global capitalism in the developed world beprevented from turning into a backlash against it?It would help if there were mechanisms in place to manage the stresses in the international economy.10) What is the most serious division between countries that policymakers haveto contend with?Economic disparity2.Fill in each blank of the following sentences with one of the phrases in the listgiven below:1) The search for the child was scaled back sharply today, with almost a third ofthe volunteers heading home.2) The former Federal Reserve Chairman says there is a risk that the US couldslip into a recession by year’s end.3) The CEO of the firm said that they would switch priority from traditionallabor-intensive products to more hi-tech and value-added ones.4) In the aftermath of the financial crisis the group has put on hold some of itsambitious regional expansion plans.5) Toyota Motor Corp. is offering widespread job buyouts to its US workers for the first time and cutting the workweek at some of its American plants by 10% to contend with falling sales.6) Eventually, it must morph into a system that functions on stability, or it willfail and cause an unstoppable breakdown and widespread hardship.7) Unfortunately most of the central banks in the world today are still firmlyunder the thumb of politicians.8) The stock market’s endurance could depend heavily on whether economic andcorporate performance remains uncertain, or begins indicating that the economy truly is out of the woods.9) Survivors were encouraged to talk about their horrible experiences to helpthem come to terms with the flood disaster.10) Other countries—notably Australia—have also avoided a bust in theirhousing markets, and have instead seen prices increases flatten out.3.Match the terms in column A with the explanations in column B:AB ______1）double-dip recession A) A physical substance, such as food, grains, andmetals, which is interchangeable with anotherproduct of the same type, and which investors buyor sell, usually through future contracts 72) credit rating B) A measure that examines the weighted average ofprices of foodstuffs, often used as an importantfactor to assess the cost of living. 93) austerity C) A government policy of deficit-cutting, lowerspending, and a reduction in the amount of benefitsand public services provided, sometimes coupledwith increases in taxes to pay back creditors toreduce debt. 34) private sector D) A central bank regulation that sets the minimumreserves each commercial bank must hold tocustomer deposits and notes. 105）protective tariff E) The part of the economy that is not statecontrolled, and is run by individuals and companiesfor profit. 46）beggar thy neighbor F) An expression in economics describing policy thatseeks benefits for one country at the expense ofothers. Such policies attempt to remedy theeconomic problems in one country by means whichtend to worsen the problems of other countries. 6 7) commodity G)A published ranking based on detailed financialanalysis by a credit bureau, of one’s financialhistory, specifically as it relates to one’s ability tomeet debt obligations. 28）sovereign-debt crisis H) A crisis in which a national government owes somuch debt that it is unable to repay or on the edgeof bankruptcy. 89）food-price index I) A tariff which tries to ban imports to stop themcompeting with local products 510）reserve requirement J) A situation where economic growth slides back tonegative after a short-lived growth and theeconomy may move into a deeper and longerdownturn. 14.Translate the following into Chinese:星期五，世界上20个主要经济体的领导人结束了在这座东北亚首都城市举行的为期两天的峰会。

商务英语阅读(第二版)-王关富Unit2The-World-Economic-For um-课后答案Unit 2A Changed Global RealityExercises1. Answer the questions on the text:1) What are the features of the two major economies that the world has seen formore than 200 years?One has dominated technological innovation and trade and amassed great wealth. The second—much of it politically under the thumb of the first—has remained poor and technologically dependent.2) How much did low-and-middle-income countries contribute to world growthin 2010?Almost half (46%)3) Taking a long term view, why is it good news that developing countries aregrowing fast?As billions of poor people become more prosperous, they will be able to afford comforts their counterparts in the rich world have long considered the normal appurtenances of life.4) What are the worst-case scenarios that Europe has so far avoided?A collapse of the euro, a debt crisis that spills from small economies such asGreece and Ireland to much bigger ones like Italy and Spain, and bitter social unrest in those nations that are having to massage wages down while cutting public budgets.5) Why does Jim Walker think that 2011 will be a “year of reckoning”?Because Jim Walker thinks that the rebound in the US is a mirage created by excessive stimulus. He expects the US to slip into the double dip it dodged in 2010.6) Why has the private-sector debt crisis of 2008-2009 morphed into apublic-sector debt crisis in 2010-11?It has been the result of the debt and deficits amassed in the process of stimulating economies and bailing out banks during the downturn.7) What are the risks that emerging economies face?a. sharp rise in inflationb. rising oil pricesc. soaring food price8) What did China and India do to cope with inflation and rising food prices?China raised the reserve-requirement ratio;India resorted to diplomatic means when Pakistan temporarily cut off some exports of onions to the country.9) How can the disaffection with global capitalism in the developed world beprevented from turning into a backlash against it?It would help if there were mechanisms in place to manage the stresses in the international economy.10) What is the most serious division between countries that policymakers haveto contend with?Economic disparity2.Fill in each blank of the following sentences with one of the phrases in the listgiven below:1) The search for the child was scaled back sharply today, with almost a third ofthe volunteers heading home.2) The former Federal Reserve Chairman says there is a risk that the US couldslip into a recession by year’s end.3) The CEO of the firm said that they would switch priority from traditionallabor-intensive products to more hi-tech and value-added ones.4) In the aftermath of the financial crisis the group has put on hold some of itsambitious regional expansion plans.5) Toyota Motor Corp. is offering widespread job buyouts to its US workers for the first time and cutting the workweek at some of its American plants by 10% to contend with falling sales.6) Eventually, it must morph into a system that functions on stability, or it willfail and cause an unstoppable breakdown and widespread hardship.7) Unfortunately most of the central banks in the world today are still firmlyunder the thumb of politicians.8) The stock market’s endurance could depend heavily on whether economic andcorporate performance remains uncertain, or begins indicating that the economy truly is out of the woods.9) Survivors were encouraged to talk about their horrible experiences to helpthem come to terms with the flood disaster.10) Other countries—notably Australia—have also avoided a bust in theirhousing markets, and have instead seen prices increases flatten out.3.Match the terms in column A with the explanations in column B:AB ______1）double-dip recession A) A physical substance, such as food, grains, andmetals, which is interchangeable with anotherproduct of the same type, and which investors buyor sell, usually through future contracts 72) credit rating B) A measure that examines the weighted average ofprices of foodstuffs, often used as an importantfactor to assess the cost of living. 93) austerity C) A government policy of deficit-cutting, lowerspending, and a reduction in the amount of benefitsand public services provided, sometimes coupledwith increases in taxes to pay back creditors toreduce debt. 34) private sector D) A central bank regulation that sets the minimumreserves each commercial bank must hold tocustomer deposits and notes. 105）protective tariff E) The part of the economy that is not statecontrolled, and is run by individuals and companiesfor profit. 46）beggar thy neighbor F) An expression in economics describing policy thatseeks benefits for one country at the expense ofothers. Such policies attempt to remedy theeconomic problems in one country by means whichtend to worsen the problems of other countries. 6 7) commodity G)A published ranking based on detailed financialanalysis by a credit bureau, of one’s financialhistory, specifically as it relates to one’s ability tomeet debt obligations. 28）sovereign-debt crisis H) A crisis in which a national government owes somuch debt that it is unable to repay or on the edgeof bankruptcy. 89）food-price index I) A tariff which tries to ban imports to stop themcompeting with local products 510）reserve requirement J) A situation where economic growth slides back tonegative after a short-lived growth and theeconomy may move into a deeper and longerdownturn. 14.Translate the following into Chinese:星期五，世界上20个主要经济体的领导人结束了在这座东北亚首都城市举行的为期两天的峰会。

王关富《商务英语阅读（第二版）》参考答案Unit 1Why China WorksExercises1. Answer the questions on the text:1) How does the author view the Chinese economy?It is the most important bright spot in the world economy under the global recession, the only major economy that is likely to show significant growth this year, and the only one that routinely breaks every rule in the economic textbook. 2) According to the author, why can the Chinese economy perform so well?Because of:(1) the capacity for state control by the Chinese government.(2) its rejection of exotic financial innovations that are the melting core of the global credit crisis.(3) the integration of its economic policies between traditional market tools and state control measures.3) In what way does the author imply that western economists are erroneous in their bias toward “China’s market economic system”?The United States and Europe are moving toward state control by nationalizing their banking and car industries, and imposing heavy new regulation on the financial industry.4) What is the view of Stephen Roach on the Chinese economy system?Investment is the backbone of sustainable growth in the Chinese economy, which works more effectively than other market based systems in times of economic stress.5) Why can China work in the eye of the author?It has followed a radical pragmatism focusing on a slow but steady shift toward freer markets.6) What is regarded as the strategic thinking of the Chinese leaders in market reforms?They understand even under the serious financial crisis that it can stabilize the Chinese market and economy to introduce more sophisticated forms of securitization, including stock index funds, corporate bonds and other debt products. They also realize that, in the course of doing this, they should learn from the mistakes the westerners have made.7) What is the example given to illustrate the steadiness of the Chinese leaders in their policy execution?They continue to allow the value of yuan to rise despite of the American charges and the need for export competitiveness by their own enterprises.8) What is “shock therapy”?It is the economic policy adopted in Russia from 1991 to 1992 that totally deregulated prices and lead to a runaway inflation. It proved to be all shock and no therapy.9) In what ways does the Chinese economic system work efficiently?It can get things done quickly, move in a coherent manner, and marshal its people and resources to a common target: economic growth and prosperity.11) What are the Internet and public opinion used for?For putting pressure on local officials and influencing policy decisions.2. Fill in each blank of the following sentences with one of the phrases in the list given below. Make changes when necessary.1)At a time when the need is growing for mental health services, many countries are unfortunately cutting back on itsspending.2)There is an increasing number of people out of work. But the western media often unfairly label them as lazy andreliable.3)Now that the flow of oil has been stopped by BP, the impact of all the spilled oil and natural gas is still beingmeasured.4)Once again its ability to steer economic policy will be tested against the ability to deliver on services and projectsaimed at growing the economy and jobs.5)Housing prices are incredibly high today. But he bought his house for a song about five years ago.6)As people are complaining high prices, especially those related to daily necessities, the government feels rather urgentto hold down inflation rate immediately.7)Under the new economy policy investors are invited to buy into state-owned enterprises.8)Since a serious gun shooting occurred in Arizona last week, security concerns have trickled down to all places,including residential buildings.9)Social unrest is a daily occurrence in the country nowadays. It is in the last place when it comes to investment formultinational companies.10)Efforts to ban smoking in China are so effective yet. Some chain smokers never think of quitting while many othershave battled in vain to quit.3. Match the terms in column A with the definitions in column B:A_______________________ B__________________________________1)financial innovation A) A reduction in the general availability of loans (orcredit) or a sudden tightening of the conditionsrequired to obtain a loan from the banks.72)stimulus package B) A non-bank entity or organization such asinvestment companies and mutual funds thatinvests in large quantities. 83)overheating C)A legal entity created by a government to undertakecommercial activities on its behalf. 64)stamp tax D) The trading of a corporation's stock or othersecurities (e.g. bonds or stock options) byindividuals with potential access to non-publicinformation.9E) An industry that requires large amounts of capital, machinery and equipment toproduce goods. 55)capital-intensive sector F) Generation of new and creative approaches tosecurities, money management or investing. 16)state-run firm G) An economy that is expanding so rapidly that toomuch money is chasing too few goods andeconomists fear a rise in inflation . 37)credit crisis H) tax levied on certain legal transactions such as thetransfer of a property such as building, copyright,land, patent, and securities. 48)institutional investor I) A plan or a series of measures taken by agovernment to jump-start its ailing economy,generally as a part of its fiscal policy. 210) insider trading4. Translate the following passage into Chinese.我们所面临的来自中国的真正挑战并不是他们向我们大量销售的货物，而恰恰相反，是他们正在提升的价值链。

Unit 8The decade of SteveExercises1.Answer the questions on the text.1)What makes the story of Steve Jobs so incredible and remarkable?So perseverant in his goals;Experiencing and overcoming so many difficulties and frustrations;Dominating in as many as four distinct industries;Running Apple so well------creatively, competitively, and profitably;Miraculously returning from his fatal diseases.2)What are the four markets that Steve Jobs reorganized and dominated?Music, movies, mobile telephones as well as computing.3)Why is he regarded as the rare businessman?Predilections unique to him.Distinctive design taste and elegant retail stores.Outside-the box approach to advertisingA showman, born salesman, and a magician.Legitimate worldwide celebrityAlways making products customers want to buy.Visionary but grounded in reality.Motivated not by money, but by a visceral ardor for Apple.4)What astounding achievements has Steve Jobs made up to date?Increasing corporate worth from $5 billion in 2000 to $170 billion now.Moving from cash drain and near bankruptcy to $34 billion in cash and market securities.275 retail stores in 9 countries with 73% share of US MP3 player market, and undisputed leadership in mobile phone innovation.His personal net worth about $5 billion.5)What was the first important success of Steve’s team?It created the first Macintosh (iMac), a breakthrough all-in-one computer and monitor. With drastic cost cutting and lucrative sales, it greatly improved the Apple’s balance sheet and financially got Apple well prepared for big investments and business leap.6)Why did Steve object to Ellison buy out Apple in 1997?Because he didn’t like people to second-guess the intention of his return (as making money) and wanted to take high moral ground so that he could easy and graceful decisions.7)Why did Steve build Apple-owned retail stores and some have doubts?Because through the building of retail stores, Steve could establish direct contact with customers, get to know what they really want, and fill the stores with allthose products.But some people at the time, even members of the board had great doubts about establishing retail stores. They are extremely nervous that the stores might become a risky cash drain.8)What are the outstanding qualities reflected from Jobs’integration ofmicromanagement with big-picture vision?# Micro-management:Consciousness/ dedication/ concentrationHe tries to know everything about Apple. He is involved in so many details that people can hardly believe. He is so detailed that he might tell an ad writer that the third word in the fourth paragraph wasn’t right.# Big-picture vision:Acumen for market changeHe recognized gorgeous design as differentiator for Apple.Creative, innovative and visionary in product developmentClients responded “Give me the next Steve Jobs”Knack for taking opportunities at the right momentHe made iTunes compatible with Windows and expanded Apple market to all PCs.He developed Apple’s own digital-music sales stores.9)How did Steve Jobs master the message?Carefully consider what he and Apple say and don’t say to the public.Rehearse time and again before speaking publicly.Authorize only a small number of executives to speak publicly.He is careful to avoid overexposure.Nobody is supposed to speak without the permission of Apple’s media relations team reporting directly Steve Jobs.10) How did Steve Jobs handle Apple’s stock options backdating scandal?He remained silent initially but later in the report to SEC he admitted and apologized for the change of option grant dates for employee benefits. He said it was totally inappropriate for Apple to do.11) Whom did Steve Jobs thank and why when he returned?He thanked Tim Cook (Apple’s chief operating officer) for excellent running of the company during his absence.He also thanked a twentysomething who died in a car crash for donating his liver.12) How do people feel about the future of Apple?Though some are worried about its future due to Steve’s health problem, most are confident about its future because:He is a fabulous brand and irreplaceable person.He has educated and influenced Apple employees well enough to think and behave like him.His influence has gone beyond Apple and become a hero for the IT industry.His pursuit for secrecy and surprise and proven brilliance will ensure greater successes for Apple in the future.2.Fill in each blank of the following sentences with one of the phrases in the listgiven below. Make changes when necessary.1)When the starlet was asked about her new boyfriend, she couldn’t help but gushabout him and their intimate plans for Valentine’s Day.2)The leaking of as many as 251,000 State Department documents, including secretembassy reports from around the world, is nothing short of a political meltdown for US foreign policy.3)With very critical views on the government economic policies, she often palsaround with those scholars who also take rather radical stance on economic issues.4)It is high time for everyone in the department to kick into full gear and fulfill oursales quota by the end of the year.5)The mother did whatever possible to prevent her son from hanging out with theguy who she thought was up to nothing good.6)Obama’s victory in the election was viewed by many as progress in the UnitedStates. But I think his ethnicity is beside the point.7)The neighbors said what happened was totally out of character for the womanthey knew as quiet and friendly.8)Unfortunately, the firm has not been able to pare) production cost to the level thatmatches its competitors in the market.9)On the back of strong corporate earnings reports from a number of firms last week,coupled with the improving unemployment rate, investor sentiment was bolstered on the first trading day of the week.10)The team is expected to take a vote tonight that could set in motion a new plan torevitalize the financial market.11)It was a long time before our business partners could catch on to what we reallyintended.12)As a shrewd man, he successfully pounced at the opportunity last year to becomethe marketing manager.3.Match the terms in column A with the definitions in column B:A______________________ B________________________________________ 1)market share A) A group of advisors, originally to a political candidate,for their expertise in particular fields, but now to anydecision makers, whether or not in politics. 62)cash drain B) The rate of new product development, which isgetting faster with more severe competition andfaster technological advancement. 103)shareholder wealth C) Percentage or proportion of the total availablemarket or market segment that a product orcompany takes. 14)net worth D) A group of executives employed to manage aproject, department, or company with theirparticular expertise or skills. 55)management team E) A person, project, business or company thatcontinues to consume large amounts of cash withno end in sight. 26)brain trust F) A person or firm that invests in a businessventure, providing capital for start-up orexpansion, and expecting a higher rate of returnthan that for traditional investments. 97)balance sheet G) The wealth shareholders get to accrue from theirownership of shares in a firm, which can beincreased by raising either share prices ordividend payments. 38)captains of industry H) A financial statement that summarizes acompany's assets, liabilities and shareholders'equity at a specific point in time. 79)Venture capitalist I) Total assets minus total liabilities, an importantdeterminant of the value of a company, primarilycomposed of all the money that has been investedand the retained earnings for the duration of itsoperation. 410)product cycle L) A business leader who is especially successfuland powerful and whose means of amassing apersonal fortune contributes substantially to thecountry in some way. 84.Translate the following passage into Chinese:头已秃顶，留着胡须的他坐在其超大的华盛顿办公室内谈论着经济话题，从眼神可看出显得疲劳。

1.日本，大阪——像许多日本中产阶级一样，小企业主正人华20年前享有的富裕生活为世人所艳羡。

他购买了一套价值50万美元的公寓，时常去夏威夷度假，其座驾是一辆老款的奔驰轿车。

2.但慢慢地，他的生活水平随同日本的整体经济状况一道，逐渐走向崩溃。

刚开始时，他被迫减少了去国外旅行的次数，后来就彻底不去了。

随后，他卖掉了奔驰，换了一款更便宜的国产轿车。

去年，他卖掉了他的公寓——售价仅为17年前购房款的三分之一，还不及依然背负的按揭贷款。

3.“过去的日本，光鲜且乐观，而现如今的人们不得不静悄悄地压低生活质量，紧缩度日，”49岁的正人华说。

在接受采访时，他要求记者不要披露其全名，因为他依然无力偿付拖欠的11万美元按揭贷款。

4.在近代史中，没有几个国家的经济财富像日本这样，经历了如此惊人的扭转。

上世纪80年代，借助位居史上最大规模之列的股市投机及房产泡沫，日本一举成为第一个挑战西方长期霸权的亚洲国家，谱写了一曲源自亚洲的成功故事。

5.但这些泡沫最终于80年代晚期和90年代初期爆裂，日本旋即陷入了一个缓慢但不间断的衰落进程，庞大的预算赤字和海量流动性的涌入都无法扭转这一趋势。

在迄今差不多一代人的时间里，这个国家一直深陷通货紧缩泥沼（低增长，物价螺旋式下落），不能自拔。

在此过程中，这只昔日的经济猛兽已雄风不再，失去了在全球经济中的傲人地位。

6.如今，随着美国和其他西方国家正竭力摆脱债务及其自身的房产泡沫，越来越多的经济学家将日本当下的黯淡处境视为上述国家的未来走向。

甚至在美联储主席伯南克酝酿新一轮非常规措施，以刺激经济之际，对美国和许多欧洲经济体的忧虑依然与日俱增。

许多人担心，这些经济体将面临长期的低增长，甚至有可能出现持续的通货紧缩——这是自大萧条以来，在日本之外的主要经济体中所从未见过的一幕。

7.许多经济学家依然颇具信心地认为，美国将避免日本式停滞，这主要是因为美国的政治制度具有更强的反应性，美国人对于资本主义的创造性破坏具有更大的容忍度。

U10The alchemists of finance金融魔法点石成金May 17th 2007From The Economist print edition（本文由ECO论坛dtchengxc翻译，原文版权归经济学人集团（The Economist Newspaper Limited）所有，译文版权归译者所有，未经授权，不得转载，谢谢合作！）漫画作者玛丽亚•吉夫斯（Maria Jeeves）Global investment banks are taking ever more risk, and are devising ever more sophisticated ways of spreading it, says Henry Tricks. Is that reassuring or worrying?亨利•特里克斯(Henry Tricks)说：“全球的投资银行正承受着越来越大的风险，也在设计着越来越复杂的分散风险的方法。

”这究竟是会让人放心还是让人担心？AT LEAST since 1823, when Byron's Don Juan described “Jew Rothschild, and his fellow Christian Baring” as the “true Lords of Europe”, investment bankers have inspired awe, envy and, rightly or wrongly, a measure of disdain. Exactly 100 years ago the undisputed patriarch of the modern industry, J. Pierpont Morgan, stemmed the Panic of 1907, a financial crisis caused by unregulated trusts (the hedge funds of their day). Acting, in effect, as lender of last resort from his Wall Street office, he was briefly feted before Americans realised the danger of having such power vested in one man. Cartoonists then mercilessly mocked him. After his death in 1913 the Federal Reserve was set up.不晚于1823年——那时拜伦（Byron）在《唐璜》（Don Juan）中将“犹太人罗思柴尔德（Rothschild）和他的同伙基督徒巴林（Baring）”称为“欧洲真正的主宰”，投资银行家们博得了敬畏、羡慕以及一定程度的蔑视——不管这正确与否。