1、商务英语阅读商务英语阅读 IVUnit 2 Business Negotiation Life is not a game,so we have no right to g i v e i t u p b y o u r o w n w i l l.Leo Tolstoy,Russian novelist,short story writer,essayist,playwright and philosopherBusiness English Reading Book 4 Unit 2Business English Reading Book 4 Unit 2 Text A Role-pla
2、y Text B Culture Tour 4123Contents5 Case Study Text A Structure analysis Understanding Reproduction Text study Words and expressions Notes to the text Idea sharingTEXT A Business English Reading Book 4 Unit 2Business English Reading Book 4 Unit 2Lead-in Q 1 Q 2 Q 3Why do people have negotiations?1.D
3、o you have an experience of negotiation,whether formally or informally?What have you learned from that experience?Business English Reading Book 4 Unit 2Business English Reading Book 4 Unit 2What strategies should we pay attention to when we have a negotiation?Business negotiationhttp:/ the author Ri
4、chard D.Harroch is a Managing Director and Global Head of M&A at VantagePoint Capital Partners,a large venture capital fund in the San Francisco area.His focus is on investing in Internet and digital media companies,and he was the founder of several Internet companies.Richard is the author of severa
5、l books on startups and entrepreneurship as well as the co-author of Poker for Dummies and a Wall Street Journal-bestselling book on small business.He was also a corporate partner at the law firm of Orrick,Herrington&Sutcliffe,with experience in startups,mergers and acquisitions,strategic alliances,
6、and venture capital.Text A Tactics for Successful Business Negotiations Structure analysisPart II(Para.2-15)Tactics for successful business negotiationsPart I (Para.1)Introduction Business English Reading Book 4 Unit 2Business English Reading Book 4 Unit 2Scanning How many tactics for successful bus
7、iness negotiations have been discussed by the author?14Detailed reading(Para.2)What will the worst negotiators prefer to do according to the passage?The worst negotiators may prefer to do all the talking,seeming to want to control the conversation and expound endlessly on the merits of their positio
8、n.Detailed reading(Para.3)According to the passage,you should do all the preparations except_ before a business negotiation?A.reviewing thoroughly the business of the other party B.reviewing the background of the person you are negotiating with C.reviewing what similar deals have been completed by t
9、he other side D.reviewing the training system of competitors of the partyDDetailed reading(Para.4)Why should negotiators keep the negotiations professional and courteous?After all,even after the negotiations are concluded,you may want to do business with this person again,or the transaction may requ
10、ire ongoing involvement with the representative of the other side.Detailed reading(Para.5)What does dynamics mean in this part?A.strength B.motion C.current situation D.advantageDetailed reading(Para.6)Why should negotiators always try to draft the first version of the agreement?This lets you frame
11、how the deal should be structured,implement key points that you want that havent been discussed,and gets momentum on your side.Detailed reading(Para.7)When should a negotiator be prepared to walk away in a negotiation?If you are confronted with an ultimatum that you absolutely cant live with,be prep
12、ared to walk away.Detailed reading(Para.8)What may be the result of negotiating by continually conceding?Continually conceding points(while not getting anything in return)can lead to the exact opposite of what you are hoping for.Detailed reading(Para.9)What does the word“prompt”mean in this paragrap
13、h?A.immediate B.slow C.stagnant D.emergentDetailed reading(Para.10)Why do you want to have competitive alternatives in a negotiation?A.This can enhance your negotiating position.B.This can allow you to make the best decision as to how to proceed.C.You can avoid being locked up into exclusive negotia
14、tions with one bidder.D.All the above statements are true.Detailed reading(Para.11)What should you do to avoid getting stuck on a seemingly intractable issue?The issue should be set aside for the moment and both parties move on to make progress on other issuesDetailed reading(Para.12)Why is it impor
15、tant to Identify who the real decision-maker is?By doing this,we can avoid going through a long and fruitless set of negotiations.Detailed reading(Para.13)Why shouldnt a negotiator accept the first offer?If you dont counter,the other party will be concerned that they offered too much and may end up
16、with buyers remorse and attempt to get out of the deal.Detailed reading(Para.14)What is a Letter of Intent or Term Sheet mainly about?Its maily about your view of the key terms of a deal.Detailed reading(Para.15)Why should you get the help of the best advisors and lawyers in a big or complicated dea
17、l?Because you want real expertise on your side helping you in the negotiations and drafting the contractWords and expressions Para.2 Refrain from talking too much.refrain v.deliberately not do something e.g.Mrs Hardie refrained from making any comment.e.g.He appealed to all factions to refrain from
18、violence.Words and expressions Para.3.understand thoroughly the business of the other party by reviewing their website,their press releases,.press release:a written statement about a matter of public interest which is given to the press e.g.The government had put out a press release naming the men.e
19、.g.There were no press releases from public relations companies.Words and expressions Para.3 Review the background of the person you are negotiating with by reviewing any bio on the companys site,.bio n.（尤其公开发表的）个人简历(biography的缩写)Words and expressions Para.7 Be prepared with market data to back up w
20、hy your price is reasonable.back up establish as valid or genuine;supply evidence to suggest that something is true e.g.Radio signals received from the galaxys centre back up the black hole theory.e.g.Her views are backed up by a 1989 Home Office report on crime.Words and expressions Para.7.if you a
21、re confronted with an ultimatum that you absolutely cant live with.confront v.deal with(something unpleasant)head on e.g.She was confronted with severe money problems.e.g.I was confronted with an array of knobs,levers,and switches.Words and expressions Para.8.they panicked at the prospect of losing
22、the deal.panick v.to suddenly feel frightened or to make sb do this e.g.I panicked when I saw smoke coming out of the engine.at the prospect of sth/of doing sth 一想到 e.g.Smith expressed alarm at the prospect of its diminishment.e.g.They are panicked at the prospect of a free and open debate.Words and
23、 expressions Para.9 So be prompt at responding,.prompt adj.according to schedule or without delay;quick in apprehending or reacting e.g.It is not too late,but prompt action is needed.e.g.Professors can give prompt feedback to students homework Words and expressions Para.9.you should rush through neg
24、otiations and make concessions.concession n.the act of conceding or yielding e.g.The firm will be forced to make concessions if it wants to avoid a strike.e.g.It is unwise of them to advertise their willingness to make concessions at the negotiations.Words and expressions Para.10 In many situations
25、you want to have competitive alternatives.alternative n.something that can be found,used,or done instead of another e.g.New ways to treat arthritis may provide an alternative to painkillers.e.g.It seems clear that he has no reasonable alternative.Words and expressions Para.10.you will often be bette
26、r off if you have alternatives.be better off:be in a more fortunate or prosperous condition e.g.Wed be better off without them as neighbours.e.g.she would have been better off if she had stuck with teachingWords and expressions Para.11 Sometimes its best to suggest that an issue be set aside for the
27、 moment.set aside:to not consider sth,because other things are more important e.g.He urged them to set aside minor differences for the sake of peace.e.g.Lets set aside my personal feelings for now.Words and expressions Para.12.I needed to negotiate with the person who was authorized to make decision
28、s.authorize v.give or delegate power or authority to e.g.She authorized her assistant to sign the papers.e.g.We are willing to authorize the president to use force if necessary.Words and expressions Para.13.and thus be more committed to closing the deal.be committed to 致力于 e.g.The President is commi
29、tted to reforming health care.Notes to the text LinkedIn领英领英(全球全球知名职场社知名职场社交网站交网站):LinkedIn is a business-and employment-oriented social networking service that operates via websites and mobile apps.Founded on December 28,2002,and launched on May 5,2003,it is mainly used for professional networking,
30、including employers posting jobs and job seekers posting their CVs.Notes to the text SEC美国证券交易委员会美国证券交易委员会:the U.S.Securities and Exchange Commission Comprehensive Business English Book 1 Unit 9Comprehensive Business English Book 1 Unit 9Notes to the text Letter of Intent（合同）意（合同）意向书，项目合作意向书向书，项目合作意
31、向书:A letter of intent(LOI or LoI,and sometimes capitalized as Letter of Intent in legal writing,but only when referring to a specific document under discussion)is a document outlining one o r m o r e a g r e e m e n t s between two or more parties before the agreements are finalized.Notes to the tex
32、t Term Sheet 条款清单，条条款清单，条款说明书款说明书:A term sheet is a bullet-point document outlining the material terms and conditions of a business agreement.After a term sheet has been“executed”,it guides legal counsel in the pre p a r a t i o n o f a proposed“final agreement”.Notes to the text M&A transaction并购交易
33、并购交易:Merger and Acquisition transactionNew words and expressions expound kspand v.add details,as to an account or idea;explain;clarify 解释，详细讲解 The speaker has an hour to expound his views to the public.formulate f:mjulet e up with(an idea,plan,or explanation)after a mental effort 构想(CET-4;CET-6)He t
34、ook care to formulate his reply very clearly.entail ntel v.involve,or imply as a necessary accompaniment or result 牵涉，使必然发生 Such a decision would entail a huge political risk.New words and expressions profile prfal n.biographical sketch;a short article about ones life 人物简介(CET-6)A newspaper publishe
35、d profiles of the candidates wives.thereof erv adv.of or concerning this or that 它的，其，关于那，由此 Losses caused as a result thereof shall be borne by the violator.collaborative klbrtv adj.accomplished by collaboration 合作的，协作的(CET-6)Most wikis are collaborative websites.New words and expressions implement
36、 mplment v.pursue to a conclusion or bring to a successful issue使生效，落实，实施(CET-4;CET-6)He tried to implement a technocratic economic policy.momentum mmentm n.an impelling force or strength 动力，势头 Demands for his dismissal have gathered momentum in recent weeks.ultimatum ltmetm n.a final peremptory dem
37、and 最后通牒，最终条件 He gave me an ultimatum:either Tom had to leave,or me.New words and expressions aquirer kwar n.a company or person who buys another company 受让人，需方，收买者 The leisurely time scale says a lot about China as an acquirer.concede knsi:d v.admit,often unwillingly,that something is true;give ove
38、r 承认，让步(CET-6)The organisers of the demonstration concede that they hadnt sought permission for it.derail drel v.to prevent something from continuing as planned 阻挠，使离开正常进程 Opportunistic trades do not have to derail long-time strategies.New words and expressions fixate fkset v.pay attention to exclus
39、ively and obsessively 注视，关注 .An infant with normal vision will fixate on a light held before him.proceed prsi:d v.continue with ones activities;move ahead 继续进行，前进(CET-6)Efforts to reform the Interior Ministry have not yet proceeded very far.lease li:s v.let for money;rent 出租，租借 She hopes to lease th
40、e building to students.New words and expressions viable vabl adj.capable of development;capable of doing what is intended 能活的，切实可行的 Their defense markets are too small to sustain economically viable production runs.intractable ntrktbl adj.difficult to deal with(问题或情况)棘手的,难处理的 It emerged as the most
41、intractable issue of our era.remorse rm:s n.a strong feeling of sadness and regret 懊悔，悔恨 I felt guilty and full of remorse.New words and expressions expedite ekspdat v.cause something to be done more quickly加快进展，迅速完成 That will expedite the project.expertise eksp:ti:z n.special skill or knowledge acq
42、uired by training,study,or practice专门知识或技能，专家的意见(CET-6)They lack the skills and expertise needed for their jobs.Role-play A Business Negotiation Suppose you are looking to lease office space to the manager of a company,and you hired a real estate agant to help you.You three are having a business neg
43、otiation.Text B Global Negotiation Preparation Understanding Reproduction Text study Words and expressions Notes to the textTEXT A Business English Reading Book 4 Unit 2Business English Reading Book 4 Unit 2Words and expressions premise prems v.take something as preexisting and given作为前提(CET-6)Let m
44、e premise my argument with a bit of history.binding band adj.executed with proper legal authority 有约束力的，应履行的 Ricky Burns is under binding promotional and management contracts.hierarchical har:kkl adj.classified according to various criteria into successive levels or layers 按等级划分的 Congress is a colle
45、gial and not a hierarchical body.Words and expressions bog bg v.cause to slow down or get stuck陷入困境，停滞不前 We intended from the very beginning to bog the prosecution down over who did this.verbatim v:betm adj.in precisely the same words used by a writer or speaker 照字面的，逐字的 While we have quoted verbati
46、m,the wikipedia tells the same thing.pending pend adj.be waiting to be dealt with or settled待定的 She had a libel action against the magazine pending.Words and expressions materialize mtrilaz v.happen or appear,after having been invisible 发生，出现 The promotion he had been promised failed to materialize.
47、disposition dspzn n.The pattern that things are arranged部署，战略计划 The general planned the disposition of his soldiers for the battle.revolve rvlv v.be mainly about(a topic)围绕，以为主题 The debate revolves around specific accounting techniques.Words and expressions stagnant stgnnt adj.not growing or changin
48、g;without force or vitality 停滞的，不景气的(CET-6)Due to low investment,industrial output has remained stagnant.gauge ed v.judge tentatively or form an estimate of 评估，判断(CET-6)he gauged possible enemy moves and his own responses.Notes Jeswald W.Salacuse杰斯沃德杰斯沃德.W.萨拉科斯萨拉科斯:Jeswald W.Salacuse is Henry J.Brak
49、er Professor of Law at the Fletcher School of Law and Diplomacy,Tufts University,USA.He is the author of Negotiating Life.With broad experience in higher education,international development,and legal practice,he specializes in international investment law,international negotiation,international busi
50、ness transactions,and law and development.Notes BATNA达成谈判协议的最佳选择方案:Best Alternative to a Negotiated Agreement vice versa反之亦然:“vice versa”is used to indicate that the reverse of what you have said is true.For example“women may bring their husbands with them,and vice versa”means that men may also brin
