外贸英语阅读总复习--英译汉.docVIP

Unit 1 Every facet of human life from our happiness in families to our satisfaction in careers as well our collective well-being on the earth, depends much on negotiation. 人类生活的各个方面，从家庭的幸福到对我们事业的满足以及人类社会的集体利益，在很大程度上都依赖于谈判。 It is not surprising that negotiation processes and outcomes are studied in variation disciplines such as political science, economics, psychology and sociology. 不难理解，谈判的过程和结果已成为政治学经济学心理学以及社会学等多门学科研究的对象。 Any exchange situation, in which a pair of individuals(or organization) can engage in mutually beneficial trade but have conflicting interests over the term of trade, is a bargaining situation. 任何交易情景，只要涉及两个人（或组织）进行互利交易而在交换条件上存在利益冲突的时候，都是一个讨价还价的情景。 Negotiation situations sometimes present difficult decisions because of the combination of self-interest and mutual dependency. 谈判情景有时会使决策产生困难，因为各自的利益和彼此的依赖性缠绕在一起。 The main issue that confronts the players in a bargaining situation is the need to reach agreement over exactly how to cooperate. 在讨价还价过程中，当事人所遇到的主要问题就是对合作的确切方式达成协议。 Unit 2 The coach of a team has formal influence in initiating practice sessions starting players and substitutes, and so forth. 一个运动队的教练在决定开始训练时间、选择上场队员和替补队员等方面有正式影响。 Formal influence is influence prescribed for the holder of an “office” or a position in a particular social system. 正式影响是按规定赋予担任“公职”的人或者在某个社会体制中任职人员的影响。 Even the person who follows directions that he or she knows are wrong out of fear of being fired or punished had influence on the behavior of the “tyrant”. 甚至，一个人知道他或者她执行的指示是错误的，但他或她非常害怕被解雇或者遭到惩罚，他或她对专权人的行为也是有影响的。 4. We must be careful then to remember that influence only succeeds in moving others in desired directions when the net influence is greater. 我们应该牢记：只有在净影响大的情况下，实施影响才会在期望的方向上起到鼓动他人的作用，获得成功。 Subordinates don’t always know how to work well, don’t always work as hard as is necessary, and don’t automatically care about the unit’s or organization’s success. 下属并不总是制单如何把工作干好，并不总是按照要求去努力工作，并且不总是能自觉关心单位或组织的成功。 Unit 3 1. The pretesting research increases the