商务英语谈判试题.doc

商务英语谈判试题 篇一：商务英语谈判考题 湖北三峡*************学院 2011年春季学期《商务英语谈判》试卷 适用班级__________________________ 考试班级_______________ 姓名_____________ 学号________________ 一、 Composition（50分） 1. Case study You represent a shoe manufacturer. Your latest product is the so-called “self-heating” boots. The boots themselves control the temperature inside automatically through friction and rubbing of your feet against the inner side Shanghai,＄58 a pair. Now an American businessman wants to place an order for your shoes, but the price he counter-offers is only＄48 a pair. Now you are negotiating. Questions: A. What should you learn before you begin to bargain with the American buyer’s team? B. Do you really believe ＄48 a pair is his minimum level? Why? 第1页（共3页） 2. Case study On one occasion we received a proposal from a company that was interested in doing work for a client of ours as a subcontractor. We studied the proposal very carefully and decided that there were fourteen points that we would like to win. While not all fourteen were crucial to us, if we could win them it would provide a particularly satisfactory outcome for our client. The negotiation was undertaken at our client抯 office. When the subcontractor抯 staff arrived, we greeted them warmly. Once they were comfortably seated, we said: 揧our proposal is excellent, and we are delighted with it. But there are forty-one points that we have to discuss if we are to reach agreement. Would you like to write them down?? The subcontractor抯 negotiators dutifully listed the issues. When we reached point forty-one we simply said, 揅an we start with number one??Then we went straight into negotiation. Note carefully the dynamics of the situation. The subcontractor抯 staff have just broken guideline three and were now negotiating forty-one points that they are never seen, planned and prepared for before. What抯 more, twenty-seven of those points ere figments of our imagination. We simply made them up. We used them to create r