世纪商务英语综合教程专业篇unit2.ppt

Text B Part 1 Complete the following summary with the missing information. 1. Comprehension 　　The best alternative to a negotiated agreement or BATNA is the _________________ taken by a party to obtain the same value as expected. It should be __________ before the start of negotiations, and persisted in the course of negotiation, otherwise, there is no _____ in proceeding. So it’s essential to ______________ all considerations and accurately ______ them except for those not easily __________ and ___________ factors. BATNA is used as a safety net as well as a point of ________ in negotiations. the course of action ascertained point take into account value measurable quantifiable leverage Text B Part 2 Decide whether the following statements are True or False. 1. Comprehension 1. According to negotiation theory, BATNA means another agreement that will be reached by a party if the current negotiation fails and an agreement cannot be reached. 2. Before the start of a negotiation, the parties should have ascertained their own individual BATNA. 3. To ensure the deals are accurately valued, all the considerations that should be taken into account are usually measurable definitely. 4. BATNA is seen in negotiation fields merely as a safety net. 5. Most managers overestimate their BATNA. (　) (　) (　) (　) (　) F T F F T Text B ascertain resolution live up to offset figure out leverage faulty reject assure assumption 1. He replied that the UN had passed three major _________ calling for a complete with drawl. 2. The money will be used to repair ______ equipment. 3. His position as mayor gives him ________ to get things done. 4. I can ______ you of the reliability of the information. 5. Sales have not __________ expectations this year. resolutions Part 1 Complete the sentences with the following expressions. Change the form where necessary. 2. Vocabulary faulty leverage assure lived up to Text B ascertain resolution live up to offset figure out