商务交际与谈判答案.doc

《商务交际与谈判》作业答案 平时作业： Chapter One = 1 \* ROMAN I. Please answer the following questions briefly. 1. What are the major features of international business negotiation? 1) In international negotiations the parties must deal with the laws, policies and political authorities of more than one nation. These laws and policies may be inconsistent, or even directly opposed. A second factor unique to international business is the presence of different currencies. 3) A third element common to international business negotiations is the participation of governmental authorities 4) International ventures are vulnerable to sudden and drastic changes in their circumstances. 5) International business negotiators also encounter very different ideologies. 6) Cultural differences are an important factor in international negotiations. 2. What problems different currencies might give rise to in the international trade? 1) Exchange rate varies over time, which may result in unexpected losses or gains. 2) Each government generally seeks to control the flow of domestic and foreign currencies across their national boundaries. 3. Please list some possible sudden and drastic risks that international ventures are vulnerable to in their circumstances, and then give some suggestions to combat these risks. Risks: War or revolution, changes in government, currency devaluation, … Means to combat these risks: -employing political risk analysts, -by foreign investment insurance, -and by Force Majeure clauses. 4. Please list the 3 steps involved in practical negotiations. -Preparation for negotiation; -Process of negotiation; -Signing a business contract 5. How to make preparations for international negotiation? 1) set the target for negotiation; 2）establish business relations 3) get as much information as possible; 4) make a feasible negotiation plan 6. What items does a complete contract usually include? title 契约名称 preamble 约首 names and statutory addresses