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Para. 1-3

1. Tim Carr, an American working for a defense company based in the Midwestern United States, was about to enter a sensitive bargaining session with a high-level Saudi Arabian customer, but he wasn’t particularly concerned. 

Language points:

Ø defense：（defence)

①　n. It is action that is taken to protect someone or something against attack. 保护; 防卫

            e.g.The land was flat, giving no scope for defence.  土地非常平坦，无法做防卫之用。

②　n. It is the organization of a country's armies and weapons, and their use to protect the country or its interests. 国防机构

           e.g. Twenty-eight percent of the federal budget is spent on defence. 百分之二十八的联邦预算用于国防。

③　n. A defence is something that you say or write which supports ideas or actions that have been criticized or questioned. 辩词

    e.g. Chomsky's defence of his approach goes further. 乔姆斯基对自己做法的辩解更进了一步。

Ø base:

①　N-COUNT The base of something is its lowest edge or part. 底边; 底部

    e.g. There was a bike path running along this side of the wall, right at its base.

 沿着墙的这一边，就在墙脚下，有一条自行车道。

②　N-COUNT A position or thing that is a base for something is one from which that thing can be developed or achieved. 基础

③　N-COUNTA  military base is a place that part of the armed forces works from. (军事) 基地

    e.g. Gunfire was heard at an army base close to the airport.

在临近机场的一个军事基地听到了枪声。

④　V-T(及物动词）If you base one thing on another thing, the first thing develops from the second thing. 以…为基础

    e.g.  He based his conclusion on his investigation done in 10 domestic enterprises.

            His conclusion is based on his investigation done in 10 domestic enterprises.

Ø based: adj. If you are based in a particular place, that is the place where you live or do most of your work. See also . 基地 (或总部) 在…的

    e.g. Both firms are based in America. 两家公司的总部都位于美国。

Ø Midwestern United States: 美国中西部

Ø a sensitive bargaining session 敏感的谈判环节

Ø concern:  

①　U-NCOUNT Concern is worry about a situation. 担忧

    e.g. The move follows growing public concern over the spread of the disease.

            该行动是针对公众日益增长的对该疾病传播的担忧而采取的。

②　V-TIf something concerns you, it worries you. 使担忧  

  e.g. The growing number of people seeking refuge in Thailand is beginning to concern Western aid agencies.  日益增多的到泰国寻求避难的人数开始让西方援助机构感到担忧。                                       

③　concerned adj. 感到担忧的

  e.g. Academics and employers are concerned that students are not sufficiently prepared for college courses.

 学术界和用人单位都担心学生们对大学课程没有做好足够准备。

Ø Structure Analysis: （语法相关任务可以用中文作答）

①　What is the main structure of the sentence? 这个句子的主干部分是什么？

②　What is the grammatical function of the underlined part -- "an American working for a defense company based in the Midwestern United States"  in the sentence? 句中下划线部分的语法成分是什么？

③　What is the grammatical function of the underlined part -- "working for a defense company based in the Midwestern United States"  in the sentence? 句中下划线部分的语法成分是什么？

提示：将自己思考的答案提交到下面的测试里，提交即得正确答案和解析。

Ø Translation:

        蒂姆·卡尔是美国中西部一家军工企业的职员，即将与一名沙特阿拉伯的高层官员客户进行敏感的谈判。但是他不是很担心谈判的结果

2. up front：in advance, at the beginning

e.g. You can’t help being biased so you may as well be up front about it.

                    你难免会有偏见，所以你最好还是坦率地说出来。 

e.g. He wants all the money up front or he won’t do the job.

                   他要把所有的钱都先交出来，否则他就不干了。

3. have been there, done that: to have previous experience

e.g. People who have 'been there, done that' are more than happy to share information about what they know. 

             “已经在那儿，已经这样做的”人们很愿意分享他们知道的信息。

4. Questions:

1) What is BATNA?

2) What are the basic principles Tim Carr have learned from the training?

3）How did Tim Carr feel before his negotiation with the high-level Saudi Arabian customer? 语音作答。

5. proceed

a) V-T If you proceed to do something, you do it, often after doing something else first. (做完某事之后) 接着 (做另一事)

e.g. He proceeded to tell me of my birth.

b) V-I If you proceed with a course of action, you continue with it. 继续进行 (某行动) [正式]

E.g.The group proceeded with a march.

c) V-I If an activity, process, or event proceeds, it goes on and does not stop. (活动、过程、事件等) 继续

d) N-PLURAL The proceeds of an event or activity are the money that has been obtained from it. (某事件或活动带来的) 收入

6. steer: V-T   If you steer people toward a particular course of action or attitude, you try to lead them gently in that direction. 引导

e.g. The new government is seen as one that will steer the country in the right direction. 

                新政府被认为能将这个国家引向正确的方向。

7. would-be customer: =potential customer 潜在客户

8. “So let me just review, ” he said “You’ve agreed that you will provide the supplies for next year’s project and contact your counterpart at the energy office to get his approval. Next you’ve said that you will….”  

Ø Question: What can you get from the underlined part of the sentence? 语音作答。

Ø Structure Analysis: What are the grammatical function of the two underlined parts? 句子中两处下划线部分的语法成分是什么？（语法相关任务可以用中文作答）

Ø Translation:

“现在让我回顾一下今天谈判的成果，贵方已经同意为明年的项目提供物资，并且联系您在能源部门的同事征得同意。接下来您说要……”

5. But when Carr finished his detailed description of who had agreed to what, he was greeted with silence. Finally a soft but firm voice said, “I told you I would do it. You think I don’t keep my promises? That I’m not good on my word?”

Ø 

Ø greet

a) V-T When you greet someone, you say "Hello" or shake hands with them. 向…问好; 迎接

e.g. She liked to be home to greet Steve when he came in from school.

b) V-T If something is greeted in a particular way, people react to it in that way. 对…作出反应 [usually passive常用被动语态形式]

e.g. His research was greeted with skepticism by advocates for children, who thought it was based on faulty data.

Ø keep one’s promise 遵守诺言

Ø be good on one’s word 说话算话

Ø Structure Analysis

Question: 

1) What is the grammatical function of the underlined part ---Carr finished his detailed description of who had agreed to what? （语法相关任务可以用中文作答）

2) What are the grammatical phenomenon used in this sentence --- I told you I would do it. You think I don’t keep my promises? That I’m not good on my word？” （语法相关任务可以用中文作答）

Ø Translation: 当卡尔将谈判的细节总结完毕时，对方却一阵沉默。终于，沙特的客户在电话另一头用柔和但坚定的声音说：“我已经说过了我会做的，你难道认为我不会信守承诺吗？难道我的话一钱不值么？”

4）Why did he fail in making the deal? What did the Saudi Arabian customer think Carr’s behavior implied? 语音作答。