Para. 6-16

1. adapt

a) V-T/V-I If you adapt to a new situation or adapt yourself to it, you change your ideas or behaviour in order to deal with it successfully. 适应

The world will be different, and we will have to be prepared to adapt to the change.

这个世界将会不同，所以我们必须准备好适应变化。

b) V-T If you adapt something, you change it to make it suitable for a new purpose or situation. 改装

Shelves were built to adapt the library for use as an office.

做了个书架，以便将这个图书馆改作一个办公室用。

Para. 6

1. A Russian student of mine told me, “In Russia we enter the negotiation ready for a great big debate.

Ø Structure:

ready for a great big debate: subject complement主语补语

2.  If your Russian counterpart tells you passionately that he completely disagrees with every point you have made, it’s not a sign that things are starting poorly.

Ø Structure Analysis

Question: What are the grammartical function of each underlined part introduced by "that" ---that he completely disagrees with every point you have mad;  that things are starting poorly.？（语法相关任务可以用中文作答）

Ø Translation:

如果你的谈判方激情四射地表达着对你每一个观点的不满，这不是一个坏的开始。

 

Para. 7

1. provoke

a) V-T If you provoke someone, you deliberately annoy them and try to make them behave aggressively. 对…挑衅

e.g. He started beating me when I was about fifteen but I didn't do anything to provoke him.

我大约十五岁时，他开始打我，但我并没有做什么招惹他的事情。

b) V-T If something provokes a reaction, it causes it. 引起

e.g. His election success has provoked a shocked reaction.

他的竞选胜利已经引起了震惊的反应。

2. An American manager named Sean Green, who had spent years negotiating partnerships in Mexico, told me that he quickly learned that if he wanted to make progress toward a deal, he needed to say things like “I do not quite understand your point” and “Please explain more why you think that.”

Ø Structure Analysis:

Question: What are the grammartical function of each underlined part ---who had spent years negotiating partnerships in Mexico; that he quickly learned that if he wanted to make progress toward a deal？（语法相关任务可以用中文作答）

Ø Translation:

一名在墨西哥有多年谈判经验的美国经理肖恩·格林说，如果要在墨西哥取得谈判的进展，对于不满意的条款要使用诸如“我可能不是很理解您的意思”或者“能不能再解释一下您的观点”的表达方式。

Para. 8

1. The key is to listen for verbal cues—specifically, what linguistics experts call “upgraders” and “downgraders.” 

Ø listen for vs. Listen to

l Listen for .... 在听力过程中，专门寻找某些特定的信息，如关键词、特定的情感、特定的语法、特定的修辞等。

l Listen to .... 听力过程中，全面听取信息以便理解所听内容，从而更好地进行交流。也有“听从”之意。

Ø Sentence Analysis:

the underlined part after dash is the appositive of verbal cues, 做verbal cues的同位语。

Ø Translation:

表达异议的关键在于语言学家称为“升级词”和“降级词”的语言暗示。

2. Upgraders are words you might use to strengthen your disagreement, such as “totally,” “completely,” “absolutely.” Downgraders—such as “partially,” “a little bit,” “maybe”—soften the disagreement.

Ø Sentence Analysis:

Question: What are the grammartical function of each underlined part ---Downgraders—such as “partially,” “a little bit,” “maybe”—soften the disagreement?（语法相关任务可以用中文作答）

para 9.

In other cultures such self-expression not only feels intrusive or surprising but may even demonstrate a lack of professionalism.

Ø self-expression n. the expression of one’s individuality (usually through creative activities)

e.g. He regarded poetry as sentimental self-expression.

他认为诗歌是一种多愁善感的自我表达。

e.g. You should encourage your child’s attempts at self-expression.

你应该鼓励孩子尝试自我表达。

Ø intrusive adj. disturbing your mood or your life in a way you do not like

e.g. The photographer was pushy and intrusive. 摄影师咄咄逼人。

Ø professionalism n. the high standard that you expect from a person who is well trained in a particular job

e.g. We were impressed by the professionalism of the staff.

员工的专业精神给我们留下了深刻的印象。

e.g. Their duties were carried out with commitment and professionalism.

他们以承诺和专业精神履行职责。

Ø demonstrate

a) V-T To demonstrate a fact means to make it clear to people. 证明

e.g. The study also demonstrated a direct link between obesity and mortality.

b) V-T If you demonstrate a particular skill, quality, or feeling, you show by your actions that you have it. 展现 (才能、品质、感情)

c) V-I When people demonstrate, they march or gather somewhere to show their opposition to something or their support for something. 游行示威

d) V-T If you demonstrate something, you show people how it works or how to do it. 展示

Ø Paraphrase: In other cultures, if you express yourself in such an emotional and sensitive manner, the other negotiators may feel offended or uncomfortable; they may even think you are not a qualified businessman. 

Ø Translation:

但是在另外一些国家，这种个人情感的表达则被视为冒犯他人的甚至有悖专业性的举动。

 

Para. 10

1. What makes international negotiations interesting (and complicated) is that people from some very emotionally expressive cultures—such as Brazil, Mexico, and Saudi Arabia—may also avoid open disagreement.

Ø Sentence Analysis

Question: What are the grammartical function of each underlined part ---What makes international negotiations interesting (and complicated) & ---that people from some very emotionally expressive cultures—such as Brazil, Mexico, and Saudi Arabia—may also avoid open disagreement?

2. perceive

a) V-T If you perceive something, you see, notice, or realize it, especially when it is not obvious. 感知到

e.g.Students must perceive for themselves the relationship between success and effort.

学生们必须自己去认识到成功与努力之间的关系。

b) V-T If you perceive someone or something as doing or being a particular thing, it is your opinion that they do this thing or that they are that thing. 认为

e.g. Stress is widely perceived as contributing to coronary heart disease.

压力普遍被认为能造成冠心病。

3.  If you disagree with me too strongly, I would read that as a signal that you don’t like me.”

Ø Sentence Analysis:

    Question: What are the grammatical function of each “that” used in this sentence? （语法相关任务可以用中文作答）

Ø Translation:

如果你表达异议的方式太过激进，我可能会把它视作你讨厌我的信号”

Para. 12

1. So the second rule of international negotiations is to recognize what an emotional outpouring signifies in the culture you are negotiating with, and to adapt your reaction accordingly.

Ø Sentence Analysis:

①　宾语从句：...........what an emotional outpouring signifies in the culture you are negotiating with， 做recognize的宾语。

②　省略that的定语从句：..............you are negotiating with

Ø Paraphrase:

The second rule of international negotiations is to find out what an emotional reaction means in the culture you are negotiating with, and act in a way people can accept or relate to.

2. Was it a bad sign that the Swedish negotiators sat calmly across the table from you, never entered into open debate, and showed little passion during the discussion?

Ø Sentence Analysis

Question:What is the grammartical function of the underlined part? （语法相关任务可以用中文作答）

Ø Translation:

如果瑞典的谈判方一直平静地坐在那里，从未进行公开的辩论并且没有表现出多少谈判的激情，这是一件坏事么？

3. But if you encountered the same behavior while negotiating in Israel, it might be a sign that the deal was about to die an early death.

Ø Sentence Analysis: 同位语从句，解释说明sign的内容

Ø die a/an + adj. + death

die an early death 英年早逝，早年夭折

live a/an + adj. + life 

para. 13

 

1. During a negotiation, both parties are explicitly considering whether the deal will benefit their own business and implicitly trying to assess whether they can trust each other.

Ø benefit

a) N-VAR 益处、成效；N-UNCOUNT 好处 ；N-UNCOUNT 优势；N-VAR 福利；N-COUNT 义演 [oft N n]  

b) V-T/V-I If you benefit from something or if it benefits you, it helps you or improves your life. 有益于; 得益

e.g Both sides have benefited from the talks.

c) PHRASE If you give someone the benefit of the doubt, you treat them as if they are telling the truth or as if they have behaved properly姑且信其为真

d) PHRASE If you say that someone is doing something for the benefit of a particular person, 为了某人的利益

Ø Paraphrase: During a negotiation, both parties obviously want the deal to be mutually beneficial; they are also secretly trying to figure out if they can trust each other.

Ø Translation:

在任何谈判中，双方明显都在权衡交易能否使自己获益，同时暗自试探是否可以信任对方。

2. Here cultural differences hit us hard.

Ø hit sb hard: to have a bad influence; to undermine

e.g. The death of his friend hit John hard. 朋友的死对约翰打击很大。

e.g. The investor was hit hard by the falling stock prices. 

股票价格下跌使投资者受到了沉重的打击。

hit sth hard: to cause sth to be much less successful (usually passive)

e.g. The tourist trade has been hit hard following the recent floods. 

最近的洪水使旅游业受到严重打击。

Ø Paraphrase: Here cultural differences had a bad influence.

Ø Translation: 文化差异对我们有重大影响。

3.  How we come to trust someone varies dramatically from one part of the world to another.

Ø Sentence Analysis: 主语从句

Ø Translation:

在建立信任关系上，各国的文化差异表现尤为显著。

 

para. 14

1. Initially, he felt he was struggling to get the information his side needed, so he asked his company’s China consultant for advice.

Ø struggle

a) N-VAR 努力、斗争; N-COUNT 扭打； N-SING 很费劲的事

b) V-T/V-I If you struggle to do something, you try hard to do it, even though other people or things may be making it difficult for you to succeed. 努力; 斗争

e.g. They had to struggle against all kinds of adversity.

c) V-I If you struggle when you are being held, you twist, kick, and move violently in order to get free. 挣扎

d) V-RECIP If two people struggle with each other, they fight. 扭打

e) V-T/V-I If you struggle to move yourself or to move a heavy object, you try to do it, but it is difficult. 艰难地移动

f) V-T/V-I If a person or organization is struggling, they are likely to fail in what they are doing, even though they might be trying very hard. 在困境中挣扎; 竭力维持 [only cont]

e.g. The company is struggling to find buyers for its new product.

这个公司正竭力为它的新产品寻找买主。

Ø Sentence Analysis： 宾语从句：两处省略that

Ø Translation:

在沟通过程初期很难获得他们公司需要的谈判信息，无奈向他们公司的中国顾问咨询。

 

2. The consultant suggested that Katz was going at the deal too quickly and should spend more time building trust.

Ø go at sth: to start doing sth in an energetic, enthusiastic way; to approach

e.g. He went at the job with a lot of energy. 他以很大的干劲干那份工作。

Ø Sentence Analysis： 宾语从句

Ø Paraphrase: The consultant pointed out that Katz was too eager to close the deal and failed to build trust first.

Ø Translation:

中国顾问认为卡茨在谈判中操之过急，应该花更多的时间来获取中方信任。

3. The problem is that you need to approach them from a relationship perspective, not a business perspective.

Ø approach v. to make advances to sb, usually with a proposal or suggestion; to move towards; to begin to deal with

e.g. We have been approached by a number of companies that are interested in our product. 有好几家对我们的产品感兴趣的公司找过我们。

e.g. I’d like to ask his opinion but I find him difficult to approach (= not easy to talk to in a friendly way). 我想问问他的意见，但我发现很难接近他。

Ø perspective n. a way of regarding situations or topics

e.g. Try to see the issue from a different perspective. 试着从不同的角度看这个问题。

e.g. a report that looks at the education system from the perspective of deaf people

一份从聋人的角度看教育系统的报告

Ø perspective on sth

e.g. His experience abroad provides a wider perspective on the problem.

他在国外的经历使他以更广阔的视角看待这个问题。

Ø get/keep sth in perspective: to think about a situation or problem in a wise and reasonable way高瞻远瞩 

e.g. You must keep things in perspective — the overall situation isn’t really that bad.

你必须正确地看待事情——总体情况并没有那么糟糕。

Ø put sth in(to) perspective: to compare sth to other things so that it can be accurately and fairly judged正确地看待

e.g. Total investments for this year reached $53 million, and, to put this into perspective, investments this year were double those made in 2013.

今年的总投资达到了5300万美元，从这个角度来看，今年的投资是2013年的两倍。

Ø Sentence Analysis:

Question:What is the grammartical function of the underlined part? -- that you need to approach them from a relationship perspective, not a business perspective? （语法相关任务可以用中文作答）

Ø Paraphrase: You need to approach it from a relationship angle, not a pure business angle.

Ø Translation:

“问题在于你应该从建立关系的角度去接近他们，而不是从公事公办的角度。

4. You won’t get what you want unless you develop trust differently.

Ø Sentence Analysis: 宾语从句

Ø Translation:

你如果不改变建立信任的方式，就不会得到你想要的谈判信息”。

Para. 15

 

Cognitive trust is based on the confidence you feel in someone’s accomplishments, skills, and reliability.

Ø Sentence Analysis: 宾语从句省略that

 

para. 16

Chinese managers, however, connect the two, and the interplay between cognitive and affective trust is much stronger.

Ø interplay n. reciprocal action and reaction

e.g. The interplay of social and political trust is even more crucial for crisis and post-conflict countries.

社会和政治信任的相互作用对危机国家和冲突后国家更为重要。 

e.g. the interplay between politics and the environment 政治和环境之间的相互作用

e.g. the subtle interplay of colors 色彩之间微妙的相互作用 

Ø Paraphrase: However, Chinese managers combine the emotional and the practical, and cognitive and affective trust affect each other much more. 

Ø Translation:

中国的商人则将两者结合，认知型和情感型的信任融为一体.

Question:语音作答。

（1）How do different cultures express diagreement, according to the author?

（2）What do you know about "trust" after reading the text? Elaborate on its categories.