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1.The achievement of negotiation goals and the resolution of conflicts in negotiation are decided by good communication skills and right communication processes.

2.The more information negotiators have about both parties，the better outcomes they can expect.

3.The offer-counteroffer process is dynamic and interactive，and subject to situational and environmental constraints.

4.Negotiators should be always ready to share their outcomes and their reactions to outcomes with the other party if they want to negotiate successfully with the other party.

5.Communication about the negotiation process is under no circumstances helpful.

II.Answer the following questions.

1.What do you think of the influence of the exchange of accurate information on negotiation outcomes？

2.What do a negotiator's preferences reflect？

3.What is a communicative framework for negotiation based on？

4.What does the existence of a BATNA change in a negotiation？

5.What type of communication is necessary in a negotiation when negotiators need to justify bad news to the other party？

I.Match the words and expressions on the left with the explanations on the right.

1.irrational　　a.choice of two or more possibilities；one of two or more possibilities

2.negotiator　　b.make（sth）less severe，violent or painful；moderate

3.conveyance　　c.fundamentally；essentially

4.underlying　　d.degree of sth；extent

5.in essence　　e.thing bought or sold for less than its usual price

6.bargain　　f.someone who confers with others in order to reach an agreement or a settlement

7.measure　　g.strategic advantage；power to act effectively

8.alternative　　h.the act of moving something from one location to another

9.leverage　　　i.not guided by reason；illogical or absurd

10.mitigate　　j.being or involving basic facts or principles；rudimentary

II.Determine the exact meaning of each of the underlined words and translate each sentence into Chinese.

1.This shirt was drastically reduced in the sale.

2.The fire reduced the house to ashes.

3.The reform has reduced us to servants of the State.

4.Let's learn how to reduce a compound to its constituent elements.

5.The essence of his argument is that capitalism cannot succeed.

6.Speed is of the essence in dealing with an emergency.

7.We've decided to negotiate with the employers about our wage claim.

8.The horse negotiated the fence with ease.

9.Try to develop a more critical attitude，instead of accepting everything at face value.

10.The film has received critical acclaim.

11.Her help was critical during the emergency.

12.She resolved that she would never see him again.

13.Her arrival did little to resolve the situation.

14.Why not resolve a complex argument into its basic elements？

15.His opposition served only to strengthen our resolve.

III.Complete each of the following sentences with an appropriate form of the word given in brackets.

1.Most relationships between parties may be________in one of three ways:independent，dependent，or interdependent.（character）

2.Much of what people communicate to one another is transmitted with communication.（verbal）

3.Successful negotiation involves the management of tangibles and also the________of intangibles.（resolve）

4.People differ in their________of what something is worth or the future value of an item.（evaluate）

5.How parties communicate in negotiation would seem to depend on the ability of the speaker to encode thoughts properly，as well as on the ability of the listener to understand and decode the________message（s）.（intend）

6.E-mail，as a ubiquitous mode of personal and organizational communication，can be viewed as simply another form of written communication that happens to involve electronic________.（transmit）

7.More research is needed to provide negotiators with advice about how to overcome the negative effects of________and cognitive biases in negotiation.（perceive）

8.Overconfidence is the________of negotiators to believe that their ability to be correct or accurate is greater than is actually true.（tend）

9.Negotiators sometimes maintain commitment to a course of action even when that commitment constitutes________behavior on their part.（rationality）

10.Our brains screen and________information so that we can understand the world around us without being overwhelmed by it.（category）

11.Large bargaining mixes can________negotiations because they present so many possible combinations of issues to consider，and combining and evaluating all these mixes makes valuing the deal very complex.（long）

12.A negotiator with very strong alternatives has________power because he or she doesn't need this negotiation to succeed in order to achieve a satisfactory outcome.（consider）

13.Our budget needs drastic________.（revise）

14.________your child will leave home to lead her own life as a fully independent adult.（event）

15.There are factors that________influence the sex of an offspring.（subtle）

IV.Fill in the blanks，each using one of the words in its appropriate form.

Model:The two firms were joined up to reduce competition.

1.The patient was________to have difficulty in standing and walking.

2.We have to sell the rest fruits at a huge________before they go rotten.

3.On the________of their recent matches it's unlikely the Spanish team will win the cup.

4.The most________of the three，she was the first to realize the potential danger of their situation.

5.The two things are the same in outward form but different in________.

6.Overwork has________him to a physical wreck.

7.It's been believed for centuries that great writers，composers，and scientists are________quite different from ordinary people.

8.He is interested in how our________of death affect the way we live.

9.The structure of the universe may not be________to a problem in physics.

10.We only had time to pack a few________before we fled away from the flood-stricken village.

11.He looked at his children with________pride.

12.The patient has improved________.

13.From childhood，he was________at once rebellious and precocious.14.All the buildings in the town have been________to rubble.

15.“Is money________to happiness？”That is a question puzzling many people.

V.Choose the right word to complete each sentence.

1.“Marry________，repent at leisure”is an English saying which means if one gets married too hurriedly one may regret it for a long time.

A.for haste　B.in haste　C.in hassle　D.with hassle

2.His criminal activities led to complete________from his family.

A.alienation　B.disgrace　C.destruction　D.depletion

3.I'd like to stay if it's not too much of an________on you.

A.implement　B.imploration　C.imposter　D.imposition

4.Alice，who is generally regarded as a haughty girl，actually________to say hello to me in the street today.

A.ascended　B.descended　C.condescended　D.condensed

5.They________the boredom of waiting by singing songs.

A.elevated　B.allocated　C.leveled　D.alleviated

6.Paul's mother had him________because she couldn't look after him herself.

A.adopted　B.adapted　C.adept　D.adroit

7.Can you________your accusations against him？

A.substitute　B.substantiate　C.sustain　D.subordinate

8.The actor developed a close________with his audience.

A.rampant　B.rapport　C.support　D.proponent

9.Isn't the meat a________tough？

A.trifle　B.rifle　C.ruffle　D.shuffle

10.He was________from all responsibility for the accident.

A.extracted　B.exemplified　C.distracted　D.exonerated

11.You should exercise extreme________when driving in fog.

A.exhaustion　B.alert　C.caution　D.indifference

12.My friend John and I have________enthusiasm for music.

A.mutual　B.reciprocal　C.joint　D.same

13.Modern________perhaps causes more problems than it solves.

A.technique　B.technology　C.tactics　D.strategy

14.To obtain a satisfactory result，one must apply two________of paint on a clean surface.

A.layers　B.strata　C.coats　D.times

15.Miss Green was________＄100 for driving after drinking.

A.punished　B.fined　C.charged　D.accused

Decide which of the choices given below would best complete the passage if inserted in the corresponding blanks.

Using translators or interpreters allows you the opportunity to give your complete attention to the negotiation itself.Both sides can negotiate more comfortably and it____1__a more productive environment.

____2__，there are____3__to consider.Using a translator distances the two parties，and makes__4__somewhat awkward to develop a more____5__relationship.Secondly，if your interpreter isn't as proficient as you____6__，the context of translation could end up being“as clear as mud”.

There are two types of translation services which could be employed in international negotiations.The first is called____7__translations whereby the translation is continuous.This type of translation service is generally used by larger international organizations or diplomatic functionaries.It requires specially trained interpreters and expensive equipment.The second type is known as consecutive translations where one or more interpreter，convey your message in____8__form.This__9__type of translation service is the more common one that is___10___in international business negotiations.

Depending on their proficiency and fluency，you will need a translator who is fully fluent in both languages.___11___，you might need to consider___12___two translators so that one can translate your counterpart's language into___13___，while a second translator can translate English into your counterpart's language.___14___this might sound strange，an interpreter's language skills may not necessarily be___15___for both languages.

1.A.allows　B.allows for　C.permits　D.permitting

2.A.Moreover　B.Overall　C.However　D.All in all

3.A.drawbacks　B.setbacks　C.advantages　D.priorities

4.A.them　B.that　C.him　D.it

5.A.personable　B.private　C.personalized　D.personal

6.A.consider　B.thought　C./　D.imagine

7.A.free　B.literal　C.simultaneous　D.spontaneous

8.A.segment　B.unified　C.united　D.integrated

9.A.former　B.formal　C.later　D.latter

10.A.founded　B.utilized　C.hired　D.patronized

11.A.Otherwise　B.Therefore　C.In addition　D.In sum

12.A.to use　B.using　C.use　D.equipping

13.A.English　B.Chinese　C.French　D.Japanese

14.A.As　B.Despite　C.Seeing that　D.Although

15.A.comparative　B.compatible　C.related　D.contrastive

I.Combine the sentences in each group below into just ONE sentence，paying special attention to the right use of subordinate clause.

Model:He is growing old.Nothing can hide the fact.

Key:Nothing can hide the fact that he is growing old.

1.He works hard.The fact does not necessarily mean that he is a competent leader.

2.I have an arrangement with my bank.By the arrangement they let me use their money and repay them next month.

3.I have a complacent feeling.I feel that I'm highly intelligent.

4.She is going to spend the winter holidays in Hainan.She has some relatives there.

5.He won the first gold medal at the 23rd Olympic Games.The news soon spread throughout the country.

6.He might change his mind at the last minute.We thought that was highly probable.

7.I moved that the vote be postponed.He seconded my motion.

8.The story happened in the late 19th century.At that time，China was suffering from the invasion of western powers.

9.We'd better take the telescope with us.Perhaps it is needed.

10.I'll lend you my computer.The condition is that you keep it in good shape.

II.Read through each of the following incomplete sentences and fill in each blank with just ONE word without changing the meaning of the original sentence.

Original:They need more help in English.That is quite obvious.

Rewritten:It is quite obvious that they need more help in English.

1.We must hurry off.Otherwise，we might miss the bus.

We must hurry off________we might miss the bus.

2.He feared that he might not be able to finish the work.The fear disturbed him greatly.

________he might not be able to finish the work disturbed him greatly.

3.We are badly in need of something.It is raw material.

________we are badly in need of is raw material.

4.You can go out.But you should promise to be back before 11 at night.

You can go out________________________you promise to be back before 11 at night.

5.The aircraft was flying at a very high altitude.We could hardly see it.

The aircraft was flying at________________________high altitude________we could hardly see it.

III.Choose the best one to complete each sentence.

1.________，the mountain looks like an elephant.

A.Having seen from a distance

B.Having been seen from a distance

C.Seeing from a distance

D.Seen from a distance

2.He reads the newspaper at breakfast table，________is usual with him.

A.that　B.as　C.what　D.such

3.________native to America，the plant now can be seen all around the world.

A.Although　B.as　C.Despite　D.In spite of

4.________，she ran out of the room.

A.Having tears in her eyes and turned suddenly

B.Turning suddenly，with tears in her eyes

C.With a sudden turn，tearful eyes

D.With tears in her eyes and a sudden turn

5.________he began to realize how far he had been lagged behind.

A.Having entered the new school it was found that

B.After entering the new school

C.When he had been entering the new school

D.Upon entering into the new school

6.California has not yet ratified the Civil Rights Amendment，and________.

A.some other states also have not either

B.neither have several other states

C.several other states hasn't either

D.neither has some of the other states

7.Without fact，nobody can form a worthwhile opinion，for he needs to have factual knowledge________his thinking.

A.which to be based on　　B.upon which to base

C.which to base upon　D.to which to be based

8.________her help，we couldn't have finished the work on time.

A.Had it not been for　B.If there was not

C.Was there not　D.If there were not

9.I think________is likely________the train will be delayed by the dense fog.

A.that…if　B.it…that　C.that…that　D.what…is

10.________，she went back to sleep.

A.There was no cause for alarm　B.There being no cause for alarm

C.Without having cause for alarm　D.Being no cause for alarm

I.Translate the following into Chinese.

Concessions are central to negotiation.Without them，in fact，negotiations would not exist.If one side is not prepared to make concessions，the other side must capitulate or the negotiations will deadlock.People enter negotiations expecting concessions.Negotiators are less satisfied when negotiations conclude with the acceptance of their first offer，likely because they feel they could have done better.Immediate concessions are perceived less valuable than gradual，delayed concessions，which appear to increase the perceived value of the concession.Good distributive bargainers will not begin negotiations with an opening offer too close to their own resistance point，but rather will ensure that there is enough room in the bargaining range to make some concessions.Research suggests that people will generally accept the first or second offer that is better than their target point，so negotiators should try to identify the other party's target point accurately and avoid conceding too quickly to that point.

II.Translate the following into English by using the words provided in brackets.

1.经历了那件事情之后，我不得不改变对他的看法了。（revise）

2.我觉察到他们在我面前感到有些拘束。（constraint）

3.她在童年时期不断地受到继母的折磨。（subject）

4.国与国的边界未明确划定则通常会发生纠纷。（define）

5.她为寻回遗失的手镯提出以酬金答谢。（offer）

Negotiation，in its broad sense，happens to all of us in our daily life.In our childhood，we must have negotiated an allowance or extra TV time or another bar of chocolate or whatever with our parents.In renting houses，we need to negotiate with our tenants or landlords on rental，provision of furniture and equipment，etc.

However，negotiation skill comes through effort and experience.Rarely is it something you learned as part of a formal education.Please give a mini-talk on“Techniques for better negotiation”according to your knowledge and personal experience.

Competitive style negotiators pursue their own needs—even when this means others suffer.They usually don't want to cause others to suffer and lose，they are just so narrowly focused on their shorter term gains that they plunder obliviously through negotiations like a pirate.They often use whatever power and tactics they can muster，including their personality，position，economic threats，brand strength or size or market share.At its extreme negotiators call their behaviour aggressive or psychotic.

A successful negotiation is much decided by the competence and style of negotiators and a good negotiator should always remember to adapt his negotiation style to a specific situation.So please discuss in groups on the topic“When shall we use a competitive style in negotiation and what is the danger of using it？”