A. Look and listen
Look at the pictures. Listen to the statements and fill in the blanks with the wordslist.
access resolved hold back
aggressive accounted counter-proposal
counterparts representatives
assess
hold up elect
ignorant neglect
alter
enco
1. We need to
(assess ) the strengths and weaknesses of our side before a negotiation
(counterparts ) in the negotiation process.
the same for our
2. One of the biggest blocks
(encountered ) by a negotiator is to clearly understand th
cause and basis for the negotiation in the first place. All too many times, negotiators taclearly identify the issues to be
(resolved ) and negotiated.
3. Negotiators often don't say everything they're thinking. Sometimes they
(hold back
to avoid being exploited by the other party. Disclosing your \be a risky strategy — particularly with
(aggressive ) negotiators on the other side.
4. If someone says, \
discuss further, and make a
(counter-proposal). The truth of an ultimatum (最后通牒)
(alternatives).
person making it is willing to consider
5. Don't leap into a negotiation if you are
alternatives, and similarly, don't
(ignorant ) about what you need to know ab
(neglect ) to put yourself in the other side's shoes eit
preparation are essential to successful negotiations.
B. Ask and answer the questions
Ask and answer the following questions with a partner.
1. What is vital to the success of a negotiation? Your answer：
Reference answer： Assessment of the strengths and weaknesses ofgood preparation.
2. What is your understanding of a win-win negotiation?
Your answer：
Reference answer： It is an agreement reached that benefits both sid
and all creative options have been thoroughly explored and exploite
3. Do you think that the proverb \Your answer：
Reference answer： Yes, we must be adaptable, understand that peo
to play by the rules of the other side when in their country, because
Section One Listen A. Listen and practice
Listen to the dialogues and choose the best answers.
1.
(b)
a. She is tired of teaching. b. She was dismissed. c. She changed her job. d. It is too hot here.
2. (c)
a. He is not equal to his job.
b. He is not well paid for his work. c. He doesn't think the job is
challenging enough.
d. He cannot keep his mind on his
work.
3. (d)
a. She never wanted to come. b. She's forgotten to come.
for
c. She wasn't invited. d. She altered her decision.
4. (b)
a. They were both busy doing their
own work.
b. They waited for each other at
different places.
c. They went to the street corner at
different times.
d. The man went to the concert but
the woman didn't.
5. (c)
a. She is going to Finland. b. She has guests at her home. c. She has visitors next week. d. She has just visited him.
Section A.
2. Listen for details
Two Special
Item
1) Listen to the report and choose the best answer to
How many A320 planes have been ordered from Airbus at
a. 16. b. 5. c. 21.
应用型大学英语视听说教程3答案单元8
