2025年大學(xué)《外國(guó)語(yǔ)言與外國(guó)歷史》專業(yè)題庫(kù)——外國(guó)語(yǔ)言在商務(wù)談判中的應(yīng)用考試時(shí)間：______分鐘總分：______分姓名：______一、閱讀以下情景，用英語(yǔ)完成后續(xù)問(wèn)題。YouareasalesrepresentativeforaChinesecompanythatmanufactureshigh-qualityelectricbikes.YouareattendingatradefairinGermanytomeetpotentialdistributors.DuringaconversationwithHerrSchmidt,arepresentativefromaGermansportinggoodsstore,youintroduceyourproductandheshowsinterest.However,heasksaboutthepriceandqualityspecificationsindetail.1.TranslatethefollowingphrasesintoEnglishsuitableforabusinessnegotiationcontext:*我們的產(chǎn)品以其耐用性和性價(jià)比而聞名。*我們可以根據(jù)您的具體需求提供定制服務(wù)。*我們的產(chǎn)品通過(guò)了嚴(yán)格的國(guó)際安全認(rèn)證。*您是否有特定的預(yù)算范圍？2.HerrSchmidtasks,"Howmuchisthewholesalepriceforabatchof500units?"Heseemshesitant.Suggestthreedifferentwaysyoucouldrespond,eachreflectingaslightlydifferentnegotiationstrategy(e.g.,directpricing,buildingrelationshipfirst,introducingquantitydiscounts).3.ExplaintheimportanceofbodylanguageinabusinessnegotiationwithaGermancounterpart,consideringculturaldifferences.二、YouarepreparingforabusinessmeetingwithaclientfromJapan.Thepurposeofthemeetingistodiscussapotentialpartnershipfordistributingyourcompany'ssoftwaresolutionsintheirmarket.ResearchindicatesthatJapanesebusinessculturevaluesindirectcommunicationandharmony.1.Whatarethreekeyculturalconsiderationsyoushouldkeepinmindwhenplanningandconductingthismeeting?Explaineachbriefly.2.Imagineyouneedtorefuseaclient'srequestforasignificantpricereduction,whichgoesagainstyourcompany'spolicy.DraftaconciseemailinEnglishexplainingyourpositionpolitelywhilemaintainingthebusinessrelationship.HighlightelementsofindirectnessandrespectthataresuitableforJapanesebusinessculture.3.DescribehowyouwouldhandleasituationwhereaJapaneseclientseemsindirectlyexpressingdissatisfactionwithaproductfeatureduringthemeeting,withoutdirectlyconfrontingthem.三、Readthefollowingshortdialoguebetweentwobusinesspartners,Anna(fromtheUS)andBen(fromBrazil),discussingajointmarketingproject.Anna:HiBen,greattoseeyou.So,aboutthejointmarketingcampaignforournewproductline.Ithinkweneedtofocusmoreondigitaladvertising.It'sbeenreallyeffectiveforusintheUSmarket.Ben:HiAnna!Iagreedigitalisimportant,especiallysocialmediahereinBrazil.Butwealsocan'tignoretraditionalmedialikeTVandnewspapers,especiallyforreachingoldercustomers.Plus,ourcultureismoreaboutbuildingpersonalrelationshipsfirst.Anna:Iseewhatyoumean.Maybewecancombineboth?Usedigitalforreachandtraditionalfordeeperconnection.Let'sdiscussthebudgetallocationlater.Ben:Soundsgood.Ilikethatcompromise.1.Identifyonepointofpotentialculturaldifferenceintheirconversationregardingmarketingstrategyandexplaintheunderlyingculturalvalueslikelyinfluencingeachpartner'sperspective.2.SuggestonespecificquestionAnnacouldaskBenattheendoftheirconversationtobetterunderstandhisperspectiveonintegratingtraditionalmediaintothecampaignplan.3.WhyisitimportantforAnnaandBentoreachacompromiseonthemarketingstrategydespitetheirinitialdifferingviewpoints?四、Considerabusinessnegotiationscenariowhereyou,astherepresentativeofacompanyfromCountryA(individualisticculture),needtonegotiateacontractwithacompanyfromCountryB(collectivistculture).Bothpartieshavesimilarbusinessinterests,buttheirnegotiationstylesanddecision-makingprocessesmightdiffersignificantly.1.Describeonepotentialchallengeyoumightfaceduringthenegotiationprocessduetotheculturaldifferenceinindividualismversuscollectivism.Explainhowthiscouldimpactcommunicationandagreementreached.2.Outlinethreespecificstrategiesyoucouldemploytobridgetheculturalgapandfacilitateasuccessfulnegotiationoutcome.3.Howmightthedecision-makingprocessdifferbetweenthetwocompanies?Whatadjustmentsshouldyouexpectandhowshouldyouprepare?五、Imagineyouarerepresentingacompanythatneedstosourcerawmaterialsfromasupplierinadevelopingcountry.Thenegotiationinvolvesprice,qualitystandards,deliverytimes,andpotentiallyethicalconsiderationslikefairlaborpractices.1.Discusstheimportanceofbuildingrapport(關(guān)系建立)withyoursupplierinthisnegotiationprocess.Providetwospecificactionsyoucouldtaketoestablishandmaintaingoodrapport.2.Yoursupplieroffersasignificantlylowerpricethanotherpotentialsuppliers,butyouhaveconcernsaboutthequalityandwhethertheyadheretoenvironmentalandlaborregulations.Explainhowyouwouldaddresstheseconcernsduringthenegotiation,balancingtheneedforagoodpricewithyourcompany'sstandards.3.Ifduringthenegotiation,youdiscoverthatthesupplier'spracticesconflictwithyourcompany'sethicalpolicies,describethestepsyouwouldtaketoaddresstheissueprofessionallywhilestilltryingtomaintainthebusinessrelationshipifpossible.試卷答案一、1.TranslatethefollowingphrasesintoEnglishsuitableforabusinessnegotiationcontext:*Ourproductsarerenownedfortheirdurabilityandcost-effectiveness.*Wecanprovidecustomizedservicesaccordingtoyourspecificrequirements.*Ourproductshavepassedstringentinternationalsafetycertifications.*Doyouhaveaspecificbudgetrangeinmind?2.HerrSchmidtasks,"Howmuchisthewholesalepriceforabatchof500units?"Heseemshesitant.Suggestthreedifferentwaysyoucouldrespond,eachreflectingaslightlydifferentnegotiationstrategy:*DirectPricing:"Thestandardwholesalepriceforabatchof500unitsis$X,basedonthecurrentmarketconditionsandqualityspecificationswediscussed."*BuildingRelationshipFirst:"HerrSchmidt,Iunderstandpriceisimportant.First,letmeassureyouoftheexceptionalqualityandreliabilityofourbikes.Toshowourcommitmenttothispotentialpartnership,wecouldofferaspecialintroductorypriceof$Yforyourfirstorder.Howdoesthatsoundaswemoveforward?"*IntroducingQuantityDiscounts:"Forabatchquantityof500units,wecanofferavolumediscount.Thepricewouldbe$Zperunit,whichis$Wtotalfor500units.Thisrepresentsasavingof$Vcomparedtothestandardprice."3.ExplaintheimportanceofbodylanguageinabusinessnegotiationwithaGermancounterpart,consideringculturaldifferences.Bodylanguageiscrucialasitconveysemotionsandintentionsnon-verbally.Germansgenerallyvaluedirectnessandclarity,somaintainingeyecontactandhavinganopenposturecansignalhonestyandconfidence.However,beingoverlyexpressiveorfamiliarcanbeperceivedasunprofessional.UnderstandingthatGermansmightappearreservedinitiallyhelpsinterprettheirreservedbodylanguagecorrectly,avoidingmisjudgmentoftheirinterestoragreementlevel.Conversely,beingawareoftheirdirectnesspreventsmisinterpretingassertivenessasaggression.二、1.Whatarethreekeyculturalconsiderationsyoushouldkeepinmindwhenplanningandconductingthismeeting?Explaineachbriefly.*IndirectCommunication:Japanesebusinesscultureoftenusesindirectlanguagetosavefaceandmaintainharmony.Avoidbeingoverlydirectwithnegativefeedbackorrefusals.Questionsmightbephrasedasrequestsforinformationratherthandirectinquiries.(Explanation:Thismeansusingsofterlanguage,suggestingratherthandemanding,andpayingattentiontoimpliedmeaningsratherthanjustliteralwords.)*ImportanceofHarmony(Wa):Maintaininggroupharmonyisparamount.Decision-makingcanbeconsensus-basedandtaketime.Publicdisagreementshouldbeavoided.Buildrapportandtrustslowly.(Explanation:Focusonbuildingapositiveatmosphere,showingrespecttoallparties,andunderstandingthatdecisionsmightinvolvemultiplelevelsofapprovalandrequirepatience.)*FormalityandHierarchy:Japanesebusinessinteractionsaretypicallyformal,especiallywhenmeetingseniorexecutives.Addresspeoplebytheirlastnamewithappropriatetitles(e.g.,-san,-sama).Showrespectforhierarchy.Businesscardsareexchangedmeticulously.(Explanation:Thisinvolvesusingpolitelanguage,propertitles,andpayingattentiontoformalprocedureslikecardexchange.)2.DraftaconciseemailinEnglishexplainingyourpositionpolitelywhilemaintainingthebusinessrelationship,refusingaclient'srequestforasignificantpricereduction.HighlightelementsofindirectnessandrespectsuitableforJapanesebusinessculture.Subject:Re:YourRequestRegardingSoftwarePricingDear[ClientName],Thankyouforyouremailandforsharingyourfeedbackonthesoftwarepricing.Wetrulyappreciateyourinterestinoursolutionsandyourconsiderationofourpartnership.Weunderstandthatpriceisanimportantfactorinyourdecision-makingprocess.OurcurrentpricingissetbasedontheextensiveR&Dinvestment,thecomprehensivefeaturesincluded,andtheexcellentvalueitprovidestobusinesseslikeyours.Westrivetoofferthebestpossiblereturnoninvestmentthroughoursoftware'sperformanceandefficiency.Whilewearecommittedtoprovidingcompetitivepricing,ourstandardpricingstructuredoesnotcurrentlyallowforthesignificantreductionyouhaverequested.Thisisduetothecomprehensivenatureofthefeaturesandsupportpackageweprovide.Webelieveoursoftwarerepresentsexcellentvalueandiswell-positionedtomeetyourneedseffectively.Weareverykeentocontinueourdiscussionandexplorehowwecansupportyourbusinessgoals.Perhapswecouldexploreotherareaswherewemightbeabletoprovideaddedvalue,suchasimplementationsupportortraining?Thankyouagainforyourunderstandingandforconsideringourproposal.Welookforwardtothepossibilityofworkingtogether.Bestregards,[YourName]3.DescribehowyouwouldhandleasituationwhereaJapaneseclientseemsindirectlyexpressingdissatisfactionwithaproductfeatureduringthemeeting,withoutdirectlyconfrontingthem.Inacalmandnon-confrontationalmanner,Iwouldfirstrephrasetheircommenttoensureunderstanding,showingattentiveness.Forexample,"Thankyouforsharingyourthoughts.Areyousuggestingthatthe[specificfeature]mightnotmeetyourexpectationsintermsof[specificaspectlikeeaseofuseorfunctionality]?"ThisdemonstratesIamlisteningandseekingclarificationpolitely.Iwouldthenexpressappreciationfortheirfeedback,perhapssaying,"Weappreciateyoubringingthistoourattention,asyourinputisvaluable."Next,Iwouldoffertoprovidemoreinformation,suggestademonstrationfocusingonthatfeature,orofferalternativesifavailable,showingaproactiveapproachtoaddressingtheirpotentialconcernwithoutdirectlyacknowledgingdissatisfaction.三、1.Identifyonepointofpotentialculturaldifferenceintheirconversationregardingmarketingstrategyandexplaintheunderlyingculturalvalueslikelyinfluencingeachpartner'sperspective.*PotentialDifference:Thedifferenceliesintheirapproachtomarketingchannels–Annaleanstowardsdigitalanddata-driventargeting,whileBenemphasizestraditionalmediaandrelationship-buildingforbroaderreachandtrust,especiallywitholderdemographics.*UnderlyingValues:Anna'sperspectivelikelyreflectsvaluescommoninindividualisticcultures(liketheUS),whichoftenemphasizeefficiency,measurableresults,segmentation,andleveragingtechnologyfortargetedreach.Ben'sperspectivealignsmorewithvaluesfoundincollectivistorrelationship-orientedcultures(likeBrazil),whichprioritizebuildinglong-termpersonalconnections,socialharmony,trust,andreachingawideraudiencethroughestablishedchannelsthatfostercommunity.2.SuggestonespecificquestionAnnacouldaskBenattheendoftheirconversationtobetterunderstandhisperspectiveonintegratingtraditionalmediaintothecampaignplan."Ben,toensureourcampaigneffectivelyreachesallsegmentsoftheBrazilianmarket,includingoldercustomerswhomightconsumemoretraditionalmedia,couldyouelaborateonwhichspecificchannelswithinthatcategoryyoubelievewouldbemostimpactfulandhowwemightintegratethemstrategicallyalongsideourdigitalefforts?"3.WhyisitimportantforAnnaandBentoreachacompromiseonthemarketingstrategydespitetheirinitialdifferingviewpoints?Reachingacompromiseisimportantbecauseitallowsthecombinedstrengthsofbothculturalperspectivestobeleveraged,creatingamorecomprehensiveandeffectivemarketingstrategytailoredtotheBrazilianmarket.Itacknowledgesthevalidityofbothdigitaltargetingandtheimportanceoftraditionalmediaandrelationships.Compromisefostersteamwork,showsrespectforeachother'sinsights,andincreasesthelikelihoodofbuy-inandsuccessfulexecutionfrombothpartners,ultimatelyleadingtoabetterbusinessoutcomeandstrongercollaboration.四、1.Describeonepotentialchallengeyoumightfaceduringthenegotiationprocessduetotheculturaldifferenceinindividualismversuscollectivism,andhowitcouldimpactcommunicationandagreementreached.*Challenge:Apotentialchallengeisthedifferenceindecision-makingprocesses.Inanindividualisticculture(CountryA),decisionsmightbemadequicklybyindividualsorsmallteamsbasedonlogicandpersonalassessment.Inacollectivistculture(CountryB),decisionsoftenrequireconsensusamongteammembers,seniormanagementapproval,orconsiderationofbroadergroupimpact,whichcanbeslowerandmorecomplex.*Impact:Thisdifferencecanleadtofrustrationandimpatienceifexpectationsarenotmanaged.Theindividualisticsidemightperceivethecollectivistsideasinefficientorindecisive.Misunderstandingscanariseifonesidepressuresforaquickdecisionwhiletheotherneedstimeforinternalconsultation.Thiscanhindercommunication,slowdownthenegotiationpace,andpotentiallyleadtoanagreementthatoneorbothpartiesarenotfullycommittedto,jeopardizingthefinaloutcome.2.Outlinethreespecificstrategiesyoucouldemploytobridgetheculturalgapandfacilitateasuccessfulnegotiationoutcome.*Strategy1:ActiveListeningandPatience:Demonstratinggenuineinterestinunderstandingtheotherparty'sperspective,askingclarifyingquestionsabouttheirprocess,andpatientlyallowingthemthetimeneededforconsultationandconsensus-building.Acknowledgethevalueoftheirdecision-makingstyle.*Strategy2:BuildingMultipleRelationships:Insteadoffocusingsolelyonthemaindecision-maker(oftenanindividualinCountryA),investtimeinbuildingrapportwithkeyinfluencers,teammembers,andpotentiallyevenfamilymembersinvolvedinthecollectivistdecision-makingprocessinCountryB.Trustisbuiltatmultiplelevels.*Strategy3:FindingCommonGroundandMutualBenefits:Emphasizesharedgoalsandmutualbenefitsthatappealtoboththeindividualinterests(CountryA)andthecollectivewell-being(CountryB).Framethenegotiationaroundcollaborativesuccessratherthancompetitivewin-losescenarios.Useneutral,objectivecriteria(likemarketanalysis)tobuildasharedunderstanding.3.Howmightthedecision-makingprocessdifferbetweenthetwocompanies?Whatadjustmentsshouldyouexpectandhowshouldyouprepare?*Decision-MakingDifferences:TheCompanyfromCountryAmighthaveacleardecision-makerwhocancommitquickly.Meetingsmaybeshorterandmoretask-oriented.TheCompanyfromCountryBwilllikelyinvolvemorepeopleindiscussion,mayhavemultiplesignatories,anddecisionsmightbeinfluencedbyhierarchyandgroupharmony.Meetingsmightinvolvemorediscussion,relationshipbuilding,andinformationgatheringbeforeadecisionisreached.*AdjustmentstoExpect:Youshouldexpectaslowerpace,potentiallymoremeetings(withdifferentpeople),theneedfordetaileddocumentation,andimportanceplacedonbuildingtrustovertime.*Preparation:PreparebyidentifyingallpotentialstakeholdersintheCompanyB,schedulingsufficienttime,anticipatingdelays,providingclearandcomprehensiveinformation,focusingonbuildingrapport,beingflexiblewithmeetingformats,andunderstandingthehierarchytoaddresstherightpeopleappropriately.五、1.Discusstheimportanceofbuildingrapport(關(guān)系建立)withyoursupplierinthisnegotiationprocess.Providetwospecificactionsyoucouldtaketoestablishandmaintaingoodrapport.Buildingrapportiscrucialbecauseitfosterstrustandmutualrespect,whichareessentialforasuccessfulandlong-termbusinessrelationship.Trustmakesopencommunicationaboutpotentialissues(likequalityorethics)easierandmoreeffective.Itencouragescooperationandmakesbothpartiesmorewillingtofindsolutionsthatbenefitthepartnership.Goodrapportcanalsosmoothoverminordisagreementsandmakethenegotiationprocessmorepositiveandproductive.*Action1:Makeanefforttolearnandusethesupplier'snamecorrectlyalongwiththeirappropriatetitle(e.g.,Mr.Smith,DirectorWang)duringinteractions.Showgenuineinterestintheirbusinessandtheircountrybyaskingpolitequestionsabouttheircompanycultureorchallengestheyface,demonstratingyouvaluethemasmorethanjustasupplier.*Action2:Duringmeetingsorcalls,adoptapositive,polite,andnon-confrontationaltone.Findcommonground,perhapssharingsomethingaboutyourowncompanycultureorexpressingappreciationfortheircooperationsofar.Offersmallgesturesofcourtesy,likebringingasmallgiftfromyourcountry(ifappropriateandculturallysensitive)orensuringtimelycommunication.2.Yoursupplieroffersasignificantlylowerpricethanotherpotentialsuppliers,butyouhaveconcernsaboutqualityandethicalpractices.Explainhowyouwouldaddresstheseconcernsduringthenegotiation,balancingtheneedforagoodpricewithyourcompany'sstandards.Iwouldfirstexpressappreciationforthecompetitiveofferandacknowledgetheirpotentialcostadvantages.Then,Iwouldaddresstheconcernsdirectlybutpolitely,focusingontheimportanceofqualityforcustomersatisfactionandbrandreputation."Weareveryinterestedinyouroffer,andweseeapotentialadvantageincost.However,consistentqualityisparamountforourbusinessandourcustomers.We'vehadpositiveexperienceswith[mentioncompetitorifpossible,orjuststategeneralexperience],andweneedtoensurereliability.Couldyouprovidemorespecificdetailsonqualitycontrolmeasuresandcertificationsfortherawmaterials?"Regardingethicalpractices,Iwouldphrasethisasensuringcompliancewithinternationalstandardsandresponsiblesourcing."Additionally,wearecommittedtoresponsiblesourcingandethicalpractices,includingfairlaborstandardsandenvironmentalcompliance.Couldyousharei