will not be offended but will continue in your efforts to meet with him/her until you establish a time when he/she is free to do so. Then, you can conduct the business that is important to both of you.
4. American desire for agreement on specific terms while Chinese tend to agree
first on general principles. American is interested in short-term goals while Chinese in interested in long-term goals.
5. Yes, there is. American lack patience and has a great interest in profits while
Chinese make great efforts to establish an everlasting business relationship and focus on the future potential business dealings.
II. 1.e 2.j 3.i 4.g 5.c 6.a 7.d 8.b 9.f 10.h
Unit 14 Negotiating with People from Different Backgrounds 如何与来自不同文化背景的人谈判 I. 1. T
2. F (the size of their entourage)
3. F (You don’t ask directly but just to express your wish to the organizer. ) 4. F (between Japanese business people) 5. F (It is.)
6. F (It’s fine for people of all ages.) 7. F (Australia) 8. T
9. F （French ） 10. T
II. 1. f 2. g 3.i 4.e 5.b 6.a 7.j 8.c 9.d 10.h
Unit 15 Tough Negotiator Takes Control 谈判强手占上风
Ⅰ. 1. This relatively short time was sufficient to establish his authority and position
as a busy man and to put the other party on edge with impatience.
2. Dr. Park made psychological use of the venue of the meeting. Anyone, of course, is more comfortable on his home turf. Expert negotiators advise that you insist on meeting at your office, or at least upon alternating meeting locations.
3. Dr Park established himself as the authoritative figure in the room. 4. Because he wanted to show an attitude of calm, unhurried confidence.
5. a. Notified the other party that most of our desires were not merely unacceptable,
but impossible.
b. Obliged the other party to negotiate preliminary with a clerk in a different department before completing the discussion with him.
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c. Made time his ally by refusing to see the other party for more than two or three hours during the week, after they had expended enormous time and money to meet in a place convenient for him.
d. Disciplined his negotiating team to do nothing not expressly requested and guided by him.
II. 1.e 2.h 3.g 4.f 5.a 6.i 7.j 8.b 9.d 10. c
Unit 16 A Better Way to Bargain 教你谈判高招
I. 1. F 2. T 3. T 4. T 5. T 6. F 7. T 8. F
II. 1. negotiating 2. concession 3. absolute 4. established 5. alternative 6. revealed 7.
complex 8. commerce 9. loan 10. certifying 11. approved 12. proposal
Part Four Business Management 企业管理
Unit 17 Business and Social Responsibility 企业与社会责任感 Ⅰ. 1. b 2. d 3. c 4. d 5. a 6. b
Ⅱ. 1. benefit 2. legal 3. improving 4. implemented 5. fair 6. shunned 7. patronize 8. rewarded 9. monitor 10. boycott 11. pressure 12.charities
Unit 18 Forms of Business Ownership 企业所有制形式
Ⅰ. 1. three; a sole proprietorship, a partnership and the corporation structures
2. everything; opinion 3. share 4. expertise 5. state, separated 6. run; the board of directors; 7. capital, profits 8. risk; create
Ⅱ. 1. c 2. e 3. a 4. k 5. d 6. f 7. h 8. b 9. g 10. i 11. l 12. j
Unit 19 Doing Good Means Doing Well, Too 有益于社会便有利于公司 Ⅰ.1. T 2. T
3. F (you don’t have to do.)
4. F (A little something youdo with heart and sincerity may go a long long way.) 5. T
Ⅱ. 1. initiative 2. entities 3. Shareholders 4. profitable 5. abide by
6. ethical 7. discretionary 8. clear-cut 9. image 10. ad hoc
Unit 20 CEPA --- A Special Arrangement Abiding by International Practices
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CEPA---一个遵循国际惯例的特殊安排
I. 1. 273 types of products. 2. On January 1, 2004.
3. With CEPA, 90% of Hong Kong domestic exports to the Mainland can enjoy zero tariffs. Also, CEPA opens up 18 service industries to Hong Kong companies. More important, CEPA provides long-term opportunities for Hong Kong people to establish business or work on the Mainland.
4. The high IP value industries are knowledge-based and would not be massive in
scale.
5. To take the advantage of its intellectual property rights protection, free trade
and investment environment and reputation in cosmopolitan design.
Ⅱ. 1. capitalized on 2. interlock 3. liberalization 4. emerged 5. penetration 6.high-end 7. proprietary 8. distribution 9. Accessories 10.cosmopolitan Unit 21 Transportation 运输 Ⅰ. F T T T T
II. for to up, as in around besides, in on, from, to aboard away, from on, of Unit 22 Public Relations 公共关系
Ⅰ. 1. c 2. d 3. a 4. c 5. b 6. b
Ⅱ. 1. vacuum 2. taxed 3. trust 4. cooperated 5. vigilant 6. giant
7. campaign 8. proceed 9. committed 10. reputation 11. Evaluation
12. valued 13. instructed 14. principle 15. recycle 16. protect 17. radius 18. charitable
Part Five Leadership 领导艺术
Unit 23 The Job of a Manager 管理者的工作 Ⅰ 1.d 2.b 3.d 4.b 5.c 6.d
Ⅱ 1.precisely 2.score 3.interpret 4.objective 5.striving 6.assigned
7.delegated 8.motivation 9.promoted 10.ranging 11.convinced 12.develop
Unit 24 Leadership 领导的艺术 Ⅰ. 1. d 2. a 3.b 4.d
5.a 6.d
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Ⅱ.1.emerges 2.swift 3.dimension 4.predominate 5.comply with 6.heed 7.depends 8.according to 9.involving 10. participate in 11.specific 12.by contrast
Unit 25 Depression in the Workplace is Costly 工作场所精神不振，代价高昂 I. 1.c 2. a 3. d 4. c 5. d 6. d
II. 1. suffer 2. bewilder 3. approach 4. productivity 5. alike 6. competent 7. claim
8. various 9. available 10. induced 11. flexible 12. Resource
Unit 26 Emotional Intelligence Becoming Key in Today's Workplace 情商开始在工作中崭露头角
I. 1. F 2. T 3. T 4. T 5. F 6. T 7. F 8. F 9. T 10. T
II. 1. differentiate 2. subordinates 3. specialize 4. aware 5. viewed 6.
excelled 7. behavior 8. valuable 9. intuitive 10. empower 11. assessments 12. negative 13. counting 14. professional 15. strength 16. facilities
Unit 27 Keeping Employees Interested in Your Message 如何让员工关心公司 I. 1. T 2. F 3. T 4. T 5. T 6. F 7. T 8. T
II. 1. conference 2. coordinated 3. perceive 4. commit 5. issue 6.appreciated 7. involved 8. encompass 9. due 10. response 11. scheme 12. Overall
Part Six Finance 金融业务 Unit 28 Foreign Exchange 外汇
I . 1. The major problem associated with international trade is the problem of which
currency to use in international commerce.
2. If a trader makes a deal that is going to be paid in a foreign currency,the trader
will receive less value for the goods than he originally thought; extra profit could be made if the foreign currency increases in value.
3. One way is to include the estimated cost of the currency change into the deal
to protect against potential loss. Banks may also be willing to assume the risk of currency fluctuations with foreign currency letters of credit.
4. A hedge is a contract that provides protection against the risk of loss from currency fluctuations.
5. Forward market hedge, money market hedge and options market II. 1. money in a foreign currency.
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2. a person who buys something.
3. the right to sell a friend quantity of a commodity, currency or security at a certain price and on a certain date.
4. a person or an organization that earns money by buying goods and selling them at a profit.
5. to buy a commodity, share or invest otherwise at a fixed price for future delivery to protect oneself against loss caused by a possible change in price. 6. the right to buy a fixed quantity of a commodity, currency or security at a
certain price and on a certain date. 7. a person or an organization that sells.
8. the rising and falling or changing of prices.
9. a foreign currency rate is locked by buying a forward contract at the time the trade agreement is made.
10. market for short-term debt instruments, a practice of investing at a fixed price
for future delivery to protect oneself against loss caused by a possible change in price.
11. unit of money in the Federal Republic of Germany.
Unit 29 What is Foreign Exchange 什么是外汇
Ⅰ. 1. The day that sees the arrival of single world currency will also witness the
disappearance of foreign exchange business.
2. The foreign exchange dealers trade foreign exchange (foreign currency only) between banks.
3. A currency, whether in foreign exchange or bank notes, is usually called convertible if the person holding it can convert it freely into another currency. 4. It’s because of the exchange regulations of the United Kingdom. It recognized only external, or non-resident, convertibility. Until 1979, this was still the case with the United Kingdom.
5. World trade and the cross-border money and capital movements resulting form financial transactions are the basis of foreign exchange dealings. The observation of the French economist Gaétan Pirou shows that foreign exchange deals spring from “the coexistence between the internationalism of trade and nationalism of currencies”, thus aptly describes at least the original motive of this “métier”.
Ⅱ. 1. 所有可以在国外支付的以外国货币表示的债权
2. 外币汇票或支票 3. 外汇
4. 外汇管制规定 5. 有明显的区别 6. 可兑换性
7. 经常项目（货物和服务）交易
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