2013—2014学年第一学期海口经济学院外国语学院2010级英语专业本科《国际商务谈判》课程（开卷）考查试卷2013年12月10—12日姓名周军班级2班成绩考查要求：以“概述国际商务谈判”为题，写一篇2000字以上的文章，综合归纳本学期学习该课程的心得体会。TheArtofInternationalNegotiationTimealwaysflies.Thissemesterisgoingtobeend.Tobehonest,IreallygotalotmorethanthetextbookfromProfessorYaointhecourseofInternationalNegotiation.ProfessorYaoisnotonlyateacherwithabundantknowledgebutalsoasuccessfulnegotiatorwithampleexperience.Ithinkmyknowledgeandabilityofinternationalnegotiationgotpromotedobviously.Internationalbusinessnegotiationsarethearchetypeofthezero-sumgame.Oneside’sgainsaredirectlyoffsetbytheotherside’slosses.Ourcounterpartisattemptingtoachievethemaximumconcessionswhileleavingyoujustenoughtokeepyouinterestedinthedeal.Somebusinessgurusmayattempttointerpretthisasawin-winsituation,butexperiencedglobalspecialistsareahardenedlot.Behindallofthesmiles,handshakes,andbanquetslurkstherealitythatbothsidesaretryingto“best”eachother.It’sanaccepted,ifunspoken,fact.Buthowto“best”yourcounterpartinanegotiation?Weneedalotofknowledgeandexperienceofinternationalnegotiation;Weneedknowwhatqualitiesaredemandedforinternationalbusinessnegotiation.Besides,howtocultivatethesecharacteristicsisalsodemanded.InternationalNegotiationasacourseoffersthebasicconcept,processes,andstrategiesofnegotiationinthecontextofinternationalbusiness,aswellassomeotherrelatedconceptsandrationalesinbusinessandcultures.Inthiscourse,whytonegotiate,whatisnegotiation,whonegotiatesandhowtonegotiatearedemonstratedanddiscussed.Asnegotiationisanactivityinhumancommunicationinsociallife,somecasesofsuccessfulandunsuccessfulnegotiationsarepresentedandanalyzed,throughwhichtheimportantprinciplesandtacticsareprovedtobesignificantandnecessary.ThiscoursegivenbyProfessionYaobasicallyfollowedthetextbook,butdidn’tnotfollowtheordercompletely.Moreover,someotherinsightsfromotherbooksandProfessionYao’snegotiationexperiencewerepresented.Soduringthiscourse,somemorematerialsworecitedinourclass.Thespecificknowledgewelearntisinthefollowinglists.Aboutthe