填空题

Directions: In this section, you will hear a passage three times. When the passage is read for the first time, you should listen carefully for its general idea. When the passage is read for the second time, you are required to fill in the blanks numbered from 36 to 43 with the exact words you have just heard. For blanks numbered from 44 to 46 you are required to fill in the missing information. For these blanks, you can either use the exact words you have just heard or write down the main points in your own words. Finally, when the passage is read for the third time, you should check what you have written.
Negotiations work wonders. This is particularly so in international business since it is mostly through negotiations that exporters and importers bridge their differences and reach a fair and (36) satisfactory deal.
By presenting a more (37) negotiating package in a well-planned and organized manner, exporters should be able to improve the effectiveness of their business discussions and in the long term the profitability of their export operations.
To avoid being (38) by costly demands, an exporter should try to (39) the buyer’s real interest in the product from the (40) This can be ascertained through appropriate questions but must also be based on research and other preparations before the negotia-tions. Only then can a suitable counter-proposal be presented.
To achieve a (41) outcome from the negotiations, an exporter should draw up a plan of action beforehand, which (42) a few key issues. Experienced negotiators consider that as much as 80% of their overall time devoted to negotiations should go to such preparations. The (43) work should be aimed at obtaining relevant information on the target market and the buyers of the product. It should also include developing counter-proposals if objections are raised on any of the exporter’s opening negotiating points. (44) .
In international marketing negotiations, it is advisable for small and medium-sized exporters not to limit their discussions to pricing issues. (45) . They should stress the strengths of their forms and products and match them with the perceived needs of the buyers. (46) .