For meeting or negotiation man should dress formally, suits, tie, shirt and（）shoes.

During a negotiation between the Chinese group and the U.S. group, one of the Chinese negotiators insisted that the American project in Thailand had some problems and the technology didn’t work well. The American negotiator, who was quite familiar with Chinese culture, didn’t say anything for explanation. Instead, he called the head office and asked the office in Bangkok to check there was no problem. The next day, at a private dinner meeting, the American negotiator told the Chinese manager that his statement about Thailand was not correct, but he did not mention anything related to what he had said at the previous meeting. He gave him the telephone number of the Thai counterpart and asked him to check for himself. After that, the Chinese manager became very friendly and helpful to the American company. Question: Why didn’t the American manager explain directly?

The first beneficiary may request that payment or negotiation be effected to the second beThe first beneficiary may request that payment or negotiation be effected to the second beneficiaries at the place to which the credit has been transferred up to and including the expiry date of the credit，unless the original credit expressly states that it may not be made available for payment or negotiation at a place other than that stipulated in the credit．This is without prejudice to the first beneficiary’s fight to substitute subsequently this own invoices and drafts for those of the second beneficiaries and to claim any difference due to him．

A、productive

B、time-consuming

C、fruitful

??(1) (?)Return just the discrepant documents for correction and resubmission within the

validity of the Credit and within the latest date for presentation of above document.

??(2) (?)Upon authorization by the presenter, forward the discrepant documents on "an approval" basis under documentary credit to the Issuing Bank for review and approval or rejection of the documents.

??(3) (?)If so authorised by the presenter, cable, telex, or telecommunicate with the issuing bank for authority to pay, accept, or negotiate against such discrepant documents.

??(4) (?)Remittance of Documents for Collection.

??(5) (?)Call for an indemnity from the beneficiary or from his bank, pay, accept or negotiate on the undertaking that any payment, acceptance or negotiation made, will be refunded by the party giving such indemnity together with interest and related charges, if the issuing bank refuses to provide reimbursement.

??(6) (?)With the agreement of the beneficiary, pay, accept or negotiate "under reserve", i. e. the bank retains the right of recourse against the beneficiary if the issuing bank refuses to provide reimbursement against documents that do not meet the credit requirements.

A variety of conditions can affect the success or failure of negotiations (谈判). The following conditions make success in negotiations more likely.

First, both parties must be willing to participate. If one party is unwilling for the negotiation, the ___32___ for reaching any agreement will certainly ___33___.

Second, people must get ready to discuss. When there is not enough information ___34___, or a negotiation strategy unprepared, people may be ___35___ to begin the discussion.

Third, both parties must have enough interests in common to ___36___ themselves to a shared decision-making discussion. For people to settle disagreement, they must have some means to ___37___ the attitudes and behavior. from the other party. To ___38___ a change, they may provide needed information and seek the advice of experts for help.

Finally, participants must have the ___39___ to make a decision. If not, negotiations will be limited to an information exchange between the parties. ___40___, both parties must have a willingness to ___41___. In other words, sometimes, to reach a satisfactory conclusion, it is necessary for the parties prepared to have less than 100 percent of needs or interests satisfied.

A、effect

B、affect

C、commit

D、decrease

E、decline

F、influence

G、compromise

H、concede

I、available

J、applicable

K、reluctant

L、furthermore

M、necessity

N、authority

O、potential

A、advising bank

B、issuing bank

C、applicant

D、negotiating bank

Directions： Fill in the blanks in the following passage by selecting suitable words from the word bank. Each word can be used only once. （答案请填写完整单词） A) effect B) affect C) commit D) decrease E) decline F) influence G) compromise H) concede I) available J) applicable K) reluctant L) furthermore M) necessity N) authority O) potential A variety of conditions can affect the success or failure of negotiations (谈判). The following conditions make success in negotiations more likely. First, both parties must be willing to participate. If one party is unwilling for the negotiation, the 1) ______ for reaching any agreement will certainly 2) ________. Second, people must get ready to discuss. When there is not enough information 3) _________, or a negotiation strategy unprepared, people may be 4) _________ to begin the discussion. Third, both parties must have enough interests in common to 5) _________ themselves to a shared decision-making discussion. For people to settle disagreement, they must have some means to 6) _______ the attitudes and behavior. from the other party. To 7) __________ a change, they may provide needed information and seek the advice of experts for help. Finally, participants must have the 8) ________ to make a decision. If not, negotiations will be limited to an information exchange between the parties. 9) ___________, both parties must have a willingness to 10) __________. In other words, sometimes, to reach a satisfactory conclusion, it is necessary for the parties prepared to have less than 100 percent of needs or interests satisfied.