国家开放大学2024年春季学期期末统一考试 国际商务交际试题

试卷代号:11361

2024年7月

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Part One Reading (15 points)

In the United Arab Emirates (the UAE),the working week traditionally begins on Sunday and ends on Thursday. Friday and Saturday are officially the weekend. Some of the smaller private companies are only closed on Fridays. Normal working hours in the UAE are eight hours per day. Appointments should generally be made no more than two weeks in advance and reconfirmed one or two days before the actual meeting. In the case of cancelling an appointment due to urgent commitments, it is advisable to prepare a letter expressing regret over the cancellation and the wish for rescheduling.

Business meetings in the UAE can take many forms. You might attend formal meetings where the most senior people present and negotiate. Alternatively, you may find yourself attending more casual lunches or coffees. In some cases, you may even be asked to go to someone's house for dinner.Don't be surprised if someone is late, shows up unannounced, checks their phone irregularly, or changes the direction of the discussion.

When it comes to actual business negotiations, you should learn to be flexible. Having a clear goal in your mind is required, but being capable of making changes is also needed.

Decision making in the UAE is usually a lengthy process. In this case, you should remain patient. Don't try to rush negotiations and make sure that all feedback is respectfully given. It is very offensive to directly criticize or disagree with local business people as this will make them feel embarrassed. Disagreements may be resolved using a non- confrontational, more subtle approach.

The Emiratis are known for their expert negotiation skills. Any pressure tactic will be seen negatively. That is to say, it is advisable to avoid using negative expressions such as the word "no",if you have doubts about the outcome of the negotiations. People should not be offended when their business partner answers the phone or allows others to enter during a meeting. Once an agreement has been reached,either verbally or in writing,the Emirati partners are expected to abide by it.

Under the UAE law, verbal contracts are enforceable. Yet it is still advisable to formalise the agreed terms of any negotiation in writing in order to avoid potential disputes.

In the UAE, people prefer to do business in person. Relationships and mutual trust can be developed through face-to-face meetings. It is vital to spend time with your business partners in the UAE and ensure that this relationship continues to be nurtured in future meetings.

Mark the following statements True (T) or False (F) according to the information provided in the text. (3 points for each item)

1. In the United Arab Emirates, Friday and Saturday are officially the weekend.

标准答案：T

2. Business appointments should generally be made at least two weeks in advance.

标准答案：F

3. When it comes to actual business negotiations, you should focus on your goal and try not to be flexible to make any changes.

标准答案：F

4. It is very offensive to directly criticize or disagree with local business people as this will make them feel embarrassed.

标准答案：T

5. In the UAE, verbal contracts are not legally enforceable, thus you have to formalise the agreed terms of any negotiation in writing.

标准答案：F

Part Two Short-Answer Questions (15 points)

Answer the following questions based on what you have learned from the textbook. You should use complete sentences. (5 points for each question)

6. Why is etiquette more about attitude than about formal rules of behavior?

标准答案：

Etiquette is more about attitude than about formal rules of behavior. Attitude is a desire to show others consideration and respect. It includes a desire to make others feel comfortable.

7. Why do we say that culture is learned?

标准答案：

Rules, values, and attitudes of a culture are not inherent. They are learned and passed down from generation to generation.

8. What are the key factors in successful communication?

标准答案：

The ability to accurately predict how a message will affect its receiver and the skill in adapting that message to its receiver are key factors in successful communication.

Part Three Writing (70 points)

I. Revise each of the following sentences according to the requirement given in the brackets.

Please write your revised version in the Answer Sheet. (4 points for each sentence, 40 points in total)

9. Members of the team have taken into consideration every one of the factors that has the capacity to affect the purchase. (to improve vigor and directness)

标准答案：

The team members have considered every factor that may affect the purchase.

10. Because of the degree of active employee participation,we are of the opinion that our team management will be successful. (to make it concise)

标准答案：

Because of the active participation, our team management program will be successful.

11. The proposal should allow for an increase in prices or suggest a way to cut costs. (to improve parallelism)

标准答案：

The proposal should allow for either an increase in prices or a way to cut costs.

12. Your prompt reply will ease our job of delivering your goods. (to emphasize the "you" view)

标准答案：

Your prompt reply will enable us to effect an immediate delivery of your goods.

13. You failed to include your credit card number,so we can't mail your order. (to make it positive)

标准答案：

We'll mail your order as soon as we receive your credit card number.

14. Am I the only one who can read the operating manual? (to make it courteous)

标准答案：

Let's review the operating manual together so that you can get your documents to print correctly next time.

15. I shall be most pleased to avail myself of your kind suggestion when and if prices decline. (to keep it conversational)

标准答案：

I'll gladly follow your suggestion if the price falls.

16. We take pride in announcing a new schedule of low-cost flights to Hawaii. (to make it receiver-focused)

标准答案：

You will appreciate a new schedule of low-cost flights to Hawaii.

17. We hired Todd Shimaya, a Korean American, for the position of communications coordinator. (to use bias-free word)

标准答案：

We hired Todd Shimoya for the position of communications coordinator.

18. Changing the name of a company that is successful is always risky. (to get rid of empty words)

标准答案：

Changing the name of a successful company is always risky.

II. Revise the following message. The formatting of the memo is to be scored. (30 points)

原题

To: Mr. Winklemann:

You need to replace the wallpaper in Edward's Tower because it is not what I ordered.

I did not pay $8, 600 to redecorate and then not have the wallpaper properly match the carpeting. The tenant is threatening to leave, due to your carelessness.

I intend to have you replace all the paper on the fifth floor without charging me one dime. I need you to replace it promptly before the tenant leaves, creating another problem for me.

Fred Edward

Owner

官方评分标准

1. 备忘录规范格式（TO; FROM; SUBJECT）：5分

2. 开头吸引收件人注意力：4分

3. 正文构建合理诉求与利益关联：5分

4. 降低对方抵触情绪、推动行动落地：5分

5. 积极正向的结尾：3分

6. 语言流畅度与语法准确性：8分（每3个拼写错误扣1分，每2个语法错误扣1分）

标准修订参考版（满分合规答案）

TO: Mr. Winklemann

FROM: Fred Edward, Owner

SUBJECT: Urgent Wallpaper Replacement for the Fifth Floor of Edward's Tower

Dear Mr. Winklemann,

I’m writing to follow up on the recent redecoration work for the fifth floor of Edward's Tower, as the currently installed wallpaper does not match the custom order we confirmed in advance, and fails to coordinate with the existing carpeting as required in our contract.

We invested $8,600 in this redecoration project to deliver a high-quality living experience for our tenants, and the current wallpaper mismatch has led to the tenant on this floor threatening to terminate their lease. This issue will bring significant vacancy losses and reputational risks to our property if it is not resolved in a timely manner.

To address this problem properly, we formally request that you fully replace all the wallpaper on the fifth floor with the correct, originally ordered product at no additional cost to us. We ask that you complete this replacement work as soon as possible, ideally within 3 business days, to retain the tenant and avoid further economic losses.

We value our cooperative relationship with you and trust that you will take full responsibility for this discrepancy and resolve it promptly. Please confirm your specific execution schedule for this replacement work by the end of the business day today.

Sincerely,

Fred Edward

Owner