国际商务谈判自测题Chapter3Word下载.docx

国际商务谈判自测题Chapter3Word下载.docx

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2.Thosewishingtoachieveintegrativeresultsfindthattheymustmanagethe____________and____________ofthenegotiationinordertogainthewillingcooperationandcommitmentoftheotherparty.

context,processPage:

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3.Effective____________exchangepromotesthedevelopmentofgoodintegrativesolutions.

informationPage:

4.Successfulintegrativenegotiationrequiresthatthenegotiatorssearchforsolutionsthatmeetthe____________and____________ofboth（all）sides.

needs,objectivesPage:

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5.Inanintegrativenegotiation,negotiatorsmustbe____________abouttheirprimaryinterestsandneeds,but____________aboutthemannerinwhichtheseinterestsandneedsaremetthroughsolutions.

firm,flexiblePage:

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6.Inintegrativenegotiation,____________aremeasuredbythedegreetowhichtheymeetbothnegotiators'

goals.

outcomesPage:

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7.The____________stepisoftenthemostdifficultstepintheintegrativenegotiationprocess.

problemidentificationPage:

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8.Asaproblemisdefinedjointly,itshouldaccuratelyreflectbothparties'

____________and____________.

needs,prioritiesPage:

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9.Forpositiveproblemsolvingtooccur,bothpartiesmustbecommittedtostatingtheproblemin____________terms.

neutralPage:

10.Problemdefinitionshouldspecifywhat____________mustbeovercomeforthegoaltobeattained.

obstaclesPage:

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11.Theintegrativenegotiationprocesscannotworkunlessnegotiatorsavoid________________________untiltheyhavefullydefinedtheproblemandexaminedallthepossiblealternativesolutions.

prematuresolutionsPage:

12._________interestsarerelatedtohowthenegotiationsunfold.

ProcessPage:

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13.Successful____________requiresafundamentalreformulationoftheproblemsuchthatthepartiesarenolongersquabblingovertheirpositions;

instead,theyaredisclosingsufficientinformationtodiscovertheirinterestsandneedsandtheninventingoptionsthatwillsatisfybothparties'

needs.

bridgingPage:

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14.________________________occursinintegrativenegotiationwhenonepartyisallowedtoobtainhis/herobjectivesandthen"

paysoff"

theotherpersonforaccommodatinghis/herinterests.

NonspecificcompensationPage:

15.Researchhasshownthatwhenbrainstormersworkattheprocessforalongperiodoftime,thebestideasaremostlikelytosurfaceduringthe____________partoftheactivity.

latterPage:

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16.Integrativenegotiationsolutionsshouldbejudgedontwomajorcriteria:

how____________theyare,andhow____________theywillbetothosewhohavetoimplementthem.

good,acceptablePage:

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17.Thestrategyof____________iseffectivenotonlyininventingoptions,butalsoasamechanismtocombineoptionsintonegotiatedpackages.

logrollingPage:

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18.A____________goalisoneinwhichbothpartiesworktowardacommonendbutonethatbenefitseachpartydifferently.

sharedPage:

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19.Thosewhodonotshareabeliefthattheycanworktogetherinanintegrativenegotiationarelesswillingtoinvestthetimeandenergyinthepotentialpayoffsofacollaborativerelationshipandaremorelikelytoassumea____________or____________approachtoconflict.

contending,accommodatingPage:

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20.Integrativenegotiationrequiresnegotiatorstoacceptboththeirownandtheother'

sattitudes,interestsanddesiresas____________.

validPage:

21.Forintegrativenegotiationtosucceed,thepartiesmustbemotivatedto____________ratherthantocompete.

collaboratePage:

22.Evencooperativelymotivatednegotiatorshavelesstrust,exchangelessinformationaboutpreferencesandpriorities,andachieveagreementsoflowerjointprofitwhentheycan____________theotherpartythanwhentheydonothavethiscapability.

punishPage:

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23.Peoplewhoareinterdependentbutdonottrusteachotherwillact____________or____________.

tentatively,defensivelyPage:

98

24.Whenpeopletrusteachother,theyaremorelikelytoshare_____________andto_____________accuratelytheirneeds,positions,andthefactsofthesituation.

information,communicatePage:

25.Whentherearestrongnegativefeelingsorwhenoneormorepartiesareinclinedtodominate,negotiatorsma