最新国际商务谈判自测题Chapter1Word文件下载.docx

最新国际商务谈判自测题Chapter1Word文件下载.docx

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5.Successfulnegotiationinvolvesthemanagementof____________（e.g.,thepriceorthetermsofagreement）andalsotheresolutionof____________.

tangibles,intangiblesPage:

8

6.Independentpartiesareabletomeettheirown____________withoutthehelpandassistanceofothers.

needsPage:

9

7.Themixofconvergentandconflictinggoalscharacterizesmany____________relationships.

interdependentPage:

10

8.The____________ofpeople’sgoals,andthe____________ofthesituationinwhichtheyaregoingtonegotiate,stronglyshapesnegotiationprocessesandoutcomes.

interdependence,structurePage:

9.Whetheryoushouldorshouldnotagreeonsomethinginanegotiationdependsentirelyupontheattractivenesstoyouofthebestavailable_________.

alternativePage:

10–12

10.Whenpartiesareinterdependent,theyhavetofindawayto____________theirdifferences.

resolvePage:

12

11.Negotiationisa____________thattransformsovertime.

processPage:

12.Negotiationsoftenbeginwithstatementsofopening____________.

positionsPage:

13

13.Whenonepartyacceptsachangeinhisorherposition,a____________hasbeenmade.

concessionPage:

14.Twoofthedilemmasinmutualadjustmentthatallnegotiatorsfacearethedilemmaof____________andthedilemmaof____________.

honesty,trustPage:

14

15.Mostactualnegotiationsareacombinationofclaimingand____________valueprocesses.

creatingPage:

16

16.________________________isanalyzedasitaffectstheabilityofthegrouptomakedecisions,workproductively,resolveitsdifferences,andcontinuetoachieveitsgoalseffectively.

IntragroupconflictPage:

18

17.Mostpeopleinitiallybelievethat____________isalwaysbad.

conflictPage:

19

18.Theobjectiveisnottoeliminateconflictbuttolearnhowtomanageittocontrolthe____________elementswhileenjoyingtheproductiveaspects.

destructivePage:

20

19.Thetwo-dimensionalframeworkcalledthe____________________________________postulatesthatpeopleinconflicthavetwoindependenttypesofconcern.

dualconcernsmodelPage:

22

20.Partieswhoemploythe____________strategymaintaintheirownaspirationsandtrytopersuadetheotherpartytoyield.

contendingPage:

23

True/FalseQuestions

TF21.Negotiationisaprocessreservedonlyfortheskilleddiplomat,topsalesperson,orardentadvocateforanorganizedlobby

FalsePage:

TF22.Manyofthemostimportantfactorsthatshapeanegotiationresultdonotoccurduringthenegotiation,butoccurafterthepartieshavenegotiated.

TF23.Negotiationsituationshavefundamentallythesamecharacteristics,

TruePage:

TF24.Acreativenegotiationthatmeetstheobjectivesofallsidesmaynotrequirecompromise.

TF25.Thepartiesprefertonegotiateandsearchforagreementratherthantofightopenly,haveonesidedominateandtheothercapitulate,permanentlybreakoffcontact,ortaketheirdisputetoahigherauthoritytoresolveit

TF26.Itispossibletoignoreintangibles,becausetheyaffectourjudgmentaboutwhatisfair,orright,orappropriateintheresolutionofthetangibles.

8

TF27.Inanyindustryinwhichrepeatbusinessisdonewiththesameparties,thereisalwaysabalancebetweenpushingthelimitonanyparticularnegotiationandmakingsuretheotherparty—andyourrelationshipwithhim—survivesintact.

11

TF28.Whenthegoalsoftwoormorepeopleareinterconnectedsothatonlyonecanachievethegoal—suchasrunningaraceinwhichtherewillbeonlyonewinner—thisisacompetitivesituation,alsoknownasanon-zero-sumordistributivesituation

TF29.Rememberthateverypossibleinterdependencyhasanalternative;

negotiatorscanalwayssay“no”andwalkaway.

TF30.Azero-sumsituationisasituationinwhichindividualsaresolinkedtogetherthatthereisapositivecorrelationbetweentheirgoalattainments.

TF31.Thevalueofaperson'

sBATNAisalwaysrelativetothepossiblesettlementsavailableinthecurrentnegotiation,andthepossibilitieswithinagivennegotiationareheavilyinfluencedbythenatureoftheinterdependencebetweentheparties.

TF32.Theeffectivenegotiatorneedstounderstandhowpeoplewilladjustandreadjust,andhowthenegotiationsmighttwistandturn,basedonone’sownmovesandtheothers’responses.

TF33.Thepatternofgive-and-takeinnegotiationisacharacteristicexclusivetoformalnegotiations.

14,15

TF34.Incontrast,non-zero-sumorintegrativeormutualgainssituationsareoneswheremanypeoplecanachievetheirgoalsandobjectives.

15

TF35.Negotiatorsdonothavetobeversatileintheircomfortanduseofbothmajorstrategicapproachestobesuccessful.

TF36.Differencesintimepreferenceshavethepotentialtocreatevalueinanegotiation.

17

TF37.Conflictdoesn’tusuallyoccurwhenthetwopartiesareworkingtowardthesamegoalandgenerallywantthesameoutcome.

18

TF38.Intragroupconflictoccursbetweengroups.

TF39.Negotiationisastrategyforproductivelymanagingconflict.

TF40.Thedualconcernsmodelhastwodimensions:

theverticaldimensionisoftenreferredtoasthecooperativenessdimension,andthehorizontaldimensionastheassertivenessdimension.

MultipleChoiceQuestions

41.Whichperspectivecanbeusedtounderstanddifferentaspectsofnegotiation?

A）economics

B）psychology

C）anthropology

D）law

E）Alloftheaboveperspectivescanbeusedtounderstanddifferentaspectsofnegotiation.

EPage:

42.Tomostpeoplethewords"

bargaining"

and"

negotiation"

are

A）mutuallyexclusive.

B）interchangeable.

C）notrelated.

D）interdependent.

E）Noneoftheabove.

BPage:

43.Asituationinwhichsolutionsexistsothatbothpartiesaretryingtofindamutuallyacceptablesolutiontoacomplexconflictisknownaswhichofthefollowing?

A）mutualgains

B）win-lose

C）zero-sum

D）win-win

DPage:

44.Whichisnotacharacteristicofanegotiationorbargainingsituation?

A）conflictbetweenparties

B）twoormorepartiesinvolved

C）anestablishedsetofrules

D）avoluntaryprocess

E）Noneoftheaboveisacharacteristicofanegotiation.

CPage:

45.Tangiblefactors

A）includethepriceandtermsofagreement.

B）arepsychologicalmotivationsthatinfluencethenegotiations.

C）includetheneedtolookgoodinnegotiations.

D）cannotbemeasuredinquantifiableterms.

E）Noneoftheabovestatementsdescribetangiblefactors.

APage:

46.Whichofthefollowingisnotanintangiblefactorinanegotiation?

A）theneedtolookgood

B）finalagreedpriceonacontract

C）thedesiretobookmorebusiness

D）fearofsettingaprecedent

E）Alloftheaboveareintangiblefactors.

47.Interdependentparties’relationshipsarecharacterizedby

A）interlockinggoals.

B）solitarydecisionmaking.

C）establishedprocedures.

D）rigidstructures.

E）Interdependentrelationshipsarecharacterizedbyalloftheabove.

48.Azero-sumsituationisalsoknownbyanothernameofasituation.Whichofthefollowingisthat?

A）integrative

B）distributive

C）win-lose

D）negotiative

49.BATNAstandsfor

A）bestalternativetoanegotiatedagreement.

B）bestassignmenttoanegotiatedagreement.

C）bestalternativetoanegativeagreement.

D）bestalternativetoanegativeassignment.

E）BATNAstandsfornoneoftheabove.

50.Whatarethetwodilemmasofnegotiation?

A）thedilemmaofcostandthedilemmaofprofitmargin

B）thedilemmaofhonestyandthedilemmaofprofitmargin

C）thedilemmaoftrustandthedilemmaofcost

D）thedilemmaofhonestyandthedilemmaoftrust

51.Howmuchtobelieveofwhattheotherpartytellsyou

A）dependsonthereputationoftheotherparty.

B）isaffectedbythecircumstancesofthenegotiation.

C）isrelatedtohowheorshetreatedyouinthepast.

D）isthedilemmaoftrust.

E）Alloftheabove.

52.Satisfactionwithanegotiationisdeterminedby

A）theprocessthroughwhichanagreementisreachedandthedollarvalueofconcessionsmadebyeachparty.

B）theactualoutcomeobtainedbythenegotiationascomparedtothe