国际商务谈判自测题Chapter1.docx
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国际商务谈判自测题Chapter1
Chapter1
TheNatureofNegotiation
FillintheBlankQuestions
1、People____________allthetime、
Answer:
negotiatePage:
2
2、Theterm____________isusedtodescribethecompetitive,win-losesituationssuchashagglingoverpricethathappensatyardsale,fleamarket,orusedcarlot
Answer:
bargainingPage:
3
3、Negotiatingpartiesalwaysnegotiateby____________、
Answer:
choicePage:
6
4、Therearetimeswhenyoushould_________negotiate、
Answer:
notPage:
6
5、Successfulnegotiationinvolvesthemanagementof____________（e、g、,thepriceorthetermsofagreement）andalsotheresolutionof____________、
Answer:
tangibles,intangiblesPage:
8
6、Independentpartiesareabletomeettheirown____________withoutthehelpandassistanceofothers、
Answer:
needsPage:
9
7、Themixofconvergentandconflictinggoalscharacterizesmany____________relationships、
Answer:
interdependentPage:
10
8、The____________ofpeople’sgoals,andthe____________ofthesituationinwhichtheyaregoingtonegotiate,stronglyshapesnegotiationprocessesandoutcomes、
Answer:
interdependence,structurePage:
10
9、Whetheryoushouldorshouldnotagreeonsomethinginanegotiationdependsentirelyupontheattractivenesstoyouofthebestavailable_________、
Answer:
alternativePage:
10–12
10、Whenpartiesareinterdependent,theyhavetofindawayto____________theirdifferences、
Answer:
resolvePage:
12
11、Negotiationisa____________thattransformsovertime、
Answer:
processPage:
12
12、Negotiationsoftenbeginwithstatementsofopening____________、
Answer:
positionsPage:
13
13、Whenonepartyacceptsachangeinhisorherposition,a____________hasbeenmade、
Answer:
concessionPage:
13
14、Twoofthedilemmasinmutualadjustmentthatallnegotiatorsfacearethedilemmaof____________andthedilemmaof____________、
Answer:
honesty,trustPage:
14
15、Mostactualnegotiationsareacombinationofclaimingand____________valueprocesses、
Answer:
creatingPage:
16
16、________________________isanalyzedasitaffectstheabilityofthegrouptomakedecisions,workproductively,resolveitsdifferences,andcontinuetoachieveitsgoalseffectively、
Answer:
IntragroupconflictPage:
18
17、Mostpeopleinitiallybelievethat____________isalwaysbad、
Answer:
conflictPage:
19
18、Theobjectiveisnottoeliminateconflictbuttolearnhowtomanageittocontrolthe____________elementswhileenjoyingtheproductiveaspects、
Answer:
destructivePage:
20
19、Thetwo-dimensionalframeworkcalledthe____________________________________postulatesthatpeopleinconflicthavetwoindependenttypesofconcern、
Answer:
dualconcernsmodelPage:
22
20、Partieswhoemploythe____________strategymaintaintheirownaspirationsandtrytopersuadetheotherpartytoyield、
Answer:
contendingPage:
23
True/FalseQuestions
TF21、Negotiationisaprocessreservedonlyfortheskilleddiplomat,topsalesperson,orardentadvocateforanorganizedlobby
Answer:
FalsePage:
2
TF22、Manyofthemostimportantfactorsthatshapeanegotiationresultdonotoccurduringthenegotiation,butoccurafterthepartieshavenegotiated、
Answer:
FalsePage:
3
TF23、Negotiationsituationshavefundamentallythesamecharacteristics,
Answer:
TruePage:
6
TF24、Acreativenegotiationthatmeetstheobjectivesofallsidesmaynotrequirecompromise、
Answer:
TruePage:
8
TF25、Thepartiesprefertonegotiateandsearchforagreementratherthantofightopenly,haveonesidedominateandtheothercapitulate,permanentlybreakoffcontact,ortaketheirdisputetoahigherauthoritytoresolveit
Answer:
TruePage:
8
TF26、Itispossibletoignoreintangibles,becausetheyaffectourjudgmentaboutwhatisfair,orright,orappropriateintheresolutionofthetangibles、
Answer:
FalsePage:
8
TF27、Inanyindustryinwhichrepeatbusinessisdonewiththesameparties,thereisalwaysabalancebetweenpushingthelimitonanyparticularnegotiationandmakingsuretheotherparty—andyourrelationshipwithhim—survivesintact、
Answer:
TruePage:
11
TF28、Whenthegoalsoftwoormorepeopleareinterconnectedsothatonlyonecanachievethegoal—suchasrunningaraceinwhichtherewillbeonlyonewinner—thisisacompetitivesituation,alsoknownasanon-zero-sumordistributivesituation
Answer:
FalsePage:
10
TF29、Rememberthateverypossibleinterdependencyhasanalternative;negotiatorscanalwayssay“no”andwalkaway、
Answer:
TruePage:
12
TF30、Azero-sumsituationisasituationinwhichindividualsaresolinkedtogetherthatthereisapositivecorrelationbetweentheirgoalattainments、
Answer:
FalsePage:
10
TF31、Thevalueofaperson'sBATNAisalwaysrelativetothepossiblesettlementsavailableinthecurrentnegotiation,andthepossibilitieswithinagivennegotiationareheavilyinfluencedbythenatureoftheinterdependencebetweentheparties、
Answer:
TruePage:
12
TF32、Theeffectivenegotiatorneedstounderstandhowpeoplewilladjustandreadjust,andhowthenegotiationsmighttwistandturn,basedonone’sownmovesandtheothers’responses、
Answer:
TruePage:
13
TF33、Thepatternofgive-and-takeinnegotiationisacharacteristicexclusivetoformalnegotiations、
Answer:
FalsePage:
14,15
TF34、Incontrast,non-zero-sumorintegrativeormutualgainssituationsareoneswheremanypeoplecanachievetheirgoalsandobjectives、
Answer:
TruePage:
15
TF35、Negotiatorsdonothavetobeversatileintheircomfortanduseofbothmajorstrategicapproachestobesuccessful、
Answer:
FalsePage:
16
TF36、Differencesintimepreferenceshavethepotentialtocreatevalueinanegotiation、
Answer:
TruePage:
17
TF37、Conflictdoesn’tusuallyoccurwhenthetwopartiesareworkingtowardthesamegoalandgenerallywantthesameoutcome、
Answer:
FalsePage:
18
TF38、Intragroupconflictoccursbetweengroups、
Answer:
FalsePage:
18
TF39、Negotiationisastrategyforproductivelymanagingconflict、
Answer:
TruePage:
20
TF40、Thedualconcernsmodelhastwodimensions:
theverticaldimensionisoftenreferredtoasthecooperativenessdimension,andthehorizontaldimensionastheassertivenessdimension、
Answer:
TruePage:
22
MultipleChoiceQuestions
41、Whichperspectivecanbeusedtounderstanddifferentaspectsofnegotiation?
A）economics
B）psychology
C）anthropology
D）law
E）Alloftheaboveperspectivescanbeusedtounderstanddifferentaspectsofnegotiation、
Answer:
EPage:
3
42、Tomostpeoplethewords"bargaining"and"negotiation"are
A）mutuallyexclusive、
B）interchangeable、
C）notrelated、
D）interdependent、
E）Noneoftheabove、
Answer:
BPage:
3
43、Asituationinwhichsolutionsexistsothatbothpartiesaretryingtofindamutuallyacceptablesolutiontoacomplexconflictisknownaswhichofthefollowing?
A）mutualgains
B）win-lose
C）zero-sum
D）win-win
E）Noneoftheabove、
Answer:
DPage:
3
44、Whichisnotacharacteristicofanegotiationorbargainingsituation?
A）conflictbetweenparties
B）twoormorepartiesinvolved
C）anestablishedsetofrules
D）avoluntaryprocess
E）Noneoftheaboveisacharacteristicofanegotiation、
Answer:
CPage:
8
45、Tangiblefactors
A）includethepriceandtermsofagreement、
B）arepsychologicalmotivationsthatinfluencethenegotiations、
C）includetheneedtolookgoodinnegotiations、
D）cannotbemeasuredinquantifiableterms、
E）Noneoftheabovestatementsdescribetangiblefactors、
Answer:
APage:
8
46、Whichofthefollowingisnotanintangiblefactorinanegotiation?
A）theneedtolookgood
B）finalagreedpriceonacontract
C）thedesiretobookmorebusiness
D）fearofsettingaprecedent
E）Alloftheaboveareintangiblefactors、
Answer:
BPage:
8
47、Interdependentparties’relationshipsarecharacterizedby
A）interlockinggoals、
B）solitarydecisionmaking、
C）establishedprocedures、
D）rigidstructures、
E）Interdependentrelationshipsarecharacterizedbyalloftheabove、
Answer:
APage:
10
48、Azero-sumsituationisalsoknownbyanothernameofasituation、Whichofthefollowingisthat?
A）integrative
B）distributive
C）win-lose
D）negotiative
E）Noneoftheabove、
Answer:
BPage:
10
49、BATNAstandsfor
A）bestalternativetoanegotiatedagreement、
B）bestassignmenttoanegotiatedagreement、
C）bestalternativetoanegativeagreement、
D）bestalternativetoanegativeassignment、
E）BATNAstandsfornoneoftheabove、
Answer:
APage:
12
50、Whatarethetwodilemmasofnegotiation?
A）thedilemmaofcostandthedilemmaofprofitmargin
B）thedilemmaofhonestyandthedilemmaofprofitmargin
C）thedilemmaoftrustandthedilemmaofcost
D）thedilemmaofhonestyandthedilemmaoftrust
E）Noneoftheabove、
Answer:
DPage:
14
51、Howmuchtobelieveofwhattheotherpartytellsyou
A）dependsonthereputationoftheotherparty、
B）isaffectedbythecircumstancesofthenegotiation、
C）isrelatedtohowheorshetreatedyouinthepast、
D）isthedilemmaoftrust、
E）Alloftheabove、
Answer:
EPage:
14
52、Satisfactionwithanegotiationisdeterminedby
A）theprocessthroughwhichanagreementisreachedandthedollarvalueofconcessionsmadebyeachparty、
B）theactualoutcomeobtainedbythenegotiationascomparedtothein
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