国际商务谈判自测题Chapter3.docx
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国际商务谈判自测题Chapter3
Chapter3
StrategyandTacticsofIntegrativeNegotiation
FillintheBlankQuestions
1.Althoughtheconflictmayappearinitiallytobewin-losetotheparties,____________and________________________willusuallysuggestwin-winalternatives.
Answer:
discussion,mutualexplorationPage:
72
2.Thosewishingtoachieveintegrativeresultsfindthattheymustmanagethe____________and____________ofthenegotiationinordertogainthewillingcooperationandcommitmentoftheotherparty.
Answer:
context,processPage:
73
3.Effective____________exchangepromotesthedevelopmentofgoodintegrativesolutions.
Answer:
informationPage:
73
4.Successfulintegrativenegotiationrequiresthatthenegotiatorssearchforsolutionsthatmeetthe____________and____________ofboth（all）sides.
Answer:
needs,objectivesPage:
74
5.Inanintegrativenegotiation,negotiatorsmustbe____________abouttheirprimaryinterestsandneeds,but____________aboutthemannerinwhichtheseinterestsandneedsaremetthroughsolutions.
Answer:
firm,flexiblePage:
74,75
6.Inintegrativenegotiation,____________aremeasuredbythedegreetowhichtheymeetbothnegotiators'goals.
Answer:
outcomesPage:
75
7.The____________stepisoftenthemostdifficultstepintheintegrativenegotiationprocess.
Answer:
problemidentificationPage:
76
8.Asaproblemisdefinedjointly,itshouldaccuratelyreflectbothparties'____________and____________.
Answer:
needs,prioritiesPage:
77
9.Forpositiveproblemsolvingtooccur,bothpartiesmustbecommittedtostatingtheproblemin____________terms.
Answer:
neutralPage:
77
10.Problemdefinitionshouldspecifywhat____________mustbeovercomeforthegoaltobeattained.
Answer:
obstaclesPage:
78
11.Theintegrativenegotiationprocesscannotworkunlessnegotiatorsavoid________________________untiltheyhavefullydefinedtheproblemandexaminedallthepossiblealternativesolutions.
Answer:
prematuresolutionsPage:
78
12._________interestsarerelatedtohowthenegotiationsunfold.
Answer:
ProcessPage:
81
13.Successful____________requiresafundamentalreformulationoftheproblemsuchthatthepartiesarenolongersquabblingovertheirpositions;instead,theyaredisclosingsufficientinformationtodiscovertheirinterestsandneedsandtheninventingoptionsthatwillsatisfybothparties'needs.
Answer:
bridgingPage:
87
14.________________________occursinintegrativenegotiationwhenonepartyisallowedtoobtainhis/herobjectivesandthen"paysoff"theotherpersonforaccommodatinghis/herinterests.
Answer:
NonspecificcompensationPage:
87
15.Researchhasshownthatwhenbrainstormersworkattheprocessforalongperiodoftime,thebestideasaremostlikelytosurfaceduringthe____________partoftheactivity.
Answer:
latterPage:
89
16.Integrativenegotiationsolutionsshouldbejudgedontwomajorcriteria:
how____________theyare,andhow____________theywillbetothosewhohavetoimplementthem.
Answer:
good,acceptablePage:
92
17.Thestrategyof____________iseffectivenotonlyininventingoptions,butalsoasamechanismtocombineoptionsintonegotiatedpackages.
Answer:
logrollingPage:
93
18.A____________goalisoneinwhichbothpartiesworktowardacommonendbutonethatbenefitseachpartydifferently.
Answer:
sharedPage:
95
19.Thosewhodonotshareabeliefthattheycanworktogetherinanintegrativenegotiationarelesswillingtoinvestthetimeandenergyinthepotentialpayoffsofacollaborativerelationshipandaremorelikelytoassumea____________or____________approachtoconflict.
Answer:
contending,accommodatingPage:
96
20.Integrativenegotiationrequiresnegotiatorstoacceptboththeirownandtheother'sattitudes,interestsanddesiresas____________.
Answer:
validPage:
96
21.Forintegrativenegotiationtosucceed,thepartiesmustbemotivatedto____________ratherthantocompete.
Answer:
collaboratePage:
96
22.Evencooperativelymotivatednegotiatorshavelesstrust,exchangelessinformationaboutpreferencesandpriorities,andachieveagreementsoflowerjointprofitwhentheycan____________theotherpartythanwhentheydonothavethiscapability.
Answer:
punishPage:
97
23.Peoplewhoareinterdependentbutdonottrusteachotherwillact____________or____________.
Answer:
tentatively,defensivelyPage:
98
24.Whenpeopletrusteachother,theyaremorelikelytoshare_____________andto_____________accuratelytheirneeds,positions,andthefactsofthesituation.
Answer:
information,communicatePage:
98
25.Whentherearestrongnegativefeelingsorwhenoneormorepartiesareinclinedtodominate,negotiatorsma
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