谈判期末重点可编辑修改word版.docx

谈判期末重点可编辑修改word版.docx

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谈判期末重点可编辑修改word版

Fillinginblank

Chapter1

1.Twoofthedilemmasinmutualadjustmentthatallnegotiatorsfacearethedilemmaofandthedilemmaof.

Answer:

honesty,trustPage:

14

2.Partieswhoemploythestrategymaintaintheirownaspirationsandtrytopersuadetheotherpartytoyield.

Answer:

contendingPage:

23

MultipleChoiceQuestions

1.Whichisnotacharacteristicofanegotiationorbargainingsituation?

A）conflictbetweenparties

B）twoormorepartiesinvolved

C）anestablishedsetofrules

D）avoluntaryprocessAnswer:

C

2.Tangiblefactors

A）includethepriceandtermsofagreement.

B）arepsychologicalmotivationsthatinfluencethenegotiations.

C）includetheneedtolookgoodinnegotiations.

D）cannotbemeasuredinquantifiableterms.Answer:

A

3.Whichofthefollowingisnotanintangiblefactorinanegotiation?

A）theneedtolookgood

B）finalagreedpriceonacontract

C）thedesiretobookmorebusiness

D）fearofsettingaprecedentAnswer:

B

4.Whatarethetwodilemmasofnegotiation?

A）thedilemmaofcostandthedilemmaofprofitmargin

B）thedilemmaofhonestyandthedilemmaofprofitmargin

C）thedilemmaoftrustandthedilemmaofcost

D）thedilemmaofhonestyandthedilemmaoftrustAnswer:

D

5.Whichofthefollowingstatementsaboutconflictistrue?

A）Conflictistheresultoftangiblefactors.

B）Conflictcanoccurwhentwopartiesareworkingtowardthesamegoalandgenerallywantthesameoutcome.

C）Conflictonlyoccurswhenbothpartieswantaverydifferentsettlement.

D）Conflicthasaminimaleffectoninterdependentrelationships.Answer:

B

6.IntheDualConcernsModel,thelevelofconcernfortheindividual'sownoutcomesandthelevelofconcernfortheother'soutcomesarereferredtoasthe

A）cooperativenessdimensionandthecompetitivenessdimension.

B）theassertivenessdimensionandthecompetitivenessdimension.

C）thecompetitivenessdimensionandtheaggressivenessdimension.

D）thecooperativenessdimensionandtheassertivenessdimension.Answer:

D

Shortansweressays:

1.Explainhowconflictisapotentialconsequenceofinterdependentrelationships.Answer:

Conflictcanresultfromthestronglydivergentneedsofthetwoparties,orfrommisperceptionsandmisunderstandings.Conflictcanoccurwhenthetwopartiesareworkingtowardthesamegoalandgenerallywantthesameoutcome,orwhenbothpartieswantverydifferentoutcomes.Regardlessofthecauseoftheconflict,negotiationcanplayanimportantroleinresolvingiteffectively.Inthissection,wewilldefineconflict,discussthedifferentlevelsofconflictthatcanoccur,reviewthefunctionsanddysfunctionsofconflict,anddiscussstrategiesformanagingconflicteffectively.Page:

18

2.Whyshouldnegotiatorsbeversatileintheircomfortanduseofbothvalueclaimingandvaluecreatingstrategicapproaches?

Answer:

Notonlymustnegotiatorsbeabletorecognizewhichstrategyismostappropriate,buttheymustbeabletousebothapproacheswithequalversatility.Thereisnosingle“best”,“preferred”or“right”waytonegotiate;thechoiceofnegotiationstrategyrequiresadaptationtothesituation,aswewillexplainmorefullyinthenextsectiononconflict.Moreover,ifmostnegotiationissues/problemshaveclaimingandcreatingvaluescomponents,thennegotiatorsmustbeabletousebothapproachesinthesamedeliberation.Page:

16

Chapter2

1.Distributivebargainingisbasicallyacompetitionoverwhoisgoingtogetthemostofa.

Answer:

limitedresourcePage:

33

2.Theisthepointbeyondwhichapersonwillnotgoandwouldratherbreakoffnegotiations.

Answer:

resistancepoint

3.Thespreadbetweentheresistancepointsiscalledthe

.

Answer:

bargainingrange.Page:

35

4.areimportantbecausetheygivethenegotiatorpowertowalkawayfromanynegotiationwhentheemergingdealisnotverygood.

Answer:

AlternativesPage:

36

5.Thetacticoccurswhennegotiatorsoverwhelmtheotherpartywithsomuchinformationthattheyhavetroubledeterminingwhichinformationisrealorimportant.

Answer:

snowjob

True/FalseQuestions

1.Distributivebargainingstrategiesandtacticsareusefulwhenanegotiatorwantstomaximizethevalueobtainedinasingledeal.

Answer:

TruePage:

33

2.Theresistancepointisthepointatwhichanegotiatorwouldliketoconcludenegotiations.

Answer:

FalsePage:

35

3.Anythingoutsidethebargainingrangewillbesummarilyrejectedbyoneofthenegotiators.

Answer:

TruePage:

35

4.Anegativebargainingrangeoccurswhenthebuyer'sresistancepointisabovetheseller's.

Answer:

FalsePage:

36

5.Asmallconcessionlateinnegotiationsmayindicatethatthereislittleroomlefttomove.

Answer:

TruePage:

53

MultipleChoiceQuestions

1.Distributivebargainingstrategies

A）arethemostefficientnegotiatingstrategiestouse.

B）areusedinallinterdependentrelationships.

C）areusefulinmaintaininglongtermrelationships.

D）cancausenegotiatorstoignorewhatthepartieshaveincommon.Answer:

DPage:

33

2.Thetargetpointisthe

A）pointatwhichanegotiatorwouldliketoconcludenegotiations.

B）negotiator'sbottomline.

C）firstofferanegotiatorquotestohisopponent.

D）initialpricesetbytheseller.Answer:

APage:

34

3.Theresistancepointisestablishedbytheexpectedfromaparticularoutcome,whichisinturntheproductoftheand

ofanoutcome.

A）cost,value,worth

B）value,worth,cost

C）value,costandtimeliness

D）cost,importance,valueAnswer:

BPage:

39

4.Whatstatementaboutconcessionsisfalse?

A）Concessionsarecentraltonegotiations.

B）Concessionsisanotherwordforadjustmentsinposition.

C）Concessionmakingexposestheconcessionmakertosomerisk.

D）Reciprocatingconcessionsisahaphazardprocess.Answer:

DPage:

53

5.Whensuccessiveconcessionsgetsmaller,themostobviousmessageisthat

A）thenegotiatorisreachingthefatiguepoint.

B）theresistancepointisbeingreached.

C）theconcessionmaker'spositionisweakening.

D）thenegotiatorhaspassedtheresistancepoint.Answer:

BPage:

53

Shortansweressays:

1.Whyisitadvantageoustomakeanextremeopeningoffer?

Answer:

Givesmoreroomformovementinnegotiationandthereforemoretimetolearntheotherparty'spriorities.Maycreatetheimpressionthatthereisalongway

togobeforeareasonablesettlementwillbeachievedandmoreconcessionsthanoriginallyintendedmayhavetobemadetobridgethedifferencebetweenthetwoopeningpositions.Page:

49

2.Whatarethestrategiesforrespondingtohardballtactics?

Answer:

ignorethem,discussthem,respondinkind,co-opttheotherparty.Alsodiscussedinthetextbutnotlistedspecifically:

preparation,familiaritywithhardballtactics,identificationanddiscussingthetactics,haltingthenegotiationprocess,teamnegotiations.Page:

62,63

FillintheBlankQuestions

Chapter3

1.Successfulintegrativenegotiationrequiresthatthenegotiatorssearchforsolutionsthatmeettheandofboth（all）sides.

Answer:

needs,objectivesPage:

74

2.Inanintegrativenegotiation,negotiatorsmustbeabouttheirprimaryinterestsandneeds,butaboutthemannerinwhichtheseinterestsandneedsaremetthroughsolutions.

Answer:

firm,flexiblePage:

74,75

3.Asaproblemisdefinedjointly,itshouldaccuratelyreflectbothparties'

and.

Answer:

needs,prioritiesPage:

77

4.Thosewhodonotshareabeliefthattheycanworktogetherinanintegrativenegotiationarelesswillingtoinvestthetimeandenergyinthepotentialpayoffsofacollaborativerelationshipandaremorelikelytoassumeaor

approachtoconflict.

Answer:

contending,accommodatingPage:

96

True/FalseQuestions

1.Thefailuretoreachintegrativeagreementsisoftenlinkedtothefailuretoexchangesufficientinformationthatwillallowthepartiestoidentifyintegrativeoptions.

Answer:

TruePage:

73

2.Inintegrativenegotiations,negotiatorsareencouragedtostatetheproblemintermsoftheirpreferredsolutionandtomakeconcessionsfromthesemostdesiredalternatives.

Answer:

FalsePage:

78

3.Althoughthereisnoguaranteethattrustwillleadtocollaboration,thereisplentyofevidencetosuggestthatmistrustinhibitscollaboration.

Answer:

TruePage:

98

MultipleChoiceQuestions

1.Whichofthefollowingisnotanelementofintegrativenegotiations?

A）afocusoncommonalties

B）anattempttoaddresspositions

C）arequiredexchangeofinformationandideas

D）theuseofobjectivecriteriaforstandardsofperformance

Answer:

BPage:

72

2.Substantiveinterests

A）aretheintereststhatrelatetothefocalissuesundernegotiation.

B）arerelatedtothewaywesettlethedispute.

C）meanthatoneorbothpartiesvaluetheirrelationshipwitheachotheranddonotwanttotakeactionsthatwilldamagetherelationship.

D）regardwhatisfair,whatisright,whatisacceptable,whatisethical,orwhathasbeendoneinthepastandshouldbedoneinthefuture.

Answer:

APage:

80

3.Whichofthefollowingstatementsaboutinterestsistrue?

A）Thereisonlyonetypeofinterestinadispute.

B）Partiesarealwaysinagreementaboutthetypeofinterestsatstake.

C）Interestsareoftenbasedinmoredeeplyrootedhumanneedsorvalues.

D）Interestsdonotchangeduringthecourseofanintegrativenegotiation.Answer:

CPage:

82

4.Integrativenegotiationfailsbecause

A）negotiatorsfailtoperceivetheintegrativepotentialofthenegotiatingproblem.

B）ofdistributiveassumptionsaboutthenegotiationproblem.

C）ofthenegotiator'spreviousrelationshipwithoneanother.

D）Alloftheabovearereasonswhyintegrativenegotiationsfail.Answer:

DPage:

102

Shortansweressays

1.Whatelementsmustanegotiationcontaintobecharacterizedas"integrative?

"