国际商务谈判自测题Chapter1说课讲解.docx
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国际商务谈判自测题Chapter1说课讲解
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）theactualoutcomeobtainedbythenegotiationascomparedtoth
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