国际商务谈判自测题Chapter3Word下载.docx

1、 72 2. Those wishing to achieve integrative results find that they must manage the _ and _ of the negotiation in order to gain the willing cooperation and commitment of the other party. context, process Page: 73 3. Effective _ exchange promotes the development of good integrative solutions. informat

2、ion Page: 4. Successful integrative negotiation requires that the negotiators search for solutions that meet the _ and _ of both （all） sides. needs, objectives Page: 74 5. In an integrative negotiation, negotiators must be _ about their primary interests and needs, but _about the manner in which the

3、se interests and needs are met through solutions. firm, flexible Page: 74, 75 6. In integrative negotiation, _ are measured by the degree to which they meet both negotiators goals. outcomes Page: 75 7. The _ step is often the most difficult step in the integrative negotiation process. problem identi

4、fication Page: 76 8. As a problem is defined jointly, it should accurately reflect both parties _ and _. needs, priorities Page: 77 9. For positive problem solving to occur, both parties must be committed to stating the problem in _ terms. neutral Page: 10. Problem definition should specify what _ m

5、ust be overcome for the goal to be attained. obstacles Page: 78 11. The integrative negotiation process cannot work unless negotiators avoid _ _ until they have fully defined the problem and examined all the possible alternative solutions. premature solutions Page: 12. _ interests are related to how

6、 the negotiations unfold. Process Page: 81 13. Successful _ requires a fundamental reformulation of the problem such that the parties are no longer squabbling over their positions; instead, they are disclosing sufficient information to discover their interests and needs and then inventing options th

7、at will satisfy both parties needs. bridging Page: 87 14. _ _occurs in integrative negotiation when one party is allowed to obtain his/her objectives and then pays off the other person for accommodating his/her interests. Nonspecific compensation Page: 15. Research has shown that when brainstormers

8、work at the process for a long period of time, the best ideas are most likely to surface during the _ part of the activity. latter Page: 89 16. Integrative negotiation solutions should be judged on two major criteria: how _ they are, and how _ they will be to those who have to implement them. good,

9、acceptable Page: 92 17. The strategy of _ is effective not only in inventing options, but also as a mechanism to combine options into negotiated packages. logrolling Page: 93 18. A _ goal is one in which both parties work toward a common end but one that benefits each party differently. shared Page:

10、 95 19. Those who do not share a belief that they can work together in an integrative negotiation are less willing to invest the time and energy in the potential payoffs of a collaborative relationship and are more likely to assume a _ or _ approach to conflict. contending, accommodating Page: 96 20

11、. Integrative negotiation requires negotiators to accept both their own and the others attitudes, interests and desires as _. valid Page: 21. For integrative negotiation to succeed, the parties must be motivated to _ rather than to compete. collaborate Page: 22. Even cooperatively motivated negotiat

12、ors have less trust, exchange less information about preferences and priorities, and achieve agreements of lower joint profit when they can _ the other party than when they do not have this capability. punish Page: 97 23. People who are interdependent but do not trust each other will act _ or _. ten

13、tatively, defensively Page: 98 24. When people trust each other, they are more likely to share _ and to _ accurately their needs, positions, and the facts of the situation. information, communicate Page: 25. When there are strong negative feelings or when one or more parties are inclined to dominate, negotiators ma