国际商务谈判自测题Chapter1Word文档下载推荐.docx

1、 5. Successful negotiation involves the management of _ ., the price or the terms of agreement） and also the resolution of _. tangibles, intangibles Page: 8 6. Independent parties are able to meet their own _ without the help and assistance of others. needs Page: 9 7. The mix of convergent and confl

2、icting goals characterizes many _ relationships. interdependent Page: 10 8. The _ of peoples goals, and the _ of the situation in which they are going to negotiate, strongly shapes negotiation processes and outcomes. interdependence, structure Page: 9. Whether you should or should not agree on somet

3、hing in a negotiation depends entirely upon the attractiveness to you of the best available _. alternative Page: 10 12 10. When parties are interdependent, they have to find a way to _ their differences. resolve Page: 12 11. Negotiation is a _ that transforms over time. process Page: 12. Negotiation

4、s often begin with statements of opening _. positions Page: 13 13. When one party accepts a change in his or her position, a _ has been made. concession Page: 14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of _ and the dilemma of _. honesty, trust Page: 14 15.

5、 Most actual negotiations are a combination of claiming and _ value processes. creating Page: 16 16. _ _ is analyzed as it affects the ability of the group to make decisions, work productively, resolve its differences, and continue to achieve its goals effectively. Intragroup conflict Page: 18 17. M

6、ost people initially believe that _ is always bad. conflict Page: 19 18. The objective is not to eliminate conflict but to learn how to manage it to control the _ elements while enjoying the productive aspects. destructive Page: 20 19. The two-dimensional framework called the _ _ _ postulates that p

7、eople in conflict have two independent types of concern. dual concerns model Page: 22 20. Parties who employ the _ strategy maintain their own aspirations and try to persuade the other party to yield. contending Page: 23 True/False Questions T F 21. Negotiation is a process reserved only for the ski

8、lled diplomat, top salesperson, or ardent advocate for an organized lobby False Page: T F 22. Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated. T F 23. Negotiation situations have fundamentally the sam

9、e characteristics, True Page: T F 24. A creative negotiation that meets the objectives of all sides may not require compromise. T F 25. The parties prefer to negotiate and search for agreement rather than to fight openly, have one side dominate and the other capitulate, permanently break off contact

10、, or take their dispute to a higher authority to resolve it T F 26. It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or appropriate in the resolution of the tangibles. 8 T F 27. In any industry in which repeat business is done with the same parties

11、, there is always a balance between pushing the limit on any particular negotiation and making sure the other partyand your relationship with himsurvives intact. 11 T F 28. When the goals of two or more people are interconnected so that only one can achieve the goalsuch as running a race in which th

12、ere will be only one winnerthis is a competitive situation, also known as a non-zero-sum or distributive situation T F 29. Remember that every possible interdependency has an alternative; negotiators can always say “no” and walk away. T F 30. A zero-sum situation is a situation in which individuals

13、are so linked together that there is a positive correlation between their goal attainments. T F 31. The value of a persons BATNA is always relative to the possible settlements available in the current negotiation, and the possibilities within a given negotiation are heavily influenced by the nature

14、of the interdependence between the parties. T F 32. The effective negotiator needs to understand how people will adjust and readjust, and how the negotiations might twist and turn, based on ones own moves and the others responses. T F 33. The pattern of give-and-take in negotiation is a characterist

15、ic exclusive to formal negotiations. 14, 15 T F 34. In contrast, non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives. 15 T F 35. Negotiators do not have to be versatile in their comfort and use of both major strategic approaches to

16、 be successful. T F 36. Differences in time preferences have the potential to create value in a negotiation. 17 T F 37. Conflict doesnt usually occur when the two parties are working toward the same goal and generally want the same outcome. 18 T F 38. Intragroup conflict occurs between groups. T F 3

17、9. Negotiation is a strategy for productively managing conflict. T F 40. The dual concerns model has two dimensions: the vertical dimension is often referred to as the cooperativeness dimension, and the horizontal dimension as the assertiveness dimension.Multiple Choice Questions 41. Which perspecti

18、ve can be used to understand different aspects of negotiation A） economics B） psychology C） anthropology D） law E） All of the above perspectives can be used to understand different aspects of negotiation. E Page: 42. To most people the words bargaining and negotiation are A） mutually exclusive. B） i

19、nterchangeable. C） not related. D） interdependent. E） None of the above. B Page: 43. A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following A） mutual gains B） win-lose C） zero-sum D） win-win

20、 D Page: 44. Which is not a characteristic of a negotiation or bargaining situation A） conflict between parties B） two or more parties involved C） an established set of rules D） a voluntary process E） None of the above is a characteristic of a negotiation. C Page: 45. Tangible factors A） include the

21、 price and terms of agreement. B） are psychological motivations that influence the negotiations. C） include the need to look good in negotiations. D） cannot be measured in quantifiable terms. E） None of the above statements describe tangible factors. A Page: 46. Which of the following is not an inta

22、ngible factor in a negotiation A） the need to look good B） final agreed price on a contract C） the desire to book more business D） fear of setting a precedent E） All of the above are intangible factors. 47. Interdependent parties relationships are characterized by A） interlocking goals. B） solitary

23、decision making. C） established procedures. D） rigid structures. E） Interdependent relationships are characterized by all of the above. 48. A zero-sum situation is also known by another name of a situation. Which of the following is that A） integrative B） distributive C） win-lose D） negotiative 49.

24、BATNA stands for A） best alternative to a negotiated agreement. B） best assignment to a negotiated agreement. C） best alternative to a negative agreement. D） best alternative to a negative assignment. E） BATNA stands for none of the above. 50. What are the two dilemmas of negotiation A） the dilemma

25、of cost and the dilemma of profit margin B） the dilemma of honesty and the dilemma of profit margin C） the dilemma of trust and the dilemma of cost D） the dilemma of honesty and the dilemma of trust 51. How much to believe of what the other party tells you A） depends on the reputation of the other p

26、arty. B） is affected by the circumstances of the negotiation. C） is related to how he or she treated you in the past. D） is the dilemma of trust. E） All of the above. 52. Satisfaction with a negotiation is determined by A） the process through which an agreement is reached and the dollar value of concessions made by each party. B） the actual outcome obtained by the negotiation as compared to the initial barg