国际商务谈判自测题Chapter3.docx

1、国际商务谈判自测题Chapter3Chapter 3Strategy and Tactics of Integrative NegotiationFill in the Blank Questions 1. Although the conflict may appear initially to be win-lose to the parties, _ and _ _ will usually suggest win-win alternatives. Answer: discussion, mutual exploration Page: 72 2. Those wishing to a

2、chieve 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. Answer: context, process Page: 73 3. Effective _ exchange promotes the development of good integrative solutions. Answer: information Page:

3、 73 4. Successful integrative negotiation requires that the negotiators search for solutions that meet the _ and _ of both (all) sides. Answer: needs, objectives Page: 74 5. In an integrative negotiation, negotiators must be _ about their primary interests and needs, but _about the manner in which t

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

5、ss. Answer: problem identification Page: 76 8. As a problem is defined jointly, it should accurately reflect both parties _ and _. Answer: needs, priorities Page: 77 9. For positive problem solving to occur, both parties must be committed to stating the problem in _ terms. Answer: neutral Page: 77 1

6、0. Problem definition should specify what _ must be overcome for the goal to be attained. Answer: 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. Answer:

7、 premature solutions Page: 78 12. _ interests are related to how the negotiations unfold. Answer: 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 informa

8、tion to discover their interests and needs and then inventing options that will satisfy both parties needs. Answer: 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

9、. Answer: Nonspecific compensation Page: 87 15. Research has shown that when brainstormers work at the process for a long period of time, the best ideas are most likely to surface during the _ part of the activity. Answer: latter Page: 89 16. Integrative negotiation solutions should be judged on two

10、 major criteria: how _ they are, and how _ they will be to those who have to implement them. Answer: good, 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. Answer: logrolling Page: 93 18. A _ go

11、al is one in which both parties work toward a common end but one that benefits each party differently. Answer: shared Page: 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 co

12、llaborative relationship and are more likely to assume a _ or _ approach to conflict. Answer: contending, accommodating Page: 96 20. Integrative negotiation requires negotiators to accept both their own and the others attitudes, interests and desires as _. Answer: valid Page: 96 21. For integrative

13、negotiation to succeed, the parties must be motivated to _ rather than to compete. Answer: collaborate Page: 96 22. Even cooperatively motivated negotiators have less trust, exchange less information about preferences and priorities, and achieve agreements of lower joint profit when they can _ the o

14、ther party than when they do not have this capability. Answer: punish Page: 97 23. People who are interdependent but do not trust each other will act _ or _. Answer: tentatively, 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. Answer: information, communicate Page: 98 25. When there are strong negative feelings or when one or more parties are inclined to dominate, negotiators ma