国际商务谈判自测题Chapter1Word文档下载推荐.docx
- 文档编号:18779471
- 上传时间:2023-01-01
- 格式:DOCX
- 页数:15
- 大小:22.42KB
国际商务谈判自测题Chapter1Word文档下载推荐.docx
《国际商务谈判自测题Chapter1Word文档下载推荐.docx》由会员分享,可在线阅读,更多相关《国际商务谈判自测题Chapter1Word文档下载推荐.docx(15页珍藏版)》请在冰豆网上搜索。
5.Successfulnegotiationinvolvesthemanagementof____________.,thepriceorthetermsofagreement)andalsotheresolutionof____________.
tangibles,intangiblesPage:
8
6.Independentpartiesareabletomeettheirown____________withoutthehelpandassistanceofothers.
needsPage:
9
7.Themixofconvergentandconflictinggoalscharacterizesmany____________relationships.
interdependentPage:
10
8.The____________ofpeople’sgoals,andthe____________ofthesituationinwhichtheyaregoingtonegotiate,stronglyshapesnegotiationprocessesandoutcomes.
interdependence,structurePage:
9.Whetheryoushouldorshouldnotagreeonsomethinginanegotiationdependsentirelyupontheattractivenesstoyouofthebestavailable_________.
alternativePage:
10–12
10.Whenpartiesareinterdependent,theyhavetofindawayto____________theirdifferences.
resolvePage:
12
11.Negotiationisa____________thattransformsovertime.
processPage:
12.Negotiationsoftenbeginwithstatementsofopening____________.
positionsPage:
13
13.Whenonepartyacceptsachangeinhisorherposition,a____________hasbeenmade.
concessionPage:
14.Twoofthedilemmasinmutualadjustmentthatallnegotiatorsfacearethedilemmaof____________andthedilemmaof____________.
honesty,trustPage:
14
15.Mostactualnegotiationsareacombinationofclaimingand____________valueprocesses.
creatingPage:
16
16.________________________isanalyzedasitaffectstheabilityofthegrouptomakedecisions,workproductively,resolveitsdifferences,andcontinuetoachieveitsgoalseffectively.
IntragroupconflictPage:
18
17.Mostpeopleinitiallybelievethat____________isalwaysbad.
conflictPage:
19
18.Theobjectiveisnottoeliminateconflictbuttolearnhowtomanageittocontrolthe____________elementswhileenjoyingtheproductiveaspects.
destructivePage:
20
19.Thetwo-dimensionalframeworkcalledthe____________________________________postulatesthatpeopleinconflicthavetwoindependenttypesofconcern.
dualconcernsmodelPage:
22
20.Partieswhoemploythe____________strategymaintaintheirownaspirationsandtrytopersuadetheotherpartytoyield.
contendingPage:
23
True/FalseQuestions
TF21.Negotiationisaprocessreservedonlyfortheskilleddiplomat,topsalesperson,orardentadvocateforanorganizedlobby
FalsePage:
TF22.Manyofthemostimportantfactorsthatshapeanegotiationresultdonotoccurduringthenegotiation,butoccurafterthepartieshavenegotiated.
TF23.Negotiationsituationshavefundamentallythesamecharacteristics,
TruePage:
TF24.Acreativenegotiationthatmeetstheobjectivesofallsidesmaynotrequirecompromise.
TF25.Thepartiesprefertonegotiateandsearchforagreementratherthantofightopenly,haveonesidedominateandtheothercapitulate,permanentlybreakoffcontact,ortaketheirdisputetoahigherauthoritytoresolveit
TF26.Itispossibletoignoreintangibles,becausetheyaffectourjudgmentaboutwhatisfair,orright,orappropriateintheresolutionofthetangibles.
8
TF27.Inanyindustryinwhichrepeatbusinessisdonewiththesameparties,thereisalwaysabalancebetweenpushingthelimitonanyparticularnegotiationandmakingsuretheotherparty—andyourrelationshipwithhim—survivesintact.
11
TF28.Whenthegoalsoftwoormorepeopleareinterconnectedsothatonlyonecanachievethegoal—suchasrunningaraceinwhichtherewillbeonlyonewinner—thisisacompetitivesituation,alsoknownasanon-zero-sumordistributivesituation
TF29.Rememberthateverypossibleinterdependencyhasanalternative;
negotiatorscanalwayssay“no”andwalkaway.
TF30.Azero-sumsituationisasituationinwhichindividualsaresolinkedtogetherthatthereisapositivecorrelationbetweentheirgoalattainments.
TF31.Thevalueofaperson'
sBATNAisalwaysrelativetothepossiblesettlementsavailableinthecurrentnegotiation,andthepossibilitieswithinagivennegotiationareheavilyinfluencedbythenatureoftheinterdependencebetweentheparties.
TF32.Theeffectivenegotiatorneedstounderstandhowpeoplewilladjustandreadjust,andhowthenegotiationsmighttwistandturn,basedonone’sownmovesandtheothers’responses.
TF33.Thepatternofgive-and-takeinnegotiationisacharacteristicexclusivetoformalnegotiations.
14,15
TF34.Incontrast,non-zero-sumorintegrativeormutualgainssituationsareoneswheremanypeoplecanachievetheirgoalsandobjectives.
15
TF35.Negotiatorsdonothavetobeversatileintheircomfortanduseofbothmajorstrategicapproachestobesuccessful.
TF36.Differencesintimepreferenceshavethepotentialtocreatevalueinanegotiation.
17
TF37.Conflictdoesn’tusuallyoccurwhenthetwopartiesareworkingtowardthesamegoalandgenerallywantthesameoutcome.
18
TF38.Intragroupconflictoccursbetweengroups.
TF39.Negotiationisastrategyforproductivelymanagingconflict.
TF40.Thedualconcernsmodelhastwodimensions:
theverticaldimensionisoftenreferredtoasthecooperativenessdimension,andthehorizontaldimensionastheassertivenessdimension.
MultipleChoiceQuestions
41.Whichperspectivecanbeusedtounderstanddifferentaspectsofnegotiation
A)economics
B)psychology
C)anthropology
D)law
E)Alloftheaboveperspectivescanbeusedtounderstanddifferentaspectsofnegotiation.
EPage:
42.Tomostpeoplethewords"
bargaining"
and"
negotiation"
are
A)mutuallyexclusive.
B)interchangeable.
C)notrelated.
D)interdependent.
E)Noneoftheabove.
BPage:
43.Asituationinwhichsolutionsexistsothatbothpartiesaretryingtofindamutuallyacceptablesolutiontoacomplexconflictisknownaswhichofthefollowing
A)mutualgains
B)win-lose
C)zero-sum
D)win-win
DPage:
44.Whichisnotacharacteristicofanegotiationorbargainingsituation
A)conflictbetweenparties
B)twoormorepartiesinvolved
C)anestablishedsetofrules
D)avoluntaryprocess
E)Noneoftheaboveisacharacteristicofanegotiation.
CPage:
45.Tangiblefactors
A)includethepriceandtermsofagreement.
B)arepsychologicalmotivationsthatinfluencethenegotiations.
C)includetheneedtolookgoodinnegotiations.
D)cannotbemeasuredinquantifiableterms.
E)Noneoftheabovestatementsdescribetangiblefactors.
APage:
46.Whichofthefollowingisnotanintangiblefactorinanegotiation
A)theneedtolookgood
B)finalagreedpriceonacontract
C)thedesiretobookmorebusiness
D)fearofsettingaprecedent
E)Alloftheaboveareintangiblefactors.
47.Interdependentparties’relationshipsarecharacterizedby
A)interlockinggoals.
B)solitarydecisionmaking.
C)establishedprocedures.
D)rigidstructures.
E)Interdependentrelationshipsarecharacterizedbyalloftheabove.
48.Azero-sumsituationisalsoknownbyanothernameofasituation.Whichofthefollowingisthat
A)integrative
B)distributive
C)win-lose
D)negotiative
49.BATNAstandsfor
A)bestalternativetoanegotiatedagreement.
B)bestassignmenttoanegotiatedagreement.
C)bestalternativetoanegativeagreement.
D)bestalternativetoanegativeassignment.
E)BATNAstandsfornoneoftheabove.
50.Whatarethetwodilemmasofnegotiation
A)thedilemmaofcostandthedilemmaofprofitmargin
B)thedilemmaofhonestyandthedilemmaofprofitmargin
C)thedilemmaoftrustandthedilemmaofcost
D)thedilemmaofhonestyandthedilemmaoftrust
51.Howmuchtobelieveofwhattheotherpartytellsyou
A)dependsonthereputationoftheotherparty.
B)isaffectedbythecircumstancesofthenegotiation.
C)isrelatedtohowheorshetreatedyouinthepast.
D)isthedilemmaoftrust.
E)Alloftheabove.
52.Satisfactionwithanegotiationisdeterminedby
A)theprocessthroughwhichanagreementisreachedandthedollarvalueofconcessionsmadebyeachparty.
B)theactualoutcomeobtainedbythenegotiationascomparedtotheinitialbarg
- 配套讲稿:
如PPT文件的首页显示word图标,表示该PPT已包含配套word讲稿。双击word图标可打开word文档。
- 特殊限制:
部分文档作品中含有的国旗、国徽等图片,仅作为作品整体效果示例展示,禁止商用。设计者仅对作品中独创性部分享有著作权。
- 关 键 词:
- 国际 商务 谈判 自测 Chapter1
![提示](https://static.bdocx.com/images/bang_tan.gif)