国际商务谈判自测题Chapter3Word文件下载.docx
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国际商务谈判自测题Chapter3Word文件下载.docx
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3.Effective____________exchangepromotesthedevelopmentofgoodintegrativesolutions.
informationPage:
4.Successfulintegrativenegotiationrequiresthatthenegotiatorssearchforsolutionsthatmeetthe____________and____________ofboth(all)sides.
needs,objectivesPage:
74
5.Inanintegrativenegotiation,negotiatorsmustbe____________abouttheirprimaryinterestsandneeds,but____________aboutthemannerinwhichtheseinterestsandneedsaremetthroughsolutions.
firm,flexiblePage:
74,75
6.Inintegrativenegotiation,____________aremeasuredbythedegreetowhichtheymeetbothnegotiators'
goals.
outcomesPage:
75
7.The____________stepisoftenthemostdifficultstepintheintegrativenegotiationprocess.
problemidentificationPage:
76
8.Asaproblemisdefinedjointly,itshouldaccuratelyreflectbothparties'
____________and____________.
needs,prioritiesPage:
77
9.Forpositiveproblemsolvingtooccur,bothpartiesmustbecommittedtostatingtheproblemin____________terms.
neutralPage:
10.Problemdefinitionshouldspecifywhat____________mustbeovercomeforthegoaltobeattained.
obstaclesPage:
78
11.Theintegrativenegotiationprocesscannotworkunlessnegotiatorsavoid________________________untiltheyhavefullydefinedtheproblemandexaminedallthepossiblealternativesolutions.
prematuresolutionsPage:
12._________interestsarerelatedtohowthenegotiationsunfold.
ProcessPage:
81
13.Successful____________requiresafundamentalreformulationoftheproblemsuchthatthepartiesarenolongersquabblingovertheirpositions;
instead,theyaredisclosingsufficientinformationtodiscovertheirinterestsandneedsandtheninventingoptionsthatwillsatisfybothparties'
needs.
bridgingPage:
87
14.________________________occursinintegrativenegotiationwhenonepartyisallowedtoobtainhis/herobjectivesandthen"
paysoff"
theotherpersonforaccommodatinghis/herinterests.
NonspecificcompensationPage:
15.Researchhasshownthatwhenbrainstormersworkattheprocessforalongperiodoftime,thebestideasaremostlikelytosurfaceduringthe____________partoftheactivity.
latterPage:
89
16.Integrativenegotiationsolutionsshouldbejudgedontwomajorcriteria:
how____________theyare,andhow____________theywillbetothosewhohavetoimplementthem.
good,acceptablePage:
92
17.Thestrategyof____________iseffectivenotonlyininventingoptions,butalsoasamechanismtocombineoptionsintonegotiatedpackages.
logrollingPage:
93
18.A____________goalisoneinwhichbothpartiesworktowardacommonendbutonethatbenefitseachpartydifferently.
sharedPage:
95
19.Thosewhodonotshareabeliefthattheycanworktogetherinanintegrativenegotiationarelesswillingtoinvestthetimeandenergyinthepotentialpayoffsofacollaborativerelationshipandaremorelikelytoassumea____________or____________approachtoconflict.
contending,accommodatingPage:
96
20.Integrativenegotiationrequiresnegotiatorstoacceptboththeirownandtheother'
sattitudes,interestsanddesiresas____________.
validPage:
21.Forintegrativenegotiationtosucceed,thepartiesmustbemotivatedto____________ratherthantocompete.
collaboratePage:
22.Evencooperativelymotivatednegotiatorshavelesstrust,exchangelessinformationaboutpreferencesandpriorities,andachieveagreementsoflowerjointprofitwhentheycan____________theotherpartythanwhentheydonothavethiscapability.
punishPage:
97
23.Peoplewhoareinterdependentbutdonottrusteachotherwillact____________or____________.
tentatively,defensivelyPage:
98
24.Whenpeopletrusteachother,theyaremorelikelytoshare_____________andto_____________accuratelytheirneeds,positions,andthefactsofthesituation.
information,communicatePage:
25.Whentherearestrongnegativefeelingsorwhenoneormorepartiesareinclinedtodominate,negotiatorsmaycreate____________,____________proceduresforcommunication.
formal,structuredPage:
100
True/FalseQuestions
TF26.Inintegrativenegotiation,thegoalsofthepartiesaremutuallyexclusive.
FalsePage:
71
TF27.Thefailuretoreachintegrativeagreementsisoftenlinkedtothefailuretoexchangesufficientinformationthatwillallowthepartiestoidentifyintegrativeoptions.
TruePage:
TF28.Integrativeagreementshavebeenshowntobefacilitatedwhenpartiesexchangedinformationabouttheirpositionsonparticularissues,butnotnecessarilyabouttheirprioritiesonthoseissues.
73,74
TF29.Partiesshouldentertheintegrativenegotiationprocesswithfewpreconceptionsaboutthesolution.
TF30.Forpositiveproblemsolvingtooccur,bothpartiesmustbecommittedtostatingtheprobleminneutralterms.
TF31.Anintegrativenegotiationproblemshouldbedefinedasasolutionprocessratherthanasaspecificgoaltobeattained.
TF32.Inintegrativenegotiations,negotiatorsareencouragedtostatetheproblemintermsoftheirpreferredsolutionandtomakeconcessionsfromthesemostdesiredalternatives.
TF33.Ifbothpartiesunderstandthemotivatingfactorsfortheother,theymayrecognizepossiblecompatibilitiesinintereststhatpermitthemtoinventpositionswhichbothwillendorseasanacceptablesettlement.
79,80
TF34.Intrinsicrelationshipinterestsexistwhenthepartiesderivepositivebenefitsfromtherelationshipanddonotwishtoendangerfuturebenefitsbysouringit.
80
TF35.Focusingoninterestsallowspartiestomovebeyondopeningpositionsanddemandstodeterminewhatthepartiesreallywant—whatneedstrulymustbesatisfied.
82
TF36.Inlogrolling,ifthepartiesdoinfacthavedifferentpreferencesondifferentissues,eachpartygetstheirmostpreferredoutcomeontheirhighpriorityissueandshouldbehappywiththeoverallagreement.
85
TF37."
Expandingthepie"
asamethodofgeneratingalternativesolutionsisacomplexprocess,asitrequiresmuchmoredetailedinformationabouttheotherpartythandoothermethods.
86
TF38.Successfulbridgingrequiresafundamentalreformulationoftheproblemsuchthatthepartiesarenolongersquabblingovertheirpositions;
TF39.Ingeneratingalternativesolutionstotheproblem,groupsshouldalsoadoptproceduresfordefiningtheproblem,definingtheinterests,andgeneratingoptions,however,topreventthegroupprocessfromdegeneratingintoawin-losecompetitionoradebatingevent.
TF40.Inbrainstorming,participantsareurgedtobespontaneous,evenimpractical,andtocensoranyone’sideas(includingtheirown).
TF41.Whethertheintegrativenegotiationissimpleorcomplex,theevaluationandselectionstepsmustalwaysbekeptseparate,oracontaminationofthenegotiationeffortmayoccurafteraninformaldecisionhasalreadybeenmade.
91
TF42.Whenaspecificsolutionmustmeetthecriteriaofbothqualityandacceptability,thoseevaluatingthesolutionoptionsmayhavetobepreparedtomaketrade-offsbetweenthetwotoinsurethatbothcriteriaaremet.
TF43.Intangiblescanleadthenegotiatortofighthardertoattainaparticularsolutionoptionifthatoptionsatisfiesbothtangiblesandintangibles.
TF44.Inintegrativenegotiation,decisionsmustbefinalizedineachstepofthenegotiationprocess.
94
TF45.Acommongoalisoneinwhichallpartiessharetheresultequally.
TF46.Negotiatorswhoarefirmeraboutinsistingthattheirownpointofviewbecomeincorporatedintothegroupsolutionachievelessintegrativeagreementsthanthosewhoarelessfirm.
TF47.Forsuccessfulintegrativenegotiationtooccur,eachpartyshouldbeasinterestedintheobjectivesandproblemsoftheothersideaseachisinhisown.
TF48.Althoughthereisnoguaranteethattrustwillleadtocollaboration,thereisplentyofevidencetosuggestthatmistrustinhibitscollaboration.
TF49.Multiplecommunicationchannelsshouldnotbeusedastheyinevitablypassalonginaccurateandconfusinginformation.
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- 国际 商务 谈判 自测 Chapter3