谈判期末重点可编辑修改word版.docx
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谈判期末重点可编辑修改word版.docx
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谈判期末重点可编辑修改word版
Fillinginblank
Chapter1
1.Twoofthedilemmasinmutualadjustmentthatallnegotiatorsfacearethedilemmaofandthedilemmaof.
Answer:
honesty,trustPage:
14
2.Partieswhoemploythestrategymaintaintheirownaspirationsandtrytopersuadetheotherpartytoyield.
Answer:
contendingPage:
23
MultipleChoiceQuestions
1.Whichisnotacharacteristicofanegotiationorbargainingsituation?
A)conflictbetweenparties
B)twoormorepartiesinvolved
C)anestablishedsetofrules
D)avoluntaryprocessAnswer:
C
2.Tangiblefactors
A)includethepriceandtermsofagreement.
B)arepsychologicalmotivationsthatinfluencethenegotiations.
C)includetheneedtolookgoodinnegotiations.
D)cannotbemeasuredinquantifiableterms.Answer:
A
3.Whichofthefollowingisnotanintangiblefactorinanegotiation?
A)theneedtolookgood
B)finalagreedpriceonacontract
C)thedesiretobookmorebusiness
D)fearofsettingaprecedentAnswer:
B
4.Whatarethetwodilemmasofnegotiation?
A)thedilemmaofcostandthedilemmaofprofitmargin
B)thedilemmaofhonestyandthedilemmaofprofitmargin
C)thedilemmaoftrustandthedilemmaofcost
D)thedilemmaofhonestyandthedilemmaoftrustAnswer:
D
5.Whichofthefollowingstatementsaboutconflictistrue?
A)Conflictistheresultoftangiblefactors.
B)Conflictcanoccurwhentwopartiesareworkingtowardthesamegoalandgenerallywantthesameoutcome.
C)Conflictonlyoccurswhenbothpartieswantaverydifferentsettlement.
D)Conflicthasaminimaleffectoninterdependentrelationships.Answer:
B
6.IntheDualConcernsModel,thelevelofconcernfortheindividual'sownoutcomesandthelevelofconcernfortheother'soutcomesarereferredtoasthe
A)cooperativenessdimensionandthecompetitivenessdimension.
B)theassertivenessdimensionandthecompetitivenessdimension.
C)thecompetitivenessdimensionandtheaggressivenessdimension.
D)thecooperativenessdimensionandtheassertivenessdimension.Answer:
D
Shortansweressays:
1.Explainhowconflictisapotentialconsequenceofinterdependentrelationships.Answer:
Conflictcanresultfromthestronglydivergentneedsofthetwoparties,orfrommisperceptionsandmisunderstandings.Conflictcanoccurwhenthetwopartiesareworkingtowardthesamegoalandgenerallywantthesameoutcome,orwhenbothpartieswantverydifferentoutcomes.Regardlessofthecauseoftheconflict,negotiationcanplayanimportantroleinresolvingiteffectively.Inthissection,wewilldefineconflict,discussthedifferentlevelsofconflictthatcanoccur,reviewthefunctionsanddysfunctionsofconflict,anddiscussstrategiesformanagingconflicteffectively.Page:
18
2.Whyshouldnegotiatorsbeversatileintheircomfortanduseofbothvalueclaimingandvaluecreatingstrategicapproaches?
Answer:
Notonlymustnegotiatorsbeabletorecognizewhichstrategyismostappropriate,buttheymustbeabletousebothapproacheswithequalversatility.Thereisnosingle“best”,“preferred”or“right”waytonegotiate;thechoiceofnegotiationstrategyrequiresadaptationtothesituation,aswewillexplainmorefullyinthenextsectiononconflict.Moreover,ifmostnegotiationissues/problemshaveclaimingandcreatingvaluescomponents,thennegotiatorsmustbeabletousebothapproachesinthesamedeliberation.Page:
16
Chapter2
1.Distributivebargainingisbasicallyacompetitionoverwhoisgoingtogetthemostofa.
Answer:
limitedresourcePage:
33
2.Theisthepointbeyondwhichapersonwillnotgoandwouldratherbreakoffnegotiations.
Answer:
resistancepoint
3.Thespreadbetweentheresistancepointsiscalledthe
.
Answer:
bargainingrange.Page:
35
4.areimportantbecausetheygivethenegotiatorpowertowalkawayfromanynegotiationwhentheemergingdealisnotverygood.
Answer:
AlternativesPage:
36
5.Thetacticoccurswhennegotiatorsoverwhelmtheotherpartywithsomuchinformationthattheyhavetroubledeterminingwhichinformationisrealorimportant.
Answer:
snowjob
True/FalseQuestions
1.Distributivebargainingstrategiesandtacticsareusefulwhenanegotiatorwantstomaximizethevalueobtainedinasingledeal.
Answer:
TruePage:
33
2.Theresistancepointisthepointatwhichanegotiatorwouldliketoconcludenegotiations.
Answer:
FalsePage:
35
3.Anythingoutsidethebargainingrangewillbesummarilyrejectedbyoneofthenegotiators.
Answer:
TruePage:
35
4.Anegativebargainingrangeoccurswhenthebuyer'sresistancepointisabovetheseller's.
Answer:
FalsePage:
36
5.Asmallconcessionlateinnegotiationsmayindicatethatthereislittleroomlefttomove.
Answer:
TruePage:
53
MultipleChoiceQuestions
1.Distributivebargainingstrategies
A)arethemostefficientnegotiatingstrategiestouse.
B)areusedinallinterdependentrelationships.
C)areusefulinmaintaininglongtermrelationships.
D)cancausenegotiatorstoignorewhatthepartieshaveincommon.Answer:
DPage:
33
2.Thetargetpointisthe
A)pointatwhichanegotiatorwouldliketoconcludenegotiations.
B)negotiator'sbottomline.
C)firstofferanegotiatorquotestohisopponent.
D)initialpricesetbytheseller.Answer:
APage:
34
3.Theresistancepointisestablishedbytheexpectedfromaparticularoutcome,whichisinturntheproductoftheand
ofanoutcome.
A)cost,value,worth
B)value,worth,cost
C)value,costandtimeliness
D)cost,importance,valueAnswer:
BPage:
39
4.Whatstatementaboutconcessionsisfalse?
A)Concessionsarecentraltonegotiations.
B)Concessionsisanotherwordforadjustmentsinposition.
C)Concessionmakingexposestheconcessionmakertosomerisk.
D)Reciprocatingconcessionsisahaphazardprocess.Answer:
DPage:
53
5.Whensuccessiveconcessionsgetsmaller,themostobviousmessageisthat
A)thenegotiatorisreachingthefatiguepoint.
B)theresistancepointisbeingreached.
C)theconcessionmaker'spositionisweakening.
D)thenegotiatorhaspassedtheresistancepoint.Answer:
BPage:
53
Shortansweressays:
1.Whyisitadvantageoustomakeanextremeopeningoffer?
Answer:
Givesmoreroomformovementinnegotiationandthereforemoretimetolearntheotherparty'spriorities.Maycreatetheimpressionthatthereisalongway
togobeforeareasonablesettlementwillbeachievedandmoreconcessionsthanoriginallyintendedmayhavetobemadetobridgethedifferencebetweenthetwoopeningpositions.Page:
49
2.Whatarethestrategiesforrespondingtohardballtactics?
Answer:
ignorethem,discussthem,respondinkind,co-opttheotherparty.Alsodiscussedinthetextbutnotlistedspecifically:
preparation,familiaritywithhardballtactics,identificationanddiscussingthetactics,haltingthenegotiationprocess,teamnegotiations.Page:
62,63
FillintheBlankQuestions
Chapter3
1.Successfulintegrativenegotiationrequiresthatthenegotiatorssearchforsolutionsthatmeettheandofboth(all)sides.
Answer:
needs,objectivesPage:
74
2.Inanintegrativenegotiation,negotiatorsmustbeabouttheirprimaryinterestsandneeds,butaboutthemannerinwhichtheseinterestsandneedsaremetthroughsolutions.
Answer:
firm,flexiblePage:
74,75
3.Asaproblemisdefinedjointly,itshouldaccuratelyreflectbothparties'
and.
Answer:
needs,prioritiesPage:
77
4.Thosewhodonotshareabeliefthattheycanworktogetherinanintegrativenegotiationarelesswillingtoinvestthetimeandenergyinthepotentialpayoffsofacollaborativerelationshipandaremorelikelytoassumeaor
approachtoconflict.
Answer:
contending,accommodatingPage:
96
True/FalseQuestions
1.Thefailuretoreachintegrativeagreementsisoftenlinkedtothefailuretoexchangesufficientinformationthatwillallowthepartiestoidentifyintegrativeoptions.
Answer:
TruePage:
73
2.Inintegrativenegotiations,negotiatorsareencouragedtostatetheproblemintermsoftheirpreferredsolutionandtomakeconcessionsfromthesemostdesiredalternatives.
Answer:
FalsePage:
78
3.Althoughthereisnoguaranteethattrustwillleadtocollaboration,thereisplentyofevidencetosuggestthatmistrustinhibitscollaboration.
Answer:
TruePage:
98
MultipleChoiceQuestions
1.Whichofthefollowingisnotanelementofintegrativenegotiations?
A)afocusoncommonalties
B)anattempttoaddresspositions
C)arequiredexchangeofinformationandideas
D)theuseofobjectivecriteriaforstandardsofperformance
Answer:
BPage:
72
2.Substantiveinterests
A)aretheintereststhatrelatetothefocalissuesundernegotiation.
B)arerelatedtothewaywesettlethedispute.
C)meanthatoneorbothpartiesvaluetheirrelationshipwitheachotheranddonotwanttotakeactionsthatwilldamagetherelationship.
D)regardwhatisfair,whatisright,whatisacceptable,whatisethical,orwhathasbeendoneinthepastandshouldbedoneinthefuture.
Answer:
APage:
80
3.Whichofthefollowingstatementsaboutinterestsistrue?
A)Thereisonlyonetypeofinterestinadispute.
B)Partiesarealwaysinagreementaboutthetypeofinterestsatstake.
C)Interestsareoftenbasedinmoredeeplyrootedhumanneedsorvalues.
D)Interestsdonotchangeduringthecourseofanintegrativenegotiation.Answer:
CPage:
82
4.Integrativenegotiationfailsbecause
A)negotiatorsfailtoperceivetheintegrativepotentialofthenegotiatingproblem.
B)ofdistributiveassumptionsaboutthenegotiationproblem.
C)ofthenegotiator'spreviousrelationshipwithoneanother.
D)Alloftheabovearereasonswhyintegrativenegotiationsfail.Answer:
DPage:
102
Shortansweressays
1.Whatelementsmustanegotiationcontaintobecharacterizedas"integrative?
"
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