国际商务谈判自测题Chapter_3
Chapter 3
Strategy and Tactics of Integrative Negotiation
Fill 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 achieve 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: 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 these 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 process.
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
10. 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: 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
information 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.
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 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 ____________ goal 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 collaborative 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 other's attitudes,
interests and desires as ____________.
Answer: valid Page: 96
21. For integrative 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 other 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 may create ____________, ____________ procedures for communication.
Answer: formal, structured Page: 100
True/False Questions
T F 26. In integrative negotiation, the goals of the parties are mutually exclusive.
Answer: False Page: 71
T F 27. The failure to reach integrative agreements is often linked to the failure to exchange sufficient information that will allow the parties to identify integrative options.
Answer: True Page: 73
T F 28. Integrative agreements have been shown to be facilitated when parties exchanged information about their positions on particular issues, but not necessarily about their
priorities on those issues.
Answer: False Page: 73, 74
T F 29. Parties should enter the integrative negotiation process with few preconceptions about the solution.
Answer: True Page: 77
T F 30. For positive problem solving to occur, both parties must be committed to stating the problem in neutral terms.
Answer: True Page: 77
T F 31. An integrative negotiation problem should be defined as a solution process rather than as a specific goal to be attained.
Answer: False Page: 78
T F 32. In integrative negotiations, negotiators are encouraged to state the problem in terms of their preferred solution and to make concessions from these most desired alternatives.
Answer: False Page: 78
T F 33. If both parties understand the motivating factors for the other, they may recognize possible compatibilities in interests that permit them to invent positions which both will endorse as
an acceptable settlement.
Answer: True Page: 79, 80
T F 34. Intrinsic relationship interests exist when the parties derive positive benefits from the relationship and do not wish to endanger future benefits by souring it.
Answer: False Page: 80
T F 35. Focusing on interests allows parties to move beyond opening positions and demands to determine what the parties really want—what needs truly must be satisfied.
Answer: True Page: 82
T F 36. In logrolling, if the parties do in fact have different preferences on different issues, each party gets their most preferred outcome on their high priority issue and should be happy
with the overall agreement.
Answer: True Page: 85
T F 37. "Expanding the pie" as a method of generating alternative solutions is a complex process, as it requires much more detailed information about the other party than do other methods.
Answer: False Page: 86
T F 38. Successful bridging requires a fundamental reformulation of the problem such that the parties are no longer squabbling over their positions; instead, they are disclosing sufficient
information to discover their interests and needs and then inventing options that will satisfy
both parties' needs.
Answer: True Page: 87
T F 39. In generating alternative solutions to the problem, groups should also adopt procedures for defining the problem, defining the interests, and generating options, however, to prevent
the group process from degenerating into a win-lose competition or a debating event.
Answer: True Page: 89
T F 40. In brainstorming, participants are urged to be spontaneous, even impractical, and to censor anyone’s ideas (including their own).
Answer: False Page: 89
T F 41. Whether the integrative negotiation is simple or complex, the evaluation and selection steps must always be kept separate, or a contamination of the negotiation effort may occur
after an informal decision has already been made.
Answer: False Page: 91
T F 42. When a specific solution must meet the criteria of both quality and acceptability, those evaluating the solution options may have to be prepared to make trade-offs between the
two to insure that both criteria are met.
Answer: True Page: 92
T F 43. Intangibles can lead the negotiator to fight harder to attain a particular solution option if that option satisfies both tangibles and intangibles.
Answer: True Page: 93
T F 44. In integrative negotiation, decisions must be finalized in each step of the negotiation process.
Answer: False Page: 94
T F 45. A common goal is one in which all parties share the result equally.
Answer: True Page: 95
T F 46. Negotiators who are firmer about insisting that their own point of view become incorporated into the group solution achieve less integrative agreements than those who are
less firm.
Answer: False Page: 96
T F 47. For successful integrative negotiation to occur, each party should be as interested in the objectives and problems of the other side as each is in his own.
Answer: False Page: 97
T F 48. Although there is no guarantee that trust will lead to collaboration, there is plenty of evidence to suggest that mistrust inhibits collaboration.
Answer: True Page: 98
T F 49. Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information.
Answer: False Page: 100
T F 50. Most situations are mixed-motive negotiations, containing some elements that require distributive bargaining processes, and others that require integrative negotiation.
Answer: True Page: 103
Multiple Choice Questions
51. Which of the following is not an element of integrative negotiations?
A) a focus on commonalties
B) an attempt to address positions
C) a required exchange of information and ideas
D) the use of objective criteria for standards of performance
E) All of the above are elements of integrative negotiations.
Answer: B Page: 72
52. Which of the following processes is central to achieving almost all integrative agreements?
A) moderating the free flow of information to ensure that each party's position is accurately stated
B) exchanging information about each party's position on key issues
C) emphasizing the commonalties between the parties
D) searching for solutions that maximize the substantive outcome for both parties
E) All of the above processes are central to achieving integrative agreements.
Answer: C Page: 73
53. Which of the following is a major step in the integrative negotiation process?
A) identifying and defining the problem
B) understanding the problem and bringing interests and needs to the surface
C) generating alternative solutions to the problem
D) choosing a specific solution
E) All of the above are major steps in the integrative negotiation process.
Answer: E Page: 75
54. In which major step of the integrative negotiation process of identifying and defining the problem
would you likely find that if the problem is complex and multifaceted the parties may not even be able to agree on a statement of the problem?
A) define the problem in a way that is mutually acceptable to both sides.
B) state the problem with an eye toward practicality and comprehensiveness.
C) state the problem as a goal and identify the obstacles to attaining this goal.
D) depersonalizing the problem.
E) separate the problem definition from the search for solutions.
Answer: B Page: 76 - 78
55. An interest is instrumental if
A) the parties value it because it helps them derive other outcomes in the future.
B) the parties value the interest in and of itself.
C) it relates to "tangible issues" or the focal issues under negotiation.
D) the relationship is valued for both its existence and for the pleasure that sustaining the
relationship creates.
E) All of the above relate to instrumental interests.
Answer: B Page: 80
56. Substantive interests
A) are the interests that relate to the focal issues under negotiation.
B) are related to the way we settle the dispute.
C) mean that one or both parties value their relationship with each other and do not want to take
actions that will damage the relationship.
D) regard what is fair, what is right, what is acceptable, what is ethical, or what has been done in
the past and should be done in the future.
E) All of the above relate to substantive interests.
Answer: A Page: 80
57. Which of the following statements about interests is true?
A) There is only one type of interest in a dispute.
B) Parties are always in agreement about the type of interests at stake.
C) Interests are often based in more deeply rooted human needs or values.
D) Interests do not change during the course of an integrative negotiation.
E) All of the above statements about interests are true.
Answer: C Page: 82
58. Successful logrolling requires
A) that the parties establish more than one issue in conflict and then agree to trade off among these
issues so one party achieves a highly preferred outcome on the first issue and the other person achieves a highly preferred outcome on the second issue.
B) no additional information about the other party than his/her interests, and assumes that simply
enlarging the resources will solve the problem.
C) that one party is allowed to obtain his/her objectives and he/she then "pays off" the other party
for accommodating his/her interests.
D) a fundamental reformulation of the problem such that the parties are disclosing sufficient
information to discover their interests and needs and then inventing options that will satisfy
both parties' needs.
E) Successful logrolling requires all of the above.
Answer: A Page: 85
59. What approach can parties use to generate alternative solutions by redefining the problem or
problem set?
A) brainstorming
B) logrolling
C) surveys
D) nonspecific compensation
E) None of the above approaches can be used to redefine the problem.
Answer: D Page: 87
60. In nonspecific compensation
A) resources are added in such a way that both sides can achieve their objectives.
B) one party achieves his/her objectives and the other's costs are minimized if he/she agrees to go
along.
C) the parties are able to invent new options that meet each sides' needs.
D) one person is allowed to obtain his/her objectives and "pay off" the other person for
accommodating his interests.
E) All of the above are related to nonspecific compensation.
Answer: D Page: 87
61. What questions can be asked to facilitate nonspecific compensation?
A) What are the other party's goals and values?
B) How can both parties get what they are demanding?
C) What issues are of higher and lower priority to me?
D) What risks and costs does my proposal create for the other?
E) None of the above can be used to facilitate nonspecific compensation.
Answer: A Page: 88
62. "What are the other's real underlying interests and needs?" is a question that can facilitate the
_____________ process.
A) expanding the pie
B) logrolling
C) nonspecific compensation
D) bridging
E) The question should not be used with any of the above processes.
Answer: D Page: 88
63. In brainstorming
A) individuals work in a large group to select a single optimal solution.
B) all solutions are judged and critiqued as they are recorded, and a weighted-average percentage
is assigned to each solution.
C) parties are urged to be spontaneous and even impractical.
D) the success of the approach depends on the item-by-item evaluation and critique of the
solutions as presented.
E) None of the above is a part of the brainstorming process.
Answer: C Page: 89
64. When identifying options in an integrative negotiation, solutions are usually attained through:
A) hard work
B) information exchange
C) focusing on interests rather than positions
D) firm flexibility
E) Solutions are attained by using all of the above.
Answer: E Page: 90
65. When confronted with complex problems, or a large number of alternative options, which of the
following steps is necessary?
A) broaden the range of solution options
B) evaluate solutions on the basis of quality, standards, and acceptability
C) decide on criteria while evaluating options
D) maintain a focus on the influence of tangibles in selecting options
E) All of the above steps should be used when confronted with complex problems.
Answer: B Page: 91 - 94
66. Which guideline should be used in evaluating options and reaching a consensus?
A) keep the range of solution options as wide as possible
B) evaluate the solutions on the basis of speed and expediency
C) keep detailed records throughout the discussion and evaluation process
D) be alert to the influence of intangibles in selecting options
E) None of the above should be used in the evaluation process.
Answer: D Page: 93
67. A common goal is one in which
A) all parties share the result equally
B) the parties work toward a common end but benefit differently
C) all parties work together to achieve some output that will be shared
D) individuals with different personal goals agree to combine them in a collective effort.
E) All of the above are characteristics of a common goal.
Answer: B Page: 95
68. A joint goal is one in which
A) all parties share the result equally.
B) the parties work toward a common end but benefit differently.
C) individuals with different personal goals agree to combine them in a collective effort.
D) all parties work together to achieve some output that will be shared.
E) All of the above are characteristics of a common goal.
Answer: C Page: 95
69. Which of the following is not necessary for integrative negotiation to succeed?
A) Each party should be as interested in the objectives and problems of the other as each is in
his/her own—each must assume responsibility for the other's needs and outcomes as well as
for his/her own.
B) The parties must be committed to a goal that benefits both of them rather than to pursuing only
their own ends.
C) The parties must be willing to adopt interpersonal styles that are more congenial than
combative, more open and trusting than evasive and defensive, more flexible (but firm) than
stubborn (but yielding).
D) Needs have to be made explicit, similarities have to be identified, and differences have to be
recognized and accepted.
E) All of the above are essential for integrative negotiation to succeed.
Answer: A Page: 96
70. Which of the following is a major characteristic of a pre-settlement settlement?
A) The settlement results in a firm, legally binding written agreement between the parties.
B) It occurs in advance of the parties undertaking a full-scale negotiation.
C) The parties intend that the agreement will be replaced by a more clearly delineated long-term
agreement which is to be negotiated.
D) It resolves only a subset of the issues on which the parties disagree, and may simply establish a
framework within which the more comprehensive agreement can be defined and delineated.
E) All of the above are characteristics of a pre-settlement settlement.
Answer: E Page: 95, 96
71. Which of the following factors does not contribute to the development of trust between
negotiators?
A) We are more likely to trust someone we perceive as similar to us or as holding a positive
attitude toward us.
B) We often mistrust people who are dependent upon us because we are in a position to help or
hurt them.
C) We are more likely to trust people who initiate cooperative, trusting behavior.
D) We are more likely to trust negotiators who make concessions.
E) All of the above contribute to the development of trust between negotiators.
Answer: B Page: 98, 99
72. When people do not trust each other they are more than likely to engage in which of the following
behaviors?
A) promoting collaboration
B) communicating accurately
C) positional bargaining
D) committing to a joint solution
E) none of the above
Answer: C Page: 98
73. When formal channels of communication break down, negotiators are permitted to finding
alternatives and can use which of the following?
A) conversations over coffee breaks
B) separate meetings between chief negotiators outside of the formal sessions
C) off-the-record contacts between key subordinates
D) all of the above
E) none of the above
Answer: D Page: 100
74. Integrative negotiation fails because
A) negotiators fail to perceive the integrative potential of the negotiating problem.
B) of distributive assumptions about the negotiation problem.
C) of the mixed-motive nature of the issues.
D) of the negotiator's previous relationship with one another.
E) All of the above are reasons why integrative negotiations fail.
Answer: E Page: 102
75. Which of the following 5-step processes has been used successfully in a collective bargaining
situation?
A) commitment, explanation, validation, prioritization, negotiation
B) commitment, exploration, verification, prioritization, negotiation
C) collaboration, explanation, validation, prioritization, negotiation
D) collaboration, exploration, verification, prioritization, negotiation
E) None of the above processes have been used in collective bargaining.
Answer: A Page: 103
Short Answer Essays
76. What elements must a negotiation contain to be characterized as "integrative?"
Answer: A focus on commonalties rather than differences, an attempt to address needs and interests,
a commitment to achieving needs of all involved parties, the required exchange of information and
ideas, the invention of options for mutual gain, the use of objective criteria for standards of
performance. Page: 72
77. Why might it be beneficial for parties in an integrative negotiation to know and share BATNAs?
Answer: Parties who are aware of their own alternatives to a negotiated agreement increased their walkaway points, made better negotiating trade-offs and increased the size of the resource pie, but only when both parties were aware of the alternatives. Negotiators who keep the availability of a good BATNA to themselves received some benefits to themselves but failed to obtain the
additional benefits obtained when this information was shared. Page: 73
78. In their search for solutions that meet the objectives and needs of both sides, negotiators must be
firm but flexible about what?
Answer: Firm about their primary interests and needs, but flexible about the manner in which these interests and needs are met through solutions. Page: 74, 75
79. What are the four major steps in the integrative negotiation process?
Answer: Identifying and defining the problem, understanding the problem and bringing interests and needs to the surface, generating alternative solutions to the problem, and choosing a specific solution from among those alternatives. Page: 75
80. How should the problem statement be constructed?
Answer: It should state the problem as succinctly as possible while assuring that the most important dimensions and elements are included Page: 77
81. How can personal preferences get in the way of integrative negotiations?
Answer: When parties are engaged in conflict, they tend to become evaluative and judgmental.
They view their own actions, strategies, and preferences in a positive light and the other party's actions, strategies, and preferences in a negative light. Such evaluative judgments can get in the way of clear and dispassionate thinking Page: 78
82. Define interests.
Answer: Interests are the underlying concerns, needs, desires, or fears behind a negotiator's
position, which motivate the negotiator to take that position. Page: 79
83. Identify and define the four types of interests.
Answer: Substantive interests are the types of interests that relate closely to "tangible issues," and relate to the focal issues under negotiation. Process interests are related to the way we settle the dispute. Relationship interests mean that one or both parties value their relationship with each other and do not want to take actions that will harm or damage the relationship. Interests in principles involve what is fair, what is right, what is acceptable, what is ethical, or what has been done in the past and should be done in the future. Page: 81
84. What is the benefit of bringing different interests to the surface?
Answer: Bringing different interests to the surface may enable the parties to see that in fact they care about very different things, and thus they can invent a solution that addresses the interests of both sides. Page: 82
85. What two approaches can be used to generate alternative solutions?
Answer: Redefine, recast, or reframe the problem so as to create win-win alternatives out of what earlier appeared to be a win-lose problem; and taking the problem as given and creating a long list of alternative options from which they can choose a particular option. Page: 83
86. Define "nonspecific compensation."
Answer: A process which allows one person to obtain his objectives and "pay off" the other person for accommodating his interests. This payoff may be unrelated to the substantive negotiation, but the party who receives it nevertheless views it as adequate for acceding to the other party's
preferences. Page: 87
87. Define "bridging."
Answer: The parties are able to invent new options that meet each side's needs. Successful bridging requires a fundamental reformulation of the problem such that the parties are no longer squabbling over their positions; instead, they are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs. Page: 87
88. What rules should be observed to facilitate successful brainstorming?
Answer: (1) Avoid judging or evaluating solutions; (2) separate the people from the problem; (3) be exhaustive in the brainstorming process; (4) ask outsiders.
Page: 89, 90
89. What is a disadvantage to brainstorming over surveys?
Answer: The disadvantage of brainstorming is that is does not solicit the ideas of those who are not present at the negotiation. Page: 90
90. What tactics can be used to communicate firm flexibility to an opponent?
Answer: (1) Use competitive tactics to establish and defend basic interests, rather than using them to demand a particular position or solution to the dispute; (2) send signals of flexibility and concern about your willingness to address the other party's interests; (3) indicate a willingness to change your proposals if a way can be found to bridge the two parties' interests; (4) demonstrate a
problem-solving capacity; (5) maintain open communication channels; (6) reaffirm what is most important to you through the use of deterrent statements; (7) reexamine any aspects of your
interests that are clearly unacceptable to the other party and determine if they are still essential to your fundamental position; (8) separate and isolate contentious tactics from problem-solving
behavior to better manage the contentious behavior. Page: 91
91. What guidelines should be used in evaluating options and reaching a consensus?
Answer: (1) Narrow the range of solution options; (2) evaluate solutions on the basis of quality and acceptability; (3) agree to the criteria in advance of evaluating options; (4) be willing to justify personal preferences; (5) be alert to the influence of intangibles in selecting options; (6) use
subgroups to evaluate complex options; (7) take time to cool off; (8) explore different ways to logroll; (9) keep decisions tentative and conditional until all aspects of the final proposal are
complete; (10) minimize formality and record keeping until final agreements are closed. Page: 92 - 94
92. Why should criteria be decided in advance of evaluating options?
Answer: If the parties first debate their criteria and determine which ones are most important, they will be able to decide on criteria independent of the consideration of any particular candidate or option. Then, when they consider the individual candidates or options, they will pick the best one based on these criteria, not on the individual preferences of one side or the other. Page: 92 93. What approaches to logrolling can be particularly helpful in the "evaluation and selection of
alternatives" phase of integrative negotiation?
Answer: Exploit differences in risk preference, exploit differences in expectations, exploit
differences in time preferences. Page: 93, 94
94. What are the potential pitfalls of voting on final agreements or packages?
Answer: Voting only accomplishes the relative disenfranchisement of the losing party, and
jeopardizes the likelihood that "losers" will be less committed than desirable for the
implementation and attainment of the negotiated outcome. Page: 95
95. What are the preconditions necessary for the integrative negotiation process?
Answer: The presence of a common goal, faith in one's own problem-solving ability, a belief in the validity of the other's position, the motivation and commitment to work together, trust, clear and accurate communication, and an understanding of how to approach an integrative negotiation
process. Page: 95 - 101
96. How can motivation and commitment to problem solving be enhanced?
Answer: The parties can come to believe that they share a common fate, the parties can demonstrate to one another that there is more to be gained by working together (to increase the payoffs or reduce the costs) than by working separately, the parties can engage in commitments to each other before the negotiations begin. Page: 97, 98
97. Define pre-settlement settlements.
Answer: Commitments that parties engage in before the negotiations begin. They are distinguished by three major characteristics: the settlement results in a firm, legally binding written agreement between the parties, it occurs in advance of the parties undertaking a full-scale negotiation, it
resolves only a subset of the issues on which the parties disagree. Page: 97
98. Why is analogical learning an especially powerful way to learn about integrative negotiation?
Answer: Analogical learning involves the direct comparison of different negotiation examples to identify and understand the underlying principles and structure of the negotiation. Page: 101 99. Define integrative negotiation.
Answer: A collaborative process in which the parties define their common problem and pursue strategies to solve it. Page: 101
100. What is the primary reason negotiators do not pursue integrative agreements?
Answer: They fail to perceive a situation as having integrative potential and are primarily
motivated to achieve outcomes that satisfy only their own needs. Page: 102
国际商务谈判四套测试题
国际商务谈判-平时测验1 1.单选题 1.1商务谈判客观存在的基础和动力是（d） ?a目标 ?b利益 ?c合作协议 ?d需要 所谓商务谈判是指参与各方基于某种需要，彼此进行信息交流，磋商协议，旨在协调其相互关系，赢得或维护各自利益的行为过程。 1.2商务谈判成为必要是由于交易中存在（a） ?a冲突 ?b不平等 ?c合作 ?d利益 由于谈判双方的立场不同，所追求的具体目标也各异，因此，谈判过程充满了复杂的利害冲突和矛盾。正是这种冲突，才使谈判成为必要。 1.3商务谈判的核心内容一般是（c） ?a质量 ?b运输 ?c价格 ?d包装 虽然商务谈判所涉及的项目和要素不仅仅是价格，价格只是谈判内容的一部分，谈判者的需要和利益也并不仅仅表现在价格上，但在几乎所有的商务谈判中其价格都是谈判的核心内容。 1.4下面对立场型谈判叙述不正确的是（d） ?a认为是一场意志力竞争 ?b忽视双方在谈判中真正需要的是什么 ?c增加了谈判的时间和成本 ?d把对方不是当敌人，而是当朋友。 在立场型谈判中，双方把注意力都投入到如何维护自己的立场，否定对方的立场上，而忽视
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《商务谈判》模拟试卷四答案
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7、（）将给对方很强信号，你还会有更大的让步，这种方式也会提高对方对你的期待，这是最失败的让步方法。 8、双方都想得到利益，从而产生争执的那部分是（）。 [A]利益的重合之处 [B]利益的共同之处 [C]利益的交叉之处 [D]利益的一致之处 9、商务谈判中，（）实际是要讲述谈判中时机和耐心的问题。 10、在谈判中对每个问题都要坚持自己的意见，你提出来我肯定要驳回去的策略是（）。 二、【多项选择题】 11、总是在一定的原则指导下进行的谈判形式有（）。 12、公平这个概念本身很难清楚地定义和理解，原因在于它包括（）。 13、根据让步幅度的不同情况，可以分为（）。 [A]等额让步 [B]增价式让步 [C]反弹式让步 [D]幅度递减让步 [A]公平的原则 [B]心理的原则 [C]时间的原则 [D]信息的原则 [A]化整为零策略 [B]化零为整策略 [C]唱红白脸策略 [D]针锋相对策略 [A]让步式谈判 [B]横向谈判 [C]纵向谈判 [D]硬式谈判 [A]主观的公平 [B]客观的公平 [C]机会的公平 [D]结果的公平
国际商务谈判试题04及参考答案(供参考)
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国际商务谈判 期末考试 3
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3)原则式谈判 4)软式谈判和原则式谈判 5)硬式谈判和原则式谈判 9. 你认为进行商务谈判，准备阶段很重要吗？（1 ） 1)很重要 2)较重要 3)要视谈判内容 4)不重要 10. 商务谈判开局策略,一般包括（1234 ）。 1)一致式开局策略 2)坦诚式开局策略 3)保留式开局策略 4)进攻式开局策略 5)强硬式开局策略 11. 在开局阶段，引起谈判对手的注意与兴趣非常重要，常见的策略包括：（12345 ）。 1)夸张法 2)示范法 3)创新法 4)竞争法 5)利益诱惑法 12. 报价起点策略是指（14 ）。 1)卖方开价要高 2)卖方开价要低 3)卖方漫天要价 4)买方出价要低 5)买方胡乱杀价 13. 声东击西策略最适宜处于（3）的谈判者。 1)平等地位 2)被动地位 3)主动地位 14. “深表遗憾”、“有待研究”属于（ 3 ）。 1)专业语言 2)法律语言 3)外交语言 4)文学语言 5)军事语言 15. “文化只有差异性，没有优劣之分”这句话（1）。 1)正确 2)不正确 3)既正确又不正确 二、判断题（每题2分，共20分）：根据所学的谈判基础知识，判断下面15个句子表述正 确与否。请在正确句子表述内容后的括号中打对号（√），在错误句子表述内容后的
国际商务谈判模拟大赛3篇
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北外1603-国际商务谈判参考答案详解
第一单元选择题 1 “要把谈判对方当成合作伙伴，而不仅视为谈判对手”这体现了商务谈判中的什么原则？ A. 合作原则 B. 平等原则 C. 互利原则 D. 求同原则 2 美国纽约印刷工会领导人伯特仑·波厄斯以“经济谈判毫不让步”而闻名全美。他在一次与报业主进行的谈判中，不顾客观情况，坚持强硬立场，甚至两次号召报业工人罢工，迫使报业住满足了他提出的全部要求。报社被迫同意为印刷工人大幅度增加工资，并承诺不采用排版自动化等先进技术，防止工人失业。谈判结果是以伯特仑为首的工会一方大获全胜，报业主却陷入困境。最终结果是三家大报被迫合并，小报社倒闭，数千名报业工人失业。该案例中的伯特仑·波厄斯违背了谈判的什么原则（） A. 合作原则和求同原则 B. 自愿原则和平等原则 C. 互利原则和平等原则 D. 求同原则和合法原则 3 谈判的含义包括（）（1）建立在人们需要的基础上（2）是两方以上的交际活动（3）是寻求建立或改善人们社会关系的行为（4）是一种协调行为的过程 A. （1） B. （1）（2） C. （1）（2）（3） D. （1）（2）（3）（4） 4 商务谈判的主体是指（） A. 参与谈判的当事人 B. 进入谈判活动领域的议题 C. 谈判中占优势的一方 D. 谈判领导者 5 商务谈判的特征包括（）（1）谈判对象的广泛性和不确定性（2）谈判双方的排斥性和合作性（3）谈判的多边性和随机性（4）谈判的公平性和不平等性 A. （1）（3）（4） B. （2）（3）（4） C. （1）（2）（3）（4） D. （1）（2）（3） 6 商务谈判的基本原则包括（）（1）自愿原则（2）平等原则（3）竞争原则（4）求同原则（5）合法原则（6）合理原则（7）合作原则（8）互利原则 A. （1）（3）（4）（5）（6） B. （1）（2）（4）（5）（7）（8） C. （2）（3）（4）（6）（7）（8） D. （1）（2）（4）（5）（6）（7） 7 下面哪个说法是商务谈判的作用（） A. 使得企业与企业之间的竞争更加激烈 B. 促使我国从计划经济转变为商品经济 C. 促进我国对外贸易的发展 D. 促进企业的繁荣与发展 8 下面哪个不是谈判活动的评价标准（） A. 谈判目标的实现程度 B. 谈判一方的利益最大化程度 C. 谈判各方互惠合作关系的维护程度 D. 谈判效率的高低 9 根据谈判理论，评价标准的不同，商务谈判可分为（） A. 国内谈判和国际谈判 B. 一对一谈判，小组谈判和大型谈判 C. 主座，客座和主客座轮流谈判 D. 输赢式谈判和双赢式谈判
商务谈判模拟试卷二
《商务谈判》二 一、【单项选择题】 1、国际商务谈判中，非人员风险主要有政治风险、自然风险和（）。 [A] 技术风险[B] 市场风险[C] 经济风险[D] 素质风险 2、在国际商务谈判中，前往不能赠送酒类当做礼品的国家（）。 [A] 美国[B] 英国[C] 法国[D] 阿拉伯 3、谈判中以与别人保持良好关系为满足的谈判心理属于是（）。 [A] 进取型[B] 关系型[C] 权力型[D] 自我型 4、商务谈判各方最终获利的大小，取决于谈判各方的（）能力。 [A] 交流能力[B] 判断市场能力[C] 讨价还价能力[D] 实力和谈判能力 5、在谈判过程中，谈判人员在进行一系列谈判行为决策时，最首要的工作是（）。 [A] 谈判的目标[B] 谈判的进程[C] 谈判的结果[D] 谈判的价格 6、在谈判中，规定一个最终回复期限，但超过这个期限，谈判就自动终止的策略是（）。 [A] 空城计策略[B] 挡箭牌策略[C] 声东击西策略[D] 最后通牒策略 7、处于迟疑中的谈判者的心理特征是（）。 [A] 不自信[B] 极端讨厌被人说服 [C] 具有强烈的自我意识[D] 容易激动 8、日本人的谈判风格一般表现为（）。 [A] 直截了当[B] 不讲面子[C] 等级观念弱[D] 集团意识强 9、谈判中最为纷繁多变，也是经常发生破裂的阶段是谈判（）。 [A] 初期[B] 中期[C] 协议期[D] 后期 10、谈判目标是谈判者行动的（）。 [A] 具体内容[B] 具体步骤[C] 谈判策略[D] 指针和方向 二、【多项选择题】 11、若谈判者双足交叉而坐，则表明其内心( )。 [A] 焦虑[B] 自信[C] 压制情绪[D] 防范 12、在谈判中要想说服对方，要赢得对方的信任，可以寻找双方共同点来进行交流。其方法 有（）。 [A] 寻找工作上的共同点[B] 寻找生活上的共同点 [C] 寻找兴趣爱好的共同点[D] 寻找共同熟悉的第三者 13、一个合格的谈判组成员应该具有以下哪些品质（）。 [A] 合作精神[B] 主动精神 [C] 谈判所需的知识[D] 谈判所需的经验背景 14、进行报价解释时必须遵循的原则是（）。 [A] 不问不答[B] 有问必答[C] 避实就虚[D] 能言不书 15、国际商务谈判中的市场风险具体有（）。 [A] 投资风险[B] 利率风险[C] 汇率风险[D] 价格风险 三、【判断题】 16、门左手座位或对面座位为尊，应让给客方。（） 17、作为合同除了要明确应付责任外，也要注意到某些意外发生，预先应在合同中事先考虑
国际商务谈判技巧英语
国际商务谈判技巧英语 篇一：商务谈判技巧英文 英语商务谈判的语言技巧 美加电话英语认为随着现在社会的发展以后英语学者面临着谈判也随着发展的需求而增 加，在谈判中很多英语高手都会手忙脚乱，如果大家按照小编我说的以下方法去仔细的细分 出自身行业中的英语，那么在盼盼的时候你就是高手。 1．英语商务谈判的词汇选择英语商务谈判中，对于语言的选择很有讲究。首先是词汇上的选择，要求有以下几个原 则： 简洁性的词汇 英语商务在词汇上的选择首先要注意简洁性。商务词汇的应用及生活中英语不一样，及 文学上的词汇选择更不相同，不需要很多的修饰和夸张手法。英语谈判中所选择的词汇尽量 端正、简练、清晰，不使用繁复、模糊的词汇。 精确性的词汇 其次英语商务谈判中的词汇选择要注意精确性，尽量避免歧义的
产生而导致对方的不满 和不理解。同时也不要为了表现谈判者的英语水平而使用英语方言、英语俚语、英语谚语、双关语、洋泾浜语等。 少用表示情感的词汇在商务英语的谈判中，尽量少用修饰词或者带有感情色彩的词汇。因为谈判语言的要求 是实事求是，而感情色彩的词汇往往让人觉得虚假和不可信，甚至有吹嘘的嫌疑。结果是令 人反感。相反，事实和陈述数据的利用往往能确切地反映出某种商品的特点，而且更具有说服力。 2．英语商务谈判的句型结构除了英语商务谈判的词汇选择之外，句子结构的选择也非常有讲究，而且有些句型结构 是可选的，有些句型是一定不要选择或者尽量避免的。 可选的句型结构 1)条件句的应用 条件句型在英语里按其意义可分为真实条件句和非真实条件句 两大类。真实条件句所表示的条件是事实或者在说话人看来有可能实 现的事情。商务谈判者在商务谈判中，通常要选择真实条件句来表达。恰如其分地掌握和运 用条件句，是谈判成功的重要因素之一。此外，虚拟条件句的运用可以表示委婉语气。通常情况下，表示请求、咨询、否定等口气时可以使用。这样可以避免发生令人不愉快的事件。
国际商务谈判参考答案解析
Keys to the exercises Chapter 1 Fundamentals of International Business Negotiation Communication Exercises 1. Change the sentences from negative to positive. 1) I want a job. 2) I work hard. 3) My job is terrific. 4) This office is great. 5) My co-workers are super. 6) The Personnel Director is nice. 7) My health is good. 8) My attitude is positive. 9) I make a good impression. 10) I understand. 2. Change or add to these sentences so that they do not just state what you want, but invite your negotiating partner’s opinion. a) Could we finish at five---if that’s all right with you? b) I hope you don’t mind if Miss Li sits in during the negotiation? c) Perhaps we could take a break now. Is that OK? d) Could we look at these three areas this morning? e) I would like to go through the written offer clause by clause, if that’s OK?
国际商务谈判A卷答案
宁波城市学院成教学院函授期末试卷(A ) 2013~2014学年第一学期 试卷名称：《国际商务谈判》专业：国际贸易 姓名：学号：班级：得分： 一．填空题（15% ） 1.根据谈判的规模,可将谈判分为: 个人谈判和集体谈判。 2.一个谈判小组由首席代表、专业人员、经济人员、法律人员、翻译人员和记录人员组成。 3.合格谈判小组的标准为知识互补、性格协调和分工合作。 4.一个优秀的谈判人员需要具备的基本素质政治思想素质知识素质心理素质、身体素质、综合能力素质和礼仪素质。 5.综合能力素质包括敏锐的观察能力、灵活的应变能力、有效能力沟通、 和 运筹、计划能力 二、单项选择题（25%） 1.按谈判中双方所采取的的态度，可以将谈判分为立场型谈判、原则型谈判和( A ) A.软式谈判 B.集体谈判 C.横向谈判 D.投资谈判 2.在商务谈判中，双方地位平等是指双方在___上的平等。( C ) A.实力 B.经济利益 C.法律 D.级别 3.价格条款的谈判应由____承提。( B ) A.法律人员 B.商务人员 C.财务人员 D.技术人员 4.市场信息的语言组织结构包括文字式结构和____结构。( B ) A.图形式 B.数据式 C.表格式 D.组合式 5.根据谈判者让步的程度，谈判风格可分为软弱型模式、强有力模式和( D ) A.合作型模式 B.对立型式 C.温和型模式 D.中立型模式 6.在国际商务谈判中，有两种典型的报价战术，即西欧式报价和( B ) A.中国式报价 B.日本式报价 C.东欧式报价 D.中东式报价
7.在缺乏谈判经验的情况下，进行一些较为陌生的谈判，谈判人员应采取_____的让步方式。( B ) A.坚定 B.等额 C.风险性 D.不平衡 8.商务谈判中，作为摸清对方需要，掌握对方心理的手段是( A ) A.问 B.听 C.看 D.说 ) D ( 上。___谈判中的讨价还价主要体现在9. A.叙 B.答 C.问 D.辩 10.谈判中最为纷繁多变，也是经常发生破裂的阶段是谈判( B ) A.初期 B.中期 C.协议期 D.后期 11.国际商务谈判中，非人员风险主要有政治风险、自然风险和( B ) A.技术风险 B.市场风险 C.经济风险 D.素质风险 12.谈判中，双方互赠礼品时，西方人较为重视礼物的意义和( D ) A.礼物价值 B.礼物包装 C.礼物类型 D.感情价值 13.谈判中以与别人保持良好关系为满足的谈判心理属于是( B ) A.进取型 B.关系型 C.权力型 D. 自我型 14.英国人的谈判风格一般表现为( C ) A.讲效率 B.守信用 C.按部就班 D.有优越感 15.日本人的谈判风格一般表现为( D ) A.直截了当 B.不讲面子 C.等级观念弱 D.集团意识强 16、（ D ）的核心是谈判的双方既要考虑自己的利益，也兼顾对方的利益，是平等式的谈判。 A、让步型谈判 B、立场型谈判 C、互惠型谈判 D、原则型谈判 17、（ C）是双方下决心按磋商达成的最终交易条件成交的阶段。 A、报价阶段 B、开局阶段 C、成交阶段、磋商阶段 18、报价阶段的策略主要体现在（B）。 A、把价格压得越低越好 B、如何报价 C、把价格抬得越高越好 D、场外交易 19、商务谈判必须实现的目标是谈判的（A ）。 A、最低目标 B、可接受的目标 C、最高目标 D、实际需求目标 20、价格解释是（ C）。 A、买方还价 B、卖方报价 C、卖方对报价所进行的解释 D、买方对报价所进行的解释 21、从总体上讲，商务谈判的信息在谈判中（C）。 A、直接决定谈判的成败 B、间接作用 C、成为控制谈判过程的手段 D、无作用 22、商务谈判胜负的决定性因素在于（ C ）。 A、与对方的友谊 B、主谈人员的经验 C、商务谈判人员的素质 D、谈判人员报酬的多少 23、美国一公司与德国一公司在德国进行谈判，对于美国公司来说，这场谈判属于（D）。 A、中立地谈判 B、主场谈判 C、让步型谈判 D、客场谈判 24、在商务谈判中，要想做到说服对方，应当（ D ）。 A、以在必要时采取强硬手段 B、使对方明白已方从谈判中获利很小 C、使对方明白其从谈判中获利很大 D、寻找双方利益的一致性 25、在谈判中，人为的制造的分歧是指（D）。 A、核心内容的分歧 B、主要分歧 C、实质性分歧 D、假性分歧
商务谈判实务模拟试卷及答案
试卷编号：座位号 四川广播电视大学开放教育专科期末考试 《商务谈判实务》试卷模拟试卷 一、填空题（每空1分，共10分） 2．从逻辑上看，再谈判的基础有两个：一个是，另一个是。 3．适合谈判的人才其选择的标准有三条：、、。 4．商业法律用语系专门处理商业与法律事务的用语，它的特征主要有：、 二、单项选择题（每小题2分，共10分） 1．谈判的当事人包括：（） A．台上和台下人员 B．业务员和老板 C．委托人和受托人 D．股东与经理 2．主座谈判的特征为：（） A．共同语言、对抗性小、谈判广而深 B．姿态超然、态度积极、权限意识强 C．谈判底气足、以礼压人、内外结合、精神轻松 D．语言过关、客住易位、易坐冷板凳、反应灵活 3．针对谈判对象的不同，主持中可运用的调节点有：（） A．投入人员、用语、态度、时间 B．投入人员、用语、态度 C．用语、态度、时间 D．态度、时间 4．无论是商务谈判，还是技术谈判，出现僵局时，首当其冲的应该是：（） A．工程负责人 B．技术主谈人 C．商务主谈人 D．领导 5．商务谈判的构成要素有：（） A．谈判标的、谈判当事人、谈判氛围 B．谈判当事人、谈判氛围 C．谈判背景、谈判氛围 三、名词解释题（每小题4分，共20分） 1．台下谈判人： 2．直接探询： 3．商务谈判道德观： 4．蘑菇战： 5．文学用语： 四、简答题（每小题15分，共 30分） 1．与国际商务谈判相比，国内商务谈判主要有什么不同？ 2. 简述做戏的主题与原则。
五、案例分析题（每案例15分，共30分） Y公司就炭膜电阻的生产线改造达成了协议，并签订了合同。该合同以日元计价。当合同生效后，日元在短期的4个月中，从260日元/美元，升值到160日元/美元。而Y公司手中是美元，原来合同预算是按成交时的260日元/美元计算的，这么一来，合同往下履行就产生了支付问题。此时，X公司设备已制造，接近交货。面对近40%的价格变化，Y公司要求与X公司协商该问题怎么办，X公司表示同意。 请分析： 1．Y公司与X公司将进行的是何类型谈判，起因是什么？ 2．Y公司应如何谈判？ 3．X公司应如何谈判？ 案例二：中国某公司与法国某公司谈判技术转让费 法方讲：其产品的技术经过5年的研制才完成，今天要转让给中方，中方应付费。 中方讲：有道理，但该费用应如何计算呢？ 法方讲：我方每年需投入科研费200万美元，5年为1000万美元，考虑到转让使用权，我方的提成费以20%的提成率算，即200万美元，仅收贵方五分之一的投资费，应该不贵，对贵方是优惠的。 中方听后，表示研究后再谈。中方内部进行了讨论，达成如下共识：分头去搜集该公司的产品目录，调查该公司近几年来新产品的推出速度如何，如果推出的新产品多，说明他们每年的科研投入不仅为一个产品，可能是多个产品；搜集该公司近几年的年报，调查其资产负债状况和损益状况。若利润率高，说明有资金投入科研开发；若利润率低，就没有能力将大量资金投入科研开发，否则，就应是借钱搞开发；若负债率不高，说明没有借钱，负债高才有可能借钱。此外，请海外机构的代表查询该公司每年交纳企业所得税的情况，纳税多，说明利润率高，纳税少，说明利润率低。各路人员查明了这几方面的信息，分析发现： （1）该公司每年有5种新产品推上市场。 （2）该公司资产负债率很低，举债不高。 （3）该公司利润率不高，每年的利润不足以支持开发费用的支出。 结论是法国公司每年的投入量是虚的，若投入量为真，该企业则存在逃税漏税的现象。 在续会上中方上述的资料和推断，请法方表态，法方还坚持其数为真实数据。中方问对方，怎么解释低负债，怎么解释低利润呢？法方无法解释低负债、低利润和高投资的关系，又 不能在中方面前承认有逃税，只好放弃原价的要求，考虑进行改善报价的问题。 请分析： 1．中方如何搜集谈判信息?其信息属于什么类别? 2．中方如何加工谈判信息? 3．中方如何利用谈判信息?
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国际商务谈判试卷A
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国际商务谈判山东大学期末考试模拟题
国际商务谈判试题A卷 一.选择题（每题2分，共30分）：运用所学的谈判基础知识，从给出的2至5个不等的选 择项中选出序号填写到括号中，确保15个句子内容准确完整。必须注意：答案不限于一个选择项。 1. “购销合同”是谈判中的（ 2 ）要素。 1)谈判当事人 2)谈判议题 3)谈判背景 4)谈判起因 5)谈判结果 2. 你认为国内谈判和国际谈判最大的差异是什么？（ 3 ） 1)国域界限 2)双方语言 3)谈判背景 4)需求特征 3. 商务谈判的谈判阶段，包括（345 ）环节。 1)准备 2)计划 3)开局 4)磋商 5)协议 4. 你认为进行商务谈判，准备阶段很重要吗？（ 1 ） 1)很重要 2)较重要 3)要视谈判内容 4)不重要 5. 你赞成哪一种交易？（ 1 ） 1)互利的交易 2)对己方有利的交易 3)各为自己打算的交易 4)对己方有利、对他方不利的交易 6. 货物买卖谈判的条款比较全面，因为（234 ）。 1)分为采购谈判和推销谈判 2)围绕与实物商品有关的权利和义务 3)包括货物部分、商务部分、法律部分谈判的各项内容 4)涉及货物买卖交易的各个方面、各个环节 7. 技术贸易谈判的价格，从转让方的角度主要受以下因素影响：（ 3 ）。 1)技术使用的范围和许可程度 2)技术的使用价值和水平 3)技术开发费、技术转让费、利润损失补偿费 4)技术的供需状况 5)技术转让费的支付方式 8. 商务谈判对己方来讲最为有利的谈判地点是（ 3 ）。 1)对方所在地
2)双方所在地之外的第三地 3)己方所在地 9. 商务谈判开局策略,一般包括（1234 ）。 1)一致式开局策略 2)坦诚式开局策略 3)保留式开局策略 4)进攻式开局策略 5)强硬式开局策略 10. 在报价的过程中，必须坚持的基本原则有（123 ）。 1)卖高买低原则 2)肯定原则 3)合理原则 11. 吹毛求疵策略最适合在商务谈判的（ 2 ）运用。 1)开局阶段 2)磋商阶段 3)结束阶段 12. “深表遗憾”、“有待研究”属于（ 3 ）。 1)专业语言 2)法律语言 3)外交语言 4)文学语言 5)军事语言 13. “文化只有差异性，没有优劣之分”这句话（ 1 ）。 1)正确 2)不正确 3)既正确又不正确 14. 主张“先谈判原则，后谈细节”的商人，主要是（ 3 ）。 1)日本商人 2)美国商人 3)中国商人 4)欧洲商人 15.礼仪是指在人际交往之中，自始至终地以一定的、约定俗成的（12 ）来表现的律 己、敬人的完整行为。 1)程序 2)方式 3)媒介手段 4)系统 二、判断题（每题2分，共20分）：根据所学的谈判基础知识，判断下面15个句子表述是 否正确。请在正确的句子表述后的括号中打对号（√），在错误句子表述内容后的括号中打错号（X）。 1.谈判是通过相互协商实现互利。（√） 2.出现僵局就意味着谈判的结束。（x ） 3.谈判的构成要素是谈判当事人、谈判议题、谈判背景。（√）
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