谈判答案.doc

谈判课后练习参考答案（判断、选择、翻译）Introduction判断题 (True or False)1. F2. F3. T4. T5. T选择题 (Making the Best Choice)1. C. 512. D. When they recognize the zero-sum tendency3. C. tactics4. A. redistribute5. C. few6. D. best Chapter 1判断题 (True or False)1. F2. T3. T4. F5. T6. F7. T8. T9. F10. T选择题 (Making the Best Choice)1. B. worked out in advance of negotiations2. A. a low degree of sympathy 3 C. a high degree of sympathy 4. A. frankness 5. C. from a consultancy base 6. A. frailty 7. D. doubt about 8. A. sense of humour 9. B. patience 10. B. concentration 11. A. language skills 12. D. overall style 13. D. flexible14. D. considered plan15. D. loyalty to16. A. technical prowess 17. B. the two chief negotiators 18. B. CN19. A. counterparts 20. C. match motivations21. A. modern day informatioChapter 2判断题 (True or False)1. T 2. T3. F4. T5. T6. F7. F8. T9. T10. T选择题 (Making the Best Choice)1. D. whiners 2. A. Connivers 3. C. whiners 4. A. connivers 5. C. hothouse flowers 6. D. bigots7. B. rewarding staff 8. D. enabling the CN to make timely adjustments to the negotiating plan 9. C. compiling the basic requirement in checklist form and circulating among potential team members as grounds for defending 10. B. the members of the NT have other job duties unrelated to the negotiations 11. A. low efficiency 12. C. can do tedious work 13. D. a reward 14. B. Hothouse flowers15. C. both overseas and domestic negotiationsChapter 3判断题 (True or False)1. F2. T 3. F4. T5. T6. T7. T8. F9. T10. T选择题 (Making the Best Choice)1. D. two-tiered pay scale for labor 2. B. undeveloped resources 3. D. profit repatriation4. A. unenviable 5. B. Contracts that appear simple are difficult to enforce 6. C. from the very beginning 7. A. theres an unpredictable price 8. C. keeping officials and politicians out of the process 9. A. breaking into a market immediately 10. B. holding an attitude of wait-and-see 11. A. compete with emerging economies 12. C. the poverty of the investing country 13. D. project on a build-operate-transfer basis14. A. drive a hard bargain15. B. equality 16. C. profit repatriation rates 17. B. attractive18. D. over a period of time19. B. undeveloped resources 20. D. additional value to add onto the material 21. C. limited resources Chapter 4判断题 (True or False)1. F2. T3. F4. F5. F6. T7. F8. F9. F10. T11. T12. T13. F14. T 15. F16. T选择题 (Making the Best Choice)1. A. a brief history of your company 2. D. a quote3. C. telephone 4. D. Humorous turns of phrase5. C. taking advantage of government resources 6. D. sending an RFP 7. D. recreation facilities8. A. write a project summary 9. B. the local government official10. B. we shouldnt do research on business activities unrelated to the inquiry.11. D. need12. A. a sell sheet 13. B. a third party14. C. diplomatic commercial attaches 15. B. six months16. B. the host companys market17. D. entertainment18. A. preparing options Chapter 5判断题 (True or False)1. F2. F3. T4. T5. T6. F7. F8. T9. F10. T选择题 (Making the Best Choice)1. D. being late for meeting 2. B. enthusiasm3. A. high maintenance personnel 4. C. driver5. B. arranging social events closely related to work.6. A. a member of the visiting team 7. D. the same model of mobile phone8. D. have a long welcome ceremony at the airport9. C. select the most luxurious hotel 10. D. indicate the facility lacking of the hostChapter 7判断题 (True or False)1. T2. F3. T选择题 (Multiple Choice)1. A. agendas 2. B. turf advantageChapter 8判断题 (True or False)1. F2. F3. T4. T5. F选择题 (Multiple Choice)1.C. achievements 2.B. agenda3.D. tone4.A. socializing 5.A. strategies Chapter 9判断题 (True or False)1. T2. T3. F4. T5. T6. F7. F选择题 (Multiple Choice)1. D. clarification2. A. the counterparts 3. A Expressing public displeasure with an interpreters performance.4. B. ethicsChapter 10判断题 (True or False)1. T2. F选择题 (Multiple Choice)1. A. goal .Chapter 11判断题 (True or False)1. F2. F3. F选择题1. D. the counterparts position2. C. contingency planning 3. A. to achieve agreement among parties with opposing viewpointsChapter 12判断题 (True or False)1. T2. F3. T选择题 (Multiple Choice)1. D. opposition2. B. WantsChapter 1判断题 (True or False)1. F2. F3. F4. T选择题 (Multiple Choic