商务谈判试卷 (2).doc

商务谈判试卷 一：选择题（共15题，每题1分）1. Which one is not the advantage of Host-court negotiations( )A It saves home team the treaveling expense abroad.B All the resources are readily available to the host negotiators.C Host team have to spend time and energy making arrangements for the negotiating site and reception.D Host team know the negotiation environment well and can be quite relaxed psychologically.2.Which one is the game principles of negotiations( )A quotation B opening statements C credibility first D positive and friendly3.What should you do if your boss let you ready to negotiate( )A Making a big dinner. B Making a complete plan.C Checking material. D Go shopping.4.How many kinds of the function of negotiation atmosphere( )A six B five Cfour Dthree5. Which one is not the forms of quotation( )A Oral quotation B Written quotationC Combination oral and written quotation D Asking a price6. Which one is the “when” strategy( )A Compromising B AccommodatingC Controlling D Fait accompli7.How to handle impasse?( )Keeping it fluidSeeking easy escape routesShifting the topicAdjournment strategyA B C D8. In the start stage, the negotiators main task is to( )A Decide the quotationB Made an opening statementC Create negotiations atmosphereD Exchange both sides9.Youll need to the credit card information before accepting the order. A. classify B. satisfy C. verify D.Identification10.Which is not the opening strategies ?A、Resonant opening B、Frank openingC、Nitpicking opening D、Tacit-agreement negotiation strat11.How many kinds of the open-ended questions?( )A2 B3 C4 D512、What is the meaning of “fatigning tactics”?A、不开先例 B、体会C、以退为进 D、疲劳战术13.If you want to buy something you are very like what you can do first?( )A Give the money B Look at it C Quotation D Asking a price14. Which position should the translator sit on the general managers In the negotiations?( )A left B right C opposite D behind15.which is(are) not the legal personnels primary responsibility(-ies) ?( )A validity B completeness C preciseness of the contract terms D deliver the goods 二：判断（本大题共10小题，每小题1分，共10分）1:Business negotiation is a conferring process to eliminate conflict,adjust relationship,satisfy each others need and main each othera self-interest. 2:Negotiators should obey the principle of mutul reciprocity and mutual benefit and should not follow the guideline that honesty is the best policy. 3:Game principles of international business negotiation means the basic criterion or norm that all the parties should obey in international business negotiation4:Physical preparations for international businss negotiation not include visiting as well as investigation .5:Contents of opening statements dont include the interests and assurance that your own party hope to obtain in the negotiation. 6:Quoting a price ,bargaining over the price ,and making compromises are three key aspects for bargaining in international negotiation.7:Collaborating,compromising,accommodating,controlling and avoiding are five strategic approaches in negotiation.8:Impasse or stalemate can arise for a number of reasons ,not including both parties have widely divergent objectives9:Closed questions are question that can evoke only yes or no answers.10:The ultimatum strategy mean two sides may use the strategy of meeting each other half way or each make a compromise to continue the negotiation.三：名词解释（本大题共5小题，每小题4分，共20分）1. Business negotiation 2 .Negotiation goals 3 .Quotation 4 . Arbitration 5.Compromising strategy 四：简答题（本大题共4小题，每小题5分，共20分）1. How many game principles of international business negotiation? What are they? 2. Which preparation job need to do before International business negotiations? 3. What is the basic quotation principle? 4. According to Thomas and Kilmann (1974),these different approaches can be grouped into five categrories . When to use the Compromising is best? 五；翻译（本大题共3小题，每小题5分，共15分）1In international business negotiation, no matter whether you are the host or not, no mater how powerful you are, or whether your counterpart is a big famous group while you are only a small company in a developing country , 。 （你必须将数据和事实和说服人们通过声音推理如果你想确保你的福利消除你的对手的怀疑和反驳他们的反对）。2In most cases, we should create an advantageous atmosphere before or in the opening of the negotiation so as to direct the negotiation and manipulate the other negotiation rivals. （If a harmonious atmosphere is set up in the every opening of the negotiation, both parties will have easygoing communication and discussion ;if in the very beginning ,one or both parties let off stream and blame each other ,it will cast a shadow on the negotiation.） 。 3.In preparation you must choose how much movement to allow between your opening offer and your limit .this negotiating margin is a strategic decision .your tactics will follow thoughts on selecting your negotiating margin but they are necessarily ,and deliberately, general. 。 4. . （“多听,少说话”是一个基本政策和策略业务谈判代表应具备。倾听帮助你获取信息,了解你的对手的意图以及预测他们的进一步动作）。 Listening in negotiations involves not only listening with our ears, but also observing facial expressions, reactions and gestures of our counterparts with our eyes ,feeling the negotiation atmosphere with our heart as well as analyzing their words with our mind while we are listening.六案例分析(本大题共2小题，每小题10分，共20分)案例一： sunny, pleasant scenery. A beautiful MM went into a fashion shop - a superb collection of beautiful thingsMM: boss, ask how much are these pants? Boss: 180 yuan, Guangzhou authentic goods, would you like? MM : let me have a look . . Boss: dont look now, things are good stuff, to give you a preferential price 170 yuan. MM: This is also called the preferential? Boss: Oh, well, just 140 yuan, this can be? MM: ha haBoss: what are you laughing at, isnt too expensive? MM: No, is not expensive, it is my blood pump! The boss: where there is so exaggerated, see you is a native of 120 yuan. MM: . . Boss: you are not too expensive? I only earn you a few bucks.MM: No, I did not say your, this pair of trousers is worth the price! Boss: you really have a good taste ah, quickly buy. MM: pants trousers is good, I just the ticket in the pocket be limited. Boss: thats your pocket money? MM:90 element. Boss: Oh, you make fun of me, hell to pay, add 10 yuan. MM : no more, I would like to give you 120 yuan, be incapable of action. Boss: Well, to make friends, you pull down for 90 dollars. MM: I will not give you 90 yuan, I have to leave 10 yuan fare. Boss: the fare? This and you buy pants to have what relation? MM: of course, our house, must take the bus home, 10 yuan fare. Boss: you lie!MM: believe me! You see my face, so sincere. Boss: I dont see your sincerity, but can lose, your 80 yuan.MM : wait, I would add a little, my breakfast yet. Boss: you! Oh, you are too far, youre playing games! MM: believe me, I am sincere. Would you like to see me in front of you?. Boss: Im unlucky, you did too, for a while to ride, one would have to eat breakfast. Is it right? You say you are thirsty, want to drink? MM: you too looked down on me. Believe me, I have not asked. Boss: I believe you? The last time? MM: Yes, I believe. Boss: Well, more fun, 70 yuan. MM: Ill give you the money. Boss: faster.MM: Hey, dont worry, the colors here there seems something wrong? Boss: No, no, this is sanded color, deliberately, this is called pop. MM: Yes, what looks like an old pair of trousers, strange. Boss: what? You insult me. Never mind, please do not insult my trousers. This is really something. MM: . . Boss: Well, this is my list, you see, in the last week, how can this old pants? MM: Oh, Im sorry I misunderstood, but . . Oh, the purchase price: 20 yuan each. Boss: Oh, no, No. This is not taxed before the price, after taxes each cost price is 40 yuan.MM: you tell a lie, you take me for a fool? This is the value-added tax invoices, pay taxes after the price.Boss: Hey, do business, every day I facade Housing rents hundreds of them, do not make money what I eat?MM: said of peaceful times., as bright as sun and moon, your heart is black!Boss: Hey, 30 yuan do not? My good sister, let me earn.MM: money is just a little something, you make me angry.Boss: Well hey, so serious?MM: do not serious? The trend continues, but is fraud, crime!Boss : my God, good exaggeration. Eliminate fire, 25 yuan to you, will earn five yuan!MM: what? 25 is the mean of two hundred and fifty, you despise me?Boss: No, no, 24.MM:4 is dead meaning, unlucky, Im superstitious.Boss: day 23, there is something wrong with it. MM: No, okay, transaction.Question：How many bargaining strategies buyers and sellers using?What are they?案例二：In September 2001, the Chinese mainland one construction company general manager that Australian famous architect will be in Shanghai for a short stay, and appointed senior engineer as plenipotentiary fly to Shanghai, please master to help the company to so-and-so building design a set of the latest plan. Plenipotentiary a line of the heavy burden of responsibility ploy sounds to Shanghai, the plane arrived at the master hotel, the two sides exchange greetings, plenipotentiary elucidation purpose, the master of this project is very interested in cooperation, agreed to. However the designer price 400000 yuan, the price to the Chinese side is unacceptable, according to master understanding, usually in the design of the Shanghai price is $6.5 per square meter, according to the standard calculation of words, the whole building design fee should be $162600, according to the exchange rate quoted shall be converted into renminbi, $1.3695 million, so the designer is 400000 RMB offer is very favorable. Plenipotentiary said only out 200000 yuan design, explained: in Shanghai, the general manager before authorized me $100000 signing authority, your price is beyond the scope of my power, I must ask for instructions my superior. After ask for instructions, the company agreed to pay 200000 yuan, and the price that the master can not accept, and negotiation in a stalemate.Question：(1)In the case,why t he negotiations impasse comes about? (3分)(2)To avoid business negotiations impasse happened s what attitude hould we have? (3分) (3)If you are Chinese plenipotentiary, you will be how to break the ice? (4分) 参考答案选择CCBAD DDA C D DDDBD判断FFTFF TTFTF 名词解释1. Business negotiation :a process of conferring in which the participants of business activities communicate, discuss, and adjust their views ,settle differences and finally reach an acceptably satisfying agreement in order to close a deal or achieve a proposed financial goal. 2 .Negotiation goals: refer to the commercial goals to be achieved through negotiations, which are usually divided into the highest goals, acceptable goals and lowest goals. 3 .Quotation : narrowly defined, a quotation just is a way to indicate a particular price at which one party will buy or sell the specified commodity . broadly defined, it involves all that one party proposes to the other concerning mutual interests in a business negotiation , including the following terms and conditions for a deal: the name of commodity, quality ,quantity, price , packaging, shipping, insurance, payment terms, inspections, claims, arbitration and several other items. 4 . Arbitration : is an adjudicatory process that is held before an objective third party who renders a decision based on the opponent presentations of the disputing parties. 5.Compromising strategy: two sides may use the strategy of meeting each other half way or each make a compromising to continue the negotiation.简答1.见课本第二章大标题2. 见课本第三章大标题3. The basic quotation principle is that when negotiators are making a quotation, they should consider not only the profit they can get if they close the deal at the desired or quoted price, but also the demand and supply of the related commodity in the market ,the price level at which competitors bid, to what extent the buyer might be expected to accept it and other related factors .therefore ,they need to make careful comparisons and tradeoffs time and time again so that they arrive at a price that best combines the probability that the quotation woul