商务谈判期末试卷

国际商务谈判（英语）期末试卷一、名词解释15）Negotiation第三章）Answer:NegotiationAgendareferstotheschedulingofnegotiationtime,sitesandtopicsdiscussed.Theagendaisusuallypreparedbythehostpartyorestablishedthroughdiscussionbybothparties.Businessnegotiation（第一章）Answer:Businessnegotiationisaprocessofconferringinwhichtheparticipantsofbusinessactivitiescommunicate,discuss,andadjusttheirviews,settledifferencesandfinallyreachamutuallyacceptableagreementinordertocloseadealorachieveaproposedfinancialgoal.NegotiationstrategyAnswer:Negotiationstrategyistheapproachofhowtomanageyournegotiationprocess,andthewaytoavoiddeadlocksoastoimpulsethenegotiationtowardstheend.impasse（第七章）Answer:duringthenegotiationprocess,thetwopartystronglyinsistedtheirownprofitsandignoringwhetheritharmfulanotherparty.Thenitleadthenegotiationinadilemma.Thissituationiscalled“impasse”.Open-endedquestions(第八章)Answer：Refertoquestionthatdon’tlimittheanswerandcan’tbeansweredwiththesimpleword“Yes”or“NO”.二、判断题10）( T Controllingisbestwhentheotherpartywouldtakeadvantageofco-operativebehavior.(第六章)(F)nOTRICKS”,“”s.（第二章）T）Tipsformakingstatementsarebeclearandconcise.(第八章)4.TAgoodlistenershouldpayattentiontothespeaker5.(F)Approachestoconcludingthenegotiationmayinclude6.（T）Watchcarefullyandunderstandtheotherside’sthinkingarebargainingtactics.（第五章）7.（T）Thewrittencontractisthemajorformofinternationalbusiness第九章）8.F)Formalnegotiationisalsocalledinformalnegotiation.（第一章）9.(T）Negotiationenvironmentscanbedividedintositesand10.（T）changeofspecificationmightbehelpfultotakeintoconsiderationof“Seekingeasyescaperoutes）三、选择题（1*15,15）Whichofthefollowingarethegameprinciplesofnegotiation二章)EqualandVoluntaryParticipationbargainingoverthepricewrittenandreadAcceptabletarget,orexpectedAnswer:AWhichtheoptionisnottheformsofinternatiosinessnegotiationwhichclassificationbynegotiatorobec（第一章）TechnologytradenegotiationB.InternationalprojectnegotiationC.MultilateralnegotiationD.ServicetradenegotiationAnswer:CTheagendaisusuallypreparedbythehostpartyordiscussedbypartiesinadvance,whichcanbesegmentedinto()and()sometimes.openagendainvestment,options,caution,timerestrictedagendaknowledgecautionskillstimeAnswer:AC (第四章)Questionsraisedinbusinessnegotiationscanbedividedinto( ).suggestivequestionsclosedquestionsreferencequestionsAnswerquestionsAnswerB （第八章( areproceduresforformattingacontract（第九章）counterofferofferinvitationacceptanceAnswer:CThechoiceofnegotiationcourtsincludes )（第三章）thechoicesofthecountryorregionthespecificnegotiationsiteIncludingAandBNoneoftheabove.Answer:CAtthefirstsight atmospherecreatedbyoneorbothpartieswillhelpthenegotiationtodeveloptowardsagreement.PositiveandfriendlyTenseandcontradictoryBriefandstraightforwardDilatoryandprotractedAnswer:AKeyfocusofsimulatednegotiationsinclude ).（第三章）Trainandeesabilityotelitigationrights.D.relationship.Answer:A( atmosphereoppositetothefriendlyandpositivestyle.（第四章）PositiveandfriendlyTenseandcontradictoryBriefandstraightforwardDilatoryandprotractedAnswer:BHowdowehandleimpasse( )（第七章）“Keepitfluid”“litigation”“CredibilityFirst”“Speechanddeportment”Answer:AInBusinessnegotiation,whythetwopartiesshouldkeeptheprincipleof“MutualReciprocityandMutualBenefits ).（第二章）Credibilityenhancestrustworthiness.Itisbetterforlong-termrelationship.Itsprincipleisequalityandmutualbenefit.Itemsofcontractshouldkeepstrictlyaccurateandrigorous.Answer：BWhicharenotbargainingtactics.（） （第五章）Strikewherethereisaweakness.Watchcarefullyandunderstandtheotherside’sthinking.Beflexibleandwell-prepared.thebenefitsyourpartyhavebroughttotheotherpartyinthepreviouscooperation.Answer:DThe()adoptsanegotiatingstancewhichinvolvesalittlebitofwinningandalittlebitoflosingbothwithrespecttothegoalsandtherelationshipsofthepartiesinvolved.第六章)collaboratorcompromisercontrollerAnswer:BWhatistheapproachestoansweringquestion.()(第八章)A.SilenceapproachB.OptionalapproachC.SwarmoutapproachD.EquivocalapproachAnswer:DFormingtheNegotiationTeam,notrelatedfactorsinvolve().(第三章)SizeoftheNegotiationTeamTheStaffingoftheNegotiationTeamItemsofcontractshouldkeepstrictlyaccurateandrigorousCollaborationandSupportfromtheOutsideMembersAnswer：C四、简答题(5*4，共20分)Whatsticsdoes“businessnegotiation”demonstrt?一章）Answer:TheobjectiveofbusinessnegotiationistoobtainfinancialinterestThecoreofbusinessnegotiationispriceItsprincipleisequalityandmutualbenefitItemsofcontractshouldkeepstrictlyaccurateandrigorouswhatarethegameprinciplesofnegotiation?（第二章）Answer:EqualandVoluntaryParticipation.CredibilityFirst.MutualReciprocityandMutualBenefitsMaximizingCommonalitiesandMinimizingDifferences.(5)SpeakonGoodGrounds.(6)SeparatethePeoplefromtheProblem.Howdonegotiatorshandleimpasse?（第七章）Answer:“Keepitfluid”;“Seekingeasyescaperoutes”;“Usingtimebreaks”;“Changingtopics”Inthepreparationofnegotiation,whatshouldthenegotiatingpartydo?（第三章）Answer:(1)CollectingInformation,relatedtoQualificationandcreditstatus,Negotiationrepresentatives,MarketquotationsandLawsandcultures;(2)FormingtheNegotiationTeam,consideringthefactorslikeSize,staffingoftheNegotiationTeamandCollaborationandSupportfromtheOutsideMembers;(3)PlanningforInternationalBusinessNegotiation,liketargets,strategies,andagenda;(4)PhysicalPreparations,includeThechoiceofnegotiationplaces,Decorationsofthenegotiationsites,ArrangementsforboardandlodgingandVisitingandsightseeing;(5)Possibly,SimulatedNegotiations.五、翻译20）请稍候，我去看看是否还有存货？Justamoment,please.Iwillgoandseeifwehaveanystockleft.我们订购的数量取决于你们的价格。Thesizeofourorderdependsonyourprice.Conferringapproachsuggeststhatweaskfortheopinionoftheotherpartywithakindtonetoboostdiscussiontowardourgoals(infact,wehaveaclearpictureinmind),thenweapproveoftheirproposalsandarewillingtofollowtheirproposals(asitisthesamewithourstoproceedwithourwork第四章)Answer：协商法的意思是我们问对方的主张，用一种可以推动讨论趋向我们的分度（事实上，我们已经有一个清晰的局面在心中）然后，我们赞同他们的建议和意愿，并跟随他们的提案（正如我们的一样）（情给分）Attheveryfirstcontactofbothparties,languages,facialexpressions,thecontentsofthetalk,eyecontactandtheforceofthehandshakeandotherbehaviorshavealreadycreatedanopeningatmosphere,aswellasexertaninfluenceonthecourseofnegotiationbecausethefirstimpressionissodeepthatithasbasicallysetthetoneandatmosphereforthenegotiation.（第四章）Answer：在第一次接触所以团队是，语言、面部表情、讨论的内容、眼神（酌情给分）Thebasicquotationprincipleisthatwhennegotiatorsaremakingaquotation,theyshouldconsidernotonlytheprofittheycangetiftheyclosethedealatthedesiredorquotedprice,butalsothedemandandsupplyoftherelatedcommodityinthemarket,thepricelevelatwhichcompetitorsbidtowhatextentthebuyermightbeexpectedtoacceptitandotherrelatedfactors.(第五章)Answer：报价前的原则是当谈判提出一个报价是，不仅应该考虑他们可以得到提出报价时渴望的利润，也要要求提供市场上有关商品，及商品出价的水平。为了达到购买者预期可接受的范围和其他相关因素。（酌情给分）六、案例分析（20）[Case]ChinamadeapromiseonenteringWTOthatshewouldgraduallydecreasethetariffsimposedonimportedcompletevehiclesandautomobilecomponentsandpartsin5yearsstartingfromJanuary1,2001.ByJuly1,2006,tariffsimposedoncompletevehicleswouldbedecreasedfrom70%beforeChina’sentryintoWTOto25%,andtariffsonthecomponentsandpartswouldbedecreasedfrom22.3%to10%.Inordertopreventforeignautomanufacturersfrom“knockingdownacompletevehicleintoseparatecomponentsandparts”tocircumventtax,theChinesegovernmentrequiresinMeasuresfortheAdministrationofImportofAutomobileComponentsandpartsFeaturingCompleteVehicles(THEMEASURES）that:A25%Customsimportduty,thesameleviedoncompletevehiclesimported,shallbepaidforalltheimportedautomobilecomponentsandpartsoncompletelyknockeddown(CKD)andsemi-knockeddown(SKD)basis.ThisarousedgreatdissatisfactionamongtheautomobilemanufacturingenterprisesinAmerica,TheEuropeanUnion,CanadaandJapan.InnegotiationswithChina,thesefourpartiesheldthatTHEMEASURES:regulatedindirectlythe“localizationrateofpartsandcomponents”andviolatedtherelatedregulationsoftheWTO;②violatedthepromisesChinahadmadeattheentryintotheWTO;③discriminatedagainstcarmanufacturersfromothercountries;④increasedthedifficultyofobtainingcarpartsfromothercountries.Therefore,theyrequestedthatChinashouldstopexecutingthatregulation,threateningtoappealtotheWTO.Chineserepresentativesarguedwithfactsandfiguresthat:ChinahadbeenopeningitsmarketstoimportedforeigncarsandpartsandhadnotviolatedthebasicprinciplesoftheWTO;②Chinahaddeliveredthegoods,forithadgraduallydecreaseditstariffsasithadpromisedinitially;③theMeasuresaimedtomakeupforthelossincurredthroughtaxevasions,ratherthantodiscriminateagainstautomobilemanufacturersfromothercountries,toprotectournationalindustryortoincreasetheChina-made/foreign-maderatio;④Somecarmanufacturersfromothercountriestookadvantageofthedifferenttariffsimposedonseparatepartsandcompletedcars,knockeddowncompletevehicles intocomponentsandpartsonpurposesoastoevadethedutiestheyshouldpay,whichhadresultedingreatlossestoChina;⑤thenew“Measures”wasacomplementtoandspecifiedthedetailsoftheoriginalpromise,soastomaintaintheauthorityofthelaws.ThefourpartiesmentionedabovedidnotaccepttheexplanationsmadebytheChinesepartyandpointedout:OnlyifChinadidnotherpromiseatwillcouldChinaprovetoothercountriesthatshetookseriouslythelawsandregulationsthatshehadsigned;②theautomobilecomponentsandpartsimportedtoChinaweremainlyformedium-pricedandhigh-pricedcars,andChinanowdidnothavetheabilitytoproducethesecomponentsandparts,andmeanwhile,thevalueofthiskindofproductswereveryhighandconstituted60%ofthevalueofcompletevehicles;③puttingpartstogetherintoacompletecarinChinanotonlyimprovedemployment,butalsoincreasedChina’staxincomessoastomakeupforthelossesinCustomsdutiestoagreatextent.Thus,theyrequiredChinatostoptheexecutionofthisregulation.Chineserepresentativescarefullyanalyzedthereasonsgiventothemandmadeconcessionsontwoclausesaboutstandardsforverificationoftheautomobilecomponentsandpartsfeaturingcompletevehicles:oneis“thatifthetotalpriceoftheimportedcomponentsandpartsisnotlessthan60%ofthetotalpriceofthecompletevehicleofthatspecifictype,theCustomsofficeshalllevyCustomsdutiesattherateforacompletevehicle”;andtheotheristoestablish“thestandardforverificationofkeyvehiclebodycomponentsandpartsTypeAandTypeB”.Asaresult,theexecutionofthesetwocriteria,whichoriginallywouldhavegoneintoeffectonJuly1,2006,weredelayedfor2years;butthemainclausesoftheMeasureswerestillvalid.DissatisfiedwiththeconcessionsChinahadmade,thefourparties—theUS,EU,CanadaandJapan—stilldecidedtoappealtotheWTO.[Discussionquestions]WhatkindofprinciplesdidChinaadoptduringthenegotiationconcerningtheverificationofratesofCustomsdutiesforimpo