浙江大学远程教育商业谈判技巧作业及答案

11.谈判内容，特别是有争议的问题，仅限于与会者知道的讨论型谈判适合于〔〕谈判地点：HTMLCONTROLForms.HTML:Option.1A大型会议室HTMLCONTROLForms.HTML:Option.1B小会议室HTMLCONTROLForms.HTML:Option.1C办公室HTMLCONTROLForms.HTML:Option.1D餐桌或高尔夫球场正确答案:BHTMLCONTROLForms.HTML:Hidden.1单项选择题HTMLCONTROLForms.HTML:Hidden.12.谈判中，如果谈判对手精力充分或权利欲很强，我们应采取怎样的角色定位：HTMLCONTROLForms.HTML:Option.1A确定主动攻击性角色HTMLCONTROLForms.HTML:Option.1局B余采取涝“慢狠火文付攻〞躬的方堵式确沃定自途己的进角色扒HTMLCONTROLForms.HTML:Option.1田C插设法奴以巧依取胜玉HTMLCONTROLForms.HTML:Option.1笨D刘确定摘强势双的态躲度转正确茶答案漏:BHTMLCONTROLForms.HTML:Hidden.1图单项选择坐题HTMLCONTROLForms.HTML:Hidden.1凶3.让说话悬声调头忽高兼忽低大、语妨调较慨快、牲语气尽变化街中情炊绪色删彩很铜浓的匪对手狂是怎良样的燕对手牙：HTMLCONTROLForms.HTML:Option.1骡A换富有辞谈判山经验隙的人睁员HTMLCONTROLForms.HTML:Option.1床B敢对你芝谈的大内容扫不感沉兴趣结HTMLCONTROLForms.HTML:Option.1孝C幼态度原温和武的对叉手HTMLCONTROLForms.HTML:Option.1穷D醒刚出雄道的逗年轻爽新手爬欠正确础答案捡:DHTMLCONTROLForms.HTML:Hidden.1静单项选择谜题HTMLCONTROLForms.HTML:Hidden.1捞4.晶使新标换的赞谈判泼者有痰时机饰推翻烈以前径所做赔的让新步，擦重新驱开始犁讨论盟，延蔽缓合查同的泊签订幸，或签者更炸换话泽题，鞭而对街方却找仍在封努力萄使新盲谈判吸者熟届悉过千去所披讨论敏和所叹协定专的内庭容，统是哪改一种奇谈判李技巧乘的作洁用：HTMLCONTROLForms.HTML:Option.1萝A乌吹毛皇求疵屯HTMLCONTROLForms.HTML:Option.1鸭B都先暂凉后奏向HTMLCONTROLForms.HTML:Option.1琴C劳攻心欣技巧列HTMLCONTROLForms.HTML:Option.1嫁D欲车轮士战技俩巧烧正确谢答案歉:DHTMLCONTROLForms.HTML:Hidden.1纱单项选择畜题HTMLCONTROLForms.HTML:Hidden.1提5.财提出何某个那么模糊锄不清在而又星不太霞重的祥问题破加以锯讨论长；将读一个钱本来肌很简皮单的尿问题角复杂穷；提敏供一迎些详念细琐顺碎的谣资料导，使岭之成丽为对不方的践负担小，是姻描述仅的是纤哪一驻种谈毫判技董巧：HTMLCONTROLForms.HTML:Option.1捞A叹不开托先例骨技巧倾HTMLCONTROLForms.HTML:Option.1栽B感故布贞疑阵永技巧喉HTMLCONTROLForms.HTML:Option.1均C留最后事出价待技巧消HTMLCONTROLForms.HTML:Option.1钱D尽价格奔陷阱货技巧陡自正确超答案场:BHTMLCONTROLForms.HTML:Hidden.1僵单项选择延题HTMLCONTROLForms.HTML:Hidden.1污6.伞“言苏必行浸，行笋必果呆〞体桃现了斤商务勇谈判汇的〔孩〕稀原那么枕：HTMLCONTROLForms.HTML:Option.1削A跑使用耐客观予标准纹原那么凑HTMLCONTROLForms.HTML:Option.1利B尚互利拌互惠生原那么苏HTMLCONTROLForms.HTML:Option.1粉C示讲究锅信用线原那么恶HTMLCONTROLForms.HTML:Option.1圾D箱遵守顶法律编原那么竞柔正确燥答案严:CHTMLCONTROLForms.HTML:Hidden.1驱单项选择手题HTMLCONTROLForms.HTML:Hidden.1缝7.锁逐一餐讨论紧每个姿问题两和条共款，施谈论识一个柏问题广，解照决一膊个问菠题，懂直到宵所有袄的问锯题得租到解字决的所谈判繁方式镜属于悉〔伸〕谈扔判方美式：HTMLCONTROLForms.HTML:Option.1拍A追直接幻谈判戒HTMLCONTROLForms.HTML:Option.1趣B矩间接妹谈判俊HTMLCONTROLForms.HTML:Option.1质C晌横向痛谈判仰HTMLCONTROLForms.HTML:Option.1迅D坚纵向她谈判希澡正确饥答案产:CHTMLCONTROLForms.HTML:Hidden.1脆单项选择错题HTMLCONTROLForms.HTML:Hidden.1币8.骆一般记而言亚，模杂拟谈叶判需众要三惨类人宾员，误即知沈识型妄人员弯、预低见型浊人员攻和〔困〕切：HTMLCONTROLForms.HTML:Option.1塔A深技术虾性人极员HTMLCONTROLForms.HTML:Option.1尤B甲求实泼型人公员HTMLCONTROLForms.HTML:Option.1或C仆法律简型人拍员HTMLCONTROLForms.HTML:Option.1应D稳经济覆型人顺员汽正确筒答案色:BHTMLCONTROLForms.HTML:Hidden.1盯单项选择雁题HTMLCONTROLForms.HTML:Hidden.1持9.偏当对影方已搁经做究出一窗定的睬许诺络，或锡说明刚一种仗坚决企的态顶度，蜓而自搂己有禽不能驴改变壤自己蛛的立里场时婚，你伪要改弄变对邮方的初观点那，首村先要茶顾全铸他的好面子役，给锣他一单个改渗变观丑点并倒能被叼他接加受的历合理池的理形由是编哪一行种谈笔判技涌巧的纱原理摧：HTMLCONTROLForms.HTML:Option.1璃A废迂回阀绕道县HTMLCONTROLForms.HTML:Option.1川B板货比哗三家秩HTMLCONTROLForms.HTML:Option.1泊C泳激将门技巧敏HTMLCONTROLForms.HTML:Option.1肿D僻为人仙置梯工低正确蛛答案切:DHTMLCONTROLForms.HTML:Hidden.1每单项选择屡题HTMLCONTROLForms.HTML:Hidden.1将10鸽.在贱商务宋谈判闻中有滚权参兔加谈恭判并吴承当坦后果发的自悲然人极属于降：HTMLCONTROLForms.HTML:Option.1戚A叨谈判单客主售体HTMLCONTROLForms.HTML:Option.1唉B紫谈判珍的主事体HTMLCONTROLForms.HTML:Option.1嗓C添谈判理的目迁标HTMLCONTROLForms.HTML:Option.1伸D药行为缠主体尝跨正确械答案颠:BHTMLCONTROLForms.HTML:Hidden.1堡单项选择妄题HTMLCONTROLForms.HTML:Hidden.1桌11屋.买站方先旗让卖剥方根揪据自挎己的侍需要奶组织帅货源舒，而耍当卖泡方将弊货源市组织趟上来戴以后助，在哲提出状苛刻嗽条件刑，让怎卖方筝处于倚被动随，描歼述的启是哪最一种贼策略忧：HTMLCONTROLForms.HTML:Option.1练A票吹毛穿求疵特HTMLCONTROLForms.HTML:Option.1闪B炎先暂宋后奏晶HTMLCONTROLForms.HTML:Option.1骄C朗权利雁有限各技巧继HTMLCONTROLForms.HTML:Option.1袜D塑攻心晕技巧御龄正确奉答案省:BHTMLCONTROLForms.HTML:Hidden.1轻单项选择搁题HTMLCONTROLForms.HTML:Hidden.1赛12负.以排下哪四一条皆属于鼓规定刷期限秋技巧坏的破爆解方符法：HTMLCONTROLForms.HTML:Option.1雀A装想方劣设法脾越过球对方择直接面谈判丈人员盟，通愉过与陡其同孩行、怕上级切的交宋往摸猎清最傍后期救限是流真是忙假，税相机跳采取廊相应纺对策帝HTMLCONTROLForms.HTML:Option.1破B恋了解屋对手碗的真忌正需均要HTMLCONTROLForms.HTML:Option.1搏C丰针锋碰相对胜，退毛出或船拒绝透谈判选HTMLCONTROLForms.HTML:Option.1抓D号不要殊轻信己对方睡的宣蜜传，景应在篇冷静孟、全竟面思题考之负后再悟采取闲行票正确低答案屡:AHTMLCONTROLForms.HTML:Hidden.1嫁单项选择企题HTMLCONTROLForms.HTML:Hidden.1搏13薯.报仍告会饶、讨萌论会诚、演遗示或成展示米属于吊〔厦〕类签型的套谈判负：HTMLCONTROLForms.HTML:Option.1雾A叙中立剥地点妄谈判岂HTMLCONTROLForms.HTML:Option.1鸣B肃不求着结果郑的谈泄判HTMLCONTROLForms.HTML:Option.1勉C仁索赔派谈判瓣HTMLCONTROLForms.HTML:Option.1画D歪意向揭书谈岛判疏正确镇答案枕:BHTMLCONTROLForms.HTML:Hidden.1剂单项选择伶题HTMLCONTROLForms.HTML:Hidden.1阔14逮.“名这样贝的算馒法，粘对你爪我都羡有利姐，是礼不是扁？〞航是哪党一类揭型的支提问输：HTMLCONTROLForms.HTML:Option.1肌A经引导逃性提绵问HTMLCONTROLForms.HTML:Option.1早B租坦诚紫性提姜问HTMLCONTROLForms.HTML:Option.1严C烤封闭姜性提翁问HTMLCONTROLForms.HTML:Option.1巾D夕证实匙式提旨问蛛正确棉答案遥:AHTMLCONTROLForms.HTML:Hidden.1鸟单项选择思题HTMLCONTROLForms.HTML:Hidden.1耻15层.日看本人后的谈豪判风玩格一那般表期现为锅：HTMLCONTROLForms.HTML:Option.1狡A悬直截较了当还HTMLCONTROLForms.HTML:Option.1代B泽不讲荡面子换HTMLCONTROLForms.HTML:Option.1舱C性等级旧观念睡弱HTMLCONTROLForms.HTML:Option.1蜂D慈集团主意识慰强互正确场答案告:DHTMLCONTROLForms.HTML:Hidden.1仆单项选择麻题HTMLCONTROLForms.HTML:Hidden.1俯16棒.在始谈判抗中先螺不开浑口，素让对柏方尽仁情表绢演以贯此暴诉露其陪真实溉的动哑机和巧最低得的谈誓判目蛛标，轿然后垒根据亚对方窄的动阀机和文目标沙并结风合己属方的老意图途采取套有针摊对性步的回猛答是瞎哪一猪种预言防性侧策略呜：HTMLCONTROLForms.HTML:Option.1草A疗投石村问路杂策略得HTMLCONTROLForms.HTML:Option.1谦B筒申东愿击西朝策略宋HTMLCONTROLForms.HTML:Option.1轨C哑沉默籍寡言套策略味HTMLCONTROLForms.HTML:Option.1乱D抚欲擒酒故中杰策略旱熊正确认答案丝:CHTMLCONTROLForms.HTML:Hidden.1慕单项选择隶题HTMLCONTROLForms.HTML:Hid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