国际商务谈判智慧树知到课后章节答案2023年下外交学院

国际商务谈判智慧树知到课后章节答案2023年下外交学院外交学院

绪论单元测试

Negotiationisanintegralpartofdailylifeandtheopportunitiestonegotiatesurroundus.（）

A:错B:对

答案:对

第一章测试

Duetoadvancesintechnologyandchangesintheworkplace,negotiationisbecoming:（）

A:Lessrelationship-oriented.B:Increasinglycomputer-driven.C:Anincreasinglyimportantskillforpeopletohone.D:Moreconfrontational.

答案:Anincreasinglyimportantskillforpeopletohone.

Whichofthefollowingisleastlikelyanegotiationsituation?（）

A:Yourmanagermeetswithyouaboutyourannualraise.B:Ahighschoolsenioraskshisparentsifhecanborrowtheircar.Theyagree,aslongashepromisestobehomebymidnight.C:Youaskasalesclerktogiveyoua15percentdiscountbecausethearticleofclothingyouwouldliketopurchaseismissingabutton.D:Theinvitationyoureceivetoapartysaysyoucanbringafriend.

答案:Theinvitationyoureceivetoapartysaysyoucanbringafriend.

Implicitinallnegotiationsisthatthepartiesare:（）

A:interdependent.B:dependent.C:independent.D:Anyoftheabove

答案:interdependent.

Thebasicprobleminmostnegotiationsis:（）

A:Conflictinggoals.B:Conflictinginterests.C:Conflictingpositions.D:Conflictingissues.

答案:Conflictinginterests.

Negotiationisaprocessreservedonlyfortheskilleddiplomat,topsalesperson,orardentadvocateforanorganizedlobby.（）

A:对B:错

答案:错

第二章测试

Thefirststepofthefirststageofanegotiationis:（）

A:Pre-negotiationpreparation.B:Formulateoffersandcounteroffers.C:Formulateargumentsandcounterarguments.D:Buildrapport.

答案:Pre-negotiationpreparation.

Effectivenegotiationpreparationencompassesthreegeneralabilities:situationassessment,other-partyassessment,and_______.（）

A:financialassessmentB:self-assessmentC:locationassessmentD:teamassessment

答案:self-assessment

BATNAisshortfor‘BestAlternativeToaNegotiatedAgreement’.（）

A:错B:对

答案:对

Inordertoreachasuccessfulnegotiationoutcome,thenegotiatorsmustunderstandthattheirBATNAis:（）

A:nottimesensitiveB:determinedbyobjectiverealityC:theoutcomethatthenegotiatorwishestoachieveD:abletobemodifiedbypersuasiveoffers

答案:determinedbyobjectivereality

When,youareaskedaboutyourdesiredsalaryinajobinterview,whatisthebestresponsetousewiththeprospectiveemployer?（）

A:IdentifyavarietyofdifferentcombinationsofhighlyattractiveofferpackagesandpresentthosepackagestotheemployerB:Giveasalaryrangethatwouldmeetyourneedsinordertoseemlessfixatedonaparticularnumber.C:Makeatake-it-or-leave-itofferD:MakeanextremeofferandnegotiateyourwaybackdowntoyouracceptableBATNArange

答案:Identifyavarietyofdifferentcombinationsofhighlyattractiveofferpackagesandpresentthosepackagestotheemployer

Whatismeantbythehiddentableinanegotiation?（）

A:TheundisclosedoffersthatcouldhavebeenmadeB:AnundisclosedgroupofresourcesC:TheultimategoalofagoodnegotiatorD:Importantpartieswhoaretherealdecisionmakersarenotpresentatthenegotiationtable

答案:Importantpartieswhoaretherealdecisionmakersarenotpresentatthenegotiationtable

Thestrategicplanningstageofpreparationincludes:（）

A:Definingthesituation,establishingthedesiredgoals,creatingascriptanddecidinghowtoimplementthestrategy.B:Definingthesituation,establishingthedesiredgoals,formulatingastrategyanddecidinghowtoimplementthestrategy.C:Definingthesituation,establishingthedesiredgoals,creatingascriptanddecidinghowtoimplementthenegotiationoutcome.D:Definingthesituation,establishingthedesiredgoals,formulatingastrategyandcreatingascript.

答案:Definingthesituation,establishingthedesiredgoals,formulatingastrategyanddecidinghowtoimplementthestrategy.

Toachievethegreatestgains,negotiatorsshouldsticktothescripttheycreatedduringthepreparationphase.（）

A:错B:对

答案:错

第三章测试

Negotiatorswhoarehighlyconcernedwithachievingtheirsubstantivegoalsbuthavesignificantlylessconcernfortherelationshiporfortheotherparty’ssubstantivegoalsarelikelytoadopt:（）

A:Aprincipledstrategy.B:Aninterest-basedstrategy.C:Anintegrativestrategy.D:Adistributivestrategy.

答案:Adistributivestrategy.

Win-winnegotiationdoesnotpertaintohowthepieis____butrather,tohowthepieis_____bynegotiators.（）

A:divided;enlargedB:enlarged;dividedC:envisioned;distributedD:built;promoted

答案:divided;enlarged

Inapositivebargainingzone,negotiators’reservationpointsoverlap.Ifthepartiesfailtoreachanagreementwhenapositivebargainingzoneexists,theoutcomeis______because______.（）

A:unilateral;negotiatorswillhavetoexercisetheirBATNA’sB:asuboptimalimpasse;thenegotiatorsleftmoneyonthetableC:uneven;ofthechillingeffectD:even;bothsidescanwalkaway

答案:asuboptimalimpasse;thenegotiatorsleftmoneyonthetable

Anegativebargainingzoneindicatesthat:（）

A:partiesareworseoffbynotreachingagreementthanbyreachingagreementB:partiesshouldkeepnegotiatingtofindapositivebargainingzoneC:thecounterparty’sfirstofferwasnotacceptedD:thereisnopositiveoverlapbetweentheparties’reservationpoints

答案:thereisnopositiveoverlapbetweentheparties’reservationpoints

ThepackageofissuesfornegotiationistheBargainingmix.（）

A:错B:对

答案:对

Contextissues(e.g.,historyoftherelationship)canaffectnegotiation.（）

A:错B:对

答案:对

Tonegotiateoptimally,eachparty’sinterestsshouldbekeptsecretfromtheotherparty.（）

A:对B:错

答案:错

Thestrategyofanintegrativeapproachtonegotiationinvolves:（）

A:Creatingvalue.B:Winningatanycost.C:Limitingresources.D:Competing.

答案:Creatingvalue.

Thesituationalcharacteristicsthatdeterminewhichnegotiatingstrategyismostappropriateare:（）

A:Goals,resources,andthelevelofcompetitiveness.B:Goals,resources,andtheleveloftherelationshipandtrust.C:Goals,resources,andthelevelofcollaboration.D:Goals,resources,andthelevelofnegotiatingsophisticationofeachparty.

答案:Goals,resources,andtheleveloftherelationshipandtrust.

第四章测试

Whatarethemostcriticalprecursorsforachievingnegotiationobjectives?（）

A:framingandstrategizingB:Effectivestrategizing,planningandpreparationC:noneoftheaboveD:goalsettingandtargetplanningE:definingframesandsettinggoals

答案:Effectivestrategizing,planningandpreparation

Whatactioncanbetakenafterthefirstroundofoffers?（）

A:Alloftheabove.B:holdfirmC:insistontheoriginalpositionD:makesomeconcessionsE:makenoconcessions

答案:Alloftheabove.

Whenformulatingcounteroffersandconcessions,negotiatorsneedtoconsiderthreethings:（）

A:thestartingvalue,theendvalue,andthemagnitudeofconcessionsB:theimpact,thesize,andthetimingofendowmenteffectsC:thepattern,themagnitude,andthetimingofconcessionsD:thefairness,themisuse,andthepatternofconcessions

答案:thepattern,themagnitude,andthetimingofconcessions

Drawingupafirmlistofissuesbeforetheinitialnegotiationmeetingisavaluableprocessbecauseitforcesnegotiatorstothinkthroughtheirpositionsanddecideonobjectives.（）

A:对B:错

答案:对

Eachparty'sresistancepointisopenlystatedattheconclusionofnegotiations.（）

A:对B:错

答案:错

第五章测试

Selectivepresentationcanbeusedtoleadtheotherpartytoformthedesiredimpressionofyourresistancepointortoopenupnewpossibilitiesforagreementthataremorefavorabletothepresenterthanthosethatcurrentlyexist.（）

A:对B:错

答案:对

Studiesindicatethatnegotiatorswhomakelowormodestopeningoffersgethighersettlementsthandothosewhomakeextremeopeningoffers.（）

A:对B:错

答案:错

Onewaynegotiatorsmayconveythemessagethat"thisisthefirstoffer"isbymakingthefirstconcessionsubstantial.（）

A:错B:对

答案:错

Asmallconcessionlateinnegotiationsmayindicatethatthereislittleroomlefttomove.（）

A:对B:错

答案:对

Usingobjectivecriteriaismosteffectivewheneachpartysearchesforitsowncriteriaasopposedtosearchingforobjectivecriteriatogether.（）

A:错B:对

答案:错

Whichofthefollowingisamajorstepintheintegrativenegotiationprocess?（）

A:generatingalternativesolutionstotheproblemB:understandingtheproblemandbringinginterestsandneedstothesurfaceC:Alloftheabovearemajorstepsintheintegrativenegotiationprocess.D:identifyinganddefiningtheproblemE:choosingaspecificsolution

答案:Alloftheabovearemajorstepsintheintegrativenegotiationprocess.

InwhichmajorstepoftheintegrativenegotiationprocessofidentifyinganddefiningtheproblemwouldyoulikelyfindthatiftheproblemiscomplexandmultifacetedthepartiesmayNOTevenbeabletoagreeonastatementoftheproblem?（）

A:definetheprobleminawaythatismutuallyacceptabletobothsides.B:separatetheproblemdefinitionfromthesearchforsolutions.C:statetheproblemwithaneyetowardpracticalityandcomprehensiveness.D:depersonalizingtheproblem.E:statetheproblemasagoalandidentifytheobstaclestoattainingthisgoal.

答案:statetheproblemwithaneyetowardpracticalityandcomprehensiveness.

Whatapproach(es)canpartiesusetogeneratealternativesolutionsbyredefiningtheproblemorproblemset?（）

A:brainstormingB:nonspecificcompensationC:logrollingD:surveys

答案:nonspecificcompensation;logrolling

Inbrainstorming（）

A:allsolutionsarejudgedandcritiquedastheyarerecorded,andaweighted-averagepercentageisassignedtoeachsolution.B:partiesareurgedtobespontaneousandevenimpractical.C:Noneoftheaboveisapartofthebrainstormingprocess.D:individualsworkinalargegrouptoselectasingleoptimalsolution.E:thesuccessoftheapproachdependsontheitem-by-itemevaluationandcritiqueofthesolutionsaspresented.

答案:partiesareurgedtobespontaneousandevenimpractical.

Whenformalchannelsofcommunicationbreakdown,negotiatorsarepermittedtofindingalternativesandcanusewhichofthefollowing?（）

A:conversationsovercoffeebreaksB:off-the-recordcontactsbetweenkeysubordinatesC:alloftheaboveD:separatemeetingsbetweenchiefnegotiatorsoutsideoftheformalsessions

答案:alloftheabove

Ifbothpartiesunderstandthemotivatingfactorsfortheother,theymayrecognizepossiblecompatibilitiesinintereststhatpermitthemtoinventpositionswhichbothwillendorseasanacceptablesettlement.（）

A:对B:错

答案:对

Hardballtacticsworkmosteffectivelyagainstpowerful,well-preparednegotiators.（）

A:错B:对

答案:错

Whatarethestrategiesforrespondingtohardballtactics?

A:DiscussthemB:RespondinkindC:IgnorethemD:Co-Opttheotherparty

答案:Discussthem;Respondinkind;Ignorethem;Co-Opttheotherpa