在线网课《国际商务谈判（外院）》单元测试考核答案

绪论1【判断题】(1分Negotiationisanintegralpartofdailylifeandtheopportunitiestonegotiatesurroundus.（）A.错B.对第一章单元测试1【单选题】(1分)Duetoadvancesintechnologyandchangesintheworkplace,negotiationisbecoming:（）A.Anincreasinglyimportantskillforpeopletohone.B.Moreconfrontational.C.Lessrelationship-oriented.D.Increasinglycomputer-driven.2【单选题】(3分)Whichofthefollowingisuleastlikelyanegotiationsituation?（）A.Youaskasalesclerktogiveyoua15percentdiscountbecausethearticleofclothingyouwouldliketopurchaseismissingabutton.B.Ahighschoolsenioraskshisparentsifhecanborrowtheircar.Theyagree,aslongashepromisestobehomebymidnight.C.Theinvitationyoureceivetoapartysaysyoucanbringafriend.D.Yourmanagermeetswithyouaboutyourannualraise.3【单选题】(2分)Implicitinallnegotiationsisthatthepartiesare:（）A.dependent.B.independent.C.AnyoftheaboveD.interdependent.4【单选题】(2分)Thebasicprobleminmostnegotiationsis:（）A.Conflictingpositions.B.Conflictinggoals.C.Conflictinginterests.D.Conflictingissues.5【判断题】Negotiationisaprocessreservedonlyfortheskilleddiplomat,topsalesperson,orardentadvocateforanorganizedlobby.（）A.对B.错第二章单元测试1【单选题】(1分)Thefirststepofthefirststageofanegotiationis:（）A.Formulateargumentsandcounterarguments.B.Buildrapport.C.Formulateoffersandcounteroffers.D.Pre-negotiationpreparation.2【单选题】(2分)Effectivenegotiationpreparationencompassesthreegeneralabilities:situationassessment,other-partyassessment,and_______.（）A.self-assessmentB.financialassessmentC.locationassessmentD.teamassessment3【判断题】(1分BATNAisshortfor‘BestAlternativeToaNegotiatedAgreement’.（）A.对B.错4【单选题】(3分)Inordertoreachasuccessfulnegotiationoutcome,thenegotiatorsmustunderstandthattheirBATNAis:（）A.theoutcomethatthenegotiatorwishestoachieveB.determinedbyobjectiverealityC.nottimesensitiveD.abletobemodifiedbypersuasiveoffers5【单选题】(3分)When,youareaskedaboutyourdesiredsalaryinajobinterview,whatisthebestresponsetousewiththeprospectiveemployer?（）A.IdentifyavarietyofdifferentcombinationsofhighlyattractiveofferpackagesandpresentthosepackagestotheemployerB.Giveasalaryrangethatwouldmeetyourneedsinordertoseemlessfixatedonaparticularnumber.C.Makeatake-it-or-leave-itofferD.MakeanextremeofferandnegotiateyourwaybackdowntoyouracceptableBATNArange6【单选题】(2分)Whatismeantbythehiddentableinanegotiation?（）A.TheultimategoalofagoodnegotiatorB.TheundisclosedoffersthatcouldhavebeenmadeC.AnundisclosedgroupofresourcesD.Importantpartieswhoaretherealdecisionmakersarenotpresentatthenegotiationtable7【单选题】(2分)Thestrategicplanningstageofpreparationincludes:（）A.Definingthesituation,establishingthedesiredgoals,formulatingastrategyandcreatingascript.B.Definingthesituation,establishingthedesiredgoals,creatingascriptanddecidinghowtoimplementthestrategy.C.Definingthesituation,establishingthedesiredgoals,creatingascriptanddecidinghowtoimplementthenegotiationoutcome.D.Definingthesituation,establishingthedesiredgoals,formulatingastrategyanddecidinghowtoimplementthestrategy.8【判断题】Toachievethegreatestgains,negotiatorsshouldsticktothescripttheycreatedduringthepreparationphase.（）A.错B.对第三章单元测试1【单选题】(2分)Negotiatorswhoarehighlyconcernedwithachievingtheirsubstantivegoalsbuthavesignificantlylessconcernfortherelationshiporfortheotherparty’ssubstantivegoalsarelikelytoadopt:（）A.Aprincipledstrategy.B.Anintegrativestrategy.C.Adistributivestrategy.D.Aninterest-basedstrategy.2【单选题】(2分)Accommodativestrategiesemphasize:（）A.Akeyattitudeof"Iwin;youlose"B.Subordinatingone'sowngoalsinfavorofthoseofothers.C.SecrecyanddefensivenessD.AbandonmentofbadimagesandconsiderationofideasbasedonmeritE.Alloftheabove3【单选题】(2分)Win-winnegotiationdoesnotpertaintohowthepieis____butrather,tohowthepieis_____bynegotiators.（）A.divided;enlargedB.envisioned;distributedC.enlarged;dividedD.built;promoted4【单选题】(2分)Inapositivebargainingzone,negotiators’reservationpointsoverlap.Ifthepartiesfailtoreachanagreementwhenapositivebargainingzoneexists,theoutcomeis______because______.（）A.uneven;ofthechillingeffectB.unilateral;negotiatorswillhavetoexercisetheirBATNA’sC.even;bothsidescanwalkawayD.asuboptimalimpasse;thenegotiatorsleftmoneyonthetable5【单选题】(2分)Anegativebargainingzoneindicatesthat:（）A.thereisnopositiveoverlapbetweentheparties’reservationpointsB.thecounterparty’sfirstofferwasnotacceptedC.partiesshouldkeepnegotiatingtofindapositivebargainingzoneD.partiesareworseoffbynotreachingagreementthanbyreachingagreement6【判断题】ThepackageofissuesfornegotiationistheBargainingmix.（）A.错B.对7【判断题】Contextissues(e.g.,historyoftherelationship)canaffectnegotiation.（）A.对B.错8【判断题】Tonegotiateoptimally,eachparty’sinterestsshouldbekeptsecretfromtheotherparty.（）A.错B.对9【单选题】(2分)Thestrategyofanintegrativeapproachtonegotiationinvolves:（）A.Winningatanycost.B.CreatingC.Competing.D.Limitingresources.10【单选题】(2分)Thesituationalcharacteristicsthatdeterminewhichnegotiatingstrategyismostappropriateare:（）A.Goals,resources,andthelevelofnegotiatingsophisticationofeachparty.B.Goals,resources,andtheleveloftherelationshipandtrust.C.Goals,resources,andthelevelofcollaboration.D.Goals,resources,andthelevelofcompetitiveness.第四章单元测试1【单选题】(2分)Whatarethemostcriticalprecursorsforachievingnegotiationobjectives?（）A.Effectivestrategizing,planningandpreparationB.definingframesandsettinggoalsC.goalsettingandtargetplanningD.noneoftheaboveE.framingandstrategizing2【单选题】(2分)正确答案：EWhatactioncanbetakenafterthefirstroundofoffers?（）A.holdfirmB.makesomeconcessionsC.makenoconcessionsD.insistontheoriginalpositionE.Alloftheabove.3【单选题】(2分)Whenformulatingcounteroffersandconcessions,negotiatorsneedtoconsiderthreethings:（）A.thestartingB.thepattern,themagnitude,andthetimingofconcessionsC.theimpact,thesize,andthetimingofendowmenteffectsD.thefairness,themisuse,andthepatternofconcessions4【判断题】Drawingupafirmlistofissuesbeforetheinitialnegotiationmeetingisavaluableprocessbecauseitforcesnegotiatorstothinkthroughtheirpositionsanddecideonobjectives.（）A.错B.对5【判断题】Eachparty'sresistancepointisopenlystatedattheconclusionofnegotiations.（）A.对B.错第五章单元测试1【判断题】Selectivepresentationcanbeusedtoleadtheotherpartytoformthedesiredimpressionofyourresistancepointortoopenupnewpossibilitiesforagreementthataremorefavorabletothepresenterthanthosethatcurrentlyexist.（）A.对B.错2【单选题】(2分)Hardballtacticsaredesignedto（）A.Hardballtacticsaredesignedtoaccomplishalloftheabove.B.clarifytheuser'sadherencetoadistributivebargainingapproach.C.eliminateriskforthepersonusingthetactic.D.pressuretargetedpartiestodothingstheywouldnototherwisedo.E.beusedprimarilyagainstpowerfulnegotiators.3【判断题】Studiesindicatethatnegotiatorswhomakelowormodestopeningoffersgethighersettlementsthandothosewhomakeextremeopeningoffers.（）A.错B.对4【判断题】Onewaynegotiatorsmayconveythemessagethat"thisisthefirstoffer"isbymakingthefirstconcessionsubstantial.（）A.错B.对5【判断题】Asmallconcessionlateinnegotiationsmayindicatethatthereislittleroomlefttomove.（）A.错B.对6【判断题】Usingobjectivecriteriaismosteffectivewheneachpartysearchesforitsowncriteriaasopposedtosearchingforobjectivecriteriatogether.（）A.错B.对7【单选题】(2分)Whichofthefollowingisamajorstepintheintegrativenegotiationprocess?（）A.choosingaspecificsolutionB.identifyinganddefiningtheproblemC.Alloftheabovearemajorstepsintheintegrativenegotiationprocess.D.generatingalternativesolutionstotheproblemE.understandingtheproblemandbringinginterestsandneedstothesurface8【单选题】(2分)正确答案：EInwhichmajorstepoftheintegrativenegotiationprocessofidentifyinganddefiningtheproblemwouldyoulikelyfindthatiftheproblemiscomplexandmultifacetedthepartiesmayNOTevenbeabletoagreeonastatementoftheproblem?（）A.separatetheproblemdefinitionfromthesearchforsolutions.B.definetheprobleminawaythatismutuallyacceptabletobothsides.C.statetheproblemasagoalandidentifytheobstaclestoattainingthisgoal.D.depersonalizingtheproblem.E.statetheproblemwithaneyetowardpracticalityandcomprehensiveness.9.【多选题】正确答案：ACWhatapproach(es)canpartiesusetogeneratealternativesolutionsbyredefiningtheproblemorproblemset?（）A.nonspecificcompensationB.surveysC.logrollingD.brainstorming10【单选题】(2分)Inbrainstorming（）A.individualsworkinalargegrouptoselectasingleoptimalsolution.B.partiesareurgedtobespontaneousandevenimpractical.C.thesuccessoftheapproachdependsontheitem-by-itemevaluationandcritiqueofthesolutionsaspresented.D.Noneoftheaboveisapartofthebrainstormingprocess.E.allsolutionsarejudgedandcritiquedastheyarerecorded,andaweighted-averagepercentageisassignedtoeachsolution.11【单选题】(2分)Whenformalchannelsofcommunicationbreakdown,negotiatorsarepermittedtofindingalternativesandcanusewhichofthefollowing?（）A.off-the-recordcontactsbetweenkeysubordinatesB.separatemeetingsbetweenchiefnegotiatorsoutsideoftheformalsessionsC.alloftheaboveD.conversationsovercoffeebreaks12【判断题】Ifbothpartiesunderstandthemotivatingfactorsfortheother,theymayrecognizepossiblecompatibilitiesinintereststhatpermitthemtoinventpositionswhichbothwillendorseasanacceptablesettlement.（）A.对B.错13【判断题】Hardballtacticsworkmosteffectivelyagainstpowerful,well-preparednegotiators.（）A.错B.对14【单选题】(2分)Whichofthefollowingprocessesiscentraltoachievingalmostallintegrativeagreements?（）A.emphasizingthecommonaltiesbetweenthepartiesB.moderatingthefreeflowofinformationtoensurethateachparty'spositionisaccuratelystatedC.Alloftheaboveprocessesarecentraltoachievingintegrativeagreements.D.exchanginginformationabouteachparty'spositiononkeyissuesE.searchingforsolutionsthatmaximizethesubstantiveoutcomeforbothparties第六章单元测试1【判断题】Inallcross-culturalnegotiations,bothpartiesapproachthenegotiationdeductively.（）A.错B.对2【判断题】Researchstudiessuggestthatculturedoeshaveaneffectofnegotiationoutcomes,althoughitmaynotbedirectanditlikelyhasaninfluencethroughdifferencesinthenegotiationprocessindifferentcultures.（）A.对B.错3【判断题】Thebestapproachtomanagecross-culturalnegotiationsistobeinsensitivetotheculturalnormsoftheothernegotiator'sapproach.（）A.错B.对4【判断题】Whennegotiatinginaforeigncountry,apoorly-executedgreetingsuchasbowingorkissingoneachcheekincorrectlyislikelytobeinsultingenoughtothehostcountry’snegotiatorsthatitcouldbecomeadeal-breaker.（）A.错B.对5【单选题】(2分)WhichofthefollowingbestdescribesthedifferencesbetweenindividualismandcollectivismasculturalA.Individualistsarecooperative;collectivistsarecompetitiveB.Individualistsfocusonrelationships;collectivistsfocusonmoneyC.Individualistsprefertoworkingroups;collectivistsprefertoworkaloneD.Individualistsseethemselvesasautonomousentities;collectivistsseethemselvesinrelationtoothers6【单选题】(2分)Ifapers