雨课堂学堂在线学堂云《International Business Negotiation and Etiquette（安徽大学）》单元测试考核答案

InternationalBusinessNegotiationandEtiquette第1题Whatarethekeyelementsofinternationalbusinessnegotiation()ANegotiationPartiesBNegotiationSubjectsCNegotiationPlatformDNegotiationPlace第2题What’sthebasicnegotiationprocess()AthepreparationstageBtheformalnegotiationstageCthepost-negotiationstageDTheDeadlockstage第3题Basedonthenumberofparticipants,negotiationscanbeclassifiedinto()ASmall-scaleNegotiationsBMedium-scaleNegotiationsCMultilateralNegotiationDLarge-scaleNegotiations第4题Basedonnegotiationstyles,negotiationscanbeclassifiedinto()AConcession-basedNegotiationBPositionalNegotiationCPrincipledNegotiation.DGoodssalesnegotiations第5题Whenencounteringcounterparts`inappropriatebehavior,werespondwith()AUnderstandingBAccommodationCStandardization.DSeekcommonground第6题Thebeautyofinternationalbusinessnegotiationetiquetteincludes()ALoveforone'scountryBRespectCInteractionDSelf-discipline第7题Whennegotiationsfocusoneconomicinterests,rights,obligations,andbusinessterms,Andwhenthesetalkscrossborders,involvingpartiesfromdifferentcountriesandregions.That’sinternationalbusinessnegotiation.()第8题Negotiationsubjectsarethecoreissuesallsidesdiscusstoreachagreement.()第9题Basedonthenumberofpartiesinvolved,negotiationscanbeclassifiedintobilateralnegotiationandmultilateralnegotiation.()第10题Internationalbusinessetiquetteisshowedbytheperformanceofnegotiators,thearrangementofnegotiationenvironments,thedesignofnegotiationprocesses,andsoon.()第11题Basedonthelevelofgovernmentinvolvement,negotiationscanbeclassifiedintoprivatenegotiation,officialnegotiation,andpublic-privatenegotiation.()第12题Internationalbusinessnegotiationetiquetteisfixed.()第13题Basedonapproachtodiscusstopics,negotiationscanbeclassifiedintoHorizontalnegotiationsand____?AfacetofaceorallynegotiationsBwrittennegotiationsCverticalnegotiation第14题Whatisthespiritofinternationalbusinessnegotiationetiquette?____AInteractionBStandardizationCRespect.第1题Gamescanbedividedintocooperativegamesandnon-cooperativegames,andtheirdifferenceliesinwhetherthereisa____betweenthetwopartiesinthegame.ANeedBBindingagreementCSelf-discipline第2题Humanneedsaredividedintofivelevelsfromlowtohigh,namelyphysiologicalneeds,safetyneeds,socialneeds,esteemneeds,and____.ASelf-actualizationneedsBAgreementneedsCInteractionneeds第3题Esteemneedsarereflectedinnegotiators'demandsforidentityrecognition,positionacknowledgment,and____.ASelf-worthBCulturalacceptanceCSocialize第4题TheJohariwindowisusedtodescribetherelationshipbetweenpersonalself-awarenessand____,andtohelppeopleunderstandthemselvesandimprovecommunicationefficiency.AthecognitionofothersBblindspotCUnknownarea第5题The____representstheareaofinformationthatisunknowntobothyourselfandothers..AUnknownareaBBlindspotCProspectTheory第6题RogerFisherandWilliamUryofHarvardproposedthe“PrincipledNegotiation”intheirbook“NegotiationAgreementWithoutGivingIn”.Theyprovidednegotiationprinciplestoresolveconflictsofinterest.()Afocusontheissue,notthepersonBfocusoninterestsratherthanpositionsCseekwin-winsolutionsDadheretoobjectivestandards第7题Gamescanbedividedinto()ACooperativegamesBRespectCNon-cooperativegamesDNegotiators'demands第8题Needsininternationalbusinessnegotiationstypicallymanifestinthefollowingways.()AphysiologicalneedsBsafetyneedsCsocialneedsDesteemneedsandself-actualizationneeds第9题Safetyneedsarereflectedinnegotiators'requirementsfor()ApersonalsafetyBpropertysafetyCsecurityDtradesecretprotection.第10题ProspectTheoryderiveskeyconclusions:()AMostpeoplearerisk-aversewhenfacinggainsBMostpeoplearerisk-seekingwhenfacinglossesCMostpeopleevaluategainsandlossesbasedonareferencepoint.DMostpeoplearemoresensitivetolossesthantogains.第11题Gametheoryisamathematicaltheoryabouthowdecisionsaremadeinsituationswhereoneperson'sdecisionaffectsanother.()第12题Internationalbusinessnegotiationisessentiallyagame-playingactivity.()第13题Understandingtheotherparty'sneedsisanimportantskillthatnegotiatorsneedtomaster,whichiscrucialforreachingacooperation.()第14题Pahysiologicalneedsarereflectedinnegotiators'basicrequirementsforclothing,food,shelter,andtransportation.()第15题Masteringtherelevanttheoriesofpsychologycanhelpnegotiatorsunderstandeachother'smotivations,gaininsightintothinkingpatternsunderculturaldifferences,andevenpredictdecision-makingtraps.()第16题Negotiatorscanconsultwithothersinadvancetotrytonarrowtheblindspotarea.()Chapter3Exercises第1题Ifanegotiationinvolvesmulti-facetedinterests,whatanalysismustweconducttodeterminepriorities?____ARiskanalysisBCost-benefitanalysisCMarketanalysisDCompetitoranalysis第2题Whatdoesthegapbetweenthe"AcceptableTarget"andthe"DesiredTarget"represent?____AThenegotiator'srisktoleranceBThenegotiator'sprofitmarginCThecounterpart'sconcessionmarginDThemarket'sfluctuationrange第3题Negotiatorsmusthaveextensivetechnicalknowledge,socialskills,communicationskills,Strongethicalprinciples,andQuickthinkingand____AFasterdecision-makingBadaptabilityCinternalconflictsDlanguageskills第4题Ininternationalbusinessnegotiations,whichofthefollowingisNOTamainresponsibilityoftheinterpreter?____AFaithfullyreproducetheopinionsandideasofbothsidesBTranslatetextsandcorrespondencerequiredduringnegotiationsCMakedecisionsonbehalfofthechiefnegotiatorDProvideadvicetothespeakeronrelevantlanguageknowledge第5题whatistheprimaryroleofinformationcollection?____AReducingcostsandimprovingefficiencyBRiskavoidanceandstrategyformulationCEnhancingteamcohesionandcommunicationDExpandingmarketshareandbrandinfluence第6题Whenassessingourownposition,whatattitudeshouldwetaketowardsourweaknesses?____AIgnorethemcompletelyBFocusonlyonstrengths,weaknessesareirrelevantCUnderstandweaknessesandtakemeasurestocompensate,somecanevenbeturnedintostrengthsDExaggerateweaknessestogainsympathyfromthecounterpart第7题Whenitcomestothedesignofthenegotiationplan,thespecificcontentsinvolvedinclude:()ADeterminingthenegotiationtopicsBFormulatingthenegotiationstrategyCPlanningthenegotiationstrategyDPreparingaconcessionplan第8题Goaltiersinclude:()ADesiredTargetBAcceptableTargetCBottomTargetDOptimalTarget第9题Advantagestonegotiatingasateamratherthanasanindividual,including:()AGreaterexpertiseinsolvingspecificproblemssuchastechnicalissuesBMorecomprehensiveandmulti-dimensionalsolutionoptions.CEnhancedinformationexchangeduetovariedperspectives.DStrongerpersuasivepowerwhenpresentingarguments.第10题Whileteamsaregenerallymoreeffective,theycanalsofacepotentialchallenges,suchas:()ACoordinationproblemsamongteammembersBSelectionofrightteammembersCSchedulingconflictsduetodifferingavailabilities.DLeadershipandmanagementchallengesfortheteamleader.第11题Whenweareengagedinbusinessactivitiesindifferentcountries,weshouldnotonlyunderstandthesituationofthecountry,suchas:()AthepoliticalsituationBtheculturenormsCthesocialstructureDthebusinesscustoms,languagebarriersandthelocallaws第12题Theinformationweneedtoknowinadvanceincludes:()AtheGovernmentagenciesBthetradingconditionsofferedbycompetitorsCouradvantagesanddisadvantagescomparedwithcompetitorsDthesize,growth,brandimageandpositioningofthecompetitors第13题Awell-preparedconcessionplanensuresnegotiatorsmaintainleverageandcontrolthroughoutthediscussion.()第14题Cooperativestrategiesemphasizewin-winoutcomes,andnegotiatorsaremorewillingtocooperate,shareinformation,andtrytounderstandeachother'spointofview.()第15题Disciplineandcohesionarekeytomanagingateam.()第16题Thesizeofanegotiationteamvariesdependingonthecomplexityandnatureofthetransaction.()第17题Theprocessofgatheringinformationbeginsonlyafterformalcontactbetweenthepartiesisestablished.()第18题Inanegotiation,themoreinformationyoucontrol,theweakerourpositionis.()Chapter4Exercises第1题____involvestransparentlypresentingone'sviewpointsorintentionstothenegotiationcounterpart,therebyestablishingrapportandopeningthenegotiationprocess.ACautiousOpeningStrategyBFrankOpeningStrategyCAggressiveOpeningStrategy第2题Whichstrategyemphasizestheuseofstrictlanguagetodemonstratehighregardandfirmstancetowardthenegotiation?____.AFrankOpeningStrategyBAggressiveOpeningStrategyCCautiousOpeningStrategy第3题Whatordershouldgenerallybefollowedwhenintroducingteammembers?____AFromsubordinatestosuperiorsBFromthesuperiorsandladiesCInalphabeticalorderbysurnameDRandomly第4题Whatdurationissuggesttedforahandshake?____A1-2secondsB3-5secondsC6-8secondsDMorethan10seconds第5题CooperativeNegotiationStrategyemployspeaceableandaffirminglanguagetofostergoodwillandcreatewhatkindofenvironment?()AconsensusBfriendlyandpositiveCguiltyDanxious第6题Whatspecificsuggestionsisofferredregardingexchangingbusinesscards?()AHaveyourcardtranslatedintotwolanguagesBAlwayshandyourcardswiththeprintedfaceupCFlingacardontoadeskDGiveyourcardtothehighest-rankingindividualorleaderofthenegotiationgroupfirst第7题Whataretaboosforshakinghands?()AUsingthelefthandtoshakehandsBShakinghandsinglovesCRefusingwhenotherpeopleextendtheirhandsaheadDSmilingwhileshakinghands第8题Ifanegotiatorhastheoptiontoheartheotherside'sofferfirst,theyshoulddoso.()第9题Openingstrategiesarewiththepurposeofcreatinganappropriateatmosphere..()第10题Shakinghandsisacommonandmostwidelyusedetiquettewhenpeopleareintroducedtoeachother.()第11题4.Whenshakinghands,thestrengthshouldbemoderate,neithertooloosenortoofirm,usuallykilogramsofforceissuggested.Chapter5Exercises第1题Accordingtothemeansofquotation,itcanbedividedintowrittenquotationand____.AVerbalquotationBTotalquotationCDetailquotation第2题Infact,whatkindofnegotiatorstypicallyachievebetteroutcomes?____AwhoopenwithhighpricesBwhostartlowormoderateCBothofabove第3题Generallyspeaking,inordertostimulatetheotherpartytochoosethetotalquotationforhigherprofits,whatquotationismorefavorable?____.AtotalquotationBdetailquotation.Cverbalquotation第4题Ininternationalbusinessnegotiations,diversequestioningtechniquesservedistinctpurposes.Toobtainmoreinformation,youcanuseexploratoryquestions,clarificationquestionsor____AproofquestionsBselectivequestionCsuggestivequestion第5题Ininternationalbusinessnegotiations,quotationsinclude()AcurrencyBunitpriceCmeasurementunitDtradeterms第6题TheArtofEffectiveSpeakinginclude:()AMasterPoliteLanguageBEmployPreciseProfessionalTerminology.CUsehumorouslanguageDUsingflexiblelanguage第7题WeshouldmastertheFollowingListeningTips:()AFullConcentrationBComprehensiveobservationCWholeheartedEngagementDInteractiveResponse第8题TheArtofStrategicResponseinclude:()AThinkBeforeResponding.BRespondwithPrecisionCRespondThroughStrategicQuestioning.DMasteringNon-VerbalResponses.第9题Thecoreofpriceexplanationistoemphasizetheadvantagesofourowntradeconditionsthroughdataandmaterials.suchas()AprofitsBrawmaterialsCdiscountDBrands第10题Commonofferingmethodsininternationalbusinessnegotiationsinclude:()AComparativeofferBItemizedofferCdifferentialofferDJapanese-styleofferandsoon.第11题Unlikeothernegotiations,businessnegotiationsfocusmoreonthegoalofprice,sothequotationstageisthecoreofinternationalbusinessnegotiations.()第12题Quotation,alsoknownasoffer,referstotheactorpricequotedbyonepartyduringbusinessnegotiations.()第13题Inhighlycompetitivesituations,itisadvantageoustoofferfirst.()第14题Highofferareeasytobeunderstoodastoughand"pricegouging",affectingthelong-termrelationship.()第15题Thepreferredmethodforinternationalbusinessnegotiationofferistobasequotationsonproductexportcosts,referenceinternationalmarkettrendsandcompetitoroffer,andmakeofferfordifferentclientsthroughcomprehensiveconsiderationofallrelevantfactors.()第16题Regardlessofthechannelsused,formalconfirmationoftheoffercontentshouldbemadethroughemailorothermeans,payingattentiontoleavinga"mark"topreventsubsequenttradedisputes,whichcanserveasimportantevidence.()Chapter6Exercises第1题Concessionscanbecategorizedintohard-valuebenefitsand____ASoft-valuebenefitsBCompetitivebenefitsCCompromisingbenefits第2题Toleveragethe"anchoringeffect"innegotiations,howshouldonepresentconcessions?____APresentallconcessionsatonce.BConcentratethecounterpart'slossesandspreadouttheirgains.CConcentratethecounterpart'sgainsandspreadouttheirlosses.第3题whichemotionalstrategyinvolvesactivelyobservingandinterpretingaffectivesignalstosteerthenegotiation?____AEmotionalResonanceTechniqueBPreferenceAlignmentStrategyCEmotionUtilizationStrategy第4题WhatdoestheChinesesaying"Evenifthedealfallsthrough,goodwillremains"illustrateasimportantinnegotiations?____AEmotionalOutburstBInterpersonalRelationshipsCCompetitiveMindset第5题Masteringtherhythmofconcessionsrequiresattentiontotwopsychologicaleffects:()ATheanchoringeffectBPricingeffectCTheAnchoringEffectDTheForbiddenFruitEffect第6题Whichofthefollowingareidentifiedas"hard-valuebenefits"inthedocument?()ATradetermsBEquipmentwarrantyperiodCPricingDPrioritybiddingrightsforfutureprojects第7题Whichofthefollowingarementionedassourcesof"positiveemotions"?()AFairnegotiationproceduresBNegotiationdeadlocksCFriendlycommunicationDEngagingbargainingatmosphere第8题Whatformscanthe"PreferenceAlignmentStrategy"take?()AArrangingculturalimmersionactivitiesBLanguagesatisfactionCGiftgivingDStrategicanger第9题Concessionsareone-sidedcompromisesaimedatreachinganagreementquickly.()第10题Innegotiations,concessionsarelimitedsolelytothepriceterm.()第11题Emotionalindividualsaremorelikelytoachievethebestoutcomeandlong-termbenefitsininternationalbusinessnegotiations.()第12题Boththe"PreferenceAlignmentStrategy"andthe"EmotionalResonanceTechnique"arefundamentallyrootedinthepsychologicalphenomenonofempathy.()Chapter7Exercises第1题whichisdirectsignalthatcanexplicitlyexpresstheintentiontoclosethedeal?____ABehaviorBFacialexpressionsCVerbalsignals第2题TheFinalConcessionStrategyrequiresconcessionstodemonstrateempathy,strategicorientation,and____AvalueelevationBPricingtermsCInsurancerisktypes第3题Theclosingphaseconsistsofwhichlevels?()AEstablishinggoodbusinessrelationswithcounterpartsBReachingaverbalagreementormemorandumontransactiontermsCReachingalegallyprotectedwrittencontractbasedonthefirstlevelDCompletingthedeliveryofallproducts第4题Whichofthefollowingare"non-keytransactionterms"?()APricingtermsBInspectionstandardsCPackingmethodsDInsurancerisktypes第5题StrategiesforFacilitatingDealClosureinclude:()APartialClosingTechniqueBFinalConcessionStrategyCOff-MarketTransactionStrategyDBottom-LineAdherenceStrategy第6题Whichofthefollowingstrategiesoutlinedconstitutereactiveandcounteractivetechniques?()APartialClosingTechniqueBBottom-LineAdherenceStrategyCBottom-LineAdherenceStrategyDDeadline-DrivenNegotiationStrategy第7题Closingsignalsrefertotheexplicitorimplicitexpressionsofagreementtosignacontract,conveyedbynegotiatorsthroughlanguage,facialexpressions,andbehavior.()第8题Theclosingphaseisanessentialstageforallsuccessfulnegotiations,servingasthefoundationforthecontractperformancephase.()第9题Thenegotiationdeadlineshouldmaintainreasonableflexibility,andcanberearrangedtoallowthenegotiationprocesstocontinuetoclosethetransaction.()第10题If,uponfinalreview,allyourkeyprioritieshavebeenfullyaddressed,thatprecisemomentconstitutestheopportunetimetomakeadeal.()Chapter8Exercises第1题Whatisthemostprominentfeatureofanegotiationdeadlock?____ANegotiationhasbeensuspendedBTheoutlookisuncertainCNeitherpartyiswillingtocompromiseDCommunicationbarriersexist第2题Whichstrategyissuitablefordeadlocksdeliberatelycreatedwhenexternalenvironmentalchangescauseonepartytolosethewilltocontinue?____ACallingaRecessBChangingNegotiatorsCSeekingMediationDHorizontalNegotiation第3题The"ReasonableConcessions"strategysuggeststhatconcessionsshouldbemadecautiouslyifthedeadlockoccursduringthediscussionofwhichtypeofterm?____ANon-keytransactiontermsBAlltransactiontermsCKeytransactiontermsDDocumentationclauses第4题Whatistheprimaryetiquettenegotiatorsmustadheretowhennegotiationsreachadeadlock?____AUsingCivilizedLanguageBControllingEmotionsCRespectingtheCounterpartyDNotDwellingonPastDiscrepancies第5题Whatdoesthedocumentsuggestoneshoulddoiftheyrealizetheyarebecomingemotionalduringadeadlock?____ALeavetheroomimmediatelyinprotest.BAccusetheotherpartyofcausingthedeadlock.CApologizeandstatethatoneisnotinthebestemotionalstateandthatsomethingssaidmaynotreflecttrueintentions.DRequesttochangenegotiators.第6题Thenatureofdeadlockstageinbusinessnegotiationscanbedescribedas:()AmayormaynotexistBvaryingfrequencyCFixedfrequencyDVaryingfrequency第7题Whatarethecharacteristicsofadeadlock?()ANeitherpartyispreparedtocompromiseBNegotiationhasbeensuspendedCTheoutlookisuncertainDChangedexternalconditions第8题Howtohandledeadlocksthatarisefromsubjectivereasons?()AWalkingAwayBCallingaRecessCChangingNegotiatorsDExploitingLoopholes第9题Whatarethepurposesofchangingkeynegotiators?()AIndicatingone'scontinuedintentiontocooperateBSeekingMediationCApplingpressureDChangingNegotiators第10题Thedeadlockphaseisoftencharacterizedby()AtenseatmospheresBdisagreementsCPowerDistanceDsnegativeemotions第11题Thefollowingoutlineskeybusinessetiquettenormsthatrequirespecialattentionduringthedeadlockphase.()AControllingEmotionsBProceduralProtocolsCRespectingtheCounterpartyDUsingCivilizedLanguage第12题Ifhandledproperly,thenegotiationcancontinuesmoothly,butifmismanaged,itmayleaddirectlytofailure.()第13题Adeadlockreferstoasituationinbusinessnegotiationswherethepartiesinvolveddisagreeoncertaintermsandneithersideiswillingtocompromise()第14题Callingarecessreferstothestrategywhereonepartyproposesatemporarysuspensionofnegotiationswhenprogressisdifficult.()第15题Thepurposeofarecessistopausethenegotiationandpreventitfrombreakingdown.()第16题Goodbusinessnegotiationetiquettecanalleviatethetensionofadeadlockandevenhelpresolveit.()第17题Inthedeadlockphase,bothpartiesmustadoptsametnegotiationstrategie.()Chapter9Exercises第1题Whichcharacteristicofnon-verbalcommunicationmakestheinformationitconveysoftenmoretrueandreliablethanlanguage?____AUnconsciousBSituationalCCredibleDPersonalized第2题Whennegotiationsreachadeadlock,whatrolecannon-verbalbehaviorssuchascoughingordrinkingwaterplay?____ASubstituteforlanguageBStrengthenthetoneCSupplementinformationDServeasabufferandprovidetimeforthinking第3题Whataccessorycanamanwearinformaloccasionstoimplythatheisself-disciplinedandpunctual?____AAgorgeoustieBAcomplicatedbroochCAsimpleandelegantwatchDApairofrimlessglasses第4题Theinnercultivationofnegotiatorsismainlyreflectedin____ATheirhairstyleandmakeupBTheirspeechandbehaviorCTheperfumetheyuseDThebrandsoftheirclothing第5题Whatis"sittinglikeabell"usuallyregardedasasignof?____ANervousnessandlackofconfidenceBFocusandseriousnessCCarelessness第6题Whenshakinghandsforthefirsttime,whousuallyextendstheirrighthandfirst?____AThemanBTheladyCTheolderperson第7题Whereshouldinternationalbusinessnegotiationsgenerallybeheld?____ANarrowbutprivateplacesBSpacious,bright,quietplaceswithconvenienttransportationCLivelyandornatelydecoratedplacesDRemoteandquietplaces第8题AttheHongmenBanquetinancientChina,whichdirectionwasthemosthonorableseatingpositionfacing?____AEastBSouthCWestDNorth第9题The7-38-55Law,whichstates:people’simpressionsofothersareformedasfollows:()A7%fromwhatyousayB38%