《Business Negotiation》课后练习测评测试卷及答案

《BusinessNegotiation》课后练习测评测试卷及答案本次测评共20题，满分20分，不限时。第一部分为选择题（10题，每题1分），第二部分为填词题（10题，每题1分）。请根据课堂所学独立完成，提交后即可查看得分、正确答案与答案解析。姓名[填空题]*_________________________________一、选择题（每题1分，共10分）请从A、B、C、D四个选项中选出最符合题意的一项。1.1.Whatisthesimpledefinitionof“negotiation”accordingtothecourse?[单选题]*A.AcasualconversationbetweenfriendsB.AcompetitiontowinatallcostsC.AwrittencontractsignedbytwopartiesD.Aformaldiscussionbetweenpeoplewhoaretryingtoreachanagreement(正确答案)2.2.Whichtechniqueinvolvesestablishingaconnectionthroughcasualconversation?[单选题]*A.SmallTalk(正确答案)B.AnchoringC.ReframingD.Reciprocity3.3.Whatdoes“BATNA”standfor?[单选题]*A.BasicAgreementforTradeandNegotiationB.BusinessAnalysisandTacticalNegotiationApproachC.BestAlternativetoaNegotiatedAgreement(正确答案)D.BargainingandTradingNegotiationAgreement4.4.Whichphraseisusedtoaskforclarification?[单选题]*A.Letmeputitinanotherway.B.Couldyouclarifythat,please?(正确答案)C.Tosaythisdifferently...D.Inotherwords...5.5.Whatisthepurposeof“anchoring”inanegotiation?[单选题]*A.Toestablishastartingpointorreferenceforthediscussion(正确答案)B.TomakeaconcessionC.TosummarizetheagreementD.Toaskadiagnosticquestion6.6.Whichexpressionshowsalackofunderstanding?[单选题]*A.Letmeexplainthatinmoredetail.B.Couldyougiveusanexample?C.Toputitdifferently...D.I’mnotquitesureIfollowyou.(正确答案)7.7.Whatdoes“gettingeverythingonthetable”mean?[单选题]*A.PuttingallphysicalobjectsonthetableB.MakingafinalofferC.Discussingallissuesopenlybeforeagreeingtoanything(正确答案)D.Endingthenegotiationquickly8.8.Whichtechniqueinvolvesmakingasmallcompromisetomovethenegotiationforward?[单选题]*A.AnchoringB.Makingaconcession(正确答案)C.ReframingD.Ingratiation9.9.Whatdoesthephrase“Letmeputitinanotherway”mean?[单选题]*A.TorepeatthesameideaB.ToendthenegotiationC.Toclarifyone’spointdifferently(正确答案)D.Toaskforabreak10.10.Accordingtothecourse,howmuchtimeshouldyouspendlisteningandobservingversustalking?[单选题]*A.80%listeningandobserving,20%talking(正确答案)B.50%listening,50%talkingC.20%listening,80%talkingD.100%talking二、填词题（每空1分，共10分）Completethesentenceswiththecorrectwordsorphrasesfromthebox.Eachwordisusedonlyonce.Box:reciprocity,concession,paraphrasing,anchor,BATNA,reframing,diagnostic,persuade,agreement,smalltalk注：每空填写一个英文单词或短语，输入完整拼写即可，系统自动判分。11.11.Beforethenegotiationstarted,theymade______toestablishafriendlyconnection.[填空题]*_________________________________(正确答案smalltalk)12.12.Agoodnegotiatoralwaysknowstheir______,whichgivesthemthepowertowalkaway.[填空题]*_________________________________(正确答案BATNA)13.13.Thetechniqueof______involveschangingthewayanissueisviewedtofindcommonground.[填空题]*_________________________________(正确答案reframing)14.14.“So,you’resaying...”isanexampleofactivelisteningand______.[填空题]*_________________________________(正确答案paraphrasing)15.15.To______thediscussion,shestartedwithaclearopeningoffer.[填空题]*_________________________________(正确答案anchor)16.16.Makinga______meansgivingupsomethingsmalltogainsomethingmoreimportant.[填空题]*_________________________________(正确答案concession)17.17.Askinga______questionhelpsyouunderstandtheotherparty’sneedsandpriorities.[填空题]*_________________________________(正确答案diagnostic)18.18.“IfIdothisforyou,wouldyoudothatforme?”isanexampleofaskingfor______.[填空题]*_________________________________(正确答案reciprocity)19.19.Thefinalstageofanegotiationisgettingtoan______.