商务英语谈判试题及答案

商务英语谈判试题及答案

一、单项选择题(每题2分，共20分)

1.Inabusinessnegotiation,theinitialoffermadebyone

partyiscalled()

A.counter-offer

B.bid

C.quotation

D.acceptance

答案：C

2.Whenyouwanttoexpressyourdissatisfactionwiththe

priceproposedbytheotherside,youcansay()

A."Thepriceyouofferedisquiteinlinewiththemarket

level.w

B.”Wefindyourpriceverycompetitive.”

C.”Yourpriceismuchtoohighcomparedwiththatoflast

year.

I).“Wearesatisfiedwiththepriceyouset.”

答案：C

3.Whichofthefollowingphrasesisusedtoindicatea

compromiseinnegotiation?()

A.”Thisisourbottomline.”

B."Wecan*tmakeanyconcession.”

C."Let'smeeteachotherhalfway.”

D."Westicktoouroriginalterms.”

答案：C

4.Theterm“FOB"ininternationaltrademeans()

A.FreeonBoard

B.FreightonBoard

C.FreeofBargaining

1).FreightofBargaining

答案：A

5.Ifyouwanttopostponethenegotiationtoalatertime,

youcansay()

A."Let'sgetdowntobusiness.,,

B."We'dliketoadjournthemeetinguntilnextMonday.”

C.”Shallwestartthenegotiationnow?”

D."Let'sreachanagreementtoday.»

答案：B

6.Whenaskingformoretimetoconsideraproposal,youcan

say()

A."Wecangiveyouadefiniteanswerrightaway.”

B."Pleaseallowusacoupleofdaystothinkitover.”

C."There'snoneedforfurtherconsideration.”

D."Wewillrejectyourproposalwithouthesitation.”

答案：B

7.Thepurposeofapre-negotiationphaseismainlyto()

A.Signthecontract

B.Reachanagreement

C.Understandeachother1spositionsandinterests

D.Argueabouttheterms

答案：C

8.Whichofthefollowingisanimportantskillinactive

listeningduringnegotiation?()

A.Interruptingthespeakerfrequently

B.Focusingonyourownresponsewhi1etheotherisspeaking

C.Takingnotesandaskingclarifyingquestions

D.Ignoringnon-verbalsignals

答案：C

9.“Weareinterestedinyourproductsandwouldliketo

placeatrialorder.vWhatdoesatrialordervmean?()

A.Alarge-scaleorder

B.Anorderfortestingthequalityormarketresponse

C.Anorderthatwillneverberepeated

D.Anorderwithnospecificquantity

答案：B

10.Inanegotiation,ifyouwanttoemphasizethelong-

termcooperation,youcansay()

A.”Thisisjustaone-timedeal.”

B."Wchopethiscooperationwillbethebeginningofalong

-termrelationship.n

C."Wedon*tcareaboutfuturecooperation.”

D."Let'sfinishthisnegotiationquicklyandnevercontact

again.”

答案：B

二、多项选择题(每题3分，共15分)

1.Whichofthefollowingareimportantelementsina

businessnegotiation?()

A.Price

B.Deliverytime

C.Quality

D.Paymentterms

答案：ABCD

2.Effectivecommunicationinbusinessnegotiationincludes

()

A.Clearexpressionofyourownideas

B.Activelisteningtotheotherparty

C.Usingappropriatebodylanguage

D.Avoidinganyformofnon-verbalcommunication

答案：ABC

3.Whenpreparingforabusinessnegotiation,youneedto

research()

A.Theotherparty'scompanybackground

B.Markettrendsrelatedtothenegotiationtopic

C.Yourownstrengthsandweaknesses

D.Thenegotiationstylesoftheotherparty1s

representatives

答案：ABCD

4.Strategiesfordealingwithdifficultnegotiatorsmay

include()

A.Keepingcalmandpatient

B.Tryingtofindcommonground

C.Makingconcessionswithoutlimit

D.Standingfirmonyourownprinciples

答案：ABD

5.Whichofthefollowingtermsarerelatedtointernational

tradepayment?()

A.T/T(TelegraphicTransfer)

B.L/C(LetterofCredit)

C.D/P(DocumentsagainstPayment)

D.D/A(DocumentsagainstAcceptance)

答案：ABCD

三、简答题（每题10分，共30分）

1.Brieflyintroducethreeimportantstepsinabusiness

negotiationprocess.

Answer：

Preparation：Thisistheinitialandcrucialstep.It

involvesresearchingtheotherparty,includingtheircompany

background,financialsituation,negotiationstyles,etc.At

thesametime,analyzethemarketconditionsrelatedtothe

negotiationtopic,defineyourowngoals,interests,and

bottomlines.Preparerelevantdata,information,and

possiblenegotiationstrategies.

-Negotiation：Duringthisstage,bothsidesexchange

theirpositionsandinterests.Therewillbediscussions,

arguments,andconcessionsonvariousissuessuchasprice,

quality,deliverytime,etc.Effectivecommunicationskills,

includingclearexpressionandactivelistening,are

essential.Non-verbalcommunicationalsoplaysanimportant

role.

-Agreementandimplementation：Ifthenegotiationis

successful,bothsidesreachanagreement.Thetermsofthe

agreementshouldbeclearlyandpreciselywrittenina

contract.Afterthat,bothpartiesneedtofulfilltheir

obligationsaccordingtothecontract,whichincludesproduct

delivery,payment,etc.

2.Explaintheimportanceofactivelisteninginbusiness

negotiation.

Answer：

-Understandingtheotherparty：Activelisteninghelps

youaccuratelyunderstandtheotherparty'spositions,

interests,needs,andconcerns.Thisunderstandingisthe

basisforfindingcommongroundandreachinganagreement.

Forexample,bylisteningcarefully,youmaydiscoverthat

theotherpartyismoreconcernedaboutthedeliverytime

ratherthantheprice,whichcanguideyournegotiation

strategy.

-Buildinggoodrelationships：Whenyouactivelylisten

totheotherparty,itshowsthatyourespecttheiropinions

andfeelings.Thiscanenhancetrustandbuildapositive

relationshipbetweenthetwosides,whichisbeneficialfor

theprogressofthenegotiation.Agoodrelationshipmayalso

leadtomoreflexiblenegotiationandeasierconcessions.

-Avoidingmisunderstandings：Preciselisteningcan

preventmisunderstandings.Inanegotiation,

misunderstandingsmayleadtounnecessarydisputesand

deadlocks.Bylisteningattentivelyandaskingclarifying

questions,youcanensurethatbothsidesareonthesame

pageregardingvariousissues.

3.Listthreecommonnegotiationstrategiesandbriefly

describethem.

Answer：

-Win-winstrategy：Thegoalistofindsolutionsthat

satisfytheinterestsofbothparties.Thisstrategyfocuses

onexploringcommoninterestsandcreatingvaluethrough

cooperation.Forexample,inanegotiationbetweenasupplier

andabuyer,theymayjointlydevelopanewproductlinethat

benefitsbothintermsofprofitandmarketshare.

-Concessionstrategy：Onepartymakescertain

concessionsonsomeissuesinordertogainmoreimportant

things.Forinstance,asellermayreducethepriceslightly

butaskforearlierpaymentoralargerorderquantity.This

strategyrequiresaclearunderstandingofyourown

prioritiesandtheabilitytomakecalculatedconcessions.

-Bargainingstrategy：Bothsidesstarewithextreme

positionsandthengraduallymovetowardsamiddleground

throughback-and-forthbargaining.Thisisoftenusedin

pricenegotiations.Eachsidetriestopushtheothertomake

moreconcessionswhi1eprotectingitsowninterestsasmuch

aspossible.

四、案例分析题(共35分)

AChinesecompany(ABCCompany)isnegotiatingwithan

Americancompany(XYZCompany)aboutthepurchaseofabatch

ofhigh-techequipment.Thefollowingisthesituation

duringthenegotiation：

TheAmericancompanyotterstheequipmentatapriceof

$500,000perunit.TheChinesecompanybelievesthepriceis

toohighandthinksareasonablepriceshouldbearound

$400,000perunit.TheAmericancompanyemphasizesthehigh

qualityandadvancedtechnologyoftheequipment,stating

thatitisworththeprice.TheChinesecompanyalsopoints

outthattheyhavereceivedoffersfromothersuppliersat

lowerprices,huttheyarestillinterestedinXYZCompany's

productsbecauseofitsgoodreputation.

Question1：IfyouarethenegotiatoroftheChinesecompany,

whatcommunicationskillsandstrategieswouldyouusetotry

tolowertheprice?（15分）

Answer：

-Communicationskills：

-Activelistening：ListencarefullytotheAmerican

companyrsreasonsforthehighprice,suchasthequalityand

technologyfeatures.Thisshowsrespectandhelpsme

understandtheirpositionbetter.Forexample,Iwouldnod

andtakenoteswhiletheyarespeaking.

-Clearexpression：Clearlystateourpositionand

reasonsforthinkingthepriceistoohigh.Mentionthe

offersfromothersuppliers,butalsoemphasizeour

preferencefortheirproductsduetothereputation.Icould

say,“Wereallyappreciatethequalityandreputation1of

yourproducts.However,thepriceof$500,000perunitis

muchhigherthanwhatwecanafford.Wehavereceivedmore

competitiveoffersfromothersuppliers,butwestillhopeto

cooperatewithyou.So,wethinkapricearound$400,000per

unitismorereasonable.v

-Strategies：

-Highlightingcompetition：RemindtheAmerican

companyofthecompetitioninthemarket.Letthemknowthat

iftheydon*tadjusttheprice,wemayhavetochooseother

suppliers.Forexample."Inthishighlycompetitivemarket,

ifthepriceremainsatthecurrentlevel,itwillbevery

difficultforustoreachanagreement,andwemayhaveno

choicebuttoconsiderotheroptions.v

-Seekingcommonground：Trytofindcommoninterests.

Suggestthatalowerpricecanleadtoalargerorder

quantityorlong-termcooperation.Icouldsay,“Ifyou

canmeetourpricerequirement,weareverywillingtoplace

alargerorderthistimeandalsoconsiderlong-term

cooperationinthefuture.”

Question2：IfyouarethenegotiatoroftheAmericancompany,

howwouldyourespondtotheChinesecompanyrsrequestfora

pricereductionwhilemaintainingyourprofitmargin?（20分）

Answer：

-Acknowledgetherequest：First,showthatIunderstand

theChinesecompanyrsconcernabouttheprice.Iwouldsay,

“Weunderstandthatyouhaveconcernsabouttheprice,and

weappreciateyourhonestyinbringingthisup.”

-Reiterateproductvalue：Emphasizetheuniquefeatures,

highquality,andadvancedtechnologyoftheequipmentaga