商務(wù)英語談判知到章節(jié)答案智慧樹2023年銅陵學(xué)院

商務(wù)英語談判知到章節(jié)測試答案智慧樹2023年最新銅陵學(xué)院緒論單元測試

Thewrittencontractforbusinessnegotiationcanbedividedintothreeparts:thebeginningoftheagreement,thetextandtheendoftheagreement.()

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對

第一章測試

Negotiationisadynamicprocessof_______________.()

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adjustment

Allpartiesconcernedshouldshowrespect____________theirpowerandsize,beingcarefultoavoidshowingdiscriminationordisdaintotheircounterparts.()

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regardlessof

Anynegotiationisaprocessofconstantexchangingofinformationand_______________ofbothparties.()

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continuousconcession

Ifallpartiesannouncethattheirpositionscannotbechanged,thenthenegotiationprocesswillturninto_______________.()

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awallofwills

Focusingoninterestratherthan_______________isagoldenruleandpreciousperceptinnegotiationatalltimesandinallcountries.()

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positions

Inordertoachieveafavorableoutcomefromnegotiations,thenegotiatorsofbothpartiesshould_______________somerules.()

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abideby

WhatdoesPIOCstandfor?_______________()

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People;Interest;Option;Criteria

However,nomatterwhatformanegotiationmaytake,itsgoalwillneverchange:_______________.()

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interestrealization

Tobe_______________isnotonlyatthetimearoundthenegotiationtablebutalsolaterontosticktotheperformanceofthecontract.()

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sincere

Differentnegotiationsubjectsandspecificnegotiationclausesinvolvedifferent_______________andconsiderations.()

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criteria

NegotiationderivesfromtheLatininfinitivenegotiarameaning“totradeordobusiness”.()

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對

Businessnegotiationwithoutanyfinancialinterestsandefficiencyisofnovalue.()

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對

Inanegotiation,ifonesidetakesthesupperhand,theagreementestablishedismostlikelytobefollowed.()

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錯

Tobesincereisnotonlyatthetimearoundthenegotiationtablebutalsolaterontosticktotheperformanceofthecontract.()

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對

Inanegotiation,heshouldbetolerantandnarrow-minded,andfollowamoderatecoursethatcoupleshardnesswithsoftness.()

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錯

第二章測試

Pleaseletushavedetailsofyourmachinetools,_____yourearliestdelivery.（）

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Givingus

Wehopetoreceiveyourquotationwithdetails______thetimeofshipment.（）

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including

Willyoupleasesendusyourpricelistsfortheitems________below?（）

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listed

Weshallappreciate_______usFOBSydney.（）

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Youquoting

Ifyoucansupplyyourgoodsimmediately,weshall_____toplaceatrialorder.（）

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bepreparing

Aswehavebusinessconnectioninthisfield,wehope_____yourspecialterms.()

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tobegiven

Ifyourpricesarecompetitive,weareconfident______thegoodsingreatquantitiesinthismarket.()

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inselling

Weofferyouthefollowingitems_____yourreplyreachinghereby3p.m.12April,ourtime.()

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subjectto

Asweareoneoftheleadingimportersinthisline,weare_____apositiontohandlelargequantities.()

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in

Althoughweappreciatethegoodqualityofyourgoods,wearesorrytosaythatyourpriceappearstobe_____.()

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onthehighside

Sometimesgeneralenquirycanbeaninitialletter.（）

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對

Anenquiryisarequestfromthebuyerforinformationonthesupplyofgoodswithengagement.()

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錯

Whenwemakeanenquiry,wewillsurelyreceivearesponsefromthecustomer.()

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錯

Inaletterofspecificenquiry,itisnotnecessaryforthebuyertoindicatethenameofthegoodshewantstobuy.()

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錯

Anorderisarequesttosupplyaspecifiedquantityofgoods.()

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對

第三章測試

Inpreparationphase,Whichofthefollowinginformationisnotcollectedbynegotiators？()

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Population

Whichofthefollowingtargetisnotbelongtonegotiationtargets？（）

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Thefriendlytarget

Thekeytothesuccessofthenegotiationintheopeningphaseis（）.

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Appropriatenegotiationatmosphere

Settingthetoneforthenegotiationprocessis().

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Opening

Thekeypointofpriceexplanationprocessistomakeclear().

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Relationshipbetweengoodsandprice

Theoveralllayoutofthevenueshouldbesolemn,beautifulandcomfortable,anditisgenerallyunnecessarytoconsiderthemeeting（）.

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Time

Inbusinessnegotiation,theequalityofbothpartiesreferstotheequalityofbothpartiesin().

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Law

Negotiationofpricetermsshallbeundertakenby().

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Businesspersonnel

Atthebeginningofnegotiation,thewaytogiveupalltheavailableinterestsis().

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One-timeconcession

Negotiationisnecessarybecauseoftheexistenceof()inthetransaction.

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Conflict

Negotiatorswhospecializeinlegalareaareresponsibleforcontractdocuments,termsandconditionsofacontract,insurance,andlegalinterpretation.（）

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對

Signingacontractisequaltostoppingnegotiation.（）

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錯

Offeringthenegotiationagendashouldkeeptheprogressofthenegotiationsandfocusonthestatementsoftheotherparty.()

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對

Oneoftheprocessnegotiatorsshoulddoinpreparationphaseisexchangingideasontheagenda.()

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錯

Makingstatementsinopeningphaseistoexplainwhatyouareofferingorproposing.()

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錯

第四章測試

Whoareresponsibleforthenegotiations？()

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leadingpersonnel

Ininternationalbusinessnegotiations,thenegotiatorsshouldbearrangedaccordingto()

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Negotiationtargetandobject

Whennegotiatingcertainprofessionallegaltermsinthecontract,themainnegotiatorshould()

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beservedbylegalstaff

Undernormalcircumstances,theviewsthatcanbedisclosedinbusinessnegotiationsare()

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null

Thenegotiationskillsthatcannotonlyobtainnewinformationbutalsoconfirmone'spreviousjudgmentsare()

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Askquestionscleverly

Thenegotiationtypethatmustchoosetheall-roundnegotiatoris()

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Individualnegotiation

Thespecificresponsibilitiesofknowledgeableexpertsandprofessionalsare()

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Conductprofessionaldetailedconsultationsanddemonstrations

Theroleofsupportstaffinnegotiationsincludes()

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Prepareinformationandanalyzethesituation

Thenegotiationofpricetermsshallbeundertakenby().

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Commercialstaff

Thegoalofnegotiationistheactionofthenegotiator()

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Pointeranddirection

Thesizeofthenegotiationteamisgenerallyaround()people.

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4

()isagoalthatmustbeachievedinbusinessnegotiations.

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Lowestgoal

Whichnegotiationstyleischaracterizedbypersuasionandapplicationskills?()

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Collaborating

Themainresponsibilitiesofthenegotiatingteamdonotincludethefollowing().

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Supervisethenegotiationprocess

Regardingtheissuesraisedbythenegotiatingopponent,weshould()

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Usecounterquestions

Buyerscanprotectthemselvesagainstpoorqualitybyorderingatransshipmentinspectionoftheproducts.()

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對

Thegoalsofthenegotiationinclude"optimalgoals,acceptablegoals".()

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錯

Thechiefnegotiatoristhemainspeakeratthenegotiationtable.()

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對

Open-endedquestionsrefertoquestionswithspecificanswersinspecificfields.()

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錯

Thenegotiatorsareforcedtomakeconcessionsduringtheopeningstageinordertopushforwardthenegotiation.()

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錯

第五章測試

A________hastherighttosurveythegoodswhenhereceivesthemfromthecarrier.（）

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consignee

Thisofferisonly__________foraweekfromtoday.（）

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valid

Coca-Colahasa__________marketsellingtolargenumbersofpeople.()

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mass

Businessmustsustaina________toprovideforthelivelihoodofthebusinessaswellastheindividualswhoaredependentonthebusinessfortheirlivelihood.()

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profit

Don?t________me“President”:I?monlyasalesmanager.()

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address

Youshouldsignacontracttomakeyourdealsituation_________.()

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normal

Thereisalongwaybeforethesetwocompanies________negotiationwitheachother.()

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enterinto

Afterhardtraining,theproductionteamwonthree_______contests.()

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successive

Thecash_________gapisthebiggestproblemforthecompanytosolveinduecourse.()

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flow

Ispentavery_________hourreadingsomecatalogueinthetradefair.()

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productive

Internationaltradeisonlytheexchangeofgoodsbetweennations.()

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錯

Tariffandquotasaretheexamplesoftradebarriers.()

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對

Countriestradewitheachotherpartlybecauseofcostadvantage.()

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對

WPAisawidercoverthanFPA.()

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對

Acheckcanbeseenasaspecialdraft.()

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對

第六章測試

Whichofthefollowingisnottrueaboutbusinessnegotiationetiquette?（）

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Youshouldn’twastetimeingettingtoknowtheothernegotiatingpartybeforethenegotiationstarts.

Abouttheetiquetteguidelinesforformalmeeting,whichofthefollowingisnotcorrect?（）

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It’soktoleaveacellphoneonifyouareexpectingacall.

Whendiscussionsareunderway,itisgoodbusinessetiquetteto…（）

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allowseniorfigurestocontributefirst.

Youareaskedtohandlebusinessnegotiationwithapersonfromaforeigncountry,whatshouldyoudofirst?（）

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Researchyourclient’sculturebeforehandandadheretotheirrulesofconduct.

Patienceisanextremelyimportantvirtueamong_________andtheyareknownasgreat“sitters”.（）

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Russians.

YouhavereceivedaninvitationtoabusinessreceptionwithanimportantclientmarkedRSVP(PleaseRespond),youaretentativelyscheduledtoleaveonabusinesstripthatday.Youshould…（）

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callimmediatelyandexplaintheproblem,askingifyoucanRSVPlaterwhenyourscheduleisfirm.

Youareinvitedtoareceptionandtheinvitationstates“7:00to9:00PM.”Youshould…（）

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arriveontimeorearly.

Youareatabusinessdinnerpartyandyouareservedfirst,whatdoyoudo?（）

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Waituntilthehostbeginseating.

Whatdoesformalbusinessdressreferto?（）

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Bothmenandwomenshouldalwayswearasuit.

Whichstatementistrueaboutbusinessseatingetiquette?（）

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Taketherightsideasthesuperior.

Formalmeetingismorerelaxedandnotnecessarilytakeplaceintheofficeormeetingroom.（）

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錯

Itisaseriousbreachofbusinessetiquettetodivulgeinformationtoothersaboutaformalmeeting.（）

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對

Ininformalmeeting,punctualityisnotamust.（）

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錯

Longsleeved,blueorwhiteshirtandtheconservative2-piecedarksuitareappropriateformeninformalbusinessnegotiation.（）

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對

Theformalsigningtableisusuallyalargeandroundone.（）

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錯

第七章測試

Inadditiontolanguagedifferences,differentcultureshavedifferingvalues,_______________andphilosophies.（）

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perceive

Etiquetteusuallyreflectsformulasofconductinwhichsocietyortradition_______________.（）

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hasinvested

InGermany,decisionscantakealongtimeduetotheneedtoanalyzeinformationandstatistics_______________.（）

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ingreatdepth

InAsia,decisionsareusuallymadebythemost_______________figureorheadofafamily.（）

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senior

Our_______________processisgenerallyslowandtime-consuming.（）

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decision-making

Howdoyoucommentonthemeritsand_______________tobothtypesofmanagement.（）

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demerits

_______________negotiatorstendtoassumethatdetailscanbeworkedoutifthenegotiatorscanagreeongeneralities.（）

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Collectivist

Uncertaintyavoidancereferstohow_______________apersonfeelsinriskyorambiguoussituations.()

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uncomfortable

Chinesepeopleareusedto_______________surveyoftheoverallsituationfirst,andthenthinkingoverdetails.（）

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makingacomprehensive

Protectionism,over-regulationandpoorinfrastructurehavemadeIndiaahigh-costeconomydespitethelowlaborcosts.（）

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poor

Therearelargedifferencesinspatialpreferencesaccordingtogender,age,generation,socioeconomicclass,andcontext.（）

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對

Mostoftheinformationiscontainedexplicitlyintheverbiage(空話)inhigh-contextcultures.（）

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錯

Americansgetrightdowntobusinessafteronlyaminimalamountof“smalltalk”.（）

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錯

Anexperiencedbusinesspersonmustknowhowtocircumventtheculturalbarriersandtrytofindoutcommonintereststogetalong.（）

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對

Highpower-distanceculturesarenotstatusconsciousandrespectfulofageandseniority.()

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錯

第八章測試

Whichoneisnotthecauseofnegotiationimpasse?()

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Pricewillbejustoneofseveralimportantvariablesundernegotiation,butnottheonlyone

WhichoneisnotthewaytohandlenegotiationImpasse?()

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Justleave

Whatisthecorepartofthenegotiation?()

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consultationphase

Whatisthemeaningof“Nitpicking”?()

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吹毛求疵

Ifthenegotiatorfacesaquestionthathewishestoanswerinthenegative,buthedoesnotwanttosoundoffensive,whatkindoftechniquehemayuse?()

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“yes-but”

Underbalancedconditions,thenegotiatingpartydeliberatelybecomesconfused,panicked,hesitant,andunresponsive.Whatkindofstrategyitadopts?()

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Playhard-to-get

Whatisthemostimportantrequirementsforforeignbusinessnegotiation?()

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Establishacorrectawarenessofforeignbusinessnegotiation

Whichcountryisthe“mostdifficultnegotiatingopponent”?()

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Japan

WhichisnotthenegotiationstyleofAmerica?()

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Payattentiontoetiquette,respectandorder

WhatisthestrategywhenyounegotiatewithJapanese?()

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Notappropriatetochoosewomentojoininthefirstplace

Ifthetwosidesbothrefusetocompromiseovertheprice,“starttalkingaboutdiscounts”mightbehelpfulwaysoutofanimpasse.()

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對

“Bitternessbeforesweetness”referstoonepartyinthenegotiationtakingadvantageoftheexpectedriseinmarketpricesandthegeneralfearofpeopletodrawtheattentionofthenegotiatingpartytothepriceissue.()

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錯

Makingdominantpositionbeforebargainingwillnotcauseobjectivepsychologicalpressureontheotherparty.()

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錯

Thecomplexityofforeignbusinessnegotiationisonlyreflectedindifferencesinlanguage.()

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錯

Theconsciousnessofforeignbusinessnegotiationisthesoulthatdrivesnegotiationstosuccess.()

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對

第九章測試

WhichoneisnottheprinciplesofInternationalContractLaw？()

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Friendlyprinciples

Whichofthefollowingtermsisnotbelongtobusinesscontracts？（）

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Objective

Theprinciplesofperformanceofbusinessnegotiationcontractdonotinclude（）.

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Principleofpartialperformance

Whichoneisnotafeatureofinternationalbusinessnegotiations（）？

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Simplicity

Themostcomplicatedandfrequentlybrokenstageinnegotiationsis().

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Metaphase

Generallyspeaking,theinformationofbusinessnegotiationis（）.

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Becomeameanstocontrolthenegotiationprocess

AChinesecompanyandanAmericancompanyarenegotiatingintheUnitedStates.ForChinesecompanies,thisnegotiationbelongsto().

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Awaynegotiation

ThenegotiationstyleoftheBritishisgenerallyexpressedas().

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Stepbystep

Thesimulationnegotiationisconductedin().

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Preparationstageofmajornegotiation

Thenegotiationpsychologywhichissatisfiedwithkeepinggoodrelationshipwithothersbelongsto().

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Relationshiptype

Formalbusinessnegotiationsareprotectedbylaws,andLawsmakebusinessnegotiationmoreformal.（）

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對

InternationalEconomicLawsonlyprotectgreatpowers’benefits.（）

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錯

Ifthereisnoexplicitprovisioninthecontract,itshallbehandledinaccordancewiththerelevantlawsorinternationalconventions.()

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對

Anofferisanexpressionofaparty'sproposal,requestorintentiontosignaneconomiccontracttotheotherpartyforthepurposeofconcludingacontract.()

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對

Japanesenegotiationstyleisgenerallycharacterizedbystronggroupconcept.()

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對

第十章測試

Whichoneofthefollowingisthebestwayofmakingquotations?()

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combinationoralandwrittenquotation

Theissueroftheofferis()

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Seller

Inprinciple,itisnotrecognizedthatthe