在線網(wǎng)課《國際商務(wù)談判（外院）》單元測試考核答案

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