國際商務(wù)談判知到智慧樹章節(jié)測試課后答案2024年秋外交學(xué)院

國際商務(wù)談判知到智慧樹章節(jié)測試課后答案2024年秋外交學(xué)院緒論單元測試

Negotiationisanintegralpartofdailylifeandtheopportunitiestonegotiatesurroundus.（）

A:對B:錯

答案:對

第一章單元測試

Duetoadvancesintechnologyandchangesintheworkplace,negotiationisbecoming:（）

A:Anincreasinglyimportantskillforpeopletohone.B:Moreconfrontational.C:Lessrelationship-oriented.D:Increasinglycomputer-driven.

答案:Anincreasinglyimportantskillforpeopletohone.Whichofthefollowingisleastlikelyanegotiationsituation?（）

A:Theinvitationyoureceivetoapartysaysyoucanbringafriend.B:Yourmanagermeetswithyouaboutyourannualraise.C:Youaskasalesclerktogiveyoua15percentdiscountbecausethearticleofclothingyouwouldliketopurchaseismissingabutton.D:Ahighschoolsenioraskshisparentsifhecanborrowtheircar.Theyagree,aslongashepromisestobehomebymidnight.

答案:Theinvitationyoureceivetoapartysaysyoucanbringafriend.Implicitinallnegotiationsisthatthepartiesare:（）

A:AnyoftheaboveB:independent.C:dependent.D:interdependent.

答案:interdependent.Thebasicprobleminmostnegotiationsis:（）

A:Conflictingissues.B:Conflictinginterests.C:Conflictinggoals.D:Conflictingpositions.

答案:Conflictinginterests.Negotiationisaprocessreservedonlyfortheskilleddiplomat,topsalesperson,orardentadvocateforanorganizedlobby.（）

A:錯B:對

答案:錯

第二章單元測試

Thefirststepofthefirststageofanegotiationis:（）

A:Pre-negotiationpreparation.B:Formulateargumentsandcounterarguments.C:Buildrapport.D:Formulateoffersandcounteroffers.

答案:Pre-negotiationpreparation.Effectivenegotiationpreparationencompassesthreegeneralabilities:situationassessment,other-partyassessment,and_______.（）

A:self-assessmentB:teamassessmentC:locationassessmentD:financialassessment

答案:self-assessmentBATNAisshortfor‘BestAlternativeToaNegotiatedAgreement’.（）

A:對B:錯

答案:對Inordertoreachasuccessfulnegotiationoutcome,thenegotiatorsmustunderstandthattheirBATNAis:（）

A:abletobemodifiedbypersuasiveoffersB:determinedbyobjectiverealityC:theoutcomethatthenegotiatorwishestoachieveD:nottimesensitive

答案:determinedbyobjectiverealityWhen,youareaskedaboutyourdesiredsalaryinajobinterview,whatisthebestresponsetousewiththeprospectiveemployer?（）

A:MakeanextremeofferandnegotiateyourwaybackdowntoyouracceptableBATNArangeB:Giveasalaryrangethatwouldmeetyourneedsinordertoseemlessfixatedonaparticularnumber.C:Makeatake-it-or-leave-itofferD:Identifyavarietyofdifferentcombinationsofhighlyattractiveofferpackagesandpresentthosepackagestotheemployer

答案:IdentifyavarietyofdifferentcombinationsofhighlyattractiveofferpackagesandpresentthosepackagestotheemployerWhatismeantbythehiddentableinanegotiation?（）

A:TheultimategoalofagoodnegotiatorB:AnundisclosedgroupofresourcesC:TheundisclosedoffersthatcouldhavebeenmadeD:Importantpartieswhoaretherealdecisionmakersarenotpresentatthenegotiationtable

答案:ImportantpartieswhoaretherealdecisionmakersarenotpresentatthenegotiationtableThestrategicplanningstageofpreparationincludes:（）

A:Definingthesituation,establishingthedesiredgoals,creatingascriptanddecidinghowtoimplementthenegotiationoutcome.B:Definingthesituation,establishingthedesiredgoals,formulatingastrategyanddecidinghowtoimplementthestrategy.C:Definingthesituation,establishingthedesiredgoals,creatingascriptanddecidinghowtoimplementthestrategy.D:Definingthesituation,establishingthedesiredgoals,formulatingastrategyandcreatingascript.

答案:Definingthesituation,establishingthedesiredgoals,formulatingastrategyanddecidinghowtoimplementthestrategy.Toachievethegreatestgains,negotiatorsshouldsticktothescripttheycreatedduringthepreparationphase.（）

A:錯B:對

答案:錯

第三章單元測試

Negotiatorswhoarehighlyconcernedwithachievingtheirsubstantivegoalsbuthavesignificantlylessconcernfortherelationshiporfortheotherparty’ssubstantivegoalsarelikelytoadopt:（）

A:Anintegrativestrategy.B:Adistributivestrategy.C:Aprincipledstrategy.D:Aninterest-basedstrategy.

答案:Adistributivestrategy.Accommodativestrategiesemphasize:（）

A:SecrecyanddefensivenessB:AbandonmentofbadimagesandconsiderationofideasbasedonmeritC:AlloftheaboveD:Akeyattitudeof"Iwin;youlose"E:Subordinatingone'sowngoalsinfavorofthoseofothers.

答案:Subordinatingone'sowngoalsinfavorofthoseofothers.Win-winnegotiationdoesnotpertaintohowthepieis____butrather,tohowthepieis_____bynegotiators.（）

A:divided;enlargedB:built;promotedC:envisioned;distributedD:enlarged;divided

答案:divided;enlargedInapositivebargainingzone,negotiators’reservationpointsoverlap.Ifthepartiesfailtoreachanagreementwhenapositivebargainingzoneexists,theoutcomeis______because______.（）

A:even;bothsidescanwalkawayB:asuboptimalimpasse;thenegotiatorsleftmoneyonthetableC:uneven;ofthechillingeffectD:unilateral;negotiatorswillhavetoexercisetheirBATNA’s

答案:asuboptimalimpasse;thenegotiatorsleftmoneyonthetableAnegativebargainingzoneindicatesthat:（）

A:partiesareworseoffbynotreachingagreementthanbyreachingagreementB:thecounterparty’sfirstofferwasnotacceptedC:partiesshouldkeepnegotiatingtofindapositivebargainingzoneD:thereisnopositiveoverlapbetweentheparties’reservationpoints

答案:thereisnopositiveoverlapbetweentheparties’reservationpointsThepackageofissuesfornegotiationistheBargainingmix.（）

A:對B:錯

答案:對Contextissues(e.g.,historyoftherelationship)canaffectnegotiation.（）

A:錯B:對

答案:對Tonegotiateoptimally,eachparty’sinterestsshouldbekeptsecretfromtheotherparty.（）

A:錯B:對

答案:錯Thestrategyofanintegrativeapproachtonegotiationinvolves:（）

A:Winningatanycost.B:Competing.C:Creatingvalue.D:Limitingresources.

答案:Creatingvalue.Thesituationalcharacteristicsthatdeterminewhichnegotiatingstrategyismostappropriateare:（）

A:Goals,resources,andthelevelofcollaboration.B:Goals,resources,andtheleveloftherelationshipandtrust.C:Goals,resources,andthelevelofnegotiatingsophisticationofeachparty.D:Goals,resources,andthelevelofcompetitiveness.

答案:Goals,resources,andtheleveloftherelationshipandtrust.

第四章單元測試

Whatarethemostcriticalprecursorsforachievingnegotiationobjectives?（）

A:Effectivestrategizing,planningandpreparationB:noneoftheaboveC:framingandstrategizingD:goalsettingandtargetplanningE:definingframesandsettinggoals

答案:Effectivestrategizing,planningandpreparationWhatactioncanbetakenafterthefirstroundofoffers?（）

A:holdfirmB:Alloftheabove.C:makesomeconcessionsD:makenoconcessionsE:insistontheoriginalposition

答案:Alloftheabove.Whenformulatingcounteroffersandconcessions,negotiatorsneedtoconsiderthreethings:（）

A:thepattern,themagnitude,andthetimingofconcessionsB:thestartingvalue,theendvalue,andthemagnitudeofconcessionsC:thefairness,themisuse,andthepatternofconcessionsD:theimpact,thesize,andthetimingofendowmenteffects

答案:thepattern,themagnitude,andthetimingofconcessionsDrawingupafirmlistofissuesbeforetheinitialnegotiationmeetingisavaluableprocessbecauseitforcesnegotiatorstothinkthroughtheirpositionsanddecideonobjectives.（）

A:對B:錯

答案:對Eachparty'sresistancepointisopenlystatedattheconclusionofnegotiations.（）

A:錯B:對

答案:錯

第五章單元測試

Selectivepresentationcanbeusedtoleadtheotherpartytoformthedesiredimpressionofyourresistancepointortoopenupnewpossibilitiesforagreementthataremorefavorabletothepresenterthanthosethatcurrentlyexist.（）

A:錯B:對

答案:對Hardballtacticsaredesignedto（）

A:eliminateriskforthepersonusingthetactic.B:beusedprimarilyagainstpowerfulnegotiators.C:Hardballtacticsaredesignedtoaccomplishalloftheabove.D:clarifytheuser'sadherencetoadistributivebargainingapproach.E:pressuretargetedpartiestodothingstheywouldnototherwisedo.

答案:pressuretargetedpartiestodothingstheywouldnototherwisedo.Studiesindicatethatnegotiatorswhomakelowormodestopeningoffersgethighersettlementsthandothosewhomakeextremeopeningoffers.（）

A:對B:錯

答案:錯Onewaynegotiatorsmayconveythemessagethat"thisisthefirstoffer"isbymakingthefirstconcessionsubstantial.（）

A:錯B:對

答案:錯Asmallconcessionlateinnegotiationsmayindicatethatthereislittleroomlefttomove.（）

A:對B:錯

答案:對Usingobjectivecriteriaismosteffectivewheneachpartysearchesforitsowncriteriaasopposedtosearchingforobjectivecriteriatogether.（）

A:對B:錯

答案:錯Whichofthefollowingisamajorstepintheintegrativenegotiationprocess?（）

A:choosingaspecificsolutionB:identifyinganddefiningtheproblemC:generatingalternativesolutionstotheproblemD:understandingtheproblemandbringinginterestsandneedstothesurfaceE:Alloftheabovearemajorstepsintheintegrativenegotiationprocess.

答案:Alloftheabovearemajorstepsintheintegrativenegotiationprocess.InwhichmajorstepoftheintegrativenegotiationprocessofidentifyinganddefiningtheproblemwouldyoulikelyfindthatiftheproblemiscomplexandmultifacetedthepartiesmayNOTevenbeabletoagreeonastatementoftheproblem?（）

A:depersonalizingtheproblem.B:separatetheproblemdefinitionfromthesearchforsolutions.C:definetheprobleminawaythatismutuallyacceptabletobothsides.D:statetheproblemasagoalandidentifytheobstaclestoattainingthisgoal.E:statetheproblemwithaneyetowardpracticalityandcomprehensiveness.

答案:statetheproblemwithaneyetowardpracticalityandcomprehensiveness.Whatapproach(es)canpartiesusetogeneratealternativesolutionsbyredefiningtheproblemorproblemset?（）

A:nonspecificcompensationB:logrollingC:brainstormingD:surveys

答案:nonspecificcompensation；logrollingInbrainstorming（）

A:allsolutionsarejudgedandcritiquedastheyarerecorded,andaweighted-averagepercentageisassignedtoeachsolution.B:partiesareurgedtobespontaneousandevenimpractical.C:Noneoftheaboveisapartofthebrainstormingprocess.D:thesuccessoftheapproachdependsontheitem-by-itemevaluationandcritiqueofthesolutionsaspresented.E:individualsworkinalargegrouptoselectasingleoptimalsolution.

答案:partiesareurgedtobespontaneousandevenimpractical.Whenformalchannelsofcommunicationbreakdown,negotiatorsarepermittedtofindingalternativesandcanusewhichofthefollowing?（）

A:conversationsovercoffeebreaksB:off-the-recordcontactsbetweenkeysubordinatesC:alloftheaboveD:separatemeetingsbetweenchiefnegotiatorsoutsideoftheformalsessions

答案:alloftheaboveIfbothpartiesunderstandthemotivatingfactorsfortheother,theymayrecognizepossiblecompatibilitiesinintereststhatpermitthemtoinventpositionswhichbothwillendorseasanacceptablesettlement.（）

A:對B:錯

答案:對Hardballtacticsworkmosteffectivelyagainstpowerful,well-preparednegotiators.（）

A:錯B:對

答案:錯Whichofthefollowingprocessesiscentraltoachievingalmostallintegrativeagreements?（）

A:Alloftheaboveprocessesarecentraltoachievingintegrativeagreements.B:exchanginginformationabouteachparty'spositiononkeyissuesC:searchingforsolutionsthatmaximizethesubstantiveoutcomeforbothpartiesD:emphasizingthecommonaltiesbetweenthepartiesE:moderatingthefreeflowofinformationtoensurethateachparty'spositionisaccuratelystated

答案:emphasizingthecommonaltiesbetweenthepartiesWhatarethestrategiesforrespondingtohardballtactics?

A:RespondinkindB:IgnorethemC:Co-OpttheotherpartyD:Discussthem

答案:Respondinkind；Ignorethem；Co-Opttheotherparty；Discussthem

第六章單元測試

Researchstudiessuggestthatculturedoeshaveaneffectofnegotiationoutcomes,althoughitmaynotbedirectanditlikelyhasaninfluencethroughdifferencesinthenegotiationprocessindiffere