国际商务谈判课后作业

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国际商务谈判课后题答案

国际商务谈判课后题答案国际商务谈判课后题答案：一、什么是国际商务谈判？国际商务谈判是两个或更多的双方进行沟通的一种国际交流形式，以达成他们共同合意的有利条件或协议为目的。

这种谈判一般包括一系列讨论步骤：首先，两个或更多的双方将讨论他们之间可能合作的话题；其次，双方对彼此的要求进行讨论；最后，双方将讨论折中的解决办法，并在他们都同意的前提下进行谈判，最终达成协议。

二、谈判的三层原则是什么？谈判的三层原则包括：实用原则、原则性原则和道德原则。

实用原则：指双方要讨论的具体问题，实际上就是谈判的内容，这里所谈及的内容一般涉及到双方各自的利益、协议、分配资料、担保等问题；原则性原则：指双方在协商具体内容时将要考虑到程序和情感上的原则，这里包括双方如何确定谈判形式及流程，如何处理争议，如何进行谈判等问题；道德原则：指双方在谈判时，要考虑到道德方面的原则，尊重对方的权利，尊重彼此的意见，保持公平，公正，诚信，沟通，尊重文化的差异等原则。

三、国际商务谈判的准备工作有哪些？国际商务谈判的准备工作主要有四个方面：1. 研究谈判对方的基本情况：双方要尽可能的多收集有关对方的基本情况，以便更好的进行谈判。

2. 了解所属行业的市场情况：双方要了解所属行业的市场情况，这样可以利用好市场机会，为谈判提供有利条件。

3. 制定谈判计划：双方要根据实际情况制定谈判计划，明确拟论点，准备谈判的材料，并分析谈判的最终结果。

这样可以使谈判更有效率，更高效。

4. 认识自己的谈判立场：双方在准备谈判时要认真思考谈判的方向，建立自己的谈判立场，尽可能提出话语权，以获得最有利的谈判条件。

商务谈判课后作业答案

《商务谈判——理论、技巧、案例》第一章商务谈判概述一、基本概念1、谈判是具有利害关系的参与各方出于某种需要，在一定的时空条件下，就所关心或争执的问题进行相互采协调和让步，力求达到协议的过程和行为。

2、商务谈判是买卖双方为了促成交易而进行的活动，或是为了解决买卖双方的争端，并取得各自的经济利益的一种方法和手段。

３、互利互惠原则是指谈判双方在讨价还价、激烈争辩中，重视双方的共同利益尤其是考虑并尊重对方的利益诉求，从而达到在优势互补中实现自己利益最大化。

４、立场服从利益原则是指谈判双方在处理立场与利益的关系中立足于利益而在立场方面作出一定的让步。

５、对事不对人原则是指在谈判中区分人与问题，把对谈判对手的态度和讨论问题的态度区分开来，就事论事，不要因人误事。

二、简答题1．如何把握谈判的基本概念？谈判是具有利害关系的参与各方出于某种需要，在一定的时空条件下，就所关心或争执的问题进行相互采协调和让步，力求达到协议的过程和行为。

具体地说，这一概念可以从以下四个方面来理解：（１）谈判总是以某种利益的满足为目标，是建立在人们需要的基础之上的，这是人们进行谈判的动机，也是谈判产生的原因。

（２）谈判必须是两个或两个以上的参与者之间的交际活动，只有参与谈判的各方的需要有可能通过对方的行为而得到满足时，才会产生谈判。

（３）谈判是寻求建立或改善人们社会关系的行为。

（４）谈判是一种协调行为的过程。

2．商务谈判有哪些特点？商务谈判是一门科学，又是综合运用多学科知识于商务活动的一门艺术。

它作为经营者开展商务活动的开路先锋，与其他经营活动相比，具有四个特点：一是谈判对象的广泛性和不确定性；二是谈判双方的排斥性和合作性；三是谈判的多变性和随机性；四是谈判的公平性与不平等性。

3．商务谈判的作用是什么？现代经济社会离不开商务谈判，商务谈判在现代经济社会中扮演着非常重要的角色：(１)有利于促进商品经济的发展；(２)有利于加强企业间的经济联系；(３)有利于促进我国对外贸易的发展。

国际商务谈判课后答案

Key to Exercises from Chapter 1 to chapter 15Introduction to NegotiationsCase one: The price of the rugNegotiation is the means by which people deal with their differences. Whether those differences involve the purchase of a rug, a contract dispute, the terms of a sale, or a peace accord between warring nations, resolutions are typically sought through negotiations. To negotiate is to seek mutual agreement through dialogue. Since almost everything is negotiable, there are so many negotiations taking place anywhere and anytime. Although you may not be involved in high-level international negotiations, most of you will have to negotiate with colleagues, bosses, customers, and suppliers at some stage in your career. In the above case, the couple negotiate with the seller about the price of the rug. Negotiating effectively promises some of the biggest prizes of all communication skills. The wife wants the particular rug no matter what the price is. In such a situation, the husband becomes totally subverted（坏事的）since he wants to lower the price. The same scenario can occur frequently in our life. To avoid this, every couple should have a frank discussion about their differences prior to entering into negotiations. At a minimum, it will give you a positive feeling about the process. Most important, you can reduce or eliminate the surprise that may emerge as you negotiate.Case two: H uman resource managerWe can understand that negotiation is a means by which people involved solve their differing aims and objectives in a nonviolent and humanly acceptable manner. In this case, the boss has authority, but he did not force Li Tian to stay on the job. The boss manipulated the situation in a soft way: instead of demonstrating his authority by denying his request—an authoritarian approach that he knew would alienate Li Tian—he set up a situation that would give him the desired results without dictating the outcome. The boss was creative in the approach. They struck a deal which was acceptable to both sides: If Li Tian could find a replacement to do his job, the boss would make the switch. At last the boss' strategy worked.Chapter 1 Preparation for Negotiation ExercisesI. Identify the following statements as TRUE or FALSE.1.T2. T3. F4. F5. T2.6. F7. F8. F9. T 10. F.II. Discussion1. Students should identify:(1). Information on Related Environmental Factors(2) Knowing the Opponent(3 ) Knowing competitors(4) Knowing oneself2.For example (students will find their own examples, but should identify:A toy, cost 50 yuanideal target 90 yuanbottom line: 60 yuanacceptable price between 60 yuan to 90 yuan3.Students should identify:•Avoidance, Competition, Accommodation , Compromise, and Collaboration •Avoidance is non-negotiation.•Competition is also known as distributive or win-lose strategy.•Accommodation is “I lose you win” policy.•Compromise is a combination of competition and accommodation, two distributive strategies.•Collaboration is also called integrative, or win-win strategy.•III. Role PlayWithin this case, the position of Chinese side is producing 3 types of furniture, its underlying interest is to keep the cost down. While the American company's position is 5 types, its interest is to make more profits. This problem can be solved from the interest angle so that win-win results can be achieved. Conversely, if it is solved from the positional angle, one party has to make concessions, so that the result is only in one party's favor.They can make a plan stating that the per unit price of furniture remains unchanged, the increased cost of making the extra 2 models of furniture can be spread on to the new products, shown through its higher prices, and finally pass onto the final consumers. Since Chinese furniture enjoysa ready market there, the American company can make more profits by selling more goods, andthe Chinese side's interest is also protected, thus achieving a win-win result.IV. Case studies:Case one: Sino- Japanese negotiations1.What factor played an important role in concluding the deal at the figure given by theChinese side ?2.Preparation played an important role in concluding the deal at the figure given by the Chinese side.Before the negotiation, the Chinese side devoted much energy to preparation including doing market research, gathering information. During the negotiation, they still kept a close look at the changing market, therefore they had a card up their sleeve from the beginning to the end of the negotiations that laid a foundation for further discussions, during which, a series of tactics were wisely used.1.What tactics did the Japanese side use in the first round of negotiation?2.The Japanese side used a tactic of ballon d'essai by making an offer at 10 million Japanese yen.Their purposes are two fold: if the Chinese side did not know the international market, they can take it as a basis, a starting point for their bargaining, then they can surely make large profits. If the Chinese side won't accept it, they can justify themselves.3. Why did the Japanese side turn to introduction of their products?By talking about performance, and high quality of their products, they wanted to justify their first offer in a round about way.4. What tactics did the Chinese side use in responding to their introduction of the product ?Ask while knowing the answer.They meant to show that the Chinese side know quite clearly about the market, that the Japanese are not the only supplier, and that the Chinese side has the right to make a choice.5. How do you look at the result of the negotiation to both parties?To both parties the result of the negotiation is a win-win negotiation. The success of this negotiation reflects both cooperation and competition between the two sides. The Chinese side reached the goal of importing quality equipment with limited foreign exchange only after two rounds of talks. The Japanese side apparently sold goods at a price lower than the price of sales sold to other countries. But their profits were not reduced because of the short transportationdistance, and their costs of transportation and risks were reduced. They adjusted their objective in good time, and chose to conclude the deal rather than leave this opportunity to rivals.Case two: Negotiating a better package when you start workYou need to do your research before entering the negotiation so that you're supported by accurate, current information. This means familiarizing yourself with the company itself, as well as the range of salary and benefit options that are being offered. You may be able to tinker with the combination of benefits, if not the salary itself. Don't assume you'll be offered more than your former salary, especially if you're competing with someone who is equally qualified but willing to work for less. If the salary offered is less than you had hoped for, you can discuss the benefits package and make provision for an early salary review.Case three: preparing a negotiation briefTo make a negotiation brief, you can do as follows:The negotiating objective: You should define the negotiating objective in terms of the major issues to be discussed.Acceptable terms: You should state the minimum acceptable level for each of the major items. Since you are the seller, your brief may state the minimum acceptable level about the following major issues:●Price: It is usually the key point because it directly concerns the economic benefits on both sides. The brief should state maximum reduction in profit.●Terms of payment: The buyer’s terms of payment can be accepted subject to commercial overheads（管理费用，经常费用）remaining unchanged.●Delivery: Shorter delivery can be accepted on the condition that risk contingency is secured.Time period: You'd better state the time period in which the negotiation should be conducted. The negotiating team should be given as much time as possible to complete the negotiations in order to avoid undue time pressure. In some circumstances, time limits can be imposed.Negotiators: You should identify the team leader and other members of the negotiating team, such as the names and job titles of the team members.Communicating system: You should set up the lines of communication and the reporting system. It should state who is responsible for reporting to management and how.The following is a negotiation brief in Chinese for your reference:关于引进福特汽车公司矿用汽车的谈判方案2000年前我公司曾经使用福特汽车公司的矿用汽车，经试用性能良好，为适应我矿山技术改造的需要，打算通过谈判再次引进福特汽车公司矿用汽车及有关部件的生产技术。

国际商务谈判作业

1、1984年，山东某市塑料编织袋厂厂长获悉日本某株式会社准备向我国出售先进的塑料编织袋生产线，立即出马与日商谈判。

谈判桌上，日方代表开始开价240万美元，我方厂长立即答复：“据我们掌握情报，贵国某株式会社所提供产品与你们完全一样，开价只是贵方一半，我建议你们重新报价。

”一夜之间，日本人列出详细价目清单，第二天报出总价180万美元。

随后在持续9天的谈判中，日方在130万美元价格上再不妥协。

我方厂长有意同另一家西方公司做了洽谈联系，日方得悉，总价立即降至120万美元。

我方厂长仍不签字，日方大为震怒，我方厂长拍案而起：“先生，中国不再是几十年前任人摆布的中国了，你们的价格，你们的态度都是我们不能接受的！”说罢把提包甩在桌上，里面那些西方某公司设备的照片散了满地。

日方代表大吃一惊，忙要求说：“先生，我的权限到此为止，请允许我再同厂方联系请示后再商量。

”第二天，日方宣布降价为110万美元。

我方厂长在拍板成交的同时，提出安装所需费用一概由日方承担，又迫使日方让步。

请分析下列问题：①我方厂长在谈判中运用了怎样的技巧？②我方厂长在谈判中稳操胜券的原因有哪些？③请分析日方最后不得不成交的心理状态。

2、一友好国家工业贸易代表团来华谈判，该国大使先找到有关领导要求促成贸易合作。

有关领导指示，在可能的前提下，尽量与对方达成协议。

对方要求向中国出口矿山设备，要价高，质量不及先进国家水平。

中方代表很为难，如果答应，中方损失太大，如果当场拒绝，有怕影响两国关系。

最后中方代表想出了办法，要求对方拿出一台矿山设备到我国北方严寒地区进行一定时间试验。

如能在零下40度中正常工作，我方可以留购，对方答应回去研究。

两个月后，对方答复说，他们国家最低气温才零下7.20度，要适应我国零下40度的工作条件，技术上有困难。

于是，对方放弃了向我国出口矿山设备的要求。

请分析下列问题：①中方代表采用什么方法拒绝对方要求②请分析这种拒绝方法的作用何在？③这场谈判中体现出哪些谈判的基本原则？3、某县一饮料厂欲购买意大利固体桔汁饮料的生产技术与设备。

[0578]《国际商务谈判》新版作业及参考答案

[0578]《国际商务谈判》新版作业及参考答案：55.交叉式让步：是促使双方总体利益弥合的一种做法，要求一方在这一问题上让步，另一方在其他问题上让步；一方在这一问题让步的损失，可以从另一方在其他问题的让步中得到弥补。

56.让步型谈判法：希望避免冲突，随时准备为达成协议而让步，希望通过谈判达成一个皆大欢喜的协议。

57.可接受目标：是指的谈判中可努力争取或作出让步的范围。

他能满足谈判一方的部分需求，实现部分经济利益。

58. 简述报价阶段的策略。

（1）报价的先后；（2）如何报价（掌握行情是报价的基础，遵守报价的原则，报价之前最好为自己设定一个“最低可接纳水平”，最后确定报价）；（3）怎样对待对方的报价。

59.谈判者必须遵循的谈判思路和方法有哪些？谈判者必须遵循的谈判思路和方法有：（1）将方案的创造与对方案的判断行为分开；（2）充分发挥想象力，以扩大方案的选择范围；（3）找出双赢的解决方案；（4）替对方著想，并让对方容易做出决策。

60.简述谈判目标的层次性。

谈判目标就是谈判主题的具体化。

谈判的具体目标可分为四个层次：（1）最高目标：也叫最优期望目标，它是己方在商务谈判中所要追求的最高目标，也往往是对方所能忍受的最大程度。

（2）实际需求目标：是谈判各方根据主客观因素，考虑各方面情况，经过科学论证、预测和核算后，纳入谈判计划的谈判目标。

（3）可接受目标：是指的谈判中可努力争取或作出让步的范围。

他能满足谈判一方的部分需求，实现部分经济利益。

（4）最低接受目标：是指商务谈判必须实现的目标，是谈判的最低要求。

它与最优目标之间有着必然的内在联系。

61.试述国际商务谈判中“辩”的技巧。

（1）观点明确，立场坚定。

商务谈判中“辩”的目的，就是论证己方的观点，反驳对方的观点。

辩论的过程就是通过摆事实，讲道理，说明己方的观点和立场。

（2）辩路敏捷、严密，逻辑性强。

商务谈判中的辩论，往往是在双方进行磋商的过程中遇到难解的问题时才发生的。

《国际商务谈判方案》结课作业

哈尔滨商业大学德强商务学院国际商务谈判方案系别贸易经济系专业国际经济与贸易班级2008-3班学生姓名孙艳丽二〇一一年十一月三十日哈尔滨德强商务学院与戴尔亚太区分公司谈判方案谈判背景2010年10月哈尔滨德强商务学院曾与戴尔亚太区分公司总经理就计划购买戴尔台式电脑1000台的项目进行过商务洽谈，为了该项目的落实，没放方将定于2011年11月30日应约前来洽谈。

具体内容谈判主题以适当的价格购买戴尔台式电脑1000台。

并由戴尔公司提供电脑的型号以及电脑配置清单，产品技术说明资料。

目标设定技术要求产品的价格。

技术服务、安装、调试。

售后服务、配件供应方式。

交货方式运费由谁来承担。

付款方式。

交货期。

考核指标附加条件由戴尔亚太区分公司给与技术支持，并且做好售后服务。

付款方式选择分期付款方式。

运费由戴尔亚太区分公司承担。

价格在原报价的基础上降价3%由戴尔亚太区分公司进行人员培训。

4.价格谈判（1）美方报价（2）中方还价谈判程序第一阶段：给出教学系统和操作软件的配置要求。

第二阶段：给出最低报价。

第三阶段：商定付款方式。

第四阶段：商定交货期。

第五阶段：商定人员培训事宜。

第六阶段：商定售后服务及技术支持。

日程安排10月17日接待戴尔亚太区分公司总经理，安排入住和安排谈判事宜。

10月18日进行首轮谈判，商定产品价格。

会后安排晚宴。

10月19日旅游观光，游览哈尔滨旅游胜地5A级风景区太阳岛。

10月20日商讨付款方式及产品质量保证。

10月21日商定交货期。

10月22、23日休息安排戴尔亚太区分公司经理游览中央大街、龙塔。

10月24日商定售后服务和技术支持、运费和交货期。

10月25日拟达成交易。

五、谈判地点六、谈判分工主谈：陈黎明为我方谈判小组总代表，李淞为主谈判。

副主谈：王璐、赵文森。

成员严裕娟：负责谈技术条款。

成员庄晓菊：负责谈判价格条款。

成员蔡珠清：负责谈判记录和技术方面的条款。

附录个人角色分析在这次谈判中我扮演的是哈尔滨德强商务学院校长的职位，在这次角色扮演中，我主要起策划的作用，谈判方案由我来制定，谈判人员的确定则是根据每个人的性格和各自擅长的知识来分配的。

《国际商务谈判》习题参考答案

第一章习题答案一、名词解释71.谈判:谈判是指各方当事人在一定的条件下,为了满足各自需要而相互协商的活动过程。

2.谈判要素:谈判要素是指构成谈判活动的必要因素,它通常由谈判当事人、谈判议题、谈判背景三个要素构成。

3.谈判议题:又叫谈判客体,它是指在谈判中双方要解决的问题,是谈判者利益要求的体现。

4.原则型谈判:原则型谈判最早由美国哈佛大学研究中心提出,故又称哈佛谈判术。

原则谈判强调公正原则和公平价值,主要有以下四个特征:一是谈判中把人和事分开;二是主张按照共同接受的具有客观公正性的原则和公正价值来达成协议;三是谈判中开诚布公而不施诡计,追求利益而不失风度。

四是努力寻找共同点、消除分歧,争取共同满意的谈判结果。

二、单项选择题1.B;2.C;3.A;4.D;5.B;6.A三、多项选择题1.ABC2.ABCD3.BCD4.ABCD5.ABCD6.BC7.ACD 8.ABCD四、填空题1.谈判2.谈判当事人谈判议题谈判背景3.原则型谈判4.货物买卖谈判投资项目谈判技术贸易谈判劳务谈判索赔谈判。

5.让步型谈判立场型谈判原则型谈判6.主场谈判五、回答题1.你对谈判是如何理解的?它有哪些基本点?答案要点:(1)谈判是指各方当事人在一定的条件下,为了各自需要而相互协商的活动过程。

(2)谈判的定义说明谈判具有目的性、相互性和协商性。

2.构成谈判的基本要素是什么?答案要点:谈判要素是指构成谈判活动的必要因素,它通常由谈判当事人、谈判议题、谈判背景三个要素构成。

3.如何理解谈判的特点?答案要点:谈判的特点是:谈判具有普遍性;谈判具有行为性;谈判既有合作性又有竞争性;谈判成功的标志是达成协议;谈判是信息交流过程。

4.简述谈判的主要类型。

答案要点:谈判的类型主要有:按参加谈判的人数规模划分,可以分为单人谈判和小组谈判;按参加谈判的利益主体数量不同,可以将谈判划分为双边谈判和多边谈判;按谈判进行的地点,可以划分为主场谈判、客场谈判和中立地谈判;按谈判的透明度划分,可以分公开谈判和秘密谈判;按谈判的方式划分,谈判分为口头谈判和书面谈判;按谈判的范围划分,可以分为国内谈判和国际谈判;按谈判内容划分,谈判可以分为,货物货物买卖谈判、投资项目谈判、技术贸易谈判、劳务谈判和索赔谈判;按谈判的方向划分,可以分为纵向谈判和横向谈判;按谈判方所采取的态度与方针划分可以,分为让步型谈判、立场型谈判和原1则型谈判。

商务谈判课后作业

案例分析：
1.缺乏商务谈判技巧，起始的准备阶段功课做的不足。

没有调查经济环境的信息调查，对
商务谈判对方的信息掌握不准确。

只是根据自己的条件去与对方谈判，不能根据环境做出对对方未来发展前景的美好预测。

谈判过程过于僵化，只从价格上进行反复拉扯。

小王太直率坦白的把公司的弱点和不足展示给对方，而没有先尽量展示自己公司的优点和发展前途，为了说服对方公司以低价租赁给自己公司，小王太过于想通过感情牌去让对方理解，而没有考虑到生意场上大家注重得都是利益，小王没有跟对方公司说明自己公司真实的背景也没有说明自己公司未来的发展前途，对方公司只会认为这是一桩没有利益所得的赔本买卖，所以必然不会同意小王的价格要求。

2.总监谈判过程中注重了方式方法，很明确的跟对方公司说明自己公司的优势，让对方公司认为自己公司是可靠的可信任的，谈判才能深入进行，随后总监将自己公司的发展前途跟对方公司说明，让对方公司认为自己的公司能在未来为自己创造价值以及利益，最后总监例举了一系列在未来自己公司能为对方公司创造的利益，让对方公司认为自己所说的情况是可实行的而不是空想而谈，同时获得了对方公司的认可才能最后谈判成功!。

《商务谈判(第二版)》课后习题答案

第1章1.2.1 选择题1）谈判是协调双方的利益。

2）从表面看，这一观点近乎绝对化，但是在实践中运用，则大有裨益。

3）谈判者的素质，对于谈判的成功至关重要。

4）没有谈判议题，谈判就无从开始和无法进行。

5）谈判背景是谈判所处的客观条件，任何谈判都不能离开一定的客观条件。

6）为了采取有效的谈判策略，必须充分考虑谈判类型。

7）买方谈判或卖方谈判，是依据谈判方在交易中是处于买方还是处于卖方的身份来区分的。

8）谈判中一味坚持强硬立场，不仅不利于达成协议，而且即使达成某些妥协也不利于顺利履行，同时，不利于建立和巩固良好的关系。

9）在于谈判背景不同，它是由谈判参与方的国域界限造成的，又导致了文化、语言等差异，同时，文化、语言也属于谈判背景。

□能力题案例分析1）商务谈判。

2）谈判当事人是小芳、小芳母亲和吉利大厦的售货员、柜组主任；谈判议题是买卖女上衣；谈判背景为春节前夕、小芳母亲需要、商厦促销、标价已打九折。

第2章2.2.1 选择题1）商务谈判不在于谁来谈判，而在于为何而谈和谈什么。

为了实现交易目标而相互协商的活动，即为商务谈判。

2）商务谈判议题内容的特征是交易性。

互利性是商务谈判应遵循的一项原则，而不是议题内容。

经济性的议题，不一定是交易性的，因此过于宽泛和不准确。

认识的一致性，则是一切谈判议题内容的共同特征。

3）在市场经济的条件下，社会组织的购销交易活动主要通过商务谈判所签订的合同来实现。

4）“有备无患”。

做好准备阶段的各项工作，是取得谈判成功的必要前提。

5）商务谈判的谈判阶段中，最关键的环节是磋商过程的交锋。

6）商务谈判的履约阶段，主要工作是后续合作、落实协议，并做好沟通和总结。

其中包括处理违约索赔和争议仲裁等。

7）商务谈判中，如某些交易条款分歧较大，为避免影响谈判进程并利于达成协议，明智之举是根据具体情况和需要选择跳跃，包括从易到难的跳跃或从难到易的跳跃。

8）商务谈判中，平等原则是商务谈判的基础。

无论谈判各方经济实力、组织规模等如何，都是平等合作的关系。

国际商务合同谈判作业答案

国际商务合同谈判作业院系：统计学系班级：10级2班姓名：李昂学号：20104110205国际商务合同谈判作业1、一个健全的谈判班子，应该具备什么样的品格？(一)良好的思想品德一个称职的谈判人员首先应该思想品行端正，这也是商务谈判人员必须具备的基本条件。

具体说来，有以下几个方面：1.具有鲜明的政治观点和立场，能够自觉地贯彻和执行党的路线、方针和政策。

2.热爱祖国，树立为国家、为民族、为企业、为用户服务的思想，而不是利用自己手中的权力为个人谋私利，甚至是卖国求荣。

3.有理想，有敬业精神，有事业心和责任感，愿挑重担，勇于进取，敢于创新，不断开拓。

4.作风正派，具有执著和牺牲的精神，既要战胜环境的挑战，又要战胜自我的压力。

5 善于沟通，团结同仁，具有合作精神。

6 遵纪守法，不违反国家政策和规定，保守国家机密和商业机密。

(二)渊博的知识面商务谈判作为一种边缘性学科和经营活动，是多种学科与知识的综合和创造。

因此，作为一名谈判人员，必须要掌握各种相关的基本知识。

1.掌握政治、政策知识，把握交易的基本性质和方向。

2.了解经济学知识，具有经济头脑。

3.懂得企业经营管理知识，使商务谈判更好地成为企业经营管理的一个有机组成部分，并为企业经营管理服务。

4.精通心理学、行为科学和社会学的知识，善于分析己方及对方的各种需要、动机和行为，充分发挥谈判人员的积极性和创造性。

5.懂得兵法知识，能够合理制定谈判的战略战术，善于使用各种谈判策略和计谋，使得谈判出奇制胜，皆大欢喜。

6.掌握对外商务知识以及有关世界各国的风土人情、社会状况、国际社交礼仪等，以适应国际商务谈判的需要。

7.具有较高的语言、文学修养，使谈判能够生动活泼，有声有色，富有成果。

8.懂得国家法律和国际法则、法规知识，做到遵守法，用好法，确保谈判的合法性，捍卫谈判成果。

(三)出类拔萃的能力能力是知识运用的主观条件，是人的素质的综合表现。

在谈判中，谈判人员必须具有较强的智能和技能。

商务谈判课后题答案

名词解释纵向谈判：是指在确定谈判的主要问题后，逐个讨论每一问题和条款，讨论一个问题，解决一个问题，一直到谈判结束的一种谈判方式。

（P53）.横向谈判：是指在确定谈判所涉及的主要问题后，多项议题同时讨论，周而复始反复进行，直到所有内容都谈妥为止的一种谈判方式。

（P53）.报价：这里所说的报价，不只是指产品在价格方面的要价，而是泛指谈判的一方对谈判的另一方提出自己的所有要求，包括商品的数量、质量、包装、价格、装运、保险、支付、商检、索赔、仲裁等交易条件，其中价格条件是最核心和最敏感的的交易条件。

谈判礼仪：是商务谈判人员在商务谈判过程中所必须遵守的，用来维护个体组织形象和对谈判对手表示尊重与友好的惯例以及形式。

谈判策略：指谈判人员为取得预期的谈判目标而采取的措施和手段的总和。

利益目标：（课本上没找到网上也没搜到事关考试所以没写）双赢理念：是指参与谈判的任何一方都必须抱着合作的诚意参与谈判，谈判的目的在于寻找时谈判双方均有所获得的方案。

有限权力：是指谈判人员使用权利的有限性。

谈判专家认为，受到限制的权力才具有真正的力量。

心理学：心理学是一门涵盖多种专业领域的科学，但就其根本而言，心理学是一种研究人类行为和心理过程的科学。

既是一门理论学科，也是应用学科。

包括理论心理学与应用心理学两大领域。

美学：研究人们对客观世界的审美关系的科学。

气质：气质是一个人的稳定性心理活动的动力特征，它主要是由神经过程的生理特点所决定的。

气质：是一个人的稳定的心理活动的动力特征，它主要是由神经过程的生理特点所决定的。

性格：是指人对客观现实的态度和行为方式中经常表现出来的稳定倾向。

他是个性特征的核心，决定人的活动的内容和方向。

能力：是人成功地完成活动所必须的个性心理特征。

它有两种含义：一种是指实际能力，即个人已经具备并表现出来的能力，他是个人先天遗传基础加上学习的结果；另一种是潜在能开，即个人将来可能发展并表现的能力，又称为行向。

国际商务文化：国际商务谈判习题与答案

一、单选题1.“你赢了，但我也没有输。

”这句话描述了哪种谈判结果？（）A.双赢谈判B.贸易谈判C.零和谈判D.双输谈判正确答案：A解析：双赢谈判是通过谈判不仅化解矛盾，解决纷争，同时找到最好的方法，满足双方需求，一定是双方的需求。

所以我们用非常接地气的话说，双赢谈判就是你赢了，但是我也没有输。

2.谈判的大致阶段不包括（）。

A.信息收集B.达成一致C.协商沟通D.信息交换正确答案：A3.关于获得双赢谈判，以下正确的表达有（）。

A.谈判后都要进行积极的后续交流。

B.在国际商务谈判中，团队成员必须男女搭配，这样可以优势互补。

C.谈判时要多说多听，保持沟通顺畅。

D.要重视谈判的语言技巧，因为它决定了谈判双方关系的建立、巩固、发展、改善和调整。

正确答案：D解析：谈判后要针对文化差异做好后续交流。

如果对手来自受男权文化影响的阿拉伯世界，则在谈判之前及谈判间隙为营造气氛的闲谈中，都不可涉及妇女问题，更不可派女性作为商务代表进行谈判。

成功的谈判者在谈判时会把50%以上的时间用来听。

他们边听、边想、边分析，并不断向对方提出问题，以确保自己完全正确地理解对方。

4.关于谈判中的言语交流，以下叙述错误的有（）。

A.法国是高语境文化，他们往往花费10分钟甚至半个小时来进行寒暄。

B.德国是低语境文化。

他们在谈判前用两分钟介绍完自己就开始进入正题了。

C.日本是低语境文化。

在自我介绍结束后，他们会等待一位长者来宣布会议开始。

D.西班牙是高语境文化，他们往往花费更长的时间，30分钟，去和别人打招呼，而且还有人会迟到。

正确答案：C解析：英国、法国是高语境文化，他们往往花费10分钟甚至半个小时来进行寒暄。

德国、美国、芬兰是低语境文化。

他们在谈判前用两分钟介绍完自己就开始进入正题了。

日本是高语境文化。

他们在谈判前会花15到20分钟时间相互介绍，然后等一位长者宣布会议开始。

西班牙和意大利是高语境文化，他们往往花费更长的时间，30分钟，去和别人打招呼，而且还有人会迟到。

国际商务课后习题参考答案

C h a p t e r1:G l o b a l i z a t i o n1. Describe the shifts in the world economy over the last 30 years. What are the implications of these shifts for international businesses based in Great Britain North America Hong KongAnswer: The world economy has shifted dramatically over the past 30 years. As late as the 1960s, four stylized facts described the demographics of the global economy. The first was U.S. dominance in the world economy and world trade. The second was U.S. dominance in the world foreign direct investment picture. Related to this, the third fact was the dominance of large, multinational U.S. firms in the international business scene. The fourth was that roughly half of the globe - the centrally planned economies of the Communist world - was off-limits to Western international businesses. All of these demographic facts have changed. Although the U.S. remains the world's dominant economic power, its share of world output and world exports have declined significantly since the 1960s. This trend does not reflect trouble in the U.S. economy, but rather reflects the growing industrialization of developing countries such as China, India, Indonesia, and South Korea. This trend is also reflected in the world foreign direct investment picture. As depicted in Figure 1.2 in the textbook, the share of world output (or the stock of foreign direct investment) generated by developing countries has been on a steady increase since the 1960s, while the share of world output generated by rich industrial countries has been on a steady decline. Shifts in the world economy can also be seen through the shifting power of multinational enterprises. Since the 1960s, there have been two notable trends in the demographics of the multinational enterprise. The first has been the rise of non-U.S. multinationals, particularly Japanese multinationals. The second has been the emergence of a growing number of small and medium-sized multinationals, called mini-multinationals. The fall of Communism in Eastern Europe and the republics of the former Soviet Union have brought about the final shift in the world economy. Many of the former Communist nations of Europe and Asia seem to share a commitment to democratic politics and free market economies. Similar developments are being observed in Latin America. If these trends continue, the opportunities for international business may be enormous. The implications of these shifts are similar for North America and Britain. The United States and Britain once had the luxury of being the dominant players in the world arena, with little substantive competition from the developing nations of the world. That has changed. Today, U.S. and British manufacturers must compete with competitors from across the world to win orders. The changing demographics of the world economy favor a city like Hong Kong. Hong Kong (which is now under Chinese rule) is well located with easy access to markets in Japan, South Korea, Indonesia, and other Asian markets. Hong Kong has a vibrant labor force that can compete on par with the industrialized nations of the world. The decline in the influence of the U.S. and Britain on the global economy provides opportunities for companies in Hong Kong to aggressively pursue export markets.2. "The study of international business is fine if you are going to work in a large multinational enterprise, but it has no relevance for individuals who are going to work in smaller firms." Evaluate this statement. Answer: People who believe in this view, and the firms that they work for, may find that they do not achieve their full potential (at best) and may ultimately fail because of their myopia. As barriers to trade decrease and state of the art technological developments take place throughout the world, new opportunities and threats exist on a worldwide basis. The rise of the mini-multinationals suggests there are global opportunities even for small firms. But staying attuned to international markets is not only important from the perspective of seeking profitable opportunities for small firms; it can also be critical for long-term competitive survival. Firms from other countries may be developing products that, if sold internationally, may wipe out small domestic competitors. Scanning international markets for the best suppliers is also important for small firms, for if a domestic competitor is able to tap into a superior supplier from a foreign country, it may be able to seriously erode a small firm's competitive position before the small firm understands the source of its competitor's competitive advantage and can take appropriate counter actions.3. How have changes in technology contributed to the globalization of markets and of production Would the globalization of production and markets have been possible without these technological changes Answer: Changes in technology have contributed to the globalization of markets and of production in a very substantive manner. For instance, improvements in transportation technology have paved the way for companies like Coca-Cola, Levi Strauss, Sony and McDonalds to make their products available worldwide. Similarly, improvements in communications technology have had a major impact. The ability to negotiate across continents has been facilitated by improved communications technology, and the rapidly decreasing cost of communications has lowered the expense of coordinating and controlling a global corporation. Finally, the impact of information technology has been far reaching. Companies can now gain worldwide exposure simply by setting up a homepage on the Internet. This technology was not available just a few short years ago. The globalization of production and markets may have been possible without improvements in technology, but the pace of globalization would have been much slower. The falling cost of technology has made it affordable for many developing nations, which has been instrumental in helping these nations improve their share of world output and world exports. The inclusion of these nations, such as China, India, Thailand, and South Korea, has been instrumental in the globalization of markets and production. In addition, improvements in global transportation and communication have made it relatively easy for business executives from different countries to converse with one another. If these forms of technology, including air-travel, fax capability, e-mail, and overnight delivery of packages were not available, it would be much more difficult for businesses to conduct international trade.4. "Ultimately, the study of international business is no different from the study of domestic business. Thus, there is no point in having a separate course on international business." Evaluate this statement. Answer: This statement reflects a poor understanding of the unique challenges involved in international business. Managing an international business is different from managing a purely domestic business for at least four reasons.These are: (1) countries are different; (2) the range of problems confronted by a manager in an international business is wider and the problems themselves more complex than those confronted by a manager in a domestic business; (3) an international business must find ways to work within the limits imposed by government intervention in the international trade and investment system; and (4) international transactions involve converting money into different currencies. As a result of these differences, there are ample reasons for studying international business as a specific field of study or discipline.5. How might the Internet and the associated World Wide Web impact international business activity and the globalization of the world economyAnswer: According to the text, the Internet and World Wide Web (WWW) promise to develop into the information background of tomorrow's global economy. This improved technology will not only make it easier for individuals and companies in different countries to conduct business with one another, but will also further decrease the cost of communications. These improvements will undoubtedly hasten the already rapid pace of globalization. Another distinct attribute of the Internet and the WWW is that they act as an equalizer between large (resource rich) and small (resource poor) firms. For instance, it does not cost any more for a small software firm to gain visibility via the WWW than it does for a large software company like Microsoft. As a result, the WWW helps small companies reach the size of audience that was previously only within the reach of large, resource rich firms.6. If current trends continue, China may emerge as the world's largest economy by 2020. Discuss the possible implications of such a development for(1) The world trading system.(2)The world monetary system.(3)The business strategy of today's European and U.S. based global corporations.(4)Global commodity prices.Answer: The world trading system would clearly be affected by such a development. Currently China enjoys a somewhat privileged status within the World Trade Organization as a “developing”country. Such a rise to eminence, however, would clearly force it to become a full and equal member, with all the rights and responsibilities. China would also be in a position to actively affect the terms of trade between many countries. On the monetary front, one would expect that China would have to have fully convertible and trading currency, and it could become one of the “benchmark”currencies of the world. From the perspective of Western global firms, China would represent both a huge market, and potentially the home base of some very capable competitors. Finally, commodity prices would probably fall.7. Read the Country Focus in this chapter on the Ecuadorian rose industry, the answer the following questions:a) How has participation in the international rose trade helped Ecuador’s economy and its people How has the rise of Ecuador as a center for rose growing benefited consumers in developed nations who purchase the roses What do the answers to these questions tell you about the benefits of international tradeb) Why do you think that Ecuador’s rose industry only began to take of 20 years ago Why do you think it has grown so rapidlyc) To what extent can the alleged health problems among workers in Ecuador’s rose industry be laid at the feet of consumers in the developed world and their desire for perfect Valentine’s Day rosesd) Do you think governments in the developed world should place trade sanctions on Ecuador roses if reports of health issues among Ecuadorian rose workers are verified What else might they do to improve the situation in Ecuadora) Ecuador is the world’s fourth largest producer of roses. In fact, roses represent the country’s fifth largest export. The industry is vital to Ecuador’s economy, creating tens of thousands of jobs, jobs that pay significantly above the country’s minimum wage. Taxes and revenues from the rose growers have also helped to pave roads, build schools, and construct sophisticated irrigation systems. For Ecuador’s consumers, the success of the industry means bigger, more vibrant flowers than were previously available. Most students will recognize that the conditions in Ecuador give the country a distinct advantage in rose growing, and that by focusing on the industry, Ecuador has been able to benefit from international trade. Consumers in other countries also benefit from Ecuador’s flower exports with better products.b) Ecuador’s rose industry began some 20 years ago, and has been expanding rapidly ever since then. Most students will probably focus advances in technology as a key to the industry’s success. Roses are a very fragile, perishable product. Modern technology enables growers to used refrigerated air transport to get the product to markets around the globe. Without that ability, the growers would be limited to the market immediately surrounding the country.c) Students will probably be divided on this issue with some students arguing that consumers are to blame for the problems, and others placing the blame on the growers. Students taking the first perspective will probably suggest that most consumers purchase their roses with little consideration for how they are grown. Rather, most consumers simply focus on their beauty and price. Students blaming the growers might argue that growers, because they feel the effect of less-than-perfect roses in the form of smaller profits, will be motivated to find ways to produce ever more perfect flowers. Certainly, the use of pesticides and other products can produce a better crop. In the end, there is probably blame on both sides. If more consumers were aware of the health problems resulting from the improper use of pesticides, they would probably demand some changes. Similarly, if pressure were put on the growers to use pesticides safely, health problems could be reduced.d) Trade sanctions are a tool that is often employed by governments that are making a statement against a specific action or actions. In the case of Ecuador, trade sanctions certainly would be an option, as would publicizing the situation so that more consumers were aware of the conditions. In the end though, it is important to consider the effect of the sanctions or other measures on people like Maria who might lose their livelihood as a result. Chapter 2: National Differences1. Free market economies stimulate greater economic growth, whereas state-directed economies stifle growth! Discuss.Answer: In a market economy, private individuals and corporations are allowed to own property and other assets. This right of ownership provides a powerful incentive for people to work hard, introduce new products, develop better advertising campaigns, invent new products, etc., all in the hopes of accumulating additional personal capital and wealth. In turn, the constant search on the part of individuals and corporation to accumulate wealth enriches the entire economy and creates economic growth. In contrast, in a command economy, private individuals and corporations are not allowed to own substantial quantities of property and other assets. The objective of a command economy is for everyone to work for “the good of the society.”Although this sounds like a noble ideal, a system that asks individuals to work for the good of society rather than allowing individuals to build personal wealth does not provide a great incentive for people to invent new products, develop better advertising campaigns, find ways to be more efficient, etc. As a result, command economies typically generate less innovation and are less efficient than market economies.2. A democratic political system is an essential condition for sustained economic progress. Discuss. Answer: This question has no clear-cut answer. In the West, we tend to argue that democracy is good for economic progress. This argument is largely predicted upon the idea that innovation is the engine of economic growth, and a democratic political system encourages rather than stifles innovation. However, there are examples of totalitarian regimes that have fostered a market economy and strong property rights protection and experienced rapid economic growth. The examples include four of the fastest growing economies of the past 30 years – South Korea, Taiwan, Singapore, and Hong Kong – all of which have grown faster than Western economies. However, while it is possible to argue that democracy is not a necessary precondition for the establishment of a free market economy, it seems evident that subsequent economic growth leads to establishment of democratic regimes. Several of the fastest-growing Asian economies have recently adopted more democratic governments.3. What is the relationship between corruption (i.e., bribe taking by government officials) in a country and economic growth Is corruption always badAnswer: Economic evidence suggests that high levels of corruption significantly reduce the economic growth rate in a country. By siphoning off profits, corrupt politicians and bureaucrats reduce the returns to business investment, and hence, reduce the incentive that both domestic and foreign businesses have to invest in that country. The lower level of investment that results has a negative impact on economic growth. However, while most students will probably agree that corruption is bad, some may point out that the U.S., despite its Foreign Corrupt Practices Act, does allow “grease payments” to expedite or secure the performance of a routine governmental action. According to Congress, “grease payments” while technically bribes are not being used to obtain or maintain business, but rather are simply made to facilitate performance of duties that the recipients are already obligated to perform.4. The Nobel prize-winning economist Amartya Sen argues that the concept of development should be broadened to include more than just economic development. What other factors does Sen think should be included in an assessment of development How might adoption of Sen’s views influence government policy Do you think Sen is correct that development is about more than just economic development Explain.Answer: Sen has argued that development be assessed less by material output measures such as GNP per capita, and more by the capabilities and opportunities that people enjoy. Sen suggests that development be seen as a process of expanding real freedoms that people experience, and as such, that development requires the removal of major impediments to freedom. Governments influenced by Sen might ensure that basic health care and education programs are available especially for women. Many students will agree with Sen and the notion that development is not just an economic process, but a political one too, and that to succeed citizens must be given a voice in the important decisions made for the country.5. You are the CEO of a company that has to choose between making a $100 million investment in either Russia or the Czech Republic. Both investments promise the same long-run return, so your choice of which investment to make is driven by considerations of risk. Assess the various risks of doing business in each of these nations. Which investment would you favor and whyAnswer: When assessing the risks of investment, one should consider the political, economic, and legal risks of doing business in either Russia or the Czech Republic. At this time (Fall 2002), the risk in Russia would probably be considered higher than the risk in the Czech Republic. The Czech Republic has just been accepted as a future member of the EU, and as such gains the benefits and stability offered by the EU. Russia, by contrast, is still many years away from even being in a position to be considered by the EU for membership. Depending upon when you are using the book, this situation could be different. (You also may want to substitute other countries into this question depending on current events and the countries with which you feel your students will be most familiar.)6. Read the Country Focus on India in this chapter and answer the following questions:a. What kind of economic system did India operate during 1947-1990 What kind of system is it moving towards today What are the impediments to completing this transformationb. How might widespread public ownership of businesses and extensive government regulations have impacted (i) the efficiency of state and private businesses, and (ii) the rate of new business formation in India during the 1947-1990 time frame How do you think these factors affected the rate of economic growth in India during this time framec. How would privatization, deregulation, and the removal of barriers to foreign direct investment affect the efficiency of business, new business formation, and the rate of economic growth in India during the post-1990 time periodd. India now has pockets of strengths in key high technology industries such as software and pharmaceuticals. Why do you think India is developing strength in these areas How might success in these industries help to generate growth in other sectors of the Indian economye. Given what is now occurring in the Indian economy, do you think that the country represents an attractive target for inward investment by foreign multinationals selling consumer products WhyAnswer:a. The economic system that developed in India after 1947 was a mixed economy characterized by a large number of state-owned enterprises, centralized planning, and subsidies. In 1991, India’s government embarked on an ambitious economic reform program. Much of the industrial licensing system was dismantled, and several areas once closed to the private sector were opened. In addition, investment by foreign companies was welcomed, and plans to start privatizing state-owned businesses were announced. India has posted impressive gains since 1991, however there are still impediments to further transformation. Attempts to reduce import tariffs have been stalled by political opposition from employers, employees, and politicians. Moreover, the privatization program has been slowed thanks to actions taken by the Supreme Court. Finally, extreme poverty continues to plague the country.b. The mixed economy that developed in India after 1947 was characterized by a large number of state-owned enterprises, centralized planning, and subsidies. This system not only constrained the growth of the private sector, but it also consequently limited the effects of competition that typically promote efficiency and productivity in a free market system. The system even limited the actions of private companies, requiring them to get government approval for routine business activities. Production quotas and high import tariffs also stunted the development of a healthy private sector, as did restrictive labor laws that made it difficult to fire employees. Foreign exchange restrictions, limitations on foreign investment, controls on land use, and managed prices further exacerbated the situation. It would appear that India’s rate of economic growth was negatively affected during this time frame. By 1994, India’s economy was still smaller than Belgium’s despite having a large population. Both GDP and literacy rates were very low, and some 40 percent of the population lived in poverty.c. In 1991, India’s government embarked on an ambitious economic reform program. So far, the response to the program has been impressive. The economy expanded at an annual rate of about 6.3 percent from 1994 to 2004. Foreign investment is up from $150 million in 1990 to $6 billion in 2005. Certain sectors of the economy including information technology and pharmaceuticals have done particularly well. Still, problems persist. Actions taken by the government continue to limit efficiency gains for private companies and the country’s high rate of poverty is still a major problem.d. India’s gains in information technology and pharmaceuticals are impressive. The country has emerged as a vibrant global center for software development, and India’s pharmaceutical companies have taken a strong global position by selling low cost generic versions of drugs that have come of patent in the developed world. As these industries continue to prosper, other sectors of the economy should also see the benefit of spillover effects.e. Foreign investment is up in India. In fact, foreign investment rose from $150 million in 1990 to $6 billion in 2005. However, whether India is an attractive destination for foreign multinationals selling consumer products remains to be seen. Certainly, the large population will serve to attract some companies, but the fact that some 40 percent of the population is living in abject poverty will scare other companies away. Moreover, it is still not easy to run a company in India thanks to laws limiting everything from who can be fired to who can which products.Chapter 3: Differences in Culture1. Outline why the culture of a country influences the costs of doing business in that country. Illustrate your answer with examples.Answer: Since in a sense the entire chapter is about this question, there can be numerous reasons and examples of how culture influences the costs of doing business. Several are highlighted in the following sentences, but there could be numerous others. When there are simply different norms between how individuals from different countries interact, the costs of doing business rise as people grapple with unfamiliar ways of doing business. For example, while in the US we may get down to business first, and then get to know each other socially later, in many South American countries it is important develop a good social relationship before trying to discuss business issues. Different class structures and social mobility also raise the costs of doing business, for if there are inhibitions against working with people from different classes, then the efficiency with which information can flow may be limited and the cost of running a business increased. A country's religion can also affect the costs of business, as religious values can affect attitudes towards work, entrepreneurship, honesty, fairness, and social responsibility. In Hindu societies where the pursuit of material well-being can be viewed as making spiritual well being less likely, worker productivity may be lower than in nations with other religious beliefs. Finally, a country's education system can have important implications for the costs of business. In countries where workers receive excellent training and are highly literate, the need for specific worker training programs are decreased and the hiring of additional employees is facilitated. 2. Do you think business practices in an Islamic country are likely to differ from business practices in the United States If so, howAnswer: A number of aspects of the cultural differences between an Islamic country and the USA will cause business practices to differ. The role women can take, appropriate etiquette (including simple things like not passing papers with the left hand), holidays, and wining and dining all differ from in the USA. But beyond these, the underlying philosophy and role of business differs from in the USA. Since Muslims are stewards of property for God, rather than owners, they are more likely to use their resources carefully and may be less likely to give up or sell something to a person who may not practice the same stewardship. The importance of fairness to all parties in relations means that over-aggressiveness in self-interest may not be well received, and breaking an agreement, even if technically/legally permissible may be viewed as very inappropriate. Finally, the prohibitions on interest payments in some Islamic countries means that the wording of the terms of an agreement must be done carefully so that "fair profits" are not construed as being "interest payments."3. What are the implications for international business of differences in the dominant religion of a country Answer: Differences in the dominant religion of a country affect relationships, attitudes toward business, and overall economic development. Firstly, differences in religion require inter-cultural sensitivity. This sensitivity requiresthings like simply knowing the religious holidays, accepting that some unexpected things may happen "because of Allah's will," or understanding how interpersonal relationships may be different between "believers" and "non-believers." (Hence non-believers may be treated differently.) Secondly, religious beliefs can significantly affect a countries attitude toward business, work, and entrepreneurship. In one country successfully beating a competitor may be considered a great achievement while in another it may be thought of as showing a lack of compassion and disruptive to the society and persons involved, both attitudes that may be derived from underlying religious beliefs. Likewise, hard work may be either rewarded positively or viewed as something of secondary importance to spiritual peace and harmony. Thirdly, different dominant religions may affect the overall competitiveness and potential for economic growth of a nation, and hence attractiveness of a country for international business.4. Choose two countries that appear to be culturally diverse. Compare the culture of those countries andthen indicate how cultural differences influence(1)the costs of doing business in each country(2)the likely future economic development of that country(3)business practices(4)business ethicsAnswer: Responses to this question will obviously vary based on the countries chosen by the students, and their knowledge of the countries. Hopefully the student can present some information on the dimensions of culture including values, norms, social structure, religion, language, and education of the countries and also describe the key differences and similarities of the countries along these dimensions. Relating the differences between the countries along these dimensions to differences in the costs of doing business, the potential for economic development, and business practices would fully answer the question. (While it may be more difficult for students to come up with really good examples relative to business practices, the costs and prospects for economic development should be quite feasible.)Chapter 4: Ethics in International Business1. Review the Management Focus on testing drugs in the developing world and discuss the following questions:(a) Did Pfizer behave unethically by rushing to take advantage of an epidemic in Nigeria in order to test an experimental drug on sick children Should the company have proceeded more carefully(b) Is it ethical to test an experimental drug on children in emergency settings in the developing world where the overall standard of health care is much lower than in the developed world, and where proper protocols might not be followedAnswer: Some students might argue that Pfizer was between a rock and a hard place. The company needed to test its drug on children prior to getting FDA approval, yet the company could not find enough sick children to properly test the drug. Most students will probably agree that the company acted irresponsibly with its testing in Nigeria, and that the company should have proceeded more carefully, but some students may also suggest that had the drug proved to be extremely successful in treating bacterial meningitis, Pfizer might have been seen as a hero, despite its questionable ethics.2. A visiting American executive finds that a foreign subsidiary in a poor nation has hired a 12-year old girl to work on a factory floor, in violation of the company’s prohibition on child labor. He tells the local manager to replace the child and tell her to go back to school. The local manager tells the American executive that the child is an orphan with no other means of support, and she will probably become a street child if she is denied work. What should the American executive doAnswer: This question, illustrating a potentially very real ethical dilemma facing managers working in foreign subsidiaries, is designed to stimulate class discussion. Students should recognize that neither alternative—violating the company’s position on child labor, nor putting the child out on the streets—seems acceptable. In the end, many students may agree that allowing the child to continue to work in the factory is the lesser of the two evils.3. Drawing upon John Rawls’ concept, the veil of ignorance, develop an ethical code that will(a) guide the decisions of a large oil multinational towards environmental protection, and(b) influence the policies of a clothing company to outsource its manufacturing processAnswer: According to John Rawls, a decision is just and ethical if people would allow for it when designing a social system under a veil of ignorance. Rawls’veil of ignorance is a conceptual tool that can contribute towards the moral compass that managers can use to help them navigate through difficult ethical dilemmas. This question can produce some interesting responses particularly in a class with a diverse group of nationalities.4. Under what conditions is it ethically defensible to outsource production to producers in the developing world who have much lower labor costs when such actions also involve laying off long term employees in the firm’s home countryAnswer: This question is likely to stimulate some lively discussion, particularly if students have personally felt the impact of this practice. Many American companies are outsourcing not only blue collar work, but white collar positions to the developing world. Students are facing a tenuous job market where positions that they may have sought when they began their college degrees are being “shipped abroad.” Some students will argue that companies have to do what is best for all stakeholders, and if that means taking advantage of cheaper labor costs elsewhere, then that is the appropriate strategy. Others however, will probably argue that companies owe a social debt to their home countries, and that loyalty from long term employees should be rewarded.5. Are facilitating payments ethicalAnswer: Students will probably be divided on this question, and a lively debate should ensue. Certainly, the notion of when in Rome, do as the Romans do. However, those taking this perspective should recognize that it may be difficult to draw the line on exactly what is acceptable under this guise, and when bribery goes too far.Chapter 5: International Trade Theory。

国际商务谈判(答案及评分标准)

《国际商务谈判》参考答案及评分标准NOTE: Write your answer (s) on the Answer Sheet please.Ⅰ. Identify the following statements are True (T) or False (F). (40%)1 — 5: ( T ) , ( F ) , ( T ) , ( F ) , ( T );6 — 10: ( T ) , ( T ) , ( F ) , ( F ) , ( F ); 11—15: ( F ) , ( F ) , ( T ) , ( F ), ( T ); 16—20: ( T ) , ( F ) , ( T ) , ( T ) , ( T ); 21—25: ( F ) , ( T ) , ( F ) , ( F ) , ( F ); 26—30: ( F ) , ( F ) , ( F ) , ( F ) , ( T ); 31—35: ( T ) , ( T ) , ( T ) , ( T ) , ( F ); 36—40: ( T ) , ( F ) , ( T ) , ( F ) , ( T ); Ⅱ. Read the Case One below and make your comments about these phenomena.(30%）第1页共 2 页第 2 页共 2 页Ⅲ. Read the Case Two below and answer the following question. (30%） Question: If you were the negotiating scholar, please make some analysis and suggestions for the American company.评分标准：第I 题，1）本题满分为40分；2）每个选项1分，共40个选项，合计40分； 3）严格依照参考答案给分；第II 题，1）本题满分为30分； 2）给定答案为参考答案；3）依据参考答案，结合考生答案，可以灵活给分； 4）每个合理的comment 解释，可给5分；5）能答出5个合理的commen 解释，可给满分30分； 6）能答出5个以上合理的commen 解释，最多给满分30分； 7）每个不合理、或不正确的comment 解释，可给0分； 8）本题最多扣除30分；第III 题，1) 本题满分为30分； 2) 给定答案为参考答案；3) 依据参考答案，结合考生答案，可以灵活给分； 4) 每个合理的analysis 和suggestion ，可给5分；5) 能答出5个合理的analysis 和suggestion ，可给满分30分； 6) 能答出5个以上合理的analysis 和suggestion ，最多给满分30分； 7) 每个不合理、或不正确的analysis 和suggestion 解释，可给0分；8) 本题最多扣除30分；。

西财《国际商务谈判》教学资料课后习题答案第五章

第一章国际商务谈判的策略一、思考题1．谈判策略方针和路线的选择应考虑哪些因素？答题要点（1）规定谈判的总体方针谈判的总体方针是在选择谈判策略时首先要确定的。

是采取谋求一致的策略方针，还是用皆大欢喜的策略方针，或是以战取胜的策略方针。

（2）规定所期望的结局类型谈判人员通过谈判策略的运用，所期望的谈判结局是什么样的。

如:——要谋求怎样的协议，是全盘性的还是局部性的?——是书面合同还是口头保证?——是具体的条款细则还是概括的原则?——是直接达成协议还是日后另作计议?——是“拒之门外”，还是“以诚相见”？……（3）在现有的选择中，规定优先的选择（4）对谈判范围和谈判领域的事务作出规定这方面具体包括四个关键的内容：①如何确定谈判范围的界限，确定哪些是在任何情况下都不能谈判的，“即破裂点”。

②是有必要采取主动，发挥影响，努力占据有利地位；还是最好以逸待劳，在对方可能出现进攻或反攻之前，驻步不前，静观待命。

③时间的价值有多大?是需要速战速决，还是手中尚有一定机动时间；怎样使时间有利于己方，在延长时限的情况下应采取什么态度；尽可能以怎样的速度来控制辩论和事态的进展，是加速，还是胸有成竹、从容不迫。

④可接受什么程度或什么类型的风险，可向对方强加什么程度和什么类型的危险。

（5）规定采取何种“策略风格”人们把策略风格分成直接的、正面的、集中的风格和间接的、分散的、迂回的像“包抄”策略或“扩展、联结”那样的围棋风格。

此外，也可以从另一个角度把它们分为“进攻型”风格和“放手型”风格。

（6）策略也是对可供采用的机动手段和重大建议经过给以预先考虑的一种处置①在什么时候，打出什么牌?应通过施加压力，还是显示力量，或是坚持说服来作出行动?在论据上应依靠哪些要点?②如何安排第三者(或代理人)的干预?是否需要从现在起就建立某种“同盟军策略”？怎样才能达到这一目标，怎样利用这个策略，在什么关键时刻来利用它?③是否应估计到意外因素?如果答复是肯定的，那么这些因素究竟会带来好处还是造成混乱?应在什么情况下利用这些因素?④是否可以、是否应该求助于威胁、恫吓、讹诈等手段？如何建立起信任与互惠？2．采用投石问路策略注意的问题有哪些？答题要点采用投石问路策略时，关键在于给予对方足够的时间，并设法引导对方对己方所提问题作尽可能详细而又正面的回答，特别是应尽可能使对方感觉到己方所提出的每一个问题，都将关系到交易能否做成这一重要事项。

《商务谈判》课后练习

《商务谈判》课后练习一、单项选择题1.国际商务谈判的目的是（）。

A.政治利益B.经济利益C.社会利益D.民族利益正确答案：B答案解析：本题考查国际商务谈判的特点。

国际商务谈判的目的集中而鲜明地指向经济上的利益，虽然参与商务谈判的双方要受政治、外交因素的制约，但他们考虑的却是如何在现有政治、外交关系的格局下取得更多的经济利益。

2.商务谈判的核心内容是（）。

A.经济利益B.政治利益C.质量D.价格正确答案：D答案解析：本题考查国际商务谈判的特点。

虽然商务谈判所涉及的项目和要素不仅仅是价格，价格只是谈判内容的一个部分，谈判者的需要和利益也并不仅仅表现在价格上，但在几乎所有的商务谈判中其价格都是谈判的核心内容。

3.在一对一的个体谈判中，所选谈判人员应该是（）。

A.知识型B.智慧型C.决策型D.全能型正确答案：D答案解析：本题考查国际商务谈判的种类。

在人员的选择上，如果是一对一的个体谈判，那么所选择的谈判人员必须是全能型的。

4.按谈判中双方所采取的态度与方针来划分，谈判的类型不包括（）。

A.主场型谈判B.让步型谈判C.立场型谈判D.原则型谈判正确答案：A答案解析：本题考查国际商务谈判的种类。

按谈判中双方所采取的态度与方针来划分，谈判的类型包括让步型谈判、立场型谈判、原则型谈判。

5.下列属于按谈判的内容来划分的谈判类型是（）。

A.书面谈判B.主场谈判C.投资谈判D.多方谈判正确答案：C答案解析：本题考查国际商务谈判的种类。

按谈判的内容来划分，谈判类型有投资谈判、租赁及“三来一补”谈判、货物买卖谈判、劳务买卖谈判、技术贸易谈判、损害及违约赔偿谈判。

6.在某种谈判中，采用做法是：提议、让步、信任对方、保持友善，以及为了避免冲突对抗而屈服于对方。

这种谈判方法是（）。

A.让步型谈判B.立场型谈判C.原则型谈判D.中立型谈判正确答案：A答案解析：本题考查国际商务谈判的种类。

在一场让步型的谈判中，一般的做法是：提议、让步、信任对方、保持友善，以及为了避免冲突对抗而屈服于对方。