国际商务谈判知到章节答案智慧树2023年外交学院

国际商务谈判知到章节测试答案智慧树2023年最新外交学院
绪论单元测试
1.Negotiation is an integral part of daily life and the opportunities to negotiate
surround us. （）
参考答案:
对
第一章测试
1.Due to advances in technology and changes in the workplace, negotiation is
becoming: （）
参考答案:
An increasingly important skill for people to hone.
2.Which of the following is least likely a negotiation situation? （）
参考答案:
The invitation you receive to a party says you can bring a friend.
3.Implicit in all negotiations is that the parties are: （）
参考答案:
interdependent.
4.The basic problem in most negotiations is: （）
参考答案:
Conflicting interests.
5.Negotiation is a process reserved only for the skilled diplomat, top
salesperson, or ardent advocate for an organized lobby. （）
参考答案:
错
第二章测试
1.The first step of the first stage of a negotiation is: （）
参考答案:
Pre-negotiation preparation.
2.Effective negotiation preparation encompasses three general abilities:
situation assessment, other-party assessment, and _______.（）
参考答案:
self-assessment
3.BATNA is short for ‘Best Alternative To a Negotiated Agreement’.（）
参考答案:
对
4.In order to reach a successful negotiation outcome, the negotiators must
understand that their BATNA is: （）
参考答案:
determined by objective reality
5.When, you are asked about your desired salary in a job interview, what is the
best response to use with the prospective employer? （）
参考答案:
Identify a variety of different combinations of highly attractive offer
packages and present those packages to the employer
6.What is meant by the hidden table in a negotiation? （）
参考答案:
Important parties who are the real decision makers are not present at the negotiation table
7.The strategic planning stage of preparation includes: （）
参考答案:
Defining the situation, establishing the desired goals, formulating a
strategy and deciding how to implement the strategy.
8.To achieve the greatest gains, negotiators should stick to the script they
created during the preparation phase. （）
参考答案:
错
第三章测试
1.Negotiators who are highly concerned with achieving their substantive goals
but have significantly less concern for the relationship or for the other
party’s substantive goals are likely to adopt: （）
参考答案:
A distributive strategy.
2.Accommodative strategies emphasize: （）
参考答案:
null
3.Win-win negotiation does not pertain to how the pie is ____ but rather, to how
the pie is _____ by negotiators.（）
参考答案:
divided ; enlarged
4.In a positive bargaining zone, negotiators’ reservation points overlap. If the
parties fail to reach an agreement when a positive bargaining zone exists, the outcome is ______ because ______.（）
参考答案:
a suboptimal impasse; the negotiators left money on the table
5. A negative bargaining zone indicates that:（）
参考答案:
there is no positive overlap between the parties’ reservation points
6.The package of issues for negotiation is the Bargaining mix. （）
参考答案:
对
7.Context issues (e.g., history of the relationship) can affect negotiation. （）
参考答案:
对
8.To negotiate optimally, each party’s interests should be kept secret from the
other party.（）
参考答案:
错
9.The strategy of an integrative approach to negotiation involves: （）
参考答案:
Creating value.
10.The situational characteristics that determine which negotiating strategy is
most appropriate are: （）
参考答案:
Goals, resources, and the level of the relationship and trust.
第四章测试
1.What are the most critical precursors for achieving negotiation objectives?
（）
参考答案:
Effective strategizing, planning and preparation
2.What action can be taken after the first round of offers? （）
参考答案:
All of the above.
3.When formulating counteroffers and concessions, negotiators need to
consider three things: （）
参考答案:
the pattern, the magnitude, and the timing of concessions
4.Drawing up a firm list of issues before the initial negotiation meeting is a
valuable process because it forces negotiators to think through their
positions and decide on objectives. （）
参考答案:
对
5.Each party's resistance point is openly stated at the conclusion of
negotiations. （）
参考答案:
错
第五章测试
1.Selective presentation can be used to lead the other party to form the desired
impression of your resistance point or to open up new possibilities for
agreement that are more favorable to the presenter than those that currently exist.（）
参考答案:
对
2.Hardball tactics are designed to （）
参考答案:
null
3.Studies indicate that negotiators who make low or modest opening offers get
higher settlements than do those who make extreme opening offers. （）
参考答案:
错
4.One way negotiators may convey the message that "this is the first offer" is
by making the first concession substantial. （）
参考答案:
错
5. A small concession late in negotiations may indicate that there is little room
left to move. （）
参考答案:
对
ing objective criteria is most effective when each party searches for its
own criteria as opposed to searching for objective criteria together. （）
参考答案:
错
7.Which of the following is a major step in the integrative negotiation process?
（）
参考答案:
All of the above are major steps in the integrative negotiation process.
8.In which major step of the integrative negotiation process of identifying and
defining the problem would you likely find that if the problem is complex and multifaceted the parties may NOT even be able to agree on a statement of the problem? （）
参考答案:
state the problem with an eye toward practicality and
comprehensiveness.
9.What approach(es) can parties use to generate alternative solutions by
redefining the problem or problem set? （）
参考答案:
logrolling;nonspecific compensation
10.In brainstorming（）
参考答案:
parties are urged to be spontaneous and even impractical.
11.When formal channels of communication break down, negotiators are
permitted to finding alternatives and can use which of the following? （）参考答案:
all of the above
12.If both parties understand the motivating factors for the other, they may
recognize possible compatibilities in interests that permit them to invent
positions which both will endorse as an acceptable settlement. （）
参考答案:
对
13.Hardball tactics work most effectively against powerful, well-prepared
negotiators. （）
参考答案:
错
14.Which of the following processes is central to achieving almost all integrative
agreements? （）
参考答案:
null
15.What are the strategies for responding to hardball tactics?
参考答案:
Co-Opt the other party;Ignore them;Respond in kind;Discuss them
第六章测试
1.Research studies suggest that culture does have an effect of negotiation
outcomes, although it may not be direct and it likely has an influence through differences in the negotiation process in different cultures.（）
参考答案:
对
2.The best approach to manage cross-cultural negotiations is to be insensitive
to the cultural norms of the other negotiator's approach. （）
参考答案:
错
3.Which of the following best describes the differences between individualism
and collectivism as cultural values in negotiation? （）
参考答案:
Individualists see themselves as autonomous entities; collectivists see
themselves in relation to others
4.Negotiators who belong to which of the following cultures are likely to
engage in a reciprocal offering strategy? （）
参考答案:
High context/collectivistic.
5.Which of the following strategies should negotiators with a low familiarity
with the other culture choose? （）
参考答案:
null。