南通大学国际商务谈判判断期末考试

南通大学卖书买书换书联系我们微信公众号ntu-ershou二手书交易中心传递旧书分享知识资源有限服务无限一：T】Negotiation depends on communication.T】In a good negotiation, everybody wins something.T】Both sides should try to understand each other’s point of view before making a decision.F】There is such case as "take it or leave it” in international business. F】In the bidding stage each is negotiating towards the best advantage. F】The stages of the negotiation always follow one another in sequence. T】When negotiating, representatives or negotiators represent their own but often others’ interest.F】Being close or friendly with the other side may bring about the best outcome.T】International negotiations often require the use of translators to attain this goal.T】When counterparts are speaking, negotiators should look at them but not the translators.二：F】(1) The assumptions are true pictures of the world, they needn’t to be verified.T】(2) A good listener will hear out the other person before passing judgment and framing rebuttals.F】(3) When you didn’t hear something clearly, you couldn’t interrupt and ask the speaker to repeat, because this would make him or her angry. T】(4) The end of a talk is important because people remember best. F】(5) Most people speak in too low a pitch, especially when they get excited.T】(6) You can control and command a negotiation by proper use of questions.F】(7) When you are questioned, don’t say you lack knowledge about something in order not to lose face.F】(8) During the negotiation, try to smile at your opponents as much as possible.F】(9) Facial gestures can convey a more accurate assessment of your emotional state than other body movements.T】(10)Someone who likes you or your discussion will lean forward slightly in a relaxed manner with the back a little curved.三：F】1). During the negotiation, you should give your best offer at once. T】2). You should ask your audience form time to time for question and comment when you give your presentation.T】3). It is quite important to keep the negotiating team as small as possible.F】4). The negotiator’s job is to minimize the long-term benefits of the venture to secure short-term needs. (maximize)T】5). The chief negotiator must be a decision maker who can keep everyone satisfied without being distracted from the pre-established priorities.F】6). Experts can participate as negotiating members without being trained. (can’t)F】7). The key to successful negotiation is that our side should win. (both sides)T】8). A good negotiator demands not only the keenness of wit but also a high degree of sympathy with the party on the other side of the negotiating table.T】9). A better negotiator can improve personal and professional profitability.F】10). The same team should be kept throughout the negotiation. (There is no need to )四：T】1) Those informal negotiations don’t need an agenda.F】2) It’s better for the host company to impose the agenda at the start of the meeting.F】3) The visitors should propose an agenda.T】4) Budgeting an extra day prior to meetings is a worth investment. T】5) Good international flight can mean acuity at the negotiating table. F】6) It is wise to invite a Chinese company to the U.S. during the Lunar New Year period for negotiation. (unwise)T】7) An agenda can be presented by one side or prepared by both sides. T】8) Social events are a continuation of the negotiations.F】9) Learning to deal with the objective of negotiation is to keep them rigid. (fluid)T】10) Issues for negotiation are the things on which one side takes an affirmative position and the other a negative position.F】11) A majority of negotiators find it more comfortable and more constructive to use a rectangular table. （round table）F】12) Negotiators shouldn’t st art off the meeting with completely irrelevant topic.五：F】1). If one team is too aggressive, it is very necessary for another team to respond in the same way.T】2) Negotiations may fail for a variety of reasons such as competitors offering a better deal, problems seeming too difficult to solve, personalities clashing and negotiating clashing.F】 3) In order to sort out the solutions, both parties should keep sight of the main objectives and maintain a negative tone. (positive tone)T】4) Sometimes you need to keep the overall objective in mind, and make concessions to maintain a positive tone.T】5) The open bids should be the highest defensible and be put firmly, clearly without apology or hesitation.F】6) There are three guidelines to the way in which a bid should be presented: firmly, clearly and with comment. (without comment)T】7) There are two ways we can influence the deal. One is to influence the negotiator; the other is to influence the situation.F】8) To some extent first bid is less influential than responsive bid. F (more )F】9) A low bid gives scope for manoeuvre during the later bargaining phases. (high)T】10) It’s necessary to summarize, produce a written record and to identify action needs and responsibilities at the end of the negotiation. 六：T】1) Recessing is a profitable device for both parties.T】2) Setting deadlines could help briskness and the concentration of energy.F】3) It is not necessary that the parties be in agreement as to the language and terms of the deal before its closure. (should be in agreement as to …)T】4) Whether we like it or not, there are places where lubrication is practical.F】5) The implications for the negotiation of having a deadline are negative. (positive )T】6) The Golf Club and the study group are useful in team negotiations. F】7) Only one side has the chance to close the deal and the more proactive the decision maker is, the greater the chance of controlling the process he’ll get.(both sides have the chance to…)T】8) Declining the deal must be done with the greatest diplomacy because the potential for future dealings is very important.F】9) The Golf Club is for the team leaders to agree to meet formally in some environment which encourages mutual trust and openness. (informally)F】10) When the negotiations between teams get bogged down, it is useless to set up a sub-group. (helpful to set up…)七：T】1)We must always aspire high in our strategic thinking.F】2) For a quick deal, we don’t need to have very precise targets, and very clear views about the extent to which we could compromise. (we need to have …)F】3) The first thing you need to do in dealing with a difficult person isto control that person’s behavior but not to control your own. (not to control that person’s behavior but to control your own)T】4) It is imperative that good negotiators know how to both manage and express anger appropriately.T】5)Conflict can provide us with new information about a situation. F】6) In the middle of a negotiation it is sometimes ineffective to substitute a new team leader. (effective)T】7) In the strategy of reversal, you act in opposition to what may be considered to be the popular trend or goal.F】8) It is desirable that each negotiator should negotiate in a style foreign to him which reflects his strengths. (a style foreign to him will only expose his weakness)T】9) Core values are powerful because they generate feelings, thoughts and behavior. They are deeply held values that govern how you behave across a great many situations.F】10) Effective negotiators accept that they are human----not perfect----and they turn their mistakes into learning opportunities. Therefore, they have a longer recovery time before returning to full effectiveness. (shorter)八：F】1) The win-lose strategy is the best that every negotiator can pursue. F】2) An experienced negotiator talks much and rarely pauses to listen. T】3) Persons who firmly maintain the desired objectives to the end can get the best deal.T】4) Without information, you can’t make effective strategies and tactics.F】5) Quotation is an indication of price with contractual obligation. F】6) Arbitration is just amicable consultation between the seller and the buyer.T】7) The first step in most successful sales negotiation is effective planning.F】8) Once your plan is made, you needn’t modify it.T】9) Your targets should not be exposed to your counterpart at the beginning of a negotiation.F】10)When designing strategies, you should only think about your strengths without taking care of your weaknesses.九：T】(1)every international sales or purchase contract should provide for four basic terms:A. the description of the goods in terms of type, quantity and qualityB.the time of deliveryC. The priceD.The time and means of paymentF】(2)Cultural issues are not the decisive factors in the negotiation, so you needn’t be sensitive to the other party’s cultureF】(3)During the negotiation, you can gain some advantage by criticizing the politics and religion in your counterpart’s countryT】(4)the more definitive the terms, the fewer the disputesT】(5)You’d better review and understand every term before you sign a contractF】(6)A contract legally binding when a party has drafted itF】(7) A party can alter the contract without other party’s consentF】(8)litigation is the best means of dispute settlement, for the expense is relatively lowF】(9)if a mediator develops solutions, both contract parties must accept them.T】(10)in some countries, all contracts with their nationals must be subject to their laws。