南通大学国际商务谈判判断期末考试

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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.