宁波大学国际商务谈判作业
国际商务谈判练习题.doc
国际商务谈判练习题项目一【知识强化训练】一、重点概念题1.商务谈判2.国际商务谈判3.国际商务谈判原则4.软式谈判5.硬式谈判6.原则式谈判二、单项选择题1.国际商务谈判屮常见的谈判类型是( )A客座谈判B小组谈判C “一对一”谈判D大型谈判2.谈判的核心是（）A说服对方接受自己的观点或做法, 实现自己的利益B信息交换与信息共享C谈判的结果具有法律后果D主体地位平等，利益互惠3.适用于国际大宗商品或成套项目买卖的谈判是（）A主座谈判B客座谈判C主客座轮流谈判D第三地谈判4.国际商务谈判的最大特点是（)A政策性B跨文化性C国际性D复杂性5.参与国际商务谈判的前提条件是（)A诚实信用B据理力争C求同存异D平等互利6.商务谈判的核心议题是（A获得经济利益B价格C互惠互利、双赢D当事人进行协商调整、妥协让步7.在商务谈判中双方平等协商、以诚相待、客观公正、互谅互让、力求双赢，最终实现互惠合作的谈判方式是（）A软式谈判B硬式谈判C原则式谈判D软式和硬式相结合的谈判三、多项选择题1.谈判的特点（）E 谈判的政策性2. 国际商务谈判的特征有（）A 国际性B 跨文化性C 复杂性D 困难性E 政策性3. 在国际商务谈判中引入的客观标准必须符合的要求是（）A 必须符合国际惯例B 具有科学性和权威性C 具有合法性和可操作性D 必须符合谈判方所在国的技术标准E 具有独立于谈判各方主观意志Z 外的客观性。
4. 国际商务谈判按谈判形式分为（）A “一对一”谈判B 小组谈判C 买方谈判D 大型谈判E 卖方谈判5. 在国际商务谈判中要把握互惠互利原则，必须注意（）A 寻找共同目标事项B 扌宾弃细枝末节C 引入客观标准D 言之有据，以理服人E 善于适当妥协6. 国际商务谈判的构成要素有（）A 谈判主体B 谈判客体C 谈判议题D 谈判磋商E 谈判结杲四、 简答题1. 按商务谈判的态度可将商务谈判分为哪儿类？在正确选择这儿类谈判方式时应注意 的问题有哪些？2. 按在交易中的地位可将商务谈判分为哪儿类？各有什么特征？3. 简述商务谈判的特征。
国际商务谈判大作业
Based on this case, we can find that the Australian negotiator lacks enough patience. In fact that he should be more polite and friendly in the negotiation process. Both two negotiators should negotiate on an equal footing throughout the process. Whether the negotiation goes well or not, some impolite behavior should not be displayed, which is a negotiator's self-cultivation and the image of the company represented.From this case, we could guess that the Australian negotiator also lacks knowledge of Japanese culture. The Japanese negotiator drew back and softened their stance, which I think is inextricably linked to the native Japanese culture. Public rude behavior is not allowed in Japan. The Japanese never suppressed their emotions and did not publicly lose their temper. Meanwhile, the fear of the failure of the negotiations also prompted them to retreat in the first place.In this case, above two negotiator had a dominant negotiating style, which made the negotiation unfair,especially to the Japanese negotiator. Although the final deal is temporarily reached, the result is not win-win.That may destroy the long-term cooperation between the two parties. Under such a premise,we have to wonder whether the Japanese negotiating will seek new partners in such an unfair deal, which is not good for long-term cooperation.2.Through the analysis of this case, I believe that Sinochem Group has a stronger sense of demand. At that time, Sinochem as a growing company, was seeking opportunities of investment in the oil industry. During the period of Chinas rapid development, Sinochem, as a growing company, hopes to negotiate with Iraqi companies through bidding to seek development. This is completely understandable and an essential step in its future development.However, Iraq does not make any response to Sinochem, which is very unprofessional.Of course, we can also guess that Iraq may be dissatisfied with Sinochem’s bidding conditions,may be they do not want to cooperate with Chinese companies,or they have another ideas.But not responding itself violates international practices. I think this is due to Iraq’s ignorance of international practices. For this case,due to the Northern Oil Company kept silent about the request for proposal, Sinochem had to look to other countries for oil concessions.And not much later, Sinochem became an important partner of Iran’s oil industry. This behavior caused them to lose many favorable opportunities, damage their business image and reduce their international reputation.In summary,in business activities,no matter the size of thecounterparty's company,any company should respond in a timely manner.Otherwise,it may damage its reputation and cause the loss of more opportunities in the future.。
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。
国际商务谈判习题和答案
国际商务谈判习题和答案国际商务谈判习题和答案国际商务谈判是企业在全球化背景下进行业务拓展和合作的重要手段。
在这个竞争激烈的市场中，掌握谈判技巧和策略对于企业的成功至关重要。
下面将提供一些国际商务谈判的习题和答案，帮助读者更好地理解和应用于实际场景。
1. 请列举出国际商务谈判中常见的谈判策略。
答案：常见的谈判策略包括合作策略、竞争策略、妥协策略和回避策略。
合作策略强调双方合作、互利共赢，通过共同努力达成双方的利益最大化。
竞争策略则强调自身利益最大化，通过竞争手段争取更多的资源和利益。
妥协策略是在双方利益差距较大时，通过让步和妥协达成一致。
回避策略是当双方无法达成一致时，选择暂时搁置或放弃谈判。
2. 在国际商务谈判中，如何应对对方的威胁和压力？答案：对方的威胁和压力是谈判中常见的策略之一。
应对对方的威胁和压力，首先需要保持冷静和理智，不被对方情绪所左右。
其次，可以通过提供证据和数据来反驳对方的观点和主张，以事实说话，增加自己的说服力。
此外，可以寻找第三方的支持和认可，通过引入中立的观点来平衡对方的威胁和压力。
最重要的是，保持自信和坚定，坚守自己的底线，不轻易妥协。
3. 在国际商务谈判中，如何处理文化差异带来的挑战？答案：文化差异是国际商务谈判中常见的挑战之一。
首先，需要对对方的文化进行了解和尊重，避免冒犯对方的文化习俗和价值观。
其次，可以通过语言和沟通方式的调整来降低文化差异带来的障碍。
例如，使用简洁明了的语言，避免使用隐喻和口头禅。
此外，建立信任和良好的关系也是处理文化差异的关键，通过共进晚餐、参观当地景点等方式增进相互了解和信任。
4. 在国际商务谈判中，如何应对谈判中的不确定性？答案：谈判中的不确定性是无法避免的，但可以通过一些策略来应对。
首先，需要在谈判前做好充分的准备工作，了解对方的需求和底线，预估可能出现的问题和困难。
其次，要保持灵活性和应变能力，随机应变，根据谈判的进展和对方的反应做出相应的调整。
国际商务谈判真题202008
2020年8月高等教育自学考试国际商务谈判一、单项选择题：本大题共20小题，每小题1分，共20分。
1.一般商品的买卖谈判又称为A.劳务买卖谈判B.货物买卖谈判C.技术贸易谈判D.违约赔偿谈判2.国际商务谈判的PRAM模式中的“P”是指A.关系B.计划C.维持D.协议3.主张编撰法典的是A.大陆法B.英美法C.判例法D.神教法4.以下选项中，不属于国际商务谈判的常见法律问题的是A.谈判主题的资格问题B.合同的效力问题C.争端解决方式D.法律形成依据5.人的个性的具体表现不包括A.情绪B.性格C.能力D.素质6.与进取型对手谈判的禁忌不包括A.不主动进攻B.试图支配控制他C.压迫他作出过多的让步D.提出相当苛刻的条件7.按谈判信息的内容来划分，可将谈判信息分为A.语言信息和文字信息等B.经济性信息和政治性信息等C.社会性信息和科技性信息等D.自然环境信息和社会环境信息等8.速记或打字员属于谈判队伍的A.一层次B.二层次C.三层次D.四层次9.谈判开始，双方立场均谨慎、现实，尽量寻求适合各方谈判需要的不同谈判方式。
这种谈判风格属于A.软弱型模式B.进取型模式C.合作型模式D.强有力型模式10.以下有关戏剧式模拟的说法中，正确的是A.可以利用谈判者的竞争心理B.有助于谈判者共同想象谈判全过程C.每个谈判者都在模拟谈判中扮演特定角色D.能使每个谈判者充分发表意见并互相启发11.开场陈述的内容不包括A.己方的利益B.己方的原则C.己方可向对方让步的事项 D，己方希望对方让步的事项12.以下有关报价虛头的说法中，不正确的是A.报价有一定的虛头是正常情况B.较高的虚头对于价格政策为“厚利少销”的商品是必要的C.虛头越高越好D.过分的虚头会给谈判造成困难13.产生僵局频率最高的谈判主题是A.质量B.价格C.数量D.包装14.“ 您是否认为售后服务没有改进的可能?”这种发问类型属于A.封闭式发问B.澄清式发问C.强调式发问D.探索式发问15.迂回入题的做法不包括A.从自谦入题B.从题外话入题C.从介绍己方谈判人员入题D.从介绍己方产品入题16.与人交谈时，视线接触对方脸部的时间在正常情况下应占全部谈话时间的A.30%-50%B.30%-60%C.40%-50%D.40%-60%17.在谈判时，掌心向上伸出与对方握手。
国际商务谈判-大作业A
国际商务谈判-大作业A《国际商务谈判》非试卷考试试卷（A）卷题目：XX产品国际商务谈判计划书（方案）一、大作业要求⒈分组协作完成.每一组推荐一名组长负责.2.统一封面3.目录4.前言(200字左右)5.小组介绍姓名,分工等6.每个小组成员在调查的基础上提供相应资料7.组长负责将组员调查中收集到的材料加以系统整理，分析研究，以书面形式汇报调查情况，即写出小组的调查报告。
（3000字左右）8.报告后附上评分表二、格式要求作业须用A4(210×297mm)标准、70克以上白纸，一律采用单面打印；作品页边距按以下标准设置：上边距(天头)为：30 mm，下边距（地脚）25mm，左边距和右边距为：25mm；装订线：10mm；页眉：16mm，页脚：15mm。
（1）页脚从作业正文部分开始，用阿拉伯数字连续编页，页码编写方法为：第ｘ页，居中，打印字号为小5号宋体。
（2）字体与间距作业正文字体为小四号宋体，字间距设置为标准字间距，行间距设置为22磅。
（3）作业装订顺序①封面。
②成绩评定表。
③“目录”，黑体三号，居中，段前段后各半行。
内容用楷体小四，列明二级标题。
格式如下：“一、空格，标题内容（一）空格，标题内容”④正文。
文章标题，黑体三号，居中，下空一行。
正文内容宋体小四。
一级标题“一、（空格）”黑体四号，独占行，末尾不加标点。
二级标题“（一）（空格）”黑体小四，独占行，末尾不加标点。
三级标题“⒈”黑体小四，独占行，末尾不加标点。
四级以下标题“（1）”，“①”宋体小四，末尾加标点。
后面直接写正文。
2014年11月。
《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。
国际商务谈判作业
国际商务谈判作业班级：国贸10级班学号：20104姓名：手机：商务谈判课堂感受学完这门课我认为我受益匪浅，首先卢老师讲课，态度认真负责，一丝不苟，语言生动活泼，课堂氛围特别好。
再加上老师言传身教，细致入微，句句箴言，总的来说，我很钦佩卢老师，特别是在我看来卢老师授课有以下几点特色：一、实用性教学。
卢老师授课总是具有启发性、实用性，在课堂上每提出一个问题，都是深思熟虑过的，切实关乎我们生活、学习、工作的问题。
比如：在问完问题之后，她不是直接填鸭式的给出答案，总是先询问同学们问题的答案，对于同学们给出的答案，她总是按事实说话，从不因为别人的话语而决定自己的是非判断，对于好的答案，她也从不吝啬褒奖的语言。
每次从老师褒奖我的话语中都能给我很大的自信，真的不得不说，卢老师始终坚持实事求是，求真务实的教学方法。
二、教学严谨甚微、说理透彻明晰。
卢老师是一个时尚而不冒进，传统而不守旧的人，再加上常年在国外的见闻，在课堂上往往有独特的见解，而且授课方式也和其他老师有很大不同。
例如模拟商务谈判，其他老师可能会嫌麻烦，不会让我这样大张旗鼓的组织，而且还让我们邀请院长和辅导员，这绝对是非保守守旧之人，对教学漠不关心之人可以做出来的。
老师对社会时政关注颇多，针对一些社会热门话题，不轻说，不胡说，即使说也是认真的对这些话题给出清晰的透彻的说明，帮助我们做出理性的判断。
三、实例授课，活学活用。
卢老师年轻时做外贸，常年与外国人打交道，有丰富的工作经验和人生感悟。
在课堂上教我们不同国家的人的不同性格，怎样和不同国家的商人打交道等都是无比宝贵的人生经验，对我们绝对是受益匪浅。
卢老师不仅给我们讲她在不同国家的商务谈判体会，还让我们自己组织演练商务谈判，增加自己的实战经验，让我们更加淋漓尽致的体会真实商务谈判。
这对我们非常重要，非常有用。
四、教我们面试技巧。
无论是穿着打扮，还是谚语词汇，卢老师都详细的交给我们，让我们不仅学到了很多之前老师在课堂上不会讲的知识，还对我们马上面临的就业有很大帮助，卢老师真是一个从实际出发的好老师，卢老师本人也是一个穿着时尚大方，颜色搭配相当合适的老师。
国际商务谈判试卷.doc
原则型谈判和软式谈判 集体谈判 横向谈判 投资谈判A.实力B.经济利益C.法律D.级别法律人员 商务人员 财务人员 技术人员图形式数据式 农格式 D.组合式合作型模式B 对立型模式温和型模式 中立型模式中国式报价 H 本式报价 东欧式报价 中东式报价A.坚定B.等额C.风险性D.不平衡8.商务谈判屮, 作为摸清对方需要,掌握对方心理的手段是（A.问B.听C.看D.说国际商务谈判试卷1 第一部分选择题一、单项选择题（本大题共15小题，每小题1分，共15分）在每小题列出的四个选项屮只有一个选项是符合题口要求的，请将正确选项前的字母填在题后的 括号内O1•按谈判中双方所采取的的态度，可以将谈判分为立场型谈判、2. 在商务谈判中，双方地位平等是指双方在—上的平等。
（3•价格条款的谈判应由—承捉。
（4•市场信息的语言组织结构包括文字式结构和—结构。
（5. 根据谈判者让步的程度，谈判风格口J 分为软弱型模式、强有力模式和（6. 在国际商务谈判屮，冇两种典型的报价战术，即曲欧式报价秋7. 在缺乏谈判经验的情况下，进行一些较为陌生的谈判，谈判人员应采取的让步方式。
10.谈判中最为纷繁多变，也是经常发生破裂的阶段是谈判（）A.初期B冲期 C.协议期 D.后期11.国际商务谈判非人员风险主要冇政治风险、自然风险和（)屮，A.技术风险B"场风险 C.经济风险 D.素质风险12.谈判屮，双方互赠礼品吋，西方人较为重视礼物的意义和（)A.礼物价值B.礼物包装C.礼物类型D.感情价值13.谈判中以与别人保持良好关系为满足的谈判心理属于是（)A.进取型B关系型 C.权力型 D.自我型14.英国人的谈判风格一般表现为（)A.讲效率B.守信用C.按部就班D.有优越感15 •日木人的谈判风格一般表现为（)A.宜截了当B.不讲面子C.等级观念弱D.集团意识强二、多项选择题（本大题共11小题，每小题1分，共11分）在每小题列出的四个选项中有二至四个选项是符合题冃要求的，请将止确选项前的字母填在题后的括号内。
国际商务谈判参考答案
Keys to the exercisesChapter 1 Fundamentals of International Business Negotiation Communication Exercises1. Change the sentences from negative to positive.1) I want a job.2) I work hard.3) My job is terrific.4) This office is great.5) My co-workers are super.6) The Personnel Director is nice.7) My health is good.8) My attitude is positive.9) I make a good impression.10) I understand.2. Change or add to these sentences so that they do not just state what you want, but invite your negotiating partner’s opinion.a) Could we finish at five---if that’s all right with you?b) I hope you don’t mind if Miss Li sits in during the negotiation?c) Perhaps we could take a break now. Is that OK?d) Could we look at these three areas this morning?e) I would like to go through the written offer clause by clause, if that’s OK?f) Do you mind if I answer your questions at the end?3. What is meant by “negotiation”? How would you define “negotiation”?A negotiation is a meeting in which both parties need each other’s agreement to reach a specific objective. It is the mechanism by which people trade things of value in a civilized manner. Negotiation depends on communication. It occurs between individuals acting either for themselves or as representatives of organized groups. Negotiations are very much part of working and home life. Negotiations could be either internal or external, long or short, formal or informal. The goal of negotiation is not to win but to succeed. The mechanism of successful negotiation is collaboration.In negotiations, both parties should know----why they negotiate----who they negotiate with----what they negotiate about----where they negotiate----when they negotiate----how they negotiate4. Fill in the blankshuman, negotiable, interest, giving, trust5. Answer the following questions1) Physical or survival needs; Security and safety needs; Social needs; Ego oresteem needs; Self-realization needs2) Exploration, bidding, bargaining, settling and ratifying.6. Put the following into English1) Are you negotiable?2) I’m sure there is some room for negotiation.3) Before we have anything to negotiate, you have to make me an offer.4) We could add it to the agenda.5) Would anyone like something to drink before we begin?6) See what I can do.7) I would if I could.8) I know I can count on you.9) We’ll come out from this meeting as winners.10) I’ll try to make you happy.7. True or false1) T 2) T 3) T 4) F (Everything is negotiable.)5) F (bargaining stage)6) F ( Do not often. Sometimes they will follow the sequence n one aspect ofthe deal and then start all over again on a second aspect.)7) T8) F (May not. Because either side may be wiling to say what it thinks or takea position and stick to it )9) T 10)Negotiation skills1. (omitted)2. What are the elements of a successful negotiation process？There are seven basic elements that should be considered when analyzing the negotiation process:a.The relationship among the parties.b.The parties’ interests -- why they need to reach their stated objectivesc.An understanding of the choices available if the parties cannot reachagreement, often called their BATNA -- Best Alternative To a Negotiated Agreementd.Creativity which will expand the bargaining choices among which theparties can choose to reach agreemente.Fairness -- a person who negotiates unfairly may be able to force anagreement, but the ‘forced’ party will be reluctant to fulfill their share of the agreementf.Whether commitment has been reached. Will the parties each feelcommitted to doing what they have agreed? Is each party capable of fulfilling their share of the deal?g.Negotiation is all about communicating information. If one party knowseverything then why do they need to negotiate with anyone else?And the foundation of good negotiation is preparation. Be prepared and the negotiation will bring a result that really works. If well prepared you are less vulnerable to surprise, and that increases the likelihood you’ll be happy with the result.3. Your client comes into your office and is exceedingly grumpy and difficult to talk to. How do you approach your client so as to make your meeting as productive as possible?Answer: (e)When the client is grumpy, their emotions will inevitably cloud their judgment and make it difficult to interact with them on substantive matters. At the same time, if they are experiencing anger, it is important to ensure them that we understand that they are upset. By acknowledging the client’s anger and offering our assistance, the client will feel as though we are on the "same side" and treat us as friends and continue to direct their angerelsewhere- allowing us to focus on the substantive issues.Chapter 2 Proper Behaviors in International Business Negotiation Communication Skills1. What would you say if…a.Thank you./No, after you.b.Thanks. I’ll need it.c.Thanks. That’s very kind.d.Thanks for coming all the way.e.Thanks for helping. That was very kind of you.f. Thank you for thinking of me, but I’m afraid I can’t take it.2. Answer the following questions.(1) Only about half of what he or she heard(2) Not only does note taking force you to listen carefully, but it alsopsychologically throws the speaker off the balance when he or she sees you nodding and furiously writing away and having a record of all the facts and basically everything said. A further benefit of note taking is that you have the perfect excuse to avoid eye contact if you are afraid to reveal your reactions to someone’s proposals(3) Questions appear to be able to be divided into five basic functions:①Cause attention.②Get information.③Give information.④Start thinking.⑤Bring to conclusion.(4) There are two ways to assure a high degree of reliability for answers toyour questions. One way is to lay the foundation for asking them. The second is through the use of the tactic called “bipolar questioning.”(5) A firm handshake gives the impression of quiet confidence and says thatthis person is glad to meet you.3. Choose the best answer.(1) D (2) C (3) B (4) A (5) (6) D (7) B (8) C (9) A (10)A4. Translate the following into English.(1) There’s a great demand for our new product.(2) This product has good prospects.(3) We need to talk about the basic terms of the transaction.(4) If your prices are reasonable and the quality is satisfactory, we shall placesubstantial orders with you.(5) It’s unwise for both of us to insist on his own price. Can we each makesome concession?(6) If you cannot reduce your price, we’d rather call the whole deal off.(7) If you want to expand your business in this market, you have to takeflexible ways in adopting payment terms.(8) We regret that we cannot accept your demand for direct shipment.(9) This product has many advantages compared to other competing products.(10)I’m very glad that we have finally come to an agreement. We’ll go on toother terms and conditions tomorrow. Is it all right with you?5. True or false.(1) F (2) T (3) F (4) T (5) F (6) T (7) F (8) F (9) F (10) T Negotiation Skills1. The person you are negotiating with continually repeats the same argument despite the fact that you have given them a number of counterarguments. What do you do to move the negotiation forward?Answer: (a)One of the most powerful tools in negotiation is how to listen to what the other party is saying. Very often, we are too focused on the points we are trying to get across to listen to what our counterparts are trying to say.If people keep repeating themselves, they are subconsciously sending a signal that they feel what they are saying is important. And they want us to acknowledge that we have heard and understand them.Accordingly, the best thing to do in this situation is to rephrase what they keep repeating and ask them if we have accurately restated their point. Only when they feel as though they have been heard will they be able to listen to usEffective listening involves much more than simply hearing and understanding what the counterpart is saying. Effective listening is a set of tools and techniques which expertnegotiators use to gain control of the negotiation and turn it to their advantage.2. What are the key communication skills used in negotiation?(omitted)Chapter 3 Choosing the Negotiation Team Communication Exercises1. What is the more indirect question or statement behind the following sentences?a. I’m not entirely convinced by these forecasts.b.We’d like to know something about your planning.c.I’d be interested to hear a bit about payment.d.Your costs could cause one or two problems.e.Perhaps we could talk a little bit about figures.f.That figure looks a little on the high side.g.Delivery is an area which we’d like to explore a little further with you.h.I’d like to know more about your management structure.1.Write the name of the position in the blank.1) CEO/the president2) Assistant Manager, Europe3) Purchasing Clerk4) Personnel Assistant5) Vice-President, Administration3. (omitted)4. (omitted)5. Fill in the blanks1）maximum2) observers; advisers; speaking; training6. Translate the following into English1）Negotiation is a team sport.2）The negotiator’s function is to negotiate, while the functional specialists provide specialist advice or information.3) The team leader is the person who generates enthusiasm in his team tomaintains the morale under all conditions.4) The team members must learn that the opponent and its representativesare adversaries although they may be friendly.5）I’m afraid you are not in our ballpark.6) Excuse me, but it seems to me we’re giving up too much in this case. 7）That’s too great a financial burden for us.8) 10% is beyond my negotiating limit.9）If you can guarantee that on paper, I think we can discuss this further. 10）Could you explain what you mean by that？7. True or false1). F 2). T 3). T 4). F (maximize) 5). T 6). F (can’t)7). F (both sides) 8). T 9). T 10). F (There is no need to )Negotiation skills1. What do you think are the personal qualities of a good negotiator?A good negotiator needs to be:1) A good listener2)Open-minded3)Willing to do the homework to determine her/his interests,objectives, and alternatives4)Well-prepared5)Creative6)Able to merge what he knows about his own interests andresources with the interests and resources of his negotiationpartner7)Someone who is always learning from experience, from otherpeople and from history2. How to be a cool negotiator?Acting cool is a good part of successful negotiation. But one needs to make sure it is not just an act. The ‘coolness’ needed for successfulnegotiation really means keeping a cool analytical head. If there is anychance one should prepare ahead of time: what do I want and why do Iwant it? What do they want and why do they want what they want?During the process, one should find ways to take a step back from thediscussion and look at what is going on with that same cool head. ‘Why did he say that? What arguments or tactics are being used?3. How to control anger for effective negotiating?When tempted to get angry, remember to check whether or not it is your turn. If it is someone else’s turn to get angry, sit there and take it by reminding you how wonderful you are to be in such control of your emotions.One fundamental rule is: only one person can be angry at a time. Don’t let thesituation escalate, civility will slip away awfully quickly and there will be a very tough time healing the relationship or solving the initial issue.4. What are the advantages and disadvantages of team negotiations? (omitted) Chapter 4 Preparing for Negotiation1. What would you say in these situations?1) Mrs Zhang, I’d like you to meet Tracy Morris. She’s our new sales clerk.2) Hello, Kathy. Nice to meet you.3) That’s right. Yes, we once worked together in.4) I’m terribly sorry. I’ve forgotten your name.5) Yes, good morning. My name is … I’ve got an appointment with…6) Did you have a good journey? It’s very nice of you to come all this way.7) Would you like a coffee? Or Would you like something to drink?8) Good heavens, is that the time? I didn’t realize it was so late. I really mustbe going now.2. Make these sentences more concise1) He’s an assistant in Personnel.2) She’s the Vice-President in Sales and Marketing.3) He’s the Assistant Manager in Domestic Sales.4) She’s the Manager in International Sales.5) He’s an accountant in Accounting.3. Combine these sentences as concise as possible1) She is a clerk in Purchasing at ABC Company.2) He’s a salesman in the Asian Pacific Division at Sun Computer Company.3) She’s the Manager of Domestic Sales at Legend Group.4) He’s a secretary in Personnel at Huatian Hotel.5) She’s the Vice-President of Administration at Three-One Steel.4. Do you think all negotiations need an agenda? Who should be responsible for controlling a negotiation?Informal negotiations don’t need an agenda. In some cases, you are negotiating just one point. An agenda is often best negotiated rather than imposed at the start of a meeting. Usually the host company should be responsible for controlling the negotiation.5. How can you prepare effectively for a negotiation? What issues do you need to discuss beforehand?The essential preparation areas are firstly to ensure that everyone in theteam is clear what the objectives of the negotiation are. The objectives include:What is the best we can get?What’s the worst we can get?What is our bottom line?And secondly, to establish the role that each individual is expected to play in achieving those objectives. Namely:Who is responsible for different stages of the negotiation?What special skills/knowledge do individual members of the team have?What do we know about the other team?It is important to discuss strategies beforehand and to decide on the approach the team is going to take which include:What are the main areas of negotiation?What are likely to be the sticking points?What is the best order to discuss these points?What concessions can we give to achieve our main aim?It is also essential to discuss the communicative ways like:how we are going to maintain positive communication,who is taking notes or minutes andwho is going to ask questions and so on.6. Put the following into English1）Please take a look at the itinerary we prepared for you, and let me know if there’s anything inappropriate, please let me know.2）We are holding a banquet here tonight in honor of our friends coming from the other side of the Pacific Ocean.3）I believe that through our joint efforts, our corporation can be satisfactory and successful.4）Let’s come to the point, the purpose of my current visit here is to explore the possibility of doing barter trade with you.5）The contract will come into force from May 10, you can’t go back on your words then.6）We always fulfill our promise.7）Owing to our old relationship, we hold our offer valid for one other week, after which our price would probably be raised.8）I’ll do my best; and please, try your best too.9）Your price is too high. It’s hard for us to accept.10）All our products are high-grade commodities; naturally the prices are different.7. True or false1) T 2) F 3) F 4) T 5) T 6) F (unwise) 7) T 8) T9) F (fluid) 10) T 11) F（round table）12) FNegotiation Skills1. In your opinion, what are the benefits of considering your own and others’outcomes in negotiation preparation?The benefit of considering the outcomes for ourselves and others gives us an initial sense of ‘what’ people are looking for.It is far more important to look to the interests of the others. The question to ask is why do people want the outcome they are pursuing. It is easy to think of desirable outcomes in terms of money, which is in many cases what people want.When thinking ahead of time about others’interests, we are making a series of assumptions. We should use the negotiation process to pursue the fundamental asset of negotiation, which is information. Are the assumptions accurate? If the interests assumed are ‘out there’, the answers we derive should yield a clearer understanding of the actual interests that motivate the parties and will lead to a successful agreement.2. How to measure a negotiator’s strengths and weaknesses?In general, measuring a negotiator’s strengths and weaknesses can involve a multiplicity of elements, but the most important are the following:1) A negotiator’s relative strength is determined by the quality and extentof his preparation. The better one understand his/her interests and the better he/she understands the interests of other parties, the greater the chance he/she will be able to reach an elegant solution which leaves the parties feeling as if each has achieved the major portion of their goals.2) A negotiator’s relative strength can be measured by whether people walk away thinking they would be pleased to negotiate with him again. That is to say----if people leave a negotiation thinking they never want to see him/her again, then he/she is a poor negotiator.3) A negotiator needs to understand that different issues should be treated as of different priorities in different negotiations. Sometimes the relationship is most important; other times creativity is the measure of how well one negotiates. It is always true that good communication is fundamental of a negotiator’s strength. A good negotiator makes his points clearly understood by other parties. A better negotiator makes understanding other parties his top priority.Chapter 5 The Bargaining ProcessCommunication Exercises1. In the business world, everyone is very busy. Business calls are concise and “to the point.” Remember to be positive. Which is the best expression?1) b 2) a 3) a2. Make proposals about the following:1) I think we should cut the training budget by five per cent.2) I suggest we aim for a two per cent rise in productivity.3) How about going for a meal after work?4)Why don’t we go to the National Forest Park this year for the companyexcursion?5) I advise you to reduce production costs.6) I propose that we shorten working hours by two and a half hours per week.3. Use the conditional constructions (if…or unless…) to exert pressure in the following situations.1) I’m afraid we’ll have to cancel the contract unless you reduce your fees.2) We’ll have to choose another supplier if you can’t pay us on time.3) That looks like the end of the negotiation, unless you can make a concession.4) I’m afraid you’ll lose your job unless you work harder.5) If you can’t offer me a better working condition than this, I’ll leave thecompany.6) I’ll accept the new job only if I get a higher pay.7) Unless you order 10,000 pieces of this product immediately, you won’tget a quantity discount.4. Once positions have been established in a negotiation, a process of making and responding to proposals usually follows. Which side (the customer or supplier) should start the process? What are the advantages of going first and second?The supplier will usually be expected to start this process the advantage is then given to the customer who doesn’t have t show his hand until he first hears what the supplier is proposing. On the other hand, making a proposal first may set the parameters for discussion and it could be an advantage if you want the negotiation to go in a certain direction.5. What can cause negotiations to fail? How important is it to maintain a positive tone throughout the meeting?Negotiations can fail for a variety of reasons:competitors offer a better deal;problems seem too difficult to solve;personalities clash;negotiating styles clash.Most negotiations will encounter difficult problems. There is a much greater chance that solutions will be found if both parties keep sight of the main objectives and maintain a positive tone.6. Fill in the blanks1). Assess，differences，strengths，next round；2). Fluid，escape routes，time breaks3).Bargaining to our advantage, the skilled negotiator will:a) outsetb) situationc) roundd) satisfactione) Bluff, brinkmanshipf) parallelg) impassesh) written, equal satisfaction7. Put the following into English1) I understand perfectly.2) Let’s compromise.3) That’s a smart decision.4) I expect to be compensated.5).The longer we wait, the less likely we will come up with anything.6) I’ll be expecting your call.7) I’d like to get the ball rolling by talking about prices8) I know your research costs are high, but what I’d like is a 25% discount.9) We’d need a guarantee of future business, not just a promise.10) If you can guarantee that on paper, I think we can discuss this further.6.True or false1). F 2) T 3) F (positive tone) 4) T 5) T6) F (without comment)7) T 8) F (more ) 9) F (high) 10) TNegotiation Skills1. You are negotiating a major purchase, and the sales agent suggests a ridiculously high price which is far above your anticipated purchase price. How do you address the agent in order to get the best price?(b) and (d)The sales agent is trying to get started on the traditional positional bargaining philosophy of "start high, counter low and end up in the middle." In order to counter their attempts at positional bargaining, we should begin by asking them what the basis for their initial price was. This tactic will draw attention away from the initial price and create a focus on the criteria for determining a fair price. Next, we should suggest a price of our own, prove the offer with appropriate criteria and stick to our offer.2. Do you think it’s a good idea to raise the critical issue early in the negotiation? How would you handle the aggressive position immediately adopted by others?Most negotiators start by identifying the common ground. In other words, the points which both sides agreed on. Then have a firm basis to discuss problem areas. It is important that our team do not show too strong an emotional response to the other party’s aggression. Because they will see this as a weakness.3. How to deal with those who say " Our prices are set, we do not bargain "?Businesses were created to meet a perceived need in the marketplace. There are people who fear that if they negotiate, other parties will take advantage of them. This sort of thinking is the result of the belief that negotiation is a competitive process, and only one side can win.The Internet has created a variety of auction choices; many other companies always guarantee the lowest price. So price competition is far from dead. It is simply a matter of people’s choice. If you want to attempt to bargain for a better deal, don’t do business with no-negotiation companies.Chapter 6 Closing the NegotiationCommunication Exercises1. A positive comment makes people comfortable and ready to listen. Rewrite these sentences.1) Thanks for your understanding. I really appreciate it.2) Thanks for meeting me at the airport. I really appreciate it.3) Thanks for coming early. I really appreciate it.4) Thanks for working overtime. I really appreciate it.5) Thanks for your cooperation. I really appreciate it.2. A polite way to correct someone is to make the correction impersonal. Try not to use the word you. Which is a more polite correction?1) b 2)b 3) b 4) b 5) b 6) a 7) b 8) a3. Look at the expressions below. Which of them would you use to express each of these ideas in negotiating?What would you say in negotiating…if you’ve not understood an explanation? (10)when you want to complain indirectly to someone? (7)if you do not want to accept the advice someone is giving you? (5)when you want to tell someone something? (1)when you wish to agree with someone? (2)when someone you already know is introduced to you? (6)if you want to interrupt someone? (8)when it’s unlikely that you can do something? (3)when you would like a person to do something for you? (9)when you want to give someone some information? (4)4. Make these statements into proposals and suggestions. Be inclusive---use we rather than I. Try to word your sentences so that they encourage feedback.a. Let’s start by looking at the sales figures.b. Perhaps we should identify who our main competitors are first.c. Wouldn’t you agree that timing is essential?d. We think the main problem is the security system. Would you agree?e. Shall we discuss delivery issues at the end?5. Match each underlined expression (a-d) with its meaning from the expressions below and use the appropriate form of one of the expressions to complete the sentences(e-h).a. reduce our pricesb. a bargaining zonec. contingency pland. a tough negotiatore. room to manoeuvref. knock us downg. drives a hard bargainh. fall-back position6. What should happen at the end of a negotiation? What issues need to be agreed on before closing the meeting?It is important to round off a negotiation well, so that nothing remains ambiguous. Before closing the negotiation, the participants need to confirm what exactly has been achieved. They need to agree on future follow-up action and, if possible, set a date for the next or future meetings.7. What steps do you go through to close a negotiation effectively?To close a negotiation effectively we should do the following steps:1) Summarizing---summarize issues discussed---confirm objectives attained---state areas where you have yet to reach agreement or where further discussion is needed2) Follow-up action---delegate responsibility for follow-up action and set time-scale---minute or document decisions3) Departing---confirm arrangements for next meeting (if there is to be one)---chairperson thanks participants for coming8．Fill in the blanksunsuccessful, close, maximum, enough, agenda .9. Put the following sentences into English1)I think we have discussed most of the key issues today.2) That takes care of business for today.3) We can work out the detail next time.4) We have done a lot.5) It’s party time.6) If there are still unanswered questions, I will be happy to help.7) I think we should meet again.8) Is a week too early to meet again?9) Feel free to call me.10) Do you have a problem with the contract?10. True or false1) T 2) T 3) F (should be in agreement as to) 4) T 5) F (positive)6) T 7) F (both sides have the chance to) 8) T 9) F (informally)10) F (helpful to set up…)Negotiation Skills1. What should one NOT do in negotiation? Are there common mistakes to avoid?(omitted)2. What are the factors that can affect negotiations?Negotiation requires an open mind, good preparation, and a tremendous amount of creativity. If one always give the same kind of responses, that’s not creative and it is not likely to contribute to a solution. If his/her response is unexpected and shows imagination, it is likely to bring others up and make them think more creatively themselves. What’s more, the same person may respond differently on different days: health problems, issues at home or work, and other factors can also affect negotiations and make a difference.3. What is BATNA and how it is useful in negotiating?BATNA is the acronym for Best Alternative To a Negotiated Agreement.。
(完整word版)国际商务谈判试题(04)及参考答案.docx
国际商务谈判试题(04)课程代码 :00186一、单项选择题 ( 本大题共20 小题 , 每小题 1 分 , 共 20分 )在每小题列出的四个备选项中只有一个是符合题目要求的, 请将其代码填写在题后的括号内.错选、多选或未选均无分 .1. 价值型谈判也叫（）A. 软式谈判B.硬式谈判C.原则型谈判D.让步型谈判2. 商务谈判中数量最多的一种谈判是（）A. 货物贸易谈判B.劳务贸易谈判C.技术贸易谈判D.违约赔偿谈判3.在西方国家 , 送礼忌讳用的数字是（）A.3B.4C.13D.144.以下各种商务谈判信息, 属于按信息活动范围划分的是（）A. 经济性信息B.自然环境信息C.社会环境信息D.消费心理信息5.商务谈判成交阶段的主要目标不包括（）A. 力求尽快达成协议B.争取最后的利益收获C.力争获得更多的让步D.保证已取得的利益不丧失6.以下各项中 , 正确的国际商务谈判技巧是（）A. 注重立场B.对事不对人C.尽可能让步D.不让对方获益7.喜欢在饭店、酒吧和艺伎馆里达成谈判交易的是（）A. 中国人B.日本人C.韩国人D.巴西人8.下列属于国际商务谈判的人员风险的是（）A. 政治风险B.市场风险C.自然风险D.沟通风险9.以下各项中 , 既属于我国国际商务谈判的基本原则 , 也是我国对外经贸关系的基本准则的是（）A. 平等互利B.灵活机动C.友好协商D.依法办事10. 对国际商务谈判的环境因素作系统归类和分析的是（）A. 马什所著的《谈判的艺术》B.马什所著的《合同谈判手册》C.尼尔龙伯格所著的《谈判的艺术》D.尼尔龙伯格所著的《合同谈判手册》11. 谈判开始 , 双方立场均谨慎、现实 , 尽量寻求适合各方谈判需要的不同谈判方式. 这种谈判风格属于（）A. 软弱型模式B.进取型模式C.合作型模式D.强有力型模式12. 以下各项中 , 不属于报价时必须遵循的原则的是（）A. 不问不答B.有问必答C.能言不书D.能书不言13.一般来说 , 谈判人员在开始时精力充沛 , 其持续时间约占整个谈判时间的（）A.3.3 ％以下B.3.3％～ 8.3％C.8.3 ％～ 13.3 ％D.13.3％以上14.以下有关俄罗斯人谈判风格的描述, 正确的是（）A. 豪放热心B.浪漫随意C.求成心切D.效率较高15.商务谈判的四种目标之间的关系是（）A. 最高目标 >实际需求目标 >可接受目标≥最低目标B. 最高目标 >实际需求目标≥可接受目标≥最低目标C.最高目标 >可接受目标 >实际需求目标≥最低目标D.最高目标 >可接受目标≥实际需求目标≥最低目标16.模拟谈判一般发生在国际商务谈判基本程序中的（）A. 准备阶段B.开局阶段C.签约阶段D.正式谈判阶段17.与大陆法相比, 英美法的特点是强调（）A. 成文法B.法典化C.逻辑性D.判例性18.以下有关谈判组织的构成原则的说法中, 不正确的是（）A.根据谈判对象确定组织规模B.组成谈判队伍时要贯彻节约原则C.谈判人员应层次分明、分工明确D.谈判人员不应赋予法人代表资格19." 你看给我方的折扣定为3％是否妥当 ?" 这种发问方式属于（）A. 澄清式B.探索式C.协商式D.诱导式20. 出口某种产品既可能成功也可能失败, 这种风险按性质来分属于（）A. 纯风险B.投机风险C.汇率风险D.市场风险21. 谈判报价的基本原则是（）A．报价水平最高B．报价水平最低C．对方接受D．对方接受与自身利益相结合22．最能体现谈判特征的技巧是（）A．听B．辩C．看D．问23. 气氛最紧张、难度最大的谈判是（）A．履约中谈判B．实质性谈判C．定向谈判D．签约谈判二、多项选择题 ( 本大题共 5小题 , 每小题 2分 , 共 10 分 )在每小题列出的五个备选项中至少有两个是符合题目要求的,请将其代码填写在题后的括号内. 错选、多选、少选或未选均无分.21.下列各项中 , 属于宗教信仰对商务谈判产生影响的途径的有（）A. 政治事务B.法律制度C.国别政策D.社会交往与个人行为E.节假日与工作时间22.在开局阶段 , 谈判人员切忌离题太远, 应尽量将话题集中于（）A. 谈判目标B.谈判计划C.谈判进度D.谈判人员E.谈判时间23.以下有关犹太商人谈判风格的说法正确的有（）A. 善变B.友好而坦诚C.交易条件比较苛刻D.关系网广泛而且坚固E. 喜欢谈与 " 吃 " 有关的生意24.制定谈判方案的基本要求包括（）A. 具体B.全面C.灵活D.简明E.扼要25.在商务谈判中, 迂回入题的方法包括（）A. 从自谦入题B.从题外话入题C.从天气状况入题D.从介绍己方谈判人员入题E.从介绍己方经营状况入题26.国际商务谈判的特殊性体现在（）A. 应按国际惯例办事B.国际商务谈判内容广泛C.影响谈判的因素复杂多样D. 谈判的经济利益性E.国际商务谈判既是一笔交易的洽商，也是一项涉外活动，具有较强的政策性27. 信息资料的整理一般分为四个阶段（）A. 资料的评价B.资料的筛选C.资料的分类D.资料的保存E. 资料的专递三、名词解释题( 本大题共 4 小题 , 每小题 3 分 , 共 l2 分 )26.立场型谈判27.态度28.仲裁协议29.合同风险30.交叉式让步31.戏剧式模拟四、简答题 ( 本大题共 5 小题 , 每小题 6 分 , 共 30 分 )30.顽固的谈判对手的心理特点有哪些 ?31.简述与国际商务谈判有关的财政金融状况因素.32.简述国际商务谈判队伍的人员层次及其分工.33.简述商务谈判中适当的让步策略.34.简述商务谈判中提问的要诀 .35.收集来的资料进行分析整理，其主要目的是什么？五、论述题 ( 本大题共 2 小题 , 每小题 8 分 , 共 16 分 )35. 试述商务谈判实践中理想的让步方式.36.试概述国际商务谈判技巧 .六、案例分析题( 本大题共l 小题 ,12 分）37.背景材料 :某国商人见面与离别时, 都面带微笑地与在场的人们握手；彼此问候较随便, 大多数场合下可直呼其名；对年长者和地位高的人, 在正式场合 , 使用 " 先生 " 、 " 夫人 " 等称谓 , 对于婚姻状况不明的女性 , 不冒失地称其为夫人. 在比较熟识的女士之间或男女之间会亲吻或拥抱. 在交谈时习惯保持一定的身体间距, 彼此站立间距约0.9 米 , 每隔 2～ 3 秒有视线接触 , 以表示兴趣、诚挚和真实的感觉 .问题 :(1)上述案例中的商人最有可能是哪一国籍的?(2)该国商人在谈判中的价值观怎样?(3)该国商人的谈判风格是什么 ?国际商务谈判试卷 (04) 参考答案一.单项选择题（每小题1分，共20分）1.C2.A3.C4.A5.C6.B7.B8.D9.A 10.B 11.C 12.D 13.C 14.C 15.B 16.A 17.D18.D 19.D 20.B 21.D 22.B 23.B二. 多项选择题（每小题2分，共10分）21.ABCDE 22.ABCD 23.ABCDE 24.ACDE 25.ABDE 26.ABCE 27.ABCD三.名词解释题( （每小题3分，共12分）26 立场型谈判法：把任何情况都看做是一场意志力的竞争和搏斗，认为立场越强硬者，最后的收获也就越多。
国际商务谈判作业
国际商务谈判作业国际商务谈判作业周晶工商管理学院管理课学20104030654一场有效谈判的根本保证，是组好一个谈判班子。
因此组建一个健全的谈判班子在一场谈判中显得尤为重要。
我认为，一个健全的谈判班子应该具有如下品格：一、人员组成方面：一般地说，谈判班子由三类人员组成：总负责人、商务人员和技术人员。
商务人员一般要求会一门外语，懂相关的法律。
如果是比较大的项目谈判，最好要有法律人员参加。
这些人员的基本条件应具备一定的专业知识和丰富的谈判经验；高尚的道德素质和良好的思想品格修养；独立的见解和坚强的意志；科学的思维和快速决断的能力；善于倾听和清晰表达的能力和主谈人的外与内、形与貌高度和谐、风度和仪表具有镇摄人心的个人魅力。
二、合理分工：通常以商务人员为主谈人。
总负责人掌握整个谈判的进程并给予必要的指导。
常常以“旁听”的身份出现，仅在谈判出现僵局或危机时出面周旋。
技术人员则对合同中技术条款的准确性、完整性负主要责任，可以出面谈，也可以和贸易主谈人通气，切实做到技术与价格挂钩。
三、统一对外：在合理的分工下，各类谈判人员必须按照统一的谈判方案一致对外。
谈判就像一场球赛，谈判班子就像一支球队，该你传球的时候，你一定不能自己带球投篮。
否则，可能乱了整个阵脚。
其次，作为一个合格的谈判人员，应具备以下素质：1.忠于职守、平等互惠、团队意识作为谈判人员，必须要有高度的责任心和事业心，自觉遵守组织纪律，维护组织利益；必须严守组织机密，不能自作主张，毫无防范，口无遮拦；要一致对外，积极主动。
优秀的谈判人员的理念是：一旦坐到谈判桌前，谈判就要彼此尊重，并在此基础上展开智勇较量。
但最终目的不是谁压倒谁，也不是置对方于死地，而是为了沟通和调整，使双方都能满足己方的基本要求，达成一致。
双方以这样的高境界的积极行为，力求公平合理的谈判结果。
2.观察判断能力谈判人员不但要善于察言观色，还要具备对所见所闻作出正确的分析和判断的能力。
观察判断是商务谈判中了解对方的主要途径。
国际商务谈判作业
国际商务谈判课程小结国际商务谈判就是指在经济贸易活动中，买卖双方为达成某笔交易就交易的各项条件进行协商的过程。
在学习国际商务谈判这门学科后，我的收获颇丰，但也认识到其中的不足，最主要的是缺乏足够的实践经验。
现就我所学的一些国际商务谈判理论知识进行归纳小结。
要搞好商务谈判，无论是谈判前的筹划谈判方案，还是谈判中的坚持原则、精心选择策略、灵活运用谈判技巧，都离不开精明强干的谈判人员。
商务谈判往往不是一个人所能完成的，而需要有谈判小组进行。
因此，要以一定的组织形式保证，并做好谈判班子的配备、管理等方面的工作。
在商务谈判中，应当要求谈判人员具备忠于职守、平等互惠、团队精神的基本概念，其次要求谈判人员具有横向和纵向的各方面的基本知识。
同时谈判人员应当具备敏捷清晰的思维推理能力和较强的自控能力，信息表达和传递的能力，坚强的毅力和百折不挠的精神以及不达目的绝不罢休的自信心和决心，敏锐的洞察力、高度的预见和应变能力，首先是国际商务谈判前的准备工作，这也是国际商务谈判中至关重要的一个环节，甚至能够决定谈判的成败与否。
在准备阶段，主要的是信息的收集，主要包括市场信息、有关谈判对手的资料、科技信息、有关政策法规的信息、有关货单、样品的准备等等。
同时，应该讲准备好的资料进行整理分类。
另外，要确立谈判目标和谈判对象，谈判小组成员应该充分沟通，确定最高谈判目标、实际需求目标、可接受目标、最高目标等，确保谈判结果在自己的预算范围之内。
在正式谈判之前，我们还需要了解谈判环境、谈判对手和自身的情况，初步了解双方的谈判实力，同时制定出一个周密而又明确的谈判计划，即谈判方案，才能使自己在谈判中更有可能处于有利的地位。
在谈判过程中，我们要充分熟悉和掌握谈判策略和谈判技巧。
谈判从正式开局到达成协议，大体可以分为四个阶段，即开局阶段、报价阶段、磋商阶段和成交阶段。
掌握一定的谈判技巧和策略，并在谈判中加以灵活的运用，有助于达成谈判的战略目标。
(0578)《国际商务谈判》大作业A 答案
答：(1)提高谈判人员的素质，
(2)请教专家，主动咨询，
(3)审时度势，当机立断，
(4)规避风险的技术手段，
(5)利用保险市场和信贷担保工具，
(6)公平负担。
4、策略思维的特点是什么？
答：策略思维是临时性，应急性和当下的，要求随机应变的当下做出决策，是策略思维的重要特点。
5、联系实际谈谈在国际商务谈判中策略的变换。
答：国际商务谈判的策略变换过程，同时也是一个按照既定逻辑步骤展开策略思维的过程。在特定的商务谈判系统运动变化的不同过程中，策略变换的侧重点也各有不同。
（一）依据谈判主体特征进行交换。
谈判主体的特征主要包括谈判地位、经验、谈判作风以及性格等。
谈判地位。谈判地位视谈判双方在谈判班子中所处的地位来选择实施策略的不同角度。
2、国际商务谈判的基本原则是什么？
答：一、坚持利益为本
谈判就是为了解决利益矛盾，寻求各方都能接受的利益分配的方案。因此在谈判中要紧紧着眼于利益，而不是立场，因为常常在相反的立场背后。
二、坚持互惠互利
商界人士在准备进行商务谈判时，以及在谈判过程中，在不损害自身利益的前提下，应当尽可能地替谈判对手着想，主动为对方保留一定的利益。
（二）依据谈判过程进行策略变换。
谈判的过程可以分为谈判初期、中期和末期三个阶段，每个阶段策略运用的侧重点也会有所不同。
谈判初期使用策略要特别审慎。此时的策略重点是尽快熟悉对方，摸清对方虚实，同时避免过早暴露己方的真实情况。谈判中期是双方交锋最为激烈的阶段，同时也是运用策略最多的阶段。谈判末期是最为关键的阶段，一般来说，谈判中的很多重大问题都是在最后阶段才拍板定案的，因此这一阶段最常用的是速战速决和争夺物质条件的策略。
国际商务谈判作业
国际商务谈判作业一，一个健全的谈判班子，应该具备什么样的品格？作为谈判人员，必须要有高度的责任心和事业心，自觉遵守组织纪律，维护组织利益；必须严守组织机密，不能自作主张，毫无防范，口无遮拦；要一致对外，积极主动，注重礼仪礼节。
二，作为谈判班子的成员应该具备那些才干，遵循什么样的行为准则？谈判班子的成员应具备的才干：1.观察判断能力。
2.灵活的现场调控能力。
3.巧妙的语言表达能力。
4.高度的自信心和创造力5.心理承受能力。
谈判成员应遵守一下行为准则：必须贯彻执行国家的有关方针政策和外交政策，同时，还应注意国别政策，以及执行对外经济贸易的一系列法律和规章制度。
要坚持平等互利的原则。
在国际商务谈判中，要坚持平等互利的原则，既不强加于人，也不接受不平等条件。
三，谈判开始前要充分搜集和研究谈判对象的哪些信息资料？通过哪些途径去搜集？知己知彼，百战百胜。
必须了解商品的知识、品类市场及价格、品类供需情况状况、本企业情况、本企业所能接受的价格底线与上限，以及其他谈判的目标。
四，归纳各国商人谈判风格的特点和差异。
1.日本商人：团体倾向强、谈判有耐心，爱“叫苦”。
2.美国商人：性格外露、热情奔放、善于讨价还价；东部：老练、注意文字契约。
西部: 直爽、平易近人。
南部：性子急、诚恳、注意文字契约和商业信用，喜欢中国饭菜、边吃边谈，谈判活动从早点开始，喜欢一揽子交易，直截了当。
3.英国商人：老牌的贸易大国绅士风度、举止大方，讲究礼貌、平和友好，出现分歧时固执己见，不允许讨价还价谈判中好设关卡，某个细节未解决，不签字；他们对出口的产品常常不能按时交货。
4.法国商人：老牌资本主义国家，对其文化传统很自豪、坚持用法语。
有不同意的地方会毫不犹豫地摇头说：“Non！Non!”(不！不！）协议有利于他们，要求你严格遵守；反之，回想办法是协议落空，如果你为了做成生意作出让步并接受某些索赔条款，一旦发生问题，他们会坚决对你起诉，如果他们错了，他们会装的若无其事。
国际商卷务谈判B卷答案word版本
宁波城市学院成教学院函授期末试卷(B 卷 )2013~2014学年第一学期试卷名称：《国际商务谈判》专业：国际贸易姓名：学号：班级：得分：一．填空题（10% ）1.根据谈判的规模,可将谈判分为: 个人谈判和集体谈判。
2.一个谈判小组由首席代表、专业人员、经济人员、法律人员、翻译人员和记录人员组成。
3.合格谈判小组的标准为知识互补、性格协调和分工合作。
4.一个优秀的谈判人员需要具备的基本素质政治思想素质知识素质心理素质、身体素质、综合能力素质和礼仪素质。
5.综合能力素质包括敏锐的观察能力、灵活的应变能力、有效能力沟通、和运筹、计划能力二、单项选择题（25%）1、从总体上讲，商务谈判的信息在谈判中（C）。
A、直接决定谈判的成败B、间接作用C、成为控制谈判过程的手段D、无作用2、商务谈判胜负的决定性因素在于（ C ）。
A、与对方的友谊B、主谈人员的经验C、商务谈判人员的素质D、谈判人员报酬的多少3、美国一公司与德国一公司在德国进行谈判，对于美国公司来说，这场谈判属于（D）。
A、中立地谈判B、主场谈判C、让步型谈判D、客场谈判4、在商务谈判中，要想做到说服对方，应当（ D ）。
A、以在必要时采取强硬手段B、使对方明白已方从谈判中获利很小C、使对方明白其从谈判中获利很大D、寻找双方利益的一致性5、在谈判中，人为的制造的分歧是指（D）。
A、核心内容的分歧B、主要分歧C、实质性分歧D、假性分歧6、（ D ）的核心是谈判的双方既要考虑自己的利益，也兼顾对方的利益，是平等式的谈判。
A、让步型谈判B、立场型谈判C、互惠型谈判D、原则型谈判7、（C）是双方下决心按磋商达成的最终交易条件成交的阶段。
A、报价阶段B、开局阶段C、成交阶段、磋商阶段8、报价阶段的策略主要体现在（B）。
A、把价格压得越低越好B、如何报价C、把价格抬得越高越好D、场外交易9、商务谈判必须实现的目标是谈判的（A ）。
A、最低目标B、可接受的目标C、最高目标D、实际需求目标10、价格解释是（C）。
宁波大学MBA商务礼仪与谈判个人作业案例文字版
商务礼仪与谈判个人案例第二个案例是每个人都需要以自己的名义来做的。
好，因为这就是我认为对大家来讲可能比较有帮助的案例，它是一个我认为大家年龄虽然有距离，但是应该不是很大，或者说你虽然很年轻，你可能马上就要面对，或者是你恰好正在面对的这样的一个境地。
这个人叫Daniel几岁，37一个37岁的丹尼尔，它所面临的可能就是我们大家在被可能需要面对，或者是马上就面临着中年危机，当然你们还年轻，还没有这个问题，但是当你面临着中年危机的时候，我在国外的时候我发现很多人解决中年危机的方式就是跳槽或者是移民，跳槽也好，移民也好，我认为都是一种逃避的形式，归根到底还是要解决面临的困难。
那么丹尼尔遇到了什么困难呢？他的前身换句话说他现在的一个情况是37岁奥斯汀人，奥斯汀是美国人，美国的一个地方叫cities叫king，376号新人什么身份 record，身份主管好吧？你也给他想象成经理那是哪个公司的主管呢？阿尔法公司，所以丹尼尔就是李梅阿尔法公司就是首要就是瞎编的名字，但是它事实是真的是真的事实。
那么阿尔法公司从事的行业是Micro system，很多二级三层，说白了就是微电子技术行业，高技术产业不同，他是阿尔法公司在奥斯汀的分公司的负责人，就是你了一个就说你是专业技术型人员，是一个阿尔法公司在奥斯汀的分公司的一个负责人，你手底下有着11个人，这11个人都是你手底下的分团队的队长，team leader、小队长。
那么TV的下面还有10~20个人的员工组成了 all你做这个公司的主管做到37岁，可以说阿尔法公司在奥斯汀从无到有创业到今天完全是你一手创立起来的，当然不是阿尔法公司是创立起来的，是阿尔法公司在澳新的分公司是跑起来的，你领导了这支团队以损耗率最低而闻名，听懂了吗？什么叫损耗率最低？你的团队最没有磨合的时候，人与人之间关系的时候，你的团队在你的运动过程当中团结也好，分工也好，还是我们所说的绩效也好，在整个考核都是在阿尔法手续一直的。
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
作业一：关于罗杰·道森成功策划解救人质的分析和策略
一、分析
首先，萨达姆并不缺钱，他绑架人质的目的也不是为了钱，所以金钱不能打动萨达姆，用钱赎人的效果并不好。
所以解救人质必须从其他方面入手，当时正值海湾战争时期，萨达姆遭遇了巨大的困境：（一）萨达姆的军队遇到了以美国为首的由34个国家组成的多国部队对科威特和伊拉克境内的伊拉克军队发动的军事进攻，萨达姆军队受到了重创，萨达姆不能“理直气壮”，只能尽力的挽回局面，其中包括提升其公众形象。
（二）萨达姆对科威特的军事进攻是不人道的：海湾战争的爆发是有其历史渊源的，1980年代的两伊战争期间，伊拉克欠了科威特为140亿美元的债务。
伊拉克希望OPEC降低石油产量，上涨石油价格，这样伊拉克可以偿还这笔债务。
相反地科威特提高了其产量，造成油价下降，希望以此来迫使伊拉克解决它们之间的边境争执。
在两伊战争期间，伊拉克在波斯湾的所有港口设施几乎都被破坏，摧毁了它的外输能力。
许多伊拉克人认为，为伊拉克的安全起见伊拉克需要占据更多的地区，尤其是在离战场较远的比较安全的地区占据海港，如科威特。
因此人们对萨达姆的理解是专政、不热爱和平的，因此对萨达姆的印象非常不好，况且萨达姆挟持的又是科威特石油公司的人员，这就更让人们坚信这点了，因此萨达姆十分需要“澄清事实”，表达他自己的想法，这个事件就为他提供了一个好机会。
（三）萨达姆在思想上认为入侵科威特是为了阿拉伯民族主义，是合法性的。
萨达姆还认为占领科威特是重建巴比伦帝国的一步，他需要将自己展示为一个愿意站起来反抗以色列和美国的政治家。
但是，萨达姆又要给世界留下一个非独裁者、友善对待科威特人们的形象，所以在萨达姆对着镜头演讲2小时后，他为了遵守诺言，会释放科威特石油公司的人质。
二、策略
（一）首先，联系相关媒体，定好具体地点，布置相关事项。
（二）最重要的事项是：通过人质亲属说服萨达姆，我方提供采访机会，萨达姆释放人质。
可知该人质亲属很富有，应该是一位有地位的人，要尽量找一个社会地位高，说话有分量的人物与萨达姆说：我知道你现在所面临的局势并不顺利，全世界人们对于你的行为大为不满，但是我并不关心这个，我关心的是我的兄弟。
我这里有一个采访机会，在约旦，到时候有十
几家著名的媒体会到来，到时候你可以对着镜头告诉世界人民事情的真相。
但是之后你要释放人质，只需要释放我的兄弟，这是一笔合算的交易，对吗？
（三）确定在萨达姆演讲时，如果萨达姆没有释放人质的意向，要请新闻人士问他：“既然你讲到发动战争是为了为了阿拉伯民族主义，但是对科威特的人们友善，那为什么有消息说你劫持了科威特石油公司的人员呢？”
此次策划的成功说明谈判时我们要站在对方的角度思考问题，明白对方最想要什么，如罗杰道森所说“我们必须站在对方的立场考虑问题，必须明白对方想要什么，因为我们想要的东西可能对对方是毫无价值的。
”我们要以自己价值小的东西换取对方觉得价值大的东西。
作业二：为什么赴欧交涉团与欧洲有关方面的谈判能够成功
一、事件简介：
2001年10月，欧盟即将正式通过CR法规，法规要求：售价在2欧元以下的打火机被要求安装防止儿童开启装置（俗称安全锁）。
这对于温州打火机行业为晴天霹雳。
2002年3月至4月，温州烟具协会会长、副会长等一行人，共赴欧洲，与其有关方面交涉、抗争。
我们赴欧交涉团的意见使欧盟的成员承认CR法规草案存在问题，承诺若CR法案通过，将启动修正立法程序进行修正。
谈判取得了胜利。
二、启示（为何能赢得此次谈判）：
(一)谈判的准备阶段准备充分：首先，赴欧交涉团充分研究了CR法案，充分了解了当下的
实际情况。
其次，交涉团邀请了专家、政府进行指导，并精心准备了材料。
(二)谈判人员的素质高：谈判一行人为：温州烟具协会会长李坚、副会长黄发静、秘书长林
嵘和中国对外贸易经济合作部进出口公平贸易局的四位官员。
以副会长黄发静为例：他是温州日丰打火机公司董事长，是经历过商场风云的商业人士，在此行业久经风雨，心理素质高，经验丰富；在谈判期间，有人质疑中国人复制他们的产品，气氛很尴尬，黄发静为了打破气氛，也能消除这影响，从自己口袋中拿出打火机，举在半空，用一句“NOCOPY”打破沉寂，有效地打破了僵局，改变了气氛。
(三)在谈判过程中我方结合事实，晓以事理，具有针对性地提出了我方反对意见。
首先，赴
欧交涉团提出：2001年6月以后中国出口的金属外壳打火机已全部通过国际通行的安全标准检测，而且进入欧洲十年来，从未发生过安全事故，中国打火机拥有和超过2欧元价格的其他国家打火机相同的安全性能。
交涉团用事实说话，所以CR法规将安全
与价格捆绑挂钩，是缺乏科学依据的，是对自由贸易设置壁垒；利用西方国家注重人权、消费者权等，交涉团提出：CR法规侵犯了部分消费者权益，如残疾人、老年人等，加装安全锁会限制他们的使用方便。
另外交涉团利用WTO相关规则，迫使欧洲有关方面进行退让：CR法规违背了WTO得公平竞争原则，不符合WTO的“任何标准不应造成国际贸易的障碍”、“产品标准应按产品的性能来制定”等有关规定。
作业三：对第四讲案例（澳大利亚著名建筑设计师与中外合资内地全权代理的谈判）的分析与感想
首先，全权代理利用上司的授权有效地组织了设计方的进攻，取得了一个不错的结果。
因为，设计方当初的报价为40万，代理方的出价为20万，最后以25万成交，设计方被迫让步程度大于后者。
所以利用限制因素组织对方的进攻是很有效的。
此案例中，设计方是占有优势的，因为其报价很合理，但是鉴于公司利益与设计方进行了谈判，并作出了较小的让步后，为公司赢得了最大利益。
最后一个细节很有意思：在设计方要离开之时，代理方盛情挽留，并打了多个电话，为设计方多争取了5万。
这样大打人情牌，即使设计方离其最低期望值5万，也不是那么不情愿了，这样有利于设计方的再次合作的。
其次，设计方的作法明显没有做好“审时多度”。
在第二场谈判中，设计方主动降了5万，本来是想表达真诚合作之意，但是可能会被被代理方误认为有很大的让步空间。
后来设计方又主动降了相等的5万，这样会给代理方留下一个暗示：下次下降的幅度仍是5万，事实也是如此。
所以设计方的作法是较不合理的。
我认为，设计方应采用多协型让步方式。
设计方先报价为40元，在第二场谈判时，应在代理方百般要求下，做出5万的让步。
接着代理方又以种种理由要求让步，这时，设计方可做成2万的让步，最后代理方请示上级的金额肯定大于25万了。
如果代理方不同意，也毫无关系，应为设计方作为大师级人物是占有优势的，如果真的很想赚此次的意外之菜，也可以事后致电，以25万作为合作价的。