项目十： 应对国际商务谈判参考答案
国际商务谈判案例分析及答案
1959年，前苏共中央第一书记、前苏联部长会议主席赫鲁晓夫与美国总统艾森豪威尔参加一次首脑会议。
喜好辩论的赫鲁晓夫不时向美国总统提出一些问题。
但是军人出身的艾森豪威尔每被问及时，并不马上回答他的对手，而是看着他的国务卿杜勒斯，等后者把一张张便条递过来之后，他才开始作答。
反之，当艾森豪威尔向赫鲁晓夫询问一些问题时，赫氏却不假思索像演员背诵台词一样，口若悬河地回答对方。
赫鲁晓夫对自己的脑瓜儿和口才非常得意。
他在后来撰写的回忆录中认为，他既然是大国前苏联的领袖，理所当然地应当知道所有问题的答案，不需要旁人指点他如何回答和回答些什么。
赫鲁晓夫同时不无讽刺地问道：“究竟谁是(美国)真正的最高领袖？是杜勒斯还是艾森豪威尔？”然而国际谈判圈中对此却另有评价：艾森豪威尔作为美国代表团团长事事要听助手的主意才敢作答当然不足为训，但是在个人弱点和国家利益之间屈尊求教却表现了他的睿智和严肃。
艾氏显然明白，他虽然是第二次世界大战战场上的赫赫英雄，又贵为当时美国最高的行政首脑，但在外交谈判桌上，他的经验毕竟不如久经外事沙场的国务卿杜勒斯，更何况他所面对的是另一个超级大国的一位能言善辩集党政大权于一身的领袖人物。
问题：1.谈判的构成要素有哪些？谈判的主体，谈判的客体还有谈判的议题。
2.结合案例谈一谈个体谈判和集体谈判的优缺点？采用个体谈判好还是集体谈判好？为什么？（1）①个体谈判的优点是：谈判的内容和使用的战术都能运用都能运用的灵活，自身受到的限制小，而且在谈判过程中自己的主动性比较强。
缺点：只有自己一个人，前提是要及时衡量己方的利害得失，有时候个人思考的方面并不如集体周全，可能造成谈判中的漏洞。
②集体谈判的优点：有利于充分发挥每个人特点以形成整合的优势，并且谈判人数多的情况下可以使谈判的内容更加严谨，遇到困难，可以集思广益。
缺点：众人协调过程浪费时间，之间配合不当，就会出现内部协调难度，在一定程度上影响谈判效率，有时候意见不好统一。
国际商务谈判参考答案1
国际商务谈判模拟试题九参考答案一、单项选择题（本大题共25小题，每小题1分，共25分）1C 2D 3A 4B 5B 6A 7C 8D 9C 10D11 B 12B 13D 14B 15A 16A 17C 18D 19C 20C21A 22C 23A 24B 25D二、多项选择题（本大题共5小题，每小题2分，共10分）26 ABCDE 27ABCDE 28AE 29 BCDE 30ACE三、判断改错题（本大题共５小题，每小题２分，共１０分）31、( Ｖ) 2分32、（X ）1分, 将6人改为4人。
1分33、（X ）1分,将己方计划改为己方利益。
1分34、（X ）1分,将质量改为价格。
1分35、( Ｖ) 2分四、简答题（本大题共5小题，每小题5分，共25分）36、简述口头谈判的优缺点。
答：便于双方谈判人员交流思想感情。
双方谈判人员随着日常的直接接触，会由“生人”变成“熟人”产生一种所谓的“互惠要求”。
面对面的谈判还可以通过观察对方的面部表情、姿态、动作，借以审查对方的为人及交易的可靠性。
37、简述谈判目标的具体层次.答：（1）最高目标（2）实际需求目标（3）可接受目标（4）最低目标38、简述规避国际商务合作中可能出现风险的措施。
答:(1)完全回避风险(2) 风险损失的控制(3) 转移风险(4) 自留风险39、简述谈判中阻止对方进攻的策略。
答：（1）限制策略（2）示弱以求怜悯策略（3）以攻对攻40、简述打破谈判中僵局的具体做法。
答：（1）采取横向式谈判（2）改期再谈（3）改变谈判环境与气氛（4）叙旧情，强调双方共同点（5）更换谈判人员或由领导出面调节。
五、论述题（本大题共2小题，每小题10分，共20分）41、试述谈判时必须避免的几种心理状态。
答：（1）信心不足（2）热情过度（3）不知所措42、试述非洲商人的谈判风格。
答：（1）非洲各国内部存在许多部族。
（2）非洲各部族内部的生活具有浓厚的大家庭色彩。
（3）非洲人工作效率低下。
国际商务谈判试题及答案及答案(02)[定稿][修改版]
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第一篇：国际商务谈判试题及答案及答案(02)[定稿]国际商务谈判试题及答案（02）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．国际商务谈判与一般贸易谈判的共性体现在（）A．较强的政策性B．以价格为核心C．谈判内容广泛D．影响因素复杂2．商务谈判人员的最佳年龄一般在（）A．20～45岁B．25～55岁C．30～55岁D．40～60岁3．在任何欧洲国家都只用于万圣节和葬礼，而不宜送人的花是（）A．荷花B．菊花C．玫瑰花D．茉莉花4．套期保值者根据现货交易情况，先在期货市场上建立空头交易地位，然后再以多头进行平仓的做法叫（）A．卖期保值B．买期保值C．掉期交易D．期权交易5．双方谈判人员适当互赠礼品的做法是（）A．求助B．贿赂C．为了理解D．润滑策略6．在谈判的交锋过程中，成功的谈判者花在听上的时间占到总谈判时间的（）A．30%以下B．30%～40%C．40%～50%D．50%以上7．无论穿什么，都不会把手放到口袋里，因为这样做会被认为是粗鲁的。
具有这种行为习惯的是（）A．德国人B．美国人C．韩国人D．日本人8．在国际商务谈判中，认为手帕象征亲人离别，是不祥之物，不能送人的国家是（）A．美国B．英国C．法国D．意大利9．商务谈判成为必要是由于交易中存在（）A．冲突B．攻击C．合作D．辩论10．从法律学角度来讲，其结果是终局性的是（）A．协商B．调解C．仲裁D．诉讼11．在一支谈判队伍中，负责对交易标的物的品质进行谈判的是（）A．技术人员B．法律人员C．商务人员D．谈判领导人12．若我方在谈判中实力较强，可采取的外汇风险防范方法是（）A．硬货币计价法B．对等易货贸易法C．约定货币保值条款D．汇率风险分摊条款13．“对这个问题，我虽没有调查过，但曾经听说过。
”这种答复谈判对手的技巧是（）A．避正答偏B．答非所问C．以问代答D．推卸责任14．在国际商务谈判中，往往会不断地点头，但并非表示“同意”。
商务谈判(第四版)参考答案[17页]
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第一章商务谈判概述同步测试一、单项选择1.C2.C3.D4.C5.A6.A7.B8.D9.B 10.C二、多项选择1.BCD2.ABD3.ABDEF4.ABCDF5.BCE三、简答论述（答题要点）1. 联系实际，试述商务谈判的基本原则。
平等互利原则、真诚合作原则、灵活机动原则、守法原则、守信原则。
2．你认为怎样的谈判才算是一场成功的谈判。
谈判是一项平等互利的合作事业，从这个观点出发，可以把评价商务谈判是否成功的标准归纳为三个方面：实现目标、优化成本、建立人际关系。
3．有人认为谈判就是比赛，目的就是为了获胜，你认为对吗？为什么？不正确。
因为从本质上说，谈判的直接原因是因为参与谈判的各方有自己的需要，或者是自己所代表的某个组织有某种需要，而一方需要的满足又可能无视他方的需要。
因此，谈判双方参加谈判的主要目的，就不能仅仅以只追求自己的需要为出发点，而是应该通过磋商，寻找使双方都能接受的方案，满足谈判双方的需要。
有时候，谈判各方的需要是多方面的，这就要求谈判者掌握对方的心理，采取针对性的策略满足对方多方面的需求。
4．商务谈判的特点是什么？（1）交易对象的广泛性和不确定性；（2）以获得经济利益为目的；（3）以价值谈判为核心；（4）特别注重合同条款的严密性与准确性；（5）具有底线。
5．举一个发生在你身上的生活中的谈判案例，想一想成功或失败的原因是什么？略（学生自由发挥）。
案例分析（答题提示）案例一1. 国家医保局为什么要对已经在医保目录内的药品进行降价谈判？降价的14种药品，价格比较昂贵，它们占用医保资金均超过10亿元以上，进入医保目录已久，相关研发成本早已收回，具备了降价空间。
经过专业测算，然后和企业进行谈判，形成一个更加合理的价格。
这个价格是符合当前形势不断变化的需要，能够让医药结构更加优化，并且可以调剂出一部分基金，用于扩大医药保障范围，提高保障水平。
这次谈判最重要的意义是惠泽民生，能够让更多人买得起药，吃得起药，治得好病，减轻负担。
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》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。
国际商务谈判试题(03)及参考答案
国际商务谈判试题( 03) 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. 对谈判进行评价的主要指标是( )A.拖拖拉拉B. 速战速决A. 信誉B. 经济利益C .拥有信息 D. 稳定的交易关系2. 在国际商务谈判中，千万不能赠送酒类礼品的国家是( )A.美国B. 英国C.法国D. 阿拉伯3. 以下风险中，不属于非人员风险的是( )A. 沟通风险B. 市场风险C .合同风险 D. 自然风险4. 一般商品的交易谈判只需( )〜3人〜4人〜4人〜5人5. 符合商务谈判让步原则的做法是( )A. 作同等让步B. 让步幅度要大C. 让步节奏要快D. 在重要问题上不要轻易让步6. 如果是1 个小时的谈判，精力旺盛的阶段只是最初的( )分钟— 3 分钟分钟一 5 分钟分钟一8 分钟分钟一10 分钟7. 德国商人在谈判中往往习惯于( )C. 先礼后兵D.以势压人8. 不属于合同风险的是( )A. 支付风险B.交货风险C.技术风险D.质量数量风险9. 在国际商务谈判中，首先提出含有较大虚头的开价，然后再讨价还价，直至达成交易的是( )A. 西欧式报价B. 东欧式报价C. 北欧式报价D. 日本式报价10. “贵方某某先生的问题提得很好，我曾经在某一份资料上看过有这一问题的记载，就记忆所及，大概是……”这种答复谈判对手的技巧可称为()A. 避正答偏B. 推卸责任C. 以问代答D. 答非所问11. 十分回避“厕所” 这个词，一般都使用其他暗示的方法。
具有上述禁忌的国家是( )A. 法国B. 美国C. 英国D. 中国12. 在商务谈判中，不属于主谈人的职责是( )A. 掌握谈判进程B. 监督谈判程序C.汇报谈判工作D. 阐明参加谈判的意愿和条件13. 以下各项中，不属于影响国际商务谈判的财政金融状况因素的是( )A. 外债状况B. 支付信誉C .利率高低 D. 外汇储备14. 商务谈判中的“问”一般不包含( )A. 何时发问B. 怎样发问C.问什么问题D. 问多少问题15. 在商务谈判中，两臂交叉于胸前，一般表示( )A. 紧张B. 不耐烦C.充满信心D. 保守或防卫16. 必须选择全能型谈判人员的谈判类型是（）A. 双边谈判B. 多边谈判C .个体谈判 D. 集体谈判17. 若我方在谈判中实力较弱，可选择的风险防范方法是（）A. 平衡法B. 对等易货贸易法C.硬货币计价法D. 汇率风险分摊条款18. 以下各国中，属于大陆法系的是（）A. 法国B. 德国C.英国D. 瑞士19. “您第一次发现商品含有瑕疵是在什么时候”这种商务谈判的发问类型属于（）A. 封闭式发问B. 澄清式发问C .借助式发问 D. 探索式发问20. 从对手需要没有得到应有满足这个角度讲，何种谈判属于没有真正胜利者的谈判（）A.让步型谈判 B •原则型谈判C.价值型谈判 D •立场型谈判21. 在商务谈判中，双方平等关系是指（）A.利益平等 B .职权平等C.地位平等 D .实力平等22. 培养谈判人员基本素质的方式是（）A.自我培养 B .企业培养C.社会培养 D .实践培养23．谈判中以试图控制谈判对手的谈判心理属于（）A.进取型心理 B .关系型心理C.权力（顽固）型心理D .自残型心理二、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。
国际商务谈判试题及答案
国际商务谈判试题及答案一、选择题（每题2分，共20分）1. 国际商务谈判中，以下哪个因素不属于文化差异的影响？A. 语言B. 宗教信仰C. 谈判风格D. 技术标准2. 在国际商务谈判中，以下哪种策略属于进攻型策略？A. 让步策略B. 等待策略C. 竞争策略D. 合作策略3. 国际商务谈判中，以下哪种沟通方式最为有效？A. 书面沟通B. 口头沟通C. 非语言沟通D. 电子沟通4. 以下哪个阶段不属于国际商务谈判的基本阶段？A. 准备阶段B. 交流阶段C. 决策阶段D. 结束阶段5. 国际商务谈判中，以下哪种行为属于不道德的？A. 充分准备B. 诚实守信C. 隐瞒信息D. 尊重对方6. 在国际商务谈判中，以下哪种情况最可能导致谈判失败？A. 双方需求一致B. 双方存在共同利益C. 双方互不信任D. 双方目标一致7. 国际商务谈判中，以下哪种文化因素对谈判影响最大？A. 饮食文化B. 礼仪文化C. 商业文化D. 娱乐文化8. 以下哪种谈判技巧不属于有效的谈判技巧？A. 倾听B. 观察C. 打断对方D. 反馈9. 在国际商务谈判中，以下哪种行为有助于建立良好的第一印象？A. 穿着随意B. 准时到达C. 迟到D. 忽视对方10. 国际商务谈判中，以下哪种策略是最为保守的？A. 冒险策略B. 稳健策略C. 激进策略D. 保守策略答案：1. D2. C3. B4. C5. C6. C7. C8. C9. B 10. D二、简答题（每题10分，共30分）1. 简述国际商务谈判中文化差异对谈判的影响。
答：国际商务谈判中的文化差异会对谈判过程产生显著影响。
不同的文化背景会导致谈判者在价值观、沟通方式、决策过程以及对时间的理解等方面存在差异。
这些差异可能影响谈判双方的相互理解，增加谈判的复杂性，并可能影响谈判结果。
2. 描述国际商务谈判中常见的几种谈判策略。
答：国际商务谈判中常见的谈判策略包括进攻型策略、防守型策略、合作型策略和妥协型策略。
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。
国际商务谈判试题及参考答案
国际商务谈判试题及参考答案国际商务谈判试题及参考答案一、判断题1、在国际商务谈判中，谈判者应该尽可能使用试探性方法来降低对方的不安全感。
（×）正确说法是：在国际商务谈判中，谈判者应该尽可能使用试探性方法来降低对方的不确定性和疑虑。
2、在国际商务谈判中，初次接触的双方往往采用直接谈判的方式，以示坦诚。
（×）正确说法是：在国际商务谈判中，初次接触的双方往往采用间接谈判的方式，以示尊重和谨慎。
3、当国际商务谈判陷入僵局时，可以通过改变谈判环境或者调整谈判组成员来打破僵局。
（√）正确说法是：当国际商务谈判陷入僵局时，可以通过改变谈判环境、调整谈判组成员或者采取其他策略来打破僵局。
4、在国际商务谈判中，文化背景对谈判的影响是最为重要的。
（×）正确说法是：在国际商务谈判中，文化背景对谈判的影响是最为重要的之一，其他因素还包括政治、经济、法律等方面。
5、在国际商务谈判中，谈判者应该避免将自己的意愿强加给对方，而是尊重对方的选择和观点。
（√）正确说法是：在国际商务谈判中，谈判者应该尊重对方的选择和观点，并通过沟通和协商来达成双赢的解决方案。
二、选择题1、下列哪个国家在国际商务谈判中倾向于采用直接谈判方式？（A）A. 美国B. 日本C. 德国D. 法国正确答案是：A. 美国。
美国人在商务谈判中倾向于采用直接、坦率的谈判方式，注重效率和质量。
2、下列哪一项不是文化背景对国际商务谈判的影响？（D） A. 语言沟通 B. 社交礼仪 C. 价值观 D. 产品标准正确答案是：D. 产品标准。
产品标准是根据行业标准或国际标准制定的，不受文化背景的影响。
3、在国际商务谈判中，下列哪个因素是最不重要的？（C） A. 文化背景 B. 政治环境 C. 个人性格 D. 经济条件正确答案是：C. 个人性格。
个人性格对谈判的影响相对较小，而文化背景、政治环境和经济条件等因素对谈判的影响更为重要。
4、下列哪个国家在国际商务谈判中倾向于采用间接谈判方式？（B）A. 美国B. 日本C. 德国D. 法国正确答案是：B. 日本。
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；。
国际商务谈判试题及答案
国际商务谈判试题及答案试题一：假设你代表一家中国制造商参加国际商务谈判。
你与来自德国的买家进行谈判，谈判的主题是关于订单数量与价格的问题。
在谈判过程中，你需要充分考虑以下因素：产品质量、交货时间、支付条件、售后服务等。
试题要求：1. 简要介绍你代表的中国制造商以及产品的特点和优势；2. 陈述你对订单数量和价格的初步立场，并解释你的理由；3. 描述你对于产品质量、交货时间、支付条件和售后服务等因素的保证措施；4. 针对德国买家的疑虑或反对意见，提出解决方案；5. 总结谈判过程并给出最终的谈判结果。
答案：背景介绍：我代表的中国制造商是一家专业生产电子产品的企业。
我们主要生产高质量的智能手机，并已在国内市场树立了良好的声誉。
我们的产品以出色的性能、可靠的品质和合理的价格而著称。
订单数量和价格的初步立场：我们认为，订单数量和价格是谈判中最重要的问题之一。
我们希望与德国买家建立长期稳定的合作关系，因此我们希望能够得到一个大订单并且能够得到合理的价格。
根据我们的市场调研和竞争分析，我们提出了一个初步的订单数量和价格方案，以确保我们的产品在市场上具有竞争力。
产品质量、交货时间、支付条件和售后服务的保证措施：为了保证产品质量，我们拥有一套严格的质量控制体系。
我们将各个生产环节进行严密监控，并对每一台产品进行多重检测，以确保产品的优质。
此外，我们也持续投入研发，以保持产品的先进性和竞争力。
关于交货时间，我们有一个高效的生产计划和物流系统，能够及时将产品送达客户手中。
我们会确保按照合同约定的时间交货，并以最快的速度响应客户的需求。
对于支付条件，我们愿意提供灵活的付款方式，并且讨论在德国买家首次采购时给予一定的优惠政策。
我们相信，在建立起长期合作关系之后，我们能够在支付条件方面达成更为互利互惠的协议。
我们也意识到售后服务的重要性，因此我们将提供全面的售后支持。
无论是产品质量问题还是其他售后需求，我们都将及时响应并积极解决。
(精选)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 or esteem 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 aspectof the 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 thinksor take a 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 statedobjectivesc.An understanding of the choices available if the parties cannotreach agreement, often called their BATNA -- Best Alternative Toa 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 forcean agreement, 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 partyknows everything 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 anger elsewhere- 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:① Cause attention.② Get information.③ Give information.④ Start thinking.⑤ Bring to conclusion.(4) There are two ways to assure a high degree of reliability for answersto your questions. One way is to lay the foundation for asking them.The second is through the use of the ta ctic called “bipolar questioning.”(5) A firm handshake gives the impression of quiet confidence and saysthat this 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, weshall place substantial orders with you.(5) It’s unwise for both of us to insist on his own price. Can we eachmake some 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’llgo on to other 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) TNegotiation 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 us Effective listening involves much more than simply hearing and understanding what the counterpart is saying. Effective listening is a set of tools and techniques which expert negotiators 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 TeamCommunication 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 withyou.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 teamto maintains 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 successful negotiation really means keeping a cool analytical head.If there is any chance one should prepare ahead of time: what do I want and why do I want 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 the discussion 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 the situation 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 salesclerk.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 a ppointment with…6) Did you have a good journey? It’s very nice of you to come all thisway.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 must be 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 the team 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 makinga series of assumptions. We should use the negotiation process to pursuethe 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 qualityand extent of 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 whetherpeople 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 shouldbe 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 conciseand “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’llleave the company.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, youwon’t get 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 maintaina 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 sightof 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 thisfurther.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, weshould 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 u p…)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。
国际商务谈判思考题答案
《国际商务谈判》课后习题参考答案项目一一、重点概念题1.p42.p53.p124.p105.p106.p10二、单项选择题1.B2.A3.C4.C5.D6.B7.A三、多项选择题1.ACD2.ABCD3.BCD4.ABD5.ABE6.ABC四、简答题1.P102.P93.P44.P12五、案例分析1.（1）双方进行的是原则式谈判。
原则式谈判，在双方利益难以调和的情况下，要想说服对方必须使用某些客观、公平的标准，使对方接受这个条件不会感到吃亏或屈尊，从而使双方协商得到公平的解决方案。
（2）在谈判中IBM方面处于买方的地位，班加罗尔里拉皇宫处于卖方的地位。
（3）班加罗尔地区酒店稀缺，而由于计算机软件公司的大量到来酒店供需矛盾更加紧张，但双方都有达成合同的共同目的。
只是在价格上存在分歧，IBM想以较低的价格取得原来的用房额度，里拉皇宫酒店想收取较高的价格，获得更多的利润。
经过谈判双方做出让步，IBM没有以大公司自居，同意适当提高规定数量房间的房价，但要保证随时拿到房间，里拉皇宫酒店方面也没有以房间紧缺的优势坚持高价，而是同意特殊关照IBM这个重要客人的用户需求。
从而使IBM的用房需求的得以满足，里拉皇宫酒店也得到了比原来多利润，从而实现了双赢。
2．（1）从交易地位看，中方进行的是买方谈判，奥方进行的是卖方谈判。
（2）从谈判所在地角度看，中方进行的主坐谈判，奥方进行的是客坐谈判。
项目二一、重点概念题1.P252.P263.P304.P315.P316.P31二、单项选择题1.A2.A3.D4.A5.C6.C三、多项选择题1.ABCE2.ABDE3.ABDE4.BCD5.ABD6.ABCDE7.ABCDE四、简答题1.P25-342.P263.P264.P28-295.P306.P307.P348.P32五、案例分析在组建合资企业的谈判中一般要进行合资各方所占股权比例的谈判、合资企业规模的谈判、出资方式的谈判、企业年限的谈判和组织机构的谈判等。
国际商务谈判参考答案
Keys to the exercisesChapter 1 Fundamentals of International Business NegotiationCommunication 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 of thedeal 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 take aposition 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 the partiescan choose to reach agreemente.Fairness -- a person who negotiates unfairly may be able to force an agreement,but the …forced‟ party will be reluctant to fulfill their share of the agreementf.Whether commitment has been reached. Will the parties each feel committedto 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 anger elsewhere- 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 younodding 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 a nswers to yourquestions. 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 that thisperson 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 make someconcession?(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 take flexibleways 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 to otherterms 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. V ery 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 expert negotiators 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 TeamCommunication 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.Y our 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 to maintainsthe morale under all conditions.4) The team members must learn that the opponent and its representatives areadversaries 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 and resourceswith the interests and resources of his negotiation partner7)Someone who is always learning from experience, from other peopleand 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 successful negotiation really means keeping a cool analytical head. If there is any chance one should prepare ahead of time: what do I want and why do I want 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 the discussion 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 the situation 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. Y es, we once worked together in.4) I‟m terribly sorry. I‟ve forgotten your name.5) Y es, 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 must begoing 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 the team 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, afterwhich our price would probably be raised.8）I‟ll do my best; and please, try your best too.9）Y our 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 extent of 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‟t get aquantity 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. Y ou 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 bargainingphilosophy 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 isneeded2) 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.。
项目十： 应对国际商务谈判参考答案[3页]
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教材名称：商务谈判（第四版）出版时间：2014年6月主编：庞爱玲、岳军平课后习题答案项目十：应对国际商务谈判参考答案【知识强化】一、重点概念理解国际商务谈判P181 谈判风格P185 应对策略P188二、选择题1．国际商务谈判的特征（ABCD）。
A 国际性B 跨文化性C 复杂性、困难性D 政策性2．日本人的谈判风格（ABCD）。
A讲究礼仪 B 耐心 C 重视人际关系 D 团队意识强3．德国人的谈判风格（ABCD）。
A 自信B 准备充分C 态度严谨D 守信用4．特别喜欢使用本国语言与对方谈判是（B）的谈判风格。
A 日本B 法国C加拿大 D 韩国三、简答题1．日本人送礼的习惯是什么?P1862．美国人的谈判风格包括哪些?P197-1983．英国人的谈判风格包括哪些?P192-1934．法国人的谈判风格包括哪些?P189-190【技能强化】案例：王先生的环球商务旅行王先生是京达进出口公司的业务经理，由于工作关系经常与外商接触。
今年夏天，王先生又做了一次商务旅行，由印度、沙特阿拉伯抵达欧洲，在英国逗留数日，越大西洋抵达美国、巴西，后经日本回国。
这次环球之旅给王先生印象最深刻的是各国交流习惯的巨大差异:在日本，人们经常聚集在一起;在巴西，商人之间的身体距离很近，连对方的呼气都能感觉到;而在英国和美国，人与人之间的身体距离很大，一旦某人闯入你身体附近的“势力范围”，通常都会说:“对不起”，尽管他离你还有10厘米。
在阿拉伯国家，商人的时间观念弹性很大，迟到一两个小时，或推迟几天是常见的事，商人只是将其笼统的归为“真主的旨意”，而在欧美，商人的时间观念通常很强。
在印度，商人们在业务谈判之前总是花很长时间做一些社交性的讨论，迟迟不肯转入正题;而在美国，商人谈判时往往喜欢单刀直入、直奔主题。
在印度，点头往往意味着“不”或“不同意”，令外国人一时难以适应。
在日本，电话交谈时一般是打电话者先讲，而在美国，通常是接电话者首先报出部门、职务、姓名。
国际商务谈判胡琳祝答案
国际商务谈判胡琳祝答案胡琳祝答案：是时候开始让你的谈判变得更有说服力了。
但是，这种感觉必须要有。
要把自己的目标和对方的目标之间有效地协调起来，而不是一个人在主导整个谈判过程。
这就要求你对自己要有足够的自信。
当你知道自己不是在做一件事的时候，你就不会那么盲目了。
当你知道自己做了一些让自己不舒服的事情时你就不会去做了；相反地，你会选择去做一些更有挑战性的事情来帮助你实现目标！只要你有足够的自信和足够的勇气就能实现目标。
当然，你也需要有足够的资本和经验等等来帮助你实现目标！1.假设你的目标是帮助你的供应商赢得订单，但是你需要使他们相信你是在帮助他们。
比如你可以这样说：“您之前在我们公司里曾经帮助过我，对您来说，我很感激您给予我这样一个机会来帮助我们。
”如果供应商会这么说，你也可以这样说：“您在我这里帮助过很多人，我对你们也很尊敬。
”或者：“您已经帮助过很多人，我很感激您。
”如果供应商这样说，你就需要使用一些策略来保证你这一目标的实现。
例如：“您需要对我们供应商有足够多的信任和支持，所以您可以先跟我们建立良好信誉和良好订单关系以帮助我们赢得订单。
但是，我们不会以恶意竞争为目的而做这种事情。
”比如：“这一次我们公司是有能力赢得这个订单的！”也可以说：“请您相信我们能赢得这个订单。
”或者“我们现在已经有很多客户了！”或者“我们之前跟您有过多次合作，而且现在还继续合作！”（请注意这些话语是否带有恶意?)这种策略在贸易谈判中非常常见而且有效！但是要注意一点！这并不意味着你必须立即采取行动（也不需要那么快）。
相反地，如果供应商知道了这一点之后反而不太愿意与我们合作。
但是如果供应商是认真负责地对待这一工作并将这一过程告诉给我们，那并不意味着事情不重要：“您给我们提供了很多订单。
”或者“我们也已经与您建立了良好关系。
”这就让人觉得非常好！2.在你的谈判过程中不应该强迫对方同意你的想法，而且不要在不确定的情况下同意它。
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项目十：应对国际商务谈判参考答案【知识强化】
一、重点概念理解
国际商务谈判P178 谈判风格P182 应对策略P182
二、选择题
1．国际商务谈判的特征（ABCD）。
A 国际性
B 跨文化性
C 复杂性、困难性
D 政策性
2．日本人的谈判风格（ABCD）。
A讲究礼仪 B 耐心 C 重视人际关系 D 团队意识强
3．德国人的谈判风格（ABCD）。
A 自信
B 准备充分
C 态度严谨
D 守信用
4．特别喜欢使用本国语言与对方谈判是（B）的谈判风格。
A 日本
B 法国C加拿大 D 韩国
三、简答题
1．日本人送礼的习惯是什么?
P183
2．美国人的谈判风格包括哪些?
P195-196
3．英国人的谈判风格包括哪些?
P190-191
4．法国人的谈判风格包括哪些?
P186-187
【技能强化】
案例：王先生的环球商务旅行
王先生是京达进出口公司的业务经理，由于工作关系经常与外商接触。
今年夏天，王先生又做了一次商务旅行，由印度、沙特阿拉伯抵达欧洲，在英国逗留数日，越大西洋抵达美国、巴西，后经日本回国。
这次环球之旅给王先生印象最深刻的是各国交流习惯的巨大差异:
在日本，人们经常聚集在一起;在巴西，商人之间的身体距离很近，连对方的呼气都能
感觉到;而在英国和美国，人与人之间的身体距离很大，一旦某人闯入你身体附近的“势力范围”，通常都会说:“对不起”，尽管他离你还有10厘米。
在阿拉伯国家，商人的时间观念弹性很大，迟到一两个小时，或推迟几天是常见的事，商人只是将其笼统的归为“真主的旨意”，而在欧美，商人的时间观念通常很强。
在印度，商人们在业务谈判之前总是花很长时间做一些社交性的讨论，迟迟不肯转入正题;而在美国，商人谈判时往往喜欢单刀直入、直奔主题。
在印度，点头往往意味着“不”或“不同意”，令外国人一时难以适应。
在日本，电话交谈时一般是打电话者先讲，而在美国，通常是接电话者首先报出部门、职务、姓名。
……
王先生回到公司后，在公司的内部通讯上将自己的上述发现整理发表出来，同事们读了都感到很有收获。
阅读案例，分析面对不同国家的谈判风格应如何应对。
要点：
结合本项目中不同国家的谈判风格及应对策略。
【实训任务】
1．实训目的：考核学生通过本项目的学习，对国际商务谈判的理解，让学生掌握在各种场合对待不同国家商人所应采取的有效策略。
2．实训要求：谈判风格模拟
要求学生根据自己对各国商人谈判风格的理解，分组模仿不同国家商人进行模拟谈判。
并分析谈判中存在的问题。
3．实训考核：
要点：
1、对国际商务谈判的理解。
2、不同国家商人的谈判风格。
3、应对不同国家商人的有效策略。