商务谈判 期末考试题

1.what is business negotiation ?negotiation is an element of human behavior . negotiation
takes place only over issues that are negotiate .negotiation takes place only between people who have the same interests. Negotiation takes place only when negotiators are interested not only in taking but also in giving . Negotiator takes place only when negotiating parties trust each other to some extent.
2.Characters of business negotiation :1.with a common goal but divergent methods.2.the
satisfaction of both parties .3.share open information in common 4. Try to understand .5.
achieve common and complementary objectives acceptable to them both.6.redistnbute the uneven potential 7.everything is negotiable .8 zero-sum game.
3.Conflicts :1.parties in conflicts are interdependent 2.contradictions and interests
coexist.3.two parties in a conflict will naturally fight for each others own interests and make every effort to gain more from the other side , as a result it will result it will reduce gain of interests expected mitially.
4.The basic principle of negotiation :1.euqality principle.2.sincere cooperaton.3.keep it flexible
and fluid .
5.翻译人员：1.look at conterparts but not the mterpreters .2.the respective interpreters should
translate when their team speaks .3.speak in clear short sentences and never for longer than
30 seconds at a time .4. sated just to the rear of negotiators .5. willing to accept your
interpretation may be wrong. 6. Never show public displeasure .save criticistns afterwards .7.always keep interpreters close at hand and maintain their confidence.
6.谈判的阶段:1.pre-negotiation .2.face to face negotiation .3. post-negotiation .
7.怎样开头:1.arouse curiosity by asking a question related to your talk .2. say something
humorous .3.start off with an interesting news item .4.begin with a specific illustration or case, which tends to lend an air of seriousness and reality to your talk .5. open with the impact of a profound quotation .6.show a visual illustration of your mainpoints.7.open with a simple explanation of how your topic affects the common interests of listeners .8. start off with a shocking statement .9.casually comment on something that has just happened or been said at the meeting if it ties into your presentation.
8.怎样结尾:1.summarizing and briefly outlining the main points you cover .2. appeal for
action .3. pay the listeners a sincere compliment by making reference to their organization, state or other aspect of common interest .
9.How to deliver questions .1.one way is to lay the foundation for asking them.2 .the second
method of assuring the reliability of answers to your questions is through the use of the tactic called “bipolar questioning“
10.There are some alternatives that you may use on how to answer when questioned :1.leaving
the other person with the assumption that he has been answered .2. Answering incompletely .3. answering inaccurately .4.leaing the other person without the dire to pursue the question process further.
11.What qualifies to be a good negotiator? 1. A good listener . 2. Open –minded .3. willing to do
the homework to determine her/his interests , objective and alternatives 4. Well-prepared .
12.谈判人员的个人素质personal characteristics .1. shrewdness 2. Patience .3. adaptability .4.
endurance 5. Gregariousness .6 .concentration 7. The ability to acticulate 8.sense of humor .
13.How big should the team be .it is quite important to keep the team as small as possible .1.
when your team has to operate overseas , then you will have a lot of fights ,ground
traspot ,meals hotels, communication and conference centers munication is a source of strength within the negotiation team 3.presenting a unified front is key.
14.在自己地盘上谈判的优点:(held in your own territory):1. It enables you to get the approval
that may be necessary on problems that you did not anticipate 2. It prevents the other side from concluding the negotiation prematurely and leaving ,which he might do if he is in his own office ..3. you can take care of other matters and have your own facilities awaiable while you are handling the negotiation .4. it gives you the psychological advantages of having the other side come to you .5. it saves your money and travelling time.(going to your o pposer’s home territory ) 1. You can devote your full time to do the negotiationwithout the distractions and interruptions that your office may produce .2 .you can withhold information , stating that it is not immediately awarable .3. you might have the option of going over your opposer’s head to someone in his high management .4. the burden of preparation is on the oppose and he is not free from other duties.
15.As we start the bargaining process we need to take 2 steps “1. Get it clear .2 assess the
situation .
16.The basic principal that govern concession in bargaining are .1. aconcession by one party
must be matched by a concession of the other party .2. it’sbetterfor the pace of concession to be as little as possible and the frequency of concession to be show .3. a party should track their concession to their own advantage , doing their best to give the other part plenty of satisfaction even if concession are small .4. a party must help the other party to see each of their concessions as being significant .5. move at a measured place towards the projected settlements point .6. reserve concessions until they are needed.
17.The principal of breaking an impasse 1.in coping with these conflicts is “keep it fluid” 2. Is to
“seeking easy escape routes “ 3. Use time brea ks either as recesses within a particular negotiation meeting or as breaks between meetings .
18.Toward settlement (达成共识) 1.it should not be made too soon 2. It must be big enough to
symbolize closure .3. negotiation to our advantage demands the last half penny .4. gie him that satisfaction finally ,at the end of the negotiation .1. summarize 2. Produce a written record .3. identify action needs and responsibilities.
19.Tactics towards agreement (达成协议的策略) 1.recessing 2. Settling deadlines 3. Full
disclosure the straightforward statement .4. lubrication /the golf club 5. The study group .
20.At what time should we use our recess? 1. At the end of a phase in the negotiation .2. before
issue identification 3. When nearing an impasse 4. Team maintenance needs 5. Breaking a trough .
21.What is the recommended procedure to get a recess? 1. State the need for a
recess .2summarize and lookforward 3.agree on the duration of the recess 2. Summarize and lookforward 3. Agree on the duration of the recess. 4.avoid fresh issues .
22.Value evaduation standard of business negotiation objectives 2. Negotiation efficiency 3. The
personal relationship after negotiating .
23.Content of business negotiation summary .1. aspects that have direct relation with
negotiating process 2 . aspects concerning the opponent .
24.Steps of business negotiating summary 1. Review the negotiating process and go over the
minute .2. analyze and evaluate the negotiating .3. give suggestions of improvement 4.write the summary report
25.Strategic consideration 1.repeatability 2.strength of both parties 3. Importance of the deal
4.timw scale and negotiation resources
26.Guidelines for strategic decisions :1.which must be made is the choice of the other
party .2.how quick should negotiations proceed ? 3 how high to aim in strategic thinking .4.
what sort of objectives .5.what style should be used to negotiate ?6. every deal with have special problems and opportunities
27.“when”strategy 何时出击,何时叫停:1. Participation 2 .crossroads .3 blanketing 4. Salami 5
agency 6 shifting levels .
28.Developing self-control 1. Keep your emotions in check and so not let them over mind or
interfere with judgment .2 do not personalize the situation or the behavior of the other party , which includes realizing that their behavior is not a personal attack on you personally
3. Make rational decisions to behave in a particular way in sprite of strong emotional feeling
to behave the opposite way.
29.If dealt with effectively, conflicts can lad to following benefits...1. Conflicts can provide new
information about a situation .2. Conflicts can bring a problem into the open where it can be dealt with 3. Conflicts can produce new ideas or new approaches to solving problems, if creativity is used .5 .conflicts can lead to a better understanding of oneself, and one’s motivations, goals and behaviors.
30.Promoting consensus in negotiation 促进谈判的一致性1. Establish an atmosphere in
which people feel free to raise objectives 2. When asking opinions ,don’t define the expected results .3 in large-0scale and lengthy negotiations ,set up parallel , in dependent policy-making group or committees .4. if necessary ,periodically divide these group into subgroups .5 have represent actives of each group act in liaison with the other groups 6 invite experts who are not members of the group to challenge the views of core members. 31.Anticipating conflicts 1 distracting the opposition 2 lobbying 3. The force of contrast 4.
Granting concessions。