商务谈判 期末考试题

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(F)Ininternationalbusiness..totheseller.(F)Toobservelocalcustoms..localbehavior(F)Formalculturestend..andpower.(T)Orientationtotime..countryaswell

.(F)Amongbusinesspeople..physicalcontact.(F)Veryexpressiveclultures..eyecontact(T)Iimidatethem(F)TheJapanesetreat..verycasually(T)NorthAmerica..gift-givingculture

(F)Americanbusinessmoves..Britishbusiness.(F)Thewin-losestratetegy..canpurse(F)Anexperienced..pausetolisten

(T)Personswhofirmly..getthebestdeal(T)Withoutinformation..andtactics

(F)Quotationisan..contractualobligation(F)Arbirtrationisjust..andthebuyer(T)Thefirststep..effectivepanning(F)Onceyourplan..modifyit

(T)Yourtargetsshould..ofanegotiation

(F)Whendesigningstrateies..ofyourweaknesses.(T)Wemustalways..strategicthinking(F)Foraquickdeal...couldcompromise(F)Thefirstthing…controlyourown(T)Itisimperative..angerappropriately(T)Conflictscan..aboutasituation(F)Inthemiddle..newteamleader(T)Inthestrategy..tendorgoal(F)Itisdesirable..hisstrengths

(T)Corevaluesare..manysituations

(F)Effectivenegotiators..fulleffectiveness(T)Recessingisa..bothparties

(T)Settingdeadlines..concentrationofenergy(F)Itisnotnecessary..itsclosure(T)Whetherwelike..ispractical(F)Theimplications..arenegative

(T)TheColfCluband..teamnegotiations(F)Ocesshewillget(T)Decliningthedeal..isveryimportant(F)TheColfClubiisfor...trustandopenness(F)Whenthenegotiations..asubgroup(F)Ifoneteam..thesameway

(T)Negotiationsmayfail..negotiationclashing(F)Inorderto..anegativetone

(T)Sometimesyouneed..apositivetone(T)Thepopenbidsapologyhesitation(F)Therearethree..withcomment(T)Therearetwodays..thesituation(F)Tosomeextent..responsivebid(F)Alowbid..bargainingphases(T)Itisnecessary..ofthenegotiation(F)Thoseimformal..needanagenda(T)Goodinternational..negotiatingtable(F)Itiswise..fornegotiation(T)Anagendacan..bybothsides

(T)Socialevents,,thenegotiations

(F)Learningtodeal..anegativeposition(F