国际商务谈判智慧树知到课后章节答案2023年下温州理工学院

国际商务谈判智慧树知到课后章节答案2023年下温州理工学院温州理工学院

第一章测试

Anegotiationcanhappenwithinoneparty.（）

A:错B:对

答案:错

Twopartiestotallyhavingnointeractioncanalsohaveconflicts.（）

A:错B:对

答案:错

Conflictsarebadforsocialprogress.（）

A:错B:对

答案:错

Whenwearemakingdecision,weshouldconsiderbothlongtermandcurrentinterests.（）

A:对B:错

答案:对

One-sidedconcessionsorcompromisescannotbecalledanegotiationintherealsense.（）

A:对B:错

答案:对

第二章测试

Theintroductionstartsfromthekeynegotiatorofthe________sideandothermembers.（）

A:GuestB:host

答案:host

Whenouropponentispickingyouupfromtheairport,andtheirmanagerisdrivingthecar,whereareyousupposedtosit?（）

A:middleseatatthebackB:RightseatatthefrontC:leftseatatthebackD:Rightseatattheback

答案:Rightseatatthefront

Ifanegotiatorreceivesaproposedagendafromtheotherpartyforapprovalorinformation,heorsheshould_______.（）

A:requestchangesevenifthedraftisacceptable.B:Acceptit.

答案:requestchangesevenifthedraftisacceptable.

Suggestedoptionswillbeexaminedandevaluatedby______criteriabyeachside.（）

A:DifferentB:same

答案:Different

_______canmakeinquiryabouttermsofabusinessdeal.（）

A:EitherbuyerorsellerB:BuyerC:Seller

答案:Eitherbuyerorseller

第三章测试

Abottomtargetiswhatnegotiatorswishtoattain,butinreality,rarelyreach.（）

A:错B:对

答案:错

ThelargertheZOPAis,thelargerpossibilityitistoreachanagreement.（）

A:对B:错

答案:对

Whilewearecollectinginformation,onlyfirst-handinformationisuseful.（）

A:对B:错

答案:错

The3Csmeansthecharacter,capacityandcapitalofacompany.（）

A:错B:对

答案:对

Aqualifiedchiefnegotiatorshouldbebothknowledgeable.（）

A:对B:错

答案:对

Whenthereisalimitonnumberofteammemberswhengoingabroad,thenamesofprofessionalsshouldbedeletedfirst（）

A:错B:对

答案:错

Itwouldbepreferablefortheteammembersoftwosidestomatcheachotherinnumber,andinranks.（）

A:对B:错

答案:对

Choosingarightplacefornegotiationispartofthenegotiationstrategy.（）

A:错B:对

答案:对

第四章测试

Negotiatorsguidedbywin-loseconceptwillprotectanddefendhabituallyeachparty'sutmostinterestsbytakingfirmstanceinnegotiations（）

A:对B:错

答案:对

Bymutualsuccess,eachpartytriestogainitsutmostinterestsoratleasttakesactionnotdetrimentaltoone'sowninterests,anddon’tcarethecounterpart'sinterestsatall.（）

A:错B:对

答案:错

GerardNierenbergwasrecognizedbyForbesmagazineas"theFatherofNegotiatingTraining."（）

A:错B:对

答案:对

Asignificantpointthatawin-winmodeldiffersfromawin-losemodelisthatbothpartieswillnotonlyseekmeanstofulfilltheirowninterestsbutalsohopetheinterestsoftheotherpartytoberealizedmoreorless.（）

A:错B:对

答案:对

Thereasonwhytherecanbewin-winnegotiationisthatdifferentpartiesmayhavetheirdifferenthiddenagenda.（）

A:错B:对

答案:对

第五章测试

Themethodofcollaborativeprinciplednegotiationissoftonthemerits,hardonthepeople.（）

A:错B:对

答案:错

Thecollaborativeprinciplednegotiationemploys-notricksandnoposturing.（）

A:对B:错

答案:对

Itmaynotbewisetocommityourselftoyourposition,butitiswisetocommityourselftoyourinterests.（）

A:错B:对

答案:对

Anobjectivecriterionshouldbelegitimateandpractical.（）

A:错B:对

答案:对

Whilewearebrainstormingoptions,weshouldalsothinkaboutthefeasibilityofthematthesametime.（）

A:错B:对

答案:错

第六章测试

Ifpeoplehadnounsatisfiedneeds,theywouldnevernegotiate.（）

A:对B:错

答案:对

Astarvingmanhasnodesireordrivetopaintapictureorwriteapoem.（）

A:对B:错

答案:对

Inablackboxnegotiation,allinformationissharedbetweentheparties（）

A:错B:对

答案:错

Byunderstandingthegamebeingplayed,negotiatorscananticipatetheiropponent'smovesandrespondaccordingly.（）

A:错B:对

答案:对

Inthegametheory,youdon’thavetotaketheother’sparty’sconcernintoconsideration.（）

A:错B:对

答案:错

第七章测试

Ifpricesarerising,itisthebuyermarketandthebuyerhasthestrongernegotiatingpower.（）

A:错B:对

答案:错

Ifthemarketshareoftheproductisverylarge,thenthemanufacturerhastousepushstrategy.（）

A:错B:对

答案:错

Ifthemanufacturercanprovidealargeamountofproductinaveryshorttime,wecouldtakeadvantageofitandmakethesellerlowertheprice.（）

A:对B:错

答案:对

Atgrowthstage,bargainingstrengthmayrestwiththebuyer.（）

A:错B:对

答案:错

Thestrongerourmotivationis,thestrongernegotiatingpowertheotherpartyhas.（）

A:错B:对

答案:对

第八章测试

Thevitaltaskintheopeningstageofnegotiationistobringthenegotiators’initiativeintofullplaysoastocreateagoodnegotiationatmosphere.（）

A:错B:对

答案:对

Bothpartieswouldmaketheopeningpresentation.（）

A:对B:错

答案:对

whenanoff