国际商务谈判智慧树知到期末考试答案章节答案2024年温州理工学院

国际商务谈判智慧树知到期末考试答案+章节答案2024年温州理工学院Negotiationisaprocessinvolvingtwopartieswithdifferentinterestbutincentivestoresolvethesedifferencesandreachagreement.（）

答案:对Inawin-winnegotiation,weshouldconsiderouropponent’sinterestaswellasourowninterest.（）

答案:对Negotiator’spersonalinterestsarealwaysinconvergencewiththatoforganizations.（）

答案:错Inanegotiation,theguestsideshouldbearrangedtositbesidethedoor.（）

答案:错Theleaderinanegotiationteamshouldbeabletomakedecisions.（）

答案:对Partiesinconflictaredependent,whichmeansthereremainsnorelationshipdevelopedbyinterrelatedinterestsandconcerns.（）

答案:错Boththesellerandthebuyercanmakethefirstoffer.（）

答案:对Inordertomakegoodatmosphere,itissuggestedtogivetheotherpartyasmallgift.（）

答案:对Thetwosidesinanegotiationshouldhaveanagreementontheagendaintheopeningphase.（）

答案:对Thewayofagendaarrangementalwaysstartsfromthesimpleissuesandthendifficultissues.（）

答案:错Inordertomakeouropponenthappy,weshouldalwaysbethefirsttomakemajorconcessions.（）

答案:错Foolingyouropponentsorplayingtrickisaneffectivemethodofnegotiation.（）

答案:错Ifyouseetheothersidegetangry,youshouldquarrelwiththem.（）

答案:错Innegotiation,weshoulddiscusswithourpartnerourBATNA.（）

答案:错Supposeyouareamanufacturer,andyourproductoccupieslargemarketshare,soyouhavetouseincentivestomaketheretailerstosellyourproduct.（）

答案:错Inselectingarightteammemberforanegotiation,expertiseismoreimportantthanthepersonalities.（）

答案:错Thestrongerone’smotivationis,theweakerhisnegotiatingpoweris.（）

答案:对Ifourmotivationdeclines,ournegotiatingpowerwillincrease.（）

答案:对Ifyouhaveagoodreputation,youareeasytoattractpotentialcustomers.（）

答案:对Extensiveinvestigationstellthatyourstrengthismuchinferiortothatofthecounterparty.Toensureasuccessfulnegotiation,itisprettywisetoloweryourinitialquotation.（）

答案:错whatarethebasiccomponentsofCPN?（）

答案:people###interests###Criteria###GainingSellingpricecontains:________.（）

答案:fixedcost###profitmargin###variablecostWhatdoesthe3Csinclude?（）

答案:Character###capacity###capitalGoodtopicsinthebanquetwithsomeoneyouarenotfamiliarwithincludes_______.（）

答案:weather###religion###hobbiesNegotiationtargetsincludes______.（）

答案:idealtarget###bottomline###accepttargetFromwhichaspects,canweseparatethepeoplefromtheproblem?（）

答案:perception###emotion###communicationWhatarethedifferentchoicesofnegotiationvenues?（）

答案:theirparty’svenues###hostvenues###rotationofguestandhostvenues###guestvenuesWhichofthefollowingcanprovokemotivation?（）

答案:Offeringinducements###Gettingexternaltheirpartytoendorseyourinducements###Placingatimelimitontheavailabilityofyouroffer###DemonstratingattractivenessWhatdoestargetdecisioninclude?（）

答案:objectivelevels###preferenceofinterestsThenegotiationincludes_____phases?（）

答案:Opening###Bargaining###ClosingIftheothersidemisunderstoodyou,whatisthemostappropriatewaythesaytothem?（）

答案:Sorry,Ididn’tmakemyselfclear.Whichphaseisthemostdifficultone?（）

答案:bargainingMr.Liu,over30,standsattheentranceandwaitsforMs.Wang.However,hehasnoideaabouttheageandpositionofMs.Wangandwonderswhetherheshouldoffertoshakehandswithher.YouthinkMr.Liushould________.（）

答案:waitforMs.WangtoofferhandshakeWhichofthefollowingfactorshasthepositivecorrelationwithnegotiatingpower?________.（）

答案:SubstitutesThe______targetiswhatnegotiatorsmakealleffortstoachieve.（）

答案:acceptableThestrongeroneisdependentontheotherside,the_______itsnegotiatingpoweris.（）

答案:weakerWhichonedoesnotbelongtothecategoryoffinancialcredit______.（）

答案:courtesyWhenthehostisproposingatoast,alltheguestsshould_____.（）

答案:keepquietandlistenattentivelyInaninternationalnegotiation,themosthonorablepersonoftensits_______.（）

答案:inthemiddleThegoalofabusinessnegotiationistoseek________.（）

答案:maximumbenefitIfthe______cannotbemet,it’stimetowalkaway.（）

答案:bottomlineWhichoneisnotincludedinthestructureofbusinessnegotiations?（）

答案:lookingforcustomersA(an)______cangobackandforthseveraltimes.（）

答案:counterofferWhatisthefirstprocedureofnegotiation?（）

答案:introductionofteammembersIftheproductoccupieslargemarketshare,itwillemploy_______strategy?（）

答案:pullAnoffershouldbeputforwardbytheseller.（）

答案:错Bothpartieswouldmaketheopeningpresentation.（）

答案:对whenanoffereehasreceivedanoffer,heusuallywouldacceptitquicklysoastoshowsincerity.（）

答案:错Inordertosatisfyourcustomer,weshouldalwaysmakeconcessions.（）

答案:错Thevitaltaskintheopeningstageofnegotiationistobringthenegotiators’initiativeintofullplaysoastocreateagoodnegotiationatmosphere.（）

答案:对Ifthemarketshareoftheproductisverylarge,thenthemanufacturerhastousepushstrategy.（）

答案:错Atgrowthstage,bargainingstrengthmayrestwiththebuyer.（）

答案:错Thestrongerourmotivationis,thestrongernegotiatingpowertheotherpartyhas.（）

答案:对Ifthemanufacturercanprovidealargeamountofproductinaveryshorttime,wecouldtakeadvantageofitandmakethesellerlowertheprice.（）

答案:对Ifpricesarerising,itisthebuyermarketandthebuyerhasthestrongernegotiatingpower.（）

答案:错Inthegametheory,youdon’thavetotaketheother’sparty’sconcernintoconsideration.（）

答案:错Byunderstandingthegamebeingplayed,negotiatorscananticipatetheiropponent'smovesandrespondaccordingly.（）

答案:对Inablackboxnegotiation,allinformationissharedbetweentheparties（）

答案:错Astarvingmanhasnodesireordrivetopaintapictureorwriteapoem.（）

答案:对Ifpeoplehadnounsatisfiedneeds,theywouldnevernegotiate.（）

答案:对Thecollaborativeprinciplednegotiationemploys-notricksandnoposturing.（）

答案:对Anobjectivecriterionshouldbelegitimateandpractical.（）

答案:对Whilewearebrainstormingoptions,weshouldalsothinkaboutthefeasibilityofthematthesametime.（）

答案:错Themethodofcollaborativeprinciplednegotiationissoftonthemerits,hardonthepeople.（）

答案:错Itmaynotbewisetocommityourselftoyourposition,butitiswisetocommityourselftoyourinterests.（）

答案:对Negotiatorsguidedbywin-loseconceptwillprotectanddefendhabituallyeachparty'sutmostinterestsbytakingfirmstanceinnegotiations（）

答案:对Asignificantpointthatawin-winmodeldiffersfromawin-losemodelisthatbothpartieswillnotonlyseekmeanstofulfilltheirowninterestsbutalsohopetheinterestsoftheotherpartytoberealizedmoreorless.（）

答案:对Thereasonwhytherecanbewin-winnegotiationisthatdifferentpartiesmayhavetheirdifferenthiddenagenda.（）

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

答案:错GerardNierenbergwasrecognizedbyForbesmagazineas"theFatherofNegotiatingTraining."（）

答案:对Itwouldbepreferablefortheteammembersoftwosidestomatcheachotherinnumber,andinranks.（）

答案:对Choosingarightplacefornegotiationispartofthenegotiationstrategy.（）

答案:对Whilewearecollectinginformation,onlyfirst-handinformationisuseful.（）

答案:错Aqualifiedchiefnegotiatorshouldbebothknowledgeable.（）

答案:对ThelargertheZOPAis,thelargerpossibilityitistoreachanagreement.（）

答案:对The3Csmeansthecharacter,capacityandcapitalofacompany.（）

答案:对Whenthereisalimitonnumberofteammemberswhengoingabroad,thenamesofprofessionalsshouldbedeletedfirst（）

答案:错Abottomtargetiswhatnegotiatorswishtoattain,butinreality,rarelyreach.（）

答案:错Suggestedoptionswillbeexaminedandevaluatedby______criteria