国际商务谈判

1、T or F1) Stereotyping and halo effects are examples of perceptual distortion by the anticipation of encountering certain attributes and qualities in another person.2) Halo effects can be positive or negative.3) If perceptual distortions and initial assumptions are correct, then negotiators may not b

2、e able to reverse their effects.4) A perceptual bias is the subjective mechanism through which people evaluate and make sense out of situations.5) Framing is about focusing, shaping, and organizing the world around us but does not define persons, events or processes.6) Frames are important in negoti

3、ation because disputes are often nebulous and open to different interpretations.7) Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobby.8) Many of the most important factors that shape a negotiation result do not occur during the

4、 negotiation, but occur after the parties have negotiated.9) Negotiation situations have fundamentally the same characteristics.10) The effective negotiator needs to understand how people will adjust and readjust, and how the negotiations might twist and turn, based on ones own moves and the others

5、responses.11) The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations.12) In contrast, non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives.13) In integrative negotiation, the goals of the pa

6、rties are mutually exclusive.14) The failure to reach integrative agreements is often linked to the failure to exchange sufficient information that will allow the parties to identify integrative options.15) Integrative agreements have been shown to be facilitated when parties exchange information ab

7、out their positions on particular issues, but not necessarily about their priorities on those issues.16) If both parties understand the motivating factors for the other, they may recognize possible compatibilities in interests that permit them to invent positions which both will endorse as an accept

8、able settlement.17) Intrinsic relationship interests exist when the parties derive positive benefits from the relationship and do not wish to endanger future benefits by souring it.18) Focusing on interests allows parties to move beyond opening positions and demands to determine what the parties rea

9、lly want-what needs truly must be satisfied.19) The dominant force for success in negotiation is in the dialogue that takes place prior to the planning.20) A single planning process can be followed for both a distributive and an integrative process.BATNABest Alternative to a Negotiated Agreement.Int

10、angible factorsThe underlying psychological motivations that may directly or indirectly influence the parties during a negotiation.A joint goalA joint goal is one that involves individuals with different personal goals agreeing to combine them in a collective effort.ConstituencyA constituency is one

11、 or more parties whose interests, demands, or priorities are being represented by the negotiator at the table.Cognitive basesSystematic errors made when processing information.l What information do we need about the other party to prepare effectively?The other partys current resources, interests, an

12、d bargaining mix. The other partys interests and needs. The other partys resistance point and alternative(s).The other partys targets and objectives.The other partys reputation and negotiation style.The other partys constituents, social structure and authority to make an agreement.The other partys l

13、ikely strategy and tactics.l Why should criteria be decided in advance of evaluating options?If the parties first debate their criteria and determine which ones are most important, they will be able to decide on criteria independent of the consideration of any particular candidate or option. Then, w

14、hen they consider the individual candidates or options, they will pick the best one based on these criteria, not on the individual preferences of one side or the other.l Describe the double-edged effect of overconfidence1) Overconfidence can solidify the degree to which negotiators support positions or options that are incorrect or inappropriate; and2) Overconfidenc