國際商務談判智慧樹知到答案章節(jié)測試2023年外交學院

緒論單元測試Negotiationisanintegralpartofdailylifeandtheopportunitiestonegotiatesurroundus.（）

A:錯

B:對

答案:B第一章測試Duetoadvancesintechnologyandchangesintheworkplace,negotiationisbecoming:（）

A:Anincreasinglyimportantskillforpeopletohone.

B:Increasinglycomputer-driven.

C:Lessrelationship-oriented.

D:Moreconfrontational.

答案:AWhichofthefollowingisleastlikelyanegotiationsituation?（）

A:Theinvitationyoureceivetoapartysaysyoucanbringafriend.

B:Yourmanagermeetswithyouaboutyourannualraise.

C:Youaskasalesclerktogiveyoua15percentdiscountbecausethearticleofclothingyouwouldliketopurchaseismissingabutton.

D:Ahighschoolsenioraskshisparentsifhecanborrowtheircar.Theyagree,aslongashepromisestobehomebymidnight.

答案:AImplicitinallnegotiationsisthatthepartiesare:（）

A:dependent.

B:interdependent.

C:independent.

D:Anyoftheabove

答案:BThebasicprobleminmostnegotiationsis:（）

A:Conflictingpositions.

B:Conflictingissues.

C:Conflictinggoals.

D:Conflictinginterests.

答案:DNegotiationisaprocessreservedonlyfortheskilleddiplomat,topsalesperson,orardentadvocateforanorganizedlobby.（）

A:對

B:錯

答案:B第二章測試Thefirststepofthefirststageofanegotiationis:（）

A:Formulateargumentsandcounterarguments.

B:Buildrapport.

C:Pre-negotiationpreparation.

D:Formulateoffersandcounteroffers.

答案:CEffectivenegotiationpreparationencompassesthreegeneralabilities:situationassessment,other-partyassessment,and_______.（）

A:self-assessment

B:teamassessment

C:financialassessment

D:locationassessment

答案:ABATNAisshortfor‘BestAlternativeToaNegotiatedAgreement’.（）

A:錯

B:對

答案:BInordertoreachasuccessfulnegotiationoutcome,thenegotiatorsmustunderstandthattheirBATNAis:（）

A:determinedbyobjectivereality

B:nottimesensitive

C:abletobemodifiedbypersuasiveoffers

D:theoutcomethatthenegotiatorwishestoachieve

答案:AWhen,youareaskedaboutyourdesiredsalaryinajobinterview,whatisthebestresponsetousewiththeprospectiveemployer?（）

A:Giveasalaryrangethatwouldmeetyourneedsinordertoseemlessfixatedonaparticularnumber.

B:Makeatake-it-or-leave-itoffer

C:MakeanextremeofferandnegotiateyourwaybackdowntoyouracceptableBATNArange

D:Identifyavarietyofdifferentcombinationsofhighlyattractiveofferpackagesandpresentthosepackagestotheemployer

答案:DWhatismeantbythehiddentableinanegotiation?（）

A:Theultimategoalofagoodnegotiator

B:Theundisclosedoffersthatcouldhavebeenmade

C:Anundisclosedgroupofresources

D:Importantpartieswhoaretherealdecisionmakersarenotpresentatthenegotiationtable

答案:DThestrategicplanningstageofpreparationincludes:（）

A:Definingthesituation,establishingthedesiredgoals,creatingascriptanddecidinghowtoimplementthenegotiationoutcome.

B:Definingthesituation,establishingthedesiredgoals,creatingascriptanddecidinghowtoimplementthestrategy.

C:Definingthesituation,establishingthedesiredgoals,formulatingastrategyanddecidinghowtoimplementthestrategy.

D:Definingthesituation,establishingthedesiredgoals,formulatingastrategyandcreatingascript.

答案:CToachievethegreatestgains,negotiatorsshouldsticktothescripttheycreatedduringthepreparationphase.（）

A:錯

B:對

答案:A第三章測試Negotiatorswhoarehighlyconcernedwithachievingtheirsubstantivegoalsbuthavesignificantlylessconcernfortherelationshiporfortheotherparty’ssubstantivegoalsarelikelytoadopt:（）

A:Anintegrativestrategy.

B:Adistributivestrategy.

C:Aninterest-basedstrategy.

D:Aprincipledstrategy.

答案:BAccommodativestrategiesemphasize:（）

答案:EWin-winnegotiationdoesnotpertaintohowthepieis____butrather,tohowthepieis_____bynegotiators.（）

A:divided;enlarged

B:built;promoted

C:enlarged;divided

D:envisioned;distributed

答案:AInapositivebargainingzone,negotiators’reservationpointsoverlap.Ifthepartiesfailtoreachanagreementwhenapositivebargainingzoneexists,theoutcomeis______because______.（）

A:asuboptimalimpasse;thenegotiatorsleftmoneyonthetable

B:unilateral;negotiatorswillhavetoexercisetheirBATNA’s

C:uneven;ofthechillingeffect

D:even;bothsidescanwalkaway

答案:AAnegativebargainingzoneindicatesthat:（）

A:thecounterparty’sfirstofferwasnotaccepted

B:partiesshouldkeepnegotiatingtofindapositivebargainingzone

C:partiesareworseoffbynotreachingagreementthanbyreachingagreement

D:thereisnopositiveoverlapbetweentheparties’reservationpoints

答案:DThepackageofissuesfornegotiationistheBargainingmix.（）

A:錯

B:對

答案:BContextissues(e.g.,historyoftherelationship)canaffectnegotiation.（）

A:對

B:錯

答案:ATonegotiateoptimally,eachparty’sinterestsshouldbekeptsecretfromtheotherparty.（）

A:對

B:錯

答案:BThestrategyofanintegrativeapproachtonegotiationinvolves:（）

A:Competing.

B:Limitingresources.

C:Creatingvalue.

D:Winningatanycost.

答案:CThesituationalcharacteristicsthatdeterminewhichnegotiatingstrategyismostappropriateare:（）

A:Goals,resources,andthelevelofcollaboration.

B:Goals,resources,andthelevelofcompetitiveness.

C:Goals,resources,andtheleveloftherelationshipandtrust.

D:Goals,resources,andthelevelofnegotiatingsophisticationofeachparty.

答案:C第四章測試Whatarethemostcriticalprecursorsforachievingnegotiationobjectives?（）

A:definingframesandsettinggoals

B:noneoftheabove

C:framingandstrategizing

D:Effectivestrategizing,planningandpreparation

E:goalsettingandtargetplanning

答案:DWhatactioncanbetakenafterthefirstroundofoffers?（）

A:insistontheoriginalposition

B:makesomeconcessions

C:holdfirm

D:makenoconcessions

E:Alloftheabove.

答案:EWhenformulatingcounteroffersandconcessions,negotiatorsneedtoconsiderthreethings:（）

A:thestartingvalue,theendvalue,andthemagnitudeofconcessions

B:thepattern,themagnitude,andthetimingofconcessions

C:theimpact,thesize,andthetimingofendowmenteffects

D:thefairness,themisuse,andthepatternofconcessions

答案:BDrawingupafirmlistofissuesbeforetheinitialnegotiationmeetingisavaluableprocessbecauseitforcesnegotiatorstothinkthroughtheirpositionsanddecideonobjectives.（）

A:對

B:錯

答案:AEachparty’sresistancepointisopenlystatedattheconclusionofnegotiations.（）

A:錯

B:對

答案:A第五章測試Selectivepresentationcanbeusedtoleadtheotherpartytoformthedesiredimpressionofyourresistancepointortoopenupnewpossibilitiesforagreementthataremorefavorabletothepresenterthanthosethatcurrentlyexist.（）

A:錯

B:對

答案:BHardballtacticsaredesignedto（）

答案:AStudiesindicatethatnegotiatorswhomakelowormodestopeningoffersgethighersettlementsthandothosewhomakeextremeopeningoffers.（）

A:對

B:錯

答案:BOnewaynegotiatorsmayconveythemessagethat“thisisthefirstoffer”isbymakingthefirstconcessionsubstantial.（）

A:對

B:錯

答案:BAsmallconcessionlateinnegotiationsmayindicatethatthereislittleroomlefttomove.（）

A:對

B:錯

答案:AUsingobjectivecriteriaismosteffectivewheneachpartysearchesforitsowncriteriaasopposedtosearchingforobjectivecriteriatogether.（）

A:對

B:錯

答案:BWhichofthefollowingisamajorstepintheintegrativenegotiationprocess?（）

A:choosingaspecificsolution

B:understandingtheproblemandbringinginterestsandneedstothesurface

C:generatingalternativesolutionstotheproblem

D:Alloftheabovearemajorstepsintheintegrativenegotiationprocess.

E:identifyinganddefiningtheproblem

答案:DInwhichmajorstepoftheintegrativenegotiationprocessofidentifyinganddefiningtheproblemwouldyoulikelyfindthatiftheproblemiscomplexandmultifacetedthepartiesmayNOTevenbeabletoagreeonastatementoftheproblem?（）

A:definetheprobleminawaythatismutuallyacceptabletobothsides.

B:statetheproblemwithaneyetowardpracticalityandcomprehensiveness.

C:separatetheproblemdefinitionfromthesearchforsolutions.

D:statetheproblemasagoalandidentifytheobstaclestoattainingthisgoal.

E:depersonalizingtheproblem.

答案:BWhatapproach(es)canpartiesusetogeneratealternativesolutionsbyredefiningtheproblemorproblemset?（）

A:surveys

B:logrolling

C:nonspecificcompensation

D:brainstorming

答案:BCInbrainstorming（）

A:partiesareurgedtobespontaneousandevenimpractical.

B:allsolutionsarejudgedandcritiquedastheyarerecorded,andaweighted-averagepercentageisassignedtoeachsolution.

C:Noneoftheaboveisapartofthebrainstormingprocess.

D:thesuccessoftheapproachdependsontheitem-by-itemevaluationandcritiqueofthesolutionsaspresented.

E:individualsworkinalargegrouptoselectasingleoptimalsolution.

答案:AWhenformalchannelsofcommunicationbreakdown,negotiatorsarepermittedtofindingalternativesandcanusewhichofthefollowing?（）

A:conversationsovercoffeebreaks

B:separatemeetingsbetweenchiefnegotiatorsoutsideoftheformalsessions

C:off-the-recordcontactsbetweenkeysubordinates

D:alloftheabove

答案:DIfbothpartiesunderstandthemotivatingfactorsfortheother,theymayrecognizepossiblecompatibilitiesinintereststhatpermitthemtoinventpositionswhichbothwillendorseasanacceptablesettlement.（）

A:對

B:錯

答案:AHardballtacticsworkmosteffectivelyagainstpowerful,well-preparednegotiators.（）

A:對

B:錯

答案:BWhichofthefollowingprocessesiscentraltoachievingalmostallintegrativeagreements?（）

答案:BWhatarethestrategiesforrespondingtohardballtactics?

A:Co-Opttheotherparty

B:Ignorethem

C:Respondinkind

D:Discussthem

答案:ABCD第六章測試Researchstudiessuggestthatculturedoeshaveaneffectofnegotiationoutcomes,alt