中央财经大学《国际商务谈判.docVIP

国际商务谈判复习提纲 选择题（2’×5/10） Levels of Conflict： ①Intrapersonal or intrapsychic conflict.不是②Interpersonal conflict③Intragroup conflict.④Intergroup conflict. Effective Conflict Management-The dual concerns model The Discipline of Discover ing the Other Party’s Resistance Point ① The higher the other party’s estimate of your cost of delay or impasse, the stronger the other party’s resistance point will be. ② The higher the other party’s estimate of his or her own cost of delay or impasse, the weaker the other party’s resistance point will be. ③ The less the other values an issue, the lower their resistance point will be. Which Commitment statement is better? A Commitment statement has three properties: a high degree of finality, a high degree of specificity, and a clear statement of consequence s. e.g. - The second is better. ① “We need a volume discount, or there will be trouble” ② “We must have a 10 percent volume discount in the contract, or we will sign with an alternative supplier next month” Creating and Claiming Value and the Pareto Efficient Frontier那些点位于CLV?PEF? The Dual Concern Model as a Vehicle for Describing Negotiation Strategies Manageable and unmanageable questions Manageable questions cause attention or prepare the other person’s thinking for future questions (“May I ask you a question?”), get information (“How much will this cost?”) and generate thoughts (“Do you have any suggestion for improving this?”) Unmanageable questions give information (“Didn’t you know that we couldn’t afford this”), and bring the discussion to a false conclusion (“Don’t you think we have talked about this enough?”) Unmanageable questions are likely to produce defensiveness and anger in the other party. Unmanageable questions are likely to make the other party feel uncomfortable and less willing to provide information in the future Categories of Third - Party Interve ntion autocracy mediation arbitration negotiation 填空题（1’×7） Phases of Negotiation Types of third-party interventi