商务谈判期末试卷.pdfVIP

国际商务谈判（英语）期末试卷

一、名词解释（3*5，共15分）

1.NegotiationAgenda（第三章）

Answer:NegotiationAgendareferstotheschedulingofnegotiationtime,

sitesandtopicsdiscussed.Theagendaisusuallypreparedbythehost

partyorestablishedthroughdiscussionbybothparties.

2.Businessnegotiation（第一章）

Answer:Businessnegotiationisaprocessofconferringinwhichthe

participantsofbusinessactivitiescommunicate,discuss,andadjusttheir

views,settledifferencesandfinallyreachamutuallyacceptableagreement

inordertocloseadealorachieveaproposedfinancialgoal.

3.Negotiationstrategy(第六章)

Answer:Negotiationstrategyistheapproachofhowtomanageyour

negotiationprocess,andthewaytoavoiddeadlocksoastoimpulsethe

negotiationtowardstheend.

4.impasse（第七章）

Answer:duringthenegotiationprocess,thetwopartystronglyinsisted

theirownprofitsandignoringwhetheritharmfulanotherparty.Thenitlead

thenegotiationinadilemma.Thissituationiscalled“impasse”.

5.Open-endedquestions(第八章)

’’

Answer：Refertoquestionthatdontlimittheanswerandcantbe

answeredwiththesimpleword“Yes”or“NO”.

二、判断题（1*10，共10分）

1.(T)Controllingisbestwhentheotherpartywouldtakeadvantageof

co-operativebehavior.(第六章)

2.(F)InNOTRICKS“”,“R”representsreputation.（第二章）

3.（T）Tipsformakingstatementsarebeclearandconcise.(第八章)

4.(T)Agoodlistenershouldpayattentiontothespeaker.(第八章)

5.(F)Approachestoconcludingthenegotiationmayincludeargument.(第

九章)

6.（T）Watchcarefullyandunderstandtheotherside’sthinkingare

bargainingtactics.（第五章）

7.（T）Thewrittencontractisthemajorformofinternationalbusiness

contract.（第九章）

8.(F)Formalnegotiationisalsocalledinformalnegotiation.（第一章）

9.(T）Negotiationenvironmentscanbedividedintositesands