商务谈判期末试卷.pdfVIP

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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

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