谈判期末重点
Chapter 1
Filling in blank
1.Two of the dilemmas in mutual adjustment that all negotiators face are the
dilemma of ____________ and the dilemma of ____________.
Answer: honesty, trust Page: 14
2.Parties who employ the ____________ strategy maintain their own aspirations
and try to persuade the other party to yield.
Answer: contending Page: 23
Multiple Choice Questions
1. Which is not a characteristic of a negotiation or bargaining situation?
A) conflict between parties
B) two or more parties involved
C) an established t of rules
D) a voluntary process
Answer: C
2. Tangible factors
A) include the price and terms of agreement.乱世俱灭
B) are psychological motivations that influence the negotiations.
C) include the need to look good in negotiations.
D) cannot be measured in quantifiable terms.
传统风俗Answer: A
3. Which of the following is not an intangible factor in a negotiation?
风筝英文
A) the need to look good
B) final agreed price on a contract
C) the desire to book more business
D) fear of tting a precedent
Answer: B
4. What are the two dilemmas of negotiation?
A) the dilemma of cost and the dilemma of profit margin红绿灯怎么画
B) the dilemma of honesty and the dilemma of profit margin
C) the dilemma of trust and the dilemma of cost
D) the dilemma of honesty and the dilemma of trust
Answer: D
5. Which of the following statements about conflict is true?
A) Conflict is the result of tangible factors.
B) Conflict can occur when two parties are working toward the same goal and
generally want the same outcome.
C) Conflict only occurs when both parties want a very different ttlement.
葡萄的英语怎么写D) Conflict has a minimal effect on interdependent relationships.
Answer: B
6. In the Dual Concerns Model, the level of concern for the individual's own
outcomes and the level of concern for the other's outcomes are referred to as
the
提土旁的字有哪些
A) cooperativeness dimension and the competitiveness dimension.
B) the asrtiveness dimension and the competitiveness dimension.
C) the competitiveness dimension and the aggressiveness dimension.
D) the cooperativeness dimension and the asrtiveness dimension. Answer: D
Short answer essays:
1.Explain how conflict is a potential conquence of interdependent relationships. Answer: Conflict can result from the strongly divergent needs of the two parties, or from misperceptions and misunderstandings. Conflict can occur when the two parties are working toward the same goal and generally want the same outcome, or when both parties want very different outcomes. Regardless of the cau of the conflict, negotiation can play an important role in resolving it effectively. In this ction, we will define conflict, discuss the different levels of conflict that can occur, review the functions and dysfunctions of conflict, and discuss strategies for managing conflict effectively. Page: 18歌剧原野
2.Why should negotiators be versatile in their comfort and u of both value
claiming and value creating strategic approaches?
Answer: Not only must negotiators be able to recognize which strategy is most appropriate, but they must be able to u both approaches with equal versatility. There is no single ―best‖, ―preferred‖ or ―right‖ way to negotiate; the choice of negotiation strategy requires adaptation to the situation, as we will explain more fully in the next ction on conflict. Moreover, if most negotiation issues/problems have claiming and creating values components, then negotiators must be able to u both approaches in the same deliberation. Page: 16真想
Chapter 2
1.Distributive bargaining is basically a competition over who is going to get the
most of a ____________ ____________.
Answer: limited resource Page: 33
2.The ____________ ____________ is the point beyond which a person will not
go and would rather break off negotiations.
Answer: resistance point
3.The spread between the resistance points is called the ____________
____________.
Answer: bargaining range. Page: 35
4.____________ are important becau they give the negotiator power to walk
away from any negotiation when the emerging deal is not very good.
Answer: Alternatives Page: 36
5.The ____________ ____________ tactic occurs when negotiators overwhelm
the other party with so much information that they have trouble determining
which information is real or important.
Answer: snow job
True/Fal Questions
1.Distributive bargaining strategies and tactics are uful when a negotiator wants to
maximize the value obtained in a single deal.
Answer: True Page: 33
