Part I. Multiple Choice Questions (Only One Correct Answer)(1 pt x 15 questions = 15pts. Plea lect the ONE correct answer from the four options and give your answer by ticking the radio button. No points would be given to answer with incorrect choices.)
1. Negotiation agenda refers to the arrangement of negotiation date, location and ____. Usually, an agenda is prepared by the host, or can be determined by group discussion in advance. Negotiation agendas can be further divided into open agendas and internal agendas.
A. Atmosphere B. Issue C. Participants D. Tea
Your answer(s): A.B.C.D.
2. ____ is suitable for ordinary business negotiation or "one-to-one" or "two-to-one" negotiation with regular customers.
A. Simple negotiation B. Careful negotiation C. Tacit negotiation D. Warm negotiation
Your answer(s): A.B.C.D.
3. ____ is our target for maximizing profit in negotiation, and also often the bottom line acceptable to the counterparty. In another word, it is the critical breakdown point of negotiation.
A. The lowest target B. Medium target C. Acceptable target D. The highest target
Your answer(s): A.B.C.D.
4. Material preparation for international business negotiation includes: lection of negotiation location, ____, arrangement of accommodation and visit.
A. arrangement of negotiation hall B. contacts with the counterparty C. airport pickup D. hanging of welcome banner
Your answer(s): A.B.C.D.
5. In the most of sale cas, the relationship between the lowest target and the acceptable target is ____.
A. The former is equal to or greater than the latter B. The former is equal to or less than the latter C. The former is less than the latter D. The former is greater than the latter
Your answer(s): A.B.C.D.
6. Comparatively, ____ may most likely add time and cost.
A. Concession negotiation B. Soft negotiation C. Hard negotiation D. Principled negotiation
Your answer(s): A.B.C.D.
7. _____ is both rational and of human interest.
A. Concession negotiation B. Soft negotiation C. Principled negotiation D. Hard negotiation
Your answer(s): A.B.C.D.
8. The guideline for the actions of negotiators is ____.
A. Negotiation plan B. Negotiation agenda C. Negotiation strategy D. Negotiation target
Your answer(s): A.B.C.D.
9. ____ determines the keynote of an overall negotiation process.
A. Preparation B. Opening C. Formal negotiation D. Signing
Your answer(s): A.B.C.D.
10. Mr. Liu, over 30, stands at the entrance and waits for Ms. Wang. However, he has no idea about the age and position of Ms. Wang and wonders whether he should offer to shake hands with her. You think Mr. Liu should ____.
A. offer to shake hands B. wait for Ms. Wang to offer handshake C. not offer shake hands D. A, B and C are wrong
Your answer(s): A.B.C.D.
11. Men should wear suit for a negotiation. For a ____ suit,
all buttons shall be done up, otherwi it would be considered frivolous and indiscreet.
A. Two-button B. Three-button C. Single-breasted D. Double-breasted
Your answer(s): A.B.C.D.
12. During a negotiation break, you should ____ when enjoying Western-style food with customers.
A. hold the knife with left hand and the fork with right hand B. hold the knife with right hand and the fork with left hand
党员培训心得C. hold the knife or the fork with either left or right hand D. hold both the knife and the fork in left hand
Your answer(s): A.B.C.D.
13. Usually, gifts would be exchanged for friendship and cooperation. Westerners focus more on the meaning of gifts and ____.
A. value of gifts B. package of gifts C. type of gifts D.their emotional values
Your answer(s): A.B.C.D.
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14. In western countries, the number to be avoided when nding gift is ____.
A. 4 B.13 C.14 D.3
Your answer(s): A.B.C.D.
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15. When deciding the time to call on a customer, you should always remember not to disturb your customer. So, you should be careful when making the appointment. Generally, it is best to visit a Spaniard at ____.
A. 8:00 - 9: B. 4:00 - 5: C. 10: D. 7:00 - 8:
Your answer(s): A.B.C.D.
Part II. Multiple Choice Questions (More than one correct answers):(2 pts x 15 =30 pts. At least two out of the four options provided are correct. Plea give your answers by ticking the check boxes. No points would be given to answers with incomplete or incorrect choices. )
1. Credit status of a counterparty includes ____.
A. history and scale B. economic strength C. liabilities D. products or technical advantage
Your answer(s): A.B.C.D.2. Preparation for international business negotiation includes ____.
A. information collection B. organization and arrangement C. planning D. material arrangement
天空像什么的比喻句Your answer(s): A.B.C.D.3. Being the host or the guest is totally different in international business negotiations. Negotiators often feel more comfortable and calm as the host, while incure and stressful as the guest. The advantages of being the host include: familiar environment, ____.
A. convenient for catering B. confident in talking C. easy in asking for instruction and reporting D. saving time and cost for going abroad
Your answer(s): A.B.C.D.4. Visit or sighteing for customers during negotiation would ____, which are all beneficial for the progress of a negotiation.
A. deepen foreign customers' understanding of our culture
B. help customers to ea and get rid of discomfort from travel
C. get customers drunk and loon their guard
D. promote private contact and create a harmonious relationship
Your answer(s): A.B.C.D.5. Material preparation for international business negotiation includes ____.
A. lection of negotiation location B. arrangement of negotiation room
C. accommodation and catering D. visit and rearch
Your answer(s): A.B.C.D.6. Non-verbal behavior of ____ will earn the trust of counterparties in you. 单反相机性价比排行
A. frank attitude B. relaxed body C. proper smile D. decent complementary actions
Your answer(s): A.B.C.D.7. Non-verbal behavior of ____ will lo the trust of counterparty in you.
A. lack of facial expression B. avoidance of eye contact C. passion D. being too quiet
Your answer(s): A.B.C.D.8. Men shall wear ____ suits for negotiation.
A. black B. red C. grey D. yellow
Your answer(s): A.B.C.D.9. Cost of international business negotiation includes:_______.
A. cost over the negotiating table B. cost of counterparty C. cost of negotiation process
D. opportunity cost of negotiation
Your answer(s): A.B.C.D.10. Generally, factors impacting group efficacy in negotiation include ____.
A. quality of group members B. group structure C. group norms D. interpersonal relationship within the group
Your answer(s): A.B.C.D.11. Negotiators would frequently participate in foreign activities of all types. In daily interaction, etiquette requires your attention includes ____.
A. punctuality B. respecting ladies and the elderly
C. respecting foreign customs D. behaving in good manners
Your answer(s): A.B.C.D.12. Which of the following psychological characteristics is/are harmful for an negotiation?
A. Insightful B. Competitiveness C. Being easy to satisfy D. Being emotional
Your answer(s): A.B.C.D.13. Common methods to enhance insight in a counterparty's speech include ____.
A. asking the same question for veral times to obrve consistency
B. asking questions that the counterparty definitely would not answer
文化价值观C. being a good listener
D. assuming bad on known information and judging the authenticity of counterparty's speech
Your answer(s): A.B.C.D.14. In preparation stage, you can prepare some topics related to ____ for small talk with counterparties.
A. sports B. weather C. religion D. philosophy and literature
考核方式Your answer(s): A.B.C.D.15. Standards to judge a good negotiator include ____.
A. patience B. popularity C. catering to others' pleasure D. excellent interpretation of non-verbal behavior
Your answer(s): A.B.C.D.
Part III. True/Fal Questions (1 pt x 15 =15 pts. Read a statement and answer if it is true or fal by clicking the radio button.)
1. The success of international business negotiation depends on not only the application of adequate strategies and tactics, but also the complete and careful preparation in advance. As long as you prepare well, you will get good negotiation results.
Your answer(s): Fal True
2. MANY and GOOD are 2 basic principles in team building for international business negotiations. MANY reflects the negotiators' high effic
iency and authority while GOOD shows their high quality, the company's strength and excellent human resource management.
Your answer(s): Fal True
3. The principles for hotel arrangement of international business negotiation are: convenient in transportation and near to negotiation location, but not necessarily luxurious; far away from downtown business district to avoid noi; if with great view, customers would relax and be aware of the host's warmth and carefulness, and have a favorable impression on the host.
Your answer(s): Fal True
4. For negotiators from developed countries in the West, extravagant arrangement would make them admire your management and envy your financial muscle.
Your answer(s): Fal True
5. Generally, a square table is ud in business negotiation, with both parties sitting opposite. Guests shall sit with backs towards the door, or the host shall sit to the left of the door. Respective team members shall sit beside the chief negotiator according to rankings, making it convenient for communication and support.
Your answer(s): Fal True
6. Fooling your counterparties or playing tricks is an effective method of negotiation.
Your answer(s): Fal True
7. It is correct to "value the honor over the economic interest" in negotiation.
Your answer(s): Fal True
8. It is an awful act to choo not to doubt an counterparty's speech.
Your answer(s): Fal True
9. Never be greedy at any time during the negotiation.
Your answer(s): Fal True
10. Negotiation is just a game, and the principle of "first comes friendship, and then comes the game" should be obrved.
莫让浮云遮望眼
Your answer(s): Fal True
11. You can infer relevant information from subtle expressions of a counterparty if you carefully obrve in the negotiation. For example, people with little power and influence would spend more time watching others than speaking.
Your answer(s): Fal True
12. Your patience may sometimes make your impatient counterparty the underdog in negotiation.
Your answer(s): Fal True
13. For a counterparty from India, plea remember to shake hand with him/her by your left hand.
Your answer(s): Fal True
14. For counterparties from Singapore, expensive gifts shall be given to show your sincerity for cooperation.
Your answer(s): Fal True
15. When negotiating in Asian countries, the team should be led by a nior male member.
Your answer(s): Fal True
Part V . Short-answer Questions (10 pt x 2=20 pt)
1. What types of people should be included in a negotiation team for the international business?
Your answer(s): president,technologist,interpretor,cretary,legal counl
2. How many levels is negotiation target classified into? Plea write out each level.
Your answer(s): scheduled object/ Acceptable target/lowest objective
