一、Explain the following terms:（3分/小题×5小题=15分）
1．Negotiation
2．Negotiation goals
3. Negotiation strategy
4. resonant opening
5.limited authority
二、True of fal: 1-6√ × √ √ × × 7-12 生活自理能力√ × √ × ×√ 13-15 × × √
1．Negotiation strategies of eking common ground while maintaining differences.
2．The lowerest target is the least requirement of the negotiation .Generally,all the men should be informed of it .
3. “Do business with a smile and you will make a pile财产”So it is necessary to be amiable
温和的 when you are asking a price with your counterpart.
4.随机macEvery negotion involves two or more than two parts and must be conducted on an equal basis right
5. Words speak louder than facts in negotiation.
6. The acceptable target is the least requirement of the negotiation
7. At the beginning of the negotiation, you’d better not answer some key questions raid by the other party definitely, directly or explicitly.
8. Asking a price happens after one party receives a quotation from the other part and finds it acceptable.
9. It is unwi to give up a negotiation easily, acknowledge a failure or make any complaint when an impas aris no matter whether it is caud by the actions of the negotiating parties or the intervention of a third party.
10. In international business negotiation ,situations exists in which one party is entitled to mak up final decision or the minority must be subordinate to the majority.
11. Agreement must be reached between the bottom-line targets of both sides.
12. Negotiation is a process of mutual compromi.
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13. Impass in the negotiations should be handled immediately, without any delay.
旧相机回收价格表14.We should avoid body language in the negotiations becau it can also convey some information.
15. If a contract or part of a contract has not yet been performed, its performance shall be terminated after it has been rescinded.
三、multiple choice: 1-6C D C A A B 7-10 D C A A
1、Which is the basic premi for international business negotiation? （ ）
A equal and voluntary participation B credibility first
C mutual reciprocity and mutual benefifs D speak on good grounds
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2、( ) is ud when meet a counterpant who is very aggressive ahd maintains pressure on you at every stage.
A limited authority B eking commiration C fatiguing tactics D adjournment
3、( )is the most active ,dynamic and vital part of the whole business negotiation.
A quoting B bargaining C asking a price D a count offer
4. What is the meaning of “fatigning tactics”?
A、不开先例 B、体会
C、以退为进 D、疲劳战术
5._____means that at the beginning of the negotiation, we do not answer some key questions raid by the other party definitely or directly, but try to avoid or rerve the information too much or too soon.
A.evasive opening B. resonant opening
C.frank opening D. offensive opening
6. ___is realatively explicit and formal.
A.oral quotation B.written quotation
C. Intermediaries quotation D. prompt quotation
7. ----Can you give me a discount?
---- I know you care about this isssouue,but plea trust me,the ratio of the commmission is bound to satisfied you! However,before I answer this question ,may we verify the means of delivery and the requirments for the delivery date?
Which method was ud in above conversation（ ）
A、limiting approach
苍蝇B、equivocal （模棱两可的）approach
C、refusal approach
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D、transferring approach （转换话题）
8. Which is not the principles of International Business negotiation ? （ ）
A、Credibility first
B、Speak on good grounds
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C、Collecting information
D、Mutual reciprocity and mutual benefit
9."As you have said just now, you should bear the responsibility of breach of contract, right or not? Questions of this type of business negotiations are ( )
A. proof of questioning B probing questions
C. emphasizes questioning D.Heuristic question
10. The core of the business negotiation is ( ).
A. Price B. Market C. Technology D. Service
一、Explain the following terms:
1.Negotiation: The action and the process of reaching an agreement by means of exchanging idears with the intention of dispelling conflices and enharcing relationship to satisfy each other’s needs.
