南阳理工学院商学系2011-2012学年第1学期试卷
课程： 商务谈判（双语） （A）
评卷人： 复核人： .
答案全部写在答题纸上
一、Explain the following terms:（3分/小题×5小题=15分）
1．Negotiation
2．Negotiation goals
3. Negotiation strategy
札兰丁4. frank opening
5.limited authority
二、True of fal:( 1分/小题×15小题=15分）
1．The big party has the right to instigating the small party in business negotiation.
2．Tactics are the game plan you u to achieve your objectives. Strategy is the individual elements of your game plan.
3. Open—ended questions don't limit the answer, but they can be answered with the simple word “yes” or “no”.
4.Every 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 尺开头的成语
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. In an international business negotiation, the quoter usually adjust the quotation the first time it is asked by the counterpart.
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.桂圆干上火吗
10. There are three approaches available to clo an international business negotiation: closing the deal, suspending the negotiation and breaking off the negotiation.
11. Agreement must be reached between the bottom-line targets of both sides.
12. Negotiation is a process of mutual compromi.
13. Impass in the negotiations should be handled immediately, without any delay.
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 If a contract or part of a contract has not yet been performed, its performance shall be terminated after it has been rescinded.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分/小题×10小题=10分）
1．1.Which one is not the content of equal and voluntary participation?
A.all parties should be equal B.veto power embodies equality
C.goals embodies equality D.voluntary agreement embodies equality咏春诗
曼殊沙华2.What’s the mother of success in business negotiation?
A.the good ground B.the compromi of the negotiation
C.the commen goal D. Win-win
3.Which one isn’t the preparation of the negotiating environment when we hold a negotiation?
A. the weather conditions B.the sites
C.arrangement of the ats D.the media
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
B、equivocal （模棱两可的）approach
C、refusal approach 护士简历范文
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
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 ( )
舆论哗然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
四、Answer the following questions（5分/小题×5小题=25分）
1. Briefly describe the preparation of a business negotiation.
