商
务
谈
判
试
卷
一：选择题（共15题，每题1分）
1. Which one is not the advantage of Host-court negotiations( )
A It saves home team the treaveling expen abroad.
B All the resources are readily available to the host negotiators.
月经量变少
C Host team have to spend time and energy making arrangements for the negotiating site and reception.
D Host team know the negotiation environment well and can be quite relaxed psychologically.
2.Which one is the game principles of negotiations( )
A quotation B opening statements
C credibility first D positive and friendly
3.What should you do if your boss let you ready to negotiate( )
A Making a big dinner. B Making a complete plan.
C Checking material. D Go shopping.
4.How many kinds of the function of negotiation atmosphere( )
A six B five Cfour Dthree
5. Which one is not the forms of quotation( )
A Oral quotation B Written quotation
C Combination oral and written quotation D Asking a price
6. Which one is the “when” strategy( )
A Compromising B Accommodating
C Controlling D Fait accompli
7.How to handle impas?( )
①Keeping it fluid②Seeking easy escape routes③Shifting the topic④Adjournment strategy
A①② B②③④ C①②③ D①②③④
8. In the start stage, the negotiator's main task is to——( )
A Decide the quotation
B Made an opening statement
C Create negotiations atmosphere
D Exchange both sides
9.You’ll need to the credit card information before accepting the order.
A. classify B. satisfy C. verify D.Identification
10.Which is not the opening梧桐落 strategies ?
A、Resonant opening B、Frank opening
潇洒的反义词C、Nitpicking opening D、Tacit-agreement negotiation strat
11.How many kinds of the open-ended questions?( )
A2 B3 C4 D5
12、What is the meaning of “fatigning tactics”?
A、不开先例 B、体会钟无艳怎么玩
C、以退为进 D、疲劳战术
13.If you want to buy something you are very like what you can do first?( )
A Give the money B Look at it
C Quotation D Asking a price
14. Which position should the translator sit on the general manager's In the negotiations?( )
A left B right C opposite D behind
15.which is(are) not the legal personnel’s primary responsibility(-ies) ?( )
A validity B completeness
C preciness of the contract terms D deliver the goods
二：判断（本大题共10小题，每小题1分，共10分）
1:Business negotiation is a conferring process to eliminate conflict,adjust relationship,satisfy each other’s need and main each other’a lf-interest.
2:Negotiators should obey the principle of mutul reciprocity and mutual benefit and should not follow the guideline that honesty is the best policy.
3:Game principles of international business negotiation means the basic criterion or norm that all the parties should obey in international business negotiation
4:Physical preparations for international businss negotiation not include visiting as well as investigation .
油菜怎么炒好吃
5:Contents of opening statements don’t include the interests and assurance that your ow
廉洁从业n party hope to obtain in the negotiation.
6:Quoting a price ,bargaining over the price ,and making compromis are three key aspects for bargaining in international negotiation.
7:Collaborating,compromising,accommodating,controlling and avoiding are five strategic approaches in negotiation.
8:Impas or stalemate can ari for a number of reasons ,not including both parties have widely divergent objectives
9:Clod questions are question that can evoke only yes or no answers.
10:The ultimatum strategy mean two sides may u the strategy of meeting each other half way or each make a compromi to continue the negotiation.
三：名词解释（本大题共5小题，每小题4分，共20分）
1. Business negotiation
2 .Negotiation goals
3 .Quotation
4 . Arbitration
5.Compromising strategy
四：简答题（本大题共4小题，每小题5分，共20分）
1. How many game principles of international business negotiation? What are they?
2. Which preparation job need to do before International business negotiations?
3. What is the basic quotation principle?
4. According to Thomas and Kilmann (1974),the different approaches can be grouped into five categrories . When to u the Compromising is best?
优雅是什么意思五；翻译（本大题共3小题，每小题5分，共15分）
卡通人物图1．In international business negotiation, no matter whether you are the host or not, no mater how powerful you are, or whether your counterpart is a big famous group while you are only a small company in a developing country , 。
