2019 国际商务谈判(广西大学行健文理学院) 最新满分章节测试答案

本答案对应课程为:点我自动跳转查看
本课程起止时间为:2019-09-01到2020-01-31
本篇答案更新状态:已完结

1. 为什么要学习谈判 单元测试

1、 问题: The differences
in (    ) among countries are greater than those among different areas within a
country.
选项：
A:culture
B:customs
C:religion
D:belief
答案: 【culture;
customs;
religion;
belief】

2、 问题:The location of a
third-place negotiation is a (     )
选项：
A:host court
B:guest court
C: a “neutral” country
D:a “neutral” area
答案: 【 a “neutral” country;
a “neutral” area】

3、 问题:Written negotiation means that participants in the
negotiation confer contractual clauses by means of (    ) and other written
forms.
选项：
A: letters
B:e-mails
C: QQ
D: one-to-one micromessage (We chat)
答案: 【 letters;
e-mails;
 QQ;
 one-to-one micromessage (We chat)】

4、 问题:The core of business negotiation is           .
答案: 【price】

5、 问题:One of the first obstacles
in international business negotiation is           .
答案: 【language barrier】

6、 问题:Product trade negotiation
is also called           .
答案: 【visible goods trade negotiation】

7、 问题:            refers to the conferring process in which
all the issues concerned are presented first and then discussed one by one, and
an issue which cannot be settled at once may be skipped and settled later.
答案: 【Horizontal negotiation】

8、 问题:What does negotiation refer
to?
答案: 【The word negotiation derives from the Latin word “Negotiari”, which means “to do business”. Now in a broad sense, negotiation refers to the action and the process of reaching an agreement by means of exchanging ideas with the intention of dispelling conflicts and enhancing relationship to satisfy each other’s needs.】

9、 问题:What does business negotiation refer to?
答案: 【Business negotiation is a process of conferring in which the particular of business activities communicate, discuss, and adjust their views, settle differences and finally reach a mutually acceptable agreement in order to close a deal, achieve a proposed goal.】

10、 问题:What does international business negotiation refer to?
答案: 【International business negotiation refers to the business negotiation that takes place between the interest groups from different countries or regions. It is an important activity frequently involved in foreign trade and other economic exchange, serving a critical approach and method for these interest groups or individuals to confer together to reach an agreement or settle the issues of their interest conflicts.】

11、 问题:What are the characteristics of negotiation?
答案: 【Negotiation demonstrates the following characteristics:
(1)Every negotiation involves two or more parties
(2) The objective of a negotiation must be definite
(3) Negotiation must be conducted on an equal basis
(4) A consensus must be built on the basis of mutual concession
(5) Negotiation involves exchange of ideas, communication, persuasion, compromise, and suchlike】

12、 问题:What are the characteristics of business negotiation?
答案: 【The characteristics of business negotiation are:
(1) The objective of business negotiation is to obtain financial interest;
(2) The score of business negotiation is price;
(3) The principle is equality and mutual benefit;
(4) Items of contract should keep strictly accurate and rigorous.】

13、 问题:What are the characteristics of international business
negotiation?
答案: 【International business negotiation demonstrates the following features:
(1) Language barrier;
(2) Cultural differences;
(3) International laws and domestic laws are both in force;
(4) International political factors must be taken into account;
(5) The difficulty and the cost are greater than that of domestic business negotiation.】

14、 问题:Classify the international business negotiation by
negotiation object.
答案: 【(1) Product trade negotiation.
(2) Technology trade negotiation.
(3) Service trade negotiation.
(4) International project negotiation.】

15、 问题:Classify the international business negotiation by form.
答案: 【The international business negotiation can be classified by following form:
(1) One-to-one negotiation;
(2) Team negotiation;
(3) Multilateral negotiation.】

3. 谈判团队 3. Preparations

1、 问题:The qualification and credit status consist of the history and status
quo, economic and political power, and                                              , capital
quantity, operating capability, bank credit and such of the partner company.
答案: 【corporate reputation】

2、 问题:The trades involving                                          require the
participation of the experts in that field.
答案: 【hi-tech products and patents】

3、 问题:Collaboration and support from the outside members include: Related
personnel in other functional departments and                                                .
答案: 【administrative personnel】

4、 问题:What does negotiation
agenda refer to?
答案: 【Negotiation agenda refers to the arrangement for the timing and site choice of
the negotiation, and issues discussed. The agenda is usually prepared by the host
party or discussed by both parties in advance, which can be segmented into open
agenda and restricted agenda sometimes.】

5、 问题:What do the preparatory
work for the negotiation consist of?
答案: 【The preparatory work for the negotiation consist of collecting related information, staffing the negotiation team, developing international business negotiation plans and making relevant physical preparation.】

6、 问题:What are the principles for
team building?
答案: 【When building a negotiation team, make sure the members are complementary in knowledge and characters and define their roles, responsibilities and tasks clearly.】

7、 问题:What is the organizational
structure of the business negotiation team?
答案: 【A relatively “standard” negotiation team should contain the following members:
(1) Leading personnel;
(2) Business / Commercial personnel;
(3) Professional and technical personnel;
(4) Financial personnel;
(5) Legal personnel;
(6) Interpreters;
(7) Secretaries.】

8、 问题:What do physical
preparations for international business negotiations mainly consist of?
答案: 【The physical preparations for international business negotiations mainly consist of the following four aspects: the choice of negotiation site, the decorations of negotiation hall, the arrangements of accommodation, visit and investigations.】

2. 谈判的基本原则 2. Game Principles

1、 问题:(      ) is quite common in multi-lateral business
negotiations.
选项：
A:Serious and reserved
B:Dilatory and protracted
C:Tense and contradictory
D:Cooperation
答案: 【Dilatory and protracted 】

2、 问题: (      ) refers to
the way in which you convey your opinions to the other party frankly so as to
breakthrough in the negotiation.
选项：
A:Evasive opening
B:Resonant opening 
C:Frank opening
D:Nitpicking opening
答案: 【Frank opening】

3、 问题:Grace refers to the
external display of one’s (      )
选项：
A:weight
B:quality
C:knowledge
D:cultivation
答案: 【quality;
knowledge;
cultivation】

4、 问题:                                         means that all parties can participate in the
negotiation willing and make their own decisions.
答案: 【Voluntary agreement】

5、 问题:                          first, position second.
答案: 【Interest】

6、 问题:What do game principles of international business
negotiation refer to?
答案: 【The game principles of international business negotiation, which are also called fundamentals or guidelines of international business negotiation, are the basic rules, beliefs or norms accepted in international business negotiation that all participating parties are obliged to observe.】