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本课程起止时间为:2021-09-27到2021-12-31
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1. Negotiation Style Test 1

1、 问题:Which of the following is not the traditional concept of negotiation?
选项：
A:Difficulty of negotiation could result in conflicts
B:Negotiators would make all efforts to secure their interest
C:Concessions are difficult to make
D:Negotiations are concerned on how to combine resources and expand the size of the interests
答案: 【Negotiations are concerned on how to combine resources and expand the size of the interests】

2、 问题:Which of the following is not the characteristic of integrative negotiation
选项：
A:Negotiations assume that resource is fixed and negotiation how to distribute a fixed pie
B:Equally beneficial or attractive outcomes are achieved
C:It is problem-solving to find a solution to a common problem
D:Gain is not dependent on the loss of the other party
答案: 【Negotiations assume that resource is fixed and negotiation how to distribute a fixed pie】

4. Cross-border Negotiation Test 4

1、 问题:Which is the motivation of FDI from the following statement: It involves the search for specific assets such as R&D capacity and output, design facilities, and brand names that are embedded in advanced country firms and which can usually be accessed only by the takeover of these firms or subdivisions of them? 
选项：
A:Efficiency-seeking FDI
B:Strategic asset-seeking FDI
C:Natural Resource-seeking FDI
D:Market-seeking FDI
答案: 【Strategic asset-seeking FDI】

2、 问题:Which of the following is the diversification strategy in Ansoff Matrix?
选项：
A:New Product, New Market
B:Current Product, Current Market
C:Current Product, New Market
D:New Product, Current Product
答案: 【New Product, New Market】

5. Multilateral Negotiation Test 5

1、 问题:Which of the following is right for Metcalf’s Law?
选项：
A:The business network functions with no relationship with its users
B:The value of business network is not relevant with the user volume
C:The interconnections of entities have no effect on the value network
D:The value of networks is consistent with the user volume involved
答案: 【The value of networks is consistent with the user volume involved】

2、 问题:Which of the following is for the statement of internalization theory?
选项：
A:Information can be an important factor in motivating the growth of the economy
B:Companies will internalize operations while internal efficiency outperforms the external
C:The transmission of information is helpful to control the affect of information asymmetry
D:Corporate network encourages the synergies based on integrated development
答案: 【Companies will internalize operations while internal efficiency outperforms the external】

6. Negotiating International Licensing Test 6

1、 问题:Which of the following is NOT an issue that needs to be negotiated during the international licensing negotiation?
选项：
A:Confirm the assets to be licensed
B:Price
C:Infringement and confidentiality
D:The CEO of the firm
答案: 【The CEO of the firm】

2、 问题:Which of the following is NOT a typical international licensing agreement structure?
选项：
A:Step-Up Royalty Rates
B:Step-Down Royalty Rates
C:Creditable Payments
D: Maximum Royalty Rates
答案: 【 Maximum Royalty Rates】

3、 问题:Which of the following is NOT an advantage of international licensing?
选项：
A:Obtain extra income for technical know-how and services.
B:Pave the way for future investments in the market.
C:Political risk is minimized as the licensee is usually 100% locally owned.
D: It does not give a firm tight control over manufacturing, marketing, and strategy. 
答案: 【 It does not give a firm tight control over manufacturing, marketing, and strategy. 】

4、 问题: International licensing is the transfer of the right of use.
选项：
A:正确
B:错误
答案: 【正确】

5、 问题:International licensing is a foreign market entry mode for firms. 
选项：
A:正确
B:错误
答案: 【正确】

8. Negotiation in Cross-cultural Context Test 8

1、 问题:Which is NOT the characteristic of culture?
选项：
A:learnt
B:shared
C:static
D:transmitted from generation to generation
答案: 【static】

2、 问题:Which of the following statements about the differences in Chinese and American negotiating styles is INCORRECT?
选项：
A:Americans appreciate a highly pro-active, uncompromising, and aggressive style, while Chinese prefer harmony and adopt a soft style to avoid direct confrontation.
B:Americans typically speak in a straight-forward fashion, which may be perceived as arrogant, rude, or bullying by their Chinese counterparts.
C:Chinese believe that business is second to relationships. Americans are often more business-oriented.
D:Chinese and Americans make concessions in similar ways.
答案: 【Chinese and Americans make concessions in similar ways.】

3、 问题:Which is NOT in Hofstede’s cultural dimensions?
选项：
A:Individualism/collectivism
B:High-context/low-context
C:Femininity/masculinity
D:Uncertainty avoidance
答案: 【High-context/low-context】

4、 问题:International business negotiations are more complicated than domestic business negotiations only because people speak different languages
选项：
A:正确
B:错误
答案: 【错误】

5、 问题:National culture is one of the many factors that influence negotiators’ thinking and behavior; other factors, such as organizational culture and negotiators’ personality, also matter.
选项：
A:正确
B:错误
答案: 【正确】

9. Game theory, Global Value Chain and International Business Negotiation Test 9

1、 问题:Which one is not the implication of the prisoner’s dilemma?
选项：
A:Cooperation is important. 
B:A reliable relationship is important for a negotiation.
C:Equality helps to achieve the desired outcome. 
D:The one who makes the first offer usually obtains more from the negotiation. 
答案: 【The one who makes the first offer usually obtains more from the negotiation. 】

2、 问题:When we use game theory to guide our negotiation, which assumption is not necessary? 
选项：
A:Players are fully rational. 

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