国际商务谈判 知到智慧树答案满分完整版章节测试

绪论 单元测试

1、 Negotiation is an integral part of daily life and the opportunities to negotiate surround us. （ ）

A:对
B:错
答案:
对

第一章 单元测试

1、 Due to advances in technology and changes in the workplace, negotiation is becoming: （ ）

A:Increasingly computer-driven.
B:An increasingly important skill for people to hone.
C:Less relationship-oriented.
D:More confrontational.
答案:
An increasingly important skill for people to hone.

2、 Which of the following is least likely a negotiation situation? （ ）

A:You ask a sales clerk to give you a 15 percent discount because the article of clothing you would like to purchase is missing a button.
B:The invitation you receive to a party says you can bring a friend.
C:A high school senior asks his parents if he can borrow their car. They agree, as long as he promises to be home by midnight.
D:Your manager meets with you about your annual raise.
答案:
The invitation you receive to a party says you can bring a friend.

3、 Implicit in all negotiations is that the parties are: （ ）

A:dependent.
B:independent.
C:interdependent.
D:Any of the above
答案:
interdependent.

4、 The basic problem in most negotiations is: （ ）

A:Conflicting issues.
B:Conflicting positions.
C:Conflicting interests.
D:Conflicting goals.
答案:
Conflicting interests.

5、 Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobby. （ ）

A:对
B:错
答案:
错

第二章 单元测试

1、 The first step of the first stage of a negotiation is: （ ）

A:Formulate arguments and counterarguments.
B:Formulate offers and counteroffers.
C:Build rapport.
D:Pre-negotiation preparation.
答案:
Pre-negotiation preparation.

2、 Effective negotiation preparation encompasses three general abilities: situation assessment, other-party assessment, and _.（ ）

A:financial assessment
B:location assessment
C:team assessment
D:self-assessment
答案:
self-assessment

3、 BATNA is short for ‘Best Alternative To a Negotiated Agreement’.（ ）

A:对
B:错
答案:
对

4、 In order to reach a successful negotiation outcome, the negotiators must understand that their BATNA is: （ ）

A:the outcome that the negotiator wishes to achieve
B:able to be modified by persuasive offers
C:not time sensitive
D:determined by objective reality
答案:
determined by objective reality

5、 When, you are asked about your desired salary in a job interview, what is the best response to use with the prospective employer? （ ）

A:Make an extreme offer and negotiate your way back down to your acceptable BATNA range
B:Give a salary range that would meet your needs in order to seem less fixated on a particular number.
C:Make a take-it-or-leave-it offer
D:Identify a variety of different combinations of highly attractive offer packages and present those packages to the employer
答案:
Identify a variety of different combinations of highly attractive offer packages and present those packages to the employer

6、 What is meant by the hidden table in a negotiation? （ ）

A:An undisclosed group of resources
B:The ultimate goal of a good negotiator
C:Important parties who are the real decision makers are not present at the negotiation table
D:The undisclosed offers that could have been made
答案:
Important parties who are the real decision makers are not present at the negotiation table

7、 The strategic planning stage of preparation includes: （ ）

A:Defining the situation, establishing the desired goals, formulating a strategy and creating a script.
B:Defining the situation, establishing the desired goals, formulating a strategy and deciding how to implement the strategy.
C:Defining the situation, establishing the desired goals, creating a script and deciding how to implement the strategy.
D:Defining the situation, establishing the desired goals, creating a script and deciding how to implement the negotiation outcome.
答案:
Defining the situation, establishing the desired goals, formulating a strategy and deciding how to implement the strategy.

8、 To achieve the greatest gains, negotiators should stick to the script they created during the preparation phase. （ ）

A:对
B:错
答案:
错

第三章 单元测试

1、 Negotiators who are highly concerned with achieving their substantive goals but have significantly less concern for the relationship or for the other party’s substantive goals are likely to adopt: （ ）

A:A distributive strategy.
B:An integrative strategy.
C:An interest-based strategy.
D:A principled strategy.
答案:
A distributive strategy.

2、 Accommodative strategies emphasize: （ ）

A:Subordinating one’s own goals in favor of those of others.
B:Secrecy and defensiveness
C:Abandonment of bad images and consideration of ideas based on merit
D:A key attitude of “I win; you lose”
E:All of the above
答案:
Subordinating one’s own goals in favor of those of others.

3、 Win-win negotiation does not pertain to how the pie is _ but rather, to how the pie is __ by negotiators.（ ）

A:enlarged ; divided
B:divided ; enlarged
C:envisioned ; distributed
D:built ; promoted
答案:
divided ; enlarged

4、 In a positive bargaining zone, negotiators’ reservation points overlap. If the parties fail to reach an agreement when a positive bargaining zone exists, the outcome is __ because ____.（ ）

A:uneven ; of the chilling effect
B:even ; both sides can walk away
C:a suboptimal impasse; the negotiators left money on the table
D:unilateral ; negotiators will have to exercise their BATNA’s
答案:
a suboptimal impasse; the negotiators left money on the table

5、 A negative bargaining zone indicates that:（ ）

A:parties are worse off by not reaching agreement than by reaching agreement
B:there is no positive overlap between the parties’ reservation points
C:parties should keep negotiating to find a positive bargaining zone
D:the counterparty’s first offer was not accepted
答案:
there is no positive overlap between the parties’ reservation points

6、 The package of issues for negotiation is the Bargaining mix. （ ）

A:对
B:错
答案:
对

7、 Context issues (e.g., history of the relationship) can affect negotiation. （ ）

A:对
B:错
答案:
对

8、 To negotiate optimally, each party’s interests should be kept secret from the other party.（ ）

A:对
B:错
答案:
错

9、 The strategy of an integrative approach to negotiation involves: （ ）

A:Winning at any cost.
B:Competing.
C:Creating value.
D:Limiting resources.
答案:
Creating value.

10、 The situational characteristics that determine which negotiating strategy is most appropriate are: （ ）

A:Goals, resources, and the level of the relationship and trust.
B:Goals, resources, and the level of negotiating sophistication of each party.
C:Goals, resources, and the level of competitiveness.
D:Goals, resources, and the level of collaboration.
答案:
Goals, resources, and the level of the relationship and trust.