商务英语谈判答案2023秋

第八章测试

1.Which one is not the cause of negotiation impasse? ( )
A:One party uses impasse as a deliberate tactic during a negotiation to force the other party to reconsider its position and make concessions
B:One party mistakes firmness for rigidity and will not make concessions
C:Both parties have widely divergent objectives
D:Price will be just one of several important variables under negotiation, but not the only one

答案:D
2.Which one is not the way to handle negotiation Impasse? ( )
A:Just leave
B:Keep it fluid
C:Adjournment strategy
D:Seek easy escape routes
3.What is the core part of the negotiation? ( )
A:preparation phase
B:quotation stage
C:consultation phase
D:conclusion stage
4.What is the meaning of “Nit picking ”? ( )
A:大智若愚
B:浑水摸鱼
C:投石问路
D:吹毛求疵
5.If the negotiator faces a question that he wishes to answer in the negative, but he does not want to sound offensive, what kind of technique he may use? ( )
A:“although”
B:“I don’t know”
C:“yes-but”
D:“no…because”
6.Under balanced conditions, the negotiating party deliberately becomes confused, panicked, hesitant, and unresponsive. What kind of strategy it adopts? ( )
A:Big wisdom
B:Throw a stone to clear the road
C:Emotional transfer
D:Play hard-to-get
7.What is the most important requirements for foreign business negotiation? ( )
A:Be familiar with national policies, international commercial law and international practices
B:Do a good job of investigation and preparation before negotiations
C:Establish a correct awareness of foreign business negotiation
D:Correctly recognize and treat cultural differences
8.Which country is the “most difficult negotiating opponent”? ( )
A:Japan
B:America
C:France
D:China
9.Which is not the negotiation style of America? ( )
A:Passionate and straightforward
B:Focus on efficiency and cherish time
C:Strong self-confidence and difficult to give in
D:Pay attention to etiquette, respect and order
10.What is the strategy when you negotiate with Japanese? ( )
A:Be enthusiastic and generous to make friends
B:Not appropriate to choose women to join in the first place
C:Express opinions candidly
D:Pay attention to interests and be active and pragmatic
11.If the two sides both refuse to compromise over the price, “start talking about discounts” might be helpful ways out of an impasse.( )
A:错 B:对 12.“Bitterness before sweetness” refers to one party in the negotiation taking advantage of the expected rise in market prices and the general fear of people to draw the attention of the negotiating party to the price issue.( )
A:对 B:错 13.Making dominant position before bargaining will not cause objective psychological pressure on the other party. ( )
A:错 B:对 14.The complexity of foreign business negotiation is only reflected in differences in language. ( )
A:对 B:错 15.The consciousness of foreign business negotiation is the soul that drives negotiations to success. ( )
A:错 B:对