1.The word______ means "a specific proposal to enter into an agreement with another. An offer is essential to the formation of an enforceable contract. An offer and acceptance of the offer creates the contract". ( )
A:offer
B:intention
C:dissolve
D:liquidate
答案:offer
2.The underlying principles of the business meeting etiquette are（ ）.
A:all of the above
B:courtesy
C:consideration
D:good manners
答案:all of the above
3.The common pool refers to the insured's ______ which is received by the _____ into a fund. ( )
A:premium, insurer
B:premier, insured
C:prime, insurance company
D:premium, insured
答案:premium, insurer
4.When the host proposes a toast or the guest of honor responds to a toast, you should stop （ ）.
A:eating
B:talking
C:drinking
D:all of the above
答案:all of the above
5.If you can ______ your price by 5%, we may conclude the transaction with you. ( )
A:fix
B:quote
C:bring down
D:offer
答案:bring down
6.What does ZOPA stand for?（ ）
A:Zone of Plausible Alternative
B:Zone of Possible Agreement
C:Zone of Plausible Agreement
D:Zone of Possible Argument
答案:Zone of Possible Agreement
7.The word ______ means "the act of failing to perform one's agreement, breaking one's word, or otherwise actively violating one's duty to other". ( )
A:mistake
B:consideration
C:binding
D:breach
答案:breach
8.What is not American business negotiation style? ( )
A:Passionate and straightforward
B:Pay attention to interpersonal relationships and credibility
C:Pay attention to interests and be active and pragmatic
D:Strong self-confidence and difficult to give in
答案:Pay attention to interpersonal relationships and credibility
9.Which one of the following is NOT issued by the seller? ( )
A:quotation
B:sales contract
C:sales confirmation
D:enquiry
答案:enquiry
10.The first obstacle encountered in international business negotiation is ( )
A:language barrier
B:laws
C:political factors
D:cultural differences
答案:language barrier
11.Experts ask whether there is anything that supermarkets are not prepared to sell, in other words, it means a supermarket is prepared to sell _______( ）
A:something
B:nothing
C:each thing
D:everything
A:mutual benefit B:equality C:make an agreement D:price 13.Vitiating factors constituting defence to purported contract formation, for instance, ______ means a false statement of fact made by one party to another party and has the effect of inducing that party into the contract. ( )
A:misrepresentation B:consideration C:enforceable D:dissolve 14.In informal meeting, which of the following should not be decided by the chair? ( )
A:the time B:the attendees C:the agenda D:the place 15.As young business people, we should ______ ourselves a habit of being informed and analyzing market needs. ( )
A:differ B:define C:cultivate D:demand 16.What is another word for the reservation price? （ ）
A:minimum starting price B:maximum starting price C:walk-away price D:minimum ending price 17.Fortunately, nobody is ________ with our new product. ( )
A:responsible B:surprising C:interesting D:unsatisfied 18.In the negotiation process, which is the real smart? ( )
A:capable B:reasonable C:agile D:indecisive 19.What is NOT an offensive tactic? （ ）
A:Uncover the counterpart’s interests B:Ask questions C:To be social D:Use of commitments 20.Which statement is not true about business formal dress? ( )
A:Women could choose dark conservative suit and plain jewelry. B:It requires the suit, blouse, and shoes in conservative color and style. C:The look should be sharp but not flashy, and elegant but not overly formal. D:Business formal dress looks more sharp, stylish and neat than smart casual dress. 21.Under __________, one company offers managerial or other specialized services to another within a payment or a percentage of the relevant business volume. ( )
A:Licensing agreement B:turnkey project C:management contract D:international franchising 22.What does BATNA stand for? ( )
A:Best Alternative to Negotiated Arguments B:Best Agreement to Negotiated Agreements C:Basic Alternative to Negotiated Agreements D:Best Alternative to Negotiated Agreements 23.It is a serious breach of business etiquette to（ ）.
A:dress well and arrive in good time B:divulge information to others about a meeting C:allow more senior figures to speak first D:shake someone’s hand 24.The ability _________ and maintain strong professional relationships is the important key to business success. （ ）
A:created B:creating C:to create D:create 25.The government was short of money because of falling oil _________. ( )
A:revenue B:cost C:interest D:expense 26.So far as the exporter’s interest is concerned, D/P at sight is more favorable than_______, and ________ is more favorable than D/A. ( )
A:D/A,clean draft B:D/P,D/P after sight, C:draft, D/A D:D/P after sight, D/P 27.The word ______ means "being able to perform any gainful employment" ( )
A:capacity B:consent C:void D:shareholders 28.A confirmed credit is_____________. ( )
A:credit that is confirmed by the negotiating bank B:credit that is confirmed by the issuing bank C:a L/C that can be canceled without the consent of the involving parties D:a L/C that is confirmed by a bank other than the issuing bank 29.The chief negotiator should pursue ( ) in the negotiation.
A:Making no mistakes B:A sense of victory and more profit C:Best interests and compromised satisfaction D:Perfect image 30.Which of the following is not the factor that determine the level and size for greeting and send-off in business negotiation? ( )
A:the rank and the purpose of the negotiators B:the usual practice C:the arrival and departure time D:the relationship between the negotiators 31.Who are responsible for the negotiations？（ ）
A:business personnel B:leading personnel C:technical personnel D:financial personnel 32.The body of the contract mainly states the division of rights and obligations between the two parties regarding cooperation.（ ）
A:对 B:错 33.In foreign trade, counter-offer is the first step in a business negotiation.( )
A:对 B:错 34.Confirmation is a contract in simple form. ( )
A:对 B:错 35.Packing should be designed according to the need of the cargo. ( )
A:错 B:对 36.It is the best way to choose a large insurance coverage. ( )
A:对 B:错 37.The owner of a corporation is known as share holder. ( )
A:错 B:对 38.There are two kinds of confirmation, sales confirmation and purchase confirmation. ( )
A:错 B:对 39.An enquiry is usually made by the importer, but can be made by the exporter. ( )
A:错 B:对 40.All international business transactions are done under Incoterms 2010. ( )
A:对 B:错 41.As far as the buyer’s benefit is concerned, L/C is better than D/P. （ ）
A:对 B:错 42.Time of shipment in a contract can only be a fixed period of time. ( )
A:错 B:对 43.German negotiators consider formality and use of surname as signs of respect. （ ）
A:对 B:错 44.DAT and DAP require the seller to clear the goods for export. ( )
A:错 B:对 45.Negotiation staff generally fall into two categories: negotiators on stage and negotiators off stage. ( )
A:错 B:对 46.A contract is enforceable by law, by which two parties mutually agree to carry out a trade. ( )
A:错 B:对
