第二章单元测试
- The first step of the first stage of a negotiation is: （ ）
- Effective negotiation preparation encompasses three general abilities: situation assessment, other-party assessment, and _______.（ ）
- BATNA is short for ‘Best Alternative To a Negotiated Agreement’.（ ）
- In order to reach a successful negotiation outcome, the negotiators must understand that their BATNA is: （ ）
- When, you are asked about your desired salary in a job interview, what is the best response to use with the prospective employer? （ ）
- What is meant by the hidden table in a negotiation? （ ）
- The strategic planning stage of preparation includes: （ ）
- To achieve the greatest gains, negotiators should stick to the script they created during the preparation phase. （ ）
A:Pre-negotiation preparation. B:Formulate arguments and counterarguments. C:Build rapport. D:Formulate offers and counteroffers.
答案:Pre-negotiation preparation.
A:self-assessment B:team assessment C:location assessment D:financial assessment
A:对 B:错
A:able to be modified by persuasive offers B:determined by objective reality C:the outcome that the negotiator wishes to achieve D:not time sensitive
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
A:The ultimate goal of a good negotiator B:An undisclosed group of resources C:The undisclosed offers that could have been made D:Important parties who are the real decision makers are not present at the negotiation table
A:Defining the situation, establishing the desired goals, creating a script and deciding how to implement the negotiation outcome. 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, formulating a strategy and creating a script.
A:错 B:对
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