国际商务谈判答案2023

第二章测试

1.The first step of the first stage of a negotiation is: （ ）
A:Formulate arguments and counterarguments. B:Build rapport. C:Pre-negotiation preparation. D:Formulate offers and counteroffers.
答案:C
2.Effective negotiation preparation encompasses three general abilities: situation assessment, other-party assessment, and _______.（ ）
A:self-assessment B:team assessment C:financial assessment D:location assessment 3.BATNA is short for ‘Best Alternative To a Negotiated Agreement’.（ ）
A:错 B:对 4.In order to reach a successful negotiation outcome, the negotiators must understand that their BATNA is: （ ）
A:determined by objective reality B:not time sensitive C:able to be modified by persuasive offers D:the outcome that the negotiator wishes to achieve 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:Give a salary range that would meet your needs in order to seem less fixated on a particular number. B:Make a take-it-or-leave-it offer C:Make an extreme offer and negotiate your way back down to your acceptable BATNA range D: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:The ultimate goal of a good negotiator B:The undisclosed offers that could have been made C:An undisclosed group of resources D: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, creating a script and deciding how to implement the negotiation outcome. B:Defining the situation, establishing the desired goals, creating a script and deciding how to implement the strategy. C:Defining the situation, establishing the desired goals, formulating a strategy and deciding how to implement the strategy. D:Defining the situation, establishing the desired goals, formulating a strategy and creating a script. 8.To achieve the greatest gains, negotiators should stick to the script they created during the preparation phase. （ ）
A:错 B:对