商务英语案例分析答案2023

第十章测试

1.1. Negotiations can take place _________________.
A:between buyers and sellers B:all of above C:between an employer and prospective employees D:between the governments of two or more countries
答案:B
2.2. A negotiator will conduct accommodating strategy, _____________
A:when he/she is outmatched and losing. B:on issues vital to company welfare when he/she knows it is right. C:when he/she wants to gain commitment by incorporating others’ concerns into a consensual decision. D:when he/she wants to achieve a temporary settlement of a complex issue. 3.3. In negotiations, using avoiding strategy shows negotiators’ ability to ___________.
A:communicate and keep the dialogue open B:endure the loss of one’s own side C:practice leaving issues unresolved D:offer value to all aspects of the issue 4.4. In a competitive climate, people are more likely to ________________.
A:frame issues in nonthreatening ways B:remind the organization of their potential contributions C:deprive them of the gains D:ignore information and opinions from others. 5.5. In negotiations, using collaborating strategy shows negotiators’ ability to ___________.
A:confront situations in a non-threatening way B:endure the loss of one’s own side C:communicate and keep the dialogue open D:offer value to all aspects of the issue 6.6. A risk of using accommodating strategy might be ___________.
A:the loss of contribution B:lack of feedback C:a breakdown in communication D:time cost on trivial matters 7.7. In negotiations, using competing strategy shows negotiators’ ability to ___________.
A:argue and debate B:know when to withdraw C:confront situations in a non-threatening way D:use active or effective listening 8.8. Which of the following statements is the feature of compromising?
A:Compromise will prolong the process of negotiation which has negative effect. B:In order to find a compromise, the weak side must “give in” somehow to achieve a resolution. C:Both parties are satisfied with the outcome brought about by a compromise. D:All parties will achieve a partial victory and all points of view are taken into consideration. 9.9. Things to consider before and during negotiations include justifying your position, _________________, keeping your emotions in check, and knowing when to walk away.
10.10. When___________, the objective is to find an expedient, mutually acceptable solution that partially satisfies both parties
A:accommodating B:avoiding C:compromising D:collaborating