国际商务管理答案2023秋

第五章测试

1.Which statement about concessions stage is incorrect? （ ）
A:Adapt your demands to the other side quickly. B:Often concessions go unappreciated and unreciprocated. C:Your counterparts tend to overlook, ignore or downplay your concessions. D:Concessions are almost always necessary to complete any successful transaction.
答案:A
2.A ___ is contingent when you state that you can make it only if the other party agrees to make a specified concession in return. （ ）
A:Compromise B:Cooperation C:Concession D:Agreement 3.___ means that if a loss occurs, the economic entity will pay with any funds available at the time. It can be active or passive; it can be unconscious or conscious. （ ）
A:Risk avoidance B:Transfer risk C:Risk-taking D:The control of risk loss 4.ZOPA means the overlap zone of the buyer’s and seller’s target prices.（ ）
A:错 B:对 5.Respect for cultural differences will get a negotiator a lot farther than ignorance, so it’s important to do some research when entering into negotiations with unfamiliar counterparts. （ ）
A:对 B:错 6.A collaborative negotiation style follows the “I win, you win” model. （ ）
A:错 B:对