1403批次之前的,北外《国际商务谈判》第1-8单元自测

国际商务谈判知到章节测试答案智慧树2023年最新外交学院绪论单元测试1.Negotiation is an integral part of daily life and the opportunities to negotiatesurround us. （）参考答案:对第一章测试1.Due to advances in technology and changes in the workplace, negotiation isbecoming: （）参考答案:An increasingly important skill for people to hone.2.Which of the following is least likely a negotiation situation? （）参考答案:The invitation you receive to a party says you can bring a friend.3.Implicit in all negotiations is that the parties are: （）参考答案:interdependent.4.The basic problem in most negotiations is: （）参考答案:Conflicting interests.5.Negotiation is a process reserved only for the skilled diplomat, topsalesperson, or ardent advocate for an organized lobby. （）参考答案:错第二章测试1.The first step of the first stage of a negotiation is: （）参考答案:Pre-negotiation preparation.2.Effective negotiation preparation encompasses three general abilities:situation assessment, other-party assessment, and _______.（）参考答案:self-assessment3.BATNA is short for ‘Best Alternative To a Negotiated Agreement’.（）参考答案:对4.In order to reach a successful negotiation outcome, the negotiators mustunderstand that their BATNA is: （）参考答案:determined by objective reality5.When, you are asked about your desired salary in a job interview, what is thebest response to use with the prospective employer? （）参考答案:Identify a variety of different combinations of highly attractive offerpackages and present those packages to the employer6.What is meant by the hidden table in a negotiation? （）参考答案:Important parties who are the real decision makers are not present at the negotiation table7.The strategic planning stage of preparation includes: （）参考答案:Defining the situation, establishing the desired goals, formulating astrategy and deciding how to implement the strategy.8.To achieve the greatest gains, negotiators should stick to the script theycreated during the preparation phase. （）参考答案:错第三章测试1.Negotiators who are highly concerned with achieving their substantive goalsbut have significantly less concern for the relationship or for the otherparty’s substantive goals are likely to adopt: （）参考答案:A distributive strategy.2.Accommodative strategies emphasize: （）参考答案:null3.Win-win negotiation does not pertain to how the pie is ____ but rather, to howthe pie is _____ by negotiators.（）参考答案:divided ; enlarged4.In a positive bargaining zone, negotiators’ reservation points overlap. If theparties fail to reach an agreement when a positive bargaining zone exists, the outcome is ______ because ______.（）参考答案:a suboptimal impasse; the negotiators left money on the table5. A negative bargaining zone indicates that:（）参考答案:there is no positive overlap between the parties’ reservation points6.The package of issues for negotiation is the Bargaining mix. （）参考答案:对7.Context issues (e.g., history of the relationship) can affect negotiation. （）参考答案:对8.To negotiate optimally, each party’s interests should be kept secret from theother party.（）参考答案:错9.The strategy of an integrative approach to negotiation involves: （）参考答案:Creating value.10.The situational characteristics that determine which negotiating strategy ismost appropriate are: （）参考答案:Goals, resources, and the level of the relationship and trust.第四章测试1.What are the most critical precursors for achieving negotiation objectives?（）参考答案:Effective strategizing, planning and preparation2.What action can be taken after the first round of offers? （）参考答案:All of the above.3.When formulating counteroffers and concessions, negotiators need toconsider three things: （）参考答案:the pattern, the magnitude, and the timing of concessions4.Drawing up a firm list of issues before the initial negotiation meeting is avaluable process because it forces negotiators to think through theirpositions and decide on objectives. （）参考答案:对5.Each party's resistance point is openly stated at the conclusion ofnegotiations. （）参考答案:错第五章测试1.Selective presentation can be used to lead the other party to form the desiredimpression of your resistance point or to open up new possibilities foragreement that are more favorable to the presenter than those that currently exist.（）参考答案:对2.Hardball tactics are designed to （）参考答案:null3.Studies indicate that negotiators who make low or modest opening offers gethigher settlements than do those who make extreme opening offers. （）参考答案:错4.One way negotiators may convey the message that "this is the first offer" isby making the first concession substantial. （）参考答案:错5. A small concession late in negotiations may indicate that there is little roomleft to move. （）参考答案:对ing objective criteria is most effective when each party searches for itsown criteria as opposed to searching for objective criteria together. （）参考答案:错7.Which of the following is a major step in the integrative negotiation process?（）参考答案:All of the above are major steps in the integrative negotiation process.8.In which major step of the integrative negotiation process of identifying anddefining the problem would you likely find that if the problem is complex and multifaceted the parties may NOT even be able to agree on a statement of the problem? （）参考答案:state the problem with an eye toward practicality andcomprehensiveness.9.What approach(es) can parties use to generate alternative solutions byredefining the problem or problem set? （）参考答案:logrolling;nonspecific compensation10.In brainstorming（）参考答案:parties are urged to be spontaneous and even impractical.11.When formal channels of communication break down, negotiators arepermitted to finding alternatives and can use which of the following? （）参考答案:all of the above12.If both parties understand the motivating factors for the other, they mayrecognize possible compatibilities in interests that permit them to inventpositions which both will endorse as an acceptable settlement. （）参考答案:对13.Hardball tactics work most effectively against powerful, well-preparednegotiators. （）参考答案:错14.Which of the following processes is central to achieving almost all integrativeagreements? （）参考答案:null15.What are the strategies for responding to hardball tactics?参考答案:Co-Opt the other party;Ignore them;Respond in kind;Discuss them第六章测试1.Research studies suggest that culture does have an effect of negotiationoutcomes, although it may not be direct and it likely has an influence through differences in the negotiation process in different cultures.（）参考答案:对2.The best approach to manage cross-cultural negotiations is to be insensitiveto the cultural norms of the other negotiator's approach. （）参考答案:错3.Which of the following best describes the differences between individualismand collectivism as cultural values in negotiation? （）参考答案:Individualists see themselves as autonomous entities; collectivists seethemselves in relation to others4.Negotiators who belong to which of the following cultures are likely toengage in a reciprocal offering strategy? （）参考答案:High context/collectivistic.5.Which of the following strategies should negotiators with a low familiaritywith the other culture choose? （）参考答案:null。

国际商务谈判试题（08）及参考答案
国际商务谈判试题（08）及参考答案
国际商务谈判试题（08）
课程代码：00186
一、单项选择题（本大题共20 小题，每小题1 分，共
20 分）
在每小题列出的四个备选项中只有一个是符合题目要求的，请将其代码填写在题后的括号内。

错选、多选或未选均无分。

1. 一般商品的买卖谈判即（）
A. 货物买卖谈判
B.劳务买卖谈判
C. 技术贸易谈判
D. 违约赔偿谈判
2. 下列各项中，不．属．于．唠叨谈判对手的性格特征
的是（）
A. 爱刨根问底 B .好驳倒对方
C. 心情较为开朗
D. 行为表情不一
3. 谈判必需的工作人员在谈判队伍中属于
（）
A. 第一层次 B .第二层次
C.第三层次
D.第四层次
4. 很注重谈判礼仪，十分在意谈判地点的选择，喜欢在有名气的酒店、饭店等
会晤洽谈，他们是（）
A. 日本人
B. 美国人
C.韩国人
D.法国人
5. 按照惯例，商务谈判中先报价的应是（）
A. 买方
B.卖方
C.第三方
D.中立方
6. 能用口头表达和解释的，就不要用文字来书写。

这充分说明，进行报价解释时必须（）A. 不问不答 B .有问必答
C .避虚就实
D .能言不书
7. 出口商在了解进口商的需求时应提（）
A. 封闭式问题
B. 开放式问题
C. 证明式问题
D. 协商式问题
8. 拉夫?尼可拉斯经过研究发现，即使是积极地
听对方讲话，按原意听取了的讲话内容只占（）
A.1/2
B.1/3。

第1页（共2页）
管理学作业答题纸
国际商务谈判清考作业答题纸
学籍号：姓名： _ ____________
学习中心：分数：班级： _______________ 批改老师：
本次作业满分为100分。

请将每道题的答案写在对应题目下方的横线上。

题目1 [50 分]
题目1：均势谈判技巧中货比三家是如何实现的？使用时有哪些问题需要注意？（出自第六单元）
答：(1)货币三家技巧，即在谈判某笔交易时，同时与几个供应商或采购商进行谈判，以选其中最优的一家的技巧。

（2）1.所选对象要势均力敌，比起来才有劲
2.时间安排要便于分组穿插谈判，且可及时将各组谈判结果汇总。

时间安排包括日程、方式和人员的安排。

国际商务谈判练习题项目一【知识强化训练】一、重点概念题1.商务谈判2.国际商务谈判3.国际商务谈判原则4.软式谈判5.硬式谈判6.原则式谈判二、单项选择题1.国际商务谈判屮常见的谈判类型是( )A客座谈判B小组谈判C “一对一”谈判D大型谈判2.谈判的核心是（）A说服对方接受自己的观点或做法, 实现自己的利益B信息交换与信息共享C谈判的结果具有法律后果D主体地位平等，利益互惠3.适用于国际大宗商品或成套项目买卖的谈判是（）A主座谈判B客座谈判C主客座轮流谈判D第三地谈判4.国际商务谈判的最大特点是（)A政策性B跨文化性C国际性D复杂性5.参与国际商务谈判的前提条件是（)A诚实信用B据理力争C求同存异D平等互利6.商务谈判的核心议题是（A获得经济利益B价格C互惠互利、双赢D当事人进行协商调整、妥协让步7.在商务谈判中双方平等协商、以诚相待、客观公正、互谅互让、力求双赢，最终实现互惠合作的谈判方式是（）A软式谈判B硬式谈判C原则式谈判D软式和硬式相结合的谈判三、多项选择题1.谈判的特点（）E 谈判的政策性2. 国际商务谈判的特征有（）A 国际性B 跨文化性C 复杂性D 困难性E 政策性3. 在国际商务谈判中引入的客观标准必须符合的要求是（）A 必须符合国际惯例B 具有科学性和权威性C 具有合法性和可操作性D 必须符合谈判方所在国的技术标准E 具有独立于谈判各方主观意志Z 外的客观性。

4. 国际商务谈判按谈判形式分为（）A “一对一”谈判B 小组谈判C 买方谈判D 大型谈判E 卖方谈判5. 在国际商务谈判中要把握互惠互利原则，必须注意（）A 寻找共同目标事项B 扌宾弃细枝末节C 引入客观标准D 言之有据，以理服人E 善于适当妥协6. 国际商务谈判的构成要素有（）A 谈判主体B 谈判客体C 谈判议题D 谈判磋商E 谈判结杲四、 简答题1. 按商务谈判的态度可将商务谈判分为哪儿类？在正确选择这儿类谈判方式时应注意 的问题有哪些？2. 按在交易中的地位可将商务谈判分为哪儿类？各有什么特征？3. 简述商务谈判的特征。

Chapter 1The Nature of NegotiationFill in the Blank Questions1、People ____________ all the time、Answer: negotiate Page: 22、The term ____________ is used to describe the competitive, win-lose situations such as hagglingover price that happens at yard sale, flea market, or used car lotAnswer: bargaining Page: 33、Negotiating parties always negotiate by ____________、Answer: choice Page: 64、There are times when you should _________ negotiate、Answer: not Page: 65、Successful negotiation involves the management of ____________ (e、g、, the price or the termsof agreement) and also the resolution of ____________、Answer: tangibles, intangibles Page: 86、Independent parties are able to meet their own ____________ without the help and assistance ofothers、Answer: needs Page: 97、The mix of convergent and conflicting goals characterizes many ____________ relationships、Answer: interdependent Page: 108、The ____________ of pe ople’s goals, and the ____________ of the situation in which they aregoing to negotiate, strongly shapes negotiation processes and outcomes、Answer: interdependence, structure Page: 109、Whether you should or should not agree on something in a negotiation depends entirely upon theattractiveness to you of the best available _________、Answer: alternative Page: 10 – 1210、When parties are interdependent, they have to find a way to ____________ their differences、Answer: resolve Page: 1211、Negotiation is a ____________ that transforms over time、Answer: process Page: 1212、Negotiations often begin with statements of opening ____________、Answer: positions Page: 1313、When one party accepts a change in his or her position, a ____________ has been made、Answer: concession Page: 1314、Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of____________ and the dilemma of ____________、Answer: honesty, trust Page: 1415、Most actual negotiations are a combination of claiming and ____________ value processes、Answer: creating Page: 1616、____________ ____________ is analyzed as it affects the ability of the group to make decisions,work productively, resolve its differences, and continue to achieve its goals effectively、Answer: Intragroup conflict Page: 1817、Most people initially believe that ____________ is always bad、Answer: conflict Page: 1918、The objective is not to eliminate conflict but to learn how to manage it to control the ____________elements while enjoying the productive aspects、Answer: destructive Page: 2019、The two-dimensional framework called the ____________ ____________ ____________postulates that people in conflict have two independent types of concern、Answer: dual concerns model Page: 2220、Parties who employ the ____________ strategy maintain their own aspirations and try to persuadethe other party to yield、Answer: contending Page: 23True/False QuestionsT F 21、Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobbyAnswer: False Page: 2T F 22、Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated、Answer: False Page: 3T F 23、 Negotiation situations have fundamentally the same characteristics,Answer: True Page: 6T F 24、 A creative negotiation that meets the objectives of all sides may not require compromise、Answer: True Page: 8T F 25、 The parties prefer to negotiate and search for agreement rather than to fight openly, have one side dominate and the other capitulate, permanently break off contact, or take theirdispute to a higher authority to resolve itAnswer: True Page: 8T F 26、It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or appropriate in the resolution of the tangibles、Answer: False Page: 8T F 27、In any industry in which repeat business is done with the same parties, there is always a balance between pushing the limit on any particular negotiation and making sure the otherparty—and your relationship with him—survives intact、Answer: True Page: 11T F 28、When the goals of two or more people are interconnected so that only one can achieve the goal—such as running a race in which there will be only one winner—this is a competitivesituation, also known as a non-zero-sum or distributive situationAnswer: False Page: 10T F 29、Remember that every possible interdependency has an alternative; negotiators can always say “no” and walk away、Answer: True Page: 12T F 30、 A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments、Answer: False Page: 10T F 31、The value of a person's BATNA is always relative to the possible settlements available in the current negotiation, and the possibilities within a given negotiation are heavilyinfluenced by the nature of the interdependence between the parties、Answer: True Page: 12T F 32、The effective negotiator needs to understand how people will adjust and readjust, and how the negotiations might twist and turn, based on one’s own moves and the others’responses、Answer: True Page: 13T F 33、The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations、Answer: False Page: 14, 15T F 34、 In contrast, non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives、Answer: True Page: 15T F 35、Negotiators do not have to be versatile in their comfort and use of both major strategic approaches to be successful、Answer: False Page: 16T F 36、Differences in time preferences have the potential to create value in a negotiation、Answer: True Page: 17T F 37、C onflict doesn’t usually occur when the two parties are working toward the same goal and generally want the same outcome、Answer: False Page: 18T F 38、Intragroup conflict occurs between groups、Answer: False Page: 18T F 39、Negotiation is a strategy for productively managing conflict、Answer: True Page: 20T F 40、The dual concerns model has two dimensions: the vertical dimension is often referred to asthe cooperativeness dimension, and the horizontal dimension as the assertivenessdimension、Answer: True Page: 22Multiple Choice Questions41、Which perspective can be used to understand different aspects of negotiation?A) economicsB) psychologyC) anthropologyD) lawE) All of the above perspectives can be used to understand different aspects of negotiation、Answer: E Page: 342、To most people the words "bargaining" and "negotiation" areA) mutually exclusive、B) interchangeable、C) not related、D) interdependent、E) None of the above、Answer: B Page: 343、 A situation in which solutions exist so that both parties are trying to find a mutually acceptablesolution to a complex conflict is known as which of the following?A) mutual gainsB) win-loseC) zero-sumD) win-winE) None of the above、Answer: D Page: 344、Which is not a characteristic of a negotiation or bargaining situation?A) conflict between partiesB) two or more parties involvedC) an established set of rulesD) a voluntary processE) None of the above is a characteristic of a negotiation、Answer: C Page: 845、Tangible factorsA) include the price and terms of agreement、B) are psychological motivations that influence the negotiations、C) include the need to look good in negotiations、D) cannot be measured in quantifiable terms、E) None of the above statements describe tangible factors、Answer: A Page: 846、Which of the following is not an intangible factor in a negotiation?A) the need to look goodB) final agreed price on a contractC) the desire to book more businessD) fear of setting a precedentE) All of the above are intangible factors、Answer: B Page: 847、Interdependent parties’ relationships are characterized byA) interlocking goals、B) solitary decision making、C) established procedures、D) rigid structures、E) Interdependent relationships are characterized by all of the above、Answer: A Page: 1048、 A zero-sum situation is also known by another name of a situation、 Which of the following isthat?A) integrativeB) distributiveC) win-loseD) negotiativeE) None of the above、Answer: B Page: 1049、BATNA stands forA) best alternative to a negotiated agreement、B) best assignment to a negotiated agreement、C) best alternative to a negative agreement、D) best alternative to a negative assignment、E) BATNA stands for none of the above、Answer: A Page: 1250、What are the two dilemmas of negotiation?A) the dilemma of cost and the dilemma of profit marginB) the dilemma of honesty and the dilemma of profit marginC) the dilemma of trust and the dilemma of costD) the dilemma of honesty and the dilemma of trustE) None of the above、Answer: D Page: 1451、How much to believe of what the other party tells youA) depends on the reputation of the other party、B) is affected by the circumstances of the negotiation、C) is related to how he or she treated you in the past、D) is the dilemma of trust、E) All of the above、Answer: E Page: 1452、Satisfaction with a negotiation is determined byA) the process through which an agreement is reached and the dollar value of concessions madeby each party、B) the actual outcome obtained by the negotiation as compared to the initial bargaining positionsof the negotiators、C) the process through which an agreement is reached and by the actual outcome obtained by thenegotiation、D) the total dollar value of concessions made by each party、E) Satisfaction with a negotiation is determined by none of the above、Answer: C Page: 1553、Which of the following statements about conflict is true?A) Conflict is the result of tangible factors、B) Conflict can occur when two parties are working toward the same goal and generally want thesame outcome、C) Conflict only occurs when both parties want a very different settlement、D) Conflict has a minimal effect on interdependent relationships、E) All of the above statements about conflict are true、Answer: B Page: 1854、In intragroup conflict,A) sources of conflict can include ideas, thoughts, emotions, values, predispositions, or drives thatare in conflict with each other、B) conflict occurs between individual people、C) conflict affects the ability of the group to resolve differences and continue to achieve its goalseffectively、D) conflict is quite intricate because of the large number of people involved and possibleinteractions between them、E) None of the above describes intragroup conflict、Answer: C Page: 1855、Which of the following contribute to conflict's destructive image?A) increased communicationB) misperception and biasC) clarifying issuesD) minimized differences; magnified similaritiesE) All of the above contribute to conflict's destructive image、Answer: B Page: 1956、In the Dual Concerns Model, the level of concern for the individual's own outcomes and the level ofconcern for the other's outcomes are referred to as theA) cooperativeness dimension and the competitiveness dimension、B) the assertiveness dimension and the competitiveness dimension、C) the competitiveness dimension and the aggressiveness dimension、D) the cooperativeness dimension and the assertiveness dimension、E) None of the above、Answer: D Page: 2257、An individual who pursues his or her own outcomes strongly and shows little concern for whetherthe other party obtains his or her desired outcomes is using another of the following strategies、Which one?A) yieldingB) compromisingC) contendingD) problem solvingE) None of the above、Answer: C Page: 2358、Negotiators pursuing the yielding strategyA) show little interest or concern in whether they attain their own outcomes, but are quiteinterested in whether the other party attains his or her outcomes、B) pursue their own outcome strongly and shows little concern for whether the other party obtainshis or her desired outcome、C) shows little interest or concern in whether they attain their own outcomes, and does not showmuch concern about whether the other party obtains his or her outcomes、D) show high concern for attaining their own outcomes and high concern for whether the otherattains his or her outcomes、E) Negotiators pursuing the yielding strategy demonstrate none of the above behaviors、Answer: A Page: 2359、Parties pursuing one of the following strategies show little interest or concern in whether they attaintheir own outcomes, and do not show much concern about whether the other party obtains his or heroutcomes、 Which of the ones listed below?A) contendingB) compromisingC) problem solvingD) yieldingE) None of the above、Answer: E Page: 2460、Whereas distributive bargaining is often characterized by mistrust and suspicion, integrativenegotiation is characterized by which of the following?A) obligation and perseveranceB) avoidance and compromiseC) influence and persuasivenessD) trust and opennessE) cognition and emotionAnswer: D Page: 26Short Answer Essays61、What are the three reasons negotiations occur?Answer: Negotiations occur for several reasons: (1) to agree on how to share or divide a limitedresource, such as land, or property, or time; (2) to create something new that neither party could do on his or her own, or (3) to resolve a problem or dispute between the parties、 Page: 262、Is the give-and-take process used to reach an agreement the “heart of the negotiation” as mostpeople ass ume”?Answer: While that give-and-take process is extremely important, negotiation is a very complexsocial process; many of the most important factors that shape a negotiation result do not occurduring the negotiation, but occur before the parties start to negotiate, or shape the context around the negotiation、 Page: 363、Why do parties negotiate by choice?Answer: That is, they negotiate because they think they can get a better deal by negotiating than by simply accepting what the other side will voluntarily give them or let them have、 Negotiation is largely a voluntary process、 We negotiate because we think we can improve our outcome or result, compared to not negotiating or simply accepting what the other side offers、 It is a strategypursued by choice; seldom are we required to negotiate、 Page: 664、What are tangible and intangible factors in negotiation?Answer: Tangible factors include quantifiable items, such as the price, terms of agreement, etc、By intangible factors, we are referring to the deeper psychological motivations that may directly or indirectly influence the parties during the negotiation、 Page: 865、What are the three ways that characterize most relationships between parties?Answer: Most relationships between parties may be characterized in one of three ways:independent, dependent, and interdependent、 Page: 9, 1066、Define "zero-sum" situation、Answer: Individuals are so linked together that there is a negative correlation between their goal attainments、 Page: 1167、Describe a “mutual gains” situation、Answer: when parties’ goals are linked so that one person’s goal achievement helps others toachieve their goals, it is a mutual-gains situation, also known as a non-zero-sum or integrativesituation, where there is a positive correlation between the goal attainments of both parties、 Page:1068、What does BATNA stand for?Answer: Best Alternative To a Negotiated Agreement、 Page: 1269、What role do concessions play wh en a proposal isn’t readily accepted?Answer: If the proposal isn’t readily accepted by the other, negotiators begin to defend their own initial proposals and critique the others’ proposals、Each party’s rejoinder usually suggestsalterations to the other party’s proposal, and perhaps also contains changes to his or her ownposition、 When one party agrees to make a change in his or her position, a concession has been made (Pruitt, 1981)、 Concessions restrict the range of options within which a solution oragreement will be reached; when a party makes a concession, the bargaining range (the difference between the preferred acceptable settlements) is further constrained、 Page: 1370、What are concessions?Answer: A concession has been made when one party accepts a change in his or her position、Concessions restrict the range of options within which a solution or agreement will be reached、Page: 1371、Describe the strategies and tactics a negotiator would employ in a distributive bargainingsituation、Answer: In distributive situations negotiators are motivated to win the competition and beat the other party, or gain the largest piece of the fixed resource that they can、 In order to achieve these objectives, negotiators usually employ “win-l ose” strategies and tactics、 This approach tonegotiation—called distributive bargaining—accepts the fact that there can only be one winnergiven the situation, and pursues a course of action to be that winner、 The purpose of thenegotiation is to claim value—that is, to do whatever is necessary to claim the reward, gain thelion’s share, or gain the largest piece possible Page: 1572、Why should negotiators be versatile in their comfort and use of both value claiming and valuecreating strategic approaches?Answer: Not only must negotiators be able to recognize which strategy is most appropriate, but they must be able to use both approaches with equal versatility、There is no single “best”,“preferred” or “right” way to negotiate; the choice of negotia tion strategy requires adaptation to the situation, as we will explain more fully in the next section on conflict、 Moreover, if mostnegotiation issues/problems have claiming and creating values components, then negotiators must be able to use both approaches in the same deliberation、 Page: 1673、Define synergy?Answer: "the whole is greater than the sum of its parts" Page: 1674、Name the four levels of conflict that are commonly identified、Answer: The four levels of conflict are: 1) intrapersonal or intrapsychic conflict, 2) interpersonal conflict, 3) intragroup conflict, and 4) intergroup conflict、 Page: 1875、Explain how conflict is a potential consequence of interdependent relationships、Answer: Conflict can result from the strongly divergent needs of the two parties, or frommisperceptions and misunderstandings、 Conflict can occur when the two parties are workingtoward the same goal and generally want the same outcome, or when both parties want verydifferent outcomes、 Regardless of the cause of the conflict, negotiation can play an important role in resolving it effectively、 In this section, we will define conflict, discuss the different levels of conflict that can occur, review the functions and dysfunctions of conflict, and discuss strategies for managing conflict effectively、 Page: 1876、How does decreased communication contribute as one of the destructive images of conflict in anegotiation?Answer: Productive communication declines with conflict、 Parties communicate less with those who disagree with them, and more with those who agree、 The communication that does occur is often an attempt to defeat, demean, or debunk the other’s view or to strengthen one’s own prior arguments、Page: 1977、Conflict also has productive aspects and one of those is that conflict encourages psychologicaldevelopment、 Elaborate、Answer: It helps people become more accurate and realistic in their self-appraisals、 Throughconflict, persons take others’ perspectives and become less egocentric、 Conflict helps persons to believe that they are powerful and capable of controlling their own lives、 They do not simply need to endure hostility and frustration but can act to improve their lives、 Page: 2078、The Dual Concerns Model is a two-dimensional framework that postulates that people in conflicthave two independent types of concern、 What are those two types of concerns?Answer: concern about their own outcomes (shown on the horizontal dimension of the figure) andc oncern about the other’s outcomes (shown on the vertical dimension of the figure)、 Page: 2279、Where would you likely to find the concept of “yielding” on the dual concerns model?Answer: Yielding (also called accommodating or obliging) is the strategy in the upper left-handcorner、 Actors pursuing the yielding strategy show little interest or concern in whether they attain their own outcomes, but they are quite interested in whether the other party attains his or heroutcomes、 Yielding involves lowering one’s own aspirations to “let the other win” and gain what he or she wants、 Yielding may seem like a strange strategy to some, but it has its definiteadvantages in some situations、 Page: 2380、What are the five major strategies for conflict management (as identified in the Dual Concernsframework)?Answer: Contending, Yielding, Inaction, Problem Solving, and Compromising、Page: 23, 24。

答案与解析
单选题
1 那些负责对整个组织决策，并为整个组织制定计划和目标的人员应定义为（）
A. 高层管理者
B. 中层管理者
C. 基层管理者
D. 费管理者雇员
你的答案 A
本题考察的知识点是高层管理者、中层管理者和基层管理者的区别。

高层管理者对整个组织的管理负有全面责任，并侧重于制订组织的大政方针，沟通组织与外界的交往联系等。

2 美国管理学家卡茨（Robert. L. Katz）认为，一个主管人员至少应具备三大基本技能（）
A. 技术技能、人际技能、概念技能
B. 技术技能、管理技能、人际技能
C. 管理技能、技术技能、概念技能
D. 管理技能、人际技能、概念技能
你的答案 A
本题考察的知识点是对管理职能的理解。

管理学家卡茨（Robert. L. Katz）20世纪70年代初期在《哈佛商业评论》中发表一篇名为“能干的管理人员应具有的技能”的论文，指出管理者需要3中基本管理技能：概念技能、技术技能、人际技能。

判断题
1 管理职能的数量划分具有灵活性
A. 正确
B. 错误
你的答案 A
不同的管理学者对管理职能有不同的划分方法。

2 西蒙认为，决策就是从可供选取用的方案中选定一个行动方案的活动
A. 正确
B. 错误
你的答案 B 更多试题及答案+扣二九七九一三九六八四$
西蒙认为，决策包括搜集情报、拟定计划、选定计划和评价计划四个阶段，选定计划只是其中的一个阶段。

3 管理是一种无形的力量，它是通过高层管理者对下级管理者和组织成员的严格控制体现出来的
A. 正确
B. 错误
你的答案 B。

你的答案A
本题考察的知识点是直接投资流动的国际协议
2母国采取的各项投资鼓励措施中，投资保险主要针对（）
A.信用风险B.汇率风险C.非商业性政治风险D.商业风险
你的答案C
本题考察的知识点是母国对直接投资流出的政策
3（）最容易给母国就业带来负面影响。
A.市场寻求性投资B.效率寻求性投资C.创造性资产寻求性投资D.自然资源寻求性投资
答案与解析
单选题
1根据交易费用理论，以下治理模式中，涉及的管理成本最高，而交易成本最低的是（ ）
A.市场治理模式B.中介治理模式C.层级治理模式D.长期契约治理模式
你的答案C
本题考察的知识点是各种治理模式涉及的不同成本
2内部化理论是（）首先提出的。
A.约翰？邓宁John Harry Dunning B.科斯Coarse C.巴克利和卡森Buckley，Casson D.斯蒂芬？海默Stephen H.Hymer
A.正确B.错误
你的答案B
从国别特征来看，发达国家相互之间的直接投资在当代世界直接投资流动中居主导地位。
2直接投资与间接投资的区别在于前者要求投资者在目标公司中所占的股份超过一定比例。
A.正确B.错误
你的答案B
区别不在于股份比例，而在于直接投资者和企业之间存在一种长期的关系，直接投资者对企业的管理有重大影响。
你的答案B
本题考察的知识点是各国对直接投资流入的态度
判断题
1发展中东道国，实证研究支持就业的增加效应，效率寻求性投资在其中发挥了重要的作用。
A.正确B.错误
你的答案A
本题考察的知识点是发展中东道国的特点。
2外商投资企业与当地企业相比，为技能劳工提供的待遇差异小于为低技能劳工提供的待遇差异。

答案与解析
单选题
1 “商场如战场”这句话表明（）
A. 企业战略与军事战略有很大区别
B. 企业战略与军事战略有相通之处
C. 军事战略与企业战略的目的相同
D. 军事战略与企业战略的内容和形式相同
你的答案 B
本题考察的知识点是企业战略与军事战略的区别。

2 下面哪一个不是企业战略管理的特征？
A. 全局性
B. 长远性
C. 系统性
D. 相对变化性
你的答案 D
本题考察的知识点是企业战略管理的特征。

3 企业战略管理的“全局性”指的是（）
A. 它指导整个企业一切活动的总谋划
B. 它对企业未来较长时期内如何生存和发展进行规划
C. 企业积极履行企业社会责任
D. 它指导企业在激烈的市场竞争中提升自己的实力更多试题及答案+扣二九七九一三九六八四$
你的答案 A
本题考察的知识点是企业战略管理的特征。

判断题
1 战略的有效性不仅取决于战略的制定，而且还取决于战略的有效执行
A. 正确
B. 错误
你的答案 A
本题考察的知识点是战略管理过程。

2 明确了企业制定战略所面临的主要问题之后，就进入战略实施阶段
A. 正确
B. 错误
你的答案 B
本题考察的知识点是战略管理过程。

明确了企业制定战略所面临的主要问题之后，还要明确战略的基本准则，如企业使命、方针、目标等，然后确定用于实现企业目标的战略方案。

战略方案制定之后，才能进入实施阶段。

国际商务谈判自测题C h a p t e r_1Chapter 1The Nature of NegotiationFill in the Blank Questions1. People ____________ all the time.Answer: negotiate Page: 22. The term ____________ is used to describe the competitive, win-lose situations such as hagglingover price that happens at yard sale, flea market, or used car lotAnswer: bargaining Page: 33. Negotiating parties always negotiate by ____________.Answer: choice Page: 64. There are times when you should _________ negotiate.Answer: not Page: 65. Successful negotiation involves the management of ____________ (e.g., the price or the terms ofagreement) and also the resolution of ____________.Answer: tangibles, intangibles Page: 86. Independent parties are able to meet their own ____________ without the help and assistance ofothers.Answer: needs Page: 97. The mix of convergent and conflicting goals characterizes many ____________ relationships.Answer: interdependent Page: 108. The ____________ of people’s goals, and the ____________ of the situation in which they aregoing to negotiate, strongly shapes negotiation processes and outcomes.Answer: interdependence, structure Page: 109. Whether you should or should not agree on something in a negotiation depends entirely upon theattractiveness to you of the best available _________.Answer: alternative Page: 10 – 1210. When parties are interdependent, they have to find a way to ____________ their differences.Answer: resolve Page: 1211. Negotiation is a ____________ that transforms over time.Answer: process Page: 1212. Negotiations often begin with statements of opening ____________.Answer: positions Page: 1313. When one party accepts a change in his or her position, a ____________ has been made.Answer: concession Page: 1314. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of____________ and the dilemma of ____________.Answer: honesty, trust Page: 1415. Most actual negotiations are a combination of claiming and ____________ value processes.Answer: creating Page: 1616. ____________ ____________ is analyzed as it affects the ability of the group to make decisions,work productively, resolve its differences, and continue to achieve its goals effectively.Answer: Intragroup conflict Page: 1817. Most people initially believe that ____________ is always bad.Answer: conflict Page: 1918. The objective is not to eliminate conflict but to learn how to manage it to control the____________ elements while enjoying the productive aspects.Answer: destructive Page: 2019. The two-dimensional framework called the ____________ ____________ ____________postulates that people in conflict have two independent types of concern.Answer: dual concerns model Page: 2220. Parties who employ the ____________ strategy maintain their own aspirations and try topersuade the other party to yield.Answer: contending Page: 23True/False QuestionsT F 21. Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobbyAnswer: False Page: 2T F 22. Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated.Answer: False Page: 3T F 23. Negotiation situations have fundamentally the same characteristics,Answer: True Page: 6T F 24. A creative negotiation that meets the objectives of all sides may not require compromise.Answer: True Page: 8T F 25. The parties prefer to negotiate and search for agreement rather than to fight openly, have one side dominate and the other capitulate, permanently break off contact, or take theirdispute to a higher authority to resolve itAnswer: True Page: 8T F 26. It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or appropriate in the resolution of the tangibles.Answer: False Page: 8T F 27. In any industry in which repeat business is done with the same parties, there is always a balance between pushing the limit on any particular negotiation and making sure theother party—and your relationship with him—survives intact.Answer: True Page: 11T F 28. When the goals of two or more people are interconnected so that only one can achieve the goal—such as running a race in which there will be only one winner—this is acompetitive situation, also known as a non-zero-sum or distributive situation Answer: False Page: 10T F 29. Remember that every possible interdependency has an alternative; negotiators can always say “no” and walk away.Answer: True Page: 12T F 30. A zero-sum situation is a situation in which individuals are so linked together that there isa positive correlation between their goal attainments.Answer: False Page: 10T F 31. The value of a person's BATNA is always relative to the possible settlements available in the current negotiation, and the possibilities within a given negotiation are heavilyinfluenced by the nature of the interdependence between the parties.Answer: True Page: 12T F 32. The effective negotiator needs to understand how people will adjust and readjust, and how the negotiations might twist and turn, based on one’s own moves and the others’responses.Answer: True Page: 13T F 33. The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations.Answer: False Page: 14, 15T F 34. In contrast, non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives.Answer: True Page: 15T F 35. Negotiators do not have to be versatile in their comfort and use of both major strategic approaches to be successful.Answer: False Page: 16T F 36. Differences in time preferences have the potential to create value in a negotiation.Answer: True Page: 17T F 37. Conflict doesn’t usually occur when the two parties are working toward the same goal and generally want the same outcome.Answer: False Page: 18T F 38. Intragroup conflict occurs between groups.Answer: False Page: 18T F 39. Negotiation is a strategy for productively managing conflict.Answer: True Page: 20T F 40. The dual concerns model has two dimensions: the vertical dimension is often referred to as the cooperativeness dimension, and the horizontal dimension as the assertivenessdimension.Answer: True Page: 22Multiple Choice Questions41. Which perspective can be used to understand different aspects of negotiation?A) economicsB) psychologyC) anthropologyD) lawE) All of the above perspectives can be used to understand different aspects of negotiation.Answer: E Page: 342. To most people the words "bargaining" and "negotiation" areA) mutually exclusive.B) interchangeable.C) not related.D) interdependent.E) None of the above.Answer: B Page: 343. A situation in which solutions exist so that both parties are trying to find a mutually acceptablesolution to a complex conflict is known as which of the following?A) mutual gainsB) win-loseC) zero-sumD) win-winE) None of the above.Answer: D Page: 344. Which is not a characteristic of a negotiation or bargaining situation?A) conflict between partiesB) two or more parties involvedC) an established set of rulesD) a voluntary processE) None of the above is a characteristic of a negotiation.Answer: C Page: 845. Tangible factorsA) include the price and terms of agreement.B) are psychological motivations that influence the negotiations.C) include the need to look good in negotiations.D) cannot be measured in quantifiable terms.E) None of the above statements describe tangible factors.Answer: A Page: 846. Which of the following is not an intangible factor in a negotiation?A) the need to look goodB) final agreed price on a contractC) the desire to book more businessD) fear of setting a precedentE) All of the above are intangible factors.Answer: B Page: 847. Interdependent parties’ relationships are characterized byA) interlocking goals.B) solitary decision making.C) established procedures.D) rigid structures.E) Interdependent relationships are characterized by all of the above.Answer: A Page: 1048. A zero-sum situation is also known by another name of a situation. Which of the following isthat?A) integrativeB) distributiveC) win-loseD) negotiativeE) None of the above.Answer: B Page: 1049. BATNA stands forA) best alternative to a negotiated agreement.B) best assignment to a negotiated agreement.C) best alternative to a negative agreement.D) best alternative to a negative assignment.E) BATNA stands for none of the above.Answer: A Page: 1250. What are the two dilemmas of negotiation?A) the dilemma of cost and the dilemma of profit marginB) the dilemma of honesty and the dilemma of profit marginC) the dilemma of trust and the dilemma of costD) the dilemma of honesty and the dilemma of trustE) None of the above.Answer: D Page: 1451. How much to believe of what the other party tells youA) depends on the reputation of the other party.B) is affected by the circumstances of the negotiation.C) is related to how he or she treated you in the past.D) is the dilemma of trust.E) All of the above.Answer: E Page: 1452. Satisfaction with a negotiation is determined byA) the process through which an agreement is reached and the dollar value of concessions madeby each party.B) the actual outcome obtained by the negotiation as compared to the initial bargaining positionsof the negotiators.C) the process through which an agreement is reached and by the actual outcome obtained bythe negotiation.D) the total dollar value of concessions made by each party.E) Satisfaction with a negotiation is determined by none of the above.Answer: C Page: 1553. Which of the following statements about conflict is true?A) Conflict is the result of tangible factors.B) Conflict can occur when two parties are working toward the same goal and generally wantthe same outcome.C) Conflict only occurs when both parties want a very different settlement.D) Conflict has a minimal effect on interdependent relationships.E) All of the above statements about conflict are true.Answer: B Page: 1854. In intragroup conflict,A) sources of conflict can include ideas, thoughts, emotions, values, predispositions, or drivesthat are in conflict with each other.B) conflict occurs between individual people.C) conflict affects the ability of the group to resolve differences and continue to achieve itsgoals effectively.D) conflict is quite intricate because of the large number of people involved and possibleinteractions between them.E) None of the above describes intragroup conflict.Answer: C Page: 1855. Which of the following contribute to conflict's destructive image?A) increased communicationB) misperception and biasC) clarifying issuesD) minimized differences; magnified similaritiesE) All of the above contribute to conflict's destructive image.Answer: B Page: 1956. In the Dual Concerns Model, the level of concern for the individual's own outcomes and the levelof concern for the other's outcomes are referred to as theA) cooperativeness dimension and the competitiveness dimension.B) the assertiveness dimension and the competitiveness dimension.C) the competitiveness dimension and the aggressiveness dimension.D) the cooperativeness dimension and the assertiveness dimension.E) None of the above.Answer: D Page: 2257. An individual who pursues his or her own outcomes strongly and shows little concern for whetherthe other party obtains his or her desired outcomes is using another of the following strategies.Which one?A) yieldingB) compromisingC) contendingD) problem solvingE) None of the above.Answer: C Page: 2358. Negotiators pursuing the yielding strategyA) show little interest or concern in whether they attain their own outcomes, but are quiteinterested in whether the other party attains his or her outcomes.B) pursue their own outcome strongly and shows little concern for whether the other partyobtains his or her desired outcome.C) shows little interest or concern in whether they attain their own outcomes, and does not showmuch concern about whether the other party obtains his or her outcomes.D) show high concern for attaining their own outcomes and high concern for whether the otherattains his or her outcomes.E) Negotiators pursuing the yielding strategy demonstrate none of the above behaviors.Answer: A Page: 2359. Parties pursuing one of the following strategies show little interest or concern in whether theyattain their own outcomes, and do not show much concern about whether the other party obtains his or her outcomes. Which of the ones listed below?A) contendingB) compromisingC) problem solvingD) yieldingE) None of the above.Answer: E Page: 2460. Whereas distributive bargaining is often characterized by mistrust and suspicion, integrativenegotiation is characterized by which of the following?A) obligation and perseveranceB) avoidance and compromiseC) influence and persuasivenessD) trust and opennessE) cognition and emotionAnswer: D Page: 26Short Answer Essays61. What are the three reasons negotiations occur?Answer: Negotiations occur for several reasons: (1) to agree on how to share or divide a limited resource, such as land, or property, or time; (2) to create something new that neither party coulddo on his or her own, or (3) to resolve a problem or dispute between the parties. Page: 262. Is the give-and-take process used to reach an agreement the “heart of the negotiation” as mostpeople assume”?Answer: While that give-and-take process is extremely important, negotiation is a very complex social process; many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur before the parties start to negotiate, or shape the context around the negotiation. Page: 363. Why do parties negotiate by choice?Answer: That is, they negotiate because they think they can get a better deal by negotiating than by simply accepting what the other side will voluntarily give them or let them have. Negotiation is largely a voluntary process. We negotiate because we think we can improve our outcome or result, compared to not negotiating or simply accepting what the other side offers. It is a strategy pursued by choice; seldom are we required to negotiate. Page: 664. What are tangible and intangible factors in negotiation?Answer: Tangible factors include quantifiable items, such as the price, terms of agreement, etc.By intangible factors, we are referring to the deeper psychological motivations that may directly or indirectly influence the parties during the negotiation. Page: 865. What are the three ways that characterize most relationships between parties?Answer: Most relationships between parties may be characterized in one of three ways:independent, dependent, and interdependent. Page: 9, 1066. Define "zero-sum" situation.Answer: Individuals are so linked together that there is a negative correlation between their goal attainments. Page: 1167. Describe a “mutual gains” situation.Answer: when parties’ goals are linked so that one person’s goal achievement helps others to achieve their goals, it is a mutual-gains situation, also known as a non-zero-sum or integrative situation, where there is a positive correlation between the goal attainments of both parties.Page: 1068. What does BATNA stand for?Answer: Best Alternative To a Negotiated Agreement. Page: 1269. What rol e do concessions play when a proposal isn’t readily accepted?Answer: If the proposal isn’t readily accepted by the other, negotiators begin to defend their own initial proposals and critique the others’ proposals. Each party’s rejoinder usually suggestsalterations to the other party’s proposal, and perhaps also contains changes to his or her own position. When one party agrees to make a change in his or her position, a concession has beenmade (Pruitt, 1981). Concessions restrict the range of options within which a solution oragreement will be reached; when a party makes a concession, the bargaining range (thedifference between the preferred acceptable settlements) is further constrained. Page: 13 70. What are concessions?Answer: A concession has been made when one party accepts a change in his or her position.Concessions restrict the range of options within which a solution or agreement will be reached.Page: 1371. Describe the strategies and tactics a negotiator would employ in a distributive bargainingsituation.Answer: In distributive situations negotiators are motivated to win the competition and beat the other party, or gain the largest piece of the fixed resource that they can. In order to achieve these objectives, negotiato rs usually employ “win-lose” strategies and tactics. This approach tonegotiation—called distributive bargaining—accepts the fact that there can only be one winner given the situation, and pursues a course of action to be that winner. The purpose of thenegotiation is to claim value—that is, to do whatever is necessary to claim the reward, gain the lion’s share, or gain the largest piece possible Page: 1572. Why should negotiators be versatile in their comfort and use of both value claiming and valuecreating strategic approaches?Answer: Not only must negotiators be able to recognize which strategy is most appropriate, but they must be able to use both approaches with equal versatility. There is no single “best”,“preferred” or “right” way to negotiat e; the choice of negotiation strategy requires adaptation to the situation, as we will explain more fully in the next section on conflict. Moreover, if mostnegotiation issues/problems have claiming and creating values components, then negotiators must be able to use both approaches in the same deliberation. Page: 1673. Define synergy?Answer: "the whole is greater than the sum of its parts" Page: 1674. Name the four levels of conflict that are commonly identified.Answer: The four levels of conflict are: 1) intrapersonal or intrapsychic conflict, 2) interpersonal conflict, 3) intragroup conflict, and 4) intergroup conflict. Page: 1875. Explain how conflict is a potential consequence of interdependent relationships.Answer: Conflict can result from the strongly divergent needs of the two parties, or frommisperceptions and misunderstandings. Conflict can occur when the two parties are workingtoward the same goal and generally want the same outcome, or when both parties want verydifferent outcomes. Regardless of the cause of the conflict, negotiation can play an important role in resolving it effectively. In this section, we will define conflict, discuss the different levels of conflict that can occur, review the functions and dysfunctions of conflict, and discuss strategies for managing conflict effectively. Page: 1876. How does decreased communication contribute as one of the destructive images of conflict in anegotiation?Answer: Productive communication declines with conflict. Parties communicate less with those who disagree with them, and more with those who agree. The communication that does occur is often an attempt to defeat, demean, or debunk the other’s view or to strengthen one’s own prior arguments.Page: 1977. Conflict also has productive aspects and one of those is that conflict encourages psychologicaldevelopment. Elaborate.Answer: It helps people become more accurate and realistic in their self-appraisals. Throughconflict, persons take others’ perspectives and become less egocentric. Conflict helps persons to believe that they are powerful and capable of controlling their own lives. They do not simplyneed to endure hostility and frustration but can act to improve their lives. Page: 2078. The Dual Concerns Model is a two-dimensional framework that postulates that people in conflicthave two independent types of concern. What are those two types of concerns?Answer: concern about their own outcomes (shown on the horizontal dimension of the figure) and concern about the other’s outcomes (shown on the vertical dimension of the figure). Page: 22 79. Where would you likely to find the concept of “yielding” on the dual concerns model?Answer: Yielding (also called accommodating or obliging) is the strategy in the upper left-hand corner. Actors pursuing the yielding strategy show little interest or concern in whether they attain their own outcomes, but they are quite interested in whether the other party attains his or herout comes. Yielding involves lowering one’s own aspirations to “let the other win” and gain what he or she wants. Yielding may seem like a strange strategy to some, but it has its definiteadvantages in some situations. Page: 2380. What are the five major strategies for conflict management (as identified in the Dual Concernsframework)?Answer: Contending, Yielding, Inaction, Problem Solving, and Compromising.Page: 23, 24。

答案与解析
单选题
1 以下选项中对文化的定义较全面的一项是（）
A. 文化是一切人工创造的环境
B. 被一群体人共享的价值观念系统
C. 文化是人的“心里程序”
D. 文化是某一群体解决解决问题所采用的途径和方法
你的答案 A
本题考察的知识点是文化的概念。

2 根据“文化层次理论”以下选项中属于“中层文化”的是（）
A. 一个国家的建筑风格
B. 一个民族使用的语言
C. 中国人用筷子吃饭
D. 墨西哥人认为“工作是为了生活”
你的答案 D
本题考察的知识点是文化层次理论的概念以及应用。

3 根据文化的“冰山理论”以下文化现象中不属于文化的隐形部分的是（）
A. 绘画、电影、音乐等艺术作品
B. 西方人采用分餐，而中国人喜欢分享菜肴
C. 中国人认为“加班”是工作勤奋的表现
D. 在美国，陌生人见面时通过握手来表示友好
你的答案 A
本题考察的知识点是文化的“冰山理论”及其应用。

判断题
1 企业到跨国经营的阶段，文化对企业经营的作用渐渐凸现出来。

A. 正确
B. 错误
你的答案 B
更多试题及答案+扣二九七九一三九六八四$
考查文化与企业战略的关系。

企业到跨国经营的阶段，文化对企业的经营的作用凸现出来。

2 企业文化是民族文化的衍生物。

A. 正确
B. 错误
你的答案 A
本题考察的知识点是民族文化与企业文化的关系。

答案与解析单选题1 关于预测，以下说法错误的是（）A. 总是根据过去的数据或经验推断未来B. 随着技术的提高，预测可以非常准确C. 群体预测的精度高于单个人的预测D. 预测的精度随时间跨度的增加而降低你的答案 B本题考察的知识点是预测的基本特征。

因随机性因素，预测总会有一定的误差，B选项错误，其余选项正确。

2 已知2008-2011年需求分别为4、5、6、7万件，采用3年简单移动平均法可以预测2012年的需求为（）万件。

A. 4B. 5C. 6D. 7你的答案 C本题考察的知识点是预测的移动平均法。

采用3年简单移动平均法进行预测，2012年的需求为（5+6+7）/3=6万件。

3 已知2011年实际需求分别为7万件，当初预测为8万件，采用指数平滑法预测2012年的需求为（）万件（平滑常数α=0.2）。

A. 7B. 7.2C. 8D. 7.8你的答案 D本题考察的知识点是预测的指数平滑法。

采用指数平滑法进行预测，2012年的需求为8+0.2×（7-8）=7.8万件。

判断题1 提升竞争力就是尽可能降低价格。

A. 正确B. 错误你的答案 B本题考察的知识点是竞争力。

与提供类似产品或服务的其它组织相比，一个组织满足顾客需求的有效性。

可以认为竞争力就是差异性，但是并不是一定需要降低价格。

2 生产与运作系统的控制包括对质量、进度和费用的控制。

A. 正确B. 错误你的答案 A本题考察的知识点是生产与运作系统的控制。

答案与解析
单选题
1 国际商法的调整对象是（）
A. 国际经济关系
B. 国际商事关系
C. 国际民事关系
D. 国际关系
你的答案 B
本题考察的知识点是国际商法的调整对象
2 在法律渊源中，以判例作为主要法律渊源的国家是（）
A. 德国
B. 英国
C. 法国
D. 中国
你的答案 B
本题考察的知识点是不同法系的法律渊源及英美法系国家分布
3 由至少一名普通合伙人，至少一名有限合伙人组成的企业称为（）
A. 普通合伙
B. 特殊合伙
C. 民事合伙
D. 有限合伙
你的答案 D
本题考察的知识点是有限合伙的概念
判断题
1 国际贸易惯例虽然不是法律，但具有普遍的约束力。

A. 正确
B. 错误
你的答案 B
本题考察的知识点是国际惯例的法律效力
2 在大陆法系国家，原则上承认判例具有法律同等的效力。

A. 正确
B. 错误
你的答案 B
本题考察的知识点是大陆法系的渊源
答案与解析
单选题
1 狭义的公司资本是指（）
A. 公司的自有资本和借贷资本
B. 仅指公司的自有资本
C. 仅指公司的借贷资本
D. 包括公司的一切资本
你的答案 B
本题考察的知识点是公司资本的概念
2 对于股份有限公司的资本，德国、法国等多数大陆法国家采取（）。

国际商务谈判模拟题2Part 1: Term Analysis (explain them in English, write your answers on the ANSWER －SHEET.) (20%)1.Basic Requirements for NegotiatorTechnical, social, communicative and ethical skills, sympathy, acuity, middle ground, long-term benefits and short-term needs2.Types of perceived economic powerTypes of perceived economic power: emerging economies, industrialized economies, technological economies.3.Contents of project summaryContents of Project Summary: History, project description, deal description, financial data.4.Contents for taking a proactive rolefixed agenda, crafting the meeting agenda, run the clock out, dragging out the negotiating process.Part 2: Term Translation (put the following terms into English, write your answers on the ANSWER －SHEET.) (20%)5 技术型6 金融型7 法律型8 保密型9 欺骗型 10 意见一致型 11 “分而治之”型 12 双重性格型 13 等级型 14 平行组型 Part 3: Sentence Translation (20%) (Translate 15, 16, 17 into English and 18, 19 into Chinese and write your answers on the ANSWER －SHEET.)15. 赢和输的尺度：制定出一组必须要得到的条件，以及通过努力希望对方给予的条件。

答案与解析
单选题
1
“要把谈判对方当成合作伙伴，而不仅视为谈判对手”这体现了商务谈判中的什么原则？（）
A. 合作原则
B. 平等原则
C. 互利原则
D. 求同原则
你的答案 D
本题考察的知识点是“求同原则要求谈判各方首先要立足于共同利益，要把谈判对方当做合作伙伴，而不仅视为谈判对手。

”
2
美国纽约印刷工会领导人伯特仑·波厄斯以“经济谈判毫不让步”而闻名全美。

他在一次与报业主进行的谈判中，不顾客观情况，坚持强硬立场，甚至两次号召报业工人罢工，迫使报业住满足了他提出的全部要求。

报社被迫同意为印刷工人大幅度增加工资，并承诺不采用排版自动化等先进技术，防止工人失业。

谈判结果是以伯特仑为首的工会一方大获全胜，报业主却陷入困境。

最终结果是三家大报被迫合并，小报社倒闭，数千名报业工人失业。

更多试题及答案+扣二九七九一三九六八四$
该案例中的伯特仑·波厄斯违背了谈判的什么原则（）
A. 合作原则和求同原则
B. 自愿原则和平等原则
C. 互利原则和平等原则
D. 求同原则和合法原则
你的答案 A
本题考察的知识点是合作原则和求同原则的内涵。

3 谈判的含义包括（）
（1）建立在人们需要的基础上（2）是两方以上的交际活动（3）是寻求建立或改善人们社会关系的行为（4）是一种协调行为的过程
A. （1）
B. （1）（2）
C. （1）（2）（3）
D. （1）（2）（3）（4）
你的答案 D。

单选题分数：60.01 国际贸易是研究国际商品交换特点，并揭示( )运动规律的一门学科A. 贸易往来B. 贸易冲突C. 贸易利益D. 国际商品2 通常所说的国际贸易额是单指( )而言A. 世界进口总额B. 世界出口总额C. 世界进出口总额D. 世界进口差额3 国际分工与国际贸易之间的关系是( )A. 两者没有联系B. 两者为平行关系C. 国际分工是国际贸易的基础D. 国际贸易是国际分工的基础判断题分数：40.01 生产函数（production function）表示生产要素数量或者生产要素的组合和其所能够生产出来的产量之间一一对应关系的函数A. 正确B. 错误2 做出选择时，所放弃的从其他用途中获得的最小的收入是机会成本A. 正确B. 错误单选题分数：60.0 更多试题及答案+扣二九七九一三九六八四$1 大卫·李嘉图的代表著作是( )A. 《国富论》B. 《国民财富的性质和原因的研究》C. 《政治经济学及赋税原理》D. 《国际贸易原理》2 假设葡萄牙生产每单位酒需要60人劳动1星期，生产每单位毛呢需要30人劳动1星期；英国生产每单位酒需要100人劳动1星期，生产每单位毛呢需要50人劳动1星期，那么下列表述正确的是（）A. 英国在两种产品的生产上都具有绝对优势B. 葡萄牙在毛呢的生产上具有比较优势C. 葡萄牙在酒的生产上具有比较优势D. 英国在两种产品的生产中都具有绝对劣势3 亚当·斯密的代表著作是（）A. 《政治经济学及赋税原理》B. 《域际和国际贸易》C. 《国民财富的性质和原因的研究》D. 《国际贸易原理》判断题分数：40.01 “两利相权取其重，两弊相权取其轻”是比较优势理论所主张的各国以比较成本进行国际分工安排的一项原则A. 正确B. 错误2 亚当·斯密提出了“比较优势学说”，后由大卫·李嘉图进一步发展A. 正确B. 错误。

答案与解析
单选题
1 首先提出"经济法"这一概念的是（）
A. 摩莱里的《自然法典》
B. 德萨米的《公有法典》
C. 德国《煤炭经济法》
D. 捷克斯洛伐克《经济法典》
你的答案 A
解析：本题考察的知识点是：最早提出经济法这一概念的是法国空想社会主义者摩莱里的《自然法典》。

2 以下哪一点是现代经济法阶段经济法的特点（）
A. 采取一系列措施来应对战后的萧条。

B. 为摆脱经济危机实现战后重建而保证国家对经济生活的深入干预。

C. 根据凯恩斯的国家干预经济理论来管理经济。

D. 从单纯的对市场主体的意志和行为的干预和管制转为尽可能创造充分、适度、公平的竞争制度。

你的答案 D
解析：本题考察的知识点是：现代经济法面对的社会经济环境不同，其立法思想与重点都已发生了转变。

3 关于我更多试题及答案+扣二九七九一三九六八四$国经济法，以下哪个说法是不正确的（）
A. 我国经济法产生至今已经有20多年历史。

B. 在我国，经济法独立部门地位已经得到理论界和我国官方的认可。

C. 我国已经建立起符合市场经济需要的比较完善的经济法体系。

D. 我国社会主义市场经济体系不需要经济法。

你的答案 D
解析：本题考察的知识点是：我国经济法的发展历史及其现状。

判断题
1 西方国家的现代经济法已经发展到了较为成熟的阶段，成为国家直接干预经济的有效工具。

A. 正确
B. 错误
你的答案 B
解析：经济法是国家利用法律手段间接管理市场经济的工具。

Chapter 3Strategy and Tactics of Integrative NegotiationFill in the Blank Questions1. Although the conflict may appear initially to be win-lose to the parties, ____________ and____________ ____________ will usually suggest win-win alternatives.Answer: discussion, mutual exploration Page: 722. Those wishing to achieve integrative results find that they must manage the ____________ and____________ of the negotiation in order to gain the willing cooperation and commitment of the other party.Answer: context, process Page: 733. Effective ____________ exchange promotes the development of good integrative solutions.Answer: information Page: 734. Successful integrative negotiation requires that the negotiators search for solutions that meet the____________ and ____________ of both (all) sides.Answer: needs, objectives Page: 745. In an integrative negotiation, negotiators must be ____________ about their primary interests andneeds, but ____________about the manner in which these interests and needs are met throughsolutions.Answer: firm, flexible Page: 74, 756. In integrative negotiation, ____________ are measured by the degree to which they meet bothnegotiators' goals.Answer: outcomes Page: 757. The ____________ step is often the most difficult step in the integrative negotiation process.Answer: problem identification Page: 768. As a problem is defined jointly, it should accurately reflect both parties' ____________ and____________.Answer: needs, priorities Page: 779. For positive problem solving to occur, both parties must be committed to stating the problem in____________ terms.Answer: neutral Page: 7710. Problem definition should specify what ____________ must be overcome for the goal to beattained.Answer: obstacles Page: 7811. The integrative negotiation process cannot work unless negotiators avoid ________________________ until they have fully defined the problem and examined all the possible alternative solutions.Answer: premature solutions Page: 7812. _________ interests are related to how the negotiations unfold.Answer: Process Page: 8113. Successful ____________ requires a fundamental reformulation of the problem such that theparties are no longer squabbling over their positions; instead, they are disclosing sufficientinformation to discover their interests and needs and then inventing options that will satisfy both parties' needs.Answer: bridging Page: 8714. ____________ ____________occurs in integrative negotiation when one party is allowed to obtainhis/her objectives and then "pays off" the other person for accommodating his/her interests.Answer: Nonspecific compensation Page: 8715. Research has shown that when brainstormers work at the process for a long period of time, the bestideas are most likely to surface during the ____________ part of the activity.Answer: latter Page: 8916. Integrative negotiation solutions should be judged on two major criteria: how ____________ theyare, and how ____________ they will be to those who have to implement them.Answer: good, acceptable Page: 9217. The strategy of ____________ is effective not only in inventing options, but also as a mechanism tocombine options into negotiated packages.Answer: logrolling Page: 9318. A ____________ goal is one in which both parties work toward a common end but one that benefitseach party differently.Answer: shared Page: 9519. Those who do not share a belief that they can work together in an integrative negotiation are lesswilling to invest the time and energy in the potential payoffs of a collaborative relationship and are more likely to assume a ____________ or ____________ approach to conflict.Answer: contending, accommodating Page: 9620. Integrative negotiation requires negotiators to accept both their own and the other's attitudes,interests and desires as ____________.Answer: valid Page: 9621. For integrative negotiation to succeed, the parties must be motivated to ____________ rather thanto compete.Answer: collaborate Page: 9622. Even cooperatively motivated negotiators have less trust, exchange less information aboutpreferences and priorities, and achieve agreements of lower joint profit when they can____________ the other party than when they do not have this capability.Answer: punish Page: 9723. People who are interdependent but do not trust each other will act ____________ or____________.Answer: tentatively, defensively Page: 9824. When people trust each other, they are more likely to share _____________ and to _____________accurately their needs, positions, and the facts of the situation.Answer: information, communicate Page: 9825. When there are strong negative feelings or when one or more parties are inclined to dominate,negotiators may create ____________, ____________ procedures for communication.Answer: formal, structured Page: 100True/False QuestionsT F 26. In integrative negotiation, the goals of the parties are mutually exclusive.Answer: False Page: 71T F 27. The failure to reach integrative agreements is often linked to the failure to exchange sufficient information that will allow the parties to identify integrative options.Answer: True Page: 73T F 28. Integrative agreements have been shown to be facilitated when parties exchanged information about their positions on particular issues, but not necessarily about theirpriorities on those issues.Answer: False Page: 73, 74T F 29. Parties should enter the integrative negotiation process with few preconceptions about the solution.Answer: True Page: 77T F 30. For positive problem solving to occur, both parties must be committed to stating the problem in neutral terms.Answer: True Page: 77T F 31. An integrative negotiation problem should be defined as a solution process rather than as a specific goal to be attained.Answer: False Page: 78T F 32. In integrative negotiations, negotiators are encouraged to state the problem in terms of their preferred solution and to make concessions from these most desired alternatives.Answer: False Page: 78T F 33. If both parties understand the motivating factors for the other, they may recognize possible compatibilities in interests that permit them to invent positions which both will endorse asan acceptable settlement.Answer: True Page: 79, 80T F 34. Intrinsic relationship interests exist when the parties derive positive benefits from the relationship and do not wish to endanger future benefits by souring it.Answer: False Page: 80T F 35. Focusing on interests allows parties to move beyond opening positions and demands to determine what the parties really want—what needs truly must be satisfied.Answer: True Page: 82T F 36. In logrolling, if the parties do in fact have different preferences on different issues, each party gets their most preferred outcome on their high priority issue and should be happywith the overall agreement.Answer: True Page: 85T F 37. "Expanding the pie" as a method of generating alternative solutions is a complex process, as it requires much more detailed information about the other party than do other methods.Answer: False Page: 86T F 38. Successful bridging requires a fundamental reformulation of the problem such that the parties are no longer squabbling over their positions; instead, they are disclosing sufficientinformation to discover their interests and needs and then inventing options that will satisfyboth parties' needs.Answer: True Page: 87T F 39. In generating alternative solutions to the problem, groups should also adopt procedures for defining the problem, defining the interests, and generating options, however, to preventthe group process from degenerating into a win-lose competition or a debating event.Answer: True Page: 89T F 40. In brainstorming, participants are urged to be spontaneous, even impractical, and to censor anyone’s ideas (including their own).Answer: False Page: 89T F 41. Whether the integrative negotiation is simple or complex, the evaluation and selection steps must always be kept separate, or a contamination of the negotiation effort may occurafter an informal decision has already been made.Answer: False Page: 91T F 42. When a specific solution must meet the criteria of both quality and acceptability, those evaluating the solution options may have to be prepared to make trade-offs between thetwo to insure that both criteria are met.Answer: True Page: 92T F 43. Intangibles can lead the negotiator to fight harder to attain a particular solution option if that option satisfies both tangibles and intangibles.Answer: True Page: 93T F 44. In integrative negotiation, decisions must be finalized in each step of the negotiation process.Answer: False Page: 94T F 45. A common goal is one in which all parties share the result equally.Answer: True Page: 95T F 46. Negotiators who are firmer about insisting that their own point of view become incorporated into the group solution achieve less integrative agreements than those who areless firm.Answer: False Page: 96T F 47. For successful integrative negotiation to occur, each party should be as interested in the objectives and problems of the other side as each is in his own.Answer: False Page: 97T F 48. Although there is no guarantee that trust will lead to collaboration, there is plenty of evidence to suggest that mistrust inhibits collaboration.Answer: True Page: 98T F 49. Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information.Answer: False Page: 100T F 50. Most situations are mixed-motive negotiations, containing some elements that require distributive bargaining processes, and others that require integrative negotiation.Answer: True Page: 103Multiple Choice Questions51. Which of the following is not an element of integrative negotiations?A) a focus on commonaltiesB) an attempt to address positionsC) a required exchange of information and ideasD) the use of objective criteria for standards of performanceE) All of the above are elements of integrative negotiations.Answer: B Page: 7252. Which of the following processes is central to achieving almost all integrative agreements?A) moderating the free flow of information to ensure that each party's position is accurately statedB) exchanging information about each party's position on key issuesC) emphasizing the commonalties between the partiesD) searching for solutions that maximize the substantive outcome for both partiesE) All of the above processes are central to achieving integrative agreements.Answer: C Page: 7353. Which of the following is a major step in the integrative negotiation process?A) identifying and defining the problemB) understanding the problem and bringing interests and needs to the surfaceC) generating alternative solutions to the problemD) choosing a specific solutionE) All of the above are major steps in the integrative negotiation process.Answer: E Page: 7554. In which major step of the integrative negotiation process of identifying and defining the problemwould you likely find that if the problem is complex and multifaceted the parties may not even be able to agree on a statement of the problem?A) define the problem in a way that is mutually acceptable to both sides.B) state the problem with an eye toward practicality and comprehensiveness.C) state the problem as a goal and identify the obstacles to attaining this goal.D) depersonalizing the problem.E) separate the problem definition from the search for solutions.Answer: B Page: 76 - 7855. An interest is instrumental ifA) the parties value it because it helps them derive other outcomes in the future.B) the parties value the interest in and of itself.C) it relates to "tangible issues" or the focal issues under negotiation.D) the relationship is valued for both its existence and for the pleasure that sustaining therelationship creates.E) All of the above relate to instrumental interests.Answer: B Page: 8056. Substantive interestsA) are the interests that relate to the focal issues under negotiation.B) are related to the way we settle the dispute.C) mean that one or both parties value their relationship with each other and do not want to takeactions that will damage the relationship.D) regard what is fair, what is right, what is acceptable, what is ethical, or what has been done inthe past and should be done in the future.E) All of the above relate to substantive interests.Answer: A Page: 8057. Which of the following statements about interests is true?A) There is only one type of interest in a dispute.B) Parties are always in agreement about the type of interests at stake.C) Interests are often based in more deeply rooted human needs or values.D) Interests do not change during the course of an integrative negotiation.E) All of the above statements about interests are true.Answer: C Page: 8258. Successful logrolling requiresA) that the parties establish more than one issue in conflict and then agree to trade off among theseissues so one party achieves a highly preferred outcome on the first issue and the other person achieves a highly preferred outcome on the second issue.B) no additional information about the other party than his/her interests, and assumes that simplyenlarging the resources will solve the problem.C) that one party is allowed to obtain his/her objectives and he/she then "pays off" the other partyfor accommodating his/her interests.D) a fundamental reformulation of the problem such that the parties are disclosing sufficientinformation to discover their interests and needs and then inventing options that will satisfyboth parties' needs.E) Successful logrolling requires all of the above.Answer: A Page: 8559. What approach can parties use to generate alternative solutions by redefining the problem orproblem set?A) brainstormingB) logrollingC) surveysD) nonspecific compensationE) None of the above approaches can be used to redefine the problem.Answer: D Page: 8760. In nonspecific compensationA) resources are added in such a way that both sides can achieve their objectives.B) one party achieves his/her objectives and the other's costs are minimized if he/she agrees to goalong.C) the parties are able to invent new options that meet each sides' needs.D) one person is allowed to obtain his/her objectives and "pay off" the other person foraccommodating his interests.E) All of the above are related to nonspecific compensation.Answer: D Page: 8761. What questions can be asked to facilitate nonspecific compensation?A) What are the other party's goals and values?B) How can both parties get what they are demanding?C) What issues are of higher and lower priority to me?D) What risks and costs does my proposal create for the other?E) None of the above can be used to facilitate nonspecific compensation.Answer: A Page: 8862. "What are the other's real underlying interests and needs?" is a question that can facilitate the_____________ process.A) expanding the pieB) logrollingC) nonspecific compensationD) bridgingE) The question should not be used with any of the above processes.Answer: D Page: 8863. In brainstormingA) individuals work in a large group to select a single optimal solution.B) all solutions are judged and critiqued as they are recorded, and a weighted-average percentageis assigned to each solution.C) parties are urged to be spontaneous and even impractical.D) the success of the approach depends on the item-by-item evaluation and critique of thesolutions as presented.E) None of the above is a part of the brainstorming process.Answer: C Page: 8964. When identifying options in an integrative negotiation, solutions are usually attained through:A) hard workB) information exchangeC) focusing on interests rather than positionsD) firm flexibilityE) Solutions are attained by using all of the above.Answer: E Page: 9065. When confronted with complex problems, or a large number of alternative options, which of thefollowing steps is necessary?A) broaden the range of solution optionsB) evaluate solutions on the basis of quality, standards, and acceptabilityC) decide on criteria while evaluating optionsD) maintain a focus on the influence of tangibles in selecting optionsE) All of the above steps should be used when confronted with complex problems.Answer: B Page: 91 - 9466. Which guideline should be used in evaluating options and reaching a consensus?A) keep the range of solution options as wide as possibleB) evaluate the solutions on the basis of speed and expediencyC) keep detailed records throughout the discussion and evaluation processD) be alert to the influence of intangibles in selecting optionsE) None of the above should be used in the evaluation process.Answer: D Page: 9367. A common goal is one in whichA) all parties share the result equallyB) the parties work toward a common end but benefit differentlyC) all parties work together to achieve some output that will be sharedD) individuals with different personal goals agree to combine them in a collective effort.E) All of the above are characteristics of a common goal.Answer: B Page: 9568. A joint goal is one in whichA) all parties share the result equally.B) the parties work toward a common end but benefit differently.C) individuals with different personal goals agree to combine them in a collective effort.D) all parties work together to achieve some output that will be shared.E) All of the above are characteristics of a common goal.Answer: C Page: 9569. Which of the following is not necessary for integrative negotiation to succeed?A) Each party should be as interested in the objectives and problems of the other as each is inhis/her own—each must assume responsibility for the other's needs and outcomes as well asfor his/her own.B) The parties must be committed to a goal that benefits both of them rather than to pursuing onlytheir own ends.C) The parties must be willing to adopt interpersonal styles that are more congenial thancombative, more open and trusting than evasive and defensive, more flexible (but firm) thanstubborn (but yielding).D) Needs have to be made explicit, similarities have to be identified, and differences have to berecognized and accepted.E) All of the above are essential for integrative negotiation to succeed.Answer: A Page: 9670. Which of the following is a major characteristic of a pre-settlement settlement?A) The settlement results in a firm, legally binding written agreement between the parties.B) It occurs in advance of the parties undertaking a full-scale negotiation.C) The parties intend that the agreement will be replaced by a more clearly delineated long-termagreement which is to be negotiated.D) It resolves only a subset of the issues on which the parties disagree, and may simply establish aframework within which the more comprehensive agreement can be defined and delineated.E) All of the above are characteristics of a pre-settlement settlement.Answer: E Page: 95, 9671. Which of the following factors does not contribute to the development of trust betweennegotiators?A) We are more likely to trust someone we perceive as similar to us or as holding a positiveattitude toward us.B) We often mistrust people who are dependent upon us because we are in a position to help orhurt them.C) We are more likely to trust people who initiate cooperative, trusting behavior.D) We are more likely to trust negotiators who make concessions.E) All of the above contribute to the development of trust between negotiators.Answer: B Page: 98, 9972. When people do not trust each other they are more than likely to engage in which of the followingbehaviors?A) promoting collaborationB) communicating accuratelyC) positional bargainingD) committing to a joint solutionE) none of the aboveAnswer: C Page: 9873. When formal channels of communication break down, negotiators are permitted to findingalternatives and can use which of the following?A) conversations over coffee breaksB) separate meetings between chief negotiators outside of the formal sessionsC) off-the-record contacts between key subordinatesD) all of the aboveE) none of the aboveAnswer: D Page: 10074. Integrative negotiation fails becauseA) negotiators fail to perceive the integrative potential of the negotiating problem.B) of distributive assumptions about the negotiation problem.C) of the mixed-motive nature of the issues.D) of the negotiator's previous relationship with one another.E) All of the above are reasons why integrative negotiations fail.Answer: E Page: 10275. Which of the following 5-step processes has been used successfully in a collective bargainingsituation?A) commitment, explanation, validation, prioritization, negotiationB) commitment, exploration, verification, prioritization, negotiationC) collaboration, explanation, validation, prioritization, negotiationD) collaboration, exploration, verification, prioritization, negotiationE) None of the above processes have been used in collective bargaining.Answer: A Page: 103Short Answer Essays76. What elements must a negotiation contain to be characterized as "integrative?"Answer: A focus on commonalties rather than differences, an attempt to address needs and interests,a commitment to achieving needs of all involved parties, the required exchange of information andideas, the invention of options for mutual gain, the use of objective criteria for standards ofperformance. Page: 7277. Why might it be beneficial for parties in an integrative negotiation to know and share BATNAs?Answer: Parties who are aware of their own alternatives to a negotiated agreement increased their walkaway points, made better negotiating trade-offs and increased the size of the resource pie, but only when both parties were aware of the alternatives. Negotiators who keep the availability of a good BATNA to themselves received some benefits to themselves but failed to obtain theadditional benefits obtained when this information was shared. Page: 7378. In their search for solutions that meet the objectives and needs of both sides, negotiators must befirm but flexible about what?Answer: Firm about their primary interests and needs, but flexible about the manner in which these interests and needs are met through solutions. Page: 74, 7579. What are the four major steps in the integrative negotiation process?Answer: Identifying and defining the problem, understanding the problem and bringing interests and needs to the surface, generating alternative solutions to the problem, and choosing a specific solution from among those alternatives. Page: 7580. How should the problem statement be constructed?Answer: It should state the problem as succinctly as possible while assuring that the most important dimensions and elements are included Page: 7781. How can personal preferences get in the way of integrative negotiations?Answer: When parties are engaged in conflict, they tend to become evaluative and judgmental.They view their own actions, strategies, and preferences in a positive light and the other party's actions, strategies, and preferences in a negative light. Such evaluative judgments can get in the way of clear and dispassionate thinking Page: 7882. Define interests.Answer: Interests are the underlying concerns, needs, desires, or fears behind a negotiator'sposition, which motivate the negotiator to take that position. Page: 7983. Identify and define the four types of interests.Answer: Substantive interests are the types of interests that relate closely to "tangible issues," and relate to the focal issues under negotiation. Process interests are related to the way we settle the dispute. Relationship interests mean that one or both parties value their relationship with each other and do not want to take actions that will harm or damage the relationship. Interests in principles involve what is fair, what is right, what is acceptable, what is ethical, or what has been done in the past and should be done in the future. Page: 8184. What is the benefit of bringing different interests to the surface?Answer: Bringing different interests to the surface may enable the parties to see that in fact they care about very different things, and thus they can invent a solution that addresses the interests of both sides. Page: 8285. What two approaches can be used to generate alternative solutions?Answer: Redefine, recast, or reframe the problem so as to create win-win alternatives out of what earlier appeared to be a win-lose problem; and taking the problem as given and creating a long list of alternative options from which they can choose a particular option. Page: 8386. Define "nonspecific compensation."Answer: A process which allows one person to obtain his objectives and "pay off" the other person for accommodating his interests. This payoff may be unrelated to the substantive negotiation, but the party who receives it nevertheless views it as adequate for acceding to the other party'spreferences. Page: 8787. Define "bridging."Answer: The parties are able to invent new options that meet each side's needs. Successful bridging requires a fundamental reformulation of the problem such that the parties are no longer squabbling over their positions; instead, they are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs. Page: 8788. What rules should be observed to facilitate successful brainstorming?Answer: (1) Avoid judging or evaluating solutions; (2) separate the people from the problem; (3) be exhaustive in the brainstorming process; (4) ask outsiders.Page: 89, 9089. What is a disadvantage to brainstorming over surveys?Answer: The disadvantage of brainstorming is that is does not solicit the ideas of those who are not present at the negotiation. Page: 9090. What tactics can be used to communicate firm flexibility to an opponent?Answer: (1) Use competitive tactics to establish and defend basic interests, rather than using them to demand a particular position or solution to the dispute; (2) send signals of flexibility and concern about your willingness to address the other party's interests; (3) indicate a willingness to change your proposals if a way can be found to bridge the two parties' interests; (4) demonstrate aproblem-solving capacity; (5) maintain open communication channels; (6) reaffirm what is most important to you through the use of deterrent statements; (7) reexamine any aspects of yourinterests that are clearly unacceptable to the other party and determine if they are still essential to your fundamental position; (8) separate and isolate contentious tactics from problem-solvingbehavior to better manage the contentious behavior. Page: 9191. What guidelines should be used in evaluating options and reaching a consensus?Answer: (1) Narrow the range of solution options; (2) evaluate solutions on the basis of quality and acceptability; (3) agree to the criteria in advance of evaluating options; (4) be willing to justify personal preferences; (5) be alert to the influence of intangibles in selecting options; (6) usesubgroups to evaluate complex options; (7) take time to cool off; (8) explore different ways to logroll; (9) keep decisions tentative and conditional until all aspects of the final proposal arecomplete; (10) minimize formality and record keeping until final agreements are closed. Page: 92 - 9492. Why should criteria be decided in advance of evaluating options?Answer: If the parties first debate their criteria and determine which ones are most important, they will be able to decide on criteria independent of the consideration of any particular candidate or option. Then, when they consider the individual candidates or options, they will pick the best one based on these criteria, not on the individual preferences of one side or the other. Page: 92 93. What approaches to logrolling can be particularly helpful in the "evaluation and selection ofalternatives" phase of integrative negotiation?Answer: Exploit differences in risk preference, exploit differences in expectations, exploitdifferences in time preferences. Page: 93, 9494. What are the potential pitfalls of voting on final agreements or packages?Answer: Voting only accomplishes the relative disenfranchisement of the losing party, andjeopardizes the likelihood that "losers" will be less committed than desirable for theimplementation and attainment of the negotiated outcome. Page: 95。