[0578]《国际商务谈判》新版作业及参考答案

国际商务谈判课后题答案国际商务谈判课后题答案：一、什么是国际商务谈判？国际商务谈判是两个或更多的双方进行沟通的一种国际交流形式，以达成他们共同合意的有利条件或协议为目的。

这种谈判一般包括一系列讨论步骤：首先，两个或更多的双方将讨论他们之间可能合作的话题；其次，双方对彼此的要求进行讨论；最后，双方将讨论折中的解决办法，并在他们都同意的前提下进行谈判，最终达成协议。

二、谈判的三层原则是什么？谈判的三层原则包括：实用原则、原则性原则和道德原则。

实用原则：指双方要讨论的具体问题，实际上就是谈判的内容，这里所谈及的内容一般涉及到双方各自的利益、协议、分配资料、担保等问题；原则性原则：指双方在协商具体内容时将要考虑到程序和情感上的原则，这里包括双方如何确定谈判形式及流程，如何处理争议，如何进行谈判等问题；道德原则：指双方在谈判时，要考虑到道德方面的原则，尊重对方的权利，尊重彼此的意见，保持公平，公正，诚信，沟通，尊重文化的差异等原则。

三、国际商务谈判的准备工作有哪些？国际商务谈判的准备工作主要有四个方面：1. 研究谈判对方的基本情况：双方要尽可能的多收集有关对方的基本情况，以便更好的进行谈判。

2. 了解所属行业的市场情况：双方要了解所属行业的市场情况，这样可以利用好市场机会，为谈判提供有利条件。

3. 制定谈判计划：双方要根据实际情况制定谈判计划，明确拟论点，准备谈判的材料，并分析谈判的最终结果。

这样可以使谈判更有效率，更高效。

4. 认识自己的谈判立场：双方在准备谈判时要认真思考谈判的方向，建立自己的谈判立场，尽可能提出话语权，以获得最有利的谈判条件。

第一篇：国际商务谈判试题及答案及答案(02)[定稿]国际商务谈判试题及答案（02）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．国际商务谈判与一般贸易谈判的共性体现在（）A．较强的政策性B．以价格为核心C．谈判内容广泛D．影响因素复杂2．商务谈判人员的最佳年龄一般在（）A．20～45岁B．25～55岁C．30～55岁D．40～60岁3．在任何欧洲国家都只用于万圣节和葬礼，而不宜送人的花是（）A．荷花B．菊花C．玫瑰花D．茉莉花4．套期保值者根据现货交易情况，先在期货市场上建立空头交易地位，然后再以多头进行平仓的做法叫（）A．卖期保值B．买期保值C．掉期交易D．期权交易5．双方谈判人员适当互赠礼品的做法是（）A．求助B．贿赂C．为了理解D．润滑策略6．在谈判的交锋过程中，成功的谈判者花在听上的时间占到总谈判时间的（）A．30%以下B．30%～40%C．40%～50%D．50%以上7．无论穿什么，都不会把手放到口袋里，因为这样做会被认为是粗鲁的。

具有这种行为习惯的是（）A．德国人B．美国人C．韩国人D．日本人8．在国际商务谈判中，认为手帕象征亲人离别，是不祥之物，不能送人的国家是（）A．美国B．英国C．法国D．意大利9．商务谈判成为必要是由于交易中存在（）A．冲突B．攻击C．合作D．辩论10．从法律学角度来讲，其结果是终局性的是（）A．协商B．调解C．仲裁D．诉讼11．在一支谈判队伍中，负责对交易标的物的品质进行谈判的是（）A．技术人员B．法律人员C．商务人员D．谈判领导人12．若我方在谈判中实力较强，可采取的外汇风险防范方法是（）A．硬货币计价法B．对等易货贸易法C．约定货币保值条款D．汇率风险分摊条款13．“对这个问题，我虽没有调查过，但曾经听说过。

”这种答复谈判对手的技巧是（）A．避正答偏B．答非所问C．以问代答D．推卸责任14．在国际商务谈判中，往往会不断地点头，但并非表示“同意”。

国际商务谈判习题和答案国际商务谈判习题和答案国际商务谈判是企业在全球化背景下进行业务拓展和合作的重要手段。

在这个竞争激烈的市场中，掌握谈判技巧和策略对于企业的成功至关重要。

下面将提供一些国际商务谈判的习题和答案，帮助读者更好地理解和应用于实际场景。

1. 请列举出国际商务谈判中常见的谈判策略。

答案：常见的谈判策略包括合作策略、竞争策略、妥协策略和回避策略。

合作策略强调双方合作、互利共赢，通过共同努力达成双方的利益最大化。

竞争策略则强调自身利益最大化，通过竞争手段争取更多的资源和利益。

妥协策略是在双方利益差距较大时，通过让步和妥协达成一致。

回避策略是当双方无法达成一致时，选择暂时搁置或放弃谈判。

2. 在国际商务谈判中，如何应对对方的威胁和压力？答案：对方的威胁和压力是谈判中常见的策略之一。

应对对方的威胁和压力，首先需要保持冷静和理智，不被对方情绪所左右。

其次，可以通过提供证据和数据来反驳对方的观点和主张，以事实说话，增加自己的说服力。

此外，可以寻找第三方的支持和认可，通过引入中立的观点来平衡对方的威胁和压力。

最重要的是，保持自信和坚定，坚守自己的底线，不轻易妥协。

3. 在国际商务谈判中，如何处理文化差异带来的挑战？答案：文化差异是国际商务谈判中常见的挑战之一。

首先，需要对对方的文化进行了解和尊重，避免冒犯对方的文化习俗和价值观。

其次，可以通过语言和沟通方式的调整来降低文化差异带来的障碍。

例如，使用简洁明了的语言，避免使用隐喻和口头禅。

此外，建立信任和良好的关系也是处理文化差异的关键，通过共进晚餐、参观当地景点等方式增进相互了解和信任。

4. 在国际商务谈判中，如何应对谈判中的不确定性？答案：谈判中的不确定性是无法避免的，但可以通过一些策略来应对。

首先，需要在谈判前做好充分的准备工作，了解对方的需求和底线，预估可能出现的问题和困难。

其次，要保持灵活性和应变能力，随机应变，根据谈判的进展和对方的反应做出相应的调整。

第一章习题答案一、名词解释71.谈判:谈判是指各方当事人在一定的条件下,为了满足各自需要而相互协商的活动过程。

2.谈判要素:谈判要素是指构成谈判活动的必要因素,它通常由谈判当事人、谈判议题、谈判背景三个要素构成。

3.谈判议题:又叫谈判客体,它是指在谈判中双方要解决的问题,是谈判者利益要求的体现。

4.原则型谈判:原则型谈判最早由美国哈佛大学研究中心提出,故又称哈佛谈判术。

原则谈判强调公正原则和公平价值,主要有以下四个特征:一是谈判中把人和事分开;二是主张按照共同接受的具有客观公正性的原则和公正价值来达成协议;三是谈判中开诚布公而不施诡计,追求利益而不失风度。

四是努力寻找共同点、消除分歧,争取共同满意的谈判结果。

二、单项选择题1.B;2.C;3.A;4.D;5.B;6.A三、多项选择题1.ABC2.ABCD3.BCD4.ABCD5.ABCD6.BC7.ACD 8.ABCD四、填空题1.谈判2.谈判当事人谈判议题谈判背景3.原则型谈判4.货物买卖谈判投资项目谈判技术贸易谈判劳务谈判索赔谈判。

5.让步型谈判立场型谈判原则型谈判6.主场谈判五、回答题1.你对谈判是如何理解的?它有哪些基本点?答案要点:(1)谈判是指各方当事人在一定的条件下,为了各自需要而相互协商的活动过程。

(2)谈判的定义说明谈判具有目的性、相互性和协商性。

2.构成谈判的基本要素是什么?答案要点:谈判要素是指构成谈判活动的必要因素,它通常由谈判当事人、谈判议题、谈判背景三个要素构成。

3.如何理解谈判的特点?答案要点:谈判的特点是:谈判具有普遍性;谈判具有行为性;谈判既有合作性又有竞争性;谈判成功的标志是达成协议;谈判是信息交流过程。

4.简述谈判的主要类型。

答案要点:谈判的类型主要有:按参加谈判的人数规模划分,可以分为单人谈判和小组谈判;按参加谈判的利益主体数量不同,可以将谈判划分为双边谈判和多边谈判;按谈判进行的地点,可以划分为主场谈判、客场谈判和中立地谈判;按谈判的透明度划分,可以分公开谈判和秘密谈判;按谈判的方式划分,谈判分为口头谈判和书面谈判;按谈判的范围划分,可以分为国内谈判和国际谈判;按谈判内容划分,谈判可以分为,货物货物买卖谈判、投资项目谈判、技术贸易谈判、劳务谈判和索赔谈判;按谈判的方向划分,可以分为纵向谈判和横向谈判;按谈判方所采取的态度与方针划分可以,分为让步型谈判、立场型谈判和原1则型谈判。

Keys to the exercisesChapter 1 Fundamentals of International Business NegotiationCommunication Exercises1. Change the sentences from negative to positive.1) I want a job.2) I work hard.3) My job is terrific.4) This office is great.5) My co-workers are super.6) The Personnel Director is nice.7) My health is good.8) My attitude is positive.9) I make a good impression.10) I understand.2. Change or add to these sentences so that they do not just state what you want, but invite your negotiating partner‟s opinion.a) Could we finish at five---if that‟s all right with you?b) I hope you don‟t mind if Miss Li sits in during the negotiation?c) Perhaps we could take a break now. Is that OK?d) Could we look at these three areas this morning?e) I would like to go through the written offer clause by clause, if that‟s OK?f) Do you mind if I answer your questions at the end?3. What is meant by “negotiation”? How would you define “negotiation”?A negotiation is a meeting in which both parties need each other‟s agreement to reach a specific objective. It is the mechanism by which people trade things of value in a civilized manner. Negotiation depends on communication. It occurs between individuals acting either for themselves or as representatives of organized groups. Negotiations are very much part of working and home life. Negotiations could be either internal or external, long or short, formal or informal. The goal of negotiation is not to win but to succeed. The mechanism of successful negotiation is collaboration.In negotiations, both parties should know----why they negotiate----who they negotiate with----what they negotiate about----where they negotiate----when they negotiate----how they negotiate4. Fill in the blankshuman, negotiable, interest, giving, trust5. Answer the following questions1) Physical or survival needs; Security and safety needs; Social needs; Ego oresteem needs; Self-realization needs2) Exploration, bidding, bargaining, settling and ratifying.6. Put the following into English1) Are you negotiable?2) I‟m sure there is some room for negotiation.3) Before we have anything to negotiate, you have to make me an offer.4) We could add it to the agenda.5) Would anyone like something to drink before we begin?6) See what I can do.7) I would if I could.8) I know I can count on you.9) We‟ll come out from this meeting as winners.10) I‟ll try to make you happy.7. True or false1) T 2) T 3) T 4) F (Everything is negotiable.)5) F (bargaining stage)6) F ( Do not often. Sometimes they will follow the sequence n one aspect of thedeal and then start all over again on a second aspect.)7) T8) F (May not. Because either side may be wiling to say what it thinks or take aposition and stick to it )9) T 10)Negotiation skills1. (omitted)2. What are the elements of a successful negotiation process？There are seven basic elements that should be considered when analyzing the negotiation process:a.The relationship among the parties.b.The parties‟ interests -- why they need to reach their stated objectivesc.An understanding of the choices available if the parties cannot reachagreement, often called their BATNA -- Best Alternative To a Negotiated Agreementd.Creativity which will expand the bargaining choices among which the partiescan choose to reach agreemente.Fairness -- a person who negotiates unfairly may be able to force an agreement,but the …forced‟ party will be reluctant to fulfill their share of the agreementf.Whether commitment has been reached. Will the parties each feel committedto doing what they have agreed? Is each party capable of fulfilling their share of the deal?g.Negotiation is all about communicating information. If one party knowseverything then why do they need to negotiate with anyone else?And the foundation of good negotiation is preparation. Be prepared and the negotiation will bring a result that really works. If well prepared you are less vulnerable to surprise, and that increases the likelihood you‟ll be happy with the result.3. Your client comes into your office and is exceedingly grumpy and difficult to talk to. How do you approach your client so as to make your meeting as productive as possible?Answer: (e)When the client is grumpy, their emotions will inevitably cloud their judgment and make it difficult to interact with them on substantive matters. At the same time, if they are experiencing anger, it is important to ensure them that we understand that they are upset. By acknowledging the client‟s anger and offering our assistance, the client will feel as though we are on the "same side" and treat us as friends and continue to direct their anger elsewhere- allowing us to focus on the substantive issues.Chapter 2 Proper Behaviors in International Business Negotiation Communication Skills1. What would you say if…a.Thank you./No, after you.b.Thanks. I‟ll need it.c.Thanks. That‟s very kind.d.Thanks for coming all the way.e.Thanks for helping. That was very kind of you.f. Thank you for thinking of me, but I‟m afraid I can‟t take it.2. Answer the following questions.(1) Only about half of what he or she heard(2) Not only does note taking force you to listen carefully, but it alsopsychologically throws the speaker off the balance when he or she sees younodding and furiously writing away and having a record of all the facts and basically everything said. A further benefit of note taking is that you have the perfect excuse to avoid eye contact if you are afraid to reveal your reactions to someone‟s proposals(3) Questions appear to be able to be divided into five basic functions:①Cause attention.②Get information.③Give information.④Start thinking.⑤Bring to conclusion.(4) There are two ways to assure a high degree of reliability for a nswers to yourquestions. One way is to lay the foundation for asking them. The second is through the use of the tactic called “bipolar questioning.”(5) A firm handshake gives the impression of quiet confidence and says that thisperson is glad to meet you.3. Choose the best answer.(1) D (2) C (3) B (4) A (5) (6) D (7) B (8) C (9) A (10)A4. Translate the following into English.(1) There‟s a great demand for our new product.(2) This product has good prospects.(3) We need to talk about the basic terms of the transaction.(4) If your prices are reasonable and the quality is satisfactory, we shall placesubstantial orders with you.(5) It‟s unwise for both of us to insist on his own price. Can we each make someconcession?(6) If you cannot reduce your price, we‟d rather call the whole deal off.(7) If you want to expand your business in this market, you have to take flexibleways in adopting payment terms.(8) We regret that we cannot accept your demand for direct shipment.(9) This product has many advantages compared to other competing products.(10)I‟m very glad that we have finally come to an agreement. We‟ll go on to otherterms and conditions tomorrow. Is it all right with you?5. True or false.(1) F (2) T (3) F (4) T (5) F (6) T (7) F (8) F (9) F (10) T Negotiation Skills1. The person you are negotiating with continually repeats the same argument despite the fact that you have given them a number of counterarguments. What do you do to move the negotiation forward?Answer: (a)One of the most powerful tools in negotiation is how to listen to what the other party is saying. V ery often, we are too focused on the points we are trying to get across to listen to what our counterparts are trying to say.If people keep repeating themselves, they are subconsciously sending a signal that they feel what they are saying is important. And they want us to acknowledge that we have heard and understand them.Accordingly, the best thing to do in this situation is to rephrase what they keep repeating and ask them if we have accurately restated their point. Only when they feel as though they have been heard will they be able to listen to usEffective listening involves much more than simply hearing and understanding what the counterpart is saying. Effective listening is a set of tools and techniques which expert negotiators use to gain control of the negotiation and turn it to their advantage.2. What are the key communication skills used in negotiation?(omitted)Chapter 3 Choosing the Negotiation TeamCommunication Exercises1. What is the more indirect question or statement behind the following sentences?a. I‟m not entirely convinced by these forecasts.b.We‟d like to know something about your planning.c.I‟d be interested to hear a bit about payment.d.Y our costs could cause one or two problems.e.Perhaps we could talk a little bit about figures.f.That figure looks a little on the high side.g.Delivery is an area which we‟d like to explore a little further with you.h.I‟d like to know more about your management structure.1.Write the name of the position in the blank.1) CEO/the president2) Assistant Manager, Europe3) Purchasing Clerk4) Personnel Assistant5) Vice-President, Administration3. (omitted)4. (omitted)5. Fill in the blanks1）maximum2) observers; advisers; speaking; training6. Translate the following into English1）Negotiation is a team sport.2）The negotiator‟s function is to negotiate, while the functional specialists provide specialist advice or information.3) The team leader is the person who generates enthusiasm in his team to maintainsthe morale under all conditions.4) The team members must learn that the opponent and its representatives areadversaries although they may be friendly.5）I‟m afraid you are not in our ballpark.6) Excuse me, but it seems to me we‟re giving up too much in this case.7）That‟s too great a financial burden for us.8) 10% is beyond my negotiating limit.9）If you can guarantee that on paper, I think we can discuss this further.10）Could you explain what you mean by that？7. True or false1). F 2). T 3). T 4). F (maximize) 5). T 6). F (can‟t)7). F (both sides) 8). T 9). T 10). F (There is no need to )Negotiation skills1. What do you think are the personal qualities of a good negotiator?A good negotiator needs to be:1) A good listener2)Open-minded3)Willing to do the homework to determine her/his interests, objectives,and alternatives4)Well-prepared5)Creative6)Able to merge what he knows about his own interests and resourceswith the interests and resources of his negotiation partner7)Someone who is always learning from experience, from other peopleand from history2. How to be a cool negotiator?Acting cool is a good part of successful negotiation. But one needs to make sure it is not just an act. The …coolness‟ needed for successful negotiation really means keeping a cool analytical head. If there is any chance one should prepare ahead of time: what do I want and why do I want it? What do they want and why do they want what they want?During the process, one should find ways to take a step back from the discussion and look at what is going on with that same cool head. …Why did he say that?What arguments or tactics are being used?3. How to control anger for effective negotiating?When tempted to get angry, remember to check whether or not it is your turn. If it is someone else‟s turn to get angry, sit there and take it by reminding you how wonderful you are to be in such control of your emotions.One fundamental rule is: only one person can be angry at a time. Don‟t let the situation escalate, civility will slip away awfully quickly and there will be a very tough time healing the relationship or solving the initial issue.4. What are the advantages and disadvantages of team negotiations? (omitted) Chapter 4 Preparing for Negotiation1. What would you say in these situations?1) Mrs Zhang, I‟d like you to meet Tracy Morris. She‟s our new sales clerk.2) Hello, Kathy. Nice to meet you.3) That‟s right. Y es, we once worked together in.4) I‟m terribly sorry. I‟ve forgotten your name.5) Y es, good morning. My name is … I‟ve got an appointment with…6) Did you have a good journey? It‟s very nice of you to come all this way.7) Would you like a coffee? Or Would you like something to drink?8) Good heavens, is that the time? I didn‟t realize it was so late. I really must begoing now.2. Make these sentences more concise1) He‟s an assistant in Personnel.2) She‟s the Vice-President in Sales and Marketing.3) He‟s the Assistant Manager in Domestic Sales.4) She‟s the Manager in International Sales.5) He‟s an accountant in Accounting.3. Combine these sentences as concise as possible1) She is a clerk in Purchasing at ABC Company.2) He‟s a salesman in the Asian Pacific Division at Sun Computer Company.3) She‟s the Manager of Domestic Sales at Legend Group.4) He‟s a secretary in Personnel at Huatian Hotel.5) She‟s the Vice-President of Administration at Three-One Steel.4. Do you think all negotiations need an agenda? Who should be responsible for controlling a negotiation?Informal negotiations don‟t need an agenda. In some cases, you are negotiating just one point. An agenda is often best negotiated rather than imposed at the start of a meeting. Usually the host company should be responsible for controlling the negotiation.5. How can you prepare effectively for a negotiation? What issues do you need to discuss beforehand?The essential preparation areas are firstly to ensure that everyone in the team is clear what the objectives of the negotiation are. The objectives include: What is the best we can get?What‟s the worst we can get?What is our bottom line?And secondly, to establish the role that each individual is expected to play in achieving those objectives. Namely:Who is responsible for different stages of the negotiation?What special skills/knowledge do individual members of the team have?What do we know about the other team?It is important to discuss strategies beforehand and to decide on the approach the team is going to take which include:What are the main areas of negotiation?What are likely to be the sticking points?What is the best order to discuss these points?What concessions can we give to achieve our main aim?It is also essential to discuss the communicative ways like:how we are going to maintain positive communication,who is taking notes or minutes andwho is going to ask questions and so on.6. Put the following into English1）Please take a look at the itinerary we prepared for you, and let me know if there‟s anything inappropriate, please let me know.2）We are holding a banquet here tonight in honor of our friends coming from the other side of the Pacific Ocean.3）I believe that through our joint efforts, our corporation can be satisfactory and successful.4）Let‟s come to the point, the purpose of my current visit here is to explore the possibility of doing barter trade with you.5）The contract will come into force from May 10, you can‟t go back on your words then.6）We always fulfill our promise.7）Owing to our old relationship, we hold our offer valid for one other week, afterwhich our price would probably be raised.8）I‟ll do my best; and please, try your best too.9）Y our price is too high. It‟s hard for us to accept.10）All our products are high-grade commodities; naturally the prices are different.7. True or false1) T 2) F 3) F 4) T 5) T 6) F (unwise) 7) T 8) T9) F (fluid) 10) T 11) F（round table）12) FNegotiation Skills1. In your opinion, what are the benefits of considering your own and others‟outcomes in negotiation preparation?The benefit of considering the outcomes for ourselves and others gives us an initial sense of …what‟ people are looking for.It is far more important to look to the interests of the others. The question to ask is why do people want the outcome they are pursuing. It is easy to think of desirable outcomes in terms of money, which is in many cases what people want.When thinking ahead of time about others‟ interests, we are making a series of assumptions. We should use the negotiation process to pursue the fundamental asset of negotiation, which is information. Are the assumptions accurate? If the interests assumed are …out there‟, the answers we derive should yield a clearer understanding of the actual interests that motivate the parties and will lead to a successful agreement.2. How to measure a negotiator‟s strengths and weaknesses?In general, measuring a negotiator‟s strengths and weaknesses can involve a multiplicity of elements, but the most important are the following:1) A negotiator‟s relative strength is determined by the quality and extent of his preparation. The better one understand his/her interests and the better he/she understands the interests of other parties, the greater the chance he/she will be able to reach an elegant solution which leaves the parties feeling as if each has achieved the major portion of their goals.2) A negotiator‟s relative strength can be measured by whether people walk away thinking they would be pleased to negotiate with him again. That is to say----if people leave a negotiation thinking they never want to see him/her again, then he/she is a poor negotiator.3) A negotiator needs to understand that different issues should be treated as of different priorities in different negotiations. Sometimes the relationship is most important; other times creativity is the measure of how well one negotiates. It is always true that good communication is fundamental of a negotiator‟s strength. A good negotiator makes his points clearly understood by other parties. A better negotiator makes understanding other parties his top priority.Chapter 5 The Bargaining ProcessCommunication Exercises1. In the business world, everyone is very busy. Business calls are concise and “to the point.” Remember to be positive. Which is the best expression?1) b 2) a 3) a2. Make proposals about the following:1) I think we should cut the training budget by five per cent.2) I suggest we aim for a two per cent rise in productivity.3) How about going for a meal after work?4)Why don‟t we go to the National Forest Park this year for the companyexcursion?5) I advise you to reduce production costs.6) I propose that we shorten working hours by two and a half hours per week.3. Use the conditional constructions (if…or unless…) to exert pressure in the following situations.1) I‟m afraid we‟ll have to cancel the contract unless you reduce your fees.2) We‟ll have to choose another supplier if you can‟t pay us on time.3) That looks like the end of the negotiation, unless you can make a concession.4) I‟m afraid you‟ll lose your job unless you work harder.5) If you can‟t offer me a better working condition than this, I‟ll leave thecompany.6) I‟ll accept the new job only if I get a higher pay.7) Unless you order 10,000 pieces of this product immediately, you won‟t get aquantity discount.4. Once positions have been established in a negotiation, a process of making and responding to proposals usually follows. Which side (the customer or supplier) should start the process? What are the advantages of going first and second?The supplier will usually be expected to start this process the advantage is then given to the customer who doesn‟t have t show his hand until he first hears what the supplier is proposing. On the other hand, making a proposal first may set the parameters for discussion and it could be an advantage if you want the negotiation to go in a certain direction.5. What can cause negotiations to fail? How important is it to maintain a positive tone throughout the meeting?Negotiations can fail for a variety of reasons:competitors offer a better deal;problems seem too difficult to solve;personalities clash;negotiating styles clash.Most negotiations will encounter difficult problems. There is a much greater chance that solutions will be found if both parties keep sight of the main objectives and maintain a positive tone.6. Fill in the blanks1). Assess，differences，strengths，next round；2). Fluid，escape routes，time breaks3).Bargaining to our advantage, the skilled negotiator will:a) outsetb) situationc) roundd) satisfactione) Bluff, brinkmanshipf) parallelg) impassesh) written, equal satisfaction7. Put the following into English1) I understand perfectly.2) Let‟s compromise.3) That‟s a smart decision.4) I expect to be compensated.5).The longer we wait, the less likely we will come up with anything.6) I‟ll be expecting your call.7) I‟d like to get the ball rolling by talking about prices8) I know your research costs are high, but what I‟d like is a 25% discount.9) We‟d need a guarantee of future business, not just a promise.10) If you can guarantee that on paper, I think we can discuss this further.6.True or false1). F 2) T 3) F (positive tone) 4) T 5) T6) F (without comment)7) T 8) F (more ) 9) F (high) 10) TNegotiation Skills1. Y ou are negotiating a major purchase, and the sales agent suggests a ridiculously high price which is far above your anticipated purchase price. How do you address the agent in order to get the best price?(b) and (d)The sales agent is trying to get started on the traditional positional bargainingphilosophy of "start high, counter low and end up in the middle." In order to counter their attempts at positional bargaining, we should begin by asking them what the basis for their initial price was. This tactic will draw attention away from the initial price and create a focus on the criteria for determining a fair price. Next, we should suggest a price of our own, prove the offer with appropriate criteria and stick to our offer.2. Do you think it‟s a good idea to raise the critical issue early in the negotiation? How would you handle the aggressive position immediately adopted by others?Most negotiators start by identifying the common ground. In other words, the points which both sides agreed on. Then have a firm basis to discuss problem areas. It is important that our team do not show too strong an emotional response to the other party‟s aggression. Because they will see this as a weakness.3. How to deal with those who say " Our prices are set, we do not bargain "?Businesses were created to meet a perceived need in the marketplace. There are people who fear that if they negotiate, other parties will take advantage of them. This sort of thinking is the result of the belief that negotiation is a competitive process, and only one side can win.The Internet has created a variety of auction choices; many other companies always guarantee the lowest price. So price competition is far from dead. It is simply a matter of people‟s choice. If you want to attempt to bargain for a better deal, don‟t do business with no-negotiation companies.Chapter 6 Closing the NegotiationCommunication Exercises1. A positive comment makes people comfortable and ready to listen. Rewrite these sentences.1) Thanks for your understanding. I really appreciate it.2) Thanks for meeting me at the airport. I really appreciate it.3) Thanks for coming early. I really appreciate it.4) Thanks for working overtime. I really appreciate it.5) Thanks for your cooperation. I really appreciate it.2. A polite way to correct someone is to make the correction impersonal. Try not to use the word you. Which is a more polite correction?1) b 2)b 3) b 4) b 5) b 6) a 7) b 8) a3. Look at the expressions below. Which of them would you use to express each of these ideas in negotiating?What would you say in negotiating…if you‟ve not understood an explanation? (10)when you want to complain indirectly to someone? (7)if you do not want to accept the advice someone is giving you? (5)when you want to tell someone something? (1)when you wish to agree with someone? (2)when someone you already know is introduced to you? (6)if you want to interrupt someone? (8)when it‟s unlikely that you can do something? (3)when you would like a person to do something for you? (9)when you want to give someone some information? (4)4. Make these statements into proposals and suggestions. Be inclusive---use we rather than I. Try to word your sentences so that they encourage feedback.a. Let‟s start by looking at the sales figures.b. Perhaps we should identify who our main competitors are first.c. Wouldn‟t you agree that timing is essential?d. We think the main problem is the security system. Would you agree?e. Shall we discuss delivery issues at the end?5. Match each underlined expression (a-d) with its meaning from the expressions below and use the appropriate form of one of the expressions to complete the sentences(e-h).a. reduce our pricesb. a bargaining zonec. contingency pland. a tough negotiatore. room to manoeuvref. knock us downg. drives a hard bargainh. fall-back position6. What should happen at the end of a negotiation? What issues need to be agreed on before closing the meeting?It is important to round off a negotiation well, so that nothing remains ambiguous. Before closing the negotiation, the participants need to confirm what exactly has been achieved. They need to agree on future follow-up action and, if possible, set a date for the next or future meetings.7. What steps do you go through to close a negotiation effectively?To close a negotiation effectively we should do the following steps:1) Summarizing---summarize issues discussed---confirm objectives attained---state areas where you have yet to reach agreement or where further discussion isneeded2) Follow-up action---delegate responsibility for follow-up action and set time-scale---minute or document decisions3) Departing---confirm arrangements for next meeting (if there is to be one)---chairperson thanks participants for coming8．Fill in the blanksunsuccessful, close, maximum, enough, agenda .9. Put the following sentences into English1)I think we have discussed most of the key issues today.2) That takes care of business for today.3) We can work out the detail next time.4) We have done a lot.5) It‟s party time.6) If there are still unanswered questions, I will be happy to help.7) I think we should meet again.8) Is a week too early to meet again?9) Feel free to call me.10) Do you have a problem with the contract?10. True or false1) T 2) T 3) F (should be in agreement as to) 4) T 5) F (positive)6) T 7) F (both sides have the chance to) 8) T 9) F (informally)10) F (helpful to set up…)Negotiation Skills1. What should one NOT do in negotiation? Are there common mistakes to avoid? (omitted)2. What are the factors that can affect negotiations?Negotiation requires an open mind, good preparation, and a tremendous amount of creativity. If one always give the same kind of responses, that‟s not creative and it is not likely to contribute to a solution. If his/her response is unexpected and shows imagination, it is likely to bring others up and make them think more creatively themselves. What‟s more, the same person may respond differently on different days: health problems, issues at home or work, and other factors can also affect negotiations and make a difference.。

（0578）《国际商务谈判》网上作业题及答案1：第一次作业2：第二次作业3：第三次作业4：第四次作业5：第五次作业6：第六次作业1：[单选题]谈判成为必要是由于交易中存在（）A：合作B：辩论C：攻击D：冲突参考答案：A2：[单选题]相对而言，最可能增加时间与成本的谈判方式是（）A：让步型谈判B：软式谈判C：立场型谈判D：原则型谈判参考答案：C3：[单选题]属于国际商务活动中人员风险的是（）A：政治风险B：市场风险C：自然风险D：技术风险参考答案：D4：[单选题]根据国内外谈判经验，谈判小组人员的数量一般为（）A：4人左右B：8人左右C：12人左右D：16人左右参考答案：A5：[单选题]按照国际惯例，谈判中应先报价的谈判方是（）A：买方或卖方B：买方或发起人C：卖方或发起人D：买方、或卖方、或发起人参考答案：C6：[单选题]最后让步中主要应把握的问题是（）A：让步的时间和方式B：让步的方式和幅度C：让步的时间和幅度D：让步的幅度和频率参考答案：B7：[单选题]倾听技巧中最基本、最重要的是（）A：集中精力地倾听B：有鉴别地倾听C：克服先入为主的倾听D：通过记笔记来倾听参考答案：A8：[单选题]商务谈判中，作为摸清对方需要，掌握对方心理的手段是( ) A：问B：听C：看D：说参考答案：A9：[多选题]商务谈判中的风险规避是指（）A：消灭风险B：减少风险损失C：增加风险收益D：完全回避风险E：转移风险参考答案：BDE10：[多选题]在己方所在单位与对方谈判，能获得的好处和优势是（）A：能及时向上级请示和交流B：方便查找资料和数据C：能随时寻找借口退出谈判D：能保持正常的生活状态E：有利于获得谈判对手的支持和理解参考答案：ABD1：[单选题]从法律学角度来讲，谈判程序中没有约束性的环节是（）A：询盘B：发盘C：还盘D：接受参考答案：A2：[单选题]国际商务谈判人员具备的最佳知识结构是（）A：“T”型知识结构B：“X”型知识结构C：“Y”型知识结构D：“Z”型知识结构参考答案：A3：[单选题]在国际商务谈判中，将最低价格列在价格表上，以求首先引起买主兴趣的是( ) A：西欧式谈判B：日本式谈判C：中国式谈判D：东欧式谈判参考答案：B4：[单选题]商务方面的谈判人员主要负责谈判的条款有价格、数量和( )A：交货B：法律C：信用保证D：技术服务参考答案：A5：[单选题]日本商人在国际商务交往中的习惯是（）A：谈判团队中一般包括律师B：谈判中直截了当C：初次联系喜欢采用书信方式D：不用香烟待客，抽烟而不敬烟参考答案：D6：[单选题]在让步的最后阶段一步让出全部可让利益被称作为( )A：坚定的让步方式B：等额让步方式C：不平衡让步方式D：风险性让步方式参考答案：A7：[多选题]按谈判双方所采取的态度划分，谈判有( )A：一对一谈判B：让步型谈判C：立场型谈判D：原则型谈判参考答案：BCD8：[多选题]国际商务谈判中政治因素有( )A：政局稳定性B：经济运行机制C：国家对企业的管理程度D：政策背景参考答案：ABCD9：[多选题]谈判对手的资料搜集主要有( )A：对手资信情况B：谈判双方实力C：对手的谈判期限D：贸易客商类型参考答案：ABCD10：[多选题]商务谈判中针对对方的答复，而发问的类型有( ) A：澄清式发问B：探索式发问C：强迫选择式发问D：证明式发问参考答案：ABCD1：[论述题]倾听的技巧有哪些？参考答案：2：[论述题]简述各层次的谈判目标。

第一章习题答案令狐文艳一、名词解释71．谈判：谈判是指各方当事人在一定的条件下，为了满足各自需要而相互协商的活动过程。

2．谈判要素：谈判要素是指构成谈判活动的必要因素，它通常由谈判当事人、谈判议题、谈判背景三个要素构成。

3．谈判议题：又叫谈判客体，它是指在谈判中双方要解决的问题，是谈判者利益要求的体现。

4．原则型谈判：原则型谈判最早由美国哈佛大学研究中心提出，故又称哈佛谈判术。

原则谈判强调公正原则和公平价值，主要有以下四个特征：一是谈判中把人和事分开；二是主张按照共同接受的具有客观公正性的原则和公正价值来达成协议；三是谈判中开诚布公而不施诡计，追求利益而不失风度。

四是努力寻找共同点、消除分歧，争取共同满意的谈判结果。

二、单项选择题1．B；2．C；3．A；4．D；5．B；6．A三、多项选择题1．ABC 2．ABCD 3．BCD 4．ABCD 5．ABCD 6．BC 7．ACD 8．ABCD四、填空题1．谈判2．谈判当事人谈判议题谈判背景3．原则型谈判4．货物买卖谈判投资项目谈判技术贸易谈判劳务谈判索赔谈判。

5．让步型谈判立场型谈判原则型谈判6．主场谈判五、回答题1．你对谈判是如何理解的？它有哪些基本点？答案要点：（1）谈判是指各方当事人在一定的条件下，为了各自需要而相互协商的活动过程。

（2）谈判的定义说明谈判具有目的性、相互性和协商性。

2．构成谈判的基本要素是什么？答案要点：谈判要素是指构成谈判活动的必要因素，它通常由谈判当事人、谈判议题、谈判背景三个要素构成。

3．如何理解谈判的特点？答案要点：谈判的特点是：谈判具有普遍性；谈判具有行为性；谈判既有合作性又有竞争性；谈判成功的标志是达成协议；谈判是信息交流过程。

4．简述谈判的主要类型。

答案要点：谈判的类型主要有：按参加谈判的人数规模划分，可以分为单人谈判和小组谈判；按参加谈判的利益主体数量不同，可以将谈判划分为双边谈判和多边谈判；按谈判进行的地点，可以划分为主场谈判、客场谈判和中立地谈判；按谈判的透明度划分，可以分公开谈判和秘密谈判；按谈判的方式划分，谈判分为口头谈判和书面谈判；按谈判的范围划分，可以分为国内谈判和国际谈判；按谈判内容划分，谈判可以分为，货物货物买卖谈判、投资项目谈判、技术贸易谈判、劳务谈判和索赔谈判；按谈判的方向划分，可以分为纵向谈判和横向谈判；按谈判方所采取的态度与方针划分可以，分为让步型谈判、立场型谈判和原则型谈判。

西南大学网络与继续教育学院
课程名称：《国际商务谈判》课程代码：0578 学年学季：20192 单项选择题
1、从法律学角度来讲，其结果是终局性的是（）
诉讼
协商
调解
仲裁 /【对】
2、在国际商务谈判中，认为手帕象征亲人离别，是不祥之物，不能送人的国家是（）意大利/【对】
英国
法国
美国
3、国际商务谈判与一般贸易谈判的共性体现在（）
较强的政策性
以价格为核心/【对】
谈判内容广泛
影响因素复杂
4、以下各国中，属于大陆法系的是( )
F. 瑞士/【对】
英国
德国
法国
5、谈判中以试图控制谈判对手的谈判心理属于（）
关系型心理
权力(顽固)型心理 /【对】
进取型心理
自残型心理
6、十分回避“厕所”这个词，一般都使用其他暗示的方法。

具有上述禁忌的国家是( ) 美国
中国
英国/【对】
法国
7、把谈判的面撒开，先撇开争执的问题，再谈另一个问题，这种方式是（）。

单选题1、从法律学角度来讲，其结果是终局性的是（）1.A. 协商2.B. 调解3.C. 仲裁4.D. 诉讼2、在国际商务谈判中，认为手帕象征亲人离别，是不祥之物，不能送人的国家是（）1.A. 美国2.B. 英国3.C. 法国4.D. 意大利3、国际商务谈判与一般贸易谈判的共性体现在（）1.A. 较强的政策性2.B. 以价格为核心3.C. 谈判内容广泛4.D. 影响因素复杂4、以下各国中，属于大陆法系的是( )1.A. 法国2.B. 德国3.C. 英国4.D. 瑞士5、谈判中以试图控制谈判对手的谈判心理属于（）1.A. 进取型心理2.B. 关系型心理3.C. 权力(顽固)型心理4.D. 自残型心理6、十分回避“厕所”这个词，一般都使用其他暗示的方法。

具有上述禁忌的国家是( )1.A. 法国2.B. 美国3.C. 英国4.D. 中国7、把谈判的面撒开，先撇开争执的问题，再谈另一个问题，这种方式是（）1.A. 纵向式谈判2.B. 横向式谈判3.C. 分析式谈判4.D. 迂回式谈判8、“您第一次发现商品含有瑕疵是在什么时候?”这种商务谈判的发问类型属于( )1.A. 封闭式发问2.B. 澄清式发问3.C. 借助式发问4.D. 探索式发问9、在选择外汇风险防范方法时，如对汇率趋势的判断能力不强，应选择的方法是( )1.A. 正确应用结汇时间差的方法2.B. 正确应用不同计价货币的方法3.C. 用人民币计价或支付的方法4.D. 综合平衡的方法10、在国际商务谈判中，千万不能赠送酒类礼品的国家是( )1.A. 美国2.B. 英国3.C. 法国4.D. 阿拉伯11、符合商务谈判让步原则的做法是( )1.A. 作同等让步2.B. 让步幅度要大3.C. 让步节奏要快4.D. 在重要问题上不要轻易让步12、无论穿什么，都不会把手放到口袋里，因为这样做会被认为是粗鲁的。

具有这种行为习惯的是（）1.A. 德国人2.B. 美国人3.C. 韩国人4.D. 日本人13、递盘的发出者通常是（）1.A. 卖方2.B. 买方3.C. 竞争对手4.D. 客户14、下列符合谈判让步原则的是( )1.A. 让步要果断2.B. 让步节奏要快3.C. 让步幅度要大4.D. 让步要让在关键环节上15、下列风险中，属于商务谈判中人员风险的是( )A．合同风险B．素质风险C．政治风险D．自然风险1.A. 合同风险2.B. 素质风险3.C. 政治风险4.D. 自然风险16、认为在谈判双方对立立场的背后，存在着某种共同性利益和冲突性利益的是（）1.A. 立场型谈判法2.B. 原则型谈判法3.C. 让步型谈判法4.D. 利益型谈判法17、“贵方某某先生的问题提得很好，我曾经在某一份资料上看过有这一问题的记载，就记忆所及，大概是……”这种答复谈判对手的技巧可称为( )1.A. 避正答偏2.B. 推卸责任3.C. 以问代答4.D. 答非所问18、倾听对方谈话时，几乎不看对方是表示( )1.A. 试图掩饰什么2.B. 对谈话不感兴趣3.C. 赞同对方4.D. 积极，自信19、商务谈判胜负的决定性因素在于( )1.A. 商务谈判人员的素质2.B. 主谈人的能力3.C. 谈判双方国家的经济实力4.D. 谈判双方国家的政治实力20、一般商品的交易谈判只需( )1.A. 1～2人2.B. 5～8人3.C. 3～4人4.D. 10人以上21、把谈判者聚集在一起，充分讨论，自由发表意见，共同想象谈判全过程的是（）1.A. 戏剧式模拟2.B. 沙龙式模拟3.C. 体验式模拟4.D. 启发式模拟22、德国商人在谈判中往往习惯于( )1.A. 拖拖拉拉2.B. 速战速决3.C. 先礼后兵4.D. 以势压人23、在国际商务谈判中，往往会不断地点头，但并非表示“同意”。

国际商务谈判试题及参考答案国际商务谈判试题及参考答案一、判断题1、在国际商务谈判中，谈判者应该尽可能使用试探性方法来降低对方的不安全感。

（×）正确说法是：在国际商务谈判中，谈判者应该尽可能使用试探性方法来降低对方的不确定性和疑虑。

2、在国际商务谈判中，初次接触的双方往往采用直接谈判的方式，以示坦诚。

（×）正确说法是：在国际商务谈判中，初次接触的双方往往采用间接谈判的方式，以示尊重和谨慎。

3、当国际商务谈判陷入僵局时，可以通过改变谈判环境或者调整谈判组成员来打破僵局。

（√）正确说法是：当国际商务谈判陷入僵局时，可以通过改变谈判环境、调整谈判组成员或者采取其他策略来打破僵局。

4、在国际商务谈判中，文化背景对谈判的影响是最为重要的。

（×）正确说法是：在国际商务谈判中，文化背景对谈判的影响是最为重要的之一，其他因素还包括政治、经济、法律等方面。

5、在国际商务谈判中，谈判者应该避免将自己的意愿强加给对方，而是尊重对方的选择和观点。

（√）正确说法是：在国际商务谈判中，谈判者应该尊重对方的选择和观点，并通过沟通和协商来达成双赢的解决方案。

二、选择题1、下列哪个国家在国际商务谈判中倾向于采用直接谈判方式？（A）A. 美国B. 日本C. 德国D. 法国正确答案是：A. 美国。

美国人在商务谈判中倾向于采用直接、坦率的谈判方式，注重效率和质量。

2、下列哪一项不是文化背景对国际商务谈判的影响？（D） A. 语言沟通 B. 社交礼仪 C. 价值观 D. 产品标准正确答案是：D. 产品标准。

产品标准是根据行业标准或国际标准制定的，不受文化背景的影响。

3、在国际商务谈判中，下列哪个因素是最不重要的？（C） A. 文化背景 B. 政治环境 C. 个人性格 D. 经济条件正确答案是：C. 个人性格。

个人性格对谈判的影响相对较小，而文化背景、政治环境和经济条件等因素对谈判的影响更为重要。

4、下列哪个国家在国际商务谈判中倾向于采用间接谈判方式？（B）A. 美国B. 日本C. 德国D. 法国正确答案是：B. 日本。

《国际商务谈判》参考答案及评分标准NOTE: Write your answer (s) on the Answer Sheet please.Ⅰ. Identify the following statements are True (T) or False (F). (40%)1 — 5: ( T ) , ( F ) , ( T ) , ( F ) , ( T );6 — 10: ( T ) , ( T ) , ( F ) , ( F ) , ( F ); 11—15: ( F ) , ( F ) , ( T ) , ( F ), ( T ); 16—20: ( T ) , ( F ) , ( T ) , ( T ) , ( T ); 21—25: ( F ) , ( T ) , ( F ) , ( F ) , ( F ); 26—30: ( F ) , ( F ) , ( F ) , ( F ) , ( T ); 31—35: ( T ) , ( T ) , ( T ) , ( T ) , ( F ); 36—40: ( T ) , ( F ) , ( T ) , ( F ) , ( T ); Ⅱ. Read the Case One below and make your comments about these phenomena.(30%）第1页共 2 页第 2 页 共 2 页Ⅲ. Read the Case Two below and answer the following question. (30%） Question: If you were the negotiating scholar, please make some analysis and suggestions for the American company.评分标准： 第I 题，1）本题满分为40分；2）每个选项1分，共40个选项，合计40分； 3）严格依照参考答案给分；第II 题，1）本题满分为30分； 2）给定答案为参考答案；3）依据参考答案，结合考生答案，可以灵活给分； 4）每个合理的comment 解释，可给5分；5）能答出5个合理的commen 解释，可给满分30分； 6）能答出5个以上合理的commen 解释，最多给满分30分； 7）每个不合理、或不正确的comment 解释，可给0分； 8）本题最多扣除30分；第III 题，1) 本题满分为30分； 2) 给定答案为参考答案；3) 依据参考答案，结合考生答案，可以灵活给分； 4) 每个合理的analysis 和suggestion ，可给5分；5) 能答出5个合理的analysis 和suggestion ，可给满分30分； 6) 能答出5个以上合理的analysis 和suggestion ，最多给满分30分； 7) 每个不合理、或不正确的analysis 和suggestion 解释，可给0分；8) 本题最多扣除30分；。

2016年秋西南大学网教[0578]《国际商务谈判》新版作业及参考答案1、交易一方向另一方以书面或口头形式提出交易条件，并表示愿意按照有关条件进行磋商，达成协议，签订合同。

这是指 (B)询盘发盘还盘受盘2、商务谈判中，作为摸清对方需要，掌握对方心理的手段是( A )问听看说3、倾听技巧中最基本、最重要的是（ A ）集中精力地倾听有鉴别地倾听克服先入为主的倾听通过记笔记来倾听4、最后让步中主要应把握的问题是（ B ）让步的时间和方式让步的方式和幅度让步的时间和幅度让步的幅度和频率5、按照国际惯例，谈判中应先报价的谈判方是（ C ）买方或卖方买方或发起人卖方或发起人买方、或卖方、或发起人6、根据国内外谈判经验，谈判小组人员的数量一般为（ A ）4人左右 8人左右 12人左右 16人左右7、属于国际商务活动中人员风险的是（ D ）政治风险市场风险自然风险技术风险8、相对而言，最可能增加时间与成本的谈判方式是（ C ）让步型谈判软式谈判立场型谈判原则型谈判9、谈判成为必要是由于交易中存在（ A ）合作辩论攻击冲突10、日本商人在国际商务交往中的习惯是（ D ）谈判团队中一般包括律师谈判中直截了当初次联系喜欢采用书信方式不用香烟待客，抽烟而不敬烟11、在让步的最后阶段一步让出全部可让利益被称作为( A )坚定的让步方式等额让步方式不平衡让步方式风险性让步方式12、商务方面的谈判人员主要负责谈判的条款有价格、数量和( A )交货法律信用保证技术服务13、在国际商务谈判中，将最低价格列在价格表上，以求首先引起买主兴趣的是( B )西欧式谈判日本式谈判中国式谈判东欧式谈判14、国际商务谈判人员具备的最佳知识结构是（A ）“T”型知识结构“X”型知识结构“Y”型知识结构“Z”型知识结构15、从法律学角度来讲，谈判程序中没有约束性的环节是（ A ）询盘发盘还盘接受16、对国际期货市场缺乏经验时，最好采用的价格形式为（ B ）固定价格浮动价格期货价格实物价格17、最能体现谈判特征的沟通行为是（ C ）问叙辩说18、谈判中最关键、最困难、最紧张的阶段是（ C ）开局阶段报价阶段磋商阶段成交阶段19、谈判中以与别人保持良好关系为满足的谈判心理属于( B )进取型关系型权力型自我型20、对谈判对手提出的问题，我方应该（ B ）从正面回答所有问题以问代答一时难以回答的问题以最快的速度回答问题彻底地回答每一个问题21、在商务谈判中，双方地位平等是指双方在( C )上的平等实力经济利益法律级别22、某单位的采购人员正向你厂采购某种机床。

《国际商务谈判》课后习题参考答案项目一一、重点概念题1.p42.p53.p124.p105.p106.p10二、单项选择题1.B2.A3.C4.C5.D6.B7.A三、多项选择题1.ACD2.ABCD3.BCD4.ABD5.ABE6.ABC四、简答题1.P102.P93.P44.P12五、案例分析1.（1）双方进行的是原则式谈判。

原则式谈判，在双方利益难以调和的情况下，要想说服对方必须使用某些客观、公平的标准，使对方接受这个条件不会感到吃亏或屈尊，从而使双方协商得到公平的解决方案。

（2）在谈判中IBM方面处于买方的地位，班加罗尔里拉皇宫处于卖方的地位。

（3）班加罗尔地区酒店稀缺，而由于计算机软件公司的大量到来酒店供需矛盾更加紧张，但双方都有达成合同的共同目的。

只是在价格上存在分歧，IBM想以较低的价格取得原来的用房额度，里拉皇宫酒店想收取较高的价格，获得更多的利润。

经过谈判双方做出让步，IBM没有以大公司自居，同意适当提高规定数量房间的房价，但要保证随时拿到房间，里拉皇宫酒店方面也没有以房间紧缺的优势坚持高价，而是同意特殊关照IBM这个重要客人的用户需求。

从而使IBM的用房需求的得以满足，里拉皇宫酒店也得到了比原来多利润，从而实现了双赢。

2．（1）从交易地位看，中方进行的是买方谈判，奥方进行的是卖方谈判。

（2）从谈判所在地角度看，中方进行的主坐谈判，奥方进行的是客坐谈判。

项目二一、重点概念题1.P252.P263.P304.P315.P316.P31二、单项选择题1.A2.A3.D4.A5.C6.C三、多项选择题1.ABCE2.ABDE3.ABDE4.BCD5.ABD6.ABCDE7.ABCDE四、简答题1.P25-342.P263.P264.P28-295.P306.P307.P348.P32五、案例分析在组建合资企业的谈判中一般要进行合资各方所占股权比例的谈判、合资企业规模的谈判、出资方式的谈判、企业年限的谈判和组织机构的谈判等。