南通大学国际商务谈判简答期末考试 通大二手

商务谈判问答题南通大学石峰1.what is about business negotiation？（PPT）Bussiness is an activity between two or more parties who confer together in order to reach a satisfying purpose2.Fundamental Elements of Negotiation(PPT)Negotiator :Those who are engaged in negotiation.On-table/off-table negotiator Negotiating topic :Specific problems that should be discussed Topic should be common interestNegotiating: background objective condition of negotiationincluding Environment/organization/staff background3.please explain the contents for “soft negotiation”，“hard negotiation”and “principal negotiation”(PPT)（1）soft negotiation considers opponent as friend, emphasis to build mutual good relations ,strengthen mutual understanding and Friendly consultations（2）hard negotiation considers the opponent as enemy ,pay more attention to the stand position rather than interests gain, focus to willpower test so as to impose self position on the other.（3）principal negotiation is value negotiation ，it strengthens fair value and fair principle derived from Harvard negotiation technique4.what are the main tasks for the 3 stages of negotiation respectively？(13) （1）pre-negotiation The main issue here is to define the problem to be jointly solved for it .environmental factors and information collection are two main task during this stage（2）face to face negotiation①Introducing team members②Discussing agenda③five phase will proceed:A exploration 探索/试探B bidding 报价/招标C bargaining 讨价还价D settling & ratify 搞定/认可（3）post—negotiation the main thing at this phase is to review and confirm the agreement and result of talks on each issue so that no ambiguity of understanding exists. Also wrapping up includes follow-up work for future.5.what are the approaches you can use to attract immediate attention？(36)①arouse curiosity by asking a question related to your talk②say something humorous③start off with an interesting news itemopen with the impact of a profound quotation ④．⑤open with a simple explanation of how your topic affects the common interests of the listeners⑥start off with a shocking statement6.what are the alternatives that you may use on how to answer when questioned？(40)①Leaving the other person with the assumption that he has been answered②Answering incompletely.③Answering inaccurately.④Leaving the other person without the desire to pursue the questioning process further.A.give a “nothing”answere humour in answering questions.C.do not answer7.what are the requirements for the chief negotiator ？(57)（1）He must exercise a high degree of self-control and keep the team on track under trying circumstances.（2）The chief negotiator should be able to use the specialization of each member to its maximum advantage.（3）The chief negotiator's greatest skill is the ability to deal with pressure from a variety of directions.（4）Candidates for chief negotiator should also be technically astute with regard to both the company's products and modern day information technology.8.what are the advantages and disadvantages of single negotiator ？(58)Advantage：（1）to prevent the opposer from aiming questions at the weaker members of the team or creating disagreement among team members;（2）to prevent from placing complete responsibility on one person;（3）to prevent the weakening of stated positions through differences of opinion between team members（4）avoid making on-the-spot decisions.disadvantage：（1）it has a very high level requirement of the negotiator.（2）It needs the negotiator to keep a close eye on everything of the other party, to familiarize with every field that relate to the negotiation and at the same time to be alert enough to put forward quick responses to a scheme.（3）Especially when the other party send in some experts, it's really hard for a single one to manage all on his own.9.what are The advantages and disadvantages of team negotiations？(59) Advantage：(1) it would use a number of people with different technical backgrounds who can correct misstatements of fact;(2) it enables a pooling of judgments and planning in advance;(3) it presents the other side with a large opposition.Disadvantage：(1)with a big team, it is rather difficult to control and the weak member is very easy to pick out by the other party and they will attack individually.(2)Many members in a team will interfere with the negotiation efficiency.(3)The chief negotiator will be placed complete responsibility(4)They need to make on-the-spot decisions10.what are the desireable target，the acceptable target and the bottomtarget(79)（1）the desirable target is what we wish to attain but in reality rarely reach。

《商务谈判》期末考试试卷（A卷笔试/闭卷/）班级：学号：姓名：一、简答题（每小题10分，共50分）1.简述商务谈判的基本原则2 商务谈判的主要特征是什么?3.简述成功谈判的心理策略4.简述谈判的心理禁忌5. 商务谈判中产生心理挫折的原因二、案例分析题（50分）美国加州一家机械厂的老板哈罗德准备出售他的3台更新下来的机床，有一家公司闻讯前来洽购。

哈罗德先生十分高兴，细细一盘算，准备开价360万美元即每台120万美元。

当谈判进入实质阶段时，哈罗德先生正想要报价，却突然打住，暗想：“可否先听听对方的想法？”结果对方在对这几台机器的磨损程度与故障作了一系列分析和评估之后说：“看来我公司最多只能以每台140万美元买下这3台机器。

多一分钱也不行。

”哈罗德先生大为惊喜，竭力掩饰住内心的欢喜，装作不满意，讨价还价一番，最后自然是顺利成交。

请你分析哈罗德先生成功的原因。

试题A参考答案1. 简述商务谈判的基本原则法制原则、平等互利原则、求同原则、诚实守信的原则。

评价商务谈判的成败标难，主要是谈判的经济利益、谈判成本、社会效益。

2 商务谈判的主要特征是什么?1)普遍性 -----商务谈判是实现企业购销交易的必由之路。

2)利益性-----只有关系到各方切身利益的谈判才会使人们积极地投入其中。

谈判各方若想通过谈判获取各自的利益，就必须有所付出。

谈判者的利益及包括眼前利益也包括长远利益。

3)价格性-----是双方谈判的核心。

3.简述成功谈判的心理策略（1）把人与问题分开了解对方：设身处地、不以自己的恐惧去推想对方的意图、把对方拉入整个过程中、照顾对方的面子；控制情绪：感受和了解对方的情绪、公开谈论双方情绪、容许对方情绪；对事不对人：对人软弱、对事强硬；（2）把重点放在利益上：找准双方的利益所在，寻求解决的方法，忘记立场的对立。

（3）满足双方的需要：谈判双方从彼此共同利益出发，为满足双方每一方面的共同需要进行谈判洽商，进而采取符合双方需要与共同利益的谈判策略。

一、名词解释（四题中选三题，每题5分, 共计15分。

）1.“T”型知识结构：指一名国际商务谈判人员不仅应当在横的方面有广博的知识面，而且在纵向方面要有较深的专门学问，两者构成一个“T”型的知识结构。

2. 价格解释：在对方报价完毕之后，不急于还价，而是要求对方对其价格的构成、报价依据、计算的基础以及方式方法等作出详细的解释，即所谓的价格解释。

3. 谈判实力：指影响谈判双方在谈判过程中的相互关系、地位和谈判的最终结果的各种因素的总和，以及这些因素对谈判各方的有利程度。

4. 互惠式谈判：是谈判双方都要认定自身需要和对方的需要，然后双方共同探讨满足彼此需要的一切有效途径与办法。

即视对方为解决问题者，而不是敌人。

5. 全能型专家：“全能”，是指一名商务谈判人员通晓技术、商务、法律和语言，涵盖商务谈判中的各种纵横向的知识，“专家”即指于某一方面具有专长。

6. 进取型对手：进取型对手以对别人和对谈判局势施加影响为满足。

这类人的特点是，对成功和与对方保持良好关系的期望一般，对于权利的期望也一般。

这类人与对方建立友好关系，能有力控制谈判过程，在必要的情况下会作出让步，达到一个勉强满意的交易，而不愿意使谈判破裂。

7. SWOT分析方法：SWOT是一种分析方法，用来确定企业本身的竞争优势（strength），竞争劣势（weakness），机会(opportunity)和威胁（threat），从而将公司的战略与公司内部资源、外部环境有机结合。

8. 谈判方案：是指在谈判开始以前对谈判目标、谈判议程、谈判策略预先作的安排。

它是指导谈判人员行动的纲领，在整个谈判过程中起着非常重要的作用。

二、判断题（每小题1分，共计10分）判断下列命题正误，正确的在其题干后的括号内打"√"，错误的打"╳" 。

1、谈判过程是一个求得妥协的过程。

（╳）2、在介绍某人、为某人引路、请人做某事时，应该掌心向下，以肘关节为轴，上身稍向前倾，以示尊敬。

国际商务谈判-简答题第一章名词解释：国际商务谈判：指跨越国界的当事人之间为实现一定的经济目的，明确相互的权利与义务关系而进行协商的行为。

双边谈判：指谈判主体只有当事人彼此两方，而没有第三方作为正式的利益主体参加的谈判。

多边谈判：指谈判的主体由三方或三方以上所构成，各方均以正式的利益主体身份参与的谈判。

实质性谈判：指谈判内容与当事人各方的谈判目标直接相关的谈判。

让步型谈判：指谈判者在谈判中不以获利而以达成协议为最终目标的谈判。

立场型谈判：指谈判者在谈判中把注意力集中在如何维护自己的利益，如何去否定对方的立场之上的谈判。

原则型谈判：指谈判者在谈判中，既重视经济利益，又重视人际关系，既不回避对立的一面，但更重视去发现和挖掘合作的一面的谈判。

主场谈判：指当事人在其居住地（或所在国）或营业地（或营业国）所进行的谈判。

简答：一、为了在国际商务谈判中贯彻诚信原则，谈判当事人应如何做？答：1、守信，即遵守谈判过程中自己所作出的承诺，此乃取信于人的核心。

2、信任对方，这是守信的基础，也是取信于人的方法。

只有信任对方，才能得到对方的信任。

3、不轻诺，这是守信的重要保障。

轻诺寡信，最终将失信于人。

4、诚恳，以诚相待，这是取信于人的积极方法。

二、基本需求理论认为在任何一种非个体的谈判中，往往都有两种需求在同时起作用，是哪两种需求？如何利用它们使谈判获得成功？答：尼氏认为：在任何一种非个体的谈判中，往往都有两种需求在同时起作用，一起是谈判者所代表的法人的需求；另一种是谈判者的个体需求。

因此，作为一个有经验的谈判者，不但需要顾及对方所代表的群体的需求，而且还须特别重视对方的个体需求，努力通过恰当的方法去发现、诱导和尽可能满足对方的个体需求，进而影响对方的固有立场、观点，以便使谈判的对方能同己方合作。

三、实力决定论的基本观点是什么？答：谈判的成功以及各种谈判技巧运用的基础和依据是谈判者所拥有的谈判实力，建立并加强自己谈判实力的基础又在于对谈判的充分准备和对对方的充分了解。

商务谈判期末测试题及参照答案（满分 100 分）姓名班级学号专业分数一、选择题（ 1*15=15 分）1、以下对商务谈判认识最精选项是（）A 是两人以上的讲话B 是解决难题的一种方式C是一种社交手段 D 就一种交流方式2、人们因为吃亏而产生不公正感时，其除去的方法是（）A 扩大自己的所获B 增大对方所获C 减少对方所获D 减少自己贡献3、“黑箱”“白箱”“灰箱”区分的标准是（）A 外界事物的察觉与控制程度B 未知世界的认识程度C 已知世界的认识程度D 将来世界的认识程度4、你以为谈判双方是一种什么样的关系（）A 同等合作B 以竞争为主的合作C 高度竞争D 敌对的较量5、在交易中，比较适用和方便的信息获取方式是（）A 案头检查B 直接检查C 购置检查D 有特意机构供给的付费检查6、俄罗斯人告诉你，他同时与你和你的竞争敌手谈判，并要求你降廉价钱，你的做法是（）A 赞同B 想法挤走竞争敌手C 拒绝在价钱上退步D 在其余方面做出退步7、在商务谈判中“人身攻击”不一样于“情绪论”主若是因为（）A 高出了道德界线B 利用人们情绪变化来影响谈判结果C 是对方处于困境而妥协D 利用对方生理缺点限制造成己方优势8、在谈判中碰到棘手的问题你是怎么办理的（）A 采纳灵巧的变通方法B 给对方施加压力C 坚持立场原则D 向上司报告9、你以为冒险型谈判者的心理特色是（）A 追求挑战，独出心裁B 过于看厚利益C 追求惊人、绚烂的业绩D 盲目、傲慢10、润滑策略的实质是（）A 加深互相理解B 改良交易关系C保持常常联系 D 增进双方友谊11、在异国文化背景的谈判中，谈判双方关系和睦主要取决于（）A 对不一样文化和风俗的理解与尊敬 B 学会并效仿对方的风俗C 拥有同样的崇奉和宗教D 个人关系的成立12、疲惫战术合用于哪些谈判者（）A 性情焦躁，性分外向B 性格内向，反响愚钝C 思疑论者D 富裕忍受力，不易生气13、假如在谈判中，对方使用了有限权益策略，你的反响是（）A 指出他为自己找借口B 相信他说的是真的C仔细检查，研究其权益范围 D 不论它14、合同调停与仲裁的特色是（）A 调停无效，进行仲裁B 先行仲裁，而后调停C调停是上方矛盾私下解决 D 仲裁时经过法律程序解决15、合同双方当事人的签约资格是指（）A 签约人是公司的法人代表B 拥有法人出具的受权书C具备上述两点 D 公司部门的负责人二、填空题（ 2*10=20 分），每空 2 分。

试卷一第一部分选择题一、单项选择题(本大题共15小题，每题1分，共15分) 1.按谈判中双方所采取的的态度，可以将谈判分为立场型谈判、原则型谈判和(A)B.集体谈判C.横向谈判D.投资谈判2.在商务谈判中，双方地位平等是指双方在__上的平等。

(C)A.实力B.经济利益C.法律D.级别3.价格条款的谈判应由____承提。

( BC.财务人员D.技术人员4.市场信息的语言组织结构包括文字式结构和__结构。

(BC.表格式D.组合式5.根据谈判者让步的程度，谈判风格可分为软弱型模式、强有力模式和( A)B.对立型模式C.温和型模式D.中立型模式6.在国际商务谈判中，有两种典型的报价战术，即西欧式报价和(B报价C.东欧式报价D.中东式报价7.在缺乏谈判经验的情况下，进行一些较为陌生的谈判，谈判人员应采取_____的让步方式。

(B C.风险性D.不平衡8.商务谈判中，作为摸清对方需要，掌握对方心理的手段是(A)B.听C.看D.说9.谈判中的讨价还价主要表达在___上。

(DD.辩10.谈判中最为纷繁多变，也是经常发生破裂的阶段是谈判(B)C.协议期D.后期11.国际商务谈判中，非人员风险主要有政治风险、自然风险和(B)C.经济风险D.素质风险12.谈判中，双方互赠礼品时，西方人较为重视礼物的意义和(D D.感情价值13.谈判中以与别人保持良好关系为满足的谈判心理属于是(B)C.权力型D. 自我型14.英国人的谈判风格一般表现为( C )D.有优越感15.日本人的谈判风格一般表现为( D )D.集团意识强二、多项选择题(本大题共11小题，每题1分，共11分) 16.关于国际货物买卖的国际惯例主要有(ABD)A.《国际贸易术语解释通则》B.《华沙--牛津规则》C.《海牙规则》D.《美国1941年修订的国际贸易定义》17.还盘的具体方法有(CD)C.请求重新发盘D.修改发盘18.对谈判人员素质的培养包括( BCD )C.企业的培养D.自我培养19.国际经济贸易活动中解决争端的普遍的、基本的方式是( BC )A.第三方协调B.仲裁C.诉讼D.贸易报复20.谈判信息传递的基本方式有( ABD )A.明示方式B.暗示方式C.广告方式D.意会方式21.谈判议程的内容包括( BCC.确定谈判议题D.确定谈判人员22.进行报价解释时必须遵循的原则是( ABCD )A.不问不答B.有问必答C.避实就虚D.能言不书23.迫使对方让步的主要策略有( ABD )A.利用竞争B.最后通牒C.撤出谈判D.软硬兼施24.选择自己所在单位作为谈判地点的优势有( CD )A.便于侦察对方B.容易寻找借口C.易向上级请示汇报D.方便查找资料与信息25.谈判中迂回入题的方法有( AB )A.从题外语入题B.从自谦入题C.从确定议题入题D.从询问对方交易条件入题26.国际商务谈判中的市场风险具体有( BCD )A.投资风险B.利率风险C.汇率风险D.价格风险第二部分非选择题三、判断改错题(本大题共10小题，每题2分，共20分)判断以下命题正误，正确的在其题干后的括号内打"√"，错误的打"╳"，并改正。

商务谈判试卷 A （开卷） 一、填空（15分，每空1分） 1、谈判的基本要素包括： 、 和谈判背景。

2、按商务谈判所在分，商务谈判分为： 、 、 。

3、商务谈判的程序包括： 、 和履约阶段。

4、货物买卖谈判的内容分为： 、商务部分和 。

5、商务谈判中的僵局产生的原因通常有： 、 、 、 等。

6、谈判终结的判断通常考虑三方面： 、时机是否成熟 。

二、判断分析题 （30分 要求先判断再分析） 1、谈判是智慧的较量和利益与行为的协调。

2、商务谈判中的标的、品质、包装、数量、付款方式等条款与价格条款没有实质的联系。

3、“协议并非都在谈判桌上达成，信息也不一定都从正规渠道获得，往往来自更广泛的社交和交流”是错误的。

院（部专业班姓名学………………………密…………………………………………封……………………………………线………………………………三、论述题（15分）在实践中，人们对谈判与商务谈判有种种认识：“谈判是敌对关系的暂时缓和。

”“谈判是你输我赢的战争。

”“商务谈判是商业性欺诈的代言词。

”“商务谈判是经济上的耍手腕。

”“商务谈判是经营上的阴谋诡计。

”“谈判是利益需求的相互满足。

”等等。

针对以上种种认识，试述谈判与商务谈判的真正含义及商务谈判在经济活动中的必要性。

四、案例分析题（40分）1、ⅹⅹ年，山东某市塑料编织袋厂厂长获悉日本某株式会社准备向我国出售环保塑料编织袋生产线，出马与日商谈判。

谈判桌上，日方代表开始开价240万美元，我方厂长立即答复：“据我们掌握情报，贵国某株式会社所提供产品与你们完全一样，开价只是贵方一半，我建议你们重新报价。

”接着双方休会，各方调整自己的谈判条件和策略。

第二天，日本人列出详细价目清单，报出总价180万美元。

随后在持续9天的谈判中，日方在130万美元价格上再不妥协。

我方厂长有意同另一家西方公司做了洽谈联系，日方得悉，总价立即降至120万美元。

我方厂长仍不签字，日方大为震怒，我方厂长拍案而起：“先生，中国不再是几十年前任人摆布的中国了，你们的价格，你们的态度都是我们不能接受的！”说罢把提包甩在桌上，里面那些西方某公司设备的照片散了满地。

南通大学卖书买书换书联系我们微信公众号ntu-ershou二手书交易中心传递旧书分享知识资源有限服务无限一：T】Negotiation depends on communication.T】In a good negotiation, everybody wins something.T】Both sides should try to understand each other’s point of view before making a decision.F】There is such case as "take it or leave it” in international business. F】In the bidding stage each is negotiating towards the best advantage. F】The stages of the negotiation always follow one another in sequence. T】When negotiating, representatives or negotiators represent their own but often others’ interest.F】Being close or friendly with the other side may bring about the best outcome.T】International negotiations often require the use of translators to attain this goal.T】When counterparts are speaking, negotiators should look at them but not the translators.二：F】(1) The assumptions are true pictures of the world, they needn’t to be verified.T】(2) A good listener will hear out the other person before passing judgment and framing rebuttals.F】(3) When you didn’t hear something clearly, you couldn’t interrupt and ask the speaker to repeat, because this would make him or her angry. T】(4) The end of a talk is important because people remember best. F】(5) Most people speak in too low a pitch, especially when they get excited.T】(6) You can control and command a negotiation by proper use of questions.F】(7) When you are questioned, don’t say you lack knowledge about something in order not to lose face.F】(8) During the negotiation, try to smile at your opponents as much as possible.F】(9) Facial gestures can convey a more accurate assessment of your emotional state than other body movements.T】(10)Someone who likes you or your discussion will lean forward slightly in a relaxed manner with the back a little curved.三：F】1). During the negotiation, you should give your best offer at once. T】2). You should ask your audience form time to time for question and comment when you give your presentation.T】3). It is quite important to keep the negotiating team as small as possible.F】4). The negotiator’s job is to minimize the long-term benefits of the venture to secure short-term needs. (maximize)T】5). The chief negotiator must be a decision maker who can keep everyone satisfied without being distracted from the pre-established priorities.F】6). Experts can participate as negotiating members without being trained. (can’t)F】7). The key to successful negotiation is that our side should win. (both sides)T】8). A good negotiator demands not only the keenness of wit but also a high degree of sympathy with the party on the other side of the negotiating table.T】9). A better negotiator can improve personal and professional profitability.F】10). The same team should be kept throughout the negotiation. (There is no need to )四：T】1) Those informal negotiations don’t need an agenda.F】2) It’s better for the host company to impose the agenda at the start of the meeting.F】3) The visitors should propose an agenda.T】4) Budgeting an extra day prior to meetings is a worth investment. T】5) Good international flight can mean acuity at the negotiating table. F】6) It is wise to invite a Chinese company to the U.S. during the Lunar New Year period for negotiation. (unwise)T】7) An agenda can be presented by one side or prepared by both sides. T】8) Social events are a continuation of the negotiations.F】9) Learning to deal with the objective of negotiation is to keep them rigid. (fluid)T】10) Issues for negotiation are the things on which one side takes an affirmative position and the other a negative position.F】11) A majority of negotiators find it more comfortable and more constructive to use a rectangular table. （round table）F】12) Negotiators shouldn’t st art off the meeting with completely irrelevant topic.五：F】1). If one team is too aggressive, it is very necessary for another team to respond in the same way.T】2) Negotiations may fail for a variety of reasons such as competitors offering a better deal, problems seeming too difficult to solve, personalities clashing and negotiating clashing.F】 3) In order to sort out the solutions, both parties should keep sight of the main objectives and maintain a negative tone. (positive tone)T】4) Sometimes you need to keep the overall objective in mind, and make concessions to maintain a positive tone.T】5) The open bids should be the highest defensible and be put firmly, clearly without apology or hesitation.F】6) There are three guidelines to the way in which a bid should be presented: firmly, clearly and with comment. (without comment)T】7) There are two ways we can influence the deal. One is to influence the negotiator; the other is to influence the situation.F】8) To some extent first bid is less influential than responsive bid. F (more )F】9) A low bid gives scope for manoeuvre during the later bargaining phases. (high)T】10) It’s necessary to summarize, produce a written record and to identify action needs and responsibilities at the end of the negotiation. 六：T】1) Recessing is a profitable device for both parties.T】2) Setting deadlines could help briskness and the concentration of energy.F】3) It is not necessary that the parties be in agreement as to the language and terms of the deal before its closure. (should be in agreement as to …)T】4) Whether we like it or not, there are places where lubrication is practical.F】5) The implications for the negotiation of having a deadline are negative. (positive )T】6) The Golf Club and the study group are useful in team negotiations. F】7) Only one side has the chance to close the deal and the more proactive the decision maker is, the greater the chance of controlling the process he’ll get.(both sides have the chance to…)T】8) Declining the deal must be done with the greatest diplomacy because the potential for future dealings is very important.F】9) The Golf Club is for the team leaders to agree to meet formally in some environment which encourages mutual trust and openness. (informally)F】10) When the negotiations between teams get bogged down, it is useless to set up a sub-group. (helpful to set up…)七：T】1)We must always aspire high in our strategic thinking.F】2) For a quick deal, we don’t need to have very precise targets, and very clear views about the extent to which we could compromise. (we need to have …)F】3) The first thing you need to do in dealing with a difficult person isto control that person’s behavior but not to control your own. (not to control that person’s behavior but to control your own)T】4) It is imperative that good negotiators know how to both manage and express anger appropriately.T】5)Conflict can provide us with new information about a situation. F】6) In the middle of a negotiation it is sometimes ineffective to substitute a new team leader. (effective)T】7) In the strategy of reversal, you act in opposition to what may be considered to be the popular trend or goal.F】8) It is desirable that each negotiator should negotiate in a style foreign to him which reflects his strengths. (a style foreign to him will only expose his weakness)T】9) Core values are powerful because they generate feelings, thoughts and behavior. They are deeply held values that govern how you behave across a great many situations.F】10) Effective negotiators accept that they are human----not perfect----and they turn their mistakes into learning opportunities. Therefore, they have a longer recovery time before returning to full effectiveness. (shorter)八：F】1) The win-lose strategy is the best that every negotiator can pursue. F】2) An experienced negotiator talks much and rarely pauses to listen. T】3) Persons who firmly maintain the desired objectives to the end can get the best deal.T】4) Without information, you can’t make effective strategies and tactics.F】5) Quotation is an indication of price with contractual obligation. F】6) Arbitration is just amicable consultation between the seller and the buyer.T】7) The first step in most successful sales negotiation is effective planning.F】8) Once your plan is made, you needn’t modify it.T】9) Your targets should not be exposed to your counterpart at the beginning of a negotiation.F】10)When designing strategies, you should only think about your strengths without taking care of your weaknesses.九：T】(1)every international sales or purchase contract should provide for four basic terms:A. the description of the goods in terms of type, quantity and qualityB.the time of deliveryC. The priceD.The time and means of paymentF】(2)Cultural issues are not the decisive factors in the negotiation, so you needn’t be sensitive to the other party’s cultureF】(3)During the negotiation, you can gain some advantage by criticizing the politics and religion in your counterpart’s countryT】(4)the more definitive the terms, the fewer the disputesT】(5)You’d better review and understand every term before you sign a contractF】(6)A contract legally binding when a party has drafted itF】(7) A party can alter the contract without other party’s consentF】(8)litigation is the best means of dispute settlement, for the expense is relatively lowF】(9)if a mediator develops solutions, both contract parties must accept them.T】(10)in some countries, all contracts with their nationals must be subject to their laws。

国际商务谈判简答题与论述题汇总第一章国际商务谈判概述（3-20）：一、国际商务谈判的特殊性有哪些？P51.国际商务谈判既是一笔交易商洽，也是一项涉外活动，具有较强的政策性；2.应按国际惯例办事；3.国际商务谈判内容广泛；4.影响谈判的因素复杂多样。

二、国际商务谈判与一般贸易谈判的共性有哪些方面？P51.以经济利益为谈判的目的；2.以经济利益作为谈判的主要评价指标；3.以价格作为谈判的核心。

三、谈判准备工作的内容主要有哪些？P15~161.对谈判环境因素的分析；2.信息的收集；3.目标和对象的选择；4.谈判方案的制定；5.模拟谈判。

四、简述商务谈判的基本程序。

P15~171.准备阶段；2.开局阶段；3.正式谈判阶段；4.签约阶段。

五、简述PRAM谈判模式的构成。

P17~191.制定谈判计划；2.建立关系；3.达成使双方都能接受的协议；4.协议的履行与关系的维持。

第二章影响国际商务谈判的因素（25--57）2.经济的运行机制；3.政治背景；4.政局稳定性；5.政府间的关系。

2.外汇储备状况；3.货币的自由兑换；4.支付信誉；5.税法方面的情况。

1.群体成员的素质；2.群体成员的结构；3.群体规范；4.群体的决策方式；5.群体内的人际关系。

1.信心不足；2.热情过度；3.不知所措。

1、有利于摸清谈判对手的心理活动和心理特征，以便选择相应的谈判策略。

2、有利于了解己方谈判成员的心理活动和心理弱点，采取相应的措施进行调整和控制，保证己方2、灵活选择决策程序3、建立严明的纪律和有效地激励机制4、理顺群体内部信息交流的渠道第三章国际商务谈判前的准备（60-124）1.根据谈判对象确定组织规模；2.谈判人员赋予法人或法人代表资格；3.谈判人员应层次分明，分工明确；4.组成谈判队伍时要贯彻节约原则。

1.第一层次是谈判小组的领导人或首席代表，即主谈人；2.第二层次是专家和专业人员，还包括实际的核心人员翻译者，还有财经人员与法律人员；3.第三层次是谈判的必需工作人员，如速记或打字员。

国际商务谈判期末简答题1、谈判的特点及构成要素。

特点：（1）谈判主体是相互独立的利益主体（2）谈判的目的是经济利益（3）谈判的中心议题是价格要素：（1）谈判主体（2）谈判议题（3）谈判背景2、提问的功能。

（1）引起他人的注意（2）取得情报（3）说明自己的感受，把消息传出给对方（4）让对方好好的去思考（5）归纳成结论3、谈判策略的作用。

（1）创造良好的开端（2）掌握前进的方向（3）控制谈判的进程（4）促进双方合作（5）保证理想的结局4、开局策略的基本要求。

（1）遵循开局的原则（2）探测对方情况，了解对方虚实（3）引起谈判对方的注意与兴趣（4）正确估计自己的能力（5）讲究“破冰”技巧（6）掌握谈判主动权5.谈判信息的作用有哪些?首先，谈判信息是制定谈判战略的依据；其次，谈判信息是控制谈判过程的手段；最后，谈判信息是谈判双方相互沟通的中介；6.与谈判有关的环境因素有哪几类?政治状况；宗教信仰；法律制度；商业习惯；社会习俗；财政金融状况；基础设施与后勤供应状况；气候状况；7.谈判准备工作的内容包括哪些?(1)对谈判环境因素的分析；(2)信息的收集；(3)目标和对象的选择；(4)谈判方案的制定；(5)模拟谈判；8.谈判中说服的技巧有哪些?(一)说服技巧的环节；(1)建立良好的人际关系，取得他人的信任；(2)分析你的意见可能导致的影响；(3)简化对方接受说服的程序；(二)说服技巧的要点：(1)站在他人的角度设身处地谈问题，不要只说自己的理由；(2)消除对方的戒心，创造良好的氛围。

9.简述商务谈判的价值评价标准。

商务谈判的价值评价标准有三方面：（1）、谈判的收益。

谈判收益是指谈判目标的实现程度。

具体来讲，在一个谈判中，谈判目标的实现程度是通过三个层次来体现的。

第一个层次是指具体的财务目标，赚多少利润；第二个层次是指远期的商务目标；第三个层次是指商务关系的维系。

（2分）（2）、谈判的效率高低。

谈判效率就是指谈判的收益与所费成本之间的比率。