南通大学商学院国际商务谈判简答参考答案

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。

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。

国际商务谈判试题及参考答案国际商务谈判试题(05)课程代码: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.谈判人员具备了“T”形知识结构，这表明谈判人员是()A.技术专家B.商务专家C.全能型专家D.法律专家2.先报有较大虚头的价格，然后适时压低价格。

这种报价术被称为()A.西欧式报价术B.日本式报价术C.北美式报价术D.阿拉伯式报价术3.讲究节俭，反对浪费，把浪费看成是“罪恶”的是()A.中国人B.德国人C.韩国人D.意大利人4.随时准备为达成协议而让步，希望通过谈判签订一个皆大欢喜的协议。

这种谈判被称为()A.软式谈判B.硬式谈判C.原则型谈判D.价值型谈判5.一个谈判小组组长最佳的带领效益为()～4人～5人～6人～7人6.如果是1个小时的谈判，精神量旺盛的阶段只要最初的()～5分钟～6分钟～8分钟～9分钟7.谈判中，强调“一时多用”的是()A.瑞士人B.中东人C.德国人D.北美人8.下列选项中，不属于合同风险的是()A.交货风险B.质量风险C.数量风险D.会计风险9.与阿拉伯商人接触时不能赠送酒类礼品，由于饮酒在阿拉伯国家是被严厉禁止的。

这凸起反映的是商务谈判影响因素中的()A.政治状况因素B.法律制度因素C.商业惯因素D.社会俗因素10.在买卖做成之后，会举行一个长时间的宴会，请对方洗蒸气浴的是()A.中国人B.日本人C.韩国人D.芬兰人11.“按照贵方要求，我们的观点不是已经阐述清楚了吗?”这种商务谈判的发问类型属于()A.借助式发问B.探索式发问C.强调式发问D.澄清式发问12.下列选项中，不属于应对利率风险的技术手段是()A.使用远期交易B.使用平衡法C.利用期权交易D.利用利率期货市场13.在商务谈判中贯彻“有理、有利、有节”的目标。

这表现的是商务谈判的()A.平等互利原则B.灵活机动原则C.友好协商原则D.依法办事原则14.国际商务谈判计谋制定的第四步是()A.寻找枢纽问题B.肯定具体目标C.形成假设性方法D.形成具体谈判策略15.下列各项中，不属于善言灵巧的谈判对手的性格特征是()A.乐于交际B.容易激动C.擅长表达D.处世机灵16.眉毛上耸，表示此人处于()A.愤怒状态B.困窘状态C.戒备状态D.惊喜状态17.商务谈判中必须要实现的目标被称为()A.最低目标B.实际需求目标C.可接受目标D.最优期望目标18.在执行合同过程当中双方对合同条款理解不同而导致的僵局被称为()A.早期僵局B.执行期僵局C.协议期僵局D.中期僵局19.“贵方某师长教师的问题提得很好，我曾经在某一份资料上看过有关这一问题的记载，就记忆所及，大概是……”。

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。

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。

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。

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。

国际商务谈判简答题1. International Business Negotiation refers to the process in which parties negotiate with each other on business activities in different countries or regions through information exchange in order to reach a certain transaction.国际商务谈判是指当事人通过信息交流，就不同国家或者地区的商务活动进行谈判，以达成某种交易的过程。

(1) Common Characteristics i n General Trade Negotiations.①goal: Taking economic benefit as the purpose of negotiation②Index: Taking economic i nterest as the main evaluation index of negotiation③core: Price as the core of negotiation(2)Particularities of International Business Negotiations①International business negotiation is not only a negotiation of a transaction, but also a foreign-related activity with strong policy-type.②We should act in accordance with international conventions.③International business negotiation involves a wide range of factors and the factors affecting the negotiation are complex and diverse.国际商务谈判具有一般贸易谈判的共性：1 goal: 以经济利益为谈判的目的(economic benefit)2 index: 以经济利益作为谈判的主要评价指标(economic interest)3 core: 以价格作为谈判的核心(price)国际商务谈判的特殊性：1 国际商务谈判既是一笔交易的商洽，也是一项涉外活动，具有较强的政策性。