国际商务谈判试卷A

2011年上半年《国际商务谈判》课程期末考试试卷考试形式：开卷试卷号: A一、单项选择题（在每小题的四个备选答案中，只有一个是符合题目要求的，请将其号码填写在题后的括号中，每小题2分，共20分）1、The core of business negotiation is ( )A、equalityB、mutual benefitC、make an agreementD、price2、The first obstacle encountered in international business negotiation is ( )A、language barrierB、cultural differencesC、lawsD、political factors3、”maximizing commonalities and minimizing differences”中, commonalities 是什么意思? ( )A、普通B、共通C、共性D、社团4、”compromise is the mother of success” means （）A、失败是成功之母B、妥协是成功之母C、承诺是成功之母D、共识是成功之母5、以下哪类人群是谈判中的负责人？（）A、leading personnelB、business personnelC、technical personnelD、financial personnel6、Different negotiation atmospheres have different impacts on the negotiations. Which one do help the negotiation to develop towards agreement at first sight?( )A、tense and contradictoryB、cold and perfunctoryC、dilatory and protractedD、positive and friendly7、Which one of the quotations is best ?（）A、oral quotationB、written quotationC、combination oral and written quotationD、none of the above8、定价策略的运用中，不包括以下哪一项？（）A、specificB、explanationC、decisiveD、differentiation9、Which tactic of making concessions is best ?（）A、0---0---0---80B、10---15---25---30C、40---25---10---5D、80---0---0 ---010、”collaborating “ means （）A、妥协B、合作C、包容D、控制二、单词、词组翻译（每题2分，共计20分）1. negotiation2. consensus3 mutual benefit4 bargaining5 credit status6 repreaentative7 oral quotation 8 psychological pricing9 opening strategies 10 break an impasse三、句子翻译（将中文句子翻译为英文，每题4分，共20分。

）1. International business negotiation refers to the business negotiation that takes place between the interest groups from different countries or regions.2. Every negotiation involves two or more than two parties.3. Negotiation must be conducted on an equal basis.4. How do you need to make a counter offer?5. Bargaining in international business negotiation involves three key aspects: quoting a price, bargaining over the price, and making compromises.四、段落翻译（将中文段落翻译为英文，每题15分，共计30分。

）1. Whether an international business negotiation succeeds or not is not only determinedby the strategies and skills used in formal negotiations, but also closely related to whether enough careful preparations have been made before negotiations. Generally speaking, the more preparatory work for the negotiation consists of collecting related information, staffing the negotiation team, developing international business negotiation plans and making relevant physical preparation.2. After gathering and sorting outing the information as well as establishing the negotiation plan in the previous period, the international negotiation has formally begun! Just as the old saying goes, “Well begun is half done”. In the course of th e international business negotiation, the opening approach and atmosphere have vital impact on the development of the negotiation.五、案例分析（10分）John, an American businessman, went on a trip to ××. In the window of a leather shop at the roadside, he spotted a leather suitcase with a folded handle identical to his own, which he had left in the hotel. Out of curiosity, John stopped there to gaze at it. Seeing John standing outside the window, the shop keeper came out to greet him, and made a wild boast about the suitcase. He tried very hard to persuade John to buy it, but John justwould not be moved by him. John thought to himself, “in an y case, I won’t buy it. But I’d like to find out how on earth you will promote the sale. ” As the shop keeper found th at John was not interested in it, he lowered the price again and again, from ﹩20…to ﹩17,and to ﹩15, but only found John shaking his head with a smile. Seeing this, he abruptly quoted a highly price, “﹩16 again”, changing the trend of the downward price. Jo hn opened his eyes wide at once, “but just now, did you say ﹩15? You are pulling my leg, aren’t you? ” The shop keeper was annoyed, “﹩15 is my purchase price, and I won’t make any money! ” John replied, “That’s impossible! Since you have said the price was ﹩15,you have to sell it to me at that price!” Although the shop keeper appeared to be reluctant to do so, he was quite happy in his heart that he sold the leather suitcase to John at ﹩15.Question ：1) Which one of the quoting strategies did the shop keeper use? (5分)2) Please say something about this strategy. (5分)。