商务谈判简答题
商务谈判简答题
二十五、商务谈判的过程大致可分为那五个阶段？答：1、准备阶段；2、争论阶段；3、信息收集阶段；4、议题修正阶段；5、结束谈判，签订合同阶段。
一、情报的种类？答：（1）按功能：公开情报、非公开情报、机密情报（2）按内容：和谈判有关的环境因素、有关谈判对象的情报、竞争者的情况、己方的情况。
二、部分国家谈判的风格？1、英国：优点：讲风度和礼仪、保守、谨慎、等级观念强；缺点：慢节奏、喜欢和别人谈论天气。
2、德国：优点:守时、对合同很重视、守信用、严禁;3、法国：擅长交际、喜欢先和别人建立良好的关系，再进行谈判；谈判时会坚持用法语，民族自豪感很强，个别情况除外。
4、拉丁美洲；很少让步，时间节奏慢。
5、美国：自信、果断、精力充沛，情感洋溢；具有职业特点；讨价还价能力强；重视商品的包装和装潢。
6、俄国：重视谈判项目中的技术内容和索赔条款，特别看重坚持“理念”的重要性，而不是经济利益，总的来说比较死板。
7、俄罗斯：节奏慢、谈判中喜欢用专家、喜欢用感情策略、喜欢易货贸易（用商品换商品）。
8、意大利：追求时尚的过家、时间观念不强。
9、北欧：真诚、朴实、生活水平高。
10、阿拉伯：宗教信仰比较强，时间观念不强、中友情，不重视金钱。
12、日本：具有团结倾向、有强烈的团体生存和成功的愿望，生活节奏快、性格有时显得急躁，谈判中喜欢同私人接触，谈判时不太坦率【1、美洲：美国、加拿大；2、欧洲：英国、德国、法国、意大利、北欧、俄罗斯；3、亚洲：日本、韩国、阿拉伯；】三、如何确定谈判目标？答：谈判目标分为三个层次：（1）最低目标（2）可接受目标（3）最高目标。
首先,不能盲目乐观地将全部精力放在争取之高期望目标上，要考虑谈判过程中会出现的种种问题，以免造成束手无策的被动局面。
谈判目标要有一点弹性、定出上、中、下限目标，根据谈判实际情况随机应变、调整目标。
其次，将最高目标分成不同的层次：1、短期内打算达到的特定目标2下一阶段谈判打算达到的、程度比较一般化的目标。
商务交流简答题
简答题1讲话需要哪些技巧。
（1）准确表达本人的意思（2）语言清楚、易于理解（3）态度友好、善解人意（4）待人真诚、自然2倾听技巧（1）倾听时尽量精力集中，通过目光接触也讲话人交流（2）注意刚刚讲了什么、正在讲什么，而不是总想着下面要讲什么（3）沉默是金，不打断别人（4）讲话者有时需要停顿下来思考要耐心等待下文（5）通过适当反应让讲话人知道你在倾听3两个人之间的谈话，除了言语之外，还有其他哪些因素影响着交流。
（1）面部表情（2）举止（3）空间和距离（4）沉默或停顿（5）姿势（6）语气（7）目光接触（8）说话声音4身体语言主要包括哪些表达方式。
（1）面部表情：如微笑还是严肃（2）眼神：注视与环顾（3）站/坐姿势：如放松与紧张（4）手势：如交叉或背手（5）空间和地位：如远位还是近位（6）外表：服饰风格和发型等5从准备到行动的这样传递可能发生的障碍。
从准备到传递：(1)主管没有时间（2）担心主管会如何反应（3）本人准备不足（4）本人信心不足；从传递到接收（1）被打断（2）噪音干扰（3）主管没有认真听（4）对方听不清；从接收到理解（1）使用言语不当（2）解释不清楚（3）只是背景差异（4）使用专业术语过多；从接受到理解（1）主管不信任你（2）信息的说服力和依据不足（3）主管带有偏见（4）主管不赞成你的意见；从接受到行动（1）人手不足（2）缺乏动力（3）没有必要提示6从准备到行动障碍克服的办法。
（1）如果这件事很重要，你应抽出专门时间仔细策划信息的结构和传递方式等（2）放松，实现练习怎样讲述（3）注意目光交流，使用恰当的手势，借助于思路图（4）提高声音放慢速度，找一个安静的房间（5）确认对方的理解（6）不要想当然（7）不要辩解，找出原因，必要时坚持观点，留有妥协的余地（8）参考上一点，不受起影响（9）证明哪些是切实可行的（10）说明对此不采取行动的后果，明确责任，谁做什么何时进行7能使群体做出更好决策的因素。
商务谈判考试简答题
1如何把握谈判的基本概念(1)谈判总是以某种利益的满足为目标，是建立在人们需要的基础之上的，这是人们进行谈判的动机，也是谈判产生的原因。
(2)谈判必须是两个或两个以上的参与者之间的交际活动，只有参与谈判的各方的需要有可能通过对方的行为而得到满足时，才会产生谈判。
(3)谈判是寻求建立或改善人们社会关系的行为(4)谈判是一种协调行为的过程2商务谈判有哪些特点一是谈判对象的广泛性和不确定性；二是谈判双方的排斥性和合作性；三是谈判的多变性和随机性；四是谈判的公平性与不平等性3商务谈判的作用是什么(1)有利于促进商品经济的发展；(2)有利于加强企业间的经济联系(3)有利于促进我国对外贸易的发展4商务谈判具有哪些基本原则(1)合作原则(2)互利互惠原则(3)立场服从利益原则；(4)对事不对人原则(5)坚持使用客观标准原则(6)遵守法律原则(7)讲究诚信原则5遵循互利互惠原则应注意哪些方面(1)提出新的选择。
打破传统的思维方式，进行创造性的思维活动，搜集大量的信息、资料作为考虑问题的依据，同时鼓励谈判组成员大胆发表个人见解，集思广益(2)寻找共同利益。
从理论上讲，提出满足共同利益的方案对双方都有好处，有助于达成协议。
尽管每一次合作都存在着共同利益，但是它们大部分是潜在的，需要谈判者去挖掘、发现，最好能用明确的语言和文字表达出来，以便谈判双方了解和掌握它(3)协调分歧利益。
利益上、观念上、时间上的分歧，都可以成为协调分歧的基础。
协调利益的一种有效的方法是指出自己能接受的几种方案，问对方更喜欢哪一种。
要千方百计寻求对你代价低，对对方好处多的方案，要在分歧中求生存6商务谈判的类型有哪些(1)国内商务谈判和国际商务谈判；(2)商品贸易谈判和非商品贸易谈判；(3)一对一谈判、小组谈判和大型谈判(4)主座谈判、客座谈判、主客座轮流谈判和中立地点谈判；(5)传统式谈判和现代式谈判；(6)不求结果的谈判、意向书与合同书的谈判、准合同与合同的谈判、索赔谈判7在客座商务谈判时，客方必须注意哪几个方面(1)要入境问俗、入国问禁。
商务谈判简答
1、What are the fundamental elements of negotiation?A: The Fundamental Elements of Negotiation are Negotiator, Negotiating topic and Negotiating background.Negotiator: Those who are engaged in negotiation.On-table/off-table negotiatorNegotiating topic: Specific problems that should be discussedTopic should be common interestNegotiating background: Objective condition of negotiationEnvironment/organization/staff background 2、Please explain the features, disadvantage and advantage of soft negotiation, hard and principled negotiation respectively? A:①soft negotiation:Features:1、To consider opponent as friend, emphasis to build mutual good relations ,strengthen mutual understanding and Friendly consultations2、The power o f one party is inferior to another’s;orboth parties had been making friends for many years; to take effort to pursue the long-term of interestsAdvantage: Easy to approach agreement ,high efficiency, maintain and strengthen the bilateral relationDisadvantage: Blindly compromise and concessions to give the opponent opportunity②hard negotiation:Features:To consider 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.Advantage: much more pressure imposed on the opponent ,to promote the agreementDisadvantage:Easy to cause deadlock and lead to failure of performing agreement and maintaining the long-term cooperation.③principled negotiation:Features: To negotiate based on equalityAdvantage:To separate the people from the problemDisadvantage:To insist on using objective criteria3、How do you understand the conflict in the business negotiation?A:1.Parties in conflicts are interdependent , which means there remainsa kind of relationship developed by interrelated interests and concerns.There would be no conflict if two parties were not interrelated and had nothing to do with each other.2.Contradictions and interests coexist. If there are only contradictions and no sharing of common interests, negotiation becomes groundless and unnecessary.3.Two parties in a conflict will naturally fight for each other’s own interests and make every effort to gain more from the other side, as a result it will reduce gain of interests expected initially.4、Please explain the three stages of business negotiation?A:The three Stages of business negotiation are Pre-negotiation, Face-to-face negotiation and Post-negotiation.The pre-negotiantion stage:1、The pre-negotiantion stage begins from the first contactbetween the two sides whose interest in doing business with each other is shown.2、It is from this stage on that both sides begin to understand oneanother’s needs and evaluate the benefits of entering intothe process of negotiation.3、The main issue here is to define the problem to be jointlysolved for it .environmental factors and information collection are two main task during this stage.The Face-to-face negotiation stage:1）Introducing team members2）Discussing agenda3)five phase will proceed:• A exploration B bidding C bargaining D settling & ratifyThe Post-negotiation stage:Post negotiation or wrapping up is the last phase of a negotiation: •(1) The contract is being drawn up and to be signed.•(2)the terms agreed on should be read to each after the concessions are exchanged.•(3)Pay enough attention to details to make sure the perfect implementation of the contract; the performance of the contract that is significant,not just the negotiation itself.•In a word, 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 do you think about the Assumptions during the negotiation?A: Assumptions are a vital part of negotiations. In entering a negotiation, a man is severely handicapped unless he reviews his ownassumptions---and anticipates the assumptions of the other party.The negotiator must never forget that what his or her assumptionsare only a guess or a probability. It is necessary for us to reexamine our supercargo of assumptions. Some are wrong and must be discarded.Others need to be modified. Still others remain valid.6、How do you break the barrier of listening?A: simple rules at the same time that will actually help you maximize thebenefit you get from what the other person is sayingFirst of all, if you find the subject dull and would normally gooff on a mental tangent, recognize that you are trapped into listening anyway and force yourself to tune in for any new knowledge that you can perhaps sift out. Try to develop an interest and grasp the meaning of thebroad things being said.Second, we tend to dismiss statements if they come from peoplewe consider unimportant. Withhold judgment until your comprehension of the speaker’s proposal is complete. The good listener will hear out theother person before passing judgment and framing rebuttals.Third, do not turn yo urself off simply because the speaker’sdelivery is poor or unintelligible. The speaker may still know a lot more about the subject than it appears. Make every effort to understand what is being said.*7、How do you ask question appropriately and make effective respectively?A: There are two ways to assure a high degree of reliability for answersto your questions.One way is to lay the foundation for asking them.The second method of assuring the reliability of answers to yourquestions is through the use of the tactic called “bipolar questioning.”Because uncertainty is one of the prime factors in making poor orbad deals, you must force yourself to ask questions that make you uncomfortable. Have the courage to pry into the other person’s affairs if the facts you are looking for are important to your decision. Have the courage to ask what may seem to be dumb questions. Have the courage to ask questions that you feel will be evaded. Evasion itself will give you information you need to know. Be quiet after you ask your question. Make silence your tool for encouraging the other person to talk more and more and more. Be persistent in following up your questions when they evade.8、What kind of requirements must be needed for the chief negotiator?A:Generally speaking the chief negotiator must meet the following requirements:①He must exercise a high degree of self-control and keep the teamon track under trying circumstances.②The chief negotiator should be able to use the specialization ofeach member to its maximum advantage.③The chief negotiator’s greatest skill is the ability to deal withpressure from a variety of directions.④Candidates for chief negotiator should also be technically astutewith regard to both the company’s products and modern day information technology.9、What are the disadvantage and advantage for individual negotiation and team negotiation respectively?A: The advantages of a single negotiator might be:①to prevent the opposer from aiming questions at the weakermembers of the team or creating disagreement among teammembers;②to prevent from placing complete responsibility on oneperson;③to prevent the weakening of stated positions throughdifferences of opinion between team members④to avoid making on-the-spot decisions.But it has a very high level requirement of the negotiator. 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.Especially when the other party send in some experts, it’s really hard for a single one to manage all on his own. In this case in order to get an effective negotiation result it’s better to have a team, a team of two members though, with one as leader is better than a single negotiator.On the other hand, a team might be best because①it would use a number of people with different technicalbackgrounds 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.But 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. Many members in a team will interfere with the negotiation efficiency. So keep the negotiation team as small as possible. And this will result in a favorable position in the negotiation.10、What are the desirable target, acceptable target and bottom target?A:The desirable target is what we wish to attain but in reality rarely reach. It serves two purposes in negotiations：setting a potential goal for negotiators to strive for and leaving room for bargaining in negotiations. The acceptable target is what we make all efforts to achieve. If we take advantage of their power and strength, and manage the negotiations skillfully, the acceptable target is attainable and very often can be gained. The bottom target is what we will defend and safeguard with all our might. Unless the bottom target is met, we would block further discussion and announce failure of negotiations. In other words, we would never give up the targets or benefits and there is no room to bargain.11、What’s about the advantages while the major issue is listed first/the minor issue is listed first?A: The issues might be listed so that the major ones are discussed first. This will prevent wasting time on minor issues and to make sure of leaving sufficient time to discuss the major onesMinor issues might be listed first so that you can begin the negotiation by making concessions, expecting that as the issues become more important you will get concessions in return.12、What are the advantages and disadvantages for host venue, guest venue and the third party’s venue?A: The general rule that you do better at home is not surprising. Scientific research indicates that you will do best in a negotiation when you are at your home office and the other party is in unfamiliar territory.The host venue has the following advantages:①it enables you to get the approval that may be necessary onproblems that you did not anticipate;②it prevents the other side from concluding the negotiationprematurely and leaving, which he might do if he is in his ownoffice;③you can take care of other matters and have your own facilitiesavailable while you are handling the negotiation;④it gives you the psychological advantage of having the otherside come to you;⑤it saves you money and traveling time.The guest venue has the following advantages:①you can devote your full time to the negotiation without thedistractions and interruptions that your office may produce;②you can withhold information, stating that it is not immediatelyavailable;③you might have the option of going over your opposer’s head tosomeone in his higher management；④the burden of preparation is on the opposer and he is not free fromother duties.The third party’s venue: meet on neutral grounds:(1) It is fair for both parties;(2) no one will have the psychological edge(3)disadvantage:the risk of intervene from the third party.13、Why do we should set the “ highest ” defensible bidding as seller?A:The opening bid needs to be “the highest” because:①The opening bid sets a limit beyond which we cannot desire. Oncemade, we cannot normally put in a higher bid at a later stage②Our first bid influences others in their valuation of our offer③A high bid gives scope for manoeuvre during the later bargainingphases④The opening bid has a real influence on the final settlement level.The higher we set the more we shall achieveThe opening bid needs to be high. At the same time it must be defensible.The bidding side should not only seek to his own advantage but also take the acceptable possibility of the other side into consideration14、Please explain the advantage and disadvantage of the first bid.A:The advantages are associated with the establishment of influence. Most people take the first bid to be a good idea.To some extent first bid is more influential than responsive bid. The first bid confines the bargaining into a special frame of the first bid so as to reach a more favorable agreementA disadvantage is that when a party hears another party’s opening bid, they can then make some final adjustment in their own thinking. A new element of information is provided about regarding a party’s starting point, providing modification to their own bidding to gain fresh advantage.Another disadvantage is that others may try to concentrate on attacking our bid, trying to drive us down and down without giving us any information about their own position.15、What’s the basic principle that govern concessions in bargain stage?A: The basic principles that govern concessions in bargaining are:①A concession by one party must be matched by a concession of theother party②It’s better for the pace of concession to be as little as possible andthe frequency of concession to be slow. What’s mor e the pace of concession must be similar as between the two parties.③A party should trade their concessions to their own advantage,doing their best to give the other party plenty of satisfaction even if concessions are small④A party must help the other party to see each of their concessionsas being significant⑤Move at a measured pace towards the projected settlement point⑥Reserve concessions until they are needed.16、How do you break the impasse?A: In general, there are nine ways to break the impasse:①keep it fluid②seeking easy escape routes③use time breaks either as recesses within a particular negotiationmeeting or as breaks between meetings④look to bringing in third party arbitrators or even third partychairmen to control further negotiation.⑤to move out of the negotiating arena into some ambience in whichinformal discussion can take place⑥to make some changes on the team⑦bring in the bosses from back home⑧to insist on argument⑨never compromise17、What are the characteristics of the final offer toward the settlement?A: Characteristics of the final offer are:1)It should not be made too soon2)It must be big enough to symbolize closure3)Negotiating to our advantage demand the last halfpenny4)give him that satisfaction18、what time do we use the recess during negotiation?A: We can use the recess during negotiation in the following time:①at the end of a phase in the negotiations;②before issue identification;③when nearing an impasse;④team maintenance needs;⑤breaking a trough.19、What is the recommended procedure to get a recess?A: They are following:⑥state the need for a recess;⑦summarize and look forward;⑧agree on the duration of the recess;⑨avoid fresh issues. If others want to insert anything further, askthem to wait until after the recess.20、What are the evaluation standards of business negotiation? A: The evaluation standards of business negotiation can be summarized as the following:1)Realization degree of the business negotiation objectives;2)Negotiating efficiency;3)The personal relationship after negotiatingTo sum up , a successful negotiation must be one in which both sides’ needs are met.21、How do we restart the meeting after recess?A: After the recess, the meeting is re-opened with a miniature version of the steps that are taken to open a negotiation.1)A few moments of ice-breaking, as we again attune ourwavelengths;2)Re-state the progress made on agreed plan;3)Confirm rest of agreed plan or suggest/agree changes to it;4)Re-opening statements, defining positions and interests as they arenow perceived and paving the way to further creative development.22、What kind of strategies should be applied for strong party or weak party respectively?A: The stronger party should choose quick deal.The weaker party should choose either quick deal or hold back, depending on the strategy assumed to have been selected by the opponent.If there is no clear pattern of dominance/subordination, the strategy should be to hold back.23、How do you deal with the difficult people and difficult situation?A: In general, there are seven things one needs to do in dealing with the difficult people and difficult situation.①developing self-control②accurate diagnosis③knowing one’s core values④appropriate anger management⑤role selection⑥doing the unexpected⑦resiliency24、What kind of benefits would conflict lead to?A: if dealt with effectively, conflicts can lead to the following benefits:①conflicts can provide new information about a situation;②conflicts can bring a problem into the open where it can be dealtwith;③conflicts can provide a new perspective on a situation;④conflicts can produce new ideas or new approaches to solvingproblems, if creativity is used;⑤conflicts can lead to a better understanding of oneself, and one’smotivations, goals and behaviorsIn short, an effectively managed conflict can be a learning and growing experience.25、What are the main contents for quotation and offer respectively?A: The main contents for quotation are following:①details of prices, discounts and terms of payment;②a statement or clear indication of what the prices cover③an undertaking as to the date of delivery or time of shipment;④the period for which the quotation is valid;A satisfied offer will include the following:① name of commodities, quality, quantity and specifications;② unit price and type of currency;③ terms of payment and discounts;④indication of what the price covers;⑤packing conditions and date of delivery;⑥the term of validity of the offer;26、What are the differences between the offer and quotation? A: An offer is different from a quotation .The quotation is just an indication of price without contractual obligation, while the offer is a definite commitment on the part of a supplier.A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time. It can develop into a contractual obligation. Therefore, once it is accepted by a buyer, the seller cannot revoke it .。
国际商务谈判--简答题
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
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
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。
商务谈判简答题
三、简答题（每题6分，共5题，合计30分）1 商务谈判过程包括哪几个阶段？/ 谈判开局阶段、谈判报价阶段、谈判磋商阶段、谈判成交阶段2 商务谈判构成要素有哪些？/ 谈判主体、谈判客体、谈判环境3 一般的商务谈判团队需要配备哪几种人员?/ 商务人员、技术人员、法律人员、翻译人员、首席代表、记录人员、财务人员4 评估商务谈判的标准有哪些？/ 谈判者自身需要是否得到基本满足、谈判是否富有效率、谈判之后与对方关系是否良好5 马斯洛需要层次理论按照需要的满足顺序把人的各种需要分为哪几个层次？/ 生理需要、安全需要、社交需要、尊重的需要、自我实现的需要6 列举谈判磋商阶段任意八个策略。
/ 投石问路、以理服人、吹毛求疵、先苦后甜、声东击西、步步为营、疲劳轰炸、走马换将、后发制人、故布疑阵、以林遮木、权力有限、不开先例、最后通牒、软硬兼施、积少成多、休会策略、感情投资等7 信息情报搜集的方法和途径。
/ 实地考察、通过各种信息载体、通过各类专门会议、通过与谈判对手有过交往的企业与人员8 成交阶段主要目标有哪几方面？/ 力求尽快达成协议、尽量保证已取得的利益不丧失、争取最后的利益收获9 列举四个开局阶段策略。
/ 一致协商式开局策略、坦诚式开局策略、慎重式开局策略、进攻式开局策略10 列举制定商务谈判策略的步骤。
/ 了解影响谈判的因素、寻找关键问题、确定具体目标、形成假设性方法、深度分析假设方法、形成具体谈判策略、拟定行动计划草案11 列举谈判地点有哪几种选择。
/ 在己方地点谈判、在对方地点谈判、在双方所在地交叉轮流谈判、在第三地谈判12 谈判目标可分为哪三个层次？/ 最低限度目标、可接受目标、最优期望目标13 列举情报信息搜集主要内容。
/ 政治状况、法律制度、宗教信仰、商业习俗、价值观念、气候因素14 列举任意四个报价阶段策略。
/ 价格起点策略、除法报价策略、加法报价策略、差别报价策略、对比报价策略、数字陷阱15 谈判风格的作用是什么？/ 营造良好的谈判氛围、为谈判策略提供依据、有助于提高谈判水平。
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商务谈判简答题：1.商务谈判应遵循哪些主要原则？（P28）⑴自愿原则，它是指作为谈判主体的当事各方，不是屈服于某种外来的压力和他人的驱使，而是出于自身利益目标的追求和互补互惠的意愿来参加谈判的。
自愿原则商务谈判的前提。
⑵平等原则，它是指商务谈判中无论各方的经济实力强、弱，组织规模大、小，其地位都是平等的。
平等原则是商务谈判的基础。
⑶互利原则，它是指谈判达成的协议对各方都是有利的。
互利是平等的客观要求和直接结果。
⑷求同原则，它是指谈判中面对利益分歧，从大局着眼，努力寻求共同的利益。
⑸效益原则，它是指商务谈判要重视效益，不仅要节约谈判成本，重视谈判自身效益，而且，也要重视谈判项目的社会效益。
⑹合法原则，它是指商务谈判必须遵守国家的法律、政策，国际商务谈判还应当遵循有关的国际法和对方国家的有关法规。
2.如何评价商务谈判的成败？评价商务谈判的成败，从根本上来说，就是要以效益原则为指导，既要考察谈判带来的经济利益，又要考察投入的谈判成本;既要考察经济效益，又要考察社会效益，以克服商务谈判中的单纯经济观点和短期行为，具体来说包括：⑴经济利益。
评价商务谈判的成败，不能离开交易各方可以获得的直接的经济利益，可以说交易各方获得饿经济利益的大小，是评价商务谈判成功与否的首要标准。
⑵谈判成本。
商务谈判是一个“给”与“取”兼而有之的过程。
为了获得期望的交易利益，也需要一定的投入，这种投入就是商务谈判的成本代价。
谈判成本包括费用成本和机会成本。
⑶社会效益，它是指商务谈判所产生的社会效果和社会反映。
社会效益包括多方面的内容，有些是有形的，有些是无形的；有些是可以计量的，更多是不能计量的，只能定性描述。
计量的指标形式不是以价格为量纲，多通过社会效果、社会声誉、社会福利等你来反映。
3.技术贸易中技术价格的确定受哪些因素的影响？（P46）⑴影响技术价格的因素，从转让方的角度，主要有以下方面：①技术开发费，指该技术设计、试验、制造等人力、物力消耗的成本②技术转让费，指为转让技术而发生的直接费用，包括接待考察费、技术资料费、咨询服务费、人员培训费等③利润损失补偿费指由于技术转让，转让方失去了利用该技术获取市场利润的机会和引进方使用该技术增加了转让方的竞争压力并缩小了转让方的商品市场而导致的利益损失的补偿。
⑵影响技术价格的因素，从引进方的角度，主要有以下方面：①技术的使用价值，即技术对提高产品质量、生产效率、节约消耗、改善劳动条件和社会环境等的贡献。
贡献越大，则技术形成的利润和带来的效益越大，愿意付出的费用也越高。
②技术的水平，及技术发展阶段和先进程度。
③技术的供需状况，包括技术的来源和市场需求两个方面。
一方面，如为独家的垄断技术，往往需高价引进；某技术已为多家掌握并面临未来的竞争威胁，则应低价引进。
另一方面，若某技术的市场需求较大，其产品在竞争中有较大的优势，切勿替代品，则此技术的费用就会较高；反之，费用则较低。
④科研发达能力、技术实力较强，具有开发技术潜在条件的公司，一般不轻易引进耗资过高的技术，或应降价引进。
⑤技术许可的类型，不同类型的技术许可，引进方获得的权益不同，独占和排他许可的价值较高，普遍许可的价格较低。
⑥技术使用的支付方式。
采用一次总算的支付方式要比分期提成的支付方式费用低。
⑦一揽子交易条件。
4.说明许可贸易的主要类型。
①独占许可独占许可，指技术的转让方给予引进方在规定地区拥有使用、制造和销售的独占权或垄断权，而转让方和任何第三方在该地区内均无这一技术的使用、制造和销售权。
②排他许可排他许可指技术的转让方给予引进方在规定地区拥有使用、制造和销售权，而转让方在该地区除自己保留这种权利外不得再给予第三方。
③普通许可普通许可，指技术的转让方给予引进方在规定地区拥有使用、制造和销售权，但转让方在该地区仍保留自已和再转让给任何第三方的权利。
④可转售许可，也称“分许可”指技术的引进方有权将所得到的权利在其所在的地区内转售给第三方。
⑤互换许可，指双方以各自的技术互相交换、互不收费。
5.技术贸易中技术价格的支付方式主要有哪几种？①一次总算，即签订合同时将技术转让的全部费用一次算定。
②提成，即在签订合同时并不确定技术转让费的总额，而是引进方技术投产后的经济交易中陆续提取一定比例作为技术转让的费用。
③入门费加提成，它是以上两种的结合，即签订合同后先支付一定款额，称之为“入门费”，以后再按合同规定支付提成费。
6.请你设计一份商务谈判计划书的格式。
7.谈判组织构成原则和人员配备方式是什么？（P96）●(1)知识互补，它包含两层意思：一是谈判人员具备自己专长的知识，都是处理不同问题的专家，在知识方面相互补充，形成整体的优势。
二是谈判人员书本知识与工作经验的知识的互补。
(2)性格协调。
谈判队伍中的谈判人员性格要互补协调，讲不同性格的人的优势发挥出来，互相弥补其不足，才能发挥出整体队伍的最大优势。
(3)分工明确。
谈判班子里的每一个人都要有明确的分工，担任不同的角色。
●⑴谈判队伍的领导人。
其负责整个谈判工作，领导谈判队伍，具有领导权和决策权。
有时谈判领导人也是谈判的主谈人。
⑵商务人员。
其由熟悉商业贸易、市场行情、价格形势法瑞贸易专家担任，商务人员要负责合同条款和合同价格条件的谈判，帮助谈判方理出合同文本，负责经济贸易的对外联络工作。
⑶技术人员。
其由熟悉生产技术、产品标准和科技发展动态的工程师担任，负责谈判中有关生产技术、产品性能等问题的谈判，也可为商务谈判中价格决策做技术顾问。
⑷财务人员。
其由熟悉财务会计业务和金融知识，具有较强的财务核算能力的财会人员担任。
⑸法律人员。
其由精通经济贸易各种法律条款，以及法律执行事宜的专职律师、法律顾问或本企业熟悉法律的人员担任。
负责合同条款的合法性、完整性、严谨性⑹翻译。
其由精通外语、熟悉业务的专职或兼职翻译担任，主要负责口头与文字翻译工作，在涉外谈判中翻译的翻译水平将直接影响到谈判双方的有效沟通和磋商。
8.背景调查有哪几种方法？(1)访谈法调查者直接面对访问对象进行问答，包括个别对象采访，也包括召集多人举行座谈。
(2)问卷法问卷的设计要讲究科学性和针对性，既有封闭式问题又要有开放式问题。
(3)文献法从公开出版的报纸、杂志、书籍中收集，也可以从未公开的各种资料、文件、报告中收集。
(4)电子媒体收集法电子媒体指电话、电脑、电视、广播等媒体。
通过电子媒体收集信息可以及时获取最新信息。
(5)观察法观察法是指调查者亲临调查现场收集事物情景动态信息。
(6)实验法实验法即对调研内容进行现场实验的方法。
9.谈判开局阶段的基本任务和目标是什么？（P115）●谈判开局阶段的基本任务(1)谈判通则的协商“4P”：即目的(Purpose)、计划(Plan)、进度(Pace)及成员(Personalities)四个方面内容。
(2)营造适当的谈判气氛(3)开场陈述和报价谈判气氛会影响谈判者的谈判情绪和行为方式，进而影响到谈判的发展。
①双方各自陈述己方的观点和愿望，并提出倡议②在陈述的基础上进行报价报价分为狭义报价和广义报价：狭义报价是指一方向另一方提出己方希望成交的具体价格；广义报价是指一方向另一方提出的包括具体价格的一揽子要求。
●谈判开局阶段的目标这一阶段的目标主要是对谈判程序和相关问题达成共识；双方人员互相交流，创造友好合作的谈判气氛；分别表明己方的意愿和交易条件，摸清对方的情况和态度，为实质性磋商阶段打下基础。
10.谈判结果有哪几种？哪一种是最可取的？(P129)商务谈判结果可以从两个方面看：一是双方是否达成交易；二是经过谈判双方关系发生何种变化。
我们将以上两个方面的结果联系起来分析，可以得出六种谈判结果:(1)达成交易，并改善了关系 (2)达成交易，但关系没有变化(3)达成交易，但关系恶化 (4)没有成交，但改善了关系(5)没有成交，关系也没有变化 (6)没有成交，且关系恶化●(1)达成交易，并改善了关系这是最可取的谈判结果，因为双方谈判的目标顺利完成，并且实现交易，双方关系在原有的基础上得到改善，促进今后进一步的合作。
这是最理想的谈判结果，即实现了眼前的利益，又为双方长远利益的发展奠定了良好的基础。
11.从哪些方面可以判定谈判终结？（P126）（1）从谈判涉及的交易条件来判定这个方法是指从谈判所涉及的交易条件解决状况来分析判定整个谈判是否进入终结。
①考察交易条件中尚余留的分歧从数量上看，如果双方已达成一致的交易条件占据绝大多数，所剩的分歧数量仅占极小部分，就可以判定谈判已进入终结阶段。
从质量上看，如果交易条件中最关键最重要的问题都已经达成一致，仅余留一些非实质性的无关大局的分歧点，就可以判定谈判已进入终结阶段。
②考察谈判对手交易条件是否进入己方成交线成交线是指己方可以接受的最低交易条件，是达成协议的下限。
如果对方认同的交易条件已经进入己方成交线范围之内，谈判自然进入终结阶段。
③考察双方在交易条件上的一致性谈判双方在交易条件上全部或基本达成一致，而且个别问题如何做技术处理也达到共识，可以判定终结的到来。
(2)从谈判时间来判定①双方约定的谈判时间②单方限定的谈判时间③形势突变的谈判时间(3)从谈判策略来判定①最后立场策略谈判者经过多次磋商之后仍无结果，一方阐明己方最后的立场，讲清只能让步到某种条件，如果对方不接受，谈判即宣布破裂；如果对方接受该条件，那么谈判成交。
②折中进退策略折衷进退策略是指将双方条件差距之和取中间条件作为双方共同前进或妥协的策略。
③总体条件交换策略双方谈判临近预定谈判结束时间或阶段时，以各自的条件做整体一揽子的进退交换以求达成协议。
12.商务谈判战略和商务谈判策略是否相同？(P195)(1)商务谈判战略又称为商务谈判宏观策略。
它是指实现谈判总目标的原则性方案与途径。
其目的主要是获取谈判的全局利益，实现谈判的长远利益。
商务谈判战略具有完整性、层次性、阶段性、相对稳定性等特点。
(2)商务谈判策略又称为商务谈判微观策略，是完成或实现商务谈判战略的具体方案、手段、战术的总称。
是是商务谈判策略旨在赢得局部的或阶段性的利益。
它具有派生性、单一性、应变性和针对性等特点。
商务谈判战略与商务谈判策略仅仅是一种理论上的区别。
在谈判实践中，它们既对应存在又相互转化。
应该注意的是，无论是商务谈判战略还是策略，都不是商务谈判的最终目标。
从一定意义上讲，它们都是解决问题的方式、方法。
13.请谈一谈会见时的介绍礼仪？(P274) 看书14.请谈一谈社交场合握手的基本规则？（P285）看书15.怎样才能做好迎送礼仪工作？（P270）看书（1）确定迎送规格迎送规格主要依据三方面的情况来确定，即前来谈判人员的身份和目的，我方与被迎送者之间的关系以及惯例。
（2）掌握抵达和离开的时间（3）做好接待的准备工作商务谈判计划书（资料素材和资料部分来自网络，供参考。