1403批次之前的,北外《国际商务谈判》第1-8单元自测
国际商务谈判知到章节答案智慧树2023年外交学院
国际商务谈判知到章节测试答案智慧树2023年最新外交学院绪论单元测试1.Negotiation is an integral part of daily life and the opportunities to negotiatesurround us. （）参考答案:对第一章测试1.Due to advances in technology and changes in the workplace, negotiation isbecoming: （）参考答案:An increasingly important skill for people to hone.2.Which of the following is least likely a negotiation situation? （）参考答案:The invitation you receive to a party says you can bring a friend.3.Implicit in all negotiations is that the parties are: （）参考答案:interdependent.4.The basic problem in most negotiations is: （）参考答案:Conflicting interests.5.Negotiation is a process reserved only for the skilled diplomat, topsalesperson, or ardent advocate for an organized lobby. （）参考答案:错第二章测试1.The first step of the first stage of a negotiation is: （）参考答案:Pre-negotiation preparation.2.Effective negotiation preparation encompasses three general abilities:situation assessment, other-party assessment, and _______.（）参考答案:self-assessment3.BATNA is short for ‘Best Alternative To a Negotiated Agreement’.（）参考答案:对4.In order to reach a successful negotiation outcome, the negotiators mustunderstand that their BATNA is: （）参考答案:determined by objective reality5.When, you are asked about your desired salary in a job interview, what is thebest response to use with the prospective employer? （）参考答案:Identify a variety of different combinations of highly attractive offerpackages and present those packages to the employer6.What is meant by the hidden table in a negotiation? （）参考答案:Important parties who are the real decision makers are not present at the negotiation table7.The strategic planning stage of preparation includes: （）参考答案:Defining the situation, establishing the desired goals, formulating astrategy and deciding how to implement the strategy.8.To achieve the greatest gains, negotiators should stick to the script theycreated during the preparation phase. （）参考答案:错第三章测试1.Negotiators who are highly concerned with achieving their substantive goalsbut have significantly less concern for the relationship or for the otherparty’s substantive goals are likely to adopt: （）参考答案:A distributive strategy.2.Accommodative strategies emphasize: （）参考答案:null3.Win-win negotiation does not pertain to how the pie is ____ but rather, to howthe pie is _____ by negotiators.（）参考答案:divided ; enlarged4.In a positive bargaining zone, negotiators’ reservation points overlap. If theparties fail to reach an agreement when a positive bargaining zone exists, the outcome is ______ because ______.（）参考答案:a suboptimal impasse; the negotiators left money on the table5. A negative bargaining zone indicates that:（）参考答案:there is no positive overlap between the parties’ reservation points6.The package of issues for negotiation is the Bargaining mix. （）参考答案:对7.Context issues (e.g., history of the relationship) can affect negotiation. （）参考答案:对8.To negotiate optimally, each party’s interests should be kept secret from theother party.（）参考答案:错9.The strategy of an integrative approach to negotiation involves: （）参考答案:Creating value.10.The situational characteristics that determine which negotiating strategy ismost appropriate are: （）参考答案:Goals, resources, and the level of the relationship and trust.第四章测试1.What are the most critical precursors for achieving negotiation objectives?（）参考答案:Effective strategizing, planning and preparation2.What action can be taken after the first round of offers? （）参考答案:All of the above.3.When formulating counteroffers and concessions, negotiators need toconsider three things: （）参考答案:the pattern, the magnitude, and the timing of concessions4.Drawing up a firm list of issues before the initial negotiation meeting is avaluable process because it forces negotiators to think through theirpositions and decide on objectives. （）参考答案:对5.Each party's resistance point is openly stated at the conclusion ofnegotiations. （）参考答案:错第五章测试1.Selective presentation can be used to lead the other party to form the desiredimpression of your resistance point or to open up new possibilities foragreement that are more favorable to the presenter than those that currently exist.（）参考答案:对2.Hardball tactics are designed to （）参考答案:null3.Studies indicate that negotiators who make low or modest opening offers gethigher settlements than do those who make extreme opening offers. （）参考答案:错4.One way negotiators may convey the message that "this is the first offer" isby making the first concession substantial. （）参考答案:错5. A small concession late in negotiations may indicate that there is little roomleft to move. （）参考答案:对ing objective criteria is most effective when each party searches for itsown criteria as opposed to searching for objective criteria together. （）参考答案:错7.Which of the following is a major step in the integrative negotiation process?（）参考答案:All of the above are major steps in the integrative negotiation process.8.In which major step of the integrative negotiation process of identifying anddefining the problem would you likely find that if the problem is complex and multifaceted the parties may NOT even be able to agree on a statement of the problem? （）参考答案:state the problem with an eye toward practicality andcomprehensiveness.9.What approach(es) can parties use to generate alternative solutions byredefining the problem or problem set? （）参考答案:logrolling;nonspecific compensation10.In brainstorming（）参考答案:parties are urged to be spontaneous and even impractical.11.When formal channels of communication break down, negotiators arepermitted to finding alternatives and can use which of the following? （）参考答案:all of the above12.If both parties understand the motivating factors for the other, they mayrecognize possible compatibilities in interests that permit them to inventpositions which both will endorse as an acceptable settlement. （）参考答案:对13.Hardball tactics work most effectively against powerful, well-preparednegotiators. （）参考答案:错14.Which of the following processes is central to achieving almost all integrativeagreements? （）参考答案:null15.What are the strategies for responding to hardball tactics?参考答案:Co-Opt the other party;Ignore them;Respond in kind;Discuss them第六章测试1.Research studies suggest that culture does have an effect of negotiationoutcomes, although it may not be direct and it likely has an influence through differences in the negotiation process in different cultures.（）参考答案:对2.The best approach to manage cross-cultural negotiations is to be insensitiveto the cultural norms of the other negotiator's approach. （）参考答案:错3.Which of the following best describes the differences between individualismand collectivism as cultural values in negotiation? （）参考答案:Individualists see themselves as autonomous entities; collectivists seethemselves in relation to others4.Negotiators who belong to which of the following cultures are likely toengage in a reciprocal offering strategy? （）参考答案:High context/collectivistic.5.Which of the following strategies should negotiators with a low familiaritywith the other culture choose? （）参考答案:null。
国际商务谈判试题（08）及参考答案
国际商务谈判试题（08）及参考答案
国际商务谈判试题（08）及参考答案
国际商务谈判试题（08）
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. 一般商品的买卖谈判即（）
A. 货物买卖谈判
B.劳务买卖谈判
C. 技术贸易谈判
D. 违约赔偿谈判
2. 下列各项中，不．属．于．唠叨谈判对手的性格特征
的是（）
A. 爱刨根问底 B .好驳倒对方
C. 心情较为开朗
D. 行为表情不一
3. 谈判必需的工作人员在谈判队伍中属于
（）
A. 第一层次 B .第二层次
C.第三层次
D.第四层次
4. 很注重谈判礼仪，十分在意谈判地点的选择，喜欢在有名气的酒店、饭店等
会晤洽谈，他们是（）
A. 日本人
B. 美国人
C.韩国人
D.法国人
5. 按照惯例，商务谈判中先报价的应是（）
A. 买方
B.卖方
C.第三方
D.中立方
6. 能用口头表达和解释的，就不要用文字来书写。
这充分说明，进行报价解释时必须（）A. 不问不答 B .有问必答
C .避虚就实
D .能言不书
7. 出口商在了解进口商的需求时应提（）
A. 封闭式问题
B. 开放式问题
C. 证明式问题
D. 协商式问题
8. 拉夫?尼可拉斯经过研究发现，即使是积极地
听对方讲话，按原意听取了的讲话内容只占（）
A.1/2
B.1/3。
北外《国际商务谈判》清考作业(标准答案)
第1页（共2页）
管理学作业答题纸
国际商务谈判清考作业答题纸
学籍号：姓名： _ ____________
学习中心：分数：班级： _______________ 批改老师：
本次作业满分为100分。
请将每道题的答案写在对应题目下方的横线上。
题目1 [50 分]
题目1：均势谈判技巧中货比三家是如何实现的？使用时有哪些问题需要注意？（出自第六单元）
答：(1)货币三家技巧，即在谈判某笔交易时，同时与几个供应商或采购商进行谈判，以选其中最优的一家的技巧。
（2）1.所选对象要势均力敌，比起来才有劲
2.时间安排要便于分组穿插谈判，且可及时将各组谈判结果汇总。
时间安排包括日程、方式和人员的安排。
国际商务谈判练习题.doc
国际商务谈判练习题项目一【知识强化训练】一、重点概念题1.商务谈判2.国际商务谈判3.国际商务谈判原则4.软式谈判5.硬式谈判6.原则式谈判二、单项选择题1.国际商务谈判屮常见的谈判类型是( )A客座谈判B小组谈判C “一对一”谈判D大型谈判2.谈判的核心是（）A说服对方接受自己的观点或做法, 实现自己的利益B信息交换与信息共享C谈判的结果具有法律后果D主体地位平等，利益互惠3.适用于国际大宗商品或成套项目买卖的谈判是（）A主座谈判B客座谈判C主客座轮流谈判D第三地谈判4.国际商务谈判的最大特点是（)A政策性B跨文化性C国际性D复杂性5.参与国际商务谈判的前提条件是（)A诚实信用B据理力争C求同存异D平等互利6.商务谈判的核心议题是（A获得经济利益B价格C互惠互利、双赢D当事人进行协商调整、妥协让步7.在商务谈判中双方平等协商、以诚相待、客观公正、互谅互让、力求双赢，最终实现互惠合作的谈判方式是（）A软式谈判B硬式谈判C原则式谈判D软式和硬式相结合的谈判三、多项选择题1.谈判的特点（）E 谈判的政策性2. 国际商务谈判的特征有（）A 国际性B 跨文化性C 复杂性D 困难性E 政策性3. 在国际商务谈判中引入的客观标准必须符合的要求是（）A 必须符合国际惯例B 具有科学性和权威性C 具有合法性和可操作性D 必须符合谈判方所在国的技术标准E 具有独立于谈判各方主观意志Z 外的客观性。
4. 国际商务谈判按谈判形式分为（）A “一对一”谈判B 小组谈判C 买方谈判D 大型谈判E 卖方谈判5. 在国际商务谈判中要把握互惠互利原则，必须注意（）A 寻找共同目标事项B 扌宾弃细枝末节C 引入客观标准D 言之有据，以理服人E 善于适当妥协6. 国际商务谈判的构成要素有（）A 谈判主体B 谈判客体C 谈判议题D 谈判磋商E 谈判结杲四、 简答题1. 按商务谈判的态度可将商务谈判分为哪儿类？在正确选择这儿类谈判方式时应注意 的问题有哪些？2. 按在交易中的地位可将商务谈判分为哪儿类？各有什么特征？3. 简述商务谈判的特征。
国际商务谈判自测题Chapter_1
Chapter 1The Nature of NegotiationFill in the Blank Questions1、People ____________ all the time、Answer: negotiate Page: 22、The term ____________ is used to describe the competitive, win-lose situations such as hagglingover price that happens at yard sale, flea market, or used car lotAnswer: bargaining Page: 33、Negotiating parties always negotiate by ____________、Answer: choice Page: 64、There are times when you should _________ negotiate、Answer: not Page: 65、Successful negotiation involves the management of ____________ (e、g、, the price or the termsof agreement) and also the resolution of ____________、Answer: tangibles, intangibles Page: 86、Independent parties are able to meet their own ____________ without the help and assistance ofothers、Answer: needs Page: 97、The mix of convergent and conflicting goals characterizes many ____________ relationships、Answer: interdependent Page: 108、The ____________ of pe ople’s goals, and the ____________ of the situation in which they aregoing to negotiate, strongly shapes negotiation processes and outcomes、Answer: interdependence, structure Page: 109、Whether you should or should not agree on something in a negotiation depends entirely upon theattractiveness to you of the best available _________、Answer: alternative Page: 10 – 1210、When parties are interdependent, they have to find a way to ____________ their differences、Answer: resolve Page: 1211、Negotiation is a ____________ that transforms over time、Answer: process Page: 1212、Negotiations often begin with statements of opening ____________、Answer: positions Page: 1313、When one party accepts a change in his or her position, a ____________ has been made、Answer: concession Page: 1314、Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of____________ and the dilemma of ____________、Answer: honesty, trust Page: 1415、Most actual negotiations are a combination of claiming and ____________ value processes、Answer: creating Page: 1616、____________ ____________ is analyzed as it affects the ability of the group to make decisions,work productively, resolve its differences, and continue to achieve its goals effectively、Answer: Intragroup conflict Page: 1817、Most people initially believe that ____________ is always bad、Answer: conflict Page: 1918、The objective is not to eliminate conflict but to learn how to manage it to control the ____________elements while enjoying the productive aspects、Answer: destructive Page: 2019、The two-dimensional framework called the ____________ ____________ ____________postulates that people in conflict have two independent types of concern、Answer: dual concerns model Page: 2220、Parties who employ the ____________ strategy maintain their own aspirations and try to persuadethe other party to yield、Answer: contending Page: 23True/False QuestionsT F 21、Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobbyAnswer: False Page: 2T F 22、Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated、Answer: False Page: 3T F 23、 Negotiation situations have fundamentally the same characteristics,Answer: True Page: 6T F 24、 A creative negotiation that meets the objectives of all sides may not require compromise、Answer: True Page: 8T F 25、 The parties prefer to negotiate and search for agreement rather than to fight openly, have one side dominate and the other capitulate, permanently break off contact, or take theirdispute to a higher authority to resolve itAnswer: True Page: 8T F 26、It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or appropriate in the resolution of the tangibles、Answer: False Page: 8T F 27、In any industry in which repeat business is done with the same parties, there is always a balance between pushing the limit on any particular negotiation and making sure the otherparty—and your relationship with him—survives intact、Answer: True Page: 11T F 28、When the goals of two or more people are interconnected so that only one can achieve the goal—such as running a race in which there will be only one winner—this is a competitivesituation, also known as a non-zero-sum or distributive situationAnswer: False Page: 10T F 29、Remember that every possible interdependency has an alternative; negotiators can always say “no” and walk away、Answer: True Page: 12T F 30、 A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments、Answer: False Page: 10T F 31、The value of a person's BATNA is always relative to the possible settlements available in the current negotiation, and the possibilities within a given negotiation are heavilyinfluenced by the nature of the interdependence between the parties、Answer: True Page: 12T F 32、The effective negotiator needs to understand how people will adjust and readjust, and how the negotiations might twist and turn, based on one’s own moves and the others’responses、Answer: True Page: 13T F 33、The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations、Answer: False Page: 14, 15T F 34、 In contrast, non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives、Answer: True Page: 15T F 35、Negotiators do not have to be versatile in their comfort and use of both major strategic approaches to be successful、Answer: False Page: 16T F 36、Differences in time preferences have the potential to create value in a negotiation、Answer: True Page: 17T F 37、C onflict doesn’t usually occur when the two parties are working toward the same goal and generally want the same outcome、Answer: False Page: 18T F 38、Intragroup conflict occurs between groups、Answer: False Page: 18T F 39、Negotiation is a strategy for productively managing conflict、Answer: True Page: 20T F 40、The dual concerns model has two dimensions: the vertical dimension is often referred to asthe cooperativeness dimension, and the horizontal dimension as the assertivenessdimension、Answer: True Page: 22Multiple Choice Questions41、Which perspective can be used to understand different aspects of negotiation?A) economicsB) psychologyC) anthropologyD) lawE) All of the above perspectives can be used to understand different aspects of negotiation、Answer: E Page: 342、To most people the words "bargaining" and "negotiation" areA) mutually exclusive、B) interchangeable、C) not related、D) interdependent、E) None of the above、Answer: B Page: 343、 A situation in which solutions exist so that both parties are trying to find a mutually acceptablesolution to a complex conflict is known as which of the following?A) mutual gainsB) win-loseC) zero-sumD) win-winE) None of the above、Answer: D Page: 344、Which is not a characteristic of a negotiation or bargaining situation?A) conflict between partiesB) two or more parties involvedC) an established set of rulesD) a voluntary processE) None of the above is a characteristic of a negotiation、Answer: C Page: 845、Tangible factorsA) include the price and terms of agreement、B) are psychological motivations that influence the negotiations、C) include the need to look good in negotiations、D) cannot be measured in quantifiable terms、E) None of the above statements describe tangible factors、Answer: A Page: 846、Which of the following is not an intangible factor in a negotiation?A) the need to look goodB) final agreed price on a contractC) the desire to book more businessD) fear of setting a precedentE) All of the above are intangible factors、Answer: B Page: 847、Interdependent parties’ relationships are characterized byA) interlocking goals、B) solitary decision making、C) established procedures、D) rigid structures、E) Interdependent relationships are characterized by all of the above、Answer: A Page: 1048、 A zero-sum situation is also known by another name of a situation、 Which of the following isthat?A) integrativeB) distributiveC) win-loseD) negotiativeE) None of the above、Answer: B Page: 1049、BATNA stands forA) best alternative to a negotiated agreement、B) best assignment to a negotiated agreement、C) best alternative to a negative agreement、D) best alternative to a negative assignment、E) BATNA stands for none of the above、Answer: A Page: 1250、What are the two dilemmas of negotiation?A) the dilemma of cost and the dilemma of profit marginB) the dilemma of honesty and the dilemma of profit marginC) the dilemma of trust and the dilemma of costD) the dilemma of honesty and the dilemma of trustE) None of the above、Answer: D Page: 1451、How much to believe of what the other party tells youA) depends on the reputation of the other party、B) is affected by the circumstances of the negotiation、C) is related to how he or she treated you in the past、D) is the dilemma of trust、E) All of the above、Answer: E Page: 1452、Satisfaction with a negotiation is determined byA) the process through which an agreement is reached and the dollar value of concessions madeby each party、B) the actual outcome obtained by the negotiation as compared to the initial bargaining positionsof the negotiators、C) the process through which an agreement is reached and by the actual outcome obtained by thenegotiation、D) the total dollar value of concessions made by each party、E) Satisfaction with a negotiation is determined by none of the above、Answer: C Page: 1553、Which of the following statements about conflict is true?A) Conflict is the result of tangible factors、B) Conflict can occur when two parties are working toward the same goal and generally want thesame outcome、C) Conflict only occurs when both parties want a very different settlement、D) Conflict has a minimal effect on interdependent relationships、E) All of the above statements about conflict are true、Answer: B Page: 1854、In intragroup conflict,A) sources of conflict can include ideas, thoughts, emotions, values, predispositions, or drives thatare in conflict with each other、B) conflict occurs between individual people、C) conflict affects the ability of the group to resolve differences and continue to achieve its goalseffectively、D) conflict is quite intricate because of the large number of people involved and possibleinteractions between them、E) None of the above describes intragroup conflict、Answer: C Page: 1855、Which of the following contribute to conflict's destructive image?A) increased communicationB) misperception and biasC) clarifying issuesD) minimized differences; magnified similaritiesE) All of the above contribute to conflict's destructive image、Answer: B Page: 1956、In the Dual Concerns Model, the level of concern for the individual's own outcomes and the level ofconcern for the other's outcomes are referred to as theA) cooperativeness dimension and the competitiveness dimension、B) the assertiveness dimension and the competitiveness dimension、C) the competitiveness dimension and the aggressiveness dimension、D) the cooperativeness dimension and the assertiveness dimension、E) None of the above、Answer: D Page: 2257、An individual who pursues his or her own outcomes strongly and shows little concern for whetherthe other party obtains his or her desired outcomes is using another of the following strategies、Which one?A) yieldingB) compromisingC) contendingD) problem solvingE) None of the above、Answer: C Page: 2358、Negotiators pursuing the yielding strategyA) show little interest or concern in whether they attain their own outcomes, but are quiteinterested in whether the other party attains his or her outcomes、B) pursue their own outcome strongly and shows little concern for whether the other party obtainshis or her desired outcome、C) shows little interest or concern in whether they attain their own outcomes, and does not showmuch concern about whether the other party obtains his or her outcomes、D) show high concern for attaining their own outcomes and high concern for whether the otherattains his or her outcomes、E) Negotiators pursuing the yielding strategy demonstrate none of the above behaviors、Answer: A Page: 2359、Parties pursuing one of the following strategies show little interest or concern in whether they attaintheir own outcomes, and do not show much concern about whether the other party obtains his or heroutcomes、 Which of the ones listed below?A) contendingB) compromisingC) problem solvingD) yieldingE) None of the above、Answer: E Page: 2460、Whereas distributive bargaining is often characterized by mistrust and suspicion, integrativenegotiation is characterized by which of the following?A) obligation and perseveranceB) avoidance and compromiseC) influence and persuasivenessD) trust and opennessE) cognition and emotionAnswer: D Page: 26Short Answer Essays61、What are the three reasons negotiations occur?Answer: Negotiations occur for several reasons: (1) to agree on how to share or divide a limitedresource, such as land, or property, or time; (2) to create something new that neither party could do on his or her own, or (3) to resolve a problem or dispute between the parties、 Page: 262、Is the give-and-take process used to reach an agreement the “heart of the negotiation” as mostpeople ass ume”?Answer: While that give-and-take process is extremely important, negotiation is a very complexsocial process; many of the most important factors that shape a negotiation result do not occurduring the negotiation, but occur before the parties start to negotiate, or shape the context around the negotiation、 Page: 363、Why do parties negotiate by choice?Answer: That is, they negotiate because they think they can get a better deal by negotiating than by simply accepting what the other side will voluntarily give them or let them have、 Negotiation is largely a voluntary process、 We negotiate because we think we can improve our outcome or result, compared to not negotiating or simply accepting what the other side offers、 It is a strategypursued by choice; seldom are we required to negotiate、 Page: 664、What are tangible and intangible factors in negotiation?Answer: Tangible factors include quantifiable items, such as the price, terms of agreement, etc、By intangible factors, we are referring to the deeper psychological motivations that may directly or indirectly influence the parties during the negotiation、 Page: 865、What are the three ways that characterize most relationships between parties?Answer: Most relationships between parties may be characterized in one of three ways:independent, dependent, and interdependent、 Page: 9, 1066、Define "zero-sum" situation、Answer: Individuals are so linked together that there is a negative correlation between their goal attainments、 Page: 1167、Describe a “mutual gains” situation、Answer: when parties’ goals are linked so that one person’s goal achievement helps others toachieve their goals, it is a mutual-gains situation, also known as a non-zero-sum or integrativesituation, where there is a positive correlation between the goal attainments of both parties、 Page:1068、What does BATNA stand for?Answer: Best Alternative To a Negotiated Agreement、 Page: 1269、What role do concessions play wh en a proposal isn’t readily accepted?Answer: If the proposal isn’t readily accepted by the other, negotiators begin to defend their own initial proposals and critique the others’ proposals、Each party’s rejoinder usually suggestsalterations to the other party’s proposal, and perhaps also contains changes to his or her ownposition、 When one party agrees to make a change in his or her position, a concession has been made (Pruitt, 1981)、 Concessions restrict the range of options within which a solution oragreement will be reached; when a party makes a concession, the bargaining range (the difference between the preferred acceptable settlements) is further constrained、 Page: 1370、What are concessions?Answer: A concession has been made when one party accepts a change in his or her position、Concessions restrict the range of options within which a solution or agreement will be reached、Page: 1371、Describe the strategies and tactics a negotiator would employ in a distributive bargainingsituation、Answer: In distributive situations negotiators are motivated to win the competition and beat the other party, or gain the largest piece of the fixed resource that they can、 In order to achieve these objectives, negotiators usually employ “win-l ose” strategies and tactics、 This approach tonegotiation—called distributive bargaining—accepts the fact that there can only be one winnergiven the situation, and pursues a course of action to be that winner、 The purpose of thenegotiation is to claim value—that is, to do whatever is necessary to claim the reward, gain thelion’s share, or gain the largest piece possible Page: 1572、Why should negotiators be versatile in their comfort and use of both value claiming and valuecreating strategic approaches?Answer: Not only must negotiators be able to recognize which strategy is most appropriate, but they must be able to use both approaches with equal versatility、There is no single “best”,“preferred” or “right” way to negotiate; the choice of negotia tion strategy requires adaptation to the situation, as we will explain more fully in the next section on conflict、 Moreover, if mostnegotiation issues/problems have claiming and creating values components, then negotiators must be able to use both approaches in the same deliberation、 Page: 1673、Define synergy?Answer: "the whole is greater than the sum of its parts" Page: 1674、Name the four levels of conflict that are commonly identified、Answer: The four levels of conflict are: 1) intrapersonal or intrapsychic conflict, 2) interpersonal conflict, 3) intragroup conflict, and 4) intergroup conflict、 Page: 1875、Explain how conflict is a potential consequence of interdependent relationships、Answer: Conflict can result from the strongly divergent needs of the two parties, or frommisperceptions and misunderstandings、 Conflict can occur when the two parties are workingtoward the same goal and generally want the same outcome, or when both parties want verydifferent outcomes、 Regardless of the cause of the conflict, negotiation can play an important role in resolving it effectively、 In this section, we will define conflict, discuss the different levels of conflict that can occur, review the functions and dysfunctions of conflict, and discuss strategies for managing conflict effectively、 Page: 1876、How does decreased communication contribute as one of the destructive images of conflict in anegotiation?Answer: Productive communication declines with conflict、 Parties communicate less with those who disagree with them, and more with those who agree、 The communication that does occur is often an attempt to defeat, demean, or debunk the other’s view or to strengthen one’s own prior arguments、Page: 1977、Conflict also has productive aspects and one of those is that conflict encourages psychologicaldevelopment、 Elaborate、Answer: It helps people become more accurate and realistic in their self-appraisals、 Throughconflict, persons take others’ perspectives and become less egocentric、 Conflict helps persons to believe that they are powerful and capable of controlling their own lives、 They do not simply need to endure hostility and frustration but can act to improve their lives、 Page: 2078、The Dual Concerns Model is a two-dimensional framework that postulates that people in conflicthave two independent types of concern、 What are those two types of concerns?Answer: concern about their own outcomes (shown on the horizontal dimension of the figure) andc oncern about the other’s outcomes (shown on the vertical dimension of the figure)、 Page: 2279、Where would you likely to find the concept of “yielding” on the dual concerns model?Answer: Yielding (also called accommodating or obliging) is the strategy in the upper left-handcorner、 Actors pursuing the yielding strategy show little interest or concern in whether they attain their own outcomes, but they are quite interested in whether the other party attains his or heroutcomes、 Yielding involves lowering one’s own aspirations to “let the other win” and gain what he or she wants、 Yielding may seem like a strange strategy to some, but it has its definiteadvantages in some situations、 Page: 2380、What are the five major strategies for conflict management (as identified in the Dual Concernsframework)?Answer: Contending, Yielding, Inaction, Problem Solving, and Compromising、Page: 23, 24。
1403批次之前的,北外《管理学》自测1-6单元
答案与解析
单选题
1 那些负责对整个组织决策，并为整个组织制定计划和目标的人员应定义为（）
A. 高层管理者
B. 中层管理者
C. 基层管理者
D. 费管理者雇员
你的答案 A
本题考察的知识点是高层管理者、中层管理者和基层管理者的区别。
高层管理者对整个组织的管理负有全面责任，并侧重于制订组织的大政方针，沟通组织与外界的交往联系等。
2 美国管理学家卡茨（Robert. L. Katz）认为，一个主管人员至少应具备三大基本技能（）
A. 技术技能、人际技能、概念技能
B. 技术技能、管理技能、人际技能
C. 管理技能、技术技能、概念技能
D. 管理技能、人际技能、概念技能
你的答案 A
本题考察的知识点是对管理职能的理解。
管理学家卡茨（Robert. L. Katz）20世纪70年代初期在《哈佛商业评论》中发表一篇名为“能干的管理人员应具有的技能”的论文，指出管理者需要3中基本管理技能：概念技能、技术技能、人际技能。
判断题
1 管理职能的数量划分具有灵活性
A. 正确
B. 错误
你的答案 A
不同的管理学者对管理职能有不同的划分方法。
2 西蒙认为，决策就是从可供选取用的方案中选定一个行动方案的活动
A. 正确
B. 错误
你的答案 B 更多试题及答案+扣二九七九一三九六八四$
西蒙认为，决策包括搜集情报、拟定计划、选定计划和评价计划四个阶段，选定计划只是其中的一个阶段。
3 管理是一种无形的力量，它是通过高层管理者对下级管理者和组织成员的严格控制体现出来的
A. 正确
B. 错误
你的答案 B。
1403批次之前的,北外《跨国公司》第1-8单元自测
本题考察的知识点是直接投资流动的国际协议
2母国采取的各项投资鼓励措施中，投资保险主要针对（）
A.信用风险B.汇率风险C.非商业性政治风险D.商业风险
你的答案C
本题考察的知识点是母国对直接投资流出的政策
3（）最容易给母国就业带来负面影响。
A.市场寻求性投资B.效率寻求性投资C.创造性资产寻求性投资D.自然资源寻求性投资
答案与解析
单选题
1根据交易费用理论，以下治理模式中，涉及的管理成本最高，而交易成本最低的是（ ）
A.市场治理模式B.中介治理模式C.层级治理模式D.长期契约治理模式
你的答案C
本题考察的知识点是各种治理模式涉及的不同成本
2内部化理论是（）首先提出的。
A.约翰？邓宁John Harry Dunning B.科斯Coarse C.巴克利和卡森Buckley，Casson D.斯蒂芬？海默Stephen H.Hymer
A.正确B.错误
你的答案B
从国别特征来看，发达国家相互之间的直接投资在当代世界直接投资流动中居主导地位。
2直接投资与间接投资的区别在于前者要求投资者在目标公司中所占的股份超过一定比例。
A.正确B.错误
你的答案B
区别不在于股份比例，而在于直接投资者和企业之间存在一种长期的关系，直接投资者对企业的管理有重大影响。
你的答案B
本题考察的知识点是各国对直接投资流入的态度
判断题
1发展中东道国，实证研究支持就业的增加效应，效率寻求性投资在其中发挥了重要的作用。
A.正确B.错误
你的答案A
本题考察的知识点是发展中东道国的特点。
2外商投资企业与当地企业相比，为技能劳工提供的待遇差异小于为低技能劳工提供的待遇差异。
1403批次之前的,北外《战略管理》自测1-8单元
答案与解析
单选题
1 “商场如战场”这句话表明（）
A. 企业战略与军事战略有很大区别
B. 企业战略与军事战略有相通之处
C. 军事战略与企业战略的目的相同
D. 军事战略与企业战略的内容和形式相同
你的答案 B
本题考察的知识点是企业战略与军事战略的区别。
2 下面哪一个不是企业战略管理的特征？
A. 全局性
B. 长远性
C. 系统性
D. 相对变化性
你的答案 D
本题考察的知识点是企业战略管理的特征。
3 企业战略管理的“全局性”指的是（）
A. 它指导整个企业一切活动的总谋划
B. 它对企业未来较长时期内如何生存和发展进行规划
C. 企业积极履行企业社会责任
D. 它指导企业在激烈的市场竞争中提升自己的实力更多试题及答案+扣二九七九一三九六八四$
你的答案 A
本题考察的知识点是企业战略管理的特征。
判断题
1 战略的有效性不仅取决于战略的制定，而且还取决于战略的有效执行
A. 正确
B. 错误
你的答案 A
本题考察的知识点是战略管理过程。
2 明确了企业制定战略所面临的主要问题之后，就进入战略实施阶段
A. 正确
B. 错误
你的答案 B
本题考察的知识点是战略管理过程。
明确了企业制定战略所面临的主要问题之后，还要明确战略的基本准则，如企业使命、方针、目标等，然后确定用于实现企业目标的战略方案。
战略方案制定之后，才能进入实施阶段。
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答案与解析
单选题
1
“要把谈判对方当成合作伙伴，而不仅视为谈判对手”这体现了商务谈判中的什么原则？
（）
A. 合作原则
B. 平等原则
C. 互利原则
D. 求同原则
你的答案 D
本题考察的知识点是“求同原则要求谈判各方首先要立足于共同利益，要把谈判对方当做合作伙伴，而不仅视为谈判对手。
”
2
美国纽约印刷工会领导人伯特仑·波厄斯以“经济谈判毫不让步”而闻名全美。
他在一次与报业主进行的谈判中，不顾客观情况，坚持强硬立场，甚至两次号召报业工人罢工，迫使报业住满足了他提出的全部要求。
报社被迫同意为印刷工人大幅度增加工资，并承诺不采用排版自动化等先进技术，防止工人失业。
谈判结果是以伯特仑为首的工会一方大获全胜，报业主却陷入困境。
最终结果是三家大报被迫合并，小报社倒闭，数千名报业工人失业。
该案例中的伯特仑·波厄斯违背了谈判的什么原则（）
A. 合作原则和求同原则
B. 自愿原则和平等原则
C. 互利原则和平等原则
D. 求同原则和合法原则
你的答案 A
本题考察的知识点是合作原则和求同原则的内涵。
3 谈判的含义包括（）
（1）建立在人们需要的基础上（2）是两方以上的交际活动
（3）是寻求建立或改善人们社会关系的行为（4）是一种协调行为的过程
A. （1）
B. （1）（2）
C. （1）（2）（3）
D. （1）（2）（3）（4）
你的答案 D
本题考察的知识点是谈判的含义。
判断题
1 只要我方的需要得到了最大满足，就是一项成功的商务谈判。
A. 正确
B. 错误
你的答案 B
成功的谈判是指在与对方维护良好人际关系的前提下，实现谈判目的以满足自身的需要。
就是说，一项成功的商务谈判应该是双方的需要都得到了最大程度的满足，双方的互惠合作关系有了进一步的发展，任何一方的谈判收益都远远大于成本，整个谈判是高效率的。
2 毒贩向农民购进罂粟果时的定价过程也属于商务谈判的一种。
A. 正确
B. 错误
你的答案 B。