知到国际商务谈判智慧树答案

绪论 单元测试

1: Negotiation is an integral part of daily life and the opportunities to negotiate surround us. （ ）

A:对

B:错

答案: 【对

第一章 单元测试

1:Due to advances in technology and changes in the workplace, negotiation is becoming: （ ）

A:Increasingly computer-driven.

B:An increasingly important skill for people to hone.

C:Less relationship-oriented.

D:More confrontational.

答案: 【An increasingly important skill for people to hone.

2:Which of the following is least likely a negotiation situation? （ ）

A:You ask a sales clerk to give you a 15 percent discount because the article of clothing you would like to purchase is missing a button.

B:The invitation you receive to a party says you can bring a friend.

C:A high school senior asks his parents if he can borrow their car. They agree, as long as he promises to be home by midnight.

D:Your manager meets with you about your annual raise.

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: （ ）

A:dependent.

B:independent.

C:interdependent.

D:Any of the above

答案: 【interdependent.

4:The basic problem in most negotiations is: （ ）

A:Conflicting issues.

B:Conflicting positions.

C:Conflicting interests.

D:Conflicting goals.

答案: 【Conflicting interests.

5:Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobby. （ ）

A:对

B:错

答案: 【错

第二章 单元测试

1:The first step of the first stage of a negotiation is: （ ）

A:Formulate arguments and counterarguments.

B:Formulate offers and counteroffers.

C:Build rapport.

D:Pre-negotiation preparation.

答案: 【Pre-negotiation preparation.

2:Effective negotiation preparation encompasses three general abilities: situation assessment, other-party assessment, and _.（ ）

A:financial assessment

B:location assessment

C:team assessment

D:self-assessment

答案: 【self-assessment

3:BATNA is short for ‘Best Alternative To a Negotiated Agreement’.（ ）

A:对

B:错

答案: 【对

4:In order to reach a successful negotiation outcome, the negotiators must understand that their BATNA is: （ ）

A:the outcome that the negotiator wishes to achieve

B:able to be modified by persuasive offers

C:not time sensitive

D:determined by objective reality

答案: 【determined by objective reality

5:When, you are asked about your desired salary in a job interview, what is the best response to use with the prospective employer? （ ）

A:Make an extreme offer and negotiate your way back down to your acceptable BATNA range

B:Give a salary range that would meet your needs in order to seem less fixated on a particular number.

C:Make a take-it-or-leave-it offer

D:Identify a variety of different combinations of highly attractive offer packages and present those packages to the employer

答案: 【Identify a variety of different combinations of highly attractive offer packages and present those packages to the employer

6:What is meant by the hidden table in a negotiation? （ ）

A:An undisclosed group of resources

B:The ultimate goal of a good negotiator

C:Important parties who are the real decision makers are not present at the negotiation table

D:The undisclosed offers that could have been made

答案: 【Important parties who are the real decision makers are not present at the negotiation table

7:The strategic planning stage of preparation includes: （ ）

A:Defining the situation, establishing the desired goals, formulating a strategy and creating a script.

B:Defining the situation, establishing the desired goals, formulating a strategy and deciding how to implement the strategy.

C:Defining the situation, establishing the desired goals, creating a script and deciding how to implement the strategy.

D:Defining the situation, establishing the desired goals, creating a script and deciding how to implement the negotiation outcome.

答案: 【Defining the situation, establishing the desired goals, formulating a strategy and deciding how to implement the strategy.

8:To achieve the greatest gains, negotiators should stick to the script they created during the preparation phase. （ ）

A:对

B:错

答案: 【错

第三章 单元测试

1:Negotiators who are highly concerned with achieving their substantive goals but have significantly less concern for the relationship or for the other party’s substantive goals are likely to adopt: （ ）

A:A distributive strategy.

B:An integrative strategy.

C:An interest-based strategy.

D:A principled strategy.

答案: 【A distributive strategy.

2:Accommodative strategies emphasize: （ ）

A:Subordinating one’s own goals in favor of those of others.

B:Secrecy and defensiveness

C:Abandonment of bad images and consideration of ideas based on merit

D:A key attitude of “I win; you lose”

E:All of the above

答案: 【Subordinating one’s own goals in favor of those of others.

3:Win-win negotiation does not pertain to how the pie is _ but rather, to how the pie is __ by negotiators.（ ）

A:enlarged ; divided

B:divided ; enlarged

C:envisioned ; distributed

D:built ; promoted

答案: 【divided ; enlarged

4:In a positive bargaining zone, negotiators’ reservation points overlap. If the parties fail to reach an agreement when a positive bargaining zone exists, the outcome is __ because ____.（ ）

A:uneven ; of the chilling effect

B:even ; both sides can walk away

C:a suboptimal impasse; the negotiators left money on the table

D:unilateral ; negotiators will have to exercise their BATNA’s

答案: 【a suboptimal impasse; the negotiators left money on the table

5: A negative bargaining zone indicates that:（ ）

A:parties are worse off by not reaching agreement than by reaching agreement

B:there is no positive overlap between the parties’ reservation points

C:parties should keep negotiating to find a positive bargaining zone

D:the counterparty’s first offer was not accepted

答案: 【there is no positive overlap between the parties’ reservation points

6: The package of issues for negotiation is the Bargaining mix. （ ）

A:对

B:错

答案: 【对

7: Context issues (e.g., history of the relationship) can affect negotiation. （ ）

A:对

B:错

答案: 【对

8: To negotiate optimally, each party’s interests should be kept secret from the other party.（ ）

A:对

B:错

答案: 【错

9: The strategy of an integrative approach to negotiation involves: （ ）

A:Winning at any cost.

B:Competing.

C:Creating value.

D:Limiting resources.

答案: 【Creating value.

10: The situational characteristics that determine which negotiating strategy is most appropriate are: （ ）

A:Goals, resources, and the level of the relationship and trust.

B:Goals, resources, and the level of negotiating sophistication of each party.

C:Goals, resources, and the level of competitiveness.

D:Goals, resources, and the level of collaboration.

答案: 【Goals, resources, and the level of the relationship and trust.

第四章 单元测试

1: What are the most critical precursors for achieving negotiation objectives? （ ）

A:Effective strategi