商 务 谈 判 试 卷
一：选择题（共15题，每题1分）
1. Which one is not the advantage of Host-court negotiations( ) A It saves home team the treaveling expense abroad.
B All the resources are readily available to the host negotiators. C Host team have to spend time and energy making arrangements for the negotiating site and reception.
D Host team know the negotiation environment well and can be quite relaxed psychologically.
2.Which one is the game principles of negotiations( )
A quotation B opening statements C credibility first D positive and friendly
3.What should you do if your boss let you ready to negotiate( ) A Making a big dinner. B Making a complete plan. C Checking material. D Go shopping.
4.How many kinds of the function of negotiation atmosphere( ) A six B five Cfour Dthree
5. Which one is not the forms of quotation( )
A Oral quotation B Written quotation C Combination oral and written quotation D Asking a price 6. Which one is the “when” strategy( ) A Compromising B Accommodating C Controlling D Fait accompli 7.How to handle impasse?( )
①Keeping it fluid②Seeking easy escape routes③Shifting the topic④Adjournment strategy
A①② B②③④ C①②③ D①②③④
8. In the start stage, the negotiator's main task is to——( ) A Decide the quotation
B Made an opening statement
C Create negotiations atmosphere D Exchange both sides 9.You’ll need to the credit card information before accepting the order.
A. classify B. satisfy C. verify D.Identification 10.Which is not the opening strategies ?
A、Resonant opening B、Frank opening
C、Nitpicking opening D、Tacit-agreement negotiation strat 11.How many kinds of the open-ended questions?( ) A2 B3 C4 D5
12、What is the meaning of “fatigning tactics”? A、不开先例 B、体会
C、以退为进 D、疲劳战术
13.If you want to buy something you are very like what you can do first?( ) A Give the money B Look at it
C Quotation D Asking a price
14. Which position should the translator sit on the general manager's In the negotiations?( )
A left B right C opposite D behind
15.which is(are) not the legal personnel’s primary responsibility(-ies) ?( )
A validity B completeness C preciseness of the contract terms D deliver the goods
二：判断（本大题共10小题，每小题1分，共10分）
1:Business negotiation is a conferring process to eliminate conflict,adjust relationship,satisfy each other’s need and main each other’a self-interest.
2:Negotiators should obey the principle of mutul reciprocity and mutual benefit and should not follow the guideline that honesty is the best policy.
3:Game principles of international business negotiation means the basic criterion or norm that all the parties should obey in international business negotiation
4:Physical preparations for international businss negotiation not include visiting as well as investigation .
5:Contents of opening statements don’t include the interests and assurance that your own party hope to obtain in the negotiation.
6:Quoting a price ,bargaining over the price ,and making compromises are three key aspects for bargaining in international negotiation.
7:Collaborating,compromising,accommodating,controlling and avoiding are five strategic approaches in negotiation.
8:Impasse or stalemate can arise for a number of reasons ,not including both parties have widely divergent objectives
9:Closed questions are question that can evoke only yes or no answers. 10:The ultimatum strategy mean two sides may use the strategy of meeting each other half way or each make a compromise to continue the negotiation.
三：名词解释（本大题共5小题，每小题4分，共20分） 1. Business negotiation 2 .Negotiation goals 3 .Quotation 4 . Arbitration
5.Compromising strategy
四：简答题（本大题共4小题，每小题5分，共20分）
1. How many game principles of international business negotiation?
What are they?
2. Which preparation job need to do before International business
negotiations?
3. What is the basic quotation principle?
4. According to Thomas and Kilmann (1974),these different approaches
can be grouped into five categrories . When to use the Compromising is best?
五；翻译（本大题共3小题，每小题5分，共15分）
1．In international business negotiation, no matter whether you are the host or not, no mater how powerful you are, or whether your counterpart is a big famous group while you are only a small company in a developing country , 。
（你必须将数据和事实和说服人们通过声音推理如果你想确保你的福利消除你的对手的怀疑和反驳他们的反对）。
2．In most cases, we should create an advantageous atmosphere before or in the opening of the negotiation so as to direct the negotiation and manipulate the other negotiation rivals. （If a harmonious atmosphere is set up in the every opening of the negotiation, both parties will have easygoing communication and discussion ;if in the very beginning ,one or both parties let off stream and blame each other ,it will cast a shadow on the negotiation.）
。 3.In preparation you must choose how much movement to allow between your opening offer and your limit .this negotiating margin is a strategic decision .your tactics will follow thoughts on selecting your negotiating margin but they are necessarily ,and deliberately, general.
。 4. . （“多听,少说话”是一个基本政策和策略业务谈判代表应具备。倾听帮助你获取信息,了解你的对手的意图以及预测他们的进一步动作）。 Listening in negotiations involves not only listening with our ears, but also observing facial expressions, reactions and gestures of our counterparts with our eyes ,feeling the negotiation atmosphere with our heart as well as analyzing their words with our mind while we are listening.
六．案例分析(本大题共2小题，每小题10分，共20分)
案例一： sunny, pleasant scenery. A beautiful MM went into a fashion shop -- a superb collection of beautiful things
MM: boss, ask how much are these pants?
Boss: 180 yuan, Guangzhou authentic goods, would you like? MM : let me have a look ... ...
Boss: don't look now, things are good stuff, to give you a preferential price 170 yuan.
MM: This is also called the preferential? Boss: Oh, well, just 140 yuan, this can be? MM: ha ha
Boss: what are you laughing at, isn't too expensive? MM: No, is not expensive, it is my blood pump!
The boss: where there is so exaggerated, see you is a native of 120 yuan. MM: ... ...
Boss: you are not too expensive? I only earn you a few bucks.
MM: No, I did not say your, this pair of trousers is worth the price! Boss: you really have a good taste ah, quickly buy.
MM: pants trousers is good, I just the ticket in the pocket be limited. Boss: that's your pocket money? MM:90 element.
Boss: Oh, you make fun of me, hell to pay, add 10 yuan.
MM : no more, I would like to give you 120 yuan, be incapable of action. Boss: Well, to make friends, you pull down for 90 dollars.
MM: I will not give you 90 yuan, I have to leave 10 yuan fare. Boss: the fare? This and you buy pants to have what relation? MM: of course, our house, must take the bus home, 10 yuan fare. Boss: you lie!
MM: believe me! You see my face, so sincere.
Boss: I don't see your sincerity, but can lose, your 80 yuan. MM : wait, I would add a little, my breakfast yet. Boss: you! Oh, you are too far, you're playing games!
MM: believe me, I am sincere. Would you like to see me in front of you?. Boss: I'm unlucky, you did too, for a while to ride, one would have to eat breakfast. Is it right? You say you are thirsty, want to drink? MM: you too looked down on me. Believe me, I have not asked. Boss: I believe you? The last time? MM: Yes, I believe.
Boss: Well, more fun, 70 yuan. MM: I'll give you the money. Boss: faster.
MM: Hey, don't worry, the colors here there seems something wrong? Boss: No, no, this is sanded color, deliberately, this is called pop. MM: Yes, what looks like an old pair of trousers, strange.
Boss: what? You insult me. Never mind, please do not insult my trousers. This is really something. MM: ... ...
Boss: Well, this is my list, you see, in the last week, how can this old pants?
MM: Oh, I'm sorry I misunderstood, but ... ... Oh, the purchase price: 20 yuan each.
Boss: Oh, no, No. This is not taxed before the price, after taxes each cost price is 40 yuan.
MM: you tell a lie, you take me for a fool? This is the value-added tax invoices, pay taxes after the price.
Boss: Hey, do business, every day I facade Housing rents hundreds of them, do not make money what I eat? MM: said of peaceful times., as bright as sun and moon, your heart is black! Boss: Hey, 30 yuan do not? My good sister, let me earn. MM: money is just a little something, you make me angry. Boss: Well hey, so serious?
MM: do not serious? The trend continues, but is fraud, crime!
Boss : my God, good exaggeration. Eliminate fire, 25 yuan to you, will earn five yuan!
MM: what? 25 is the mean of two hundred and fifty, you despise me? Boss: No, no, 24.
MM:4 is \" dead \" meaning, unlucky, I'm superstitious.
Boss: day 23, there is something wrong with it. MM: No, okay, transaction. Question：How many bargaining strategies buyers and sellers using?What are they?
案例二：In September 2001, the Chinese mainland one construction company general manager that Australian famous architect will be in Shanghai for a short stay, and appointed senior engineer as plenipotentiary fly to Shanghai, please master to help the company to so-and-so building design a set of the latest plan. Plenipotentiary a line of the heavy burden of responsibility ploy sounds to Shanghai, the plane arrived at the master hotel, the two sides exchange greetings, plenipotentiary elucidation purpose, the master of this project is very interested in cooperation, agreed to. However the designer price 400000 yuan, the price to the Chinese side is unacceptable, according to master understanding, usually in the design of the Shanghai price is $6.5 per square meter, according to the standard calculation of words, the whole building design fee should be $162600, according to the exchange rate quoted shall be converted into renminbi, $1.3695 million, so the designer is 400000 RMB offer is very favorable. Plenipotentiary said only out 200000 yuan design, explained: \\\"in Shanghai, the general manager before authorized me $100000 signing authority, your price is beyond the scope of my power, I must ask for instructions my superior.\\\" After ask for instructions, the company agreed to pay 200000 yuan, and the price that the master can not accept, and negotiation in a stalemate.
Question：
(1)In the case,why t he negotiations impasse comes about? (3分)
(2)To avoid business negotiations impasse happened s what attitude hould we have? (3分)
(3)If you are Chinese plenipotentiary, you will be how to break the ice? (4分)
参考答案 选择
CCBAD DDA C D
DDDBD
判断
FFTFF TTFTF
名词解释
1. Business negotiation :a process of conferring in which the participants of business activities communicate, discuss, and adjust their views ,settle differences and finally reach an acceptably satisfying agreement in order to close a deal or achieve a proposed financial goal. 2 .Negotiation goals: refer to the commercial goals to be achieved through negotiations, which are usually divided into the highest goals, acceptable goals and lowest goals. 3 .Quotation : narrowly defined, a quotation just is a way to indicate a particular price at which one party will buy or sell the specified commodity . broadly defined, it involves all that one party proposes to the other concerning mutual interests in a business negotiation , including the following terms and conditions for a deal: the name of commodity, quality ,quantity, price , packaging, shipping, insurance, payment terms, inspections, claims, arbitration and several other items. 4 . Arbitration : is an adjudicatory process that is held before an objective third party who renders a decision based on the opponent presentations of the disputing parties. 5.Compromising strategy: two sides may use the strategy of meeting each other half way or each make a compromising to continue the negotiation. 简答 1.见课本第二章大标题 2. 见课本第三章大标题 3. The basic quotation principle is that when negotiators are making a quotation, they should consider not only the profit they can get if they close the deal at the desired or quoted price, but also the demand and supply of the related commodity in the market ,the price level at which competitors bid, to what extent the buyer might be expected to accept it and other related factors .therefore ,they need to make careful comparisons and tradeoffs time and time again so that they arrive at a price that best combines the probability that the quotation would be accepted and the desired price. 4. 见课本第六章164页 翻译
1. you must list data and facts and convince people by sound reasoning if you want to ensure your benefits eliminate your counterpart's doubts and refute their objections. 2. 如果一个和谐的气氛是建立在每个打开的谈判中,双方将有随和的通信和讨论;如果在最开始时,一方或双方送经流和相互指责,它将谈判蒙上一层阴影。
3. 在准备你必须选择多少运动,允许你和你之间开放提供限制。这是一种战略谈判保证金。你的战术将跟随在你选择你的想法,但他们必然是谈判保证金,故意,一般
4. “listen more, speak less” is a basic policy and tactic a business negotiator should possess. Listening helps you acquire information ,get to know your counterpart's intentions as well as predict their further movements.
案例分析 1第一招：声东击西。当你看好某商品时，不要急着问价，先随便问一下其他商品的价格，表现出很随意的样子，然后突然问你要的东西的价格。店主通常不及防范，报出较低的价格。切忌表露出对那商品的热情，否则善于察颜观色的店主会漫天起价。 第二招：漫不经心。当店主报价后，要装出漫不经心的样子：“这么贵？”之后转身出门。店主自然不会放过快到口的肥肉，立刻会减一小价，此时千万别回头，照走可也。 第三招：攻其不备。在外头溜达一圈后，再回到店中。拿起货品，装傻地问：“刚才你说多少钱？是xx吧？”你说的这个价比刚才店主挽留你的价格自然要少一些，要是还可接受，店主一定会说“是”。好，又一次砍价成功！ 第四招：虚张声势。指出隔壁同样商品才多少，前面那家更便宜。这一招“杜撰”虽已给用滥，但仍是砍价必要的一环。不要给时间让店主破解，立刻进入第五式。这一招遵循的是谈判中“造势”的原则。 第五招：评头品足。颇考功力的一式。试着用最快的速度把你所想到的该货品的缺点列举出来。一般的顺序是式样、颜色、质地、手工„„总之要让人觉得货品一无是处，从而达到减价的目的。这就是谈判中“小题大做，制造僵局”的运用。 2.1原因是双方底限无重合部分
2.2谈判就是在底限内的无限让步与拒绝，要用换位思考的方式去面对对手的拒绝，在让步中继续拒绝对手。并且把拒绝转化为问题，而不是单纯的说不，再把问题拿出来互相讨论，以自己的优势掩盖劣势，若无法掩盖，就进行对比。光明正大的永远比小动作更有效果，且无后顾之忧 2.3 a,在谈判过程中逐步探求对方的底限，如底限有重合，那接下来就很顺利了 b,优势，如果他接受了，在国内使用对方的设计，会给他带去什么样的好处，利益等。 c,请第三方人士进行协调 d,放弃。如果没有任何的可能性，放弃是最好的。但一定维持住关系以期将来的合作
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