国际商务谈判自测题Chapter_1

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1、Chapter1TheNatureofNegotiationFillintheBlankQuestions1.People____________allthetime.Answer:negotiatePage:22.Theterm____________isusedtodescribethecompetitive,win-losesituationssuchashagglingoverpricethathappensatyardsale,fleamarket,orusedcarlotAnswer:bargainingPage:33.Negotiatingpartiesalwaysneg

2、otiateby____________.Answer:choicePage:64.Therearetimeswhenyoushould_________negotiate.Answer:notPage:65.Successfulnegotiationinvolvesthemanagementof____________(e.g.,thepriceorthetermsofagreement)andalsotheresolutionof____________.Answer:tangibles,intangiblesPage:86.Independentpartiesareabletom

3、eettheirown____________withoutthehelpandassistanceofothers.Answer:needsPage:97.Themixofconvergentandconflictinggoalscharacterizesmany____________relationships.Answer:interdependentPage:108.The____________ofpeople’sgoals,andthe____________ofthesituationinwhichtheyaregoingtonegotiate,stronglyshape

4、snegotiationprocessesandoutcomes.Answer:interdependence,structurePage:109.Whetheryoushouldorshouldnotagreeonsomethinginanegotiationdependsentirelyupontheattractivenesstoyouofthebestavailable_________.Answer:alternativePage:10–1210.Whenpartiesareinterdependent,theyhavetofindawayto____________thei

5、rdifferences.Answer:resolvePage:1211Lewicki/Barry/Saunders,Negotiation,6/e11.Negotiationisa____________thattransformsovertime.Answer:processPage:1212.Negotiationsoftenbeginwithstatementsofopening____________.Answer:positionsPage:1313.Whenonepartyacceptsachangeinhisorherposition,a____________hasb

6、eenmade.Answer:concessionPage:1314.Twoofthedilemmasinmutualadjustmentthatallnegotiatorsfacearethedilemmaof____________andthedilemmaof____________.Answer:honesty,trustPage:1415.Mostactualnegotiationsareacombinationofclaimingand____________valueprocesses.Answer:creatingPage:1616.__________________

7、______isanalyzedasitaffectstheabilityofthegrouptomakedecisions,workproductively,resolveitsdifferences,andcontinuetoachieveitsgoalseffectively.Answer:IntragroupconflictPage:1817.Mostpeopleinitiallybelievethat____________isalw