国际商务谈判自测题Chapter3.docx

1、国际商务谈判自测题Chapter3Chapter 3Strategy and Tactics of Integrative NegotiationFill in the Blank Questions 1. Although the conflict may appear initially to be win-lose to the parties, _ and _ _ will usually suggest win-win alternatives. Answer: discussion, mutual exploration Page: 72 2. Those wishing to a

2、chieve integrative results find that they must manage the _ and _ of the negotiation in order to gain the willing cooperation and commitment of the other party. Answer: context, process Page: 73 3. Effective _ exchange promotes the development of good integrative solutions. Answer: information Page:

3、 73 4. Successful integrative negotiation requires that the negotiators search for solutions that meet the _ and _ of both (all) sides. Answer: needs, objectives Page: 74 5. In an integrative negotiation, negotiators must be _ about their primary interests and needs, but _about the manner in which t

4、hese interests and needs are met through solutions. Answer: firm, flexible Page: 74, 75 6. In integrative negotiation, _ are measured by the degree to which they meet both negotiators goals. Answer: outcomes Page: 75 7. The _ step is often the most difficult step in the integrative negotiation proce

5、ss. Answer: problem identification Page: 76 8. As a problem is defined jointly, it should accurately reflect both parties _ and _. Answer: needs, priorities Page: 77 9. For positive problem solving to occur, both parties must be committed to stating the problem in _ terms. Answer: neutral Page: 77 1

6、0. Problem definition should specify what _ must be overcome for the goal to be attained. Answer: obstacles Page: 78 11. The integrative negotiation process cannot work unless negotiators avoid _ _ until they have fully defined the problem and examined all the possible alternative solutions. Answer:

7、 premature solutions Page: 78 12. _ interests are related to how the negotiations unfold. Answer: Process Page: 81 13. Successful _ requires a fundamental reformulation of the problem such that the parties are no longer squabbling over their positions; instead, they are disclosing sufficient informa

8、tion to discover their interests and needs and then inventing options that will satisfy both parties needs. Answer: bridging Page: 87 14. _ _occurs in integrative negotiation when one party is allowed to obtain his/her objectives and then pays off the other person for accommodating his/her interests

9、. Answer: Nonspecific compensation Page: 87 15. Research has shown that when brainstormers work at the process for a long period of time, the best ideas are most likely to surface during the _ part of the activity. Answer: latter Page: 89 16. Integrative negotiation solutions should be judged on two

10、 major criteria: how _ they are, and how _ they will be to those who have to implement them. Answer: good, acceptable Page: 92 17. The strategy of _ is effective not only in inventing options, but also as a mechanism to combine options into negotiated packages. Answer: logrolling Page: 93 18. A _ go

11、al is one in which both parties work toward a common end but one that benefits each party differently. Answer: shared Page: 95 19. Those who do not share a belief that they can work together in an integrative negotiation are less willing to invest the time and energy in the potential payoffs of a co

12、llaborative relationship and are more likely to assume a _ or _ approach to conflict. Answer: contending, accommodating Page: 96 20. Integrative negotiation requires negotiators to accept both their own and the others attitudes, interests and desires as _. Answer: valid Page: 96 21. For integrative

13、negotiation to succeed, the parties must be motivated to _ rather than to compete. Answer: collaborate Page: 96 22. Even cooperatively motivated negotiators have less trust, exchange less information about preferences and priorities, and achieve agreements of lower joint profit when they can _ the o

14、ther party than when they do not have this capability. Answer: punish Page: 97 23. People who are interdependent but do not trust each other will act _ or _. Answer: tentatively, defensively Page: 98 24. When people trust each other, they are more likely to share _ and to _ accurately their needs, p

15、ositions, and the facts of the situation. Answer: information, communicate Page: 98 25. When there are strong negative feelings or when one or more parties are inclined to dominate, negotiators may create _, _ procedures for communication. Answer: formal, structured Page: 100 True/False Questions T

16、F 26. In integrative negotiation, the goals of the parties are mutually exclusive. Answer: False Page: 71 T F 27. The failure to reach integrative agreements is often linked to the failure to exchange sufficient information that will allow the parties to identify integrative options. Answer: True Pa

17、ge: 73 T F 28. Integrative agreements have been shown to be facilitated when parties exchanged information about their positions on particular issues, but not necessarily about their priorities on those issues. Answer: False Page: 73, 74 T F 29. Parties should enter the integrative negotiation proce

18、ss with few preconceptions about the solution. Answer: True Page: 77 T F 30. For positive problem solving to occur, both parties must be committed to stating the problem in neutral terms. Answer: True Page: 77 T F 31. An integrative negotiation problem should be defined as a solution process rather

19、than as a specific goal to be attained. Answer: False Page: 78 T F 32. In integrative negotiations, negotiators are encouraged to state the problem in terms of their preferred solution and to make concessions from these most desired alternatives. Answer: False Page: 78 T F 33. If both parties unders

20、tand the motivating factors for the other, they may recognize possible compatibilities in interests that permit them to invent positions which both will endorse as an acceptable settlement. Answer: True Page: 79, 80 T F 34. Intrinsic relationship interests exist when the parties derive positive bene

21、fits from the relationship and do not wish to endanger future benefits by souring it. Answer: False Page: 80 T F 35. Focusing on interests allows parties to move beyond opening positions and demands to determine what the parties really wantwhat needs truly must be satisfied. Answer: True Page: 82 T

22、F 36. In logrolling, if the parties do in fact have different preferences on different issues, each party gets their most preferred outcome on their high priority issue and should be happy with the overall agreement. Answer: True Page: 85 T F 37. Expanding the pie as a method of generating alternati

23、ve solutions is a complex process, as it requires much more detailed information about the other party than do other methods. Answer: False Page: 86 T F 38. Successful bridging requires a fundamental reformulation of the problem such that the parties are no longer squabbling over their positions; in

24、stead, they are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties needs. Answer: True Page: 87 T F 39. In generating alternative solutions to the problem, groups should also adopt procedures for defining the problem, def

25、ining the interests, and generating options, however, to prevent the group process from degenerating into a win-lose competition or a debating event. Answer: True Page: 89 T F 40. In brainstorming, participants are urged to be spontaneous, even impractical, and to censor anyones ideas (including the

26、ir own). Answer: False Page: 89 T F 41. Whether the integrative negotiation is simple or complex, the evaluation and selection steps must always be kept separate, or a contamination of the negotiation effort may occur after an informal decision has already been made. Answer: False Page: 91 T F 42. W

27、hen a specific solution must meet the criteria of both quality and acceptability, those evaluating the solution options may have to be prepared to make trade-offs between the two to insure that both criteria are met. Answer: True Page: 92 T F 43. Intangibles can lead the negotiator to fight harder t

28、o attain a particular solution option if that option satisfies both tangibles and intangibles. Answer: True Page: 93 T F 44. In integrative negotiation, decisions must be finalized in each step of the negotiation process. Answer: False Page: 94 T F 45. A common goal is one in which all parties share

29、 the result equally. Answer: True Page: 95 T F 46. Negotiators who are firmer about insisting that their own point of view become incorporated into the group solution achieve less integrative agreements than those who are less firm. Answer: False Page: 96 T F 47. For successful integrative negotiati

30、on to occur, each party should be as interested in the objectives and problems of the other side as each is in his own. Answer: False Page: 97 T F 48. Although there is no guarantee that trust will lead to collaboration, there is plenty of evidence to suggest that mistrust inhibits collaboration. Answer: True Page: 98 T F 49. Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information. Answer: False Page: 100