国际商务谈判自测题Chapter3.docx
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国际商务谈判自测题Chapter3
Chapter3
StrategyandTacticsofIntegrativeNegotiation
FillintheBlankQuestions
1.Althoughtheconflictmayappearinitiallytobewin-losetotheparties,____________and________________________willusuallysuggestwin-winalternatives.
Answer:
discussion,mutualexplorationPage:
72
2.Thosewishingtoachieveintegrativeresultsfindthattheymustmanagethe____________and____________ofthenegotiationinordertogainthewillingcooperationandcommitmentoftheotherparty.
Answer:
context,processPage:
73
3.Effective____________exchangepromotesthedevelopmentofgoodintegrativesolutions.
Answer:
informationPage:
73
4.Successfulintegrativenegotiationrequiresthatthenegotiatorssearchforsolutionsthatmeetthe____________and____________ofboth（all）sides.
Answer:
needs,objectivesPage:
74
5.Inanintegrativenegotiation,negotiatorsmustbe____________abouttheirprimaryinterestsandneeds,but____________aboutthemannerinwhichtheseinterestsandneedsaremetthroughsolutions.
Answer:
firm,flexiblePage:
74,75
6.Inintegrativenegotiation,____________aremeasuredbythedegreetowhichtheymeetbothnegotiators'goals.
Answer:
outcomesPage:
75
7.The____________stepisoftenthemostdifficultstepintheintegrativenegotiationprocess.
Answer:
problemidentificationPage:
76
8.Asaproblemisdefinedjointly,itshouldaccuratelyreflectbothparties'____________and____________.
Answer:
needs,prioritiesPage:
77
9.Forpositiveproblemsolvingtooccur,bothpartiesmustbecommittedtostatingtheproblemin____________terms.
Answer:
neutralPage:
77
10.Problemdefinitionshouldspecifywhat____________mustbeovercomeforthegoaltobeattained.
Answer:
obstaclesPage:
78
11.Theintegrativenegotiationprocesscannotworkunlessnegotiatorsavoid________________________untiltheyhavefullydefinedtheproblemandexaminedallthepossiblealternativesolutions.
Answer:
prematuresolutionsPage:
78
12._________interestsarerelatedtohowthenegotiationsunfold.
Answer:
ProcessPage:
81
13.Successful____________requiresafundamentalreformulationoftheproblemsuchthatthepartiesarenolongersquabblingovertheirpositions;instead,theyaredisclosingsufficientinformationtodiscovertheirinterestsandneedsandtheninventingoptionsthatwillsatisfybothparties'needs.
Answer:
bridgingPage:
87
14.________________________occursinintegrativenegotiationwhenonepartyisallowedtoobtainhis/herobjectivesandthen"paysoff"theotherpersonforaccommodatinghis/herinterests.
Answer:
NonspecificcompensationPage:
87
15.Researchhasshownthatwhenbrainstormersworkattheprocessforalongperiodoftime,thebestideasaremostlikelytosurfaceduringthe____________partoftheactivity.
Answer:
latterPage:
89
16.Integrativenegotiationsolutionsshouldbejudgedontwomajorcriteria:
how____________theyare,andhow____________theywillbetothosewhohavetoimplementthem.
Answer:
good,acceptablePage:
92
17.Thestrategyof____________iseffectivenotonlyininventingoptions,butalsoasamechanismtocombineoptionsintonegotiatedpackages.
Answer:
logrollingPage:
93
18.A____________goalisoneinwhichbothpartiesworktowardacommonendbutonethatbenefitseachpartydifferently.
Answer:
sharedPage:
95
19.Thosewhodonotshareabeliefthattheycanworktogetherinanintegrativenegotiationarelesswillingtoinvestthetimeandenergyinthepotentialpayoffsofacollaborativerelationshipandaremorelikelytoassumea____________or____________approachtoconflict.
Answer:
contending,accommodatingPage:
96
20.Integrativenegotiationrequiresnegotiatorstoacceptboththeirownandtheother'sattitudes,interestsanddesiresas____________.
Answer:
validPage:
96
21.Forintegrativenegotiationtosucceed,thepartiesmustbemotivatedto____________ratherthantocompete.
Answer:
collaboratePage:
96
22.Evencooperativelymotivatednegotiatorshavelesstrust,exchangelessinformationaboutpreferencesandpriorities,andachieveagreementsoflowerjointprofitwhentheycan____________theotherpartythanwhentheydonothavethiscapability.
Answer:
punishPage:
97
23.Peoplewhoareinterdependentbutdonottrusteachotherwillact____________or____________.
Answer:
tentatively,defensivelyPage:
98
24.Whenpeopletrusteachother,theyaremorelikelytoshare_____________andto_____________accuratelytheirneeds,positions,andthefactsofthesituation.
Answer:
information,communicatePage:
98
25.Whentherearestrongnegativefeelingsorwhenoneormorepartiesareinclinedtodominate,negotiatorsmaycreate____________,____________proceduresforcommunication.
Answer:
formal,structuredPage:
100
True/FalseQuestions
TF26.Inintegrativenegotiation,thegoalsofthepartiesaremutuallyexclusive.
Answer:
FalsePage:
71
TF27.Thefailuretoreachintegrativeagreementsisoftenlinkedtothefailuretoexchangesufficientinformationthatwillallowthepartiestoidentifyintegrativeoptions.
Answer:
TruePage:
73
TF28.Integrativeagreementshavebeenshowntobefacilitatedwhenpartiesexchangedinformationabouttheirpositionsonparticularissues,butnotnecessarilyabouttheirprioritiesonthoseissues.
Answer:
FalsePage:
73,74
TF29.Partiesshouldentertheintegrativenegotiationprocesswithfewpreconceptionsaboutthesolution.
Answer:
TruePage:
77
TF30.Forpositiveproblemsolvingtooccur,bothpartiesmustbecommittedtostatingtheprobleminneutralterms.
Answer:
TruePage:
77
TF31.Anintegrativenegotiationproblemshouldbedefinedasasolutionprocessratherthanasaspecificgoaltobeattained.
Answer:
FalsePage:
78
TF32.Inintegrativenegotiations,negotiatorsareencouragedtostatetheproblemintermsoftheirpreferredsolutionandtomakeconcessionsfromthesemostdesiredalternatives.
Answer:
FalsePage:
78
TF33.Ifbothpartiesunderstandthemotivatingfactorsfortheother,theymayrecognizepossiblecompatibilitiesinintereststhatpermitthemtoinventpositionswhichbothwillendorseasanacceptablesettlement.
Answer:
TruePage:
79,80
TF34.Intrinsicrelationshipinterestsexistwhenthepartiesderivepositivebenefitsfromtherelationshipanddonotwishtoendangerfuturebenefitsbysouringit.
Answer:
FalsePage:
80
TF35.Focusingoninterestsallowspartiestomovebeyondopeningpositionsanddemandstodeterminewhatthepartiesreallywant—whatneedstrulymustbesatisfied.
Answer:
TruePage:
82
TF36.Inlogrolling,ifthepartiesdoinfacthavedifferentpreferencesondifferentissues,eachpartygetstheirmostpreferredoutcomeontheirhighpriorityissueandshouldbehappywiththeoverallagreement.
Answer:
TruePage:
85
TF37."Expandingthepie"asamethodofgeneratingalternativesolutionsisacomplexprocess,asitrequiresmuchmoredetailedinformationabouttheotherpartythandoothermethods.
Answer:
FalsePage:
86
TF38.Successfulbridgingrequiresafundamentalreformulationoftheproblemsuchthatthepartiesarenolongersquabblingovertheirpositions;instead,theyaredisclosingsufficientinformationtodiscovertheirinterestsandneedsandtheninventingoptionsthatwillsatisfybothparties'needs.
Answer:
TruePage:
87
TF39.Ingeneratingalternativesolutionstotheproblem,groupsshouldalsoadoptproceduresfordefiningtheproblem,definingtheinterests,andgeneratingoptions,however,topreventthegroupprocessfromdegeneratingintoawin-losecompetitionoradebatingevent.
Answer:
TruePage:
89
TF40.Inbrainstorming,participantsareurgedtobespontaneous,evenimpractical,andtocensoranyone’sideas（includingtheirown）.
Answer:
FalsePage:
89
TF41.Whethertheintegrativenegotiationissimpleorcomplex,theevaluationandselectionstepsmustalwaysbekeptseparate,oracontaminationofthenegotiationeffortmayoccurafteraninformaldecisionhasalreadybeenmade.
Answer:
FalsePage:
91
TF42.Whenaspecificsolutionmustmeetthecriteriaofbothqualityandacceptability,thoseevaluatingthesolutionoptionsmayhavetobepreparedtomaketrade-offsbetweenthetwotoinsurethatbothcriteriaaremet.
Answer:
TruePage:
92
TF43.Intangiblescanleadthenegotiatortofighthardertoattainaparticularsolutionoptionifthatoptionsatisfiesbothtangiblesandintangibles.
Answer:
TruePage:
93
TF44.Inintegrativenegotiation,decisionsmustbefinalizedineachstepofthenegotiationprocess.
Answer:
FalsePage:
94
TF45.Acommongoalisoneinwhichallpartiessharetheresultequally.
Answer:
TruePage:
95
TF46.Negotiatorswhoarefirmeraboutinsistingthattheirownpointofviewbecomeincorporatedintothegroupsolutionachievelessintegrativeagreementsthanthosewhoarelessfirm.
Answer:
FalsePage:
96
TF47.Forsuccessfulintegrativenegotiationtooccur,eachpartyshouldbeasinterestedintheobjectivesandproblemsoftheothersideaseachisinhisown.
Answer:
FalsePage:
97
TF48.Althoughthereisnoguaranteethattrustwillleadtocollaboration,thereisplentyofevidencetosuggestthatmistrustinhibitscollaboration.
Answer:
TruePage:
98
TF49.Multiplecommunicationchannelsshouldnotbeusedastheyinevitablypassalonginaccurateandconfusinginformation.
Answer:
FalsePage:
100
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