商務談判判斷

1、一：T】Negotiation depends on communication. T】In a good negotiation, everybody wins something. T】Both sides should try to understand each others point of view before making a decision. F】There is such case as take it or leave it” in international business. F】In the bidding stage each is negotiating to

2、wards the best advantage. F】The stages of the negotiation always follow one another in sequence. T】When negotiating, representatives or negotiators represent their own but often others interest. F】Being close or friendly with the other side may bring about the best outcome. T】International negotiati

3、ons often require the use of translators to attain this goal. F】When counterparts are speaking, negotiators should look at them but not the translators. 二：F】(1) The assumptions are true pictures of the world, they neednt to be verified. T】(2) A good listener will hear out the other person before pas

4、sing judgment and framing rebuttals. F】(3) When you didnt hear something clearly, you couldnt interrupt and ask the speaker to repeat, because this would make him or her angry. T】(4) The end of a talk is important because people remember best. F】(5) Most people speak in too low a pitch, especially w

5、hen they get excited. T】(6) You can control and command a negotiation by proper use of questions. F】(7) When you are questioned, dont say you lack knowledge about something in order not to lose face. F】(8) During the negotiation, try to smile at your opponents as much as possible. F】(9) Facial gestu

6、res can convey a more accurate assessment of your emotional state than other body movements. T】(10)Someone who likes you or your discussion will lean forward slightly in a relaxed manner with the back a little curved. 三：F】1). During the negotiation, you should give your best offer at once. T】2). You

7、 should ask your audience form time to time for question and comment when you give your presentation. T】3). It is quite important to keep the negotiating team as small as possible. F】4). The negotiators job is to minimize the long-term benefits of the venture to secure short-term needs. (maximize)T】

8、5). The chief negotiator must be a decision maker who can keep everyone satisfied without being distracted from the pre-established priorities. F】6). Experts can participate as negotiating members without being trained. (cant)F】7). The key to successful negotiation is that our side should win. (both

9、 sides)T】8). A good negotiator demands not only the keenness of wit but also a high degree of sympathy with the party on the other side of the negotiating table. T】9). A better negotiator can improve personal and professional profitability. F】10). The same team should be kept throughout the negotiat

10、ion. (There is no need to )四：T】1) Those informal negotiations dont need an agenda. F】2) Its better for the host company to impose the agenda at the start of the meeting. F】3) The visitors should propose an agenda. T】4) Budgeting an extra day prior to meetings is a worth investment. T】5) Good interna

11、tional flight can mean acuity at the negotiating table. F】6) It is wise to invite a Chinese company to the U.S. during the Lunar New Year period for negotiation. (unwise)T】7) An agenda can be presented by one side or prepared by both sides. T】8) Social events are a continuation of the negotiations.

12、F】9) Learning to deal with the objective of negotiation is to keep them rigid. (fluid)T】10) Issues for negotiation are the things on which one side takes an affirmative position and the other a negative position. F】11) A majority of negotiators find it more comfortable and more constructive to use a

13、 rectangular table. （round table）F】12) Negotiators shouldnt start off the meeting with completely irrelevant topic. 五：F】1). If one team is too aggressive, it is very necessary for another team to respond in the same way. T】2) Negotiations may fail for a variety of reasons such as competitors offerin

14、g a better deal, problems seeming too difficult to solve, personalities clashing and negotiating clashing. F】 3) In order to sort out the solutions, both parties should keep sight of the main objectives and maintain a negative tone. (positive tone) T】4) Sometimes you need to keep the overall objecti

15、ve in mind, and make concessions to maintain a positive tone. T】5) The open bids should be the highest defensible and be put firmly, clearly without apology or hesitation. F】6) There are three guidelines to the way in which a bid should be presented: firmly, clearly and with comment. (without commen

16、t)T】7) There are two ways we can influence the deal. One is to influence the negotiator; the other is to influence the situation. F】8) To some extent first bid is less influential than responsive bid. F (more ) F】9) A low bid gives scope for manoeuvre during the later bargaining phases. (high)T】10)

17、Its necessary to summarize, produce a written record and to identify action needs and responsibilities at the end of the negotiation. 六：T】1) Recessing is a profitable device for both parties. T】2) Setting deadlines could help briskness and the concentration of energy. F】3) It is not necessary that t

18、he parties be in agreement as to the language and terms of the deal before its closure. (should be in agreement as to )T】4) Whether we like it or not, there are places where lubrication is practical. F】5) The implications for the negotiation of having a deadline are negative. (positive )T】6) The Gol

19、f Club and the study group are useful in team negotiations. F】7) Only one side has the chance to close the deal and the more proactive the decision maker is, the greater the chance of controlling the process hell get. (both sides have the chance to)T】8) Declining the deal must be done with the great

20、est diplomacy because the potential for future dealings is very important. F】9) The Golf Club is for the team leaders to agree to meet formally in some environment which encourages mutual trust and openness. (informally)F】10) When the negotiations between teams get bogged down, it is useless to set

21、up a sub-group. (helpful to set up)七：T】1)We must always aspire high in our strategic thinking. F】2) For a quick deal, we dont need to have very precise targets, and very clear views about the extent to which we could compromise. (we need to have )F】3) The first thing you need to do in dealing with a

22、 difficult person is to control that persons behavior but not to control your own. (not to control that persons behavior but to control your own)T】4) It is imperative that good negotiators know how to both manage and express anger appropriately. T】5)Conflict can provide us with new information about

23、 a situation. F】6) In the middle of a negotiation it is sometimes ineffective to substitute a new team leader. (effective)T】7) In the strategy of reversal, you act in opposition to what may be considered to be the popular trend or goal. F】8) It is desirable that each negotiator should negotiate in a

24、 style foreign to him which reflects his strengths. (a style foreign to him will only expose his weakness)T】9) Core values are powerful because they generate feelings, thoughts and behavior. They are deeply held values that govern how you behave across a great many situations. F】10) Effective negoti

25、ators accept that they are human-not perfect-and they turn their mistakes into learning opportunities. Therefore, they have a longer recovery time before returning to full effectiveness. (shorter) 八：F】1) The win-lose strategy is the best that every negotiator can pursue. F】2) An experienced negotiat

26、or talks much and rarely pauses to listen. T】3) Persons who firmly maintain the desired objectives to the end can get the best deal. T】4) Without information, you cant make effective strategies and tactics. F】5) Quotation is an indication of price with contractual obligation. F】6) Arbitration is jus

27、t amicable consultation between the seller and the buyer. T】7) The first step in most successful sales negotiation is effective planning. F】8) Once your plan is made, you neednt modify it. T】9) Your targets should not be exposed to your counterpart at the beginning of a negotiation. F】10)When designing strategies, you should only think about your strengths without taking care of your weaknesses. 九：T】(1)every international sales or purchase contract should provide for