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If all parties announce that their positions cannot be changed, then the negotiation process will turn into ___.( ) A:a wall of will B:wall of wills C:a wall of wills D:a wall wills 答案: a wall of willsThe overall layout of the venue should be solemn, beautiful and comfortable, and it is generally unnecessary to consider the meeting（ ）. A:Property B:Specification C:Scale D:Time 答案: TimeFocusing on interest rather than ___ is a golden rule and precious percept in negotiation at all times and in all countries. ( ) A:positions B:positivity C:potions D:position 答案: positionsIn business negotiation, the equality of both parties refers to the equality of both parties in ( ) . A:Level B:Economic interest C:Strength D:Law 答案: Law
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The written contract for business negotiation can be divided into three parts: the beginning of the agreement, the text and the end of the agreement. ( )
A:对
B:错
答案: 对
Negotiation is a dynamic process of ___.( )
A:adjustment
B:adjust
C:agree
D:agreement
答案: adjustment
All parties concerned should show respect ______their power and size, being careful to avoid showing discrimination or disdain to their counterparts. ( )
A:regardless of
B:regardless off
C:regardless
D:regardless for
答案: regardless of
Any negotiation is a process of constant exchanging of information and ___ of both parties. ( )
A:continuous concept
B:continuous concession
C:continue concession
D:make concession
答案: continuous concession
If all parties announce that their positions cannot be changed, then the negotiation process will turn into ___.( )
A:a wall of will
B:wall of wills
C:a wall of wills
D:a wall wills
答案: a wall of wills
Focusing on interest rather than ___ is a golden rule and precious percept in negotiation at all times and in all countries. ( )
A:positions
B:positivity
C:potions
D:position
答案: positions
In order to achieve a favorable outcome from negotiations, the negotiators of both parties should___ some rules. ( )
A:be abided by
B:abide to
C:be abided to
D:abide by
答案: abide by
What does PIOC stand for? ___( )
A:People; Internet; Opinion; Criteria
B:People ;Interest ;Option; Check
C:People; Internet; Option; Criteria
D:People; Interest; Option; Criteria
答案: People; Interest; Option; Criteria
However,no matter what form a negotiation may take ,its goal will never change: ___.( )
A:friendship first
B:salary increase
C:position first
D:interest realization
答案: interest realization
To be ___ is not only at the time around the negotiation table but also later on to stick to the performance of the contract. ( )
A:since
B:sincerity
C:sincere
D:syncing
答案: sincere
Different negotiation subjects and specific negotiation clauses involve different___ and considerations. ( )
A:criteria
B:criterion
C:criterial
D:criteria’s
答案: criteria
Negotiation derives from the Latin infinitive negotiara meaning “to trade or do business”. ( )
A:对
B:错
答案: 对
Business negotiation without any financial interests and efficiency is of no value. ( )
A:错
B:对
答案: 对
In a negotiation, if one side takes the supper hand, the agreement established is most likely to be followed. ( )
A:对
B:错
答案: 错
To be sincere is not only at the time around the negotiation table but also later on to stick to the performance of the contract. ( )
A:错
B:对
答案: 对
In a negotiation, he should be tolerant and narrow-minded, and follow a moderate course that couples hardness with softness. ( )
A:对
B:错
答案: 错
Please let us have details of your machine tools, _____ your earliest delivery.（ ）
A:Giving us
B:give us
C:given us
D:to give us
答案: Giving us
We hope to receive your quotation with details______ the time of shipment.（ ）
A:being included
B:including
C:to be included
D:To include
答案: including
Will you please send us your price lists for the items__ below? （ ）
A:You quoting
B:being listed
C:to list
D:listed
答案: listed
We shall appreciate_ us FOB Sydney. （ ）
A:your being quoted
B:You quoting
C:your quoting
D:you to quote
答案: You quoting
If you can supply your goods immediately, we shall_____ to place a trial order. （ ）
A:prepare
B:preparing
C:be preparing
D:Be prepared
答案: be preparing
As we have business connection in this field, we hope_____ your special terms. ( )
A:to be given
B:To give
C:giving
D:to be giving
答案: to be given
If your prices are competitive, we are confident______ the goods in great quantities in this market. ( )
A:in selling
B:To sell
C:to be selling
D:in being sold
答案: in selling
We offer you the following items_____ your reply reaching here by 3 p.m. 12 April, our time. ( )
A:subjects to
B:subject to
C:Subjecting to
D:to subject to
答案: subject to
As we are one of the leading importers in this line, we are _____ a position to handle large quantities. ( )
A:of
B:At
C:on
D:in
答案: in
Although we appreciate the good quality of your goods, we are sorry to say that your price appears to be _____. ( )
A:on the high side
B:in the high level
C:at high
D:Of the high standard
答案: on the high side
Sometimes general enquiry can be an initial letter.（ ）
A:错
B:对
答案: 对
An enquiry is a request from the buyer for information on the supply of goods with engagement. ( )
A:对
B:错
答案: 错
When we make an enquiry, we will surely receive a response from the customer. ( )
A:对
B:错
答案: 错
In a letter of specific enquiry, it is not necessary for the buyer to indicate the name of the goods he wants to buy. ( )
A:对
B:错
答案: 错
An order is a request to supply a specified quantity of goods. ( )
A:错
B:对
答案: 对
In preparation phase, Which of the following information is not collected by negotiators？ ( )
A:Bargaining ranges
B:The legal system
C:Population
D:Objectives
答案: Population
Which of the following target is not belong to negotiation targets？（ ）
A:The minimum target
B:The optimal target
C:The friendly target
D:The acceptable target
答案: The friendly target
The key to the success of the negotiation in the opening phase is（ ）.
A:Determine negotiation objectives
B:Appropriate negotiation atmosphere
C:Reasonable quotation
D:Repeated negotiations
答案: Appropriate negotiation atmosphere
Setting the tone for the negotiation process is ( ) .
A:Preparation
B:sign a contract
C:Bargaining
D:Opening
答案: Opening
The key point of price explanation process is to make clear ( ) .
A:Price composition
B:Technical specifications
C:Price level
D:Relationship between goods and price
答案: Relationship between goods and price
The overall layout of the venue should be solemn, beautiful and comfortable, and it is generally unnecessary to consider the meeting（ ）.
A:Property
B:Specification
C:Scale
D:Time
答案: Time
In business negotiation, the equality of both parties refers to the equality of both parties in ( ) .
A:Level
B:Economic interest
C:Strength
D:Law
答案: Law
Negotiation of price terms shall be undertaken by ( ).
A:Technical personnel
B:Financial personnel
C:Legal personnel
D:Business personnel
答案: Business personnel
At the beginning of negotiation, the way to give up all the available interests is ( ).
A:Initial concession
B:Firm concession
C:Decisive concession
D:One-time concession
答案: One-time concession
Negotiation is necessary because of the existence of ( ) in the transaction.
A:Attack
B:Cooperation
C:Debate
D:Conflict
答案: Conflict
Negotiators who specialize in legal area are responsible for contract documents, terms and conditions of a contract, insurance, and legal interpretation.（ ）
A:错
B:对
答案: 对
Signing a contract is equal to stopping negotiation.（ ）
A:错
B:对
答案: 错
Offering the negotiation agenda should keep the progress of the negotiations and focus on the statements of the other party. ( )
A:错
B:对
答案: 对
One of the process negotiators should do in preparation phase is exchanging ideas on the agenda. ( )
A:错
B:对
答案: 错
Making statements in opening phase is to explain what you are offering or proposing. ( )
A:错
B:对
答案: 错
Who are responsible for the negotiations？( )
A:business personnel
B:technical personnel
C:financial personnel
D:leading personnel
答案: leading personnel
In international business negotiations, the negotiators should be arranged according to ( )
A:Social system of the other party
B:Negotiation time
C:Negotiation target and object
D:Negotiation location
答案: Negotiation target and object
When negotiating certain professional legal terms in the contract, the main negotiator should ( )
A:be served by legal staff
B:be served by business personnel
C:be served by knowledgeable experts or professionals
D:be served by negotiation leader
答案: be served by legal staff
Under normal circumstances, the views that can be disclosed in business negotiations are ( )
A:Optimal expected target
B:Negotiation theme
C:Actual expectations
D:One’s own final negotiation period
答案: Negotiation theme
The negotiation skills that can not only obtain new information but also confirm one’s previous judgments are ( )
A:Answer all questions
B:Just listen but not speak
C:Listen more and talk less
D:Ask questions cleverly
答案: Ask questions cleverly
The negotiation type that must choose the all-round negotiator is ( )
A:Collective bargaining
B:Bilateral negotiations
C:Multilateral negotiations
D:Individual negotiation
答案: Individual negotiation
The specific responsibilities of knowledgeable experts and professionals are ( )
A:Conduct professional detailed consultations and demonstrations
B:Introduce negotiators
C:Check the accuracy of legal documents
D:Control the negotiation process
答案: Conduct professional detailed consultations and demonstrations
The role of support staff in negotiations includes ( )
A:Participate in negotiations
B:Prepare information and analyze the situation
C:Provide information consultation
D:Logistics support
答案: Prepare information and analyze the situation
The negotiation of price terms shall be undertaken by ( ).
A:Financial staff
B:Technical staff
C:Commercial staff
D:Legal staff
答案: Commercial staff
The goal of negotiation is the action of the negotiator ( )
A:Pointer and direction
B:Specific content
C:Specific steps
D:Negotiation strategy
答案: Pointer and direction
The size of the negotiation team is generally around ( ) people.
A:4
B:8
C:2
D:6
答案: 4
( ) is a goal that must be achieved in business negotiations.
A:Acceptable goal
B:Actual demand goal
C:Lowest goal
D:Highest goal
答案: Lowest goal
Which negotiation style is characterized by persuasion and application skills? ( )
A:Collaborating
B:Accommodating
C:Compromising
D:Controlling
答案: Collaborating
The main responsibilities of the negotiating team do not include the following ( ).
A:Responsible for receiving the negotiation opponent
B:Supervise the negotiation process
C:Master the negotiation process
D:Sign the contract with the representative unit
答案: Supervise the negotiation process
Regarding the issues raised by the negotiating opponent, we should ( )
A:Answer every question thoroughly
B:Use counter questions
C:Answer all questions in a direct way
D:Answer the questions as quickly as possible
答案: Use counter questions
Buyers can protect themselves against poor quality by ordering a transshipment inspection of the products. ( )
A:对
B:错
答案: 对
The goals of the negotiation include “optimal goals, acceptable goals”. ( )
A:对
B:错
答案: 错
The chief negotiator is the main speaker at the negotiation table. ( )
A:对
B:错
答案: 对
Open-ended questions refer to questions with specific answers in specific fields. ( )
A:错
B:对
答案: 错
The negotiators are forced to make concessions during the opening stage in order to push forward the negotiation. ( )
A:对
B:错
答案: 错
A __ has the right to survey the goods when he receives them from the carrier.（ ）
A:consignment
B:consignee
C:consignor
D:consigning
答案: consignee
This offer is only ____ for a week from today.（ ）
A:valid
B:enough
C:strong
D:powerful
答案: valid
Coca-Cola has a ____market selling to large numbers of people. ( )
A:mass
B:niche
C:seller
D:free
答案: mass
Business must sustain a __ to provide for the livelihood of the business as well as the individuals who are dependent on the business for their livelihood. ( )
A:welfare
B:cash
C:profit
D:benefit
答案: profit
Don‟t __ me “President”: I‟m only a sales manager. ( )
A:address
B:sign
C:ask
D:call
答案: address
You should sign a contract to make your deal situation ___. ( )
A:usual
B:normal
C:common
D:regular
答案: normal
There is a long way before these two companies __ negotiation with each other. ( )
A:prior to
B:give up to
C:draw with
D:enter into
答案: enter into
After hard training, the production team won three _ contests. ( )
A:successive
B:succeeding
C:succession
D:success
答案: successive
The cash___ gap is the biggest problem for the company to solve in due course. ( )
A:mortgage
B:down-payment
C:interest
D:flow
答案: flow
I spent a very ___ hour reading some catalogue in the trade fair. ( )
A:productive
B:predictive
C:profitable
D:creative
答案: productive
International trade is only the exchange of goods between nations. ( )
A:对
B:错
答案: 错
Tariff and quotas are the examples of trade barriers. ( )
A:对
B:错
答案: 对
Countries trade with each other partly because of cost advantage. ( )
A:对
B:错
答案: 对
WPA is a wider cover than FPA. ( )
A:错
B:对
答案: 对
A check can be seen as a special draft. ( )
A:错
B:对
答案: 对
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