商务谈判试卷 (2)

商务谈判 试卷 云南省高中会考试卷哪里下载南京英语小升初试卷下载电路下试卷下载上海试卷下载口算试卷下载 1.WhichoneisnottheadvantageofHost-courtnegotiations()AItsaveshometeamthetreavelingexpenseabroad.Alltheresourcesarereadilyavailabletothehostnegotiators.Hostteamhavetospendtimeandenergymakingarrangementsforthenegotiatingsiteandreception.DHostteamknowthenegotiationenvironmentwellandcanbequiterelaxedpsychologically.2.Whichoneisthegameprinciplesofnegotiations()AquotationBopeningstatementsCcredibilityfirstDpositiveandfriendly3.Whatshouldyoudoifyourbossletyoureadytonegotiate()AMakingabigdinner.BMakingacompleteplan.CCheckingmaterial.DGoshopping.Howmanykindsofthefunctionofnegotiationatmosphere()AsixBfiveCfourDthreeWhichoneisnottheformsofquotation()AOralquotationBWrittenquotationCCombinationoralandwrittenquotationDAskingaprice7.Howtohandleimpasse?()一：选择题（共15题，每题1分）6.Whichoneisthe“when”strategy()ACompromisingBAccommodatingCControllingDFaitaccompli①Keepingitfluid②Seekingeasyescaperoutes③Shiftingthetopic④AdjournmentstrategyA①②B②③④C①②③D①②③④Inthestartstage,thenegotiator'smaintaskisto——()ADecidethequotationMadeanopeningstatementCreatenegotiationsatmosphereDExchangebothsidesYou’llneedtothecreditcardinformationbeforeacceptingtheorder.A.classifyB.satisfyC.verifyD.IdentificationWhichisnottheopeningstrategies?A、ResonantopeningB、FrankopeningC、NitpickingopeningD、Tacit-agreementnegotiationstrat11.Howmanykindsoftheopen-endedquestions?()A2B3C4D512、Whatisthemeaningof“fatigningtactics”?A、不开先例B、体会C、以退为进D、疲劳战术13.Ifyouwanttobuysomethingyouareverylikewhatyoucandofirst?()AGivethemoneyBLookatitCQuotationDAskingaprice14.Whichpositionshouldthetranslatorsitonthegeneralmanager'sInthenegotiations?()AleftBrightCoppositeDbehind15.whichis(are)notthelegalpersonnel’sprimaryresponsibility(-ies)?()AvalidityBcompletenessCprecisenessofthecontracttermsDdeliverthegoods二：判断（本大题共10小题，每小题1分，共10分）1:Businessnegotiationisaconferringprocesstoeliminateconflict,adjustrelationship,satisfyeachother’sneedandmaineachother’aself-interest.2:Negotiatorsshouldobeytheprincipleofmutulreciprocityandmutualbenefitandshouldnotfollowtheguidelinethathonestyisthebestpolicy.3:Gameprinciplesofinternationalbusinessnegotiationmeansthebasiccriterionornormthatallthepartiesshouldobeyininternationalbusinessnegotiation4:Physicalpreparationsforinternationalbusinssnegotiationnotincludevisitingaswellasinvestigation.5:Contentsofopeningstatementsdon’tincludetheinterestsandassurancethatyourownpartyhopetoobtaininthenegotiation.6:Quotingaprice,bargainingovertheprice,andmakingcompromisesarethreekeyaspectsforbargainingininternationalnegotiation.7:Collaborating,compromising,accommodating,controllingandavoidingarefivestrategicapproachesinnegotiation.8:Impasseorstalematecanariseforanumberofreasons,notincludingbothpartieshavewidelydivergentobjectives9:Closedquestionsarequestionthatcanevokeonlyyesornoanswers.10:Theultimatumstrategymeantwosidesmayusethestrategyofmeetingeachotherhalfwayoreachmakeacompromisetocontinuethenegotiation.三：名词解释（本大题共5小题，每小题4分，共20分）1.Businessnegotiation.Negotiationgoals.Quotation.Arbitration5.Compromisingstrategy四：简答题（本大题共4小题，每小题5分，共20分）Howmanygameprinciplesofinternationalbusinessnegotiation?Whatarethey?WhichpreparationjobneedtodobeforeInternationalbusinessnegotiations?Whatisthebasicquotationprinciple?AccordingtoThomasandKilmann(1974),thesedifferentapproachescanbegroupedintofivecategrories.WhentousetheCompromisingisbest?五；翻译（本大题共3小题，每小题5分，共15分）（你必须将数据和事实和说服人们通过声音推理如果你想确保你的福利消除你的对手的怀疑和反驳他们的反对）。．Ininternationalbusinessnegotiation,nomatterwhetheryouarethehostornot,nomaterhowpowerfulyouare,orwhetheryourcounterpartisabigfamousgroupwhileyouareonlyasmallcompanyinadevelopingcountry,。Inmostcases,weshouldcreateanadvantageousatmospherebeforeorintheopeningofthenegotiationsoastodirectthenegotiationandmanipulatetheothernegotiationrivals.（Ifaharmoniousatmosphereissetupintheeveryopeningofthenegotiation,bothpartieswillhaveeasygoingcommunicationanddiscussion;ifintheverybeginning,oneorbothpartiesletoffstreamandblameeachother,itwillcastashadowonthenegotiation.）。Inpreparationyoumustchoosehowmuchmovementtoallowbetweenyouropeningofferandyourlimit.thisnegotiatingmarginisastrategicdecision.yourtacticswillfollowthoughtsonselectingyournegotiatingmarginbuttheyarenecessarily,anddeliberately,general.。4..（“多听,少说话”是一个基本政策和策略业务谈判代 表 关于同志近三年现实表现材料材料类招标技术评分表图表与交易pdf视力表打印pdf用图表说话 pdf 应具备。倾听帮助你获取信息,了解你的对手的意图以及预测他们的进一步动作）。Listeninginnegotiationsinvolvesnotonlylisteningwithourears,butalsoobservingfacialexpressions,reactionsandgesturesofourcounterpartswithoureyes,feelingthenegotiationatmospherewithourheartaswellasanalyzingtheirwordswithourmindwhilewearelistening.六．案例 分析 定性数据统计分析pdf销售业绩分析模板建筑结构震害分析销售进度分析表京东商城竞争战略分析 (本大题共2小题，每小题10分，共20分)案例一：sunny,pleasantscenery.AbeautifulMMwentintoafashionshop--asuperbcollectionofbeautifulthingsMM:boss,askhowmucharethesepants?Boss:180yuan,Guangzhouauthenticgoods,wouldyoulike?MM:letmehavealook......Boss:don'tlooknow,thingsaregoodstuff,togiveyouapreferentialprice170yuan.MM:Thisisalsocalledthepreferential?Boss:Oh,well,just140yuan,thiscanbe?MM:hahaBoss:whatareyoulaughingat,isn'ttooexpensive?MM:No,isnotexpensive,itismybloodpump!Theboss:wherethereissoexaggerated,seeyouisanativeof120yuan.MM:......Boss:youarenottooexpensive?Ionlyearnyouafewbucks.MM:No,Ididnotsayyour,thispairoftrousersisworththeprice!Boss:youreallyhaveagoodtasteah,quicklybuy.MM:pantstrousersisgood,Ijusttheticketinthepocketbelimited.Boss:that'syourpocketmoney?MM:90Boss:element.Oh,youmakefunofme,helltopay,add10yuan.MM:nomore,Iwouldliketogiveyou120yuan,beincapableofaction.Boss:Well,tomakefriends,youpulldownfor90dollars.MM:Iwillnotgiveyou90yuan,Ihavetoleave10yuanfare.Boss:thefare?Thisandyoubuypantstohavewhatrelation?MM:ofcourse,ourhouse,musttakethebushome,10yuanfare.Boss:youlie!MM:believeme!Youseemyface,sosincere.Boss:Idon'tseeyoursincerity,butcanlose,your80yuan.MM:wait,Iwouldaddalittle,mybreakfastyet.Boss:you!Oh,youaretoofar,you'replayinggames!MM:believeme,Iamsincere.Wouldyouliketoseemeinfrontofyou?.Boss:I'munlucky,youdidtoo,forawhiletoride,onewouldhavetoeatbreakfast.Isitright?Yousayyouarethirsty,wanttodrink?MM:youtoolookeddownonme.Believeme,Ihavenotasked.Boss:Ibelieveyou?Thelasttime?MM:Yes,Ibelieve.Boss:Well,morefun,70yuan.MM:I'llgiveyouthemoney.Boss:faster.MM:Hey,don'tworry,thecolorsherethereseemssomethingwrong?Boss:No,no,thisissandedcolor,deliberately,thisiscalledpop.MM:Yes,whatlookslikeanoldpairoftrousers,strange.Boss:what?Youinsultme.Nevermind,pleasedonotinsultmytrousers.Thisisreallysomething.MM:......Boss:Well,thisismylist,yousee,inthelastweek,howcanthisoldpants?MM:Oh,I'msorryImisunderstood,but......Oh,thepurchaseprice:20yuaneach.Boss:Oh,no,No.Thisisnottaxedbeforetheprice,aftertaxeseachcostpriceis40yuan.MM:youtellalie,youtakemeforafool?Thisisthevalue-addedtaxinvoices,paytaxesaftertheprice.Boss:Hey,dobusiness,everydayIfacadeHousingrentshundredsofthem,donotmakemoneywhatIeat?MM:saidofpeacefultimes.,asbrightassunandmoon,yourheartisblack!Boss:Hey,30yuandonot?Mygoodsister,letmeearn.MM:moneyisjustalittlesomething,youmakemeangry.Boss:Wellhey,soserious?MM:donotserious?Thetrendcontinues,butisfraud,crime!Boss:myGod,goodexaggeration.Eliminatefire,25yuantoyou,willearnfiveyuan!MM:what?25isthemeanoftwohundredandfifty,youdespiseme?Boss:No,no,24.MM:4is"dead"meaning,unlucky,I'msuperstitious.Boss:day23,thereissomethingwrongwithit.MM:No,okay,transaction.Question：Howmanybargainingstrategiesbuyersandsellersusing?Whatarethey?案例二：InSeptember2001,theChinesemainlandoneconstructioncompanygeneralmanagerthatAustralianfamousarchitectwillbeinShanghaiforashortstay,andappointedseniorengineerasplenipotentiaryflytoShanghai,pleasemastertohelpthecompanytoso-and-sobuildingdesignasetofthelatestplan.PlenipotentiaryalineoftheheavyburdenofresponsibilityploysoundstoShanghai,theplanearrivedatthemasterhotel,thetwosidesexchangegreetings,plenipotentiaryelucidationpurpose,themasterofthisprojectisveryinterestedincooperation,agreedto.Howeverthedesignerprice400000yuan,thepricetotheChinesesideisunacceptable,accordingtomasterunderstanding,usuallyinthedesignoftheShanghaipriceis$6.5persquaremeter,accordingtothestandardcalculationofwords,thewholebuildingdesignfeeshouldbe$162600,accordingtotheexchangeratequotedshallbeconvertedintorenminbi,$1.3695million,sothedesigneris400000RMBofferisveryfavorable.Plenipotentiarysaidonlyout200000yuandesign,explained:\"inShanghai,thegeneralmanagerbeforeauthorizedme$100000signingauthority,yourpriceisbeyondthescopeofmypower,Imustaskforinstructionsmysuperior.\"Afteraskforinstructions,thecompanyagreedtopay200000yuan,andthepricethatthemastercannotaccept,andnegotiationinastalemate.Question：Inthecase,whythenegotiationsimpassecomesabout?(3分)Toavoidbusinessnegotiationsimpassehappenedswhatattitudehouldwehave?(3分)IfyouareChineseplenipotentiary,youwillbehowtobreaktheice?(4分)参考 答案 八年级地理上册填图题岩土工程勘察试题省略号的作用及举例应急救援安全知识车间5s试题及答案 选择CCBADDDACDDDDBD判断FFTFFTTFTF名词解释1.Businessnegotiation:aprocessofconferringinwhichtheparticipantsobusinessactivitiecsommunicated,iscuss,andadjusttheirviews,settledifferenceasndfinallyreachanacceptabslaytisfyinaggreementinordertoclosedeaalorachieveaproposedfinancialgoal.2.Negotiationgoarlesf:ertothecommerciagloalstobeachievedthroughnegotiations,whichareusuallydividedthienhtioghestgoalsa,cceptablegoalsandlowestgoals.3.Quotatio:nnarrowlydefined,aquotationjustisawaytoindicateaparticulaprriceatwhichonepartywillbuyorsellthespecifiecdommodit.ybroadlydefined,itinvolvesallthatonepartyproposestotheotherconcerningmutualinterestsinabusinessnegotiation,includingthefollowingtermsandconditionsforadeal:thenameofcommodity,quality,quantity,price,packaging,shipping,insurance,paymentterms,inspections,claims,arbitrationandseveralotheritems.4.Arbitratio:nisanadjudicatorpyrocessthatisheldbeforeanobjectivethirdpartywhorendersadecisionbasedontheopponentpresentationsofthedisputingparties.5.Compromisingstrattewgoys:idesmayusethestrategyofmeetingeachotherhalfwayoreachmakeacompromisingtocontinuethenegotiation.简答见课本第二章大标题见课本第三章大标题Thebasicquotationprincipleisthatwhennegotiatorsaremakingaquotationt,heyshouldconsideronnoltytheprofittheycangetiftheyclosethedealatthedesiredorquotedprice,butalsothedemandandsupplyotherelatedcommodityinthemarket,thepricelevelatwhichcompetitorsbid,towhatextentthebuyermightbeexpectedtoacceptitandotherrelatedfactors.therefore,theynteoedmakecarefuclomparisonsandtradeoffstimeandtimeagainsothattheyarriveatapricethatbestcombinesthprobabilitythatthequotationwouldbeacceptedandtheprdiecsei.red见课本第六章164页翻译youmustlistdataandfactsandconvincepeoplebysoundreasoningiyouwanttoensureyourbenefitseliminateyourcounterpart'sdoubtsandrefutetheirobjections.如果一个和谐的气氛是建立在每个打开的,双谈方判将中有随和的通信和;讨如论果在最开始时,一方或双方送经流和相互,指它责将谈判蒙上一层阴。影在准备你必须选择多少运,允动许你和你之间开放提供限制。这是一种战略谈判保证金。你的战术将跟随在你选择你的,想但法他们必然是谈判保,证故金意,一般“listenmore,speakless”isabasicpolicyandtacticabusinessnegotiatorshouldpossess.Listeninghelpsyouacquireinformation,gettoknowyourcounterpart'sintentionsaswellaspredicttheirfurthermovements.案例分析1第一招：声东击西。当你看好某商品时不，要急着问价先，随便问一下其他商品的价表格现，出很随意的样子，然后突然问你要的东西的价格。店主通常不及防范，报出较低的价格。切忌表露出对那商品的热情，否则善于察颜观色的店主会漫天起价。第二招：漫不经心。当店主报价后，要装出漫不经心的“样这子么：贵？”之后转身出门。店主自然不会放过快到口的肥肉，立刻会减一小价，此时千万别回头，照走可也。第三招：攻其不备。在外头溜达一圈后，再回到店中。拿起货品，装“傻刚地才问你：说多少钱？是xx吧？”你说的这个价比刚才店主挽留你的价格自然要少一些，要是还可接受，店主一定会说“是”。好，又一次砍价成功！第四招：虚张声势。指出隔壁同样商品才多少，前面那家更便宜。这一招“杜撰”虽已给用滥，但仍是砍价必要的一环。不要给时间让店主破解，立刻进入第五式。这一招遵循的是谈判中“造势”的原则。第五招：评头品足。颇考功力的一式。试着用最快的速度把你所想到的该货品的缺点列举出来。一般的顺序是式样颜、色、质地、手工总之要让人觉得货品一无是处从，而达到减价的目的。这就是谈判中“小题大做，制造僵局”的运用。2.1原因是双方底限无重合部分2.2谈判就是在底限内的无限让步与拒要绝用，换位思考的方式去面对对手的在拒让绝步，中继续拒绝对手。并且把拒绝转化为问题，而不是单纯的说不，再把问题拿出来互相讨论，以自己的优势掩盖劣势，若无法掩盖，就进行对比。光明正大的永远比小动作更有效果，且无后顾之忧2.3a,在谈判过程中逐步探求对方的底限，如底限有重合，那接下来就很顺利了b,优势，如果他接受了，在国内使用对方的 设计 领导形象设计圆作业设计ao工艺污水处理厂设计附属工程施工组织设计清扫机器人结构设计 ，会给他带去什么样的好处，利益等。c,请第三方人士进行协调d,放弃。如果没有任何的可能性，放弃是最好的。但一定维持住关系以期将来的合作