大学MOOC 国际商务谈判(广西大学行健文理学院)1206555805 最新慕课完整章节测试答案
1. 为什么要学习谈判
11. Etiquette
1、单选题：
A golden rule to keep in mind for any gift you select is ( )
选项：
A: quantity
B: price
C: package
D: quality
答案: 【 quality】
2、多选题：
Cultural differences are reflected in different areas ( )
选项：
A: exchanging gifts
B: dress code
C: meeting etiquette
D: diet
答案: 【 exchanging gifts;
dress code;
meeting etiquette;
diet】
3、多选题：
The Southeast Asian negotiation style has the following features: ( )
选项：
A: Hierarchy
B: Language
C: Time
D: Bargain
答案: 【 Hierarchy;
Language;
Time;
Bargain】
4、填空题：
Different cultures will not only influence but also .
答案: 【 the negotiation process negotiation etiquette】
5、填空题：
When introduce yourself, tell others your name, and your position.
答案: 【 title】
6、填空题：
Have your name card translated into languages.
答案: 【 two】
7、填空题：
Don’t forget that Hindus (80% of the population) do not eat beef and that neither Muslims (12%) nor Hindus eat .
答案: 【 pork】
5. Bargaining Process
1、单选题：
( )involves one party feigning weakness, pity and embarrassment in order to gain the other party feigning weakness, pity and embarrassment.
选项：
A: Seeking commiseration
B: Showing one’s hand
C: No precedents
D: Adjournment
答案: 【 Seeking commiseration】
2、填空题：
Quotation may take two forms: and written.
答案: 【 oral】
3、填空题：
A quotation of 100 cotton blankets at 1,200 Euro can be changed into 12 Euro per sheet, which is using the strategy of breaking up the into parts.
答案: 【 whole】
4、填空题：
If the other party refuses to accept your party’s terms and conditions, your side can issue an .
答案: 【 ultimatum】
5、填空题：
What does quotation mean (narrowly defined)?
答案: 【 Narrowly defined, a quotation just is a way to indicate a particular price at which one party will buy or sell the specified commodity.】
6、填空题：
What does quotation mean (broadly defined)?
答案: 【 Broadly defined,it involves all that one party proposes to the other concerning mutual interests in a business negotiation, including the following terms and conditions for a deal: the
name of commodity, quality, quantity, price, packaging, shipping, insurance,
payment terms, inspections, claims, arbitration and several other items. For large
projects,it may include forms of cooperation,ratio of capital distribution,profit
and loss distribution and the like.】
7、填空题：
What does bargaining or a bargained exchange for consideration refer to?
答案: 【 The bargaining or a bargained exchange for consideration is the process in which the two sides show their genuine intention to close a deal with their real efforts directed toward reaching agreement on an actual closing price.】
8、填空题：
What does bargaining in international business negotiation involves in?
答案: 【 Bargaining in international business negotiation involves in three key aspects: quoting a price, bargaining over the price, and making compromises.】
9、填空题：
What is the principle for making a quotation?
答案: 【 The principle for making a quotation in international business negotiation is “to sell dear” (at a high price) or “to buy cheap” (at a low price). That means, the seller should try to present his quotation at the highest price acceptable to the buyer; and the buyer should bid the lowest price the seller can bear.】
7. Ways of Braking Impasse
1、填空题：
What does negotiation impasse refer to?
答案: 【 In international business negotiation, each side will stick to its own interests with strong attitude and not care whether the other side will understand or acknowledge its own intensions. If this occurs the negotiations fall into a dilemma. This is the so-called impasse.】
2、填空题：
How to handle impasse?
答案: 【 There are four approaches:
(1) Keeping it fluid.
(2) Seeking easy escape routes.
(3) Shifting the topic.
(4) Adjournment strategy.】
8. Language skills
1、单选题：
Questioners can elicit more information by asking ( )
选项：
A: closed questions
B: open-ended questions
C: selective questions
D: suggestive questions
答案: 【 open-ended questions】
2、单选题：
If your counterpart often looks at you with his face turning to one side, you can see that he is ( &