绪论 单元测试

1、 问题: Negotiation is an integral part of daily life and the opportunities to negotiate surround us. （ ）
选项：
A:对
B:错
答案: 【
对
】

第一章 单元测试

1、 问题:Due to advances in technology and changes in the workplace, negotiation is becoming: （ ）
选项：
A:Increasingly computer-driven.
B:An increasingly important skill for people to hone.
C:Less relationship-oriented.
D:More confrontational.
答案: 【
An increasingly important skill for people to hone.
】

2、 问题:Which of the following is least likely a negotiation situation? （ ）
选项：
A:You ask a sales clerk to give you a 15 percent discount because the article of clothing you would like to purchase is missing a button.
B:The invitation you receive to a party says you can bring a friend.
C:A high school senior asks his parents if he can borrow their car. They agree, as long as he promises to be home by midnight.
D:Your manager meets with you about your annual raise.
答案: 【
The invitation you receive to a party says you can bring a friend.
】

3、 问题:Implicit in all negotiations is that the parties are: （ ）
选项：
A:dependent.
B:independent.
C:interdependent.
D:Any of the above
答案: 【
interdependent.
】

4、 问题:The basic problem in most negotiations is: （ ）
选项：
A:Conflicting issues.
B:Conflicting positions.
C:Conflicting interests.
D:Conflicting goals.
答案: 【
Conflicting interests.
】

5、 问题:Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobby. （ ）
选项：
A:对
B:错
答案: 【
错
】

第二章 单元测试

1、 问题:The first step of the first stage of a negotiation is: （ ）
选项：
A:Formulate arguments and counterarguments.
B:Formulate offers and counteroffers.
C:Build rapport.
D:Pre-negotiation preparation.
答案: 【
Pre-negotiation preparation.
】

2、 问题:Effective negotiation preparation encompasses three general abilities: situation assessment, other-party assessment, and _.（ ）
选项：
A:financial assessment
B:location assessment
C:team assessment
D:self-assessment
答案: 【
self-assessment
】

3、 问题:BATNA is short for ‘Best Alternative To a Negotiated Agreement’.（ ）
选项：
A:对
B:错
答案: 【
对
】

4、 问题:In order to reach a successful negotiation outcome, the negotiators must understand that their BATNA is: （ ）
选项：
A:the outcome that the negotiator wishes to achieve
B:able to be modified by persuasive offers
C:not time sensitive
D:determined by objective reality
答案: 【
determined by objective reality
】

5、 问题:When, you are asked about your desired salary in a job interview, what is the best response to use with the prospective employer? （ ）
选项：
A:Make an extreme offer and negotiate your way back down to your acceptable BATNA range
B:Give a salary range that would meet your needs in order to seem less fixated on a particular number.
C:Make a take-it-or-leave-it offer
D:Identify a variety of different combinations of highly attractive offer packages and present those packages to the employer
答案: 【
Identify a variety of different combinations of highly attractive offer packages and present those packages to the employer
】

6、 问题:What is meant by the hidden table in a negotiation? （ ）
选项：
A:An undisclosed group of resources
B:The ultimate goal of a good negotiator
C:Important parties who are the real decision makers are not present at the negotiation table
D:The undisclosed offers that could have been made
答案: 【
Important parties who are the real decision makers are not present at the negotiation table
】

7、 问题:The strategic planning stage of preparation includes: （ ）
选项：
A:Defining the situation, establishing the desired goals, formulating a strategy and creating a script.
B:Defining the situation, establishing the desired goals, formulating a strategy and deciding how to implement the strategy.
C:Defining the situation, establishing the desired goals, creating a script and deciding how to implement the strategy.
D:Defining the situation, establishing the desired goals, creating a script and deciding how to implement the negotiation outcome.
答案: 【
Defining the situation, establishing the desired goals, formulating a strategy and deciding how to implement the strategy.
】

8、 问题:To achieve the greatest gains, negotiators should stick to the script they created during the preparation phase. （ ）
选项：
A:对
B:错
答案: 【
错
】

第三章 单元测试

1、 问题:Negotiators who are highly concerned with achieving their substantive goals but have significantly less concern for the relationship or for the other party’s substantive goals are likely to adopt: （ ）
选项：
A:A distributive strategy.
B:An integrative strategy.
C:An interest-based strategy.
D:A principled strategy.
答案: 【
A distributive strategy.
】

本门课程剩余章节答案为付费内容
本文章不含期末不含主观题！！
本文章不含期末不含主观题！！
支付后可长期查看
有疑问请添加客服QQ 2356025045反馈
如遇卡顿看不了请换个浏览器即可打开
请看清楚了再购买哦，电子资源购买后不支持退款哦
点我支付 ¥5
  已支付？输入手机号或商家订单号阅读