商 务 谈 判 试 卷一：选择题（共 15 题，每题 1 分） 1. Which one is not the advantage of Host-court negotiations( ) A It saves home team the treaveling expense abroad. B All the resources are readily available to the host negotiators. C Host team have to spend time and energy making arrangements for the negotiating site and reception. D Host team know the negotiation environment well and can be quite relaxed psychologically. 2.Which one is the game principles of negotiations( ) A quotation B opening statements C credibility first D positive and friendly 3.What should you do if your boss let you ready to negotiate( ) A Making a big dinner. B Making a complete plan. C Checking material. D Go shopping. 4.How many kinds of the function of negotiation atmosphere( ) A six B five Cfour Dthree 5. Which one is not the forms of quotation( ) A Oral quotation B Written quotation C Combination oral and written quotation D Asking a price 6. Which one is the “when” strategy( ) A Compromising B Accommodating C Controlling D Fait accompli 7.How to handle impasse?( ) Keeping it fluidSeeking easy escape routesShifting the topicAdjournment strategy A B C D 8. In the start stage, the negotiators main task is to( ) A Decide the quotation B Made an opening statement C Create negotiations atmosphere D Exchange both sides 9.Youll need to the credit card information before accepting the order. A. classify B. satisfy C. verify D.Identification 10.Which is not the opening strategies ? A、Resonant opening B、Frank opening C、Nitpicking opening D、Tacit-agreement negotiation strat 11.How many kinds of the open-ended questions?( ) A2 B3 C4 D5 12、What is the meaning of “fatigning tactics”? A、不开先例 B、体会 C、以退为进 D、疲劳战术 13.If you want to buy something you are very like what you can do first?( )A Give the money B Look at it C Quotation D Asking a price 14. Which position should the translator sit on the general managers In the negotiations?( ) A left B right C opposite D behind 15.which is(are) not the legal personnels primary responsibility(- ies) ?( ) A validity B completeness C preciseness of the contract terms D deliver the goods 二：判断（本大题共 10 小题，每小题 1 分，共 10 分） 1:Business negotiation is a conferring process to eliminate conflict,adjust relationship,satisfy each others need and main each othera self-interest. 2:Negotiators should obey the principle of mutul reciprocity and mutual benefit and should not follow the guideline that honesty is the best policy. 3:Game principles of international business negotiation means the basic criterion or norm that all the parties should obey in international business negotiation 4:Physical preparations for international businss negotiation not include visiting as well as investigation . 5:Contents of opening statements dont include the interests and assurance that your own party hope to obtain in the negotiation. 6:Quoting a price ,bargaining over the price ,and making compromises are three key aspects for bargaining in international negotiation. 7:Collaborating,compromising,accommodating,controlling and avoiding are five strategic approaches in negotiation. 8:Impasse or stalemate can arise for a number of reasons ,not including both parties have widely divergent objectives 9:Closed questions are question that can evoke only yes or no answers. 10:The ultimatum strategy mean two sides may use the strategy of meeting each other half way or each make a compromise to continue the negotiation.三：名词解释（本大题共 5 小题，每小题 4 分，共 20 分） 1. Business negotiation 2 .Negotiation goals 3 .Quotation 4 . Arbitration 5.Compromising strategy 四：简答题（本大题共 4 小题，每小题 5 分，共 20 分）1. How many game principles of international business negotiation? What are they? 2.Which preparation job need to do before International business negotiations? 3.What is the basic quotation principle? 4.According to Thomas and Kilmann (1974),these different approaches can be grouped into five categrories . When to use the Compromising is best? 五；翻译（本大题共 3 小题，每小题 5 分，共 15 分） 1 1In international business negotiation, no matter whether you are the host or not, no mater how powerful you are, or whether your counterpart is a big famous group while you are only a small company in a developing country , 。 （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） 。 2 2In most cases, we should create an advantageous atmosphere before or in the opening of the negotiation so as to direct the negotiation and manipulate the other negotiation rivals. （If a harm