商务谈判打印最终版

谈判1.10上午9点工科1251Ⅰ.T/F10%UNIT1-7T1.Preparationfornegotiationscanneverbetoocomplete.T2.Informationcanbetreatedasakindofinvisibleassetwithwhichnegotiatorscancreatemorevalue.F3.Interestreferstowhatonewants,whilepositionmeanswhyonewantstohaveit.F4.Itisrightforasellertogiveanextremelyhighoffersothathecanmakemoreprofits.T5.Thepurposeofprioritizingone'sgoalsistoknowtheorderoftrade-offswhenitistimetocompromise.F6.Thezoneamongone'sidealtarget,realistictargetandminimumtargetiscalledzoneofpossibleagreement.F7.Win-Winconceptsimplymeansthateachpartygetsanequalshareoutofthenegotiation.F8.Todiscussahardissue,itisbettertoputitatthetopoftheagenda.T9.Itisadvantageoustoholdanegotiationonone'sownturf.F10.Aftermakinganegotiationplan,thenextstepistocarryitoutnomatterunderwhatcondition.T11.Thesizeofthegroupdependsonthetypeofnegotiation.T12.Theteamshouldfocusonidentifyingexperts.F13.Theleadershouldhavetheseniorpositioninthecountry.T14.Theleadershouldchoosetheteammember.F15.Theleadersharesresponsibilityforthenegotiationwithallteammember.F16.Teammembersshouldbeexclusivelymaleorfemale.T17.Teammembersmustshareaunifiedgoal.F18.Thegoodcopmakestheoppositionuncomfortable.F19.Hardinessshouldalwaysdisagreewiththeopposition.F20.Thesweepershouldsitnexttotheleader.F21.Maslow’sneedtheorycanbeachievedfromhighertolowerorder.T22.It’sGerardI.Nierenbergwho,basedonMaslow’sneedtheory,pointedouttheneedsandsatisfaction…..F23.Sometimesindividuals’interestscanbeoutoflinewiththatofacompany,andthatofthestate.T24.Principlednegotiationisregardedasahigherlevelofstrategiesandtacticswhichcanbeappliedtoanykindofnegotiation.T25.Althoughpositionalbargainingiswidelyused,agreementreachedthroughthismannerisinefficient,awasteoftime,andunwise.F26.Ifanypartywantstorealizeitssubstantiveinterest,ithastotradeoffitsrelationahipinterests.F27.Duringanegotiation,ifonepartysaysmuchattentiontothepriceofthegoods,thepaymentterms,itsinterestsfallsintoprocesscategory.F28.Wheneveranydisputesarise,thepersonresponsibleforitfirstshouldbesignedout,andthencriticizedbythetwosides.T29.Differentinterestscanalsohelptoreachanagreementtomutualbenefits.T30.Toproducemorealternatives,itiasbettertosepratetheprocessofinventingnewchoicesfromassessingthem.F31.Timeisalwaysastrengthonthesideoftheseller.T32.Neveractasthoughyouhavetohavesomethingwhilebargaining.T33.Itisnotokaytopretendtobeanexpert.F34.Sellerstendtogivebetterdealsinshorternegotiations.F35.Productendorsementsusuallyleadtodecreasedsales.T36.Whatiftacticsarenon-threateningbecausetheyarehypothetical.T37.Askingforhelpmaymakeyoulookweakandgullible.T38.Negativehesitancyshouldonlybeusedwhenthetwopartiesareclosetoagreement.F39.Laughingsimplylightensthemoodinabargainningsession.T40.Flinchingmakestheotherpartyfeeluncomfortable.F41.Closingnegotiationsarethelastchancetoreopenpreviouslysettledclauses.F42.Closingnegotiationsarethechancetointroducenewoffers.T43.Closingnegotiationspermitacceptingopenoffers.谈判1.10上午9点工科1252F44.Therearenorisksinspeedingupclosingnegotiation.F45.Therearenorisksindelayingclosingnegotiation.F46.Closingnegotiationsarethesignalthatthesellercanstartproduction.F47.Ifthereisamiscalculationduringclosingnegotiations,itdoesnotmatterbecausetheothersidewillbereadytocontinuenegotiations.F48.Noconcessionsshouldbemadeduringclosingnegotiations.F49.Neveraskwhetherclosingthecontractispossiblenow.T50.Intuitionisanessentialqualityneededduringclosingnegotiations.F51.Pricenegotiationswillbesuccessfuliftheyalwayssatisfyshort-termprofitobjectivesofbothparties.F.52.Pricenegotiationswillalwaystakeplaceunderconditionswherebothpartiesareofequalnegotiatingstrength.T53.Pricenegotiationscanhideotherobjectives.F54.Pricenegotiationstrategiesareonlyaboutpricing.T55.Pricenegotiationteamleadersmustbepreparedtoallowtheothersidetomakemistakeswhichareobviouslynotintheirself-interest.F56.Pricenegotiationsshouldneverconsidergutfeel.T57.Pricenegotiationteamsdonotneedstrategicdirectionfromseniormanagement.F58.Pricenegotiationteamspursuingtheachievementoflong-termobjectivesareinastrongerpositionthanteampursuingshort-termobjectives.F59.Pricenegotiationsareanendtothemselvesandnotameanstoanend.T60.Pricenegotiationsshouldalwaysbepreciseaboutthepricesofgoods,servicesoranyotherundertakingtobeexchanged.T61.Negotiationsonjointventuresshouldalwaysleadtoaformalagreement.T62.Negotiationsonjointventurescantakemanyforms.T63.Negotiationsonjointventuresareallaboutpartnerships.T64.Negotiationsonjointventuresshouldcoverformsofcapitalcontribution.T65.Negotiationsonjointventuresarealwaysaboutdividingprofitsfromoperations.F66.Negotiationsonjointventuresrequireatoughuncompromisingapproach.T67.Negotiationsonjointventuresneedtoconsiderpersonnelpolicies.F68.Negotiationsonjointventuresareaboutgoingconcernoperationsandneednoexitstrategyagreements.F69.Negotiationsonjointventuresareallabouttransferofforeigninvestmentcapitalintheformofforeigncash.T70.Negotiationsonjointventuresneedtobespecificondetails.Ⅱ.Choices10%5题上课常提到的1.Negotiationsareabouttwopeople,eachofwhompossessessomethingthattheotherwants,m