商务英语谈判 知到智慧树答案2024 z27085

绪论 单元测试

1、 The written contract for business negotiation can be divided into three parts: the beginning of the agreement, the text and the end of the agreement. ( )

A:对
B:错
答案: 对

第一章 单元测试

1、 Negotiation is a dynamic process of ___.( )

A:adjustment
B:adjust
C:agree
D:agreement
答案: adjustment

2、 All parties concerned should show respect ______their power and size, being careful to avoid showing discrimination or disdain to their counterparts. ( )

A:regardless of
B:regardless off
C:regardless
D:regardless for
答案: regardless of

3、 Any negotiation is a process of constant exchanging of information and ___ of both parties. ( )

A:continuous concept
B:continuous concession
C:continue concession
D:make concession
答案: continuous concession

4、 If all parties announce that their positions cannot be changed, then the negotiation process will turn into ___.( )

A:a wall of will
B:wall of wills
C:a wall of wills
D:a wall wills
答案: a wall of wills

5、 Focusing on interest rather than ___ is a golden rule and precious percept in negotiation at all times and in all countries. ( )

A:positions
B:positivity
C:potions
D:position
答案: positions

6、 In order to achieve a favorable outcome from negotiations, the negotiators of both parties should___ some rules. ( )

A:be abided by
B:abide to
C:be abided to
D:abide by
答案: abide by

7、 What does PIOC stand for? ___( )

A:People; Internet; Opinion; Criteria
B:People ;Interest ;Option; Check
C:People; Internet; Option; Criteria
D:People; Interest; Option; Criteria
答案: People; Interest; Option; Criteria

8、 However,no matter what form a negotiation may take ,its goal will never change: ___.( )

A:friendship first
B:salary increase
C:position first
D:interest realization
答案: interest realization

9、 To be ___ is not only at the time around the negotiation table but also later on to stick to the performance of the contract. ( )

A:since
B:sincerity
C:sincere
D:syncing
答案: sincere

10、 Different negotiation subjects and specific negotiation clauses involve different___ and considerations. ( )

A:criteria
B:criterion
C:criterial
D:criteria’s
答案: criteria

11、 Negotiation derives from the Latin infinitive negotiara meaning “to trade or do business”. ( )

A:对
B:错
答案: 对

12、 Business negotiation without any financial interests and efficiency is of no value. ( )

A:错
B:对
答案: 对

13、 In a negotiation, if one side takes the supper hand, the agreement established is most likely to be followed. ( )

A:对
B:错
答案: 错

14、 To be sincere is not only at the time around the negotiation table but also later on to stick to the performance of the contract. ( )

A:错
B:对
答案: 对

15、 In a negotiation, he should be tolerant and narrow-minded, and follow a moderate course that couples hardness with softness. ( )

A:对
B:错
答案: 错

第二章 单元测试

1、 Please let us have details of your machine tools, _____ your earliest delivery.（ ）

A:Giving us
B:give us
C:given us
D:to give us
答案: Giving us

2、 We hope to receive your quotation with details______ the time of shipment.（ ）

A:being included
B:including
C:to be included
D:To include
答案: including

3、 Will you please send us your price lists for the items__ below? （ ）

A:You quoting
B:being listed
C:to list
D:listed
答案: listed

4、 We shall appreciate_ us FOB Sydney. （ ）

A:your being quoted
B:You quoting
C:your quoting
D:you to quote
答案: You quoting

5、 If you can supply your goods immediately, we shall_____ to place a trial order. （ ）

A:prepare
B:preparing
C:be preparing
D:Be prepared
答案: be preparing

6、 As we have business connection in this field, we hope_____ your special terms. ( )

A:to be given
B:To give
C:giving
D:to be giving
答案: to be given

7、 If your prices are competitive, we are confident______ the goods in great quantities in this market. ( )

A:in selling
B:To sell
C:to be selling
D:in being sold
答案: in selling

8、 We offer you the following items_____ your reply reaching here by 3 p.m. 12 April, our time. ( )

A:subjects to
B:subject to
C:Subjecting to
D:to subject to
答案: subject to

9、 As we are one of the leading importers in this line, we are _____ a position to handle large quantities. ( )

A:of
B:At
C:on
D:in
答案: in

10、 Although we appreciate the good quality of your goods, we are sorry to say that your price appears to be _____. ( )

A:on the high side
B:in the high level
C:at high
D:Of the high standard
答案: on the high side

11、 Sometimes general enquiry can be an initial letter.（ ）

A:错
B:对
答案: 对

12、 An enquiry is a request from the buyer for information on the supply of goods with engagement. ( )

A:对
B:错
答案: 错

13、 When we make an enquiry, we will surely receive a response from the customer. ( )

A:对
B:错
答案: 错

14、 In a letter of specific enquiry, it is not necessary for the buyer to indicate the name of the goods he wants to buy. ( )

A:对
B:错
答案: 错

15、 An order is a request to supply a specified quantity of goods. ( )

A:错
B:对
答案: 对

第三章 单元测试

1、 In preparation phase, Which of the following information is not collected by negotiators？ ( )

A:Bargaining ranges
B:The legal system
C:Population
D:Objectives
答案: Population

2、 Which of the following target is not belong to negotiation targets？（ ）

A:The minimum target
B:The optimal target
C:The friendly target
D:The acceptable target
答案: The friendly target

3、 The key to the success of the negotiation in the opening phase is（ ）.

A:Determine negotiation objectives
B:Appropriate negotiation atmosphere
C:Reasonable quotation
D:Repeated negotiations
答案: Appropriate negotiation atmosphere

4、 Setting the tone for the negotiation process is ( ) .

A:Preparation
B:sign a contract
C:Bargaining
D:Opening
答案: Opening

5、 The key point of price explanation process is to make clear ( ) .

A:Price composition
B:Technical specifications
C:Price level
D:Relationship between goods and price
答案: Relationship between goods and price

6、 The overall layout of the venue should be solemn, beautiful and comfortable, and it is generally unnecessary to consider the meeting（ ）.

A:Property
B:Specification
C:Scale
D:Time
答案: Time

7、 In business negotiation, the equality of both parties refers to the equality of both parties in ( ) .

A:Level
B:Economic interest
C:Strength
D:Law
答案: Law

8、 Negotiation of price terms shall be undertaken by ( ).

A:Technical personnel
B:Financial personnel
C:Legal personnel
D:Business personnel
答案: Business personnel

9、 At the beginning of negotiation, the way to give up all the available interests is ( ).

A:Initial concession
B:Firm concession
C:Decisive concession
D:One-time concession
答案: One-time concession

10、 Negotiation is necessary because of the existence of ( ) in the transaction.

A:Attack
B:Cooperation
C:Debate
D:Conflict
答案: Conflict

11、 Negotiators who specialize in legal area are responsible for contract documents, terms and conditions of a contract, insurance, and legal interpretation.（ ）

A:错
B:对
答案: 对

12、 Signing a contract is equal to stopping negotiation.（ ）

A:错
B:对
答案: 错

13、 Offering the negotiation agenda should keep the progress of the negotiations and focus on the statements of the other party. ( )

A:错
B:对
答案: 对

14、 One of the process negotiators should do in preparation phase is exchanging ideas on the agenda. ( )

A:错
B:对
答案: 错

15、 Making statements in opening phase is to explain what you are offering or proposing. ( )

A:错
B:对
答案: 错

第四章 单元测试

1、 Who are responsible for the negotiations？( )

A:business personnel
B:technical personnel
C:financial personnel
D:leading personnel
答案: leading personnel

2、 In international business negotiations, the negotiators should be arranged according to ( )

A:Social system of the other party
B:Negotiation time
C:Negotiation target and object
D:Negotiation location
答案: Negotiation target and object

3、 When negotiating certain professional legal terms in the contract, the main negotiator should ( )

A:be served by legal staff
B:be served by business personnel
C:be served by knowledgeable experts or professionals
D:be served by negotiation leader
答案: be served by legal staff

4、 Under normal circumstances, the views that can be disclosed in business negotiations are ( )

A:Optimal expected target
B:Negotiation theme
C:Actual expectations
D:One’s own final negotiation period
答案: Negotiation theme

5、 The negotiation skills that can not only obtain new information but also confirm one’s previous judgments are ( )

A:Answer all questions
B:Just listen but not speak
C:Listen more and talk less
D:Ask questions cleverly
答案: Ask questions cleverly

6、 The negotiation type that must choose the all-round negotiator is ( )

A:Collective bargaining
B:Bilateral negotiations
C:Multilateral negotiations
D:Individual negotiation
答案: Individual negotiation

7、 The specific responsibilities of knowledgeable experts and professionals are ( )

A:Conduct professional detailed consultations and demonstrations
B:Introduce negotiators
C:Check the accuracy of legal documents
D:Control the negotiation process
答案: Conduct professional detailed consultations and demonstrations

8、 The role of support staff in negotiations includes ( )

A:Participate in negotiations
B:Prepare information and analyze the situation
C:Provide information consultation
D:Logistics support
答案: Prepare information and analyze the situation

9、 The negotiation of price terms shall be undertaken by ( ).

A:Financial staff
B:Technical staff
C:Commercial staff
D:Legal staff
答案: Commercial staff

10、 The goal of negotiation is the action of the negotiator ( )

A:Pointer and direction
B:Specific content
C:Specific steps
D:Negotiation strategy
答案: Pointer and direction

11、 The size of the negotiation team is generally around ( ) people.

A:4
B:8
C:2
D:6
答案: 4

12、 ( ) is a goal that must be achieved in business negotiations.

A:Acceptable goal
B:Actual demand goal
C:Lowest goal
D:Highest goal
答案: Lowest goal

13、 Which negotiation style is characterized by persuasion and application skills? ( )

A:Collaborating
B:Accommodating
C:Compromising
D:Controlling
答案: Collaborating

14、 The main responsibilities of the negotiating team do not include the following ( ).

A:Responsible for receiving the negotiation opponent
B:Supervise the negotiation process
C:Master the negotiation process
D:Sign the contract with the representative unit
答案: Supervise the negotiation process

15、 Regarding the issues raised by the negotiating opponent, we should ( )

A:Answer every question thoroughly
B:Use counter questions
C:Answer all questions in a direct way
D:Answer the questions as quickly as possible
答案: Use counter questions

16、 Buyers can protect themselves against poor quality by ordering a transshipment inspection of the products. ( )

A:对
B:错
答案: 对

17、 The goals of the negotiation include “optimal goals, acceptable goals”. ( )

A:对
B:错
答案: 错

18、 The chief negotiator is the main speaker at the negotiation table. ( )

A:对
B:错
答案: 对

19、 Open-ended questions refer to questions with specific answers in specific fields. ( )

A:错
B:对
答案: 错

20、 The negotiators are forced to make concessions during the opening stage in order to push forward the negotiation. ( )

A:对
B:错
答案: 错

第五章 单元测试

1、 A __ has the right to survey the goods when he receives them from the carrier.（ ）

A:consignment
B:consignee
C:consignor
D:consigning
答案: consignee

2、 This offer is only ____ for a week from today.（ ）

A:valid
B:enough
C:strong
D:powerful
答案: valid

3、 Coca-Cola has a ____market selling to large numbers of people. ( )

A:mass
B:niche
C:seller
D:free
答案: mass

4、 Business must sustain a __ to provide for the livelihood of the business as well as the individuals who are dependent on the business for their livelihood. ( )

A:welfare
B:cash
C:profit
D:benefit
答案: profit

5、 Don‟t __ me “President”: I‟m only a sales manager. ( )

A:address
B:sign
C:ask
D:call
答案: address

6、 You should sign a contract to make your deal situation ___. ( )

A:usual
B:normal
C:common
D:regular
答案: normal

7、 There is a long way before these two companies __ negotiation with each other. ( )

A:prior to
B:give up to
C:draw with
D:enter into
答案: enter into

8、 After hard training, the production team won three _ contests. ( )

A:successive
B:succeeding
C:succession
D:success
答案: successive

9、 The cash___ gap is the biggest problem for the company to solve in due course. ( )

A:mortgage
B:down-payment
C:interest
D:flow
答案: flow

10、 I spent a very ___ hour reading some catalogue in the trade fair. ( )

A:productive
B:predictive
C:profitable
D:creative
答案: productive

11、 International trade is only the exchange of goods between nations. ( )

A:对
B:错
答案: 错

12、 Tariff and quotas are the examples of trade barriers. ( )

A:对
B:错
答案: 对

13、 Countries trade with each other partly because of cost advantage. ( )

A:对
B:错
答案: 对

14、 WPA is a wider cover than FPA. ( )

A:错
B:对
答案: 对

15、 A check can be seen as a special draft. ( )

A:错
B:对
答案: 对

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