知到智慧树商务英语谈判答案

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

正确答案:「对」

第一章 单元测试

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

A:agree 

B:agreement 

C:adjust 

D:adjustment

正确答案:「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 

C:regardless off 

D:regardless for

正确答案:「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

正确答案:「continuous concession」

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

A:wall of wills 

B:a wall of wills 

C:a wall wills 

D:a wall of will

正确答案:「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:positivity 

B:potions 

C:positions 

D:position

正确答案:「positions」

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

A:abide by 

B:abide to 

C:be abided by 

D:be abided to

正确答案:「abide by」

7、What does PIOC stand for? ___( )

A:People; Internet; Option; Criteria 

B:People; Interest; Option; Criteria

C:People; Internet; Opinion; Criteria 

D:People ;Interest ;Option; Check

正确答案:「People; Interest; Option; Criteria」

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

A:friendship first 

B:position first 

C:interest realization 

D:salary increase

正确答案:「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:sincerity 

B:sincere 

C:since 

D:syncing

正确答案:「sincere」

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

A:criteria’s 

B:criterial 

C:criteria 

D:criterion

正确答案:「criteria」

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

A:对

B:错

正确答案:「对」

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

A:对

B:错

正确答案:「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

正确答案:「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:对

B:错

正确答案:「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

正确答案:「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:to give us 

D:given us

正确答案:「Giving us」

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

A:To include 

B:to be included 

C:including 

D:being included

正确答案:「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

正确答案:「listed」

4、We shall appreciate_ us FOB Sydney. （ ）

A:You quoting 

B:your quoting 

C:you to quote 

D:your being quoted

正确答案:「You quoting」

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

A:Be prepared 

B:be preparing 

C:prepare 

D:preparing 

正确答案:「be preparing」

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

A:To give 

B:giving 

C:to be given 

D:to be giving 

正确答案:「to be given」

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

A:To sell 

B:to be selling 

C:in being sold 

D:in selling 

正确答案:「in selling」

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

A:Subjecting to 

B:to subject to 

C:subjects to 

D:subject to

正确答案:「subject to」

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

A:At 

B:in 

C:on 

D:of 

正确答案:「in」

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

A:Of the high standard 

B:in the high level 

C:on the high side 

D:at high 

正确答案:「on the high side」

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

A:对

B:错

正确答案:「对」

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

A:对

B:错

正确答案:「错」

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

A:对

B:错

正确答案:「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

正确答案:「错」

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

A:对

B:错

正确答案:「对」

第三章 单元测试

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

A:The legal system 

B:Objectives 

C:Bargaining ranges 

D:Population

正确答案:「Population」

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

A:The optimal target 

B:The acceptable target 

C:The friendly target 

D:The minimum target

正确答案:「The friendly target」

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

A:Appropriate negotiation atmosphere 

B:Reasonable quotation 

C:Repeated negotiations 

D:Determine negotiation objectives

正确答案:「Appropriate negotiation atmosphere」

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

A:Preparation 

B:Opening 

C:Bargaining 

D:sign a contract

正确答案:「Opening」

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

A:Price level 

B:Price composition 

C:Relationship between goods and price

D:Technical specifications

正确答案:「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 

正确答案:「Time」

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

A:Strength 

B:Economic interest 

C:Law 

D:Level

正确答案:「Law」

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

A:Legal personnel 

B:Business personnel 

C:Financial personnel 

D:Technical personnel

正确答案:「Business personnel」

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

A:Firm concession 

B:Decisive concession 

C:Initial concession 

D:One-time concession

正确答案:「One-time concession」

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

A:Cooperation 

B:Attack 

C:Conflict 

D:Debate

正确答案:「Conflict」

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

A:对

B:错

正确答案:「对」

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

A:对

B:错

正确答案:「错」

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

A:对

B:错

正确答案:「对」

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

A:对

B:错

正确答案:「错」

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

A:对

B:错

正确答案:「错」

第四章 单元测试

1、Who are responsible for the negotiations？( )

A:leading personnel 

B:business personnel 

C:technical personnel 

D:financial personnel

正确答案:「leading personnel」

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

A:Negotiation time 

B:Negotiation location 

C:Negotiation target and object 

D:Social system of the other party

正确答案:「Negotiation target and object」

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

A:be served by knowledgeable experts or professionals

B:be served by business personnel 

C:be served by negotiation leader

D:be served by legal staff

正确答案:「be served by legal staff」

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

A:One’s own final negotiation period

B:Negotiation theme 

C:Optimal expected target

D:Actual expectations

正确答案:「Negotiation theme」

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

A:Listen more and talk less

B:Just listen but not speak 

C:Answer all questions

D:Ask questions cleverly

正确答案:「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

正确答案:「Individual negotiation」

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

A:Check the accuracy of legal documents

B:Conduct professional detailed consultations and demonstrations 

C:Control the negotiation process

D:Introduce negotiators

正确答案:「Conduct professional detailed consultations and demonstrations」

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

A:Prepare information and analyze the situation

B:Logistics support

C:Provide information consultation

D:Participate in negotiations

正确答案:「Prepare information and analyze the situation」

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

A:Legal staff 

B:Commercial staff 

C:Financial staff 

D:Technical staff

正确答案:「Commercial staff」

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

A:Specific content 

B:Specific steps 

C:Pointer and direction 

D:Negotiation strategy

正确答案:「Pointer and direction」

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

A:2 

B:4 

C:6 

D:8

正确答案:「4」

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

A:Highest goal 

B:Lowest goal 

C:Acceptable goal 

D:Actual demand goal

正确答案:「Lowest goal」

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

A:Collaborating

B:Compromising 

C:Accommodating 

D:Controlling

正确答案:「Collaborating」

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

A:Supervise the negotiation process 

B:Master the negotiation process 

C:Sign the contract with the representative unit 

D:Responsible for receiving the negotiation opponent

正确答案:「Supervise the negotiation process」

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

A:Answer all questions in a direct way 

B:Use counter questions

C:Answer the questions as quickly as possible 

D:Answer every question thoroughly

正确答案:「Use counter questions」

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

A:对

B:错

正确答案:「对」

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

A:对

B:错

正确答案:「错」

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

A:对

B:错

正确答案:「对」

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

A:对

B:错

正确答案:「错」

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

A:对

B:错

正确答案:「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:consignor 

C:consignee 

D:consigning 

正确答案:「consignee」

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

A:enough 

B:valid 

C:strong 

D:powerful 

正确答案:「valid」

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

A:seller 

B:free 

C:niche 

D:mass

正确答案:「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:profit 

B:benefit 

C:welfare 

D:cash

正确答案:「profit」

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

A:address 

B:call 

C:sign 

D:ask

正确答案:「address」

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

A:normal 

B:common 

C:regular 

D:usual

正确答案:「normal」

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

A:give up to 

B:prior to 

C:draw with 

D:enter into 

正确答案:「enter into」

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

A:successive 

B:succession 

C:succeeding 

D:success

正确答案:「successive」

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

A:flow 

B:interest 

C:down-payment 

D:mortgage

正确答案:「flow」

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

A:productive 

B:creative 

C:predictive 

D:profitable

正确答案:「productive」

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

A:对

B:错

正确答案:「错」

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

A:对

B:错

正确答案:「对」

13、Countries trade with each other partly because of