绪论 单元测试
1、判断题：
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. ( )
选项：
A:对
B:错
答案: 【对】
第一章 单元测试
1、单选题：
Negotiation is a dynamic process of _______________.( )
选项：
A:adjustment
B:adjust
C:agree
D:agreement
答案: 【adjustment
】
2、单选题：
All parties concerned should show respect ____________their power and size, being careful to avoid showing discrimination or disdain to their counterparts. ( )
选项：
A:regardless of
B:regardless off
C:regardless
D:regardless for
答案: 【regardless of
】
3、单选题：
Any negotiation is a process of constant exchanging of information and _______________ of both parties. ( )
选项：
A:continuous concept
B:continuous concession
C:continue concession
D:make concession
答案: 【continuous concession
】
4、单选题：
If all parties announce that their positions cannot be changed, then the negotiation process will turn into _______________.( )
选项：
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、单选题：
Focusing on interest rather than _______________ is a golden rule and precious percept in negotiation at all times and in all countries. ( )
选项：
A:positions
B:positivity
C:potions
D:position
答案: 【positions
】
6、单选题：
In order to achieve a favorable outcome from negotiations, the negotiators of both parties should_______________ some rules. ( )
选项：
A:be abided by
B:abide to
C:be abided to
D:abide by
答案: 【abide by
】
7、单选题：
What does PIOC stand for? _______________( )
选项：
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、单选题：
However,no matter what form a negotiation may take ,its goal will never change: _______________.( )
选项：
A:friendship first
B:salary increase
C:position first
D:interest realization
答案: 【interest realization
】
9、单选题：
To be _______________ is not only at the time around the negotiation table but also later on to stick to the performance of the contract. ( )
选项：
A:since
B:sincerity
C:sincere
D:syncing
答案: 【sincere
】
10、单选题：
Different negotiation subjects and specific negotiation clauses involve different_______________ and considerations. ( )
选项：
A:criteria
B:criterion
C:criterial
D:criteria’s
答案: 【criteria
】
11、判断题：
Negotiation derives from the Latin infinitive negotiara meaning “to trade or do business”. ( )
选项：
A:对
B:错
答案: 【对】
12、判断题：
Business negotiation without any financial interests and efficiency is of no value. ( )
选项：
A:错
B:对
答案: 【对】
13、判断题：
In a negotiation, if one side takes the supper hand, the agreement established is most likely to be followed. ( )
选项：
A:对
B:错
答案: 【错】
14、判断题：
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. ( )
选项：
A:错
B:对
答案: 【对】
15、判断题：
In a negotiation, he should be tolerant and narrow-minded, and follow a moderate course that couples hardness with softness. ( )
选项：
A:对
B:错
答案: 【错】
第二章 单元测试
1、单选题：
Please let us have details of your machine tools, _____ your earliest delivery.（ ）
选项：
A:Giving us
B:give us
C:given us
D:to give us
答案: 【Giving us
】
2、单选题：
We hope to receive your quotation with details______ the time of shipment.（ ）
选项：
A:being included
B:including
C:to be included
D:To include
答案: 【including
】
3、单选题：
Will you please send us your price lists for the items________ below? （ ）
选项：
A:You quoting
B:being listed
C:to list
D:listed
答案: 【listed
】
4、单选题：
We shall appreciate_______ us FOB Sydney. （ ）
选项：
A:your being quoted
B:You quoting
C:your quoting
D:you to quote
答案: 【You quoting
】
5、单选题：
If you can supply your goods immediately, we shall_____ to place a trial order. （ ）
选项：
A:prepare
B:preparing
C:be preparing
D:Be prepared
答案: 【be preparing
】
6、单选题：
As we have business connection in this field, we hope_____ your special terms. ( )
选项：
A:to be given
B:To give
C:giving
D:to be giving
答案: 【to be given
】
7、单选题：
If your prices are competitive, we are confident______ the goods in great quantities in this market. ( )
选项：
A:in selling
B:To sell
C:to be selling
D:in being sold
答案: 【in selling
】
8、单选题：
We offer you the following items_____ your reply reaching here by 3 p.m. 12 April, our time. ( )
选项：
A:subjects to
B:subject to
C:Subjecting to
D:to subject to
答案: 【subject to
】
9、单选题：
As we are one of the leading importers in this line, we are _____ a position to handle large quantities. ( )
选项：
A:of
B:At
C:on
D:in
答案: 【in
】
10、单选题：
Although we appreciate the good quality of your goods, we are sorry to say that your price appears to be _____. ( )
选项：
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、判断题：
Sometimes general enquiry can be an initial letter.（ ）
选项：
A:错
B:对
答案: 【对】
12、判断题：
An enquiry is a request from the buyer for information on the supply of goods with engagement. ( )
选项：
A:对
B:错
答案: 【错】
13、判断题：
When we make an enquiry, we will surely receive a response from the customer. ( )
选项：
A:对
B:错
答案: 【错】
14、判断题：
In a letter of specific enquiry, it is not necessary for the buyer to indicate the name of the goods he wants to buy. ( )
选项：
A:对
B:错
答案: 【错】
15、判断题：
An order is a request to supply a specified quantity of goods. ( )
选项：
A:错
B:对
答案: 【对】
第三章 单元测试
1、单选题：
In preparation phase, Which of the following information is not collected by negotiators？ ( )
选项：
A:Bargaining ranges
B:The legal system
C:Population
D:Objectives
答案: 【
】
2、单选题：
Which of the following target is not belong to negotiation targets？（ ）
选项：
A:The minimum target
B:The optimal target
C:The friendly target
D:The acceptable target
答案: 【
】
3、单选题：
The key to the success of the negotiation in the opening phase is（ ）.
选项：
A:Determine negotiation objectives
B:Appropriate negotiation atmosphere
C:Reasonable quotation
D:Repeated negotiations
答案: 【
】
4、单选题：
Setting the tone for the negotiation process is ( ) .
选项：
A:Preparation
B:sign a contract
C:Bargaining
D:Opening
答案: 【
】
5、单选题：
The key point of price explanation process is to make clear ( ) .
选项：
A:Price composition
B:Technical specifications
C:Price level
D:Relationship between goods and price
答案: 【
】
6、单选题：
The overall layout of the venue should be solemn, beautiful and comfortable, and it is generally unnecessary to consider the meeting（ ）.
选项：
A:Property
B:Specification
C:Scale
D:Time
答案: 【
】
7、单选题：
In business negotiation, the equality of both parties refers to the equality of both parties in ( ) .
选项：
A:Level
B:Economic interest
C:Strength
D:Law
答案: 【
】
8、单选题：
Negotiation of price terms shall be undertaken by ( ).
选项：
A:Technical personnel
B:Financial personnel
C:Legal personnel
D:Business personnel
答案: 【
】
9、单选题：
At the beginning of negotiation, the way to give up all the available interests is ( ).
选项：
A:Initial concession
B:Firm concession
C:Decisive concession
D:One-time concession
答案: 【
10、单选题：
Negotiation is necessary because of the existence of ( ) in the transaction.
选项：
A:Attack
B:Cooperation
C:Debate
D:Conflict
答案: 【
】
11、判断题：
Negotiators who specialize in legal area are responsible for contract documents, terms and conditions of a contract, insurance, and legal interpretation.（ ）
选项：
A:错
B:对
答案: 【】
12、判断题：
Signing a contract is equal to stopping negotiation.（ ）
选项：
A:错
B:对
答案: 【】
13、判断题：
Offering the negotiation agenda should keep the progress of the negotiations and focus on the statements of the other party. ( )
选项：
A:错
B:对
答案: 【】
14、判断题：
One of the process negotiators should do in preparation phase is exchanging ideas on the agenda. ( )
选项：
A:错
B:对
答案: 【】
15、判断题：
Making statements in opening phase is to explain what you are offering or proposing. ( )
选项：
A:错
B:对
答案: 【】
第四章 单元测试
1、单选题：
Who are responsible for the negotiations？( )
选项：
A:business personnel
B:technical personnel
C:financial personnel
D:leading personnel
答案: 【
】
2、单选题：
In international business negotiations, the negotiators should be arranged according to ( )
选项：
A:Social system of the other party
B:Negotiation time
C:Negotiation target and object
D:Negotiation location
答案: 【
】
3、单选题：
When negotiating certain professional legal terms in the contract, the main negotiator should ( )
选项：
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: 【
4、单选题：
Under normal circumstances, the views that can be disclosed in business negotiations are ( )
选项：
A:Optimal expected target
B:Negotiation theme
C:Actual expectations
D:One’s own final negotiation period
答案: 【
】
5、单选题：
The negotiation skills that can not only obtain new information but also confirm one’s previous judgments are ( )
选项：
A:Answer all questions
B:Just listen but not speak
C:Listen more and talk less
D:Ask questions cleverly
答案: 【
】
6、单选题：
The negotiation type that must choose the all-round negotiator is ( )
选项：
A:Collective bargaining
B:Bilateral negotiations
C:Multilateral negotiations
D:Individual negotiation
答案: 【
】
7、单选题：
The specific responsibilities of knowledgeable experts and professionals are ( )
选项：
A:Conduct professional detailed consultations and demonstrations
B:Introduce negotiators
C:Check the accuracy of legal documents
D:Control the negotiation process
答案: 【
】
8、单选题：
The role of support staff in negotiations includes ( )
选项：
A:Participate in negotiations
B:Prepare information and analyze the situation
C:Provide information consultation
D:Logistics support
答案: 【
】
9、单选题：
The negotiation of price terms shall be undertaken by ( ).
选项：
A:Financial staff
B:Technical staff
C:Commercial staff
D:Legal staff
答案: 【
】
10、单选题：
The goal of negotiation is the action of the negotiator ( )
选项：
A:Pointer and direction
B:Specific content
C:Specific steps
D:Negotiation strategy
答案: 【
11、单选题：
The size of the negotiation team is generally around ( ) people.
选项：
A:4
B:8
C:2
D:6
答案: 【
】
12、单选题：
( ) is a goal that must be achieved in business negotiations.
选项：
A:Acceptable goal
B:Actual demand goal
C:Lowest goal
D:Highest goal
答案:
】
13、单选题：
Which negotiation style is characterized by persuasion and application skills? ( )
选项：
A:Collaborating
B:Accommodating
C:Compromising
D:Controlling
答案: 【
】
14、单选题：
The main responsibilities of the negotiating team do not include the following ( ).
选项：
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: 【
】
15、单选题：
Regarding the issues raised by the negotiating opponent, we should ( )
选项：
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: 【
】
16、判断题：
Buyers can protect themselves against poor quality by ordering a transshipment inspection of the products. ( )
选项：
A:对
B:错
答案: 【】
17、判断题：
The goals of the negotiation include “optimal goals, acceptable goals”. ( )
选项：
A:对
B:错
答案: 【】
18、判断题：
The chief negotiator is the main speaker at the negotiation table. ( )
选项：
A:对
B:错
答案: 【】
19、判断题：
Open-ended questions refer to questions with specific answers in specific fields. ( )
选项：
A:错
B:对
答案: 【】
20、判断题：
The negotiators are forced to make concessions during the opening stage in order to push forward the negotiation. ( )
选项：
A:对
B:错
答案: 【】
第五章 单元测试
1、单选题：
A ________ has the right to survey the goods when he receives them from the carrier.（ ）
选项：
A:consignment
B:consignee
C:consignor
D:consigning
答案: 【
】
2、单选题：
This offer is only __________ for a week from today.（ ）
选项：
A:valid
B:enough
C:strong
D:powerful
答案: 【
】
3、单选题：
Coca-Cola has a __________market selling to large numbers of people. ( )
选项：
A:mass
B:niche
C:seller
D:free
答案: 【
】
4、单选题：
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. ( )
选项：
A:welfare
B:cash
C:profit
D:benefit
答案: 【
】
5、单选题：
Don‟t ________ me “President”: I‟m only a sales manager. ( )
选项：
A:address
B:sign
C:ask
D:call
答案: 【
】
6、单选题：
You should sign a contract to make your deal situation _________. ( )
选项：
A:usual
B:normal
C:common
D:regular
答案: 【
】
7、单选题：
There is a long way before these two companies ________ negotiation with each other. ( )
选项：
A:prior to
B:give up to
C:draw with
D:enter into
答案: 【
】
8、单选题：
After hard training, the production team won three _______ contests. ( )
选项：
A:successive
B:succeeding
C:succession
D:success
答案: 【
】
9、单选题：
The cash_________ gap is the biggest problem for the company to solve in due course. ( )
选项：
A:mortgage
B:down-payment
C:interest
D:flow
答案: 【
】
10、单选题：
I spent a very _________ hour reading some catalogue in the trade fair. ( )
选项：
A:productive
B:predictive
C:profitable
D:creative
答案: 【
】
11、判断题：
International trade is only the exchange of goods between nations. ( )
选项：
A:对
B:错
答案: 【】
12、判断题：
Tariff and quotas are the examples of trade barriers. ( )
选项：
A:对
B:错
答案: 【】
13、判断题：
Countries trade with each other partly because of cost advantage. ( )
选项：
A:对
B:错
答案: 【】
14、判断题：
WPA is a wider cover than FPA. ( )
选项：
A:错
B:对
答案: 【】
15、判断题：
A check can be seen as a special draft. ( )
选项：
A:错
B:对
答案: 【】
第六章 单元测试
1、单选题：
Which of the following is not true about business negotiation etiquette? （ ）
选项：
A:It plays an important role in creating strong deals.
B:A small etiquette mistake might lead to embarrassment or even the breakdown of the negotiation.
C:It plays an important role in building good relationship.
D:You shouldn’t waste time in getting to know the other negotiating party before the negotiation starts.
答案: 【
】
2、单选题：
About the etiquette guidelines for formal meeting, which of the following is not correct?（ ）
选项：
A:Prepare well for the meeting, as your contribution may be integral to the proceedings.
B:Dress well and arrive in good time.
C:When speaking, be brief.
D:It’s ok to leave a cell phone on if you are expecting a call.
答案: 【
】
3、单选题：
When discussions are under way, it is good business etiquette to…（ ）
选项：
A:say something irrelevant.
B:interrupt when you disagree strongly.
C:allow senior figures to contribute first.
D:ignore the senior figures.
答案: 【
】
4、单选题：
You are asked to handle business negotiation with a person from a foreign country, what should you do first?（ ）
选项：
A:Know more about his personal experience.
B:Ask for information about his family and his interest.
C:Give him a warm hug to show your hospitality.
D:Research your client’s culture beforehand and adhere to their rules of conduct.
答案:
】
5、单选题：
Patience is an extremely important virtue among _________ and they are known as great “sitters”.（ ）
选项：
A:Indonesians.
B:New Zealanders.
C:Russians.
D:Brazilians.
答案: 【
】
6、单选题：
You have received an invitation to a business reception with an important client marked RSVP(Please Respond), you are tentatively scheduled to leave on a business trip that day. You should …（ ）
选项：
A:ignore the RSVP because you probably can’t attend.
B:call immediately and explain the problem, asking if you can RSVP later when your schedule is firm.
C:RSVP, so you will have it covered, then don’t go if your trip comes through.
D:RSVP, then call to cancel at the last minute if your trip comes through.
答案: 【
】
7、单选题：
You are invited to a reception and the invitation states “7:00 to 9:00 PM.” You should…（ ）
选项：
A:arrive any time between 7:00 PM to 9:00 PM.
B:arrive between 7:00 PM to 7:30 PM.
C:arrive on time or early.
D:go early and leave early.
答案: 【
】
8、单选题：
You are at a business dinner party and you are served first, what do you do?（ ）
选项：
A:Begin eating.
B:Wait until the women at the table are served, then begin eating.
C:Begin eating only if others at the table give you permission to go ahead.
D:Wait until the host begins eating.
答案: 【
】
9、单选题：
What does formal business dress refer to?（ ）
选项：
A:Both men and women should always wear sneakers.
B:Both men and women should always wear a suit.
C:Both men and women should always wear jewelry.
D:Both men and women should always wear trousers.
答案: 【
】
10、单选题：
Which statement is true about business seating etiquette?（ ）
选项：
A:Take the right side as the superior.
B:Take a vacant seat you like.
C:Take the central side as the superior.
D:Take the left side as the superior.
答案: 【
】
11、判断题：
Formal meeting is more relaxed and not necessarily take place in the office or meeting room.（ ）
选项：
A:对
B:错
答案: 【】
12、判断题：
It is a serious breach of business etiquette to divulge information to others about a formal meeting. （ ）
选项：
A:错
B:对
答案: 【】
13、判断题：
In informal meeting, punctuality is not a must. （ ）
选项：
A:对
B:错
答案: 【】
14、判断题：
Long sleeved, blue or white shirt and the conservative 2-piece dark suit are appropriate for men in formal business negotiation. （ ）
选项：
A:错
B:对
答案: 【】
15、判断题：
The formal signing table is usually a large and round one. （ ）
选项：
A:对
B:错
答案: 【
第七章 单元测试
1、单选题：
In addition to language differences ,different cultures have differing values, _______________and philosophies.（ ）
选项：
A:perceive
B:perceptions
C:perceptive
D:perception
答案: 【
】
2、单选题：
Etiquette usually reflects formulas of conduct in which society or tradition _______________.（ ）
选项：
A:has invested
B:invested
C:investing
D:have invested
答案: 【
】
3、单选题：
In Germany, decisions can take a long time due to the need to analyze information and statistics_______________.（ ）
选项：
A:in Deeping
B:in great depth
C:deep
D:in a great depth
答案: 【
】
4、单选题：
InAsia, decisions are usually made by the most _______________figure or head of a family . （ ）
选项：
A:youngest
B:senior
C:junior
D:/
答案: 【
】
5、单选题：
Our_______________ process is generally slow and time -consuming . （ ）
选项：
A:decision making
B:decisions maket
C:decision- making
D:making-decision
答案: 【
】
6、单选题：
How do you comment on the merits and _______________ to both types of management. （ ）
选项：
A:inmerits
B:demerits
C:dismerits
D:non-demerit
答案: 【
】
7、单选题：
_______________negotiators tend to assume that details can be worked out if the negotiators can agree on generalities. （ ）
选项：
A:Collecting
B:Individualist
C:Collectivist
D:Individualism
答案: 【
】
8、单选题：
Uncertainty avoidance refers to how _______________a person feels in risky or ambiguous situations. ( )
选项：
A:comforting
B:comfortable
C:comfort
D:uncomfortable
答案: 【
】
9、单选题：
Chinese people are used to _______________survey of the overall situation first, and then thinking over details. （ ）
选项：
A:make a comprehensive
B:making comprehensive
C:make comprehensive
D:making a comprehensive
答案: 【
】
10、单选题：
Protectionism, over-regulation and poor infrastructure have made India a high- cost economy despite the low labor costs. （ ）
选项：
A:bad
B:low
C:good
D:poor
答案: 【
】
11、判断题：
There are large differences in spatial preferences according to gender ,age ,generation, socioeconomic class, and context.（ ）
选项：
A:错
B:对
答案: 【】
12、判断题：
Most of the information is contained explicitly in the verbiage(空话) in high-context cultures. （ ）
选项：
A:对
B:错
答案: 【】
13、判断题：
Americans get right down to business after only a minimal amount of “small talk”. （ ）
选项：
A:错
B:对
答案: 【】
14、判断题：
An experienced business person must know how to circumvent the cultural barriers and try to find out common interests to get along. （ ）
选项：
A:对
B:错
答案: 【】
15、判断题：
High power-distance cultures are not status conscious and respectful of age and seniority. ( )
选项：
A:对
B:错
答案: 【】
第八章 单元测试
1、单选题：
Which one is not the cause of negotiation impasse? ( )
选项：
A:Both parties have widely divergent objectives
B:One party mistakes firmness for rigidity and will not make concessions
C:Price will be just one of several important variables under negotiation, but not the only one
D:One party uses impasse as a deliberate tactic during a negotiation to force the other party to reconsider its position and make concessions
答案: 【
】
2、单选题：
Which one is not the way to handle negotiation Impasse? ( )
选项：
A:Adjournment strategy
B:Seek easy escape routes
C:Just leave
D:Keep it fluid
答案: 【
】
3、单选题：
What is the core part of the negotiation? ( )
选项：
A:conclusion stage
B:preparation phase
C:consultation phase
D:quotation stage
答案: 【
】
4、单选题：
What is the meaning of “Nit picking ”? ( )
选项：
A:大智若愚
B:吹毛求疵
C:投石问路
D:浑水摸鱼
答案: 【
】
5、单选题：
If the negotiator faces a question that he wishes to answer in the negative, but he does not want to sound offensive, what kind of technique he may use? ( )
选项：
A:“I don’t know”
B:“although”
C:“no…because”
D:“yes-but”
答案: 【
】
6、单选题：
Under balanced conditions, the negotiating party deliberately becomes confused, panicked, hesitant, and unresponsive. What kind of strategy it adopts? ( )
选项：
A:Play hard-to-get
B:Throw a stone to clear the road
C:Big wisdom
D:Emotional transfer
答案: 【
】
7、单选题：
What is the most important requirements for foreign business negotiation? ( )
选项：
A:Correctly recognize and treat cultural differences
B:Do a good job of investigation and preparation before negotiations
C:Establish a correct awareness of foreign business negotiation
D:Be familiar with national policies, international commercial law and international practices
答案:
】
8、单选题：
Which country is the “most difficult negotiating opponent”? ( )
选项：
A:America
B:Japan
C:China
D:France
答案: 【
】
9、单选题：
Which is not the negotiation style of America? ( )
选项：
A:Pay attention to etiquette, respect and order
B:Passionate and straightforward
C:Strong self-confidence and difficult to give in
D:Focus on efficiency and cherish time
答案: 【
】
10、单选题：
What is the strategy when you negotiate with Japanese? ( )
选项：
A:Be enthusiastic and generous to make friends
B:Express opinions candidly
C:Not appropriate to choose women to join in the first place
D:Pay attention to interests and be active and pragmatic
答案: 【
】
11、判断题：
If the two sides both refuse to compromise over the price, “start talking about discounts” might be helpful ways out of an impasse.( )
选项：
A:错
B:对
答案: 【】
12、判断题：
“Bitterness before sweetness” refers to one party in the negotiation taking advantage of the expected rise in market prices and the general fear of people to draw the attention of the negotiating party to the price issue.( )
选项：
A:对
B:错
答案: 【】
13、判断题：
Making dominant position before bargaining will not cause objective psychological pressure on the other party. ( )
选项：
A:对
B:错
答案: 【】
14、判断题：
The complexity of foreign business negotiation is only reflected in differences in language. ( )
选项：
A:对
B:错
答案: 【】
15、判断题：
The consciousness of foreign business negotiation is the soul that drives negotiations to success. ( )
选项：
A:对
B:错
答案: 【】
第九章 单元测试
1、单选题：
Which one is not the principles of International Contract Law？ ( )
选项：
A:Friendly principles
B:Equality and mutual benefit principles
C:Sincere cooperation
D:Flexibility principles
答案: 【
】
2、单选题：
Which of the following terms is not belong to business contracts？（ ）
选项：
A:Preamble
B:Final clauses
C:Objective
D:Title
答案: 【
】
3、单选题：
The principles of performance of business negotiation contract do not include （ ）.
选项：
A:Principle of actual performance
B:Principle of partial performance
C:Principle of writing performance
D:Principle of proper performance
答案: 【
】
4、单选题：
Which one is not a feature of international business negotiations （ ）？
选项：
A:policy
B:National
C:Simplicity
D:Cross cultural
答案: 【
】
5、单选题：
The most complicated and frequently broken stage in negotiations is ( ).
选项：
A:Agreement stage
B:Initial stage
C:Late stage
D:Metaphase
答案: 【
】
6、单选题：
Generally speaking, the information of business negotiation is （ ）.
选项：
A:Directly determine the success or failure of negotiation
B:Become a means to control the negotiation process
C:Indirect role
D:Useless
答案: 【
】
7、单选题：
A Chinese company and an American company are negotiating in the United States. For Chinese companies, this negotiation belongs to ( ).
选项：
A:Home negotiation
B:Concession negotiation
C:Neutral negotiation
D:Away negotiation
答案: 【
】
8、单选题：
The negotiation style of the British is generally expressed as ( ).
选项：
A:Be trustworthy
B:Have a sense of superiority
C:Pay attention to efficiency
D:Step by step
答案:
】
9、单选题：
The simulation negotiation is conducted in ( ).
选项：
A:Economic negotiation stage
B:Preparation stage of major negotiation
C:International business negotiation process
D:Negotiation stage of contract terms
答案: 【
】
10、单选题：
The negotiation psychology which is satisfied with keeping good relationship with others belongs to ( ).
选项：
A:Power type
B:Relationship type
C:Self type.
D:Aggressive type
答案: 【
】
11、判断题：
Formal business negotiations are protected by laws, and Laws make business negotiation more formal.（ ）
选项：
A:对
B:错
答案: 【】
12、判断题：
International Economic Laws only protect great powers’ benefits.（ ）
选项：
A:错
B:对
答案: 【】
13、判断题：
If there is no explicit provision in the contract, it shall be handled in accordance with the relevant laws or international conventions. ( )
选项：
A:错
B:对
答案: 【】
14、判断题：
An offer is an expression of a party’s proposal, request or intention to sign an economic contract to the other party for the purpose of concluding a contract. ( )
选项：
A:对
B:错
答案: 【】
15、判断题：
Japanese negotiation style is generally characterized by strong group concept. ( )
选项：
A:对
B:错
答案: 【】
第十章 单元测试
1、单选题：
Which one of the following is the best way of making quotations? ( )
选项：
A:oral quotation
B:combination oral and written quotation
C:none of the above
D:written quotation
答案: 【
】
2、单选题：
The issuer of the offer is ( )
选项：
A:customer
B:competitors
C:Seller
D:buyer
答案: 【
】
3、单选题：
In principle, it is not recognized that the precedent has the same effect as the law. If refers to ( )
选项：
A:North American Law
B:Continental law
C:Common law
D:Law of the Sea
答案: 【
】
4、单选题：
The legal staff is mainly responsible for which part of the content of the negotiation ( )
选项：
A:Delivery
B:Risk division
C:Product performance
D:The balance of contractual rights and obligations
答案: 【
】
5、单选题：
In international business activities, once a dispute occurs and appeals to the law, the application of law will involve ( )
选项：
A:Third-party countries
B:Seller Country
C:Different countries
D:Buyer country
答案: 【
】
6、单选题：
The main stage of the negotiation process is ( )
选项：
A:Opening
B:Sign a contract
C:Preparation
D:Quotation and negotiation
答案: 【
】
7、单选题：
Commercial negotiators are mainly responsible for negotiating terms such as price, quantity and ( )
选项：
A:Technical service
B:Credit guarantee
C:Delivery
D:Law
答案: 【
】
8、单选题：
In business activities, the reputation impact, personal injury and property loss caused by the negligence of one party to the other party are called ( )
选项：
A:Violation of regulations
B:Force majeure event
C:Damage
D:Breach of contract
答案: 【
】
9、单选题：
Damage and breach of contract negotiations must first identify ( ) based on facts and contract provisions
选项：
A:Scope of compensation
B:Degree of damage
C:Attribution of liability
D:Amount of compensation
答案: 【
】
10、单选题：
The sign of the official start of the price negotiation between the two parties is ( ).
选项：
A:Respond to the price
B:Counter-offer
C:Quotation
D:Inquiry
答案: 【
】
11、单选题：
When you lack experience in the international futures market, the best price form to adopt is ( )
选项：
A:Futures prices
B:Fixed price
C:Real price
D:Floating price
答案: 【
】
12、单选题：
The risk of personnel in international business activities is a kind of ( )
选项：
A:Natural risk
B:Market risk
C:Technological risk
D:Political risk
答案: 【
】
13、单选题：
( ) It is the basis of price negotiation.
选项：
A:Counter-offer
B:Inquiry
C:Respond to the price
D:Quotation
答案: 【Quotation
】
14、单选题：
The relationship between the importance of the transaction to a party and the negotiation strength of that party is ( )
选项：
A:Proportional
B:Difficult to determine
C:Irrelevant
D:Inversely proportional
答案: 【
】
15、单选题：
Which of the following statement is correct ( ).
选项：
A:The legal representative is solely responsible for all matters of the company
B:A legal person must have its own organization
C:The branch is also a legal person
D:A legal person is an enterprise
答案: 【
】
16、判断题：
Enquiries are usually made by sellers in international trade. ( )
选项：
A:错
B:对
答案: 【】
17、判断题：
In response to an enquiry, a quotation may be sent. ( )
选项：
A:错
B:对
答案: 【】
18、判断题：
There is no need to reply if you have no interest in the enquiry. ( )
选项：
A:错
B:对
答案: 【】
19、判断题：
A quotation is an indication of price without obligation. ( )
选项：
A:错
B:对
答案: 【】
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