国际商务谈判试卷A.docVIP

2011年上半年《国际商务谈判》课程期末考试试卷 　　　　　　　考试形式：　开卷　　　　　　试卷号:　 A　 单项选择题（在每小题的四个备选答案中，只有一个是符合题目要求的，请将其号码填写在题后的括号中，每小题2分，共20分） 1、 A、B、C、D、2、 A、B、 C、 D、3、””中, commonalities 是什么意思? ( ) A、 B、 C、 D、4、”” means （ ） A、 B、C、 D、 5、（ ） A、 B、 C、 D、6、Which one do help the negotiation to develop towards agreement at first sight? ( ) A、 B、C、 D、7、（ ） A、 B、C、 D、8、（ ） A、 B、C、 D、9、（ ） A、 B、 C、 D、10、”“ means （ ） A、 B、1. negotiation 2. consensus 3 mutual benefit 4 bargaining 5 credit status 6 repreaentative 7 oral quotation 8 psychological pricing 9 opening strategies 10 break an impasse 三、句子翻译（将中文句子翻译为英文，每题4分，共20分。） 1. International business negotiation refers to the business negotiation that takes place between the interest groups from different countries or regions. 2. Every negotiation involves two or more than two parties. 3. Negotiation must be conducted on an equal basis. 4. How do you need to make a counter offer? 5. Bargaining in international business negotiation involves three key aspects: quoting a price, bargaining over the price, and making compromises. 四、段落翻译（将中文段落翻译为英文，每题15分，共计30分。） 1. Whether an international business negotiation succeeds or not is not only determined by the strategies and skills used in formal negotiations, but also closely related to whether enough careful preparations have been made before negotiations. Generally speaking, the more preparatory work for the negotiation consists of collecting related information, staffing the negotiation team, developing international business negotiation plans and making relevant physical preparation. 2. After gathering and sorting outing the information as well as establishing the negotia