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. ( )
A:对
B:错
正确答案:【对】
第一章 单元测试
1、单选题：Negotiation is a dynamic process of _______________.( )
A:adjustment
B:adjust
C:agree
D:agreement
正确答案:【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. ( )
A:regardless of
B:regardless off
C:regardless
D:regardless for
正确答案:【regardless of
】
3、单选题：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、单选题：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
正确答案:【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. ( )
A:positions
B:positivity
C:potions
D:position
正确答案:【positions
】
6、单选题：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
正确答案:【abide by
】
7、单选题：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
正确答案:【People; Interest; Option; Criteria
】
8、单选题：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
正确答案:【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. ( )
A:since
B:sincerity
C:sincere
D:syncing
正确答案:【sincere
】
10、单选题：Different negotiation subjects and specific negotiation clauses involve different_______________ and considerations. ( )
A:criteria
B:criterion
C:criterial
D:criteria’s
正确答案:【criteria
】
11、判断题：Negotiation derives from the Latin infinitive negotiara meaning “to trade or do business”. ( )
A:对
B:错
正确答案:【对】
12、判断题：Business negotiation without any financial interests and efficiency is of no value. ( )
A:错
B:对
正确答案:【对】
13、判断题：In a negotiation, if one side takes the supper hand, the agreement established is most likely to be followed. ( )
A:对
B:错
正确答案:【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. ( )
A:错
B:对
正确答案:【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. ( )
A:对
B:错
正确答案:【错】
第二章 单元测试
1、单选题：Please let us have details of your machine tools, _____ your earliest delivery.（）
A:Giving us
B:give us
C:given us
D:to give us
正确答案:【Giving us
】
2、单选题：We hope to receive your quotation with details______ the time of shipment.（）
A:being included
B:including
C:to be included
D:To include
正确答案:【including
】
3、单选题：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、单选题：We shall appreciate_______ us FOB Sydney. （）
A:your being quoted
B:You quoting
C:your quoting
D:you to quote
正确答案:【You quoting
】
5、单选题：If you can supply your goods immediately, we shall_____ to place a trial order. （）
A:prepare
B:preparing
C:be preparing
D:Be prepared
正确答案:【be preparing
】
6、单选题：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
正确答案:【to be given
】
7、单选题：If your prices are competitive, we are confident______ the goods in great quantities in this market. ( )
A:in selling
B:To sell
C:to be selling
D:in being sold
正确答案:【in selling
】
8、单选题：We offer you the following items_____ your reply reaching here by 3 p.m. 12 April, our time. ( )
A:subjects to
B:subject to
C:Subjecting to
D:to subject to
正确答案:【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. ( )
A:of
B:At
C:on
D:in
正确答案:【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 _____. ( )
A:on the high side
B:in the high level
C:at high
D:Of the high standard
正确答案:【on the high side
】
11、判断题：Sometimes general enquiry can be an initial letter.（）
A:错
B:对
正确答案:【对】
12、判断题：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、判断题：When we make an enquiry, we will surely receive a response from the customer. ( )
A:对
B:错
正确答案:【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. ( )
A:对
B:错
正确答案:【错】
15、判断题：An order is a request to supply a specified quantity of goods. ( )
A:错
B:对
正确答案:【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？ ( )
A:Bargaining ranges
B:The legal system
C:Population
D:Objectives
正确答案:【Population
】
2、单选题：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
正确答案:【The friendly target
】
3、单选题：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
正确答案:【Appropriate negotiation atmosphere
】
4、单选题：Setting the tone for the negotiation process is ( ) .
A:Preparation
B:sign a contract
C:Bargaining
D:Opening
正确答案:【Opening
】
5、单选题：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
正确答案:【Relationship between goods and price
】
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（）.
A:Property
B:Specification
C:Scale
D:Time
正确答案:【Time
】
7、单选题：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
正确答案:【Law
】
8、单选题：Negotiation of price terms shall be undertaken by ( ).
A:Technical personnel
B:Financial personnel
C:Legal personnel
D:Business personnel
正确答案:【Business personnel
】
9、单选题：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
正确答案:【One-time concession
】
10、单选题：Negotiation is necessary because of the existence of ( ) in the transaction.
A:Attack
B:Cooperation
C:Debate
D:Conflict
正确答案:【Conflict
】
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.（）
A:错
B:对
正确答案:【对】
12、判断题：Signing a contract is equal to stopping negotiation.（）
A:错
B:对
正确答案:【错】
13、判断题：Offering the negotiation agenda should keep the progress of the negotiations and focus on the statements of the other party. ( )
A:错
B:对
正确答案:【对】
14、判断题：One of the process negotiators should do in preparation phase is exchanging ideas on the agenda. ( )
A:错
B:对
正确答案:【错】
15、判断题：Making statements in opening phase is to explain what you are offering or proposing. ( )
A:错
B:对
正确答案:【错】
第四章 单元测试
1、单选题：Who are responsible for the negotiations？( )
A:business personnel
B:technical personnel
C:financial personnel
D:leading personnel
正确答案:【leading personnel
】
2、单选题：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
正确答案:【Negotiation target and object
】
3、单选题：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
正确答案:【be served by legal staff
】
4、单选题：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
正确答案:【Negotiation theme
】
5、单选题：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
正确答案:【Ask questions cleverly
】
6、单选题：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、单选题：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
正确答案:【Conduct professional detailed consultations and demonstrations
】
8、单选题：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
正确答案:【Prepare information and analyze the situation
】
9、单选题：The negotiation of price terms shall be undertaken by ( ).
A:Financial staff
B:Technical staff
C:Commercial staff
D:Legal staff
正确答案:【Commercial staff
】
10、单选题：The goal of negotiation is the action of the negotiator ( )
A:Pointer and direction
B:Specific content
C:Specific steps
D:Negotiation strategy
正确答案:【Pointer and direction
】
11、单选题：The size of the negotiation team is generally around ( ) people.
A:4
B:8
C:2
D:6
正确答案:【4
】
12、单选题：( ) is a goal that must be achieved in business negotiations.
A:Acceptable goal
B:Actual demand goal
C:Lowest goal
D:Highest goal
正确答案:【Lowest goal
】
13、单选题：Which negotiation style is characterized by persuasion and application skills? ( )
A:Collaborating
B:Accommodating
C:Compromising
D:Controlling
正确答案:【Collaborating
】
14、单选题：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
正确答案:【Supervise the negotiation process
】
15、单选题：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
正确答案:【Use counter questions
】
16、判断题：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、判断题：The goals of the negotiation include “optimal goals, acceptable goals”. ( )
A:对
B:错
正确答案:【错】
18、判断题：The chief negotiator is the main speaker at the negotiation table. ( )
A:对
B:错
正确答案:【对】
19、判断题：Open-ended questions refer to questions with specific answers in specific fields. ( )
A:错
B:对
正确答案:【错】
20、判断题：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、单选题：A ________ has the right to survey the goods when he receives them from the carrier.（）
A:consignment
B:consignee
C:consignor
D:consigning
正确答案:【consignee
】
2、单选题：This offer is only __________ for a week from today.（）
A:valid
B:enough
C:strong
D:powerful
正确答案:【valid
】
3、单选题：Coca-Cola has a __________market selling to large numbers of people. ( )
A:mass
B:niche
C:seller
D:free
正确答案:【mass
】
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. ( )
A:welfare
B:cash
C:profit
D:benefit
正确答案:【profit
】
5、单选题：Don‟t ________ me “President”: I‟m only a sales manager. ( )
A:address
B:sign
C:ask
D:call
正确答案:【address
】
6、单选题：You should sign a contract to make your deal situation _________. ( )
A:usual
B:normal
C:common
D:regular
正确答案:【normal
】
7、单选题：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
正确答案:【enter into
】
8、单选题：After hard training, the production team won three _______ contests. ( )
A:successive
B:succeeding
C:succession
D:success
正确答案:【successive
】
9、单选题：The cash_________ gap is the biggest problem for the company to solve in due course. ( )
A:mortgage
B:down-payment
C:interest
D:flow
正确答案:【flow
】
10、单选题：I spent a very _________ hour reading some catalogue in the trade fair. ( )
A:productive
B:predictive
C:profitable
D:creative
正确答案:【productive
】
11、判断题：International trade is only the exchange of goods between nations. ( )
A:对
B:错
正确答案:【错】
12、判断题：Tariff and quotas are the examples of trade barriers. ( )
A:对
B:错
正确答案:【对】
13、判断题：Countries trade with each other partly because of cost advantage. ( )
A:对
B:错
正确答案:【对】
14、判断题：WPA is a wider cover than FPA. ( )
A:错
B:对
正确答案:【对】
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