Business negotiation practice simulation test questions and answers
1. Fill in the blanks (each space 1 minute, * * *1minute)
1. According to the location of the negotiation, the negotiation can be divided into presiding negotiation, _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.
2. The more demands are made at the negotiating table, the more _ _ _ _ _ _ _ _ _.
3. Negotiation strategies mainly include _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.
4. There are _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.
5. The main basis of the claim is _ _ _ _ _ _ _ _.
Second, multiple-choice questions (each question 1 point, * * *1point)
1, _ _ _ _ _ _ _ _ _ Personality negotiators have high expectations for success, high relationship requirements and low power requirements.
A, enterprising B, relational
C, power type D, conservative type
2. Which of the following statements is incorrect _ _ _ _ _ _ _
A. The principle negotiation theory was put forward by Roger Fisher, a professor at Harvard University.
B, the principle of negotiation theory claims that the focus of negotiation should be the arena rather than the interests.
C. Principle negotiation theory holds that the standard to measure the success of negotiation is the value of negotiation.
D the result of negotiation is the result of fair negotiation between all parties, and should not be decided by the will of one party.
3. Which of the following contracts is based on other contracts _ _ _ _ _ _
A, promise contract B, main contract
C, from contract d, formal contract
4. If the actual quantity of the goods caused by reasons other than the original factory is less than the quantity listed in the bill of lading, the _ _ _ _ _ _ party shall be responsible.
Seller b, buyer c, carrier d and insurance company.
5. During the negotiation, I found that the other party was trying to create a low-key atmosphere. If it is not reversed, it will harm the actual interests of this paper. Which of the following opening strategies can be used: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _
A, collaborative opening strategy B, reservation opening strategy
C, frank opening strategy D, offensive opening strategy
6, the following four ways of asking questions are easy to cause others' anxiety _ _ _ _ _ _ _.
A, summed up as a conclusion B, take information
C, attract others' attention D, let the other person think hard
7. Which of the following options is not the characteristic of business negotiation _ _ _ _ _ _ _ _.
A, the universality of the negotiation object B, the complexity of the negotiation environment
The purpose of negotiation, the principle of negotiation conditions and inextensibility
8. The need theory was put forward by _ _ _ _ _ _ _ _
A, Roger Fisher B, Charlemagne nirenberg C, Marsh D, Maslow
9. In business negotiations, the equality of both parties refers to the equality of both parties on _ _ _ _ _ _.
A. Strength B. Economic benefits C. Legal D. Level
10. In business negotiation, _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _
A. ask B. Listen to C. Look at d.
Three, multiple-choice questions (2 points for each question, *** 16 points)
1. The basic element of business negotiation is _ _ _ _ _ _ _ _.
A.b. Issues for negotiation
C. Purpose of negotiation D. Place of negotiation
2. When the business negotiation is deadlocked, the following skills will help to change the atmosphere _ _ _ _ _ _.
A, change the negotiation topic B, change the negotiation environment
C, change the negotiation date d, change the negotiator.
3. The universal and basic way to settle disputes in international economic and trade activities is _ _ _ _ _ _ _ _.
A. Third-party coordination B. Arbitration C. Litigation D. Trade retaliation
4. There are _ _ _ _ _ _ advantages in choosing your own organization as the negotiation place.
A. it's easy to spy on each other. B.it's easy to find an excuse
C. Easy to ask for instructions and report to superiors D. Easy to find data and information
5. The principle that must be followed when interpreting quotations is _ _ _ _ _ _ _.
A. don't ask and don't answer. Ask and answer. C. avoid reality and be empty. Be able to speak without writing.
6. The contents of foreign-related business contracts include _ _ _ _ _ _ _ _.
A. Product name clause B. Quality clause
C. Quantity clause and packing clause
7. The personality type of business negotiators is _ _ _ _ _ _ _.
A, greedy person B, persuader
C executor and donee
8. The evaluation criteria for the success or failure of business negotiation include _ _ _ _ _ _ _ _.
A, negotiation objectives B, negotiation efficiency
C, interpersonal relationship D, negotiation agreement
Four, short answer questions (this big question ***4 small questions, each small question 6 points, ***24 points)
1. Characteristics and components of negotiations. 2. The function of asking questions.
3. The role of negotiation strategy.
4. Basic requirements of the open strategy.
V. Essay questions (10 mark)
Why do we encounter deadlock in business negotiations? What should we do when we encounter deadlock?
Six, case analysis questions (30 points)
1, 1984, the director of a plastic woven bag factory in a city in Shandong learned that a Japanese company was going to sell advanced plastic woven bag production lines to China, and immediately went out to negotiate with Japanese businessmen. At the negotiating table, the Japanese representative started to ask for 2.4 million US dollars, and our factory director immediately replied: According to our knowledge, the products provided by a company in your country are exactly the same as those in your, and the asking price is only half that of your. I suggest you re-quote. ? Overnight, the Japanese made a detailed price list, and the next day they quoted a total price of $65,438 +0.8 million. Subsequently, in the nine-day negotiations, the Japanese side did not compromise on the price of $654.38 +0.3 million. Our factory director intends to negotiate with another western company, and when the Japanese learned of it, the total price immediately dropped to $654.38+200,000. Our factory director still refused to sign, and the Japanese side was furious. Our factory director is angry. Sir, China is no longer China at the mercy of decades ago. Your price and attitude are unacceptable to us! ? Then I put my bag on the table, and photos of equipment of a western company were scattered all over the floor. The representative of Japan was surprised and asked for it. Sir, my power ends here. Please allow me to contact the factory for instructions before the discussion. ? The next day, Japan announced a price reduction of 165438+ 10,000 USD. At the same time, our factory director proposed that all the installation costs should be borne by the Japanese side, forcing the Japanese side to make concessions.
Please analyze the following questions:
What skills did our factory director use in the negotiation?
What is the reason why our factory director is a shoo-in in the negotiation?
(3) Please analyze the psychological state that Japan will eventually make a transaction.
Answers to business negotiation test papers
1. Fill in the blanks (each space 1 minute, * * *1minute)
1, main seat, neutral 2, multi 3, edge, compromise, freeze 4, contract
5, clinch a deal, suspension, rupture
Second, multiple-choice questions (each question 1 point, * * *1point)
BBCCD ADBCA
Three, multiple-choice questions (2 points for each question, *** 16 points)
1、ABC 2、ABCD 3、BC 4、CD 5、ABCD 6、ABCD 7、ABC 8、ABC
Four, short answer questions (5 points for each question, ***20 points)
1, characteristics and elements of negotiation
Features:
(1) Negotiators are independent stakeholders.
(2) The purpose of negotiation is economic interests.
(3) The central topic of negotiation is price.
Element:
(1) Negotiator
(2) negotiation theme
(3) background of negotiation
2. The function of asking questions.
(1) Get the attention of others (2) Get information.
(3) explain your feelings and spread the news to each other.
(4) Let the other party think hard.
(5) summary.
3. The role of negotiation strategy.
(1) Create a good start (2) Grasp the direction of progress.
(3) control the negotiation process (4) promote cooperation between the two sides.
(5) Ensure an ideal ending.
4. Basic requirements of the open strategy.
(1) follows the principle of openness. (2) to detect each other's situation and understand each other's actual situation.
(3) arouse the attention and interest of the other side of the negotiation.
(4) correctly estimate your own ability (5) attach importance to it? Break the deadlock? skill
(6) take the initiative to negotiate.
V. Essay questions (10 mark)
Why do we encounter deadlock in business negotiations? What should we do when we encounter deadlock?
Reason: (1) The opposition between the two sides of the negotiation leads to deadlock; (2) communication barriers lead to deadlock; (3) Changes in the external environment of the negotiations lead to deadlock.
(4) The poor quality of negotiators leads to deadlock. (5) In negotiation, if one party is careless in words and deeds, it will hurt the feelings of the other party or make the other party lose face, which will also lead to deadlock, and this deadlock is the most difficult to deal with. (6) One party to the negotiation deliberately creates a deadlock in the negotiation.
How to deal with:
1. Use negotiation language to break the deadlock.
2. Take horizontal negotiation as an example.
Give gifts appropriately
4. Use recess strategy to break the deadlock
5. Find each other's loopholes to drill the topic.
6. Changing negotiators may lead to breaking the deadlock.
Basic requirements:
1, clear and logical.
2. The narrative is concise and fluent, and the case is analyzed.
3. If we can combine the actual situation of China's current business negotiations, we can add points appropriately.
Six, case analysis questions (30 points)
Basic points:
1, our negotiation skills:
(1) Quoting Skills (Strategy)
(2) negotiation skills (strategy)
(3) Language skills (strategy)
(4) Contract signing skills (strategies)
2. We are sure to win the negotiation because:
(1) is well prepared, rich in information and complete in content.
(2) Pay attention to negotiation strategies and skills and deal with them in an orderly manner.
(3) consider the overall and long-term interests, while taking into account the details.
3. The psychological state that Japan finally has to make a deal:
(1) Lack of information, failure lies in hasty preparation.
(2) negotiation strategies and skills are not enough, and the attitude is too tough.
(3) admire each other's strength, experience and dignity.
Basic requirements:
1, clear and logical.
2. The narrative is concise and fluent, and the case is analyzed.
3. If we can combine the actual situation of China's current business negotiations, we can add points appropriately.
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