What is true about the Chinese negotiators? 选项： A、 They are hos

1.What is true about French negotiators? 选项： A: They tend to use their own language in the negotiation process. B: They lay stress on written agreements. C: They tend to be arrogant in the negotiation process. D: Sociailzation is important in the negotiation process. E: They use nonverbbal communication more often. F: Decisions are made by the authorities.

2.People from from ________ tend to play the weaker side in the negotiation process. 选项： A: The U.S. B: France C: Japan D: China E: Mexico F: Britain

3.People from from ________ tend to play the weaker side in the negotiation process. 选项：A、The U.S. B、France C、Japan D、China E、Mexico F、Britain

4.People from ________ tend to be aggressive in the negotiation process. 选项：A、The U.S. B、France C、Japan D、China E、Mexico F、Britain

5.Which is not a characteristic of a negotiation or bargaining situation? A) conflict between parties B) two or more parties involved C) an established set of rules D) a voluntary process E) None of the above is a characteristic of a negotiation.

6.Western negotiators tend to have negotiation ___ . 选项： A、direct B、directly C、indirect D、indirectly

7.英译汉Westerners tend to stress process when making decisions. Their emphasis on process encourages them to develop what are known as "fair play rules", rules about procedures that assure that decisions will be made fairly. They also expect others to be as concerned about following the rules as they are. Sometimes Westerners are described as legalistic, meaning that they expect people to follow precise rules contained in laws, contracts, and agreements. People from high context collectivist cultures are more likely to be concerned about relationships (in-groups and out-groups) and status than about particular rules. These differences influence the negotiation strategies used by each side.Westerners think negotiations progress when the parties get down to work on specific details. A good relationship comes from reaching agreement on many specific items. A Western negotiating team may begin by enthusiastically promoting their ideal position as to how the details can be worked out, then gradually pull back through a series of compromises to whatever positions the Chinese negotiators are willing to accept.Chinese negotiators usually avoid discussing details in the early phase of negotiations. Instead they discuss mutual interest and general principles. When the Westerners commit themselves to these (a commitment that the Westerners may not take very seriously because of the lack of details), Chinese negotiators will appeal to those mutual interests to get the other side to agree to what the details should be.

8.2.3Negotiators should make a conscious decision about whether they are facing a fundamentally distributive negotiation, an integrative negotiation, or a 选项： A、A) combative negotiation. B、B) group negotiation. C、C) cooperative negotiation. D、D) creative negotiation. E、E) a blend of both distributive and integrative negotiation.

9.Which of the following statements is true about negotiators who are higher in power? ___ 选项： A、They change their behavior to fit the situation. B、They are less likely to act in a risk-seeking fashion. C、They are more likely to divulge their interests in a negotiation. D、They tend to be more accurate about the situation.

10.In integrative negotiation, decisions must be finalized in each step of the negotiation process.

11. The Japanese negotiators rely on the trust established between the parties involved and on an implicit understanding because they ________. 选项： A、 trust their counterparts at the first sight B、 belong to a low context culture C、 belong to a high context culture D、 use nonverbal communication more often E、 maneuver the debate F、 see themselves as more experienced negotiators

12.Japanese negotiators rely on the trust established between the parties involved and on an implicit understanding because they _____. 选项： A、trust their counterparts at the first sight B、belong to a low context culture C、belong to a high context culture D、use nonverbal communication more often E、maneuver the debate F、see themselves as more experienced negotiators

13.The Japanese negotiators rely on the trust established between the parties involved and on an implicit understanding because they ________. A: trust their counterparts at the first sight B: elong to a low context culture C: elong to a high context culture D: use nonverbal communication more often E: maneuver the debate F: see themselves as more experienced negotiators

14. The Japanese negotiators rely on the trust established between the parties involved and on an implicit understanding because they ________. A: trust their counterparts at the first sight B: belong to a low context culture C: belong to a high context culture D: use nonverbal communication more often E: maneuver the debate F: see themselves as more experienced negotiators

15.Satisfaction with a negotiation is determined by ____________. 选项：A、the process through which an agreement is reached and the dollar value of concessions made by each party. B、the actual outcome obtained by the negotiation as compared to the initial bargaining positions of the negotiators. C、the process through which an agreement is reached and by the actual outcome obtained by the negotiation. D、the total dollar value of concessions made by each party.

16. Satisfaction with a negotiation is determined by ____________. A: the process through which an agreement is reached and the dollar value of concessions made by each party. B: the actual outcome obtained by the negotiation as compared to the initial bargaining positions of the negotiators. C: the process through which an agreement is reached and by the actual outcome obtained by the negotiation. D: the total dollar value of concessions made by each party.

17. which factor is determine the satisfaction with a negotiation? ____________. 选项： A、 the process through which an agreement is reached and the dollar value of concessions made by each party. B、 the actual outcome obtained by the negotiation as compared to the initial bargaining positions of the negotiators. C、 the process through which an agreement is reached and by the actual outcome obtained by the negotiation. D、 the total dollar value of concessions made by each party.

18. What is the first and foremost goal of a negotiation for American negotiators？选项： A、 Developing a relationship B、 Arriving at a signed contract between the parties

19.In the context of negotiation, Trompenaars and Hampden-Turner have noted that U.S. negotiators: 选项： A: Tend B: Tend C: Typically D: Treat

20.Which of the following is a myth that negotiators often hold about negotiation? 选项： A、Whatever is good for one party must be good for the counterparty B、A good negotiator should always approach a counterparty as if they were of equal status C、Good negotiators play it safe and do not take risks D、Good negotiators rely on intuition

21.Which of the statements of negotiation is true?选项： A:Negotiation is a process of two or more parties exchange goods or services B: Negotiation is a process of two or more parties with common and conflicting interests C:Negotiation is the advanced human activity that we are involved occasionally D:We use to satisfy our needs when someone else controls what we want