2013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:　B
一、 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、The core of business negotiation is (        )
    A、equality                      B、mutual benefit
C、make an agreement          D、price
2、The first obstacle encountered in international business negotiation is (      )
A、language barrier              B、cultural differences
C、laws                        D、political factors
3、”maximizing commonalities and minimizing differences”中, commonalities 是什么意思? (   
  )
A、普通                        B、共通 
C、共性                        D、社团
4、”compromise is the mother of success” means （      ）
A、失败是成功之母              B、妥协是成功之母
C、承诺是成功之母              D、共识是成功之母
5、以下哪类人是谈判中的负责人？（    ）
A、leading personnel          B、business personnel   
C、technical personnel        D、financial personnel
6、Different negotiation atmospheres have different impacts on the negotiations. Which one do help the negotiation to develop towards agreement at first sight?
(        )
A、tense and contradictory      B、cold and perfunctory
C、dilatory and protracted        D、positive and friendly
7、 Which one of the quotations is best ?（    ）
A、oral quotation                  B、written quotation
C、combination oral and written quotation    D、none of the above
8、 定价策略的运用中，不包括以下哪一项？（    ）
A、specific              B、explanation
C、decisive              D、differentiation
9、 Which tactic of making concessions is best ?（      ）
A、 0---0---0---80              B、 10---15---25---30
C、 40---25---10---5            Dsort out什么意思中文意思、80---0---0 ---0
10、”collaborating “ means （      ）
A、妥协                        B、合作
C、包容                        D、控制
二、单词、词组互译（每题2分，共计20分）
1  concession                        2  contract
3  business negotiation                4  credibility
5  compromise                        6  market quotation
7  bottom line                        8  no explanation
9  counter offering                    10  atmosphere
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.  The objective of a negotiation must be definite.
3.  A consensus must be built on the basis of mutual concession.
4.  Why 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（每题15分，共计30分。）
1. The main purpose of multi-national business negotiation is to make the biggest profit; therefore, the negotiation atmosphere is mostly positive, friendly and constructive. However, some negotiations are aimed to solve the intricate trade conflicts or hope to force the other party to make concessions to sacrifice their interests. Under these conflicting circumstances, the negotiation atmosphere tends to be tense and contradictory.
2. What has to be done during the preparatory period for international business negotiations is to collect, sort out and analyze the information and data in time about the negotiation counterparts, the purpose of their project, market prices and related laws as much as possible. Accurate and detailed information of the counterparts may ensure an advantage in the negotiation, which will be of great help to achieve the success of a negotiation. Applying inaccurate or one-sided information will make your own party passive or lead to the failure of the negotiation.
五、案例分析（10分）
Read the case in P25---26, and answer the questions as follows.
Questions ：
1)  Why did Lu Weiguang go international?  (5分)
2)  What barriers did he overcome?  (5分)

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