国际商务谈判自测题Chapter_3.doc

Chapter 3 Strategy and Tactics of Integrative Negotiation Fill in the Blank Questions 1. Although the conflict may appear initially to be win-lose to the parties, ____________ and ____________ ____________ will usually suggest win-win alternatives. Answer: discussion, mutual exploration Page: 72 2. Those wishing to achieve integrative results find that they must manage the ____________ and ____________ of the negotiation in order to gain the willing cooperation and commitment of the other party. Answer: context, process Page: 73 3. Effective ____________ exchange promotes the development of good integrative solutions. Answer: information Page: 73 4. Successful integrative negotiation requires that the negotiators search for solutions that meet the ____________ and ____________ of both (all) sides. Answer: needs, objectives Page: 74 5. In an integrative negotiation, negotiators must be ____________ about their primary interests and needs, but ____________about the manner in which these interests and needs are met through solutions. Answer: firm, flexible Page: 74, 75 6. In integrative negotiation, ____________ are measured by the degree to which they meet both negotiators goals. Answer: outcomes Page: 75 7. The ____________ step is often the most difficult step in the integrative negotiation process. Answer: problem identification Page: 76 8. As a problem is defined jointly, it should accurately reflect both parties ____________ and ____________. Answer: needs, priorities Page: 77 9. For positive problem solving to occur, both parties must be committed to stating the problem in ____________ terms. Answer: neutral Page: 77 10. Problem definition should specify what ____________ must be overcome for the goal to be attained. Answer: obstacles Page: 78 11. The integrative negotiation process cannot work unless negotiators avoid ____________ ____________ until they have fully defined the problem