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1、谈判课后练习参考答案（判断、选择、翻译）谈判课后练习参考答案（判断、选择、翻译） Introduction判断题判断题 (True or False) 1.F 2.F3.T 4.T5.T选择题选择题 (Making the Best Choice) 1. C. 51 2. D. When they recognize the zero-sum tendency 3. C. tactics4. A. redistribute 5. C. few 6. D. “best“ Chapter 1判断题判断题 (True or False) 1.F 2.T 3.T 4.F5.T 6.F 7.T 8.T9
2、.F 10. T选择题选择题 (Making the Best Choice) 1. B. worked out in advance of negotiations 2. A. a low degree of sympathy 3 C. a high degree of sympathy 4. A. frankness 5. C. from a consultancy base 6. A. frailty 7. D. doubt about 8. A. sense of humour 9. B. patience 10. B. concentration 11. A. language sk
3、ills 12. D. overall style 13. D. flexible 14. D. considered plan 15. D. loyalty to 16. A. technical prowess 17. B. the two chief negotiators 18. B. CN 19. A. counterparts 20. C. match motivations 21. A. modern day informatioChapter 2 判断题判断题 (True or False) 1. T 2.T 3.F 4.T5.T 6.F 7.F 8.T9.T 10. T选择题
4、选择题 (Making the Best Choice) 1. D. whiners 2. A. Connivers 3. C. whiners 4. A. connivers 5. C. hothouse flowers 6. D. bigots 7. B. rewarding staff 8. D. enabling the CN to make timely adjustments to the negotiating plan 9. C. compiling the basic requirement in checklist form and circulating among po
5、tential team members as grounds for defending 10. B. the members of the NT have other job duties unrelated to the negotiations 11. A. low efficiency 12. C. can do tedious work 13. D. a reward 14. B. Hothouse flowers 15. C. both overseas and domestic negotiations Chapter 3判断题判断题 (True or False) 1.F 2
6、.T 3.F 4.T5.T 6.T7.T 8. F9. T 10. T 选择题选择题 (Making the Best Choice) 1. D. two-tiered pay scale for labor 2. B. undeveloped resources 3. D. profit repatriation 4. A. unenviable 5. B. Contracts that appear simple are difficult to enforce 6. C. from the very beginning 7. A. theres an unpredictable pric
7、e 8. C. keeping officials and politicians out of the process 9. A. breaking into a market immediately 10. B. holding an attitude of wait-and-see 11. A. compete with emerging economies 12. C. the poverty of the investing country 13. D. project on a build-operate-transfer basis 14. A. drive a hard bar
8、gain 15. B. equality 16. C. profit repatriation rates 17. B. attractive 18. D. over a period of time 19. B. undeveloped resources 20. D. additional value to add onto the material 21. C. limited resources Chapter 4判断题判断题 (True or False) 1.F 2.T 3.F 4.F 5.F 6.T7.F 8.F 9.F 10. T 11. T 12. T13. F 14. T
9、15. F 16. T选择题选择题 (Making the Best Choice) 1. A. a brief history of your company 2. D. a quote 3. C. telephone 4. D. Humorous turns of phrase 5. C. taking advantage of government resources 6. D. sending an RFP 7. D. recreation facilities 8. A. write a project summary 9. B. the local government offic
10、ial 10. B. we shouldnt do research on business activities unrelated to the inquiry. 11. D. need 12. A. a “sell sheet“ 13. B. a third party 14. C. diplomatic commercial attaches 15. B. six months 16. B. the host companys market 17. D. entertainment 18. A. preparing options Chapter 5判断题判断题 (True or Fa
11、lse) 1.F 2.F3.T 4.T5.T 6.F7.F 8.T9.F 10. T 选择题选择题 (Making the Best Choice) 1. D. being late for meeting 2. B. enthusiasm 3. A. high maintenance personnel 4. C. driver 5. B. arranging social events closely related to work. 6. A. a member of the visiting team 7. D. the same model of mobile phone 8. D.
12、 have a long welcome ceremony at the airport 9. C. select the most luxurious hotel 10. D. indicate the facility lacking of the host Chapter 7判断题判断题 (True or False) 1.T2.F3.T选择题选择题 (Multiple Choice) 1. A. agendas 2. B. turf advantage Chapter 8 判断题判断题 (True or False) 1.F 2.F3.T 4.T5.F选择题选择题 (Multiple
13、Choice) 1.C. achievements 2.B. agenda3.D. tone 4.A. socializing 5.A. strategies Chapter 9判断题判断题 (True or False) 1.T 2.T 3.F4.T 5.T 6.F7.F选择题选择题 (Multiple Choice) 1. D. clarification 2. A. the counterparts 3. A Expressing public displeasure with an interpreters performance. 4. B. ethics Chapter 10判断题
14、判断题 (True or False) 1.T2.F 选择题选择题 (Multiple Choice) 1. A. goal . Chapter 11判断题判断题 (True or False) 1.F2.F3.F 选择题选择题 1. D. the counterparts position 2. C. contingency planning 3. A. to achieve agreement among parties with opposing viewpoints Chapter 12 判断题判断题 (True or False) 1.T2.F3.T选择题选择题 (Multiple
15、Choice) 1. D. opposition2. B. Wants Chapter 1判断题判断题 (True or False) 1.F 2.F3.F 4.T 选择题选择题 (Multiple Choice) 1. A. Tactic 2. D. linguistic3. D. novice tea Chapter 16判断题判断题 (True or False) 1.F2.T3.T选择题选择题 (Multiple Choice) 1B. goals Chapter 17判断题判断题 (True or False) 1.F 2.T3.F 4.T 选择题选择题 (Multiple Choice) 1.C. management 2.B. teaching to
