1、which of the following is not the traditional concept of negotiation? a、difficulty of negotiation could result in conflicts b、negotiators would make all efforts to secure their interest c、concessions are difficult to make d、negotiations are concerned on how to combine resources and expand the size of the interests
2、which of the following is not the characteristic of integrative negotiation a、negotiations assume that resource is fixed and negotiation how to distribute a fixed pie b、equally beneficial or attractive outcomes are achieved c、it is problem-solving to find a solution to a common problem d、gain is not dependent on the loss of the other party
2. negotiation mode
test 2
1、which of the following is the characteristic of collaborative negotiation mode? a、power-oriented with persuasive power b、work to find a joint approach with a creative solution c、avoid problems d、initiative with impatience
2、which of the following is the characteristic of compromising negotiation mode? a、push hard with distributive result b、overcome the differences with integrative bargaining c、each party meets the other half way d、sacrifice own interest to satisfy the other party
3. negotiation process
test 3
1、which of the following is not included in the background of international business negotiation framework? a、objective b、environment c、post-negotiation d、third parties
2、which of the following is not right about the atmosphere? a、the common interest encourages cooperation b、perceived power is relevant to expertise and access to information c、the expectation for long-term and short also influences the atmosphere d、the dependence of negotiators has no effect on the atmosphere
4. cross-border negotiation
test 4
1、which is the motivation of fdi from the following statement: it involves the search for specific assets such as r&d capacity and output, design facilities, and brand names that are embedded in advanced country firms and which can usually be accessed only by the takeover of these firms or subdivisions of them? a、efficiency-seeking fdi b、strategic asset-seeking fdi c、natural resource-seeking fdi d、market-seeking fdi
2、which of the following is the diversification strategy in ansoff matrix? a、new product, new market b、current product, current market c、current product, new market d、new product, current product
5. multilateral negotiation
test 5
1、which of the following is right for metcalf’s law? a、the business network functions with no relationship with its users b、the value of business network is not relevant with the user volume c、the interconnections of entities have no effect on the value network d、the value of networks is consistent with the user volume involved
2、which of the following is for the statement of internalization theory? a、information can be an important factor in motivating the growth of the economy b、companies will internalize operations while internal efficiency outperforms the external c、the transmission of information is helpful to control the affect of information asymmetry d、corporate network encourages the synergies based on integrated development
6. negotiating international licensing
test 6
1、which of the following is not an issue that needs to be negotiated during the international licensing negotiation? a、confirm the assets to be licensed b、price c、infringement and confidentiality d、the ceo of the firm
2、which of the following is not a typical international licensing agreement structure? a、step-up royalty rates b、step-down royalty rates c、creditable payments d、maximum royalty rates
3、which of the following is not an advantage of international licensing? a、obtain extra income for technical know-how and services. b、pave the way for future investments in the market. c、political risk is minimized as the licensee is usually 100% locally owned. d、it does not give a firm tight control over manufacturing, marketing, and strategy.
4、international licensing is the transfer of the right of use.
5、international licensing is a foreign market entry mode for firms.
8. negotiation in cross-cultural context
test 8
1、which is not the characteristic of culture? a、learnt b、shared c、static d、transmitted from generation to generation
2、which of the following statements about the differences in chinese and american negotiating styles is incorrect? a、americans appreciate a highly pro-active, uncompromising, and aggressive style, while chinese prefer harmony and adopt a soft style to avoid direct confrontation. b、americans typically speak in a straight-forward fashion, which may be perceived as arrogant, rude, or bullying by their chinese counterparts. c、chinese believe that business is second to relationships. americans are often more business-oriented. d、chinese and americans make concessions in similar ways.
3、which is not in hofstede’s cultural dimensions? a、individualism/collectivism b、high-context/low-context c、femininity/masculinity d、uncertainty avoidance
4、international business negotiations are more complicated than domestic business negotiations only because people speak different languages
5、national culture is one of the many factors that influence negotiators’ thinking and behavior; other factors, such as organizational culture and negotiators’ personality, also matter.
9. game theory, global value chain and international business negotiation
test 9
1、which one is not the implication of the prisoner’s dilemma? a、cooperation is important. b、a reliable relationship is important for a negotiation. c、equality helps to achieve the desired outcome. d、the one who makes the first offer usually obtains more from the negotiation.
2、when we use game theory to guide our negotiation, which assumption is not necessary? a、players are fully rational. b、the choice set for each player are common knowledge c、the players are familiar with the game theory. d、a fixed number of players.
3、which one is not right? a、the traditional trade statistics may distort the true trade pattern in nowadays. b、global value chain is always a quite common phenomenon. c、in bilateral trade between a and b, a is a net exporter when measured in gross trade. it is possible that a is a net importer when measured in trade in value added terms. d、when two countries negotiate on a trade policy, it is important to consider global value chain.
4、an impatient person usually gets a larger pie in a negotiation.
5、the developing countries’ trade surplus has usually been overestimated when measured in trade in gross terms compared with that in trade in value added terms.
10. international trade practice in negotiation
test 10
1、which of the following is not key clause for an international contract? a、price b、delivery c、payment d、promotion
2、any business will be related to the rights and duties of buyers and sellers which will be governed by（ ） a、a legal contract b、a promise c、an order d、a negotiation
3、which of the following trade term can only be used for sea and inland waterway transport? a、exw b、cip c、cpt d、fas
4、which of the following is not the commonly used system in the world? a、metric system b、the british system c、the us system d、the chinese system
5、remittance and collection belong to a、personal credit b、commercial credit c、government credit d、banker’s credit
6、the description of goods clause is one of the central clauses in a sale contract.
7、fca is a trade term which can only be used for sea and inland waterway transport.
8、exw represents the buyer's minimum obligation.
9、letter of credit belongs to banker’s credit.
11. determination of positions in conflict and negotiation
test 11
1、which of the following concepts doesn’t belong to modes of conflict management? a、compromise b、avoidant c、collaborative d、attack
2、which of the following factors is not the determinant of the choice of the position in conflict? a、common interests b、personal relationship c、outcome stakes d、the number of negotiators
3、in the example of the war between vietnam and united states, which of the following statement is true? a、vietnam chose a competitive position in the conflict. b、vietnam chose avoidance position in the conflict. c、vietnam chose compromise position in the conflict. d、vietnam thought the outcome stake is not large in this war.
4、in international business negotiations, the strategies are exactly the same as the tactics.
5、a compromise is a position of conflict that is achieved when each party meets the other half way. it is a mix of half assertiveness and half cooperation.
12. capital management in international business negotiation
test 12
1、how many british pounds would it cost to buy a pair of american designer jeans costing $45 if the exchange rate is 1.50 dollars per british pound? a、10 british pounds b、20 british pounds c、30 british pounds d、35 british pounds
2、when a country's currency depreciates a、foreigners find that its exports are more expensive, and domestic residents find that imports from abroad are more expensive. b、foreigners find that its exports are more expensive, and domestic residents find that imports from abroad are cheaper. c、foreigners are not affected, but domestic residents find that imports from abroad are more expensive. d、foreigners find that its exports are cheaper and domestic residents find that imports from abroad are more expensive.
3、which one of the following statements is the most accurate? a、a rise in the interest rate offered by dollar deposits causes the dollar to appreciate. b、a rise in the interest rate offered by dollar deposits causes the dollar to depreciate. c、a rise in the interest rate offered by dollar deposits does not affect the u.s. dollar. d、for a given euro interest rate and constant forward exchange rate, a rise in the interest rate offered by dollar deposits causes the dollar to appreciate.
4、parties can engage in forward exchange transactions to avoid the risk of exchange rate volatility.
5、indirect intervention means using foreign exchange reserves to influence the supply and demand of the currency in the foreign exchange market.