国际商务谈判2022.1真题及选择题答案.pdf

《国际商务谈判2022.1真题及选择题答案.pdf》由会员分享，可在线阅读，更多相关《国际商务谈判2022.1真题及选择题答案.pdf（8页珍藏版）》请在淘文阁 - 分享文档赚钱的网站上搜索。

1、全国 2012 年 1 月高等教育自学考试国际商务谈判试题课程代码：00186 一、单项选择题（本大题共20 小题，每小题 1 分，共 20 分）在每小题列出的四个备选项中只有一个是符合题目要求的，请将其代码填写在题后的括号内。错选、多选或未选均无分。1.一般商品的买卖谈判即（A）A.货物买卖谈判B.劳务买卖谈判C.技术贸易谈判D.违约赔偿谈判2.下列各项中，不属于唠叨谈判对手的性格特征的是（D）A.爱刨根问底B.好驳倒对方C.心情较为开朗D.行为表情不一3.谈判必需的工作人员在谈判队伍中属于（C）A.第一层次B.第二层次C.第三层次D.第四层次4.“纸上得来终觉浅，绝知此事要躬行”。这句话充

2、分说明，商务谈判人员的自我培训应注意（C）A.博览B.勤思C.实践D.总结5.按照惯例，商务谈判中先报价的应是（B）A.买方B.卖方C.第三方D.中立方6.能用口头表达和解释的，就不要用文字来书写。这充分说明，进行报价解释时必须（D）A.不问不答B.有问必答C.避虚就实D.能言不书7.出口商在了解进口商的需求时应提（B）问题A.封闭式问题B.开放式问题C.证明式问题D.协商式问题8.拉夫尼可拉斯经过研究发现，即使是积极地听对方讲话，按原意听取了的讲话内容只占（B）A.1/2 B.1/3 C.1/4 D.1/5 文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文

3、档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2

4、L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B

5、5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T

6、6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2

7、O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R

8、4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C1

9、0T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T69.“某某先生对你方能否如期履约关注吗？”这种商务谈判的发问类型属于（B）A.澄清式发问B.借助式发问C.探索式发问D.强调式发问10.在谈判过程中，用外交活动中的“无可奉告”一词回答对方问题，这种答复谈判对手的技巧是（D）A.避正答偏B.答非所问C.以问代答D.不作彻底回答11.“真遗憾，只差一步就成功了！”这种阐述问题的技巧是（C）A.语言富

10、有弹性B.发言紧扣主题C.使用解困用语D.注意折中迂回12.下列上肢的动作语言中，表示怀有敌意的是（C）A.两手手指并拢置于胸前B.手与手连接置于腹部C.两臂交叉于胸前D.吸手指或指甲13.在国际商务谈判中，最喜欢使用“警告”技巧的国家是（A）A.巴西B.英国C.德国D.中国文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10

11、T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T

12、2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4

13、R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C

14、10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N

15、1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8

16、I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T

17、3C10T614.在国际商务谈判中，插话间隔时间最长的国家是（B）A.韩国B.美国C.日本D.法国15.与东方文化相比，英美文化偏好（A）A.抽象思维B.综合思维C.形象思维D.统一思维16.在国际商务谈判中款待客人时，加拿大商人的进餐时间可长达（C）A.1 小时以内B.12 小时C.23 小时D.3 小时以上17.下列选项中，不属于合同风险的是（D）A.交货风险B.支付风险C.质量数量风险D.人员素质风险18.通过减少损失发生的机会来对付风险的措施称为（D）A.转移风险B.自留风险C.完全回避风险D.风险损失的控制19.马丁迈耶曾说：“它既是能发挥巨大作用的杰克尔博士，又是能带来巨大风险的海

18、文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O

19、2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4

20、B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10

21、T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T

22、2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4

23、R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C

24、10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6地先生。”此话中的“它”是指（A）A.期货交易B.期权交易C.远期交易D.易货交易20.政治风险、自然风险主要是（A）A.纯风险B.投机风险C.汇率风险D.市场风险二、多项选择题（本大题共5 小题，每小题2 分，共 10 分）在每小题列出的五个备选项中至少有两个是

25、符合题目要求的，请将其代码填写在题后的括号内。错选、多选、少选或未选均无分。21.根据谈判进行的地点不同，可以将谈判分为（BDE）A.立场谈判B.客场谈判C.让步谈判D.主场谈判E.中立地谈判22.善言灵巧的谈判对手的性格特征包括（ACDE）A.爱说话B.不自信C.善于表达D.乐于交际E.为人处世机灵文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4

26、B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10

27、T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T

28、2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4

29、R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C

30、10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N

31、1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8

32、I4R4B5 ZB9O8T3C10T623.在商务谈判中影响价格的客观因素主要有（ABCDE）A.成本B.需求C.竞争D.产品E.环境24.以下有关日本人谈判风格的描述，正确的有（ABCE）A.计划性强B.事前准备充分C.注重长远利益D.突出个人能力E.善于开拓新市场25.下列选项中，不属于国际商务谈判中的汇率风险有（AB）A.价格风险B.利率风险C.会计风险D.交易结算风险E.外汇买卖风险三、名词解释题（本大题共4 小题，每小题3 分，共 12 分）26.商务谈判27.谈判主体的资格问题28.日本式报价29.价格风险四、简答题（本大题共5 小题，每小题 6 分，文档编码:CH6N1T2O2L

33、1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5

34、 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6

35、文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O

36、2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4

37、B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10

38、T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T

39、2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6共 30 分）30.应对价格风险的技术手段有哪些？31.简述说服技巧的要点。32.筹建谈判小组、选择谈判人员应遵循的原则是什么？33.简述国际商务谈判常见的法律问题。34.如何建立谈判双方的信任关系？五、论述题（本大题共2 小题，每小题 8 分，共 16 分）35.联系实际说明如何对商务谈判人

40、员进行管理。36.联系实际说明潜在僵局的间接处理法。六、案例分析题（本大题共1 小题，12 分）37.背景材料某国商人喜欢“降价求名”，以日后源源不断的新订单引诱对方降价，一旦对方降低了价格，他们就会永远将价钱压在低水平上。另外，他们会“欲擒故纵”，告诉对手：“你的开价实在太高，你的竞争者们报价都相当低，如果跟他们做生意，现在都快达成协议了。”再不然，他们就使出“虚张声势”的强硬招数，比如大声喊叫“太不公平了！”文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1

41、T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I

42、4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3

43、C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6

44、N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A

45、8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8

46、T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:C

47、H6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6或是敲桌子以示不满，甚至拂袖而去。问题：(1)上述案例中的商人最有可能是哪一国籍的？(2)该国商人在谈判中具有哪些特点？(3)在与该国商人谈判时，我国商人应注意什么？文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 H

48、Z8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB

49、9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编

50、码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1 HZ8A8I4R4B5 ZB9O8T3C10T6文档编码:CH6N1T2O2L1