ĐỀ ÔN THI ĐÀM PHÁN TRONG KINH DOANH

1. As compared to unannounced negotiation, formal negotiation: A. is simpler. B. requires less preparation. C. is more timeconsuming. D. is more difficult. 2. Informal negotiation involves: A. two people B. three people C. four people D. any number of people 3. Persuasion is an essential element of effective negotiation because it helps in A. resolving disputes among people. B. effecting agreements and solutions in the interest of all. C. achieving ones own interests. D. settling issues between two parties 4. The final aim of negotiation is to: A. end a dispute B. win at all cost C. implement an agreement between two parties D. reach an agreement 5. A negotiation is discussed in a tone that focuses attention on the need to reach a satisfactory solution by: A. force B. making proposals C. setting conditions D. joint problemsolving 6. Negotiation strategy is partly concerned with: A. ending the discussion B. avoiding failure C. searching for a common goal D. prolonging the length of the negotiation 7. Negotiation implies that both parties accept that the agreement between them is: A. necessary B. subject to further dispute C. conditional D. final and binding 8. Ones negotiation objective should be: A. personal B. realistic C. social D. ideal

ĐỀ ÔN THI ĐÀM PHÁN TRONG KINH DOANH

1 As compared to unannounced negotiation, formal negotiation:

A is simpler

B requires less preparation

C is more time consuming

D is more difficult

2 Informal negotiation involves:

A two people

B three people

C four people

D any number of people

3 Persuasion is an essential element of effective negotiation because it helps in

A resolving disputes among people

B effecting agreements and solutions in the interest of all

C achieving one's own interests

D settling issues between two parties

4 The final aim of negotiation is to:

A end a dispute

B win at all cost

C implement an agreement between two parties

D reach an agreement

5 A negotiation is discussed in a tone that focuses attention on the need to reach

a satisfactory solution by:

A force

B making proposals

C setting conditions

D joint problem-solving

6 Negotiation strategy is partly concerned with:

A ending the discussion

B avoiding failure

C searching for a common goal

D prolonging the length of the negotiation

7 Negotiation implies that both parties accept that the agreement between them is:

A necessary

B subject to further dispute

C conditional

D final and binding

8 One's negotiation objective should be:

A personal

B realistic

C social

D ideal

9 In order to persuade others, facts should be discussed from the point of view

of a:

A second party

B first party

C third party

10 What does the winner's curse refer to

A The tendency of negotiators to settle too quickly on an item and then subsequently

to feel discomfort about a negotiation win that comes too easily

B To find out that the product is faulty after buying it

C The tendency of negotiators to not do business again with the other company, after closing the deal

11 What does the endowment effect refer to?

A Overvaluing something you own or believe you possess

B Undervaluing something you own or believe you possess

C Endowing your company with better production infrastructure

D Endowing your company with improved negotiation capabilities

12.Which of the following is not a characteristic of integrative negotiations?

A Use subjective criteria for standards of performance

B Exchange information and ideas

C Invent options for mutual gain

D Commit to meeting the needs of all involved parties

13 As you area all aware, we have with Jackson's in order to negotiate a master agreement

A to set the price range

B to schedule a meeting

C to make sure

14.To make sure we are prepared properly, we should have a brainstorming session to discuss the details to set up an agenda, and… for the actual

negotiations.

A find a date

B adapt to the situations

C.set the price range

15 Could you please do some calculations to enable us to… within which we can negotiate? Additionally, we have to talk about acceptable delivery and payment terms The quotation was OK, but the terms need to be discussed.

A to set the price range

B to schedule a meeting

C to adapt to the situations

16 I require all the details of the quality report because we have to specify a standard level of quality in one of the contract clauses The proposal from

Jackson's shows a production time of ten working days plus transportation time Please the minimum delivery times to ensure continuous production.

A. Can you check

B. Would you please join us

C. let me know

17 Negotiation takes place when two or more people have different views and want different things They come together to try and

A talk about

B reach agreement

C arrange an appointment

18 Any good business meeting has… Any good negotiation has an agenda, too

A program

B agenda

C opinion

19 I need you and to discuss this merger meeting We do not have to… But I am quite happy if they choose the venue and appoint the chairperson.

A accept all their ideas

B Identify our own issues

C clarifty our information

20 It's very important to understand the difference between these three point Clarify them before you finalize your agenda! This will help your preparation becom effectively

Issues: The paints that actually go on the agenda: - ………….

A. what you want to ask for

B. what is to be negotiated

C. why you want what you want

21 At the beginning of the negotiation, go through the agenda

and…… agreement

A reach

B get

C ask for

22 A clear agenda that both parties agree to is very helpful in keeping

effective and concise.

A a negotiation

B agreement

C preparation

23 A…… is an offer made by one party to the other it can be made in written and/or verbal form It provides the basis for the negotiation and a possible setttement, i.e.the deal

A Meeting

B agreement

C proposal

24 A……offers an alternative proposal that may suit both parties This can happen when one party refuses or does not agree with the original proposal.

A agreement

B proposal

C counterproposal

25 The expression BATNA was invented by R.Fisher and W.Ury in their book Getting to Yes It stands for Best Alternative To a Negotiated Agreement It means that you know what you will do if you

A do not reach an agreement

B reach an agreement

C agree with proposals

26 ………help out at the meeting

A If I understand you correctly

B Do you mean

C Do you suggest

27 an increase of 10%

A We are talking about

B.We strongty believe that

C.We are of the opinion that

28 I understand you think it's expensive……… to make it smaller

A I imagine it is something like

B.Another option would be

C Are you suggesting ?

29 No, …… we cannot We did, however………10% last week.

A Luckily – have

B Unfortunately – propose

C Fortunately – imagine