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国际商务谈判

T or F

1) Stereotyping and halo effects are examples of perceptual distortion by

the anticipation of encountering certain attributes and qualities in another person.

2) Halo effects can be positive or negative.

3) If perceptual distortions and initial assumptions are correct, then

negotiators may not be able to reverse their effects.

4) A perceptual bias is the subjective mechanism through which people

evaluate and make sense out of situations.

5) Framing is about focusing, shaping, and organizing the world around us

but does not define persons, events or processes.

6) Frames are important in negotiation because disputes are often

nebulous and open to different interpretations.

7) Negotiation is a process reserved only for the skilled diplomat, top

salesperson, or ardent advocate for an organized lobby.

8) Many of the most important factors that shape a negotiation result do

not occur during the negotiation, but occur after the parties have negotiated.

9) Negotiation situations have fundamentally the same characteristics.

10) The effective negotiator needs to understand how people will adjust

and readjust, and how the negotiations might twist and turn, based on one’s own moves and the others responses.

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国际商务谈判

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