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1. Negotiation Style
Test 1
1、单选题：
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
答案: Negotiations are concerned on how to combine resources and expand the size of the interests
2、单选题：
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
答案: Negotiations assume that resource is fixed and negotiation how to distribute a fixed pie
10. International Trade Practice in Negotiation
Test 10
1、单选题：
Which of the following is not key clause for an international contract?
A: Price
B: Delivery
C: Payment
D: Promotion
答案: Promotion
2、单选题：
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
答案: A legal contract
3、单选题：
Which of the following trade term can only be used for sea and inland waterway transport?
A: EXW
B: CIP
C: CPT
D: FAS
答案: FAS
4、单选题：
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
答案: The Chinese System
5、单选题：
Remittance and collection belong to
A: Personal credit
B: Commercial credit
C: Government credit
D: Banker’s credit
答案: Commercial credit
6、判断题：
The description of goods clause is one of the central clauses in a sale contract.
A: 正确
B: 错误
答案: 正确
7、判断题：
FCA is a trade term which can only be used for sea and inland waterway transport.
A: 正确
B: 错误
答案: 错误
8、判断题：
EXW represents the buyer’s minimum obligation.
A: 正确
B: 错误
答案: 错误
9、判断题：
Letter of credit belongs to banker’s credit.
A: 正确
B: 错误
答案: 正确
11. Determination of Positions in Conflict and Negotiation
Test 11
1、单选题：
Which of the following concepts doesn’t belong to modes of conflict management?
A: Compromise
B: Avoidant
C: Collaborative
D: Attack
答案: Attack
2、单选题：
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
答案: The number of negotiators
3、单选题：
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 po
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