綜合試卷第=PAGE1*2-11頁（共=NUMPAGES1*22頁） 綜合試卷第=PAGE1*22頁（共=NUMPAGES1*22頁）PAGE①姓名所在地區(qū)姓名所在地區(qū)身份證號密封線1.請首先在試卷的標封處填寫您的姓名，身份證號和所在地區(qū)名稱。2.請仔細閱讀各種題目的回答要求，在規(guī)定的位置填寫您的答案。3.不要在試卷上亂涂亂畫，不要在標封區(qū)內(nèi)填寫無關內(nèi)容。一、選擇題1.1Whichofthefollowingphrasesismonlyusedtoshowagreementinaninternationalbusinessnegotiation?

A."Idisagree"

B."That'snottrue"

C."Iagree"

D."Idon'tthinkso"

1.2Inthecontextofinternationalbusinessnegotiation,whichtermisusedtodescribeamutualunderstanding?

A.Dispute

B.Agreement

C.Conflict

D.Misunderstanding

1.3Whichofthefollowingstatementsbestdescribestheimportanceofpreparationinaninternationalbusinessnegotiation?

A.Preparationisunnecessaryasthenegotiationwillbestraightforward.

B.Preparationisimportanttounderstandtheotherparty'sinterestsandpositions.

C.Preparationisonlyneededfortheopeningandclosingstagesofthenegotiation.

D.Preparationisawasteoftimeandresources.

1.4Whichnegotiationstrategyisoftenusedtoavoidconfrontation?

A.Competitivenegotiation

B.Collaborativenegotiation

C.Avoidancenegotiation

D.Integrativenegotiation

1.5Whatisthepurposeofanagendainaninternationalbusinessnegotiation?

A.Toestablishatimelineforthenegotiation.

B.Toensurethatalltopicsarecovered.

C.Toshowthattheotherpartyisunprepared.

D.Toavoidanyunexpecteddiscussions.

1.6Whichtermisusedtodescribeanegotiationwherethepartiesworktogethertofindamutuallybeneficialagreement?

A.Conflictresolution

B.Mediation

C.Collaborativenegotiation

D.Arbitration

1.7Whatisthefirststepinthenegotiationprocess?

A.Theopeningstatement

B.Theclosingstatement

C.Theagendadiscussion

D.Thefinalagreement

1.8Whichofthefollowingphrasesisusedtoexpressthedesiretocontinuediscussingatopic?

A."Let'scallitaday"

B."Ithinkwe'vecoveredeverything"

C."Let'scontinueourdiscussion"

D."I'mnotinterestedinthistopic"

答案及解題思路：

1.1C."Iagree"

解題思路：在國際商務談判中，表示同意的常用短語是"Iagree"，表示對對方的觀點或提議表示認同。

1.2B.Agreement

解題思路：在國際商務談判中，"mutualunderstanding"通常用來描述雙方達成的共識或協(xié)議。

1.3B.Preparationisimportanttounderstandtheotherparty'sinterestsandpositions.

解題思路：準備是國際商務談判中的，因為它有助于了解對方的利益和立場，從而制定有效的談判策略。

1.4B.Collaborativenegotiation

解題思路：為了避免對抗，協(xié)作談判策略常被采用，這種策略強調(diào)雙方合作，尋求雙贏的結果。

1.5A.Toestablishatimelineforthenegotiation.

解題思路：議程的目的是為談判設定時間表，保證所有討論的議題都得到妥善處理。

1.6C.Collaborativenegotiation

解題思路：協(xié)作談判描述的是雙方共同努力尋求互惠互利協(xié)議的過程。

1.7A.Theopeningstatement

解題思路：在談判過程中，第一步通常是開場陳述，雙方在此階段介紹自己和談判的目的。

1.8C."Let'scontinueourdiscussion"

解題思路：表達繼續(xù)討論愿望的短語是"Let'scontinueourdiscussion"，表明對方愿意繼續(xù)討論某個話題。二、填空題2.1__CulturalAwareness__isacriticalaspectofinternationalbusinessnegotiation.

2.2Ina__Collaborative__negotiation,bothpartiesworktogethertoachieveamutuallybeneficialoute.

2.3__ProblemSolving__istheprocessofidentifying,evaluating,andselectingalternativesolutionstoanissue.

2.4__Concession__isastrategyusedtobreakanimpasseinanegotiation.

2.5__Persuasion__istheartofinfluencingotherstoreachadecisionthatbenefitstheorganization.

2.6__Bargaining__istheprocessofmakinganofferandreceivingacounterofferinanegotiation.

2.7__CulturalCompetence__istheabilitytoeffectivelymunicatewithpeoplefromdifferentculturalbackgrounds.

2.8__DecisionMatrix__isatoolusedtoanalyzetherelativeadvantagesanddisadvantagesofeachoptioninanegotiation.

答案及解題思路：

答案：

2.1CulturalAwareness

2.2Collaborative

2.3ProblemSolving

2.4Concession

2.5Persuasion

2.6Bargaining

2.7CulturalCompetence

2.8DecisionMatrix

解題思路：

答案2.1"CulturalAwareness"是因為在國際商務談判中，了解并尊重不同文化的行為規(guī)范和商業(yè)習慣是非常重要的。

2.2"Collaborative"強調(diào)的是談判中的合作精神，這種精神有助于雙方共同找到共贏的解決方案。

2.3"ProblemSolving"描述了一個動態(tài)過程，談判本身就是為了解決沖突和問題。

2.4"Concession"在談判中用來指雙方做出一定的讓步，以達成協(xié)議。

2.5"Persuasion"涉及談判者如何通過說服技巧來影響他人，以實現(xiàn)組織目標。

2.6"Bargaining"是談判的核心過程，涉及提出和接受報價。

2.7"CulturalCompetence"指的是談判者跨文化溝通的能力，這是成功進行國際商務談判的關鍵。

2.8"DecisionMatrix"是一種工具，用于比較不同選項的利弊，從而幫助談判者做出更明智的選擇。三、簡答題3.1Whatarethemaindifferencesbetweenanegotiationandadiscussion?

A.Objectivevs.ProcessOriented

Negotiation:Hasaspecificgoaltoreachanagreementorresolution.

Discussion:Focusesonexchangingideasandinformationwithoutapredeterminedoute.

B.Structurevs.Informality

Negotiation:Typicallyfollowsastructuredprocesswithdefinedrules.

Discussion:Oftenmoreinformalandopenended.

C.PowerDynamics

Negotiation:Involvespowerdynamics,withpartiestryingtoinfluencetheoute.

Discussion:Lesspowerdriven,withafocusonmutualunderstanding.

3.2Whataresomemonobstaclesthatmayariseduringaninternationalbusinessnegotiation?

A.LanguageBarriers

Mismunicationduetolanguagedifferencescanleadtomisunderstandingsanddelays.

B.CulturalDifferences

Differentculturalnormscanaffectmunicationstyles,negotiationtactics,andexpectations.

C.LegalandRegulatoryIssues

Differentlawsandregulationscancreateplicationsinagreements.

D.TimeZoneDifferences

Schedulingconflictscanhindereffectivemunicationandnegotiations.

3.3Howcanculturaldifferencesaffectaninternationalbusinessnegotiation?

A.CommunicationStyles

Directvs.indirectmunicationstylescanleadtomisunderstandings.

B.DecisionMakingProcesses

Differentapproachestodecisionmakingcancreateconflicts.

C.NegotiationTactics

Differentculturalapproachestonegotiationcanleadtoperceivedaggressionorweakness.

D.BusinessEtiquette

Differentbusinesscustomscanimpactthenegotiationprocess.

3.4Whataresomekeyelementstoconsiderwhenpreparingforaninternationalbusinessnegotiation?

A.UnderstandingtheOtherParty'sCulture

Researchandunderstandtheculturalcontextofthenegotiation.

B.ObjectivesandAlternatives

Clearlydefineyourgoalsandalternativesolutions.

C.LegalandRegulatoryFramework

Familiarizeyourselfwithrelevantlawsandregulations.

D.CommunicationStrategy

Developamunicationplantoensureclearandeffectivedialogue.

3.5Howcanbodylanguageinfluenceaninternationalbusinessnegotiation?

A.NonVerbalCues

Facialexpressions,gestures,andposturecanconveyconfidence,trust,ordisfort.

B.EyeContact

Differentcultureshavedifferentinterpretationsofeyecontact.

C.Proximity

Personalspacevariesacrossculturesandcanimpactfortandtrust.

D.PhysicalMovement

Gesturesandmovementscanmunicateassertivenessoropenness.

3.6Whataresometechniquestobuildrapportwiththeotherpartyinanegotiation?

A.ActiveListening

Showgenuineinterestintheotherparty'sperspective.

B.OpenEndedQuestions

Encouragetheotherpartytosharetheirthoughtsandconcerns.

C.CommonGround

Findareasofagreementtobuildafoundationoftrust.

D.PersonalStories

Sharingpersonalexperiencescancreateasenseofconnection.

3.7Howcanyouovereresistanceduringaninternationalbusinessnegotiation?

A.UnderstandtheUnderlyingReasons

Identifytheconcernsandfearsoftheotherparty.

B.OfferCompromise

Bewillingtomakeconcessionstoreachamutuallybeneficialagreement.

C.ProvideEvidence

Usedata,research,ortestimonialstosupportyourposition.

D.MaintainPatience

Allowtimefortheotherpartytoprocessinformationandmakedecisions.

3.8Whataresomestrategiesformaintainingapositiveattitudeduringaninternationalbusinessnegotiation?

A.PositiveBodyLanguage

Usegesturesandexpressionsthatconveyconfidenceandoptimism.

B.PositiveMindset

Focusonthepotentialforsuccessandmutualbenefits.

C.Flexibility

Beopentonewideasandsolutions.

D.Appreciation

Acknowledgetheeffortsandcontributionsofallpartiesinvolved.

答案及解題思路：

3.1答案：Negotiationfocusesonreachinganagreement,hasastructuredprocess,andinvolvespowerdynamics,whileadiscussionismoreinformal,openended,andprocessorientedwithoutaspecificgoal.

解題思路：Differentiatebetweenthepurposeandstructureofnegotiationsanddiscussions.

3.2答案：Languagebarriers,culturaldifferences,legalandregulatoryissues,andtimezonedifferencesaremonobstaclesininternationalbusinessnegotiations.

解題思路：Identifytypicalchallengesthatcanariseduetocrossculturalandlogisticalfactors.

3.3答案：Culturaldifferencescanaffectmunicationstyles,decisionmakingprocesses,negotiationtactics,andbusinessetiquette.

解題思路：Explorehowculturalfactorsinfluencevariousaspectsofnegotiation.

3.4答案：Keyelementsincludeunderstandingtheotherparty'sculture,definingobjectivesandalternatives,legalandregulatoryframework,anddevelopingamunicationstrategy.

解題思路：Outlineessentialstepsforpreparingeffectivelyforaninternationalbusinessnegotiation.

3.5答案：Bodylanguagecaninfluencetheperceptionofconfidence,trust,fort,andassertiveness.

解題思路：Explainhownonverbalcuescanimpactthenegotiationprocess.

3.6答案：Techniquesincludeactivelistening,openendedquestions,findingmonground,andsharingpersonalstories.

解題思路：Discusswaystobuildrapportandestablishapositiverelationshipwiththeotherparty.

3.7答案：Strategiesincludeunderstandingresistance,offeringpromise,providingevidence,andmaintainingpatience.

解題思路：Addressmethodstoaddressandovereresistanceinnegotiations.

3.8答案：Strategiesincludepositivebodylanguage,apositivemindset,flexibility,andappreciation.

解題思路：Proposewaystomaintainapositiveandconstructiveattitudeduringnegotiations.四、匹配題4.1Matchthefollowingtermswiththeirdefinitions:

a.Winwinnegotiation

b.Winlosenegotiation

c.Power

d.Culture

e.Preparation

f.Communication

g.Agenda

h.Concession

[]a.Winwinnegotiation

[]b.Winlosenegotiation

[]c.Power

[]d.Culture

[]e.Preparation

[]f.Communication

[]g.Agenda

[]h.Concession

A.Anegotiationprocessthatseekstocreateamutuallybeneficialagreement.

B.Anegotiationprocesswhereonepartywinsattheexpenseoftheother.

C.Theabilitytoinfluenceorcontrolthebehaviorofothers.

D.Thevalues,beliefs,customs,andbehaviorsofasociety.

E.Theactofpreparingforaneventorsituation.

F.Theexchangeofinformationbetweenparties.

G.Theoutlineoftopicsorissuestobediscussedinanegotiation.

H.Areductioninthedemandsofonepartytoachieveapromise.

4.2Matchthefollowingsituationswiththeappropriatenegotiationstrategies:

a.Facingaconfrontationalopponent

b.Buildingalongtermrelationship

c.Negotiatingwithanewbusinesspartner

d.Dealingwithadifficultstakeholder

e.Resolvingaconflict

f.Reachingaconsensus

g.Establishinganewpartnership

h.Negotiatingacontract

[]a.Facingaconfrontationalopponent

[]b.Buildingalongtermrelationship

[]c.Negotiatingwithanewbusinesspartner

[]d.Dealingwithadifficultstakeholder

[]e.Resolvingaconflict

[]f.Reachingaconsensus

[]g.Establishinganewpartnership

[]h.Negotiatingacontract

A.Integrativenegotiationstrategy

B.Relationshipbasednegotiationstrategy

C.Informationalnegotiationstrategy

D.Problemsolvingnegotiationstrategy

E.Creativenegotiationstrategy

F.Concessionbasednegotiationstrategy

G.Winwinnegotiationstrategy

H.Contractualnegotiationstrategy

答案及解題思路：

答案：

4.1

a.A

b.B

c.C

d.D

e.E

f.F

g.G

h.H

4.2

a.B

b.G

c.C

d.D

e.A

f.E

g.H

h.F

解題思路：

對于4.1的匹配題，每個定義都對應了術語的正確解釋。例如“Winwinnegotiation”指的是一種旨在創(chuàng)造雙方都受益的協(xié)議的談判過程。

對于4.2的匹配題，每個情況都需要選擇最合適的談判策略。例如“Buildingalongtermrelationship”適合采用基于關系的談判策略（G），因為這有助于建立和維護長期的合作伙伴關系。五、判斷題5.1Inaninternationalbusinessnegotiation,itisessentialtomaintainculturalsensitivity.

A.True

B.False

5.2Theultimategoalofanegotiationistoachieveawinloseoute.

A.True

B.False

5.3Bodylanguageplaysasignificantroleinaninternationalbusinessnegotiation.

A.True

B.False

5.4Preparingforaninternationalbusinessnegotiationinvolvesconductingresearchontheotherparty.

A.True

B.False

5.5Silencecanbeusedasanegotiationtechnique.

A.True

B.False

5.6Awinwinnegotiationismorebeneficialinthelongterm.

A.True

B.False

5.7Thenegotiationprocessshouldalwaysbestructured.

A.True

B.False

5.8Overingresistanceisanessentialskillininternationalbusinessnegotiation.

A.True

B.False

5.9Culturaldifferencescanhindereffectivemunicationinaninternationalbusinessnegotiation.

A.True

B.False

答案及解題思路：

5.1A.TrueCulturalsensitivityiscrucialininternationalbusinessnegotiationsasithelpsavoidmisunderstandingsandpromoteseffectivemunication.

5.2B.FalseTheultimategoalofanegotiationisoftentoachieveawinwinoute,wherebothpartiesfeelsatisfiedwiththeresult.

5.3A.TrueBodylanguagecanconveymessagesthatwordsmaynot,andincrossculturalnegotiations,understandingnonverbalcuesisessential.

5.4A.TrueResearchingtheotherparty'sbusinesspractices,culture,andnegotiationstyleisvitaltoprepareeffectivelyforaninternationalbusinessnegotiation.

5.5A.TrueSilencecanbeusedtoencouragetheotherpartytospeak,gainmoreinformation,orevenapplypressureforabetterdeal.

5.6A.TrueAwinwinnegotiationfosterslongtermrelationshipsandtrust,whichismorebeneficialthanshorttermgainsfromawinlosesituation.

5.7B.FalseWhilestructureisimportant,thenegotiationprocessshouldalsobeflexibletoacmodateunexpectedissuesandchanges.

5.8A.TrueOveringresistanceiskeyininternationalbusinessnegotiations,asitrequiresunderstandingtheotherparty'sconcernsandfindingacceptablesolutions.

5.9A.TrueCulturaldifferencescanleadtomisunderstandingsandmisinterpretations,whichcanhindereffectivemunicationininternationalbusinessnegotiations.

InternationalBusinessNegotiationQuestionBank

Section6:QuestionandAnswer

6.1Howcanculturaldifferencesimpactaninternationalbusinessnegotiation?

QuestionBank:

1.Discussthepotentialchallengesthatculturaldifferencescanposeinaninternationalbusinessnegotiation.

2.Provideexamplesofhowculturalnuancescaninfluencenegotiationstrategiesandoutes.

Answer:

Culturaldifferencescansignificantlyimpactaninternationalbusinessnegotiation:

Affectingmunicationstylesandexpectationsofdirectnessorindirectness.

Influencingdecisionmakingprocessesandtheimportanceofrelationships.

Leadingtomisunderstandingsaboutnonverbalcuesandbusinessetiquette.

Affectingnegotiationtactics,suchastheuseoftime,assertiveness,andnegotiationstyle.

解題思路:

Toanswerthisquestion,oneshouldconsidervariousaspectsofculturesuchasmunicationstyles,decisionmakingprocesses,andbusinesspractices.Examplescanbedrawnfromreallifescenarioswhereculturaldifferenceshavecausedchallengesinnegotiations.

6.2Whataresomemonnegotiationtechniquesusedtobuildrapport?

QuestionBank:

1.Listanddescribeatleastthreenegotiationtechniquesusedtobuildrapportinaninternationalbusinessnegotiation.

2.Explainhowthesetechniquescanenhancetheeffectivenessofanegotiation.

Answer:

Commonnegotiationtechniquesusedtobuildrapportinclude:

Activelisteningtounderstandtheotherparty'sperspective.

Sharingpersonalstoriesorexperiencestocreateaconnection.

Usinghumorappropriatelytoeasetensionandfosterapositiveatmosphere.

解題思路:

Theanswershouldfocusontechniquesthathelpestablishapositiverelationship,whichiscrucialininternationalnegotiations.Examplesshouldillustratehowthesetechniquescanleadtomoreeffectivenegotiations.

6.3Howcanyouovereculturalbarriersinaninternationalbusinessnegotiation?

QuestionBank:

1.Identifyatleasttwostrategiestoovereculturalbarriersinaninternationalbusinessnegotiation.

2.Discusstheimportanceofculturalsensitivityinthesestrategies.

Answer:

Strategiestoovereculturalbarriersinclude:

Conductingthoroughresearchontheculturalnormsandbusinesspracticesoftheotherparty.

Hiringalocalinterpreterorculturalconsultanttofacilitatemunication.

Beingopentolearningandadaptingone'sownnegotiationstyletoacmodateculturaldifferences.

解題思路:

Theanswershouldhighlightpracticalstepsthatcanbetakentobridgeculturalgaps.Theimportanceofculturalsensitivityshouldbeemphasizedasakeyfactorinthesestrategies.

6.4Whatarethebenefitsofusingsilenceasanegotiationtechnique?

QuestionBank:

1.Explaintheroleofsilenceinnegotiation.

2.Discussatleasttwobenefitsofusingsilenceasanegotiationtechnique.

Answer:

Usingsilenceasanegotiationtechniquecanhaveseveralbenefits:

Itallowstheotherpartytoreflectandpotentiallyrevealmoreinformation.

Itcancreateanopportunityforthenegotiatortogainastrategicadvantagenotshowingtheirhandtooearly.

解題思路:

Theanswershouldexplorethepsychologicalandstrategicaspectsofsilenceinnegotiations.Examplescanbeprovidedtoillustratethebenefits.

6.5Howcanyouprepareforaninternationalbusinessnegotiationtoensureasuccessfuloute?

QuestionBank:

1.Listandexplainthreekeystepsinpreparingforaninternationalbusinessnegotiation.

2.Discusstheimportanceofthesestepsinachievingasuccessfuloute.

Answer:

Keystepsinpreparingforaninternationalbusinessnegotiationinclude:

Conductingprehensiveresearchonthemarket,petitors,andtheotherparty'sbusinesspractices.

Identifyingtheinterestsandobjectivesofallpartiesinvolved.

Developingaclearnegotiationstrategyandcontingencyplans.

解題思路:

Theanswershouldemphasizetheimportanceofthoroughpreparationinensuringasuccessfulnegotiation.Eachstepshouldbeexplainedindetail,highlightingitssignificance.

6.6Whataresomekeyfactorstoconsiderwhenevaluatinganegotiationproposal?

QuestionBank:

1.Identifyanddescribethreekeyfactorstoconsiderwhenevaluatinganegotiationproposal.

2.Explainhowthesefactorscanimpacttheoverallsuccessofthenegotiation.

Answer:

Keyfactorstoconsiderwhenevaluatinganegotiationproposalinclude:

Thealignmentoftheproposalwiththepany'sstrategicgoals.

Thepotentialrisksandbenefitsassociatedwiththeproposal.

Thefairnessandreasonablenessoftheproposalintermsofmutualgain.

解題思路:

Theanswershouldfocusonpracticalconsiderationsthatcaninfluencetheevaluationofaproposal.Theimpactofthesefactorsonthenegotiation'ssuccessshouldbediscussed.

6.7Howcanyouensurethatthenegotiationprocessremainspositiveandconstructive?

QuestionBank:

1.Listatleastthreewaystomaintainapositiveandconstructivenegotiationprocess.

2.Discusstheimportanceofthesemethodsinfosteringsuccessfulnegotiations.

Answer:

Waystoensureapositiveandconstructivenegotiationprocessinclude:

Maintainingopenandhonestmunication.

Focusingoninterestsratherthanpositions.

Recognizingandrespectingculturaldifferences.

解題思路:

Theanswershouldhighlightmethodsthatcontributetoahealthynegotiationenvironment.Theimportanceofthesemethodsinbuildingtrustandachievingmutualbenefitsshouldbeemphasized.

6.8Whataresometipsforeffectivemunicationinaninternationalbusinessnegotiation?

QuestionBank:

1.Provideatleastfourtipsforeffectivemunicationinaninternationalbusinessnegotiation.

2.Explainhowthesetipscanimprovethechancesofasuccessfulnegotiation.

Answer:

Tipsforeffectivemunicationinaninternationalbusinessnegotiationinclude:

Beingclearandconciseinyourmunication.

Usingsimplelanguageandavoidingjargon.

Beingpatientandallowingtimefortranslationifnecessary.

Demonstratingempathyandunderstandingtheotherparty'sperspective.

解題思路:

Theanswershouldofferpracticaladvicethatcanenhancemunicationacrosscultures.Theimpactofthesetipsonthenegotiationprocessshouldbediscussed,emphasizingtheirroleinachievingsuccessfuloutes.

EndofQuestionBank

AnswerKeyandBriefExplanation

(Answersandexplanationsforeachquestionwillbeprovidedhere.Eachanswershouldbeconciseanddirectlyaddressthequestion,withabriefexplanationofthereasoningbehindtheanswer.)七、應用題7.1ActiveListeninginNegotiation

Imagineyouareaninternationalbusinessprofessionalinvolvedinanegotiationwithapotentialclient.Describehowyouwoulduseactivelisteningtounderstandtheirconcernsandneeds.

7.2CulturalConflictinTeamManagement

Youareamanagerresponsibleforaprojectinvolvingateamfrommultipleculturalbackgrounds.Howwouldyouhandleasituationwherethereisamisunderstandingorconflictamongteammembers?

7.3MediatingaBusinessNegotiation

Asaninternationalbusinessconsultant,youhavebeenassignedtomediateanegotiationbetweentwopetingpanies.Explainthestepsyouwouldtaketoensureafairandsuccessfuloute.

7.4NegotiatingwithUnfavorableProposal

Youareapurchasingmanagerinaninternationalpany.Youhavereceivedaproposalfromasupplierthatincludesaclauseyoufindunfavorable.Howwouldyounegotiatetomodifytheclause?

7.5AddressingDecisionMakingControl

Youareparticipatinginanegotiationforajointventurewithaforeignpartner.Yourpartnerisdemandingmorecontroloverthedecisionmakingprocess.Howwouldyouaddressthisconcern?

答案及解題思路：

7.1ActiveListeninginNegotiation

答案:

Begincreatingafortableenvironmentforopendialogue.

Paraphraseandsummarizetheclient'sstatementstoensureunderstanding.

Askopenendedquestionstoencouragetheclienttoelaborateontheirconcerns.

Showempathyandavoidinterrupting.

Takenotestorememberkeypoints.

Reflectontheconversationandprovidefeedbacktoconfirmunderstanding.

解題思路:

Thefocusisonunderstandingtheclient'sperspectiveactivelyengagingintheconversation.Byparaphrasingandaskingclarifyingquestions,youdemonstratethatyouarelisteningandconsideringtheirviewpoint.Thisapproachfosterstrustandcanleadtoamoreproductivenegotiation.

7.2CulturalConflictinTeamManagement

答案:

Encourageopenmunicationandestablishgroundrulesforrespectfuldialogue.

Educateteammembersondifferentculturalnormsandexpectations.

Facilitateameetingwhereallpartiescanexpresstheirconcernsandperspectives.

Actasaneutralmediator,avoidingtakingsides.

D