自考国际商务英语考试必备-自己整理

自考国际商务英语考试必备-自己整理

英译汉

1.Domestic business国内商务

2.economic globalization经济全球化

3.host country东道国 intellectual

4.property知识产权

5.non-tariff barriers非关税壁垒

6.national product国民产值

7.per capita GDP

人均国内生产总值

8.Durable equipment

耐用设备

9.Staple goods

大路货

10.Creditor country

债权国

11.Customs union

关税同盟

12.Dual-Ministerial meetings 双部长会议

13.European Commission欧盟委员会

https://www.docsj.com/doc/e18513608.html,anization of Petroleum Exporting Countries(OPEC)石油输出国组织

15.North American Free Trade Agreement(NAFTA)北美自由贸易协定

16.Board of directors董事会

17.day to day running日常管理

18.the parent MNE 多国公司目公司

19.national economic welfare国家经济利益

20.the legal jurisdiction法律经管范围

21.self-sufficient 自给自足的

22.farm produce农农品

23.the endowments of nature自然禀赋

24.perfect competition完全竞争

25.output per many-year of labour

人均年产量

26.production capability生产能力

27.consumption preference消费偏好

28.cost advantage成本优势

https://www.docsj.com/doc/e18513608.html,rge-scale production大规模生产

30.tariff barrier关税壁垒

31.International Chamber of Commerce国际商会

32.customs clearance结关

33.EDI电子数据交换

34.Incoterms国际贸易术语解释通则

35.destination port目的港

36.binding obligation有约束力的义务

37.international trunk call国际长途

38.the business line业务范围

39.force majeure不可抗力

40.cross-border contract进出口合同

41.clearing system清算系统

42.leverage杠杆作用

43.trade credit account贸易信贷往来账户

44.centrally planned economy中央计划经济

45.financial status财务状况

46.to open account开立账户

47.Consignment transaction寄售交易

48.a usance draft远期汇票

49.documentary collection跟单托收

50.impeccable documents正确无误单据

51.correspondent bank往来行

52.confirming bank保兑行

53.transportation clause运输条款

54.clean credit即期信用证

55.deferred payment credit不可转让信用证

56.freight prepaid运费预付

57.prepare documents缮制单据

58.consignor托运人

59.consular invoice领事发票

60.notify party被通知人

61.contract carriers契约承运人

62.intermediate product半成品

63.ultimate consumers最终消费者

64.natural product province产品自然领域

65.time lag时差

66.claim on goods对货物的索赔

67.premium保险费

68.insurer承保人

69.insurable interest可保利益

70.settlement of a claim理赔

71.freight forwarder货运代理行

72.utmost good faith最大诚信原则

73.valued policies有价保单

74.exchange rate买入价

75.balance of payment收支平衡

76.direct quote直接标价

77.buying rate买入价

78.financial policies金融政策

79.financial policies资金

80.retained capital预留资金

81.grace period优惠期

82.a specialized mandate特殊使命

83.direct investment直接投资

84.tax holiday免税期

85.greenfield strategy绿地战略

86.customer mobility客户流动

87.investment return投资回报

88.start from scratch政府债券

89.market maker股票经营商

90.standing committee常务委员会

91.underlying securities基础证券

92.global trade rules世界贸易规则

93.the reciprocal tariff concession list互惠关税减让表

94.a uniform tariff system统一关税体系

95.the non-discrimination principle非歧视原则

96.escape clause豁免条款

97.a new economic order新经济秩序

98.trade concession贸易减让

99.Special Drawing Rights特别提款权

100.maturity 到期日

101.certificate of deposit 大额

102. cartel 卡特尔

汉译英

1.国际商务international business

2.无形贸易invisible trade

3.国内生产总值gross domestic products

4.证券投资portfolio investment

5.交钥匙工程turnkey project

6.国民生产总值Gross National product（GNP）

7.收入分配income distribution

8.经济合作与发展组织the Organization for Economic Cooperation and Development

9.基础储备infrastructure

10.外汇储备foreign currency reserves

11.区域经济一体化regional economic integration

12.自由贸易区free trade area

13.欧盟European Union

14.亚太经合组织Asia Pacific Economic Cooperation(APEC)

16.部长理事会Council of Ministers

17.经济全球化Economic Globalization

18.跨国企业multinational economic environment

19.生产设施manufacturing facilities

20.自然资源分配the distribution of nature resources

21.初级产品the primary commodities

22.比较优势论the theory of comparative advantage

23.互利贸易the mutual beneficial trade

24.资源储备 the reserves of natural resources

25.技术创新technology innovation

26.贸易方式patterns of trade

27.关税区customs area

28.自动出口限制voluntary export restraint

29.名胜古迹places of historical interest

30.贸易条款trade terms

31.修改信用证amendment to the letter of credit

32.集装箱运输container transport

33.运费付至CPT

34.报价quotation

35.有效期the validity period

36.付款方式mode

Of payment

37.仲裁arbitration

38.对销贸易cunter trade

39.实际头寸net positions

40.双边协议bilateral agreement

41.易货贸易barter

42.垂直合并，纵向组合vertical combination

43.汇率浮动变化exchange rate fluctuation

44.资信状况credit standing

45.分期付款payment by installments

46.即期汇票sight draft

47.付款交单document against payment（D/P）

48.商业信用证commercial letter of credit

49.开证行the opening bank

50.受益人the beneficiary

51.统一惯例the uniform customs and practice

52.循环信用证revolving credit

53.保兑信用证confirmed credit

54.远期信用证usance credit

55.票面价值face value

56.资金周转capital turnover

57.空运提单airway bill

58.产地证书certificate of origin

59.运输标记shipping marks

60.装运港port of shipment

61.原始的生产方式primitive mode of production

62.竞争机制competition system

63.运输体系transportation system

64.公共承运人common carriers

65.保证金margin

66.股票投资investment in stocks

67.货物保险cargo insurance

68.外汇储备foreign exchange services

69.共同基金the common pool

70.代位追偿subrogation

71.近因原则the doctrine of proximate cause

72.预约保单open policy

73.平安险F.P.A

74.水渍险W.P.A

75.金本位制gold standard

76.平价par value

77.布雷顿森会议the Bretton Woods Conference

78.间接标价indirect quote

79.储备货币reserve currency

80.世界资本市场World capital market

81.借贷成本the cost of borrowing

82.产权(股票)投资equity investment

83.经济结构调整economic restructuring

84.合资公司joint venture

85.并购acquisition

86.生物遗传学biogenetics

87.自动出口限制Voluntary Export Restriction（VER）

88.证券交易所the Stock Exchange Market

89.普通股ordinary share

90.补偿基金compensation fund

91.金边债券gilt

92.期权option

93.协商机制a consultative mechanism

94.双边谈判bilateral negotiation

95.签约国the signatory countries

96.充分就业full employment

97.多边贸易体制multilateral trade system

98.国际组织international organizations

99.技术转让technology transfer

100.商品协议commodity agreement

101.国际货币体系international monetary system 102.优惠关税preferential（customs）tariff

103.承包生产

Contract manufacturing

104. tariff rates关税率

105. settlement 协议

106.Shareholders股东

107.board of directors董事会108.parent company母公司109.affiliate子公司110.day-to-day running日常管理101.multinational corporation跨国公司

102.home country母公司所在国

103.host country东道国

术语解释

1.affiliate MNC: a MNC which is associated or controlled by its parent MNC without losing its own identity.

2.Absolute advantage: an advantage possessed by a country engaged in international trade when, using a given resource input, it is able to produce more output than other countries possessing the same resource input.

3.Arbitration: the setting of a dispute by means of a neutral third party rather than by a court of law.

4.A correspondent bank: a bank which acts as an agent for another bank.

5.All risks: extensive insurance coverage of cargo, including coverage due to external causes such as fire, collision, pilferage etc., but usually excluding ”special” risk such as those resulting from acts of war, labor strikes and the perishing of good, and from internal damage due to faulty packaging, decay or loss of market.

Buyback: an agreement by an export of plant and equipment to take back in the future part of the output produced by these goods as full or partial payment.

Bill of exchange: a signed document that orders a person or an organization, such as a bank, to pay a fixed sum of money on demand or on a certain date to the person specified. Capital: the contribution to productive activity made by investment in physical capital and in human capital. Customs clearance: the formalities necessary to satisfy the customs officers before they will allow goods to the cleared from customs for dispatch or delay elsewhere.

Banknotes circulation: movement of the printed paper money issued by a bank, usually the country’s central ban k. Contract: a legally binding agreement made between two or more people.

Clause: part of a legal document that deals with a particular item or condition in it.

Confirmed credit: a letter of credit to which a number of other document such as shipping documents have been joined by the exporter to obtain payment from the bank.

Commission: the amount paid to an agent, which may be an individual, a broker, or a financial institution, for consummating a transaction involving sale or purchase of assets or services.

Commercial invoice: a document identifying numbers such as invoice number, date, shipping date, mode of transport, delivery and payment terms, and a complete listing and description of the goods or services being sold including prices, discounts and quantities.

Common pool: a fund contributed by all insured parties in the name of premium against certain risk, out of which the claims if those suffering losses are paid.

capital infrastructure: the basic physical requirements, without which the industry cannot function effectively, water and electricity installations, qualified and killed professionals in technology and administration.

Capital market: markets where corporations and governments sell securities to investors in order to raise funds for long or short periods.

Consumerism: considerable desire to make purchase for consumption.

Distributor: a person who sends goods from those who produce them to them to those who use them.

Documents against acceptance(D/A): documents are handed over to the importer upon his acceptance of the bill of exchange drawn by the importer upon his acceptance of the bill of exchange drawn by the exporter. Payment will be paid on a later

date.

Documentary credit: a letter of credit to which a number of other documents such as shipping documents have been joined by the exporter to obtain payment from the bank. Devaluation: the act of a government in reducing by law the exchange value of its currency in units of gold or as compared with other currencies.

Envisage: picture in the mind as a future possibility; imagine Economic of scale: the long-run reduction in average costs that occurs as the scale of the firm’s output is increased./the reduction in unit cost and increase in profit obtained when goods are produced in large quantities.

EDI: an electronic system that sends specially-prepared document direct from the computer of one company to that of another, so avoiding delays and improving services to customers.

Equity investment :a type of investment by buying the ordinary shares of a company.

Exchange rate: the ratio between one currency unit and the number of units of another currency at which it is possible to exchange the two at a given time.

Economic integration: economic integration is a term used to describe how different aspects between economic are integrated. As economic integration increase, the barriers of trade between markets diminishes. The most integration economy today, between independent nations, is the European Union and its euro zone.

FOB: in foreign trade contracts, the seller’s delivers the goods on board the ship named by the buyer at the named port of shipment. From that point, all charges and risks have to be borne by the buyer.

Fair trade: in international trade, the principle that maintains that there should only be free trade with those countries which themselves extend free trade.

Full employment: an economic situation in which all persons physically and mentally capable of doing some kind of work,

can find employment.

Gold reserves: the stock of gold coin and bullion held by a note-issuing bank in country on the gold standard.

GNP: refers to the market value of goods and services produced by the property and labor owned by the residents of an economy GDP: refers to the market value of all goods and services produced within the geographic area of an economy.

Host country: in international trade, the country in which a multinational corporation is active, but which is not the home country of that corporation.

Hyperinflation: an extreme form of inflation; the situation that exists in a Economy when the money supply is being increased very rapidly, resulting in an increase of over 20%in the annual growth of the money supply or of the price level. Infrastructure: large-scale public services, such as water and power supplies, road, rail and radio communication, etc. needed to support economic activity, esp. industry, trade and commerce.

Integration: combine into a whole.

Inflation: a general rise in prices within an economy, accompanied by a reduction of the value of money. International trade: the exchange of goods and services between countries through exports and imports.

Irrevocable credit: a letter of credit to which the paying bank has added its guarantee that payment will be made against presentation of certain documents.

Intermediate products: goods that enter into the production of other goods. In the manufacturing process, goods and materials pass through various states of production, frequently requiring transfer from one plant to another or sale by one firm to another.

Indemnity: a basic idea in all branches of insurance that the insured should be in the same position after a loss as he as be was before it, i.e. neither richer nor poorer as a result of loss.

Intellectual property: certain non-tangible assets held,

principally covering the areas of patent protection, registered trade marks and designs, and copy right.

Joint venture: a commercial undertaking by two or more people, differing from a partnership in that it relates to the disposition of a single lot of goods or the termination of a specific project.

just-in-time inventory: making or ordering only just enough parts or materials for the factory’s immediate needs, so avoiding the expense of keeping stocks.

Liberalize: of trade, the act of government in lifting control over import and exports.

Letter of credit: A written instruction by a bank or some other financial institution. To its agent or another bank, either local or aboard, to lend the bearer of the letter certain sums of money for a fixed period of time.

Loan: a commercial transaction between two legal entities whereby one party, known as lender agrees to put at the disposal of another known as a borrower certain property, usually money , for its temporary use, with am understanding by both parties that the property will be returned.

Money circulation: money in the hands of the public and being used to pa for goods and services.

Most-favored nation clause: an understanding principle of the WTO whereby each country undertakes to apply the same rate of tariff to all its trade partners.

Negotiable transport document: transport document can be transferred from one person to another by endorsement.

Non-tariff barriers: all public regulations and government practices that introduce unequal treatment for domestic and foreign goods of the same or similar production.

North American free trade agreement(NAFTA北美自由贸易协定):NAFTA is a trade agreement between Canada, Mexico, the united states, which entered into force on january1,1994. It was preceded in 1988 by a trade agreement covering Canada and the U.S.—the Canada –U.S. free trade agreement, which served as a negotiating framework for the expanded agreement.

Option: a contractual agreement between a buyer and a seller to buy or sell a particular security commodity or currency at a specific price within a pre-determined period of time. Partnership: a contractual relationship undertaking by two or more people, differing from a partnership in that it relates to the disposition of a single lot of goods or the termination of a specific project.

PPP: purchasing power parity.

Protectionism: the deliberate use or encouragement of restrictions on imports to enable relatively inefficient domestic producers to compete successfully with foreign producers.

Productivity: the relation between the output or amount produced in a given period and one unit of the factors of production employed in producing that output.

Preferential customs tariff: a lower (or zero) tariff on a product from one country than is applied to imports from most countries. This violation of the MFN principle is permitted in special cases.

Per capita income: It is calculated by dividing its national income by its population

Quota: a limit placed by a government on the amount of imports or commodity.

Revenue: the money received by a firm from selling its output of goods or services or money earned by government from taxation.

Reserves: in a business, amount set aside from profits to meet contingencies or for future investment.

Specialization: to restrict one’s economic activities to certain particular field.

Subrogation: the legal right of an insurer to receive any money obtained by the insured as a result of his making use of his rights against third parties; this reduces the cost of the loss to the insurer and prevents the insured from obtaining more than his full indemnity.

Stock exchange: a markets where stocks and shares are bought

and sold under fixed rules, but at princes controlled by supply

and demand.

Settlement: a payment of money claimed.

Tariff: a form of tax that occurs as the scale of the firm’s

output is increased./the reduction in unit cost and increase

in profit obtained when goods are produced in large quantities.

Terms of payment: the terms agree upon between a sellers and

a buyer regarding a transaction with respect to the mode and

time-table of payment.

Trade fair: a big exhibition where manufactures and sellers

and a similar or related products display their goods, meet

customers and each other.

Transfer of technology: a complicated aspect of international

business. Technology can be divided into two types: non-tacit

and tacit. It can be transferred through various modes, either

export of products and goods or though service. The most

important feature of technology transfer is it is a transfer

of the right to use, not the right to ownership.

Terms of trade: a measure of the trading success of a country

by comparing the prices of its imports with the prices of its

exports.

Triad and Quad: A. United States B. Western

Europe C. Japan D. Canada

W.P.A: a wider coverage than the F.P.A. partial loss of or

damage to the insured goods is excluded only where the loss

to the insurer and prevents the insured from obtaining more

than his full indemnity.

简答

1.Major difference between international business and

domestic business: A. differences in legal system; B.

differences in currencies; C. differences in cultural background; D. differences in natural and economic conditions.

2.Major types of international business: A. trade

a. Commodity trade

b. Service trade

B. investment

a. foreign direct investment

b. portfolio investment

C. other types

a. licensing and franchising

b. management contract and contract manufacturing

c. turnkey project and BOT

3.Explain the concepts of GNP and GDP respectively and point out their major difference. Can we use them interchangeably? GNP refers to the market value of goods and services produced by the property and labor owned by the residents of an economy. GDP measure the market value of all goods and services produced within the geographic area of an economy. The difference between GNP and GDP is that the former focuses om ownership of the factors of production while the latter concentrates on the place where production while the latter concentrates on the place where production takes place. We can use them interchangeably.

4. what is the free trade area? And what is Customs union? In what way is a customs union different from a free trade area. Free trade area is the first and loosest form of regional economic integration. Members of a free trade area area removes barriers to the flow of goods and services among themselves while each member still adopts its own policy as regards to trade with outsiders. Custom Union is the second form of regional economic integration that goes a step farther by adopting the same trade policy for all the members toward countries outsides their organization in addition to abolishing trade barriers among themselves . Since imports from other countries are subject to the same tariff no matter which member they export to, it is impossible for non-members to get into the market of the customs union in a detour as they possibly do in the case of trade with a free trade area.

5. Describe briefly the characteristics of MNEs.

①they are usually enormous in size in terms of the amount of

annual sales and of resources it controls.

②they have a wide geographical spread, and seek to set up an integrated production and distribution network in the world.

③MNEs enjoy longevity and rapid growth. They have a long development history and rapid growth record.

6. how are MNEs usually operated? And how are important decision made?

①the operation of MNES is under the control of parent MNE at their home countries.

②the affiliate MNEs also have their own decision making mechanism, however the major decision, such as those on corporate goals, new investment and their location are made by parent MNEs.

8. Which theory makes more sense, absolute advantage or comparative advantage.

Comparative advantage sound more plausible .As it is very difficult to find for a country a product with absolute advantage, and also, a country still gains from trade for its products with comparative advantages.

9. What are the important factors that one has to take into account when talking about the possibility of international specialization?

Whether the internationalization will happen or not is decided by trade patterns, economic of scale, innovation. The production capacity and conditions decide what a country can produce and trade, the economies of scale decides if a country has a cost advantage for the traded product, and the innovation decides if the traded product is competitive in the foreign market.

10. Why is it necessary to have Incoterms? And what is the purpose of making amendments and additions to Incoterms?

The purpose of Incoterms is to provide a set of international rules for the interpretation of the most commonly used trade term in foreign trade, thus, the uncertainties of different interpretation of such terms in different countries can be avoided or at least reduced to a considerable degree.

And the purpose of making amendments and additions is in order to bring the rules in line with current international trade practices.

11. What contents should be included in a firm offer?

A firm offer s a promise to sell goods at a stated price. The major terms include time of shipment, made of payment, description of goods and validity period.

12.Give the major item of the contract proper.

This includes four major parts: the full name and address of the buyer and seller; the description of the commodities; the terms and conditions for the transaction; indication of the number of original copies of the contract and other additional terms.

13. Please define counter trade. What are the possible reasons for its attraction.

An umbrella term for several sorts of trade in which the seller is required to accept goods or other instruments or trade, in partial or whole payment for its products. Counter trade transactions include barter, buyback, or compensation, offset requirements, and clearing agreements. Counter trade is allegedly popular in less development countries and in planned economies, it attracted much interest in the past. Now as the landscape od economic system drastically changed recently, it attracts much more attention.

14.What is the difference between a clean draft and a documentary draft?

For a clean draft, it is a draft without attached additional documents; for a documentary draft, it is a draft supported by title documents, such as an invoice, bill of lading or insurance policy. In fact everything having a real commercial value is know as a documentary draft.

15.How dose L/C offer security to the buyer and the seller?

①it enable exporters obtain, through a correspondent bank,duarantees that the invoice for goods sent by them will actually be paid by the buyer—the importer.

②it also provides the buyer with a guarantee that goods will

be received in good order, for L/Cs are subject to appropriate insurance coverage and documents.

③the bank is protected in case of loss or damage b its insurance policy.

16.How many times and to how many parties can a credit be transferred? In what situation is a revolving letter of credit most useful.

It can only be transferred once, to more than one party at the same time provided partial shipments are permitted. When the buyer and seller have regular trading relationship and deal in a specific quantity of goods each month or any particular period of time.

17.what are the main features of a commercial invoice? What’s the relation between the commercial invoice and other documents?

Commercial invoice is the general description of the quality and quantity of the goods and the unit and total price. It constitutes the basis on which other documents are to be prepared.

18.What main function does the bill of lading have?

Bill of lading serves as a cargo receipt signed by the carrier and issued to the shipper; it constitutes a contract of carriage between the carrier and consignor; it is a document of title to the goods, and the legal holder is the owner of the goods.

19.why the author says that transportation is fundamental to the development and operation of an industry society?

Geographically distant resources becomes accessible with transportation. The economic growth of any society in any part of the world is directly related to the availability of transportation.

20. what is the purpose of cargo insurance?

Cargo insurance is an activity aimed at moving the burden of risk from the shoulders of exporters and importers and placing it upon the shoulders of specialist risk-bearing underwriters.

21. What roles does transportation play in production process?

It permits manufacturers to get materials and labor easily, to move intermediate goods to other producers for use in production process, and to deliver finished products to customers.

22.what factor is crucial to the question of insurable interest? why?

Time. Because the insurance company can work out who will suffer loss by discovering at what point the ownership of the goods passes from one person to another.

23.what does it mean that the person who is going to suffer the loss is the one who has the insurable interest at any moment?

This means that goods any be shipped at the port of origin by a shipper or freight forwarder under a policy taken out to cover them, and the buyer takes over the policy which has been issued when he takes over the ownership of the goods. If they fail to complete the voyage undamaged. He can claim on the insurance even though it was not in his name.

①international balance of payment. The value of one’s own currency will go up with favorable balance of payment and drop with BOP deficit.

②inflation. When inflation intensifies, the value of the currency will drop relative to foreign currencies and vice versa.③interest rate. High interest rate will increase the exchange rate and vice versa.

24.what are the major factors that may influence the exchange rate? Explain briefly.

Factors influencing the exchange rate: international balance of payment; inflation; interest rate.

25.what are the basic rules for IBRD to guide its lending operation?

The lending operation is basically directed at the developing countries based on: economic consideration; productive purpose.

The expected result must: stimulate economic growth; pay due regard to the prospects of payment; get the guarantee from

the government receiving the bans.

26.what are the possible factors on the supply side that influence a firm’s decision to undertake FDI?

There are three factors on the supply side: ①Controlling costs: a foreign country may have lower land prices, tax rates or cost of labor, all of which will reduce the production costs .and production in the foreign market through FDI can save transportation cost.②Gaining access to natural resources: in return for FDI, international enterprises can gain availability of raw materials.③Utilizing the foreign firms’ a dvanced technology.

27.How are the investors protected if they choose to do business with the international Stock Exchange?

There are well-established rules and organizations to set rules and oversee the operation of the market. The rules included admission procedures, complaint procedures, discipline and enforcement arrangements and a compensation fund. There are various organs to enforce the market rules and discipline the members.

28.What are the relationships between the WTO and other international organizations?

Since its establishment, the WTO has had extensive contact with other intergovernmental organizations interested in its activities. Relation have been established with relevant organizations in the United Nation system, the Bretton Woods organizations ,and various regional bodies to ensure that the resources and expertise of the international community remain focused and coordinated. Many organizations have been granted observer status in one or more of the various WTO councils, committees or working groups.

29. what are the main objectives of the WTO?

The WTO has three major objective: ①to promote free trade by encouraging members to adopt nondiscriminatory, predictable trade polices②to further reduce trade barriers through multilateral negotiations;③to establish more effective trade dispute settlement procedures.

国际商务英语 初级 试卷及参考答案

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国际商务谈判试题A卷 一.选择题（每题2分，共30分）：运用所学的谈判基础知识，从给出的2至5个不等的选 择项中选出序号填写到括号中，确保15个句子内容准确完整。必须注意：答案不限于一个选择项。 1. “购销合同”是谈判中的（ 2 ）要素。 1)谈判当事人 2)谈判议题 3)谈判背景 4)谈判起因 5)谈判结果 2. 你认为国内谈判和国际谈判最大的差异是什么？（ 3 ） 1)国域界限 2)双方语言 3)谈判背景 4)需求特征 3. 商务谈判的谈判阶段，包括（345 ）环节。 1)准备 2)计划 3)开局 4)磋商 5)协议 4. 你认为进行商务谈判，准备阶段很重要吗？（ 1 ） 1)很重要 2)较重要 3)要视谈判内容 4)不重要 5. 你赞成哪一种交易？（ 1 ） 1)互利的交易 2)对己方有利的交易 3)各为自己打算的交易 4)对己方有利、对他方不利的交易 6. 货物买卖谈判的条款比较全面，因为（234 ）。 1)分为采购谈判和推销谈判 2)围绕与实物商品有关的权利和义务 3)包括货物部分、商务部分、法律部分谈判的各项内容 4)涉及货物买卖交易的各个方面、各个环节 7. 技术贸易谈判的价格，从转让方的角度主要受以下因素影响：（3 ）。 1)技术使用的范围和许可程度 2)技术的使用价值和水平 3)技术开发费、技术转让费、利润损失补偿费 4)技术的供需状况 5)技术转让费的支付方式 8. 商务谈判对己方来讲最为有利的谈判地点是（ 3 ）。 1)对方所在地

2)双方所在地之外的第三地 3)己方所在地 9. 商务谈判开局策略,一般包括（1234 ）。 1)一致式开局策略 2)坦诚式开局策略 3)保留式开局策略 4)进攻式开局策略 5)强硬式开局策略 10. 在报价的过程中，必须坚持的基本原则有（123 ）。 1)卖高买低原则 2)肯定原则 3)合理原则 11. 吹毛求疵策略最适合在商务谈判的（ 2 ）运用。 1)开局阶段 2)磋商阶段 3)结束阶段 12. “深表遗憾”、“有待研究”属于（ 3 ）。 1)专业语言 2)法律语言 3)外交语言 4)文学语言 5)军事语言 13. “文化只有差异性，没有优劣之分”这句话（ 1 ）。 1)正确 2)不正确 3)既正确又不正确 14. 主张“先谈判原则，后谈细节”的商人，主要是（ 3 ）。 1)日本商人 2)美国商人 3)中国商人 4)欧洲商人 15.礼仪是指在人际交往之中，自始至终地以一定的、约定俗成的（12 ）来表现的律 己、敬人的完整行为。 1)程序 2)方式 3)媒介手段 4)系统 二、判断题（每题2分，共20分）：根据所学的谈判基础知识，判断下面15个句子表述是 否正确。请在正确的句子表述后的括号中打对号（√），在错误句子表述内容后的括号中打错号（X）。 1.谈判是通过相互协商实现互利。（√） 2.出现僵局就意味着谈判的结束。（x ） 3.谈判的构成要素是谈判当事人、谈判议题、谈判背景。（√）

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2017年4月自考国际商务谈判真题试题+解析 请考生按规定用笔将所有试题的答案涂、写在答题纸上。 选择题部分 注意事项： 1. 答题前，考生务必将包己的考试课程名称、姓名、准考证号用黑色字迹的签字笔或钢笔填写在答题纸规定的位置上。 2. 每小题选出答案后，用2B铅笔把答題纸上对应题目的答案标号涂黑。如需改动，用橡皮擦干净后，再选涂其他答案标号。不能答在试题卷上。 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，请将其选出并将“答题纸”的相应代码涂黑。错涂、多涂或未涂均无分。 1.商务谈判中数量最多的-种谈判是（ A ） A.货物贸易谈判 B.劳务贸易谈判 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.下列选项中，属于按谈判信息的内容来划分的是（ B ） A.经济性信息 B.自然环境信息 C.社会性信息 D.政治性信息 4.以下有关谈判队伍人员构成的说法中，不正确的是（ C ） A.厂长或经理可出席

B.会计人员可参与 C.政府官员应带队 D.—人可身兼数职 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.报价以及随之而来的磋商是整个谈判过程的（ A ） A.核心 B.开始 C.前奏 D.结束 7.在谈判的交锋过程中，成功的谈判者花在听上的时间占到总谈判时间的（ D ） A. 30%以下 B. 30%-40% C. 40%-50% D. 50%以上 8. 眼睛瞳孔放大，焖炯有神而生辉，表示此人处于（ B ） A.消极状态 B.欢喜状态 C.戒备状态 D.愤怒状态 9. “怎么能够忘记我们上次合作得十分愉快呢? ”这种谈判发问类型属于（ C ） A.澄清式发问 B.探索式发问 C.强调式发问 D.借助式发问 10. 当谈判对手自尊心强、不愿意承认错误时，可先谈谈对手的正确之处。这种说服顽固者的方法称为（ D ） A.迂回法 B.沉默法 C.等待法 D.下台阶法 11. 下列上肢的动作语言中，表示怀有敌意的是（ C ）