单元自测3（10分）

试卷总分:100 得分:100

一、选择填空题（每题10分，共5题）

1.—Hello, this is Lucas Bowen. I’d like to order some machines.

—___________. When do you need them

A.Sorry, I am busy

B.No problem

C.No, you can do it online

2.—I’ll also throw in the discount of 10% on your up front deposit. What do you think about this suggestion

—______________.

A.Ok, I think we’ve both have done our best for this

B.No, the suggestion is too bad

C.Ok, you will benefit more than us

3.They wanted to ______ a discussion on economics.

A.initiative

B.initiate

C.initial

4.That might be acceptable ______ you handle the insurance fees.

A.if

B.whether

C.even if

5.At the same time, the negotiator keeps things secret ____ would limit his/her ability to negotiate.

A.who

B.what

C.that

二、阅读理解/翻译/完形填空（题型随机）（共50分）

6.阅读理解：根据文章内容，选择正确答案（每题10分）。

Emotions play an important part in the negotiation process, although it is only in recent years that their effect is being studied. Emotions have the potential to play either a positive or negative role in negotiation. During negotiations, the decision as to whether or not to settle rests in part on emotional factors. Negative emotions can cause intense and even irrational behavior, and can cause conflicts and negotiations to break down, but may be instrumental in attaining concessions. On the other hand, positive emotions often facilitate reaching an agreement and help to maximize joint gains, but can also be instrumental in attaining concessions. Positive and negative discrete emotions can be strategically displayed to influence task and relational outcomes and may play out differently across cultural boundaries.

Emotions play an important role during the negotiation, although their effect is being studied just 1 .

A. at the beginning of negotiation practice

B. during the negotiation process

C. not long before

2. Negative emotions may 2 make concessions.

A. be helpful to 

B. be harmful to

C. be nothing to

3. During negotiations, the decision as to whether or not to settle depends in part on emotional factors. 3

A. totally

B. to some extend

C. completely not

4. Attaining concessions can be done 4 .

A. only by negative emotions

B. only by positive emotions

C. by both negative and positive emotions

5. In different cultures, negotiators should use 5 strategies to show positive and negative emotions.

A. the same

B. different

C. no

(1).__1__

A.A

B.B

C.C

(2).__2__

A.A

B.B

C.C

(3).__3__

A.A

B.B

C.C

(4).__4__

A.A

B.B

C.C

(5).__5__

A.A

B.B

C.C

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