Final Exam - Business Negotiation (Course Code: KNA114)

Trường đại hoc Mở Tp HCM Khoa Ngôn ngữ Anh Tiếng Anh Thương Mai Đàm Phán trong kinh doanh Final test. Duration: 90 mins
Part 1: Vocabulary:(4 pts) 1. The parties came to
after five hours of negotiating. A. hostility B. the bottom-line C. a consensus 2. It was
decision to settle our differences out of court. A. a flexible B. a mutual C. an unrealistic 3. One
that always works is to ask your counterpart to speak first. A. tactic B. bargain C. resistance 4. We would have more
if we had some more recent statistics to use. A. haggling B. concession C. leverage 5. They were
to our proposal until we made our last demand. A. hostile B. receptive C. resistant 6. We were over prices all afternoon. A. misleading B. conflict C. haggling
7. I wasn't expecting our opponents to so quickly. A. amplify B. yield C. arbitration 8. When I
the client about their promise they agreed to honour it. A. log-rolled B. entitled C. confronted 9. If that is your only I would be happy to concede. A. pressure B. objective C. victory
Trường đại hoc Mở Tp HCM Khoa Ngôn ngữ Anh Tiếng Anh Thương Mai Đàm Phán trong kinh doanh
10. The negotiations had already ended in a
within ten minutes of starting. A. deadlock B. counterpart C. collective
11. Almost any part of a contract can become a of negotiation . A. Point B. Thing C. Success
12. The most successful negotiators are the ones who are for a negotiation A. Mostly prepared B. Most prepared C. A lot of preparation
13. We just want to make sure that this is to both of us A. Advantage B. Advantages C. Advantageous 14. We have to
who is responsible for covering shipping costs A. Stipulate B. Stimulate C. Simulate
15. Every business relationship requires a little A. Take - and- give B. To -give- to - take C. Give- and- take
16. Because of my limited work experience, I didn't have a lot of
power during the salary negotiations A. Bargain B. Bargaining C. Bartering 17. That is not something I'm to negotiate 18. A. Wil ing B. Wanting C. Desiring 19. Let's
a figure that will be acceptable to both of us A. Come out with B. Come up with C. Get in with 20. We have made a lot of already.
Trường đại hoc Mở Tp HCM Khoa Ngôn ngữ Anh Tiếng Anh Thương Mai Đàm Phán trong kinh doanh A. Consent B. Concessions C. Connection 21. To meet someone "
" means to make a compromise with
someone. ex. We're willing to meet you on this point. A. Half road B. Half heartedly C. Half-way 22. The talks were
and no one knows when they will resume A. Sustained B. Convened C. Suspended 23. The two parties
in Houston to discuss the recent developments A. Convinced B. Convened C. Conveyed 24. The Chinese delegation the talks after the other
participants demanded that they discuss the current human rights abuses in Tibet A. Walked in to B. Walked out of C. Walked away to 25. Negotiations
last week due to profound disagreement between the two parties. A. Broke out B. Broke in C. Broke down 26. The Mexican was made up of 10 members A. Delegation B. Delegate C. Agreement
27. We accomplished a lot, but deep differences still A. Stay B. Retain C. Remain
28. During negotiations, it's common to refer to obstacles as A. Stumbling blocks B. Tumbling blocks C. Falling blocks
Trường đại hoc Mở Tp HCM Khoa Ngôn ngữ Anh Tiếng Anh Thương Mai Đàm Phán trong kinh doanh
29. At last We have reached a. . . . . . . . . . . . . .agreement. perhaps these long negotiation wil be over soon A. Temporary B. Tentative C. final
30. We can’t just say yes to all the request. We need to draw the. . . . . . . . somewhere A. Line B. Limit C. Threshold
31. The negotiations went down to the. . . . . . . . . . . . . this morning. We have to speed up. A. End B. Impasse C. wire
Part 2: Writing 1. (3 pts) ( no more than 450 words)
What are the roles of power and time-out at bargaining table. Give example to support your rationales?
It is known that negotiation always takes place in commercial deals. It’s not always easy for
both parties to reach a win-win negotiation. In contrast, your party can defend their position to
compete over the fixed sum. This leads to the conflicts and disagreements between both
parties. That’s why you need some tactics to solve these problems and keep your benefits.
Power and time-out are important tactics to make a successful negotiation process.
Firstly, power in negotiation is employing a type or using a source of power to achieve a
strategic objective. Power can help you become more proactive and assertive than others,
which can dominate and control the other party. There are a lot of types of power and all of
them will lead to a successful negotiation. For example, consider you are a staff who is
negotiating with your boss. Sometimes you may need to concuss to his preferences because of
his high status. This is one of the powers which comes from a strong role or high rank in a
company. As such, power still plays an important role in negotiations. If you focus on building
your power from as many sources as possible, you can help steer any negotiation your way.
Secondly, a time-out or caucus is also useful in negotiation. A time-out is defined as a break
from a negotiation. When the conflicts are happened between both parties and they become
emotional without control, a time-out should be taken place to calm down themselves. Besides,
if there are some unexpected situations or questions, they can use that break time to consider or
think the answers. For instance, your party suddenly propose more conditions and terms in the
contract. In this case, a time-out or caucus will help you have time to think or discuss with
your team. In general, you can shift the momentum, while helping you rethink your approach
and rebuild your confidence thanks to a time-out or caucus.
In conclusion, power and time-out are important roles at the bargaining table. Based on power,
negotiators not only are more proactive but they also firm with their decision. Besides, a time-
out or caucus provides time for negotiators to rethink their solutions, as well as enhance their
confidence. Thereby, negotiations are more efficient and gain the expected outcome.
Trường đại hoc Mở Tp HCM Khoa Ngôn ngữ Anh Tiếng Anh Thương Mai Đàm Phán trong kinh doanh Part 3: Writing 2 (3 pts)
What is win-win negotiation and is it always a good choice for those involved in all types of
negotiation. Can you list down 02 techniques helping you reach this outcome.
In business negotiation, both parties have their own conditions and terms which are beneficial
for them. This can lead to conflicts or disagreements which may result in the involved parties
feeling unhappy. In this case, a win-win negotiation is highly recommended.
A win-win negotiation is an exploration of both the parties so that they can find a mutually
acceptable result that gives benefits for both. After each party walks away from the bargaining
table, they achieve their maximum benefits by integrating their interests into an agreement
rather than haggling process or distributive negotiation. To put it simply, a win-win negotiation
is that both parties are pleased with what they have gained from the deal.
Besides, win-win negotiation is always a good choice in all types of negotiation for its benefits.
In cases where a consensus is not established between two sides, win-win negotiation helps
you to identify and understand interests and differences between both parties, which reach an
agreement without stress and frustration among two conflicting individuals. Thanks to win-win
negotiation, both parties are happy with the result, so they have little reason to back out at a
later time. It is also particularly useful to remain on the odds of a long-lasting and successful
business partnership. Thereby, both parties have an incentive to negotiate with each other
again, laying the foundation for a mutually beneficial working relationship.
But how to generate a win-win negotiation contract often seems elusive. These two following
techniques will help you and your counterpart reach a deal that is truly win-win. Firstly,
instead of putting only one offer at bargaining table, you should make multiple offers
simultaneously, each of which is equally valuable to you. Then, let your partner choose one
offer, which gives you a clue to identify your parties' preference. Moreover, you also can show
your accommodating and flexible nature, as well as your desire to understand the other party’s
expectations. So, the next time instead of making only one offer, consider making as much as
possible. Secondly, you should use “we” pronoun often to highlight cooperative effort towards
mutual goals. Thanks to this, an overall harmonious and thriving interpersonal environment
can be developed and maintained.
In general, the outcome of the win-win negotiation is reached by collaboration between the
parties to find a “win-win" solution. Therefore, it is always a good choice for those involved in all types of negotiation.
Document Outline

• Part 1: Vocabulary:(4 pts)
  • C.a consensus
  • B.a mutual
  • A.tactic
  • C.leverage
  • B.receptive
  • C.haggling
  • B.yield
  • C.confronted
  • B.objective
  • A.deadlock
  • A.Point
  • B.Most prepared
  • C.Advantageous
  • A.Stipulate
  • C.Give- and- take
  • B.Bargaining
  • A.Willing
  • B.Come up with
  • B.Concessions
  • C.Half-way
  • C.Suspended
  • B.Convened
  • B.Walked out of
  • C.Broke down
  • A.Delegation
  • C.Remain
  • A.Stumbling blocks
  • B.Tentative
  • A.Line
• Part 2: Writing 1. (3 pts) ( no more than 450 word
• Part 3: Writing 2 (3 pts)