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一：T】Negotiationdependsoncommunication.T】Inagoodnegotiation,everybodywinssomething.T】Bothsidesshouldtrytounderstandeachother’spointofviewbeforemakingadecision.F】Thereissuchcaseastakeitorleaveit”ininternationalbusiness.F】Inthebiddingstageeachisnegotiatingtowardsthebestadvantage.F】Thestagesofthenegotiationalwaysfollowoneanotherinsequence.T】Whennegotiating,representativesornegotiatorsrepresenttheirownbutoftenothers’interest.F】Beingcloseorfriendlywiththeothersidemaybringaboutthebestoutcome.T】Internationalnegotiationsoftenrequiretheuseoftranslatorstoattainthisgoal.F】Whencounterpartsarespeaking,negotiatorsshouldlookatthembutnotthetranslators.二：F】(1)Theassumptionsaretruepicturesoftheworld,theyneedn’ttobeverified.T】(2)Agoodlistenerwillhearouttheotherpersonbeforepassingjudgmentandframingrebuttals.F】(3)Whenyoudidn’thearsomethingclearly,youcouldn’tinterruptandaskthespeakertorepeat,becausethiswouldmakehimorherangry.T】(4)Theendofatalkisimportantbecausepeoplerememberbest.F】(5)Mostpeoplespeakintoolowapitch,especiallywhentheygetexcited.T】(6)Youcancontrolandcommandanegotiationbyproperuseofquestions.F】(7)Whenyouarequestioned,don’tsayyoulackknowledgeaboutsomethinginordernottoloseface.F】(8)Duringthenegotiation,trytosmileatyouropponentsasmuchaspossible.F】(9)Facialgesturescanconveyamoreaccurateassessmentofyouremotionalstatethanotherbodymovements.T】(10)Someonewholikesyouoryourdiscussionwillleanforwardslightlyinarelaxedmannerwiththebackalittlecurved.三：F】1).Duringthenegotiation,youshouldgiveyourbestofferatonce.T】2).Youshouldaskyouraudienceformtimetotimeforquestionandcommentwhenyougiveyourpresentation.T】3).Itisquiteimportanttokeepthenegotiatingteamassmallaspossible.F】4).Thenegotiator’sjobistominimizethelong-termbenefitsoftheventuretosecureshort-termneeds.(maximize)T】5).Thechiefnegotiatormustbeadecisionmakerwhocankeepeveryonesatisfiedwithoutbeingdistractedfromthepre-establishedpriorities.F】6).Expertscanparticipateasnegotiatingmemberswithoutbeingtrained.(can’t)F】7).Thekeytosuccessfulnegotiationisthatoursideshouldwin.(bothsides)T】8).Agoodnegotiatordemandsnotonlythekeennessofwitbutalsoahighdegreeofsympathywiththepartyontheothersideofthenegotiatingtable.T】9).Abetternegotiatorcanimprovepersonalandprofessionalprofitability.F】10).Thesameteamshouldbekeptthroughoutthenegotiation.(Thereisnoneedto)四：T】1)Thoseinformalnegotiationsdon’tneedanagenda.F】2)It’sbetterforthehostcompanytoimposetheagendaatthestartofthemeeting.F】3)Thevisitorsshouldproposeanagenda.T】4)Budgetinganextradaypriortomeetingsisaworthinvestment.T】5)Goodinternationalflightcanmeanacuityatthenegotiatingtable.F】6)ItiswisetoinviteaChinesecompanytotheU.S.duringtheLunarNewYearperiodfornegotiation.(unwise)T】7)Anagendacanbepresentedbyonesideorpreparedbybothsides.T】8)Socialeventsareacontinuationofthenegotiations.F】9)Learningtodealwiththeobjectiveofnegotiationistokeepthemrigid.(fluid)T】10)Issuesfornegotiationarethethingsonwhichonesidetakesanaffirmativepositionandtheotheranegativeposition.F】11)Amajorityofnegotiatorsfinditmorecomfortableandmoreconstructivetousearectangulartable.（roundtable）F】12)Negotiatorsshouldn’tstartoffthemeetingwithcompletelyirrelevanttopic.五：F】1).Ifoneteamistooaggressive,itisverynecessaryforanotherteamtorespondinthesameway.T】2)Negotiationsmayfailforavarietyofreasonssuchascompetitorsofferingabetterdeal,problemsseemingtoodifficulttosolve,personalitiesclashingandnegotiatingclashing.F】3)Inordertosortoutthesolutions,bothpartiesshouldkeepsightofthemainobjectivesandmaintainanegativetone.(positivetone)T】4)Sometimesyouneedtokeeptheoverallobjectiveinmind,andmakeconcessionstomaintainapositivetone.T】5)Theopenbidsshouldbethehighestdefensibleandbeputfirmly,clearlywithoutapologyorhesitation.F】6)Therearethreeguidelinestothewayinwhichabidshouldbepresented:firmly,clearlyandwithcomment.(withoutcomment)T】7)Therearetwowayswecaninfluencethedeal.Oneistoinfluencethenegotiator;theotheristoinfluencethesituation.F】8)Tosomeextentfirstbidislessinfluentialthanresponsivebid.F(more)F】9)Alowbidgivesscopeformanoeuvreduringthelaterbargainingphases.(high)T】10)It’snecessarytosummarize,produceawrittenrecordandtoidentifyactionneedsandresponsibilitiesattheendofthenegotiation.六：T】1)Recessingisaprofitabledeviceforbothparties.T】2)Settingdeadlinescouldhelpbrisknessandtheconcentrationofenergy.F】3)Itisnotnecessarythatthepartiesbeinagreementastothelanguageandtermsofthedealbeforeitsclosure.(shouldbeinagreementasto…)T】4)Whetherwelikeitornot,thereareplaceswherelubricationispractical.F】5)Theimplicationsforthenegotiationofhavingadeadlinearenegative.(positive)T】6)TheGolfClubandthestudygroupareusefulinteamnegotiations.F】7)Onlyonesidehasthechancetoclosethedealandthemoreproactivethedecisionmakeris,thegreaterthechanceofcontrollingtheprocesshe’llget.(bothsideshavethechanceto…)T】8)Decliningthedealmustbedonewiththegreatestdiplomacybecausethepotentialforfuturedealingsisveryimportant.F】9)TheGolfClubisfortheteamleaderstoagreetomeetformallyinsomeenvironmentwhichencouragesmutualtrustandopenness.(informally)F】10)Whenthenegotiationsbetween