2009年全国外贸业务员考试外贸业务基础理论试卷（B）
Questions from 31 to 35 are based on the following passage:
Negotiations work wonders. This is particularly so in international business since it is mostly through negotiations that exporters and importers bridge their differences and reach a fair and mutually satisfactory deal.
By presenting a more comprehensive negotiating package in a well planned and organized manner, exporters should be able to improve the effectiveness of their business discussions and in the long term the profitability of their export operations.
To avoid being confronted by costly demands, an exporter should try to determine the buyer’s real interest in the products from the outset. This can be ascertained through appropriate questions but must also be based on research and other preparations before the negotiations. Only then can a suitable counter-proposal be presented.
To achieve a favorable outcome from the negotiations, an exporter should draw up a plan of action beforehand, which addresses a few key issues. Experienced negotiators consider that as much as 80% of their overall time devoted to negotiations should go to such preparations. The preliminary work should be aimed at obtaining relevant information on the target market and the buyers of the products. It should also include developing counter-proposals if objections are raised on any of the exporter’s opening negotiating points. The preparations should thus involve formulating the negotiating strategy and tactics.
In international marketing negotiations, it is advisable for small and medium-sized exporters not just to limit their discussions to pricing issues, although pricing is a key factor in any business transaction, exporters should give more attention to the full range of marketing factors. They should stress the strengths of their firms and products and match them with the perceived needs of the buyers. Once these issues have been covered, they can consider the question of price and are able to develop a profitable business.
31．Negotiations work wonders because（ ）.
A．importers and exporters can build a bridge together
B．they do help solve problems and get more understanding for each other
C．they bring satisfactory deal every time
D．the gap between importers and exporters can be fairly filled in every instance
32．A successful negotiator should be（ ）.
A．aggressive B．mild
C．well-prepared D．hesitative
33．In international marketing negotiations,（ ）always come first.
A．prices B．full range of marketing factors
C．manufacturing costs D．customers’ needs
34．80% of the overall time should go to preparations which involve（ ）.
A．obtaining relevant information
B．developing counter-proposals
C．formulating the negotiating strategy and tactics
D．all of the above
35．The author advises the small and medium-sized exporters to do business with（ ）.
A．care B．a prospective insight
C．more stress on profit D．pricing issues
