Negotiation & Closing Techniques Flashcards
7 cards from real CES practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Negotiation & Closing Techniques flashcards as text
In export negotiations, what is 'face' and why is it critical when dealing with Asian business partners?
Answer: A cultural concept of dignity and reputation that must be preserved in all interactions
Causing a counterpart to 'lose face' through public criticism or hard confrontation can destroy trust and end negotiations permanently in many Asian cultures.
An exporter receives a purchase order with terms that differ materially from the original offer. Under the UCC and CISG, this constitutes:
Answer: A counteroffer or conditional acceptance requiring further negotiation
A response that introduces material changes to offer terms is treated as a counteroffer under both UCC and CISG, not an acceptance.
Which concession strategy is considered most effective in international negotiations?
Answer: Make decreasing concessions over time, starting larger and tapering off
Decreasing concessions signal that you are approaching your limit, reducing the buyer's incentive to keep pushing for more.
What is 'force majeure' and how should it be addressed during contract closing negotiations?
Answer: A clause relieving parties of obligations due to extraordinary, unforeseeable events beyond their control
Force majeure clauses protect both parties from liability when extraordinary events (war, natural disaster, pandemic) prevent contract performance.
During closing negotiations for an export contract, the foreign buyer says 'We need to think about it.' What is the best response?
Answer: Ask what specific concerns remain unaddressed and offer to resolve them now
Asking about specific remaining concerns surfaces the real objection and provides an opportunity to resolve it before momentum is lost.
A CES candidate is negotiating with a Middle Eastern importer who insists on resolving all issues through personal relationships rather than written contracts. What is the best approach?
Answer: Build the personal relationship while ensuring key terms are eventually documented in a formal agreement
Respecting relationship-oriented culture while gradually steering toward formal documentation protects the exporter legally without alienating the buyer.
Which of the following is a key element that must be present to form a legally binding export sales contract?
Answer: Offer, acceptance, consideration, and mutual intent
A valid contract requires an offer, acceptance of that offer, consideration (exchange of value), and mutual intent to be bound.