Question 1

International negotiation

Accepted Answer

A)  Is the process of making business deals across national and cultural boundaries. 
B)  Is less complex than domestic negotiation. 
C)  Can be successful regardless of ease of communication. 
D)  All of the above 
A)  Is the process of making business deals across national and cultural boundaries. 
B)  Is less complex than domestic negotiation. 
C)  Can be successful regardless of ease of communication. 
D)  All of the above A

Question 2

Which of the following statements is true regarding high context languages?

Accepted Answer

A)  Most Northern European languages,including German,English,and the Scandinavian languages are high context languages. 
B)  Words provide most of the meaning in high context languages. 
C)  In high context languages,what is left unsaid is often as important as what is said. 
D)  All of the above are true. 
A)  Most Northern European languages,including German,English,and the Scandinavian languages are high context languages. 
B)  Words provide most of the meaning in high context languages. 
C)  In high context languages,what is left unsaid is often as important as what is said. 
D)  All of the above are true. C

Question 3

Negotiators who make an agreement and then reveal that it must be approved by senior managers or the government is an example of which type of dirty trick?

Accepted Answer

A)  Escalating authority 
B)  Good guy,bad guy routine 
C)  You are wealthy and we are poor 
D)  Old friends 
A)  Escalating authority 
B)  Good guy,bad guy routine 
C)  You are wealthy and we are poor 
D)  Old friends A

Question 4

Deliberate deception,one example among some common ploys in international negotiations,refers to

Accepted Answer

A)  Negotiators presenting flagrant untruths either in the facts they present or in their intentions for the negotiation. 
B)  Negotiators waiting to the last minute before the international negotiation team plans to go home. 
C)  Negotiators making an agreement then reveal that it must be approved by senior managers or the government. 
D)  One negotiator acting agreeable and friendly while his or her partner makes outrageous or unreasonable demands. 
A)  Negotiators presenting flagrant untruths either in the facts they present or in their intentions for the negotiation. 
B)  Negotiators waiting to the last minute before the international negotiation team plans to go home. 
C)  Negotiators making an agreement then reveal that it must be approved by senior managers or the government. 
D)  One negotiator acting agreeable and friendly while his or her partner makes outrageous or unreasonable demands.

Question 5

What are interpreters? What can managers do to ensure appropriate use of interpreters?

Accepted Answer

Answers will vary but should reflect stu

Question 6

Describe several forms of nonverbal communication.If you were a negotiator,how might you prepare for differences in these forms?

Accepted Answer

Answers will vary.Students' answers shou

Question 7

__________ negotiators search for possible win-win situations where the outcome of the negotiation is mutually satisfactory to both sides.

Accepted Answer

A)  Problem-solving 
B)  Concession-making 
C)  Competitive 
D)  None of the above 
A)  Problem-solving 
B)  Concession-making 
C)  Competitive 
D)  None of the above

Question 8

In the relationship building stage of the International Negotiation Process

Accepted Answer

A)  The negotiator focuses seriously on business issues. 
B)  Usually takes place at the formal negotiation place. 
C)  Is not as important as the other steps. 
D)  None of the above 
A)  The negotiator focuses seriously on business issues. 
B)  Usually takes place at the formal negotiation place. 
C)  Is not as important as the other steps. 
D)  None of the above

Question 9

Gathering of extensive information on the negotiation issues,on the setting in which the negotiation will take place,and on the firm and people involved occurs in which stage of the steps in international negotiation?

Accepted Answer

A)  Preparation 
B)  Building the relationship 
C)  Persuasion 
D)  Concession 
A)  Preparation 
B)  Building the relationship 
C)  Persuasion 
D)  Concession

Question 10

Which of the following statements regarding formal communication is FALSE?

Accepted Answer

A)  U.S.Americans have the highest degree of formal communication. 
B)  Compared to the U.S.,most other business cultures acknowledge rank and titles when addressing each other. 
C)  There is more formality of dress for both genders for most other cultures compared to the U.S. 
D)  All of the above are true. 
A)  U.S.Americans have the highest degree of formal communication. 
B)  Compared to the U.S.,most other business cultures acknowledge rank and titles when addressing each other. 
C)  There is more formality of dress for both genders for most other cultures compared to the U.S. 
D)  All of the above are true.

Question 11

All of the following are true about international negotiation EXCEPT

Accepted Answer

A)  International negotiations are more complex than domestic negotiations. 
B)  Differences in national cultures and differences in political,legal,and economic systems often separate potential business partners. 
C)  Most successful international negotiators use their home country negotiation styles. 
D)  All of the above are true. 
A)  International negotiations are more complex than domestic negotiations. 
B)  Differences in national cultures and differences in political,legal,and economic systems often separate potential business partners. 
C)  Most successful international negotiators use their home country negotiation styles. 
D)  All of the above are true.

Question 12

Communication through eye contact or gaze is known as

Accepted Answer

A)  Proxemics. 
B)  Haptics. 
C)  Oculesics. 
D)  Olfactics. 
A)  Proxemics. 
B)  Haptics. 
C)  Oculesics. 
D)  Olfactics.

Question 13

Which of the following regarding proxemics is FALSE?

Accepted Answer

A)  Proxemics focuses on how people use space to communicate. 
B)  North Americans are more comfortable with a personal bubble of space of 20 inches. 
C)  Latin and Arab cultures prefer closer spacing than North Americans. 
D)  North Americans prefer closer spacing than the Latin and Arab cultures. 
A)  Proxemics focuses on how people use space to communicate. 
B)  North Americans are more comfortable with a personal bubble of space of 20 inches. 
C)  Latin and Arab cultures prefer closer spacing than North Americans. 
D)  North Americans prefer closer spacing than the Latin and Arab cultures.

Question 14

When communicating with nonnative speakers,which of the following would make communication harder and less accurate?

Accepted Answer

A)  Strictly following basic rules of grammar 
B)  Using words that have numerous alternative meanings 
C)  Using slang 
D)  Using most common words with their most common meanings 
A)  Strictly following basic rules of grammar 
B)  Using words that have numerous alternative meanings 
C)  Using slang 
D)  Using most common words with their most common meanings

Question 15

Attribution

Accepted Answer

A)  Is the process by which we interpret the meaning and intent of spoken words or nonverbal exchanges. 
B)  Is communication through body movements. 
C)  Focuses on how people use space to communicate. 
D)  A form of verbal communication. 
A)  Is the process by which we interpret the meaning and intent of spoken words or nonverbal exchanges. 
B)  Is communication through body movements. 
C)  Focuses on how people use space to communicate. 
D)  A form of verbal communication.

Question 16

Touch

Accepted Answer

A)  Is related to proxemics and is a basic form of human interaction. 
B)  Refers to communication through body movements. 
C)  Represents the degree of directness in communication. 
D)  Is similar to kinesics. 
A)  Is related to proxemics and is a basic form of human interaction. 
B)  Refers to communication through body movements. 
C)  Represents the degree of directness in communication. 
D)  Is similar to kinesics.

Question 17

Which of the following statements regarding interpreters is FALSE?

Accepted Answer

A)  The interpreter's role is to provide a simultaneous translation of a foreign language while a person is speaking. 
B)  Good interpreters have the technical knowledge and vocabulary to deal with such details common in business transactions. 
C)  Interpreters are not needed if some of the negotiators can understand both languages. 
D)  All of the above are true. 
A)  The interpreter's role is to provide a simultaneous translation of a foreign language while a person is speaking. 
B)  Good interpreters have the technical knowledge and vocabulary to deal with such details common in business transactions. 
C)  Interpreters are not needed if some of the negotiators can understand both languages. 
D)  All of the above are true.

Question 18

Which of the following is NOT one of the suggestions for proper use of interpreters?

Accepted Answer

A)  Spend time with the interpreter so that he/she can understand your accent. 
B)  Insist on minimization of interruptions and have the interpreter translate after you end each statement. 
C)  Go over technical and other complex issues with your interpreter. 
D)  Request that your interpreter apologizes for your inability to speak the local language. 
A)  Spend time with the interpreter so that he/she can understand your accent. 
B)  Insist on minimization of interruptions and have the interpreter translate after you end each statement. 
C)  Go over technical and other complex issues with your interpreter. 
D)  Request that your interpreter apologizes for your inability to speak the local language.

Question 19

Which one of the following is NOT one of the personal success characteristics of successful international negotiators as discussed in the text?

Accepted Answer

A)  Tolerance of ambiguity and curiosity 
B)  Focus on achieving negotiation goals without making concessions 
C)  Flexibility,creativity,and sense of humor 
D)  All of the above are personal success characteristics 
A)  Tolerance of ambiguity and curiosity 
B)  Focus on achieving negotiation goals without making concessions 
C)  Flexibility,creativity,and sense of humor 
D)  All of the above are personal success characteristics

Question 20

Haptics

Accepted Answer

A)  Refers to communication through body contact. 
B)  Refers to communication through smell. 
C)  Refers to communication through eye contact. 
D)  None of the above 
A)  Refers to communication through body contact. 
B)  Refers to communication through smell. 
C)  Refers to communication through eye contact. 
D)  None of the above

International negotiation

Which of the following statements is true regarding high context languages?

Negotiators who make an agreement and then reveal that it must be approved by senior managers or the government is an example of which type of dirty trick?

Deliberate deception,one example among some common ploys in international negotiations,refers to

What are interpreters? What can managers do to ensure appropriate use of interpreters?

Describe several forms of nonverbal communication.If you were a negotiator,how might you prepare for differences in these forms?

__________ negotiators search for possible win-win situations where the outcome of the negotiation is mutually satisfactory to both sides.

In the relationship building stage of the International Negotiation Process

Gathering of extensive information on the negotiation issues,on the setting in which the negotiation will take place,and on the firm and people involved occurs in which stage of the steps in international negotiation?

Which of the following statements regarding formal communication is FALSE?

All of the following are true about international negotiation EXCEPT

Communication through eye contact or gaze is known as

Which of the following regarding proxemics is FALSE?

When communicating with nonnative speakers,which of the following would make communication harder and less accurate?

Attribution

Touch

Which of the following statements regarding interpreters is FALSE?

Which of the following is NOT one of the suggestions for proper use of interpreters?

Which one of the following is NOT one of the personal success characteristics of successful international negotiators as discussed in the text?

Haptics

Multinational Management in a Changing World

Culture and Multinational Management

The Institutional Context of Multinational Management

Managing Ethical and Social Responsibility Challenges in Multinational Companies

Strategic Management in the Multinational Company: Content and Formulation

Multinational and Entry-Mode Strategies: Content and Formulation

Small Businesses and International Entrepreneurship:

Organizational Design for Multinational Companies

International Strategic Alliances: Management and Design

Multinational E-Commerce: Strategies and Structures

International Human Resource Management

Hrm in the Local Context: Knowing When and How to Adapt

Motivation in Multinational Companies

Leadership and Management Behavior in Multinational Companies

Filters

Exam 13: International Negotiation and Cross-Cultural Communication

International negotiation

Which of the following statements is true regarding high context languages?

Negotiators who make an agreement and then reveal that it must be approved by senior managers or the government is an example of which type of dirty trick?

Deliberate deception,one example among some common ploys in international negotiations,refers to

What are interpreters? What can managers do to ensure appropriate use of interpreters?

Describe several forms of nonverbal communication.If you were a negotiator,how might you prepare for differences in these forms?

__________ negotiators search for possible win-win situations where the outcome of the negotiation is mutually satisfactory to both sides.

In the relationship building stage of the International Negotiation Process

Gathering of extensive information on the negotiation issues,on the setting in which the negotiation will take place,and on the firm and people involved occurs in which stage of the steps in international negotiation?

Which of the following statements regarding formal communication is FALSE?

All of the following are true about international negotiation EXCEPT

Communication through eye contact or gaze is known as

Which of the following regarding proxemics is FALSE?

When communicating with nonnative speakers,which of the following would make communication harder and less accurate?

Attribution

Touch

Which of the following statements regarding interpreters is FALSE?

Which of the following is NOT one of the suggestions for proper use of interpreters?

Which one of the following is NOT one of the personal success characteristics of successful international negotiators as discussed in the text?

Haptics

Multinational Management in a Changing World

Culture and Multinational Management

The Institutional Context of Multinational Management

Managing Ethical and Social Responsibility Challenges in Multinational Companies

Strategic Management in the Multinational Company: Content and Formulation

Multinational and Entry-Mode Strategies: Content and Formulation

Small Businesses and International Entrepreneurship:

Organizational Design for Multinational Companies

International Strategic Alliances: Management and Design

Multinational E-Commerce: Strategies and Structures

International Human Resource Management

Hrm in the Local Context: Knowing When and How to Adapt

Motivation in Multinational Companies

Leadership and Management Behavior in Multinational Companies

Filters