Question 1

Which phase of the negotiation process consists of an evaluation of the success of the completed negotiation?

Accepted Answer

A)  The post relationship building phase 
B)  The agreement phase 
C)  The post agreement phase 
D)  The performance feedback phase 
A)  The post relationship building phase 
B)  The agreement phase 
C)  The post agreement phase 
D)  The performance feedback phase

Question 2

At the __________ stage in the negotiation,both parties exchange the specifics of their needs for the agreement.

Accepted Answer

A)  Exchanging Information and the First Offer 
B)  Building the relationship 
C)  Persuasion 
D)  Concession 
A)  Exchanging Information and the First Offer 
B)  Building the relationship 
C)  Persuasion 
D)  Concession

Question 3

Proxemics

Accepted Answer

A)  Refers to the use of body movements to communicate. 
B)  Represents the degree of formality in communication styles. 
C)  Means communicating with and without words. 
D)  Focuses on how people use space to communicate. 
A)  Refers to the use of body movements to communicate. 
B)  Represents the degree of formality in communication styles. 
C)  Means communicating with and without words. 
D)  Focuses on how people use space to communicate.

Question 4

All of the following are true about the final agreement EXCEPT

Accepted Answer

A)  The final agreement is the signed contract,agreeable to all sides. 
B)  Successful negotiations do not necessarily result in the final agreement. 
C)  The final agreement must be consistent with the chosen legal system or systems. 
D)  All of the above are true. 
A)  The final agreement is the signed contract,agreeable to all sides. 
B)  Successful negotiations do not necessarily result in the final agreement. 
C)  The final agreement must be consistent with the chosen legal system or systems. 
D)  All of the above are true.

Question 5

The Whorf hypothesis

Accepted Answer

A)  Suggests that language determines the nature of culture. 
B)  Suggests that nonverbal communication determines cultural patterns. 
C)  Culture comes first and requires the development of certain concepts and thus certain words. 
D)  None of the above 
A)  Suggests that language determines the nature of culture. 
B)  Suggests that nonverbal communication determines cultural patterns. 
C)  Culture comes first and requires the development of certain concepts and thus certain words. 
D)  None of the above

Question 6

In the _____ stage,each side in the negotiation attempts to get the other side to agree to its position.

Accepted Answer

A)  Exchanging Information and the First Offer 
B)  Building the relationship 
C)  Persuasion 
D)  Concession 
A)  Exchanging Information and the First Offer 
B)  Building the relationship 
C)  Persuasion 
D)  Concession

Question 7

Identify some cultural differences in body movements (kinesics).How might these influence a negotiation session?

Accepted Answer

Answers will vary.Students' answers shou

Question 8

What is the Whorf hypothesis? Explain.

Accepted Answer

Answers will vary.Students should mentio

Question 9

Nonverbal communication

Accepted Answer

A)  Is part of face-to-face communication. 
B)  Occurs through such things as body posture,facial expression,hand gestures,and the use of personal space. 
C)  May also create (purposefully or not)situations that make a negotiator uncomfortable. 
D)  All of the above 
A)  Is part of face-to-face communication. 
B)  Occurs through such things as body posture,facial expression,hand gestures,and the use of personal space. 
C)  May also create (purposefully or not)situations that make a negotiator uncomfortable. 
D)  All of the above

Question 10

Discuss the steps in the negotiation process.Which step is at the heart of the process and why?

Accepted Answer

Answers will vary.Students' answers shou

Question 11

The degree of formal communication refers to

Accepted Answer

A)  Whether people speak directly or indirectly. 
B)  Communication without words. 
C)  Communication through formal body movements. 
D)  None of the above 
A)  Whether people speak directly or indirectly. 
B)  Communication without words. 
C)  Communication through formal body movements. 
D)  None of the above

Question 12

Kinesics is

Accepted Answer

A)  Communicating through body movements. 
B)  A form of verbal communication. 
C)  Focuses on how people use space to communicate. 
D)  The type of touching that is deemed appropriate in different cultures. 
A)  Communicating through body movements. 
B)  A form of verbal communication. 
C)  Focuses on how people use space to communicate. 
D)  The type of touching that is deemed appropriate in different cultures.

Question 13

What is the difference between a high- and a low-context language? Discuss some of the potential problems a person with a low-context language may face when negotiating with people from a high-context language.

Accepted Answer

Answers will vary.Students' answers shou

Question 14

Dirty Tricks in International Negotiations refer to

Accepted Answer

A)  The most common tactics in international negotiations that people use to gain an upper hand. 
B)  Negotiation tactics that pressure opponents to accept unfair or undesirable agreements or concessions. 
C)  Face-to-face communication that is not oral. 
D)  None of the above 
A)  The most common tactics in international negotiations that people use to gain an upper hand. 
B)  Negotiation tactics that pressure opponents to accept unfair or undesirable agreements or concessions. 
C)  Face-to-face communication that is not oral. 
D)  None of the above

Question 15

The sequential approach to concession-making

Accepted Answer

A)  Is very popular in Asian cultures. 
B)  Is similar to the holistic approach. 
C)  Implies that concession making begins only after all participants discuss all issues. 
D)  Implies that negotiators expect each side to give and take on individual issues in sequence. 
A)  Is very popular in Asian cultures. 
B)  Is similar to the holistic approach. 
C)  Implies that concession making begins only after all participants discuss all issues. 
D)  Implies that negotiators expect each side to give and take on individual issues in sequence.

Question 16

Identify and describe some common dirty tricks in international negotiation.What can be done to counteract these dirty tricks?

Accepted Answer

Answers will vary.Students' answers shou

Question 17

All of the following are true about the holistic concession-making approach EXCEPT

Accepted Answer

A)  Is very popular in Asian cultures. 
B)  Each side makes very few,if any,concession during discussions of each point in potential agreement. 
C)  Implies that concession making begins only after all participants discuss all issues. 
D)  Implies that negotiators expect each side to give and take on individual issues in sequence. 
A)  Is very popular in Asian cultures. 
B)  Each side makes very few,if any,concession during discussions of each point in potential agreement. 
C)  Implies that concession making begins only after all participants discuss all issues. 
D)  Implies that negotiators expect each side to give and take on individual issues in sequence.

Question 18

All of the following are true about the steps in the Negotiation Process EXCEPT

Accepted Answer

A)  Although each international negotiation is unique and may combine two or more steps or repeat some,the negotiation process involves five steps leading to the final step,an agreement. 
B)  The negotiation steps include preparation,building the relationship,exchanging information and the first offer,persuasion,and the agreement. 
C)  Most experts agree that the process of international negotiation includes several steps. 
D)  All of the above are true. 
A)  Although each international negotiation is unique and may combine two or more steps or repeat some,the negotiation process involves five steps leading to the final step,an agreement. 
B)  The negotiation steps include preparation,building the relationship,exchanging information and the first offer,persuasion,and the agreement. 
C)  Most experts agree that the process of international negotiation includes several steps. 
D)  All of the above are true.

Question 19

Languages in which people state things directly and explicitly where the words provide most of the meaning are

Accepted Answer

A)  Moral languages. 
B)  High context languages. 
C)  Low context languages. 
D)  None of the above 
A)  Moral languages. 
B)  High context languages. 
C)  Low context languages. 
D)  None of the above

Question 20

Provide an example of how nonverbal negotiation tactics may be interpreted differently by people of varying cultural backgrounds.

Accepted Answer

Answers will vary.Students will most lik

Which phase of the negotiation process consists of an evaluation of the success of the completed negotiation?

At the __________ stage in the negotiation,both parties exchange the specifics of their needs for the agreement.

Proxemics

All of the following are true about the final agreement EXCEPT

The Whorf hypothesis

In the _____ stage,each side in the negotiation attempts to get the other side to agree to its position.

Identify some cultural differences in body movements (kinesics).How might these influence a negotiation session?

What is the Whorf hypothesis? Explain.

Nonverbal communication

Discuss the steps in the negotiation process.Which step is at the heart of the process and why?

The degree of formal communication refers to

Kinesics is

What is the difference between a high- and a low-context language? Discuss some of the potential problems a person with a low-context language may face when negotiating with people from a high-context language.

Dirty Tricks in International Negotiations refer to

The sequential approach to concession-making

Identify and describe some common dirty tricks in international negotiation.What can be done to counteract these dirty tricks?

All of the following are true about the holistic concession-making approach EXCEPT

All of the following are true about the steps in the Negotiation Process EXCEPT

Languages in which people state things directly and explicitly where the words provide most of the meaning are

Provide an example of how nonverbal negotiation tactics may be interpreted differently by people of varying cultural backgrounds.

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

Which phase of the negotiation process consists of an evaluation of the success of the completed negotiation?

At the __________ stage in the negotiation,both parties exchange the specifics of their needs for the agreement.

Proxemics

All of the following are true about the final agreement EXCEPT

The Whorf hypothesis

In the _____ stage,each side in the negotiation attempts to get the other side to agree to its position.

Identify some cultural differences in body movements (kinesics).How might these influence a negotiation session?

What is the Whorf hypothesis? Explain.

Nonverbal communication

Discuss the steps in the negotiation process.Which step is at the heart of the process and why?

The degree of formal communication refers to

Kinesics is

What is the difference between a high- and a low-context language? Discuss some of the potential problems a person with a low-context language may face when negotiating with people from a high-context language.

Dirty Tricks in International Negotiations refer to

The sequential approach to concession-making

Identify and describe some common dirty tricks in international negotiation.What can be done to counteract these dirty tricks?

All of the following are true about the holistic concession-making approach EXCEPT

All of the following are true about the steps in the Negotiation Process EXCEPT

Languages in which people state things directly and explicitly where the words provide most of the meaning are

Provide an example of how nonverbal negotiation tactics may be interpreted differently by people of varying cultural backgrounds.

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