Exam 5: Cross Cultural Negotiation and Decision Making

Negotiators from which of the following countries have the highest tolerance for risk?

Which of the following is a true statement regarding the negotiation process?

What forms the basis for the enforcement of most business contracts in Mexico and China?

Which of the following behaviors is inconsistent with Casse's profile of successful American negotiators?

Which of the following is a common aspect of negotiations in the Far East?

Assume you are with a Japanese firm that has just acquired a U.S. company. You wish to institute a ringi decision process in your new subsidiary. What difficulties might you encounter?

Which of the following best defines guanxi?

Using a problem-solving approach during cross-cultural negotiations requires a negotiator to ________.

Which of the following terms refers to the process by which two or more parties meet to try to reach agreement regarding conflicting interests?

The "ringi-sho" is the ________.

Which cultural group is most likely to use an intermediary during the negotiating process?

The opposing negotiating team asks many questions and delves specifically and repeatedly into details of your presentation. In contrast, their presentation is vague and contains ambiguous information. Most likely you are negotiating with individuals from ________.

________ negotiators tend to use the word "no" repeatedly, and they are best described as spontaneous and talkative.

Experts suggest that negotiators practice ________ in order to understand the perspectives of both sides and to prepare effectively for meetings.

The ________ of negotiation is the nature and appearance of the relationship between the people pursuing common goals.

Which of the following serves as a bridge from relationship building to the more formal stages of negotiating?

Fizzy is an American firm that manufactures carbonated soft drinks. Fizzy executives want to enter the global market, and they are considering the idea of a joint venture with a beverage company located overseas. After conducting research on different beverage firms, Fizzy executives have narrowed the list of possibilities to a large beverage manufacturer located in China. Kevin Washburn and three other top-level executives at Fizzy have been assigned to the negotiating team. The team has flown to China to negotiate the details of the joint venture. Which of the following supports the argument that Kevin should be prepared with specific details about the product specifications and technology that will be used?

Fundamental to the Japanese culture is the ________.

What is nontask sounding? What is the purpose of nontask sounding in the negotiation process?

Which of the following views formal contracts as insulting and wasteful and prefers to make agreements based on mutual understanding and trust?