Exam 5: Cross Cultural Negotiation and Decision Making

Which of the following best describes most Japanese negotiators?

Your co-worker is preparing to negotiate a business deal with a Chinese firm. How would you characterize the Chinese negotiation process? What tips would you give to your co-worker about negotiating with the Chinese?

What cultural differences make Chinese-American negotiations tense? As an American manager, what could you do to minimize difficulties during negotiations with a Chinese firm?

What are some of the practices used by successful negotiators in their planning and face-to-face behavior?

The ________ approach to conflict is being used when both parties negotiate on the basis of factual information and logical analysis.

Which of the following is considered a "dirty trick" of cross-cultural negotiations?

One of the most common negotiating tactics used by Russians is ________.

Which of the following factors was LEAST responsible for the strained relationship that developed between British and Russian partners in TNL-BP?

All of the following are typical characteristics of the Japanese work culture EXCEPT ________.

People from which city in China are viewed as business-savvy, confident, and obsessed with the progression of their careers?

One of the primary purposes of relationship building during the negotiation process is to ________.

Research in the United States indicates that during the final stage of negotiations, it is best to start with ________.

What characteristics are unique to Arab negotiators?

Most ________ negotiators view the "exchanging task-related information" stage of the negotiation process as straightforward, objective, efficient, and direct.

Which of the following is NOT considered an antecedent factor influences Western-Chinese business negotiations?

According to Casse, Arab negotiators are LEAST likely to ________.

How will negotiators most likely benefit from exhibiting an understanding of the opponents' viewpoint during presentations?

According to Casse, ________ negotiators are perceived as quiet, thoughtful, flexible, straightforward, conceited, and punctual.

Which of the following terms refers to conflict that is handled indirectly and implicitly without clear delineation of the situation from the person handling it?

A French businessman has a meeting scheduled with a Brazilian businessman to negotiate terms of a joint venture. The Frenchman prepares for the meeting in the way he always does when negotiating with French firms. The Frenchman assumes that the Brazilian will perceive and reason the way he does. Which of the following terms best describes the Frenchman's mistake?