Exam 5: Cross Cultural Negotiation and Decision Making

Which of the following is a true statement about the Japanese ringi system?

Which of the following is a similarity between the negotiation styles of both North Americans and Latin Americans?

What are the two negotiation stages with the Chinese? What occurs during each stage?

Which of the following variables is LEAST relevant to a profile of the opposing party in a cross-cultural negotiation?

Which of the following terms refers to general, polite conversation and informal communication before meetings?

Which of the following is characteristic of the decision-making process in China, Germany, Turkey, and India?

American negotiators perceived as successful by fellow Americans do all of the following EXCEPT ________.

Many Asian cultures have a more holistic approach than their Western counterparts. How might this holistic approach affect the negotiation process?

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 make token concessions to the Chinese throughout the negotiations process?

Which stage of the negotiation process is most likely to be overlooked by managers from the U.S.?

As illustrated by TNK-BP, problems associated with cross-cultural negotiations and decision making styles are the primary reasons for ________.

Negotiators from ________ typically begin the concessions and agreement stage with what they are prepared to accept rather than an extreme position.

What are the two negotiation stages that Americans should expect when negotiating with the Chinese?

What are the main differences between Japanese and American negotiators?

How can modern technology, such as negotiation support systems, be used to improve the negotiating process?

All of the following are examples of rough tactics used in negotiations EXCEPT ________.

Which of the following is NOT good advice to give to a foreign manager conducting business with the Chinese?

How does nonverbal communication affect the negotiation process?

A negotiation support system provides support to the negotiation process in all of the following ways EXCEPT by ________.

Describe the process of decision making that is common in Japanese companies.