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 C

Question 2

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 D

Question 3

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 B

Question 4

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 5

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 6

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 7

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

Accepted Answer

Answers will vary but should reflect stu

Question 8

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 9

__________ 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 10

What is the Whorf hypothesis? Explain.

Accepted Answer

Answers will vary.Students should mentio

Question 11

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 12

Which of the following represents one possible solution to the "Old Friends" dirty trick?

Accepted Answer

A) Ignore the ploy and focus on mutual benefits. 
B) Keep a psychological distance that reflects the true nature of the relationship. 
C) Walk out of negotiations. 
D) Reveal when you plan to leave negotiations. 
A) Ignore the ploy and focus on mutual benefits. 
B) Keep a psychological distance that reflects the true nature of the relationship. 
C) Walk out of negotiations. 
D) Reveal when you plan to leave negotiations.

Question 13

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 14

Compare and contrast the two basic negotiation strategies.Which would you prefer to use,and why?

Accepted Answer

Answers will vary but should reflect stu

Question 15

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 16

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 17

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 18

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 19

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.

Question 20

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.

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

Nonverbal communication

Dirty Tricks in International Negotiations refer to

Touch

The sequential approach to concession-making

Communication through eye contact or gaze is known as

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

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

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

What is the Whorf hypothesis? Explain.

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

Which of the following represents one possible solution to the "Old Friends" dirty trick?

All of the following are true about the final agreement EXCEPT

Compare and contrast the two basic negotiation strategies.Which would you prefer to use,and why?

The degree of formal communication refers to

In the relationship building stage of the International Negotiation Process

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

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

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

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

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

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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?

Nonverbal communication

Dirty Tricks in International Negotiations refer to

Touch

The sequential approach to concession-making

Communication through eye contact or gaze is known as

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

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

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

What is the Whorf hypothesis? Explain.

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

Which of the following represents one possible solution to the "Old Friends" dirty trick?

All of the following are true about the final agreement EXCEPT

Compare and contrast the two basic negotiation strategies.Which would you prefer to use,and why?

The degree of formal communication refers to

In the relationship building stage of the International Negotiation Process

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

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

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

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

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