Question 1

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 2

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

Question 3

Attribution

Accepted Answer

A) Is the process by which we interpret the meaning and intent of spoken words or nonverbal exchanges. 
B) Is communication through body movements. 
C) Focuses on how people use space to communicate. 
D) A form of verbal communication. 
A) Is the process by which we interpret the meaning and intent of spoken words or nonverbal exchanges. 
B) Is communication through body movements. 
C) Focuses on how people use space to communicate. 
D) A form of verbal communication.

Question 4

Gathering of extensive information on the negotiation issues,on the setting in which the negotiation will take place,and on the firm and people involved occurs in which stage of the steps in international negotiation?

Accepted Answer

A) Preparation 
B) Building the relationship 
C) Persuasion 
D) Concession 
A) Preparation 
B) Building the relationship 
C) Persuasion 
D) Concession

Question 5

Olfactics

Accepted Answer

A) Is the use of smells as a means of nonverbal communication. 
B) Refers to communication through eye contact or gazing. 
C) Communication through the use of space. 
D) Communication through body contact. 
A) Is the use of smells as a means of nonverbal communication. 
B) Refers to communication through eye contact or gazing. 
C) Communication through the use of space. 
D) Communication through body contact.

Question 6

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 7

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 8

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 9

In competitive negotiation

Accepted Answer

A) Negotiators seek out mutually satisfactory ground that is beneficial that allows both companies to win. 
B) Competitive negotiators view the negotiation as a win-win game. 
C) Competitive negotiators use dirty tricks and any plot that leads to their advantage. 
D) Competitive negotiators search for possible win situations where the outcome of the negotiation is mutually satisfactory to both sides. 
A) Negotiators seek out mutually satisfactory ground that is beneficial that allows both companies to win. 
B) Competitive negotiators view the negotiation as a win-win game. 
C) Competitive negotiators use dirty tricks and any plot that leads to their advantage. 
D) Competitive negotiators search for possible win situations where the outcome of the negotiation is mutually satisfactory to both sides.

Question 10

Deliberate deception,one example among some common ploys in international negotiations,refers to

Accepted Answer

A) Negotiators presenting flagrant untruths either in the facts they present or in their intentions for the negotiation. 
B) Negotiators waiting to the last minute before the international negotiation team plans to go home. 
C) Negotiators making an agreement then reveal that it must be approved by senior managers or the government. 
D) One negotiator acting agreeable and friendly while his or her partner makes outrageous or unreasonable demands. 
A) Negotiators presenting flagrant untruths either in the facts they present or in their intentions for the negotiation. 
B) Negotiators waiting to the last minute before the international negotiation team plans to go home. 
C) Negotiators making an agreement then reveal that it must be approved by senior managers or the government. 
D) One negotiator acting agreeable and friendly while his or her partner makes outrageous or unreasonable demands.

Question 11

All of the following are true about international negotiation EXCEPT

Accepted Answer

A) International negotiations are more complex than domestic negotiations. 
B) Differences in national cultures and differences in political, legal, and economic systems often separate potential business partners. 
C) Most successful international negotiators use their home country negotiation styles. 
D) All of the above are true. 
A) International negotiations are more complex than domestic negotiations. 
B) Differences in national cultures and differences in political, legal, and economic systems often separate potential business partners. 
C) Most successful international negotiators use their home country negotiation styles. 
D) All of the above are true.

Question 12

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 13

Which of the following statements regarding interpreters is FALSE?

Accepted Answer

A) The interpreter's role is to provide a simultaneous translation of a foreign language while a person is speaking. 
B) Good interpreters have the technical knowledge and vocabulary to deal with such details common in business transactions. 
C) Interpreters are not needed if some of the negotiators can understand both languages. 
D) All of the above are true. 
A) The interpreter's role is to provide a simultaneous translation of a foreign language while a person is speaking. 
B) Good interpreters have the technical knowledge and vocabulary to deal with such details common in business transactions. 
C) Interpreters are not needed if some of the negotiators can understand both languages. 
D) All of the above are true.

Question 14

All of the following are personal characteristics of the successful international negotiator EXCEPT

Accepted Answer

A) Be a competitive negotiator. 
B) Can tolerate ambiguous situations. 
C) Has stamina, good sense of humor. 
D) Is flexible, creative, curious, and can empathize. 
A) Be a competitive negotiator. 
B) Can tolerate ambiguous situations. 
C) Has stamina, good sense of humor. 
D) Is flexible, creative, curious, and can empathize.

Question 15

Which of the following regarding proxemics is FALSE?

Accepted Answer

A) Proxemics focuses on how people use space to communicate. 
B) North Americans are more comfortable with a personal bubble of space of 20 inches. 
C) Latin and Arab cultures prefer closer spacing than North Americans. 
D) North Americans prefer closer spacing than the Latin and Arab cultures. 
A) Proxemics focuses on how people use space to communicate. 
B) North Americans are more comfortable with a personal bubble of space of 20 inches. 
C) Latin and Arab cultures prefer closer spacing than North Americans. 
D) North Americans prefer closer spacing than the Latin and Arab cultures.

Question 16

Which of the following statements regarding formal communication is FALSE?

Accepted Answer

A) U.S.Americans have the highest degree of formal communication. 
B) Compared to the U.S., most other business cultures acknowledge rank and titles when addressing each other. 
C) There is more formality of dress for both genders for most other cultures compared to the U.S. 
D) All of the above are true. 
A) U.S.Americans have the highest degree of formal communication. 
B) Compared to the U.S., most other business cultures acknowledge rank and titles when addressing each other. 
C) There is more formality of dress for both genders for most other cultures compared to the U.S. 
D) All of the above are true.

Question 17

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 18

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 19

High context languages

Accepted Answer

A) Are languages in which people state things directly and explicitly. 
B) Include most northern European languages including German, English, and the Scandinavian languages. 
C) Are languages in which people state things indirectly and implicitly. 
D) Are languages where the words provide most of the meaning. 
A) Are languages in which people state things directly and explicitly. 
B) Include most northern European languages including German, English, and the Scandinavian languages. 
C) Are languages in which people state things indirectly and implicitly. 
D) Are languages where the words provide most of the meaning.

Question 20

Negotiators who make an agreement and then reveal that it must be approved by senior managers or the government is an example of which type of dirty trick?

Accepted Answer

A) Escalating authority 
B) Good guy, bad guy routine 
C) You are wealthy and we are poor 
D) Old friends 
A) Escalating authority 
B) Good guy, bad guy routine 
C) You are wealthy and we are poor 
D) Old friends

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

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

Attribution

Gathering of extensive information on the negotiation issues,on the setting in which the negotiation will take place,and on the firm and people involved occurs in which stage of the steps in international negotiation?

Olfactics

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

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

The Whorf hypothesis

In competitive negotiation

Deliberate deception,one example among some common ploys in international negotiations,refers to

All of the following are true about international negotiation EXCEPT

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.

Which of the following statements regarding interpreters is FALSE?

All of the following are personal characteristics of the successful international negotiator EXCEPT

Which of the following regarding proxemics is FALSE?

Which of the following statements regarding formal communication is FALSE?

Proxemics

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

High context languages

Negotiators who make an agreement and then reveal that it must be approved by senior managers or the government is an example of which type of dirty trick?

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

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

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

Attribution

Gathering of extensive information on the negotiation issues,on the setting in which the negotiation will take place,and on the firm and people involved occurs in which stage of the steps in international negotiation?

Olfactics

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

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

The Whorf hypothesis

In competitive negotiation

Deliberate deception,one example among some common ploys in international negotiations,refers to

All of the following are true about international negotiation EXCEPT

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.

Which of the following statements regarding interpreters is FALSE?

All of the following are personal characteristics of the successful international negotiator EXCEPT

Which of the following regarding proxemics is FALSE?

Which of the following statements regarding formal communication is FALSE?

Proxemics

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

High context languages

Negotiators who make an agreement and then reveal that it must be approved by senior managers or the government is an example of which type of dirty trick?

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