Question 1

During exchange of task-related information, Mexicans tend to engage in lengthy, evasive conversation.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following is a typical characteristic of a Japanese work group?

Accepted Answer

A) open expression of conflicts 
B) decision making based on a patient, long-term perspective 
C) lack of cooperation 
D) lack of mutual confidence 
A) open expression of conflicts 
B) decision making based on a patient, long-term perspective 
C) lack of cooperation 
D) lack of mutual confidence

Question 3

Which of the following behaviors is NOT consistent with Casse's profile of successful American negotiators?

Accepted Answer

A) refuses to make concessions in advance 
B) exhibits a good sense of timing 
C) never compromises 
D) understands the issues 
A) refuses to make concessions in advance 
B) exhibits a good sense of timing 
C) never compromises 
D) understands the issues

Question 4

Business people report two major areas of conflict in negotiating with the Chinese-their apparent insincerity about reaching an agreement and ________.

Accepted Answer

A) their unwillingness to develop relationships beyond a superficial level 
B) their insistence on a compromise whenever progress becomes difficult 
C) the amount of details desired about product characteristics 
D) the use of bureaucratic mechanisms to stall negotiations 
A) their unwillingness to develop relationships beyond a superficial level 
B) their insistence on a compromise whenever progress becomes difficult 
C) the amount of details desired about product characteristics 
D) the use of bureaucratic mechanisms to stall negotiations

Question 5

Which aspect of the negotiation process will most likely occur on a continuous basis?

Accepted Answer

A) persuasion 
B) relationship building 
C) preparation 
D) concessions and agreement 
A) persuasion 
B) relationship building 
C) preparation 
D) concessions and agreement

Question 6

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

Accepted Answer

A) informational and agreement 
B) gift-exchange and socializing 
C) propositions and marketing 
D) technical and commercial 
A) informational and agreement 
B) gift-exchange and socializing 
C) propositions and marketing 
D) technical and commercial

Question 7

Since the Chinese have a preference for emotional restraint and saving face, aggressive or emotional attempts at persuasion in negotiation are likely to fail.

Accepted Answer

A) True 
 B)False

Question 8

Many Arab negotiators, following Islamic tradition, use mediators to settle disputes.

Accepted Answer

A) True 
 B)False

Question 9

Arab negotiators will most likely make concessions because of their interest in ________.

Accepted Answer

A) saving valuable time 
B) preventing embarrassment 
C) forming long-term relationships 
D) creating a good first impression 
A) saving valuable time 
B) preventing embarrassment 
C) forming long-term relationships 
D) creating a good first impression

Question 10

Which of the following is a common Chinese tactic used during negotiations with Americans?

Accepted Answer

A) refusing to answer the Americans' inquiries 
B) suggesting that the Americans are reneging on their friendship 
C) refusing to compromise until the last possible moment 
D) asking for concessions relating to product cost and delivery time 
A) refusing to answer the Americans' inquiries 
B) suggesting that the Americans are reneging on their friendship 
C) refusing to compromise until the last possible moment 
D) asking for concessions relating to product cost and delivery time

Question 11

Which of the following is one of the stages in the negotiation process?

Accepted Answer

A) preparation 
B) link building 
C) feedback 
D) orientation 
A) preparation 
B) link building 
C) feedback 
D) orientation

Question 12

How does nonverbal communication affect the negotiation process?

Accepted Answer

The most subtle behaviors in the negotia

Question 13

Which of the following terms refers to the nature and appearance of the relationship between the people pursuing common goals in a negotiation?

Accepted Answer

A) software of negotiation 
B) diplomacy of negotiation 
C) objectivity of negotiation 
D) transparency of negotiation 
A) software of negotiation 
B) diplomacy of negotiation 
C) objectivity of negotiation 
D) transparency of negotiation

Question 14

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

Accepted Answer

A) The negotiation process consists of six different stages. 
B) The stages of the negotiation process are distinctly separate. 
C) The concession and agreement stage typically occurs before the preparation stage. 
D) The cultural norms of the place determine the order of the negotiation process stages. 
A) The negotiation process consists of six different stages. 
B) The stages of the negotiation process are distinctly separate. 
C) The concession and agreement stage typically occurs before the preparation stage. 
D) The cultural norms of the place determine the order of the negotiation process stages.

Question 15

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

Accepted Answer

A) Swedes 
B) Japanese 
C) Russians 
D) Americans 
A) Swedes 
B) Japanese 
C) Russians 
D) Americans

Question 16

Which of the following types of appeals, typically used by Arabs, is based on emotions and subjective feelings?

Accepted Answer

A) factual appeals 
B) affective appeals 
C) axiomatic appeals 
D) virtual appeals 
A) factual appeals 
B) affective appeals 
C) axiomatic appeals 
D) virtual appeals

Question 17

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

Accepted Answer

A) nontask sounding 
B) cultural noise 
C) kinesics behavior 
D) nonverbal behavior 
A) nontask sounding 
B) cultural noise 
C) kinesics behavior 
D) nonverbal behavior

Question 18

According to Pierre Casse, which of the following is a typical characteristic of a successful Indian negotiator?

Accepted Answer

A) never changes his or her mind 
B) lacks patience 
C) uses trade secrets to strengthen his position 
D) stays humble and trusts the opponent 
A) never changes his or her mind 
B) lacks patience 
C) uses trade secrets to strengthen his position 
D) stays humble and trusts the opponent

Question 19

Yu Fei, a negotiator for Tama Inc., has a conference with an American competitor's officials.Her seniors advise her to completely understand the Americans' viewpoint during the conference.Which of the following benefits will be most likely achieved by Yu Fei if she listens to her seniors' advice?

Accepted Answer

A) It will help Yu Fei fine tune her listening skills and help point out loopholes. 
B) It will encourage Yu Fei to assess a wide range of alternatives for a resolution. 
C) It will motivate Yu Fei to adapt to the negotiation style of the Americans. 
D) It will help Yu Fei to delve specifically and repeatedly into the details at hand. 
A) It will help Yu Fei fine tune her listening skills and help point out loopholes. 
B) It will encourage Yu Fei to assess a wide range of alternatives for a resolution. 
C) It will motivate Yu Fei to adapt to the negotiation style of the Americans. 
D) It will help Yu Fei to delve specifically and repeatedly into the details at hand.

Question 20

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

Accepted Answer

Japanese decision making is a very parti

During exchange of task-related information, Mexicans tend to engage in lengthy, evasive conversation.

Which of the following is a typical characteristic of a Japanese work group?

Which of the following behaviors is NOT consistent with Casse's profile of successful American negotiators?

Business people report two major areas of conflict in negotiating with the Chinese-their apparent insincerity about reaching an agreement and ________.

Which aspect of the negotiation process will most likely occur on a continuous basis?

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

Since the Chinese have a preference for emotional restraint and saving face, aggressive or emotional attempts at persuasion in negotiation are likely to fail.

Many Arab negotiators, following Islamic tradition, use mediators to settle disputes.

Arab negotiators will most likely make concessions because of their interest in ________.

Which of the following is a common Chinese tactic used during negotiations with Americans?

Which of the following is one of the stages in the negotiation process?

How does nonverbal communication affect the negotiation process?

Which of the following terms refers to the nature and appearance of the relationship between the people pursuing common goals in a negotiation?

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

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

Which of the following types of appeals, typically used by Arabs, is based on emotions and subjective feelings?

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

According to Pierre Casse, which of the following is a typical characteristic of a successful Indian negotiator?

Yu Fei, a negotiator for Tama Inc., has a conference with an American competitor's officials.Her seniors advise her to completely understand the Americans' viewpoint during the conference.Which of the following benefits will be most likely achieved by Yu Fei if she listens to her seniors' advice?

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

Assessing the Environment: Political, Economic, Legal, Technological

Managing Interdependence, Social Responsibility, and Ethics

Understanding the Role of Culture

Communicating Across Cultures

Formulating Strategy

Global Alliances and Strategy Implementation

Developing a Global Management Cadre

Staffing, Training, and Compensation for Global Operations

Developing a Global Management Cadre

Motivating and Leading

Filters

Exam 5: Cross-Cultural Negotiation and Decision Making

During exchange of task-related information, Mexicans tend to engage in lengthy, evasive conversation.

Which of the following is a typical characteristic of a Japanese work group?

Which of the following behaviors is NOT consistent with Casse's profile of successful American negotiators?

Business people report two major areas of conflict in negotiating with the Chinese-their apparent insincerity about reaching an agreement and ________.

Which aspect of the negotiation process will most likely occur on a continuous basis?

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

Since the Chinese have a preference for emotional restraint and saving face, aggressive or emotional attempts at persuasion in negotiation are likely to fail.

Many Arab negotiators, following Islamic tradition, use mediators to settle disputes.

Arab negotiators will most likely make concessions because of their interest in ________.

Which of the following is a common Chinese tactic used during negotiations with Americans?

Which of the following is one of the stages in the negotiation process?

How does nonverbal communication affect the negotiation process?

Which of the following terms refers to the nature and appearance of the relationship between the people pursuing common goals in a negotiation?

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

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

Which of the following types of appeals, typically used by Arabs, is based on emotions and subjective feelings?

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

According to Pierre Casse, which of the following is a typical characteristic of a successful Indian negotiator?

Yu Fei, a negotiator for Tama Inc., has a conference with an American competitor's officials.Her seniors advise her to completely understand the Americans' viewpoint during the conference.Which of the following benefits will be most likely achieved by Yu Fei if she listens to her seniors' advice?

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

Assessing the Environment: Political, Economic, Legal, Technological

Managing Interdependence, Social Responsibility, and Ethics

Understanding the Role of Culture

Communicating Across Cultures

Formulating Strategy

Global Alliances and Strategy Implementation

Developing a Global Management Cadre

Staffing, Training, and Compensation for Global Operations

Developing a Global Management Cadre

Motivating and Leading

Filters