Exam 5: Cross-Cultural Negotiation and Decision Making

In the negotiation process, participation in social events, tours, ceremonies, and informal conversation is a characteristic of the ________ stage.

Russians employ axiomatic appeals-that is, their appeals are based on the ideals generally accepted in their society.

Negotiators in the Far East address issues one at a time, in a linear fashion.

According to the research conducted by Tung et al., which of the following cities in China has people who are business-savvy, confident, career-oriented, and materialistic?

Which of the following is most likely to be true about negotiators in the Far East?

Using a problem-solving approach during cross-cultural negotiations requires a negotiator to ________.

Linda, the operations executive for Tango, is asked to travel to China in order to set up a new operational facility.When negotiating with the Chinese investors, Linda should ________.

A French businessman has a meeting scheduled with a Brazilian 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?

From an American perspective, the ________ stage of negotiation is straightforward, objective, efficient, and direct.

According to the research conducted by Tung et al., people in ________ are bureaucratic, educated, diversified, highly relationship-oriented, and more direct.

Culturally based differences in verbal and nonverbal negotiation behavior influence the negotiation process at every stage.Such tactics and actions include promises, threats, initial concessions, silent periods, interruptions, facial gazing, and touching; some parties resort to various dirty tricks.

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 selected a large beverage manufacturer located in China.Kevin Burns 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 best supports Kevin's argument that he should be the primary negotiator?

What is the difference between an internal locus of control and an external locus of control? What cultures use each type?

During the exchange of task-related information, who among the following people would most likely ask many questions of their counterparts, delve specifically and repeatedly into the details at hand, and provide only vague and ambiguous material during a presentation?

The ringi process involves gaining approval on a proposal by circulating documents to those concerned throughout the company.

In Chinese culture, the term ________ refers to a person's moral character; it is the most important thing defining that person and without it, one cannot function in society.

In which of the following countries do people typically begin the concessions and agreement stage of negotiation with what they are prepared to accept rather than take extreme positions?

Which of the following serves as a bridge from relationship building to the more formal stages of negotiating?

A negotiation support system provides support to the negotiation process by ________.

In the Far East, details are likely to be worked out ahead of time through the "backdoor" approach.Which of the following terms refers to this approach?