Question 1

It appears that members of cultures in which harmony has a high priority will negotiate with frequent reference to what has already been agreed.

Accepted Answer

A) True 
 B)False  True

Question 2

Negotiation boils down to mere differences in style;approaches to negotiating are value-free.

Accepted Answer

A) True 
 B)False  False

Question 3

The Chinese value relationships;the Canadians value results. The Chinese kept asking about representatives of Canwall whom they had met before and were unsure of their ground to meet the two unfamiliar negotiators.

Accepted Answer

The statement reflects cultural differences in business practices between Chinese and Canadian counterparts. In Chinese business culture, there is a strong emphasis on building and maintaining relationships (guanxi). The Chinese prioritize getting to know their business partners and often prefer to work with individuals they have met and trust. This is why the Chinese were inquiring about representatives of Canwall they had previously encountered; they were seeking to establish a connection based on past interactions.

On the other hand, Canadian business culture tends to be more results-oriented. Canadians may focus more on the objectives, outcomes, and efficiency of the business dealings rather than on the personal relationships with the individuals involved.

The discomfort expressed by the Chinese in meeting two unfamiliar negotiators from Canwall indicates their unease due to the lack of established relationships. For the negotiations to proceed smoothly, it would be beneficial for the Canadian negotiators to understand this cultural preference and take steps to build rapport and trust with their Chinese counterparts. This could involve sharing information about their professional backgrounds, finding common interests, and showing respect for Chinese business etiquette and customs. By doing so, they can lay the groundwork for a successful business relationship that satisfies both the Chinese preference for strong relationships and the Canadian emphasis on achieving results.

Question 4

The phases of negotiation,regardless of culture,include:

Accepted Answer

A)  quickly establishing a relationship with the other side so both sides can go on to the real substance of the negotiations 
B)  exchanging information about objectives so each side can go on to try to persuade the other 
C)  getting concessions so an airtight,detailed contract can be drawn up thus successfully concluding the negotiations 
D)  all of the above 
A)  quickly establishing a relationship with the other side so both sides can go on to the real substance of the negotiations 
B)  exchanging information about objectives so each side can go on to try to persuade the other 
C)  getting concessions so an airtight,detailed contract can be drawn up thus successfully concluding the negotiations 
D)  all of the above

Question 5

Describe how three nonverbal factors--site/space,agenda,and use of time--affect negotiation outcomes.

Accepted Answer

In all three factors,being the host is a

Question 6

Note-taking and keeping a record of all that has been said and decided is not as important in collectivist teams.

Accepted Answer

A) True 
 B)False

Question 7

In individualist cultures,team members can fill between 5 and 9 roles.

Accepted Answer

A) True 
 B)False

Question 8

In collectivist cultures,team members can fill between 10 and 15 roles.

Accepted Answer

A) True 
 B)False

Question 9

Translators do not need to know the terminology of an industry,as long as they have a general competence in the country's official language.

Accepted Answer

A) True 
 B)False

Question 10

Discuss how the team orientation-strategic or synergistic-and the criteria for selecting members (high status,special expertise,translator)reflect cultural values.

Accepted Answer

Strategic negotiators are focused on win

Question 11

Which of the following is NOT discussed in Chapter 9 as one of the three areas of team effectiveness,from a team member's view?

Accepted Answer

A)  personal effectiveness (sense of satisfaction) 
B)  task effectiveness (achieving a satisfactory outcome from the team's work) 
C)  relational effectiveness (achieving cooperation that enables members to work together 	in the future) 
D)  global effectiveness (achieving an organizational presence in international 	environments) 
A)  personal effectiveness (sense of satisfaction) 
B)  task effectiveness (achieving a satisfactory outcome from the team's work) 
C)  relational effectiveness (achieving cooperation that enables members to work together 	in the future) 
D)  global effectiveness (achieving an organizational presence in international 	environments)

Question 12

Own-goal concerns prevail in the communication of collectivist-culture teams.

Accepted Answer

A) True 
 B)False

Question 13

Members of negotiating teams are chosen for these reasons,EXCEPT:

Accepted Answer

A)  relationships to high-status people in the organization/country 
B)  technical expertise 
C)  friendly openness to a foreign culture 
D)  language proficiency 
A)  relationships to high-status people in the organization/country 
B)  technical expertise 
C)  friendly openness to a foreign culture 
D)  language proficiency

Question 14

A record of cooperative achievement shows relational effectiveness,according to some scholars.

Accepted Answer

A) True 
 B)False

Question 15

In considering task effectiveness,we can see that often communication among members of teams from collectivist cultures often leads to other-face concerns being considered in choice of topic for discussion.

Accepted Answer

A) True 
 B)False

Question 16

Organizations form teams in order to have better results for their strategies and goals than they would get from individuals.

Accepted Answer

A) True 
 B)False

Question 17

Individuals value being on teams because they want to develop a record of cooperative achievement.

Accepted Answer

A) True 
 B)False

Question 18

Negotiation is a special communication task that has specific characteristics and factors. Six factors include focus,honor,verbal style (direct or indirect),form,emotion,and silence.Discuss two with reference to two contrasted cultures.

Accepted Answer

Focus may be general (looking for the br

Question 19

Permanent group membership,including membership in a relationship with another organization,meant certain communication behavior to the Chinese.They value harmony,which means giving face,avoiding displaying emotions such as anger that can cause loss of face,and being acutely aware of what words and phrases/questions can cause shame.

Accepted Answer

Permanent group membership, including me

Question 20

Skilled Western negotiators use a technique called "enlarging the pie"-adding items to what is already on the table as a way of enabling the other side to win,too.

Accepted Answer

A) True 
 B)False

It appears that members of cultures in which harmony has a high priority will negotiate with frequent reference to what has already been agreed.

Negotiation boils down to mere differences in style;approaches to negotiating are value-free.

The Chinese value relationships;the Canadians value results. The Chinese kept asking about representatives of Canwall whom they had met before and were unsure of their ground to meet the two unfamiliar negotiators.

The phases of negotiation,regardless of culture,include:

Describe how three nonverbal factors--site/space,agenda,and use of time--affect negotiation outcomes.

Note-taking and keeping a record of all that has been said and decided is not as important in collectivist teams.

In individualist cultures,team members can fill between 5 and 9 roles.

In collectivist cultures,team members can fill between 10 and 15 roles.

Translators do not need to know the terminology of an industry,as long as they have a general competence in the country's official language.

Discuss how the team orientation-strategic or synergistic-and the criteria for selecting members (high status,special expertise,translator)reflect cultural values.

Which of the following is NOT discussed in Chapter 9 as one of the three areas of team effectiveness,from a team member's view?

Own-goal concerns prevail in the communication of collectivist-culture teams.

Members of negotiating teams are chosen for these reasons,EXCEPT:

A record of cooperative achievement shows relational effectiveness,according to some scholars.

In considering task effectiveness,we can see that often communication among members of teams from collectivist cultures often leads to other-face concerns being considered in choice of topic for discussion.

Organizations form teams in order to have better results for their strategies and goals than they would get from individuals.

Individuals value being on teams because they want to develop a record of cooperative achievement.

Negotiation is a special communication task that has specific characteristics and factors. Six factors include focus,honor,verbal style (direct or indirect),form,emotion,and silence.Discuss two with reference to two contrasted cultures.

Skilled Western negotiators use a technique called "enlarging the pie"-adding items to what is already on the table as a way of enabling the other side to win,too.

Culture and Communication

The Role of Language in Intercultural Business Communication

Getting to Know Another Culture

The Self and Croups

Organizing Messages to Other Cultures

Nonverbal Language in Intercultural Communication

Cultural Rules for Establishing Relationships

Information, Decisions, and Solutions

Legal and Governmental Considerations in Intercultural Business Communication

The Influence of Business Structures and Corporate Culture on Intercultural Business Communication

Intercultural Dynamics in the International Company

Filters

Exam 9: Intercultural Negotiation Teams

It appears that members of cultures in which harmony has a high priority will negotiate with frequent reference to what has already been agreed.

Negotiation boils down to mere differences in style;approaches to negotiating are value-free.

The Chinese value relationships;the Canadians value results. The Chinese kept asking about representatives of Canwall whom they had met before and were unsure of their ground to meet the two unfamiliar negotiators.

The phases of negotiation,regardless of culture,include:

Describe how three nonverbal factors--site/space,agenda,and use of time--affect negotiation outcomes.

Note-taking and keeping a record of all that has been said and decided is not as important in collectivist teams.

In individualist cultures,team members can fill between 5 and 9 roles.

In collectivist cultures,team members can fill between 10 and 15 roles.

Translators do not need to know the terminology of an industry,as long as they have a general competence in the country's official language.

Discuss how the team orientation-strategic or synergistic-and the criteria for selecting members (high status,special expertise,translator)reflect cultural values.

Which of the following is NOT discussed in Chapter 9 as one of the three areas of team effectiveness,from a team member's view?

Own-goal concerns prevail in the communication of collectivist-culture teams.

Members of negotiating teams are chosen for these reasons,EXCEPT:

A record of cooperative achievement shows relational effectiveness,according to some scholars.

In considering task effectiveness,we can see that often communication among members of teams from collectivist cultures often leads to other-face concerns being considered in choice of topic for discussion.

Organizations form teams in order to have better results for their strategies and goals than they would get from individuals.

Individuals value being on teams because they want to develop a record of cooperative achievement.

Negotiation is a special communication task that has specific characteristics and factors. Six factors include focus,honor,verbal style (direct or indirect),form,emotion,and silence.Discuss two with reference to two contrasted cultures.

Skilled Western negotiators use a technique called "enlarging the pie"-adding items to what is already on the table as a way of enabling the other side to win,too.

Culture and Communication

The Role of Language in Intercultural Business Communication

Getting to Know Another Culture

The Self and Croups

Organizing Messages to Other Cultures

Nonverbal Language in Intercultural Communication

Cultural Rules for Establishing Relationships

Information, Decisions, and Solutions

Legal and Governmental Considerations in Intercultural Business Communication

The Influence of Business Structures and Corporate Culture on Intercultural Business Communication

Intercultural Dynamics in the International Company

Filters