Exam 19: Negotiating With International Customers, Partners, and Regulators

How are Americans advised to approach the decision-making processes in negotiations with Asian counterparts? What are the important signals of progress in a business negotiation?

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Question 1

Correct Answer:

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American bargainers should anticipate the holistic approach of their Asian counterparts to decision-making and be prepared to discuss all issues simultaneously and in an apparently haphazard order. Progress in the talks should not be measured by how many issues have been settled. Rather, Americans must try to gauge the quality of the business relationship.
Important signals of progress can be the following:
-Higher-level foreigners being included in the discussions.
- Questions beginning to focus on specific areas of the deal.
- A softening of attitudes and positions on some of the issues-"Let us take some time to study this issue."
- At the negotiation table, increased talk among themselves in their own language, which may often mean they're trying to decide something.
-Increased bargaining and use of the lower-level, informal, and other channels of communication.

Cultural differences in nonverbal behaviors are almost always hidden below our awareness.

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(True/False)

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Question 2

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True

The variation across cultures is greater when comparing linguistic aspects of language and nonverbal behaviors than when the verbal content of negotiations is considered.

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Question 3

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True

"Draining" information from one's negotiation counterparts is considered an excellent negotiation tactic. But the oft-reported behaviors of Chinese, Japanese, and Russians may not necessarily represent a sophisticated negotiation ploy. What nonverbal behavior specific to the negotiation styles of these cultures might explain the above statements?

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Question 4

Disagreements among foreign team members, in the form of side conversations, are often followed by concessions to the other negotiating party.

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Question 5

Explain the importance of follow-up communications and procedures in international business negotiations.

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Question 6

Which of the following media of persuasion are instrumental in delivering difficult messages and saving face?

(Multiple Choice)

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Question 7

Even small companies can possess great power in negotiations if they have:

(Multiple Choice)

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Question 8

Which of the following statements on roles of men and women in international business negotiations is true?

(Multiple Choice)

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Question 9

Which of the following is the most common complaint heard from American managers in terms of business negotiation behaviors?

(Multiple Choice)

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Question 10

What are the criteria for selecting international business negotiators?

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Question 11

Which of the following statements about buyer-seller relationships is true?

(Multiple Choice)

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Question 12

Which of the following methods can be used to minimize inevitable errors that crop up while exchanging information across language barriers?

(Multiple Choice)

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Question 13

Which of the following is an obstacle to creativity for the Japanese?

(Multiple Choice)

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Question 14

According to the text, which of the following areas is found to be lacking in the curriculum of most schools of diplomacy?

(Multiple Choice)

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Question 15

According to the text, the most powerful persuasive tactic is to:

(Multiple Choice)

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Question 16

The cultural differences in the perception of business roles of women imply that gender should be used as a selection criterion for international negotiation teams.

(True/False)

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Question 17

In relationship-oriented cultures, ____ speaks quite loudly in both persuasion and the demonstration of interest in the business relationship.

(Multiple Choice)

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Question 18

A thorough preliminary research eliminates the need for negotiators to make a list of key facts to reconfirm at the negotiation table.

(True/False)

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Question 19

Phil, a buyer for a chain of departmental stores in the U.S., and his team are engaged in negotiations with a Brazilian supplier. Which of the following signals would indicate that Phil's team has been making progress in the negotiations with the Brazilians?

(Multiple Choice)

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Question 20

Showing 1 - 20 of 100

How are Americans advised to approach the decision-making processes in negotiations with Asian counterparts? What are the important signals of progress in a business negotiation?

Cultural differences in nonverbal behaviors are almost always hidden below our awareness.

The variation across cultures is greater when comparing linguistic aspects of language and nonverbal behaviors than when the verbal content of negotiations is considered.

Disagreements among foreign team members, in the form of side conversations, are often followed by concessions to the other negotiating party.

Explain the importance of follow-up communications and procedures in international business negotiations.

Which of the following media of persuasion are instrumental in delivering difficult messages and saving face?

Even small companies can possess great power in negotiations if they have:

Which of the following statements on roles of men and women in international business negotiations is true?

Which of the following is the most common complaint heard from American managers in terms of business negotiation behaviors?

What are the criteria for selecting international business negotiators?

Which of the following statements about buyer-seller relationships is true?

Which of the following methods can be used to minimize inevitable errors that crop up while exchanging information across language barriers?

Which of the following is an obstacle to creativity for the Japanese?

According to the text, which of the following areas is found to be lacking in the curriculum of most schools of diplomacy?

According to the text, the most powerful persuasive tactic is to:

The cultural differences in the perception of business roles of women imply that gender should be used as a selection criterion for international negotiation teams.

In relationship-oriented cultures, ____ speaks quite loudly in both persuasion and the demonstration of interest in the business relationship.

A thorough preliminary research eliminates the need for negotiators to make a list of key facts to reconfirm at the negotiation table.

Phil, a buyer for a chain of departmental stores in the U.S., and his team are engaged in negotiations with a Brazilian supplier. Which of the following signals would indicate that Phil's team has been making progress in the negotiations with the Brazilians?

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