Question 1

In which of the following aspects do the approaches of Americans and Japanese differ in terms of nontask sounding?

Accepted Answer

A)  Topic of discussion 
B)  Determining the trustworthiness of the client 
C)  Learning about the culture of the client 
D)  Duration of the process 
E)  Goals and objectives 
A)  Topic of discussion 
B)  Determining the trustworthiness of the client 
C)  Learning about the culture of the client 
D)  Duration of the process 
E)  Goals and objectives

Question 2

What are problems caused by cultural differences in international business negotiations?

Accepted Answer

Cultural differences cause four kinds of

Question 3

The negotiation style of the Russians is found to be the most similar to that of:

Accepted Answer

A)  the Germans. 
B)  the Japanese. 
C)  the British. 
D)  the Koreans. 
E)  the Israelis. 
A)  the Germans. 
B)  the Japanese. 
C)  the British. 
D)  the Koreans. 
E)  the Israelis.

Question 4

What is the significance of team-work in international business negotiations in the American context?

Accepted Answer

Willingness to use team assistance is pa

Question 5

Looking broadly across several cultures, two important lessons with respect to negotiation standout. One of those lessons is that:

Accepted Answer

A)  regional generalizations very often are not correct. 
B)  the Japanese tend to be on the middle of the scale on almost every dimension of negotiation style. 
C)  national stereotypes tend to closely reflect the reality, more often than not. 
D)  On almost every dimension of negotiation style considered, the Japanese are on or near the end of the scale. 
E)  Asian negotiation styles tend to be collectively similar across all dimensions. 
A)  regional generalizations very often are not correct. 
B)  the Japanese tend to be on the middle of the scale on almost every dimension of negotiation style. 
C)  national stereotypes tend to closely reflect the reality, more often than not. 
D)  On almost every dimension of negotiation style considered, the Japanese are on or near the end of the scale. 
E)  Asian negotiation styles tend to be collectively similar across all dimensions.

Question 6

Americans often make the mistake of going it alone against a greater number of foreigners in business negotiations. What cultural heritage of Americans can this behavior be attributed to?

Accepted Answer

A)  Collectivism 
B)  Chivalry 
C)  Information-orientation 
D)  Pragmatism 
E)  Independence 
A)  Collectivism 
B)  Chivalry 
C)  Information-orientation 
D)  Pragmatism 
E)  Independence

Question 7

Increased talk among foreign negotiators in their own language can be a signal of progress in a negotiation.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is one of the items on the checklist recommended by the text to ensure proper preparation and planning for international negotiations?

Accepted Answer

A)  Facts to confirm prior to the negotiation 
B)  Concession strategies 
C)  Nontask sounding 
D)  Facts to confirm after the negotiation 
E)  Task-related exchange of information 
A)  Facts to confirm prior to the negotiation 
B)  Concession strategies 
C)  Nontask sounding 
D)  Facts to confirm after the negotiation 
E)  Task-related exchange of information

Question 9

Compare the approaches of the Japanese and the Americans to the four stages of business negotiations.

Accepted Answer

The answer of Compare the approaches of the Japanese and...

Question 10

Which of the following statements reflect American notions of the importance of objectivity?

Accepted Answer

A)  American business is the hotbed of nepotism. 
B)  Americans do not play favorites. 
C)  People count for more than economics and performance in business. 
D)  Americans have little regard for decisions based upon the bottom line. 
E)  American business is heavily skewed against meritocracy. 
A)  American business is the hotbed of nepotism. 
B)  Americans do not play favorites. 
C)  People count for more than economics and performance in business. 
D)  Americans have little regard for decisions based upon the bottom line. 
E)  American business is heavily skewed against meritocracy.

Question 11

The negotiator's primary job is collecting information with the goal of enhancing creativity. In a business negotiation, this may mean:

Accepted Answer

A)  appointing different members of the team to provide self-disclosures and appropriate replies to queries. 
B)  bringing along junior executives for the purpose of training through observation and participation. 
C)  providing additional information to the other party when a silent period occurs. 
D)  delegating the responsibility of taking notes to a team member. 
E)  including higher-rank executives and using informal channels of communication. 
A)  appointing different members of the team to provide self-disclosures and appropriate replies to queries. 
B)  bringing along junior executives for the purpose of training through observation and participation. 
C)  providing additional information to the other party when a silent period occurs. 
D)  delegating the responsibility of taking notes to a team member. 
E)  including higher-rank executives and using informal channels of communication.

Question 12

The Western holistic approach and the Eastern sequential approach to problem-solving and decision-making do not mix well.

Accepted Answer

A) True 
 B)False

Question 13

An American buyer is negotiating with a British supplier for the purchase of raw materials for production of heavy machinery in the U.S. Before exchanging any information pertaining to the business of the meeting, he spends a few minutes talking to the British negotiator on topics such as World Cup soccer, the recently concluded general elections, and the fickle English weather. The American buyer is engaging in:

Accepted Answer

A)  persuasion. 
B)  nontask sounding. 
C)  setting an agenda. 
D)  assessment of business terms. 
E)  appraisal of current affairs. 
A)  persuasion. 
B)  nontask sounding. 
C)  setting an agenda. 
D)  assessment of business terms. 
E)  appraisal of current affairs.

Question 14

Which of the following forms the basis of commercial interactions in countries such as China, Spain, Mexico, and the Philippines?

Accepted Answer

A)  Objectivity 
B)  Focus on bottom line 
C)  International cooperation 
D)  Corporate social responsibility 
E)  Long-term reciprocity 
A)  Objectivity 
B)  Focus on bottom line 
C)  International cooperation 
D)  Corporate social responsibility 
E)  Long-term reciprocity

Question 15

The _____ notion relates to how power in negotiations is best measured.

Accepted Answer

A)  what you see is what you get 
B)  ombudsman for international business negotiation 
C)  best alternative to a negotiated agreement 
D)  failure to build from source 
E)  general purpose standard for business hierarchy 
A)  what you see is what you get 
B)  ombudsman for international business negotiation 
C)  best alternative to a negotiated agreement 
D)  failure to build from source 
E)  general purpose standard for business hierarchy

Question 16

Which of the following is one of the possible objectives of engaging in nontask sounding?

Accepted Answer

A)  Determining if a client's attention is focused on business 
B)  Obtaining negative feedback on information supplied 
C)  "Draining" information from one's negotiation counterparts 
D)  Gathering personal data about the other side to leverage in discussions 
E)  Providing clients with more information 
A)  Determining if a client's attention is focused on business 
B)  Obtaining negative feedback on information supplied 
C)  "Draining" information from one's negotiation counterparts 
D)  Gathering personal data about the other side to leverage in discussions 
E)  Providing clients with more information

Question 17

Negotiating from which of the following countries would be reluctant to voice objections lest they damage the all-important personal relationships?

Accepted Answer

A)  Mexico 
B)  U.S.A 
C)  Germany 
D)  England 
E)  Israel 
A)  Mexico 
B)  U.S.A 
C)  Germany 
D)  England 
E)  Israel

Question 18

Negotiators from which of the following countries is more likely to provide brutally frank negative feedback to foreign presenters?

Accepted Answer

A)  U.S.A 
B)  Japan 
C)  China 
D)  Germany 
E)  Mexico 
A)  U.S.A 
B)  Japan 
C)  China 
D)  Germany 
E)  Mexico

Question 19

Businesspeople in Hong Kong tend to negotiate more competitively when using e-mail than in face-to-face settings.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following statements regarding the persuasion tactics used by various groups of negotiators is true?

Accepted Answer

A)  In Japan, a clear separation exists between task-related information exchange and persuasion. 
B)  Americans tend to hold their cards close to their chests and delay the information exchange. 
C)  Only Japanese buyers use threats and warnings and usually only in informal circumstances. 
D)  Americans use the least aggressive persuasive approach as compared to any other group. 
E)  Americans rarely ever get angry during negotiations and do not express emotions that may be completely inappropriate in foreign countries. 
A)  In Japan, a clear separation exists between task-related information exchange and persuasion. 
B)  Americans tend to hold their cards close to their chests and delay the information exchange. 
C)  Only Japanese buyers use threats and warnings and usually only in informal circumstances. 
D)  Americans use the least aggressive persuasive approach as compared to any other group. 
E)  Americans rarely ever get angry during negotiations and do not express emotions that may be completely inappropriate in foreign countries.

In which of the following aspects do the approaches of Americans and Japanese differ in terms of nontask sounding?

What are problems caused by cultural differences in international business negotiations?

The negotiation style of the Russians is found to be the most similar to that of:

What is the significance of team-work in international business negotiations in the American context?

Looking broadly across several cultures, two important lessons with respect to negotiation standout. One of those lessons is that:

Americans often make the mistake of going it alone against a greater number of foreigners in business negotiations. What cultural heritage of Americans can this behavior be attributed to?

Increased talk among foreign negotiators in their own language can be a signal of progress in a negotiation.

Which of the following is one of the items on the checklist recommended by the text to ensure proper preparation and planning for international negotiations?

Compare the approaches of the Japanese and the Americans to the four stages of business negotiations.

Which of the following statements reflect American notions of the importance of objectivity?

The negotiator's primary job is collecting information with the goal of enhancing creativity. In a business negotiation, this may mean:

The Western holistic approach and the Eastern sequential approach to problem-solving and decision-making do not mix well.

Which of the following forms the basis of commercial interactions in countries such as China, Spain, Mexico, and the Philippines?

The _____ notion relates to how power in negotiations is best measured.

Which of the following is one of the possible objectives of engaging in nontask sounding?

Negotiating from which of the following countries would be reluctant to voice objections lest they damage the all-important personal relationships?

Negotiators from which of the following countries is more likely to provide brutally frank negative feedback to foreign presenters?

Businesspeople in Hong Kong tend to negotiate more competitively when using e-mail than in face-to-face settings.

Which of the following statements regarding the persuasion tactics used by various groups of negotiators is true?

The Scope and Challenge of International Marketing

The Dynamic Environment of International Trade

History and Geography: The Foundations of Culture

Cultural Dynamics in Assessing Global Markets

Culture, Management Style, and Business Systems

The Political Environment: A Critical Concern

The International Legal Environment: Playing by the Rules

Developing a Global Vision Through Marketing Research

Economic Development and the Americas

Europe, Africa, and the Middle East

The Asia Pacific Region

Global Marketing Management: Planning and Organization

Products and Services for Consumers

Products and Services for Businesses

International Marketing Channels

Integrated Marketing Communications and International Advertising

Personal Selling and Sales Management

Pricing for International Markets

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

In which of the following aspects do the approaches of Americans and Japanese differ in terms of nontask sounding?

What are problems caused by cultural differences in international business negotiations?

The negotiation style of the Russians is found to be the most similar to that of:

What is the significance of team-work in international business negotiations in the American context?

Looking broadly across several cultures, two important lessons with respect to negotiation standout. One of those lessons is that:

Americans often make the mistake of going it alone against a greater number of foreigners in business negotiations. What cultural heritage of Americans can this behavior be attributed to?

Increased talk among foreign negotiators in their own language can be a signal of progress in a negotiation.

Which of the following is one of the items on the checklist recommended by the text to ensure proper preparation and planning for international negotiations?

Compare the approaches of the Japanese and the Americans to the four stages of business negotiations.

Which of the following statements reflect American notions of the importance of objectivity?

The negotiator's primary job is collecting information with the goal of enhancing creativity. In a business negotiation, this may mean:

The Western holistic approach and the Eastern sequential approach to problem-solving and decision-making do not mix well.

Which of the following forms the basis of commercial interactions in countries such as China, Spain, Mexico, and the Philippines?

The _____ notion relates to how power in negotiations is best measured.

Which of the following is one of the possible objectives of engaging in nontask sounding?

Negotiating from which of the following countries would be reluctant to voice objections lest they damage the all-important personal relationships?

Negotiators from which of the following countries is more likely to provide brutally frank negative feedback to foreign presenters?

Businesspeople in Hong Kong tend to negotiate more competitively when using e-mail than in face-to-face settings.

Which of the following statements regarding the persuasion tactics used by various groups of negotiators is true?

The Scope and Challenge of International Marketing

The Dynamic Environment of International Trade

History and Geography: The Foundations of Culture

Cultural Dynamics in Assessing Global Markets

Culture, Management Style, and Business Systems

The Political Environment: A Critical Concern

The International Legal Environment: Playing by the Rules

Developing a Global Vision Through Marketing Research

Economic Development and the Americas

Europe, Africa, and the Middle East

The Asia Pacific Region

Global Marketing Management: Planning and Organization

Products and Services for Consumers

Products and Services for Businesses

International Marketing Channels

Integrated Marketing Communications and International Advertising

Personal Selling and Sales Management

Pricing for International Markets

Filters