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

The most common complaint heard from American managers regards foreign clients and partners breaking into side conversations in their native languages.

According to the text, which of the following methods is the most efficient way to communicate with clients and partners in places like Mexico, Malaysia, and China?

What are the seven aspects of the negotiation setting that must be manipulated ahead of time if possible?

Which of the following factors is responsible for global business successes?

In international business, global marketing strategies are almost always implemented through _____ with business partners.

Speaking only English is more of a disadvantage in international business than it is an advantage to be bilingual.

On a tour to Australia in 1992, George Bush Sr. flashed the victory sign at the Australian public, with the palm facing inwards, which was considered a rude gesture. This is an example of cultural differences causing problems at the level of:

Using multiple communication channels during presentations-writing, exhibits, speaking, repetition-works to increase the errors and fosters miscommunication.

Which of the following can be considered as a signal of progress in a business negotiation with foreigners?

In most countries, other than the U.S. and particularly the relationship-oriented ones, legal systems are not depended upon to settle disputes.

Which of the following aspects is an important consideration in setting negotiations as it may eventually determine legal jurisdiction if disputes arise?

The concepts of objectivity and meritoriousness form the basis of commercial interactions in countries such as China, Mexico, Spain, and the Philippines.

Which of the following statements reflects the American decision-making style in business negotiations?

Which of the following is the first step towards initiating efficient and effective international business negotiations?

How do differences in perceptions of objectivity affect international negotiations? Provide an example to support your answer.

According to the text, even though American sellers make lower profits than the Japanese, many American managers apparently prefer lower profits if those profits are yielded from a more equal split of the joint profits. This demonstrates that Americans and Japanese have different views about ____.

Give a brief description of the inferences drawn from the data from Exhibits 19.1 and 19.2 with respect to Japan, Korea, and France.

Which of the following statements reflects the author's views on approaching negotiations?

According to the text, _____ should not be used as a selection criterion for international negotiation teams.

In most places in the world, particularly in collectivistic, high-context cultures, personalities and substance are not separate issues and cannot be made so.