Question 1

The Japanese tend to emphasize on hierarchical relationships which results in hampered internal communications.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following factors often gets in the way of American team negotiations?

Accepted Answer

A)  A cultural heritage of interdependence and collectivism 
B)  Emphasis on careful note taking and training via observation 
C)  Compensation schemes overly emphasizing individual performance 
D)  Preference for split commissions for negotiation teams 
E)  Strictly hierarchical structure of American organizations 
A)  A cultural heritage of interdependence and collectivism 
B)  Emphasis on careful note taking and training via observation 
C)  Compensation schemes overly emphasizing individual performance 
D)  Preference for split commissions for negotiation teams 
E)  Strictly hierarchical structure of American organizations

Question 3

Which of the following traits is important for marketing executives involved in international negotiations?

Accepted Answer

A)  Optimism 
B)  Altruism 
C)  Nihilism 
D)  Dogmatism 
E)  Nepotism 
A)  Optimism 
B)  Altruism 
C)  Nihilism 
D)  Dogmatism 
E)  Nepotism

Question 4

Which of the following aspects of international business negotiations is considered to be the most difficult, according to the text?

Accepted Answer

A)  Agreeing on the number of participants in the negotiation 
B)  Finding the best alternative to a negotiated agreement 
C)  Conduct of the face-to-face meeting 
D)  Deciding on the location and physical arrangements 
E)  Selection of the appropriate negotiation team 
A)  Agreeing on the number of participants in the negotiation 
B)  Finding the best alternative to a negotiated agreement 
C)  Conduct of the face-to-face meeting 
D)  Deciding on the location and physical arrangements 
E)  Selection of the appropriate negotiation team

Question 5

Which of the following statements regarding national stereotypes is true?

Accepted Answer

A)  The best negotiators are the Japanese because they will spend days trying to get to know their opponents. 
B)  The John Wayne, the cowboy-stereotype reflects the organizational loyalty of the Americans. 
C)  Negotiations are conducted between people, rather than stereotypes. 
D)  The worst negotiators are Americans because they think everything works in foreign countries as it does in the USA. 
E)  The fierce, samurai-warrior image of the Japanese embodies their brand of competitiveness. 
A)  The best negotiators are the Japanese because they will spend days trying to get to know their opponents. 
B)  The John Wayne, the cowboy-stereotype reflects the organizational loyalty of the Americans. 
C)  Negotiations are conducted between people, rather than stereotypes. 
D)  The worst negotiators are Americans because they think everything works in foreign countries as it does in the USA. 
E)  The fierce, samurai-warrior image of the Japanese embodies their brand of competitiveness.

Question 6

On almost every dimension of negotiation style considered, Americans tend to be on or near the end of the scale.

Accepted Answer

A) True 
 B)False

Question 7

At which of the following levels do cultural differences cause problems in international business negotiations?

Accepted Answer

A)  Economy 
B)  Values 
C)  Leadership 
D)  Motivation 
E)  Resources 
A)  Economy 
B)  Values 
C)  Leadership 
D)  Motivation 
E)  Resources

Question 8

In which of the following countries would legal systems NOT be depended upon to settle disputes?

Accepted Answer

A)  U.S.A 
B)  China 
C)  Britain 
D)  Germany 
E)  Canada 
A)  U.S.A 
B)  China 
C)  Britain 
D)  Germany 
E)  Canada

Question 9

The first stage of the business negotiation process involves the parties' attempts to modify one another's needs and preferences through the use of various persuasive tactics.

Accepted Answer

A) True 
 B)False

Question 10

Consistent with most descriptions of Japanese negotiation behavior, studies have found that their style of interaction is among the most aggressive.

Accepted Answer

A) True 
 B)False

Question 11

Age and experience are known to affect the negotiation behaviors of individuals.

Accepted Answer

A) True 
 B)False

Question 12

Looking broadly across the several cultures, it can be observed that regional observations are very often not correct.

Accepted Answer

A) True 
 B)False

Question 13

In studies conducted at Ford Motor Company and AT&T, three additional traits were found to be important predictors of negotiator success with international clients and partners. One of these was:

Accepted Answer

A)  ability to function without team assistance. 
B)  influence at headquarters. 
C)  appreciation of external factors in negotiations. 
D)  ability to command attention from an audience. 
E)  willingness to take copious and meticulous notes on the process. 
A)  ability to function without team assistance. 
B)  influence at headquarters. 
C)  appreciation of external factors in negotiations. 
D)  ability to command attention from an audience. 
E)  willingness to take copious and meticulous notes on the process.

Question 14

The data from Exhibit 19.1 shows that Spaniards used the highest percentage of commands of any of the groups. Which of the following behaviors of the Spaniards reinforces the view of the Spanish approach to negotiations?

Accepted Answer

A)  Extensive use of silent periods 
B)  Highest incidence of touching another negotiator 
C)  Greeting callers with "diga" (speak) 
D)  Shunning eye contact with others 
E)  Wishing others with a "hola" or "bueno" 
A)  Extensive use of silent periods 
B)  Highest incidence of touching another negotiator 
C)  Greeting callers with "diga" (speak) 
D)  Shunning eye contact with others 
E)  Wishing others with a "hola" or "bueno"

Question 15

Which of the following groups of negotiators was found to have the most aggressive style of all groups, according to Exhibits 19.1 and 19.2?

Accepted Answer

A)  The Spaniards 
B)  The Israelis 
C)  The Americans 
D)  The Koreans 
E)  The French 
A)  The Spaniards 
B)  The Israelis 
C)  The Americans 
D)  The Koreans 
E)  The French

Question 16

The negotiator's primary job is orating effectively to convince opposing negotiators of the benefits of doing business with his/her organization.

Accepted Answer

A) True 
 B)False

Question 17

The single most important activity of negotiations is ____.

Accepted Answer

A)  oration 
B)  listening 
C)  presentation 
D)  etiquette 
E)  self-disclosure 
A)  oration 
B)  listening 
C)  presentation 
D)  etiquette 
E)  self-disclosure

Question 18

The egalitarian values of American society dictate that American sellers give complete deference to the needs and wishes of the buyers.

Accepted Answer

A) True 
 B)False

Question 19

What nonverbal behavior of the Israeli negotiators is most likely to be blamed for American negotiators using the "pushy" stereotype to describe their Israeli counterparts?

Accepted Answer

A)  They interrupt one another more frequently than any other group 
B)  They used the lowest percentage of self-disclosures 
C)  They used the highest percentages of promises and recommendations 
D)  They used the second-highest percentages of threats and warnings 
E)  They used a higher percentage of commands than any other group 
A)  They interrupt one another more frequently than any other group 
B)  They used the lowest percentage of self-disclosures 
C)  They used the highest percentages of promises and recommendations 
D)  They used the second-highest percentages of threats and warnings 
E)  They used a higher percentage of commands than any other group

Question 20

Labeling Americans "cowboys" and associating the Japanese with the image of a samurai warrior are examples of:

Accepted Answer

A)  national symbols. 
B)  linguistic identifiers. 
C)  social hierarchy. 
D)  racial discrimination. 
E)  cultural stereotypes. 
A)  national symbols. 
B)  linguistic identifiers. 
C)  social hierarchy. 
D)  racial discrimination. 
E)  cultural stereotypes.

The Japanese tend to emphasize on hierarchical relationships which results in hampered internal communications.

Which of the following factors often gets in the way of American team negotiations?

Which of the following traits is important for marketing executives involved in international negotiations?

Which of the following aspects of international business negotiations is considered to be the most difficult, according to the text?

Which of the following statements regarding national stereotypes is true?

On almost every dimension of negotiation style considered, Americans tend to be on or near the end of the scale.

At which of the following levels do cultural differences cause problems in international business negotiations?

In which of the following countries would legal systems NOT be depended upon to settle disputes?

The first stage of the business negotiation process involves the parties' attempts to modify one another's needs and preferences through the use of various persuasive tactics.

Consistent with most descriptions of Japanese negotiation behavior, studies have found that their style of interaction is among the most aggressive.

Age and experience are known to affect the negotiation behaviors of individuals.

Looking broadly across the several cultures, it can be observed that regional observations are very often not correct.

In studies conducted at Ford Motor Company and AT&T, three additional traits were found to be important predictors of negotiator success with international clients and partners. One of these was:

The data from Exhibit 19.1 shows that Spaniards used the highest percentage of commands of any of the groups. Which of the following behaviors of the Spaniards reinforces the view of the Spanish approach to negotiations?

Which of the following groups of negotiators was found to have the most aggressive style of all groups, according to Exhibits 19.1 and 19.2?

The negotiator's primary job is orating effectively to convince opposing negotiators of the benefits of doing business with his/her organization.

The single most important activity of negotiations is ____.

The egalitarian values of American society dictate that American sellers give complete deference to the needs and wishes of the buyers.

What nonverbal behavior of the Israeli negotiators is most likely to be blamed for American negotiators using the "pushy" stereotype to describe their Israeli counterparts?

Labeling Americans "cowboys" and associating the Japanese with the image of a samurai warrior are examples of:

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

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

The Japanese tend to emphasize on hierarchical relationships which results in hampered internal communications.

Which of the following factors often gets in the way of American team negotiations?

Which of the following traits is important for marketing executives involved in international negotiations?

Which of the following aspects of international business negotiations is considered to be the most difficult, according to the text?

Which of the following statements regarding national stereotypes is true?

On almost every dimension of negotiation style considered, Americans tend to be on or near the end of the scale.

At which of the following levels do cultural differences cause problems in international business negotiations?

In which of the following countries would legal systems NOT be depended upon to settle disputes?

The first stage of the business negotiation process involves the parties' attempts to modify one another's needs and preferences through the use of various persuasive tactics.

Consistent with most descriptions of Japanese negotiation behavior, studies have found that their style of interaction is among the most aggressive.

Age and experience are known to affect the negotiation behaviors of individuals.

Looking broadly across the several cultures, it can be observed that regional observations are very often not correct.

In studies conducted at Ford Motor Company and AT&T, three additional traits were found to be important predictors of negotiator success with international clients and partners. One of these was:

The data from Exhibit 19.1 shows that Spaniards used the highest percentage of commands of any of the groups. Which of the following behaviors of the Spaniards reinforces the view of the Spanish approach to negotiations?

Which of the following groups of negotiators was found to have the most aggressive style of all groups, according to Exhibits 19.1 and 19.2?

The negotiator's primary job is orating effectively to convince opposing negotiators of the benefits of doing business with his/her organization.

The single most important activity of negotiations is ____.

The egalitarian values of American society dictate that American sellers give complete deference to the needs and wishes of the buyers.

What nonverbal behavior of the Israeli negotiators is most likely to be blamed for American negotiators using the "pushy" stereotype to describe their Israeli counterparts?

Labeling Americans "cowboys" and associating the Japanese with the image of a samurai warrior are examples of:

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