Question 1

In which of the following steps of the negotiation process does each group set forth its position on critical issues?

Accepted Answer

A)  Persuasion 
B)  Exchanging task-related information 
C)  Interpersonal relationship building 
D)  Planning 
A)  Persuasion 
B)  Exchanging task-related information 
C)  Interpersonal relationship building 
D)  Planning

Question 2

Communication in the international arena is a straightforward process with minor difficulties.

Accepted Answer

A) True 
 B)False

Question 3

Upward communication is the transfer of information from subordinate to superior.

Accepted Answer

A) True 
 B)False

Question 4

Briefly describe the three degrees of communication quantity.

Accepted Answer

There are three degrees of communication

Question 5

How does culture impact communication?

Accepted Answer

Culture is a major barrier to communicat

Question 6

In the United States,it is common to wear black when one is in mourning,while in some locations in India people wear white when they are in mourning.This is an example of:

Accepted Answer

A)  chronemics. 
B)  chromatics. 
C)  proxemics. 
D)  haptics. 
A)  chronemics. 
B)  chromatics. 
C)  proxemics. 
D)  haptics.

Question 7

The reason two parties are involved in a negotiation is because they both want a situation that will leave them better off than before.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following statements about distributive negotiation is true?

Accepted Answer

A)  It occurs when two parties with opposing goals compete over a set value. 
B)  It focuses on reaching a best-case outcome where everyone benefits. 
C)  It is characterized by overlapping interests. 
D)  It involves cooperation between two groups to integrate interests, create value, and invest in an agreement. 
A)  It occurs when two parties with opposing goals compete over a set value. 
B)  It focuses on reaching a best-case outcome where everyone benefits. 
C)  It is characterized by overlapping interests. 
D)  It involves cooperation between two groups to integrate interests, create value, and invest in an agreement.

Question 9

The primary purpose of subordinate-initiated upward communication is to:

Accepted Answer

A)  convey orders and information. 
B)  let individuals know what is to be done and how well they are doing. 
C)  provide feedback, ask questions, or obtain assistance from higher-level management. 
D)  facilitate the flow of information to those who need it for operational purposes. 
A)  convey orders and information. 
B)  let individuals know what is to be done and how well they are doing. 
C)  provide feedback, ask questions, or obtain assistance from higher-level management. 
D)  facilitate the flow of information to those who need it for operational purposes.

Question 10

Research by Trompenaars and Hampden-Turner shows that Arab negotiators:

Accepted Answer

A)  tend to open negotiations with a neutral initial position. 
B)  analyze things subjectively and treat deadlines as only general guidelines for wrapping up negotiations. 
C)  do not believe in making concessions and never reciprocate an opponent's concessions. 
D)  never use an emotional appeal in their negotiation style. 
A)  tend to open negotiations with a neutral initial position. 
B)  analyze things subjectively and treat deadlines as only general guidelines for wrapping up negotiations. 
C)  do not believe in making concessions and never reciprocate an opponent's concessions. 
D)  never use an emotional appeal in their negotiation style.

Question 11

Which of the following terms refers to the process of bargaining with one or more parties for the purpose of arriving at a solution that is acceptable to all?

Accepted Answer

A)  Negotiation 
B)  Empowerment 
C)  Propitiation 
D)  Codetermination 
A)  Negotiation 
B)  Empowerment 
C)  Propitiation 
D)  Codetermination

Question 12

Which of the following styles of communication focuses on the speaker and relationship of the parties?

Accepted Answer

A)  Personal 
B)  Contextual 
C)  Individual 
D)  Indigenous 
A)  Personal 
B)  Contextual 
C)  Individual 
D)  Indigenous

Question 13

A good example of proxemics is _____.

Accepted Answer

A)  office layout 
B)  eye gaze 
C)  business structure 
D)  body language 
A)  office layout 
B)  eye gaze 
C)  business structure 
D)  body language

Question 14

Which of the following is not a reason why an extreme bargaining position tends to produce better results?

Accepted Answer

A)  It shows the other party that the bargainer will not be exploited. 
B)  It extends the negotiation and gives the bargainer a better opportunity to gain information on the opponent. 
C)  It lets the bargainer gain less than would probably be possible if a more extreme initial position had been taken. 
D)  It modifies the opponent's beliefs about the bargainer's preferences. 
A)  It shows the other party that the bargainer will not be exploited. 
B)  It extends the negotiation and gives the bargainer a better opportunity to gain information on the opponent. 
C)  It lets the bargainer gain less than would probably be possible if a more extreme initial position had been taken. 
D)  It modifies the opponent's beliefs about the bargainer's preferences.

Question 15

Messages are implicit and often highly coded in:

Accepted Answer

A)  low-context societies. 
B)  moderate-context societies. 
C)  high-context societies. 
D)  variable-context societies. 
A)  low-context societies. 
B)  moderate-context societies. 
C)  high-context societies. 
D)  variable-context societies.

Question 16

In high-context societies,the succinct style of communication is very common.

Accepted Answer

A) True 
 B)False

Question 17

The _____ communication style is most common in Asia,where people tend to say few words and allow understatements,pauses,and silence to convey meaning.

Accepted Answer

A)  succinct 
B)  exacting 
C)  flexible 
D)  elaborate 
A)  succinct 
B)  exacting 
C)  flexible 
D)  elaborate

Question 18

Communication is the process of:

Accepted Answer

A)  transferring meanings from sender to receiver. 
B)  choosing a course of action among alternatives. 
C)  giving teams the resources they need to develop ideas and effectively implement them. 
D)  using reports and other written forms to control business operations. 
A)  transferring meanings from sender to receiver. 
B)  choosing a course of action among alternatives. 
C)  giving teams the resources they need to develop ideas and effectively implement them. 
D)  using reports and other written forms to control business operations.

Question 19

_____ distance is used to handle most business transactions while communicating on a face-to-face basis.

Accepted Answer

A)  Social 
B)  Public 
C)  Personal 
D)  Intimate 
A)  Social 
B)  Public 
C)  Personal 
D)  Intimate

Question 20

The affective style of communication is commonly found in collective,high-context cultures such as the Middle East,Latin America,and Asia.

Accepted Answer

A) True 
 B)False

In which of the following steps of the negotiation process does each group set forth its position on critical issues?

Communication in the international arena is a straightforward process with minor difficulties.

Upward communication is the transfer of information from subordinate to superior.

Briefly describe the three degrees of communication quantity.

How does culture impact communication?

In the United States,it is common to wear black when one is in mourning,while in some locations in India people wear white when they are in mourning.This is an example of:

The reason two parties are involved in a negotiation is because they both want a situation that will leave them better off than before.

Which of the following statements about distributive negotiation is true?

The primary purpose of subordinate-initiated upward communication is to:

Research by Trompenaars and Hampden-Turner shows that Arab negotiators:

Which of the following terms refers to the process of bargaining with one or more parties for the purpose of arriving at a solution that is acceptable to all?

Which of the following styles of communication focuses on the speaker and relationship of the parties?

A good example of proxemics is _____.

Which of the following is not a reason why an extreme bargaining position tends to produce better results?

Messages are implicit and often highly coded in:

In high-context societies,the succinct style of communication is very common.

The _____ communication style is most common in Asia,where people tend to say few words and allow understatements,pauses,and silence to convey meaning.

Communication is the process of:

_____ distance is used to handle most business transactions while communicating on a face-to-face basis.

The affective style of communication is commonly found in collective,high-context cultures such as the Middle East,Latin America,and Asia.

Globalization and International Linkages

The Political, Legal, and Technological Environment

Ethics, Social Responsibility, and Sustainability

The Meanings and Dimensions of Culture

Managing Across Cultures

Organizational Cultures and Diversity

Strategy Formulation and Implementation

Entry Strategies and Organizational Structures

Managing Political Risk, Government Relations, and Alliances

Management Decision and Control

Motivation Across Cultures

Leadership Across Cultures

Human Resource Selection and Development Across Cultures

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Exam 7: Cross-Cultural Communication and Negotiation

In which of the following steps of the negotiation process does each group set forth its position on critical issues?

Communication in the international arena is a straightforward process with minor difficulties.

Upward communication is the transfer of information from subordinate to superior.

Briefly describe the three degrees of communication quantity.

How does culture impact communication?

In the United States,it is common to wear black when one is in mourning,while in some locations in India people wear white when they are in mourning.This is an example of:

The reason two parties are involved in a negotiation is because they both want a situation that will leave them better off than before.

Which of the following statements about distributive negotiation is true?

The primary purpose of subordinate-initiated upward communication is to:

Research by Trompenaars and Hampden-Turner shows that Arab negotiators:

Which of the following terms refers to the process of bargaining with one or more parties for the purpose of arriving at a solution that is acceptable to all?

Which of the following styles of communication focuses on the speaker and relationship of the parties?

A good example of proxemics is _____.

Which of the following is not a reason why an extreme bargaining position tends to produce better results?

Messages are implicit and often highly coded in:

In high-context societies,the succinct style of communication is very common.

The _____ communication style is most common in Asia,where people tend to say few words and allow understatements,pauses,and silence to convey meaning.

Communication is the process of:

_____ distance is used to handle most business transactions while communicating on a face-to-face basis.

The affective style of communication is commonly found in collective,high-context cultures such as the Middle East,Latin America,and Asia.

Globalization and International Linkages

The Political, Legal, and Technological Environment

Ethics, Social Responsibility, and Sustainability

The Meanings and Dimensions of Culture

Managing Across Cultures

Organizational Cultures and Diversity

Strategy Formulation and Implementation

Entry Strategies and Organizational Structures

Managing Political Risk, Government Relations, and Alliances

Management Decision and Control

Motivation Across Cultures

Leadership Across Cultures

Human Resource Selection and Development Across Cultures

Filters