Question 1

Research conducted by John L.Graham shows that during a buyer-seller negotiation simulation:

Accepted Answer

A)  Brazilians use a discussion of rewards and commands less than Americans. 
B)  Brazilians use self-disclosures more than Americans. 
C)  Americans make first offers that have equal profit levels as their opponents. 
D)  Americans make more use of commands than their Japanese counterparts. 
A)  Brazilians use a discussion of rewards and commands less than Americans. 
B)  Brazilians use self-disclosures more than Americans. 
C)  Americans make first offers that have equal profit levels as their opponents. 
D)  Americans make more use of commands than their Japanese counterparts.

Question 2

Canadians shake hands,Japanese bow,and Middle Easterners of the same sex kiss on the cheek.These gestures are examples of _____.

Accepted Answer

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

Question 3

Tactics used in international negotiation include:

Accepted Answer

A)  location, time limits, and buyer-seller relations. 
B)  buyer-seller relations, verbal behaviors, and chromatics. 
C)  location, barrier-free linguistics, and nonverbal behaviors. 
D)  time limits, mental imaging, and buyer-seller relations. 
A)  location, time limits, and buyer-seller relations. 
B)  buyer-seller relations, verbal behaviors, and chromatics. 
C)  location, barrier-free linguistics, and nonverbal behaviors. 
D)  time limits, mental imaging, and buyer-seller relations.

Question 4

The ability to speak the language used at MNC headquarters is enough to ensure that the personnel are capable of doing the work.

Accepted Answer

A) True 
 B)False

Question 5

One of the most important ways of improving communication effectiveness in the international context is to open up feedback systems.

Accepted Answer

A) True 
 B)False

Question 6

Define negotiation and explain the basic steps in the negotiation process.

Accepted Answer

Negotiation is the process of bargaining

Question 7

_____ distance is used when calling across the room or giving a talk to a group.

Accepted Answer

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

Question 8

A(n)_____ style of communication focuses on the speaker and the reduction of barriers between the parties.

Accepted Answer

A)  personal 
B)  contextual 
C)  affective 
D)  instrumental 
A)  personal 
B)  contextual 
C)  affective 
D)  instrumental

Question 9

Which of the following steps in the negotiation process comes after exchanging task-related information?

Accepted Answer

A)  Interpersonal relationship building 
B)  Planning 
C)  Identifying objectives 
D)  Persuasion 
A)  Interpersonal relationship building 
B)  Planning 
C)  Identifying objectives 
D)  Persuasion

Question 10

Time limits cannot be used tactically if the negotiators meet at a neutral site.

Accepted Answer

A) True 
 B)False

Question 11

Researchers have found that the contextual style of communication is often associated with:

Accepted Answer

A)  low-power-distance, collective, high-context cultures. 
B)  low-power-distance, individualistic, high-context cultures. 
C)  high-power-distance, individualistic, low-context cultures. 
D)  high-power-distance, collective, high-context cultures. 
A)  low-power-distance, collective, high-context cultures. 
B)  low-power-distance, individualistic, high-context cultures. 
C)  high-power-distance, individualistic, low-context cultures. 
D)  high-power-distance, collective, high-context cultures.

Question 12

What is the difference between downward communication and upward communication? What is the primary purpose of each?

Accepted Answer

Downward communication is the transmissi

Question 13

Which of the following is not a principle advocated by Fisher and Ury,authors of the book Getting to Yes,to help avoid disasters while negotiating for mutual benefit?

Accepted Answer

A)  Separate the people from the problem 
B)  Focus on positions rather than interests 
C)  Generate a variety of options before settling on an agreement 
D)  Insist that the agreement be based on objective criteria 
A)  Separate the people from the problem 
B)  Focus on positions rather than interests 
C)  Generate a variety of options before settling on an agreement 
D)  Insist that the agreement be based on objective criteria

Question 14

Haptics refers to communicating through the use of _____.

Accepted Answer

A)  eye contact and gaze 
B)  physical space 
C)  bodily contact 
D)  artifacts and charts 
A)  eye contact and gaze 
B)  physical space 
C)  bodily contact 
D)  artifacts and charts

Question 15

Effective international communications require flexibility and cooperation by just one of the parties involved.

Accepted Answer

A) True 
 B)False

Research conducted by John L.Graham shows that during a buyer-seller negotiation simulation:

Canadians shake hands,Japanese bow,and Middle Easterners of the same sex kiss on the cheek.These gestures are examples of _____.

Tactics used in international negotiation include:

The ability to speak the language used at MNC headquarters is enough to ensure that the personnel are capable of doing the work.

One of the most important ways of improving communication effectiveness in the international context is to open up feedback systems.

Define negotiation and explain the basic steps in the negotiation process.

_____ distance is used when calling across the room or giving a talk to a group.

A(n)_____ style of communication focuses on the speaker and the reduction of barriers between the parties.

Which of the following steps in the negotiation process comes after exchanging task-related information?

Time limits cannot be used tactically if the negotiators meet at a neutral site.

Researchers have found that the contextual style of communication is often associated with:

What is the difference between downward communication and upward communication? What is the primary purpose of each?

Which of the following is not a principle advocated by Fisher and Ury,authors of the book Getting to Yes,to help avoid disasters while negotiating for mutual benefit?

Haptics refers to communicating through the use of _____.

Effective international communications require flexibility and cooperation by just one of the parties involved.

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

Exam 7: Cross-Cultural Communication and Negotiation

Research conducted by John L.Graham shows that during a buyer-seller negotiation simulation:

Canadians shake hands,Japanese bow,and Middle Easterners of the same sex kiss on the cheek.These gestures are examples of _____.

Tactics used in international negotiation include:

The ability to speak the language used at MNC headquarters is enough to ensure that the personnel are capable of doing the work.

One of the most important ways of improving communication effectiveness in the international context is to open up feedback systems.

Define negotiation and explain the basic steps in the negotiation process.

_____ distance is used when calling across the room or giving a talk to a group.

A(n)_____ style of communication focuses on the speaker and the reduction of barriers between the parties.

Which of the following steps in the negotiation process comes after exchanging task-related information?

Time limits cannot be used tactically if the negotiators meet at a neutral site.

Researchers have found that the contextual style of communication is often associated with:

What is the difference between downward communication and upward communication? What is the primary purpose of each?

Which of the following is not a principle advocated by Fisher and Ury,authors of the book Getting to Yes,to help avoid disasters while negotiating for mutual benefit?

Haptics refers to communicating through the use of _____.

Effective international communications require flexibility and cooperation by just one of the parties involved.

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