Question 1

This 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 2

Communicating through the use of bodily contact is known as:

Accepted Answer

A) Proxemics 
B) Oculesics 
C) Chronemics 
D) Haptics 
A) Proxemics 
B) Oculesics 
C) Chronemics 
D) Haptics

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

The primary purpose of subordinate-initiated _____ communication is to provide feedback, ask questions or obtain assistance from higher-level management.

Accepted Answer

A) Lateral 
B) Horizontal 
C) Upward 
D) Downward 
A) Lateral 
B) Horizontal 
C) Upward 
D) Downward

Question 5

In low-context societies, messages are often highly coded and implicit.

Accepted Answer

A) True 
 B)False

Question 6

______ do not use silent periods at all during negotiations, but they do make frequent use of other nonverbal behaviors.

Accepted Answer

A) Brazilians 
B) Japanese 
C) Arabians 
D) Americans 
A) Brazilians 
B) Japanese 
C) Arabians 
D) Americans

Question 7

Which of the following steps in the negotiation process is considered by many to be the most important?

Accepted Answer

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

Question 8

From culture to culture, nonverbal gestures are universal, that is, they mean the same thing.

Accepted Answer

A) True 
 B)False

Question 9

The stark differences in culture, some emanating from basic variation in political, geographic, and even climatic realities, can frustrate the coordination of global operations.

Accepted Answer

A) True 
 B)False

Question 10

The primary purpose of downward communication flow is to provide feedback, ask questions or obtain assistance from higher-level management.

Accepted Answer

A) True 
 B)False

Question 11

In the context of negotiations, all of the following is true of a neutral third party except:

Accepted Answer

A) He/she can be bought in to assess the desires of each side 
B) He/she can compose an initial proposal 
C) He/she has the last word in what the true "final draft" is 
D) He/she has the right to force the parties to the negotiation to accept its proposal 
A) He/she can be bought in to assess the desires of each side 
B) He/she can compose an initial proposal 
C) He/she has the last word in what the true "final draft" is 
D) He/she has the right to force the parties to the negotiation to accept its proposal

Question 12

Which style 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

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

Accepted Answer

Negotiation is the process of bargaining

Question 14

Which style of communication focuses on precision and the use of the right amount of words to convey the message?

Accepted Answer

A) Coarse 
B) Succinct 
C) Elaborate 
D) Exacting 
A) Coarse 
B) Succinct 
C) Elaborate 
D) Exacting

Question 15

This 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) Coarse 
D) Elaborate 
A) Succinct 
B) Exacting 
C) Coarse 
D) Elaborate

Question 16

Communication is the process of transferring meanings from sender to receiver.

Accepted Answer

A) True 
 B)False

Question 17

During the planning stage of negotiations, consideration should be given to all but which of the following areas?

Accepted Answer

A) Determining the location in which to discuss the various issues 
B) The setting of limits on single-point objectives 
C) Dividing issues into short- and long-term considerations and deciding how to handle each 
D) Common ground between the parties 
A) Determining the location in which to discuss the various issues 
B) The setting of limits on single-point objectives 
C) Dividing issues into short- and long-term considerations and deciding how to handle each 
D) Common ground between the parties

Question 18

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 19

All of the following are true of an extreme bargaining position except:

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 20

The instrumental style of communication is more commonly found in individualistic, low-context cultures such as the United States.

Accepted Answer

A) True 
 B)False

This style of communication focuses on the speaker and the reduction of barriers between the parties.

Communicating through the use of bodily contact is known as:

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

The primary purpose of subordinate-initiated _____ communication is to provide feedback, ask questions or obtain assistance from higher-level management.

In low-context societies, messages are often highly coded and implicit.

______ do not use silent periods at all during negotiations, but they do make frequent use of other nonverbal behaviors.

Which of the following steps in the negotiation process is considered by many to be the most important?

From culture to culture, nonverbal gestures are universal, that is, they mean the same thing.

The stark differences in culture, some emanating from basic variation in political, geographic, and even climatic realities, can frustrate the coordination of global operations.

The primary purpose of downward communication flow is to provide feedback, ask questions or obtain assistance from higher-level management.

In the context of negotiations, all of the following is true of a neutral third party except:

Which style of communication focuses on the speaker and relationship of the parties?

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

Which style of communication focuses on precision and the use of the right amount of words to convey the message?

This 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 transferring meanings from sender to receiver.

During the planning stage of negotiations, consideration should be given to all but which of the following areas?

Messages are implicit and often highly coded in:

All of the following are true of an extreme bargaining position except:

The instrumental style of communication is more commonly found in individualistic, low-context cultures such as the United States.

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 and Negotiation

This style of communication focuses on the speaker and the reduction of barriers between the parties.

Communicating through the use of bodily contact is known as:

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

The primary purpose of subordinate-initiated _____ communication is to provide feedback, ask questions or obtain assistance from higher-level management.

In low-context societies, messages are often highly coded and implicit.

______ do not use silent periods at all during negotiations, but they do make frequent use of other nonverbal behaviors.

Which of the following steps in the negotiation process is considered by many to be the most important?

From culture to culture, nonverbal gestures are universal, that is, they mean the same thing.

The stark differences in culture, some emanating from basic variation in political, geographic, and even climatic realities, can frustrate the coordination of global operations.

The primary purpose of downward communication flow is to provide feedback, ask questions or obtain assistance from higher-level management.

In the context of negotiations, all of the following is true of a neutral third party except:

Which style of communication focuses on the speaker and relationship of the parties?

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

Which style of communication focuses on precision and the use of the right amount of words to convey the message?

This 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 transferring meanings from sender to receiver.

During the planning stage of negotiations, consideration should be given to all but which of the following areas?

Messages are implicit and often highly coded in:

All of the following are true of an extreme bargaining position except:

The instrumental style of communication is more commonly found in individualistic, low-context cultures such as the United States.

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