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

One of the most valuable negotiation tactics that can be used against American negotiators is to make them wait as Americans value time highly.

With respect to industrialized countries,negotiators from the UK are at the top of the list of countries that often make promises as part of their bargaining behavior.

Surprisingly,the U.S.government's diplomacy training program far exceeds business training with regard to cultural differences in negotiation and communication styles.

"Americans make decisions based upon the bottom line and on cold,hard facts." This is a reflection of American negotiators view of objectivity.

Beyond the United States,most countries do not depend on legal systems to settle disputes.

_____________--can cause problems in international business negotiations at the levels of language,nonverbal behaviors,values,and thinking and decision-making process.

"Just make them wait" is a popular phrase used in dealing with __________ (country)in negotiations.

Americans must gauge the quality of a business relationship in negotiations.According to the text,which of the following is an important signal of progress in that business relationship?

Negotiators from which of the following countries would be most likely to use negative normative appeal (the target's behavior is in violation of social norms)in its negotiations with another country?

The __________ of American managers as "innocents abroad" are becoming less accurate.

Cultural differences cause four kinds of problems in international business negotiations.Which one of the following is among those problem areas?

Which of the following would be the most accurate description of the Japanese negotiation style in international commerce?

The Japanese spend considerable time and energy in ____________ because this process often sets the stage for successful negotiations and relationship building.

Negotiators from which of the following countries is most likely to use more "no's" in their negotiations?

During a business negotiation between Japanese and Americans there has been a twenty-minute lull where no one has said anything.Suddenly,the American negotiator begins to speak to his team about possible concessions.This necessity to "fill the void" would be an expression of which of the categories often found in negotiations?

A crucial aspect of all international commercial relationships is the negotiation of the initial agreement.

According to data provided by the text,businesspeople from _________ rank the highest in self-disclosure during negotiations.

All of the following are considered to be generally accepted stages of a business negotiation EXCEPT:

Which of the following is considered to be an important first step in creating an atmosphere for good international business negotiations?

The first important step in conducting a successful negotiation at the international level is to be willing to manage what goes on at the negotiation table.