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

Cultural problems cause four kinds of problems in international business negotiations,at the levels of language,nonverbal behaviors,values,and thinking and decision-making processes.

One authority on international joint ventures suggests that a crucial aspect of all international commercial relationships is the negotiation of the:

Sandy Lyle is very concerned about an upcoming negotiation with a Russian conglomerate.She wants to make sure that the negotiations get off on the right foot.She has decided that non-task sounding is very important to the success of her task.Explain what non-task sounding is and how it might affect the negotiations.

In which of the following countries does task-related information exchange and persuasion tend to blur together (no clear separation)?

With respect to verbal negotiation tactics,negotiators from which of the following countries would most likely use threats (statements where the source reveals information about itself)as part of a negotiation style?

The most important idea in the famous book on negotiations called Getting to Yes is the notion of the _________________ (BATNA).

Even small companies can possess great power in negotiations if they have:

The images of John Wayne,the cowboy,and the samurai,the fierce warrior,often are used as cultural _____________ in discussions of international business negotiations.

Sometimes American negotiators are labeled "John Wayne cowboys." This form of labeling is called:

"Americans make decisions based upon the bottom line and on cold,hard facts." This statement would be an illustration of which of the following negotiation values?

When leaving a successful sales call with an Australian customer,Marty uses the OK hand signal to tell the customer his request will be taken care of.The customer looks perplexed and even angry.Marty has encountered the problem of _____________ in nonverbal behavior.

During negotiations,when are higher-risk strategies often attempted?

Harold uses a statement to suggest that the opposing negotiator perform a certain behavior with respect to negotiations.Harold is using which of the following tactics?

Face-to-face negotiations are not the usual course of events in international commerce.

A Japanese business negotiator who believes that indirectness and face saving are important is concerned with:

Japanese negotiators exchange business cards at the beginning of a meeting,in part to establish the relative status of each person.

The single most important book on the topic of negotiation is titled:

It is OK to be outnumbered (one party has more negotiators)in a negotiation as long as the negotiator is a good one.

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?

Preliminary talk before serious business negotiations begin is called: