Question 1

All of the following are true of negotiation except:

Accepted Answer

A) It is used in creating joint ventures with local firms and in getting the operation off the ground 
B) It is a learnable skill that is imperative for the international manager but not for the domestic manager 
C) It often follows assessing political risk 
D) It can be used as an approach to conflict management 
A) It is used in creating joint ventures with local firms and in getting the operation off the ground 
B) It is a learnable skill that is imperative for the international manager but not for the domestic manager 
C) It often follows assessing political risk 
D) It can be used as an approach to conflict management B

Question 2

Which of the following "distances" is used for talking with family and close friends?

Accepted Answer

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

Question 3

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

Accepted Answer

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

Question 4

The information that surrounds a communication and helps convey the message is termed as context.

Accepted Answer

A) True 
 B)False

Question 5

Proxemics is the study of communication through body movement and facial expressions.

Accepted Answer

A) True 
 B)False

Question 6

_____ 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 7

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 8

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 9

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 10

Researchers have found that the contextual style 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 11

In the context of negotiations, _____ starts with the negotiators identifying those objectives they would like to attain.

Accepted Answer

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

Question 12

Written communication has been getting increased attention, because poor writing is proving to be a greater barrier than poor talking.

Accepted Answer

A) True 
 B)False

Question 13

When negotiators make a definitive decision before engaging in discussion, they may soon find out that the terms never even surface.

Accepted Answer

A) True 
 B)False

Question 14

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 15

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

Accepted Answer

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

Question 16

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

Accepted Answer

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

Question 17

Integrative negotiation:

Accepted Answer

A) Occurs when two parties with opposing goals compete over a set value 
B) Involves cooperation between the two groups to integrate interests, create value and invest in the agreement 
C) Focuses on the individual relationships and is based on a short-term interaction 
D) Is sometimes called a win-lose situation 
A) Occurs when two parties with opposing goals compete over a set value 
B) Involves cooperation between the two groups to integrate interests, create value and invest in the agreement 
C) Focuses on the individual relationships and is based on a short-term interaction 
D) Is sometimes called a win-lose situation

Question 18

In contrast to the contextual style, the personal style is more popular in:

Accepted Answer

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

Question 19

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 20

Office layout is a good example of:

Accepted Answer

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

All of the following are true of negotiation except:

Which of the following "distances" is used for talking with family and close friends?

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

The information that surrounds a communication and helps convey the message is termed as context.

Proxemics is the study of communication through body movement and facial expressions.

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

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

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

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

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

In the context of negotiations, _____ starts with the negotiators identifying those objectives they would like to attain.

Written communication has been getting increased attention, because poor writing is proving to be a greater barrier than poor talking.

When negotiators make a definitive decision before engaging in discussion, they may soon find out that the terms never even surface.

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

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

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

Integrative negotiation:

In contrast to the contextual style, the personal style is more popular in:

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?

Office layout is a good example of:

Globalization and International Linkages

The Political, Legal, and Technological Environment

Ethics and Social Responsibility

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

All of the following are true of negotiation except:

Which of the following "distances" is used for talking with family and close friends?

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

The information that surrounds a communication and helps convey the message is termed as context.

Proxemics is the study of communication through body movement and facial expressions.

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

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

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

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

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

In the context of negotiations, _____ starts with the negotiators identifying those objectives they would like to attain.

Written communication has been getting increased attention, because poor writing is proving to be a greater barrier than poor talking.

When negotiators make a definitive decision before engaging in discussion, they may soon find out that the terms never even surface.

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

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

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

Integrative negotiation:

In contrast to the contextual style, the personal style is more popular in:

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?

Office layout is a good example of:

Globalization and International Linkages

The Political, Legal, and Technological Environment

Ethics and Social Responsibility

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