Question 1

Relative power is not simply a function of ____________ but appears to be due to management control of the project.

Accepted Answer

The answer of Relative power is not simply a function...

Question 2

Cultures differ in the degree to which ____________,or the formality of the relations between the two negotiating parties,is important.

Accepted Answer

The answer of Cultures differ in the degree to which...

Question 3

We use the term "culture" to refer to the

Accepted Answer

A)  religious beliefs of a group of people. 
B)  ethnicity of a group of people. 
C)  geographic nationality of a group of people. 
D)  shared values and beliefs of a group of people. 
E)  Culture refers to none of the above. 
A)  religious beliefs of a group of people. 
B)  ethnicity of a group of people. 
C)  geographic nationality of a group of people. 
D)  shared values and beliefs of a group of people. 
E)  Culture refers to none of the above.

Question 4

Risk-oriented cultures will be more willing to move early on a deal and will generally take more chances.

Accepted Answer

A) True 
 B)False

Question 5

How does the nature of agreements vary between cultures?

Accepted Answer

Culture has an important effect both on

Question 6

How does ideology contribute to making international negotiations difficult?

Accepted Answer

Ideological clashes increase the communi

Question 7

What did researchers Adler,Brahm and Graham find about the differences in negotiation strategies and tactics in the cultures of the Chinese and Americans?

Accepted Answer

They found that Chinese and American neg

Question 8

Decision making in group-oriented cultures involves ____________ and may take considerably more time than American negotiators are used to.

Accepted Answer

The answer of Decision making in group-oriented cultures involves ____________...

Question 9

"Adapting to the other party's approach" is best used by parties with

Accepted Answer

A)  no familiarity. 
B)  low familiarity. 
C)  moderate familiarity. 
D)  high familiarity. 
E)  Adapting to the other party's approach is equally effective for all parties. 
A)  no familiarity. 
B)  low familiarity. 
C)  moderate familiarity. 
D)  high familiarity. 
E)  Adapting to the other party's approach is equally effective for all parties.

Question 10

Ideological clashes increase the communication challenges in cross-border negotiations in the broadest sense because the parties may disagree on the most fundamental levels about what is being negotiated.

Accepted Answer

A) True 
 B)False

Question 11

How does the value of international currencies affect cross-cultural negotiation decisions?

Accepted Answer

The risk is typically greater for the pa

Question 12

Researchers Gelfand and Realo found that accountability to a constituent influenced negotiators from individualistic and ____________ cultures differently.

Accepted Answer

The answer of Researchers Gelfand and Realo found that accountability...

Question 13

Which of the following factors most influences relative bargaining power?

Accepted Answer

A)  the extent to which negotiators frame the negotiation differently 
B)  tangible and intangible factors 
C)  management control 
D)  personal motivations of external stakeholders 
E)  None of the above factors influence relative bargaining power. 
A)  the extent to which negotiators frame the negotiation differently 
B)  tangible and intangible factors 
C)  management control 
D)  personal motivations of external stakeholders 
E)  None of the above factors influence relative bargaining power.

Question 14

What is the main challenge for every global negotiator?

Accepted Answer

To understand the simultaneous

Question 15

What are the risks of using the "effect symphony" strategy?

Accepted Answer

The risks of using this strate

Question 16

Which of the following is an immediate context factor in cross-cultural negotiations?

Accepted Answer

A)  external stakeholders 
B)  instability 
C)  international economic factors 
D)  relationship between negotiators 
E)  All of the above are immediate context factors in cross-cultural negotiations. 
A)  external stakeholders 
B)  instability 
C)  international economic factors 
D)  relationship between negotiators 
E)  All of the above are immediate context factors in cross-cultural negotiations.

Question 17

What is the "culture-in-context" approach to using culture to understand global negotiation?

Accepted Answer

The "culture-in-context" approach recogn

Question 18

Which of the following strategies should negotiators with a low familiarity with the other culture choose?

Accepted Answer

A)  employ agents or advisers 
B)  adapt to the other party's approach 
C)  coordinate adjustment 
D)  embrace the other party's approach 
E)  Negotiators with a low familiarity with the other culture should not choose any of the above strategies. 
A)  employ agents or advisers 
B)  adapt to the other party's approach 
C)  coordinate adjustment 
D)  embrace the other party's approach 
E)  Negotiators with a low familiarity with the other culture should not choose any of the above strategies.

Question 19

What is the challenge in using the "adapt to the other party's approach" strategy?

Accepted Answer

The challenge in usi

Question 20

The notion that negotiation is both art and science is especially valid at the cross-cultural or international level.

Accepted Answer

A) True 
 B)False

Relative power is not simply a function of ____________ but appears to be due to management control of the project.

Cultures differ in the degree to which ____________,or the formality of the relations between the two negotiating parties,is important.

We use the term "culture" to refer to the

Risk-oriented cultures will be more willing to move early on a deal and will generally take more chances.

How does the nature of agreements vary between cultures?

How does ideology contribute to making international negotiations difficult?

What did researchers Adler,Brahm and Graham find about the differences in negotiation strategies and tactics in the cultures of the Chinese and Americans?

Decision making in group-oriented cultures involves ____________ and may take considerably more time than American negotiators are used to.

"Adapting to the other party's approach" is best used by parties with

Ideological clashes increase the communication challenges in cross-border negotiations in the broadest sense because the parties may disagree on the most fundamental levels about what is being negotiated.

How does the value of international currencies affect cross-cultural negotiation decisions?

Researchers Gelfand and Realo found that accountability to a constituent influenced negotiators from individualistic and ____________ cultures differently.

Which of the following factors most influences relative bargaining power?

What is the main challenge for every global negotiator?

What are the risks of using the "effect symphony" strategy?

Which of the following is an immediate context factor in cross-cultural negotiations?

What is the "culture-in-context" approach to using culture to understand global negotiation?

Which of the following strategies should negotiators with a low familiarity with the other culture choose?

What is the challenge in using the "adapt to the other party's approach" strategy?

The notion that negotiation is both art and science is especially valid at the cross-cultural or international level.

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 16: International and Cross-Cultural Negotiation

Relative power is not simply a function of ____________ but appears to be due to management control of the project.

Cultures differ in the degree to which ____________,or the formality of the relations between the two negotiating parties,is important.

We use the term "culture" to refer to the

Risk-oriented cultures will be more willing to move early on a deal and will generally take more chances.

How does the nature of agreements vary between cultures?

How does ideology contribute to making international negotiations difficult?

What did researchers Adler,Brahm and Graham find about the differences in negotiation strategies and tactics in the cultures of the Chinese and Americans?

Decision making in group-oriented cultures involves ____________ and may take considerably more time than American negotiators are used to.

"Adapting to the other party's approach" is best used by parties with

Ideological clashes increase the communication challenges in cross-border negotiations in the broadest sense because the parties may disagree on the most fundamental levels about what is being negotiated.

How does the value of international currencies affect cross-cultural negotiation decisions?

Researchers Gelfand and Realo found that accountability to a constituent influenced negotiators from individualistic and ____________ cultures differently.

Which of the following factors most influences relative bargaining power?

What is the main challenge for every global negotiator?

What are the risks of using the "effect symphony" strategy?

Which of the following is an immediate context factor in cross-cultural negotiations?

What is the "culture-in-context" approach to using culture to understand global negotiation?

Which of the following strategies should negotiators with a low familiarity with the other culture choose?

What is the challenge in using the "adapt to the other party's approach" strategy?

The notion that negotiation is both art and science is especially valid at the cross-cultural or international level.

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters