Question 1

What is projective cognitive similarity? How do successful negotiators avoid projective cognitive similarity?

Accepted Answer

Projective cognitive similarity refers to the common practice of assuming that those you are negotiating with perceive,judge,think,and reason in the same way,when in reality they do not because of different cultural values.Successful negotiators will empathize with their counterparts and share their own viewpoint.

Question 2

What is the difference between an internal locus of control and an external locus of control? What cultures use each type?

Accepted Answer

Some managers feel that they can plan on certain outcomes because they are in control of events that will direct the future in the desired way.This is called internal locus of control.In contrast,other managers believe such decisions are of no value because they have little control over the future that lies in the hands of outside forces such as fate,God,or nature.This is called external locus of control.American managers function with an internal locus of control whereas managers in many other countries such as Indonesia and Malaysia do not believe they have as much control over events.

Question 3

Negotiation support systems can provide support for the negotiation process by maximizing the chances for optimal outcomes.

Accepted Answer

A) True 
 B)False  True

Question 4

The ________ approach to conflict is being used when both parties negotiate on the basis of factual information and logical analysis.

Accepted Answer

A)  instrumental-oriented 
B)  expressive-oriented 
C)  affective-oriented 
D)  individual-oriented 
A)  instrumental-oriented 
B)  expressive-oriented 
C)  affective-oriented 
D)  individual-oriented

Question 5

Which of the following stages of negotiations is most likely to take place immediately after the exchange of task-related information?

Accepted Answer

A)  relationship building 
B)  persuasion 
C)  preparation 
D)  concessions and agreement 
A)  relationship building 
B)  persuasion 
C)  preparation 
D)  concessions and agreement

Question 6

Which of the following is a typical characteristic of a Japanese work group?

Accepted Answer

A)  open expression of conflicts 
B)  decision making based on a patient, long-term perspective 
C)  lack of cooperation 
D)  lack of mutual confidence 
A)  open expression of conflicts 
B)  decision making based on a patient, long-term perspective 
C)  lack of cooperation 
D)  lack of mutual confidence

Question 7

Which of the following approaches to conflict involves handling the situation indirectly and implicitly without clear delineation of the situation from the person handling it?

Accepted Answer

A)  instrumental-oriented 
B)  expressive-oriented 
C)  objective-oriented 
D)  problem-oriented 
A)  instrumental-oriented 
B)  expressive-oriented 
C)  objective-oriented 
D)  problem-oriented

Question 8

Using a problem-solving approach during cross-cultural negotiations requires a negotiator to ________.

Accepted Answer

A)  reduce the amount of specific details and facts 
B)  avoid focusing on long-term issues 
C)  make frequent counterproposals 
D)  avoid criticizing the other party in a personal way 
A)  reduce the amount of specific details and facts 
B)  avoid focusing on long-term issues 
C)  make frequent counterproposals 
D)  avoid criticizing the other party in a personal way

Question 9

Mediators are hired in order to teach managers about cultural differences in negotiating styles.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following is one of the stages in the negotiation process?

Accepted Answer

A)  preparation 
B)  link building 
C)  feedback 
D)  orientation 
A)  preparation 
B)  link building 
C)  feedback 
D)  orientation

Question 11

Which of the following terms refers to the nature and appearance of the relationship between the people pursuing common goals in a negotiation?

Accepted Answer

A)  software of negotiation 
B)  diplomacy of negotiation 
C)  objectivity of negotiation 
D)  transparency of negotiation 
A)  software of negotiation 
B)  diplomacy of negotiation 
C)  objectivity of negotiation 
D)  transparency of negotiation

Question 12

In the ________ culture,negotiators tend to use the word "no" repeatedly,and they are best described as spontaneous and talkative.

Accepted Answer

A)  Brazilian 
B)  Arabian 
C)  American 
D)  Japanese 
A)  Brazilian 
B)  Arabian 
C)  American 
D)  Japanese

Question 13

________ is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions.

Accepted Answer

A)  Exchange of task-related information 
B)  Relationship building 
C)  Conflict management 
D)  Persuasion 
A)  Exchange of task-related information 
B)  Relationship building 
C)  Conflict management 
D)  Persuasion

Question 14

According to the research conducted by Tung et al.,people in ________ are bureaucratic,educated,diversified,highly relationship-oriented,and more direct.

Accepted Answer

A)  Shenzhen 
B)  Shanghai 
C)  Beijing 
D)  Guangzhou 
A)  Shenzhen 
B)  Shanghai 
C)  Beijing 
D)  Guangzhou

Question 15

________ are based on what North Americans believe is objective information,presented with the assumption that it is understood by the other side on a logical basis.

Accepted Answer

A)  Factual appeals 
B)  Affective appeals 
C)  Axiomatic appeals 
D)  Nonverbal messages 
A)  Factual appeals 
B)  Affective appeals 
C)  Axiomatic appeals 
D)  Nonverbal messages

Question 16

Research in the United States indicates that during the final stage of negotiations,it is best to start with ________.

Accepted Answer

A)  extreme positions 
B)  an holistic approach 
C)  relationship building 
D)  finalized formal contracts 
A)  extreme positions 
B)  an holistic approach 
C)  relationship building 
D)  finalized formal contracts

Question 17

Since the Chinese have a preference for emotional restraint and saving face,aggressive or emotional attempts at persuasion in negotiation are likely to fail.

Accepted Answer

A) True 
 B)False

Question 18

Fizzy is an American firm that manufactures carbonated soft drinks.Fizzy executives want to enter the global market,and they are considering the idea of a joint venture with a beverage company located overseas.After conducting research on different beverage firms,Fizzy executives selected a large beverage manufacturer located in China.Kevin Burns and three other top-level executives at Fizzy have been assigned to the negotiating team.The team recently arrived in China to negotiate the details of the joint venture. Which of the following,if true,strengthens the argument that Kevin should make token concessions to the Chinese throughout the negotiation process?

Accepted Answer

A)  Fizzy executives hope to have other business deals with the Chinese firm in the future. 
B)  Fizzy executives want to demonstrate their aggressiveness and present factual appeals. 
C)  Fizzy executives want to ensure compliance with the ringi system at the Chinese firm. 
D)  Fizzy executives are not certain as to who has decision-making authority at the Chinese firm. 
A)  Fizzy executives hope to have other business deals with the Chinese firm in the future. 
B)  Fizzy executives want to demonstrate their aggressiveness and present factual appeals. 
C)  Fizzy executives want to ensure compliance with the ringi system at the Chinese firm. 
D)  Fizzy executives are not certain as to who has decision-making authority at the Chinese firm.

Question 19

Which of the following terms refers to the process by which two or more parties meet to try to reach an agreement regarding conflicting interests?

Accepted Answer

A)  polarization 
B)  social loafing 
C)  globalization 
D)  negotiation 
A)  polarization 
B)  social loafing 
C)  globalization 
D)  negotiation

Question 20

During the stage of concessions and agreement,Russians and Chinese generally take extreme positions.

Accepted Answer

A) True 
 B)False

What is projective cognitive similarity? How do successful negotiators avoid projective cognitive similarity?

What is the difference between an internal locus of control and an external locus of control? What cultures use each type?

Negotiation support systems can provide support for the negotiation process by maximizing the chances for optimal outcomes.

The ________ approach to conflict is being used when both parties negotiate on the basis of factual information and logical analysis.

Which of the following stages of negotiations is most likely to take place immediately after the exchange of task-related information?

Which of the following is a typical characteristic of a Japanese work group?

Which of the following approaches to conflict involves handling the situation indirectly and implicitly without clear delineation of the situation from the person handling it?

Using a problem-solving approach during cross-cultural negotiations requires a negotiator to ________.

Mediators are hired in order to teach managers about cultural differences in negotiating styles.

Which of the following is one of the stages in the negotiation process?

Which of the following terms refers to the nature and appearance of the relationship between the people pursuing common goals in a negotiation?

In the ________ culture,negotiators tend to use the word "no" repeatedly,and they are best described as spontaneous and talkative.

________ is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions.

According to the research conducted by Tung et al.,people in ________ are bureaucratic,educated,diversified,highly relationship-oriented,and more direct.

________ are based on what North Americans believe is objective information,presented with the assumption that it is understood by the other side on a logical basis.

Research in the United States indicates that during the final stage of negotiations,it is best to start with ________.

Since the Chinese have a preference for emotional restraint and saving face,aggressive or emotional attempts at persuasion in negotiation are likely to fail.

Which of the following terms refers to the process by which two or more parties meet to try to reach an agreement regarding conflicting interests?

During the stage of concessions and agreement,Russians and Chinese generally take extreme positions.

Assessing the Environment: Political, Economic, Legal, Technological

Managing Interdependence, Social Responsibility, and Ethics

Understanding the Role of Culture

Communicating Across Cultures

Formulating Strategy

Global Alliances and Strategy Implementation

Organization Structure and Control Systems

Staffing,Training,and Compensation for Global Operations

Developing a Global Management Cadre

Motivating and Leading

Filters

Exam 5: Cross-Cultural Negotiation and Decision Making

What is projective cognitive similarity? How do successful negotiators avoid projective cognitive similarity?

What is the difference between an internal locus of control and an external locus of control? What cultures use each type?

Negotiation support systems can provide support for the negotiation process by maximizing the chances for optimal outcomes.

The ________ approach to conflict is being used when both parties negotiate on the basis of factual information and logical analysis.

Which of the following stages of negotiations is most likely to take place immediately after the exchange of task-related information?

Which of the following is a typical characteristic of a Japanese work group?

Which of the following approaches to conflict involves handling the situation indirectly and implicitly without clear delineation of the situation from the person handling it?

Using a problem-solving approach during cross-cultural negotiations requires a negotiator to ________.

Mediators are hired in order to teach managers about cultural differences in negotiating styles.

Which of the following is one of the stages in the negotiation process?

Which of the following terms refers to the nature and appearance of the relationship between the people pursuing common goals in a negotiation?

In the ________ culture,negotiators tend to use the word "no" repeatedly,and they are best described as spontaneous and talkative.

________ is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions.

According to the research conducted by Tung et al.,people in ________ are bureaucratic,educated,diversified,highly relationship-oriented,and more direct.

________ are based on what North Americans believe is objective information,presented with the assumption that it is understood by the other side on a logical basis.

Research in the United States indicates that during the final stage of negotiations,it is best to start with ________.

Since the Chinese have a preference for emotional restraint and saving face,aggressive or emotional attempts at persuasion in negotiation are likely to fail.

Which of the following terms refers to the process by which two or more parties meet to try to reach an agreement regarding conflicting interests?

During the stage of concessions and agreement,Russians and Chinese generally take extreme positions.

Assessing the Environment: Political, Economic, Legal, Technological

Managing Interdependence, Social Responsibility, and Ethics

Understanding the Role of Culture

Communicating Across Cultures

Formulating Strategy

Global Alliances and Strategy Implementation

Organization Structure and Control Systems

Staffing,Training,and Compensation for Global Operations

Developing a Global Management Cadre

Motivating and Leading

Filters