Question 1

Japanese negotiators tend to ________.

Accepted Answer

A)  lack emotional sensitivity 
B)  be argumentative 
C)  hide emotions 
D)  lack commitment to their employers 
A)  lack emotional sensitivity 
B)  be argumentative 
C)  hide emotions 
D)  lack commitment to their employers

Question 2

American managers believe strongly in self-determination and perceive problem situations as something they can change.This shows that they ________.

Accepted Answer

A)  belong to a high-context culture 
B)  believe in socialism 
C)  have internal locus of control 
D)  belong to a high power distance culture 
A)  belong to a high-context culture 
B)  believe in socialism 
C)  have internal locus of control 
D)  belong to a high power distance culture

Question 3

Italian negotiators have a sense of drama and do not hide their emotions.

Accepted Answer

A) True 
 B)False

Question 4

Nontask sounding involves general,polite conversation and informal communication before meetings.

Accepted Answer

A) True 
 B)False

Question 5

How can modern technology,such as negotiation support systems (NSS),be used to improve the negotiating process?

Accepted Answer

NSS can provide support for the negotiat

Question 6

Fundamental to Japanese culture is a concern for the welfare of the group; anything that affects one member or part of society affects the others.

Accepted Answer

A) True 
 B)False

Question 7

The ringi process involves gaining approval on a proposal by circulating documents to those concerned throughout the company.

Accepted Answer

A) True 
 B)False

Question 8

Arab negotiators will most likely make concessions because of their interest in ________.

Accepted Answer

A)  saving valuable time 
B)  preventing embarrassment 
C)  forming long-term relationships 
D)  creating a good first impression 
A)  saving valuable time 
B)  preventing embarrassment 
C)  forming long-term relationships 
D)  creating a good first impression

Question 9

Russians employ axiomatic appeals-that is,their appeals are based on the ideals generally accepted in their society.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following types of appeals,typically used by Arabs,is based on emotions and subjective feelings?

Accepted Answer

A)  factual appeals 
B)  affective appeals 
C)  axiomatic appeals 
D)  virtual appeals 
A)  factual appeals 
B)  affective appeals 
C)  axiomatic appeals 
D)  virtual appeals

Question 11

Which of the following behaviors is NOT consistent with Casse's profile of successful American negotiators?

Accepted Answer

A)  refuses to make concessions in advance 
B)  exhibits a good sense of timing 
C)  never compromises 
D)  understands the issues 
A)  refuses to make concessions in advance 
B)  exhibits a good sense of timing 
C)  never compromises 
D)  understands the issues

Question 12

Axiomatic appeals are generally based on ________.

Accepted Answer

A)  socially accepted ideals 
B)  level of loyalty 
C)  subjective feelings 
D)  objective information 
A)  socially accepted ideals 
B)  level of loyalty 
C)  subjective feelings 
D)  objective information

Question 13

Which of the following is true about Arab negotiators?

Accepted Answer

A)  Arab negotiators do not use conferences as mediating devices. 
B)  Arab negotiators generally use factual rather than affective appeals. 
C)  Arab negotiators prefer short-term relationships to long-term relationships. 
D)  Arab negotiators use mediators to settle disputes. 
A)  Arab negotiators do not use conferences as mediating devices. 
B)  Arab negotiators generally use factual rather than affective appeals. 
C)  Arab negotiators prefer short-term relationships to long-term relationships. 
D)  Arab negotiators use mediators to settle disputes.

Question 14

Business people report two major areas of conflict in negotiating with the Chinese--their apparent insincerity about reaching an agreement and ________.

Accepted Answer

A)  their unwillingness to develop relationships beyond a superficial level 
B)  their insistence on a compromise whenever progress becomes difficult 
C)  the amount of details desired about product characteristics 
D)  the use of bureaucratic mechanisms to stall negotiations 
A)  their unwillingness to develop relationships beyond a superficial level 
B)  their insistence on a compromise whenever progress becomes difficult 
C)  the amount of details desired about product characteristics 
D)  the use of bureaucratic mechanisms to stall negotiations

Question 15

Which of the following aspects of negotiating is most closely associated with nontask sounding?

Accepted Answer

A)  relationship building 
B)  information exchange 
C)  persuasion 
D)  final agreement stage 
A)  relationship building 
B)  information exchange 
C)  persuasion 
D)  final agreement stage

Question 16

What forms the basis for the enforcement of most business contracts in Mexico and China?

Accepted Answer

A)  legal systems 
B)  scientific research 
C)  personal commitments to individuals 
D)  international regulations 
A)  legal systems 
B)  scientific research 
C)  personal commitments to individuals 
D)  international regulations

Question 17

In the Far East,details are likely to be worked out ahead of time through the "backdoor" approach.Which of the following terms refers to this approach?

Accepted Answer

A)  mottainai 
B)  lien 
C)  guanxi 
D)  houmani 
A)  mottainai 
B)  lien 
C)  guanxi 
D)  houmani

Question 18

Which of the following is a similarity between the negotiation styles of both North Americans and Latin Americans?

Accepted Answer

A)  They highly value emotional sensitivity. 
B)  They display strong commitment to their employers. 
C)  They give great importance to documentation. 
D)  They tend to be argumentative when they think they are right. 
A)  They highly value emotional sensitivity. 
B)  They display strong commitment to their employers. 
C)  They give great importance to documentation. 
D)  They tend to be argumentative when they think they are right.

Question 19

In the American culture,which of the following is most likely to be considered a "dirty trick" during cross-cultural negotiations?

Accepted Answer

A)  establishing personal relationships 
B)  deliberately distorting facts 
C)  hard bargaining 
D)  exchanging irrelevant information 
A)  establishing personal relationships 
B)  deliberately distorting facts 
C)  hard bargaining 
D)  exchanging irrelevant information

Question 20

Which aspect of the negotiation process will most likely occur on a continuous basis?

Accepted Answer

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

Japanese negotiators tend to ________.

American managers believe strongly in self-determination and perceive problem situations as something they can change.This shows that they ________.

Italian negotiators have a sense of drama and do not hide their emotions.

Nontask sounding involves general,polite conversation and informal communication before meetings.

How can modern technology,such as negotiation support systems (NSS),be used to improve the negotiating process?

Fundamental to Japanese culture is a concern for the welfare of the group; anything that affects one member or part of society affects the others.

The ringi process involves gaining approval on a proposal by circulating documents to those concerned throughout the company.

Arab negotiators will most likely make concessions because of their interest in ________.

Russians employ axiomatic appeals-that is,their appeals are based on the ideals generally accepted in their society.

Which of the following types of appeals,typically used by Arabs,is based on emotions and subjective feelings?

Which of the following behaviors is NOT consistent with Casse's profile of successful American negotiators?

Axiomatic appeals are generally based on ________.

Which of the following is true about Arab negotiators?

Business people report two major areas of conflict in negotiating with the Chinese--their apparent insincerity about reaching an agreement and ________.

Which of the following aspects of negotiating is most closely associated with nontask sounding?

What forms the basis for the enforcement of most business contracts in Mexico and China?

In the Far East,details are likely to be worked out ahead of time through the "backdoor" approach.Which of the following terms refers to this approach?

Which of the following is a similarity between the negotiation styles of both North Americans and Latin Americans?

In the American culture,which of the following is most likely to be considered a "dirty trick" during cross-cultural negotiations?

Which aspect of the negotiation process will most likely occur on a continuous basis?

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

Japanese negotiators tend to ________.

American managers believe strongly in self-determination and perceive problem situations as something they can change.This shows that they ________.

Italian negotiators have a sense of drama and do not hide their emotions.

Nontask sounding involves general,polite conversation and informal communication before meetings.

How can modern technology,such as negotiation support systems (NSS),be used to improve the negotiating process?

Fundamental to Japanese culture is a concern for the welfare of the group; anything that affects one member or part of society affects the others.

The ringi process involves gaining approval on a proposal by circulating documents to those concerned throughout the company.

Arab negotiators will most likely make concessions because of their interest in ________.

Russians employ axiomatic appeals-that is,their appeals are based on the ideals generally accepted in their society.

Which of the following types of appeals,typically used by Arabs,is based on emotions and subjective feelings?

Which of the following behaviors is NOT consistent with Casse's profile of successful American negotiators?

Axiomatic appeals are generally based on ________.

Which of the following is true about Arab negotiators?

Business people report two major areas of conflict in negotiating with the Chinese--their apparent insincerity about reaching an agreement and ________.

Which of the following aspects of negotiating is most closely associated with nontask sounding?

What forms the basis for the enforcement of most business contracts in Mexico and China?

In the Far East,details are likely to be worked out ahead of time through the "backdoor" approach.Which of the following terms refers to this approach?

Which of the following is a similarity between the negotiation styles of both North Americans and Latin Americans?

In the American culture,which of the following is most likely to be considered a "dirty trick" during cross-cultural negotiations?

Which aspect of the negotiation process will most likely occur on a continuous basis?

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