Exam 5: Cross-Cultural Negotiation and Decision Making

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 has flown to China to negotiate the details of the joint venture. Which of the following best supports Kevin's argument that he should be the primary negotiator?

In Japanese culture,the term ________ refers to a process which involves gaining approval on a proposal by circulating documents to those concerned throughout the company.It usually comprises four steps: proposal,circulation,approval,and record.

Which of the following serves as a bridge from relationship building to the more formal stages of negotiating?

Research shows that managers from ________ have the highest tolerance for risk.

Which of the following cultural groups enjoys debate and conflicts and will often interrupt presentations to argue about an issue even if it has little relevance to the topic being presented?

Linda,the operations executive for Tango,is asked to travel to China in order to set up a new operational facility.When negotiating with the Chinese investors,Linda should ________.

When preparing for cross-cultural negotiations,managers should first evaluate their own negotiation styles in order to ________.

Which of the following cultures views formal contracts as insulting and wasteful,and prefers to make agreements based on mutual understanding and trust?

Which of the following is most likely a subtle and complex behavior that makes cross-cultural negotiations difficult?

Which of the following is true about Japanese negotiators?

Which of the following statements is true regarding a negotiation process?

Compared to Indian negotiators,American negotiators are more likely to withdraw,use silence,and learn from within.

What are the two negotiation stages that Americans should expect when negotiating with the Chinese?

How does nonverbal communication affect the negotiation process?

During the exchange of task-related information,who among the following people would most likely ask many questions of their counterparts,delve specifically and repeatedly into the details at hand,and provide only vague and ambiguous material during a presentation?

Which of the following is most likely to be true about negotiators in the Far East?

How is conflict during negotiations handled in high-context and low-context cultures?

During which stage of the negotiations process does hard bargaining begin?

The term "software of negotiation" refers to the contractual terms mentioned in a written document.

What is the difference between affective,axiomatic,and factual appeals? Provide examples of cultures that use each type.