Exam 5: Cross-Cultural Negotiation and Decision Making

Uncomfortable room temperatures,too-bright lighting,rudeness,interruptions,and other irritations are examples of rough tactics used during negotiations.

For long-term positive relations,the goal of negotiation should most likely be to ________.

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,if true,strengthens the argument that Kevin should be prepared with specific details about the product specifications and technology that will be used?

Middle Easterners avoid hiring mediators,as they cannot deal with direct conflicts.

A French businessman has a meeting scheduled with a Brazilian to negotiate terms of a joint venture.The Frenchman prepares for the meeting in the way he always does when negotiating with French firms.The Frenchman assumes that the Brazilian will perceive and reason the way he does.Which of the following terms best describes the Frenchman's mistake?

According to the research conducted by Tung et al.,which of the following cities in China has people who are business-savvy,confident,career-oriented,and materialistic?

According to Adler,in order to understand the perspectives of both sides and to prepare for meetings effectively,a negotiator must ________.

In what ways might the American style of negotiation be misinterpreted in another culture?

A negotiation support system provides support to the negotiation process by ________.

The method of using extreme positions during the concessions and agreement stage of negotiation involves ________.

Which of the following types of decision making is generally used in China,Germany,Turkey,and India?

According to Pierre Casse,Arab negotiators ________.

What is negotiation?

Which of the following is a common Chinese tactic used during negotiations with Americans?

Which of the following cultural norms greatly affects the negotiation process for the Chinese?

Risk tolerance is one of the cultural variables that greatly affects the decision-making process.

What are the main differences between Japanese and American negotiators?

Which of the following is a part of the rational decision-making process?

Which of the following is most likely the last stage of negotiation?

Which of the following is true about the negotiating tactics used by the Russians?