Question 1

In high-context cultures, personal relationships are crucial and high-level business executives stay in touch with their foreign counterparts.

Accepted Answer

A) True 
 B)False

Question 2

American buyers achieve better results than Japanese buyers.

Accepted Answer

A) True 
 B)False

Question 3

Compare and contrast approaches to complex negotiation tasks between Westerners and Asians.

Accepted Answer

The answer of Compare and contrast approaches to complex negotiation...

Question 4

Individual personalities and backgrounds are of no relevance at the international negotiation table.

Accepted Answer

A) True 
 B)False

Question 5

Objectivity is key for negotiators working in China.

Accepted Answer

A) True 
 B)False

Question 6

The first stage of the business negotiation process is nontask sounding, which includes all those activities that might be described as establishing rapport or getting to know one another.

Accepted Answer

A) True 
 B)False

Question 7

Which approach is usually adopted by Westerners when faced with a complex negotiation task?

Accepted Answer

A)  dividing the large task into a series of smaller tasks 
B)  analyzing the task in a holistic manner with foreign and domestic experts 
C)  discussing all issues at once, in no apparent order 
D)  making larger than normal concessions in a bid to push the deal through 
E)  buying time by tackling peripheral issues first, and then tackling the main task

Question 8

________ should not be used as a selection criterion for international negotiation teams.

Accepted Answer

A)  Stamina 
B)  Maturity 
C)  Ethnicity 
D)  Breadth of knowledge 
E)  Gender

Question 9

On a tour to Australia in 1992, George Bush Sr. flashed the victory sign at the Australian public, with the palm facing inwards, which was considered a rude gesture. This is an example of cultural differences causing problems at the level of

Accepted Answer

A)  thinking processes. 
B)  values. 
C)  language. 
D)  nonverbal behaviors. 
E)  decision-making processes.

Question 10

In the context of international business negotiations, even in countries where women do not participate in management, American female negotiators are first treated as

Accepted Answer

A)  distractions. 
B)  ignorant people. 
C)  inappropriate. 
D)  foreigners. 
E)  inexperienced people.

Question 11

In international business, global marketing strategies are almost always implemented through ________ with business partners and customers from foreign countries.

Accepted Answer

A)  telephone conversations 
B)  face-to-face negotiations 
C)  video chats 
D)  mail and courier 
E)  e-mail

Question 12

Which statement regarding the physical arrangements of an international negotiation setting is true?

Accepted Answer

A)  Russians prefer to talk to everyone separately, and once everyone agrees, to schedule inclusive meetings. 
B)  Japanese tend toward a cumulative approach, meeting with one party and reaching an agreement, then both parties calling on a third party. 
C)  In high-context cultures, the physical arrangements of rooms are taken casually. 
D)  Americans tend to want to get everyone together to quickly reach an agreement even if opinions and positions are divergent. 
E)  Americans adopt a formal approach to seating and room arrangement.

Question 13

________ negotiators are often reluctant to voice objections during negotiations lest they damage the all-important personal relationships.

Accepted Answer

A)  Mexican 
B)  American 
C)  German 
D)  British 
E)  Israeli

Question 14

Why is it important to bring along a senior executive to an international business negotiation?

Accepted Answer

A)  Influence at headquarters is crucial to success. 
B)  The flexible position of the organization is indicated. 
C)  The specific technical details of the deal can be discussed. 
D)  Information can be collected through note taking with the goal of enhancing creativity. 
E)  A larger number of nodding heads can reduce influence.

Question 15

Israeli business negotiators use the lowest percentage of self-disclosure, yet they also use, by far, the highest percentages of promises and recommendations.

Accepted Answer

A) True 
 B)False

Question 16

Japan's negotiation style is unique. On almost every dimension of negotiation style considered in a study of 17 countries, the Japanese are on or near the end of the scale.

Accepted Answer

A) True 
 B)False

Question 17

With respect to the roles of men and women in international business negotiations,

Accepted Answer

A)  in general, women are more comfortable speaking up in a meeting than men to maintain intimacy with their foreign counterparts. 
B)  men are more comfortable talking one-on-one than women, owing to the social stigma associated with such practices. 
C)  the negotiation style of American women is a lot closer to that of the Japanese than that of American men. 
D)  in countries where women do not participate in management, American female negotiators are first considered incompetent. 
E)  it is not particularly important for female executives to establish personal rapport at restaurants and other informal settings.

Question 18

Four kinds of problems are caused by cultural differences in international business negotiations: language, nonverbal behaviors, thinking and decision-making processes, and

Accepted Answer

A)  communication channels. 
B)  values. 
C)  social responsibility. 
D)  communication style. 
E)  stereotypes.

Question 19

Five values-relationships, objectivity, competitiveness, equality, and punctuality-that are held strongly and deeply by most Americans seem to frequently cause misunderstandings and bad feelings in international business negotiations.

Accepted Answer

A) True 
 B)False

Question 20

Which group of negotiators was found to have the most aggressive negotiation style?

Accepted Answer

A)  Spaniards 
B)  Israelis 
C)  Americans 
D)  Koreans 
E)  French

Exam 19: Inventive Negotiations With International Customers, Partners, and Regulators

In high-context cultures, personal relationships are crucial and high-level business executives stay in touch with their foreign counterparts.

American buyers achieve better results than Japanese buyers.

Compare and contrast approaches to complex negotiation tasks between Westerners and Asians.

Individual personalities and backgrounds are of no relevance at the international negotiation table.

Objectivity is key for negotiators working in China.

The first stage of the business negotiation process is nontask sounding, which includes all those activities that might be described as establishing rapport or getting to know one another.

Which approach is usually adopted by Westerners when faced with a complex negotiation task?

________ should not be used as a selection criterion for international negotiation teams.

On a tour to Australia in 1992, George Bush Sr. flashed the victory sign at the Australian public, with the palm facing inwards, which was considered a rude gesture. This is an example of cultural differences causing problems at the level of

In the context of international business negotiations, even in countries where women do not participate in management, American female negotiators are first treated as

In international business, global marketing strategies are almost always implemented through ________ with business partners and customers from foreign countries.

Which statement regarding the physical arrangements of an international negotiation setting is true?

________ negotiators are often reluctant to voice objections during negotiations lest they damage the all-important personal relationships.

Why is it important to bring along a senior executive to an international business negotiation?

Israeli business negotiators use the lowest percentage of self-disclosure, yet they also use, by far, the highest percentages of promises and recommendations.

Japan's negotiation style is unique. On almost every dimension of negotiation style considered in a study of 17 countries, the Japanese are on or near the end of the scale.

With respect to the roles of men and women in international business negotiations,

Four kinds of problems are caused by cultural differences in international business negotiations: language, nonverbal behaviors, thinking and decision-making processes, and

Five values-relationships, objectivity, competitiveness, equality, and punctuality-that are held strongly and deeply by most Americans seem to frequently cause misunderstandings and bad feelings in international business negotiations.

Which group of negotiators was found to have the most aggressive negotiation style?