Question 1

The single most important activity of international business negotiations is summarizing.

Accepted Answer

A) True 
 B)False

Question 2

The single most important activity of international business negotiations is

Accepted Answer

A)  organization. 
B)  listening. 
C)  presentation. 
D)  etiquette. 
E)  self-disclosure.

Question 3

What action must be taken by a negotiator before international negotiations begin?

Accepted Answer

A)  asking questions on specific areas of the deal 
B)  planning concession strategies 
C)  making concessions before reaching an agreement 
D)  rushing the foreign negotiator to come to a decision 
E)  relying only on information obtained from external sources

Question 4

Spanish negotiators use a high percentage of commands, as demonstrated by which behavior?

Accepted Answer

A)  extensive use of silent periods 
B)  highest incidence of touching another negotiator 
C)  greeting callers on the phone with "diga" (speak) 
D)  shunning eye contact with others 
E)  greeting others with a "hola" or "bueno"

Question 5

The British, German, and American businesspeople are found to fall in the middle of most scales for dimensions of negotiating behaviors.

Accepted Answer

A) True 
 B)False

Question 6

The behavior of the businesspeople in Asian countries tends to be similar in style.

Accepted Answer

A) True 
 B)False

Question 7

Which culture is considered to be the least aggressive, or most polite, in its negotiation behavior?

Accepted Answer

A)  French 
B)  German 
C)  Chinese 
D)  Taiwanese 
E)  Japanese

Question 8

In studies conducted at Ford Motor Company and AT&T, three traits were found to be important predictors of negotiator success with international clients and partners, including

Accepted Answer

A)  ability to function without team assistance. 
B)  influence at headquarters. 
C)  appreciation of external factors in negotiations. 
D)  ability to command attention from an audience. 
E)  willingness to take on additional responsibilities.

Question 9

In the age of the Internet and virtual conferencing, face-to-face negotiations are rare.

Accepted Answer

A) True 
 B)False

Question 10

The Japanese tend to emphasize hierarchical relationships that leads to hampered internal communications.

Accepted Answer

A) True 
 B)False

Question 11

An international business negotiator's primary job is collecting information with the goal of enhancing creativity. Which step may be taken during a meeting to ensure that the negotiator is able to do his job well?

Accepted Answer

A)  appointing different members of the team to provide self-disclosures and appropriate replies to queries 
B)  bringing along junior executives for the purpose of training through observation and participation 
C)  providing additional information to the other party when all the members fall silent during the meeting 
D)  assigning one team member the sole responsibility of taking careful notes and not worrying about speaking 
E)  including higher-rank executives and using informal channels of communication

Question 12

The Japanese approach to international business negotiations tends to be innovative in spite of their collectivist tendencies.

Accepted Answer

A) True 
 B)False

Question 13

When faced with a complex negotiation task, most Asians divide the large task up into a series of smaller tasks.

Accepted Answer

A) True 
 B)False

Question 14

Name three traits that are important when selecting international business negotiators, and explain why how these traits may increase the chances for success.

Accepted Answer

The answer of Name three traits that are important when...

Question 15

Which group of negotiators is considered to be the most reticent about giving information about themselves (self-disclosure)?

Accepted Answer

A)  Israelis 
B)  Canadians 
C)  Germans 
D)  Americans 
E)  Chinese

Question 16

What is the importance of follow-up communications and procedures in international business negotiations, and what are some ways to manage this?

Accepted Answer

The answer of What is the importance of follow-up communications...

Question 17

Cultural differences cause four kinds of problems in international business negotiations, and these problems occur at the levels of language, nonverbal behaviors, verbal styles, and values.

Accepted Answer

A) True 
 B)False

Question 18

Thorough preliminary research eliminates the need for negotiators to focus on key facts to reconfirm at the negotiation table.

Accepted Answer

A) True 
 B)False

Question 19

Which aspect of international business negotiations is considered to be the most difficult?

Accepted Answer

A)  agreeing on the number of participants in the negotiation 
B)  finding the best alternative to a negotiated agreement 
C)  actual conduct of the face-to-face meeting 
D)  deciding on the location and physical arrangements 
E)  selection of the appropriate negotiation team

Question 20

Global business success is the result of many factors, including

Accepted Answer

A)  standardization rather than customization of negotiation procedures across all cultures. 
B)  the emergence of the English language as the chief medium of negotiations. 
C)  increased homogenization of cultures across the world. 
D)  the availability of large numbers of skillful international negotiators. 
E)  avoidance of the use of technology in all areas related to business negotiations.

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

The single most important activity of international business negotiations is summarizing.

The single most important activity of international business negotiations is

What action must be taken by a negotiator before international negotiations begin?

Spanish negotiators use a high percentage of commands, as demonstrated by which behavior?

The British, German, and American businesspeople are found to fall in the middle of most scales for dimensions of negotiating behaviors.

The behavior of the businesspeople in Asian countries tends to be similar in style.

Which culture is considered to be the least aggressive, or most polite, in its negotiation behavior?

In studies conducted at Ford Motor Company and AT&T, three traits were found to be important predictors of negotiator success with international clients and partners, including

In the age of the Internet and virtual conferencing, face-to-face negotiations are rare.

The Japanese tend to emphasize hierarchical relationships that leads to hampered internal communications.

An international business negotiator's primary job is collecting information with the goal of enhancing creativity. Which step may be taken during a meeting to ensure that the negotiator is able to do his job well?

The Japanese approach to international business negotiations tends to be innovative in spite of their collectivist tendencies.

When faced with a complex negotiation task, most Asians divide the large task up into a series of smaller tasks.

Name three traits that are important when selecting international business negotiators, and explain why how these traits may increase the chances for success.

Which group of negotiators is considered to be the most reticent about giving information about themselves (self-disclosure) ?

What is the importance of follow-up communications and procedures in international business negotiations, and what are some ways to manage this?

Cultural differences cause four kinds of problems in international business negotiations, and these problems occur at the levels of language, nonverbal behaviors, verbal styles, and values.

Thorough preliminary research eliminates the need for negotiators to focus on key facts to reconfirm at the negotiation table.

Which aspect of international business negotiations is considered to be the most difficult?

Global business success is the result of many factors, including