Question 1

Which of the following best describes most Japanese negotiators?

Accepted Answer

A)  confrontational 
B)  outwardly emotional 
C)  boastful and proud 
D)  quiet and reflective

Question 2

Your co-worker is preparing to negotiate a business deal with a Chinese firm. How would you characterize the Chinese negotiation process? What tips would you give to your co-worker about negotiating with the Chinese?

Accepted Answer

The answer of Your co-worker is preparing to negotiate a...

Question 3

What cultural differences make Chinese-American negotiations tense? As an American manager, what could you do to minimize difficulties during negotiations with a Chinese firm?

Accepted Answer

The answer of What cultural differences make Chinese-American negotiations tense?...

Question 4

What are some of the practices used by successful negotiators in their planning and face-to-face behavior?

Accepted Answer

The answer of What are some of the practices used...

Question 5

The ________ approach to conflict is being used when both parties negotiate on the basis of factual information and logical analysis.

Accepted Answer

A)  instrumental-oriented 
B)  expressive-oriented 
C)  affective-oriented 
D)  subjective-oriented

Question 6

Which of the following is considered a "dirty trick" of cross-cultural negotiations?

Accepted Answer

A)  exhibiting rude behavior 
B)  deliberately distorting facts 
C)  asking many difficult questions 
D)  remaining silent for long periods

Question 7

One of the most common negotiating tactics used by Russians is ________.

Accepted Answer

A)  calling opponents dishonest 
B)  questioning information 
C)  stalling for time 
D)  being emotional

Question 8

Which of the following factors was LEAST responsible for the strained relationship that developed between British and Russian partners in TNL-BP?

Accepted Answer

A)  political issues 
B)  resource nationalism 
C)  insufficient financial funding 
D)  cross-cultural misunderstandings

Question 9

All of the following are typical characteristics of the Japanese work culture EXCEPT ________.

Accepted Answer

A)  open expression of conflict 
B)  employee devotion to work 
C)  high degree of employee productivity 
D)  collective responsibility for decisions

Question 10

People from which city in China are viewed as business-savvy, confident, and obsessed with the progression of their careers?

Accepted Answer

A)  Beijing 
B)  Chengdu 
C)  Shanghai 
D)  Guangzhou

Question 11

One of the primary purposes of relationship building during the negotiation process is to ________.

Accepted Answer

A)  build mutual trust 
B)  learn about a culture 
C)  establish clear objectives 
D)  share personal information

Question 12

Research in the United States indicates that during the final stage of negotiations, it is best to start with ________.

Accepted Answer

A)  extreme positions 
B)  neutral selection criteria 
C)  mutual needs assessments 
D)  minimum acceptance guidelines

Question 13

What characteristics are unique to Arab negotiators?

Accepted Answer

The answer of What characteristics are unique to Arab negotiators?...

Question 14

Most ________ negotiators view the "exchanging task-related information" stage of the negotiation process as straightforward, objective, efficient, and direct.

Accepted Answer

A)  Mexican 
B)  American 
C)  Chinese 
D)  French

Question 15

Which of the following is NOT considered an antecedent factor influences Western-Chinese business negotiations?

Accepted Answer

A)  etiquette 
B)  harmony 
C)  economic conditions 
D)  adaptive orientation

Question 16

According to Casse, Arab negotiators are LEAST likely to ________.

Accepted Answer

A)  use affective appeals based on emotions and subjective feelings 
B)  focus on developing long-term relationships 
C)  avoid confronting opponents directly 
D)  show concern about punctuality

Question 17

How will negotiators most likely benefit from exhibiting an understanding of the opponents' viewpoint during presentations?

Accepted Answer

A)  Opponents succumb quicker to concession strategies than to aggressive bargaining tactics. 
B)  Considering both sides promotes the assessment of a wide range of resolution alternatives. 
C)  Emotional appeals not backed by information will be more persuasive to skeptical opponents. 
D)  Cultural norms demand that each side share their weaknesses during the negotiation process.

Question 18

According to Casse, ________ negotiators are perceived as quiet, thoughtful, flexible, straightforward, conceited, and punctual.

Accepted Answer

A)  American 
B)  Swedish 
C)  Italian 
D)  Arab

Question 19

Which of the following terms refers to conflict that is handled indirectly and implicitly without clear delineation of the situation from the person handling it?

Accepted Answer

A)  instrumental-oriented 
B)  expressive-oriented 
C)  objective-oriented 
D)  axiomatic-oriented

Question 20

A French businessman has a meeting scheduled with a Brazilian businessman 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?

Accepted Answer

A)  cognitive dissonance 
B)  moral idealism 
C)  parochialism 
D)  projective cognitive similarity

Exam 5: Cross Cultural Negotiation and Decision Making