Question 1

How should American businessmen approach the decision-making process in negotiations with their Asian counterparts? What are the important signals of progress in a business negotiation?

Accepted Answer

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Question 2

Which of the following is usually the reason for side conversations among foreign negotiators in their native languages?

Accepted Answer

A)  Stalling the negotiations 
B)  Sorting out a translation problem 
C)  Diverting attention from an actual issue 
D)  Sharing secrets 
E)  Gesturing disapproval

Question 3

Which of the following is a factor responsible for global business successes?

Accepted Answer

A)  Standardization rather than customization of negotiation procedures across all cultures 
B)  Emergence of the English language as the chief medium of negotiations 
C)  Increased homogenization of cultures across the world 
D)  Large numbers of skillful international negotiators 
E)  Avoidance of the use of technology in all areas related to business negotiations

Question 4

Which of the following factors often gets in the way of American team negotiations?

Accepted Answer

A)  Cultural heritage of interdependence and collectivism 
B)  Emphasis on careful note taking and training via observation 
C)  Compensation schemes overly emphasizing individual performance 
D)  Preference for split commissions for negotiation teams 
E)  Hierarchical structures of American organizations

Question 5

Which of the following statements reflects the decision-making style of the Americans in business negotiations?

Accepted Answer

A)  A business negotiation is an opportunity to develop a business relationship with the goal of long-term mutual benefit. 
B)  The economic issues are the context, not the content, of the business negotiation talks. 
C)  A business negotiation is a problem-solving activity, the best deal for both parties being the solution. 
D)  Business issues are discussed at once, in no apparent order, and concessions are made on all issues at the end of the discussion. 
E)  Interpersonal and interorganizational bonds take precedence over the bottom line in business negotiations.

Question 6

Which of the following is an important lesson with respect to negotiation?

Accepted Answer

A)  Regional generalizations very often are not correct. 
B)  The Japanese tend to be in the middle of the scale on almost every dimension of negotiation style. 
C)  The negotiation styles of the Koreans and Japanese are the same in every dimension. 
D)  On almost every dimension of negotiation style considered, the Americans are on or near the end of the scale. 
E)  Asian negotiation styles tend to be collectively similar across all dimensions.

Question 7

Which of the following images is a cultural stereotype that is most likely attributed to American negotiators by foreign business negotiators?

Accepted Answer

A)  The cowboy 
B)  The suave, smooth-talker 
C)  The pretentious connoisseur 
D)  The "stiff upper lip" 
E)  The samurai

Question 8

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 9

Which of the following statements 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 "hammer out an agreement" even if opinions and positions are divergent. 
E)  Japanese tend to shun the practice of higher-level executives being included in negotiation to indicate interest in a deal.

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)  incompetent people 
D)  foreigners 
E)  inexperienced people

Question 11

In the context of the nontask sounding stage of business negotiations, which of the following aspects most likely differs between the Americans and the Japanese?

Accepted Answer

A)  Topic of discussion 
B)  Determining the trustworthiness of a client 
C)  Learning about the culture of a client 
D)  Duration of the nontask sounding process 
E)  Goals and objectives

Question 12

Which of the following is the first step toward initiating efficient and effective international business negotiations?

Accepted Answer

A)  Management of preliminaries such as training and location of talks 
B)  Preparation and manipulation of negotiation settings 
C)  Selecting an appropriate negotiation team 
D)  Managing the process of negotiations 
E)  Following upon procedures and practices

Question 13

What are the four kinds of problems caused by cultural differences in international business negotiations?

Accepted Answer

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Question 14

Which of the following is true of the differences in values that affect international negotiations?

Accepted Answer

A)  Negotiators from countries such as Mexico or Spain remain personally unaffected by negotiation outcomes. 
B)  The concept of objectivity predominantly takes a front seat in Hispanic or Chinese cultures. 
C)  In most places in the world, particularly in collectivistic and high-context cultures, personalities and substance are separate issues. 
D)  The concept of family control does not apply to businesses in Spain, Mexico, and the Philippines. 
E)  Long-term reciprocity is usually the basis of commercial interactions in China.

Question 15

How do approaches to complex negotiation tasks differ between Westerners and Asians?

Accepted Answer

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Question 16

Americans often make the mistake of going it alone against a greater number of foreigners in business negotiations. Which of the following factors can be attributed to this behavior of the Americans?

Accepted Answer

A)  Collectivism 
B)  Chivalry 
C)  Information-orientation 
D)  Pragmatism 
E)  Independence

Question 17

Which of the following is true of the decision-making process with respect to the American and Japanese negotiators?

Accepted Answer

A)  The Western sequential approach and the Eastern holistic approach are found to mix well. 
B)  Americans often make unnecessary concessions right before agreements are announced by the Japanese. 
C)  All issues are discussed at once by the Americans, in no apparent order, and concessions are made on all issues at the end of the discussion. 
D)  American managers find it easy to measure the progress of negotiations with their Japanese counterparts. 
E)  When negotiating with the Japanese, Americans find that the progress of negotiations is closely linked to the number of issues resolved.

Question 18

How do differences in perceptions of objectivity affect international negotiations? Provide an example to support your answer.

Accepted Answer

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Question 19

What are the criteria for selecting international business negotiators?

Accepted Answer

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Question 20

Which of the following statements is true regarding the decision-making processes in international business negotiations?

Accepted Answer

A)  Asian negotiators prefer to break up a complex, large task into a series of smaller tasks. 
B)  The American approach to a complex negotiation task is to discuss all issues at once, in no apparent order. 
C)  American negotiators tend to make larger concessions after agreements are announced. 
D)  Americans tackle issues such as prices, delivery, and warranty one at a time, with the final agreement being the sum of smaller agreements. 
E)  The Western sequential approach and the Eastern holistic approach to decision-making are found to complement each other.

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