Question 1

In addition to negotiators from France and Spain,negotiators from _____________ characterized as being quite aggressive in negotiations (used commands often)?

Accepted Answer

A)  Japan
B)  United Kingdom
C)  Brazil
D)  Germany
E)  United States C

Question 2

Connie is a business negotiation with her African counterparts.The Africans frequently initiate side conversations among themselves in their native language.Connie thinks they are plotting something or discussing secrets but,usually they are:

Accepted Answer

A)  commenting on facial gestures.
B)  straightening out a translation problem.
C)  strategically undermining Connie's negotiating strategy.
D)  offering comments on her sharp business attire.
E)  expressing frustration about the negotiation process. B

Question 3

Cultural differences cause four kinds of problems in international business negotiations.Which one of the following is among those problem areas?

Accepted Answer

A)  focus
B)  compassion
C)  values
D)  intelligence
E)  morality C

Question 4

A good indication that a business meeting is important is if higher-level executives are included in the discussion.

Accepted Answer

A) True 
 B)False

Question 5

Sam Watkins has invited all the members of his negotiation team and those of the other side for an evening of light conversation and good food at a local restaurant.Which of the following stages of a business negotiation would this form of behavior be proper?

Accepted Answer

A)  non-task sounding
B)  task-related exchange of information
C)  persuasion
D)  concessions and agreement
E)  refusal to continue negotiations (hardballing)

Question 6

The first stage of business negotiations can be characterized as being one where there is a task-related exchange of information.

Accepted Answer

A) True 
 B)False

Question 7

With respect to negotiation tactics,the variation across cultures is greater when comparing linguistic aspects of language and ________________.

Accepted Answer

The answer of With respect to negotiation tactics,the variation across...

Question 8

In general,which of the following is more comfortable talking one-to-one?

Accepted Answer

A)  older men
B)  younger men
C)  Western men
D)  women
E)  Australian men and women

Question 9

Preparation and planning skill are at the top of almost everyone's list of negotiator traits.

Accepted Answer

A) True 
 B)False

Question 10

With respect to negotiations,in relationship-oriented cultures selection of intermediaries and ____________ are crucial considerations.

Accepted Answer

A)  proper dress
B)  seniority of negotiators
C)  nationality of negotiators
D)  factual breadth of knowledge
E)  a winning attitude

Question 11

Charles is putting together a negotiating team for his company.What four steps will help Charles create a more effective and efficient international business negotiating team?

Accepted Answer

The answer of Charles is putting together a negotiating team...

Question 12

"Americans don't play favorites" is a statement that expresses the value of __________ in negotiations.

Accepted Answer

The answer of "Americans don't play favorites" is a statement...

Question 13

Which of the following is NOT one of the four values that are held strongly and deeply by most Americans and seem to frequently cause misunderstandings in international business negotiations?

Accepted Answer

A)  obesity
B)  objectivity
C)  competitiveness
D)  equality
E)  punctuality

Question 14

One reason Japanese negotiators exchange business cards at the beginning of a meeting is to establish the ___________________--between them.

Accepted Answer

The answer of One reason Japanese negotiators exchange business cards...

Question 15

When Americans are at the negotiation table with Japanese,Chinese,or Russian negotiators,information flow tends to be:

Accepted Answer

A)  unidirectional.
B)  bi-directional.
C)  multilateral.
D)  parallel.
E)  uninterrupted.

Question 16

Greg is preparing for an important series of business negotiations.Greg will make decisions about all of the following aspects of the negotiation setting ahead of time,if possible,EXCEPT:

Accepted Answer

A)  location.
B)  number of parties.
C)  time limits.
D)  audiences
E)  products

Question 17

To most Americans,a business negotiation is characterized as being a(n):

Accepted Answer

A)  relationship-building activity.
B)  difficult experience.
C)  problem-solving activity.
D)  expression of personal power.
E)  exploration of personal philosophy.

Question 18

Which of the following is an important consideration in setting negotiations because it may eventually determine legal jurisdiction if disputes arise?

Accepted Answer

A)  time limits
B)  audiences
C)  the number of parties
D)  communications channels
E)  location

Question 19

Every negotiator has two kinds of interests: _____________ and __________.

Accepted Answer

The answer of Every negotiator has two kinds of interests:...

Question 20

Looking broadly across several cultures,two important lessons with respect to negotiation standout.One of those lessons is that:

Accepted Answer

A)  regional generalizations are generally true.
B)  regional generalizations are generally not correct.
C)  stereotyping is a useful tactic.
D)  generalizations are usually useful as a form of secondary research.
E)  supply does not always match demand.

Exam 19: Negotiating With International Customers, Partners, and Regulators

In addition to negotiators from France and Spain,negotiators from _____________ characterized as being quite aggressive in negotiations (used commands often) ?

Connie is a business negotiation with her African counterparts.The Africans frequently initiate side conversations among themselves in their native language.Connie thinks they are plotting something or discussing secrets but,usually they are:

Cultural differences cause four kinds of problems in international business negotiations.Which one of the following is among those problem areas?

A good indication that a business meeting is important is if higher-level executives are included in the discussion.

Sam Watkins has invited all the members of his negotiation team and those of the other side for an evening of light conversation and good food at a local restaurant.Which of the following stages of a business negotiation would this form of behavior be proper?

The first stage of business negotiations can be characterized as being one where there is a task-related exchange of information.

With respect to negotiation tactics,the variation across cultures is greater when comparing linguistic aspects of language and ________________.

In general,which of the following is more comfortable talking one-to-one?

Preparation and planning skill are at the top of almost everyone's list of negotiator traits.

With respect to negotiations,in relationship-oriented cultures selection of intermediaries and ____________ are crucial considerations.

Charles is putting together a negotiating team for his company.What four steps will help Charles create a more effective and efficient international business negotiating team?

"Americans don't play favorites" is a statement that expresses the value of __________ in negotiations.

Which of the following is NOT one of the four values that are held strongly and deeply by most Americans and seem to frequently cause misunderstandings in international business negotiations?

One reason Japanese negotiators exchange business cards at the beginning of a meeting is to establish the ___________________--between them.

When Americans are at the negotiation table with Japanese,Chinese,or Russian negotiators,information flow tends to be:

Greg is preparing for an important series of business negotiations.Greg will make decisions about all of the following aspects of the negotiation setting ahead of time,if possible,EXCEPT:

To most Americans,a business negotiation is characterized as being a(n) :

Which of the following is an important consideration in setting negotiations because it may eventually determine legal jurisdiction if disputes arise?

Every negotiator has two kinds of interests: ___ and .

Looking broadly across several cultures,two important lessons with respect to negotiation standout.One of those lessons is that: