Question 1

Physical arrangements for negotiations can affect cooperativeness in subtle ways.Which of the following are most sensitive to the physical arrangements of the negotiations?

Accepted Answer

A) low-context cultures 
B) high-context cultures 
C) fact-oriented cultures 
D) knowledge-oriented cultures 
E) solution-oriented cultures

Question 2

Amos Russell is about to enter into a business negotiation with a foreign company for the first time and is unsure as to the normal and expected sequence of events.Write a short paragraph for Mr.Russell that would indicate the four phases that most negotiations follow and what he might expect at each stage.Be specific in your comments.

Accepted Answer

The answer of Amos Russell is about to enter into...

Question 3

With respect to verbal negotiation tactics,negotiators from which of the following countries would use promises most often as part of a negotiation style?

Accepted Answer

A) Japan 
B) China 
C) United Kingdom 
D) France 
E) United States

Question 4

The text mentions twelve different verbal negotiation tactics that are classed as bargaining behaviors (stances).Pick any four of these and explain the tactic.

Accepted Answer

The answer of The text mentions twelve different verbal negotiation...

Question 5

The single most important activity of negotiations is:

Accepted Answer

A) winning. 
B) commanding attention. 
C) listening. 
D) explaining one's position. 
E) defending one's position.

Question 6

Negotiators from which of the following Asian countries have,as negotiation characteristics,a high incidence of facial gazing,asking few questions,and providing more detailed information (self-disclosures)about themselves than their other Asian counterparts?

Accepted Answer

A) Japan 
B) China 
C) Vietnam 
D) Korea 
E) Taiwan

Question 7

The verbal negotiation study presented in the text concludes:

Accepted Answer

A) there is greater variation in the nonlinguistic aspects of language and verbal behaviors than nonverbal content. 
B) there is greater variation in the linguistic aspects of language and nonverbal behaviors than verbal content. 
C) there is greater variation in the linguistic aspects of nonverbal behavior and nonverbal linguistics than verbal content. 
D) there is less variation in the linguistic aspects of language and nonverbal behaviors and more variation in verbal content. 
E) there is no variation in the linguistic aspects of language and nonverbal behaviors than verbal content.

Question 8

The first step in leading to a more efficient and effective international business negotiation is to __________________.

Accepted Answer

The answer of The first step in leading to a...

Question 9

_____________ (country)is clearly near the bottom of the languages skills list.

Accepted Answer

The answer of _____________ (country)is clearly near the bottom of...

Question 10

One of the aspects of a negotiation setting that should be manipulated is location.

Accepted Answer

A) True 
 B)False

Question 11

In negotiations,Japanese businesspeople value speaking one's mind and buyer/seller relationships tend to be horizontal.

Accepted Answer

A) True 
 B)False

Question 12

Negotiators from which of the following countries are characterized as have negotiation behavior that is most similar to that of the United States?

Accepted Answer

A) United Kingdom 
B) France 
C) Mexico 
D) Germany 
E) Australia

Question 13

Americans must gauge the quality of a business relationship in negotiations.According to the text,which of the following is an important signal of progress in that business relationship?

Accepted Answer

A) requests for price for potential greater level of business. 
B) invitation to dinner whenever the negotiations are concluded. 
C) frequent side conversations among associates in their native language. 
D) increased bargaining and use of lower-level,informal,and other channels of communication. 
E) clock watching and leaving meeting to accept cellphone calls.

Question 14

A general conclusion of the verbal negotiating tactics data in the text suggests that variation across cultures is greatest when comparing nonlinguistic aspects of language and verbal behaviors.

Accepted Answer

A) True 
 B)False

Question 15

A task-related information exchange implies a two-way communication process.

Accepted Answer

A) True 
 B)False

Question 16

Tabitha always checks the Monday sports page before an important business negotiation.She wants to be able to make small-talk before getting into detailed negotiations.Tabitha is preparing herself for:

Accepted Answer

A) non-task sounding 
B) task-related information exchange 
C) bartering 
D) bantering 
E) pre-concession discussion

Question 17

The power in negotiations is best measured by the notion of the best alternative to a negotiated agreement (BATNA).

Accepted Answer

A) True 
 B)False

Question 18

Americans must gauge the quality of a business relationship in negotiations.According to the text,which of the following is an important signal of progress in that business relationship?

Accepted Answer

A) higher-level foreigners being included in the discussions. 
B) frequent side conversations among associates in their native language. 
C) invitation to dinner whenever the negotiations are concluded. 
D) clock watching and leaving meeting to accept cellphone calls. 
E) requests for price for potential greater level of business.

Question 19

In most places in the world,particularly in relationship-oriented cultures,__________ and ______________are not separate issues.

Accepted Answer

The answer of In most places in the world,particularly in...

Question 20

According to the authors of a famous book on business negotiations,every negotiator has two kinds of interests,________________ and ________________.

Accepted Answer

A) vocations;hobbies 
B) substance;relationships 
C) revenue;charity 
D) market position;supremacy 
E) profit;potential

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

Physical arrangements for negotiations can affect cooperativeness in subtle ways.Which of the following are most sensitive to the physical arrangements of the negotiations?

With respect to verbal negotiation tactics,negotiators from which of the following countries would use promises most often as part of a negotiation style?

The text mentions twelve different verbal negotiation tactics that are classed as bargaining behaviors (stances).Pick any four of these and explain the tactic.

The single most important activity of negotiations is:

Negotiators from which of the following Asian countries have,as negotiation characteristics,a high incidence of facial gazing,asking few questions,and providing more detailed information (self-disclosures) about themselves than their other Asian counterparts?

The verbal negotiation study presented in the text concludes:

The first step in leading to a more efficient and effective international business negotiation is to __________________.

_____________ (country)is clearly near the bottom of the languages skills list.

One of the aspects of a negotiation setting that should be manipulated is location.

In negotiations,Japanese businesspeople value speaking one's mind and buyer/seller relationships tend to be horizontal.

Negotiators from which of the following countries are characterized as have negotiation behavior that is most similar to that of the United States?

Americans must gauge the quality of a business relationship in negotiations.According to the text,which of the following is an important signal of progress in that business relationship?

A general conclusion of the verbal negotiating tactics data in the text suggests that variation across cultures is greatest when comparing nonlinguistic aspects of language and verbal behaviors.

A task-related information exchange implies a two-way communication process.

Tabitha always checks the Monday sports page before an important business negotiation.She wants to be able to make small-talk before getting into detailed negotiations.Tabitha is preparing herself for:

The power in negotiations is best measured by the notion of the best alternative to a negotiated agreement (BATNA).

Americans must gauge the quality of a business relationship in negotiations.According to the text,which of the following is an important signal of progress in that business relationship?

In most places in the world,particularly in relationship-oriented cultures, and ____are not separate issues.

According to the authors of a famous book on business negotiations,every negotiator has two kinds of interests, and .