Question 1

What do Americans consider to be a signal of progress in a business negotiations with foreigners?

Accepted Answer

A)  absence of questions on specific areas of a deal 
B)  a hardening of attitudes and positions on some issues 
C)  a lesser frequency of talk among themselves in their own language 
D)  higher-level foreigners being included in the discussions 
E)  decreased bargaining and use of the higher-level and formal channels of communication 
A)  absence of questions on specific areas of a deal 
B)  a hardening of attitudes and positions on some issues 
C)  a lesser frequency of talk among themselves in their own language 
D)  higher-level foreigners being included in the discussions 
E)  decreased bargaining and use of the higher-level and formal channels of communication D

Question 2

Since formality is a way of life in the United States, even the smallest contracts between companies often involves a formal signing ceremony.

Accepted Answer

A) True 
 B)False  False

Question 3

Verbal tactics used during negotiations differ vastly across diverse cultures.

Accepted Answer

A) True 
 B)False  False

Question 4

Bargaining skill is at the top of almost everyone's list of negotiator traits.

Accepted Answer

A) True 
 B)False

Question 5

What is the most common complaint heard from American managers in terms of the negotiation behavior of foreign clients?

Accepted Answer

A)  the insistence on exchanging business cards to establish the rank of the negotiators 
B)  the overt emphasis laid on punctuality and the tendency to waste time 
C)  the lack of feedback, positive as well as negative, regarding the negotiations 
D)  foreign clients and partners breaking into side conversations in their native languages 
E)  frequent instances of facial gazing and touching that distract their counterparts 
A)  the insistence on exchanging business cards to establish the rank of the negotiators 
B)  the overt emphasis laid on punctuality and the tendency to waste time 
C)  the lack of feedback, positive as well as negative, regarding the negotiations 
D)  foreign clients and partners breaking into side conversations in their native languages 
E)  frequent instances of facial gazing and touching that distract their counterparts

Question 6

What are the four kinds of problems caused by cultural differences in international business negotiations? Give examples of how misunderstandings could occur for each one.

Accepted Answer

Cultural differences cause four kinds of

Question 7

What skills typically top the list of international negotiator traits?

Accepted Answer

A)  preparation and planning 
B)  observational and oratory 
C)  linguistic and social 
D)  persuasion and intellectual 
E)  informational and interpretation 
A)  preparation and planning 
B)  observational and oratory 
C)  linguistic and social 
D)  persuasion and intellectual 
E)  informational and interpretation

Question 8

In Getting to Yes, the notion of ________ relates to how power in negotiations is best measured.

Accepted Answer

A)  what you negotiate is what you get 
B)  a face-to-face communication 
C)  the best alternative to a negotiated agreement 
D)  the failure to listen during negotiations 
E)  a standard for business negotiations 
A)  what you negotiate is what you get 
B)  a face-to-face communication 
C)  the best alternative to a negotiated agreement 
D)  the failure to listen during negotiations 
E)  a standard for business negotiations

Question 9

________ negotiators are more likely to provide brutally frank negative feedback to foreign presenters.

Accepted Answer

A)  American 
B)  Japanese 
C)  Chinese 
D)  German 
E)  Mexican 
A)  American 
B)  Japanese 
C)  Chinese 
D)  German 
E)  Mexican

Question 10

What is one of the objectives of engaging in nontask sounding?

Accepted Answer

A)  determining if a client's attention is focused on business 
B)  obtaining negative feedback on information supplied 
C)  draining information from one's negotiation counterparts 
D)  handling objections 
E)  preventing loss of face 
A)  determining if a client's attention is focused on business 
B)  obtaining negative feedback on information supplied 
C)  draining information from one's negotiation counterparts 
D)  handling objections 
E)  preventing loss of face

Question 11

What 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. 
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 12

Which statement is true about the negotiation behavior of Korean negotiators?

Accepted Answer

A)  They use more silent periods than any other group. 
B)  They ask the greatest number of questions. 
C)  They are the most reticent about disclosing information. 
D)  They use the word no and interrupt more frequently than the Japanese. 
E)  They use the lowest percentage of aggressive persuasive tactics. 
A)  They use more silent periods than any other group. 
B)  They ask the greatest number of questions. 
C)  They are the most reticent about disclosing information. 
D)  They use the word no and interrupt more frequently than the Japanese. 
E)  They use the lowest percentage of aggressive persuasive tactics.

Question 13

Americans often make the mistake of going it alone against a greater number of foreigners in business negotiations. This is likely related to what American trait?

Accepted Answer

A)  collectivism 
B)  chivalry 
C)  information-orientation 
D)  pragmatism 
E)  independence 
A)  collectivism 
B)  chivalry 
C)  information-orientation 
D)  pragmatism 
E)  independence

Question 14

In the context of international negotiations, what is found to be lacking in the curricula of most schools of diplomacy?

Accepted Answer

A)  language skills 
B)  diplomatic history and international relations 
C)  foreign policies 
D)  social and diplomatic skills 
E)  cultural differences in communication styles 
A)  language skills 
B)  diplomatic history and international relations 
C)  foreign policies 
D)  social and diplomatic skills 
E)  cultural differences in communication styles

Question 15

Give a brief description of the styles of negotiation of the Japanese, the Koreans, and the French.

Accepted Answer

Japan - Their style of interaction is am

Question 16

Which method can be used to minimize the inevitable errors that crop up while exchanging information across language barriers?

Accepted Answer

A)  using silent periods more frequently 
B)  prolonging the duration of nontask sounding 
C)  using more promises and recommendations instead of threats and warnings 
D)  agreeing to use a common language for communication 
E)  using multiple communication channels during presentations 
A)  using silent periods more frequently 
B)  prolonging the duration of nontask sounding 
C)  using more promises and recommendations instead of threats and warnings 
D)  agreeing to use a common language for communication 
E)  using multiple communication channels during presentations

Question 17

When Sandra was negotiating with Jamal, she looked him in the eye and shook his hand firmly. Jamal felt uncomfortable and didn't entirely trust Sandra after that, although he could not actually articulate why. This is likely because cultural differences in nonverbal behaviors

Accepted Answer

A)  are almost always hidden below our awareness. 
B)  were not important to Sandra. 
C)  only apply to social behaviors; business behaviors are universal. 
D)  are less important than verbal behaviors. 
E)  were not important to Jamal. 
A)  are almost always hidden below our awareness. 
B)  were not important to Sandra. 
C)  only apply to social behaviors; business behaviors are universal. 
D)  are less important than verbal behaviors. 
E)  were not important to Jamal.

Question 18

Which trait is important for marketing executives involved in international negotiations and technical experts who accompany them?

Accepted Answer

A)  optimism 
B)  altruism 
C)  resistance 
D)  culturally apathy 
E)  aggressiveness 
A)  optimism 
B)  altruism 
C)  resistance 
D)  culturally apathy 
E)  aggressiveness

Question 19

Ford's program for managers working with Japanese, "Managing Negotiations: Japan," includes

Accepted Answer

A)  classes in the Japanese language. 
B)  training in overcoming Japanese cultural traits. 
C)  tapes of past negotiation mistakes. 
D)  face-to-face practice with Japanese negotiators. 
E)  rehearsals of upcoming negotiations. 
A)  classes in the Japanese language. 
B)  training in overcoming Japanese cultural traits. 
C)  tapes of past negotiation mistakes. 
D)  face-to-face practice with Japanese negotiators. 
E)  rehearsals of upcoming negotiations.

Question 20

What aspect of nontask sounding most likely differs between the Americans and the Chinese?

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 
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

What do Americans consider to be a signal of progress in a business negotiations with foreigners?

Since formality is a way of life in the United States, even the smallest contracts between companies often involves a formal signing ceremony.

Verbal tactics used during negotiations differ vastly across diverse cultures.

Bargaining skill is at the top of almost everyone's list of negotiator traits.

What is the most common complaint heard from American managers in terms of the negotiation behavior of foreign clients?

What are the four kinds of problems caused by cultural differences in international business negotiations? Give examples of how misunderstandings could occur for each one.

What skills typically top the list of international negotiator traits?

In Getting to Yes, the notion of ________ relates to how power in negotiations is best measured.

________ negotiators are more likely to provide brutally frank negative feedback to foreign presenters.

What is one of the objectives of engaging in nontask sounding?

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

Which statement is true about the negotiation behavior of Korean negotiators?

Americans often make the mistake of going it alone against a greater number of foreigners in business negotiations. This is likely related to what American trait?

In the context of international negotiations, what is found to be lacking in the curricula of most schools of diplomacy?

Give a brief description of the styles of negotiation of the Japanese, the Koreans, and the French.

Which method can be used to minimize the inevitable errors that crop up while exchanging information across language barriers?

When Sandra was negotiating with Jamal, she looked him in the eye and shook his hand firmly. Jamal felt uncomfortable and didn't entirely trust Sandra after that, although he could not actually articulate why. This is likely because cultural differences in nonverbal behaviors

Which trait is important for marketing executives involved in international negotiations and technical experts who accompany them?

Ford's program for managers working with Japanese, "Managing Negotiations: Japan," includes

What aspect of nontask sounding most likely differs between the Americans and the Chinese?

The Scope and Challenge of International Marketing

The Dynamic Environment of International Trade

History and Geography: the Foundations of Culture

Cultural Dynamics in Assessing Global Markets

Culture, Management Style, and Business Systems

The Political Environment: a Critical Concern

The International Legal Environment: Playing by the Rules

Developing a Global Vision Through Marketing Research

Economic Development and the Americas

Europe, Africa, and the Middle East

The Asia Pacific Region

Global Marketing Management: Planning and Organization

Products and Services for Consumers

Products and Services for Businesses

International Marketing Channels

Integrated Marketing Communications and International Advertising

Personal Selling and Sales Management

Pricing for International Markets

Filters

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

What do Americans consider to be a signal of progress in a business negotiations with foreigners?

Since formality is a way of life in the United States, even the smallest contracts between companies often involves a formal signing ceremony.

Verbal tactics used during negotiations differ vastly across diverse cultures.

Bargaining skill is at the top of almost everyone's list of negotiator traits.

What is the most common complaint heard from American managers in terms of the negotiation behavior of foreign clients?

What are the four kinds of problems caused by cultural differences in international business negotiations? Give examples of how misunderstandings could occur for each one.

What skills typically top the list of international negotiator traits?

In Getting to Yes, the notion of ________ relates to how power in negotiations is best measured.

________ negotiators are more likely to provide brutally frank negative feedback to foreign presenters.

What is one of the objectives of engaging in nontask sounding?

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

Which statement is true about the negotiation behavior of Korean negotiators?

Americans often make the mistake of going it alone against a greater number of foreigners in business negotiations. This is likely related to what American trait?

In the context of international negotiations, what is found to be lacking in the curricula of most schools of diplomacy?

Give a brief description of the styles of negotiation of the Japanese, the Koreans, and the French.

Which method can be used to minimize the inevitable errors that crop up while exchanging information across language barriers?

When Sandra was negotiating with Jamal, she looked him in the eye and shook his hand firmly. Jamal felt uncomfortable and didn't entirely trust Sandra after that, although he could not actually articulate why. This is likely because cultural differences in nonverbal behaviors

Which trait is important for marketing executives involved in international negotiations and technical experts who accompany them?

Ford's program for managers working with Japanese, "Managing Negotiations: Japan," includes

What aspect of nontask sounding most likely differs between the Americans and the Chinese?

The Scope and Challenge of International Marketing

The Dynamic Environment of International Trade

History and Geography: the Foundations of Culture

Cultural Dynamics in Assessing Global Markets

Culture, Management Style, and Business Systems

The Political Environment: a Critical Concern

The International Legal Environment: Playing by the Rules

Developing a Global Vision Through Marketing Research

Economic Development and the Americas

Europe, Africa, and the Middle East

The Asia Pacific Region

Global Marketing Management: Planning and Organization

Products and Services for Consumers

Products and Services for Businesses

International Marketing Channels

Integrated Marketing Communications and International Advertising

Personal Selling and Sales Management

Pricing for International Markets

Filters