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

Which method is the most efficient way to communicate with clients and partners in places like Mexico, Malaysia, and China?

If a negotiator from another country were to label Spanish negotiators as bulls and associate the Swiss with the image of a lamb, these are examples of

Even small companies can possess great power in negotiations if they have

Explain the meaning of this sentence: Negotiations are not conducted between national stereotypes.

________ includes all those activities that might be described as establishing rapport, but it does not include information related to the "business" of a meeting.

The style of United Kingdom negotiators is the most aggressive of all cultures.

The negotiation style of the Russians is found to be quite similar in many respects to that of the

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

The variation across cultures is greater when comparing linguistic aspects of language than when the verbal content of negotiations is considered.

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

Due to the great differences in the roles played by women across cultures, gender should be used as a selection criterion for international negotiation teams.

Israeli negotiators are most likely to be blamed for the "pushy" stereotype often used by Americans to describe their Israeli counterparts because they

What is true regarding the decision-making processes in international business negotiations?

Fred, a purchasing manager at a department store in the United States, is engaged in negotiations with a Brazilian supplier. What behavior would indicate that Fred has been making progress in the negotiations with the Brazilians?

List the seven aspects of the negotiation setting that must be manipulated ahead of time, if possible.

What is one of the two obstacles to inventive negotiation techniques for Japanese negotiators?

Americans are lacking in foreign language skills more than most countries in international business negotiations.

Compare the American and Japanese approaches during the four stages of business negotiations.

In the context of international business negotiations, in most places in the world, collectivistic, high-context cultures do not consider personalities and substance as separate issues.

In Japanese business organizations, subordinates do not share bad news with their superiors. This lack of internal communications can be attributed to