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

In high-context cultures, personal relationships are crucial and high-level business executives stay in touch with their foreign counterparts.

American buyers achieve better results than Japanese buyers.

Compare and contrast approaches to complex negotiation tasks between Westerners and Asians.

Individual personalities and backgrounds are of no relevance at the international negotiation table.

Objectivity is key for negotiators working in China.

The first stage of the business negotiation process is nontask sounding, which includes all those activities that might be described as establishing rapport or getting to know one another.

Which approach is usually adopted by Westerners when faced with a complex negotiation task?

________ should not be used as a selection criterion for international negotiation teams.

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

In the context of international business negotiations, even in countries where women do not participate in management, American female negotiators are first treated as

In international business, global marketing strategies are almost always implemented through ________ with business partners and customers from foreign countries.

Which statement regarding the physical arrangements of an international negotiation setting is true?

________ negotiators are often reluctant to voice objections during negotiations lest they damage the all-important personal relationships.

Why is it important to bring along a senior executive to an international business negotiation?

Israeli business negotiators use the lowest percentage of self-disclosure, yet they also use, by far, the highest percentages of promises and recommendations.

Japan's negotiation style is unique. On almost every dimension of negotiation style considered in a study of 17 countries, the Japanese are on or near the end of the scale.

With respect to the roles of men and women in international business negotiations,

Four kinds of problems are caused by cultural differences in international business negotiations: language, nonverbal behaviors, thinking and decision-making processes, and

Five values-relationships, objectivity, competitiveness, equality, and punctuality-that are held strongly and deeply by most Americans seem to frequently cause misunderstandings and bad feelings in international business negotiations.

Which group of negotiators was found to have the most aggressive negotiation style?