Question 1

When it comes to international negotiation,

Accepted Answer

A)  regional generalizations very often are not correct. 
B)  the Japanese tend to be in the middle of the scale on almost every dimension of negotiation style. 
C)  the negotiation styles of the Koreans and Japanese are the same in every dimension. 
D)  on almost every dimension of negotiation style considered, the Americans are on or near the end of the scale. 
E)  Asian negotiation styles tend to be collectively similar across all dimensions. 
A)  regional generalizations very often are not correct. 
B)  the Japanese tend to be in the middle of the scale on almost every dimension of negotiation style. 
C)  the negotiation styles of the Koreans and Japanese are the same in every dimension. 
D)  on almost every dimension of negotiation style considered, the Americans are on or near the end of the scale. 
E)  Asian negotiation styles tend to be collectively similar across all dimensions.

Question 2

Disagreements among foreign team members, in the form of side conversations, are often followed by concessions to the other negotiating party.

Accepted Answer

A) True 
 B)False

Question 3

In business negotiations, the most powerful persuasive tactic is to

Accepted Answer

A)  provide more promises and recommendations. 
B)  enforce more punishments and use more commands. 
C)  use more self-disclosures. 
D)  ask more questions. 
E)  offer more rewards and normative appeals. 
A)  provide more promises and recommendations. 
B)  enforce more punishments and use more commands. 
C)  use more self-disclosures. 
D)  ask more questions. 
E)  offer more rewards and normative appeals.

Question 4

In relationship-oriented cultures, ________ speaks quite loudly in both persuasion and the demonstration of interest in a business relationship.

Accepted Answer

A)  the bottom line 
B)  profit 
C)  team strength 
D)  secrecy 
E)  rank 
A)  the bottom line 
B)  profit 
C)  team strength 
D)  secrecy 
E)  rank

Question 5

Generalizations about the negotiation style of a region are usually correct.

Accepted Answer

A) True 
 B)False

Question 6

The egalitarian values of American society dictate that American sellers give complete deference to the needs and wishes of buyers.

Accepted Answer

A) True 
 B)False

Question 7

Age and experience are known to affect the negotiation behaviors of individuals.

Accepted Answer

A) True 
 B)False

Question 8

Mike had been negotiating with a Japanese company for distribution rights for five days. He was afraid he was going to lose the contract, so at the last minute he decided to lower the price. They accepted the next day. What mistake did Mike make?

Accepted Answer

A)  He should have come in with a low price at the outset. 
B)  He should have had a written concession plan before he began the negotiation. 
C)  He should have given the Japanese negotiators a menu of options including the lower price. 
D)  He should have avoided all concessions. 
E)  He should have deferred to his superiors. 
A)  He should have come in with a low price at the outset. 
B)  He should have had a written concession plan before he began the negotiation. 
C)  He should have given the Japanese negotiators a menu of options including the lower price. 
D)  He should have avoided all concessions. 
E)  He should have deferred to his superiors.

Question 9

An American buyer is negotiating with a British supplier for the purchase of raw materials for production of heavy machinery in the United States. Before exchanging any information pertaining to the business of the meeting, he spends a few minutes talking to the British negotiator on topics such as World Cup soccer, the recently concluded general elections, and the English weather. The American buyer is engaging in the first stage of a business negotiation known as

Accepted Answer

A)  chit chat. 
B)  nontask sounding. 
C)  setting an agenda. 
D)  assessment of business terms. 
E)  appraisal of current affairs. 
A)  chit chat. 
B)  nontask sounding. 
C)  setting an agenda. 
D)  assessment of business terms. 
E)  appraisal of current affairs.

Question 10

What is the most likely reason for side conversations among foreign negotiators in their native languages?

Accepted Answer

A)  stalling the negotiations 
B)  sorting out a translation problem 
C)  diverting attention from an actual issue 
D)  sharing secrets 
E)  gesturing disapproval 
A)  stalling the negotiations 
B)  sorting out a translation problem 
C)  diverting attention from an actual issue 
D)  sharing secrets 
E)  gesturing disapproval

Question 11

Which statement reflects the American notion of the importance of objectivity?

Accepted Answer

A)  American business is the hotbed of nepotism. 
B)  Americans place emphasis on economics and performance rather than people. 
C)  In business, favoritism matters and it is key to a successful negotiation. 
D)  Americans have little regard for decisions based upon the bottom line. 
E)  American business is heavily skewed against meritocracy. 
A)  American business is the hotbed of nepotism. 
B)  Americans place emphasis on economics and performance rather than people. 
C)  In business, favoritism matters and it is key to a successful negotiation. 
D)  Americans have little regard for decisions based upon the bottom line. 
E)  American business is heavily skewed against meritocracy.

Question 12

Cultural differences in nonverbal behaviors are almost always hidden below our awareness.

Accepted Answer

A) True 
 B)False

Question 13

What is the first step toward initiating efficient and effective international business negotiations?

Accepted Answer

A)  managing preliminaries such as training and location of talks 
B)  preparing and manipulating negotiation settings 
C)  selecting an appropriate negotiation team 
D)  managing the process of negotiations 
E)  following up on procedures and practices 
A)  managing preliminaries such as training and location of talks 
B)  preparing and manipulating negotiation settings 
C)  selecting an appropriate negotiation team 
D)  managing the process of negotiations 
E)  following up on procedures and practices

Question 14

The Japanese business negotiation style comprises an infrequent use of no and you and facial gazing, as well as more frequent silent periods.

Accepted Answer

A) True 
 B)False

Question 15

According to foreign negotiators, which negotiation tactic is the most useful when dealing with Americans?

Accepted Answer

A)  offering cutbacks on deals 
B)  including higher-level executives in talks 
C)  providing lots of self-disclosures 
D)  high first-offers, followed immediately with deeply discounted second-offers 
E)  taking time with the negotiations 
A)  offering cutbacks on deals 
B)  including higher-level executives in talks 
C)  providing lots of self-disclosures 
D)  high first-offers, followed immediately with deeply discounted second-offers 
E)  taking time with the negotiations

Question 16

Name three reasons why team work is particularly important for American negotiators.

Accepted Answer

Willingness to use team assistance is pa

Question 17

What step should be taken once negotiators have "gotten to yes" in order to generate new ideas and improve the business relationship?

Accepted Answer

A)  change the provisions of the signed contract. 
B)  conduct a formal signing ceremony. 
C)  schedule a review of the agreement. 
D)  maintain a flow of communication through letters. 
E)  push for signing of the next business deal. 
A)  change the provisions of the signed contract. 
B)  conduct a formal signing ceremony. 
C)  schedule a review of the agreement. 
D)  maintain a flow of communication through letters. 
E)  push for signing of the next business deal.

Question 18

Which image is a cultural stereotype that is most likely attributed to American negotiators by foreign business negotiators?

Accepted Answer

A)  cowboy 
B)  suave, smooth-talker 
C)  pretentious connoisseur 
D)  "stiff upper lip" 
E)  samurai 
A)  cowboy 
B)  suave, smooth-talker 
C)  pretentious connoisseur 
D)  "stiff upper lip" 
E)  samurai

Question 19

Which aspect of the negotiation setting is an important consideration as it may eventually determine legal jurisdiction if disputes arise?

Accepted Answer

A)  preliminary research 
B)  communications channels 
C)  number of participants 
D)  number of translators 
E)  location 
A)  preliminary research 
B)  communications channels 
C)  number of participants 
D)  number of translators 
E)  location

Question 20

What factor can get in the way of American team negotiations?

Accepted Answer

A)  cultural heritage of interdependence and collectivism 
B)  emphasis on careful note taking and training via observation 
C)  compensation schemes that overly emphasize individual performance 
D)  preference for split commissions for negotiation teams 
E)  hierarchical structures of American organizations 
A)  cultural heritage of interdependence and collectivism 
B)  emphasis on careful note taking and training via observation 
C)  compensation schemes that overly emphasize individual performance 
D)  preference for split commissions for negotiation teams 
E)  hierarchical structures of American organizations

When it comes to international negotiation,

Disagreements among foreign team members, in the form of side conversations, are often followed by concessions to the other negotiating party.

In business negotiations, the most powerful persuasive tactic is to

In relationship-oriented cultures, ________ speaks quite loudly in both persuasion and the demonstration of interest in a business relationship.

Generalizations about the negotiation style of a region are usually correct.

The egalitarian values of American society dictate that American sellers give complete deference to the needs and wishes of buyers.

Age and experience are known to affect the negotiation behaviors of individuals.

Mike had been negotiating with a Japanese company for distribution rights for five days. He was afraid he was going to lose the contract, so at the last minute he decided to lower the price. They accepted the next day. What mistake did Mike make?

What is the most likely reason for side conversations among foreign negotiators in their native languages?

Which statement reflects the American notion of the importance of objectivity?

Cultural differences in nonverbal behaviors are almost always hidden below our awareness.

What is the first step toward initiating efficient and effective international business negotiations?

The Japanese business negotiation style comprises an infrequent use of no and you and facial gazing, as well as more frequent silent periods.

According to foreign negotiators, which negotiation tactic is the most useful when dealing with Americans?

Name three reasons why team work is particularly important for American negotiators.

What step should be taken once negotiators have "gotten to yes" in order to generate new ideas and improve the business relationship?

Which image is a cultural stereotype that is most likely attributed to American negotiators by foreign business negotiators?

Which aspect of the negotiation setting is an important consideration as it may eventually determine legal jurisdiction if disputes arise?

What factor can get in the way of American team negotiations?

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

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

When it comes to international negotiation,

Disagreements among foreign team members, in the form of side conversations, are often followed by concessions to the other negotiating party.

In business negotiations, the most powerful persuasive tactic is to

In relationship-oriented cultures, ________ speaks quite loudly in both persuasion and the demonstration of interest in a business relationship.

Generalizations about the negotiation style of a region are usually correct.

The egalitarian values of American society dictate that American sellers give complete deference to the needs and wishes of buyers.

Age and experience are known to affect the negotiation behaviors of individuals.

Mike had been negotiating with a Japanese company for distribution rights for five days. He was afraid he was going to lose the contract, so at the last minute he decided to lower the price. They accepted the next day. What mistake did Mike make?

What is the most likely reason for side conversations among foreign negotiators in their native languages?

Which statement reflects the American notion of the importance of objectivity?

Cultural differences in nonverbal behaviors are almost always hidden below our awareness.

What is the first step toward initiating efficient and effective international business negotiations?

The Japanese business negotiation style comprises an infrequent use of no and you and facial gazing, as well as more frequent silent periods.

According to foreign negotiators, which negotiation tactic is the most useful when dealing with Americans?

Name three reasons why team work is particularly important for American negotiators.

What step should be taken once negotiators have "gotten to yes" in order to generate new ideas and improve the business relationship?

Which image is a cultural stereotype that is most likely attributed to American negotiators by foreign business negotiators?

Which aspect of the negotiation setting is an important consideration as it may eventually determine legal jurisdiction if disputes arise?

What factor can get in the way of American team negotiations?

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