Question 1

What is projective cognitive similarity? How do successful negotiators avoid projective cognitive similarity?

Accepted Answer

Projective cognitive similarity refers to the common practice of assuming that those you are negotiating with perceive, judge, think, and reason in the same way, when in reality they do not because of different cultural values.Successful negotiators will empathize with their counterparts and share their own viewpoint.

Question 2

One of the primary purposes of relationship building during the negotiation process is to ________.

Accepted Answer

A) build mutual trust 
B) create formal contracts 
C) exchange task-related information 
D) avoid direct confrontations 
A) build mutual trust 
B) create formal contracts 
C) exchange task-related information 
D) avoid direct confrontations A

Question 3

The method of using extreme positions during the concessions and agreement stage of negotiation involves ________.

Accepted Answer

A) careful timing of the disclosure of information and concessions 
B) approaching the issue in a holistic manner 
C) general and polite conversation to socialize 
D) building mutual trust before embarking on business discussions 
A) careful timing of the disclosure of information and concessions 
B) approaching the issue in a holistic manner 
C) general and polite conversation to socialize 
D) building mutual trust before embarking on business discussions A

Question 4

In the American culture, which of the following is most likely to be considered a "dirty trick" during cross-cultural negotiations?

Accepted Answer

A) establishing personal relationships 
B) deliberately distorting facts 
C) hard bargaining 
D) exchanging irrelevant information 
A) establishing personal relationships 
B) deliberately distorting facts 
C) hard bargaining 
D) exchanging irrelevant information

Question 5

American managers believe strongly in self-determination and perceive problem situations as something they can change.This shows that they ________.

Accepted Answer

A) belong to a high-context culture 
B) believe in socialism 
C) have internal locus of control 
D) belong to a high power distance culture 
A) belong to a high-context culture 
B) believe in socialism 
C) have internal locus of control 
D) belong to a high power distance culture

Question 6

Negotiation support systems can provide support for the negotiation process by maximizing the chances for optimal outcomes.

Accepted Answer

A) True 
 B)False

Question 7

In what ways might the American style of negotiation be misinterpreted in another culture?

Accepted Answer

The American's desire to get down to bus

Question 8

For long-term positive relations, the goal of negotiation should most likely be to ________.

Accepted Answer

A) establish clear objectives of the parties involved 
B) reach a settlement that benefits all parties 
C) establish a clear line of communication 
D) avoid nonverbal communication 
A) establish clear objectives of the parties involved 
B) reach a settlement that benefits all parties 
C) establish a clear line of communication 
D) avoid nonverbal communication

Question 9

Which of the following approaches to conflict involves handling the situation indirectly and implicitly without clear delineation of the situation from the person handling it?

Accepted Answer

A) instrumental-oriented 
B) expressive-oriented 
C) objective-oriented 
D) problem-oriented 
A) instrumental-oriented 
B) expressive-oriented 
C) objective-oriented 
D) problem-oriented

Question 10

Which of the following is most likely a subtle and complex behavior that makes cross-cultural negotiations difficult?

Accepted Answer

A) developing goals of negotiation 
B) nonverbal communication 
C) exchanging objective information 
D) employing information technology 
A) developing goals of negotiation 
B) nonverbal communication 
C) exchanging objective information 
D) employing information technology

Question 11

Compared to Indian negotiators, American negotiators are more likely to withdraw, use silence, and learn from within.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following best defines guanxi?

Accepted Answer

A) personal reputation 
B) common group goals 
C) network of personal relations 
D) unacceptable negotiating tactics 
A) personal reputation 
B) common group goals 
C) network of personal relations 
D) unacceptable negotiating tactics

Question 13

In the American culture, which of the following is most likely considered a rough tactic used during negotiations?

Accepted Answer

A) confrontations during conflicts 
B) use of emotional appeals 
C) informal seating arrangement 
D) uncomfortable room temperatures 
A) confrontations during conflicts 
B) use of emotional appeals 
C) informal seating arrangement 
D) uncomfortable room temperatures

Question 14

What is the difference between affective, axiomatic, and factual appeals? Provide examples of cultures that use each type.

Accepted Answer

For North Americans, negotiations are bu

Question 15

When preparing for cross-cultural negotiations, managers should first evaluate their own negotiation styles in order to ________.

Accepted Answer

A) understand the reasons for failing or succeeding in domestic negotiations 
B) determine how they differ from the norm in other countries 
C) analyze the various stages of the negotiation process 
D) assess all social and cognitive influences 
A) understand the reasons for failing or succeeding in domestic negotiations 
B) determine how they differ from the norm in other countries 
C) analyze the various stages of the negotiation process 
D) assess all social and cognitive influences

Question 16

Americans are calm, quiet, patient negotiators; they are accustomed to long, detailed negotiating sessions.

Accepted Answer

A) True 
 B)False

Question 17

According to Pierre Casse, Arab negotiators ________.

Accepted Answer

A) are able to resist any kind of pressure 
B) prefer short-term relationships to long-term relationships 
C) confront opponents directly and openly 
D) do not use conferences as mediating devices 
A) are able to resist any kind of pressure 
B) prefer short-term relationships to long-term relationships 
C) confront opponents directly and openly 
D) do not use conferences as mediating devices

Question 18

Nontask sounding involves general, polite conversation and informal communication before meetings.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following is most likely to be a reason for ineffective international business negotiations?

Accepted Answer

A) differences in cultural values and problem-solving techniques 
B) highly restrictive government legislations 
C) lack of socializing with the opposite party 
D) lack of of nonverbal communication 
A) differences in cultural values and problem-solving techniques 
B) highly restrictive government legislations 
C) lack of socializing with the opposite party 
D) lack of of nonverbal communication

Question 20

During which stage of the negotiations process does hard bargaining begin?

Accepted Answer

A) persuasion 
B) relationship building 
C) information gathering 
D) agreement 
A) persuasion 
B) relationship building 
C) information gathering 
D) agreement

What is projective cognitive similarity? How do successful negotiators avoid projective cognitive similarity?

One of the primary purposes of relationship building during the negotiation process is to ________.

The method of using extreme positions during the concessions and agreement stage of negotiation involves ________.

In the American culture, which of the following is most likely to be considered a "dirty trick" during cross-cultural negotiations?

American managers believe strongly in self-determination and perceive problem situations as something they can change.This shows that they ________.

Negotiation support systems can provide support for the negotiation process by maximizing the chances for optimal outcomes.

In what ways might the American style of negotiation be misinterpreted in another culture?

For long-term positive relations, the goal of negotiation should most likely be to ________.

Which of the following approaches to conflict involves handling the situation indirectly and implicitly without clear delineation of the situation from the person handling it?

Which of the following is most likely a subtle and complex behavior that makes cross-cultural negotiations difficult?

Compared to Indian negotiators, American negotiators are more likely to withdraw, use silence, and learn from within.

Which of the following best defines guanxi?

In the American culture, which of the following is most likely considered a rough tactic used during negotiations?

What is the difference between affective, axiomatic, and factual appeals? Provide examples of cultures that use each type.

When preparing for cross-cultural negotiations, managers should first evaluate their own negotiation styles in order to ________.

Americans are calm, quiet, patient negotiators; they are accustomed to long, detailed negotiating sessions.

According to Pierre Casse, Arab negotiators ________.

Nontask sounding involves general, polite conversation and informal communication before meetings.

Which of the following is most likely to be a reason for ineffective international business negotiations?

During which stage of the negotiations process does hard bargaining begin?

Assessing the Environment: Political, Economic, Legal, Technological

Managing Interdependence, Social Responsibility, and Ethics

Understanding the Role of Culture

Communicating Across Cultures

Formulating Strategy

Global Alliances and Strategy Implementation

Developing a Global Management Cadre

Staffing, Training, and Compensation for Global Operations

Developing a Global Management Cadre

Motivating and Leading

Filters

Exam 5: Cross-Cultural Negotiation and Decision Making

What is projective cognitive similarity? How do successful negotiators avoid projective cognitive similarity?

One of the primary purposes of relationship building during the negotiation process is to ________.

The method of using extreme positions during the concessions and agreement stage of negotiation involves ________.

In the American culture, which of the following is most likely to be considered a "dirty trick" during cross-cultural negotiations?

American managers believe strongly in self-determination and perceive problem situations as something they can change.This shows that they ________.

Negotiation support systems can provide support for the negotiation process by maximizing the chances for optimal outcomes.

In what ways might the American style of negotiation be misinterpreted in another culture?

For long-term positive relations, the goal of negotiation should most likely be to ________.

Which of the following approaches to conflict involves handling the situation indirectly and implicitly without clear delineation of the situation from the person handling it?

Which of the following is most likely a subtle and complex behavior that makes cross-cultural negotiations difficult?

Compared to Indian negotiators, American negotiators are more likely to withdraw, use silence, and learn from within.

Which of the following best defines guanxi?

In the American culture, which of the following is most likely considered a rough tactic used during negotiations?

What is the difference between affective, axiomatic, and factual appeals? Provide examples of cultures that use each type.

When preparing for cross-cultural negotiations, managers should first evaluate their own negotiation styles in order to ________.

Americans are calm, quiet, patient negotiators; they are accustomed to long, detailed negotiating sessions.

According to Pierre Casse, Arab negotiators ________.

Nontask sounding involves general, polite conversation and informal communication before meetings.

Which of the following is most likely to be a reason for ineffective international business negotiations?

During which stage of the negotiations process does hard bargaining begin?

Assessing the Environment: Political, Economic, Legal, Technological

Managing Interdependence, Social Responsibility, and Ethics

Understanding the Role of Culture

Communicating Across Cultures

Formulating Strategy

Global Alliances and Strategy Implementation

Developing a Global Management Cadre

Staffing, Training, and Compensation for Global Operations

Developing a Global Management Cadre

Motivating and Leading

Filters