Question 1

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

Accepted Answer

A brief description of the different styles of negotiation are: Japan- Their style of interaction is among the least aggressive (or most polite). Threats, commands, and warnings appear to be deemphasized in favor of more positive promises, recommendations, and commitments. Particularly indicative of their polite conversational style is their infrequent use of no and you and facial gazing, as well as more frequent silent periods. Korea- Korean negotiators use considerably more punishments and commands than do the Japanese. Koreans use the word no and interrupt more than three times as frequently as the Japanese. Moreover, no silent periods occur between Korean negotiators. France- The style of the French negotiators is perhaps the most aggressive. In particular, they use threats and warnings most often. They also use interruptions, facial gazing, and no and you very frequently.

Question 2

Which of the following 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. A

Question 3

Which of the following statements on the roles of men and women in international business negotiations is true?

Accepted Answer

A)  In general, women are more comfortable speaking up in a meeting to maintain intimacy with their foreign counterparts. 
B)  Men are more comfortable talking one-on-one than women, owing to the social stigma associated with such practices. 
C)  The negotiation style of American women is a lot closer to that of the Japanese than that of American men. 
D)  In countries where women do not participate in management, American female negotiators are first treated as incompetent. 
E)  It is not particularly important for female executives to establish personal rapport at restaurants and other informal settings. 
A)  In general, women are more comfortable speaking up in a meeting to maintain intimacy with their foreign counterparts. 
B)  Men are more comfortable talking one-on-one than women, owing to the social stigma associated with such practices. 
C)  The negotiation style of American women is a lot closer to that of the Japanese than that of American men. 
D)  In countries where women do not participate in management, American female negotiators are first treated as incompetent. 
E)  It is not particularly important for female executives to establish personal rapport at restaurants and other informal settings. C

Question 4

In the context of nontask sounding, which of the following aspects differs between the Americans and the Japanese?

Accepted Answer

A)  Topic of discussion. 
B)  Determining the trustworthiness of the client. 
C)  Learning about the culture of the client. 
D)  Duration of the process. 
E)  Goals and objectives. 
A)  Topic of discussion. 
B)  Determining the trustworthiness of the client. 
C)  Learning about the culture of the client. 
D)  Duration of the process. 
E)  Goals and objectives.

Question 5

Which of the following can be considered by American negotiators as a signal of progress in a business relationship with foreigners?

Accepted Answer

A)  Very few questions on specific areas of the 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)  Use of the higher-level and formal channels of communication. 
A)  Very few questions on specific areas of the 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)  Use of the higher-level and formal channels of communication.

Question 6

In the context of international business negotiations, verbal tactics used during negotiations differ vastly across diverse cultures.

Accepted Answer

A) True 
 B)False

Question 7

In the context of the four stages of business negotiations, _____ includes all those activities that might be described as establishing rapport, but it does not include information related to the "business" of the meeting.

Accepted Answer

A)  persuasion 
B)  concessions and agreement 
C)  negotiation setting 
D)  task-related exchange of information 
E)  nontask sounding 
A)  persuasion 
B)  concessions and agreement 
C)  negotiation setting 
D)  task-related exchange of information 
E)  nontask sounding

Question 8

Which of the following statements regarding national stereotypes is true?

Accepted Answer

A)  Americans are the best negotiators because they will spend days trying to get to know their opponents. 
B)  The image of the cowboy used as a cultural stereotype reflects the organizational loyalty of the Americans. 
C)  Negotiations are conducted between people rather than national stereotypes. 
D)  The Japanese are the worst negotiators because they think everything works in foreign countries as it does in Japan. 
E)  The fierce, samurai-warrior stereotyped image of the Japanese embodies their brand of competitiveness. 
A)  Americans are the best negotiators because they will spend days trying to get to know their opponents. 
B)  The image of the cowboy used as a cultural stereotype reflects the organizational loyalty of the Americans. 
C)  Negotiations are conducted between people rather than national stereotypes. 
D)  The Japanese are the worst negotiators because they think everything works in foreign countries as it does in Japan. 
E)  The fierce, samurai-warrior stereotyped image of the Japanese embodies their brand of competitiveness.

Question 9

Which nonverbal behavior of Israeli negotiators is most likely to be blamed for American negotiators using the "pushy" stereotype to describe their Israeli counterparts?

Accepted Answer

A)  They interrupt one another more frequently than any other group. 
B)  They use the lowest percentage of self-disclosures. 
C)  They use the highest percentages of promises and recommendations. 
D)  They use the second-highest percentages of threats and warnings. 
E)  They use a higher percentage of commands than any other group. 
A)  They interrupt one another more frequently than any other group. 
B)  They use the lowest percentage of self-disclosures. 
C)  They use the highest percentages of promises and recommendations. 
D)  They use the second-highest percentages of threats and warnings. 
E)  They use a higher percentage of commands than any other group.

Question 10

Which of the following statements reflects the American notions of the importance of objectivity?

Accepted Answer

A)  American business is the hotbed of nepotism. 
B)  Americans do not play favorites. 
C)  In business, people matter more than economics and performance. 
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 do not play favorites. 
C)  In business, people matter more than economics and performance. 
D)  Americans have little regard for decisions based upon the bottom line. 
E)  American business is heavily skewed against meritocracy.

Question 11

In the context of task-related exchange of information, _____ negotiators are reluctant to voice objections lest they damage personal relationships.

Accepted Answer

A)  Mexican 
B)  American 
C)  German 
D)  British 
E)  Israeli 
A)  Mexican 
B)  American 
C)  German 
D)  British 
E)  Israeli

Question 12

Americans often make the mistake of going it alone against a greater number of foreigners in business negotiations. Which of the following factors can this behavior be attributed to?

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 13

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

Accepted Answer

American bargainers should anticipate th

Question 14

In studies conducted at Ford Motor Company and AT&T, some traits were found to be important predictors of negotiator success with international clients and partners. Which of the following was one of these traits?

Accepted Answer

A)  Ability to function without team assistance. 
B)  Influence at headquarters. 
C)  Appreciation of external factors in negotiations. 
D)  Ability to command attention from an audience. 
E)  Willingness to take copious notes during negotiations. 
A)  Ability to function without team assistance. 
B)  Influence at headquarters. 
C)  Appreciation of external factors in negotiations. 
D)  Ability to command attention from an audience. 
E)  Willingness to take copious notes during negotiations.

Question 15

In the context of negotiation preliminaries, list the seven aspects of the negotiation setting that must be manipulated ahead of time, if possible.

Accepted Answer

At least seven aspects of the negotiatio

Question 16

What are the criteria for selecting international business negotiators?

Accepted Answer

Traits such as maturity, emotional stabi

Question 17

How do differences in perceptions of objectivity affect international negotiations? Provide an example to support your answer.

Accepted Answer

Every American negotiator has two kinds

Question 18

Which of the following groups of negotiators are considered to be the most reticent about giving information about themselves?

Accepted Answer

A)  Israelis 
B)  Canadians 
C)  Germans 
D)  Americans 
E)  Chinese 
A)  Israelis 
B)  Canadians 
C)  Germans 
D)  Americans 
E)  Chinese

Question 19

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 20

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

Accepted Answer

A) True 
 B)False

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

Which of the following is one of the objectives of engaging in nontask sounding?

Which of the following statements on the roles of men and women in international business negotiations is true?

In the context of nontask sounding, which of the following aspects differs between the Americans and the Japanese?

Which of the following can be considered by American negotiators as a signal of progress in a business relationship with foreigners?

In the context of international business negotiations, verbal tactics used during negotiations differ vastly across diverse cultures.

In the context of the four stages of business negotiations, _____ includes all those activities that might be described as establishing rapport, but it does not include information related to the "business" of the meeting.

Which of the following statements regarding national stereotypes is true?

Which nonverbal behavior of Israeli negotiators is most likely to be blamed for American negotiators using the "pushy" stereotype to describe their Israeli counterparts?

Which of the following statements reflects the American notions of the importance of objectivity?

In the context of task-related exchange of information, _____ negotiators are reluctant to voice objections lest they damage personal relationships.

Americans often make the mistake of going it alone against a greater number of foreigners in business negotiations. Which of the following factors can this behavior be attributed to?

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

In studies conducted at Ford Motor Company and AT&T, some traits were found to be important predictors of negotiator success with international clients and partners. Which of the following was one of these traits?

In the context of negotiation preliminaries, list the seven aspects of the negotiation setting that must be manipulated ahead of time, if possible.

What are the criteria for selecting international business negotiators?

How do differences in perceptions of objectivity affect international negotiations? Provide an example to support your answer.

Which of the following groups of negotiators are considered to be the most reticent about giving information about themselves?

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

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

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

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: Negotiating With International Customers, Partners, and Regulators

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

Which of the following is one of the objectives of engaging in nontask sounding?

Which of the following statements on the roles of men and women in international business negotiations is true?

In the context of nontask sounding, which of the following aspects differs between the Americans and the Japanese?

Which of the following can be considered by American negotiators as a signal of progress in a business relationship with foreigners?

In the context of international business negotiations, verbal tactics used during negotiations differ vastly across diverse cultures.

In the context of the four stages of business negotiations, _____ includes all those activities that might be described as establishing rapport, but it does not include information related to the "business" of the meeting.

Which of the following statements regarding national stereotypes is true?

Which nonverbal behavior of Israeli negotiators is most likely to be blamed for American negotiators using the "pushy" stereotype to describe their Israeli counterparts?

Which of the following statements reflects the American notions of the importance of objectivity?

In the context of task-related exchange of information, _____ negotiators are reluctant to voice objections lest they damage personal relationships.

Americans often make the mistake of going it alone against a greater number of foreigners in business negotiations. Which of the following factors can this behavior be attributed to?

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

In studies conducted at Ford Motor Company and AT&T, some traits were found to be important predictors of negotiator success with international clients and partners. Which of the following was one of these traits?

In the context of negotiation preliminaries, list the seven aspects of the negotiation setting that must be manipulated ahead of time, if possible.

What are the criteria for selecting international business negotiators?

How do differences in perceptions of objectivity affect international negotiations? Provide an example to support your answer.

Which of the following groups of negotiators are considered to be the most reticent about giving information about themselves?

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

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

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

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