Exam 19: Negotiating With International Customers, Partners, and Regulators

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

Compare the approaches of the Americans and the Japanese to the four stages of business negotiations.

In the context of international business negotiations, which of the following skills tops the list of negotiator traits?

In the context of international business negotiations, generalizations about the negotiation style of a region such as Asia are very often correct.

In the context of international business negotiations, bargaining skill is at the top of almost everyone's list of negotiator traits.

Which of the following methods can be used to minimize inevitable errors that crop up while exchanging information across language barriers?

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

In the context of international negotiations, which of the following is found to be lacking in the curriculum of most schools of diplomacy?

In the context of international business negotiations, which of the following steps should be taken once negotiators have "gotten to yes" in order to generate new ideas?

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

Even though American sellers make lower profits than the Japanese, many American managers apparently prefer lower profits if those profits are yielded from a more equal split of the joint profits. This demonstrates that Americans and Japanese have different views about _____.

In China, even the largest business contracts between companies are often sent through the mail for signature.

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 of the following approaches is adopted by Westerners when faced with a complex negotiation task?

In the context of task-related exchange of information, _____ negotiators are more likely to provide brutally frank negative feedback to foreign presenters.

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

In the context of international business negotiations, individual personalities and backgrounds have no bearing at the negotiation table.

In the context of international business negotiations, the style of Israeli negotiators is the most aggressive of all cultures.

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

Which of the following is the first step towards initiating efficient and effective international business negotiations?