Question 1

Which of the following is true of the decision-making process with respect to the American and Japanese negotiators?

Accepted Answer

A)  The Western sequential approach and the Eastern holistic approach are found to mix well. 
B)  Americans often make unnecessary concessions right before agreements are announced by the Japanese. 
C)  All issues are discussed at once by the Americans, in no apparent order, and concessions are made on all issues at the end of the discussion. 
D)  American managers find it easier to measure the progress of negotiations with their Japanese counterparts. 
E)  When negotiating with the Japanese, Americans find that the progress of negotiations is closely linked to the number of issues resolved. 
A)  The Western sequential approach and the Eastern holistic approach are found to mix well. 
B)  Americans often make unnecessary concessions right before agreements are announced by the Japanese. 
C)  All issues are discussed at once by the Americans, in no apparent order, and concessions are made on all issues at the end of the discussion. 
D)  American managers find it easier to measure the progress of negotiations with their Japanese counterparts. 
E)  When negotiating with the Japanese, Americans find that the progress of negotiations is closely linked to the number of issues resolved.

Question 2

An international business negotiator's primary job is collecting information with the goal of enhancing creativity. Which of the following steps may be taken during a meeting to ensure that the negotiator is able to do his job well?

Accepted Answer

A)  Appointing different members of the team to provide self-disclosures and appropriate replies to queries. 
B)  Bringing along junior executives for the purpose of training through observation and participation. 
C)  Providing additional information to the other party when all the members fall silent during the meeting. 
D)  Assigning one team member the sole responsibility of taking careful notes and not worrying about speaking. 
E)  Including higher-rank executives and using informal channels of communication. 
A)  Appointing different members of the team to provide self-disclosures and appropriate replies to queries. 
B)  Bringing along junior executives for the purpose of training through observation and participation. 
C)  Providing additional information to the other party when all the members fall silent during the meeting. 
D)  Assigning one team member the sole responsibility of taking careful notes and not worrying about speaking. 
E)  Including higher-rank executives and using informal channels of communication.

Question 3

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

Accepted Answer

A)  Influence at headquarters is crucial to success. 
B)  The flexible position of the organization is indicated. 
C)  The specific technical details of the deal can be discussed. 
D)  Information can be collected with the goal of enhancing creativity. 
E)  A larger number of nodding heads can exercise greater influence. 
A)  Influence at headquarters is crucial to success. 
B)  The flexible position of the organization is indicated. 
C)  The specific technical details of the deal can be discussed. 
D)  Information can be collected with the goal of enhancing creativity. 
E)  A larger number of nodding heads can exercise greater influence.

Question 4

Phil, a buyer for a chain of departmental stores in the U.S., and his team are engaged in negotiations with a Brazilian supplier. Which of the following signals would indicate that Phil's team has been making progress in the negotiations with the Brazilians?

Accepted Answer

A)  Lowered bargaining by the Brazilians. 
B)  Sending executives of lower rank to continue the discussions. 
C)  A noticeable decrease in instances of private conversations among the Brazilians. 
D)  Questions that focus on the more general areas of the deal. 
E)  A softening of attitudes and positions on some of the issues. 
A)  Lowered bargaining by the Brazilians. 
B)  Sending executives of lower rank to continue the discussions. 
C)  A noticeable decrease in instances of private conversations among the Brazilians. 
D)  Questions that focus on the more general areas of the deal. 
E)  A softening of attitudes and positions on some of the issues.

Question 5

In the context of international business negotiations, 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 6

The single most important activity of international business negotiations is _____.

Accepted Answer

A)  oration 
B)  listening 
C)  presentation 
D)  etiquette 
E)  self-disclosure 
A)  oration 
B)  listening 
C)  presentation 
D)  etiquette 
E)  self-disclosure

Question 7

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

Accepted Answer

A)  Stamina 
B)  Maturity 
C)  Flexibility 
D)  Flexibility. 
E)  Gender 
A)  Stamina 
B)  Maturity 
C)  Flexibility 
D)  Flexibility. 
E)  Gender

Question 8

Which of the following aspects of international business negotiations is considered to be the most difficult?

Accepted Answer

A)  Agreeing on the number of participants in the negotiation. 
B)  Finding the best alternative to a negotiated agreement. 
C)  Actual conduct of the face-to-face meeting. 
D)  Deciding on the location and physical arrangements. 
E)  Selection of the appropriate negotiation team. 
A)  Agreeing on the number of participants in the negotiation. 
B)  Finding the best alternative to a negotiated agreement. 
C)  Actual conduct of the face-to-face meeting. 
D)  Deciding on the location and physical arrangements. 
E)  Selection of the appropriate negotiation team.

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

Japan is an exceptional place because on almost every dimension of negotiation style considered, the Japanese are on or near the end of the scale.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following traits is important for marketing executives involved in international negotiations?

Accepted Answer

A)  Optimism 
B)  Altruism 
C)  Hypersensitivity 
D)  Cultural apathy 
E)  Excessive aggression 
A)  Optimism 
B)  Altruism 
C)  Hypersensitivity 
D)  Cultural apathy 
E)  Excessive aggression

Question 12

In the context of the effect of values on international business negotiations, American buyers achieve better results than Japanese buyers.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following countries are considered to be the least aggressive with respect to negotiation behavior?

Accepted Answer

A)  France 
B)  Germany 
C)  China 
D)  Taiwan 
E)  Japan 
A)  France 
B)  Germany 
C)  China 
D)  Taiwan 
E)  Japan

Question 14

In the context of international business negotiations, the variation across cultures is greater when comparing linguistic aspects of language than when the verbal content of negotiations is considered.

Accepted Answer

A) True 
 B)False

Question 15

Due to the great differences in the roles of women across cultures, gender should be used as a selection criterion for international negotiation teams.

Accepted Answer

A) True 
 B)False

Question 16

In the context of international business negotiations, Americans are near the bottom of the languages skills list.

Accepted Answer

A) True 
 B)False

Question 17

Labeling Americans "cowboys" and associating the Japanese with the image of a samurai warrior are examples of:

Accepted Answer

A)  national symbols. 
B)  linguistic identifiers. 
C)  social hierarchy. 
D)  racial discrimination. 
E)  cultural stereotypes. 
A)  national symbols. 
B)  linguistic identifiers. 
C)  social hierarchy. 
D)  racial discrimination. 
E)  cultural stereotypes.

Question 18

In the context of negotiation teams, why is team work particularly important for American negotiators?

Accepted Answer

Willingness to use team assistance is pa

Question 19

Which of the following is considered to be the most common complaint heard from American managers in terms of the negotiation behavior of foreign clients?

Accepted Answer

A)  The insistence on exchanging business cards to establish the rank of the negotiators. 
B)  The overt emphasis laid on punctuality and the tendency to waste time. 
C)  The lack of feedback, positive as well as negative, regarding the negotiations. 
D)  Foreign clients and partners breaking into side conversations in their native languages. 
E)  Frequent instances of facial gazing and touching that distract their counterparts. 
A)  The insistence on exchanging business cards to establish the rank of the negotiators. 
B)  The overt emphasis laid on punctuality and the tendency to waste time. 
C)  The lack of feedback, positive as well as negative, regarding the negotiations. 
D)  Foreign clients and partners breaking into side conversations in their native languages. 
E)  Frequent instances of facial gazing and touching that distract their counterparts.

Question 20

In the context of inventive international negotiations, which of the following is an obstacle to invention for Japanese society?

Accepted Answer

A)  Individualism 
B)  Civility 
C)  Lack of natural resources 
D)  Hierarchy 
E)  Relative isolation 
A)  Individualism 
B)  Civility 
C)  Lack of natural resources 
D)  Hierarchy 
E)  Relative isolation

Which of the following is true of the decision-making process with respect to the American and Japanese negotiators?

An international business negotiator's primary job is collecting information with the goal of enhancing creativity. Which of the following steps may be taken during a meeting to ensure that the negotiator is able to do his job well?

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

Phil, a buyer for a chain of departmental stores in the U.S., and his team are engaged in negotiations with a Brazilian supplier. Which of the following signals would indicate that Phil's team has been making progress in the negotiations with the Brazilians?

In the context of international business negotiations, disagreements among foreign team members, in the form of side conversations, are often followed by concessions to the other negotiating party.

The single most important activity of international business negotiations is _____.

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

Which of the following aspects of international business negotiations is considered to be the most difficult?

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

Japan is an exceptional place because on almost every dimension of negotiation style considered, the Japanese are on or near the end of the scale.

Which of the following traits is important for marketing executives involved in international negotiations?

In the context of the effect of values on international business negotiations, American buyers achieve better results than Japanese buyers.

Which of the following countries are considered to be the least aggressive with respect to negotiation behavior?

In the context of international business negotiations, the variation across cultures is greater when comparing linguistic aspects of language than when the verbal content of negotiations is considered.

Due to the great differences in the roles of women across cultures, gender should be used as a selection criterion for international negotiation teams.

In the context of international business negotiations, Americans are near the bottom of the languages skills list.

Labeling Americans "cowboys" and associating the Japanese with the image of a samurai warrior are examples of:

In the context of negotiation teams, why is team work particularly important for American negotiators?

Which of the following is considered to be the most common complaint heard from American managers in terms of the negotiation behavior of foreign clients?

In the context of inventive international negotiations, which of the following is an obstacle to invention for Japanese society?

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

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

Which of the following is true of the decision-making process with respect to the American and Japanese negotiators?

An international business negotiator's primary job is collecting information with the goal of enhancing creativity. Which of the following steps may be taken during a meeting to ensure that the negotiator is able to do his job well?

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

Phil, a buyer for a chain of departmental stores in the U.S., and his team are engaged in negotiations with a Brazilian supplier. Which of the following signals would indicate that Phil's team has been making progress in the negotiations with the Brazilians?

In the context of international business negotiations, disagreements among foreign team members, in the form of side conversations, are often followed by concessions to the other negotiating party.

The single most important activity of international business negotiations is _____.

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

Which of the following aspects of international business negotiations is considered to be the most difficult?

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

Japan is an exceptional place because on almost every dimension of negotiation style considered, the Japanese are on or near the end of the scale.

Which of the following traits is important for marketing executives involved in international negotiations?

In the context of the effect of values on international business negotiations, American buyers achieve better results than Japanese buyers.

Which of the following countries are considered to be the least aggressive with respect to negotiation behavior?

In the context of international business negotiations, the variation across cultures is greater when comparing linguistic aspects of language than when the verbal content of negotiations is considered.

Due to the great differences in the roles of women across cultures, gender should be used as a selection criterion for international negotiation teams.

In the context of international business negotiations, Americans are near the bottom of the languages skills list.

Labeling Americans "cowboys" and associating the Japanese with the image of a samurai warrior are examples of:

In the context of negotiation teams, why is team work particularly important for American negotiators?

Which of the following is considered to be the most common complaint heard from American managers in terms of the negotiation behavior of foreign clients?

In the context of inventive international negotiations, which of the following is an obstacle to invention for Japanese society?

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