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

Which of the following statements reflects the decision-making style of the Americans in business negotiations?

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

Which of the following behaviors of the Spaniards reinforces the view that Spanish negotiators use a high percentage of commands?

Which of the following is the reason for side conversations among foreign negotiators in their native languages?

In the context of international business negotiations, which of the following methods is the most efficient way to communicate with clients and partners in places like Mexico, Malaysia, and China?

Which of the following groups of negotiators was found to have the most aggressive negotiation style?

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

Which of the following images is a cultural stereotype attributed to American negotiators by foreign business negotiators?

In the context of the stage of persuasion in business negotiations, the most powerful persuasive tactic is to:

An American buyer is negotiating with a British supplier for the purchase of raw materials for production of heavy machinery in the U.S. 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 fickle English weather. The American buyer is engaging in the first stage of a business negotiation known as:

Cultural differences cause four kinds of problems in international business negotiations, at the levels of leadership, motivation, resources, and technical skills.

In the context of international business negotiations, even in countries where women do not participate in management, American female negotiators are first treated as _____.

What are the four kinds of problems caused by cultural differences in international business negotiations?

In the context of international business negotiations, when faced with a complex negotiation task, most Asians divide the large task up into a series of smaller tasks.

Which of the following is a factor responsible for global business successes?

How do approaches to complex negotiation tasks differ from Westerners and Asians?

At which of the following levels do cultural differences cause problems in international business negotiations?

In the context of preparation for international negotiations, a thorough preliminary research eliminates the need for negotiators to make a list of key facts to reconfirm at the negotiation table.

Explain the importance of follow-up communications and procedures in international business negotiations.

International business negotiations are conducted keeping national stereotypes in mind.