Question 1

Which of the following statements regarding the physical arrangements of an international negotiation setting is true?

Accepted Answer

A)  Russians prefer to talk to everyone separately, and once everyone agrees, to schedule inclusive meetings. 
B)  Japanese tend toward a cumulative approach, meeting with one party and reaching an agreement, then both parties calling on a third party. 
C)  The social reality is that a superlative argument can exercise greater influence than even a larger number of nodding heads. 
D)  Americans tend to want to get everyone together to "hammer out an agreement" even if opinions and positions are divergent. 
E)  Japanese tend to shun the practice of higher level executives being included in negotiation to indicate interest in the deal. 
A)  Russians prefer to talk to everyone separately, and once everyone agrees, to schedule inclusive meetings. 
B)  Japanese tend toward a cumulative approach, meeting with one party and reaching an agreement, then both parties calling on a third party. 
C)  The social reality is that a superlative argument can exercise greater influence than even a larger number of nodding heads. 
D)  Americans tend to want to get everyone together to "hammer out an agreement" even if opinions and positions are divergent. 
E)  Japanese tend to shun the practice of higher level executives being included in negotiation to indicate interest in the deal.

Question 2

Which of the following factors forms the basis of commercial interactions in countries such as China, Spain, Mexico, and the Philippines?

Accepted Answer

A)  Equality. 
B)  Focus on bottom line. 
C)  International cooperation. 
D)  Corporate social responsibility. 
E)  Long-term reciprocity. 
A)  Equality. 
B)  Focus on bottom line. 
C)  International cooperation. 
D)  Corporate social responsibility. 
E)  Long-term reciprocity.

Question 3

In the context of the effect of values on international business negotiations, the Japanese tend to emphasize hierarchical relationships that leads to hampered internal communications.

Accepted Answer

A) True 
 B)False

Question 4

The British, German, and American businesspeople are found to fall in the middle of most scale for dimensions of negotiating behaviors.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is an important lesson with respect to negotiation?

Accepted Answer

A)  Regional generalizations very often are not correct. 
B)  The Japanese tend to be in the middle of the scale on almost every dimension of negotiation style. 
C)  National stereotypes tend to closely reflect the reality, more often than not. 
D)  On almost every dimension of negotiation style considered, the Americans are on or near the end of the scale. 
E)  Asian negotiation styles tend to be collectively similar across all dimensions. 
A)  Regional generalizations very often are not correct. 
B)  The Japanese tend to be in the middle of the scale on almost every dimension of negotiation style. 
C)  National stereotypes tend to closely reflect the reality, more often than not. 
D)  On almost every dimension of negotiation style considered, the Americans are on or near the end of the scale. 
E)  Asian negotiation styles tend to be collectively similar across all dimensions.

Question 6

In international business, global marketing strategies are almost always implemented through _____ with business partners and customers from foreign countries.

Accepted Answer

A)  video-conferencing 
B)  face-to-face negotiations 
C)  online collaborations 
D)  international treaties 
E)  a memoranda of cooperation 
A)  video-conferencing 
B)  face-to-face negotiations 
C)  online collaborations 
D)  international treaties 
E)  a memoranda of cooperation

Question 7

Which of the following statements is true about the negotiation behavior of Korean negotiators?

Accepted Answer

A)  They use more silent periods than any other group. 
B)  They ask the greatest number of questions. 
C)  They are most reticent about disclosing information. 
D)  They use the word no and interrupt more frequently than the Japanese. 
E)  They use the lowest percentage of aggressive persuasive tactics. 
A)  They use more silent periods than any other group. 
B)  They ask the greatest number of questions. 
C)  They are most reticent about disclosing information. 
D)  They use the word no and interrupt more frequently than the Japanese. 
E)  They use the lowest percentage of aggressive persuasive tactics.

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

The negotiation style of the Russians is found to be the quite similar in many respects to that of the:

Accepted Answer

A)  Germans. 
B)  Japanese. 
C)  British. 
D)  Koreans. 
E)  Israelis. 
A)  Germans. 
B)  Japanese. 
C)  British. 
D)  Koreans. 
E)  Israelis.

Question 10

Which of the following factors often gets in the way of American team negotiations?

Accepted Answer

A)  A cultural heritage of interdependence and collectivism. 
B)  Emphasis on careful note taking and training via observation. 
C)  Compensation schemes overly emphasizing individual performance. 
D)  Preference for split commissions for negotiation teams. 
E)  A strictly hierarchical structure of American organizations. 
A)  A cultural heritage of interdependence and collectivism. 
B)  Emphasis on careful note taking and training via observation. 
C)  Compensation schemes overly emphasizing individual performance. 
D)  Preference for split commissions for negotiation teams. 
E)  A strictly hierarchical structure of American organizations.

Question 11

Which of the following statements about American and Japanese buyer-seller relationships is true? Feedback:

Accepted Answer

A)  American sellers tend to treat American buyers more as equals. 
B)  Japanese ideals dictate that buyers give complete deference to the wishes and needs of sellers. 
C)  American buyers will generally "take care of" American sellers or Japanese sellers more than any others do. 
D)  Most Americans will, by nature, treat Japanese buyers less frequently as equals. 
E)  Americans score the lowest among all the cultural groups on the individualism scale. 
A)  American sellers tend to treat American buyers more as equals. 
B)  Japanese ideals dictate that buyers give complete deference to the wishes and needs of sellers. 
C)  American buyers will generally "take care of" American sellers or Japanese sellers more than any others do. 
D)  Most Americans will, by nature, treat Japanese buyers less frequently as equals. 
E)  Americans score the lowest among all the cultural groups on the individualism scale.

Question 12

In the context of international business negotiations, Guanxi, or personal connections is key for negotiators working in Western countries.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following statements is true regarding the decision-making processes in international business negotiations?

Accepted Answer

A)  Asian negotiators prefer to break up a complex, large task into a series of smaller tasks. 
B)  The American approach to a complex negotiation task is to discuss all issues at once, in no apparent order. 
C)  American negotiators tend to make larger concessions after agreements are announced. 
D)  Americans tackle issues such as prices, delivery, and warranty one at a time, with the final agreement being the sum of smaller agreements. 
E)  The Western sequential approach and the Eastern holistic approach to decision-making are found to complement each other. 
A)  Asian negotiators prefer to break up a complex, large task into a series of smaller tasks. 
B)  The American approach to a complex negotiation task is to discuss all issues at once, in no apparent order. 
C)  American negotiators tend to make larger concessions after agreements are announced. 
D)  Americans tackle issues such as prices, delivery, and warranty one at a time, with the final agreement being the sum of smaller agreements. 
E)  The Western sequential approach and the Eastern holistic approach to decision-making are found to complement each other.

Question 14

In the context of international business negotiations, age and experience are known to affect the negotiation behaviors of individuals.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following actions must be taken by a negotiator before international negotiations begin?

Accepted Answer

A)  Asking questions on specific areas of the deal. 
B)  Planning of concession strategies. 
C)  Making concessions before reaching an agreement. 
D)  Rushing the foreign negotiator to come to a decision. 
E)  Rely only on information obtained from external sources. 
A)  Asking questions on specific areas of the deal. 
B)  Planning of concession strategies. 
C)  Making concessions before reaching an agreement. 
D)  Rushing the foreign negotiator to come to a decision. 
E)  Rely only on information obtained from external sources.

Question 16

In the context of international business negotiations, even small companies can possess great power in negotiations if they have:

Accepted Answer

A)  influence at headquarters. 
B)  a larger negotiating team. 
C)  less to lose and more to gain from the deal. 
D)  many good alternatives and their larger counterparts do not. 
E)  the advantage of location and time limits. 
A)  influence at headquarters. 
B)  a larger negotiating team. 
C)  less to lose and more to gain from the deal. 
D)  many good alternatives and their larger counterparts do not. 
E)  the advantage of location and time limits.

Question 17

The behavior of the businesspeople in Taiwan is quite different from that in China and Japan, but similar to that in Korea.

Accepted Answer

A) True 
 B)False

Question 18

On a tour to Australia in 1992, George Bush Sr. flashed the victory sign at the Australian public, with the palm facing inwards, which was considered a rude gesture. This is an example of cultural differences causing problems at the level of:

Accepted Answer

A)  thinking processes. 
B)  values. 
C)  language. 
D)  nonverbal behaviors. 
E)  decision-making processes. 
A)  thinking processes. 
B)  values. 
C)  language. 
D)  nonverbal behaviors. 
E)  decision-making processes.

Question 19

Which negotiation tactic, according to foreign negotiators, is most useful when dealing with Americans?

Accepted Answer

A)  Offering cutbacks on deals. 
B)  Including higher-level executives in talks. 
C)  Providing lots of self-disclosures. 
D)  High first-offers, followed immediately with deeply discounted second-offers. 
E)  Taking time over the negotiations. 
A)  Offering cutbacks on deals. 
B)  Including higher-level executives in talks. 
C)  Providing lots of self-disclosures. 
D)  High first-offers, followed immediately with deeply discounted second-offers. 
E)  Taking time over the negotiations.

Question 20

In the context of international business negotiations, the notion of _____ relates to how power in negotiations is best measured.

Accepted Answer

A)  what you negotiate is what you get 
B)  what you negotiate is what you get. 
C)  the best alternative to a negotiated agreement 
D)  the failure to listen during negotiations 
E)  a standard for business negotiations 
A)  what you negotiate is what you get 
B)  what you negotiate is what you get. 
C)  the best alternative to a negotiated agreement 
D)  the failure to listen during negotiations 
E)  a standard for business negotiations

Which of the following statements regarding the physical arrangements of an international negotiation setting is true?

Which of the following factors forms the basis of commercial interactions in countries such as China, Spain, Mexico, and the Philippines?

In the context of the effect of values on international business negotiations, the Japanese tend to emphasize hierarchical relationships that leads to hampered internal communications.

The British, German, and American businesspeople are found to fall in the middle of most scale for dimensions of negotiating behaviors.

Which of the following is an important lesson with respect to negotiation?

In international business, global marketing strategies are almost always implemented through _____ with business partners and customers from foreign countries.

Which of the following statements is true about the negotiation behavior of Korean negotiators?

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

The negotiation style of the Russians is found to be the quite similar in many respects to that of the:

Which of the following factors often gets in the way of American team negotiations?

Which of the following statements about American and Japanese buyer-seller relationships is true? Feedback:

In the context of international business negotiations, Guanxi, or personal connections is key for negotiators working in Western countries.

Which of the following statements is true regarding the decision-making processes in international business negotiations?

In the context of international business negotiations, age and experience are known to affect the negotiation behaviors of individuals.

Which of the following actions must be taken by a negotiator before international negotiations begin?

In the context of international business negotiations, even small companies can possess great power in negotiations if they have:

The behavior of the businesspeople in Taiwan is quite different from that in China and Japan, but similar to that in Korea.

On a tour to Australia in 1992, George Bush Sr. flashed the victory sign at the Australian public, with the palm facing inwards, which was considered a rude gesture. This is an example of cultural differences causing problems at the level of:

Which negotiation tactic, according to foreign negotiators, is most useful when dealing with Americans?

In the context of international business negotiations, the notion of _____ relates to how power in negotiations is best measured.

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 statements regarding the physical arrangements of an international negotiation setting is true?

Which of the following factors forms the basis of commercial interactions in countries such as China, Spain, Mexico, and the Philippines?

In the context of the effect of values on international business negotiations, the Japanese tend to emphasize hierarchical relationships that leads to hampered internal communications.

The British, German, and American businesspeople are found to fall in the middle of most scale for dimensions of negotiating behaviors.

Which of the following is an important lesson with respect to negotiation?

In international business, global marketing strategies are almost always implemented through _____ with business partners and customers from foreign countries.

Which of the following statements is true about the negotiation behavior of Korean negotiators?

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

The negotiation style of the Russians is found to be the quite similar in many respects to that of the:

Which of the following factors often gets in the way of American team negotiations?

Which of the following statements about American and Japanese buyer-seller relationships is true? Feedback:

In the context of international business negotiations, Guanxi, or personal connections is key for negotiators working in Western countries.

Which of the following statements is true regarding the decision-making processes in international business negotiations?

In the context of international business negotiations, age and experience are known to affect the negotiation behaviors of individuals.

Which of the following actions must be taken by a negotiator before international negotiations begin?

In the context of international business negotiations, even small companies can possess great power in negotiations if they have:

The behavior of the businesspeople in Taiwan is quite different from that in China and Japan, but similar to that in Korea.

On a tour to Australia in 1992, George Bush Sr. flashed the victory sign at the Australian public, with the palm facing inwards, which was considered a rude gesture. This is an example of cultural differences causing problems at the level of:

Which negotiation tactic, according to foreign negotiators, is most useful when dealing with Americans?

In the context of international business negotiations, the notion of _____ relates to how power in negotiations is best measured.

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