Exam 19: Inventive Negotiations With International Customers, Partners, and Regulators

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

Compare the American and Japanese approaches during the four stages of business negotiations.

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

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

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

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

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

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

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

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

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

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

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, generalizations about the negotiation style of a region such as Asia are very often correct.

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

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

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

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

In the context of international business negotiations, objectivity is key for negotiators working in China.

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.