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

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

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

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.

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

In studies conducted at Ford Motor Company and AT&T, some traits were found to be important predictors of negotiator success with international clients and partners. Which of the following was one of these traits?

Cultural differences cause four kinds of problems in international business negotiations, and these problems occur at the levels of language, nonverbal behaviors, values, and thinking and decision-making processes.

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

Which of the following statements on the roles of men and women in international business negotiations is true?

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

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

Phil, a purchasing manager at a departmental store in the United States, is engaged in negotiations with a Brazilian supplier. Which of the following signals would indicate that Phil has been making progress in the negotiations with the Brazilians?

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

International business negotiations are conducted keeping national stereotypes in mind.

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

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?

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

In the context of international business negotiations, labeling Americans as "cowboys" and associating the Japanese with the image of a samurai warrior are examples of:

Which of the following can be considered by American negotiators as a signal of progress in a business relationship with foreigners?

Formality being a way of life in the United States, even the smallest contracts between companies often involves a formal signing ceremony.

In the context of task-related exchange of information, _____ negotiators are reluctant to voice objections lest they damage the all-important personal relationships.