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

In the context of international business negotiations, in most places in the world, collectivistic, high-context cultures do not consider personalities and substance as separate issues.

Which of the following statements regarding national stereotypes is true?

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

Which of the following groups of negotiators is considered to be the most reticent about giving information about themselves?

Even though American sellers make lower profits than the Japanese, many American managers apparently prefer lower profits if those profits are yielded from a more equal split of the joint profits. This demonstrates that Americans and Japanese have different views about _____.

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

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

In Japanese business organizations, subordinates do not pass along bad news to their superiors. This lack of internal communications can be attributed to:

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

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

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

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

In the context of the four stages of business negotiations, _____ includes all those activities that might be described as establishing rapport, but it does not include information related to the "business" of a meeting.

Which of the following is one of the objectives of engaging in nontask sounding?

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

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 primarily important for marketing executives involved in international 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.

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

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