Question 1

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

Accepted Answer

A)  The Spaniards 
B)  The Israelis 
C)  The Americans 
D)  The Koreans 
E)  The French 
A)  The Spaniards 
B)  The Israelis 
C)  The Americans 
D)  The Koreans 
E)  The French

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

In high-context cultures, where personal relationships are crucial, high-level business executives must stay in touch with their foreign counterparts.

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

A)  use more promises and recommendations. 
B)  enforce more punishments and use more commands. 
C)  use more self-disclosures. 
D)  ask more questions. 
E)  use more rewards and normative appeals. 
A)  use more promises and recommendations. 
B)  enforce more punishments and use more commands. 
C)  use more self-disclosures. 
D)  ask more questions. 
E)  use more rewards and normative appeals.

Question 5

In the context of international business negotiations, which of the following steps should be taken once negotiators have "gotten to yes" in order to generate new ideas?

Accepted Answer

A)  Change the provisions of the signed contract. 
B)  Conduct a formal signing ceremony. 
C)  Schedule a review of the agreement. 
D)  Maintain a flow of communication through letters. 
E)  Push for signing of the next business deal. 
A)  Change the provisions of the signed contract. 
B)  Conduct a formal signing ceremony. 
C)  Schedule a review of the agreement. 
D)  Maintain a flow of communication through letters. 
E)  Push for signing of the next business deal.

Question 6

In the context of inventive international negotiations, which of the following is an obstacle to invention for Japanese society?

Accepted Answer

A)  Individualism 
B)  Civility 
C)  Frankness 
D)  Hierarchy 
E)  Relative integration 
A)  Individualism 
B)  Civility 
C)  Frankness 
D)  Hierarchy 
E)  Relative integration

Question 7

In the context of negotiation preliminaries, list the seven aspects of the negotiation setting that must be manipulated ahead of time, if possible.

Accepted Answer

At least seven aspects of the negotiatio

Question 8

Which of the following is considered to be the most common complaint heard from American managers in terms of the negotiation behavior of foreign clients?

Accepted Answer

A)  The insistence on exchanging business cards to establish the rank of the negotiators 
B)  The overt emphasis laid on punctuality and the tendency to waste time 
C)  The lack of feedback, positive as well as negative, regarding the negotiations 
D)  Foreign clients and partners breaking into side conversations in their native languages 
E)  Frequent instances of facial gazing and touching that distract their counterparts 
A)  The insistence on exchanging business cards to establish the rank of the negotiators 
B)  The overt emphasis laid on punctuality and the tendency to waste time 
C)  The lack of feedback, positive as well as negative, regarding the negotiations 
D)  Foreign clients and partners breaking into side conversations in their native languages 
E)  Frequent instances of facial gazing and touching that distract their counterparts

Question 9

French business negotiators use the lowest percentage of self-disclosure, yet they also use, by far, the highest percentages of promises and recommendations.

Accepted Answer

A) True 
 B)False

Question 10

In the context of international business negotiations, disagreements among foreign team members, in the form of side conversations, are often followed by concessions to the other negotiating party.

Accepted Answer

A) True 
 B)False

Question 11

The first stage of the business negotiation process is nontask sounding, which includes all those activities that might be described as establishing rapport or getting to know one another.

Accepted Answer

A) True 
 B)False

Question 12

Which nonverbal behavior of Israeli negotiators is most likely to be blamed for the "pushy" stereotype often used by Americans to describe their Israeli counterparts?

Accepted Answer

A)  They interrupt one another more frequently than any other group. 
B)  They use the lowest percentage of self-disclosures. 
C)  They use the highest percentage of promises and recommendations. 
D)  They use the highest percentage of punishments than any other group. 
E)  They use a higher percentage of commands than any other group. 
A)  They interrupt one another more frequently than any other group. 
B)  They use the lowest percentage of self-disclosures. 
C)  They use the highest percentage of promises and recommendations. 
D)  They use the highest percentage of punishments than any other group. 
E)  They use a higher percentage of commands than any other group.

Question 13

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 14

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

Accepted Answer

A)  persuasion. 
B)  nontask sounding. 
C)  setting an agenda. 
D)  assessment of business terms. 
E)  appraisal of current affairs. 
A)  persuasion. 
B)  nontask sounding. 
C)  setting an agenda. 
D)  assessment of business terms. 
E)  appraisal of current affairs.

Question 15

Which of the following is true of the four kinds of problems caused by cultural differences in international business negotiations?

Accepted Answer

A)  Differences in language are more serious than cultural differences in values. 
B)  Cultural differences in values are more subtle than differences in language. 
C)  Differences in language are harder to cure than cultural differences in decision-making processes. 
D)  Cultural differences in verbal behaviors are hidden deeper than cultural differences in nonverbal behaviors. 
E)  Cultural differences in thinking and decision-making processes is less serious than differences in language. 
A)  Differences in language are more serious than cultural differences in values. 
B)  Cultural differences in values are more subtle than differences in language. 
C)  Differences in language are harder to cure than cultural differences in decision-making processes. 
D)  Cultural differences in verbal behaviors are hidden deeper than cultural differences in nonverbal behaviors. 
E)  Cultural differences in thinking and decision-making processes is less serious than differences in language.

Question 16

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 the 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 the 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 17

In the context of international business negotiations, bargaining skill is at the top of almost everyone's list of negotiator traits.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following approaches is adopted by Westerners when faced with a complex negotiation task?

Accepted Answer

A)  Dividing the large task into a series of smaller tasks 
B)  Analyzing the task in a holistic manner with foreign and domestic experts 
C)  Discussing all issues at once, in no apparent order 
D)  Making larger than normal concessions in a bid to push the deal through 
E)  Buying time by tackling peripheral issues first, and then tackling the main task 
A)  Dividing the large task into a series of smaller tasks 
B)  Analyzing the task in a holistic manner with foreign and domestic experts 
C)  Discussing all issues at once, in no apparent order 
D)  Making larger than normal concessions in a bid to push the deal through 
E)  Buying time by tackling peripheral issues first, and then tackling the main task

Question 19

Which of the following countries is considered to be the least aggressive with respect to negotiation behavior?

Accepted Answer

A)  France 
B)  Germany 
C)  China 
D)  Taiwan 
E)  Japan 
A)  France 
B)  Germany 
C)  China 
D)  Taiwan 
E)  Japan

Question 20

An international business negotiator's primary job is collecting information with the goal of enhancing creativity. Which of the following steps may be taken during a meeting to ensure that the negotiator is able to do his job well?

Accepted Answer

A)  Appointing different members of the team to provide self-disclosures and appropriate replies to queries 
B)  Bringing along junior executives for the purpose of training through observation and participation 
C)  Providing additional information to the other party when all the members fall silent during the meeting 
D)  Assigning one team member the sole responsibility of taking careful notes and not worrying about speaking 
E)  Including higher-rank executives and using informal channels of communication 
A)  Appointing different members of the team to provide self-disclosures and appropriate replies to queries 
B)  Bringing along junior executives for the purpose of training through observation and participation 
C)  Providing additional information to the other party when all the members fall silent during the meeting 
D)  Assigning one team member the sole responsibility of taking careful notes and not worrying about speaking 
E)  Including higher-rank executives and using informal channels of communication

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

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

In high-context cultures, where personal relationships are crucial, high-level business executives must stay in touch with their foreign counterparts.

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

In the context of international business negotiations, which of the following steps should be taken once negotiators have "gotten to yes" in order to generate new ideas?

In the context of inventive international negotiations, which of the following is an obstacle to invention for Japanese society?

In the context of negotiation preliminaries, list the seven aspects of the negotiation setting that must be manipulated ahead of time, if possible.

Which of the following is considered to be the most common complaint heard from American managers in terms of the negotiation behavior of foreign clients?

French business negotiators use the lowest percentage of self-disclosure, yet they also use, by far, the highest percentages of promises and recommendations.

In the context of international business negotiations, disagreements among foreign team members, in the form of side conversations, are often followed by concessions to the other negotiating party.

The first stage of the business negotiation process is nontask sounding, which includes all those activities that might be described as establishing rapport or getting to know one another.

Which nonverbal behavior of Israeli negotiators is most likely to be blamed for the "pushy" stereotype often used by Americans to describe their Israeli counterparts?

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.

Which of the following is true of the four kinds of problems caused by cultural differences in international business negotiations?

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

In the context of international business negotiations, bargaining skill is at the top of almost everyone's list of negotiator traits.

Which of the following approaches is adopted by Westerners when faced with a complex negotiation task?

Which of the following countries is considered to be the least aggressive with respect to negotiation behavior?

An international business negotiator's primary job is collecting information with the goal of enhancing creativity. Which of the following steps may be taken during a meeting to ensure that the negotiator is able to do his job well?

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

The 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: Inventive Negotiations With International Customers, Partners, and Regulators

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

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

In high-context cultures, where personal relationships are crucial, high-level business executives must stay in touch with their foreign counterparts.

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

In the context of international business negotiations, which of the following steps should be taken once negotiators have "gotten to yes" in order to generate new ideas?

In the context of inventive international negotiations, which of the following is an obstacle to invention for Japanese society?

In the context of negotiation preliminaries, list the seven aspects of the negotiation setting that must be manipulated ahead of time, if possible.

Which of the following is considered to be the most common complaint heard from American managers in terms of the negotiation behavior of foreign clients?

French business negotiators use the lowest percentage of self-disclosure, yet they also use, by far, the highest percentages of promises and recommendations.

In the context of international business negotiations, disagreements among foreign team members, in the form of side conversations, are often followed by concessions to the other negotiating party.

The first stage of the business negotiation process is nontask sounding, which includes all those activities that might be described as establishing rapport or getting to know one another.

Which nonverbal behavior of Israeli negotiators is most likely to be blamed for the "pushy" stereotype often used by Americans to describe their Israeli counterparts?

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.

Which of the following is true of the four kinds of problems caused by cultural differences in international business negotiations?

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

In the context of international business negotiations, bargaining skill is at the top of almost everyone's list of negotiator traits.

Which of the following approaches is adopted by Westerners when faced with a complex negotiation task?

Which of the following countries is considered to be the least aggressive with respect to negotiation behavior?

An international business negotiator's primary job is collecting information with the goal of enhancing creativity. Which of the following steps may be taken during a meeting to ensure that the negotiator is able to do his job well?

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

The 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