Deck 7: Managing Conflict Conducting Effective Negotiations

Question 1

Discuss the various styles and tacitcs that can be involved in exchanging task-related information.

Answer 1

No Answer

Question 2

____________ is the stage where the two parties voice their needs and preferences as well as give an explanation of background issues.

A) persuasion.
B) collaboration.
C) cooperation.
D) task-related exchange of information.
E) Resolution.

Answer 2

D

Question 3

When a negotiation is at an impasse, an American should do all of the following except

A) ask more questions.
B) take a recess.
C) to be more subtle.
D) refuse to take no as an answer.
E) none of the above.

Answer 3

D

Question 4

A conflict-resolution style in which people attempt to ignore the problem is called

A) accommodation.
B) collaboration.
C) compromise.
D) avoidance.
E) competition.

Question 5

If you are from a low context culture, which of the following statements is true concerning international negotiations?

A) Deal is sealed on the basis of the contextual variables.
B) The least important stage is the persuasive stage.
C) Decision/agreement is impersonal and profit motive determines the outcome.
D) You will give careful attention to age, rank, status of other negotiators
E) The task-related stage exchange of information will be one of the longest stages.

Question 6

For some high-context cultures, the _____________ stage is the most important phase of international negotiation.

A) concession.
B) agreement.
C) non-task sounding.
D) persuasion.
E) task-related exchange of information.

Question 7

What is good advice to someone preparing for an international negotiation?

A) go alone.
B) be prepared for a long stay.
C) continue talking at all times.
D) know where you stand and stick to it.
E) all of these.

Question 8

Which of the following statements is not true regarding the agreement stage of the international negotiation process?

A) an agreement ensures compliance.
B) many American companies insist on elaborate formal contract.
C) some cultures believe the trust built in prior stages will allow a general agreement to be realized by the parties involved.
D) Chinese prefer broad agreements about general principles.
E) Russians only follow what is expressly allowed in a contract.

Question 9

What is the best advice for American if they face the following situation? They have received convincing data that this manufacturer has had some quality issues with the bikes that they produce.

A) Go to the plant and instruct the plant manager to fix the bike before shipping.
B) Ignore the problem until there are more consumer complaints.
C) Drop the manufacturer as a supplier given the faulty quality of the bikes.
D) Gently ask the plant manager for advice by taking the plant manager for a ride and asking if other bikes rattle.
E) none of the above.

Question 10

A prescription for the American I-can-go-it-alone negotiating style in another country is to

A) postpone concessions.
B) be flexible.
C) get down to business.
D) speak the language.
E) use team assistance wisely.

Question 11

For Americans, the most important stage of the international negotiation process tends to be

A) all of them.
B) task-related exchange of information.
C) concession/ agreement.
D) persuasion.
E) non-task sounding.

Question 12

Which of the following is not typical behavior of a manager from a high-context culture during the non-task sounding stage of international negotiations?

A) concern for the status of the other negotiators.
B) giving careful attention to age and rank.
C) not being especially concerned with the status of the other group.
D) wanting to know all about the other party and its company.
E) long presentations and meetings in order to get to know the other party.

Question 13

The final stage of the international negotiation process is

A) persuasion.
B) agreement.
C) hand shake.
D) contract signing.
E) non-task sounding.

Question 14

__________________ is the stage of international negotiation during which a rapport is established.

A) non-task sounding.
B) greetings.
C) persuasion.
D) task-related exchange of information.
E) mitigation.

Question 15

In low-context cultures, the persuasion stage

A) is the least important stage.
B) is less direct.
C) is critical for saving face.
D) is declarative.
E) uses cost-benefit approaches, so face saving is not important.

Question 16

Negotiating teams should

A) be small to cut down costs.
B) include an interpreter right before the negotiations.
C) have members that only represent the home country.
D) be familiar with prominent features of the host countries.
E) all of the above.

Question 17

A manager suggests new ways to solve a problem that is good for both sides with no trade-offs. This is an example of which conflict resolution style?

A) compromise.
B) collaboration.
C) avoidance.
D) accommodation.
E) competition.

Question 18

Discuss the kinds of concession strateies a negotiator might anticipate in various countries.

Question 19

Explain the role and relative importance of relationship building in different countries.

Question 20

What are some of the factors that distinguish how countries deal with conflict. Compare and contrast at least three countries in terms of how they approach conflict.

Question 21

What is the role of face in intercultural conflicts? What is some practical advice for dealing with the importance of face?

Question 22

List five styles for resolving conflict and give an example of each.

Question 23

Define conflict and discuss at least three cultural causes of conflict.

Question 24

Discuss the meaning of compromise across cultures.

Question 25

Make six general suggestions that a businessperson should consider before undertaking an international negotiation.

Question 26

List five elements of the typical American negotiating style and potential prescriptions for their use in other countries.

Question 27

Describe the advantages and disadvantages of using a multicultural team approach to international negotiations.

Question 28

Name the four key elements of any negotiation, compare low and high context cultures with respect to these four elements.

Question 29

A conflict resolution style in which people attempt to confrong the problem head on in a direct manner is called

A) avoidance.
B) accommodation.
C) collaboration.
D) compromise.
E) competition.

Question 30

People in high power distance cultures are likely to prefer

A) centralized decision-making.
B) decentralized decision-making.
C) decision-making throughout the ranks.
D) to make decisions on their own.
E) non-hierarchical decision-making.

Question 31

Preparing for international negotiations

A) always increases the odds of success.
B) ensures success.
C) never makes a difference.
D) is a well-known American skill.
E) is likely to improve the odds of success.

Question 32

If a manager focuses on the cultural difference between her or himself and an employee, she or he is using a ____________ approach to understanding international negotiations.

A) concession.
B) power balance.
C) macrostrategic.
D) comparative.
E) mature.

Question 33

In a low context culture, the persuasive stage of the negotiation process is the most important.

Question 34

Recent studies show that family demands may cause more work-family conflicts in the US than in China.

Question 35

Like Americans, most Asian countries prefer to "get down to business" in order to speed along negotiations.

Question 36

Interpreters should be hired through the host company because they will have greater knowledge of the company's inner workings.

Question 37

Smaller firms tend to do better at international negotiations than their larger counterparts.

Question 38

People from all countries agree that a final written contract is the best way to reach an agreement.

Question 39

Non-task sounding is a critical part of the international negotiation process in high-context cultures

Question 40

Using a negotiating team is not advisable in international contexts.

Question 41

Concerning face in conflict, Westerners should never criticize; they can only compliment their Asian counterparts.

Question 42

For Westerners, a lack of understanding the concept of face can undermine their business negotiations.

Question 43

Americans are known for their effective preparation for international negotiation.

Question 44

Cultures with high uncertainty avoidance would tend to use an avoidance style of conflict management.

Question 45

Americans often prefer more active confrontational approaches to conflict management.

Question 46

Japanese (at least) are more likely to be seeking a win-win or a long term approach in their negotiations.

Question 47

U.S. informality in negotiations is out of place in most other countries.

Question 48

Americans should measure progress in international negotiations by the number of issues that are settled.

Question 49

Which of the following statements helps to explain American views about work/family confict?

A) Its collectivist perspective implies work comes before family.
B) Work is viewed as a way to bring honor to the family, so it should come first.
C) Work is viewed as a personal sacrifice for the family.
D) Self interest is put above collective interest, so work comes second.
E) none of the above.

Question 50

Which of the following countries prefers to avoid conflict, is indrect, prefers a third part mediator, and is uncomfortable with conflict?

A) the US.
B) Germany.
C) China.
D) Saudia Arabia.
E) Japan.

Question 51

Given the importance of face in many Asian countries, what is one of the pitfalls that Americans might encounter in conducting business?

A) They may mistake as smile as a solid business connection.
B) They are likely to get too much criticism about their products and business, due to Asian directness.
C) They are likely to underestimate Asians' lack of concern about other peoples reactions.
D) They will have to deal with the fact that Asians do not know any rules about when to convey bad news.
E) All of these are pitfalls.

Question 52

All of the following statements concerning face are true except:

A) Face is one sided concerning the reputation of an individual.
B) Losing face is tantamount to physical assault in the West.
C) The notion of face is especially important to Asian countries.
D) The concept of face has led Americans to believe Asians are indirect.
E) All of the following statements are true.

Question 53

Collectivist cultures tend to use a(n) ______________ norm to determine who deserves which rewards.

A) standard.
B) equity.
C) equality.
D) government.
E) instrinsic.

Question 54

A belief that people should get what they deserve or that payment will be based on performance is called

A) cultural norm.
B) equity norm.
C) equality norm.
D) pay for work.
E) output-effort theory.

Question 55

_______________ tend to use the competition style of conflict management.

A) Americans.
B) Japanese.
C) Chileans.
D) Koreans.
E) Chinese.

Question 56

Once learned, people tend to use the __________________ style of conflict management.

A) avoidance.
B) compromise.
C) same.
D) accommodation.
E) competition.

Question 57

A Japanese manager who is offended by the direct language of an American counterpart is probably experiencing conflict due to

A) language difficulties.
B) lack of patience.
C) propensity for conflict in the Japanese culture.
D) differing cultural norms.
E) none of the above.

Question 58

The cause of conflict in international management can be due to

A) differing cultural norms.
B) the way companies make decisions.
C) language difficulties.
D) propensity for conflict in the culture.
E) all of these.

Question 59

Which of the following statements is true?

A) all conflict is bad.
B) conflict can help focus people's attention to get things done.
C) conflict always distracts people so they can't get things done.
D) conflict is rather uncommon.
E) conflict does not impact negotiations.

Question 60

Cross-cultural communication conflict occurs

A) when disagreements and friction arise in the course of social interaction because of opposing interests and cultural differences.
B) with every intercultural interaction.
C) when disagreements and friction arise in the course of social interaction because of common interests.
D) only among cultures that are extremely different.
E) in all of these situations

Question 61

When a negotiation is at an impasse, an American should do all of the following except

A) to be more subtle.
B) refuse to take no as an answer.
C) none of the above.
D) ask more questions.
E) take a recess.

Question 62

The more different the cultures involved, the higher the risk of conflict.