Deck 5: Cross-Cultural Negotiation and Decision Making

Question 1

What is projective cognitive similarity? How do successful negotiators avoid projective cognitive similarity?

Answer 1

Projective cognitive similarity refers to the common practice of assuming that those you are negotiating with perceive, judge, think, and reason in the same way, when in reality they do not because of different cultural values.Successful negotiators will empathize with their counterparts and share their own viewpoint.

Question 2

The relationship-building process during negotiation is over as soon as a negotiator is done exchanging task-related information.

Answer 2

False

Question 3

Relationship building is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions.

Answer 3

True

Question 4

A French businessman has a meeting scheduled with a Brazilian to negotiate terms of a joint venture.The Frenchman prepares for the meeting in the way he always does when negotiating with French firms.The Frenchman assumes that the Brazilian will perceive and reason the way he does.Which of the following terms best describes the Frenchman's mistake?

A)cognitive dissonance
B)moral idealism
C)parochialism
D)projective cognitive similarity

Question 5

Which of the following variables is LEAST relevant to the profile of an opposing party in a cross-cultural negotiation?

A)bases of trust
B)value and uses of time
C)risk-taking propensity
D)location of the negotiation

Question 6

According to Adler, in order to understand the perspectives of both sides and to prepare for meetings effectively, a negotiator must ________.

A)avoid the use of nonverbal communication
B)engage in lengthy, evasive conversations
C)practice role reversal
D)avoid direct conflicts

Question 7

One of the primary purposes of relationship building during the negotiation process is to ________.

A)build mutual trust
B)create formal contracts
C)exchange task-related information
D)avoid direct confrontations

Question 8

Which of the following is one of the stages in the negotiation process?

A)preparation
B)link building
C)feedback
D)orientation

Question 9

Which of the following is most likely to be a reason for ineffective international business negotiations?

A)differences in cultural values and problem-solving techniques
B)highly restrictive government legislations
C)lack of socializing with the opposite party
D)lack of of nonverbal communication

Question 10

________ is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions.

A)Exchange of task-related information
B)Relationship building
C)Conflict management
D)Persuasion

Question 11

Which of the following terms refers to general, polite conversation and informal communication before meetings?

A)nontask sounding
B)cultural noise
C)kinesics behavior
D)nonverbal behavior

Question 12

Which aspect of the negotiation process will most likely occur on a continuous basis?

A)persuasion
B)relationship building
C)preparation
D)concessions and agreement

Question 13

Which of the following serves as a bridge from relationship building to the more formal stages of negotiating?

A)mediating
B)posturing
C)conceding
D)evaluating

Question 14

Which of the following terms refers to the process by which two or more parties meet to try to reach an agreement regarding conflicting interests?

A)polarization
B)social loafing
C)globalization
D)negotiation

Question 15

In the negotiation process, participation in social events, tours, ceremonies, and informal conversation is a characteristic of the ________ stage.

A)preparation
B)information exchange
C)relationship building
D)concessions and agreement

Question 16

Which of the following aspects of negotiating is most closely associated with nontask sounding?

A)relationship building
B)information exchange
C)persuasion
D)final agreement stage

Question 17

For long-term positive relations, the goal of negotiation should most likely be to ________.

A)establish clear objectives of the parties involved
B)reach a settlement that benefits all parties
C)establish a clear line of communication
D)avoid nonverbal communication

Question 18

What is negotiation?

Question 19

Which of the following statements is true regarding a negotiation process?

A)The negotiation process consists of six different stages.
B)The stages of the negotiation process are distinctly separate.
C)The concession and agreement stage typically occurs before the preparation stage.
D)The cultural norms of the place determine the order of the negotiation process stages.

Question 20

Yu Fei, a negotiator for Tama Inc., has a conference with an American competitor's officials.Her seniors advise her to completely understand the Americans' viewpoint during the conference.Which of the following benefits will be most likely achieved by Yu Fei if she listens to her seniors' advice?

A)It will help Yu Fei fine tune her listening skills and help point out loopholes.
B)It will encourage Yu Fei to assess a wide range of alternatives for a resolution.
C)It will motivate Yu Fei to adapt to the negotiation style of the Americans.
D)It will help Yu Fei to delve specifically and repeatedly into the details at hand.

Question 21

Culturally based differences in verbal and nonverbal negotiation behavior influence the negotiation process at every stage.Such tactics and actions include promises, threats, initial concessions, silent periods, interruptions, facial gazing, and touching; some parties resort to various dirty tricks.

Question 22

Many Arab negotiators, following Islamic tradition, use mediators to settle disputes.

Question 23

During which stage of the negotiations process does hard bargaining begin?

A)persuasion
B)relationship building
C)information gathering
D)agreement

Question 24

During the stage of concessions and agreement, Russians and Chinese generally take extreme positions.

Question 25

In the American culture, which of the following is most likely considered a rough tactic used during negotiations?

A)confrontations during conflicts
B)use of emotional appeals
C)informal seating arrangement
D)uncomfortable room temperatures

Question 26

What forms the basis for the enforcement of most business contracts in Mexico and China?

A)legal systems
B)scientific research
C)personal commitments to individuals
D)international regulations

Question 27

The method of using extreme positions during the concessions and agreement stage of negotiation involves ________.

A)careful timing of the disclosure of information and concessions
B)approaching the issue in a holistic manner
C)general and polite conversation to socialize
D)building mutual trust before embarking on business discussions

Question 28

Which of the following is most likely a subtle and complex behavior that makes cross-cultural negotiations difficult?

A)developing goals of negotiation
B)nonverbal communication
C)exchanging objective information
D)employing information technology

Question 29

Which of the following is a similarity between the negotiation styles of both North Americans and Latin Americans?

A)They highly value emotional sensitivity.
B)They display strong commitment to their employers.
C)They give great importance to documentation.
D)They tend to be argumentative when they think they are right.

Question 30

During exchange of task-related information, Mexicans tend to engage in lengthy, evasive conversation.

Question 31

When preparing for cross-cultural negotiations, managers should first evaluate their own negotiation styles in order to ________.

A)understand the reasons for failing or succeeding in domestic negotiations
B)determine how they differ from the norm in other countries
C)analyze the various stages of the negotiation process
D)assess all social and cognitive influences

Question 32

Relationship building is the process of getting to know one's contacts in a host country and building mutual trust before embarking on business discussions and transactions.

Question 33

Nontask sounding involves general, polite conversation and informal communication before meetings.

Question 34

Which of the following is most likely the last stage of negotiation?

A)analysis of an opponent's position
B)relationship building
C)concessions and agreement
D)training

Question 35

Which of the following is most likely to be true about negotiators in the Far East?

A)Negotiators avoid building informal relationships.
B)Negotiators approach issues in a holistic manner, deciding on the whole deal at the end.
C)Negotiators begin the discussions by pointing out proposals that they are prepared to accept.
D)Negotiators are particular about formal contracts and insist on specific clauses.

Question 36

Negotiators in the Far East address issues one at a time, in a linear fashion.

Question 37

Which of the following stages of negotiations is most likely to take place immediately after the exchange of task-related information?

A)relationship building
B)persuasion
C)preparation
D)concessions and agreement

Question 38

How does nonverbal communication affect the negotiation process?

Question 39

In the American culture, which of the following is most likely to be considered a "dirty trick" during cross-cultural negotiations?

A)establishing personal relationships
B)deliberately distorting facts
C)hard bargaining
D)exchanging irrelevant information

Question 40

Research in the United States indicates that during the final stage of negotiations, it is best to start with ________.

A)extreme positions
B)a holistic approach
C)relationship building
D)finalized formal contracts

Question 41

In the ________ culture, negotiators tend to use the word "no" repeatedly, and they are best described as spontaneous and talkative.

A)Brazilian
B)Arabian
C)American
D)Japanese

Question 42

From an American perspective, the ________ stage of negotiation is straightforward, objective, efficient, and direct.

A)relationship building
B)exchanging task-related information
C)nonverbal communication
D)motivation

Question 43

A negotiation support system provides support to the negotiation process by ________.

A)increasing the likelihood that an agreement is reached when a zone of agreement exists
B)increasing the ability to communicate nonverbally
C)increasing costs associated with time delays
D)increasing the fees paid to the attorneys

Question 44

In which of the following countries do people typically begin the concessions and agreement stage of negotiation with what they are prepared to accept rather than take extreme positions?

A)China
B)Sweden
C)Russia
D)United States

Question 45

Which of the following cultural groups enjoys debate and conflicts and will often interrupt presentations to argue about an issue even if it has little relevance to the topic being presented?

A)Mexicans
B)French
C)Arabs
D)Chinese

Question 46

According to Pierre Casse, Arab negotiators ________.

A)are able to resist any kind of pressure
B)prefer short-term relationships to long-term relationships
C)confront opponents directly and openly
D)do not use conferences as mediating devices

Question 47

Axiomatic appeals are generally based on ________.

A)socially accepted ideals
B)level of loyalty
C)subjective feelings
D)objective information

Question 48

During the exchange of task-related information, who among the following people would most likely ask many questions of their counterparts, delve specifically and repeatedly into the details at hand, and provide only vague and ambiguous material during a presentation?

A)Chinese
B)Arabs
C)Americans
D)Mexicans

Question 49

According to Pierre Casse, which of the following is a typical characteristic of a Swedish negotiator?

A)inflexible
B)down to earth and overcautious
C)inefficient
D)confronts openly and directly

Question 50

Which of the following types of appeals, typically used by Arabs, is based on emotions and subjective feelings?

A)factual appeals
B)affective appeals
C)axiomatic appeals
D)virtual appeals

Question 51

Which of the following terms refers to the nature and appearance of the relationship between the people pursuing common goals in a negotiation?

A)software of negotiation
B)diplomacy of negotiation
C)objectivity of negotiation
D)transparency of negotiation

Question 52

In the Far East, details are likely to be worked out ahead of time through the "backdoor" approach.Which of the following terms refers to this approach?

A)mottainai
B)lien
C)guanxi
D)houmani

Question 53

Which of the following is true about Arab negotiators?

A)Arab negotiators do not use conferences as mediating devices.
B)Arab negotiators generally use factual rather than affective appeals.
C)Arab negotiators prefer short-term relationships to long-term relationships.
D)Arab negotiators use mediators to settle disputes.

Question 54

________ are based on what North Americans believe is objective information, presented with the assumption that it is understood by the other side on a logical basis.

A)Factual appeals
B)Affective appeals
C)Axiomatic appeals
D)Nonverbal messages

Question 55

According to Pierre Casse, which of the following is a typical characteristic of a successful Indian negotiator?

A)never changes his or her mind
B)lacks patience
C)uses trade secrets to strengthen his position
D)stays humble and trusts the opponent

Question 56

Arab negotiators will most likely make concessions because of their interest in ________.

A)saving valuable time
B)preventing embarrassment
C)forming long-term relationships
D)creating a good first impression

Question 57

Using a problem-solving approach during cross-cultural negotiations requires a negotiator to ________.

A)reduce the amount of specific details and facts
B)avoid focusing on long-term issues
C)make frequent counterproposals
D)avoid criticizing the other party in a personal way

Question 58

The ________ approach to conflict is being used when both parties negotiate on the basis of factual information and logical analysis.

A)instrumental-oriented
B)expressive-oriented
C)affective-oriented
D)individual-oriented

Question 59

Which of the following behaviors is NOT consistent with Casse's profile of successful American negotiators?

A)refuses to make concessions in advance
B)exhibits a good sense of timing
C)never compromises
D)understands the issues

Question 60

Which of the following is true about the negotiating tactics used by the Russians?

A)They are quick decision makers.
B)They believe that "time is money."
C)They stall for time.
D)They are outwardly expressive.

Question 61

Which of the following approaches to conflict involves handling the situation indirectly and implicitly without clear delineation of the situation from the person handling it?

A)instrumental-oriented
B)expressive-oriented
C)objective-oriented
D)problem-oriented

Question 62

Research shows that managers from ________ have the highest tolerance for risk.

A)America
B)Germany
C)Belgium
D)Austria

Question 63

According to the research conducted by Tung et al., people in ________ are bureaucratic, educated, diversified, highly relationship-oriented, and more direct.

A)Shenzhen
B)Shanghai
C)Beijing
D)Guangzhou

Question 64

Middle Easterners avoid hiring mediators, as they cannot deal with direct conflicts.

Question 65

Italian negotiators have a sense of drama and are not afraid to hide their emotions.

Question 66

Compared to Indian negotiators, American negotiators are more likely to withdraw, use silence, and learn from within.

Question 67

Negotiation support systems can provide support for the negotiation process by maximizing the chances for optimal outcomes.

Question 68

Which of the following is a part of the rational decision-making process?

A)background check on individuals involved in decision-making
B)gathering and analyzing relevant data
C)comparison of competitor products
D)marketing the respective products or services

Question 69

Americans are calm, quiet, patient negotiators; they are accustomed to long, detailed negotiating sessions.

Question 70

How is conflict during negotiations handled in high-context and low-context cultures?

Question 71

What is the difference between an internal locus of control and an external locus of control? What cultures use each type?

Question 72

Business people report two major areas of conflict in negotiating with the Chinese-their apparent insincerity about reaching an agreement and ________.

A)their unwillingness to develop relationships beyond a superficial level
B)their insistence on a compromise whenever progress becomes difficult
C)the amount of details desired about product characteristics
D)the use of bureaucratic mechanisms to stall negotiations

Question 73

Which of the following types of decision making is generally used in China, Germany, Turkey, and India?

A)participative
B)autocratic
C)totalitarian
D)theocratic

Question 74

The term "software of negotiation" refers to the contractual terms mentioned in a written document.

Question 75

How can modern technology, such as negotiation support systems (NSS), be used to improve the negotiating process?

Question 76

American managers believe strongly in self-determination and perceive problem situations as something they can change.This shows that they ________.

A)belong to a high-context culture
B)believe in socialism
C)have internal locus of control
D)belong to a high power distance culture

Question 77

Russians employ axiomatic appeals-that is, their appeals are based on the ideals generally accepted in their society.

Question 78

In what ways might the American style of negotiation be misinterpreted in another culture?

Question 79

According to the research conducted by Tung et al., which of the following cities in China has people who are business-savvy, confident, career-oriented, and materialistic?

A)Beijing
B)Chengdu
C)Shanghai
D)Guangzhou

Question 80

What is the difference between affective, axiomatic, and factual appeals? Provide examples of cultures that use each type.