c. face to face negotiations
In international business marketing plans are almost always implemented through: A. third-party negotiations B. group negotiations C. face-to-face negotiations D. virtual negotiations E. long distance negotiations
One authority on international joint ventures suggests that a crucial aspect of all international commercial relationships is the negotiation of the: A. original agreement. B. meeting times. C. location of the negotiations. D. members of the negotiation teams. E. deadlines for the negotiations.
Sometimes American negotiators are labeled "John Wayne cowboys." This form of labeling is called: A.
mockery. B. stereotyping. C. inflammatory. D. a negotiation tactic. E. transference.
b. regional generalizations are not correct
Looking broadly across several cultures, two important lessons with respect to negotiation standout. One of those lessons is that: A. regional generalizations are generally true. B. regional generalizations are generally
not correct. C. stereotyping is a useful tactic. D. generalizations are usually useful as a form of secondary research. E. supply does not always match demand.
Cultural differences cause four kinds of problems in international business negotiations. Which one of the following is among those problem areas? A. language B. focus C. intelligence D. morality E. compassion
Cultural
differences cause four kinds of problems in international business negotiations. Which one of the following is among those problem areas? A. morality B. nonverbal barriers C. intelligence D. compassion E. focus
Cultural differences cause four kinds of problems in international business negotiations. Which one of the following is among those problem areas? A. focus B. compassion C. values D. intelligence E. morality
d. thinking and decision making process
Cultural differences cause four kinds of problems in international business negotiations. Which one of the following is among those problem areas? A. intelligence B. innovation and change C. organization and leadership D. thinking and decision-making processes E. compassion
When leaving a successful sales call with an Australian customer, Marty uses the OK hand signal to tell the customer his request will be taken care of. The customer looks perplexed and even angry. Marty has encountered the problem of _____________ in nonverbal behavior. A. situational ethics B. knowledge of history C. psychological makeup D. cultural differences E. sign language
Connie is a business negotiation with her
African counterparts. The Africans frequently initiate side conversations among themselves in their native language. Connie thinks they are plotting something or discussing secrets but, usually they are: A. commenting on facial gestures. B. straightening out a translation problem. C. strategically undermining Connie's negotiating strategy. D. offering comments on her sharp business attire. E. expressing frustration about the negotiation process.
a. least agressive and most polite
Which of the following would be the most accurate description of the Japanese negotiation style in international commerce? A. least aggressive and most polite B. extremely aggressive and most rude C. very vague and least friendly D. ignores relationships in favor of personal gain E. always oriented toward the bottom line
b. oriented toward command and punishment
Which of the following would be the most accurate description of the Korean negotiation style in international commerce? A. least aggressive and most polite B. oriented toward command and punishments; use "no" often C. very vague and but friendly D. ignores relationships in favor of personal gain E. always oriented toward
the bottom line
With respect to verbal negotiation tactics, negotiators from which of the following countries would use promises most often as part of a negotiation style? A. Japan B. China C. United Kingdom D. France E. United States
With respect to verbal negotiation tactics, negotiators from which of the following countries would use threats most often as part of a
negotiation style? A. Japan B. China C. United Kingdom D. France E. United States
With respect to verbal negotiation tactics, negotiators from which of the following countries would most likely use threats (statements where the source reveals information about itself) as part of a negotiation style? A. Japan B. China C. United Kingdom D. France E. United States
there is greater variationin the linguistic aspects of language and nonverbal behaviors than verbalcontent.
The verbal negotiationstudy presented in the text concludes:
Harold uses a statement to suggest that the opposing negotiator perform a certain behavior with respect to negotiations. Harold is using which of the following tactics? A. promise B. reward C.
commitment D. self-disclosure E. command
Harold uses a statement to suggest that the opposing negotiator perform a certain behavior with respect to negotiations. Harold is using which of the following tactics? A. promise B. reward C. commitment D. self-disclosure E. command
Negotiators from which of the following countries would be most likely to use negative normative appeal
(the target's behavior is in violation of social norms) in its negotiations with another country? A. Japan B. China C. United Kingdom D. France E. United States
Negotiators from which of the following countries is most likely to use more "no's" in their negotiations? A. Japan B. Germany C. United Kingdom D. Brazil E. United States
Negotiators from which of the following countries
are most likely to touch others (excluding handshaking) during negotiations? A. Japan B. Germany C. United Kingdom D. Brazil E. United States
Negotiators from which of the following Asian countries have, as negotiation characteristics, a high incidence of facial gazing, asking few questions, and providing more detailed information (self-disclosures) about themselves than their other Asian counterparts? A. Japan B. China C. Vietnam D.
Korea E. Taiwan
Negotiators from which of the following countries are characterized as have negotiation behavior that is most similar to that of the United States? A. United Kingdom B. France C. Mexico D. Germany E. Australia
In addition to negotiators from France and Spain, negotiators from _____________ characterized as being quite aggressive in negotiations (used commands
often)? A. Japan B. United Kingdom C. Brazil D. Germany E. United States
Which of the following is NOT one of the four values that are held strongly and deeply by most Americans and seem to frequently cause misunderstandings in international business negotiations? A. obesity B. objectivity C. competitiveness D. equality E. punctuality
"Americans make decisions based upon the
bottom line and on cold, hard facts." This statement would be an illustration of which of the following negotiation values? A. competitiveness B. equality C. time D. objectivity E. emotional
The single most important book on the topic of negotiation is titled: A. Getting to Yes B. How to Win Friends and Influence People C. Seven Habits of Highly Effective People D. The Art of War E. Win-Win Relationships
b. substance; reltaionships
According to the authors of a famous book on business negotiations, every negotiator has two kinds of interests, ________________ and ________________. A. vocations; hobbies B. substance; relationships C. revenue; charity D. market position; supremacy E. profit; potential
c. problem solving activity
To most Americans, a business negotiation is characterized as being a(n): A. relationship-building activity. B. difficult experience. C. problem-solving activity. D. expression of personal power. E. exploration of personal philosophy.
a. higher level foreigners...
Americans must gauge the quality of a business relationship in negotiations. According to the text, which of the following is an important signal of progress in that business relationship? A. higher-level foreigners being included in the discussions. B. frequent side conversations among associates in their native language. C. invitation to dinner whenever the negotiations are concluded. D. clock watching and leaving meeting to accept
cellphone calls. E. requests for price for potential greater level of business.
b. their questions beginning to focus on specific areas of the deal
55. (p. 569) Americans must gauge the quality of abusiness relationship in negotiations. According to the text, which of thefollowing is an important signal of progress in that businessrelationship?
a softening of theirattitudes and position on some of the issues.
56. (p. 569) Americans must gauge the quality of abusiness relationship in negotiations. According to the text, which of thefollowing is an important signal of progress in that businessrelationship?
D. increased bargaining and use oflower-level, informal, and other channels of communication.
57. (p. 569) Americans must gauge the quality of abusiness relationship in negotiations. According to the text, which of thefollowing is an important signal of progress in that businessrelationship?
b. selection of the appropriate negotiation team
Which of the following is considered to be an important first step in creating an atmosphere for good international business negotiations? A. management of preliminaries B. selection of the appropriate negotiation team C. management of the process of negotiation D. managing all cultural imperatives following negotiations E. selection of seating arrangement at negotiation
table
d. the large numbers of skillfull international negotiators
Which of the following is a chief reason there is an increasing number of global business successes? A. the need for profits B. the peaceful nature of the negotiators C. general world peace D. the large numbers of skillful international negotiators E. the low international
labor cost
The single most important activity of negotiations is: A. winning. B. commanding attention. C. listening. D. explaining one's position. E. defending one's position.
In general, which of the following is more comfortable talking one-to-one? A. older men B. younger men C. Western men D. women E. Australian men and women
e. all should be on underwood's checking
James Underwood ishurriedly preparing his negotiation team for a difficult negotiation that istwo days away with a German conglomerate. Mr. Underwood represents a plasticscompany that is interested in gaining the right to license several of theGerman company's patents. Which of the following would be good items to add to achecklist for preparing for the upcoming meetings?
d. preparation and planning skill
Which of the following would be at the top of almost everyone's list of negotiator traits? A. multilingual skills B. commanding presence C. unwavering position D. preparation and planning skills E. friendliness and compassion
d. many good alternatives
Even small companies can possess great power in negotiations if they have: A. consumer-friendly products B. the ability to not make concessions C. the ability to be liked D. many good alternatives. E. the stamina for lengthy negotiations
b. seniority of negotiators
With respect to negotiations, in relationship-oriented cultures selection of intermediaries and ____________ are crucial considerations. A. proper dress B. seniority of negotiators C. nationality of negotiators D. factual breadth of knowledge E. a winning attitude
Greg is preparing for an important series of business negotiations. Greg will make decisions about all of the
following aspects of the negotiation setting ahead of time, if possible, EXCEPT: A. location. B. number of parties. C. time limits. D. audiences E. products
Which of the following is an important consideration in setting negotiations because it may eventually determine legal jurisdiction if disputes arise? A. time limits B. audiences C. the number of parties D. communications channels E. location
Physical arrangements for negotiations can affect cooperativeness in subtle ways. Which of the following are most sensitive to the physical arrangements of the negotiations? A. low-context cultures B. high-context cultures C. fact-oriented cultures D. knowledge-oriented cultures E. solution-oriented cultures
d. actual conduct of the face to face meeting
The most difficult aspect of international business negotiations is the: A. contract itself. B. opening ceremonies. C. choice of negotiation language. D. actual conduct of the face-to-face meeting. E. time frame.
e. in the concluding stages of the negotiations
During negotiations, when are
higher-risk strategies often attempted? A. in the first several hours of preliminary meetings B. in the first several hours of serious negotiations C. in the middle stages of negotiation D. after one side has conceded serious concessions E. in the concluding stages of the negotiations
a. refusal to continue negotiations
All of the following
are considered to be generally accepted stages of a business negotiation EXCEPT: A. refusal to continue negotiations. B. task-related exchange of information. C. persuasion. D. concessions and agreement. E. non-task sounding.
Sam Watkins has invited all the members of his negotiation team and those of the other side for an evening of light conversation and good food at a local restaurant. Which of the following stages of a business
negotiation would this form of behavior be proper? A. non-task sounding B. task-related exchange of information C. persuasion D. concessions and agreement E. refusal to continue negotiations (hardballing)
A Japanese business negotiator who believes that indirectness and face saving are important is concerned with: A. language B. nonverbal behaviors C. values D. persuasion E. non-task sounding
During a business negotiation between Japanese and Americans there has been a twenty-minute lull where no one has said anything. Suddenly, the American negotiator begins to speak to his team about possible concessions. This necessity to "fill the void" would be an expression of which of the categories often found in negotiations? A. language B. nonverbal behaviors C. values D. persuasion E. non-task sounding
The Japanese
spend considerable time and energy in ____________ because this process often sets the stage for successful negotiations and relationship building. A. non-task sounding B. task-related exchange of information C. persuasion D. concessions E. agreement
Tabitha always checks the Monday sports page before an important business negotiation. She wants to be able to make small-talk before getting into detailed negotiations. Tabitha is preparing
herself for: A. non-task sounding B. task-related information exchange C. bartering D. bantering E. pre-concession discussion
Preliminary talk before serious business negotiations begin is called: A. non-task sounding B. task-related information exchange C. bartering D. bantering E. pre-concession discussion
A task-related information exchange implies a ____________ communication
process. A. one-way B. two-way C. inner-directed D. parallel E. multilateral
When Americans are at the negotiation table with Japanese, Chinese, or Russian negotiators, information flow tends to be: A. unidirectional. B. bi-directional. C. multilateral. D. parallel. E. uninterrupted.
In which of the following countries does task-related information exchange and persuasion tend to
blur together (no clear separation)? A. United States B. United Kingdom C. Mexico D. Japan E. China
Negotiators from which of the following countries are known for making concessions early while expecting counterparts to reciprocate? A. United States B. Spain C. Brazil D. China E. Japan