Which statement regarding the physical arrangements of an international negotiation setting is true?

In high-context cultures, the physical arrangements of rooms are taken casually. Japanese prefer to talk to everyone separately, then, once everyone agrees, to schedule inclusive meetings. Americans are against the idea of "hammering out an arrangement" even when the opinions and positions are divergent. Japanese tend to shun the practice of higher-level executives being included in a negotiation to indicate interest in a deal. Americans tend toward a cumulative approach, meeting with one party and reaching an agreement, then both parties calling on a third party.

CH. 19

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

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

face-to-face negotiations

Which of the following images is a cultural
stereotype attributed to American negotiators by
foreign business negotiators?

In the context of International Business negotiations, Labeling Americans "cowboys" and associating
the Japanese with the image of a samurai
warrior are examples of

Which of the following statements regarding
national stereotypes is true?

Negotiations are conducted between people rather than national stereotypes.

Which of the following is an important lesson
with respect to negotiation?

Regional generalizations very often are not correct

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

values..(Cultural differences cause four kinds of
problems in international business negotiations,
at the levels of language, nonverbal behaviors,
values, and thinking and decision-making
processes.)

On a tour to Australia in 1992, George Bush Sr.
flashed the victory sign at the Australian public,
with the palm facing inwards, which was
considered a rude gesture. This is an example of
cultural differences causing problems at the level
of:

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?

Foreign clients and partners breaking into side conversations in their native languages

Which of the following is the reason for side
conversations among foreign negotiators in their
native languages?

Sorting out a translation problem

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

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

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

They use the word no and interrupt more frequently than the Japanese.

The negotiation style of the Russians is found to
be the quite similar in many respects to that of
the:

Which nonverbal behavior of Israeli negotiators
is most likely to be blamed for American
negotiators using the "pushy" stereotype to
describe their Israeli counterparts?

They interrupt one another more frequently than any other group.

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

Greeting callers on the phone with " diga " (speak).

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

Which of the following statements reflects the
American notions of the importance of
objectivity?

Americans do not play favorites.

which of the following is true of the differences in values that affect international negotiations?

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

American sellers tend to treat American buyers more as equals.

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 differe

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

the Japanese emphasis on hierarchical relationships

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

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

Which of the following statements is true regarding the decision-making processes in international
business negotiations?

Americans tackle issues such as prices, delivery, and warranty one at a time, with the final agreement being the sum of smaller agreements

Which of the following is true of the decision-making process with respect to the American and Japanese
negotiators?

which of the following statements reflects the decision making style of the Americans in business negotiations?

Which of the following can be considered by American negotiators as a signal of progress in a business negotiation with foreigners?

Higher-level foreigners being included in the discussions.

Phil, a purchasing manager at a departmental store in the United States, is engaged in negotiations with a Brazilians supplier. Which of the following signals could indicate that Phil has been making progress in the negotiations with the Brazilians?

A softening of attitudes and positions on some of the issues.

Which of the following is the first step towards initiating efficient and effective international business negotiations?

Selecting an appropriate negotiation team

Which of the following is a factor responsible for global business successes?

Which of the following traits is important for marketing executives involved in international
negotiations?

In studies conducted at Ford Motor Company and AT&T, some traits were found to be important
predictors of negotiator success with international clients and partners. Which of the following was one of
these traits?

Influence at headquarters.

Americans often make the mistake of going it alone against a greater number of foreigners in business
negotiations. Which of the following factors can this behavior be attributed to?

Which of the following factors often gets in the way of American team negotiations?

In relationship-oriented cultures, ____ speaks quite loudly in both persuasion and the demonstration of
interest in the business relationship

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

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?

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

influence at headquarters is crucial to success

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

In the context of international business negotiations, even in countries where women do not participate in management, American female negotiators are first treated as _____

Which of the following statements on the roles of men and women in international business negotiations is true?

In the context of international negotiations, which of the following is found to be lacking in the curriculum of most schools of diplomacy?

Cultural differences in communication styles

Which of the following actions must be taken by a negotiator before international negotiations begin?

Asking questions on specific areas of the deal

In the context of international business negotiations, the notion of _____ relates to how power in negotiations is best measured

In the context of international business negotiations,the notion of ___ relates to how power in negotiations is best measured.

BATNA- the bet alternative to a negotiated treatment.

In the context of international business negotiations, even small companies can possess great power in negotiations if they have:

many good alternatives and their larger counterparts do not

which of the following aspects of the negotiation setting is an important consideration as it may eventually determine legal jurisdiction if disputes arise?

Which of the following statements regarding the physical arrangements of an international negotiation
setting is true?

In the context of international business negotiations, which of the following methods is the most efficient
way to communicate with clients and partners in places like Mexico, Malaysia, and China?

Conversation over long dinners

Which of the following aspects of international business negotiations is considered to be the most difficult?

Actual conduct of the face-to-face meeting.

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 the
meeting

An American buyer is negotiating with a British supplier for the purchase of raw materials for production
of heavy machinery in the U.S. Before exchanging any information pertaining to the business of the meeting, he spends a few minutes talking to the Br

which of the following is one of the objectives of engaging in non task sounding?

in the context of the non task sounding stage of business negotiations, which of the following aspects most likely differs between the Americans and the Japanese?

Which of the following methods can be used to minimize inevitable errors that crop up while exchanging
information across language barriers

In the context of task-related exchange of information, _____ negotiators are reluctant to voice objections
lest they damage personal relationships.

In the context of task-related exchange of information, _____ negotiators are more likely to provide
brutally frank negative feedback to foreign presenters.

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?

Schedule a review of the agreement

What is the recommended approach to international negotiations in terms of using national stereotypes quizlet?

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

What do Americans consider to be a signal of progress in a business negotiations with foreigners?

What is the process of negotiation in international business?