Ch. 13 International Negotiation – Flashcards
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Q: International negotiation
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Is the process of making business deals across national and cultural boundaries.
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Q: All of the following are true about international negotiation EXCEPT
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Most successful international negotiators use their home country negotiation styles.
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Q: The Whorf hypothesis
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Suggests that language determines the nature of culture.
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Q: High context languages
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Are languages in which people state things indirectly and implicitly.
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Q: Languages in which people state things directly and explicitly where the words provide most of the meaning are
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Low context languages.
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Q: Which of the following statements is true regarding high context languages?
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In high context languages, what is left unsaid is often as important as what is said.
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Q: The degree of formal communication refers to
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None of the above
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Q: Nonverbal communication
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All of the above
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Q: Kinesics is
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Communicating through body movements.
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Q: Proxemics
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Focuses on how people use space to communicate.
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Q: Touch
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Is related to proxemics and is a basic form of human interaction.
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Q: Attribution
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Is the process by which we interpret the meaning and intent of spoken words or nonverbal exchanges.
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Q: When communicating with nonnative speakers, which of the following would make communication harder and less accurate?
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Using slang
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Q: Gathering of extensive information on the negotiation issues, on the setting in which the negotiation will take place, and on the firm and people involved occurs in which stage of the steps in international negotiation?
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Preparation
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Q: In the relationship building stage of the International Negotiation Process
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None of the above
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Q: All of the following are true about the steps in the Negotiation Process EXCEPT
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All of the above are true.
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Q: At the __________ stage in the negotiation, both parties exchange the specifics of their needs for the agreement.
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Exchanging Information and the First Offer
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Q: All of the following are true about the Exchanging Information and the First Offer Step of the International Negotiation process EXCEPT
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Both sides usually present their final offer.
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Q: In the _____ stage, each side in the negotiation attempts to get the other side to agree to its position.
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Persuasion
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Q: All of the following is true about the persuasion stage EXCEPT
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The emphasis and mix of tactics do not vary by the cultural background of the negotiators.
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Q: Dirty Tricks in International Negotiations refer to
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Negotiation tactics that pressure opponents to accept unfair or undesirable agreements or concessions.
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Q: Deliberate deception, one example among some common ploys in international negotiations, refers to
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Negotiators presenting flagrant untruths either in the facts they present or in their intentions for the negotiation.
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Q: Negotiators who make an agreement and then reveal that it must be approved by senior managers or the government is an example of which type of dirty trick?
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Escalating authority
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Q: If negotiators are using deliberate deception as a dirty tricks, the best way to deal with the deception is
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To point out directly what you believe is happening.
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Q: All of the following are true about the final agreement EXCEPT
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Successful negotiations do not necessarily result in the final agreement
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Q: The sequential approach to concession-making
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Implies that negotiators expect each side to give and take on individual issues in sequence.
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Q: All of the following are true about the holistic concession-making approach EXCEPT
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Implies that negotiators expect each side to give and take on individual issues in sequence.
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Q: In competitive negotiation
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Competitive negotiators use dirty tricks and any plot that leads to their advantage.
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Q: __________ negotiators search for possible win-win situations where the outcome of the negotiation is mutually satisfactory to both sides.
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Problem-solving
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Q: All of the following are personal characteristics of the successful international negotiator EXCEPT
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Be a competitive negotiator.
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Q: Olfactics
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Is the use of smells as a means of nonverbal communication.
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Q: Communication through eye contact or gaze is known as
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Oculesics.
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Q: Which of the following is NOT one of the suggestions for proper use of interpreters?
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Insist on minimization of interruptions and have the interpreter translate after you end each statement.
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Q: Which phase of the negotiation process consists of an evaluation of the success of the completed negotiation?
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The post agreement phase
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Q: Which one of the following is NOT one of the personal success characteristics of successful international negotiators as discussed in the text?
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Focus on achieving negotiation goals without making concessions
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Q: Haptics
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Refers to communication through body contact.
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Q: Which of the following represents one possible solution to the "Old Friends" dirty trick?
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Keep a psychological distance that reflects the true nature of the relationship.
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Q: Which of the following regarding proxemics is FALSE?
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North Americans prefer closer spacing than the Latin and Arab cultures.
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Q: Which of the following statements regarding interpreters is FALSE?
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Interpreters are not needed if some of the negotiators can understand both languages.
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Q: Which of the following statements regarding formal communication is FALSE?
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U.S. Americans have the highest degree of formal communication.
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Q: All of the following are true of the Whorf hypothesis EXCEPT
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most experts agree that there is no relationship between language and culture.
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Q: Are any of the following forms of nonverbal communication such that they would not be offensive in any country or culture?
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All of the above could be offensive.
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Q: In one study involving people from the U.S. and Malaysia, compared to the Americans, the Malaysians
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none of the above.
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Q: The prevailing view of the contract by the Chinese and Japanese is all of the following EXCEPT
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The Japanese prefer to avoid general principles and to specify detailed rules and obligations.
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Q: As used in the text, cultural intelligence refers to
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the total body of knowledge obtained by cultural anthropologists.
