Ch. 13 International Negotiation – Flashcards

Unlock all answers in this set

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